Partner Newsletter

15 Aug

Microsoft Northern California Partner Community Weekly Newsletter

August 14, 2006


Microsoft Solution Selling for Partners

This is the training you’ve been waiting for! The same training every Microsoft sales person is mandated to attend – and it’s great. I’ve sat through several sessions offered to partners and the feedback has been excellent. Well worth the time investment.


US Partner Readiness creates thousands of technical, business value, sales and marketing courses each year to enable our partners to make more money with Microsoft. Readiness is a very important component of the partner life cycle, click on this link to get more information Plus, periodically I’ll highlight courses they are offering – see below for info 2007 Microsoft Office System Core Training.


Quarterly Partner Briefing

The upcoming QPB will be held on September 14th at the Marriott San Francisco Airport, 1800 Old Bayshore Highway, Burlingame (by the airport). Hold the date please. Nominations due by August 25th for the Awards in the following categories:


          Customer Satisfaction & Experience

          Winning on Value (Competitive wins)

          Marketing Excellence

          Best Practices or Excellence in Competency

          General Manager Award

          New!  Small Business Excellence

Email me for the nomination form!!


SBSC Partners

Check your exclusive offers below! FREE offer from Citrix.



Profile yourself at


Suzanne Lavine

Partner Community Manager

510 703 4220

Training Offerings

Microsoft Solution Selling Training for Partners

As a sales executive, how often do you ask yourself:

How can I help my sales team become consistently more efficient and effective at selling Microsoft solutions?

How can I best prepare to deal with the complex selling challenges I expect this year, as Microsoft introduces Vista and a broad range of other new products?

How can I compete more effectively in different types of selling situations?


If so, you may be interested in an expanded version of the Microsoft Solution Selling for Partners program that we are launching in August exclusively in Microsoft’s Northern California Area.  Microsoft Solution Selling for Partners has received exceptionally good reviews wherever it has been held around the world.  MS research in the USA shows that typical participants in last year’s workshops increased their annual revenues by $15,000 on average.  Some did much better than that.  Because this program will include some significant additional components, we expect that average sales increases per participant will rise, perhaps significantly, above that level.


The core element of the program consists of 3 sessions of the Microsoft Solution Selling for Partners 2-day Instructor Led Training, to be held in Sacramento, Mountain View and San Francisco in late August and September.  A number of additional components will round out the program from September through December:


A special 2-day Instructor-Led Training for Partner Sales Managers – those of you who manage several sellers – to show you how best to manage and coach sellers using the Microsoft Solution Selling for Partners process; you can also participate in a special 1-hour LiveMeeting that will help you use those key coaching and managing tools

We have space for only 75 seller participants, and 25 Partner Sales Managers, in these sessions.  The cost is $99 per participant.


I encourage you to contact your PAM or me as soon as possible to learn how you can reserve places for yourself and all the other members of your sales team.  I am sure you will all succeed even more in the coming years as a result of your participation in this unique training opportunity.


            Microsoft Location & Dates

q     MSS for Partners – Sellers       Mountain View 8/29-30

q     MSS and Opportunity Coaching for Partner Sales Managers     San Francisco   9/6-7

q     MSS for Partners – Sellers       Sacramento      9/18-19

q     MSS for Partners – Sellers       San Francisco   9/25-26

August 16 – Virtual Partner Briefings

What: How to Develop Complex Workflow Without Code using SharePoint Designer 2007

Who: Microsoft Partner Community Managers

When: August 16th @ 9am & 4pm PST for 90 minutes

How to Develop Complex Workflow Without Code using SharePoint Designer 2007 

Our Partner Community Managers will spend the first 10-15 minutes of this session providing you highlights from this year’s Worldwide Partner Conference. The conference, held in Boston on July 10th -13th, provides partners with cutting edge information on our upcoming 2007 release cycle (Windows Vista, Office, SharePoint, Windows Server, Exchange, Small Business Server and more).

After that we will dive into SharePoint Designer 2007 and show you how it can help you develop powerful workflow solutions for your customers without the need for custom code. We’ will demonstrate how Office SharePoint Server 2007, when matched up with SharePoint Designer, will let you setup automatic email notifications, assign tasks, collect feedback and edit list items automatically as you move a document through your preconfigured workflow. Help your customers save serious time and money developing contracts, building proposals and processing invoices faster than ever before using the tools included in SharePoint Designer 2007.

Click on either the morning or afternoon session to register:




Event Title



9:00 AM PST

90 minutes

Virtual Partner Briefings – Powered by TS2: How to Develop Complex Workflow Without Code using SharePoint Designer 2007  (Morning Session Registration)

Tom Harshbarger
Steve Deming


4:00 PM PST

90 minutes

Virtual Partner Briefings – Powered by TS2: How to Develop Complex Workflow Without Code using SharePoint Designer 2007 (Afternoon Session Registration)

Tom Harshbarger
Steve Deming


Open and save a monthly recurring appointment in your Outlook calendar for morning sessions.

Open and save a monthly recurring appointment in your Outlook calendar for afternoon sessions.


August 28 & 29 – 2007 Microsoft Office System Core Training

We are offering a two-day course in 18 cities to assist partners in exploring the core of the 2007 Microsoft Office System. The content of this course is purely technical in nature, and provides no marketing or motivation behind product usage. You will interact with the client-side technologies that drive information worker productivity locally and the server-side components that extend productivity to teams, divisions, and partners.
We are specifically targeting the IT Professional who generally works with both Microsoft Windows and Office technologies.


At the conclusion of the workshop, participants will be able to

  • Navigate through the new user interface features and changes within the Office Client Core Components.
  • Utilize the rich functionality and interoperability of products composing the Office System.
  • Demonstrate an understanding of the server-side architecture which governs the Office System

This course is part of the Information Worker Competency. More information can be found at 2007 Microsoft Office System Core Training and for other training needs!


Local classes are:




North California

San Jose


Tee It Up Webcast Sweepstakes



Step up to the tee and go for the green with the 2007 Microsoft Office System and Exchange 2007 Tee It Up Webcast Sweepstakes for your chance to win a Napa Valley Silverado 3-Night Wine Country & Golf Get-Away


SBSC Exclusive Area

Reach new customers and markets with the power of Microsoft and Citrix!!


For a limited time, if you are a Microsoft Small Business Specialist partner, you can become a Citrix Silver Access Essentials partner for FREE!


Citrix Access Essentials addresses the local and remote access needs of small and mid-sized businesses (SMB), particularly the 40 million firms worldwide with 25 to 250 employees. Gartner notes, “Interest in centralized and remote access to company information is increasing among SMBs. Centralized and remote access enable consistent access to enterprise data for those within and outside the enterprise. “SMBs, to support this new model, will have to update their networking infrastructures in areas such as virtual private network, help desk support and security to support mobile users effectively.”



• Internet access to Windows applications, intranet sites & files with just a standard device-independent Web browser

• Secure remote connections across firewalls without reconfiguration using https

• User viewable resources & access privileges assignable by role or group

• Enhanced local and remote printing via full-featured universal driver

• Simple, intuitive, well-integrated, wizard-driven GUI administration

• Extends Windows Terminal Services (TS) multi-user access

Priced at only $250/per user and includes MS TS-CALs!



• Quickly capture smaller accounts eager for an access solution

• Compelling value at an affordable price helps shorten sales cycle

• Swiftly solve the customer’s critical access problem with relatively little effort

• Rapid customer satisfaction builds loyalty

• Opens the door to additional high-margin outsourced help desk and related managed services in smaller organizations starved for IT help



Become part of the industry’s leading channel partner network and gain specific benefits including:


  • Technical Support: 25 support incidents; 1 contact
  • Advisor Rewards: Partners can make up to 10% of SRP just for influencing a Citrix deal
  • Subscription Advantage Margin: Additional annual, residual margins!
  • Complementary Products: Leverage the complete suite of Citrix Access Solutions
  • Dedicated Channel Events: Regional channel training and sales events


Contact Derek Cheung at or call 1-800-292-5039 to join now!  Reference your region or Partner Community Manager to receive this special offer!

Register for SMB Nation!!  I’ll see you there!!

Blitz Days!

Blitz Day events are now firmed up and the schedule is as follows


Sept 19 – SF 9:30 – 3:00

Sept 20 – Sacramento 8:30 – 2:00

Sept 21 – SVC 9:30 – 3:00


Email me if you are interested in participating. You do NOT have to be located in these 3 locations to participate; we will try to find call down lists for participating partners from all geographies. Don’t miss out on this valuable opportunity to drive business and build or improve your cold calling skills.

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Posted by on August 15, 2006 in Uncategorized


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