SEPTEMBER 20-22, 2009 FARGO, ND Microsoft Marketing Resources Cheryl Strege, President The Partner Marketing Group Intros Cheryl Strege – The Partner Marketing Group, a marketing consulting resource for Microsoft Dynamics partners – firstname.lastname@example.org And… –Who are you? –What do you do? –What do your customers love about your company? –Time you’ve been working w/Microsoft Dynamics? –Dogs or cats? Workshop Exercise • Scenario: – Think of your largest, very best customer – Communicate with her/him only 3 times before they “walk” • What would you do? – Write it down Questions about Microsoft Resources? • Who? • What? • Where? • When? • How? • Can’t cover ALL of the options, will focus on the TOP TEN (or so) Agenda • Dive into RTG, PMC, MPE, CDF, MPC, PLC, LET, MSB and more! • Action Items • Wrap-Up First Things First! #1: Join the Marketing Professional Community • Monthly Web Seminars • Periodic Learning & Networking Opportunities • Distinction in Marketing Awards (session next timeslot) • Learn more and register on the Community Site on PartnerSource > Communities > US Marketing Community • Subscribe to Sales and Marketing Insights Microsoft Dynamics Marketing Guide – Desktop reference of Microsoft Dynamics- specific marketing resources – Includes extensive “How-To” section - https://mbs.microsoft.co m/downloads/partner/ marketing/Resources/FY 08_Marketing_Guide.pdf #2: Where Do Prospects Find You? Partner Solution Profiler • When you profile your solutions and services, you can promote them to the more than 70,000 customers who search Microsoft.com for technology experts every month. • Sites where your profile is populated: – Solution Finder – Microsoft Dynamics website – Microsoft Midsize Business Center – Solution Finder website – SQL Server website – Windows Marketplace https://partner.microsoft.com/40020720 #2: Where Do Prospects Find You? Tip! • Be sure to check the box allowing Microsoft to post your company profile. • Partner.Microsoft.com > View Your Membership Account > Membership Center > Organization Profile (scroll down) https://partners.microsoft.com/partnerprogram/partnermembershipcenter.aspx #2: Where Do Prospects Find You? Pinpoint • An online marketplace designed to help people quickly and easily find qualified Microsoft partners and vendors, products, and services that can best address their unique technology needs. In addition, the site features customer reviews and Spotlight articles on specific companies and topics of interest to all business owners. http://www.pinpoint.microsoft.com/en-US/ #2: Pinpoint Tip • Go to pinpoint.microsoft.com and search for your own company • Ask your customers to write a review of your company • Reward them (aka entice them) with a gift card • “Recently Reviewed” and “Top Rated Companies” make the Home Page! • Remember when writing your profile: Who are you, what do you do, why do your customers love you? “Leveraging Pinpoint” webcast. Use “Pinpoint” to search the PLC #2: Where Do Prospects Find You? • LinkedIn, FaceBook, Twitter, Digg • Blogs (your own, or comment on others) • Search Engines (www.linkpopularity.com) – TIP: Inbound links from reputable websites (like Microsoft Pinpoint) increase your SEO results. • Add a profile on Duct Tape Marketing site (http://www.ducttapemarketing.com/local-online-marketing.htm) • Membership orgs (SBA, Chamber) #2: Where Do Partners Find You? • Partner Channel Builder • “The List” from The Partner Channel • Advertising in The Partner Channel magazine • Solution Finder • Pinpoint • Social media (Linkedin, etc) • TIP: As with prospects, networking and relationship building is key! https://channelbuilder.partners.extranet.microsoft.com/CB/default.aspx #3: Direct Marketing • Microsoft Dynamics-specific resources consolidated on the Microsoft Partner Network – Ready-to-Go Campaigns – Ready-to-Go Marketing Services – Communities – Additional Resources (PartnerSource) https://partner.microsoft.com/us/dynamicsmarketing #3: Direct Marketing Marketing Services Bureau • An extension of the existing Ready-to-Go’s, MSB lists a variety of marketing services provided by approved vendors. • Includes… – Marketing consulting – Telemarketing – Case study development – SEO – Promotional merchandise – And more http://www.mspartnerdirect.com/ Introducing: MSB on Ready-to-Go Marketing Services …your new one-stop, online marketplace for discounted services from seasoned Microsoft vendors, including Dynamics specific vendors! #3: Direct Marketing Ready-to-Go’s • Turnkey direct mail as well as resources for your website, for telesales calls, etc. • Within the new campaigns, targeted sales and marketing content aligned to 8 different industries including materials focused on 16 industry-specific verticals. Highlights of the new campaigns include a higher degree of content customization in direct mail pieces, and Pinpoint/Solution Finder integrated into the core steps of the campaign. http://www.mspartnerdirect.com/action/microsoft/Default New! Ready to Go Vertical Campaigns • Construction ERP • These campaigns each include: • Distribution ERP (includes) – Slide deck – Consumer Packaged Goods – Invite – Food and Beverage – Event agenda – Industrial Distribution – Evaluation – Follow up letter • Manufacturing ERP (includes) – Telemarketing script – Automotive Suppliers Manufacturing – Demo files – Chemical Manufacturing – Demo scripts – Distributed Manufacturing Tier-One Hub – Handouts – Distributed Manufacturing Tier-Two • Distribution Example: Spoke – Step 1: Identify Your Target – Food and Beverage Manufacturing – Step 2: Prepare Your Web Site – Industrial Equipment Manufacturing – Step 3: Customize Your • Professional Services ERP Communications to Introduce Your Offering and Your Business – Includes Specialty Retail – Step 4: Follow up via Phone to • Retail ERP Identify New Opptys • All campaigns are product agnostic but highly customizable to adapt for GP #3: Direct Marketing Ready-to-Go Marketing Campaigns • 8 new campaigns added – ERP - Construction-http://www.mspartnerdirect.com/constructionerp – ERP - Distribution-http://www.mspartnerdirect.com/distributionerp – ERP – Manufacturing-http://www.mspartnerdirect.com/manufacturingerp – ERP - Professional Services-http://www.mspartnerdirect.com/professionalserviceserp – ERP – Retail -http://www.mspartnerdirect.com/retailerp – CRM - Financial Services -http://www.mspartnerdirect.com/financialservicescrm – CRM - Manufacturing - http://www.mspartnerdirect.com/manufacturingcrm – CRM - Professional Services http://www.mspartnerdirect.com/professionalservicescrm Coming Soon to Ready-to-Go Campaigns…. • Microsoft Dynamics Existing Customer Solution Sales Kit includes: – Financial Management – Business Intelligence – Field Services – HR and Payroll – Manufacturing – Project Management – Risk Management – Supply Chain Management • Will launch October 2nd! How I Would Use RTGs • Wealth of downloadable resources I can customize • Offers for my marketing campaigns such as Evaluating Financial Management whitepaper and CRM product guides, CRM customer showcase video, new industry specific messaging. • Assessment worksheets and other tools • List counts • TIP: Upload your own list to the site for a mailing Marketing Desk: http://www.mspartnerdirect.com/mktghelp/ Consider this… • List is primarily InfoUSA. • Very little customization partners can make to the direct mail pieces. • Difficult to “sell” the offer in the letter since there’s little space for it. • Difficult to nurture prospects if you use RTGs for a one-time campaign. Best option is to upload your own list, then you can follow-up with a telesales call. #3: Direct Marketing • Partner Marketing Center https://www.partnermarketingcenter.com/ww-en/default.aspx Partner Marketing Center #3: PartnerSource • Industry Content Library • Marketing Community • Marketing (left navigation) • Product pages #3: PartnerSource GP product page Breadth Initiative for Microsoft Dynamics GP • For partners interested in pursing a volume business model around GP • This site includes • Competitive Offers and Resources (focus on Sage, Peachtree and QuickBooks) • Partner Readiness on volume business model including Rapid Implementation Toolkit • Customer-ready brochures and research reports • Microsoft hosted GP demos • Pitch Decks • Customer Case Studies • Sure Step Proposals, SOWs, Project Plans https://mbs.microsoft.com/partnersource/partneressentials/partnerreadiness/resourcing/MSDYGP _LeverageToolsBreadthOpp.htm #4: Case Reference Builder • Happy customers are one of your most effective sales and marketing tools. • Use this template to quickly create a case study on an interesting customer story. • Receive a high quality pdf (no charge) or have Microsoft print it for you! #5: Microsoft Partner Events Microsoft Partner Events program provides tools, content, and services to help you plan, deliver, and measure your own events. Also includes resources for tradeshow booth rental, click-to-attend registration service, etc. www.microsoftpartnerevents.com #5: Microsoft Partner Events (Tradeshow) • Secure a Tradeshow Booth from Microsoft Dynamics • Graphics include… – Business Solutions – CRM – Financial Management – Retail – And 9 more • Customized booth panel with your brand • RMS promotion for 20 partners, will pay up to $2500 for booth shipping and customization of panel with partner’s branding. Expires Dec 31, 2009 or when the 20 booths are spoken for. #6: Offers, Offers, Offers Where Do I Find Good Offers? • “How Smart Marketers Craft Compelling Offers – http://www.msreadiness.com/CourseDetail.aspx?id=5325 • Partner Marketing Center – https://partner.microsoft.com/global/40019331 • PartnerSource > Marketing • PartnerSource > Individual Product Pages • www. MicrosoftIncentives.com • Offer Summary Sheet – https://mbs.microsoft.com/partnersource/sales/promotions/NorthAmerican OfferCouncilSummarySheet.htm Where Else? • The Microsoft Dynamics public website! – www.microsoft.com/dynamics • The Midsize Business Center – http://www.microsoft.com/midsizebusiness/default.mspx?Wt_svl=msbclnav • Microsoft Worldwide Events (WWE) has webcasts, videos and podcasts by role, by topic, or by product – http://www.microsoft.com/events/series/momentum.aspx • RTG Campaigns – www.mspartnerdirect.com • Harvard Business Review (one of my preferred sites) – www.hbr.org • Create your own? – CAL Business Solutions did #7: Social Media Marketing • Microsoft Partner Network – Build Your Business with Social Media Marketing (metrics guidebook, course, and playbook) – Social Media Pointers • Partner Learning Center #8: Local Engagement Team (LET) • Microsoft Team to help your marketing efforts on a local level. • They can assist with connecting you to local influencers (SBA, Learning Centers, etc), event participation and more. #9: Content for Marketers – ISV Site GREAT! • ISV Website – Marketer Resources: http://microsoft.mrm pslc.com/USISV/resou rces.aspx – ISV Telesales Service • Excellent online marketing resources, such as SEO and SEM http://microsoft.mrmpslc.com/USISV/ #10: Microsoft VMAX • VMAX is a vertical marketing assistance program designed to accelerate demand generation for Microsoft Dynamics partners. Through VMAX, Microsoft Dynamics partners can outsource teleprospecting and the development of custom, vertical sales and marketing materials. • In addition, VMAX participants will receive up to $10,000 in matching funds to help jump start these industry-focused activities. www.microsoftvmax.com Other • Microsoft Dynamics Principles of Marketing Web Seminar Series This series of web-based seminars provides a wealth of guidance and resources, strategic ideas and key action items to help you jump start your marketing efforts. • Partner Resource Kits – Microsoft Dynamics AX – Microsoft Dynamics GP – Microsoft Dynamics NAV – Microsoft Dynamics SL – Microsoft Dynamics CRM More “Other” • Microsoft Dynamics Partner Playbooks – The Partner Playbook provides partners a single source guide with information and links to the most current tools and resources available for Microsoft Dynamics. • Microsoft Dynamics ISV Playbook • Microsoft Dynamics CRM Partner Playbook • Microsoft Dynamics ERP Partner Playbook One More “Other” • Microsoft Dynamics Partner Community – Dedicated web site – "Invigoration Station" radio broadcasts – Weekly web seminars – An easy-to-use blog – Monthly Microsoft Dynamics partner community newsletter – A real-time chat service http://www.microsoftdynamicspartnercommunity.com/ Where’s the $? • Campaign Development Funds – 100% funding for MSB services until Oct 31st – Webcast on FY10 CDF program on Sept 29th (url contained in this deck) • Microsoft VMAX – Up to 10K, ask your PAM to nominate you if you have a strong vertical focus or vertical product • LET – May not have $ but have DVDs (Win7), trial versions, copies of Office, etc. Need a Quick Summary of Marketing Resources? Action Items • Where do prospects find you? – Completion of Partner Solution Profiler gets your firm placed on Solution Finder and other engines. – Check for your profile on Pinpoint – Check your profile for accuracy on www.manta.com/mb • Direct Marketing – 100% CDF reimbursement for using a service on MSB – Leverage RTG resources – don’t “recreate the wheel” • Customer Case Studies • Learning opportunities abound Wrap! • Opt-in to The Partner Marketing Group newsletter and you’ll help a worthy cause. • Go to… www.thepartnermarketingg roup.com for a copy of this presentation. • Drawing for prizes! • Complete your event evaluation. THANK YOU Please complete your evaluation.
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