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US MPN 101
 

US MPN 101

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Engage with the Microsoft Partner Network as a US partner and get the resources you need to build your Microsoft practice. You’ll learn how to find out what benefits you have and how to utilize ...

Engage with the Microsoft Partner Network as a US partner and get the resources you need to build your Microsoft practice. You’ll learn how to find out what benefits you have and how to utilize them, the programs and resources available to partners located in the United States, and how to stay informed.

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  • Mainstreamed Internal Use Rights for Microsoft cloud services: Today, only members of our cloud incubation programs (Cloud Essentials, Cloud Accelerate, etc.) have internal-use rights for Microsoft cloud services like Office 365, Windows Intune, Azure, and CRM Online. Beginning on 24 February, we will offer cloud internal-use rights (IUR) benefits to all Microsoft Action Pack subscribers and competency partners.Revamped Microsoft Action Pack subscription (MAPs): We are launching a brand new cloud-focused version of Microsoft Action Park that gives partners more choice and provides content and training organized and optimized for specific business models like hosting, application development, custom services, managed services, reselling, and device design and development.Cloud Essentials Retires: Complementing the launch of a new Action Pack subscription, we are retiring the Cloud Essentials program. New enrollment into Cloud Essentials will stop February 2014 release. Cloud Internal Use Rights for existing Cloud Essentials partners will extend until June 30, 2014 – at that time all partners must transition into either the new Action Pack or a competency to continue to use our Cloud IURs.
  • New Intelligent Systems competency: One of the most exciting new business opportunities is related to the commercial “internet of things”, a true devices-and-services opportunity.  According to Gartner, Microsoft is positioned very strongly here, and to help our partners capitalize on this, we are launching a new Intelligent Systems competency.Digital Marketing competency evolves to Digital Advertising: Last year, we modified the Digital Marketing competency to focus on agencies and advertising partners. Digital marketing is a broad and potentially misleading term, so for clarity and focus we are completing the transition by changing the name and updating the requirements to better reflect these critical partners.Application track for Collaboration & Content competency: Most of our solution competencies have an application track that enables partners to qualify via a tested application as opposed to accredited people.  Our SharePoint business has a large partner ecosystem focused on applications that we need to further support, highlight and more appropriately qualify via our Microsoft Platform Ready engine.Standard updates to requirements: To ensure that partners have the most current Microsoft skills and applications to successfully sell and deliver our technologies, we will continue to update relevant exams, accreditation and application requirements and retire old ones. We are also adding a presale accreditation requirement to eight solution competencies. Full details on the changes can be found in the Disclosure Guide.
  • The new Microsoft Action Pack, which launches during the February release, changes from the current two subscription model to a single, universal subscription that features six resource centers that are aligned to our partner business needs. Partners who enroll in the new Action Pack can choose one, two or all of the resource centers, which are:Application Design and DevelopmentResellingProfessional ServicesHostingManaged ServicesDevice Design and DevelopmentThe new Action Pack program offers partners cloud internal use rights that can be used to gain cloud experience, giving you the tools you need to meet your customers’ needs. You also gain access to technical, sales and marketing resources for on-premise solutions, as well as customizable sales materials to help you promote your offerings and presales and support services to solve customer issues. Additionally, you have access to no-cost training to help you gain confidence with solutions for your customers.
  • Membership: New Action Pack requirements for the February launch remain largely the same as they are currently. To start, companies have to be registered MPN partners, have an active partner profile.Validation: Based on your MPN Partner profile, which includes your business name, address, phone number and website URLs, we will look up a partner in a Dun & Bradstreet database. If your company is found in the database (the majority of partners should be find there, although some geographies in Latin America, South Africa, Asia, and EMEA do not have as good records coverage as other geos do), we will pre-approve you. Pre-approved partners will not have to take Training and Assessment and will be automatically qualified to receive an Action Pack subscription through the standard payment process of the annual fee.All organizations are being assigned an industry code at their formation, sometimes a few industry codes, so if they are in Dun & Bradstreet (which is a world-wide accreditation), they have an industry code. We are not trying to complicate things, we are trying to make things easy for partners with Dun & Bradstreet qualification. If your company is not in the database, you will have to take the Training and Assessment.The Training and Assessment for the new Action Pack will be essentially the same as it is today, but refreshed and updated. In the new course, we talk about the program, the eligibility, the benefits, our Microsoft products, including cloud solutions. FEE:The new Action Pack subscription is a single price fee. The pricing sheet is published for the Field to see. A new addition to the Action Pack subscription is a continuing education requirement. Partners will be required to take two training courses before renewing their subscription.
  • Beginning with the February release, we are providing online software and services with IUR for all Action Pack subscription partners, which includes Windows Intune, Office 365, Azure, and CRM Online. Support: In the current Action, we have 10 advisory hours for SP partners, and no advisory hours for Development & Design partners. At the February launch, we will be offering 5 advisory hours of phone support to any partner who has sold a cloud deal. As an Action Pack partner, you also have access to our partner support communities, which are online 24/7. This is a partner-only community, where partners can ask their question, and review other partners’ questions and solutions. Action Pack subscribers can use 10 technical support incidents for Business Critical Phone Support. These critical incidents are strictly defined as severe customer issues that immediately impede the operation of a customer’s business,such as when a server is down. Training: The new Action Pack provides simple, customized learning paths based on your business model, sorted by Resource Center. We recommend that you take 5-8 courses as you are build your business. These training courses can get you up to speed on new opportunities and learn where Microsoft is heading. The trainings can be found in the partner learning center. Most, but not all, of these trainings are available in local languages.Beginning in February, Action Pack partners will be required to fulfill a continuous education requirement.  This can be accomplished by completing two training courses from the published list available in the Partner Membership Center. DEVELOPER TOOLS: With the new Action Pack, all partners have access to developer tools that allow you to develop easily and deeply across all of our platforms. Three MSDN subscriptions with Visual Studio Pro 2013 will be available to all Action Pack subscribers, as well as five seats of Visual Studio Online. This is a great benefit for partners who do development work of some type, whether it is custom or app development.BING CREDIT: The Bing advertising credits currently is available to Action Pack Development and Design subscribers. Beginning with the release, we are making this credit available to ALL new Action Pack subscribers. Our small and mid-sized customers use search engines to find their solution provider, so by using this benefit, partners will be more discoverable on search. Put your Bing credit to use and see how it works for you.Action Pack partners gain greater differentiation on Pinpoint than Network Members, helping customers to find you.Ready-to-Go marketing campaigns are available to allMPN registered partners, including Action Pack subscribers. Resource centers in the new Action Pack have links to specifically selected marketing materials for you to use as you start or expand your lines of business.
  • With the retirement of Cloud Essentials, we are making cloud internal-use rights licenses a core benefit of the Microsoft Action Pack. We provide enough licenses for a 10-person organization, which can be used to learn.
  • We offer a wide range of cloud benefits for Action Pack subscribers. For Office 365, all partners have access to 5 seats.You can gain access to another 5 seats of Office 365 if you sell 25 seats within the previous 12 months. So, that’s 10 seats total.For partners who do not sell cloud, you still have access to 5 seats of Office 365, and 5 seats of Exchange, SharePoint, and Lync on-premises. This gives you the power of choice, 10 seats online or 5 seats online + 5 on-premises. Once you make a cloud deal, you can switch to 10 seats online. These 5 seats alone are worth more than US$1000.00 a year with the Enterprise (E3) SKU, which is available. This is a huge benefit.For CRM Online, partners have an opportunity to earn up to 5 seats of CRM Online through any sales of CRM product, or through sales of 50 seats or more of Office 365 in the last 12 months.With Windows Intune – all partners have access to 5 licenses. You have access to 10 licenses of System Center, but only up to 5 licenses can be deployed online. If you deploy online, another 5 seats can be deployed on-premise. All Action Pack partners will receive a US$100.00 monthly credit for Azure. That is a US$1,200 savings a year to partners who host a web-site or an app on Azure.
  • If you are already an Action Pack partner, now is the time to renew your subscription before the fee increases on 24 February. For complete information on the new Action Pack, review the Action Pack Program Guide. Be sure to use leverage your cloud internal-use benefit. Start using the cloud in order to sell the cloud.
  • New Intelligent Systems competency: One of the most exciting new business opportunities is related to the commercial “internet of things”, a true devices-and-services opportunity.  According to Gartner, Microsoft is positioned very strongly here, and to help our partners capitalize on this, we are launching a new Intelligent Systems competency.Digital Marketing competency evolves to Digital Advertising: Last year, we modified the Digital Marketing competency to focus on agencies and advertising partners. Digital marketing is a broad and potentially misleading term, so for clarity and focus we are completing the transition by changing the name and updating the requirements to better reflect these critical partners.Application track for Collaboration & Content competency: Most of our solution competencies have an application track that enables partners to qualify via a tested application as opposed to accredited people.  Our SharePoint business has a large partner ecosystem focused on applications that we need to further support, highlight and more appropriately qualify via our Microsoft Platform Ready engine.Standard updates to requirements: To ensure that partners have the most current Microsoft skills and applications to successfully sell and deliver our technologies, we will continue to update relevant exams, accreditation and application requirements and retire old ones. We are also adding a presale accreditation requirement to eight solution competencies. Full details on the changes can be found in the Disclosure Guide.
  • This chart outlines the type of requirement and assessment updates that are being made to each competency. For complete details on those competency-specific updates, please be sure to review the Disclosure Guide.
  • Our current 25 competencies are aligned to how customers buy Microsoft solutions.
  • Beginning at the February launch, that alignment remains the same, and includes the introduction of the Intelligent Systems competency. We will change the name of the Digital Marketing competency to Digital Advertising to better focus on agencies and advertising partners.
  • The Intelligent Systems competency is designed for partners who want to take advantage of the “Internet of Things” marketplace opportunity, and the connection of industry devices to the cloud and back-end systems. The Intelligent Systems competency will have an SI track and an application track, and is meant for OEMs and SIs with Intelligent Systems solutions, as well as ISVs developing industry applications.
  • At the February 24 release, cloud internal-use rights become a core benefit for competency partners. Gold partners will received enough license for a 100-person organization, while silver partners will receive enough for a 25-person organization. You have the power of choice to use your IURs in the cloud, on-premises, or in combination, allowing you to move to the cloud when and how you want, just like your customers.
  • Make sure you review the changes to the internal-use software license benefit and make sure you have enough seats to meet your needs. If not, consult the Disclosure Guide to examine your options. Also, don’t wait until your anniversary date to meet the new requirements in your competency.
  • At the February 24 release, cloud internal-use rights become a core benefit for competency partners. Gold partners will received enough licenses for a 100-person organization, while silver partners will receive enough for a 25-person organization. Action Pack subscribers will receive enough licenses for a 10-person organization. You have the power of choice to use your IURs in the cloud, on-premises, or in combination, allowing you to move to the cloud when and how you want, just like your customers.
  • Same as is written in the slide.
  • Cloud Accelerate partners who have an Action Pack subscription or silver competency will have the opportunity to join or upgrade to the silver or gold Small Business or Midmarket Solution Provider competency and increase their IUR benefits by paying the competency fee. All other requirements will be waived. Contact your Regional Support Community agent to find out more about this option.
  • After the February 24, release, you must prepare to transition your IURs. For Office 365 1. Obtain and redeem new keys by June 30, 2014 2. Obtain additional licenses, if needed 3. Reassign users, if neededForCRM Online 1. Ensure your existing subscription has been transitioned from Commerce Transaction Platform to Microsoft Online Services Platform 2. Obtain and redeem new keys by June 30, 2014 3. Obtain additional licenses, if needed 4. Reassign users, if needed For Windows Intune1. Windows Intune benefit transition will begin in April, 2014.   2. Obtain and redeem new keys by June 30, 2014 3. Obtain additional licenses, if needed 4. Reassign users, if needed For Windows Azure No action is needed - Windows Azure benefits and benefit provisioning mechanisms are not changing at this time. You can find out step-by-step how to transition your seats in the Cloud IUR Transition Guide. https://microsoft.sharepoint.com/teams/MPNChangeMgmt/_layouts/15/WopiFrame.aspx?sourcedoc={C2E78B3F-7613-41DF-A6E2-244E5835B090}&file=Cloud%20IUR%20Transition%20Guide.docx&action=default
  • In the next couple of slides, we’ve outlined some particular scenarios in which some partners might require additional seats. In this case, a Cloud Essentials partner has 40 seats of CRM Online, and will need to attain a competency in order to be made whole.
  • We offer a wide range of cloud benefits for Action Pack subscribers. For Office 365, all partners have access to 5 seats.You can gain access to another 5 seats of Office 365 if you sell 25 seats within the previous 12 months. So, that’s 10 seats total.For partners who do not sell cloud, you still have access to 5 seats of Office 365, and 5 seats of Exchange, SharePoint, and Lync on-premises. This gives you the power of choice, 10 seats online or 5 seats online + 5 on-premises. Once you make a cloud deal, you can switch to 10 seats online. These 5 seats alone are worth more than US$1000.00 a year with the Enterprise (E3) SKU, which is available. This is a huge benefit.For CRM Online, partners have an opportunity to earn up to 5 seats of CRM Online through any sales of CRM product, or through sales of 50 seats or more of Office 365 in the last 12 months.With Windows Intune – all partners have access to 5 licenses. You have access to 10 licenses of System Center, but only up to 5 licenses can be deployed online. If you deploy online, another 5 seats can be deployed on-premises. All Action Pack partners will receive a US$100.00 monthly credit for Azure. That is a US$1,200 savings a year to partners who host a website or an app on Azure.
  • There is a lot to review and understand around internal-use rights and cloud integration. First, be sure to review the changes to internal-use software benefits in the Disclosure Guide to make sure you have enough seats to meet your needs. To find out what you must do to maintain your internal-use rights seats, or to learn how you can gain additional seats, please read the Internal-Use Rights Transition Guide (https://partner.microsoft.com/download/40196867). It also provides instructions on how to transition your CRM Online seats. It is comprehensive guide to IUR changes and transition.After reviewing the Disclosure Guide and the IUR Resource Guide, enroll in the new Microsoft Action Pack subscription program or attain a competency in order to receive the number of internal-use rights seats you need to achieve your business goals.
  • Whatever level you are within the Microsoft Partner Network, being a part of MPN can benefit your business.The Microsoft Partner Network is a community that helps Microsoft partners reach their full potential. More than 480,000 Microsoft partners form one of the most active, diverse networks in the world, with vast opportunities to build trusted relationships with customers. The Microsoft Partner Network strives to provide partners:Opportunities to strengthen capabilities Expertise to help better serve customers Communities that spark innovation and connection
  • Being a member of the Microsoft Partner Network allows you to take advantage of a host of benefits, whatever your membership level and this slide highlights a few benefits which you would lose if you decide not to renew your membership.Benefits such as the newsletter, packed full of the latest Microsoft Partner Network updates, your listing on Pinpoint and access to the Partner Marketing Center, where you can access and customize ready-to-go marketing material, are open to all members. Other benefits, such as internal-use software and phone support, are available to Action Pack and competency partners. If your membership lapses, you will no longer be able to take advantage of this internal use software and you will become non-compliant from a licensing
  • With so many benefits available, how can you ensure you are maximizing your investment? Partners told us they would utilize more benefits if they knew what they were entitled to, so we created the Partner Benefit Statement.It outlines benefits such as Pinpoint, internal use rights, available training and the like that are applicable to your organization. Available via the Microsoft Partner Network portal, it also outlines membership options and core benefits. You must be logged in with an MPN ID associated to your company to access this information.
  • First, find out if it’s time to renew (if not now, you can start preparing in advance)Sign in to the Microsoft Partner Network portal using the Windows Live ID associated with your company’s membership. Click View Your Membership Account at the top of the page.If the drop-down message indicates that fewer than 90 days remain in your membership, then it’s time to begin the membership renewal process. Note: To renew your organization’s membership, you must be a global program administrator.
  • A few reminders -- Keep your organization profile up to date throughout the yearGet in the habit of associating new employees and removing those who have left your organizationTake advantage of the benefits that are available to you

US MPN 101 US MPN 101 Presentation Transcript

  • MPN February 2014 Release Update February 11, 2014 Nicki Page Breeze
  • What will change, and why Cloud internaluse rights become a core benefit Currently, only members of our cloud incubation programs (Cloud Essentials, Cloud Accelerate, Cloud Deployment, and Azure Circle) have internal-use rights for Microsoft cloud services such as Office 365, Windows Intune, Azure, and CRM Online. Cloud is no longer a niche product. In order to meet growing customer demand, we will offer cloud internal-use rights benefits to all partners in a competency or subscribing to Microsoft Action Pack. A new universal Microsoft Action Pack subscription We are launching a brand new cloud-focused version of Action Pack that gives partners more choice and provides content and training organized and optimized for specific partner business models like hosting, application development, custom services, managed services, reselling, and device design and development. Cloud Essentials program retires With the integration of cloud into the Action Pack, we are retiring the Cloud Essentials program. New enrollment into the program will stop with the February 2014 release. Cloud internal use rights for existing Cloud Essentials partners will extend until June 30, 2014. At that time, all partners must transition into either the new Action Pack or a competency to continue to use the cloud internal-use benefit.
  • What will change, and why New Intelligent Systems competency launches One of the most exciting new business opportunities is related to the commercial “internet of things”, a true devices-and-services opportunity. According to Gartner, Microsoft is positioned very strongly here, and to help our partners capitalize on this, we are launching a new competency. Digital Marketing competency is evolving to Digital Advertising Last year, we modified the Digital Marketing competency to focus on agencies and advertising partners. Digital marketing is a broad term, so for clarity and focus, we are completing the transition by changing the name and updating the requirements to better reflect these critical partners. Application track added to Collaboration & Content competency Our SharePoint business has a large partner ecosystem focused on applications that we need to further support, highlight and more appropriately qualify via our Microsoft Platform Ready engine. Standard updates to requirements To ensure that partners have the most current Microsoft skills and applications to successfully sell and deliver our technologies, we update relevant exams, accreditation and application requirements and retire old ones. We are also adding a presales technical accreditation requirement to eight solution competencies.
  • Microsoft Action Pack Subscription Changes
  • New Action Pack Key updates: • • • • No-cost training to help you gain confidence quickly with solutions the SMB market needs Cloud internal-use software licenses to help you gain experience and meet your customers’ needs Access to technical, sales, and marketing resources for on-premises solutions Customizable sales materials to help you promote new offerings, and use the presales and support services included in your subscription to solve customer issues Benefits and resources organized around key business Reselling needs Choose from one, two or all Designed for partners focused on reselling onSingle, universal premises subscription with six software, cloud Resource Centers services, and Microsoft-based devices. Application Design & Development Optimize your ability to develop commercial applications and custom development solutions on Microsoft platforms. Professional Services Get tools to create integrated solutions and develop additional services on Microsoft platforms. Hosting Managed services Device Design & Development Receive the licensing help, technical support, and training to help you build your business. Explore the rapidly growing opportunity and get resources to help you manage IT environments for your customers. Optimize your ability to build custom development solutions on Microsoft platforms.
  • Action Pack February launch requirements Continuing education requirement • Two training courses before subscription renewal • Recommended training by partner practice. Partners can choose from technologies and practices Membership Companies must be registered Microsoft Partner Network members, have an active partner profile, and sign the partner agreement. Partner Validation Dun & Bradstreet verification or (automatic) Program Fee ~$475 worldwide average. Training Assessment • • • Program Products Licensing
  • Benefits overview Benefit Today After February launch IUR 10 on-premises 10 on-premises + cloud Support • 10 advisory hours (Development & Design only) • 10 incidents of Business Critical Phone Support • Online Technical Community • 5 Advisory hours after first cloud deal • Online Technical Community • 10 incidents of Business Critical Phone Support Training None • Custom Learning Paths by Business Model • Discounts on MCP tests – 2 for 1 Developer Tools MSDN online subscription (Development & Design only) 3 MSDN online subscriptions with Visual Studio 2013 and Visual Studio Online for all Action Pack partners Bing $600 ad credits (Development & Design only) $600 ad credit for all Action Pack partners Pinpoint Prioritization over Network Members No change
  • Internal-use rights (IUR) evolution – cloud services integration On Feb. 24, cloud internal-use licenses become a core benefit for Action Pack partners. • Enough licenses for a 10-person organization for Action Pack subscribers • The Power of Choice – move your IUR to the cloud when and how you want – just like your customers CRM Online Office 365 Subscription Dynamics CRM and /or Windows Intune Azure Exchange / SharePoint / Lync System Center Config Mgr. + Windows Server / SQL Server
  • IUR benefits in the cloud – Action Pack partners Cloud Service SKU IUR Benefit Notes E3 5 seats initial + 5 seats through Office 365 sales (25 seats) • Continue to receive 10 licenses of on-premises (Exchange / SharePoint / Lync / Office) • Each seat of Office 365 used in exchange for 1 on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync) CRM Online CRMOL Pro • Continue to receive CRM Dynamics Workgroup Server with 5 0 seats initial users +5 seats through CRM • Additional seats requirement: 1 Microsoft Dynamic CRM deal or Online or Office 365 sales 50+ seats Office 365 Windows Intune Cloud service 5 licenses only Azure N/A Office 365 $100 Monthly Credit • Maximum 10 licenses used between on-premises (System Center Configuration Manager) and Windows Intune
  • Next steps 1. New to the Microsoft Partner Network? Enroll! Already in Action Pack? Renew now! 2. Get complete information about the Resource Centers and benefits in the Action Pack Program Guide. 3. Complete the Overview and Assessment online course (if necessary) and pay the program fee. 4. Leverage your internaluse rights benefit.
  • Competency Changes
  • Significant updates • Intelligent Systems competency launches • Application track added to Collaboration & Content competency Presales technical accreditation added to these competencies: New • Digital Marketing competency becomes Digital Advertising Evolving • Business Intelligence • Collaboration and Content • Exam/test and assessment requirements will be updated in 24 of the 26 competencies. Partners will have Take Action until their anniversary date to meet the new requirements to be compliant and maintain their benefits. • Communications • Customer Relationship Management • Devices & Deployment • Enterprise Resource Planning • Management and Virtualization • Messaging New • The impacted competencies are:
  • Updates to Exams/Test Requirements and Assessments Competency Licensing Assessment Retirement Assessment Changes Exam Changes Application Test Retirement Competency Application Development X X X X Identity & Access Application Integration X X X X X X X X Business Intelligence X X X X Collaboration & Content X X X Communications X X X X X Assessment Changes Exam Changes X X X X X Intelligent Systems Application Lifecycle Management Licensing Assessment Retirement Customer Relationship Management X Management & Virtualization X X X Messaging X Learning X X X Midmarket Solution Provider X X X X Mobility Project & Portfolio Management X X X X X X X Data Platform X X X Devices & Deployment X X X Server Platform X Small Business X X X X Software Asset Management X X X X Digital Advertising Enterprise Resource Planning Hosting X X X OEM X Application Test Retirement X
  • Today’s Competency Model Align to how customers buy Microsoft solutions APPLICATION PLATFORM BUSINESS PRODUCTIVITY CORE INFRASTRUCTURE OTHERS • Application Development • Communications • Server Platform • OEM • Business Intelligence • Messaging • Identity and Access • Hosting • Data Platform • Digital Marketing • Devices and Deployment • Mobility • Application Integration • Collaboration & Content • Learning • Application Lifecycle Management • Project and Portfolio Management • Management and Virtualization LICENSING CUSTOMER SEGMENTS BUSINESS APPLICATIONS • Volume Licensing • Small Business • Software Asset Management • Midmarket Solution Provider • Enterprise Resource Planning • Customer Relationship Management • Distributor
  • February 2014 MPN competency model (26) Align to how customers buy Microsoft solutions APPLICATION PLATFORM BUSINESS PRODUCTIVITY CORE INFRASTRUCTURE OTHERS • Application Development • Communications • Server Platform • OEM • Business Intelligence • Messaging • Data Platform • Digital Advertising • Application Integration • Collaboration & Content • Application Lifecycle Management • Project and Portfolio Management LICENSING CUSTOMER SEGMENTS BUSINESS APPLICATIONS • Volume Licensing • Small Business • Software Asset Management • Midmarket Solution Provider • Enterprise Resource Planning • Customer Relationship Management • Intelligent Systems Note: User Experience Design competency no longer launching Name • Identity and Access Change • Devices and Deployment • Management and Virtualization • Hosting • Mobility • Learning • Distributor New
  • Introducing the Intelligent Systems competency Windows Embedded extends Windows to specialized industry devices. Intelligent systems are end-to-end industry solutions that connect devices and machine-generated data to back-end systems and enable data-driven business intelligence. Intelligent Devices Public or Private cloud Business Intelligence Data Market Opportunity 197M Business Value 207M 1.7B 2.3B On-Premise SIs OEMs with solution practice • Deliver value-added content and services • Build and deploy custom applications for customers • Extend your solutions to industry devices • Create new solution services models for your business • Design connected scenarios across devices and the cloud • Unlock machine-generated data Shipment Units System Revenue ISVs PCs • Offer high-value cloud solutions and services • Integrate complex systems • Build smart solutions utilizing machine-generated data Tablets Auto & Trans Retail Manuf 83 M $7 B 24 M $16 B 78 M $193 B Healthcar e 5M $4 B Smartphones Energy 202 M $26 B Intelligent Systems Computing Telecom Consumer 304 M $907 B 303 M $179 B 1,273 M $360 B Source: IDC Sept 2013, Gartner May 2013
  • Why earn a Microsoft Partner Network competency? If a partner is doing OK, why should they bother? Well, for these reasons – we think they’re good. Demonstrate • Customers look for partners with proven expertise around a specific solution that solves a specific problem your expertise • A competency proves to customers that you have the skills and experience needed – validated by Microsoft to customers • You will earn a “Microsoft Partner” logo showing the specific solution/workload you get recognized for Leverage valuable tools and resources • Competency partners receive a portfolio of benefits that help you scale your business and reduce costs • The benefits cover all areas of your business across marketing, sales, development, deployment, and support • IDC* estimates that an average Gold partner receives benefits worth ~$320k annually Qualify in a way that suits your business • All partners must have the skills to deliver a quality solution – and references showing they have truly done it • What that means and how we validate that differs by partner operating model – we offer partners choice • Partners can qualify for most competencies via “tracks” optimized for specific business/operating models * IDC July 2012, The business value of the Microsoft Partner Network Core Benefits.
  • Application Development competency Set yourself apart as a partner that uses the power of the cloud to provide innovative and scalable applications for consumer and commercial use. • An advantage tapping into the tremendous opportunity for developers across devices • Resources and training to help develop and market solutions—and grow business • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) • • • • New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • Earn Bing Ads credits to help you run your customers’ search advertising campaigns for no cost • Get improved access to tools, software, communities, and resources, with additional MSDN subscriptions • Further expand your technical and business skills to develop and sell apps with the Windows Azure Development Center and the Microsoft Dev Camps • Use one of the 100 Microsoft Innovation Centers to help accelerate technology advances and stimulate local software economies • View additional benefits on the MPN portal • Pass a qualifying exam or certification, or test your application • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Application Integration competency Capitalize on strong customer demand for solutions that maximize investments in data services and integration development - and prove your expertise. • Recognition for expertise, allowing partners to differentiate their company and compete at a higher level • A wealth of program benefits, enabling business and expanding customer opportunities • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Pass a qualifying exams • Pass the sales assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Application Lifecycle Management competency Demand is high for application lifecycle management (ALM) solutions that can handle the complexity of today’s software development and evolution. Showcase your skills. • Increasing business inside new and growing development-specialized organizations • Visual Studio endorsed by Gartner as the ALM industry leader • B2B-focused partners will see an increased opportunity • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring • Subscribe to the monthly newsletter for ALM competency partners to get information that can help you drive business and better leverage your relationships with Microsoft • Gain access to the ALM Partner Sales and Marketing Portal, which makes it easy to find and use the resources you need for successful sales and marketing of Visual Studio and related products • Leverage the ALM catalyst, customerpartner connection site, to connect with Microsoft customers with ALM needs • View additional benefits on the MPN portal • Pass a qualifying exam or certification • Pass the sales specialist assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Business Intelligence competency Companies want to use the tremendous amount of data that they have accumulated. Be ready with the business intelligence (BI) expertise they need. • A competitive advantage gained by extending expertise in cloud and big data • Exposure to new business opportunities • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) • • • • New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Generate more viable leads through priority visibility on the Microsoft BI site • Deepen relationships with your customers by becoming a provider of SQL Server Deployment Planning Services or SharePoint Deployment Planning Services • Receive a discount on a business modeling session with Tellus International (Application track only) • Pass a qualifying exam or certification, or test your application • Pass the business-focused assessment (sales assessment*) • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Collaboration and Content competency Take advantage of the growing services opportunity around Microsoft SharePoint. Offer solutions that connect teams and increase productivity. • Increased visibility to customers • Ability to build applications specifically for customers with access to internal resources • Apps in SharePoint Store represent new opportunity for ISV partners • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) • • • • New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new presales technical assessment required New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • Deepen customer relationships by becoming a provider of SharePoint Deployment Planning Services • Access online training, including SharePoint Server 2013 for IT Professionals and SharePoint Server 2013 for Developers • Better explain the value of your solutions by using SharePoint demo images • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential • View additional benefits on the MPN portal • Pass a qualifying exam or certification (or application test requirements*) • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Communications competency The Communications competency helps you build your Microsoft Lync business, with benefits and resources that help you differentiate your expertise. • A competitive edge in a market valued at over US$27B* • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners), Application (development oriented partners), and Independent Hardware Vendors (IHV) • • • • New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new presales technical assessment required New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • Use the Microsoft Partner Economic Model to help you estimate profit and loss for new business opportunities related to: • The Systems Integrator Partner Business Case for Lync • Partner Business Case Tool for Microsoft Lync • Microsoft Cloud Solutions • Deepen customer relationships by becoming a provider of Lync and Exchange Deployment Planning Services • Receive a discount on a business modeling session with Tellus International (Application track only) • View additional benefits on the MPN portal • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Customer Relationship Management competency Showcase your skills to partners and customers—and differentiate your capabilities in delivering Microsoft Dynamics business management solutions. • The ability to deliver unparalleled customer value, enabling partners to compete—and win • New revenue streams • Market growth of 7% CAGR anticipated by 2016* • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for Valueadded Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • Make early adoption easier with quick access to registration keys and media for internaluse Microsoft Dynamics AX, Microsoft Dynamics GP, Microsoft Dynamics NAV, or Microsoft Dynamics SL software • Get low- and no-cost CRM training through PartnerSource • Deepen your Microsoft Dynamics expertise with specialized training through the Microsoft Dynamics Partner Academy • Receive a discount on a business modeling session with Tellus International (Application track only) • View additional benefits on the MPN portal • Pass a qualifying exam or certification, or test your application • Pass the sales assessment (VAR track only) • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal • Pay the competency fee**
  • Data Platform competency Companies are looking for powerful and versatile database platforms to run their business. Access resources to meet the demand. • A competitive advantage gained by extending expertise in cloud and big data • The ability to leverage the Microsoft Cloud OS strategy • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) • • • • New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • Deepen customer relationships by becoming a provider of Microsoft SQL Server Deployment Planning Services • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Receive a discount on a business modeling session with Tellus International (Application track only) • Pass a qualifying exam or certification or test your application • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Devices and Deployment competency Make the most of the opportunity to deliver Windows 8 and Microsoft Office services and solutions, in the cloud and onpremises. • Expanded authority as a trusted expert in delivering services and solutions on new devices and form factors • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new presales technical assessment required • Use automated tools and Solution Accelerators to help your customers move to Windows 8 • Use Windows return-on-investment (ROI) tools to identify the potential benefits of deployment • Deepen customer relationships by becoming a provider of Desktop Deployment Planning Services • Drive Windows and Office deployments and create Windows 8 apps through the Windows Accelerate program • View additional benefits on the MPN portal • Pass a qualifying exam or certification • Pass the business-focused assessment • Pass the presales technical assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Digital Advertising competency Bing Ads and the Yahoo! Bing Network are must-haves for delivering high-quality audiences to customers. Showcase your online marketing expertise. • Business development resources (such as coupons) • Valuable referrals • Access to sales training and resources • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • Competency name changing from Digital Marketing to Digital Advertising • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Earn Bing Ads credits to help you run your customers’ search advertising campaigns for no cost • Get application programming interface (API) platform support through Global Search and Display Services (GSDS) ad support teams • Increase your exposure with Microsoft authorized reseller status • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Distributor competency Showcase your expertise in helping Microsoft reseller partners configure even the most complicated licensing solutions for their customers. • Explosive growth in embedded devices and tablets means expanding markets and sales opportunities • Sales training and marketing resources, for a competitive advantage • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • No changes currently scheduled • A set of core benefits is provided to all partners each time they enroll or renew their membership in the Microsoft Partner Network. Visit the core benefit and requirements page to see the complete list • This competency is by invitation only • Contact your Microsoft Partner Account Manager for more information about enrollment and benefits
  • Enterprise Resource Planning competency Differentiate your capabilities to develop and deploy Microsoft Dynamics solutions to match customers’ enterprise resource planning (ERP) needs. • Business-planning support from Microsoft • Enablement offerings to prepare their organization for success • Resources to help reach—and retain customers • • • • New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Changes to revenue goal (VAR) and Revenue Recapture Rates New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • • • • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for Valueadded Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners) • • Make early adoption easier with quick access to registration keys and media for internal-use Microsoft Dynamics AX, Microsoft Dynamics GP, Microsoft Dynamics NAV, or Microsoft Dynamics SL software Get low- and no-cost ERP training through PartnerSource Deepen your Microsoft Dynamics expertise with specialized training through the Microsoft Dynamics Partner Academy Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Receive a discount on a business modeling session with Tellus International (Application track only) • Pass a qualifying exam or certification, or test your application • Pass the business-focused assessment (VAR track only) • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal • Pay the competency fee**
  • Hosting competency Gain access to resources that provide more opportunities for you to connect with customers and to distinguish your organization as a hosting expert. • Resources that allow them to enable their business, expand customer opportunities, and differentiate their expertise • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • New Sales Specialist assessments • Stay up to date on the latest Hosting news by subscribing to the monthly newsletter • Use no-cost Hosting marketing materials to help you run campaigns • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Identity and Access competency Demonstrate your expertise in building solutions that help companies access and protect corporate information across the data center and the cloud. • Pre-sales, sales, and licenses support to help win opportunities • Business enablement: tools, training, and free licenses to help define offerings • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; business-focused assessment now required • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential • Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Learning competency Distinguish your company as a learning expert—whether you deliver training to customers as one of your core services or as your sole practice. • Access to one of the broadest, most utilized IT training programs in the world • Ability to purchase and deploy official Microsoft courseware to an audience demonstrating increasing demand for technical skill-building • Support: marketing campaigns, branding, RSC, and incentive programs • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • New gold requirements for passing a qualifying exam or certification • New key performance indicators • Licensing assessment retiring • Reduce expenses and increase profitability with training-use software licenses • Access Learning-specific internal-use software licenses • Stay up to date with the Learning competency email newsletter, along with Partner Learning Podcasts and RSS feeds • Use the Class Uploader tool to add your specific training classes to the Class Locator database, which is available to all Microsoft customers • Find training content at the Microsoft Learning Courseware Marketplace • View additional benefits on the MPN portal • Pass a qualifying exam or certification • Meet the KPIs • Pass the Learning competency sales and marketing assessment • Create a Partner Business Plan * • Submit a business-focused application • Complete your organization’s profile • Provide customer evidence • Gather customer feedback * • Register for Metrics that Matter • Pay the competency fee**
  • Management and Virtualization competency Make the most of your management and virtualization expertise to provide costeffective solutions to help customers improve data-center operations. • More opportunities to upsell • Expanded services-offerings, resulting in new revenue streams • Increased profitability through Microsoft price advantage • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new assessments now required • Deepen customer relationships by becoming a provider of Private Cloud, Management and Virtualization Deployment Planning Services (PVDPS) • Access the Microsoft Partner Server and Cloud site for exclusive content and resources • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Earn solution incentives for driving sales of specific Microsoft solutions • Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses • Pass a qualifying exam or certification • Pass the business-focused assessments • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Messaging competency Gain competitive advantage, shorten sales cycles, and increase revenue by showcasing your skill in delivering Microsoft Exchange solutions. • Ability to differentiate capability to deploy Exchange, and provide solutions with enhanced end-to-end security • Access to sales and deployment incentives and dedicated resources • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new Presales Technical Specialist Assessment for Messaging now required • Deepen customer relationships by becoming a provider of Microsoft Lync and Exchange Deployment Services (L&EDPS) • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Receive a discount on a business modeling session with Tellus International (Application track only) • Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses • Pass a qualifying exam or certification, or test your application • Pass the business-focused assessments • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Midmarket Solution Provider competency Midmarket businesses want partners who recognize their infrastructure processes, needs, and costs. Demonstrate your expertise to this untapped market. • Ability to differentiate their company in the marketplace • Enablement for capturing the midmarket opportunity with tailored benefits • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; business-focused assessment now required • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Mobility competency Show that you can deliver Windows Phone solutions that extend business productivity beyond the office, by using tools you already know and trust. • The ability to leverage Microsoft’s reach—1.5 billion Windows users worldwide provides a vast market for solutions • Enhanced value to customers as a mobile solutionprovider • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • New discount (silver – 20%, gold – 30%) on a business modeling session with Tellus International (Application track only) • Make your company or solution profile accessible to tens of thousands of potential customers through the Windows Phone Store • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Receive a discount on a business modeling session with Tellus International (application track only) • Pass a qualifying exam or certification, or test your application • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Pay the competency fee**
  • OEM competency The opportunity to open new markets for OEM PCs and servers is unprecedented. Showcase your innovative, customizable hardware solutions. • Explosive growth in embedded devices and tablets means expanding markets and sales opportunities • Sales training and marketing resources, for a competitive advantage • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for Systems Builders and Device Manufacturers (for partners offering certified Windows devices) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • New business-focused assessment now required • Get no-cost OEM-specific training at the OEM Training Zone • Reach more potential customers with OEM marketing and sales resources • Get reimbursements and rebates for selling solutions built on Microsoft technologies through the Local OEM Incentives Program • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Pass the qualifying exams or certifications • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Project and Portfolio Management competency Microsoft enterprise project management (EPM) solutions have 20-year track records and more than 20 million users. Differentiate your offerings. • A competitive advantage in the marketplace • A wealth of program benefits, enabling business, expanding customer opportunities, and differentiating their expertise • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; business-focused assessment now required • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Server Platform competency Show customers that you can deliver agile, costeffective, integrated, and secure infrastructure solutions on the market-leading Windows Server platform. • More opportunities to upsell through solutionselling • Expanded services-offerings, resulting in new revenue streams • Increased profitability through Microsoft price advantage • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new Sales Specialist Assessment for Datacenter required • Will merge into Datacenter competency in Q3, calendar year 2014 • • • • • Open new revenue streams by becoming a provider of Private Cloud, Management and Virtualization Deployment Planning Services Access to the Microsoft Partner Server and Cloud site for exclusive content and resources to help you win new deals and deliver projects successfully Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Small Business competency A significant portion of the smallbusiness opportunity is in cloud services. Be ready to extend your reach to new markets and capture new revenue. • Opportunity for increased profit and revenue • Enablement of accelerated business growth • Ability to seize cloud opportunity, as well deliver successful hybrid offerings • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring • Use the Microsoft Partner Economic Model to help you estimate profit and loss for new business opportunities related to Microsoft Cloud Solutions • Determine customer needs by using the Infrastructure Optimization Partner Assessment • Earn Bing Ads credits to help you run your customers’ search advertising campaigns for no cost • Administer a company account on behalf of a customer with delegated administration for Microsoft Office 365, Windows Intune, and Microsoft Dynamics CRM Online • View additional benefits on the MPN portal • Pass a qualifying exam or certification • Pass the business-focused assessment • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Software Asset Management competency Customers want to optimize their software assets. Assure them that you are one of the partners who can help them. • A competitive advantage in the marketplace • A wealth of program benefits, enabling business, expanding customer opportunities, and differentiating their expertise • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • Specific qualification tracks available for System Integrators (consulting services oriented partners) • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring • Ensure that you maintain your membership in the SAM competency by using the nocost guide to prepare for the SAM competency exam • Detect counterfeit software more effectively with the Proof of License guide and template • Advise customers about the benefits of a solid SAM strategy with the SAM Optimization Model • Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • View additional benefits on the MPN portal • Pass a qualifying exam or certification • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Volume Licensing competency Acquiring and managing software licenses can be complex and daunting. Be the trusted expert, with Microsoft Volume Licensing solutions and services. • A competitive advantage in the marketplace • A wealth of program benefits, enabling business, expanding customer opportunities, and differentiating their expertise • Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise • No changes currently scheduled • Stay up to date with the latest news, business opportunities, training courses, and more, including Get Licensing News • Compare licensing options for Volume Licensing programs and Microsoft Software Assurance for Volume Licensing • Increase your services revenue by offering Software Assurance Planning Services to your customers • Add Volume Licensing promotions to your campaigns to improve sales • View additional benefits on the MPN portal • Pass a qualifying exam or certification • Complete your organization’s profile • Provide customer evidence • Gather customer feedback* • Meet a revenue goal* • Pay the competency fee**
  • Internal-use rights (IUR) evolution – cloud services integration On Feb. 24, cloud internal-use licenses become a core benefit for competency partners. • For gold competency partners, you will receive licenses for 100-person organization; for silver partners, you will receive licenses for 25-person organizations. • The Power of Choice – move your IUR to the cloud when and how you want – just like your customers CRM Online Office 365 Subscription Dynamics CRM and /or Windows Intune Azure Exchange / SharePoint / Lync System Center Config Mgr. + Windows Server / SQL Server
  • IUR benefits in the cloud – gold and silver competency partners Integrating Microsoft Online Services and Windows Azure Cloud Service SKU Gold Core Benefit Silver Core Benefit Office365 E3 (includes Yammer) 100 seats 25 seats CRM Online CRMOL Pro 60 seats 15 seats Windows Intune Cloud Service Only 100 licenses Azure N/A $100 Monthly Credit $100 Monthly Credit 25 licenses Same Microsoft Partner Network benefits model – with the power of choice Comments • One seat of Office 365 equals one on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync). Office Pro Plus 2013 licenses transfer to Office 365 E3 use rights. • One seat of CRM Online equals one on-premises CAL of Dynamics CRM • Additional seats can be earned through the CRM competency (20 Gold / 10 Silver) • Up to 5 devices per license. Each license of Windows Intune equals one on-premises CAL of System Center Device Client Management Suite, System Center Configuration Manager, and Microsoft System Center Endpoint Protection • Azure credits and discounts are additional to existing on-pemises IURs On-premises server licenses always available for development, test, demo, and internal training
  • Additional licenses – gold and silver competency partners Initial Grant (Gold / Silver) Earn Toolkits Use Partner Discounts Purchase Seats Office 365 100 / 25 Additional toolkit n/a Utilize appropriate channel CRM Online 60 / 15 Additional toolkit Available (100 seats) Utilize appropriate channel Windows Intune 100 / 25 Additional toolkit TBD Utilize appropriate channel Azure $100 monthly credit n/a n/a Utilize appropriate channel IUR License Maximums • 5x Initial Grant per Country • 15x Initial Grant Worldwide Example: A partner with a gold competency and 2 additional toolkits will be entitled to 300 seats of Office 365. For toolkit information: http://aka.ms/complicbenefits
  • Next steps 1. If new to the Microsoft Partner Network, enroll! If already a partner, renew! 2. Review the Disclosure Guide to find out about the requirement changes and what you must do to keep your benefits. 3. Review the changes to internal-use software licenses, and make sure you have enough seats to meet your business needs. 4. Meet the current requirements now and follow the steps for your renewal in the Partner Membership Center.
  • Cloud Integration
  • Internal-use rights (IUR) evolution – cloud services integration On Feb. 24, cloud internal-use licenses become a core benefit for Action Pack and competency partners. • Benefits model stays the same – licenses for a 100-person organization for gold competency, a 25-person organization at silver competency, and a 10-person organization for Action Pack • The Power of Choice – move your IUR to the cloud when and how you want – just like your customers CRM Online Office 365 Subscription Dynamics CRM and /or Windows Intune Azure Exchange / SharePoint / Lync System Center Config Mgr. + Windows Server / SQL Server
  • How the cloud programs will evolve Cloud Essentials: The Cloud Essentials program is being integrated into the new Microsoft Action Pack subscription to provide new resources that are more tailored to your business models. New enrollment into Cloud Essentials will end with the February release. Cloud internaluse rights (IUR) for existing Cloud Essentials partners will extend until June 30, 2014. At that time, all partners must transition into either the new Action Pack or a competency to continue to use cloud internal-use rights. Cloud Accelerate, Cloud Deployment, and Azure Circle: These programs remain in place after the February release, but will be retired in late 2014. We will allow new partners to join these programs until this time to enable partners to continue to earn Cloud Accelerator incentives. However, after the February 2014 launch, new partners must enroll in Action Pack or earn a competency to receive cloud internal-use rights.
  • Cloud programs – what should partners do? Cloud Essentials: • If you are a Network Member partner who uses internal-use licenses and have not sold cloud seats… Upgrade to Microsoft Action Pack subscription to keep your cloud seats • If you are enrolled in Action Pack and need more than 10 seats… Upgrade to a silver or gold competency • If you are a Network partner who has sold cloud seats… Join Microsoft Action Pack before the February 24 to get current prices Cloud Accelerate: • If you are enrolled in Microsoft Action Pack or have earned a silver competency… Join or upgrade to a silver or gold Small Business or Midmarket Solution Provider competency. Pay the fee and all other requirements will be waived. Contact your Regional Service Center agent to find out how.
  • Partner action timeline Office 365 Windows Intune Redeem tokens Redeem current benefits at Intune Portal Redeem tokens Continue using current benefits CRM Online Validate your tenant has moved After validation, redeem token Azure Current Office 365 licenses expire 6/30 Take advantage of the $100 credit *Review the Cloud IUR Transition Guide to find out exactly how to transition your seats. Current Office 365 licenses expire 6/30
  • Competency partner license scenarios Scenario #1 – Cloud program partner with 40 CRM Online seats assigned Earn any gold competency Earn any silver competency Granted 60 seats Activate 40 MPN CRMOL licenses from Digital Download Portal Granted 15 seats Activate 15 MPN CRMOL licenses from Digital Download Portal Need more seats? No • Cloud Essentials • Cloud Accelerate • Small Business Competency • Any other partner using CRM Online Yes Earn silver competency at second location and/or earn gold competency and/or purchase additional licenses at discount No action; remove 25 inactive seats
  • Competency partner license scenarios Scenario #2 – Cloud program partner using 60 seats of Office 365 Earn gold Business Intelligence competency Earn silver Business Intelligence competency Granted 100 seats Activate 60 MPN Office 365 licenses from Digital Download Portal Adds 10 employees; activates 10 additional licenses; still has 30 available to activate Granted 25 seats Activate 25 MPN Office 365 licenses from Digital Download Portal Need more seats? Yes Earn silver competency additional toolkit and/or earn gold competency and/or purchase additional licenses No • Cloud Essentials • Cloud Accelerate • Small Business No action; remove 35 inactive seats
  • Action Pack partner license scenarios Scenario #3 – Cloud Essentials partner moving to Action Pack, using Office 365 Cloud Essentials partner currently granted 25 Office 365 internal use rights licenses moves to Action Pack, granted 5 seats Need more seats? Yes Sell 25+ copies of Office 365; earn an additional 5 seats No No further action Need more seats? Yes Purchase additional seats as required No No further action Partners may also subscribe to Action Pack in a second country; get 5 additional seats
  • Competency partner license scenarios Scenario #4 – Small business gold competency partner, for Office 365 Need more seats? Gold competency grant = 100 IUR licenses Yes Earn additional toolkit; receive additional grant of 100 IUR licenses No No further action Partner currently using 75 seats Need more seats? No No further action Yes Continue to earn additional competencies; receive additional grant of 100 IUR licenses up to 5x maximum per country; 15x maximum worldwide …OR… Purchase additional seats as required Partner currently using 150 seats
  • Adding partner features – DAP, quotes, and trials Create Office 365 tenant and a subscription Add quote, trial, and Delegated Admin features Change subscription, keep partner features Create an Office 365 tenant Tenant is permanent and remains active as long as the service is current Create a subscription Change a subscription Subscriptions are added to tenants and can be changed • Activate special trial SKU to add partner features • Available to all MOSPA partners Add partner features by adding a one-seat subscription
  • Partners already using cloud solutions must take action 1. Determine that you are in the right program for your business, and for the number of seats you will need 2. Consult chart below for appropriate actions Product Action – February 24 to June 30 Office 365 Redeem pre-paid keys CRM Online Validate tenant has moved; then redeem keys Windows Intune Redeem 25/100 seats today; redeem prepaid keys in Spring 2014 Azure If already using the $100 Azure credit – do nothing. Otherwise, redeem new benefit • Cloud Essentials • Cloud Accelerate • Small Business Competency • Any other partner using CRM Online
  • IUR benefits in the cloud – gold and silver competency partners Integrating Microsoft Online Services and Windows Azure Cloud Service SKU Gold Core Benefit Silver Core Benefit Office 365 E3 (includes Yammer) 100 seats 25 seats CRM Online CRMOL Pro 60 seats 15 seats Windows Intune Cloud Service Only 100 licenses Azure N/A $100 Monthly Credit $100 Monthly Credit 25 licenses Same Microsoft Partner Network benefits model – with the power of choice Comments • One seat of Office 365 equals one on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync). Office Pro Plus 2013 licenses transfer to Office 365 E3 use rights. • One seat of CRM Online equals one on-premises CAL of Dynamics CRM • Additional seats can be earned through the CRM competency (20 Gold / 10 Silver) • Up to 5 devices per license. Each license of Windows Intune equals one on-premises CAL of System Center Device Client Management Suite, System Center Configuration Manager, and Microsoft System Center Endpoint Protection • Azure credits and discounts are additional to existing on-premises IURs On-premises server licenses always available for development, test, demo, and internal training
  • Additional licenses – gold and silver competency partners Initial Grant (Gold / Silver) Earn Toolkits Use Partner Discounts Purchase Seats Office 365 100 / 25 Additional toolkit n/a Utilize appropriate channel CRM Online 60 / 15 Additional toolkit Available (100 seats) Utilize appropriate channel Windows Intune 100 / 25 Additional toolkit TBD Utilize appropriate channel Azure $100 monthly credit n/a n/a Utilize appropriate channel IUR License Maximums • 5x Initial Grant per Country • 15x Initial Grant Worldwide Example: A Partner with a gold competency and 2 additional toolkits will be entitled to 300 seats of Office 365. For toolkit information: http://aka.ms/complicbenefits
  • IUR benefits in the cloud – Action Pack partners Cloud Service SKU IUR Benefit Notes E3 5 seats initial + 5 seats through Office 365 sales (25 seats) • Continue to receive 10 licenses of on-premises (Exchange / SharePoint / Lync / Office) • Each seat of Office 365 used in exchange for 1 on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync) CRM Online CRMOL Pro • Continue to receive CRM Dynamics Workgroup Server with 5 0 seats initial users +5 seats through CRM • Additional seats requirement: 1 Microsoft Dynamic CRM deal or Online or Office 365 sales 50+ seats Office 365 Windows Intune Cloud service 5 licenses only Azure N/A Office 365 $100 Monthly Credit • Maximum 10 licenses used between on-premises (System Center Configuration Manager) and Windows Intune
  • Next steps 1. Review the changes to internal-use software licenses, and make sure you have enough seats to meet your business needs. 3. . Upgrade to Action Pack subscription to keep your licenses. 2. Review the InternalUse Rights Transition Guide. 4. Earn a silver or gold competency to meet your internal-use software license needs. Review the core benefits and requirements.
  • Prepare Your Renewal
  • Why renew? Qualify for a SUBSCRIPTION ―I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.‖ Earn a COMPETENCY ―I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.‖ Participate in a COMMUNITY ―I am part of the community where I connect with Microsoft and partners who are in my field of business.‖ - Network Member ―Microsoft gives me the opportunity to build a relationship that is best for my business. I have access to industry information, benefits, and resources.‖
  • A few key benefits to highlight Internal-Use Software to learn the software and run your business Understand customer satisfaction and loyalty with the Customer Satisfaction Index Get phone-based or online technical and sales support through Partner Technical Service Training through the Partner Learning Center Access campaign materials with Partner Marketing Center and list your solutions on Microsoft Pinpoint Create rich customizable solution demos with Demo Showcase and provide affordable financing options with Microsoft Financing
  • Partner Benefit Statement Find out what benefits your organization is utilizing, and where you are underutilizing! Making full use of your benefits is a best practice of our top partners.
  • When to renew? 1. Sign in to the Microsoft Partner Network portal 2. Click View Your Membership Account at the top of the page. 3. Fewer than 90 days left in your membership? Time to begin the membership renewal process!
  • Key things to remember • Keep your profile up to date throughout the year • Associate your new employees to your organization and remove former employees • Keep your people current with training – vast choice of technical and sales available • Check in quarterly to ensure you are using the benefits available to you • Leverage your P2P connections to help expand your service area, and your profits.
  • Thank You