Microsoft Partner Network Rebekka Musaeus MPN Lead Microsoft

“Microsoft Partner Network” Rebekka Musaeus, MPN Lead Microsoft

. 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

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

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

Sammenlign med status i Partner Membership Center https: //partners. microsoft. com/Partner. Program/Manage. Competencies. aspx d e m e j ø a r t ! s ! k n e e s d l k Ho ailbo m

MPN til oktober - Hvorfor overhovedet ændringer? Markedssituationen Kundernes behov Partnerens behov

Nu og i fremtiden Gold Certified Partner Registered Member

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

Fordele

MPN fordele - Core Plan Enable Create Demand Sell Competency Advanced Competency (Beginning October 2010) • 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 Tech. Net Partner Learning Center Targeted Learning Paths (by partner type) Practice Builder and Practice Accelerator Retain 11 Internal Use Rights ++ (Detail available upon request) Test/Dev Software: 10 VS Premium with MSDN Tech. Net 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 • Channel Incentives BPOS: Partner Fee (12% initial, 6% recurring = • Marketplace Prioritization MSFT Pinpoint Top • Partner Marketing Center • Channel Incentives BPOS: Partner Fee (12% initial, 6% recurring = 18% • • 20 total Phone-based advisory hours, plus unlimited deal related • • • 50 total Phone-based advisory hours, plus unlimited deal related • Online Support Experience (including OTC) • 5 - Pack Break/Fix incidents • Unlimited BCPS • 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 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 support* Service (using exact target) 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 support*

Hvad skal jeg bruge for at kunne forhandle Dynamics? 1 MPN Aftale (Microsoft Partner Program) 2 Samme struktur som idag SPA Aftale (Dynamics)

Næste generation af Dynamics Partner Program

ERP VAR Selling business model Microsoft Partner SPA ERP Competency Advanced ERP Competency Must achieve Competency OR Advanced Competency Launched October 2010 General Requirements Membership in MPN Minimum Revenue Requirement $20, 000 direct annual total revenue (enforced 12 months after signing) BREP Revenue Recapture Fee 2000$ Implementation methodology Mature: $50, 000 Emerging: $25, 000 Mature: $100, 000 Emerging: $50, 000 Mature: 65% Emerging: 40% Mature: 85% Emerging: 60% At least 2 different people required AX/NAV: 2 people C 5: 1 person 3 ERP 5 ERP 7 that are industry-specific At least 3 different people required 1 person yes At least 6 different people required 2 people 2 industry-specific people 1 person 3 people 6 people 2 people 3 people 4 people Authorized reseller of a Microsoft industry solution(s) Organizational Certification Requirements- Industry Solutions Customer methodology references • Annual Renewal • Achieve AMR industry validation yes Customer Business References Application consultant/developer Fee 4000$ Direct annual license revenue: Participate in Satisfaction Survey Partner Service Plan Requirement Personnel Certification/Accreditation Requirements Sales specialist Pre-Sales specialist Optional INDUSTRY SPECIFIC BADGE (either Cf. MD or AX certified) 2 3

Hvilke tekniske eksaminer til MPN ERP kompetence niveauerne? AX NAV C 5 MB 6 -820: Installation and Configuration in Microsoft Dynamics AX 2009 or MB 6 -503: Microsoft Dynamics AX 4. 0 Installation and Configuration MB 7 -841: Microsoft Dynamics NAV 2009 C/SIDE Solution Development MB 7 -516: Microsoft Dynamics NAV 5. 0 C/SIDE Solution Development MB 7 -222: Microsoft Dynamics NAV 4. 0 C/SIDE Solution Development MB 5 -856: Microsoft C 5 2010 Application Consultant MB 5 -646: Microsoft Dynamics C 5 2008 Systemkonsulent MB 6 -818: Financials in Microsoft Dynamics AX 2009 or MB 6 -507: Microsoft Dynamics AX 4. 0 Financials MB 7 -839: Microsoft Dynamics NAV 2009 Core Setup and Finance MB 7 -515: Microsoft Dynamics NAV 5. 0 Financials MB 7 -225: Microsoft Dynamics NAV 4. 0 Financials MB 5 -854: Microsoft Dynamics C 5 2010 Programming exams MB 5 -648: Microsoft Dynamics C 5 2008 Programming MB 6 -819: Development Introduction in Microsoft Dynamics AX 2009 or MB 6 -508: Microsoft Dynamics AX 4. 0 Development Introduction MB 7 -838: Microsoft Dynamics NAV 2009 Installation and Configuration MB 7 -517: Microsoft Dynamics NAV 5. 0 Installation and Configuration MB 7 -226: Microsoft Dynamics NAV 4. 0 Installation and Configuration MB 5 -854: Microsoft Dynamics C 5 2010 Programming exams MB 5 -648: Microsoft Dynamics C 5 2008 Programming MB 6 -817: Trade and Logistics in Microsoft Dynamics AX 2009 or MB 6 -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 Implementation Methodology 70 -653: TS: Windows Small Business Server 2008, Configuring

CRM VAR Selling in Market A Microsoft Partner CSA CRM Competency Advanced CRM Competency Launched October 2010 General Requirements Minimum Seat Count or Minimum Revenue Participate in Satisfaction Survey 20 annual seats or $10, 000 annual total revenue Fee ca. 2000$ Fee ca. 4000$ 150 annual seats or $100, 000 annual total revenue 300 annual seats or $200, 000 annual total revenue BADGE Must achieve competency OR advanced competency • Annual Renewal • Achieve AMR industry validation yes Customer Business References 3 CRM Partner Service Plan Requirement Personnel Certification/Accreditation Requirements Sales specialist Pre-Sales specialist Application consultant/developer Implementation methodology Optional INDUSTRY SPECIFIC 5 CRM 7 that are industry-specific yes At least 2 different people required 2 people 1 person At least 3 different people required 1 person At least 6 different people required 2 people 1 person 3 people 2 people 1 person 6 people 3 people 2 industry-specific people 4 people Organizational Certification Requirements Authorized reseller of a Microsoft industry solution(s) Industry solutions (either Cf. MD or AX certified) Customer methodology references 2 *For more details refer to the CSA guide 16 3

Hvilke eksaminer til CRM CSA og MPN kompetencer? CRM Exam MB 2 -632: Microsoft Dynamics CRM 4. 0 Applications Exam MB 2 -423: Microsoft Dynamics CRM 3. 0 Applications Exam MB 2 -631: Microsoft Dynamics CRM 4. 0 Customization and Configuration Exam MB 2 -422: Microsoft Dynamics CRM 3. 0 Customization Exam MB 2 -633: Microsoft Dynamics CRM 4. 0 Installation and Deployment Exam MB 2 -421: Microsoft Dynamics CRM 3. 0 Installation and Configuration Implementation Methodology

Hvilke tekniske eksaminer til SPA-niveau? AX, NAV, CRM C 5 Samme AX, NAV; CRM eksaminer som på forrige slide – blot kun fordelt på 2 personer 1 person: MB 5 -856: Microsoft C 5 2010 Application Consultant eller MB 5 -646: Microsoft Dynamics C 5 2008 Systemkonsulent 1 person: Implementation Methodology

Opsummering af Tidslinie Maj 2010 Oktober 2010 MBS Kompetencen splitter til ERP og CRM Ny MPN Branding træder ikraft “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 Marts 2011 Nye MPN krav stadfæstes MPN Krav: Salgs og Presales ressourcer skal være certificerede 1 år efter ny SPA Minimum SPA omsætning skal mødes SPA krav: Rullende 12 mdrs min. Omsætningskrav skal mødes SPA krav NAV og AX: Min. 2 produktcertificerede resourcer og 1 resource metodecertificeret ressource SPA krav C 5: Min. 1 produktcertificerede ressource og 1 metodecertificeret ressource (Må godt være samme person) ! ! NYT

Hvornår min SPA udløber, og hvornår skal jeg møde de nye SPA krav? Eksempel 1: 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, 2010 Marts 2011 1 år fra gentegning af nye SPA Eksempel 2: 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, 2011 Marts 2011 1 år fra gentegning af nye SPA

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 Sure. Step 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 MPN-profil Træning Info CSAT Vurder om et tættere partnerskab er noget der kan gavne din forretning Afdæk dine muligheder og behov. Hold certificeringer opdateret, opgrader til It-Pro niveau Hold dig orienteret: www. microsoft. dk/partner, på partnerbloggen, i nyhedsbreve , Linked. In eller via din PAM Customer Satisfaction Index Krav for Gold Partnere Loyalty Driver Analysis Customer Loyalty Segmentation KPI Dashboard & Benchmarks

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