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

2. 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

3. 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

4. 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)

5. 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

6. Roadmap for Success Post Sales Implementation Project Management
Implement & Support
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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).
©2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

7. 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

8. View this slide in show mode and click once to see it fade into full color.
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©2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

9. Convergence Partner Briefing
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Convergence Partner Briefing
March 23, 2006: Dallas Hyatt
7:00 – 9:00pm: Welcome Reception
***ISV Chat (New)
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:
©2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

10. The visibility, partnership and technical information you need:
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The visibility, partnership and technical information you need:
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 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:
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.

11. Roadmap for Success – recap
Plan your Business
Build & Maintain Expertise
Market & Sell
Implement & Support
Retain Your Customers

12. Partner Assistance Channel Development Manager – East Region
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Partner Assistance
Regional Service Center
Assistance on Microsoft Partner Program
*** Partner Resource Desk
Assistance on all other questions
, option 1, extension 81792
Channel Development Manager – East Region
Lisa Sluke
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
Partner Readiness
PartnerSource
Microsoft Partner Portal
For Microsoft Partner Program questions:
Regional Service Center or
For all other questions:
Partner Resource Desk
ext (MBS) or
For a listing of additional links, go to
©2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

13. 4/24/ :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.

14. Steps to Partnership

15. 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 or to

16. Partnering With Microsoft
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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.

17. Partnering With Microsoft
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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.

18. Partnering With Microsoft
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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.

19. Partnering With Microsoft
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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.

20. Partnering With Microsoft
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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.

21. 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:
©2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

22. 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

23. 4/24/ :39 AM
Microsoft Customer Relationship Management Certified Software Advisor (CSA) Program
TERMS AND CONDITIONS
Complete CSA Agreement
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.

24. License transaction opportunity
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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.

25. 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

26. 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

27. © 2004 Microsoft Corporation. All rights reserved.
4/24/ :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.