ISV Software Solutions Partnership Guide


Published on

My slides on how to partner with Microsoft as an ISV (Developer Parnter or Software Solutions Provider

Published in: Economy & Finance, Technology
No Downloads
Total views
On SlideShare
From Embeds
Number of Embeds
Embeds 0
No embeds

No notes for slide
  • ISV Software Solutions Partnership Guide

    1. Increase Your Profitability Potential. Christian Longstaff ISV Channel Audience Manager Microsoft Australia
    2. My Agenda <ul><li>Are you an ISV? </li></ul><ul><li>Why join the Microsoft Partner Program? </li></ul><ul><li>How to become a Microsoft Partner </li></ul><ul><li>Some advice on Successful Partnering </li></ul>
    3. Are you an ISV? <ul><li>ISVs are organisations that exclusively develop software or software solutions instead of being part of a computer system or being a hardware manufacturer. </li></ul><ul><li>At least 30 percent of the company’s overall revenue comes from the sales of licenses of that solution. </li></ul><ul><li>ISVs integrate Microsoft licensed products with their application in any of the following ways: </li></ul><ul><ul><li>By integrating a Microsoft licensed product into the ISV’s application code; </li></ul></ul><ul><ul><li>By including a Microsoft licensed product along with the ISV’s application on the installation media; or </li></ul></ul><ul><ul><li>By pre-installing a Microsoft licensed product on a computer system that is part of the unified solution </li></ul></ul>
    4. Microsoft & Partners <ul><li>95% of Microsoft revenue coming from Partners </li></ul><ul><li>>100M investment every year </li></ul><ul><li>400,000 Partners worldwide </li></ul><ul><ul><li>10,000 Gold Partners </li></ul></ul><ul><ul><li>40,000 Certified Partners </li></ul></ul><ul><ul><li>350,000 Registered Partners </li></ul></ul>
    5. <ul><li>Expand skills </li></ul><ul><li>Win more business. </li></ul><ul><li>Retain your expertise. </li></ul><ul><li>Train your staff. </li></ul><ul><li>Build on your reputation. </li></ul><ul><li>Increase opportunities </li></ul><ul><li>Sales training benefits </li></ul><ul><li>Profiles of your business, services, and solutions </li></ul><ul><li>Marketing resources </li></ul><ul><li>Promotion of your solutions </li></ul><ul><li>Close more sales </li></ul><ul><li>Recommend solutions to customers and prospects </li></ul><ul><li>Pre-sales tech support in competitive situations </li></ul><ul><li>Supporting customers </li></ul><ul><li>Access to experts to resolve support issues </li></ul><ul><li>Advanced technology certifications </li></ul>. Get the most out of your relationship with Microsoft. Australia Promise of Partnership THE VALUE OF PARTNERING
    6. Promise & Levels of Partnership
    7. Achieving the ISV/Software Solutions Competency <ul><li>Test your solution. Multiple tests to choose from </li></ul><ul><li>  </li></ul><ul><li>Submit three customer references for your solution. </li></ul><ul><li>Pay the annual Microsoft Partner Program fee to become a Certified or Gold Certified Partner with the ISV/Software Solutions competency. </li></ul>
    8. Empower - your path to becoming a Microsoft Partner ($875AUD for a 12 month subscription as of 25 October 2007)
    9. Empower Benefits <ul><li>One MSDN Premium Subscription Media Kit and five (5) user licenses </li></ul><ul><li>ISV Advisory Service (10 Hours) </li></ul><ul><li>Internal-use software licenses – Vista & Office </li></ul><ul><li>Software license and Client Access Licenses (CALs) for: </li></ul><ul><ul><li>Windows Server 2008 (Standard or Enterprise Edition) </li></ul></ul><ul><ul><li>Microsoft Exchange Server 2007/2003 (Standard or Enterprise Edition) </li></ul></ul><ul><ul><li>Microsoft SQL Server 2005 (Standard or Enterprise Edition) </li></ul></ul><ul><ul><li>Microsoft Office SharePoint Server 2007 or 2003 </li></ul></ul>
    10. Empower or Action Pack <ul><li>Empower - Development Focus </li></ul><ul><li>$875 (as of Oct 07) </li></ul><ul><li>MSDN </li></ul><ul><li>Visual Studio </li></ul><ul><li>Advisory Hours </li></ul><ul><li>Action Pack - Business Focus </li></ul><ul><li>$699 (as of Oct 07) </li></ul><ul><li>Marketing tools </li></ul><ul><li>Sales tools </li></ul>
    11. ISV Profitability Customers <ul><li>Characteristics of Top Performers </li></ul><ul><ul><li>They Rely on New Customers </li></ul></ul><ul><ul><li>Focus on New Software Development </li></ul></ul><ul><ul><li>Narrow their Technology Focus </li></ul></ul><ul><ul><li>Successfully Partner with the Ecosystem </li></ul></ul>Company Performance Net Profit Margin (%) Cash Flow from Ops (%) Revenue Growth (%) Gross Profit Margin (%) Business Velocity Change in Market Share (%) Deal Growth (%) Customer Growth (%) Deal Execution Average Deal Size ($/deal) Sales Cycle (mo) Implementation Time (mo) Partnering Revenue per Employee ($/emp) Productivity Innovation
    12. ISV/Software Solutions competency <ul><li>A recent IDC study* compared ISV-competency partners against a benchmark group of non-Windows ® ISVs. </li></ul><ul><li>  </li></ul><ul><li>  </li></ul>*Commissioned by Microsoft, IDC’s Microsoft ISV/Software Solutions Competency: Partner Pathway to Business Performance , Mathew Lawton and Stephen Graham, October 2006. <ul><ul><li>Outperform Industry Benchmark in 10 of 11 KPI’s </li></ul></ul>Industry Benchmark Companies not on Windows and not in MSPP Microsoft Competency Partners Industry Benchmark Companies on Windows and not in MSPP Customer Growth (%) 24% 13% 19% Implementation Time (mo) 3.6 7.1 6.2 Sales Cycle (mo) 6.1 9.1 7.1
    13. ISV-competency partners outperformed the benchmark group. <ul><li>Through their ability to: </li></ul><ul><li>Retain more experienced and better trained developers. </li></ul><ul><li>Spend less money on research and development. </li></ul><ul><li>Put more time toward developing new products, and spend less time maintaining existing ones. </li></ul><ul><li>Maximize their revenue, customer, and deal growth. </li></ul>
    14. ISV/Software Solutions Competency MSDN Demo Showcase for People-Ready Business Core and Enhanced New Technical Evangelism ISV Advisory Services ISV Buddy ISV Royalty ISV Telesales Service Solution Finder ISV ROI Calculator Competitive Sales Assistance Windows Error Reporting Additional Tech Svc Coordinator hours Market Research for ISVs INNOVATE ON International ISV Assistance Marketing Skills Channel Building ISV Business Builder Microsoft Finance DELIVER INNOVATIVE SOLUTIONS INCREASE OPPORTUNITIES CLOSE MORE SALES SUPPORT CUSTOMERS
    15. ISV Partner Program Benefits <ul><li>Product Roadmaps </li></ul><ul><li>Product Architectures (S+S) </li></ul><ul><li>Software Development Strategies </li></ul><ul><li>Software IP Protection </li></ul><ul><li>InnovateOn </li></ul><ul><li>Competitive Analysis </li></ul><ul><li>Innovation (Emerging Product Areas) </li></ul><ul><li>Product Development Support </li></ul><ul><li>Product Development Training </li></ul><ul><li>Code Samples </li></ul><ul><li>Shared Source/Open Source Libraries </li></ul><ul><li>Development Community Links </li></ul><ul><li>Endorsed 3 rd Party Dev/Test Resources </li></ul><ul><li>Software Dev Licenses, </li></ul><ul><li>Software Eval Licenses to Distribute ISV solution </li></ul><ul><li>Metro Early Adopter </li></ul><ul><li>Windows Live Quick Start </li></ul><ul><li>IDC Research </li></ul><ul><li>Software Distribution Strategies </li></ul><ul><li>Software Pricing/Licensing Strategies </li></ul><ul><li>Hiring/Comp Strategies </li></ul><ul><li>Software M&A Strategies </li></ul><ul><li>Business Analyst Reports </li></ul><ul><li>GTM Strategies </li></ul><ul><li>Emerging Opportunity Areas </li></ul><ul><li>Business Models </li></ul><ul><li>Customer Adoption Examples </li></ul><ul><li>Geo/Emerging Business Threats </li></ul><ul><li>Case Studies </li></ul><ul><li>P2P Opportunities </li></ul><ul><li>Communities </li></ul><ul><li>Partner-TV </li></ul><ul><li>Microsoft Finance </li></ul><ul><li>Co-Marketing Funds </li></ul><ul><li>Product Catalogs </li></ul><ul><li>Campaigns MS is Driving </li></ul><ul><li>Marketing Training </li></ul><ul><li>Press Support </li></ul><ul><li>Demo Development Support </li></ul><ul><li>Case Study Dev Support </li></ul><ul><li>MS Events Calendar (corp/reg) </li></ul><ul><li>Pre-Sales Tech Support </li></ul><ul><li>Sale Kit Support </li></ul><ul><li>Sales & Marketing Communities </li></ul><ul><li>Webcasts/Podcasts </li></ul><ul><li>ISV Royalty </li></ul><ul><li>Marketplaces </li></ul><ul><li>Solution Profiler </li></ul><ul><li>SPLA </li></ul><ul><li>Channel Builder </li></ul><ul><li>Cross Border </li></ul><ul><li>Press/Analyst </li></ul><ul><li>Showcase apps </li></ul>Business Technical Sales & Marketing Blogs
    16. Principles of Successful Partnering
    17. The Partner Value Proposition Summary Slide Radar Leverage <ul><li>Opportunity Visibility </li></ul><ul><li>Pipeline / Forecast </li></ul><ul><li>Customer Insight </li></ul><ul><li>Competitive Feedback </li></ul><ul><li>Influenced Revenue </li></ul><ul><li>Scale / Reach </li></ul><ul><li>P2P Connections </li></ul><ul><li>Momentum </li></ul><ul><li>Competitive Advantage </li></ul><ul><li>Brand Credibility </li></ul>
    18. Know the Microsoft Organisation (general overview)
    19. Like Microsoft, be Product Centric <ul><li>Align with product groups (talk in $’s) </li></ul><ul><li>Align with our customer campaigns </li></ul><ul><li>Understand what is strategically important in any given fiscal year or part of </li></ul><ul><li>Master Microsoft’s “alphabet soup” </li></ul><ul><li>Know the organisation </li></ul><ul><li>Keep your PAM updated with what you are doing if you have one </li></ul><ul><li>Treat Microsoft as a ‘customer’ </li></ul>
    20. Like Microsoft, be Customer Focused <ul><li>Know the account teams </li></ul><ul><li>Understand and use the resources available </li></ul><ul><li>Customer comes first (CPE not PCE) </li></ul><ul><li>Help Microsoft enhance their product pitches and customer relations </li></ul><ul><li>Articulate your [direct / indirect] influence on Microsoft licence revenue </li></ul><ul><li>Contribute effectively </li></ul><ul><ul><li>Consistently help Microsoft sell product </li></ul></ul><ul><ul><li>Play where the market action is most intense </li></ul></ul><ul><ul><li>Navigate the field and work dynamically with it </li></ul></ul><ul><ul><li>Focus on efficiency (lower cost of sales) and efficacy (build co-branding, satisfy customers) </li></ul></ul>
    21. Avoid Common Pitfalls <ul><li>Do not tell Microsoft you can do it all </li></ul><ul><li>Don’t be another XYZ partner </li></ul><ul><li>Do not spread your messaging in too many markets, but profile yourself in 1-2 verticals </li></ul><ul><li>Do not change your messaging to Microsoft, or your customer’s, too often </li></ul><ul><li>Don’t have “uneducated” people represent your company to Microsoft </li></ul>
    22. ISV Royalty Program Overview <ul><li>The ISV Royalty Licensing Program offers Independent Software Vendors (ISVs) a convenient way to integrate Microsoft software applications into your software business solutions, to replicate the solution, and to distribute a fully licensed solution to customers. </li></ul>
    23. Benefits Earn 25 Partner Program Points
    24. Sample of Microsoft Products Available** <ul><li>Microsoft BizTalk Server </li></ul><ul><li>Microsoft Commerce Server </li></ul><ul><li>Microsoft Dynamics CRM </li></ul><ul><li>Microsoft Exchange Server </li></ul><ul><li>Microsoft Host Integration Server </li></ul><ul><li>Microsoft Internet Security and Acceleration Server </li></ul><ul><li>Microsoft Office Professional Plus </li></ul><ul><li>Microsoft Office SharePoint Server </li></ul><ul><li>Microsoft Project Server </li></ul><ul><li>Microsoft SQL Server </li></ul><ul><li>Microsoft Virtual PC </li></ul><ul><li>Microsoft Virtual Server </li></ul><ul><li>Microsoft Visual Studio </li></ul><ul><li>Microsoft Windows Terminal Server Client Access Licenses (CALS) only </li></ul>**List is a sample only and current as of 1 May 2007
    25. Requirements
    26. Embedded Maintenance
    27. My Contact Details Christian Longstaff [email_address] +61 2 9870 2894
    28. Appendix
    29. How Partner Points work <ul><li>Qualifying Points: </li></ul><ul><li>Qualifying Partner Points must be earned to achieve Certified Partner or Gold Certified Partner status. </li></ul><ul><li>Additional Partner Points </li></ul><ul><li>Points you earn after you’ve reached your maximum qualifying points. There is no limit to the number of additional points that you can earn. </li></ul><ul><li>Earning Points </li></ul><ul><li>Achievement of Microsoft Competencies </li></ul><ul><li>Achievement of Microsoft professional certifications </li></ul><ul><li>Obtaining approved customer references </li></ul><ul><li>Achievement of approved tested products </li></ul><ul><li>Demonstrating Microsoft sales performance </li></ul><ul><li>Participation in Customer Satisfaction Index or Metrics that Matter too </li></ul>
    30. 3 Steps in becoming a Microsoft Partner <ul><li>Step one: become a Microsoft Registered Partner: There is no cost to do this and it will enable you to access secure content and training resources on the partner website, as well as subscribing to our regular newsletter. In order to find out more about our local resources for ISV’s, please visit . </li></ul><ul><li>Step two: register for Empower: If you have not completed the development of your application yet, we have a different program to support your development efforts. As a Registered Partner you are able to enrol in the Empower program (12 month subscription for $875AUD). This is a program for partners who are developing a packaged software solution, and require development tools and access to resources to assist them for a period of time until their software is complete, and ready to be tested. At that stage, to progress in the Microsoft Partner Program and become a Microsoft Certified Partner it will be necessary to test your product, and provide some customer references in order to gain a “competency”. If you have completed the development of your application and it is market, proceed to step 3. </li></ul><ul><li>Step three: become a Microsoft Certified Partner If you have completed the development of your software application you may want to immediately submit it for testing. Full info on the testing and costs is here . Having a tested product and supplying customer references will gain you the ISV- Software Solutions Competency and with a competency you are able to become a Microsoft Certified Partner. The link to more information on gaining this competency is located here: </li></ul><ul><li>The cost per annum of Microsoft Certified Partner membership is ~$3465AUD.  This is membership for a single site – with one set of benefits. You can also register any other sites and they can use the Certified Partner logo too. Details of the benefits are here: </li></ul><ul><li>If you have any further questions about the process of becoming a partner, please contact our Partner Hotline on 13 20 58 option 4 or [email_address] .  </li></ul>
    31. Glossary <ul><li>GTM (Go to Market - Microsoft customer campaigns) </li></ul><ul><li>ISV (Independent Software Vendor - a development partner who builds a solution based on the Microsoft platform) </li></ul><ul><li>MSPP (Microsoft Partner Program) </li></ul><ul><li>MfP (Microsoft for Partners) </li></ul><ul><li>MSDN (Microsoft Developer Network – refers to either the developer community and/or the annual subscription of developer software) </li></ul><ul><li>PAM (Partner Account Manager) </li></ul><ul><li>CPE (Customer Partner Experience) </li></ul><ul><li>DPE (Developer Platform Evangelists – refers to the people in the group who ‘evangelise’ our latest product and platforms) </li></ul><ul><li>MCS (Microsoft Consulting Services) </li></ul><ul><li>CMO (Central Marketing Organisation) </li></ul><ul><li>SS (Specialist Sales) </li></ul><ul><li>TS (Technical Sales) </li></ul>
    32. <ul><li>2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. 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. </li></ul>