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MICROSOFT PARTNER NETWORK
2011 AWARDS
OVERVIEW AND CRITERIA
(Latest update 30 June 2011 all previous versions rendered null and void)
Recognizing partners that have excelled in delivering Microsoft solutions over Microsofts
fiscal year. This is an opportunity for Microsoft, and our partners, to celebrate the
achievements of companies that have had a positive impact on the market.
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Contents
Awards Overview ............................................................................................................................................... 3
Awards Process ................................................................................................................................................... 3
Changes for the 2011 Awards ............................................................................................................................. 4
Award Benefits ................................................................................................................................................... 4Panel Interviews .................................................................................................................................................. 4
Entry Level Requirements: ................................................................................................................................. 5
Managing Directors Partner of the Year.................................................................................................... 7
Customer Experience Partner of the Year ................................................................................................. 8
Large Account Reseller of the Year.............................................................................................................. 9
Services Partner of the Year ....................................................................................................................... 10
Small Business Specialist of the Year ........................................................................................................ 11
Social Responsibility Partner of the Year ................................................................................................ 12Winning Customers Partner of the Year .................................................................................................. 13
Spark Partner of the Year ............................................................................................................................ 14
Application Integration Partner of the Year ............................................................................................ 15
Application Lifecycle Management Partner of the Year........................................................................ 17
Authorised Distributor of the Year............................................................................................................ 18
Business Intelligence Solutions Partner of the Year.............................................................................. 20
Content Management Partner of the Year ............................................................................................... 22
Dynamics CRM Partner of the Year ........................................................................................................... 23Data Platform Partner of the Year ............................................................................................................. 24
Desktop Partner of the Year ....................................................................................................................... 25
Digital Marketing Partner of the Year ...................................................................................................... 27
Dynamics ERP Partner of the Year ............................................................................................................ 28
Hosting Partner of the Year ........................................................................................................................ 29
Identity and Security Partner of the Year ................................................................................................ 31
ISV / Software Solutions Partner of the Year .......................................................................................... 33
Learning Partner of the Year ...................................................................................................................... 35Mobility Partner of the Year ....................................................................................................................... 38
OEM Hardware Partner of the Year ........................................................................................................... 39
Portals and Collaboration Partner of the Year ....................................................................................... 41
Project and Portfolio Management Partner of the Year........................................................................ 42
Search Partner of the Year .......................................................................................................................... 44
Server Platform Partner of the Year ......................................................................................................... 45
Software Asset Management Partner of the Year................................................................................... 47
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Software Development Partner of the Year............................................................................................. 49
Systems Management Partner of the Year ............................................................................................... 51
Unified Communications Partner of the Year ......................................................................................... 53
Virtualisation Partner of the Year ............................................................................................................. 55
Volume Licensing Partner of the Year ...................................................................................................... 57
Web Development Partner of the Year ..................................................................................................... 59
Awards Overview
The Microsoft Partner Network 2011 Awards recognise partners in South Africa that have excelled in delivering Microsoft solutions
over Microsoft's fiscal year 2011. This is an opportunity for Microsoft, and our partners, to celebrate the achievements of companies
that have had a positive impact on the market. Partners that meet the award criteria will be able to complete the online self
nomination form. The awards presentation will take place at the Microsoft Partner Summit Gala Dinner in 2011.
Awards Process
The Microsoft Partner Network Awards are highly regarded by Microsoft and our partners and, as such, the process of awarding
winners and finalists is a stringent and serious one.
Each award has an award owner - a senior person within Microsoft responsible for that award and for leading the judging teams.
Firstly, criteria are published which outline the activities, achievements or metrics by which the partner award submissions will be
judged. Partners will have an opportunity to nominate their organisations for any of the self-nomination awards for which they
qualify (please reference the entry-level requirements table below).
The criteria for each award is divided into six criteria areas, namely winning new customers, driving customer satisfaction, growing
the business, innovation, enabling people and bonus factors. Each of these areas is assigned a weighting according to its importance
for each award. Criteria and the weighting of each criterion area are set by the award owner.
The award nomination process requires that the partner representative sign into the awards submission tool and enter general
company as well as award-specific information according to the questions presented for that award. Partners can nominate
themselves for multiple awards, as long as they meet the entry-level requirements. The questions are set by the award owners with
contributions from relevant Microsoft stakeholders.
Once the submission tool is closed the nominations are collated and presented to the judges for review. The judging teams are made
up of individuals within Microsoft (and in some instances independent advisors) that have a vested interest in the award category
Judges include representatives from the following Microsoft divisions: Developer and Platform Evangelism, Business Marketing
Organisation, Enterprise and Partner Group, Public Sector, Small and Mid-Market Solutions and Partners, Customer and Partner
Experience, Original Equipment Manufacturer and the Services Department, as well as external independent advisors where
applicable.
The judges review each submission according to the criteria set for each award and score the submission in each of the six areas on
a nine point scale. These scores are then consolidated and the weightings applied which provides an overall score for each
submission. This is then calculated as a percentage which represents the final score for each nomination.
The top five partners that score 75 percent or more qualify for the shortlisted interview phase and the partner that scores the
highest final score is the winner for that category. In the case of a dead tie the partners will share the award. Award finalists will be
announced prior to the awards evening. The winners will be announced at the Microsoft Partner Summit Gala Dinner in 2011.
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Changes for the 2011 Awards
Over and above the introduction of new award categories (detailed below in the entry level requirements summary), the following
enhancements have been put in place:
Process changes in 2011:
75 scoring threshold
Only top three scored are finalists
All awards will have both a submission phase and interview phaseOnly top 5 submissions scoring above 75% will be shortlisted for interview phase
Submission changes in 2011:
No generic questions award specific only
Increased word count to support submission
No document attachments into the tool
Strong focus on proof, evidence and examples to be provided
Award Benefits
Partners that nominate their organisations for awards in any of the award categories benefit from exposure to key Microsoft
stakeholders as each submission is reviewed by the panel of high profile judges. In addition, each finalist receives the following:
o Recognition at the Microsoft Gala Dinnero A certificate pronouncing the companys status as an award finalisto Recognition on the Microsoft press release web siteo An awards finalist logo for online or marketing purposes
The award winners receive the following:
o Recognition at the Microsoft Gala Dinnero A trophy pronouncing the companys status as an award winnero Recognition as a winner on the Microsoft press release web siteo Profiling in the marketing executions following the awards presentationo An awards winner logo for online or marketing purposeso Ongoing publicity and joint PR opportunities throughout the year following the award presentation
Panel Interviews
For ALL award categories partners will be required to present their award submission to a panel either in person or via videoconference.
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Entry Level Requirements:
The following outlines the minimum entry-level criteria for each of the self-nomination awards:
Over and above the criteria detailed below, in order for nominations to be considered for the Microsoft Partner Network 2011
Awards, entrants must be active members of the Microsoft Partner Network in South Africa. Competencies attained must be active
at time of submission and need to have been active for at least 6 months i.e. since January 2011.
Award
Partner Level Required
Additional Criteria RequiredGold
Competency
Partner
Silver
Competency
Partner
Network
Member
Business Category:
Managing Directors Partner of the Year X X X
Customer Experience Partner of the Year X X X CSAT survey scores submitted
Large Account Reseller of the Year X X Large Account Reseller Agreement
Services Partner of the Year X X Minimum of 1 MPN Competency
Small Business Specialist of the Year X X X Small Business Specialist Designation
Social Responsibility Partner of the Year X X X
Winning Customers Partner of the Year X X Minimum of 1 MPN Competency
Spark Partner of the Year X X X
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Award
Partner Level Required
Additional Criteria RequiredGold
Competency
Partner
Silver
Competency
Partner
Network
Member
Competency Awards
Application Integration Partner of the Year X X Application Integration Competency
Application Lifecycle Management Partner of
the YearX X
Application Lifecycle Management
Competency
Authorised Distributor of the Year X X Authorised Distributor Competency
Business Intelligence Solutions Partner of the
YearX X Business Intelligence Competency
Content Management Partner of the Year X X Content Management Competency
Dynamics CRM Partner of the Year X XCustomer Relationship Management
Competency
Data Platform Partner of the Year X X Data Platform Competency
Desktop Partner of the Year X X Desktop Competency
Digital Marketing Partner of the Year X X Digital Marketing Competency
Dynamics ERP Partner of the Year X XEnterprise Resource Planning
Competency
Hosting Partner of the Year X X Hosting Competency
Identity and Security Partner of the Year X X Identity and Security Competency
Independent Software Vendor ISV/Software
Partner of the YearX X ISV / Software Competency
Learning Partner of the Year X X Learning Competency
Midmarket Solution Provider Partner of the
YearX X
Midmarket Solution Provider
Competency
Mobility Partner of the Year X X Mobility Competency
OEM Hardware Partner of the Year X X OEM Hardware Competency
Portals and Collaboration Partner of the Year X X Portals and Collaboration Competency
Project and Portfolio Management Partner of
the YearX X Project and Portfolio Competency
Search Partner of the Year X X Search Competency
Server Platform Partner of the Year X X Server Platform Competency
Software Asset Management Partner of the
YearX X
Software Asset Management
Competency
Software Development Partner of the Year X X Software Development Competency
Systems Management Partner of the Year X X Systems Management Competency
Unified Communications Partner of the Year X X Unified Communications Competency
Virtualisation Partner of the Year X X Virtualisation Competency
Volume Licensing Partner of the Year X X Volume Licensing Competency
Web Development Partner of the Year X X Wed Development Competency
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Business Focus Category:
Managing Directors Partner of the Year
Key criteria
Recognises a partner that has over-achieved in one or more areas important to Microsoft and the ITindustry
Alignment to Microsoft SA and its key five FY11 priorities Revenue and Market Share Growth Customer Satisfaction Competences in high growth areas e.g. virtualization, unified communications, Dynamics CRM,
collaborations and databases
Case studies in Public Sector or Small and Medium Business Case studies in Private Cloud Local or international awards received in 2010/2011 Submission completed for Microsoft Worldwide Partner Awards in 2011
This award is different in that partners dont nominate themselves. Nominations come from within the
Leadership Team of Microsoft South Africa. The decision is strategic in nature with the justification being
linked to important business issues.
* Please note that award criteria may be subject to change
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Customer Experience Partner of the Year
Criteria Weighting Key evaluation points Required examples to beincorporated in submission
Driving Customer
Satisfaction
50% Explanation of importance of Customer Satisfaction to the Partner sbusiness
What is the Partner doing to improve Customer Centricity/Culturewithin the business
How does the partner reward & recognise internally for excellentCustomer Satisfaction
Partner to demonstrate the processes/initiatives that are in place todrive
o Exceptional Customer Experienceo Quality Service Deliveryo Complaint resolution
How many Customer References can the Partner produce if asked How many Customer Case Studies can the Partner Produce if asked
Executive Summary Provide examples Provide examples Provide examples
Independent
Survey Results
40% In Microsoft, every audience and every segment surveys its
customers/partners. This is critical for Microsoft to measure what the
satisfaction levels are, understand and use the information to improve on
products, process, services and support
For this award selection, when Microsoft announces the Partner that has won
the Customer Experience Award, Microsoft want to feel confident that the
winner not only demonstrate that Customer Experience is a key priority totheir business but can also show that this is diligently measured and acted
upon.
The Judges will be evaluating on:-
Survey Results When survey took place How many contacts was the surveys sent to Response rate High ratings & low ratings Root cause of Low ratings & conclusion Plans in place to improve on results Other KPIs the Partners use to measure satisfaction
Provide result withExecutive Summary
Date Number of contacts Number 1 example for each Executive summary Name KPIs
Bonus Factors 10% Local or international awards received between July 2010 to June2011 that would show relevance to Customer Experience Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Award name and dateawarded. Best example referenced Minimum of 2 examples
referenced
* Please note that award criteria may be subject to change
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Large Account Reseller of the Year
Criteria Weighting Key Evaluation PointsRequired examples to be incorporated in
submission
Winning
New
Customers
20% Referenced implementations of licensing solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Driving
Customer
Satisfaction
20% Best business value offered to customers through delivery of high-qualitysolutions
Project management procedures in place to ensure delivery of projects ontime, within budget and meeting customer needs
Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or
other survey and have a complaint management process in place
Consultation process in place to ensure alignment of customer needs withthe licensing solution
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 2 examples referenced Minimum of 3 examples referenced
Min 10 survey responses completed(gold competency partner)
Min of 3 examples referenced Min of 3 examples referenced
Growing
the
Business
30% Consistently leads with Microsoft technology
Microsoft technology sold in the face of competitive preference fromcustomer
Number of business wins and implementations since 1 July 2010
Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Efficient, accurate and consistent license processing operation Direct product revenue to Microsoft Significant annual growth of your Microsoft licensing business Growth in customer base (sign up of brand new volume license customers) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners
methodology
Scorecard Metrics for Rev Growth achieved including New New Revenuegrowth with true-up and additional product mix increase as a percentage
of annuity
Total number of engagements inFY11 and then minimum of 3
examples referenced
Minimum of 3 examples referenced
Minimum of 2 examples of actualcampaigns executed
Minimum of 2 staff memberstrained
Minimum of 3 customers Minimum of 2 staff members
trained
Innovation 10% Leading edge solutions
Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft
technology
Researching and developing solutions to address specific vertical industryrequirements or customer needs
Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing
new solutions
Innovative approach to deployment and usage of software assurancebenefits with customers
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum 2 examples referenced Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced
Enabling
People
10% Employment equity status and initiatives driven Community investments, social responsibility and local relevance
initiatives
Number of staff members that have achieved a Microsoft certificationsince 1 July 2010
Internships / learner ships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus
Factors
10% Primarily Microsoft-focused Local or international awards Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 3 examples referenced Minimum 3 examples referenced Minimum 3 examples referenced Minimum of 2 examples referenced
* Please note that award criteria may be subject to change
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Services Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated insubmissionWinning NewCustomers 20% Case studies showcased in conjunction with Microsoft Services Number of net new customers added to the partnership with
Microsoft Services
Approach to partnering with the following Microsoft Servicesteams:
Sales and Business Development Delivery and Consulting
Minimum of 1 example referenced Minimum of 3 customers
DrivingCustomerSatisfaction
20% Customer satisfaction score per project completed with MicrosoftServices, as measured by Microsoft Services CPE process
Best business value offered to customers through the delivery ofhigh-quality solutions
Project management procedures in place to ensure delivery ofprojects on time, within budget and meeting customer needs.
No / low volume of complaints received by Microsoft about thepartner
Minimum of 2 example referenced Minimum of 2 examples referenced
Growing theBusiness
25% Value of joint business closed between the Partner and MicrosoftServices since 1 July 2010
Number of proposals won with Services Ready Offerings,including references, since 1 July 2010
Number of co-engagements with Microsoft Services, includingreferences, since 1 July 2010
Consistently promotes the Microsoft Services partnership andbuilds business together for mutual benefit
Strategic alignment and proactiveness in working with MicrosoftServices
Capabilities, methodology, operations and infrastructure in place. Significant annual growth of the Partners Microsoft-related
services business
Growth in customer base (customer additions) Sharing of sales pipeline reports with Microsoft Services Sales people aligned with Microsoft Services and selling in a
collaborative manner with Microsoft Services
Minimum of 1 example referenced Minimum of 1 example referenced
Innovation 15% The main aim of Microsoft Services is to drive the deploymentand adoption of Microsoft technologies. Provide an overview of
what your company has achieved relative to this over the past
year with Microsoft Services, supported by examples
Leading edge solutions delivered with Microsoft Services Provision of thought leadership and innovative offerings Innovative in approach to solution selling with Microsoft Services Researching and developing solutions to address specific vertical
industry requirements or customer needs, and strengthening the
Partnership with Microsoft Services through these assets
Creative or innovative solutions or sales and marketingtechniques
Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced
Minimum of 1 example referencedEnablingPeople
10% Employment equity status and initiatives driven Community investments, social responsibility and local relevance
initiatives
Number of staff members that have been seconded to aMicrosoft Services related project since 1 July 2010
Minimum of 1 example referenced
BonusFactors
10% Justification for why a company should win the award Inclusion of Microsoft Services teams in sales cycles and customer
engagements
Participate in a successful Technology Adoption Programme (TAP) Joint marketing initiatives with Microsoft Services and extent of
Return on Investment for both parties
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations cloud strategy
Minimum of 1 example referenced Minimum of 1 example referenced
Minimum of 2 examples referenced
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Small Business Specialist of the Year
Criteria Weighting Key Evaluation PointsRequired examples to be incorporated in submission
Winning New
Customers
30% References of implementation of solutions in customer basecaptured in Partner Membership Centre
Case studies or testimonials published Case studies showcased in conjunction with Microsoft Number of technology assessments completed Marketing and customer acquisition activities
Minimum of 5 references Minimum 1 example referenced Minimum 1 example referenced Minimum 15 completed
DrivingCustomer
Satisfaction
20% Project management procedures in place to ensure deliveryof projects on time, within budget and meeting customer
needs
Engagement of Microsoft Partner Support in problemresolution (e.g. Business Critical Support) and problem
escalation processes
A complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 3 examples referenced
Minimum 1 example referenced Minimum of 2 examples referenced
Growing the
Business
30% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive
preference from customer
Number of business wins and implementations since 1 July2010
Strategic alignment and proactively working with Microsoft
Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in
place
Attendance of Microsoft Partner Readiness and onlinetraining
Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sales or deployment of Small Business Server, Office Home &
Business and Office Standard and System Centre Essentials
Volume Licensing adoption and conversion of non-VLcustomers
Total number of engagements in FY11 andthen minimum of 3 examples referenced
Minimum of 2 examples referenced
Minimum of 1 example of actual campaignsexecuted
Minimum of 2 staff members trained
Number of new customers since 1 July 2010 Minimum of 10 sales/deployments since 1
July 2010
Innovation 10% Provision of thought leadership and innovativeofferings/solutions
Innovative approach to solution selling and through the useof Microsoft technology
Researching and developing solutions to address specificsmall business customer requirements
Creative or innovative solutions or sales and marketingtechniques
Use of the Telephonic Pre-Sales Technical Support servicewhen proposing new solutions
Enabling businesses for the mobile office
Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Enabling
People
5% Employment equity status and initiatives driven Community investments, social responsibility and local
relevance initiatives
Number of staff members that have achieved a Microsoftcertification since 1 July 2010
Internships / learner ships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 1 example referenced
Bonus Factors 5% Microsoft-focused Local or international awards Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 2 examples referenced* Please note that award criteria may be subject to change
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Social Responsibility Partner of the Year
Criteria Weighting Key Evaluation PointsRequired examples to be incorporated in
submission
Relevance to
Needs in
South Africa
20% References to addressing needs in South Africa References of examples of citizenship initiatives Case studies or testimonials published Case studies showcased in conjunction with Microsoft and other
partners/government/community groups/NGOs
Consistency in approach to citizenship
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
InclusiveCitizenship
Model
20% Level of partnerships within Citizenship projects Alignment with Microsoft citizenship initiatives Level of involvement of benefiting community and/or
organisations
Ensuring sustainability for all citizenship initiatives undertaken
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
Link to
business
10% Role of Citizenship within the business Role of technology to support Citizenship Roll-out of marketing initiatives and PR around citizenship
projects
Minimum 2 examples referencedInnovation 20% Leading edge / innovative solutions
Leverage of Microsoft and other technologies to address needs Provision of thought leadership and innovative offerings Researching and developing solutions to address specific
community and Public Sector challenges
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
Enabling
People
20% Summary of projects that support people development List of Community investments, social responsibility and local
relevance initiatives
Number of staff members involved in the Citizenship initiatives Internships / learner ships initiated, including those initiated
through the Student to Business (S2B) Programme
Innovative models to support people development Minimum 3 examples referenced Minimum 2 examples referenced
Bonus Factors 10% Local or international awards in 2011 Involvement of Microsoft as a partner in Citizenship initiative/s Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 2 examples referenced
* Please note that award criteria may be subject to change. Further note that all examples referenced must be
within the text of your submission and if required, the judges will request evidence of the examples given.
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Winning Customers Partner of the Year
Criteria Weighting Key Evaluation PointsRequired examples to be incorporated in
submission
Winning New
Customers
50% Number of competitive wins (bonus measurement for OSS/Linux, Webworkload, Virtualization and High Performance Computing - HPC)
Bonuses for driving compete in distribution channels e.g. creating aCustomer or Partner multiplier effect
Case studies or testimonials published PR top stories on why customer chose Microsoft versus competition Alternative evidence pieces video, audio, customer quotes,
advertorials, thought-leadership pieces, talks at MS events
Minimum of 4 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 3 examples referenced
Driving
Customer
Satisfaction
10% Best business value offered to customers through delivery of high-qualitysolutions
Project management procedures in place to ensure delivery of projectson time, within budget and meeting customer needs
Engagement of Microsoft Partner Support in problem resolution minimum of 3 examples referenced
Survey of customers via the quarterly Customer Satisfaction Survey orother survey and have a complaint management process in place
Minimum 3 examples referenced
Minimum 3 examples referenced Minimum 10 surveys completed (gold
competency partner)
Growing the
Business
20% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from
customer
Alignment with Microsofts Customer Campaigns 2010/2011 Demonstrating the business value of the Microsoft solution to customers
(e.g. TCO, selling the solution stack, ROI etc.)
Using Business Value Tools for the above Product revenue to Microsoft (direct or influenced) Growth in customer base (customer additions) influencing penetration
and share of MS platform (bonus for Server)
Sales people trained on the Microsoft Solutions Selling for Partnersmethodology Competitive Partner Academy Training
Minimum 3 examples referenced Minimum 5 examples referenced Minimum 2 examples of actua
campaigns executed
Minimum 3 examples referenced
Minimum 2 staff members trained
Innovation 10% Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of
Microsoft technology
Researching and developing solutions to address specific vertical industryrequirements or customer needs
Creative or innovative solutions or sales and marketing techniques Usage of Analyst data, research data and TCO tools to target specific
workload competitive opportunities
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum of 2 examples referenced
Enabling
People
5% Usage of CSA (Competitive Sales Assistant) Attendance of Microsoft Partner Readiness and online training focused
on Competitive readiness
Attendance at Microsoft Partner Competitive Sales Academy Inclusion of Microsoft teams in customer engagements
Minimum 3 examples referenced Minimum of 2 staff members trained Minimum 2 staff members attended Minimum 3 examples referenced
Bonus Factors 5% Winning against OSS/Linux - Alternatively, OSS on the Microsoft platform Hosting Web - LAMP (Linux, Apache, MySQL and PHP migrations) High Performance Computing workload bonus Virtualization/Cloud workload bonus Security and Collaboration workloads offer bonus scoring Local or international awards Participating in Standards Committees Participation in industry associations, agencies, communities Membership into Voice for Innovation Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 2 examples referenced
* Please note that award criteria may be subject to change
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Spark Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submissionWinningNewCustomers
10% Case studies showcased in conjunction withMicrosoft
Demonstration of active marketing activity Number of net new customers added by the
Partner
Minimum of 4 examples referenced Minimum of 2 examples referenced Minimum of 2 new customers added
Driving
CustomerSatisfaction
10% Best business value offered to customers throughthe delivery of high-quality solutions
Project management procedures in place toensure delivery of projects on time, within budget
and meeting customer needs
No / low volume of complaints received byMicrosoft about the partner
Minimum 3 examples referenced
Minimum 3 examples referencedGrowing theBusiness
20% Consistently promotes the Microsoft partnershipand builds business together for mutual benefit
Strategic alignment and proactiveness in workingwith Microsoft Products or Programs
In addition to software licenses, demonstrateleverage of additional Program benefits
Growth in Company revenue Significant annual growth of the Partners
Microsoft-related Products business
Minimum 3 examples referenced Minimum 2 examples referenced
Minimum 3 examples referenced Minimum 2 examples referenced
Innovation 45%
Innovative deployment and adoption of the latestMicrosoft platforms and technologies
Provision of thought leadership in positioningMicrosoft Product Offerings in the local market
Leading edge solutions delivered with MicrosoftProducts
Researching and developing solutions to addressspecific vertical industry requirements or
customer needs, and strengthening the
Partnership with Microsoft through these assets
Innovative approach to Sales and Marketing useof social media etc.
Percentage of offerings based on MicrosoftTechnologies
Solving current industry problems with theinnovative use of Microsoft Technologies
Minimum 2 examples referenced
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
EnablingPeople 5% Employment equity status and initiatives driven Community investments, social responsibility and
local relevance initiatives
Minimum 3 examples referenced Minimum 2 examples referenced
BonusFactors
10% Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Promotion of Microsoft within
entrepreneurial/start-up communities
Participation in community technical events(technical thought leadership)
Specify your organisations Cloud strategy
Minimum of 2examples referenced
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Competency Category:
Application Integration Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning
New
Customers
20% References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft
Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Driving
Customer
Satisfaction
10% Best business value offered to customers through delivery ofhigh-quality solutions
Project management procedures in place to ensure delivery ofprojects on time, within budget and meeting customer needs
Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction
Survey or other survey and have a complaint management
process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 2 examples referenced
Minimum of 4 examples referenced Min 10 surveys completed (gold competency
partner)
Minimum of 2 examples referencedGrowing the
Business
30% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference
from customer
Number of business wins and implementations since 1 July2010
Strategic alignment and proactiveness in working withMicrosoft
Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in
place
Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for
Partners methodology
Total number of engagements in FY11 and thenminimum of 3 examples referenced
Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 1 example of actual campaign
executed
Minimum of 2 staff members trained
Minimum of 2 staff members trainedInnovation 20% Leading edge solutions around Application Integration solutions
Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use
of Microsoft technology Researching and developing solutions to address specific
vertical industry requirements or customer needs
Creative or innovative solutions or sales and marketingtechniques
Use of the Telephonic Pre-Sales Technical Support service whenproposing new solutions
Judges will need to see solution to correctly assess theInnovation criteria (technology used, features, creativity, and
best practise). This will take the form of a demo or interview for
top 5 submissions
Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced
Minimum of 2 examples referenced
Enabling
People
10% Employment equity status and initiatives driven Community investments, social responsibility and local
relevance initiatives
Number of staff members that have achieved a Microsoftcertification since 1 July 2010
Internships / learner ships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus
Factors
10% Primarily Microsoft focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards
in 2011
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme
(TAP)
Specify your organisations Cloud strategy
Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 1 example referenced
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* Please note that award criteria may be subject to change
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Application Lifecycle Management Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning
New
Customers
20% Number of Application Lifecycle Management(ALM)engagements
Number of ALM customer references Case studies showcased in conjunction with Microsoft
Minimum 1 example referenced
Driving
Customer
Satisfaction
10% Best business value offered to customers through delivery ofhigh-quality solutions
Project management procedures in place to ensure delivery ofprojects on time, within budget and meeting customer needs Survey of customers via the quarterly Customer Satisfaction
Survey or other survey and have a complaint management
process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Please provide examples
Growing the
Business
30% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference
from customer
Strategic alignment and proactiveness in working withMicrosoft
Product revenue to Microsoft (direct or influenced) Sharing of opportunities Working with Microsoft field on engagements
Alignment with Microsofts Customer Campaigns
Please provide examples
Minimum of 1 example referencedInnovation 20% Leading edge solutions around ALM
Innovative usage of Microsoft ALM solutions at customers Please provide examplesEnabling
People
10% Community investments, social responsibility and localrelevance initiatives
Participation in local events Blogging and other social media activities
Please provide examples
Bonus
Factors
10% Primarily Microsoft focused Local or international awards Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme
(TAP)
Please provide examples
Minimum of 1 example referenced
* Please note that award criteria may be subject to change
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Authorised Distributor of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% Overall and regional (provincial)o Year on Year % Reach growth
Readiness and product exposure Case studies or testimonials published Case studies showcased in conjunction with Microsoft
Provide Metrics Readiness and Marketing Events Marketing activities and promotions Minimum of 2 case studies
Driving
CustomerSatisfaction
15% Best business value offered to customers through deliveryof high-quality products and solutions
Survey of customers via the quarterly Customer SatisfactionSurvey or other survey and have a complaint management
process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 2 examples referenced Minimum of 10 surveys completed (gold
competency partner)
Minimum of 3 examples referencedGrowing the
Business
35% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive
preference from customer or partner
Strategic alignment and proactiveness in working withMicrosoft
Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in
place
Attendance of Microsoft Partner Readiness and onlinetraining
Growth of product revenue to Microsoft Significant annual growth of your Microsoft business Growth in partner breadth Sharing of pipeline reports Sales people trained Microsoft products and relevant
licensing (FPP/COEM/Open)
Finished Goods Distributors: growth percentage of annuityrevenue
OEM Distributors: Growth of Client, Information Workerand Server products attach rate
Marketing and Resource investments and spend Performance vs. Distributor Target - Open Revenue Performance vs. Distributor Target - COEM Revenue Performance vs. Distributor Target - FPP & PKC Revenue Windows Premium SKU mix All license type Open Renewal Co-op Utilization Rate Microsoft Profitability Rank Microsoft Revenue Rank BOS Attach Server Attach Reseller Readiness through Distributor Distributor sales representative training Dedicated Microsoft Distributor Resources
Total number of engagements in FY11 and thenminimum of 3 examples referenced
Minimum of 2 examples of actual campaignsexecuted
Provide examples of Microsoft technology usedwithin partner organisation Partner Currency
Number of training courses attended and certifiedstaff
Number of Bootcamps/readiness activities run forresellers
Number of co-hosted Microsoft/distributor events Revenue and unit growth of MS business by Client,
Information Worker and Server
Year on Year % Frequency growth
Year on Year % Yield growth
Innovation 10% Provision of thought leadership and innovative offerings Researching and developing solutions to address specific
vertical industry requirements or customer needs
Creative or innovative solutions or sales and marketingtechniques
Use of the Telephonic Pre-Sales Technical Support servicewhen proposing new solutions
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Enabling
People
10% Employment equity status and initiatives driven Community investments, social responsibility and local
relevance initiatives
Number of staff members that have achieved a Microsoftcertification since 1 July 2010
Internships / learnerships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus Factors 10% Primarily Microsoft-focused Minimum of 3 examples referenced
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Local or international awards Submission completed for Microsoft Worldwide Partner
Awards in 2011
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Justification for why a company should win the award Specify your organisations Cloud strategy
Minimum of 2 examples referenced
* Please note that award criteria may be subject to change
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Business Intelligence Solutions Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in
submission
Winning New
Customers
20% References of implementation of Business Intelligencesolutions in customer base captured in Partner
Membership Centre
Case studies or testimonials published Case studies showcased in conjunction with Microsoft
Minimum of 3 examples referenced
Minimum of 3 examples referenced Minimum of 2 examples referenced
Driving Customer
Satisfaction
10% Best business value offered to customers through deliveryof high-quality solutions
Project management procedures in place to ensuredelivery of projects on time, within budget and meeting
customer needs
Engagement of Microsoft Partner Support in problemresolution
Survey of customers via the quarterly CustomerSatisfaction Survey or other survey and have a complaint
management process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 2 examples referenced
Minimum of 3 examples referenced Min 10 surveys completed (gold competency
partner)
Minimum of 3 examples referencedGrowing the
Business
30% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive
preference from customer
Number of business wins and implementations since 1 July2010
Strategic alignment and proactiveness in working withMicrosoft
Alignment with Microsofts Business IntelligenceCustomerCampaigns
Capabilities, methodology, operations and infrastructure inplace
Attendance of Microsoft Partner Readiness and onlinetraining
Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for
Partners methodology
Total number of engagements in FY11 andthen minimum of 3 examples referenced
Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples of actual campaigns
executed
Minimum of 2 staff members trained
Minimum of 3 new Business Intelligencecustomers
Minimum of 2 staff members trained
Innovation 20% Leading edge solutions around Business Intelligence orPerformance Management Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the
use of Microsoft technology
Researching and developing solutions to address specificvertical industry requirements or customer needs for
BusinessIntelligence
Creative or innovative solutions or sales and marketingtechniques
Use of the Telephonic Pre-Sales Technical Support servicewhen proposing new solutions
Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced
Enabling People 10% Employment equity status and initiatives driven Community investments, social responsibility and local
relevance initiatives
Number of staff members that have achieved a Microsoftcertification since 1 July 2010
Internships / learner ships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced
Actual number of staff required
Minimum of 2 examples referencedBonus Factors 10% Primarily focused around Microsoft Business Intelligence
Local or international awards Submission completed for Microsoft Worldwide Partner
Awards in 2011
Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption
Programme (TAP)
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed
Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 1 example referenced
Minimum of 2 examples referenced
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Specify your organisations Cloud strategy* Please note that award criteria may be subject to change
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Content Management Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% References of implementation of an Enterprise ContentManagement(ECM) solutions based on the latest Microsoft
technologies
Case studies or testimonials published Number of new customers implemented in FY11 (July 2010
June 2011)
Minimum of 2 reference on Content management
Minimum of 1 case study or testimonial Minimum of 1 new customer
Driving
Customer
Satisfaction
10% Project management procedures in place to ensure deliveryof projects on time, within budget and meeting customer
needs
Engagement of Microsoft Partner Support in problemresolution
Survey of customers via the quarterly Customer SatisfactionSurvey or other survey and have a complaint management
process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 1 example referenced on howprojects are managed
Min 10 surveys completed (gold competencypartner)
Minimum of 1 example of how customers licensesare validated
Growing the
Business
30% Microsoft technology sold in the face of competitivepreference from customer
Strategic alignment and proactiveness in working withMicrosoft
Customer Marketing Campaigns Attendance of Microsoft Partner Readiness and online
training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports
Reference of 1 competitive win Minimum of 1 example referenced around
alignment
Minimum of 1 example of actual campaignexecuted around ECM
Microsoft revenue (direct or influenced) Microsoft revenue YOY growth Number of new customers added to base Example of sharing pipeline
Innovation 20% Provision of thought leadership and innovativeofferings/solutions
Innovative in approach to solution selling and through theuse of Microsoft technology
Researching and developing solutions to address specificvertical industry requirements or customer needs
Creative or innovative solutions or sales and marketingtechniques.
Minimum of 1 example referenced of innovationin the ECM offering
Minimum of 1 example referenced of sellingapproach
Minimum of 1 example referenced of specificdeveloped ECM solution for vertical
Enabling
People
10% Employment equity status Community investments, social responsibility and local
relevance initiatives Number of staff members that have achieved a Microsoft
certification since 1 July 2010
Internships / learner ships initiated
Minimum of 1 example referenced Actual number of staff required Minimum of 1 example referenced
Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner
Awards in 2011
Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme
(TAP)
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 1 example referenced Minimum of 1 example referenced
Maximum 3 examples referenced
Minimum of 2 examples referenced* Please note that award criteria may be subject to change
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Data Platform Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% References of implementation of solutions in customer basein Partner Membership Centre
Case studies or testimonials published Case studies showcased in conjunction with Microsoft
Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced
Driving
Customer
Satisfaction
10% Best business value offered to customers through delivery ofhigh-quality solutions
Project management procedures in place to ensure deliveryof projects on time, within budget and meeting customer
needs
Engagement of Microsoft Partner Support in problemresolution
Survey of customers via the quarterly Customer SatisfactionSurvey or other survey and have a complaint management
process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 2 examples referenced
Minimum of 2 examples referenced Min 10 surveys completed (gold competency
partner)
Minimum of 2 examples referencedGrowing the
Business
30% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive
preference from customer
Number of business wins and implementations since 1 July2010
Strategic alignment and proactiveness in working withMicrosoft
Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in
place
Attendance of Microsoft Partner Readiness and onlinetraining
Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for
Partners methodology
Total number of engagements in FY11 and thenminimum of 3 examples referenced
Minimum of 3 examples referenced Minimum of 1 example of actual campaign
executed
Minimum of 2 staff members trained
Minimum of 2 examples referenced Minimum of 2 staff members trained
Innovation 20% Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the
use of Microsoft technology
Researching and developing solutions to address specificvertical industry requirements or customer needs
Creative or innovative solutions or sales and marketingtechniques
Use of the Telephonic Pre-Sales Technical Support servicewhen proposing new solutions
Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced
Enabling
People
10% Employment equity status and initiatives driven Community investments, social responsibility and local
relevance initiatives
Number of staff members that have achieved a Microsoftcertification since 1 July 2010
Internships / learner ships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner
Awards in 2011
Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 3 examples referenced Minimum of 2 examples referenced
* Please note that award criteria may be subject to change
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Desktop Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% References of implementation of solutions incustomer base
Case studies or testimonials published Case studies showcased in conjunction with
Microsoft; showcasing Modern Desktop
Own customer-facing communication vehicles inplace to showcase solutions with Microsoft branding
Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Driving Customer
Satisfaction
15% Amount of Deployed Windows 7 Seats at customers;MDOP usage at customers. Provide evidence of
Deployment technologies used (i.e.: Management
infrastructure)
POCs conducted with Customer, self-driven orMicrosoft involved.
Project management procedures in place to ensuredelivery of projects on time, within budget and
meeting customer needs
Engagement of Microsoft Partner Support inproblem resolution
Survey of customers via the quarterly CustomerSatisfaction Survey or other survey and have a
complaint management process in place
No / low volume of complaints received by Microsoftabout the partner
Validation of internal license compliance throughself-audit
Processes in place to ensure customer licensecompliance
Minimum of 2 examples referenced
Minimum of 3 examples referenced Minimum of 3 examples referenced
Minimum of 2 examples referenced Minimum of 10 surveys completed (gold
competency partner)
Minimum of 3 examples referencedGrowing the Business 30% Consistently leads with Microsoft technology
Microsoft technology sold in the face of competitivepreference from customer, with special attention on
VDI and Modern Desktop
Microsoft Partner Network competencies achieved Number of business wins and implementations since
1 July 2010
Strategic alignment and proactiveness in workingwith Microsoft
Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and
infrastructure in place
Attendance of Microsoft Partner Readiness andonline training
Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions
Selling for Partners methodology
Roll-out of marketing campaigns and use of toolssuch as the Partner Marketing Centre
Total number of engagements in FY11 and thenminimum of 3 examples referenced
Minimum of 1 example referenced Minimum of 3 examples referenced
Minimum of 2 examples of actual campaignexecuted
Minimum of 2 staff members trained
Minimum of 3 new customers added to base Minimum of 2 staff members trained
Innovation 15% Provision of thought leadership and innovativeofferings; special focus on cloud and desktop
virtualization.
Innovative in approach to solution selling andthrough the use of Microsoft technology
Researching and developing solutions to addressspecific vertical industry requirements or customer
needs
Creative or innovative solutions or sales andmarketing techniques
Use of the Telephonic Pre-Sales Technical Supportservice when proposing new solutions
Focus on providing / selling hosted remotelymanaged solutions
Deployments of Microsoft Hyper-V with the System
Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum 2 examples referenced Minimum 2 examples referenced
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Centre Enterprise Suite
Enabling People 10% Employment equity status and initiatives driven Community investments, social responsibility and
local relevance initiatives
Number of staff members that have achieved aMicrosoft certification since 1 July 2010
Internships / learner ships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus Factors 10% Primarily Microsoft-focused Local or international awards Inclusion of Microsoft teams in customer
engagements
Justification for why a company should win theaward
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 3 examples referenced Minimum of 3 examples referenced
Minimum of 2 examples referenced
* Please note that award criteria may be subject to change
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Digital Marketing Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% References of implementation of a Digital marketingsolutions based on the latest Microsoft SharePoint 2010
technologies outside the firewall
Case studies or testimonials published Number of new customers implemented in FY11 (July 2010
June 2011)
Minimum of 1 reference digital marketing solution
Minimum of 1 case study or testimonial Minimum of 1 new customer
Driving
Customer
Satisfaction
10% Project management procedures in place to ensure deliveryof projects on time, within budget and meeting customer
needs
Engagement of Microsoft Partner Support in problemresolution
Survey of customers via the quarterly Customer SatisfactionSurvey or other survey and have a complaint management
process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 1 example referenced on howprojects are managed
Minimum of 10 surveys completed (goldcompetency partner)
Minimum of 1 example of how customers licensesare validated
Growing the
Business
30% Microsoft technology sold in the face of competitivepreference from customer
Strategic alignment and proactiveness in working withMicrosoft
Customer Marketing Campaigns Attendance of Microsoft Partner Readiness and online
training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports
Minimum of 1 competitive win Minimum of 1 example referenced around
alignment
Minimum of 1 example of actual campaignexecuted
Microsoft revenue (direct or influenced) Microsoft revenue YOY growth Number of new customers added to base Example of sharing pipeline
Innovation 20% Provision of thought leadership and innovativeofferings/solutions
Innovative in approach to solution selling and through theuse of Microsoft technology
Researching and developing solutions to address specificvertical industry requirements or customer needs
Creative or innovative solutions or sales and marketingtechniques
Minimum of 1 example referenced of innovation Minimum of 1 examples referenced of selling
approach
Minimum of 1 example referenced of specificdeveloped search solution for vertical
Enabling
People
10% Employment equity status Community investments, social responsibility and local
relevance initiatives Number of staff members that have achieved a Microsoft
certification since 1 July 2010
Internships / learner ships initiated
Minimum of 1 example referenced Actual number of staff required Minimum of 1 examples referenced
Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner
Awards in 2011
Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme
(TAP)
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 1 example referenced
Minimum of 1 example referenced Minimum of 1 example referenced
Minimum of 2 examples referenced* Please note that award criteria may be subject to change
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Dynamics ERP Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% References of implementation of solutions in customer base Case studies or testimonials published Minimum of 3 examples referenced Minimum of 2 examples referenced
Driving
Customer
Satisfaction
20% Best business value offered to customers through delivery ofhigh-quality solutions
Project management procedures in place to ensure deliveryof projects on time, within budget and meeting customer
needs
Engagement of Microsoft Partner Support in problemresolution
Survey of customers via the quarterly Customer SatisfactionSurvey or other survey and have a complaint management
process in place
Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance
Minimum of 2 examples referenced
Minimum of 3 examples referenced Minimum 10 surveys completed (gold partner)
Minimum of 1 example referencedGrowing the
Business
30% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive
preference from customer
Number of business wins and implementations since 1 July2010
Strategic alignment and pro-activeness in working withMicrosoft
Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in
place
Attendance of Microsoft Partner Readiness and onlinetraining
Investment in building new skills Product revenue to Microsoft Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for
Partners methodology or alignment of existing sales process
to the Microsoft Solution Selling Process
Driving enhancement penetration (ERP partners)
Total number of engagements in FY11 and thenminimum of 3 examples referenced
Minimum of 3 examples referenced
Minimum of 1 example of actual campaignexecuted
Minimum of 3 examples referenced Minimum 2 examples referenced
Minimum 2 customers added to base Minimum of 2 staff members trained
Minimum of 2 examples referencedInnovation 10% Provision of thought leadership and innovative offerings
Innovative in approach to solution selling and through theuse of Microsoft technology (e.g. telesales operations)
Researching and developing solutions to address specificvertical industry requirements or customer needs
Creative or innovative solutions or sales and marketing Use of the Telephonic Pre-Sales Technical Support service
when proposing new solutions
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Enabling
People
10% Employment equity status and initiatives driven Community investments, social responsibility and local
relevance initiatives
Number of staff members that have achieved a Microsoftcertification since 1 July 2010
Internships / learner ships initiated
Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner
Awards in 2011 Inclusion of Microsoft teams in customer engagements Operational effectiveness State of the Dynamics partner account with European
Operation Centre
Timely and accurate ordering Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 3 examples referenced Minimum of 1 examples referenced
Minimum of 2 examples referenced* Please note that award criteria may be subject to changed
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Hosting Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% References ofcustomers utilising partners hosted solutionreferenced in Partner Membership Centre
Case studies or testimonials published Case studies showcased in conjunction with Microsoft Own customer-facing communication vehicles in place to
showcase solutions with Microsoft branding
Business model in place for acquiring new customers
Minimum of 5 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum 2 examples referenced
Driving
Customer
Satisfaction
10% Best business value offered to customers through delivery ofhigh-quality hosted solutions
Engagement of Microsoft Partner Support in problemresolution
Survey of customers via the quarterly Customer SatisfactionSurvey or other survey and have a complaint management
process in place
Minimum of 2 examples referenced Minimum of 3 examples referenced Min 10 surveys completed (gold competency
partner)
Growing the
Business
20% Consistently leads with Microsoft technology Microsoft technology sold in the place of competitive
preference from customer
Active SPLA (Service Provider License Agreement) partner Number of business wins and hosted solutions since 1 July
2010
Strategic alignment and proactiveness in working withMicrosoft
Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in
place
Product revenue to Microsoft Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for
Partners methodology
Roll-out of marketing campaigns and use of tools such as thePartner Marketing Centre
Total number of engagements in FY11 and thenminimum of 3 examples referenced
Minimum of 3 examples referenced
Minimum of 2 examples of actual campaignexecuted
Minimum of 2 customers added to base Minimum of 2 staff members trained
Innovation 20% Continuous innovation in delivering state of the art hostedservices and solutions
Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the
use of Microsoft technology
Researching and developing solutions to address specificvertical industry requirements or customer needs
Creative or innovative solutions or sales and marketingtechniques
Use of the Telephonic Pre-Sales Technical Support servicewhen proposing new solutions
Focus on providing / selling hosted solutions
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced
Minimum of 2 examples referencedEnabling
People
10% Employment equity status and initiatives driven Community investments, social responsibility and local
relevance initiatives
Number of staff members that have achieved a Microsoftcertification since 1 July 2010 Internships / learner ships initiated
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus Factors 20% Primarily Microsoft-focused HVS HMC partner investment Additional points per HMC solution module as public offering Local or international awards Submission completed for Microsoft Worldwide Partner
Awards in 2011
Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed
Minimum of 3 examples referenced Minimum of 2 examples referenced
Minimum of 3 examples referenced Minimum of 2 examples referenced
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Specify your organisations Cloud strategy* Please note that award criteria may be subject to change
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Identity and Security Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated insubmission
Winning New
Customers
20% References of implementation of Forefront solutionsin customer base
Case studies or testimonials published Case studies showcased in conjunction with
Microsoft
Own customer-facing communication vehicles inplace to showcase solutions with Microsoft branding
Minimum of 5 examples referenced Maximum 3 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced
Driving Customer
Satisfaction
20% Best business value offered to customers throughdelivery of high-quality solutions
Project management procedures in place to ensuredelivery of projects on time, within budget and
meeting customer needs
Engagement of Microsoft Partner Support inproblem resolution
Survey of customers via the quarterly CustomerSatisfaction Survey or other survey and have a
complaint management process in place
No / low volume of complaints received by Microsoftabout the partner
Validation of internal license compliance throughself-audit
Processes in place to ensure customer licensecompliance
Minimum of 2 examples referenced
Minimum of 3 examples referenced Minimum 10 surveys completed (gold
competency partner)
Minimum of 3 examples referenced
Growing the Business 30% Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive
preference from customer
Focus in driving business though Microsoft securitylicensing rebate programmes for solution partners
Microsoft Partner Network competencies attained Number of business wins and implementations since
1 July 2010
Strategic alignment and proactiveness in workingwith Microsoft
Alignment with Microsofts Customer Campaigns Focus on using the Microsoft Core Infrastructure
Optimization Model
Attendance of Microsoft Partner Readiness andonline training
Include Microsoft Security solution as part of theinfrastructure architecture
Include Microsoft Virtualization solution as part ofthe infrastructure architecture
Forefront and Windows Server product revenue toMicrosoft (direct or influenced) for new business
since 1 July 2010
Significant annual growth of your Microsoft coreinfrastructure business new projects
Growth in customer base (customer additions)
Sharing of pipeline reports Sales people trained on the Microsoft Solutions
Selling for Partners methodology
Roll-out of marketing campaigns and use of toolssuch as the Partner Marketing Centre
Total number of engagements in FY11and then minimum of 3 examples
referenced
Minimum of 2 examples referenced Minimum of 3 examples referenced
Minimum of 2 examples of actualcampaigns executed Minimum of 2 staff members trained
Minimum of 2 examples referenced
Minimum of 2 customers added to base Minimum of 2 staff members trained Minimum of 2 examples referenced
Innovation 15% Leading edge Identity and Security solutions Provision of thought leadership and innovative
offerings
Innovative in approach to solution selling andthrough the use of Microsoft technology
Researching and developing solutions to address
Minimum of 2 examples referenced
Minimum of 2 examples referenced
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specific vertical industry requirements or customer
needs
Creative or innovative solutions or sales andmarketing techniques
Use of the Telephonic Pre-Sales Technical Supportservice when proposing new solutions
Focus on providing / selling hosted remotelymanaged solutions
Number of deployments of Microsoft Hyper-V withIdentity and Security Solutions
Deployments of Microsoft Hyper-V with the SystemCentre Enterprise Suite
Minimum of 2 examples referenced
Minimum of 2 examples referenced
Enabling People 5% Number of staff members that have achieved aMicrosoft certification since 1 July 2010
Number of staff participating in international eventsaligned to the competency
Employment equity status and initiatives driven Internships / learner ships initiated
Actual number of staff required Actual number of staff required Minimum of 2 examples referenced Minimum of 1 example referenced)
Bonus Factors 10% Primarily Microsoft-focused Enrolment for Core Infrastructure (ECI) wins since 1
July 2010
Participate in a successful Forefront TechnologyAdoption Programme (TAP) or Rapid Adoption
Programme (RDP)
Local or international awards Submission completed for Microsoft Worldwide
Partner Awards in 2011 Inclusion of Microsoft teams in customer
engagements
Justification for why a company should win theaward
Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 3 examples referenced
Minimum of 1 example referenced Minimum of 1 example referenced
Minimum of 2 examples referenced
* Please note that award criteria may be subject to change
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ISV / Software Solutions Partner of the Year
Criteria Weighting Key Evaluation Points Required examples to be incorporated in submission
Winning New
Customers
20% Marketing materials, Case studies or testimonialspublished
Case studies showcased in conjunction withMicrosoft.
Number of net new customers acquired
Minimum of 1 example referenced Minimum of 3 case studies Minimum of 1 customer added to base
Driving
CustomerSatisfaction
10% Best business value offered to customers throughdelivery of high-quality solutions
Project management procedures in place to ensuredelivery of projects on time, within budget and
meeting customer needs
Engagement of Microsoft Partner Support inproblem resolution
Survey of customers v