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Looking for content for July - December 2009? Click here.
Send questions or feedback to Mike Iem at v-mikei@microsoft.com or via the following Partner link here
Partner Learning Plan for 5W25 (Saved Search)
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Core Business-Knowledge you need to grow your business |
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Event Title |
Date/Time
(Pacific) |
Action |
FY Quarter |
| WES43PAL |
Driving the Services side of Software + Services
Dave Baxter |
1/13/10
9:00 AM
PST
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On Demand |
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FY10 Q3 |
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As enterprise applications are becoming more commoditized and shipped off to the cloud, System Integrators and Support companies need to realign their business models to keep pace. Where services dollars used to come from the implementation and support of on premise systems, today’s partners need to understand how to adapt to the hosted environment and transition the revenue streams to other areas of their business.
During this webinar, partners will take away a roadmap for delivering value added services using the BPOS platform that extend the capabilities and drive new revenues for the company. Whether it be support services contracts or new SharePoint opportunities, BPOS opens the door to a whole new segment of revenue possibilities.
SPEAKER BIO:
Dave Baxter is a 20 year veteran of IT with a diverse background that spans disciplines such as infrastructure consulting, application development, project management and strategic consulting. Since joining Sparkhound in 2007, Dave has progressed from Senior Business Consultant, to Director of State and Local Government Sales, to his current role as Vice President of Sales. Prior to joining Sparkhound, Dave served for 10 years as an IT Director in both the public and private sector. Dave is a member of the International Association of Microsoft Certified Partners, a board member for the Louisiana Chapter of Junior Achievement, and a member of several local interest groups such as the Project Management Institute, itSMF and others. |
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| WES44PAL |
8 Areas Critical to Maximizing Managed Services Practice Success
Erick Simpson |
1/27/10
9:00 AM
PST
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On Demand |
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FY10 Q3 |
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Whether you’re considering adding Managed Services to your deliverables, or are a seasoned MSP, there are 8 critical areas your company needs to evaluate, improve and monitor in order to achieve maximum net profitability, scalability and growth capability for your business. In this session, Erick Simpson from MSP University will reveal the 8 areas to focus on in business improvement and transformation for maximizing your Managed Services practice success.
Takeaways:
o Understand the 8 phases critical to Managed Services practice improvement and success and how they apply to your business
o Learn specific goals necessary to achieve in each area for maximizing net profitability, scalability and growth capabilities
o Identify your strengths and weaknesses in each area and develop a strategy for leveraging your strengths and shoring up your weaknesses
Attendees to this must-attend session will receive an electronic download of MSP University’s “The Guide to a Successful Managed Services Practice” – MSP University’s best-selling book on Managed Services – a $99.95 value.
SPEAKER BIO:
Vice President and CIO MSP University, Erick is a recognized IT and Managed Services Author, Speaker and Trainer, and contributor to numerous industry publications and events. Author of "The Guide to a Successful Managed Services Practice", the definitive book on Managed Services, and the follow-ups in MSP University’s Managed Services Series “The Best I.T. Sales & Marketing BOOK EVER!” and “The Best I.T. Service Delivery BOOK EVER!”, as well as his newest book “The Best NOC and Service Desk Operations BOOK EVER!”, Erick has also co-authored the HTG publication “Peer Power – Powerful Ideas for Partners from Peers”. MSP University (www.mspu.us) MSP University provides I.T. business operations, sales and marketing and technical service delivery improvement education, training, fulfillment and consulting services to I.T. service organizations worldwide. Erick's prior experience includes overseeing the design, development and implementation of Enterprise-level Help Desks and Call Centers for Fortune 1000 organizations. |
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| WES45PAL |
Building Your Online Marketing Engine Advanced Strategies
Derek Brown |
2/3/10
9:00 AM
PST
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On Demand |
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FY10 Q3 |
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This session is designed for Microsoft Partners who themselves or teams have been engaged in improving their online presence, marketing and lead generation. If you are new to online marketing it is advised that you view the first in this 5W25 series “Building Your Online Marketing Engine” given in August 2009. Partners can access the recording of this session through the Partner Learning Center.
Websites that Perform
With a foundation of a professional website you can start optimizing your site.
Content
o Writing for the web and SEO
Analytics
o Google Analytics Goal Tracking
o ClickTale Usability and end-user behaviors
Conversion
o Effective Forms
o Call to Actions
SEO Advanced Strategies
o Autonomy of SERPs. What we need to know about search engine results pages.
o Page architecture for SEO
o The Importance of inbound links
o Understanding Local Search
o Why blogging, PR and other content matter
Newsletters and beyond
o Integrating your newsletter and drip marketing with your website
o Building click through
o Understanding email analytics.
Web-based Lead Generation
o Understanding how paid search such as AdWords works
o Vendor review; Webvisible, Yodel, ReachLocal
o Campaign strategies
o Budgeting
SPEAKER BIO:
Derek Brown is Managing Director of Pronto Marketing, a provider of outsourced marketing services to IT consultants and Managed Services Providers around the world.
Prior to starting Pronto Marketing Brown was Marketing Director of Microsoft (Thailand) Limited and is responsible for the full range of business planning and strategy, marketing communications, events and product management for the Thai subsidiary for over three years. While at Microsoft’s US headquarters Brown was Director of Worldwide Product Management for Windows Small Business Server overseeing product planning and marketing strategy on a worldwide basis including primary research as well as global marketing strategies and campaigns. Previously Brown was the Director of Marketing Communications for the Mobile Devices Division at Microsoft Corp. and oversaw all marketing disciplines including advertising, branding, Internet marketing and public relations on a global efforts. Brown also lead nontraditional marketing efforts including evangelizing the Pocket PC to technology enthusiasts and has extensive experience in viral or community-based marketing.
In addition, Brown is frequent lecturer and professor teaching Global Marketing Strategies in the Digital Age for the Mountbatten Institute and American International College MBA program.
You can reach Derek at derek@prontomarketing.com and at his blog http://www.prontomarketing.com/blog |
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| WES42PAL |
The Impact of Sales Leadership in the Partner Environment
Ken Thoreson |
2/10/10
9:00 AM
PST |
On Demand |
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FY10 Q3 |
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The Role of Sales Leadership and Sales Management- In this session you will understand the difference between leadership and management, and its impact on the growth and profitability in a partner organization. What are the 5 styles of leadership and 7 styles of management and when should each be applied? Learn how to provide vision, build a unified team, and coach them for success. Bring discipline, accountability and control that will accelerate your sales. Sales Management is normally the weak link in most partner organizations and the limiting factor in their growth.
While many partners remain in business, they tend to be focused on surviving or simply delivering transactions and have not built a strategic process to build real wealth. In today’s market where most partners can barely absorb “new” technologies from their existing vendors, based upon their human, financial and management resources, addressing the sales management function could be the tipping point for the industry. This course would be designed for current Executives, Sales Management and potential sales managers within the partner community.
SPEAKER BIO:
Since 1995 Acumen Management Group, Ltd. (AMGL) has provided business and sales management expertise and programs to organizations for generating revenue growth. Through its headquarters in Knoxville, TN. and offices in Minneapolis, MN, San Francisco, CA and Toronto, Canada, the firm creates strategic sales management programs – from assessment through implementation and evaluation – that build positive, predictable revenue for early-stage, high growth, and turnaround corporations throughout North America. Ken has been lead partner organizations as a VP of Sales and lead North American channel based organizations as the VP of Sales. This makes his message unique and highly targeted. Acumen Management Group Ltd. “operationalizes” sales management systems and processes that pull revenue out of the doldrums into the fresh zone. During the past 12 years, our consulting, advisory, and platform services have illuminated, motivated, and rejuvenated the sales efforts for partners throughout North America. Move up and move ahead!
Acumen Mgmt. provides Keynotes, consulting services and products designed to improve business performance. Ken@AcumenMgmt.com www.AcumenManagement.com ; BLOG: www.YourSalesManagementGuru.com |
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| WES34PAL |
Beyond Facebook - Making the Rubber hit the road with Social Networking
Stuart Crawford |
2/24/10
9:00 AM
PST
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On Demand |
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FY10 Q3 |
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What do you think of when you here Social Media? Do you think Facebook, twitter or maybe LinkedIn. Sure these tools are great but these online services are nowhere to be found when you evaluate the ROI for your Small Business consulting practice. Want the inside scoop on what you need to do now to get traction using social media? Want to find out what the pros us to build trust and share expertise. Join Bulletproof InfoTech's Stuart Crawford as he shows you what the pros use online to build a following, to gain trust and to win business using Social Media. It stretches far beyond the solutions your kids use!
SPEAKER BIO:
Stuart Crawford is a remarkably talented, value-driven professional offering over 10 years of business experience. He is constantly evolving, accomplishing and developing his knowledge and expertise within the business world. His track record of success speaks for itself with increased performance through dynamic leadership, strategic planning, process design, technology innovation and change management. Stuart is equally adept in capitalizing on interpersonal and technology skills to create a unique blend of innovative solutions and products while pushing the creative envelope.
Stuart is a respected mentor who shares his entrepreneurial spirit with a network of business people in a variety of industries. He is very involved in networking groups that facilitate the growth of start-up companies as companies undergoing a transition to long-term growth. An ability to see the big-picture—and the small steps along the way—make him an energizing, motivating speaker who is willing to venture into new territory with humor and enthusiasm.
A personal goal of Stuart's is to bring his high energy, optimistic view of business to groups seeking to learn from a successful entrepreneur. Take your company to new heights—have Stuart speak to your organization today. Visit his blog at http://www.stuartcrawford.com, you can also sign up for his daily emails of the day on his blog. |
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| WES35PAL |
Top 20 Secrets to Attracting New Prospects
Kendra Lee |
3/10/10
9:00 AM
PST
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On Demand |
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FY10 Q3 |
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No doubt about it, prospecting today is tougher than ever. The market only made it harder. You need a way to fill your pipeline with opportunities and cold calling isn’t it. It’s time for some sure-fire strategies to attract new clients – make them want to talk to you!
Attract qualified prospects to your company using the latest techniques that will bring pre-qualified opportunities to you while building awareness for your company and your solutions. Move your sellers to a new, results-driven level of prospecting. Discuss web marketing and social networking best practices that really work for lead generation.
In this session with Kendra Lee, get 20 fresh techniques you can use immediately to:
o Pinpoint your best-odds prospects to target
o Create powerful emails prospects will respond to
o Make offers they can’t refuse
o Use social networks and blogs to generate real leads
o Host high-impact events on a shoestring budget
o Turn awareness into sales opportunities
o Be everywhere your prospects turn
o Leverage blogs you’re already writing
o Launch attraction campaigns with guaranteed responses
Leave with 20 best practices to jump start your lead generation and fill your sales funnel!
SPEAKER BIO:
Kendra Lee founded KLA Group in 1995. She is a top IT seller, prospect attraction specialist, sales advisor and business owner who knows how to shorten time to revenue in innovative ways. She is the author of the award winning book Selling Against the Goal.
Under Ms. Lee’s direction her organization has assisted sellers in increasing referrals more than 328% in just 7 weeks, penetrating SMB markets in just 6 weeks, driving new client acquisition more than 31% year to year, and increasing annual revenue. Specializing in the IT industry, KLA Group works with manufacturers, distributors, and channel resellers to break in and exceed revenue objectives in the small and medium business market.
Articles about or by Ms. Lee have appeared in numerous publications including Channel Insider, Sales & Marketing Management, Software Business, Top Sales Experts, SalesVantage, Sales Dog, Selling Power, EyesOnSales.com, Training, and ASTD Training & Development.
Ms. Lee has been a featured speaker on selling into small medium business companies, improved sales performance, and learning and development at various international conferences such as Sales Performance Conference, SHRM, Training, CompTIA Breakaway, Sales SheBang, Software Business, and numerous channel events such as the ConnectWise Partner Summit and Ingram Micro Invitationals.
To find out more about Ms. Lee, read her latest articles, or to subscribe to her newsletter and weekly tip visit http://www.klagroup.com |
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| WES36PAL |
Four Plans That Can Change Everything
Arlin Sorensen |
3/24/10
9:00 AM
PST
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On Demand |
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FY10 Q3 |
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Learn about the importance of planning for your business, leadership, life and legacy. Understand the value of integrating the quarterly planning into how you run your company and your life, and the true meaning of the saying, “He who fails to plan, plans to fail.” These are proven and valuable planning tools that will help assure success if you use them to drive business and personal growth through execution. Partners will receive 4 planning worksheets that walk them through the steps of creating these four plans.
SPEAKER BIO:
An Iowa farm boy, Arlin Sorensen grew up on the family farm near Harlan, located in rural western Iowa. He attended Iowa State University, graduating with a degree in Farm Operations. He came back to the farm with his wife Nancy and began farming in 1977.
In 1982, he purchased his first personal computer, an Apple II+, to assist with his farming operation. His newly-found hobby turned into a part-time consulting business, and in 1985, became a retail business. In 1990, along with his brother, they decided to form Sorensen's Computer Connection Inc. (SCCI) of which he serves as CEO and Partner.
In late 2002, SCCI merged with Connecting Point Joplin and began operating under the name of Heartland Technology Solutions (HTS). Mid 2003 brought the acquisition of another major reseller in Ames, Iowa, along with several other small companies. In 2006, HTS merged with Business Computer Center with offices in Wichita, Newton and Hutchinson Ks and Muskogee Oklahoma.
Today HTS is a regional technology solution provider headquartered in Harlan, Iowa on the family farm. There are currently 6 offices in 5 states. Over 75 people are employed providing solutions in networking, document imaging, web hosting and design, electronic marketing, GPS and precision agriculture solutions, wireless, telephony and many other technologies. Arlin still resides on the techno-farm near Harlan, Iowa, where the HTS headquarters is located.
Arlin enjoys traveling with his wife of 32 years who helps keep him focused and productive. He is the founder of the peer group program called Heartland Tech Groups (HTG) with 12 solution provider partners from all over North America as members in each group. These 220+ companies (now 19 groups) meet quarterly in their groups for two day events that focus on accountability that drives execution. He serves as a mentor and coach while holding these company leaders accountable. More information can be found at www.htgpeergroups.com or on his blog http://peerpower.blogspot.com.
Arlin and Nancy are very involved in their church and host a small group in their home each week where they invest in other couples and encourage them in their daily lives. He is actively involved in the teaching ministry at their church as well and has a daily blog on his study of scripture at http://asorensen.wordpress.com. His daily ezine email is sent to over 400 people around the world six days a week. Hobbies include photography and sports along with family history and genealogy. On occasion, Arlin loves to climb into the combine or tractor and help with planting or harvest as well. He also has two grandsons he loves spending time with. |
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| WES37PAL |
4 Steps to Become an Indispensable Partner
Jabez LeBret |
4/21/10
9:00 AM
PST
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On Demand |
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FY10 Q4 |
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You can have a strong brand, great product, and a rock star team and still find yourself looking at a closing door. Markets shift and economies fluctuate which is why you need a strategic plan to build an indispensable partnership. The Contribution Partnership Model(tm) provides the tools and action steps you can use to forge stronger relationships with current clients and turn both new & existing clients into an army of advocates. This model goes beyond providing your clients with solutions that your products/services provide and into the realm of building a trusted strategic adviser relationship. When you properly implement a communication strategy based on contributing to the success of your clients you in turn will become their best resource.
Learn the 5 steps to building and implementing a Contribution Partnership Model(tm) and become an indispensable partner.
SPEAKER BIO:
Jabez has worked with Microsoft management for three years on programs ranging from team building, strategic planning, to management and inclusion. As a previous financial analyst managing a $33 million dollar budget and a director of operations with a team of 9 direct reports Jabez brings a business case approach to his programs. He travels the world delivering keynote addresses and has authored two books including his newest book - Contribute Your Way to the Top.
You can find more information about Jabez on his website www.jabezlebret.com |
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| WES38PAL |
Hiring Your First Salesperson
Matt Makowicz |
4/28/10
9:00 AM
PST
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On Demand |
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FY10 Q4 |
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This webinar provides real world proven strategies to address the numerous challenges with hiring and retaining successful salespeople. So often, a company hires its first salespeople several times. The reasons for a salesperson’s success in an organization are compensation, training, and performance. Knowing that regardless of how a salesperson is compensated, the compensation must be justified, a common and practical compensation model for salespeople in a recurring revenue based business model will be outlined. Training is required regardless of experience and often times, it is the company itself that is unprepared. Thus, an outline of how to prepare, and what to train upon will be reviewed. Finally, learn practical tips on how to effectively manage and motivate salespeople to ensure performance.
SPEAKER BIO: Matt Makowicz ran a successful Microsoft Gold Partner practice and is now principle at Ambition Consulting (www.AmbitionMission.com), a firm dedicated to Partner’s success. Author of several books and a frequent speaker at industry conferences, Matt is considered an expert in how to grow an IT services company. “As a business coach and industry consultant, Matt works with hundreds of Partners in growing their businesses.
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| WES39PAL |
Build a Brick Wall Around Your Clients: Ensuring Customer Loyalty & Sustained Revenue
Kendra Lee |
5/12/10
9:00 AM
PST
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On Demand |
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FY10 Q4 |
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Many customers are looking for ways to cut spending. Managed services are often a casualty if you haven’t consistently reminded your customers what great results they’re getting for their money. Add to it that in challenging times competitors look to poach your clients. It’s imperative that your customers are loyal to you. You want to do everything you can to ensure they aren’t going to jump onboard a different ship. Adjust your customer relationship approach and you can protect and grow your valuable revenue stream.
Join sales strategist Kendra Lee for this 1-hour web seminar and discover fresh techniques to deepen relationships and strengthen your support in client accounts, including:
o Strategies to retain your position as your clients’ top provider
o Techniques to broaden your reach across top accounts and drive incremental sales
o The service baseline all customers expect from you and how to achieve it
o How to maximize your time with A-rated clients without sacrificing B and C-client relationships
o Tips to leverage social media to heighten client relationships
o How to use simple nurturing campaigns to grow relationships with B and C customers who’ll buy in the next 4-12 months
o Hints on how to be everywhere your customers turn and constantly reminding them of your value
Leave with resources and approaches you can implement immediately to build a brick wall around your clients – and your business.
SPEAKER BIO:
Kendra Lee founded KLA Group in 1995. She is a top IT seller, prospect attraction specialist, sales advisor and business owner who knows how to shorten time to revenue in innovative ways. She is the author of the award winning book Selling Against the Goal.
Under Ms. Lee’s direction her organization has assisted sellers in increasing referrals more than 328% in just 7 weeks, penetrating SMB markets in just 6 weeks, driving new client acquisition more than 31% year to year, and increasing annual revenue. Specializing in the IT industry, KLA Group works with manufacturers, distributors, and channel resellers to break in and exceed revenue objectives in the small and medium business market.
Articles about or by Ms. Lee have appeared in numerous publications including Channel Insider, Sales & Marketing Management, Software Business, Top Sales Experts, SalesVantage, Sales Dog, Selling Power, EyesOnSales.com, Training, and ASTD Training & Development.
Ms. Lee has been a featured speaker on selling into small medium business companies, improved sales performance, and learning and development at various international conferences such as Sales Performance Conference, SHRM, Training, CompTIA Breakaway, Sales SheBang, Software Business, and numerous channel events such as the ConnectWise Partner Summit and Ingram Micro Invitationals.
To find out more about Ms. Lee, read her latest articles, or to subscribe to her newsletter and weekly tip visit http://www.klagroup.com |
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| WES40PAL |
Branding and Identity for SMB Partners
Brad Benner |
6/2/10
9:00 AM
PST |
On Demand |
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FY10 Q4 |
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Your brand is more than just your logo– it’s everything you to do influence how clients and prospects perceive you. When thoughtfully distilled and orchestrated, a cohesive brand and identity strategy becomes a strategic advantage, enabling a partner to achieve five objectives:
o Differentiation: stand out in the crowded SMB partner space
o Relevance: resonate with the needs of your clients and key audiences
o Coherence: stay consistent and reaffirm brand promise in all that you do and say
o Esteem: build brand value though promises fulfilled
o Energy: stay current, responsive, and innovative
Join us to learn about the importance of branding and identity, how to build a successful strategy, and how to leverage it to more easily drive sales and increase margins.
SPEAKER BIO:
In 2002, as the cloud of the dot-com crash hung over the IT industry, Brad Benner did something a little unusual: he founded an IT company, X-BAR, which empowers small- and medium-sized companies to flourish through the strategic use of information technologies. What began as a tiny creative technology company with one employee has since grown into a thriving IT services firm that focuses on strategic consulting, technology implementation, and ongoing support services. X-BAR rejects the typical IT model of "break/fix" support in favor of a strategic, proactive, and comprehensive approach to managing IT. Specialized tools and a close relationship with clients enable X-BAR to provide unparalleled service with an emphasis on fairness, positive action, quality, transparency, and business sustainability. In 2008, the U.S. Small Business Administration named Brad the Washington State & Region 10 (Washington, Oregon, Idaho, and Alaska) Young Entrepreneur of the Year. Taking a direct hand in client and project management while serving as X-BAR’s lead solution architect, Brad simultaneously manages one of the Northwest’s most nimble, innovative, and “green” information technology agencies. |
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| WES41PAL |
Building and Growing Your Managed Services Business
Jamison West |
6/9/10
9:00 AM
PST |
On Demand |
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FY10 Q4 |
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The decision to transform a business from a reactive break/fix model to a proactive recurring model is not one to be taken lightly. In this session we will discuss the following:
A definition of Managed Services
Resources for more information on this business model
o Industry Conferences and Events
o Peer Groups
o User Groups
o Media
What needs to change in your business to support the new model
o 180° Thinking
o Marketing and Sales Message – Selling your brand, not your vendors brands
o Excellent Tools (PSA & RMM)
o Compensation Incentive Strategies
* Service – Pay for utilization vs. profitability
* Sales – Hunter vs. Farmer
o Evolution vs. Revolution
SPEAKER BIO:
Jamison West is the Founder and CEO of Jamison West Consulting Services (JWCS), an IT infrastructure management company driven to make technology work FOR business. He envisions a future where every small to mid-sized company will include their IT partner as a vital part of its core operations team.
In 1995, Jamison made the decision to combine his gadget-guy mentality, passion for technology, and innate entrepreneurial spirit into an independent company where he could create solutions for small to mid-sized businesses that would cause a radical shift in their long-term success. Recognizing the immediate need for businesses to have IT partners they could rely on in the face of ever-evolving systems and an onslaught of highly sophisticated viral threats, JWCS was launched and began serving clients in Seattle and the surrounding area. In late 2006 Jamison decided to dramatically change his business model from a lifestyle sole proprietorship doing break/fix work to a structured Managed Services business. Since then he has incorporated and grown to a staff of 10 with revenues well north of $1M. Jamison’s enthusiasm makes it easy to rally others into his corporate vision: To be recognized as the region’s most trusted advisor for IT Services, ensuring that our clients can focus solely on their business while we focus on seamlessly integrating technology.
Jamison holds a Bachelor of Arts in Business Administration from the University of Washington. When he’s not personally overseeing JWCS, he devotes time to his kids and wife, a good book, or even a pickup basketball game to create a positive work/life balance. |
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