The New Microsoft Partner Program: a new era of Partnership Guylène Tarrazi-Prault Partner Program Manager Microsoft EMEA

Agenda The new Partner Program & its 3 pillars Competencies and Solutions Program Benefits: Technical Support How to join the new Partner Program? Introducing the local team in Belgium Your questions

The Journey Begins Here A partnership that helps each partner and customer reach their full potential!

Competencies Performance Recognition Tailored Benefits FocusImpactValue Advanced InfrastructureAdvanced Infrastructure Business IntelligenceBusiness Intelligence Information Worker ProductivityInformation Worker Productivity Integrated E-Business SolutionsIntegrated E-Business Solutions ISV Software SolutionsISV Software Solutions Learning SolutionsLearning Solutions License and Software Asset ManagementLicense and Software Asset Management Microsoft Business SolutionsMicrosoft Business Solutions Network InfrastructureNetwork Infrastructure OEM Hardware SolutionsOEM Hardware Solutions Security SolutionsSecurity Solutions SkillsSkills Customer SatisfactionCustomer Satisfaction InfluenceInfluence SalesSales CertificationsCertifications RelationshipRelationship CommunicationCommunication TrainingTraining MarketingMarketing Business DevelopmentBusiness Development Product SupportProduct Support SoftwareSoftware “Where you focus” “How well you do” “How Microsoft helps” The New Microsoft Partner Program Registered Member Focus on brand value

Agenda The new Partner Program & its 3 pillars Competencies and Solutions Program Benefits: Technical Support How to join the new Partner Program? Introducing the local team in Belgium Your questions

Focus: Competencies Partner First Partner Types Competencies * Competencies to be launched as of Summer 2004 Business Intelligence Security Solutions Integrated E-Business Solutions Information Worker Productivity Advanced Infrastructure Networking Infrastructure Services ISV Software Solutions ISV MBS Microsoft Business Solutions * Reseller Licensing & Software Asset Mgmt * Training Learning Solutions OEM/System Builder OEM Hardware Solutions *

Focus: Competencies Supporting Customer Needs with Solutions Security Management and OperationsSecurity Management and Operations Identity and Access ManagementIdentity and Access Management Network ServicesNetwork Services TrainingTraining ISV Software SolutionsISV Software Solutions Web ServicesWeb Services E-CommerceE-Commerce Intranet/PortalIntranet/Portal Desktop ProductivityDesktop Productivity Data WarehouseData Warehouse Business IntegrationBusiness Integration Data ManagementData Management Systems ManagementSystems Management Solutions Covered Secure Wireless Virtual Private Networks, and PerimeterSecure Wireless Virtual Private Networks, and Perimeter SecuritySecurity Small Business Server 2003Small Business Server 2003 Networking InfrastructureNetworking Infrastructure LearningLearning ISV/SoftwareISV/Software Digital Rights ManagementDigital Rights Management Integrated E-BusinessIntegrated E-Business Enterprise Project ManagementEnterprise Project Management MessagingMessaging Information Worker ProductivityInformation Worker Productivity Business IntelligenceBusiness Intelligence Extranet/HostingExtranet/Hosting StorageStorage Advanced InfrastructureAdvanced Infrastructure Competency Competency

Focus: Competencies Zoom on the Security Solution Competency Design and Implementation of Security Solutions for: Security Management and Operations Secure Wireless Virtual Private Networks, and Perimeter Identity and Access Management Certification Requirements: Complete deep Security Solutions Specialization profile Certification: 2 Microsoft Certified Systems Engineer (MCSE’s) must pass the “Installing, Configuring and Administering Microsoft ISA Server 2000” exam + 1 MCP exam on Security for a Windows 2000 or 2003 Network 3 References valid for 12 months from date of customer approval; each project includes a Security Architect or Project Manager Primary Software expertise: Windows Server; ISA Server

Focus: Competencies Increasing the connections With customers Microsoft Resource Directory v1: available now Partner Locator v2, with new profiling & competencies: Summer 2004 With partners Partner Opportunity Directory v1: available now Online Partner Network v2 With Microsoft Key to sales & marketing engagement

Microsoft Resource Directory Search engine for customers & partners One-stop Web site for customers and partners to find companies providing services, software, or hardware using Microsoft technologies V1 – Search criteria: Solutions: Independent Software Vendors - ISV’s Software: Resellers of MS software (registered on Portal) or ISV’s Services: Microsoft Gold Certified or Certified Partners Training: Microsoft Certified Technical Education Centers - CTEC’s Hardware: Registered Microsoft OEM System Builders Localized in over 27 languages Used by customers in over 220 countries WW V2 – Search according to competencies & related solutions Directory URL:

Agenda The new Partner Program & its 3 pillars Competencies and Solutions Program Benefits: Technical Support How to join the new Partner Program? Introducing the local team in Belgium Your questions

Technical Support Benefits Supporting the Relationship at different levels Technical Service Coordination Presales Technical Support 5-Pack Professional Support Incidents** MSDN/TechNet Subscriptions Business Critical Phone Support New Online Concierge (web chat) Microsoft for Partners Managed Newsgroup Free web-base support resources ** MBS Authorized Partners receive additional MBS incidents as part of their authorization fee Registered Member Non- Profiled

New! No-Charge Support √ √ Technical Assistance on product features and capabilities Pre-sales non-technical assistance √ Pre-sales phone support (phased launch) Proactive/preventative customer management Incident Case Management Upgrade, Deployment and Maintenance Guidance Technical Service Coordination (phased launch) Services Include: Microsoft Service Description

Re-enroll Gold & Certified Partners Recruit Certified All 2003 benefits Add core benefits including: Pre-sales support Tele account management Technical Services Coordinator (Gold Certified Partners) Value: Program Benefits Roll Out in Stages Launch partner points systems and competencies Add benefits including: Portal enhancements Marketing Service Bureau brought online Partner customer satisfaction program January2004 April-June2004 July 2004 Thru 2005 Integrate with Microsoft Business Solutions program Launch OEM Hardware Solutions + License & SAM Competencies Add more new benefits Partner locator, etc.

Agenda The new Partner Program & its 3 pillars Competencies and Solutions Program Benefits: Technical Support How to join the new Partner Program? Introducing the local team in Belgium Your questions

How to join the new program? As a renewing certified partner Until 31 January, you must: Have ≥ 2 MCP’s on staff or 1 validated product Update core contact details, including certifications Sign the partner program agreement & pay the yearly membership fee Upon renewal, you will automatically become member of the new program, for 12 full months Full online profiling recommended as of April New certified partners Renewed certified Pending Renewal Still to Renew Total in Belgium pending +1 pending18167%3480%55270

How to join the new program? As a new certified partner 1.Review the program guide at: ring/new/programguide.mspx (nl) ring/new/programguide.mspx ring/new/programguide.mspx 2.Select your area of focus 3.Enroll as a Microsoft Certified Partner under the 2003 requirements – promo until end of March: Identify ≥ 2 MCP’s in your staff or 1 product for validat° Complete the extended business profile Sign the partner program agreement & pay the yearly membership fee of € 1,560 (Learning Solutions € 2,570) 4.Upon renewal, you will automatically become member of the new program, for 12 full months 5.Re-profiling recommended as of April

Your membership questions Getting Support The EMEA Regional Service Center (RSC) provides support for all your programmatic questions Renewal process, site access issues, program requirements and benefits, monthly box shipments, enrolment, etc. RSC addresses: for Certified Partners for MS CTEC’s for Gold Certified Partners RSC phone support for all programmatic questions: In Dutch: +49/ In French:+49/ In English:+49/ Fax support in those languages: +49/

The new Belgian Account Team Building a closer relationship with You! Ann Van Rillaer Telephone Account Manager for the certified partners Bart Robyn Telephone Account Manager for ISV’s Farida Ahidar Tele Account Manager for System Builders and Resellers

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