Microsoft Partner Network Dynamics Lead Referral Program Advanced Partner Deck Hello, my name is Johan Jonsson and I am a senior program manager in the MBS partner group in Redmond, WA. Today, I will have the pleasure of sharing the contents of the Dynamics Lead Referral program with you.

Completing The Transformation – Lead Referral Program Goal: Build the pipeline Increase lead flow potential Marketing Industry Focused Investments Allow partners to be compensated for referrals that lead to new customer sales With-Partner Vertical Marketing Marketing Service Bureau Drive leads to the right partners who have the ability to sell and deploy In our endeavors to support the Microsoft Dynamics channel in becoming more productive, several initiatives and activities are being developed. Under the Marketing pillar, we see on this slide we are proud to announce a new Dynamics Lead Referral program for MBS at the WW Partner Conference in Washington D.C. in July 2010. The overall goals of the Lead Referral program is to increase our lead flow, and we plan on doing this by creating a financial incentive for partners who currently do not focus on Dynamics, to forward such opportunities to us. This program will also have a positive impact on customers needing Customer relationship or Financial and Supply Chain Management solutions, by connecting them with partners who are experts in selling and implementing these type of solutions, often with proven knowledge in the industry that the customer is in. Lead Referral Program Available Aug 2010! Provide incentive for non-Dynamics partners to refer customers

Lead Referral Program Rules Program live as of August 16, 2010 Eligibility Requirements Compensate referring partners for new leads Increase lead opportunities for Solution-selling Dynamics Partners Partners: Members of MPN Products: AX, NAV, GP, SL, C5, CRM on- premises, CRM Online, POS/RMS Programs: BRL, VL (except for SPLA) Regions: Worldwide Leads: Only new opportunities Partners must agree to terms of Referral Agreement ** Opportunity shelf life of 12 months Referrals must be submitted prior to transaction taking place Transaction must be completed prior to payment First referral received & accepted gets priority Fees 5% of billed revenue* on initial transaction Capped at $20k Cannot receive SPA Discount or CSA Fee & Referral Fee for same transaction Transaction Size Referral Fee $1,000 $50 $10,000 $500 $20,000 $50,000 $2,500 $200,000 $400,000 $1,000,000 Lead Submission The Dynamics Lead Referral program offers partners who meet the program requirements up to $20,000 in compensation when they submit new leads that result in transactions within 12 months. The program covers the current Dynamics solutions, regardless of whether the transaction happens in Volume Licensing, goes through the Dynamics price list, or if it is sold as an on-premise or online offering. The only exceptions at this point, are seats sold through the Services Provider License Agreement (SPLA). It is regrettable, but as we cannot guarantee that we will be able to identify who the end-user is, we don’t want to make any promises that we can’t hold. Referrals pertaining to customers in the public sector are also excluded from this program for legal compliance reasons. The Referral fee is calculated as 5% of Microsoft’s billed revenue up to a maximum of $20,000. If we take a look at the table on this slide, we can see that a $50,000 transaction would generate a $2,500 referral fee. Even though there is no minimum size required in this program, partners should ask themselves if it’s worth everyone’s time to deal with really small deals? On the other end of the spectrum, fees for transactions exceeding $400,000 will be capped at $20,000. The referral fees will only be paid on the initial License and “Maintenance” transaction, and no fees will be paid on any subsequent renewals or transactions. In case of transactions going through volume licensing programs like Select or Enterprise Agreements, it is common that customer payments are deferred over the course of their agreement term (up to 3 years). In such cases, Microsoft will pay the entire referral fee upfront. It is important to note that the Referral fee program is aimed at partners who do not focus on the particular Dynamics solution the prospect is looking for. As such, no partner can receive a SPA discount or a CRM Software Advisor fee and a Referral fee for the same transaction. A CRM partner can certainly submit opportunities in the ERP space, and vice versa, but an ERP partner cannot buy ERP licenses via the SPA at a discounted price, and receive a referral fee for the same transaction. In terms of Partner Requirements: Referral partners must be members of the Microsoft Partner Network (MPN) at any level. No competencies are required. Furthermore, partners must agree to terms of Lead Referral Agreement. In terms of the Opportunity Requirements: Microsoft will only accept new opportunities that we have no prior knowledge of. Referrals must be submitted prior to when transaction takes place, and subsequently; The transaction must be completed prior to payment of the referral fee. In the event Microsoft receives several referral submissions pertaining to the same opportunity, we will accept the first submission received. Via online tool, including access to lead(s) status & reporting * If lead results in transaction. Fee % applied to full value of deferred payments & paid upfront. Paid on initial License and “Maintenance” transaction only. Subsequent renewals or transactions not included. ** One-time signature required (12-month term with auto-renewal†). Partner remain active in MPN. - Microsoft reserves the right to distribute leads to Managed SPA/CSA partners at its sole discretion.

Lead Referral Program Process Partner enrolls Partner refers leads to Microsoft Referral entered into Microsoft systems Microsoft qualifies lead; Implementation Partners recommended to customer 1 2 3 Referral System Lead Management System Customer Customer Referral Partner Microsoft Implementation Partner In terms of the Referral process, our intent is to integrate this program, as much as possible, into how the Microsoft field and the Dynamics solution selling partners operate today. In the next couple of slides, I will take you through the enrollment process, and explain point by point how easy it is to submit leads to Microsoft. First, the partner has to enroll in the Referral program. They can then start submitting leads to Microsoft. Once a lead has been received by the Microsoft field, they will scrub the data and validate whether or not this is a new opportunity, or something we’re already tracking in our lead management system, as we are only accepting new leads. If the lead is new, the field will contact the potential customer. This is why we require that the referral partner has obtained consent from the customer to share their information with Microsoft, and our solution selling partners. Assuming that the prospective customer has budget and is seriously considering an ERP or CRM solution, the lead will be offered to Dynamics solution selling partners who have proven expert knowledge in the type of solution that matches the needs of the customer. If the Dynamics partner is successful in their sales efforts, Microsoft operations will be able to match up the transaction with the referral, and send the referral fee directly into the bank account of the referral partner. It is worthwhile remembering the typical sales cycle for these type of advanced solutions usually takes months, and that we do not pay the referral fee until the transaction has occurred. 4 5 Order placed by transaction Partner, and is matched with referral 5% fee sent to Referring Partner

Enroll in Referral Program Ensure active status in MPN Fill out your Referral profile Read and Complete the Referral Agreement; type Name to accept terms To get started as a referral partner is easy, and only requires that partners have an active status in the Microsoft Partner Network (MPN). Partners can be at any level in MPN, and do not have to have a competency of any kind. Organizations that do not have an active status in MPN, can easily sign up via the MPN site in a few minutes. Secondly, partners must accept the Referral agreement, which is made available to all partners via the MPN Partner Portal. Existing MBS partners can also access the referral agreement via PartnerSource. In order to simplify the enrollment process, the enrollment tool will automatically pre-populate the partner’s Referral profile with existing profile information in MPN, and PartnerSource where applicable. Once partners have reviewed the agreement online, they just need to type their name and hit the submit button. In a matter of minutes, the enrolling partner will receive a confirmation email that also provides access to the Referral page on Microsoft Dynamics partner site “PartnerSource”. Receive confirmation email Access Referral page on PartnerSource

Lead Submission: Step 1 of 4 Log on to PartnerSource and access submission tool PartnerSource enables: Submissions of Leads Receipt of change of Lead status updates Access to Lead reporting 24/7 The lead submission process can be summarized in a four simple steps. First partners need to log on to PartnerSource and access the submission tool on the Referral page. The referral page provides partners all the information and tools they need in order to manage their referrals efficiently. Besides enabling lead submissions, there are step-by- step instructions, FAQs, partners can check on the status of previously submitted leads and submit ops related queries.

PartnerSource – Enter Lead Contact Details Lead Submission: Step 2 PartnerSource – Enter Lead Contact Details Your own organizational details are pre-populated Accurate and relevant customer contact details increase chances of success Second, the submission tool will recognize your organization through your log-in and pre-populate your details. You will then be asked for the contact details of the lead. Not all fields are required, but needless to say, the higher quality of the contact details that can be provided, the greater the chances of success in validating the opportunity and securing a transaction.

Lead Submission: Steps 3 & 4 3. PartnerSource – Enter Lead Opportunity Details Customer consent required Customer acknowledgment that partner may receive finder’s fee required Information provided helps offer lead to right solution-selling partner Product(s) that lead may be interested in must be indicated Size of opportunity critical Public Sector not eligible for fees Step three - Once the contact details have been provided, we want the referral partner to confirm that they have obtained the customer’s consent to share their information with Microsoft and our partners. Next, we ask that the referral partners provide their best assessment of the required details of the opportunity. This information, the size of the customer organization, the industry they are in etc. is helpful for the Microsoft field, as they prepare to contact the lead. It will also help us determine which type of solution and as such which Dynamics partner the customer may be best served by. Leads in the Public Sector can be submitted, but Microsoft will not pay fees in order to stay in legal compliance. Once the lead has been submitted, the referral partner will immediately see an acknowledgement with a specific referral ID, and a separate mail will be sent as well. 4. Acknowledgement

Lead Status Reporting Lead status available 24/7 via PartnerSource Saved Accepted or Rejected Closed Cancelled* Paid Deleted Referral partners can always access the Referral site on PartnerSource and get updates on the status of their submissions. Any time the status of a lead changes, let’s say we have paid the referral fee, the partner will be notified via the “My Messages” section of PartnerSource. Partners can also view the status of all of their referrals, and apply filters to search by a variety of different parameters. *Unless matched with a transaction, Leads expire after 12 months

Lead Status Reporting – Report Detail Drill-down view Summary of all leads submitted If a Referral partner clicks on the “Search” button, they will see all of their submissions. For partners that are active and generate a great number of leads, they may want to apply the filters that help them narrow their search results. The headlines in the table can be sorted ascending/descending too. Finally, a detailed view of each submission is available by clicking on the referral ID. The results can be exported to Excel as well.

Next Steps Key Takeaway Programmatic billing allows partners to focus resources on adding new customers and growing their business instead of managing the renewal process Opportunity to earn money by submitting leads to Microsoft Builds pipeline for Microsoft Dynamics’ managed partners Next Steps Become a part of the Microsoft Partner Network Agree to the terms of the Microsoft Dynamics lead Referral Agreement Available as of August 16, 2010 Submit leads to the Microsoft Dynamics Referral Program The Microsoft Dynamics Lead Referral program is an opportunity for partners who do not focus on selling Dynamics solutions to help clients get in contact with experts in this field, and in doing this, they create an opportunity for themselves to earn up to $20,000 if the lead results in a transaction. In closing, I would recommend that you take a few minutes to evaluate this program to see if and how your organization can make best use of it. Submitting leads is easy, and all you have to do is to enroll at no cost once the program goes live on August 16, 2010. Thank you for your attention.

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