Download - Microsoft Partner Network Overview June 2010
Microsoft Partner Network Overview
Glenn Osako
Partner Territory Manager
July 1, 2010
Our Vision
Opportunities to strengthen your Capabilities
Expertise to help you serve Customers better
Communities that spark innovation and Connection
Our vision for the Microsoft® Partner Network™ is simple—to provide:
Together, we can create innovative solutions that drive profitability and
sustain competitive advantage.
OUR VISION 2 |
What‘s in It for You?
Market Recognition That Supports You
Plugging You into the Network
Delivering More Value to Your Customers
Helping Customers Find You
Differentiating Your Business
WHAT’S IN IT FOR YOU? 3 |
WHAT MEMBERSHIP OPPORTUNITY IS BEST FOR ME? 4 |
What Membership Opportunity Is Best for Me?
Starting in October 2010 …
How Do I Describe Myself to a Customer?
• Community & Subscriptions: I am a member of the Microsoft Partner
Network.
• Competencies: I am a Microsoft partner with expertise in Business
Intelligence and Virtualization.
• Advanced Competencies: I am a Microsoft partner with advanced
expertise in Search.
• Competencies & Advanced Competencies: I am a Microsoft partner with
expertise in Business Intelligence and advanced expertise in Search.
HOW DO I DESCRIBE MYSELF TO A CUSTOMER? 5 |
Key Changes You Can Expect
The Microsoft Partner Network is evolving to provide partners with:
• Opportunities to strengthen capabilities.
• Expertise to help serve customers better.
• Communities that spark innovation and connection.
Shift to Competency-Based
Membership Opportunities
Competency and
Specialization Changes
Advanced Competency
Differentiation
Visual Identity and
Logo Changes
• It had gotten too easy for partners to obtain the Gold Certified status
• The value of the Gold Certified brand was diminished
• Customers were confused about how to find the best partner
• The bar has been raised on certification exam requirements
• Competencies were renamed to match how customers look for solutions
• Specializations are being retired
KEY CHANGES YOU CAN EXPECT 6 |
• Microsoft Partner Program renamed to Microsoft Partner Network to reflect customer connection
• New brand introduced to signify change
• A very high technical and sales bar will be implemented to achieve the advanced competency
• Benefits will be tailored by both membership opportunity and competency
• Portals and Collaboration
• Project and Portfolio
Management
• Search
• Server Platform
• Software Asset Management
• Software Development
• Systems Management
• Unified Communications
• Virtualization
• Volume Licensing
• Web Development
Specializations are consolidated into new competencies. Launch of Microsoft Action Pack Solution Provider and Microsoft Action Pack Development and Design. Exam requirement policy updated. Look for updates on the U.S. Partner Portal.
Microsoft Partner Network: Planned Timeline
Available Now Starting in October 2010
Advanced competencies launch.
New competency and advanced
competency benefits available.
Partner levels (Registered, Certified,
and Gold Certified) are retired.
Partner Points are retired.
Sales specialist is introduced for
select advanced competencies.
Exam requirements updated for
certain competencies.
New Microsoft Partner Network
competencies launch:
• Authorized Distributor
• Digital Marketing
• Digital Home (May 2011)
New partner logos are available for partner use.
Partners enrolling or re-enrolling as Gold Certified Partners must have
participated in the Customer Satisfaction
(CSAT) Index starting on November 20, 2009.
Most new Microsoft Partner Network competencies launched:
• Application Integration
• Application Lifecycle Management
• Business Intelligence
• Content Management
• Customer Relationship
Management
• Data Platform
• Desktop Platform
• Enterprise Resource Planning
• Hosting Platform
• Identity and Security
• Independent Software Vendor (ISV)
• Learning
• Midmarket Solution Provider
• Mobility
• OEM Hardware
MICROSOFT PARTNER NETWORK: PLANNED TIMELINE 7 |
Competency Alignment to Customer Business Challenges
Small & Medium Business
CRM & ERP
Customer Relationship Management
Enterprise Resource Planning
Small Business Solution Provider
Midmarket Solution Provider
Business Productivity
Unified Communications
Search
Business Intelligence
Content Management
Portals and Collaboration
Core Infrastructure
Identity and Security
Virtualization
Systems Management
Desktop
Server Platform
Application Platform
Web Development
Application Lifecycle
Management
Data Platform
Application Integration
Software Development
Cross Platform Solutions
Learning
Digital Home
OEM
Hosting Platform
Software Asset Management
Volume Licensing
Authorized Distributor
Digital Marketing
Mobility
ISV
COMPETENCY ALIGNMENT TO CUSTOMER BUSINESS CHALLENGES 8 |
Project & Portfolio
Management
Microsoft Partner Network Benefits at a Glance
Get Microsoft software to run your business.
Get training to differentiate your
capabilities.
Get top-priority listing in Microsoft customer-
facing directories to promote your business.
Get support and customer-relevant brand recognition.
Get rewards to reinvest in your business.
Get the network advantage. Strengthen capabilities. Build real-time connections. Serve customers better.
Grow Your Business • Microsoft Financing Options
• Market Visibility(PinPoint, Solution Finder, Demo Showcase)
• Sales Skills Training
• Targeted Learning Plans
• Partner Learning Center (free & discounted training)
• Marketing Collateral
• Career Resources (student-to-business recruiting)
Software & Tools • TechNet for Action Pack
Subscription
• Enterprise Editions: (IUR)
• Office 2010 System
• Windows 7
• Windows Server 2008 R2(SBS)
• Server Products (SQL, Exchange)
• SharePoint Standard (IUR)
• Dynamics (CRM Workgroup)
• BPOS Offerings
Technical Support
• Unlimited Access to Online Technical Communities
• Unlimited Business Critical Phone Support
• Quarterly recorded Support Webinars
Microsoft Action Pack Solution Provider
Bolded words = New to today‘s solution provider subscription (current version of MAPS)
Delivering targeted benefits and key featured resources
Grow Your Business
• Microsoft Financing Options
• Market Visibility(PinPoint, Solution Finder, Demo Showcase)
• Sales Skills Training
• Targeted Learning Plans
• Partner Learning Center (free & discounted training)
• Marketing Collateral
• Career Resources (student-to-business recruiting)
Software & Tools
• Enterprise Editions: (IUR)
• Office 2010 System
• Windows 7
• Windows Server 2008 R2 (SBS)
• Server Products (SQL, Exchange)
• SharePoint Standard (IUR)
• Dynamics (CRM Workgroup)
• Expression Studio 4 Web Pro
• Visual Studio 2010 Professional
• MSDN for Microsoft Action Pack Development and Design Subscription*
Technical Support
• Unlimited Access to Online Technical Communities
• Unlimited Business Critical Phone Support
• Exclusive Quarterly Support Webinars
• Partner Advisory Services (10 hours)
Microsoft Action Pack Development & Design
Bolded words = New to today‘s development subscriptions (Web Solutions Toolkit & Empower)
Delivering targeted benefits and key featured resources
* Includes (3) MSDN for Action Pack subscriptions, which provide access to Visual Studio 2010 Professional, Expression Studio 4 Web Professional, and latest versions
of Windows, Windows Server, and SQL Server for development and testing.
Competency Benefits
Competency Core Benefits
• Internal Use Software (25 licenses): Windows 7,
Microsoft Office Enterprise 2007, Windows Server
2008, Microsoft Office SharePoint, and more.
• Support Services: 20 phone-based advisory hours,
unlimited deal-related and business-critical phone
support, online support experience, and a five-pack
of break/fix incidents.
• Marketplace Prioritization: Priority listing in
Microsoft customer-facing directories and use of the
Microsoft Partner Network competency logo.
• Channel Incentives: Partner incentive for selling
BPOS (18% first year, 6% recurring).
• Training: Access to the Partner Learning Center.
Advanced Competency Core Benefits
• Internal Use Software (100 licenses): Windows 7,
Microsoft Office Enterprise 2007, Windows Server
2008, Microsoft Office SharePoint, and much more.
• Support Services: 50 phone-based advisory hours,
unlimited deal-related and business-critical phone
support, online support experience, and a five-pack of
break/fix incidents.
• Marketplace Prioritization: Top-priority listing in
Microsoft customer-facing directories and use of the
Microsoft Partner Network advanced competency
logo.
• Channel Incentives: Partner incentive for selling
BPOS (18% first year, 6% recurring).
• Training: Access to the Partner Learning Center.
Competency-Specific Benefits
Partners with competencies and advanced competencies are eligible for competency-specific benefits,
including extra software licenses. Please refer to the “Value of Earning a Microsoft Competency” Guide
and License Calculator for more information.
COMPETENCY BENEFITS 12 |
Requirements Summary
Requirement Join Our Community
Purchase a Subscription
Earn a Competency Differentiate Your Expertise By Attaining an Advanced Competency
Credentials Not applicable Not applicable Two Microsoft Certified Professionals (applicable exams below).(1) OR Qualifying standard application tests
Four Microsoft Certified Professionals with advanced credentials, not holding any other advanced competency. (2) OR Two Microsoft Certified Professionals with advanced credentials, not holding any other advanced competency and qualifying standard test (3) OR Qualifying advanced application tests(3)
Joint Microsoft Partner Plan
Not applicable Not applicable Not applicable Revenue commitment Starting October 2010, partners will need to commit to a minimum revenue bar based on their competency. Starting October 2011, to maintain advanced competency status, partners will need to meet the revenue bar by their next reenrollment date. After achieving an advanced competency, partners will be required to complete a simple business plan detailing the activities that will support their plan. If applicable, a Microsoft representative may contact the partner to support the creation of this business plan
Business Training and Assessments (4)
Not applicable One individual who passes a Microsoft online assessment every two years. (5)
One individual who passes a Microsoft Licensing overview assessment OR One MCP that has passed a Volume Licensing competency exam AND One individual who passes an online sales and marketing competency assessment
One individual who passes a Microsoft Licensing overview assessment OR One MCP that has passed a Volume Licensing competency exam AND Two individuals who pass an online sales and marketing competency assessment
Customer Evidence
Not applicable Not applicable Three unique customer references per competency
Five unique customer references per competency.(5) Participation in Customer Satisfaction (CSAT) Index
Commitment Short Profile Short Profile; including company’s official URL Annual Subscription Fee: Microsoft Action Pack Solution Provider $329; Microsoft Action Pack Development and Design $429.
Full Profile Annual competency Fee (good for one or multiple competencies): $1,850. (6)
Full Profile Annual advanced competency Fee (good for one or multiple advanced competencies): $3,800.(6)
See footnotes in speaker notes
You can also follow these steps to prepare for the upcoming changes:
It may be time to update your Microsoft Certifications.
A number of changes have been made to the Microsoft Partner Network since July 2009, including the introduction
last month of a new, more relevant competency structure with expanded benefits and requirements.
These changes will help you differentiate your business and enable you to deliver even more value to your customers.
However, it‘s also likely that you‘ll need to update your Microsoft Certifications by aligning with more current
technology. To retain your competency benefits, update your certification exams by your re-enrollment date. (Until
then, you‘ll retain your current benefits.)
Visit the ―Get Current on Certification Exams‖ page to learn how to start the process, find out if you need to update
your certifications, and see how we can help.
Get Current on Certification Exams
GET CURRENT ON CERTIFICATION EXAMS 14 |
Download the ―Value of Earning a Microsoft Competency Guide‖ to learn about
new competencies and their exam requirements.
Identify the new certification exams you need to take in order to remain
compliant in your respective competency and/or competencies.
Prepare for certification exams with the Learning Plan Tool and locate a
Prometric testing center.
1
2
3
Two Steps for Preparation
• Review and update your competency requirements and, where applicable, your competency requirements.
• Prepare for the advanced competency and/or competencies of your choice.
• Participate in the CSAT Index prior to re-enrollment.
• Update your collateral with your new brand via Partner Logo Builder.
• Review the new competency requirements and, where applicable, update your competency requirements.
• Prepare for the advanced competency and/or competencies of your choice.
• Update your collateral with your new brand via Partner Logo Builder.
• Participate in the new Microsoft Partner Network Community site to get support and engage with other partners.
• If you’re interested, prepare for the Midmarket Solution Provider competency.
• If you’re interested, prepare for the Midmarket Solution Provider advanced competency.
• Participate in the new Microsoft Partner Network Community site to get support and engage with other partners.
• Check out the new subscriptions that are available.
• Consider new membership opportunities to further engage within the network.
1. Check out the ―Prepare for the Microsoft Partner Network‖ Portal Page
2. Review the Microsoft Partner Network Checklist
Gold Certified
Partners
Certified
Partners
Small
Business
Specialists
Registered
Members
Now 1 2 In October 2010
Where Do I Go for Help?
• Microsoft Partner Network Expert Team
Partners may contact our Microsoft Partner Network Expert Team for information on
qualifying for re-enrollment, receiving additional insight on competency attainment,
meeting the CSAT Index requirements and much more. Contact the Microsoft Partner
Network Experts at 1-877-254-6825 or [email protected].
• Regional Service Center
Our RSC can answer all questions and concerns related to the Microsoft Partner
Network and can help make changes to a partner‘s account. Call 1-800-765-7768 or
email [email protected].
WHERE DO I GO FOR HELP? 16 |
© 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista, and [include other trademarks referenced] are trademarks of the
Microsoft group of companies. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the
date of this presentations. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of
Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO
WARRANTIES, EXPRESS, IMPLIED, OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
THANK YOU
For all questions, visit the U.S. Partner Portal: https://partner.microsoft.com/US
For steps on how to prepare for the Microsoft Partner Network: https://partner.microsoft.com/US/40109866
Connect with peers online: http://microsoftpartnernetwork.com/
JUNE 2010
Appendix A Frequently Asked Questions
Microsoft Partner Network FAQs
• Why have you changed from the Microsoft Partner Program to the Microsoft Partner Network?
We‘re evolving from the Microsoft Partner Program to the Microsoft Partner Network to strengthen the relationship
we have with our partners—and the relationships you have with other partners and your customers. All partners
have a home within the Microsoft Partner Network. You can thrive by taking advantage of the new opportunities
available to you through the Microsoft Partner Network.
• What is the difference between competency and advanced competency?
Microsoft competencies can help set your company apart from the competition by demonstrating your proven
Microsoft experience and skills to customers. Competencies align to your customers‘ needs and can make
certifications more recognizable to prospective customers. Partners will differentiate this in the marketplace with a
specific Microsoft Partner Network competency brand.
In October 2010, partners that attain advanced competencies will showcase ‗best-in-class‘ solutions that went
through a rigorous and auditable approval process to demonstrate customer value. Partners with advanced
competencies will demonstrate to customers a deep level of expertise and an ability to provide holistic integrated
solutions. Partners will differentiate this in the marketplace with a specific Microsoft Partner Network advanced
competency brand.
• Once I attain a new competency or advanced competency, when do I receive the associated logo?
New competency and advanced competency logos will be available to partners in October 2010. Though partners
may continue to use Microsoft Partner Program Gold Certified and Certified logos until June 30, 2011, these logos
will not be available to download in Logo Builder after October 2010. Gold Certified and Certified logos will retire in
June 2011. To access current logos, go here.
• What membership area will I transition into come May and October 2010?
All Gold Certified and Certified partners with at least one competency will be placed into the appropriate
competency membership. A table for how current competencies will transition to new competencies can be found
in the appendix of the Value of Earning a Microsoft Competency guide.
Once advanced competencies are available in October, 2010, partners can enroll in the advanced competency of
their choice assuming the associated requirements are met.
MICROSOFT PARTNER NETWORK FAQs 19 |
Microsoft Partner Network FAQs
• Why are Gold Certified and Certified going away?
Our research showed us that the existing partner brands were not resonating with customers. We heard:
―What does gold certified mean?‖
―Gold sounds valuable to Microsoft but expensive for me… not relevant … not about my business‖
Customers want to be assured that a partner can solve their business needs so they find value in a specific, more
transparent naming system that identifies partners‘ capabilities and level of expertise specific to these capabilities.
Also, some partners liked the ‖convenience‖ or ambiguity of gold, because they could ―make it mean anything in
customer conversations.‖ Many partners shared the customer perspective, believing that ―gold‖ was devalued.
They wanted us to ―raise the bar‖ so they would have better opportunity to clarify and differentiate their business
expertise.
In addition, historically partners joined numerous competencies simply to become gold – in the Microsoft partner
network partners can focus on building expertise in areas that drive their business versus jumping through
unnecessary hoops.
• With this transition, doesn’t Gold Certified equate to advanced competency and does Certified equate to
competency?
Gold Certified does not equate to an advanced competency. The advanced competency is a new membership
opportunity within the network and has more stringent requirements than Gold Certified does today.
Competency requirements are similar to what partners need to do to achieve the Certified designation today. In
May 2010, Gold Certified and Certified partners with at least one competency will transition into the appropriate
competency.
• I noticed there are “core” and competency-specific benefits –how are these different?
When you earn your first competency and/or advanced competency, you are entitled to a ―core‖ set of benefits,
which is a one-time occurrence and renewable upon reenrollment. As you attain additional competencies, you are
granted competency-specific benefits.
MICROSOFT PARTNER NETWORK FAQs 20 |
Microsoft Partner Network FAQs
• What are some of the competency core benefits?
If you are interested in learning more about Microsoft Partner Network competencies, review the Value of Earning
a Microsoft Competency. If you have a competency today, please download the guide to identify the new exam
requirements your organization must meet to attain your competency.
• Can I assign MCPs that have attained a competency to an advanced competency?
Yes, your employees or contractors who pass the applicable competency exams are eligible toward multiple
competencies.
• Can I assign MCPs that have attained an advanced competency to another advanced competency?
No, your employees or contractors who pass the applicable competency exams are only eligible toward one
advanced competency. A person who has attained a Master or Architect Certification qualifies for two Microsoft
Certified Professionals with advanced credentials.
• I’m a small partner and I think that the advanced competency is too hard to achieve – what is the rationale for
the advanced competency requirements?
We acknowledge that it may be difficult for some small business partners to achieve more than one advanced
competency as some of the primary requirements include four unique Microsoft Certified Professionals and
revenue requirements. The requirements evolved from partner feedback requesting that Microsoft help them
differentiate their technical and business capabilities, raise the ―bar‖ and reward the highest commitment.
Smaller partners that were previously Gold with multiple competencies are encouraged to choose their primary
business focus for pursuing an advanced competency and then choose supporting competencies that compliment
their primary focus. In addition, partners that focus on small-business customers can engage through the Small
Business Specialist Community and are encouraged to try to achieve the Midmarket Solution Provider
competency.
MICROSOFT PARTNER NETWORK FAQs 21 |
Small Business Specialist Community FAQs
SMALL BUSINESS SPECIALIST COMMUNITY FAQs 22 |
• Since the Small Business Specialist Community is continuing, does that mean that the Small Business
Specialist logo is staying too?
As an active member in the Small Business Specialist Community partners may continue to use the
current Small Business Specialist logo (a.k.a. the blue badge), to strengthen customer recognition and
their ongoing partnership with Microsoft. We will continue to evolve the visual branding where necessary
to ensure it aligns with the overall MPN branding that customers know and trust. Our commitment to
partners is that we will provide 1 year notice if any changes are implemented in the future.
• What about the Sales & Marketing Skills Assessment?
Starting in October 2010 we will introduce new Sales & Marketing Assessments for both the Small
Business Specialist Community and for the individual competencies as well. The Small Business
Specialist Community will have to meet this assessment; Midmarket Solution Provider will have its own
unique sales and marketing assessment
• Can I be an active member in SBSC and also hold another competency at the same time?
Yes. We encourage partners go after the credentials that will best demonstrate what they can offer their
small-to-midsize business customers. They can be in the SBSC in addition to being in a competency or
multiple competencies.
• If partners can be in both SBSC and a competency, can they use more than one logo?
Yes. The Microsoft Partner Network logos help customers identify areas of expertise. Partners are
permitted and encouraged to use all logos that they are qualified for. The Small Business Specialist logo
may be used in conjunction with (multiple) competency and advanced competency logos.
• Do partners need to update skills to remain in SBSC?
Yes, small-to-midsize (SMB) customers desire technology providers that have current skills and proven
expertise. They will need to meet the current requirements for the designation, competency or advanced
competency they‘d like to obtain each year.
Subscriptions FAQs
• What happened with subscriptions in May 2010?
As announced on March 15, 2010, Microsoft Action Pack was renamed ―Microsoft Action Pack Solution Provider.‖
In addition, on May 24, 2010 we launched a new offering called Microsoft Action Pack Development and Design.
Empower for ISVs closed its enrollment on May 21, 2010.
• What is changing with Microsoft Action Pack Solution Provider?
As of May 24, new benefits were included, such as a TechNet for Microsoft Action Pack Solution Provider which
includes evaluation licenses of full-version Microsoft software, access to the Microsoft TechNet Library and
TechNet community managed forums, visibility in Microsoft customer directories, the opportunity to recruit the
most-qualified students with next-generation talent, sales skills training and access to quarterly support webinars.
• Who should order Microsoft Action Pack Solution Provider?
Action Pack Solution Provider is for Microsoft partners serving small and medium companies. This subscription
helps Solution Providers effectively promote, install, and build solutions that use Microsoft products and
technologies.
• What is Microsoft Action Pack Development and Design and who should order it?
Launched on May 24, 2010, Action Pack Development and Design provides developers and web designers the
latest software releases and platform technologies, key development and testing tools, technical support, business
development resources, and broad market visibility. Your company must have less than 100 employees and your
company URL will be checked to ensure you are in the software development and design business.
• How much do the Microsoft Action Pack Subscriptions cost?
Microsoft Action Pack Solution Provider costs $329. Microsoft Action Pack Development and Design costs $429.
You have the option to buy a download only subscription or a download + physical media subscription, which
includes a Welcome Kit and up to (2) update kits.
SUBSCRIPTIONS FAQs 23 |
