1-Australia Tier Cloud Solutions ProviderQualification Questionnaire & Business Plan Template

This document will be used to assesspartner’s capabilities and business plans to participate in the Cloud Solutions Provider Program.

Details of the Cloud Solutions Provider program are confidential. Submission of questionnaire and business plan in no way guarantees acceptance into the Cloud Solutions Provider program. Microsoft reserves the right to cease review of a partner nomination or change its review process or criteria without notice at Microsoft’s discretion, or terminate a partner’s Cloud Solutions Provider status.

Table of Contents

1-Tier Cloud Solutions Provider Capability Questionnaire & Business PlanMicrosoft ConfidentialPage | 1

General InformationBilling and ProvisioningDeployment, Enhancements and Solutions

MarketingSales

SupportService ExperienceSpecial Section: Business Plan

1-Tier Cloud Solutions Provider Capability Questionnaire & Business PlanMicrosoft ConfidentialPage | 1

Partner Instructions
Steps to get started:
  • Ensure you have a Microsoft Partner Network (MPN) ID. If you do not have one, please work with your Microsoft contact to sign-up. An MPN ID is required for program application.
  • Assemble business plan, sales, marketing and support details to complete this form.
  • Assemble an addendum detailing how you will differentiate your offering - up to 5 pages long.
Submission process:
Complete all fields, including the Business Plan section. Send this completed form and addendum to by 5pm AEST on Friday, 26 September, 2014. Please note that partial submissions or submissions after this deadline may not be accepted at Microsoft’s discretion.
Today’s Date / Click here to enter a date. /
Name / Click here to enter text. /
Title / Click here to enter text. /
Email / Click here to enter text. /
Organization Name / Click here to enter text. /
Executive Sponsor, Title / Click here to enter text. /
Executive Sponsor Email / Click here to enter text. /
VOrg ID (must match MPN profile) / Click here to enter text. /
ABN / Click here to enter text. /
Phone Number / Click here to enter text. /
Public Facing Website / Click here to enter text. /
Marketing
Lead generation engines /
  1. Do you actively employ lead generation programs?
☐Yes
☐No
  1. If yes, please specify which lead generation tool(s) you use.
Click here to enter text.
  1. What is the average number of leads generated per month over the last 6 months in Australia?(select one)
☐ 1-49
☐ 50-99
☐ 100-299
☐ 300-499
☐ 500 and above
Customer reach /
  1. How manycustomers have you sold Office 365 (or comparable product) to over the last 12 months?(select one)
☐Less than 50
☐51-99
☐100-499
☐500-999
☐1,000 and above
Sales
Net paid seat adds per year (Mature/
Emerging) /
  1. What is the most common customer seat size you currently serve?(select one)
☐5 – 249
☐250 - 499
☐500 – 999
☐1,000 and above
  1. Please indicatethe number of Office 365 and/or Intune seats you plan to commit to sell in the first year of operation(12 months after first transaction):
a)Office 365 net seat adds:(select one)
☐Less than 250
☐251-499
☐500-999
☐1,000 – 2,499
☐2,500 – 4,999
☐5,000 – 9,999
☐10,000 – 24,999
☐25,000 and above
b)Intune net seat adds:(select one)
☐50-99
☐100-249
☐250-499
☐500-999
☐1,000 – 4,999
☐5,000 and above
Sales training, Certifications, Cloud Competency /
  1. What Microsoft certifications does your organization currently hold?
Click here to enter text.
1a. How many people within your organization are Microsoft certified within Australia? Click here to enter text.
  1. What Microsoft Cloud Competencies does your organization currently hold?
Click here to enter text.
2a. How many people within your organization hold Cloud Competency certification within Australia? Click here to enter text.
  1. Please indicate relevant non-Microsoft certifications
Click here to enter text.
3a. How many people within your organization are certified within Australia?
Click here to enter text.
Pre-sales support resources /
  1. How manyqualified, pre-sales support resources do you currently have within Australia?(select one)
☐ 1-5
☐6 -10
☐11-24
☐ 25or greater
  1. What qualifications do your pre-sales support resources hold (e.g. certifications, Cloud competencies, etc.)? Click here to enter text.
  2. Do you provide support in English?
☐Yes
☐No
Pipeline visibility mechanism /
  1. What mechanism will you use to share your customer pipeline with Microsoft?
Click here to enter text.
Billing and Provisioning
Billing infrastructure and operations /
  1. Do you currently have the capability to invoice customers?
☐Yes
☐No(if no, skip to question 5)
  1. If yes, what is your billing frequency?(check all that apply)
☐Every other month
☐Quarterly
☐Annually
  1. How many subscription-based customers do you invoice per month? (select one)
☐Less than 10
☐11-24
☐25-74
☐75-99
☐100 or greater
  1. How many employees in your organization are responsible for managing your organization’s billing processes? (select one)
☐1-3
☐4-8
☐9-14
☐15+
  1. If you do not have customer billing capability today, are you planning to develop this capability in the future in order to participate in the Cloud Solutions Provider program?
☐ Yes
☐ No
  1. If yes, when do you plan to have this capability functional? (select one)
☐ In the next 1-3 months
☐ In the next 3-6 months
☐ In the next 12-18 months
☐Never
Deployment, Enhancements and Solutions
Deployment capability to deploy Microsoft Cloud Services / List relevantcertifications here:
Click here to enter text.
Support
24/7 end-customer support (billing & technical) /
  1. Do you currently provide technical supportto customers on Microsoft products and services or similar products?
☐Yes
☐No(if no, go to question 7)
  1. If yes, what type of support do you provide?(check all that apply)
☐Billing and account support
☐Help and How-to support
☐Technical troubleshooting
  1. What support hours do you currently provide, or plan to provide? (select one)
☐Business Hours only
☐24x7
☐ Other, please specify: Click here to enter text.
  1. In which languages do you provide support? (check all that apply)
☐English only
☐ Local language, please specify: Click here to enter text.
  1. How many qualified support resources do you currently have or are planning to have
    in the future?(select one)
☐1-10
☐11-24
If greater than 20, please specify: Click here to enter text.
  1. What are the qualifications required of your technical support staff (e.g. certifications, Cloud competencies, etc.)? Click here to enter text.
  1. If you do not provide technical troubleshooting today, are you planning to provide this support in the future in order to participate in the Cloud Solutions Provider program?
☐ Yes
☐ No
  1. If yes, when do you plan to have this capability functional? (select one)
☐ In the next 1-3 months
☐ In the next 3-6 months
☐ In the next 12-18 months
☐Never
Service Experience
Customer Lifecycle Management(CLM) /
  1. Do you currently employ Customer Lifecycle Management (CLM) processes to drive usage, adoption, cross-sell and upsell opportunities?
☐Yes
☐No
  1. If yes, what process or system to you utilize?
Click here to enter text.

Please complete all fields in the business plan template and include any relevant information.

Business Plan
General Information
  1. What is your industry market position in Australia? (e.g. #1 wireline operator in Country, by businesses served)
Click here to enter text.
  1. What is your approximate annual total revenues for Office 365/Intune or similar products? Please list a single number of customers and revenue each representing the total revenue across all relevant products sold in Australia.
Customers / Annual Revenues
Click here to enter text. / Click here to enter text. /
  1. How many total employees do you have within Australia? Click here to enter text.
  2. How many sales reps do you have within Australia? Click here to enter text.
Market Opportunity Plan
Provide information on the sales opportunity available as a result of partner selling of Microsoft Office 365 or Intune. Indicate targeted customer segments, customer type or vertical industries.
  1. What services and products do you plan to bundle or sell with Office 365 and/or Intune?
Click here to enter text.
  1. What is your 3-Year Market Opportunity Plan? (Please enter seats, number of customers, and partner revenue for each year)
Year / Seats / No. of Customers / Partner Revenue
Year 1 / Click here to enter text. / Click here to enter text. / Click here to enter text. /
Year 2 / Click here to enter text. / Click here to enter text. / Click here to enter text. /
Year 3 / Click here to enter text. / Click here to enter text. / Click here to enter text. /
  1. What key market opportunity assumptions do you include (e.g. estimated attach rate)?
Click here to enter text.
Partner Offers and Marketing
List the bundled offers to be sold by the partner, how they provide differentiation, and how they will be marketed and sold.
  1. Please provide the following details for each of your bundled offers:
Bundle Name / Subscription services & specific MSFT services to be combined / Integration points or unique value prop to customers / Launch Timeframe (specific target date, 3 mon after signing, etc.)
Click here to enter text. / Click here to enter text. / Click here to enter text. / Click here to enter text. /
Click here to enter text. / Click here to enter text. / Click here to enter text. / Click here to enter text. /
Click here to enter text. / Click here to enter text. / Click here to enter text. / Click here to enter text. /
  1. What are your target attach rates and activation assumptions (estimated attach rates of Office 365 and Intune to partner’s subscription services)?Click here to enter text.
Sales Channels
  1. Please provide sales quota or targets for your sellers for Office 365 and/or Intune:Click here to enter text.
  1. What sales readiness and training opportunities, aligned to Office 365 and/or Intune, do you provide to your sales leaders and sellers to resell or bundled offers for both pre-launch and ongoing training refreshes?
Click here to enter text.
End of document

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