Your SlideShare is downloading. ×
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Microsoft gold competency revenue guidelines 2010 partner ready
Upcoming SlideShare
Loading in...5
×

Thanks for flagging this SlideShare!

Oops! An error has occurred.

×
Saving this for later? Get the SlideShare app to save on your phone or tablet. Read anywhere, anytime – even offline.
Text the download link to your phone
Standard text messaging rates apply

Microsoft gold competency revenue guidelines 2010 partner ready

316

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total Views
316
On Slideshare
0
From Embeds
0
Number of Embeds
0
Actions
Shares
0
Downloads
1
Comments
0
Likes
0
Embeds 0
No embeds

Report content
Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
No notes for slide

Transcript

  • 1. Microsoft Gold CompetencyRevenue GuidelinesVisit the Partner Membership Center to accept the revenue commitmentGet competency requirements and benefits information from the Partner Portal1|Page
  • 2. GOLD COMPETENCY REVENUEGUIDELINESTable of ContentsIntroduction....................................................................................................................................................................... 3 Country groupings: .................................................................................................................................................... 5 Minimum Revenue Amounts: ................................................................................................................................ 7 Minimum Revenue Commitment by Competency: ....................................................................................... 7Top Revenue Requirement Questions .................................................................................................................... 82|Page
  • 3. IntroductionThe vast majority of Microsoft’s revenue comesthrough you, our partners. Historically, the revenuethat you drive has not been recognized as part of theMicrosoft Partner Network, or has only beenrecognized by local Microsoft offices. Our goal is toalign our global and local execution and recognize andreward you based in part on the revenue and marketimpact that you are already driving within your business.As a step toward this, starting October 2010, partnerswill need to commit to delivering a minimumMicrosoft revenue amount based on their respectivegeography and gold competency. Acknowledging andcommitting to the revenue amount will take placeduring the gold competency enrollment process(example screenshot below).While we will not start to measure competency 1revenue until October 2011 , the period up until thistime provides partners the opportunity to get insightinto revenue amounts and provides us time to work withpartners to define the fairest and easiest way to measurerevenue across competency, geography and solutionarea (i.e., product and workload).Example of how the revenue commitment will appear in the Partner Membership Center, Competency Summary page.Starting October 2010, to commit to the revenue requirement partners need to click the “Agree” link.1Exceptions include the CRM and ERP competencies where revenue requirements will be in place for the yearlooking forward beginning October 2010. There is a revenue requirement for the Microsoft CRM competencyand Microsoft ERP competency, as well as their associated gold competencies.3|Page
  • 4. Beginning October 2011, we will start to measureactual gold competency revenue attainment. Partnerswill need to meet the revenue amount by their nextmembership renewal date that occurs afterOctober 2012, for which there has been a year tomeasure revenue achievement.For example a partner with a membership renewaldate of January 2013 will need meet the actual goldcompetency revenue amount by the time of renewal inJanuary 2013 (as competency revenue begins to bemeasured starting October 2011 and this partner willhave had a year to achieve the revenue amount).Revenue will be credited to partners who directly sell licenses and also to partners who contribute towinning customer projects that result in Microsoft product license sales.After achieving a Microsoft gold competency, partners may be required to complete a simple businessplan detailing the activities that will support revenue attainment. The business plan is not mandatory. Ifapplicable, a Microsoft representative will contact a partner to support the creation of this business plan.4|Page
  • 5. Country groupings:There are three country revenue groupings (A, B and C) and countries by grouping can be found below. Group A Group B Group C Australia Argentina & Uruguay North, West and Central Africa, not listed in other country groupings Canada Austria Albania Denmark Belgium Algeria France Brazil Angola Germany China Armenia Italy Chile Central Asia, not listed in other country groupings Japan Colombia Azerbaijan Korea Czech Republic Cayman Islands Netherlands Egypt The Bahamas Poland Finland Bahrain Spain Greece Bangladesh Sweden Hong Kong Belarus Switzerland Hungary Belize UK India Bermuda United States Indonesia Bolivia Ireland Bosnia and Herzegovina Israel Botswana Malaysia Burundi Mexico Brunei New Zealand Bulgaria Norway Costa Rica Portugal Croatia Saudi Arabia Cyprus Singapore Dominican Republic Romania Ecuador Russia El Salvador South Africa Eritrea Thailand Estonia Taiwain Ethiopia Turkey Georgia Ukraine Guatemala United Arab Emirates Honduras Iceland Indian Ocean Islands Jamaica Jordan Kazakhstan Kenya Kuwait Latvia Lebanon , Libya Lithuania Luxembourg Macedonia (FYROM) Malawi Malta East Mediterranean Montenegro Morocco Moldova Mozambique Namibia Nigeria Oman5|Page
  • 6. Pakistan Panama Paraguay Puerto Rico Peru Philippines Qatar Rwanda Serbia Slovakia Slovenia Somalia Sri Lanka Tanzania Trinidad & Tobago Tunisia Uganda Uruguay Venezuela Vietnam Zambia Zimbabwe6|Page
  • 7. Minimum Revenue Amounts:The revenue amounts listed below are minimum revenue amounts. We believe that these amounts should be easilyattainable by partners striving to achieve a gold competency. Minimum amounts are set for both solution (i.e.,product and workload) and transactional competencies.Recall that partners with gold competencies will represent organizations (and associated individuals) that havedemonstrated the highest, most consistent capability and commitment within a targeted business solution area. Goldcompetencies will reward this deep expertise and high commitment with benefits that surpass the cost of qualification– including tailored, competency-specific benefits based on solutions offered, and core benefits such as channelincentives, eligibility for a Microsoft named contact who will support the creation of a business plan and help withsales efforts, a distinct Microsoft partner gold competency brand, along with up to 100 licenses of the latestMicrosoft desktop, operating system and server software for internal business use.Minimum Revenue Commitment by Competency:Associated product, solution and workload by competency will be published in the coming year.Revenue amounts are in US constant dollar and will be converted to local currency in the partner sales tracking toolonce competency revenue begins to be measured. Competency Group A Group B Group C 1 Application Integration 100,000 80,000 50,000 2 Application Lifecycle Management 100,000 80,000 50,000 3 Business Intelligence 180,000 150,000 100,000 4 Content Management 130,000 100,000 70,000 5 CRM 300 seats or 200,000 150 seats or 100,000 150 seats or 100,000 6 Data Platform 130,000 100,000 70,000 7 Desktop 1,000 seats deployed 750 seats deployed 500 seats deployed 8 Distributor Varies by contract Varies by contract Varies by contract 9 ERP 100,000 50,000 50,000 10 Hosting 100,000 75,000 50,000 11 Identity and Security 100,000 80,000 50,000 12 ISV 12 Customer wins or 12 Customer wins or 12 Customer wins or $50K transacted $35K transacted $25K transacted revenue revenue revenue 13 Learning Gold Learning KPI Gold Learning KPI Gold Learning KPI 14 Licensing 100,000 75,000 50,000 15 Midmarket Solution Provider 100,000 75,000 50,000 16 OEM 150 BOS/15 Server 100 BOS/10 Server 50 BOS/5 Server 17 Portals and Collaboration 180,000 150,000 100,000 18 Project and Portfolio Management 130,000 100,000 70,000 19 Search 130,000 100,000 70,000 20 Server Platform 180,000 150,000 100,000 21 Software Development 100,000 80,000 50,000 22 Systems Management 180,000 150,000 100,000 23 Unified Communications 180,000 150,000 100,000 24 Virtualization 130,000 100,000 70,000 25 Web Development 100,000 80,000 50,000 Digital Marketing 0 0 0 Mobility 0 0 0 Software Asset Management 0 0 07|Page
  • 8. Top Revenue Requirement QuestionsQ: What are the revenue amounts and how did you develop them?A: Revenue amounts are specific to competency and geography. The commitment amounts are “minimums” and were set based on local market conditions. For some competencies, the minimum partner commitment will be measured through “customer wins” or deployments instead of revenue. Customer wins means that you have secured and successfully completed a new project involving Microsoft technologies which as a result have gained you new customer business. These wins will be tracked in a partner sales tracking tool provided by Microsoft.Q: What accounts for revenue?A: Revenue refers to Microsoft licensing revenue - the sale of which has occurred from partners directly transacting the sale, or partners contributing to winning the customer project that results in Microsoft product license sales, within the period of a partner’s membership year. It does not include associated partner services revenue. Here are sample competency revenue requirements: Desktop: - Group A: 1000 seats deployed - Group B: 750 seats deployed - Group C: 500 seats deployed ISV: Solution area wins - Group A: 12 customer wins - Group B: 12 customer wins - Group C: 12 customer wins Licensing: Volume licensing sales (EA, Select and Open) - Group A: $100,000 in volume licensing sales - Group B: $75,000 in volume licensing sales - Group C: $50,000 in volume licensing salesQ: How does Microsoft know who to credit if two or more partners claim to have contributed to winning the same customer deal?A: Microsoft will not be measuring gold competency revenue attainment before October 2011. During the next twelve months Microsoft will work with partners to define the fairest way to credit software sales not directly transacted by partners, but where a partner has contributed to the sale, along with how to credit partners cooperating on the same customer opportunity.Q: What is the time period for measuring revenue?A: The revenue commitment will be measured within a partner’s 12 month membership period.8|Page
  • 9. Q: Where and how do I report my revenue?A: If you are a partner with an account manager, that person will work with you on the reporting process and the associated tools to use. If you are a partner that doesn’t have an account manager, you will receive a communication from Microsoft over the next twelve months directing you to the reporting process, tools and user guides.Q: Does my revenue count in only one country? Can I count revenue across multiple gold competencies?A: Microsoft will work with partners to define the fairest way to credit software sales across locations and competencies.Q: How do I see how much revenue I’ve generated throughout the year?A: If you are a partner with an account manager, that person will work with you on how to use the sales tracking tool to see how your revenue is tracked. If you are partner without an account manager, during the next 12 months Microsoft will provide you the instruction on how to access the sales tracking tool.Q: What happens if I don’t meet the revenue amount?A: Before October 2011 Microsoft will not be measuring the revenue commitment by competency and there will not be a penalty for not meeting the commitment. Starting in October 2011, Microsoft will begin to measure actual revenue attainment and partners will need to meet the revenue amount by their next membership renewal that falls after October 2012 for which there has been a year to measure revenue achievement.Q: How do I accept the revenue commitment?A: For October 2010 – October 2011, where a revenue commitment applies, partners will be asked to acknowledge the competency and geography revenue amount during the gold competency enrollment process.9|Page

×