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WINDOWS AZURE™ ISV STARTER PACK GETTING STARTED WITH WINDOWS AZURE ISV STARTER PACK As a Microsoft Partner with solutions on Windows Azure, you have access to the following resources in order to help market and sell your SaaS applications. The Starter Pack can be used as a starting point for building your marketing plan. This Getting Started Guide contains information on resources available in the pack and how you can access them. Please review the resources to determine which ones are relevant to your business. GO TO MARKET TRAININGS MARKETING RESOURCES DEMAND GENERATION RESOURCES SALES INCENTIVES & SUPPORT 1. 1. 1. 1. 2. 3. Succeeding with SaaS Webinars Channel Development Webinars Digital Marketing Training Series 2. 3. 4. Windows Azure Logo Program Press Release Templates Windows Azure Marketing Materials Case Studies* 2. 3. Windows Azure Marketplace Partner Marketing Templates Digital Marketing Services** 2. Windows Azure Solution Incentive Program (SIP)* Support Services for Windows Azure Customers * As applicable and if partner meets eligibility requirements ** Services discounted by Microsoft & can be purchased by partners I. GO TO MARKET TRAININGS These on-demand trainings will provide you a better understanding on the following topics. For more details such as content, duration and links to access them please refer to the “Go to Market Trainings Overview” document. These are available at no-cost for partners registered on Microsoft partner websites. 1. SUCCEEDING WITH SAAS WEBINARS A series of five 30-minute webinars to help ISVs navigate the internal business changes necessary to be successful with SaaS applications. These webinars use best practices, key metrics, and examples from ISVs already using the Windows Azure Platform. They cover a range of topics including “Demand Generation and Cloud Services” and “Sales and Support in the Cloud”. 2. CHANNEL DEVELOPMENT WEBINARS These webinars will help you define a channel development plan and will guide you on how to grow your pipeline and business by leveraging various channels. It also includes channel guides on concepts specific to cloud solutions such as channel options that are available, legal and financial considerations that impact the business model etc. 1 3. DIGITAL MARKETING TRAINING SERIES This training series will provide you with the key fundamentals of digital marketing that will help you enhance your online presence such as search engine optimization, email marketing, social media strategy and building or redesigning your website. II. MARKETING RESOURCES 1. POWERED BY WINDOWS AZURE™ LOGO PROGRAM To promote your Windows Azure application, Microsoft has created a logo program called “Powered By Windows Azure”. To obtain right to use the logo below, please send the signed logo license agreement to [email protected]. Also refer to the usage guidelines to determine the kind of logo use permissible. “Powered By Windows Azure Logo License Agreement” “Powered By Windows Azure Usage Guidelines” 2. PRESS RELEASE TEMPLATES To promote your Windows Azure application you can use the generic press release template that can be customized to your application benefits. If you are interested in receiving a specific Microsoft quote in your press release, please submit your proposed quote for Microsoft’s approval using the guidance document. “Generic Press Release Template” that can be customized to promote your application benefits “Guidance Document” to receive Microsoft quote in partner issued press release 3. WINDOWS AZURE MARKETING MATERIALS To market your cloud application in partner-led, customer facing events you can reference the following Windows Azure & Cloud Power marketing materials. You can customize the slide decks to your audience by adding your own demos, case studies and other supporting details: Windows Azure Marketing Brochure Windows Azure Developer Marketing Brochure Windows Azure Platform Technical Overview Slide Deck Windows Azure Business Overview Slide Deck Cloud Power Customizable Slide Decks: Cloud Power Keynote Deck Embracing Cloud Power Starts Today – Overview deck Delivering Cloud Productivity as a Service (SaaS) Delivering Platform as a Service with the Public Cloud (PaaS) 2 Delivering Infrastructure as a Service with the Private Cloud (IaaS) 4. CASE STUDIES* If you are interested in getting featured on the Windows Azure casestudy/evidence page, send your nomination to this alias, describing how you’re using the Windows Azure Platform. Be elaborate in your description including business challenges, solution description, benefits of using Windows Azure platform, any other Microsoft products that it uses and details on customer deployment. Microsoft’s evidence team will evaluate nominations and pursue those that are deemed fit. III. DEMAND GENERATION RESOURCES 1. WINDOWS AZURE MARKETPLACE Windows Azure Marketplace is a global online marketplace where partners, customers and developers can find, buy and sell finished applications and premium datasets. You can find the following resources to help publish your application on the marketplace be it transaction based or listing only: “Guidance Document” for publishing your application on Windows Azure Marketplace “Marketplace FAQ” on business models, publishing process, international rollout etc. “Application Publishing Toolkit” to help build a transaction based app on the marketplace Hands on Tutorial Code Samples Documentation on Building & Testing Marketplace Applications Marketplace Offering Details Worksheet Windows Azure Marketplace Videos describing the publishing process 2. PARTNER MARKETING TEMPLATES “Partner Marketing Kit” has business templates that you can use in your communication with customers during the demand generation process. The following content templates are available for your use. Business Letter & Email Templates Web Banners, Copy Blocks & Post Cards 3. DIGITAL MARKETING SERVICES** Digital marketing has become increasingly important for marketing your applications via the web. Microsoft has collaborated with a select vendor to provide digital marketing services at discounted prices to its partners. Microsoft partners can purchase these discounted services to enhance their online web presence. Refer to the “Digital Marketing Services Overview” document for details and pricing. Search Engine Optimization (SEO) Search Engine Marketing (SEM: Bing & Google Adwords pay per click campaigns) Custom Website Design Social Media Optimization 3 IV. SALES INCENTIVES & SUPPORT 1. WINDOWS AZURE SOLUTION INCENTIVE PROGRAM* Windows Azure Solution Incentive Program (SIP) is applicable for a select set of ISV & SI partners who meet certain eligibility requirements. This program provides a 25% incentive based of the Windows Azure revenue generated from the partner. This applies to deals in which customer buys directly from Microsoft, via the Microsoft Online Subscription Program (MOSP) or via the Enterprise Agreement (EA) program (i.e. Windows Azure billing is directly to the customer, not to the partner). Refer to the “Windows Azure SIP Guidance” document for complete program overview and eligibility details. 2. SUPPORT SERVICES FOR WINDOWS AZURE CUSTOMERS Refer to the “Support Guide” to learn about the various technical and nontechnical support services included with every Windows Azure subscription and guidelines for how to effectively use each of the support channels. 4