Partner Roadmap and Resources Lisa Sluke Channel Development Manager - East Region Microsoft

Your Roadmap for Success Microsoft Partner Life Cycle Plan Your Business Build & Maintain Expertise Market & Sell Implement & Support Retain Your Customers Your Roadmap for Success

Roadmap for Success Partner Enrollment Process Getting Started Plan Your Business Roadmap for Success Partner Enrollment Process Microsoft Partner Program Solution Provider Agreement (SPA) Getting Started Welcome Start Up Kit Communications Access Online Resources Call to Action Develop your business plan Subscribe to Insights newsletters https://mbs.microsoft.com/partnersource/resources/partneressentials/mspp

Roadmap for Success Microsoft DynamicsTM 101 Learning Roadmaps Build & Maintain Expertise Roadmap for Success Microsoft DynamicsTM 101 Learning Roadmaps Sales & Marketing Technical Presales – Demo Certification Preparation Call to Action Identify Organizational and Individual Learning Plan Enroll in Partner Service Plan Complete SPA / Software Advisor certification requirements Complete MBS Competency certification requirements (optional) http://www.msreadiness.com/microsoftdynamics

Roadmap for Success Partner Engagement Programs Lead Generation Market & Sell Roadmap for Success Partner Engagement Programs Lead Generation Pipeline Management Presales – Implementation Microsoft Solution Selling Call to Action Enroll in Sales & Marketing Professional Communities Build Marketing Plan Enroll in Step-Up Incentive Promotion www.mbsbdf.com https://mbs.microsoft.com/partnersource/communities/marketing https://mbs.microsoft.com/partnersource/communities/cae

Roadmap for Success Post Sales Implementation Project Management Implement & Support 4/24/2018 10:39 AM Roadmap for Success Post Sales Implementation Project Management Professional Services Field Engagement Drive revenue and profitability Call to Action Leverage Consultant Toolkits Implement, customize and install new customer sales The Consultant Toolkits for Microsoft Dynamics™ GP includes: step-by-step methodologies, project tools, templates, delivery guides, and packaged service offerings (QuickStart and QuickPlan for Microsoft Dynamics GP). https://mbs.microsoft.com/partnersource/communities/consulting https://mbs.microsoft.com/partnersource/resources/services/serviceplans ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Roadmap for Success Existing Customer Sales & Marketing Retain Your Customers Roadmap for Success Existing Customer Sales & Marketing Cross-Sell Up-Sell Software Assurance & Service Contracts Product Launch Awareness - upgrades Drive Microsoft Stack & App Message Call to Action Earn MBS Competency Earn Microsoft Certified/Gold Partner Status Attend Convergence Conference https://mbs.microsoft.com/partnersource/communities/marketing/rethinkrevenue

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Convergence Partner Briefing 4/24/2018 10:39 AM Convergence Partner Briefing March 23, 2006: Dallas TX @ Hyatt 7:00 – 9:00pm: Welcome Reception ***ISV Chat (New) March 24, 2006: Dallas, TX @ Convention Center 8:30 – 10:30am: Opening Keynote: Tami Reller & Satya Nadella 11:00 – 12:15pm: Super Sessions 12:15 – 1:30pm: Lunch & Structured Networking 1:30 – 2:30pm: Concurrent Sessions 3:00 – 4:00pm: Concurrent Sessions 4:30 – 6:30pm: Closing Keynote: Jeff Young & Doug Burgum Register: http://mbs.microsoft.com/public/convergence/ ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

The visibility, partnership and technical information you need: 4/24/2018 10:39 AM The visibility, partnership and technical information you need: Profile Your Solutions Once and Communicate Them Everywhere - Solution profiler https://partner.microsoft.com/global/solutionprofiler Build New Partnerships – Channel Builder https://partner.microsoft.com/global/salesmarketing/build/channelbuilder/ Access to most current tools, platform and server technologies - MSDN Subscriptions http://www.msdn.microsoft.com/ then log in with your subscriber password ISV tips for maximizing your opportunities right away: Make sure you’re in the ISV competency and that your solution has been tested Get your solutions profiled to ensure the Microsoft field, partners, and prospects have visibility by industry of the solutions you can provide To achieve the recognition and management level you deserve be sure to work with the MSPP program and register your referral revenue in VOICE For more information on becoming an ISV see: https://partner.microsoft.com/global/competency/isvsolutions/ Enter your company’s offerings in Partner Solution Profiler. Providing this information in one location will allow you to reach both customers and Microsoft partners through Partner Channel Builder and customer-facing solution directories. Partner Solution Profiler feeds your information to Channel Builder which allows you to extend your market reach to the worldwide partner community to create new partnerships, locate specific opportunities, and collaborate with partners whose offerings complement your own. Finally the solution profile you provide will allow you to market your solutions on Microsoft.com through our Solution Finder, a customer/prospect facing tool, that will release in early 2006. Get priority access to the most current tools, platform, and server technologies with this premier software service. MSDN universal subscribers have access to the full Microsoft Dynamics GP product and SDK, customization and integration information, technical articles and white papers as well as access to collaboration points an information with other MS technologies. ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Roadmap for Success – recap Plan your Business Build & Maintain Expertise http://www.msreadiness.com/microsoftdynamics Market & Sell https://mbs.microsoft.com/partnersource/communities/marketing https://mbs.microsoft.com/partnersource/communities/cae Implement & Support https://mbs.microsoft.com/partnersource/communities/consulting https://mbs.microsoft.com/partnersource/resources/services/serviceplans Retain Your Customers https://mbs.microsoft.com/partnersource/communities/marketing/rethinkrevenue

Partner Assistance Channel Development Manager – East Region 4/24/2018 10:39 AM Partner Assistance Regional Service Center Assistance on Microsoft Partner Program 1-800-765-7768 mspp-na@microsoft.com *** Partner Resource Desk Assistance on all other questions 1-800-426-9400, option 1, extension 81792 mbsprtnr@microsoft.com Channel Development Manager – East Region Lisa Sluke 1 701 281 3304 lsluke@microsoft.com Where Do I Go from Here? Now that you have learned about the premium benefits available to partners, you can see why it’s important to complete the steps as soon as possible. If you need assistance or have questions along the way, please refer to the resources below. Microsoft Partner Program https://partner.microsoft.com/us/program Partner Readiness www.msreadiness.com/msdynamics PartnerSource www.microsoft.com/businesssolutions/partnersource.mspx Microsoft Partner Portal https://partner.microsoft.com/productssolutions/business/businesscrm For Microsoft Partner Program questions: Regional Service Center 1-800-765-7768 or mspp-na@microsoft.com For all other questions: Partner Resource Desk 1-800-426-9400 ext. 81792 (MBS) or mbsprtnr@microsoft.com For a listing of additional links, go to https://mbs.microsoft.com/partnersource/resources/partneressentials/mspp. https://mbs.micrsoft.com/partnersource/resources/partneressentials/mspp ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

4/24/2018 10:39 AM Break – Those of you who would like more information about the partner program and how to get started – please stay for 15 “steps to partnership” presentation. © 2005 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Steps to Partnership

Steps to Partnership Call or email MBSJoin@microsoft.com Review Business Plan with Microsoft Enroll in Microsoft Partner Program Sign Agreements: SPA , SA Enroll in Partner Service Plan Complete training and certifications Earn MBS Competency - optional Get started today: Call 1-800-248-8045 or email to mbsjoin@microsoft.com

Partnering With Microsoft 4/24/2018 10:39 AM Partnering With Microsoft A worldwide partner program built to support your business success FOCUS Competencies IMPACT Performance Recognition VALUE Tailored Benefits Focus: Thru Competencies align Microsoft technologies and Partner expertise to Customer needs Impact: Gives Partners full credit for their Business impact to move thru Levels with partner points Value: Program Benefits customized to fit what our Partners value ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Partnering With Microsoft 4/24/2018 10:39 AM Partnering With Microsoft FOCUS Competencies COMPETENCIES (focus) Advanced Infrastructure Solutions Business Intelligence Solutions Information Worker Solutions Integrated E-Business Solutions ISV/Software Solutions Learning Solutions Licensing Solutions Microsoft Dynamics Networking Infrastructure Solutions Security Solutions Focus your skills and be recognized for the impact you make to Microsoft. In return, receive value through program benefits and Microsoft Business Solutions Services. Competencies define your areas of specialization making it easier for you to position your skills to customers; better align with MSFT marketing initiatives and form closer relationships with other partners. ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Partnering With Microsoft 4/24/2018 10:39 AM Partnering With Microsoft IMPACT Performance Recognition PROGRAM LEVELS Gold Certified Partner Everything you need to stand out in the market Certified Partner Everything you need to have an advantage in the marketplace Registered Member Registered Member Everything you need to succeed with Microsoft ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Partnering With Microsoft 4/24/2018 10:39 AM Partnering With Microsoft PARTNER POINTS Category Definition Software Certification Products that have passed Veritest or WHQL requirements Business Wins References to end customer projects Premier MCP Certification Certifications in addition to competency requirements Competency Level of expertise in a given area Customer Satisfaction Measure of end customer satisfaction with products and services Microsoft Learning Products Sales for Official Microsoft Learning Products Distributed Licenses Generated by credited sales of Microsoft software licenses as reported to Microsoft Other Non-Microsoft training and various assessments 120 Pts 50 Pts Discuss concepts of how points are earned to move from one level to the next. Partner points are measured on a variety of items: Revenue, staff training and Certifications, Customer Satisfaction, Customer References and earning Competencies. Highlight a couple benefits at each level. Registered Member ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Partnering With Microsoft 4/24/2018 10:39 AM Partnering With Microsoft VALUE Tailored Benefits PARTNER BENEFITS Based on MSPP level and competency Gold Certified brand Additional internal-use software Priority Microsoft Resource Directory listing Technical Services Coordinator Account management (varies by region) Certified brand Limited internal-use software Microsoft Resource Directory listing 5-pack support incidents Action Pack for fee Limited online training Build Profile in Partner Tool Registered Member ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

For exam details please go to: www.mbspartnerupdate.com Microsoft Dynamics COMPETENCY REQUIREMENTS Complete a Business Profile within MSPP Submit three customer references Complete exam requirements for at least one MBS solution Microsoft Axapta 3 individuals, 8 exams (5 mandatory, 3 of choice) Microsoft Great Plains 2 individuals, 5 exams (3 mandatory, 2 of choice) Microsoft Navision Microsoft Solomon Microsoft CRM 2 individuals, 5 exams (3 mandatory, 2 of choice from list) For exam details please go to: www.mbspartnerupdate.com ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Microsoft Dynamics Reseller Program RESELLER TERMS AND CONDITIONS Microsoft Dynamics Solution Provider Agreement (SPA) Authorize to Order A minimum of 2 – 3 individuals must pass 3 – 5 exams in areas of technology and product functionality Discounts on software and services Upon meeting “Authorize to Order” requirements Resellers purchase Software and Customer Maintenance Plans from Microsoft at a discount. Software discounts range from 30% to 50%. SPA Contract Enroll in Microsoft Partner Program as a Registered Member Execute SPA agreements Registered Member

4/24/2018 10:39 AM Microsoft Customer Relationship Management Certified Software Advisor (CSA) Program TERMS AND CONDITIONS Complete CSA Agreement https://mbs.microsoft.com/downloads/public/csa_overview.htm Eligibility 2 consultants trained and able to pass CRM certification exams: Be involved in the software selection and implementation of Microsoft CRM for customers Microsoft CRM is available in VL. The Software Advisor program was developed to reward partners who invest in certification and are engaged in the software selection and implementation of Microsoft CRM for customers. To enroll in the program is very easy. I have the url up on the screen which states that you plan to invest in certification on Microsoft CRM. There are 5 certifications that need to be met. We have class room, e-Course and training manuals to help you achieve certification for Microsoft CRM. 3 of the certifications are on MS CRM and the additional 2 certifications are Microsoft Technology certifications where there is a list of approx. 20 to chose from. CSA Agreement Execute CSA Agreement Enroll in Microsoft Partner Program as a Registered Member Registered Member ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

License transaction opportunity 4/24/2018 10:39 AM Microsoft CRM Certified Software Advisor 30% OR GREATER PARTNER OPPORTUNITY License transaction opportunity n% Tier 1 - 20% 30% Tier 2 - or CRM CSA fee Up To +30% Opportunity = + Once you are enrolled in the Software Advisor program, you have the opportunity to earn up to 30% on the CRM License & SA. How? 1. When you place the order through a distributor you make approx. 10% which is the “N” on the slide. Distributors typically pay 10% but this can vary by distributor. 2. Microsoft will pay you 20% on the order of Microsoft CRM License & Software assurance. Paid 30 days after sales is recorded. 3. There are many partners that have built a volume business with Microsoft CRM, we’ll pay up to 30% to partners that meet our quarterly revenue thresholds. (10% incremental increase for hitting MSFT established quarterly volume levels) Tier 1 = 20% for all programs, except for Enterprise Agreements which equals 15% Tier 2 = 30% for all programs, except for Enterprise Agreements which equals 22.5% SA renewals are 5% across all programs. ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

Service Offerings ON-RAMP PLAN – US$5,000 Package of services to assist new partners in building skills: Discounted training courses and exam vouchers Technical support Implementation tools

Steps to Partnership – Summary Call or email MBSJoin@microsoft.com Review business plan with Microsoft Enroll in Microsoft Partner Program Sign agreements: SPA , SA Enroll in Partner service plan Complete training and certifications Earn MBS competency – optional GROW your business! Get started today: Call 1-800-248-8045 or email to mbsjoin@microsoft.com

© 2004 Microsoft Corporation. All rights reserved. 4/24/2018 10:39 AM © 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. ©2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.