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Transcript of Customer Demands Precise IT investments with immediate impact Solutions provided by trusted, capable...
Introducing The Microsoft Partner NetworkLien DeleenheerPartner Development ManagerMicrosoft Belux
3
Case for Change
Customer Demands
• Precise IT investments with immediate impact
• Solutions provided by trusted, capable experts
Partner Needs
• Connection to like minded communities & marketplaces
• Ability to differentiate their capabilities to customers
Market Forces
• Efficiency & innovation
• New business models
• New competition
4
What’s in it for you?
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The Microsoft Partner Network
Opportunities to strengthen your capabilities
Expertise to help you serve customers better
Communities that spark innovation & connection
We are a community borne from our continued commitment to serve the needs of our partners. Our vision for the Microsoft Partner Network is simple—to provide:
Together, we can create innovative solutions that drive profitability and sustain competitive advantage.
6
What is the best relationship for me?
Subscriber
“I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.”
Competency Partner
“I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”
“I demonstrate my capabilities for small companies.”
Advanced Competency
Partner“I am recognized by the Microsoft Partner Network for offering ‘best-in-class’ solutions and undergoing a rigorous and auditable approval process customers value.”
Starting October 2010…
Community and Quick Starts“I have access to industry information, and through the peer
network, I connect with Microsoft and other business partners.”
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Community’s & Quick Starts
Partner Qualification
Customer Evidence
Assessments
Capability
Profile
Fee
0%
Community connects you to: • Industry News• Networking• Software Announcements • Innovation
8
Subscriptions
Offerings Partner Qualification
BizSpark Empower
MAPSWebsiteSpark
Customer Evidence
Assessments
Capability
Profile
Fee
100%0%
With subscriptions, start up companies, small business,
and new partners can develop their business &
seek opportunities with the support of the
Microsoft Partner Network .
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Competencies & Specialisations
Small & Medium Business
CRM & ERP
Customer Relationship Management
Enterprise Resource Planning
Small Business
Medium Business Solution Provider
Business Productivity
Unified Communicatio
ns
Search
Business Intelligence
Content Management
Portals and Collaboration
Core Infrastructure
Identity and Security
Virtualization
Systems Management
Desktop Platform
Server Platform
Application Platform
Web Development
Application Lifecycle
Management
Data Platform
Application Integration
Software Development
Cross Platform Solutions
Learning
Mobility
Digital Home
OEM
Hosting Platform
Software Asset Management
Volume Licensing
Authorized Distributor
Digital Marketing
Project & Portfolio
Management
ISV
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Competency & Avanced Competency
Customer Evidence
Assessments
Capability
Profile
Fee
0%
Competencies help businesses demonstrate their expertise
by aligning to business needs, making your certification
recognizable to prospective customers.
In October 2010, partners eligible for advanced competencies will
showcase ‘best-in-class’ solutions that went through a rigorous and
auditable approval process to demonstrate customer value.
ISV Partner Qualification
Product Test
Revenue
Sales & Marketing
Customer Evidence
Fee
Profile
Competency
Advanced
Customer Evidence
Assessments
Capability
Profile
Fee
0%ISV Partner Qualification
Product Test
Revenue
Sales & Marketing
Customer Evidence
Fee
Profile
Competency
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Competencies & Advanced Competencies: Benefits
Plan• Partner Business &
Solution Planning • Profitability Modeler
Retain• Customer Satisfaction
Index• Social Media e.g. Digital
WPC, Windows Azure community
Service• Phone Support (TAS, TSA, BCPS)• Online Technical
Forums• Active Listening
Sell• Deployment Planning Tools
and Incentives• Partner Sales Resources• Compete: Comphot• Microsoft Financing• S+S Partner Tools & Dashboard• Demo Showcase on Windows
Azure• Offers / Rebates/ Channel
Incentives
Create Demand• Microsoft Pinpoint /
Solution Finder• Partner Marketing Center• Digital Marketing for
Partners• Brand / LogoBuilder
Enable• Practice Builder/ Services
Ready• Internal Use Rights (Software) /
Digital Distribution• Partner Learning Center• Green Light (AppCompat)• Students2Business• MSDN Premium Subscription
(Azure)
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Where do I fit today?
Small Business Specialist
“I demonstrate my capabilities for small and midsize companies through the Microsoft Partner Network.”
Subscription Offerings
“I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.”
Registered Member
“I have access to industry information, and through the peer network, I connect with Microsoft and other business partners.”
Certified and Gold Certified
Partners“I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”
July 2009 to October 2010
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TimelineJuly 2009
November 2009
May 2010
October 2010
New MPN competency launched
• Virtualization
Partners enrolling or re-enrolling as Gold Certified Partners must have participated in the Customer Satisfaction (CSAT) Index.
New MPN competencies launched
• Desktop Platform • Server Platform • Systems
Management
New MPN competencies launched
• Application Integration
• Application Lifecycle Management
• Business Intelligence
• Business Productivity
• Content Management
• Customer Relationship Management
• Data Platform• Enterprise Resource
Planning• Hosting Platform• Identity & Security• ISV• Learning• Medium Business
Solution Provider• Mobility• OEM• Portals &
Collaboration• Project & Portfolio
Management• Search• Small Business• Software Asset
Management• Unified
Communications• Volume Licensing• Web Development
Advanced competencies introduced
Enhanced competency benefits available
New MPN competencies launched
• Authorized Distributor
• Digital Home• Digital Marketing
New partner logos are available for partner use.
Customer Satisfaction Survey
Remain Gold Cerfitied Partner after November 20th
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Growing revenue by increasing loyalty
Businesses experience an average 12.5% gain in annual revenue growth for every 10% increase in customers who are loyal.
A 5% increase in customer retention can result in a 75% increase in aggregate lifetime profits from a customer.
30% 40% 50% 60% 70% 80% 90%-10%
-5%
0%
5%
10%
15%
20%
25%
30%
35%
40%
45%Correlating Loyalty with Future Revenue Growth†
Customer Loyalty Index
Revenue G
row
th
16
Shared passion for satisfying customers
You are the direct link to our joint customersPartners deliver 96% of Microsoft’s revenue
We are in this together to drive customer satisfaction and business growth in a dynamic economy
Prod
uct/S
ervice
Qua
lity
Cust
omer
Sat
isfac
tion
and
Loya
lty
Opera
ting
Efficien
cy
Fina
ncial R
esul
ts
Inno
vatio
n
Empl
oyee
Sat
isfac
tion
89%83% 75% 71% 62%
47%
Business Performance Factors Contributing to Shareholder Value
“The economic climate has already led to sharp cuts in marketing budgets, and more are inevitable. When figuring out the best way to allocate ever-scarcer resources, there's one crucial principle to remember: Keeping customers you already have is a lot easier – and less expensive – than trying to land new ones.”‡
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CSAT Index: Simple, Powerful Way To Start
Future Purchase Levels
Loyalty Driver Analysis
Customer Loyalty Segmentation
KPI Dashboard
“CSAT Index is a fantastic tool, which not only helped us to achieve Gold Certified status, but also positively influenced our service offering.”
– Peter Stevens, Managing Director, AK Computer Services Ltd
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CSAT Requirement for Gold Certified Partners
Perform CSAT SurveyGo to: https://partner.microsoft.com/global/salesmarketingsection/smcsat
Every associated individual can perform a surveyReceive minimum 10 customer responses from at least 2 different companies
You can survey multiple people at the same organizationYou can only use up to 8 responses (from different individuals) of the same company
Receive the answers the 23rd of the month prior to your anniversary date
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Survey Administration: Fast and EffectiveThree simple steps to launch your survey
• View and select questions• Create custom questions• Add logo
Design Survey
• Upload contacts• View and edit contacts• Manage contact history
Manage Contacts
• Select invitation options• Change company name• Launch survey• Download survey URLs
Manage Invitatio
ns
1
2
3
Let’s have a Look
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Measuring The Health Of Your Business
•View Trended Net Satisfaction (NSAT)
•Segment Your Customer Base According To Loyalty
•Determine Revenue Implications of Changes In Satisfaction Performance
•Understand Loyalty Drivers
•Quickly View Summary of Your Performance Against KPIs
•Drill Into Detailed Analytics
•Compare customer perceptions with the partner’s perception of itself
Benefits Overview
Licenses
Licenses
Registered MembersMicrosoft Action Pack/Empower
Certified PartnersReceive up to 25 licensesMaximum of 100 licenses
Gold Certified PartnersReceive up to 100 licensesMaximum of 500 licenses
Additonal licenses per CompetencySpecific additional licenses
Licenses may be shared between headquaerters &
locations
Licenses – For different purposes
Internal Use LicensesDevelopment & Testing licensesTraining Licenses
For employee training purposes only
Demonstration licensesSales & Marketing people can use itShowcase productsCan not be left at customer site
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Licenses for different purposesLicensing Statement
New!
25
Development & Testing Licenses
Development & Testing Licenses
Additional discount as Certified or Gold Certified partner
Any edition of the Visual Studio development system with an MSDN Premium Subscription 20% discount off the regular Open License price Visual Studio 2008Through Authorized Distributors
Benefits Overview
Support
Partner Online Technical Communities
ISV Developer SupportWhat?
Find sample codeLearn about best practicesReview posts & Post questionsReceive advice about Microsoft Platform design & DevelopmentReceive answers related to:
Microsoft ASP.NET, Microsoft Silverlight, Microsoft Expression, SQL Server, Windows Presentation Foundation, Microsoft Visual Studio, C++, and C#
SLA’s = 8 Business hoursGold & Certified ISV’sRegistered Members in the Empower for ISVs program
Support (Technical Advisory Services)
ISV Advisory HoursWork with a Microsoft Technical Consultant for help with
Ad hoc development advice and best practice recommendationsCode samplesArchitecture and design guidance reviews
Partner enrolled in Microsoft Empower for ISV10 hours/year
Certified Partners active in ISV/Software competency15 hours/year
Gold Certified Partners active in ISV/Software competency40 hours/year
Support (TAS)
Customizable TAS Extended Web Seminars for Developers Help you ramp up on new technologiesCall TAS to order
Example
Check ‘The Service catalog ‘ on:
https://partner.microsoft.com/
global/40117367
Support (TAS)
ISV Advisory Hours
Benefits Overview
Access to Information
Access to information
Partner Portalwww.microsoft.be/partner
Local InformationSelection of most important information
www.partners.microsoft.comInternational websiteAdditional resources & tools
Partner NewsletterMonthly Go to:
https://partner.microsoft.com/belux-nl/40057734
Questions?
Thank you
© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after
the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.