5 sessions

ONLINE CONFERENCE - March 2017MSP MasterClass

Exclusive Hands-On Workshops with Industry Experts to Help You:

  • Reduce risk when transitioning your business to the cloud
  • Build winning packaged cloud service offers
  • Adjust to the cloud customer’s new buying behavior
  • Close deals quickly and cost-effectively

Participants attending all sessions will receive a certificate.

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Session 1: Sales – The Cloud Financial Impact (Where the Money Really Is)

  • Presented by: Dana Willmer
  • Duration: 1 hour
1 PM EDT
  • An overall insight into the Cloud market and growth rates, compared to “traditional” IT
  • Building packaged offers is a progression, and each step of the way affords better differentiation and profit potential
  • Partners must be ready and able to invest in developing offerings and acquiring customers to capture cloud market share
  • Partners must shift their revenue composition over time to contain more recurring, high-margin revenue streams
  • The payoff from the Cloud is not to be confused with immediate P&L impact. Even though it's often negative, it represents what the business is worth for an owner as a result of embracing the Cloud.

Dana Willmer • Principal at CloudSpeed

With 20 years in senior management and consulting roles, Dana has developed solid strategic and analytic skills and built a reputation for delivering results. He has worked with Microsoft Partners on three continents and has extensive knowledge of the software industry and the Dynamics’ Partner ecosystem. Dana has also been a driving force behind the move to Cloud computing.

Dana Willmer

Session 2: Sales – The Criticality of Packaged Offers

  • Presented by: Dana Willmer
  • Duration: 1 hour
1 PM EDT
  • Partners must have packaged business outcomes to sell, not just technology
  • Building packaged offers is a progression, and each step of the way affords better differentiation and profit potential
  • Labeled Bundle and Packaged Extension Examples
  • Defining an Industry Focus
  • Monetizing Workflows

Dana Willmer • Principal at CloudSpeed

With 20 years in senior management and consulting roles, Dana has developed solid strategic and analytic skills and built a reputation for delivering results. He has worked with Microsoft Partners on three continents and has extensive knowledge of the software industry and the Dynamics’ Partner ecosystem. Dana has also been a driving force behind the move to Cloud computing.

Dana Willmer

Session 3: Marketing is the New Sales – Building Your Marketing Muscle

  • Presented by: Sharka Chobot
  • Duration: 1 hour
1 PM EDT

MSPs need to develop core marketing capabilities to acquire cloud customers, focusing on:

  • Developing a value proposition that separates a packaged offer from the pack is critical in the cloud
  • Content is the new SEO, as well as the heart and soul of nurture marketing. But what will resonate with your target buyers?
  • Inbound marketing has become the new default demand generation strategy for MSPs looking to grow

Sharka Chobot • Chief Transformation Officer at Neural Impact

Neural Impact applies behavioral economics, neuroscience and persuasion psychology to help Microsoft Dynamics partners increase the emotional engagement of their digital marketing. They also focus on accelerating cloud product development and optimizing go-to-market strategies. Over the past year, Sharka has been actively involved in the Microsoft Industry Partner Program (IPP) helping Dynamics partners around the world transform their businesses to the cloud.

SHARKA CHOBOT

Session 4: Accelerating the Cloud Buying Process – Adjusting to Buyer 2.0

  • Presented by: Mark Stuyt
  • Duration: 1 hour
1 PM EDT

Partners need a more efficient, repeatable sales process anchored in:

  • Packaged offers and/or industry bundles that address specific business challenges
  • Clear qualification criteria that separates “repeatable” opportunities from complex projects
  • Preconfigured industry/vertical or workload/solution specific sales “assets”
  • Strong “soft” selling skills: discovery/listening, objection handling and closing skills

Mark Stuyt • Founder & Chief Engagement Officer at Neural Impact

Neural Impact uses behavioral economics, neuroscience and persuasion psychology to help Microsoft and its partners improve their relationships with their customers and improve their cloud strategies. Mark has been involved in Microsoft cloud transformation efforts for more than seven years. He acted as a facilitator and content provider for the Global Road to Repeatability (GR2R), Cloud SureStep and Industry Partner (IPP) programs.

MARK STUYT

Session 5: Trends in Managed Services

  • Presented by: Ian Khan
  • Duration: 1 hour
1 PM EDT

In this market intelligence session, you'll learn about the benefits and challenges in adopting cloud computing.

  • Benefits of the cloud: What to focus on when speaking with customers
  • Overcoming customers’ objections to adopting cloud computing

Ian Khan • Technology Futurist

A TEDx Speaker & Technology Author, Ian has published several books, including Cloud Wars, The Internet of Things & the Future of Innovation and Make Me Like You. Ian is a frequent contributor to industry publications, including McGraw Hill Education, Huffington Post, & TechVibes. He also speaks at many industry events throughout the year and recently participated in Cloud Expo, BigData TechCon and Big Data Expo.

IAN KHAN