Registration

Finding & Engaging the Customer

Conducting Engagements

• Joint Account Planning
  • Partner contacts their Partner Account Manager (PAM) and asks if the PAM is working with a "customer" account manager to make the customer/partner connection to conduct a packaged service engagement.
  • Partner can provide a list of current customers to their PAM and direct the PAM to verify customer benefit entitlement with their SSP and TSP. If customers are entitled, partner can request a customer introduction.
  • Partner can also work with a local account team coordinated by the PAM
• Partner-Driven Engagements
  • If the Partner is a Large Account Reseller (LAR), LARs know who the entitled customers are (as the LARs sell the licenses to the customers).
  • If the Partner is not a LAR, System Integrators (SIs) can partner with a LAR that does not have an Desktop practice to identify potential DDPS customers and the LAR can provide the introduction.
• Customer and Account Manager Driven Engagements
  • Account Manager meets with potential customers to discuss DDPS offerings.
  • Customer selects partner from the qualified DDPS Provider Directory and initiates engagement.
  • Account Manager recommends partner services based on service level and geographic region.
  • Account Manager meets with non-qualifying customers to increase SA benefit level

Caveat for customer and account manager-driven engagements: Customer is aware of their Packaged Services Benefits (PSB) which is not often the case. For more information, click here. Learn how to determine whether a customer is eligible for DDPS.

The DDPS Sales Process - Selling the Engagement
The four key steps in the DDPS sales process are outlined below to assist in planning a sales approach. These can also be used for closing leads in the partner's new and existing customer accounts.

• Prepare - Learn about the customer, prepare conversational goals
• Probe - Take the time to understand the customers business pains and determine the impact on their organization
• Prove Value - Identify and convey business value of deploying the desktop within the customer's organization
• Qualify - Ensure that the client is eligible for the DDPS engagement

Confirm Eligibility
Customers under Enterprise Agreement (EA), Enterprise Agreement Subscription, Select SAM (Software Assurance Membership), and Open Value or Open Value Subscription (with SA) Enrollments are eligible to receive these benefits.

• Learn more about customer eligibility and entitlements.

Obtain Customer's Voucher ID and Corporate Email Address - Specified in Invitation Email

An invitation email is sent to the customer, specifically to the person specified in MVLS during the Packaged Service voucher activation process (known as the "Packaged Service Contact"). The partner must obtain the Voucher ID specified in invitation email and the corporate email address of Packaged Service Contact. These are required to reserve the voucher needed to commence the DDPS engagement process.

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How Customers Locate Qualified DDPS Providers

An invitation email is sent to the Packaged Service Contact during the Packaged Service voucher activation process. The Packaged Service Contact can find Packaged Service Partners using the OSSD link to the Packaged Service Provider directory included in the invitation email.

The customer will also have the ability to search the provider listing prior to creating a voucher. The listing will allow customers to search for qualified partners based upon geography, as well as engagement length. Providers that have registered and met the program requirements will be listed within the search results as follows:

• Gold Certified Partners
• Certified Partners
• Registered Partners

• Learn about Software Assurance Benefits

How does a partner determine whether their customers have available SA benefits?

Microsoft cannot share customer benefit information with partners. To learn whether customers are entitled to SA benefits (and the benefit amount to which they are entitled), the partner can:

• Ask their PAM and their Microsoft account team
• Ask a Large Account Reseller (LAR)
• Ask their customer if they are entitled
• Check Appendix 6 in the Product List on the MVLS site. This document provides exact details on Packaged Services Benefit eligibility for customers.

How does the customer determine whether they have an available SA benefit?

The customer can determine what SA benefit they have available by:

• Determining whether they have administrative rights to activate Packaged Services. If they don't, they need to contact the Notices Contact or Software Assurance benefits administrator (both are within the customer organization). See instructions for Notices Contact here: http://www.microsoft.com/licensing/programs/sa/activate.mspx.
• The administrator should then sign in to Microsoft Volume Licensing Services.
• Go to the Software Assurance Benefit Summary page.
• Select the Desktop Deployment Packaged Services benefit.
• Assign the Desktop Deployment Planning Services voucher to a project manager within the organization.
• The project manager will receive an e-mail message that provides information about the benefit. The e-mail message will also include a link to a list of qualified providers in the Office System Solutions Directory so that the project manager can contact the partners directly to schedule an engagement.

What resources are available to educate customers about SA Benefits?

The partner can direct customers to the following resources to help customers find out more about SA Benefits including DDPS:

• Customer site for DDPS: http://www.microsoft.com/licensing/programs/sa/benefits/deployment.mspx
• Desktop Deployment Planning Services SA Benefit: https://licensing.microsoft.com
• To activate SA Benefits like DDPS, the customer can visit: http://www.microsoft.com/licensing/programs/sa/activate.mspx
• How do customers escalate problems with benefits to MVLS Support? https://licensing.microsoft.com/eLicense/L1033/Overview.asp

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