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

Agenda  Partner Roadmap for Success  Tools and Where You Can Find Them  Steps to Become a Partner

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 Microsoft Partner Program Solution Provider Agreement (SPA) Getting Started Welcome Start Up Kit Communications Access Online Resources Call to Action Subscribe to Insights newsletters Subscribe to Insights newsletters Develop your business plan Develop your business plan Plan Your Business

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Roadmap for Success Microsoft Dynamics TM 101 Learning Roadmaps Sales & Marketing Technical Presales – Demo Certification Preparation Call to Action Identify Organizational and Individual Learning Plan. Identify Organizational and Individual Learning Plan. Specific questions? Specific questions? Enroll in Partner Service Plan Enroll in Partner Service Plan Complete SPA / Software Advisor certification requirements Complete SPA / Software Advisor certification requirements Complete MBS Competency certification requirements (optional) Complete MBS Competency certification requirements (optional) Build & Maintain Expertise

Roadmap for Success Partner Engagement Programs Ala Carte Marketing Tools Business Development Funds Presales – Implementation Microsoft Solution Selling Call to Action Enroll in Sales & Marketing Professional Communities Enroll in Sales & Marketing Professional Communities Build Marketing Plan Build Marketing Plan Enroll in Step-Up Incentive Promotion Enroll in Step-Up Incentive Promotion Example; 2 incremental adds at average $25K srp = rebate of $10,000 (($25K x2) x20%) Example; 2 incremental adds at average $25K srp = rebate of $10,000 (($25K x2) x20%) Market & Sell

Roadmap for Success Post Sales Implementation Project Management Professional Services Field Engagement Drive revenue and profitability Call to Action Leverage Consultant Toolkits Leverage Consultant Toolkits Define & Document Methodologies Define & Document Methodologies Implement & Support

Roadmap for Success Existing Customer Sales & Marketing Cross-SellUp-Sell Software Assurance & Service Contracts Product Launch Awareness - upgrades Leverage Microsoft Integrated Solution Value Proposition Call to Action Earn MBS Competency Earn MBS Competency Leverage MS systems: VOICE, PartnerSource Leverage MS systems: VOICE, PartnerSource Participate in Partner and Customer Conferences Participate in Partner and Customer Conferences Retain Your Customers

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Convergence Partner Briefing March 23, 2006: Dallas Hyatt 7:00 – 9:00pm: Welcome Reception March 24, 2006: Dallas, 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:

Microsoft CRM 3.0 Launch Events New York City Wednesday, February 22 Gotham Hall 1356 Broadway New York City New Jersey Thursday, February 23 Pleasantdale Chateau 757 Eagle Rock Avenue West Orange New Jersey Time: 8:30 AM - 11:30 AM

Profile Your Solutions Once and Communicate Them Everywhere - Solution profiler Build New Partnerships – Channel Builder Access to most current tools, platform and server technologies - MSDN Subscriptions then log in with your subscriber passwordhttp:// 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: The visibility, partnership and technical information you need: ISV Community

Roadmap for Success: Recap of Important Sites Plan your Business Build & Maintain Expertise Market & Sell Implement & Support lans Retain Your Customers inkrevenue

Partner Assistance Partner Resource Desk – available to all Dynamics Partners , option 1, extension Regional Service Center Assistance on Microsoft Partner Program New to Dynamics? Channel Development Manager – East Region Lisa Sluke

OPPORTUNITY Steps to Partnership

 Call or  Review Business Plan with Microsoft  Enroll in Microsoft Partner Program  Sign Agreements: SPA, SA  Enroll in a Partner Service Plan  Complete training and certifications  Earn MBS Competency - optional Get started today: Call or to Call or to

SPA Contract Microsoft Dynamics Reseller Program RESELLER TERMS AND CONDITIONS Microsoft Business Solutions 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 may purchase Software and Customer Maintenance Plans from Microsoft at a discount. Software discounts range from 30% to 50%. Registered Member Execute SPA agreements Enroll in Microsoft Partner Program as a Registered Member

CSA Agreement TERMS AND CONDITIONS Complete Microsoft CRM Software Advisor Agreement Eligibility to earn fees 2 consultants trained and able to pass CRM certification exams Be engaged in the software selection and implementation Register your customers to claim SA fees from Microsoft Registered Member Execute CSA Agreement Enroll in Microsoft Partner Program as a Registered Member Microsoft CRM Software Advisor (SA) Program

A worldwide partner program built to support your business success A worldwide partner program built to support your business success FOCUS Competencies IMPACT Performance Recognition VALUE Tailored Benefits Partnering With Microsoft

FOCUS Competencies Advanced Infrastructure Solutions Business Intelligence Solutions Information Worker Solutions Integrated E-Business Solutions ISV/Software Solutions Learning Solutions Licensing Solutions Microsoft Business Solutions Networking Infrastructure Solutions Security Solutions COMPETENCIES (focus) Partnering With Microsoft

IMPACT Performance Recognition Partnering With Microsoft RegisteredMember Gold Certified Partner Tools you need to stand out in the market Certified Partner Tools you need to have an advantage in the marketplace Registered Member Tools you need to succeed with Microsoft PROGRAM LEVELS

Partnering With Microsoft CategoryDefinition 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 PARTNER POINTS RegisteredMember 120 Pts 50 Pts

VALUE Tailored Benefits Partnering With Microsoft PARTNER BENEFITS Based on MSPP level and competency RegisteredMember Action Pack for fee Limited online training Build Profile in Partner Tool Certified brand Limited internal-use software Microsoft Resource Directory listing 5-pack support incidents Gold Certified brand Additional internal-use software Priority Microsoft Resource Directory listing Technical Services Coordinator Account management (varies by region)

Microsoft Dynamics AX 3 individuals, 8 exams (5 mandatory, 3 of choice) Microsoft Dynamics GP 2 individuals, 5 exams (3 mandatory, 2 of choice) Microsoft Dynamics NAV 2 individuals, 5 exams (3 mandatory, 2 of choice) Microsoft Dynamics SL 2 individuals, 5 exams (3 mandatory, 2 of choice) Microsoft Dynamics CRM 2 individuals, 5 exams (3 mandatory, 2 of choice) For exam details please go to: Microsoft Business Solutions COMPETENCY REQUIREMENTS Complete a Business Profile within MSPP Submit three customer references Complete exam requirements for at least one solution

On Ramp Partner Services Plan Designed to help you… Achieve the Business Solutions Competency Access training, support and implementation tools at a discounted price Build knowledge and implementation skills Successfully grow a satisfied and loyal Microsoft Dynamics™ client base 8 certification exam vouchers for 50% off certification exams of your choice Access to Implementation Methodologies via the Consultant Resource Center 3-hour Guaranteed Response Time 50 Support Incidents 16 eCourses; 25% discount on additional 10 seats to Foundation Library Online Tutorials Benefits Benefits are valid for 12 months and available one time per new partner organization Partner Cost for OnRamp Plan is $5,000

Steps to Partnership – Summary  Call or  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 or to Call or to

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