1. Driving success through Dynamics Training Programs
SESSION: AP053
Anastasia Bennett, Dynamics Partner Program Manager
Gale Dembecki, Dynamics Readiness Lead

2. What is this session about?
How Dynamics Training Programs & Resources can Enable You to Accelerate Your Growth
SPA / CSA / MPN Requirements Revisited

3. A couple of things to have in mind…
Cloud Is Real and It Changes What Customers Buy, How They Buy It and Who They Buy It From
Different Customers Continue to Have Different Needs and Expectations

4. Change Is Inevitable!

5. Realise your potential
Challenges
Capability
Capacity
Cloud Power
Realise your potential
Increase Velocity
Grow Revenue

6. demo

7. Giving Partners a Competitive Advantage

8. FY12 Instructor Led Training Schedule
Instructor-led classroom training (ILT)
Instructor-led LIVE distance learning
Microsoft Dynamics AX 2012 Sales & Pre-sales Roadshow
Sydney: 14 – 16 September Melbourne: 21 – 23 September 2011
Microsoft Dynamics AX Team
Dynamics CRM 2011 SDK
(More titles to come)
Sydney: 9 – 11 November 2011
Microsoft Customer Service and Support (CSS) Team
Dynamics CRM / ERP MOC (Microsoft Official Curriculum)
All Year
Microsoft Learning Partners eg. Advanced Training
Dynamics NAV 7
Q4 FY12
Microsoft Dynamics NAV Team
Australia
MPN Assessment Preparation Workshop
September 2011
February 2012
Partner Development Centre (PDC)
Dynamics CRM 2011 – 5 titles
Dynamics NAV – 7 titles
Dynamics AX - TBC
September 2011 onwards
November 2011 onwards
TBC
Technical Training Webinars by CSS

9. 2 Great Training Offers by Advanced Training
Dynamics AX 2012
Financials Track (October 2011)
$ $5340
Financials I + Financials II + Fixed Assets (8 days)
* includes BONUS AX 2012 Introduction e-learning valued at $250!
Development Introduction Track (November 2011)
$ $3630
Development I + Development II + Installation and Configuration (6 days)
Supply Chain Track (December / January 2011)
$ $4460
Supply Chain Foundation + Distribution and Trade + Bill of Materials (7 days)
Development Advanced Track (Q2 2012)
Development III + Development IV (7 days)
Dynamics CRM 2011
Pick up a flyer at the Microsoft Dynamics the Exhibit area.
Please note that all prices are exclusive of GST. This offer is only valid for initial dates in Melbourne and Sydney.
Contact Edgar Kautzner from Advanced Training for details on (03) or advancedtraining.com.au.
CRM 2011 Applications Track
Select any two: $ $1350 
All four courses:
$ $2500
Marketing Automation (1 day) Sales Management (1 day) Service Management (1 day) Service Scheduling (1 day)
CRM 2011 Essentials track
$ $2950
Installation and Deployment + Customization and Configuration (5 days)
CRM 2011 Developer track
$ $3500
Customization and Configuration + Extending (6 days)

10. Microsoft Dynamics Talent Acquisition Framework
STEPS
Planning
Strategy
Workforce planning
Hiring criteria
Sourcing
Talent pools
Recruiting resources
Attracting
Value proposition
Marketing
Interviewing
Maintaining
Candidate management
Onboarding
Hiring
Check out the Talent Acquisition Web Seminar Series on PartnerSource

11. Case Study: Talent Acquisition

12. Microsoft’s Cloud Vision
Partners have a breadth and depth of opportunity, with a broad spectrum of public, private, and hybrid cloud solutions that address a wide range of customer needs.
ON-PREMISES
PRIVATE CLOUD
PUBLIC CLOUD
Saas
PaaS
IaaS
CUSTOMER HOSTED
PARTNER HOSTED
MICROSOFT HOSTED

13. Microsoft Cloud Partner Programs and Benefits Overview
CLOUD ESSENTIALS
CLOUD ACCELERATE
Must be a member of MPN
Must be a member of MPN
Enables partners to learn, train and receive support for selling and servicing cloud-based offerings. Today Office 365, CRM Online, Intune and Azure.
BENEFITS AND RESOURCES FOR PARTNERS
Internal Use Rights
Pre-sales and Tech Support
Online Sales Tools
Financial Modeling Tools Marketplace Participation
Training Platform
Market Resources
Intended for cloud committed partners.
Requirements
Complete 200-level technical assessment
Sold 3 cloud deals with combined total of 150 seats or more
3 cloud customer references
Commit to selling 8 cloud deals with combined total of 500+ seats
BENEFITS AND RESOURCES FOR PARTNERS
Enjoy all Cloud Essential Benefits
Additional Advisory Hours for Deployment
Enable Silver Competency
Office 365 Marketplace Prioritization
Cloud Accelerate Badge to drive marketing differentiation
Access Microsoft Cloud Roadmap
Local Subsidiary Engagement

14. What is this session about?
How Dynamics Training Programs & Resources can Enable You to Accelerate Your Growth
SPA / CSA / MPN Requirements Revisited

15. Silver ERP Gold ERP SPA Key Details General Requirments MPN Membership
Membership Fee
Minimum Revenue Requirement
$20,000 total billed revenue Checkpoint prior checkpoint -$35,000
$50,000 direct annual license revenue
$100,000 direct annual license revenue
BREP Revenue Recapture
65%
85%
Participate in Satisfaction Survey
YES
Customer Business References
3 ERP
5 ERP
Partner Service Plan Requirement
Personnel Certification/Accreditation
At least 2 different individuals required
At least 3 different individuals required
At least 5 different individuals required
Sales specialist
1 individual (October 1, 2011)
Pre Sales Specialist
2 individuals (October 1, 2011)
Application consultant/developer
3 individuals
6 individuals
Implementation Methodology
3 individuals (October 1, 2011)

16. Silver CRM Gold CRM CSA (1st Nov) Key Details General Requirments
MPN Membership
Membership Fee
Minimum Seat Count or Revenue Requirement
20 annual seats or $10,000 annual total revenue
150 annual seats or $100,000 annual total revenue
300 annual seats or $200,000 annual total revenue
Participate in Satisfaction Survey
YES
Customer Business References
3 ERP
5 ERP
Partner Service Plan Requirement
Personnel Certification/Accreditation
At least 2 different individuals required
At least 3 different individuals required
At least 5 different individuals required
Sales specialist
1 individual (October 1, 2011)
2 individuals (October 1, 2011)
Pre Sales Specialist
Application consultant/developer
3 individuals
6 individuals
Implementation Methodology
3 individuals (October 1, 2011)

17. Driving success through Dynamics Programs and Resources
Capability
Capacity
Cloud Power
Realise your potential
Increase Velocity
Grow Revenue
Dynamics Partner Academy
Partner Learning Centre
Partner Development Centre
Talent Acquisition Framework
ERP Compete Recruit Program
Cloud Essentials
Cloud Accelerate
“Hot off the Press" Pilot Program!

18. Go Do’s Ask Me At APC After APC Moving Forward
Find us at the Exhibit Hall
Appoint a Readiness Lead
Determine How You Fit
Build A Cloud P&L
Ask Me
At APC
After APC
Moving Forward

19. PARTNER RESOURCES
Ensure potential customers can find you on Pinpoint
Leverage the Partner Marketing Centre to help you reach more potential customers
Differentiate your business by signing up to the MPN CRM or ERP competency
Skill up your teams for success with the Partner Learning Centre and local Readiness

20. Q & A

21. © 2011 Microsoft Corporation. All rights reserved
© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

22. appendix

23. Talent Acquisition Framework – 5 Stages
Planning
Developing a people strategy that supports your business strategy, assessing the workforce you need, and developing a hiring plan and criteria to secure them
Sourcing
Identifying the specific talent you want to hire and aligning the most effective resources to reach them
Attracting
Defining and articulating your employment value proposition and screening and interviewing prospective employees from your targeted talent pools
Maintaining
Proactively keeping select and qualified candidates connected to and engaged with your company until you hire them
Onboarding
Ramping up new hires effectively and efficiently to accelerate their time-to-value for your company
See PartnerSource

24. Sample Schedule for Sales Graduates
Orientation process – first 2 weeks
Align with mentor – 1st day
Direct marketing – 1st month
Account management – 2nd month
Business development – 3rd month
Presales – 4th month
Marketing – 5th month

25. Sample Training for Consulting Graduates
Entry level technical training as recommended by Microsoft
Attend workshops on documentation, technical ecosystem

26. ! Learn How To Build A Cloud Practice Explore Your Opportunities
Go to the MPN Portal to learn how to engage with Microsoft on the Cloud !
Call to Action
Learn and Plan: MPN Self-Service Portal, online webcasts
Test and Trial: 1:Many seminars
Invest and Grow: 1:Few workshops and 1:1 Consulting engagements
LEADERSHIP TRAINING/COACHING
SALES/PRESALES TRAINING/COACHING
MARKETING TRAINING/COACHING
PROJECT MANAGEMENT TRAINING/COACHING
CLOUD PARTNER PROFITABILITY MODELER TOOL
Access:
PARTNERING WITH MICROSOFT IN THE CLOUD GUIDES
Key Opportunities: In the cloud with partner examples
Core Levers: For partner building a cloud business
By Partner type: SI, VAR, Scale Reseller, ISV
Learn How To Build
A Cloud Practice
Explore Your Opportunities
Establish A Cloud P & L
NEW PARTNER READINESS TRAINING FOR CLOUD
To learn more, please visit:
Easy to Use: Excel based spreadsheet
Includes: Dynamics CRM Online, Office 365, Windows Intune
Three Different Scenarios: Based on time commitment & different levels of input
Profit and Loss Output: With ability to change business mix