OPPORTUNITY Partner Roadmap and Resources Lisa Sluke Channel Development Manager - East Region...
27
OPPORTUNITY Partner Roadmap and Partner Roadmap and Resources Resources Lisa Sluke Lisa Sluke Channel Development Manager - East Channel Development Manager - East Region Region Microsoft Microsoft
-
Upload
bryan-allison -
Category
Documents
-
view
219 -
download
3
Transcript of OPPORTUNITY Partner Roadmap and Resources Lisa Sluke Channel Development Manager - East Region...
OPPORTUNITYPartner Roadmap and Partner Roadmap and ResourcesResourcesLisa SlukeLisa SlukeChannel Development Manager - East RegionChannel Development Manager - East RegionMicrosoftMicrosoft
Microsoft Partner Life Microsoft Partner Life CycleCycle
Plan Your
Business
Build& MaintainExpertise
Market& Sell
Implement& Support
RetainYourCustomers
Your Roadmap for SuccessYour Roadmap for Success
Roadmap for SuccessRoadmap for Success
Partner Enrollment ProcessPartner Enrollment ProcessMicrosoft Partner ProgramMicrosoft Partner Program
Solution Provider Agreement (SPA)Solution Provider Agreement (SPA)
Getting StartedGetting StartedWelcomeWelcome
Start Up KitStart Up Kit
CommunicationsCommunications
Access Online ResourcesAccess Online Resources
Call to ActionCall to Action Develop your business planDevelop your business plan Subscribe to Insights newslettersSubscribe to Insights newsletters
Plan Your
Business
https://mbs.microsoft.com/partnersource/resources/partneressentials/mspp
Roadmap for SuccessRoadmap for Success
Microsoft DynamicsMicrosoft DynamicsTMTM 101 101
Learning RoadmapsLearning RoadmapsSales & MarketingSales & Marketing
TechnicalTechnicalPresales – DemoPresales – Demo
Certification PreparationCertification Preparation
Call to ActionCall to Action Identify Organizational and Individual Learning PlanIdentify Organizational and Individual Learning Plan Enroll in Partner Service PlanEnroll in Partner Service Plan Complete SPA / Software Advisor certification requirementsComplete SPA / Software Advisor certification requirements Complete MBS Competency certification requirements (optional)Complete MBS Competency certification requirements (optional)
Build& MaintainExpertise
http://www.msreadiness.com/microsoftdynamics
Roadmap for SuccessRoadmap for Success
Partner Engagement ProgramsPartner Engagement Programs
Lead GenerationLead Generation
Pipeline ManagementPipeline Management
Presales – ImplementationPresales – Implementation
Microsoft Solution SellingMicrosoft Solution Selling
Call to ActionCall to Action Enroll in Sales & Marketing Professional CommunitiesEnroll in Sales & Marketing Professional Communities Build Marketing PlanBuild Marketing Plan Enroll in Step-Up Incentive Promotion www.mbsbdf.comEnroll in Step-Up Incentive Promotion www.mbsbdf.com
Market& Sell
https://mbs.microsoft.com/partnersource/communities/marketing
https://mbs.microsoft.com/partnersource/communities/cae
Roadmap for SuccessRoadmap for Success
Post Sales ImplementationPost Sales Implementation
Project ManagementProject Management
Professional ServicesProfessional Services
Field EngagementField Engagement
Drive revenue and profitabilityDrive revenue and profitability
Call to ActionCall to Action Leverage Consultant ToolkitsLeverage Consultant Toolkits Implement, customize and install new customer salesImplement, customize and install new customer sales
Implement& Support
https://mbs.microsoft.com/partnersource/communities/consulting
https://mbs.microsoft.com/partnersource/resources/services/serviceplans
Roadmap for SuccessRoadmap for Success
Existing Customer Sales & MarketingExisting Customer Sales & MarketingCross-SellCross-Sell
Up-SellUp-Sell
Software Assurance & Service ContractsSoftware Assurance & Service Contracts
Product Launch Awareness - upgradesProduct Launch Awareness - upgrades
Drive Microsoft Stack & App MessageDrive Microsoft Stack & App Message
Call to ActionCall to Action Earn MBS CompetencyEarn MBS Competency Earn Microsoft Certified/Gold Partner StatusEarn Microsoft Certified/Gold Partner Status Attend Convergence ConferenceAttend Convergence Conference
RetainYourCustomers
https://mbs.microsoft.com/partnersource/communities/marketing/rethinkrevenue
Convergence Partner BriefingConvergence Partner Briefing
March 23, 2006: Dallas TX @ HyattMarch 23, 2006: Dallas TX @ Hyatt7:00 – 9:00pm: Welcome Reception7:00 – 9:00pm: Welcome Reception
***ISV Chat ***ISV Chat (New)(New)
March 24, 2006: Dallas, TX @ Convention March 24, 2006: Dallas, TX @ Convention CenterCenter
8:30 – 10:30am: Opening Keynote: Tami Reller & Satya 8:30 – 10:30am: Opening Keynote: Tami Reller & Satya NadellaNadella
11:00 – 12:15pm: Super Sessions11:00 – 12:15pm: Super Sessions
12:15 – 1:30pm: Lunch & Structured Networking12:15 – 1:30pm: Lunch & Structured Networking
1:30 – 2:30pm: Concurrent Sessions1:30 – 2:30pm: Concurrent Sessions
3:00 – 4:00pm: Concurrent Sessions3:00 – 4:00pm: Concurrent Sessions
4:30 – 6:30pm: Closing Keynote: Jeff Young & Doug Burgum4:30 – 6:30pm: Closing Keynote: Jeff Young & Doug Burgum
Register: http://mbs.microsoft.com/public/convergence/Register: http://mbs.microsoft.com/public/convergence/
Profile Your Solutions Once and Communicate Them Everywhere - Solution profiler https://partner.microsoft.com/global/solutionprofiler
Build New Partnerships – Channel Builder https://partner.microsoft.com/global/salesmarketing/build/channelbuilder/
Access to most current tools, platform and server technologies - MSDN Subscriptions http://www.msdn.microsoft.com/ then log in with your subscriber password
ISV tips for maximizing your opportunities right away:
Make sure you’re in the ISV competency and that your solution has been tested
Get your solutions profiled to ensure the Microsoft field, partners, and prospects have visibility by industry of the solutions you can provide
To achieve the recognition and management level you deserve be sure to work with the MSPP program and register your referral revenue in VOICE
For more information on becoming an ISV see: https://partner.microsoft.com/global/competency/isvsolutions/
The visibility, partnership and technical information you need:The visibility, partnership and technical information you need:
Roadmap for Success Roadmap for Success – – recaprecap
Plan your BusinessPlan your Business
Build & Maintain ExpertiseBuild & Maintain Expertise
http://www.msreadiness.com/microsoftdynamicshttp://www.msreadiness.com/microsoftdynamics
Market & SellMarket & Sellhttps://mbs.microsoft.com/partnersource/communities/https://mbs.microsoft.com/partnersource/communities/marketingmarketinghttps://mbs.microsoft.com/partnersource/communities/caehttps://mbs.microsoft.com/partnersource/communities/cae
Implement & SupportImplement & Supporthttps://mbs.microsoft.com/partnersource/communities/https://mbs.microsoft.com/partnersource/communities/
consultingconsultinghttps://mbs.microsoft.com/partnersource/resources/https://mbs.microsoft.com/partnersource/resources/
services/serviceplansservices/serviceplans
Retain Your CustomersRetain Your Customershttps://mbs.microsoft.com/partnersource/communities/https://mbs.microsoft.com/partnersource/communities/
marketing/rethinkrevenuemarketing/rethinkrevenue
Plan Your
Business
Plan Your
Business
Build& MaintainExpertise
Build& MaintainExpertise
Market& SellMarket& Sell
Implement& SupportImplement& Support
RetainYourCustomers
RetainYourCustomers
Partner AssistancePartner Assistance
Regional Service CenterRegional Service Center
Assistance on Microsoft Partner ProgramAssistance on Microsoft Partner Program
1-800-765-77681-800-765-7768
[email protected]@microsoft.com
*** Partner Resource Desk*** Partner Resource Desk
Assistance on all other questionsAssistance on all other questions
1-800-426-9400, option 1, extension 817921-800-426-9400, option 1, extension 81792
[email protected]@microsoft.com
Channel Development Manager – East RegionChannel Development Manager – East RegionLisa SlukeLisa Sluke
1 701 281 33041 701 281 3304
[email protected]@microsoft.comhttps://mbs.micrsoft.com/partnersource/resources/partneressentials/mspp
© 2005 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
OPPORTUNITYSteps to Partnership Steps to Partnership
Steps to PartnershipSteps to Partnership1.1. Call or email [email protected] or email [email protected]
2.2. Review Business Plan with Microsoft Review Business Plan with Microsoft
3.3. Enroll in Microsoft Partner ProgramEnroll in Microsoft Partner Program
4.4. Sign Agreements: SPA , SASign Agreements: SPA , SA
5.5. Enroll in Partner Service PlanEnroll in Partner Service Plan
6.6. Complete training and certificationsComplete training and certifications
7.7. Earn MBS Competency - optionalEarn MBS Competency - optional
Get started today: Get started today:
Call 1-800-248-8045 or email to Call 1-800-248-8045 or email to [email protected]
A worldwide partner program built to A worldwide partner program built to support your business successsupport your business success
FOCUS
Competencies
IMPACT
PerformanceRecognition
VALUE
TailoredBenefits
Partnering With MicrosoftPartnering With Microsoft
FOCUS
Competencies
Advanced Infrastructure SolutionsAdvanced Infrastructure Solutions
Business Intelligence SolutionsBusiness Intelligence Solutions
Information Worker SolutionsInformation Worker Solutions
Integrated E-Business SolutionsIntegrated E-Business Solutions
ISV/Software SolutionsISV/Software Solutions
Learning SolutionsLearning Solutions
Licensing SolutionsLicensing Solutions
Microsoft DynamicsMicrosoft Dynamics
Networking Infrastructure SolutionsNetworking Infrastructure Solutions
Security SolutionsSecurity Solutions
COMPETENCIES (focus)COMPETENCIES (focus)
Partnering With MicrosoftPartnering With Microsoft
IMPACT
PerformanceRecognition
Partnering With MicrosoftPartnering With Microsoft
RegisteredRegisteredMemberMember
Gold Certified PartnerGold Certified PartnerEverything you need to Everything you need to stand out in the marketstand out in the market
Certified PartnerCertified PartnerEverything you need to Everything you need to have an advantage in the have an advantage in the marketplacemarketplace
Registered MemberRegistered MemberEverything you need to Everything you need to succeed with Microsoftsucceed with Microsoft
PROGRAM LEVELSPROGRAM LEVELS
Partnering With MicrosoftPartnering With Microsoft
CategoryCategory DefinitionDefinitionSoftware Software CertificationCertification
Products that have passed Products that have passed Veritest or Veritest or WHQL requirements WHQL requirements
Business WinsBusiness Wins References to end customer References to end customer projectsprojects
Premier MCP Premier MCP Certification Certification
Certifications in addition to Certifications in addition to competency requirementscompetency requirements
CompetencyCompetency Level of expertise in a given Level of expertise in a given area area
Customer Customer SatisfactionSatisfaction
Measure of end customer Measure of end customer satisfaction satisfaction with products and serviceswith products and services
Microsoft Microsoft Learning Learning ProductsProducts
Sales for Official Microsoft Sales for Official Microsoft Learning ProductsLearning Products
Distributed Distributed LicensesLicenses
Generated by credited sales Generated by credited sales of Microsoft software licenses of Microsoft software licenses as reported to Microsoftas reported to Microsoft
OtherOther Non-Microsoft training and Non-Microsoft training and various assessmentsvarious assessments
PARTNER POINTSPARTNER POINTS
RegisteredRegisteredMemberMember
120 Pts
50 Pts
VALUE
TailoredBenefits
Partnering With MicrosoftPartnering With MicrosoftPARTNER BENEFITSPARTNER BENEFITS
Based on MSPP level and competencyBased on MSPP level and competency
RegisteredRegisteredMemberMember
Action Pack for feeAction Pack for fee
Limited online trainingLimited online training
Build Profile in Partner ToolBuild Profile in Partner Tool
Certified brandCertified brand
Limited internal-use softwareLimited internal-use software
Microsoft Resource Directory listingMicrosoft Resource Directory listing
5-pack support incidents5-pack support incidents
Gold Certified brandGold Certified brand
Additional internal-use softwareAdditional internal-use software
Priority Microsoft Resource Directory Priority Microsoft Resource Directory listinglisting
Technical Services CoordinatorTechnical Services Coordinator
Account management (varies by Account management (varies by region)region)
Microsoft AxaptaMicrosoft Axapta 3 individuals, 8 exams (5 mandatory, 3 of choice)3 individuals, 8 exams (5 mandatory, 3 of choice)
Microsoft Great Microsoft Great PlainsPlains
2 individuals, 5 exams (3 mandatory, 2 of choice)2 individuals, 5 exams (3 mandatory, 2 of choice)
Microsoft NavisionMicrosoft Navision 2 individuals, 5 exams (3 mandatory, 2 of choice)2 individuals, 5 exams (3 mandatory, 2 of choice)
Microsoft SolomonMicrosoft Solomon 2 individuals, 5 exams (3 mandatory, 2 of choice)2 individuals, 5 exams (3 mandatory, 2 of choice)
Microsoft CRMMicrosoft CRM 2 individuals, 5 exams (3 mandatory, 2 of choice 2 individuals, 5 exams (3 mandatory, 2 of choice from list)from list)
For exam details please go to: www.mbspartnerupdate.com
Microsoft DynamicsMicrosoft DynamicsCOMPETENCY REQUIREMENTSCOMPETENCY REQUIREMENTS
Complete a Business Profile within MSPPComplete a Business Profile within MSPP
Submit three customer referencesSubmit three customer references
Complete exam requirements for at least one MBS Complete exam requirements for at least one MBS solutionsolution
SPA SPA ContractContract
Microsoft Dynamics Reseller Microsoft Dynamics Reseller ProgramProgramRESELLER TERMS AND CONDITIONSRESELLER TERMS AND CONDITIONS
Microsoft Dynamics Solution Provider Agreement (SPA)Microsoft Dynamics Solution Provider Agreement (SPA)
Authorize to OrderAuthorize to Order
A minimum of 2 – 3 individuals must pass 3 – 5 exams in A minimum of 2 – 3 individuals must pass 3 – 5 exams in areas of technology and product functionalityareas of technology and product functionality
Discounts on software and servicesDiscounts on software and services
Upon meeting “Authorize to Order” requirements Resellers Upon meeting “Authorize to Order” requirements Resellers purchase Software and Customer Maintenance Plans from purchase Software and Customer Maintenance Plans from Microsoft at a discount. Software discounts range from 30% Microsoft at a discount. Software discounts range from 30%
to 50%.to 50%.
Registered Registered MemberMember
Enroll in Microsoft Partner Program as a Enroll in Microsoft Partner Program as a RegisteredRegistered
MemberMember
Execute SPA agreementsExecute SPA agreements
CSA CSA AgreemenAgreemen
tt
TERMS AND CONDITIONSTERMS AND CONDITIONSComplete CSA AgreementComplete CSA Agreement
https://mbs.microsoft.com/downloads/public/csa_overview.htm
EligibilityEligibility
2 consultants trained and able to pass CRM certification exams:
Be involved in the software selection and implementation of Microsoft CRM for customers
Registered Registered MemberMember
Execute CSA Agreement Execute CSA Agreement
Enroll in Microsoft Partner Program as a Enroll in Microsoft Partner Program as a RegisteredRegistered
MemberMember
Microsoft Customer Relationship Microsoft Customer Relationship Management Certified Software Advisor (CSA) Management Certified Software Advisor (CSA)
ProgramProgram
30% OR GREATER PARTNER OPPORTUNITY30% OR GREATER PARTNER OPPORTUNITY
Microsoft CRM Certified Software Microsoft CRM Certified Software Advisor Advisor
Tier 1 = 20% for all programs, except for Enterprise Agreements which equals 15%Tier 2 = 30% for all programs, except for Enterprise Agreements which equals 22.5%SA renewals are 5% across all programs.
License License transaction transaction opportunityopportunity
nn%%Tier 1 -Tier 1 - 2020
%%
3030%%
Tier 2 -Tier 2 -oror
CRM CSA fee
Up ToUp To
+30+30%%
Opportunity
==++
Package of services to assist new partners in building skills:
Discounted training courses and exam vouchers
Technical support
Implementation tools
ON-RAMP PLAN – US$5,000ON-RAMP PLAN – US$5,000
Service OfferingsService Offerings
Steps to Partnership – Steps to Partnership – SummarySummary1.1. Call or email [email protected] or email [email protected]
2.2. Review business plan with Microsoft Review business plan with Microsoft
3.3. Enroll in Microsoft Partner ProgramEnroll in Microsoft Partner Program
4.4. Sign agreements: SPA , SASign agreements: SPA , SA
5.5. Enroll in Partner service planEnroll in Partner service plan
6.6. Complete training and certificationsComplete training and certifications
7.7. Earn MBS competency – optionalEarn MBS competency – optional
8.8. GROW your business!GROW your business!
Get started today: Get started today:
Call 1-800-248-8045 or email to Call 1-800-248-8045 or email to [email protected]
OPPORTUNITY
© 2004 Microsoft Corporation. All rights reserved.© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
