Flat Out: How the Dynamics Partner Academy can help you past a growth plateau BRUCE RASMUSSEN & KIRSTY GARRETT

COLLABORATION CREATIVITY DIRECTION DELEGATION COORDINATION Phase 5 Company age Based on Larry Greiner. Harvard Business Review Legend Revolution stages Evolution stages Phase 1 Phase 2Phase 3 Phase 4 LEADERSHIP AUTONOMY CONTROL BUREAUCRACY YoungMature Company size Small Large Management style Direction Crisis Organisational Growth

micro CREATIVITY Phase 5 Company age Legend ROI Phase 1 Phase 2Phase 3 Phase 4 YoungMature Company size Small Large Management at Phase 1 Dependency on heroes Founder’s energy on selling and implementing Long hours, modest salaries Market determines activities Everyone involved in everything

It is not a priority area. There is no focus. Word of mouth. Marketing Process Shooting at everything that moves. Chase even problematic projects. No planning. Sales The departments at Phase 1

micro Employees do not have all the information needed Recently hired employees are not guided well Poor accounting and financial control Lack of direction and strategy Leaders miss the “good old days” Phase 5 Company age ROI Phase 1 Phase 2Phase 3 Phase 4 YoungMature Company size Small Large Leadership Crisis : Phase 1 LEADERSHIP Legend ROI

micro How to survive: Avoid growing: the Bonsai company Bet on growth: assign a Business Director Phase 5 Company age ROI Phase 1 Phase 2Phase 3 Phase 4 YoungMature Company size Small Large Survival: Phase 1 LEADERSHIP Legend ROI

Partner Focus Partner Size & Number Triple the average customer adds of Dynamics VARs Triple the number of ISVs/VARs gaining >50% of their revenue from packaged, repeatable vertical solutions HorizontalVertical Many small PartnersLarger Partners Implications - Growth

Partner Business Consulting Dynamics Partner Academy Partner Business Systems Enhanced Support And Services Integrated Engagement Model New Systems & Tools New Industry Focused Resources Microsoft Dynamics MPN Marketing Service Bureau Industry Focused Investments Referral Model “With Partner” Vertical Marketing

Non-Technical Training Deliver through 3 rd party: Partner Development Centre Technical Training Deliver through Microsoft Readiness and CPLS For more info, contact Gale Dembecki For more info, contact Josephine Church Microsoft Dynamics Partner Academy: What is it?

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level:View a description of your role, as well as a list of typical competencies Aware-level training courses are designed to help you build foundational sales skills. Proficient-level training courses are designed to help you build deeper knowledge in specific areas. Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare. Accreditation Exam ERP Accreditation Preparatory Course CRM Accreditation Preparatory Course Solution Selling SkillsSolution ValueIndustryCompetition Knowledge Check On-demand Online How to Sell ERP How to Sell CRM Sure Step Selling Business Value I Microsoft Solution Selling Process Sales Operations Orchestrating the Sales Process Soft Skills Instructor-led: 24 Hrs On-demand: 9.5 Hrs Microsoft Dynamics Partner Academy Learning Plan: Sales Specialist

Partner Ready Personnel Certification / Accreditation Requirements Most online training courses are available at no charge Training costs average AUD$299 - $599 + GST / day for instructor-led classroom sessions from PDC (Partner Development Centre)Partner Development Centre SPA/CSA Requirements At least 2 different individuals required Silver Competency Requirements At least 3 different individuals required Gold Competency Requirements At least 6 different individuals required Industry Badge Requirements 4 different individuals Sales Specialist 1 individual (May 2011) 2 individuals (May 2011) 2 industry-specific individuals Pre-sales Specialist 1 individual (May 2011) 1 individual (May 2011) Implementation Methodology 1 individual (May 2011) 2 individuals (May 2011) 3 individuals (May 2011) Application Consultant / Developer 2 individuals (May 2011) 3 individuals (October 2010) 6 individuals (October 2010) 4 individuals

Microsoft Dynamics Partner Academy (DPA)

DPA Training Schedule on PartnerSource and PDC Subscribe to PartnerSource “News and Events” RSS Feed: Alternatively via Partner Development Centre (PDC): Check out the comprehensive course schedule Demo2Win, Discovery2Win, Value2Win Leadership Academy courses ERP, CRM Technical Certification courses

Partner Ready Next steps 1.Talk to your Microsoft Partner Account Manager 2.Ensure you understand the new MPN Competency Requirements 3.Build your readiness plan in the annual business planning 4.Contact PDC (Partner Development Centre) Australia (non-technical training) and Microsoft Readiness (technical training)PDC Microsoft Readiness

Thank you. Questions?

APPENDIX

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level:View a description of your role, as well as a list of typical competencies Aware-level training courses are designed to help you build foundational knowledge and skills. You may be new in your role, or you may be growing your company from 5 to 25 employees. Proficient-level training courses are designed to help you accelerate your professional growth and enable you to take your company from 25 to 75 employees. Expert-level training courses help you achieve economies of scale as you take your company from 75 to more than 250 employees. Financial Management II Achieving Sales & Marketing Excellence Financial Management III Achieving Scale & Reach Managing Strategic Change People and Organizational Development Financial Management I Streamlining Services Delivery Setting up an S+S Practice Strategic & Tactical Planning Financial ManagementBusiness PlanningPractice BuildingOperational Excellence People and Change Leadership Knowledge Check Building an ISV Business On-demand Online Instructor-led: 27 Hrs On-demand: 4 Hrs Instructor-led: 24 Hrs Instructor-led: 40 Hrs

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level:View a description of your role, as well as a list of typical competencies Aware-level training courses are designed to help you build foundational knowledge and skills. Proficient-level training courses are designed to help you build deeper knowledge in specific areas. Expert-level training courses are designed to help you build vertical solution marketing expertise. Principles of Marketing Measuring Marketing ROI Existing Customer Care Best Practices when using Offers Generating More Prospects with a Vertical Value Prop Going to Market with Software+Services Marketing for ISVs Microsoft Industry Solutions Sales and Marketing Digital Marketing Marketing PlanningMeasuring ROI Digital MarketingVertical Marketing Knowledge Check On-demand Online List Acquisition Nurture Marketing Course 1Course 1 Course 2 Course 3Course 2Course 3 Instructor-led: 17 Hrs On-demand: 8.5 Hrs On-demand: 1 Hrs Instructor-led: 3 Hrs On-demand: Varies

Accreditation Exam How to Sell ERP How to Sell CRM Sure Step Selling Business Value I Microsoft Solution Selling Process Sales Operations Value2WIN! Selling the Microsoft Platform with Microsoft Dynamics Effectively Selling Microsoft Dynamics AX to CXO’s Standard Sales Accreditation - ERP Standard Sales Accreditation - CRM Selling Business Value II Sales Management Competitive training Sales Specialist Accreditation -ERP Sales Specialist Accreditation -CRM Microsoft Industry Solutions Sales and Marketing ERP Accreditation Preparatory Course CRM Accreditation Preparatory Course Solution Selling SkillsSolution ValueIndustryCompetition This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level:View a description of your role, as well as a list of typical competencies Aware-level training courses are designed to help you build foundational sales skills. Proficient-level training courses are designed to help you build deeper knowledge in specific areas. Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare. Knowledge Check Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV Orchestrating the Sales Process Selling IT Strategy Services Selling IT Roadmap Services On-demand Online Soft Skills Instructor-led: 24 Hrs On-demand: 9.5 Hrs Instructor-led: 8 Hrs On-demand: 15 Hrs Instructor-led: 8 Hrs On-demand: 9 Hrs SPI Series on Negotiation

SPI Series on Negotiation This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level:View a description of your role, as well as a list of typical competencies Aware-level training courses are designed to help you build foundational sales skills. Proficient-level training courses are designed to help you build deeper knowledge in specific areas. Expert-level training courses are designed to help you build expertise in your field. Microsoft Solution Selling Process Sales Operations Value2WIN! Sales Management How to Sell ERP How to Sell CRM Sure Step Creating Customer Loyalty Selling IT Strategy Services Selling IT Roadmap Services Microsoft Industry Solutions Sales and Marketing Effective Selling Microsoft Dynamics AX to CXO’s Selling the Microsoft Platform with Microsoft Dynamics Learners interested in accreditation should refer to the “Sales Specialist– New Customer“ learning plan Solution Selling SkillsSolution ValueIndustryCompetition Accreditation Exam Knowledge Check Orchestrating the Sales Process ERP Accreditation Preparatory Course CRM Accreditation Preparatory Course On-demand Online Instructor-led: 24 Hrs On-demand: 7 Hrs Instructor-led: 8 Hrs On-demand: 14 Hrs Instructor-led: 6 Hrs

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level:View a description of your role, as well as a list of typical competencies Aware-level training courses are designed to help you build foundational presales skills. Proficient-level training courses are designed to help you build deeper knowledge in specific areas. Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare. Demo 2WIN! Sure Step How to Sell ERP How to Sell CRM Technical Introduction to Microsoft Dynamics Solution and vertical Solution DemoMate Presales Accreditation - ERP Presales Accreditation - CRM Effective Selling Microsoft Dynamics AX to CXO’s Selling the Microsoft Platform with Microsoft Dynamics Discovery 2WIN! Driving Renewals and Upgrades Objection Handling Competitive Training Microsoft Industry Solutions Sales and Marketing Microsoft Solution Selling Process Technical Training on Microsoft Stack ERP Accreditation CRM Accreditation Discovery & DemoSolution DesignIndustryCompetition Accreditation Exam Knowledge Check Selling the Value of: Microsoft Dynamics AX Microsoft Dynamics GP Microsoft Dynamics NAV On-demand Online AX GP NAV CRM Instructor-led: 32 Hrs On-demand: 10 Hrs Instructor-led: 8 Hrs On-demand: 9 Hrs + Instructor-led: Varies On-demand: 1 – 13.5 Hrs

This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level:View a description of your role, as well as a list of typical competencies Aware-level training courses are designed to help you build foundational skills. Proficient-level training courses are designed to help you build deeper knowledge in specific areas. Expert-level training courses are designed to help you build expertise in your field. Additionally, the learning plan presents the certifications that apply to the role and depicts which courses help you prepare. CAPM (PMI Certification) PMI Basic Knowledge Assessment Introduction to Microsoft Dynamics Solution and Vertical Solution Implementation Methodology Certification Action-based Change Leadership Sure Step Assessment Project Management for the Experienced Professional PMP (PMI Certification) Project Leadership: Comms, Influence & Collaboration Using Sure Step Methodology Project Management Fundamentals Implementation Methodology Certification Preparatory Course PMI Certification Preparatory Course Project ManagementSolution DesignImplementation MethodologyChange Management Certification Exam/Process Knowledge Check Project Managing Microsoft Dynamics Implementations Technical Training on Microsoft Stack Introduction to Organizational Change Management ERPCRM AX GP NAV CRM On-demand Online On-demand: 37 Hrs Instructor-led: 32 Hrs On-demand: 2 Hrs + On-demand: 34 Hrs