Microsoft Partner Program Licensing Competency Large Account Reseller

Microsoft Partner Program Licensing Competency Large Account Reseller Update Microsoft for Partners Roadshow November 2005

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 • Program Requirements To qualify for the Gold Certified level, a Partner must meet all requirements for the Registered Member and Certified Partner levels, plus: – Earn a total of 120 Partner Points – Obtain at least one (1) Microsoft Competency • 120 To qualify for the Certified level, a Partner must meet all requirements for the Registered Member level, plus: – Associate at least 2 Microsoft Certified Professionals (MCP) or at least 1 Tested Product – Earn 50 Partner Points – Pay the annual membership fee of $3465 50 points • 4 To qualify as a Registered Member, an Organisation must: 8 View and sign the Legal Agreement 8 Complete an Individual Profile 8 Complete the Organisation Business Profile 0 points NOTE: You can fulfill 1 and 2 of the Certified level requirements by earning a Competency!

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Competencies and Specialisations Competencies Specializations Active Directory and Identity Management Exchange Migration and Deployment Hosting Solutions Storage Solutions Systems Management ! NEW Application Infrastructure Development Smart Client Development Web Development ! RENAMED Business Intelligence Database Management Enterprise Project Management Messaging and Collaboration Office Smart Client Development Office System Desktop Deployment Portals and Enterprise Content ! NEW Management License Delivery Software Asset Management Microsoft Axapta Microsoft CRM Microsoft C 5 Microsoft Great Plains Microsoft Navision Microsoft Point of Sale Microsoft Solomon Networking Infrastructure Solutions ! NEW OEM Hardware Solutions System Building Device Manufacturing Security Solutions Infrastructure Security Management Advanced Infrastructure Solutions Business Process and Integration Custom Development Solutions Data Management Solutions ! RENAMED Information Worker Solutions ! NEW ISV/Software Solutions Learning Solutions Licensing Solutions ! NEW Microsoft Business Solutions Mobility Solutions ! NEW Designation Small Business Specialist ! NEW

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Core Benefits Based on Level Gold Certified Partner Registered Members Action Pack or Empower subscription Partner Learning Centre Hands-On Labs online Newsletters & Website Microsoft Resource Directory Partner Channel Builder Partner Solution Profiler Partner Marketing Centre Return on Investment (ROI) calculators Business-critical phone support Microsoft-managed newsgroups Telephone-based account engagement Internal use software & license Matching Microsoft Certified Partner logo 1 ticket ANZ Partner Conference Early Technical Betas Microsoft Certified Partner Welcome and monthly Toolkit shipments Official Microsoft Learning Products Courseware Microsoft Visual Studio® 2005 Professional Edition with MSDN® Premium Subscription Sales and Marketing Toolkit Technical Demonstration Toolkit Telephone-based Presales Technical Support (TPTS) with Competitive Sales Assistance 5 -Pack of Professional Support Incidents Online Concierge Customer Satisfaction Index Response Management through Partner Additional internal use software & license matching Microsoft Gold Certified Partner logo 2 tickets ANZ Partner Conference Priority listing in Microsoft Resource Directory Microsoft Gold Certified Partner Welcome and monthly Toolkit shipments Microsoft Visual Studio 2005 Team Edition for Software Developers with MSDN Premier Subscription 20 -Pack of Professional Support Incidents Technical Service Coordination (TSC)

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Competency Benefits • Microsoft License Quote Configurator • Licensing Support Desk assistance • Software Asset Management (SAM) ROI calculator • Additional internal use licenses for Microsoftware – These licenses may not be resold, used for personal use, or used for customer training License grants at Certified Partner level with this Competency License grants at Gold Certified Partner level with this Competency Microsoft Office Professional Edition 2003 5 25 Microsoft Visio 2003 Professional 5 25 Microsoft Project 2003 Client Access Licenses (CALs) 5 25 Microsoft Small Business Server 2003 Premium Edition CALs 5 10 Licensing Solutions Licenses are provided for the latest released versions of Microsoftware only

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Find a Partner • www. microsoft. com. au/findapartner

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Licensing Solutions with License Delivery Specialisation License delivery, including design & recommendation of license options for Microsoft technology Summary of Requirements: Certification Requirements: Employ or contract with two individuals, each of whom must have passed at least one of the following Microsoft exams: • Microsoft Exam 70 -121: Designing and Providing Microsoft Licensing Solutions to Small and Medium Organizations Microsoft • Exam 70 -122: Designing and Providing Microsoft Licensing Solutions to Large Organisations Customer Reference Requirements Submit three customer references featuring a License Delivery scenario. Sales Bar Requirements Meet at least one of the following software sales level requirements in the last 12 -months. Windows XP and/or Office XP and/or Windows Mobile— 100 units or more Server— 10 units or more Office System Core Products— 20 units or more Server CALs— 100 units or more Developer Tools— 10 units or more

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Licensing Solutions with Software Asset Management Specialisation Designed for solutions partners who provide software asset and license management services to organizations of all sizes, from small to very large enterprises. SAM consultancy includes: –Reviewing policies and procedures. –Using SAM tools. –Performing license and software inventories. –Matching deployments to licenses. –Developing SAM plans. Summary of Requirements: Certification Requirements: Employ or contract with 2 individuals each of whom must have passed the following Microsoft exam: • Customer Reference Requirements Microsoft Exam 70 -123: Planning, Implementing, and Maintaining a Software Asset Management (SAM) Program Submit three customer references featuring a Software Asset Management scenario.

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Sales Performance – additional points Partner Points for Microsoft sales performance are awarded based on licenses acquired in a 12 month period. 5 points awarded 10 points awarded 15 points awarded 20 points awarded Windows Client count 100– 700 701– 2, 500 2, 501– 10, 000 10, 001+ Windows Server count 10– 70 71– 250 251– 1, 000 1, 001+ Office System core products count 20– 140 141– 500 501– 2, 000 2, 001+ Server CALS count 100– 700 701– 2, 500 2, 501– 10, 000 10, 001+ Developer tools count 10– 70 71– 250 251– 1, 000 1, 001+ License category 15 points awarded 30 points awarded 45 points awarded 60 points awarded Microsoft Business Solutions count 2– 7 8– 25 26– 100 101+ License category NB: Points are capped at 60 Qualifying points.

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Partner Points Scenarios = 120 points = 50 points First Competency 50 pts 3 Customer References 6 pts 2 MCPs 2 pts Total = 58 pts + Second Competency MCPs = 2 pts Refs = 6 pts = 38 points AND/OR Sales Performance = 10 to 60 points

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Earning Partner Points are used to recognize your participation in the program and your impact in the market Earning Partner Points enables you to achieve higher program levels Pool partner points across defined locations to earn your organisation the desired membership level All points have an expiration date so you are required to ensure you have enough points to maintain your desired membership level at reenrolment A New Partner-Points Estimator Helps Identify How to Achieve Your Desired Program Level https: //partner. microsoft. com/estimator Partner Point Categories Qualifying Points Earned/Maximum Competency 30 per / 60 maximum Additional Competency and Designations (not displayed until January 2006) Small Business Specialist (SBS) Competency Bonus SBS 25 points First competency 20 points Maximum points is 25 Microsoft Certified Professionals 1 -3 per / 40 maximum Customer References 2 per / 20 maximum Microsoft Tested Products Varies / 70 maximum earned for a single product Microsoft Sales Performance Varies / 60 maximum Customer Satisfaction Surveys Customer Satisfaction Index Metrics That Matter Varies / 40 maximum (20 per category) Other Activities Participate in ISV Royalty Program Attend the Microsoft Worldwide Partner Conference 20 / 20 maximum 1 per attendee/ 3 maximum

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 How to become an MCP 1. Complete the prerequisite course – Volume Licensing Essentials • http: //members. microsoft. com/partner/profile/learningcenter. aspx? courseid=432 2. Complete the online exam preparation training – VL for Small and Medium Businesses • http: //www. microsoft. com/learning/exams/70 -121. asp – VL for Large Organisations • http: //www. microsoft. com/learning/exams/70 -122. asp – Software Asset Management (SAM) Essentials • http: //www. microsoft. com/learning/exams/70 -123. asp 3. Register and take the exam at an MCP testing centre MCP status is recognised worldwide

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Certification Exam Savings Certified Partner • • 25% savings on exam fees This offer is limited to the first 25 voucher redemptions per organisation Gold Certified Partner • 30% savings on exam fees • This offer is limited to the first 100 voucher redemptions per organisation Important dates: • Vouchers must be requested by 30 June 2006 (December 31, 2005 • Vouchers must be redeemed by May 31, 2006

Large Account Reseller Update Microsoft for Partners Roadshow November 2005 Need Help? • Visit partner website: www. microsoft. com/australia/partner • Call partner team on 132058 option 4 – Or email them at: partner@microsoft. com. au