“ Microsoft Partner Network” Rebekka Musaeus, MPN Lead Microsoft.

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1 “ Microsoft Partner Network” Rebekka Musaeus, MPN Lead Microsoft

2 . Vi er på en rejse… Ændringer i maj (24. maj. 2010) - Hvad ændres? - Hvad skal du gøre? Ændringer til oktober (TBD 2010) - Hvad ændres? - Hvad skal du gøre?

3 Kompetencenavne før 24. maj 2010

4 https://partner.microsoft.com/40115883 Kompetencenavne efter 24. maj 2010 Small Business Midmarket Solution Provider

5 Maj 2010 Nye navne på kompetencer https://partner.microsoft.com/40115883

6 Sammenlign med status i Partner Membership Center https://partners.microsoft.com/PartnerProgram/ManageCompetencies.aspx

7 MPN til oktober - Hvorfor overhovedet ændringer?

8 Nu og i fremtiden Gold Certified Partner Certified Partner Registered Member

9 9Microsoft Confidential * Competency Specific refers to a range of specialized competencies that a partner can achieve with core and advanced Community Core Advanced Advanced – Competency Specific* Core - Competency Specific* WebSpark BizSpark Action Pack (SP, D&D) Approach •Større %-del af fordelene vil være kompetencespecifikke •Mere relevans i forhold til den enkelte kompetence / det enkelte forretningsområde Benefit Value Partner Commitment MPN fordele - design Subscriber

10 Fordele

11 MPN fordele - Core 11 PlanPlan EnableEnable SellSell Create Demand RetainRetain CompetencyAdvanced Competency (Beginning October 2010) • Career Resources Students 2 Business • Customized Newsletters and RSS Feeds (using exact target) • Career Resources Students 2 Business • Customized Newsletters and RSS Feeds (using exact target) • Internal Use Software (Detail available upon request) • Test/Dev Software: • 5 VS Premium w/MSDN • TechNet • Partner Learning Center • Targeted Learning Paths (by partner type) • Practice Builder and Practice Accelerator • Internal Use Rights ++ (Detail available upon request) • Test/Dev Software: • 10 VS Premium with MSDN • TechNet • Partner Learning Center • Customized and Targeted Learning Paths (by partner type) • Practice Builder, Services Ready and Practice Accelerator • Marketplace Prioritization MSFT Pinpoint High • Partner Marketing Center • Marketplace Prioritization MSFT Pinpoint Top • Partner Marketing Center • Channel Incentives BPOS: Partner Fee (12% initial, 6% recurring = 18% total 1 st year – 6% each year as long as they are in the program), 250 free seats • Microsoft Financing • Sales Skills Training • Partner Sales Tools & Resources • Demo Showcase • License Wise • Coverage: eligible for Opportunity Support • Channel Incentives BPOS: Partner Fee (12% initial, 6% recurring = 18% total 1 st year – 6% each year as long as they are in the program), 250 free seats • Deal Reg Rebate Incentives (select competencies) • Sales Skills Training • Partner Sales Tools & Resources • Demo Showcase • License Wise • Coverage: eligible for PAM/TPAM • PSP Activation Kit • Customer Opportunity Insights Tool • 20 total Phone-based advisory hours, plus unlimited deal related support* • Online Support Experience (including OTC) • 5- Pack Break/Fix incidents • Unlimited BCPS * Note: Deals must be of a specified amount or greater and registered in the Deal Registration system • 50 total Phone-based advisory hours, plus unlimited deal related support* • Online Support Experience (including OTC) • 5 Pack Break/Fix incidents • Unlimited BCPS * Note: Deals must be of a specified amount or greater and registered in the Deal Registration system • CSAT ServiceService

12 Hvad skal jeg bruge for at kunne forhandle Dynamics? MPN Aftale (Microsoft Partner Program) MPN Aftale (Microsoft Partner Program) SPA Aftale (Dynamics) SPA Aftale (Dynamics) Samme struktur som idag

13 Næste generation af Dynamics Partner Program

14 Must achieve Competency OR Advanced Competency General Requirements Membership in MPNFee 2000$Fee 4000$ • Annual Renewal • Achieve AMR industry validation Minimum Revenue Requirement $20,000 direct annual total revenue (enforced 12 months after signing) Direct annual license revenue: Mature: $50,000 Emerging: $25,000 Mature: $100,000 Emerging: $50,000 BREP Revenue Recapture Mature: 65% Emerging: 40% Mature: 85% Emerging: 60% Participate in Satisfaction Survey yes Customer Business References 3 ERP5 ERP7 that are industry-specific Partner Service Plan Requirement yes Personnel Certification/Accreditation Requirements At least 2 different people required At least 3 different people required At least 6 different people required Sales specialist 1 person2 people2 industry-specific people Pre-Sales specialist 1 person Application consultant/developer AX/NAV: 2 people C5: 1 person 3 people6 people4 people Implementation methodology 1 person2 people3 people Organizational Certification Requirements- Industry Solutions Authorized reseller of a Microsoft industry solution(s) (either CfMD or AX certified) Customer methodology references 23 Launched October 2010 ERP VAR Selling business model ERP Competency Advanced ERP Competency Microsoft Partner SPA Optional INDUSTRY SPECIFIC BADG E

15 Hvilke tekniske eksaminer til MPN ERP kompetence niveauerne? AXNAVC5 MB6-820: Installation and Configuration in Microsoft Dynamics AX 2009 or MB6-503: Microsoft Dynamics AX 4.0 Installation and Configuration MB7-841: Microsoft Dynamics NAV 2009 C/SIDE Solution Development MB7-516: Microsoft Dynamics NAV 5.0 C/SIDE Solution Development MB7-222: Microsoft Dynamics NAV 4.0 C/SIDE Solution Development MB5-856: Microsoft C5 2010 Application Consultant MB5-646: Microsoft Dynamics C5 2008 Systemkonsulent MB6-818: Financials in Microsoft Dynamics AX 2009 or MB6-507: Microsoft Dynamics AX 4.0 Financials MB7-839: Microsoft Dynamics NAV 2009 Core Setup and Finance MB7-515: Microsoft Dynamics NAV 5.0 Financials MB7-225: Microsoft Dynamics NAV 4.0 Financials MB5-854: Microsoft Dynamics C5 2010 Programming exams MB5-648: Microsoft Dynamics C5 2008 Programming MB6-819: Development Introduction in Microsoft Dynamics AX 2009 or MB6-508: Microsoft Dynamics AX 4.0 Development Introduction MB7-838: Microsoft Dynamics NAV 2009 Installation and Configuration MB7-517: Microsoft Dynamics NAV 5.0 Installation and Configuration MB7-226: Microsoft Dynamics NAV 4.0 Installation and Configuration MB5-854: Microsoft Dynamics C5 2010 Programming exams MB5-648: Microsoft Dynamics C5 2008 Programming MB6-817: Trade and Logistics in Microsoft Dynamics AX 2009 or MB6-509: Microsoft Dynamics AX 4.0 Trade and Logistics Exam 70-432: TS: Microsoft SQL Server 2008 Implementation and Maintenance or Exam 70-431: Microsoft SQL Server 2005 - Implementation and Maintenance 70-653: TS: Windows Small Business Server 2008, Configuring Implementation Methodology

16 CRM VAR Selling in Market A 16 CSA Launched October 2010 Optional INDUSTRY SPECIFIC BADGE CRM Competency Advanced CRM Competency Microsoft Partner Must achieve competency OR advanced competency General Requirements Fee ca. 2000$Fee ca. 4000$ • Annual Renewal • Achieve AMR industry validation Minimum Seat Count or Minimum Revenue 20 annual seats or $10,000 annual total revenue 150 annual seats or $100,000 annual total revenue 300 annual seats or $200,000 annual total revenue Participate in Satisfaction Survey yes Customer Business References 3 CRM5 CRM7 that are industry-specific Partner Service Plan Requirement yes Personnel Certification/Accreditation Requirements At least 2 different people required At least 3 different people required At least 6 different people required Sales specialist 1 person2 people2 industry-specific people Pre-Sales specialist 1 person Application consultant/developer 2 people3 people6 people4 people Implementation methodology 1 person2 people3 people Organizational Certification Requirements Industry solutions Authorized reseller of a Microsoft industry solution(s) (either CfMD or AX certified) Customer methodology references 23 *For more details refer to the CSA guide

17 Hvilke eksaminer til CRM CSA og MPN kompetencer? CRM Exam MB2-632: Microsoft Dynamics CRM 4.0 Applications Exam MB2-423: Microsoft Dynamics CRM 3.0 Applications Exam MB2-631: Microsoft Dynamics CRM 4.0 Customization and Configuration Exam MB2-422: Microsoft Dynamics CRM 3.0 Customization Exam MB2-633: Microsoft Dynamics CRM 4.0 Installation and Deployment Exam MB2-421: Microsoft Dynamics CRM 3.0 Installation and Configuration Implementation Methodology

18 Hvilke tekniske eksaminer til SPA-niveau? AX, NAV, CRMC5 Samme AX, NAV; CRM eksaminer som på forrige slide – blot kun fordelt på 2 personer 1 person: MB5-856: Microsoft C5 2010 Application Consultant eller MB5-646: Microsoft Dynamics C5 2008 Systemkonsulent 1 person: Implementation Methodology

19 Opsummering af Tidslinie Maj 2010Oktober 2010Marts 2011 1 år efter ny SPA MBS Kompetencen splitter til ERP og CRM Ny MPN Branding træder ikraft Nye MPN krav stadfæstes Minimum SPA omsætning skal mødes “Business as usual”MPN krav: Minimum direkte/ influenced omsætning, minimum ERP BREP recapture rate, kundereferencer, methode referencer. Advanced Competency har endvidere en Partner Service Plan og deltagelse I kundetilfredsheds undersøgelse MPN Krav: Salgs og Pre- sales ressourcer skal være certificerede SPA krav NAV og AX: Min. 2 produktcertificerede resourcer og 1 resource metodecertificeret ressource SPA krav C5: Min. 1 produktcertificerede ressource og 1 metodecertificeret ressource (Må godt være samme person) SPA krav: Rullende 12 mdrs min. Omsætningskrav skal mødes NYT!!

20 Eksempel1: Min SPA udløber 31. Juli, 2010 Min SPA udløber…Jeg har behov for møde de nye certificeringskrav …Jeg skal møde de nye SPA omsætningskrav … Juli 31, 2010Marts 20111 år fra gentegning af nye SPA Hvornår min SPA udløber, og hvornår skal jeg møde de nye SPA krav? Min SPA udløber…Jeg har behov for møde de nye certificeringskrav …Jeg skal møde de nye SPA omsætningskrav … Juli 31, 2011Marts 20111 år fra gentegning af nye SPA Eksempel2: Min SPA udløber 31. Juli, 2010

21 MPN Transition Tool – Landing Page

22 MPN Transition Tool – Transition Path Summary

23 appendix https://www.microsoft.com/partner/licensingcalculator/default.aspx

24 appendix

25 Træningsressourcer: Teknisk træning og SureStep Uddannelsespartnere: www.microsoft.dk/cpls, Microworld, Firebrand og Blueworkerswww.microsoft.dk/cpls Sales og Presales, marketing (non technical) PDC – www.partnerdevelopmentcenter.dkwww.partnerdevelopmentcenter.dk

26 Flyv videre med succes! - Hvordan kan partneren bedst forberede sig Hold certificeringer opdateret, opgrader til It-Pro niveau Customer Satisfaction Index Krav for Gold Partnere Hold dig orienteret: www.microsoft.dk/partner, på partnerbloggen, partnerbloggen i nyhedsbreve, LinkedIn eller via din PAM nyhedsbreveLinkedInnyhedsbreveLinkedIn Vurder om et tættere partnerskab er noget der kan gavne din forretning Afdæk dine muligheder og behov.

27 Hjælp – Det Regionale Service Center Spørgsmål om: •Gentegning •Tildeling af Partnerpoint •Registrering af medarbejdere •Anvendelse af programfordele •MSPP - Krav og retningslinjer •Program ”udfordringer” •CSAT 80 88 63 47