Microsoft Partner Network

Renata BignardiPartner Programs Manager4 februari 2010

Even terug in de tijd!

Waarom veranderen van MSPP naar MPN?

PROBLEM

IMPACT RESULT

CUSTOMER PARTNER

Brand lacks meaning for customers; perception Partners pay for brand

Gold brand is “too easy” to achieve and has eroded value

No Partner differentiation by Customer solution

Competency requirements don’t reward beyond technical skill

MSPP unable to move at the same pace as the market

Engagement model slowed by requiring multiple MS touch points

MSPP taxonomy doesn’t map to Customer solutions

Competencies not aligned with Microsoft’s customer strategy and field execution

Competencies, levels and points are confusing and time intensive to navigate

BRAND CREDIBILITY

PARTNER DIFFERENTIATION

LACK OF AGILITY

MISALIGNMENT

COMPLEXITY

Addressing five key concerns to fix pain points across Customers and Partnter

• Partner branding to customers• Partner qualifications• Partner differentiation

• Partner identification to customers by platform• MS ability to identify qualified Partners• Better serve the needs of the Business Group

Issues

Visie van MPN

Onze visie achter het Microsoft Partner Network is eenvoudig. Het is ons doel om u te helpen  

• Nieuwe kansen te grijpen door uw capaciteiten te vergroten

• Uw klanten beter van dienst te zijn door uw expertise te vergroten

• Beter samen te werken met ons en uw collega Microsoft partners

Customer Facing Network Microsoft investment balanced by Partner commitment/performance Partner Identification

Wat wisten wij op 13 juli 2009

Branding Concept

21 3

Badge Concept

Education

Healthcare

Competency Based Levels

Gold

Silver

10,000 Partners

30,000 Partners

200,000 Partners

850,000 Partners

MSPP FY08:16k

MSPP FY08:19k

MSPP FY08:150k

Registered Partners

Microsoft Action Pack

Competency Entry Point

BizSpark Partner

NetworkMicrosoft Connected to

WebSpark Partner

NetworkMicrosoft Connected to

•Managed/PSP Integrated•High bar to entry maintained for each Competency•High value to Partner

•Opportunity based management•Rebates and incentives aligned

•Entry level point for Competencies•Enables on boarding in new practice areas for existing Partners•Benefits include software and telephone support

•Breadth space for lighter touch engagement•Badge and benefit opportunities

Persoonlijke benadering

Partner Portal

Questions? Chat with me

How to contact us?

PinPoint de etalage voor MPN

De 1e echter verandering van MPN – CSAT!

De Customer Satisfaction (CSAT) Survey geeft Microsoft partners toegang tot markt informatie door het frequent meten van klant tevredenheid en de loyaliteit van hun klanten. De CSAT tool is een gratis online survey, in samenwerking met TNS (derde partij) in opdracht van Microsoft

MPN Transitions | Fall Fy10 PPM Summit |

Awareness and Influence

Recruitment and Connection Adoption and Growth

MPN Members &

MPN Subscribers

MPN Partner Ecosysteem

MPN “Competency” Partners

CommunityGoal: bring together “like” partners and individuals around products, technology or business model for education and exchange of ideas

Gives/Gets: partner provides simple profile to gain access to the community where they will have access to resources, Microsoft, and other partners

Sparks MPN Subscribers (Recruit)

MPN Subscribers(Retain & Develop)

Competency Advanced Competency

TargetAudience

• Start-up businesses• Competitive recruits

• New & existing MPN members• MAPS & Empower migration• Spark Members (graduation)

• MPN Subscribers• Mature Partners

• “Best” Capability Partners

Fee “Free” EURO 320,00 (download) EURO 1560,00 TBD

Term 3 years Annual Renewal Annual Renewal Annual Renewal

Requirements / Restrictions

• Privately owned, <3 years in business, <$1m annual revenue• <25 employees (BizSpark)• <10 employees (WebsiteSpark)

• MPN Member Enrollment• Assessment

• MCP / App Cert• References• Revenue

• Capability + higher bar • CSAT

Examples: Facebook, LinkedIn Examples: QuickStarts, Structured Communities

Gives/Gets: xxx

Unstructured CommunityStructured Community

Wat voegt waarde toe binnen het Microsoft Partner Network

Community and Quick Starts

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

What relationship is best for me?

Competency Partner

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

“I demonstrate my capabilities for small companies.”

Advanced Competency Partner

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

Subscriber

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

MPN Transitions | Fall Fy10 PPM Summit |

Nov 2009

CSAT For Gold3 Core IO Competencies

CSAT enforced for GoldCompetencies re-namedSpecializations merged/elevated to competency

May 2010

Remaining “Standard” Competencies

Launched

Exam changes enforcedCompetencies re-namedSpecializations merged/elevated to competency2 net new competencies

Oct 2010“Advanced” competencies

Launched

28 “Advanced” competencies Advanced requirements enforcedNew assessments enforced for “Standard”3 net new competencies

Oct 2010+

New Requirements Enforced

Sales ObjectiveTracksStacksISVCloud Services

MPN veranderingen – mei 2010

Oktober 2010 is een cruciale MPN transitie

• CSAT For Gold

• 3 Core IO

Competencies

• 23 Competencies

Launched

• 2 Net New

Competencies

• Exam Retirement

Enforced

• Points Retired

• Levels Retired

• New Brand

Architecture

• New Benefits

Partner Level Of Effort to

Comply

Nov 2009 May 2010 Oct 2010

Mei 2010 veranderingen: 23 “Standaard” Competencies krijgen Examen veranderingen

Microsoft Partner Network “Standard” Competencies

Core IO Virtualization Desktop Platform

Systems Management Server Platform Identity &

Security

BPIO Content Management Search Portals &

CollaborationUnified

CommunicationsBusiness

Intelligence

APO Web Development

App Lifecycle Management* Data Platform Software

DevelopmentApplication Integration

Cross Models

Small Business*Medium Business Solution Provider

Volume Licensing OEM Hardware Software Asset

Management

Learning Mobility Project & Portfolio Mgmt CRM ERP

Digital Marketing*

DigitalHome*

Authorized Distributor* ISV Hosting

* Net New competencies

Nov 2009 Launch Oct 2010 LaunchMay 2010 LaunchJune 2009 Launch

28 “Advanced” Competencies Oktober 2010

Microsoft Partner Network “Advanced” Competencies

Core IO Server Platform Desktop Platform

Systems Management

Virtualization Identity & Security

BPIO Content Management Search Portals &

CollaborationUnified

CommunicationsBusiness

Intelligence

APO Web Development

App Lifecycle Management Data Platform Software

DevelopmentApplication Integration

Cross Models

Small BusinessMedium Business Solution Provider

Volume Licensing OEM Hardware Software Asset

Management

Learning Mobility Project & Portfolio Mgmt CRM ERP

Digital Marketing*

DigitalHome*

Authorized Distributor* ISV** Hosting

*Net new competencies**ISV competency to be evolved in FY11

Oct 2010 Launch

MPN Competentie vereisten in detail

Transitie overview naar het Microsoft Partner Network

 

The Roadmap for Partners

July 2009October – November

2009May 2010 After October 2010

• New Microsoft Partner Network identity implemented across media– portal, web, collateral, tools.

• Microsoft Partner Network was announced.

• New Virtualization competency is available.

• Subscription membership opportunities and participation in technical forums are promoted.

•  Partners continue using their current logos

• Beginning October 31, 2009, partners enrolling or re-enrolling as a Gold Certified Partner must have participated in the Customer Satisfaction Index within the previous 12 months.

• Beginning November 20, 2009, Advanced Infrastructure and Virtualization competencies and their respective specializations transition to the following Microsoft Partner Network competencies:

Systems Management Desktop Platform Server Platform Virtualization

• New competency membership opportunities are available.

• Changes to the remaining competencies will take place in May

• Advanced certification in area of expertise with your competency will be available.

• Partners begin transition to new logo/identity when all Microsoft Partner Network competencies roll out.

• New partner logos are available for partner access online as today in Logo Builder.

• Former logos will be retired April 2011.

Wat nu?

•Zorg dat je goed geprofileerd staat binnen het Microsoft Partner Membership Center

•Weet goed hoe je NU in het programma staat en wat je hebt

•Kijk naar welke relatie je zou willen hebben en/of behouden

•Lees de communicatie vanuit Corp maar vooral de communicatie van Microsoft Nederland

•Kijk goed naar de persoonlijke e-mail die jullie kant opkomt

•Als je vragen hebt…..wacht niet en stel ze!

Bedankt!!