“ microsoft partner network”
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“ Microsoft Partner Network”. Rebekka Musaeus, MPN Lead Microsoft . . Vi er på en rejse…. Ændringer i maj (24. maj. 2010) Hvad ændres? Hvad skal du gøre? Ændringer til oktober (TBD 2010) Hvad ændres? Hvad skal du gøre?. Kompetencenavne før 24. maj 2010. - PowerPoint PPT PresentationTRANSCRIPT
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Vi er på en rejse…
Ændringer i maj (24. maj. 2010)- Hvad ændres?- Hvad skal du gøre?Ændringer til oktober (TBD 2010)- Hvad ændres?- Hvad skal du gøre?
2010https://partner.microsoft.com/40115883
Kompetencenavne efter 24. maj 2010
Small Business
Midmarket Solution Provider
Sammenlign med status i Partner Membership Center
https://partners.microsoft.com/PartnerProgram/ManageCompetencies.aspx
Hold ekstra øje med
mailboksen!!
9 Microsoft Confidential* Competency Specific refers to a range of specialized competencies that a partner can achieve with core and
advanced
Community
Core
AdvancedAdvanced – Competency Specific*
Core - Competency Specific*
WebSpark
BizSpark
Action Pack (SP, D&D)
Approach
• Større %-del af fordelene vil være kompetencespecifikke
• Mere relevans i forhold til den enkelte kompetence / det enkelte forretningsområde
Bene
fit V
alue
Partner Commitment
MPN fordele - design
Subscriber
MPN fordele - Core
11
Plan
Enable
Sell
Create Demand
Retain
Competency Advanced Competency(Beginning October 2010)
• Career Resources Students 2 Business• Customized Newsletters and RSS Feeds
(using exact target)
• Career Resources Students 2 Business• Customized Newsletters and RSS Feeds
(using exact target)
• Internal Use Software (Detail available upon request)• Test/Dev Software:• 5 VS Premium w/MSDN• TechNet• Partner Learning Center• Targeted Learning Paths (by partner type)• Practice Builder and Practice Accelerator
• Internal Use Rights ++ (Detail available upon request)• Test/Dev Software:• 10 VS Premium with MSDN• TechNet• Partner Learning Center • Customized and Targeted Learning Paths
(by partner type)• Practice Builder , Services Ready and Practice Accelerator
• Marketplace Prioritization MSFT Pinpoint High• Partner Marketing Center
• Marketplace Prioritization MSFT Pinpoint Top• Partner Marketing Center
• Channel Incentives BPOS: Partner Fee (12% initial, 6% recurring = 18% total 1st year – 6% each year as long as they are in the program), 250 free seats
• Microsoft Financing • Sales Skills Training• Partner Sales Tools & Resources• Demo Showcase• License Wise• Coverage: eligible for Opportunity Support
• Channel Incentives BPOS: Partner Fee (12% initial, 6% recurring = 18% total 1st year – 6% each year as long as they are in the program), 250 free seats
• Deal Reg Rebate Incentives (select competencies)• Sales Skills Training• Partner Sales Tools & Resources• Demo Showcase• License Wise• Coverage: eligible for PAM/TPAM • PSP Activation Kit• Customer Opportunity Insights Tool
• 20 total Phone-based advisory hours, plus unlimited deal related support*
• Online Support Experience (including OTC)• 5- Pack Break/Fix incidents• Unlimited BCPS
* Note: Deals must be of a specified amount or greater and registered in the Deal Registration system
• 50 total Phone-based advisory hours, plus unlimited deal related support*
• Online Support Experience (including OTC)• 5 Pack Break/Fix incidents• Unlimited BCPS
* Note: Deals must be of a specified amount or greater and registered in the Deal Registration system
• CSAT • CSAT
Service
Hvad skal jeg bruge for at kunne forhandle Dynamics?
MPN Aftale(Microsoft Partner Program)1 2
SPA Aftale(Dynamics)
Samme struktur som idag
Must achieve Competency OR Advanced Competency
General Requirements Membership in MPN Fee 2000$ Fee 4000$• Annual Renewal• Achieve AMR industry
validation
Minimum Revenue Requirement$20,000 direct annual total
revenue(enforced 12 months after signing)
Direct annual license revenue: Direct annual license revenue:
Mature:$50,000
Emerging:$25,000
Mature:$100,000
Emerging:$50,000
BREP Revenue Recapture Mature: 65% Emerging: 40% Mature:
85% Emerging: 60%
Participate in Satisfaction Survey yes
Customer Business References 3 ERP 5 ERP 7 that are industry-specific
Partner Service Plan Requirement yesPersonnel Certification/Accreditation
RequirementsAt least 2 different
people requiredAt least 3 different
people requiredAt least 6 different
people requiredSales specialist 1 person 2 people 2 industry-specific people
Pre-Sales specialist 1 person 1 person
Application consultant/developer AX/NAV: 2 people C5: 1 person 3 people 6 people 4 people
Implementation methodology 1 person 2 people 3 people
Organizational Certification Requirements- Industry Solutions
Authorized reseller of a Microsoft industry solution(s)
(either CfMD or AX certified)
Customer methodology references 2 3
Launched October 2010
ERP VAR Selling business model
ERP Competency
AdvancedERP
Competency
Microsoft PartnerSPA
OptionalINDUSTRY SPECIFIC BADGE
Hvilke tekniske eksaminer til MPN ERP kompetence niveauerne?AX NAV C5MB6-820: Installation and Configuration in Microsoft Dynamics AX 2009 orMB6-503: Microsoft Dynamics AX 4.0 Installation and Configuration
MB7-841: Microsoft Dynamics NAV 2009 C/SIDE Solution DevelopmentMB7-516: Microsoft Dynamics NAV 5.0 C/SIDE Solution DevelopmentMB7-222: Microsoft Dynamics NAV 4.0 C/SIDE Solution Development
MB5-856: Microsoft C5 2010 Application ConsultantMB5-646: Microsoft Dynamics C5 2008 Systemkonsulent
MB6-818: Financials in Microsoft Dynamics AX 2009 orMB6-507: Microsoft Dynamics AX 4.0 Financials
MB7-839: Microsoft Dynamics NAV 2009 Core Setup and FinanceMB7-515: Microsoft Dynamics NAV 5.0 FinancialsMB7-225: Microsoft Dynamics NAV 4.0 Financials
MB5-854: Microsoft Dynamics C5 2010 Programming examsMB5-648: Microsoft Dynamics C5 2008 Programming
MB6-819: Development Introduction in Microsoft Dynamics AX 2009 orMB6-508: Microsoft Dynamics AX 4.0 Development Introduction
MB7-838: Microsoft Dynamics NAV 2009 Installation and ConfigurationMB7-517: Microsoft Dynamics NAV 5.0 Installation and ConfigurationMB7-226: Microsoft Dynamics NAV 4.0 Installation and Configuration
MB5-854: Microsoft Dynamics C5 2010 Programming examsMB5-648: Microsoft Dynamics C5 2008 Programming
MB6-817: Trade and Logistics in Microsoft Dynamics AX 2009 orMB6-509: Microsoft Dynamics AX 4.0 Trade and Logistics
Exam 70-432: TS: Microsoft SQL Server 2008 Implementation and Maintenance orExam 70-431: Microsoft SQL Server 2005 - Implementation and Maintenance
70-653: TS: Windows Small Business Server 2008, Configuring
Implementation Methodology
CRM VAR Selling in Market A
16
CSALaunched October 2010
OptionalINDUSTRY SPECIFIC
BADGECRM
Competency
AdvancedCRM
Competency
Microsoft
PartnerMust achieve competency OR
advanced competency
General Requirements Fee ca. 2000$ Fee ca. 4000$• Annual Renewal• Achieve AMR industry
validation
Minimum Seat Countor
Minimum Revenue20 annual seats or
$10,000 annual total revenue150 annual seats or
$100,000 annual total revenue
300 annual seats or$200,000 annual total revenue
Participate in Satisfaction Survey yes
Customer Business References 3 CRM 5 CRM 7 that are industry-specific
Partner Service Plan Requirement yes
Personnel Certification/Accreditation Requirements
At least 2 different people required
At least 3 different people required
At least 6 different people required
Sales specialist 1 person 2 people 2 industry-specific peoplePre-Sales specialist 1 person 1 person
Application consultant/developer 2 people 3 people 6 people 4 peopleImplementation methodology 1 person 2 people 3 people
Organizational Certification Requirements
Industry solutionsAuthorized reseller of a Microsoft
industry solution(s) (either CfMD or AX certified)
Customer methodology references 2 3
*For more details refer to the CSA guide
Hvilke eksaminer til CRM CSA og MPN kompetencer?
CRMExam MB2-632: Microsoft Dynamics CRM 4.0 ApplicationsExam MB2-423: Microsoft Dynamics CRM 3.0 Applications
Exam MB2-631: Microsoft Dynamics CRM 4.0 Customization and ConfigurationExam MB2-422: Microsoft Dynamics CRM 3.0 Customization
Exam MB2-633: Microsoft Dynamics CRM 4.0 Installation and DeploymentExam MB2-421: Microsoft Dynamics CRM 3.0 Installation and Configuration
Implementation Methodology
Hvilke tekniske eksaminer til SPA-niveau?
AX, NAV, CRM C5Samme AX, NAV; CRM eksaminer som på forrige slide – blot kun fordelt på 2 personer
1 person:MB5-856: Microsoft C5 2010 Application ConsultantellerMB5-646: Microsoft Dynamics C5 2008 Systemkonsulent
1 person: Implementation Methodology
Opsummering af Tidslinie
Maj 2010 Oktober 2010 Marts 2011 1 år efter ny SPA
MBS Kompetencen
splitter til ERP og CRM
Ny MPN Branding træder ikraft
Nye MPN krav stadfæstes
Minimum SPA omsætning skal
mødes
“Business as usual” MPN krav: Minimum direkte/ influenced omsætning, minimum ERP BREP recapture rate, kundereferencer, methode referencer. Advanced Competency har endvidere en Partner Service Plan og deltagelse I kundetilfredsheds undersøgelse
MPN Krav: Salgs og Pre-sales ressourcer skal være certificerede
SPA krav NAV og AX:Min. 2 produktcertificerede resourcer og 1 resource metodecertificeret ressource
SPA krav C5:Min. 1 produktcertificerede ressource og 1 metodecertificeret ressource
(Må godt være samme person)
SPA krav:Rullende 12 mdrs
min. Omsætningskrav skal mødes
NYT!!
Eksempel1: Min SPA udløber 31. Juli, 2010Min SPA udløber… Jeg har behov for møde de nye certificeringskrav … Jeg skal møde de nye SPA
omsætningskrav …
Juli 31, 2010 Marts 2011 1 år fra gentegning af nye SPA
Hvornår min SPA udløber, og hvornår skal jeg møde de nye SPA krav?
Min SPA udløber… Jeg har behov for møde de nye certificeringskrav … Jeg skal møde de nye SPA omsætningskrav …
Juli 31, 2011 Marts 2011 1 år fra gentegning af nye SPA
Eksempel2: Min SPA udløber 31. Juli, 2010
appendix
https://www.microsoft.com/partner/licensingcalculator/default.aspx
Træningsressourcer:
Teknisk træning og SureStep
Uddannelsespartnere: www.microsoft.dk/cpls, Microworld, Firebrand og Blueworkers
Sales og Presales, marketing (non technical)
PDC – www.partnerdevelopmentcenter.dk
Flyv videre med succes!- Hvordan kan partneren bedst forberede sig
Træning Hold certificeringer opdateret, opgrader til It-Pro niveau
CSAT Customer Satisfaction IndexKrav for Gold Partnere
Hold dig orienteret: www.microsoft.dk/partner, på partnerbloggen, i nyhedsbreve , LinkedIn eller via din PAM
InfoLoyalty Driver Analysis
Customer Loyalty Segmentation
KPI Dashboard & Benchmarks
MPN-profilVurder om et tættere partnerskab ernoget der kan gavne din forretningAfdæk dine muligheder og behov.