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Microsoft Partner Network Overview June 2010
 

Microsoft Partner Network Overview June 2010

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MPN Overview for IAMCP Southern California

MPN Overview for IAMCP Southern California

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    Microsoft Partner Network Overview June 2010 Microsoft Partner Network Overview June 2010 Presentation Transcript

    • Microsoft Partner Network Overview Glenn Osako Partner Territory Manager July 1, 2010
    • Our Vision Our vision for the Microsoft® Partner Network™ is simple—to provide: Opportunities to strengthen your Capabilities Expertise to help you serve Customers better Communities that spark innovation and Connection Together, we can create innovative solutions that drive profitability and sustain competitive advantage. 2| OUR VISION
    • What‘s in It for You? Plugging You into the Differentiating Network Your Business Delivering More Value to Your Customers Helping Market Recognition Customers That Supports You Find You 3| WHAT’S IN IT FOR YOU?
    • What Membership Opportunity Is Best for Me? Starting in October 2010 … 4| WHAT MEMBERSHIP OPPORTUNITY IS BEST FOR ME?
    • How Do I Describe Myself to a Customer? • Community & Subscriptions: I am a member of the Microsoft Partner Network. • Competencies: I am a Microsoft partner with expertise in Business Intelligence and Virtualization. • Advanced Competencies: I am a Microsoft partner with advanced expertise in Search. • Competencies & Advanced Competencies: I am a Microsoft partner with expertise in Business Intelligence and advanced expertise in Search. 5| HOW DO I DESCRIBE MYSELF TO A CUSTOMER?
    • Key Changes You Can Expect The Microsoft Partner Network is evolving to provide partners with: • Opportunities to strengthen capabilities. • Expertise to help serve customers better. • Communities that spark innovation and connection. • It had gotten too easy for partners to obtain the Gold Certified status Shift to Competency-Based • The value of the Gold Certified brand was diminished Membership Opportunities • Customers were confused about how to find the best partner • The bar has been raised on certification exam requirements Competency and • Competencies were renamed to match how customers look for Specialization Changes solutions • Specializations are being retired • A very high technical and sales bar will be implemented to achieve Advanced Competency the advanced competency Differentiation • Benefits will be tailored by both membership opportunity and competency • Microsoft Partner Program renamed to Microsoft Partner Network to Visual Identity and reflect customer connection Logo Changes • New brand introduced to signify change 6| KEY CHANGES YOU CAN EXPECT
    • Microsoft Partner Network: Planned Timeline Available Now Starting in October 2010 Partners enrolling or re-enrolling as • Portals and Collaboration Advanced competencies launch. Gold Certified Partners must have • Project and Portfolio participated in the Customer Satisfaction Management New competency and advanced (CSAT) Index starting on November 20, competency benefits available. • Search 2009. • Server Platform Partner levels (Registered, Certified, Most new Microsoft Partner Network • Software Asset Management and Gold Certified) are retired. competencies launched: • Software Development Partner Points are retired. • Application Integration • Systems Management • Application Lifecycle Management • Unified Communications Sales specialist is introduced for • Business Intelligence • Virtualization select advanced competencies. • Content Management • Volume Licensing • Customer Relationship • Web Development Exam requirements updated for certain competencies. Management Specializations are consolidated into • Data Platform new competencies. New Microsoft Partner Network • Desktop Platform competencies launch: • Enterprise Resource Planning Launch of Microsoft Action Pack • Authorized Distributor Solution Provider and Microsoft • Hosting Platform Action Pack Development and Design. • Digital Marketing • Identity and Security • Digital Home (May 2011) • Independent Software Vendor (ISV) Exam requirement policy updated. New partner logos are available for • Learning Look for updates on the U.S. Partner partner use. • Midmarket Solution Provider Portal. • Mobility • OEM Hardware 7| MICROSOFT PARTNER NETWORK: PLANNED TIMELINE
    • Competency Alignment to Customer Business Challenges Core Business Application Infrastructure Productivity Platform Systems Identity and Business Unified Data Platform Web Management Security Intelligence Communications Development Content Application Application Desktop Virtualization Search Lifecycle Management Integration Management Portals and Project & Software Server Platform Portfolio Collaboration Management Development CRM & ERP Cross Platform Small & Medium Solutions Business Digital Home Digital Marketing Volume Licensing Customer Authorized OEM Mobility Distributor Small Business Relationship Solution Provider Management Hosting Platform Learning ISV Enterprise Resource Midmarket Solution Planning Provider Software Asset Management 8| COMPETENCY ALIGNMENT TO CUSTOMER BUSINESS CHALLENGES
    • Microsoft Partner Network Benefits at a Glance Get Microsoft software to run your business. Get training to Get rewards to reinvest differentiate your in your business. capabilities. Get top-priority listing Get support and in Microsoft customer- customer-relevant facing directories to brand recognition. promote your business. Get the network advantage. Strengthen capabilities. Build real-time connections. Serve customers better.
    • Microsoft Action Pack Solution Provider Delivering targeted benefits and key featured resources Grow Your Business Software & Tools Technical Support • Microsoft Financing Options • TechNet for Action Pack • Unlimited Access to Online • Market Visibility(PinPoint, Subscription Technical Communities Solution Finder, Demo • Enterprise Editions: (IUR) • Unlimited Business Critical Showcase) • Office 2010 System Phone Support • Sales Skills Training • Windows 7 • Quarterly recorded Support • Targeted Learning Plans • Windows Server 2008 R2(SBS) Webinars • Partner Learning Center (free & • Server Products (SQL, discounted training) Exchange) • Marketing Collateral • SharePoint Standard (IUR) • Career Resources (student-to- • Dynamics (CRM Workgroup) business recruiting) • BPOS Offerings Bolded words = New to today‘s solution provider subscription (current version of MAPS)
    • Microsoft Action Pack Development & Design Delivering targeted benefits and key featured resources Grow Your Business Software & Tools Technical Support • Microsoft Financing Options • Enterprise Editions: (IUR) • Unlimited Access to Online • Market Visibility(PinPoint, • Office 2010 System Technical Communities Solution Finder, Demo • Windows 7 • Unlimited Business Critical Showcase) • Windows Server 2008 R2 Phone Support • Sales Skills Training (SBS) • Exclusive Quarterly Support • Targeted Learning Plans • Server Products (SQL, Webinars • Partner Learning Center (free & Exchange) • Partner Advisory Services (10 discounted training) • SharePoint Standard (IUR) hours) • Marketing Collateral • Dynamics (CRM Workgroup) • Career Resources (student-to- • Expression Studio 4 Web Pro business recruiting) • Visual Studio 2010 Professional • MSDN for Microsoft Action Pack Development and Design Subscription* Bolded words = New to today‘s development subscriptions (Web Solutions Toolkit & Empower) * Includes (3) MSDN for Action Pack subscriptions, which provide access to Visual Studio 2010 Professional, Expression Studio 4 Web Professional, and latest versions of Windows, Windows Server, and SQL Server for development and testing.
    • Competency Benefits Competency Core Benefits Advanced Competency Core Benefits • Internal Use Software (25 licenses): Windows 7, • Internal Use Software (100 licenses): Windows 7, Microsoft Office Enterprise 2007, Windows Server Microsoft Office Enterprise 2007, Windows Server 2008, Microsoft Office SharePoint, and more. 2008, Microsoft Office SharePoint, and much more. • Support Services: 20 phone-based advisory hours, • Support Services: 50 phone-based advisory hours, unlimited deal-related and business-critical phone unlimited deal-related and business-critical phone support, online support experience, and a five-pack support, online support experience, and a five-pack of of break/fix incidents. break/fix incidents. • Marketplace Prioritization: Priority listing in • Marketplace Prioritization: Top-priority listing in Microsoft customer-facing directories and use of the Microsoft customer-facing directories and use of the Microsoft Partner Network competency logo. Microsoft Partner Network advanced competency logo. • Channel Incentives: Partner incentive for selling BPOS (18% first year, 6% recurring). • Channel Incentives: Partner incentive for selling BPOS (18% first year, 6% recurring). • Training: Access to the Partner Learning Center. • Training: Access to the Partner Learning Center. Competency-Specific Benefits Partners with competencies and advanced competencies are eligible for competency-specific benefits, including extra software licenses. Please refer to the “Value of Earning a Microsoft Competency” Guide and License Calculator for more information. 12 | COMPETENCY BENEFITS
    • Requirements Summary Requirement Join Our Purchase a Earn a Competency Differentiate Your Expertise By Attaining an Advanced Competency Community Subscription Credentials Not applicable Not applicable Two Microsoft Certified Professionals Four Microsoft Certified Professionals with advanced credentials, not (applicable exams below).(1) holding any other advanced competency. (2) OR OR Two Microsoft Certified Professionals with advanced credentials, not holding any other advanced competency and qualifying standard test (3) Qualifying standard application tests OR Qualifying advanced application tests(3) Joint Microsoft Not applicable Not applicable Not applicable Revenue commitment Partner Plan Starting October 2010, partners will need to commit to a minimum revenue bar based on their competency. Starting October 2011, to maintain advanced competency status, partners will need to meet the revenue bar by their next reenrollment date. After achieving an advanced competency, partners will be required to complete a simple business plan detailing the activities that will support their plan. If applicable, a Microsoft representative may contact the partner to support the creation of this business plan Business Not applicable One individual who One individual who passes a Microsoft One individual who passes a Microsoft Licensing overview assessment Training and passes a Microsoft Licensing overview assessment Assessments (4) online assessment OR every two years. (5) OR One MCP that has passed a Volume One MCP that has passed a Volume Licensing competency exam Licensing competency exam AND AND Two individuals who pass an online sales and marketing competency One individual who passes an online assessment sales and marketing competency assessment Customer Not applicable Not applicable Three unique customer references per Five unique customer references per competency.(5) Evidence competency Participation in Customer Satisfaction (CSAT) Index Commitment Short Profile Short Profile; including Full Profile Full Profile company’s official URL Annual Subscription Annual competency Fee (good for one Annual advanced competency Fee (good for one or multiple advanced Fee: Microsoft Action or multiple competencies): $1,850. (6) competencies): $3,800.(6) Pack Solution Provider $329; Microsoft Action Pack Development and Design $429. See footnotes in speaker notes
    • Get Current on Certification Exams It may be time to update your Microsoft Certifications. A number of changes have been made to the Microsoft Partner Network since July 2009, including the introduction last month of a new, more relevant competency structure with expanded benefits and requirements. These changes will help you differentiate your business and enable you to deliver even more value to your customers. However, it‘s also likely that you‘ll need to update your Microsoft Certifications by aligning with more current technology. To retain your competency benefits, update your certification exams by your re-enrollment date. (Until then, you‘ll retain your current benefits.) Visit the ―Get Current on Certification Exams‖ page to learn how to start the process, find out if you need to update your certifications, and see how we can help. You can also follow these steps to prepare for the upcoming changes: 1 Download the ―Value of Earning a Microsoft Competency Guide‖ to learn about new competencies and their exam requirements. 2 Identify the new certification exams you need to take in order to remain compliant in your respective competency and/or competencies. 3 Prepare for certification exams with the Learning Plan Tool and locate a Prometric testing center. 14 | GET CURRENT ON CERTIFICATION EXAMS
    • Two Steps for Preparation 1 Now 2 In October 2010 • Review and update your competency • Update your collateral with your new brand via requirements and, where applicable, your Partner Logo Builder. Gold Certified competency requirements. Partners • Prepare for the advanced competency and/or competencies of your choice. • Participate in the CSAT Index prior to re- enrollment. Certified • Review the new competency requirements and, • Update your collateral with your new brand via Partners where applicable, update your competency Partner Logo Builder. requirements. • Prepare for the advanced competency and/or competencies of your choice. Small Business • Participate in the new Microsoft Partner Network • If you’re interested, prepare for the Midmarket Community site to get support and engage with Solution Provider advanced competency. Specialists other partners. • If you’re interested, prepare for the Midmarket Solution Provider competency. Registered • Participate in the new Microsoft Partner Network • Consider new membership opportunities to Members Community site to get support and engage with further engage within the network. other partners. • Check out the new subscriptions that are available. 1. Check out the ―Prepare for the Microsoft Partner Network‖ Portal Page 2. Review the Microsoft Partner Network Checklist
    • Where Do I Go for Help? • Microsoft Partner Network Expert Team Partners may contact our Microsoft Partner Network Expert Team for information on qualifying for re-enrollment, receiving additional insight on competency attainment, meeting the CSAT Index requirements and much more. Contact the Microsoft Partner Network Experts at 1-877-254-6825 or msppexp@microsoft.com. • Regional Service Center Our RSC can answer all questions and concerns related to the Microsoft Partner Network and can help make changes to a partner‘s account. Call 1-800-765-7768 or email msppna@microsoft.com. 16 | WHERE DO I GO FOR HELP?
    • THANK YOU For all questions, visit the U.S. Partner Portal: https://partner.microsoft.com/US For steps on how to prepare for the Microsoft Partner Network: https://partner.microsoft.com/US/40109866 Connect with peers online: http://microsoftpartnernetwork.com/ © 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista, and [include other trademarks referenced] are trademarks of the Microsoft group of companies. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED, OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. JUNE 2010
    • Appendix A Frequently Asked Questions
    • Microsoft Partner Network FAQs • Why have you changed from the Microsoft Partner Program to the Microsoft Partner Network?  We‘re evolving from the Microsoft Partner Program to the Microsoft Partner Network to strengthen the relationship we have with our partners—and the relationships you have with other partners and your customers. All partners have a home within the Microsoft Partner Network. You can thrive by taking advantage of the new opportunities available to you through the Microsoft Partner Network. • What is the difference between competency and advanced competency?  Microsoft competencies can help set your company apart from the competition by demonstrating your proven Microsoft experience and skills to customers. Competencies align to your customers‘ needs and can make certifications more recognizable to prospective customers. Partners will differentiate this in the marketplace with a specific Microsoft Partner Network competency brand.  In October 2010, partners that attain advanced competencies will showcase ‗best-in-class‘ solutions that went through a rigorous and auditable approval process to demonstrate customer value. Partners with advanced competencies will demonstrate to customers a deep level of expertise and an ability to provide holistic integrated solutions. Partners will differentiate this in the marketplace with a specific Microsoft Partner Network advanced competency brand. • Once I attain a new competency or advanced competency, when do I receive the associated logo?  New competency and advanced competency logos will be available to partners in October 2010. Though partners may continue to use Microsoft Partner Program Gold Certified and Certified logos until June 30, 2011, these logos will not be available to download in Logo Builder after October 2010. Gold Certified and Certified logos will retire in June 2011. To access current logos, go here. • What membership area will I transition into come May and October 2010?  All Gold Certified and Certified partners with at least one competency will be placed into the appropriate competency membership. A table for how current competencies will transition to new competencies can be found in the appendix of the Value of Earning a Microsoft Competency guide.  Once advanced competencies are available in October, 2010, partners can enroll in the advanced competency of their choice assuming the associated requirements are met. 19 | MICROSOFT PARTNER NETWORK FAQs
    • Microsoft Partner Network FAQs • Why are Gold Certified and Certified going away?  Our research showed us that the existing partner brands were not resonating with customers. We heard:  ―What does gold certified mean?‖  ―Gold sounds valuable to Microsoft but expensive for me… not relevant … not about my business‖  Customers want to be assured that a partner can solve their business needs so they find value in a specific, more transparent naming system that identifies partners‘ capabilities and level of expertise specific to these capabilities.  Also, some partners liked the ‖convenience‖ or ambiguity of gold, because they could ―make it mean anything in customer conversations.‖ Many partners shared the customer perspective, believing that ―gold‖ was devalued. They wanted us to ―raise the bar‖ so they would have better opportunity to clarify and differentiate their business expertise.  In addition, historically partners joined numerous competencies simply to become gold – in the Microsoft partner network partners can focus on building expertise in areas that drive their business versus jumping through unnecessary hoops. • With this transition, doesn’t Gold Certified equate to advanced competency and does Certified equate to competency?  Gold Certified does not equate to an advanced competency. The advanced competency is a new membership opportunity within the network and has more stringent requirements than Gold Certified does today.  Competency requirements are similar to what partners need to do to achieve the Certified designation today. In May 2010, Gold Certified and Certified partners with at least one competency will transition into the appropriate competency. • I noticed there are “core” and competency-specific benefits –how are these different?  When you earn your first competency and/or advanced competency, you are entitled to a ―core‖ set of benefits, which is a one-time occurrence and renewable upon reenrollment. As you attain additional competencies, you are granted competency-specific benefits. 20 | MICROSOFT PARTNER NETWORK FAQs
    • Microsoft Partner Network FAQs • What are some of the competency core benefits?  If you are interested in learning more about Microsoft Partner Network competencies, review the Value of Earning a Microsoft Competency. If you have a competency today, please download the guide to identify the new exam requirements your organization must meet to attain your competency. • Can I assign MCPs that have attained a competency to an advanced competency?  Yes, your employees or contractors who pass the applicable competency exams are eligible toward multiple competencies. • Can I assign MCPs that have attained an advanced competency to another advanced competency?  No, your employees or contractors who pass the applicable competency exams are only eligible toward one advanced competency. A person who has attained a Master or Architect Certification qualifies for two Microsoft Certified Professionals with advanced credentials. • I’m a small partner and I think that the advanced competency is too hard to achieve – what is the rationale for the advanced competency requirements?  We acknowledge that it may be difficult for some small business partners to achieve more than one advanced competency as some of the primary requirements include four unique Microsoft Certified Professionals and revenue requirements. The requirements evolved from partner feedback requesting that Microsoft help them differentiate their technical and business capabilities, raise the ―bar‖ and reward the highest commitment.  Smaller partners that were previously Gold with multiple competencies are encouraged to choose their primary business focus for pursuing an advanced competency and then choose supporting competencies that compliment their primary focus. In addition, partners that focus on small-business customers can engage through the Small Business Specialist Community and are encouraged to try to achieve the Midmarket Solution Provider competency. 21 | MICROSOFT PARTNER NETWORK FAQs
    • Small Business Specialist Community FAQs • Since the Small Business Specialist Community is continuing, does that mean that the Small Business Specialist logo is staying too?  As an active member in the Small Business Specialist Community partners may continue to use the current Small Business Specialist logo (a.k.a. the blue badge), to strengthen customer recognition and their ongoing partnership with Microsoft. We will continue to evolve the visual branding where necessary to ensure it aligns with the overall MPN branding that customers know and trust. Our commitment to partners is that we will provide 1 year notice if any changes are implemented in the future. • What about the Sales & Marketing Skills Assessment?  Starting in October 2010 we will introduce new Sales & Marketing Assessments for both the Small Business Specialist Community and for the individual competencies as well. The Small Business Specialist Community will have to meet this assessment; Midmarket Solution Provider will have its own unique sales and marketing assessment • Can I be an active member in SBSC and also hold another competency at the same time?  Yes. We encourage partners go after the credentials that will best demonstrate what they can offer their small-to-midsize business customers. They can be in the SBSC in addition to being in a competency or multiple competencies. • If partners can be in both SBSC and a competency, can they use more than one logo?  Yes. The Microsoft Partner Network logos help customers identify areas of expertise. Partners are permitted and encouraged to use all logos that they are qualified for. The Small Business Specialist logo may be used in conjunction with (multiple) competency and advanced competency logos. • Do partners need to update skills to remain in SBSC?  Yes, small-to-midsize (SMB) customers desire technology providers that have current skills and proven expertise. They will need to meet the current requirements for the designation, competency or advanced competency they‘d like to obtain each year. 22 | SMALL BUSINESS SPECIALIST COMMUNITY FAQs
    • Subscriptions FAQs • What happened with subscriptions in May 2010?  As announced on March 15, 2010, Microsoft Action Pack was renamed ―Microsoft Action Pack Solution Provider.‖ In addition, on May 24, 2010 we launched a new offering called Microsoft Action Pack Development and Design. Empower for ISVs closed its enrollment on May 21, 2010. • What is changing with Microsoft Action Pack Solution Provider?  As of May 24, new benefits were included, such as a TechNet for Microsoft Action Pack Solution Provider which includes evaluation licenses of full-version Microsoft software, access to the Microsoft TechNet Library and TechNet community managed forums, visibility in Microsoft customer directories, the opportunity to recruit the most-qualified students with next-generation talent, sales skills training and access to quarterly support webinars. • Who should order Microsoft Action Pack Solution Provider?  Action Pack Solution Provider is for Microsoft partners serving small and medium companies. This subscription helps Solution Providers effectively promote, install, and build solutions that use Microsoft products and technologies. • What is Microsoft Action Pack Development and Design and who should order it?  Launched on May 24, 2010, Action Pack Development and Design provides developers and web designers the latest software releases and platform technologies, key development and testing tools, technical support, business development resources, and broad market visibility. Your company must have less than 100 employees and your company URL will be checked to ensure you are in the software development and design business. • How much do the Microsoft Action Pack Subscriptions cost?  Microsoft Action Pack Solution Provider costs $329. Microsoft Action Pack Development and Design costs $429. You have the option to buy a download only subscription or a download + physical media subscription, which includes a Welcome Kit and up to (2) update kits. 23 | SUBSCRIPTIONS FAQs