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Microsoft Partner NetworkGuideJuly 2012

The Microsoft Partner Network is the single largest technology partner

program in the world, with 640,000+ partners. Microsoft and our partners

collectively create a customer solution engine that brings together busineand technology solutions for businesses and consumers around the globe

partners use the network to leverage industry-leading tools, training,

networking, and support to help them compete and win more business.

As customer demands evolve and Microsoft brings new technologies to

market, the partner network continues to keep pace. Partners who engage

more deeply in the network can realize 28% greater revenue per employe

68% larger deal sizes (IDC, March 2011).

Use this guide to learn more about the Microsoft Partner Network,

opportunities available, network structure, membership requirements, and

partner resources. The links in this document direct to the global partner

portal. Portals are available in almost every countrychange the location

your country to view local information.

For more information, or if you have questions, you can contact your loca

Regional Service Center.
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Microsoft Partner Network GuideJuly 2012

Overview of the Microsoft Partner Network........................................................................2

The Value of the Microsoft Partner Network ................................................................................................................................. 2

Join the Network ....................................................................................................................................................................................... 2

Microsoft Partner Network Membership Structure ..................................................................................................................... 3

Benefits ......................................................................................................................................................................................................... 6

Software Licenses .................................................................................................................................................................................. 10

Membership Requirements ............................................................................................................................................................... 12

Partner Network Enrollment and Administration............................................................ 14How to Enroll........................................................................................................................................................................................... 14

How to Renew......................................................................................................................................................................................... 14

Defining Key Contacts ......................................................................................................................................................................... 14

Defining Multiple Locations .............................................................................................................................................................. 15

Partner Tools & Resources....................................................................................................... 16

Appendix ........................................................................................................................................ 17

Small Business Specialist Community (SBSC) FAQ.................................................................................................................... 17


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Overview of the Microsoft Partner NetworkThe Value of the Microsoft Partner Network

Microsoft has one of the largest partner ecosystems in the world with approximately 640,000 partners in 170

countries, accounting for a staggering $580 billion in revenue (as of November 2011). More than 430,000

partners participate in the Microsoft Partner Network, and in 2012-2013, Microsoft will invest more than $5.8B

in the network to support and reward partner success. The Microsoft Partner Network is committed to serving

the needs of our partners. We believe that aligning with Microsoft is one of the best business decisions your

company can make. Through the partner network, we can help you:

Drive growth, gain higher margins, and accelerate sales. Move your customers businesses into the future with an extensive pipeline of upcoming product

releases across on-premises and cloud solutions.

Capitalize on new opportunities or transition to new business models.

Join the Network

The Microsoft Partner Network is designed to help qualified technology companies build, sell, service, and

support solutions for their customers, based on Microsoft technologies. To qualify, a business must sell more

than 75 percent of its IT solutions and services to unaffiliated third parties. Partners can join the Microsoft

Partner Network by completing a short profile and, in return, they will gain access to a wealth of benefits.

As a member of the network, organizations can strengthen staff expertise with online business and technical

training (most courses are available at no charge), and can access customizable marketing campaigns and no-

charge, online technical support. And, partners can make their companies known to thousands of potential

customers through listings in Microsoft online marketplaces.

Businesses that qualify for membership in the Microsoft Partner Network fall into one or more of the following

categories:

IT consulting services provider

Independent hardware vendor (IHV)

Independent software vendor (ISV)

Large account reseller (LAR) Original equipment manufacturer (OEM)

Software hoster

Software support provider

System builder

Systems integrator

Software training provider

Value-added IT provider (VAP) Value-added reseller (VAR)

Web designer

Web marketing agency


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Entities that do not qualify for membership in the Microsoft Partner Network include nongovernmental

organizations (NGOs), academic institutions, students, government offices, or commercial businesses whoseprimary focus is not IT-related. To enroll or renew your Microsoft Partner Network membership, you must meet

the requirements for the applicable membership opportunity, as outlined later in this guide.

Microsoft Partner Network Membership Structure

A wide range of partner opportunities are available to help ensure that the Microsoft Partner Network is

meeting partner and customer needs. Whether you want to interact with peers and experience the latest

Microsoft technology, or you want to establish yourself as an expert in your field, the Microsoft Partner

Network has a membership opportunity for you. Each membership opportunity has an individual set of

requirements to meet industry demand, together with benefits to help you better serve customers.

Microsoft has three membership offeringsCommunity, Subscriber, or Competency partner. The membership

offerings also align to our cloud programs.

Community

The Microsoft Partner Network Community is the starting point for the Microsoft Partner Network. There is no

fee to be a member of the community. Partners can leverage community resources to build relationships and

create connections. As a community member, you can also attend in-person conferences and workshops to

help you grow your business. Through social networking, including Facebook, Twitter, LinkedIn, and theDigital

Worldwide Partner Community site,partners can participate in conversations, learn about the latest technology

trends, and ask questions directly to Microsoft employees.

Small Business Specialist Community (SBSC): In June 2012, Microsoft launched the new Small

Business competency to help small business partners create distinction in the marketplace and create

long-term sustainability with cloud-based services. Microsoft is elevating its commitment to the SMB

market and is planning to integrate the Small Business partner community in its Microsoft Partner

Network competency model. The current SBSC program will continue to exist and Microsoft will

support SBSC partners during a grace period of 12 months after the Small Business competency launch.

During this grace period, both programs will reside side-by-side, and SBSC partners will continue to

benefit from the program and branding. After the grace period, the Small Business Specialist

Community will transform into a Microsoft Partner Network partner-to-partner community. There will

be no requirements to join the communityhowever, there will be reduced benefits compared to the

current SBSC offers. Reference the Appendix for more information.

Subscriber

Subscriptions enable partners to access Microsoft cloud services, software, development tools, training, market

visibility, and supportall at significant savings. Partners can leverage benefits to connect with Microsoft

experts and peers to share best practices, develop their Microsoft business, and drive innovation.
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Subscription benefits include flexible financing options for customers, customizable marketing and sales tools,

unlimited online technical support from Microsoft engineers, and access to technical courses and virtual labs.

Subscription Offerings

Microsoft Action Pack Solution Provider: Specially tailored for Microsoft partners that serve small

and medium businesses (SMBs),Microsoft Action Pack Solution Provideroffers internal-use, full-version

software, online technical support, and sales resources to help partners meet their sales goals, stay

competitive, and grow their business.

Microsoft Action Pack Development and Design:Microsoft Action Pack Development and Design

can help developers and web designers save time and money through access to development and

testing tools, the latest Microsoft products for internal business use, and email advisory hours for

design and development guidance.

Partners can subscribe to either the Action Pack Solution Provider or the Action Pack Development and Design

offering, but not both. There is a fee to receive this offering. Partners are not permitted to have both an Action

Pack subscription and a competency.

Microsoft Competencies

The Microsoft Partner Network features 29 competencies. Partners can earn both gold and silver competencies

which are aligned to market-relevant solutions. In todays competitive environment, competencies can help set

your company apart from the competition by demonstrating a specific, proven skillset to your customers.

Silver and gold competencies include eligibility for channel incentives, a direct relationship with Microsoft for

sales support, technical presales and advisory services, exposure on customer marketplaces, customized

competency logos, deployment planning services eligibility, online training, and business-critical phone

support. Local Microsoft teams may also provide additional benefits. Read theValue of Earning a Microsoft

Competency Guidefor more details.

Silver competenciesrepresent consistent capability, expertise and commitment within a specific

Microsoft solution area, and offer tailored benefits that significantly surpass the cost of qualification,

such as internal-use software licenses for companies of up to 25 people, eligibility for a direct

relationship with Microsoft for sales support, unlimited customer technical sales and advisory services,

and prioritized exposure on the Microsoft customer marketplace.

Gold competenciesdemonstrate best-in-class capability as market leaders within a specific Microsoft

solution area and can provide the greatest differentiation for in the marketplace and the highest level

of benefits.
https://partner.microsoft.com/global/40016455https://partner.microsoft.com/global/40016455https://partner.microsoft.com/global/40016455https://partner.microsoft.com/global/40132997https://partner.microsoft.com/global/40132997https://partner.microsoft.com/global/40132997https://partner.microsoft.com/40005167https://partner.microsoft.com/40005167https://partner.microsoft.com/40005167https://partner.microsoft.com/40005167https://partner.microsoft.com/40005167https://partner.microsoft.com/40005167https://partner.microsoft.com/global/40132997https://partner.microsoft.com/global/40016455


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Microsoft Competencies

Cloud Programs

Microsoft offers unique opportunities for companies who are already selling or building cloud solutions, or

who want to start a successful cloud practice. There are two cloud solution programsMicrosoft Cloud

Essentials and Microsoft Cloud Accelerate.

Cloud Essentials: This program helps partners start their cloud practice so they can begin to deliver

customized and scalable cloud solutions, whether building and developing applications on the

Windows AzurePlatform, or selling and servicing Microsoft Office 365, Windows Intune, orMicrosoft Dynamics CRM Online. There is no fee for this program and partners can enroll in Cloud

Essentials if they are a community member, subscriber, or competency partner.

Cloud Accelerate: If you already have customers in the cloud, you can graduate to the Cloud

Accelerate program, which offers advanced benefits, including competitive differentiation with a badge

of distinction. Note:to qualify for Cloud Accelerate you first must enroll in Cloud Essentials. There is no

fee for the Cloud Accelerate program if you have already attained a competency. If you do not have a

competency, then a fee is required, equivalent to your local silver competency fee.
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Benefits

Microsoft offers the most comprehensive program with a rich set of benefits designed to enable partner

success; both across partner type and engagement level, and from community members to gold competency

status. In fact, IDC believes that a 50-person Microsoft partner organization with approximately $5M-$10M in

revenue and 2-5 competency designations can realize $320,000USD in value directly attributed to benefits

from the Microsoft Partner Network.1

Network members receive a set of core benefits each time they enroll or renew their memberships that can

help save time and money while they strengthen their capabilities, better serve customers, and build

connections. As partners increase their commitment to their Microsoft partner relationship, Microsoft

recognizes them with higher-value benefits.2

Each membership opportunity offers a different level of access to these core benefits, as outlined later in thisguide. Based on partner feedback Microsoft identified these benefits as providing the greatest value for

partners businesses.

Benefits are available for each stage of the business cycle:

Plan:Enter new markets with early access to the latest technologies

Enable:Strengthen staff expertise with online business and technical training

Create Demand:Access marketing campaigns, guidance, and support along with online customer

directories

Sell:Increase sales and cash flow with Microsoft customer financing and partner channel incentives

Service:Improve customer response times with technical presales and advisory services

Retain:Get insights on customer satisfaction and loyalty with survey solutions

Various levels of core benefits are available for all membership opportunities and are available in most regions

of the world.

Core Benefits Summary

Plan

Internal-use software licenses

Microsoft Students to Business

Microsoft LicenseWise for

Volume Licensing

Enable

Partner Learning Center (PLC)

MSDN subscription

Microsoft TechNet Subscription

Technical Enablement

Windows Phone service plan

and device savings

Create Demand

Microsoft Pinpoint online

marketplace

Partner Marketing Center

Logo Builder

1IDC. The Business Value of the Microsoft Partner Network Core Benefits. Mira Perry, Steve White. June 20122The Small Business competency does not receive all core benefits.


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Sell

Sales Ready Resources Demo Showcase

Microsoft Financing

Incentives

Technical Presales and Advisory

Services

Service

Product support Technical Presales and Advisory

Services

Retain

Customer Satisfaction (CSAT)Index

Benefits by Membership Opportunity

Plan

Core benefit1 Participate in a

community

Purchase a

subscription

Earn a silver

competency

Attain a gold

competency

Get firsthand knowledge of

features and capabilities withinternal-use software licensesfor

the latest Microsoft software

Not applicable Up to 10 licenses

for each product

2

Up to 25 licenses

for each product

Up to 100 licenses

for each product

Find the most-qualified technical

students for entry-level and

internship positions, with

Students to Business

Not applicable Access Access Access

Get help with recommending

Microsoft Volume Licensing

products and solutions with

Microsoft LicenseWiseforVolume Licensing

Not applicable Access Access Access

EnableCore benefit Participate in a

community

Purchase a

subscription

Earn a silver

competency

Attain a gold

competency

Build technical and business

skills with training at thePartner

Learning Center

Unlimited access Unlimited access Unlimited access Unlimited access

Developers: access tools,

software, communities, and

resources for developers and

testers with anMSDNsubscription

Not applicable 3 MSDN for Action

Pack Development

and Design

subscriptions3

5 Microsoft

Visual Studio

Premium with

MSDNsubscriptions

10 Microsoft Visual

Studio Premium

with MSDN

subscriptions

IT professionals: access tools,

software, communities, and

resources, with aTechNet

Subscription

Not applicable 1 TechNet for

Microsoft Action

Pack Solution

Provider license4

3 TechNet for

Microsoft

Competency

Partners licenses

3 TechNet for

Microsoft

Competency

Partners licenses
https://partner.microsoft.com/global/program/memgettingstarted/40148585https://partner.microsoft.com/global/program/memgettingstarted/40148585https://partner.microsoft.com/global/program/memgettingstarted/40090801https://partner.microsoft.com/global/program/memgettingstarted/40090801https://partner.microsoft.com/global/program/memgettingstarted/40011368https://partner.microsoft.com/global/program/memgettingstarted/40011368https://partner.microsoft.com/global/program/memgettingstarted/40168562https://partner.microsoft.com/global/program/memgettingstarted/40168562https://partner.microsoft.com/global/program/memgettingstarted/40168562https://partner.microsoft.com/global/program/memgettingstarted/40168562https://partner.microsoft.com/global/program/memgettingstarted/40019775https://partner.microsoft.com/global/program/memgettingstarted/40019775https://partner.microsoft.com/global/program/memgettingstarted/40019775https://partner.microsoft.com/global/program/memgettingstarted/40019775https://partner.microsoft.com/global/program/memgettingstarted/40045868https://partner.microsoft.com/global/program/memgettingstarted/40045868https://partner.microsoft.com/global/program/memgettingstarted/40045868https://partner.microsoft.com/global/program/memgettingstarted/40045868https://partner.microsoft.com/global/program/memgettingstarted/40045868https://partner.microsoft.com/global/program/memgettingstarted/40019775https://partner.microsoft.com/global/program/memgettingstarted/40019775https://partner.microsoft.com/global/program/memgettingstarted/40168562https://partner.microsoft.com/global/program/memgettingstarted/40168562https://partner.microsoft.com/global/program/memgettingstarted/40011368https://partner.microsoft.com/global/program/memgettingstarted/40090801https://partner.microsoft.com/global/program/memgettingstarted/40148585


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Sign up for theWindows Phone

Discount Program to getexclusivesavingson Windows

Phone plans and devices

Not applicable Not applicable Eligible Eligible

Access the latest product news

and technical and sales resources

with the no-costWindows Phone

app

Not applicable Not applicable Eligible Eligible

Create demand

Core benefit Participate in a

community

Purchase a

subscription

Earn a silver

competency

Attain a gold

competency

Make your company or solution

profile accessible to tens ofthousands of potential

customers through theMicrosoft

Pinpoint online marketplace

Standard

marketplaceexposure

Optimized

marketplaceexposure

Competency

designation andprioritized

marketplace

exposure

Competency

designation andpremier

marketplace

exposure

Save time and money with

customizable marketing

resources at thePartner

Marketing Center


Microsoft Branded Logo

Show your unique expertise with

acustom logothat identifies

your capabilities

Not applicable Not applicable Silver competency

logo

Gold competency

logo

SellCore benefit Participate in a

community

Purchase a

subscription

Earn a silver

competency

Attain a gold

competency

Technical Presales Assistance

that can be used for competitive

assistance, business value, and

proof-of-concept guidance5

Not applicable Not applicable Unlimited Unlimited

Give your sales a boost with

support from Microsoft partner

account specialists

Not applicable Not applicable Eligible for sales

support

Assistance from a

designated

Microsoft contact

Custom Demos and Tools

Create compelling salespresentations with rich,

customizable demos fromDemo

Showcase


LeverageMicrosoft Financingto

offer tailored financing options

that can help you close more

sales6

Eligible Eligible Eligible Eligible
https://mspartner.microsoft.com/en/us/pages/solutions/premium/windows-phone-discount.aspxhttps://mspartner.microsoft.com/en/us/pages/solutions/premium/windows-phone-discount.aspxhttps://partner.microsoft.com/global/program/memgettingstarted/40168429https://partner.microsoft.com/global/program/memgettingstarted/40168429https://partner.microsoft.com/global/program/memgettingstarted/40168429https://partner.microsoft.com/global/program/memgettingstarted/40168438https://partner.microsoft.com/global/program/memgettingstarted/40168438https://partner.microsoft.com/global/program/memgettingstarted/40168438https://partner.microsoft.com/global/program/memgettingstarted/40150831https://partner.microsoft.com/global/program/memgettingstarted/40150831https://partner.microsoft.com/global/program/memgettingstarted/40150831https://partner.microsoft.com/global/program/memgettingstarted/40150831https://partner.microsoft.com/global/program/memgettingstarted/40019331https://partner.microsoft.com/global/program/memgettingstarted/40019331https://partner.microsoft.com/global/program/memgettingstarted/40019331https://partner.microsoft.com/global/program/memgettingstarted/40019331https://partner.microsoft.com/global/program/memgettingstarted/40012205https://partner.microsoft.com/global/program/memgettingstarted/40012205https://partner.microsoft.com/global/program/memgettingstarted/40012205https://partner.microsoft.com/global/program/memgettingstarted/40015071https://partner.microsoft.com/global/program/memgettingstarted/40015071https://partner.microsoft.com/global/program/memgettingstarted/40029037https://partner.microsoft.com/global/program/memgettingstarted/40029037https://partner.microsoft.com/global/program/memgettingstarted/40029037https://partner.microsoft.com/global/program/memgettingstarted/40029037https://partner.microsoft.com/global/program/memgettingstarted/40044593https://partner.microsoft.com/global/program/memgettingstarted/40044593https://partner.microsoft.com/global/program/memgettingstarted/40044593https://partner.microsoft.com/global/program/memgettingstarted/40044593https://partner.microsoft.com/global/program/memgettingstarted/40029037https://partner.microsoft.com/global/program/memgettingstarted/40029037https://partner.microsoft.com/global/program/memgettingstarted/40015071https://partner.microsoft.com/global/program/memgettingstarted/40012205https://partner.microsoft.com/global/program/memgettingstarted/40019331https://partner.microsoft.com/global/program/memgettingstarted/40019331https://partner.microsoft.com/global/program/memgettingstarted/40150831https://partner.microsoft.com/global/program/memgettingstarted/40150831https://partner.microsoft.com/global/program/memgettingstarted/40168438https://partner.microsoft.com/global/program/memgettingstarted/40168438https://partner.microsoft.com/global/program/memgettingstarted/40168429https://mspartner.microsoft.com/en/us/pages/solutions/premium/windows-phone-discount.aspxhttps://mspartner.microsoft.com/en/us/pages/solutions/premium/windows-phone-discount.aspx


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Become eligible to earn

incentives for driving strategictechnology areas withMicrosoft

Partner Incentives7

Online incentives Online incentives Licensing and

online incentives

Solution, licensing,

and onlineincentives

Service


community

Purchase a

subscription

Earn a silver

competency

Attain a gold

competency

Resolve technical issues quickly

withproduct supportfrom

Microsoft experts8,9

Unlimited online

support

Unlimited online

support

Unlimited phone

support (for critical

issues)

Unlimited online

support

Unlimited phone


issues)

5 incidents of

phone support (for

noncritical issues)

Unlimited online

support

Unlimited phone


issues)

5 incidents of phone

support (for

noncritical issues)

Retain


community

Purchase a

subscription

Earn a silver

competency

Attain a gold

competency

Get insight into customer

satisfaction and loyalty with the

CSAT Indexsurvey solution

Not applicable Not applicable Access Access

Multiple Stages


community

Purchase a

subscription

Earn a silver

competency

Attain a gold

competency

Partner advisory hours:

Get access toTechnical

EnablementandTechnical

Presales and Advisory Services

from Microsoft consultants10

Not applicable 10 partner advisory

hours3

20 partner advisory

hours

50 partner advisory

hours

1Benefits are provided per partner organization for one year of membership and are renewed annually, when you renew your membership in the Microsoft Partner Network.

2Most products have up to 10 client access licenses (CALs), and server products have one license. See theMicrosoft Action Pack Solution Provider software page or the

Microsoft Action Pack Development and Design software page for details.3Microsoft Action Pack Development and Design subscribers only.

4Microsoft Action Pack Solution Provider subscribers only.

5To qualify for the no-charge Technical Presales Assistance offering, you must provide the customer name and details of the project. The US$3,000 revenue minimum does not

apply to deals made for cloud services or free software like Windows Internet Explorer. For smaller deals, you can also use your partner advisory hours to access this benefit.6Available in Australia, Belgium, Brazil, Canada, France, Germany, Italy, Japan, the Netherlands, New Zealand, South Korea, Spain, Switzerland, the U.K., and the U.S.7Partners must meet additional eligibility requirements for solution and licensing incentives, including enrollment in specific competencies.

8Online Technical response times vary between four hours and two days, depending on membership opportunity. See theOnline Technical Communities page for details.

9Critical incidentsare defined strictly as severe customer issues that immediately impede the operation of a customers business (such as when a server is down).

10Partners are allocated partner advisory hours that they can use as currency for Technical Enablement, and Technical Presales and Advisory Services. For partners with silver or

gold competencies, partner advisory hours are not deducted for presales services used with deals worth US$3,000 or more.
https://partner.microsoft.com/global/program/memgettingstarted/40142578https://partner.microsoft.com/global/program/memgettingstarted/40142578https://partner.microsoft.com/global/program/memgettingstarted/40142578https://partner.microsoft.com/global/program/memgettingstarted/40142578https://partner.microsoft.com/global/program/memgettingstarted/40168579https://partner.microsoft.com/global/program/memgettingstarted/40168579https://partner.microsoft.com/global/program/memgettingstarted/40168579https://partner.microsoft.com/global/program/memgettingstarted/40017618https://partner.microsoft.com/global/program/memgettingstarted/40017618https://partner.microsoft.com/global/program/memgettingstarted/40146779https://partner.microsoft.com/global/program/memgettingstarted/40146779https://partner.microsoft.com/global/program/memgettingstarted/40146779https://partner.microsoft.com/global/program/memgettingstarted/40146779https://partner.microsoft.com/global/program/memgettingstarted/40012316https://partner.microsoft.com/global/program/memgettingstarted/40012316https://partner.microsoft.com/global/program/memgettingstarted/40012316https://mspartner.microsoft.com/en/us/pages/membership/action-pack-solution-provider-software-contents.aspxhttps://mspartner.microsoft.com/en/us/pages/membership/action-pack-dev-design-software-contents.aspxhttps://mspartner.microsoft.com/en/us/pages/support/online-technical-communities.aspxhttps://mspartner.microsoft.com/en/us/pages/support/online-technical-communities.aspxhttps://mspartner.microsoft.com/en/us/pages/membership/action-pack-dev-design-software-contents.aspxhttps://mspartner.microsoft.com/en/us/pages/membership/action-pack-solution-provider-software-contents.aspxhttps://partner.microsoft.com/global/program/memgettingstarted/40012316https://partner.microsoft.com/global/program/memgettingstarted/40012316https://partner.microsoft.com/global/program/memgettingstarted/40146779https://partner.microsoft.com/global/program/memgettingstarted/40146779https://partner.microsoft.com/global/program/memgettingstarted/40017618https://partner.microsoft.com/global/program/memgettingstarted/40168579https://partner.microsoft.com/global/program/memgettingstarted/40142578https://partner.microsoft.com/global/program/memgettingstarted/40142578


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Software Licenses

Microsoft Partner Network members with a subscription or competency get access to software licenses that

can be used to run their business and gain invaluable hands-on experience with the latest technologies.

Microsoft Partner Network software licenses enable partners to learn about Microsoft software and services,

develop and support solutions on Microsoft platforms, and promote and sell Microsoft software and services.

Licenses are provided for the latest released versions of Microsoft software only. Partners have 12 months to

upgrade from the previous version of software offered in the program to the latest version. For more details,

see theSoftware Licensing pageor reference your Microsoft Partner Network agreement.

Software License Usage Environments

Software licenses are provided as core or elective benefits of the network in the following usage environments:

Internal use

Development and testing

Training use

Customer demonstration

The Microsoft Partner Network grants licenses for internal use. Partners can use these software licenses only for

internal business needs, customer demonstrations, and internal training purposes. The software licenses under

this program cannot be resold or used for direct revenue-generating activities, commercial purposes, personal

purposes, or customer training.

Additionally, the Partner Network provides subscription licenses to Microsoft Visual Studio with MSDN and

TechNet for Microsoft Competency Partners, which supply designated partners with licenses for theirdevelopment needs and for evaluation purposes, respectively.

Usage Types

Internal useis defined as use in a production environment for general internal business purposes and

not for any type of commercial purpose. For example, installing the Windows Server 2008 R2 operating

system and Microsoft Exchange Server 2010 to set up an email system that you can use to send

business-related email is acceptable. However, production use for external commercial purposes, such

as hosting a commercial website, is outside the scope of these rights. Licenses are provided for the

latest released versions of Microsoft software only. Licenses are not available for downgrade rights.

Customer demonstration licensesmay be used for demonstration purposes only by partners thathave attained Microsoft competencies. Sales and marketing employees of these organizations may use

relevant software on internal computers to showcase the product to customers. The product may not

be left with the customer after the demonstration has been completed. Licenses are provided for the

latest released versions of Microsoft software only. Licenses are not available for downgrade rights.

Internal-training licensescan be used for training internal employees only. These licenses cannot be

used for customer training or for any commercial purpose. Licenses are provided for the latest released

versions of Microsoft software only. Licenses are not available for downgrade rights.
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Development tools and subscriptionscannot be used for direct revenue-generating activities. For

example, you cannot develop a custom solution for one of your customers for a fee. However,development tools and subscriptions can be used to create a commercial application on the Microsoft

platform, which you can then sell to customers.

MSDN user licenses allow designated employees to use the available software for the design,

development, testing, and demonstration phases of application development.

TechNet for Microsoft Competency Partners usersubscriptionsallow licensed users to evaluate

software only. These licenses cannot be used in a live production environment.

Note:MSDN and TechNet Subscription licenses are single-user licenses only. Everyone who uses any of the

MSDN or TechNet Subscription software must be granted a subscription license at the same subscription level.

MSDN and TechNet Subscription benefits offered through the Software License Benefits program allow access

only to software downloads and product keys (includes the TechNet Technical Information Library). Partners donot receive other subscription benefits, such as access to Forums, Online Chat, Microsoft E-Learning, and

support incidents; however, similar benefits are provided through the Microsoft Partner Network.

All license benefits granted by the Microsoft Partner Network are not intended for employee personal use at

home, installation at a customer site, customer training, or for any type of direct revenue-generation or

commercial use, such as hosting a customers applications. In addition, software licenses may not be resold,

transferred, or assigned to any third party.

Activating products

Product activation is required for Windows server and client products and all Microsoft Office client

applications. Product keys for these products are issued with a finite number of activations. This means thateach time a machine is activated, one of the product activations for that particular product key is consumed;

this includes situations in which the same machine is reimaged and activated. For this reason, the number of

licenses your organization is entitled to and the number of activations it has been assigned are not the same.

You should not activate learning, development lab, and demo computers that are frequently reimaged. Instead,

for these computers, you should use the initial grace periods combined with the rearm functionality. For

specific details, refer to thePartner Volume Activation Guide.If you have questions about the product keys you

have been issued by the Microsoft Partner Network, contact your localRegional Service Center.

View theSilver and Gold competency licensing pagefor more information. You may also refer to theSoftware

Licensing Benefits FAQ. Or determine your software license benefits with theInternal-Use-Rights calculator.
https://partner.microsoft.com/40121023https://partner.microsoft.com/40121023https://partner.microsoft.com/40121023https://partner.microsoft.com/40032423https://partner.microsoft.com/40032423https://partner.microsoft.com/40032423https://partner.microsoft.com/40029254https://partner.microsoft.com/40029254https://partner.microsoft.com/40029254https://partner.microsoft.com/40091047https://partner.microsoft.com/40091047https://partner.microsoft.com/40091047https://partner.microsoft.com/40091047https://partner.microsoft.com/40135031https://partner.microsoft.com/40135031https://partner.microsoft.com/40135031https://partner.microsoft.com/40091047https://partner.microsoft.com/40091047https://partner.microsoft.com/40029254https://partner.microsoft.com/40032423https://partner.microsoft.com/40121023


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Membership Requirements

To enroll or renew your Microsoft Partner Network membership, you must meet the requirements for the

applicable membership opportunity, as outlined in the following table.

Microsoft Partner Network General Requirements

Requirement Community Subscriber Silver Competency Gold Competency

Credentials Not

applicable

Not applicable Employ or contract with

two Microsoft Certified

Professionals (MCPs).1

or

Submit a product or

application that can pass

a qualifying silver

competency application

test.

Employ or contract with four

unique MCPs with credentials

not assigned to any other

gold competency.2

or

Submit a product or

application that can pass a

qualifying gold competency

application test.3

Revenue

Commitment

Not

applicable

Not applicable Not applicable Make a minimum revenue

commitment.4

Business

Training and

Assessments5

Not

applicable

Employ or contract with

one person who passes a

Microsoft online

assessment every two years.


one person who has

passed aMicrosoft

Licensing overview

assessment.And


one person who has

passed an onlinesales

and marketing

competency assessment.

Employ or contract with one

person who has passed a

Microsoft Licensing overview

assessment.

AndEmploy or contract with two

people who have passed an

onlinesales and marketing

competency assessment.

Customer

Evidence

Not

applicable

Not applicable Provide three unique

customer references per

competency.

Provide five unique customer

references per competency.6

and

Participate in theCustomer

Satisfaction (CSAT) Index(onetime annually).

Profile and

Fee

Complete a

short profile.

Complete a short profile

that includes your

companys official URL.

and

Pay the annual subscription

fee.7

Complete a full profile.

and

Pay the annual silver

competency fee.7

Complete a full profile.

and

Pay the annual gold

competency fee.7
https://partner.microsoft.com/global/program/40136859https://partner.microsoft.com/global/program/40136859https://partner.microsoft.com/global/program/40136859https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40017618https://partner.microsoft.com/global/program/40017618https://partner.microsoft.com/global/program/40017618https://partner.microsoft.com/global/program/40017618https://partner.microsoft.com/global/program/40017618https://partner.microsoft.com/global/program/40017618https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40092539https://partner.microsoft.com/global/program/40136859https://partner.microsoft.com/global/program/40136859


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Requirements Footnotes:

1Partners can attain multiple silver competencies. Your employees or contractors who pass the applicable competency exams can count those exams toward multiple silvercompetencies.

2Partners can attain multiple gold competencies. Your employees or contractors who pass the applicable gold competency exams can count those exams toward only one

gold competency.

3Qualifying application testsrefers to products that pass Microsoft hardware and software tests, and applies to the Independent Software Vendor (ISV) competency or other

competencies with an ISV track. Qualifying application tests vary by product.

4Partners must agree to meet a minimumMicrosoft-related revenue commitment that is determined based on the partners region and the competency the partner

organization is working to attain. Both transacted revenue and influenced revenue count toward this commitment.

5Requirements vary by competency.

6Partners may use customer references from silver competencies toward gold competencies.

7Fees vary by geography. Partners must pay the silver competency fee or gold competency fee one time, per yearno matter how many competencies they have attained. If a

partner attains a gold competency after first attaining a silver competency, then the partner pays only the difference between the two membership fees, unless the partner is

within the 90-day renewal period, in which case the full gold competency membership fee is due.
https://partner.microsoft.com/program/competencies/40149294https://partner.microsoft.com/program/competencies/40149294


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Partner Network Enrollment and AdministrationHow to Enroll

1. Select the membership option that best matches your companys qualifications and business goals.

2. Sign in with your Windows Live ID.

3. Associate your ID to a partner organization.

4. Fill out a company profile.

5. Agree to terms and conditions.

6. Pass any necessary exams and assessments. Make sure to meet all requirements needed for your level

of membership.

Note:Membership is valid for a full 12 months from your enrollment date. Prior to the end of your

membership term, Microsoft will notify your primary program contact regarding your upcoming renewal date.

How to Renew

Microsoft encourages you to renew prior to your anniversary date to ensure that you maintain your network

resources. Partners can renew as early as 90 days before their membership expiration date.

Defining Key Contacts

Individuals should be assigned roles based on their function in the organization. Individuals assigned theseroles receive relevant Microsoft Partner Network communications. A single individual can be assigned more

than one role. Following are the roles for each location:

Primary Network Contact (required) First Technical Contact (required)

Executive Contact (required) Second Technical Contact (optional)

Sales and Marketing Contact (required) Third Technical Contact (optional)

There are two types of administrative rights that you can have based on your role assignment:

Global administrative rightsAssigned to the Primary

Network Contact for the organizations headquarters

location. Global administrative rights give you fullauthority to view, modify, or input data for the entire

organization hierarchy as defined in the Partner

Membership Center (the headquarters location and all

other locations).

Location administration rightsAssigned to the Primary

Network Contact for one of the organizations locations.

Location administrative rights give you the ability to viewmodify, or input data for that location and any locations

associated at levels beneath this location in the hierarchy

within the Partner Membership Center.

For information on how to perform these functions and other functions in the Partner Membership Center,

view the available online help once you have completed your enrollment.


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Defining Multiple Locations

Within the Microsoft Partner Network, a partner entity is defined as an organization.Organizations can have

one or many locations; a locationis defined as an affiliate office with a unique address. Partners with multiple

office locations can chose to enroll as:

A single organization with multiple locations assigned to it (specify the headquarters location).

Multiple organizations, each located in a separate location.

Several organizations of which only some have multiple locations assigned to them, and others being a

single location.

A single site organization is the headquarters. All locations, by definition, are a level beneath a single

headquarters location. There can be a total of five levels of the hierarchy, including the top levelthe

headquarters location. Locations, including the headquarters location, can be moved in the hierarchy at anytime. There must always be a defined headquarters location.

When defining a location, you specify a location administrator and how that location fits overall in the

hierarchy of your organization. A location administrator administers their specified location and all locations

beneath it as specified in the hierarchy. By creating a hierarchy of locations, one location administrator can

manage multiple locations and centralize administration tasks.

Why Should I Define My Organization Hierarchy?

You can enroll your entire organizationincluding offices in other cities or countriesbased on how you want

to be recognized by Microsoft. There are several factors to consider when determining how to enroll your

company in the network: How your organization is recognized in partner directories.

How your organization will achieve the desired membership level.

How your organization will receive resources.


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Partner Tools & Resources Partner Network Portal:Find everything you need to know about your membership, products and

solutions, sales and marketing, licensing, training and events, and product support. Portals are available

in almost every countrychange your location to your country to view local information.

Digital Software Download:Download your software benefits from a silver or gold competency and

Microsoft Action Pack subscribers to access the solutions and build your expertise.

Partner Membership Center:View your membership details, partner information, assigned admins, and

subscription expiration date.

Partner Learning Center:Access training programs and skills assessments.

Partner Marketing Center Explore marketing materials, sales resources, promotional marketing:resources, and featured campaigns.

Microsoft Pinpoint Get your company listed in this online marketplace to connect with new customers:

who are searching for qualified Microsoft partners, their software applications, and professional

services. More than 20 percent of Pinpoint visitors become viable prospects.

Logo Builder:Create and download custom logos to promote your Microsoft partner status and the

competencies youve attained.

Microsoft Partner Incentives:Earn rewards for your investments in specific solution areas and in

Microsoft gold competencies.

Partner Sales Exchange (PSX):Manage sales opportunities, access specialized resources and collaborate

with Microsoft to gain access to new customers.

MPN Roadmap:Stay up to date on the latest changes to the network. Competency Revenue Guide:View minimum revenue amounts required for most gold competencies.

Software license calculator:Use this tool to calculate how many software licenses youll gain with each

competency.

Regional Service Centers: Find a Regional Service center near you to help you resolve any technical

disruptions or provide resources.
https://partner.microsoft.com/global/Partnerhttps://partner.microsoft.com/global/Partnerhttps://partner.microsoft.com/40096013https://partner.microsoft.com/40096013https://partners.microsoft.com/partnerprogram/Welcome.aspxhttps://partners.microsoft.com/partnerprogram/Welcome.aspxhttps://partner.microsoft.com/40148085https://partner.microsoft.com/40148085https://partner.microsoft.com/global/40019331https://partner.microsoft.com/global/40019331https://partner.microsoft.com/global/40150831https://partner.microsoft.com/global/40150831https://partner.microsoft.com/global/program/competencies/40012205https://partner.microsoft.com/global/program/competencies/40012205https://partner.microsoft.com/global/program/competencies/40142578https://partner.microsoft.com/global/program/competencies/40142578https://partner.microsoft.com/40140659https://partner.microsoft.com/40140659https://partner.microsoft.com/program/40141257https://partner.microsoft.com/program/40141257https://partner.microsoft.com/program/competencies/40149294https://partner.microsoft.com/program/competencies/40149294https://www.microsoft.com/partner/licensingcalculator/default.aspxhttps://www.microsoft.com/partner/licensingcalculator/default.aspxhttps://partner.microsoft.com/40031077https://partner.microsoft.com/40031077https://www.microsoft.com/partner/licensingcalculator/default.aspxhttps://partner.microsoft.com/program/competencies/40149294https://partner.microsoft.com/program/40141257https://partner.microsoft.com/40140659https://partner.microsoft.com/global/program/competencies/40142578https://partner.microsoft.com/global/program/competencies/40012205https://partner.microsoft.com/global/40150831https://partner.microsoft.com/global/40019331https://partner.microsoft.com/40148085https://partners.microsoft.com/partnerprogram/Welcome.aspxhttps://partner.microsoft.com/40096013https://partner.microsoft.com/global/Partner


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AppendixSmall Business Specialist Community (SBSC) FAQ

Overview

In June 2012, Microsoft launched the new Small Business competency to help small businesses create

distinction in the market place and create long-term sustainability with cloud-based services. Microsoft is

elevating its commitment to the SMB market and is planning to integrate the Small Business Partner

Community in its Microsoft Partner Network competency model.

Q: How does the launch of the new Microsoft Small Business competency affect the SBSC?

A: The current SBSC program will continue to exist and support SBSC partners during a grace period of 12

months after the Small Business competency launch. During this grace period, both programs will reside side-

by-side, and SBSC partners will continue to benefit from the program and branding. After the grace period, the

Small Business Specialist Community will transform into a Microsoft Partner Network partner-to-partner

community. There will be no requirements to join the communityhowever, there will be reduced benefits

compared to the current SBSC offers.

Q: How will the Small Business competency affect the use of the SBSC badge?

A: During the 12-month grace period, the Small Business competency logo will be available along with the

SBSC badge. After the grace period, the Small Business competency logo will become the only Microsoft small

business partner brand. Partners that value the Microsoft competency logo are advised to join the SmallBusiness competency now, to take advantage of deeper engagement with Microsoft, to build on the credibility

of Microsoft brand recognition, and to receive rich benefits to help grow their business.

Q: Why should an SBSC partner consider the Small Business competency?

A: The Small Business competency helps partners differentiate their expertise in the market and capitalize on

the growing demand for cloud solutions built on innovative Microsoft technologies, while enabling partners to

pull through on-premise revenue. It also provides a consistent experience for customers and partners as it

leverages the gold and silver competency branding to drive customer recognition. The new Microsoft Small

Business competency also enables partners to target larger seat opportunities, as cloud services scale easily

and open new revenue opportunities with larger customers.Q: Will SBSC benefits change?

A: If partners choose to stay in the SBSC, benefits will not change during the 12-month grace period post the

Small Business competency launch. SBSC benefits include use of the Microsoft SBSC badge, listing on Microsoft

Pinpoint, and access to technical forums (special 4-hour SLA). After the grace period, the SBSC program

requirements and benefits will discontinue and the program will transform into a partner-to-partner

community.


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Q: Can partners continue to enroll into the SBSC program?

A: Yes. However, we encourage partners to join the Small Business competency instead of the SBSC program,

since that will be our main membership offering to address the small business market.

Q: What additional benefits will partners receive with the Small Business competency?

A: Small Business competency partners gain exclusive benefits including:

Access to expert Microsoft presales support and technical guidance with advisory support hours.

Advanced skillsets and technology expertise with internal use licenses.

Valuable insight and marketing materials available through the Small and Medium Business Resource

Center.

Microsoft Pinpoint and the Office 365 Marketplace, used to increase visibility and develop new

customer connections.

Q: What additional requirements will partners need to earn the Small Business competency?

A: Achieving the Small Business competency will give partners access to great benefits. Review the

requirements below to get started:

Silver Small Business requirements Gold Small Business requirements

Exam Credentials: 1 MCP passes 2 exams:

1 exam on:

Exam 70-323: Administering Office 365

And another exam from:

Exam 70-169: TS: Windows Small Business Server

2011 Standard, Configuring

Exam 70-321: Deploying Office 365

Exam 70-680: TS: Windows 7, Configuring

For countries where cloud services are not yet offered,

partners are only required to pass exams Exam 70-169: TS:

Windows Small Business Server 2011 Standard, Configuring

and Exam 70-680: TS: Windows 7, Configuring.

1 Person conducts the MOSPA+ Assessment

1 Person conducts the Licensing Assessment

1 Person conducts the Sales and Marketing Assessment

3 Unique customer references

Exam Credentials: 2 MCPs must each pass 2 exams:

1 MCP must pass 2 exams from:




1 MCP must pass 2 exams from:



Exam 70-169: TS: Windows Small Business Server

2011 Standard, Configuring


Exam 70-642: TS: Windows Server 2008 Network

Infrastructure, Configuring

For countries where cloud services are not yet offered,

partners are only required to pass exams Exam 70-169: TS:

Windows Small Business Server 2011 Standard,

Configuring, Exam 70-680: TS: Windows 7, Configuring, andExam 70-642: TS: Windows Server 2008 Network

Infrastructure, Configuring.

1 Person conducts MOSPA+ Assessment

1 Person conducts the Licensing Assessment

2 People conduct Sales & Marketing Assessment

5 Unique customer references

CSAT index


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Q: Why do partners need to fulfill additional requirements for earning the Small Business competency?

A: Training and certifying staff on the latest products and technologiesfrom a technical and a sales and

marketing perspectiveprovides a competitive advantage and helps partners offer their customers the most

relevant solutions in market. The Microsoft Partner Network offers learning paths to help partners prepare for

the required competency exams, and when partners earn the Small Business competency, they will have access

to additional training resources to help them get up to speed with the latest cloud technologies.

Q: Why is Microsoft focused on partners serving small business customers?

A: The small business segment represents 98% of all business entities worldwide and is the engine for

economic growth and employment in each country. It represents a $94B market opportunity for our partners,

as these customers will benefit the most from economies of scale that cloud services will provide to theirbusiness.

microsoft partner network guide_july 2012.pdf

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