connecting to the microsoft partner network

Connecting to the Microsoft

Partner Network

Peter DedrijPartner Strategy & Programs Lead

Lien DeleenheerPartner Program Manager

We are here to support you!

Peter DedrijPartner Strategy &

Programs [email protected]

Lien DeleenheerPartner Program

[email protected]

Imma VerheyenPartner Skills

Development [email protected]

Ilse WathionPartner Marketing

Manager & BPOS Partner Lead

[email protected]

Ann De BisschopChannel Development

[email protected]

Tom CrombezChannel Audience

[email protected]

lovehatethinkbelievefeelwish

Partnering with Microsoft

believe

love

thinkI love it when I see you all here, excited to find out how we can do more & better business together!

feelwish

Partnering with MicrosoftI love it when I see you all here, excited to find out

how we can do business together!

I hate the orange look & feel of the Microsoft Partner Program

I think we can improve visibility in the market for our best performing partners

lovehatethinkbelievebelieve

love

think

feelwish

Partnering with Microsoft

I hate the orange look & feel of the Microsoft Partner Program

I think we can improve visibility in the market for our best performing partners

I believe partners who invest early and have deep skill sets should be recognized


love

think

feelwish

Partnering with MicrosoftI think we can improve visibility in the market for

our best performing partners

I believe partners who invest early and have deep skill sets should be recognized


love

think

I feel there is an opportunity in social media to connect partners and customers we are not leveraging enough

“The Microsoft Partner Program is one of the largest and most vibrant in the industry…” – May 29, 2009

“We found that only one vendor, Microsoft, qualifies as a business technology vendor in its partner positioning….”

EXECUTIVE SUMMARY

Partnership is Our Strength

June 12, 2008

So why changing?Customer Demands

• Precise IT investments with immediate impact

• Solutions provided by trusted, capable experts

Partner Needs

• Connection to like minded communities & marketplaces

• Ability to differentiate their capabilities to customers

Market Forces

• Efficiency & innovation

• New business models

• New competition

MPN is About Seizing Opportunity Together

Connections

CustomersCapabilities

MPN is About Seizing Opportunity Together

Connections

CustomersCapabilities

Market Recognition That Supports You

Plugging Into The Network

Differentiating Your Business

Delivering More Value To Your Customers

Helping Customers Find

You

September – November 2009

Opportunities to strengthen your capabilities

Expertise to help you serve customers better

Communities that spark innovation & connection

We are a community borne from our continued commitment to serve the needs of our partners. Our vision for the Microsoft Partner Network is simple—to provide:

Together, we can create innovative solutions that drive profitability and sustain competitive advantage.

The Microsoft Partner Network


What relationship is best for me?

Subscriber

“I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.”

Competency Partner

“I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”

“I demonstrate my capabilities for small companies.”

Advanced Competency Partner

“I am recognized by the Microsoft Partner Network for offering ‘best-in-class’ solutions and undergoing a rigorous and auditable approval process customers value.”

Starting October 2010…

Community and Quick Starts“I have access to industry information, and through the peer network,

I connect with Microsoft and other business partners.”


Offerings

Communities & Quick Starts

Partner Qualification

Customer Evidence

Assessments

Capability

Profile

Fee

100%0%

Community connects you to: • Industry News• Networking• Software Announcements • Innovation


Offerings

Subscriptions


BizSpark Empower

MAPSWebsiteSpark

Customer Evidence

Assessments

Capability

Profile

Fee

100%0%

With subscriptions, start up companies, small business, and new partners can

develop their business & seek opportunities with the support of the

Microsoft Partner Network .


Subscriptions: Benefits

Plan• Profitability Modeler

Retain• Customer Satisfaction Index• Social Media e.g. Digital WPC,

Windows Azure community

Service• Online Technical Communities• Active Listening

Sell• Partner Sales Management• Compete Resources• Microsoft Financing• Licensewise• Demo Showcase on Windows Azure

Create Demand• Microsoft Pinpoint/Solution Finder• Partner Marketing Center• Digital Marketing for Partners• Brand / LogoBuilder

Enable• Internal Use Rights (Software) / Digital

Distribution• Partner Learning Center• Green Light (AppCompat)• Students2Business


Competencies

Example: Core Infrastructure

Systems Management

Identity and Security

Virtualization

Server Platform

Desktop Platform


Competencies help businesses demonstrate their expertise by aligning

to business needs, making your certification recognizable to

prospective customers.

Customer Evidence

Assessments

Capability

Profile

Fee

100%0%


Example: Core Infrastructure

Advanced Competencies

Advanced Advanced


Systems Management


Advanced

Advanced

Advanced

Virtualization

Server Platform

Desktop Platform

In October 2010, partners eligible for advanced competencies will showcase

‘best-in-class’ solutions that went through a rigorous and auditable approval process to demonstrate

customer value.

Customer Evidence

Assessments

Capability

Profile

Fee

100%0%


Competencies & Advanced Competencies: Benefits

Plan• Partner Business & Solution

Planning

Retain• Customer Satisfaction Index• Social Media e.g. Digital WPC

Service• Phone Support (TAS, TSA, BCPS)• Online Technical Forums• Active Listening

Sell• Deployment Planning Tools and

Incentives• Partner Sales Resources• Compete: Comphot• Microsoft Financing• S+S Partner Tools & Dashboard

Create Demand• Microsoft Pinpoint / Solution Finder• Marketing Factory• Digital Marketing for Partners• Brand / LogoBuilder


Distribution• Partner Learning Center• Partner training framework


Market Recognition That Supports You

Email: [email protected]: 023-456-7890Cell: 123.456.7890Fax: 223.456.7890

Brian PartnerJob Title

Street AddressSuite NumberCityZip code

I’m an engaged individual

I provide specialized solutions


William PartnerJob Title


Business IntelligencePortals & Collaboration

I’m focused on small and medium businesses


Susan PartnerJob Title


Small Business Medium Business Solution Provider

I’m starting a business or practice


Michelle PartnerJob Title


Whether you’re an individual, a startup,

or a best-in-class provider…

There’s a place for you in the Microsoft Partner

Network.

I provide best in class solutions

ADVANCED Portals & CollaborationADVANCED Business IntelligenceServices Ready


John PartnerJob Title


mailto:[email protected]


Small Business Specialist

“I demonstrate my capabilities for small and midsize companies through the Microsoft Partner Network.”

Subscription Offerings

“I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.”

Registered Member

“I have access to industry information, and through the peer network, I connect with Microsoft and other business partners.”

Certified and Gold Certified

Partners“I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”

Where do I fit today?

July 2009 to October 2010


The transition to the Microsoft Partner Network is taking place from July 2009 to October 2010. Here’s what you need to do to prepare:

*Gold Certified Partner requirement

Visit www.microsoft.be/partner for more details.

How do I Prepare?

Participate in CSAT Index surveys*

1

Meet new competency requirements

2

Launch of competencies & advanced competency structure

3 October 2010 October 2009 May 2010

http://www.microsoft.be/partner


Major updates in exam requirements

*Gold Certified Partner requirement

Visit https://partner.microsoft.com/nextgeneration for more details.

How do I Prepare?

Exam Requirements

Changes are additionsUploaded November 20th

1

Exam RequirementsRemoval old technologies exams

2

November 2009 May 2010

https://partner.microsoft.com/nextgeneration


Competencies & Advanced Competencies

Small & Medium Business

CRM & ERP

Customer Relationship Management

Enterprise Resource Planning

Small Business

Medium Business Solution Provider

Business Productivity

Unified Communications

Search

Business Intelligence

Content Management

Portals and Collaboration

Core Infrastructure


Virtualization

Systems Management

Desktop Platform

Server Platform

Application Platform

Web Development

Application Lifecycle

Management

Data Platform

Application Integration

Software Development

Cross Platform Solutions

Learning

Mobility

Digital Home

OEM

Hosting Platform

Software Asset Management

Volume Licensing

Authorized Distributor

Digital Marketing

Project & Portfolio Management

ISV


New CompetenciesExisting SpecializationsExisting Competencies

Introducing New CompetenciesCore Infrastructure Optimization

New exam and customer reference requirements effective May 2010

Get more details

Advanced Infrastructure Solutions Systems Management Systems Management

Advanced Infrastructure Solutions Windows Desktop Deployment Desktop Platform

Security Solutions Identity & Secure Access / Infrastructure Security Identity & Security

Virtualization Solutions None Virtualization

Advanced Infrastructure Solutions Active Directory / Storage Solutions Server Platform

We are simplifying the current competency and specialization structure to align with solutions that solve customer business challenges.

https://partner.microsoft.com/40109869



Introducing New CompetenciesBusiness Productivity Infrastructure Optimization


Get more details

Information Worker Solutions Enterprise Content Management and Forms Content Management

Information Worker Solutions Office Solutions Development / Portals and Collaboration Portals and Collaboration

Unified Communications Solutions IM/Presence / Messaging / Voice Unified Communications

Information Worker Solutions Search Search





Introducing New Competencies


Get more details

Information Worker Solutions Data Visualization Business Intelligence

Business Intelligence Business Intelligence Platform / Performance Management Business Intelligence

Custom Development Solutions Web Development Web Development

Custom Development Solutions Application Infrastructure Development / Smart Client Development Software Development

Data Management Solutions Data Management Solutions Data Platform


SOA and Business Process SOA and Business Process Application Integration






Get more details

Small Business Specialist CommunityNetwork Solutions, Business

Productivity Solutions, Hardware Solutions

Small Business

Networking Infrastructure Solutions Networking Infrastructure Solutions Solution Provider







Get more details

OEM Hardware Solutions System Building / Device Manufacturing OEM

Hosting Solutions Hosting Solutions Hosting Platform

Learning Solutions License Delivery Learning

Information Worker Solutions Enterprise Project ManagementProject and Portfolio

Management

Information Worker Solutions Office Deployment Deployment Services


Independent Software Vendor Independent Software Vendor Independent Software Vendor

Licensing Solutions License Delivery Licensing

Licensing Solutions Software Asset Management Software Asset Management

Mobility Solutions Mobility Solutions Mobility

https://partner.microsoft.com/competencies



Introducing New CompetenciesCustomer Relationship Management , Enterprise Resource Planning


Get more details

Microsoft Business Solutions Microsoft Business Solutions Customer Relationship Management and Enterprise Resource Planning


https://partner.microsoft.com/competencies


Benefits

Plan• Partner Business & Solution

Planning

Retain• Customer Satisfaction Index• Social Media e.g. Digital WPC

Service• Phone Support (TAS, TSA, BCPS)• Online Technical Forums• Active Listening

Sell• Deployment Planning Tools and

Incentives• Partner Sales Resources• Compete: Comphot• Microsoft Financing• S+S Partner Tools & Dashboard

Create Demand• Microsoft Pinpoint / Solution Finder• Marketing Factory• Digital Marketing for Partners• Brand / LogoBuilder


Distribution• Partner Learning Center• Partner training framework

Benefits - Retain

Fast and effective online survey

solution—CSAT Index can help you:

• Make more informed business decisions

• Discover opportunities for business improvement

• Measure performance against other partners

Participate today and meet your Gold Certified partner re-enrollment / enrollment requirement.

Loyalty Driver Analysis

Customer Loyalty Segmentation

KPI Dashboard & Benchmarks

https://partner.microsoft.com/salesmarketingsection/smcsat


Benefits - Enable

Licensing Benefits• November 2009 – Digital Distribution licensing statement

New!


Benefits - Enable

Access to Information• Partner Portal

• www.microsoft.be/partner• Local Information• Selection of most important information

• www.partners.microsoft.com• International website• Additional resources & tools

• Partner Newsletter• Monthly • Go to: https://partner.microsoft.com/belux-nl40057734

http://www.microsoft.be/partner

http://www.partners.microsoft.com/

https://partner.microsoft.com/belux-fr/40057734


Benefits - Enable

Marketing FactoryYour source for: Presentations,

whitepapers, invitation templates

Log your events and obtain visibility on Microsoft website

Parter Training FrameworkFind local organized trainings

Subscribe to trainings

https://partner.microsoft.com/belux-nl/trainingevents/training


Benefits – Support


Benefits - Support

• Partner online technical communities• For whom?

• All Microsoft partners

• What?• Assistance in break-fix situations• Presales assistance• Review posts, answer questions or post your own questions• Monday through Friday• Answers within 4 or 8 business hours


Benefits - Create Demand

“Find a partner” (!)Tool for potential customers to find a partnerOverview of partners active in competencyRanking upon number of customer referencesMake sure your profile is up-to-date (PMC)http://www.microsoft.com/belux/nl/partnerdirectory

http://www.microsoft.com/belux/nl/partnerdirectory


Benefits – Create demand

• Logo Builder• Make your own Certified & Gold Certified Logo• https://partner.microsoft.com/global/program/programoverview/40012205

https://partner.microsoft.com/global/program/programoverview/40012205


Benefits - Sell

ww.partnersalesresources.com

http://partnersalesresources.com/Pages/default.aspx


Benefits - Sell

Demo Showcase• Download Demo Showcase Application

• http://demoshowcasesuite.com/public/Find.aspx

• Search, distribute manage your demos• Make your own click through demos

• Available today!• Windows 7 & Exchange 2010 demos

.

http://demoshowcasesuite.com/public/Find.aspx


Timeline

July 2009 November 2009 May 2010 October 2010

New MPN competency launched

• Virtualization

Partners enrolling or re-enrolling as Gold Certified Partners must have participated in the Customer Satisfaction (CSAT) Index.

New MPN competencies launched

• Desktop Platform • Server Platform • Systems Management


• Application Integration• Application Lifecycle

Management• Business Intelligence• Business Productivity• Content Management• Customer Relationship

Management• Data Platform• Enterprise Resource Planning• Hosting Platform• Identity & Security• ISV• Learning• Medium Business Solution

Provider• Mobility• OEM• Portals & Collaboration• Project & Portfolio

Management• Search• Small Business• Software Asset Management• Unified Communications• Volume Licensing• Web Development

Advanced competencies introduced

Enhanced competency benefits available


• Authorized Distributor• Digital Home• Digital Marketing

New partner logos are available for partner use.

Questions?

connecting to the microsoft partner network

Documents

microsoft partner programi

partner positioning

microsoft advantage

success of partners

better business

business technology

customershelping customers

orange look feel