“Microsoft Partner Network”Rebekka Musaeus, MPN Lead Microsoft

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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?

Kompetencenavne før 24. maj 2010

2010https://partner.microsoft.com/40115883

Kompetencenavne efter 24. maj 2010

Small Business

Midmarket Solution Provider

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

Sammenlign med status i Partner Membership Center

https://partners.microsoft.com/PartnerProgram/ManageCompetencies.aspx

Hold ekstra øje med

mailboksen!!

MPN til oktober - Hvorfor overhovedet ændringer?

Partnerens behovMarkedssituationen Kundernes behov

Nu og i fremtiden

GoldCertified

Partner

Certified Partner

Registered Member

9 Microsoft Confidential* Competency Specific refers to a range of specialized competencies that a partner can achieve with core and

advanced

Community

Core

AdvancedAdvanced – 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

Bene

fit V

alue

Partner Commitment

MPN fordele - design

Subscriber

Fordele

MPN fordele - Core

11

Plan

Enable

Sell

Create Demand

Retain

Competency Advanced 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 1st 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 1st 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 • CSAT

Service

Hvad skal jeg bruge for at kunne forhandle Dynamics?

MPN Aftale(Microsoft Partner Program)1 2

SPA Aftale(Dynamics)

Samme struktur som idag

Næste generation af Dynamics Partner Program

Must achieve Competency OR Advanced Competency

General Requirements Membership in MPN Fee 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: 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 ERP 5 ERP 7 that are industry-specific

Partner Service Plan Requirement yesPersonnel Certification/Accreditation

RequirementsAt least 2 different

people requiredAt least 3 different

people requiredAt least 6 different

people requiredSales specialist 1 person 2 people 2 industry-specific people

Pre-Sales specialist 1 person 1 person

Application consultant/developer AX/NAV: 2 people C5: 1 person 3 people 6 people 4 people

Implementation methodology 1 person 2 people 3 people

Organizational Certification Requirements- Industry Solutions

Authorized reseller of a Microsoft industry solution(s)

(either CfMD or AX certified)

Customer methodology references 2 3

Launched October 2010

ERP VAR Selling business model

ERP Competency

AdvancedERP

Competency

Microsoft PartnerSPA

OptionalINDUSTRY SPECIFIC BADGE

Hvilke tekniske eksaminer til MPN ERP kompetence niveauerne?AX NAV C5MB6-820: Installation and Configuration in Microsoft Dynamics AX 2009 orMB6-503: Microsoft Dynamics AX 4.0 Installation and Configuration

MB7-841: Microsoft Dynamics NAV 2009 C/SIDE Solution DevelopmentMB7-516: Microsoft Dynamics NAV 5.0 C/SIDE Solution DevelopmentMB7-222: Microsoft Dynamics NAV 4.0 C/SIDE Solution Development

MB5-856: Microsoft C5 2010 Application ConsultantMB5-646: Microsoft Dynamics C5 2008 Systemkonsulent

MB6-818: Financials in Microsoft Dynamics AX 2009 orMB6-507: Microsoft Dynamics AX 4.0 Financials

MB7-839: Microsoft Dynamics NAV 2009 Core Setup and FinanceMB7-515: Microsoft Dynamics NAV 5.0 FinancialsMB7-225: Microsoft Dynamics NAV 4.0 Financials

MB5-854: Microsoft Dynamics C5 2010 Programming examsMB5-648: Microsoft Dynamics C5 2008 Programming

MB6-819: Development Introduction in Microsoft Dynamics AX 2009 orMB6-508: Microsoft Dynamics AX 4.0 Development Introduction

MB7-838: Microsoft Dynamics NAV 2009 Installation and ConfigurationMB7-517: Microsoft Dynamics NAV 5.0 Installation and ConfigurationMB7-226: Microsoft Dynamics NAV 4.0 Installation and Configuration

MB5-854: Microsoft Dynamics C5 2010 Programming examsMB5-648: Microsoft Dynamics C5 2008 Programming

MB6-817: Trade and Logistics in Microsoft Dynamics AX 2009 orMB6-509: Microsoft Dynamics AX 4.0 Trade and Logistics

Exam 70-432: TS: Microsoft SQL Server 2008 Implementation and Maintenance orExam 70-431: Microsoft SQL Server 2005 - Implementation and Maintenance

70-653: TS: Windows Small Business Server 2008, Configuring

Implementation Methodology

CRM VAR Selling in Market A

16

CSALaunched October 2010

OptionalINDUSTRY SPECIFIC

BADGECRM

Competency

AdvancedCRM

Competency

Microsoft

PartnerMust achieve competency OR

advanced competency

General Requirements Fee ca. 2000$ Fee ca. 4000$• Annual Renewal• Achieve AMR industry

validation

Minimum Seat Countor

Minimum Revenue20 annual seats or

$10,000 annual total revenue150 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 CRM 5 CRM 7 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 person 2 people 2 industry-specific peoplePre-Sales specialist 1 person 1 person

Application consultant/developer 2 people 3 people 6 people 4 peopleImplementation methodology 1 person 2 people 3 people

Organizational Certification Requirements

Industry solutionsAuthorized reseller of a Microsoft

industry solution(s) (either CfMD or AX certified)

Customer methodology references 2 3

*For more details refer to the CSA guide

Hvilke eksaminer til CRM CSA og MPN kompetencer?

CRMExam MB2-632: Microsoft Dynamics CRM 4.0 ApplicationsExam MB2-423: Microsoft Dynamics CRM 3.0 Applications

Exam MB2-631: Microsoft Dynamics CRM 4.0 Customization and ConfigurationExam MB2-422: Microsoft Dynamics CRM 3.0 Customization

Exam MB2-633: Microsoft Dynamics CRM 4.0 Installation and DeploymentExam MB2-421: Microsoft Dynamics CRM 3.0 Installation and Configuration

Implementation Methodology

Hvilke tekniske eksaminer til SPA-niveau?

AX, NAV, CRM C5Samme AX, NAV; CRM eksaminer som på forrige slide – blot kun fordelt på 2 personer

1 person:MB5-856: Microsoft C5 2010 Application ConsultantellerMB5-646: Microsoft Dynamics C5 2008 Systemkonsulent

1 person: Implementation Methodology

Opsummering af Tidslinie

Maj 2010 Oktober 2010 Marts 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!!

Eksempel1: Min SPA udløber 31. Juli, 2010Min SPA udløber… Jeg har behov for møde de nye certificeringskrav … Jeg skal møde de nye SPA

omsætningskrav …

Juli 31, 2010 Marts 2011 1 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, 2011 Marts 2011 1 år fra gentegning af nye SPA

Eksempel2: Min SPA udløber 31. Juli, 2010

MPN Transition Tool – Landing Page

MPN Transition Tool – Transition Path Summary

appendix

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

appendix

Træningsressourcer:

Teknisk træning og SureStep

Uddannelsespartnere: www.microsoft.dk/cpls, Microworld, Firebrand og Blueworkers

Sales og Presales, marketing (non technical)

PDC – www.partnerdevelopmentcenter.dk

Flyv videre med succes!- Hvordan kan partneren bedst forberede sig

Træning Hold certificeringer opdateret, opgrader til It-Pro niveau

CSAT Customer Satisfaction IndexKrav for Gold Partnere

Hold dig orienteret: www.microsoft.dk/partner, på partnerbloggen, i nyhedsbreve , LinkedIn eller via din PAM

InfoLoyalty Driver Analysis

Customer Loyalty Segmentation

KPI Dashboard & Benchmarks

MPN-profilVurder om et tættere partnerskab ernoget der kan gavne din forretningAfdæk dine muligheder og behov.

Hjælp – Det Regionale Service Center

Spørgsmål om:

•Gentegning•Tildeling af Partnerpoint•Registrering af medarbejdere•Anvendelse af programfordele•MSPP - Krav og retningslinjer•Program ”udfordringer”•CSAT

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