ForMPNPartners

AZURE MENTOR PROGRAM (AMP)

CONTENTS

• Section 1: Azure Mentor Program

• Section 2: Scope of the Program

• Section 3: Technical Roles

• Section 4: FAQs

AZURE MENTOR PROGRAM

SECTION 1

WHAT IS THE AZURE MENTOR PROGRAM?

AMPisanewsupportprogramthatwillhelppartnersdevelopanAzuresolution/service andpractice.Forpartnersthatdon'thaveaccesstoMicrosoft field-based technicalresources,AMPprovidespartnerswithtechnicalresourcesandassistanceforuptofiveAzureIaaScustomeropportunities withinasix-month timeframe.

Thesupport providedcoverspresales,deploymentplanninganddeploymentsupport.This,combinedwiththebreak/fixpost-deployment support providedunder thepartner’scurrentMPNbenefitswillensuretheyhavethesupportneeded tobuildanAzuresolution andpractice,andsubsequently theexperiencetheyneedtosustainthatpractice.

OVERVIEW

SUPPORT

TOP 4 THINGS TO KNOW ABOUT AMP

• Partnersneeddeep technicaltraininginAzure• Partnersneedconfidence/support fortheirfirstfewdeals

• KickstartAzureIaaSPracticewith:• Adedicatedmentortoprovidecoordination/accesstotechnicalresources

• Resourcestohelppartnerwinandsuccessfullydeployfirstfiveprojects

• Acceleratethesalescyclewithhelpacrosspre-sales,deployment andpostdeployment

THE WHY

PROGRAM GOALS

...AMP CAN HELP PARTNERS MAKE THAT TRANSFORMATION.

THE TRANSFORMATION TO THE CLOUD CAN

BE DIFFICULT….

WHAT KIND OF PARTNERS CAN USE AMP?

• Partnerswhoaren'tyetabletoattaintheMPNCloudPlatformcompetency.• PartnersdonothavetobelocallymanagedbyMicrosofttoparticipate,buttheprogramdoesrequirethatourfieldnominateapartnertotheprogram.

CANDIDATESNOT

CANDIDATES

• AMPisnotdesignedtosupportISVpartnersatthistime.

• Anypartnerthathasaccessto,orisassignedtoaPTSoranyothertechnicalfieldresourcetohelpsupportthedevelopmentoftheirpracticeorsolution(s)isnotacandidateforAMP.

SUCCESS CRITERIA

Up to 5 Azure solutions

deployed within 6 months

Ability to achieve Silver Cloud

Platform Competency

Ability to build a profitable Azure

and/or EMS practice

1 2 3

AMP PARTNERS ARE…

ü InterestedintransformingtheirinfrastructurepracticeandtheircustomerstothecloudüManagedbyPSE,PCDM,Tele-PCDM,BDM,TPAMor,alignedtoanAzureSureStep resource(SMB)orCrossoverresource(CA)

üHaveMAPSorMPNCompetencythroughout programdurationüAssignatechnicalresourcetoworkdirectlywithMicrosoftandtheirassignedpointofcontact

üMinimumof3-5qualifiedcustomeropportunities (ataSalesStageof20%orgreater)üShareopportunity pipelineandadditionaldetailsofwondeals(suchaselementsofthesolution,associateddealcomponents andassociatedrevenue)tobegenericizedandusedtocreatepartnerprofitabilityguidance

üContinuedfocustobuildandexpandtheirAzure/EMSpracticeüWithinsixmonthsofcompletingprogram,demonstrateanongoingcombinedcustomerAzureconsumption of$15K/year(averaging10customersor150seatsofEMS)

SCOPE OF THE PROGRAM

SECTION 2

SCOPE OF THE PROGRAM

PartnerOnboarding TechnicalTraining

TechnicalPre-Sales Deployment/POCSupport

PartnerTechnicalServices

• ModernBiz marketingmaterials• Quotingtools• Trainingguidanceandchecklist

totrainpartnersondevelopingspecificModernBizsolutions

• MPNBenefit usage*• MPNDPORdesignation• CloudPlatformcompetency

ProactiveTraining/Readiness DealSpecificEngagementPre-SalesSupport• PricingandQuotingAssistance• ArchitectureGuidance• CompetitiveObjectionhandling

Deployment/PoCSupport•DeploymentPlanning•DeploymentShadowing

PartnerclosesAzureIaaScustomer

deployments

RepeatableAzureIaaSpractice

$15KAnnualAzure

revenuestream

AttaintheSilverCloudPlatformcompetency

5

TECHNICAL ROLES

SECTION 3

AMPPointofContact PartnerTechnicalConsultant(PTC) Support Engineer

• Identifyandnominatepartners

• Helppartnersidentifycustomeropportunities

• Shareinformationaboutbusinessdevelopmentbestpractices

• OnboardingyourpartnerstoAMPandsubsequentoff-boardingguidance

• EducatingpartnersonwhattheirMPNbenefitsareandhowtoactivate/usethemwhileinAMPandbeyond

• Ongoingopportunity/pipelinetrackingtohelpusdevelopastrongerpartnerprofitabilitymodelforAzure

• ConnectingthepartnertothePartnerTechnicalConsultantforspecificopportunitysupport

Engagedwiththepartnerthroughoutthefiscalyear

EngagedbyAMPPointofContact

Engagedaspartofpost-deploymentSupportprocesses

Engaged throughoutthedurationoftheAzureMentorProgram

• Delivertechnicaltrainingfortechnicalpresales&deploymentscenariostopartners

• Supportcustomeropportunitiesbroughtforwardbythepartnerthroughpersonalizedassistancecovering:

• Technicalpresalesassistance

• Solution Architecture• ProofofConcept (PoC)• Assistancewithsolutionsizing&costestimation

• Deploymentplanningandshadowing

• SupportincidentsopenedbythepartnerusingtheirMPNtechnicalsupportbenefitsforpost-deploymentsupportissues

• ASupportEngineerhelpstroubleshootpost-deploymentsupportissues

AMPTechnicalRoles

Buildingtechnicalpresales&deployment capabilities

Buildingsales capabilities Resolvingbreak-fixissues

Out ofscope forPTC• Technical support – break-fix,

hotfixes ortroubleshooting• Account management• On-site support• Long-term consulting• Pricing/licensing contracts• Support end customer

(exception onlywhenwithpartner)

TECHNICAL ROLES INCLUDED IN AMP

FREQUENTLY ASKED QUESTIONS

SECTION 4

FREQUENTLY ASKED AMP QUESTIONS

• WhatAzureservicesaresupportedthroughAMP?• AzureVMs,AzureBackup,AzureSiteRecovery,EnterpriseMobilitySuite,Operationalinsights,AzureNetworksand

Storage.

• WhatkindofhelpcanPartnersexpectfromAMP?• Technicalenablementanddeal-basedassistancerangingfromsolutionarchitecture,assistanceingeneratingquotes,

objectionhandling,anddeploymentshadowingduringthesix-monthAMPprogramtime,aswellaspostdeploymentsupport for30daysaftereachdeployment (aspartoftheirMPNprogrambenefits).

• HowlongcanPartnersparticipateinAMP?• Fortheirfirstfivewinsorforsixmonthsoncetheyareon-boarded intotheprogram.

• HowcanPartnersparticipateinAMP?• TheymustbenominatedbyaMicrosoftfieldsponsor.Thereisasetofpre-requisitesthatPartnersneed tomeetto

beeligibletoparticipate.

• ArethereexceptionsallowedforpartnerstojoinAMPthatalreadyhavetheCloudPlatformcompetency?• Ifapartnerhasthecompetency,but isunabletorequalifyforthecompetencyduetoalackofnewcustomersinthe

previoustwelvetrailingmonthsthenaMicrosoftfieldsponsor forthepartnermayconsiderAMPasaviableandacceptableuseofanavailableAMPallocationslot.Partnersinthecompetencymayalsobeinterestedinbuildingaparticularnewsolutionforthem,andforthosepartnersthatwanttoinvestintransformingtheirpracticetothecloud,Microsoftwouldliketosupportthem.

WHAT ARE THE PRE-REQUISITES FOR PARTNERS TO USE AMP?

üEitheraMicrosoftActionPackSubscription(MAPS),oranMPNCompetency,excludingtheCloudPlatformCompetencyandthatsubscriptionorcompetencymustbeinplacethroughout thepartner’stenureinAMP

üAdedicatedtechnicalresourcetoworkdirectlywiththeAzureMentor

üAminimumof3-5qualifiedcustomeropportunities atasalesstageof20%ormorethatwiththeassistanceoftheAMPtechnicalresourcescanbeclosedwithinthe6months

üCommittodeployingupto5customeropportunitieswithinthesix-monthdurationoftheprogram

üCommittothecontinuedfocusoftheAzure/EMSpracticetheyhavebuilt,andwithinsixmonthsofcompletingtheprogramdemonstrateanongoingcombinedcustomerAzureconsumption of$15K/year(averaging10customersor150seatsofEMS)

üCommittosharingopportunity pipelineandadditionaldetailsofanywonopportunities

WHAT ACTIVITIES DO THE TPOCs ENGAGE IN WITH THEIR PARTNERS ON A MONTH-BY-MONTH BASIS?

FIRST30DAYS• IntroductorycalltohelptheTPOCknowthepartner’sbusiness. Expectationswillbesetatthistime.

• Reviewthepartner’spracticeareaandknowledgeofAzureservices, toinformthetechnicalreadiness plan.

• Identify&qualifycustomeropportunities

• ReviewMPNbenefits thatcanbeusedduringAMP(technicalsupport, IUR&DPOR)&competencyattainment

• Definepartner’sTechnicalPlan&helpthepartnertakeadvantageofscheduled trainingopportunities.

• IntroducetheModernBiz campaignandreviewavailablemarketingandtechnicalassetsthepartnercanleverage.

• EngagePTCfordealsupport, asappropriate.

SUBSEQUENTMONTHS• Followupwiththedefined TechnicalPlanandpartner’sprogresstowardsgoals.

• Continue toreview,qualify andcustomeropportunities.

• EngageMicrosoftPartnerTechnicalConsultants(PTC’s) foropportunity support.

• Trackthepartner’scustomerwins.

• Month4or5:Dependingonhowquickly thepartnerachievestheircustomerwins, theTPOCwillstartacompletion checklist.

• FinalMonth:ThepartnerparticipatesinAMP,theTPOCwillfinalizethecompletion checklisttoinformthefinalrecommendations andactionplantothepartner,andoff-board thepartnerfromtheAzureMentorProgram.

INTERESTED?Nominate yourself for the Azure Mentor Program.

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