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Microsoft - Partner Confidential Information
Microsoft Partner Network Dynamics Lead Referral ProgramAdvanced Partner Deck
Microsoft - Partner Confidential Information
• Increase lead flow potential
• Drive leads to the right partners who have the ability to sell and deploy
• Allow partners to be compensated for referrals that lead to new customer sales
• Provide incentive for non-Dynamics partners to refer customers
Marketing Marketing Service Service BureauBureau
Industry Industry Focused Focused InvestmentsInvestments
With-Partner With-Partner Vertical MarketingVertical Marketing
Lead Referral Lead Referral ProgramProgram
Goal: Build the pipeline
Completing The Transformation – Lead Referral Program
Available Available Aug Aug
2010!2010!
Microsoft - Partner Confidential Information
Lead Referral Program Rules
* If lead results in transaction. Fee % applied to full value of deferred payments & paid upfront. Paid on initial License and “Maintenance” transaction only. Subsequent renewals or transactions not included.** One-time signature required (12-month term with auto-renewal†). Partner remain active in MPN.- Microsoft reserves the right to distribute leads to Managed SPA/CSA partners at its sole discretion.
• Compensate referring partners for new leadsCompensate referring partners for new leads• Increase lead opportunities for Solution-selling Increase lead opportunities for Solution-selling
Dynamics PartnersDynamics Partners
Eligibility
PartnersPartners: Members of MPN: Members of MPN
ProductsProducts: AX, NAV, GP, SL, C5, CRM on-: AX, NAV, GP, SL, C5, CRM on-premises, CRM Online, POS/RMSpremises, CRM Online, POS/RMS
ProgramsPrograms:: BRL, VL (except for SPLA) BRL, VL (except for SPLA)
RegionsRegions: : WorldwideWorldwide
Leads: Leads: Only new opportunities Only new opportunities
Requirements
Fees
• 5% of billed 5% of billed revenue* on revenue* on initial initial transactiontransaction
• Capped at $20kCapped at $20k
• Cannot receive Cannot receive SPA Discount or SPA Discount or CSA Fee & CSA Fee & Referral Fee for Referral Fee for same transactionsame transaction
Transaction Size
Referral Fee
$1,000 $50$10,000 $500$20,000 $1,000$50,000 $2,500
$200,000$10,00
0
$400,000$20,00
0
$1,000,000$20,00
0
• Partners must agree to terms of Referral Partners must agree to terms of Referral AgreementAgreement ****
• Opportunity shelf life of 12 monthsOpportunity shelf life of 12 months• Referrals must be submitted Referrals must be submitted priorprior to to
transaction taking placetransaction taking place• Transaction must be completed prior Transaction must be completed prior
to paymentto payment• First referral received & accepted First referral received & accepted
gets prioritygets priority
Lead Submission
Via online tool, including Via online tool, including access to access to lead(s) status & reportinglead(s) status & reporting
Program live as of
August 16, 2010
Microsoft - Partner Confidential Information
Lead Referral Program Process
Referral Referral PartnerPartner
ImplementatiImplementationon
PartnerPartner
Customer
Lead Lead Management Management
SystemSystem
MicrosoftMicrosoft
Referral Referral SystemSystem
Customer
Order placed by transaction Partner, and is matched with referral
11 3322
1. Partner enrolls2. Partner refers
leads to Microsoft
Microsoft qualifies lead; Implementation Partners recommended to customer
Referral entered into Microsoft systems
44
55
5% fee sent to 5% fee sent to Referring PartnerReferring Partner
Microsoft - Partner Confidential Information
Enroll in Referral Program
Ensure active status in MPN
Receive confirmation email
Access Referral page on PartnerSource
Fill out your Referral profile
Read and Complete the Referral Agreement; type Name to accept terms
Microsoft - Partner Confidential Information
Lead Submission: Step 1 of 4
PartnerSource enables:
•Submissions of Leads
•Receipt of change of Lead status updates
•Access to Lead reporting 24/7
Log on to PartnerSource and access submission tool
Microsoft - Partner Confidential Information
Lead Submission: Step 2
• Your own organizational details are pre-populated
• Accurate and relevant customer contact details increase chances of success
PartnerSource – Enter Lead Contact Details
Microsoft - Partner Confidential Information
Lead Submission: Steps 3 & 4
3. PartnerSource – Enter Lead Opportunity Details
• Customer consent required• Customer acknowledgment that partner may receive
finder’s fee required
• Information provided helps offer lead to right solution-selling partner
• Product(s) that lead may be interested in must be indicated
• Size of opportunity critical• Public Sector not eligible for fees
4. Acknowledgement
Microsoft - Partner Confidential Information
Lead Status Reporting
Lead status available 24/7 via PartnerSource
•Saved
•Accepted or Rejected
•Closed
•Cancelled*
•Paid
•Deleted
*Unless matched with a transaction, Leads expire after 12 months
Microsoft - Partner Confidential Information
Lead Status Reporting – Report Detail
• Drill-down view
• Summary of all leads submitted
Microsoft - Partner Confidential Information
Programmatic billing allows partners to focus resources on adding new customers and growing their business instead of managing the renewal process
Next Steps
• Opportunity to earn money by submitting leads to Microsoft
• Builds pipeline for Microsoft Dynamics’ managed partners
• Opportunity to earn money by submitting leads to Microsoft
• Builds pipeline for Microsoft Dynamics’ managed partners
Key Takeaway
• Become a part of the Microsoft Partner Network
• Agree to the terms of the Microsoft Dynamics lead Referral Agreement
• Available as of August 16, 2010
• Submit leads to the Microsoft Dynamics Referral Program
• Become a part of the Microsoft Partner Network
• Agree to the terms of the Microsoft Dynamics lead Referral Agreement
• Available as of August 16, 2010
• Submit leads to the Microsoft Dynamics Referral Program
Next Steps