1. Microsoft’s Partner Program A relationship with results
MGB 2003
Microsoft’s Partner Program A relationship with results
PRESENTED BY
Wim Mangodt
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

2. The new Microsoft partner program
Focus
Aligning better to your business
Impact
Recognizing your full success
Value
Tailoring your benefits and increasing your return
To enrol:

3. The industry has changed Customers
The Full
Stack
The Full
Stack
Services Partners
Business Management Services
Business Need
Solution
Systems Integration
ISVs
Solution
Business Need
Business Solutions
Databases
VARs
Business Need
Solution
Solution
Business Need
Messaging
Networking
OEMs & Resellers
Desktop Software
Need
Solution
Hardware
To enrol:

4. To enrol: http://www.microsoft.be/partner/program
Partners
Generalists
The Full
Stack
Business Management Services
Core Competency
Competency
OEMs & Resellers
VARs
ISVs
Services Partners
OEMs & Resellers
VARs
ISVs
Services Partners
Solutions
Expert
Solutions Expert
Solutions
Expert
Solutions Expert
Solution
Partner Networks
Systems Integration
Solution
General
Contractors
Business Solutions
Databases
Solution
Solution
Messaging
Networking
Desktop Software
Solution
Specialists
Subcontractors
Hardware
To enrol:

5. To enrol: http://www.microsoft.be/partner/program
So, change because of…
Industry changes
Customers more sophisticated
Specialized solutions are key
Business process consulting more important
Requirement to address total need
Pace will only increase
Partnerships are the key
What Partners told us
Help us compete in the market place
Align better with our customers’ needs
Help us expand our offerings
Recognize how we make money
To enrol:

6. To enrol: http://www.microsoft.be/partner/program
Focus
To enrol:

7. Focus: Microsoft Solutions Competencies
Customer
need
Microsoft
Solution
Competency
Partner
focus
Microsoft
focus
To enrol:

8. Focus: Microsoft Solutions Competencies
Solutions Covered
Advanced Infrastructure
Business Integration
Data Management
Systems Management
Extranet/Hosting
Storage
Business Intelligence
Data Warehouse
Information Worker Productivity
Intranet/Portal
Desktop Productivity
Enterprise Project Management
Messaging
Integrated E-Business
Web Services
E-Commerce
Digital Rights Management
ISV/Software
ISV Software Solutions
Learning
Training
Licensing and Software Asset Management (As of October ’04)
Software Fulfillment and Licensing
Software Asset Management
Microsoft Business Solutions
(As of July ’04)
Enterprise Resource Management
Customer Relationship Management
Retail/Point of Sale
Networking Infrastructure
Network Services
Small Business Server 2003
OEM Hardware (As of October ’04)
System Building
OEM
Security
Security Management and Operations
Identity and Access Management
Secure Wireless Virtual Private Networks, and Perimeter
To enrol:

9. Microsoft Solutions competencies more in depth – two examples
To enrol:

10. To enrol: http://www.microsoft.be/partner/program
Impact
To enrol:

11. Impact: 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: Everything you need to succeed with Microsoft
Registered
member
Gold
Certified
Partner
Certified
Partner
To enrol:

12. Impact: Partner Points
MGB 2003
Impact: Partner Points
Certified
Individuals
Products
Vendor
Revenue
Certified
Individuals
Products
Customer
Satisfaction
Train
Others
You
Industry
Assessments
Business
Wins
Solutions
Competency
Vendor
Revenue
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

13. Impact: Partner Points
Category
Definition
Certification
Given to products that have passed Veritest or WHQL requirements
Business Wins
References to end customer projects (in addition to competency requirements)
Premier MCP Certification
Certifications in addition to competency requirements
Competency
Level of expertise in a given area.
Customer Satisfaction
Measure of end customer happiness with products and services
Microsoft Courseware Unit Sales
Sales for Microsoft Official Learning Products
Revenue to Microsoft
Microsoft revenue attributable to partner
Other
Non Microsoft training and various assessments
Registered
member
1 Competency
1 Product Cert or
2 Individual Certs
To enrol:

14. New Microsoft Partner Program Levels
Competencies
Each program level has defined requirements that are earned through the “Partner Points” model
2 certified employees or 1 certified product
3 references
120 Partner Points
Membership in at least One Competency
Meet Certified Partner Terms & Conditions
Meet Fee requirements for your country
Gold
Certified Partner
120 points
50 Partner Points
1 competence of 2 certified employees or 1 certified solution
Extended Web Profile
Pay Fee
Signed Terms and Conditions
Certified Partner
50 points
No Partner Points
Web Profile
Signed Terms and Conditions
Registered Member
0 points
To enrol:

15. FOCUS: Competency Requirements
MGB 2003
Customer
need
Partner
focus
Microsoft
Competency
FOCUS: Competency Requirements
You may attain multiple competencies,
You must meet all requirements per competence
A specific certification may not be applied towards two separate competencies.
All competencies require 3 references
Except Learning Solutions Competency which only requires 1 reference
All references…
highlight projects implemented for external customers
implemented within 12 months previous to Competency submission
Need to be submitted online
Need to be verified, and approved, by the customer online. Ensure having your customer’s permission before submitting a reference to Microsoft.
Will be valid for 12 months from date of customer approval, at which time it should be replaced with a new reference
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

16. Example: zoom on the security solutions competence
To enrol:

17. To enrol: http://www.microsoft.be/partner/program
Requirements Microsoft Security Solution Competency
Certification Requirements:
Complete deep Security Solutions Specialization profile
Certification: 2 Microsoft Certified Systems Engineer (MCSE’s) each of whom must have passed:
“Installing, Configuring and Administering Microsoft Internet Security and Acceleration Server 2000”
AND one of the following MCP exams:
“Implementing and Administering Security in a Microsoft Windows 2000 Network
“Designing Security for a Microsoft Windows 2000 Network
“Designing Security for a Microsoft Windows Server 2003 Network
“Implementing and Administering Security in a Microsoft Windows Server 2003 Network”
To enrol:

18. To enrol: http://www.microsoft.be/partner/program
Requirements Microsoft Security Solution Competency
Reference requirements:
3 customer references for previously deployed solutions that focused on securing the customer’s information assets.
Where you have supplied the security architect or project manager for each referenced project
Each referenced project addresses one of following solution types:
Security Management and Operations
Secure Wireless, VPN, and Perimeter Management
Identity and Access Management
Core software required for each reference project:
Windows 2000 Server and Windows Server 2003
Microsoft Internet Security and Acceleration (ISA) Server is recommended, but not required.
Security Solutions Competency Reference Questions
Microsoft Competencies
To enrol:

19. To enrol: http://www.microsoft.be/partner/program
MGB 2003
Partner Points Model
3rd Party Product Validation Points Earned
“Certified for” product certifications
Certified for Windows Server points
Certified for Windows points
Certified for Windows 2000 Professional points
Certified for SQL Server points
Data Warehouse Alliance Certification points
“Designed for” product certifications
Designed for Windows for Pocket PC points
Designed for Windows for Smartphone points
Designed for Windows XP Gold Test points
Commerce Server 2002 Integration Test points
ISA Server Test points
“Verified for” product certifications
Verified Compatible for Windows Server points
Verified Compatible for Windows points
Verified Compatible for Windows 2000 (desktop) 10 points
Verified for SQL Server points
Verified for Windows XP points
Microsoft CRM Test points
Windows Hardware Quality Lab
WHQL Hardware Test points
New Platform Test for ISVs (components)
Windows Client points
Windows Server points
SQL Server points
Web Services points Managed Code points Office points Mobile points
Partner Points options effective April 2004
Competency Categories Points Earned
First Competency points
Second Competency points
Microsoft Certified Professional Certifications (max of 40 points)
MCSE, MCSD, MCDBA, MCT,
MCAD, MCSA certifications: points each
Additional References (within a specific competency)
References – 4th or more for any competency points each
(Maximum of 20 points total for additional references)
* Note: Learning Solutions competency only requires 1 reference. Therefore, points will be awarded from the 2nd Learning Solutions reference.
Other
Hosting Data Center Operational Assessment points
Mobile Device Manufacturing & Distribution Assessment points
ISV Royalty Program membership (per annum) points
Please note that the V1.1 points will be available in April.
V1.2 points earning options will be included in the system beginning July with v All options will be available by December so that partners will be able to leverage these points for membership in 2005.
See ISV scenarios for details on ISV product validation
Partner Points options effective 3rdQ’04: Customer Satisfactions
WW Partner Conference Attendance
Partner Points options effective 4thQ’04: License revenue to Microsoft
Official Microsoft Learning Products
Partner
Points
Calculator
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

20. Partner Points Scenario –Services partner (not a reseller)
MGB 2003
Partner Points Scenario –Services partner (not a reseller)
A Service partner can become Certified with at least 50 pts:
1st Competency points
Total: points
Partner needs additional 70 points for Gold status. These points can be earned from the following options below:
2nd competency points
10 additional customer references (2 pts each) 20 points
People Certifications (max of 40 points) 40 points
Total additional points: points
(*) All Competencies require 3 Customer References & People / Product certification
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

21. Partner Points Scenario – ISV partner 1
MGB 2003
Partner Points Scenario – ISV partner 1
An ISV can become a Certified Partner with at least 50 pts:
1st competency: ISV/Software Solutions 50 points
3 components of Platform Test for ISVs (7 components available) 30 points
Total: 80 points
Partner needs additional 40 points for Gold status. These points can be earned from the following options below:
2nd Competency points
1 Designed for Windows product points
ISV Royalty Program membership (per annum) 20 points
10 additional customer references (2 pts each) points
These notes below explain, in detail, the ISV product certifications and how they accumulate partner points.
A product may accumulate partner points within or across one or more categories. In other words, a software product may accumulate points for passing a “Designed” test, a “Certified” test as well as components of the new platform test. For example:
If a product passed:
Verified for SQL Server test
Verified for Windows XP test
Designed for Windows XP Gold test
Windows Client Component of the New Platform Test
Then, the product would receive the following points:
10 points for passing the Verified for SQL Server test
10 points for Windows XP test
20 points for Designed for Windows XP Gold test
10 points for Windows Client Component
Total points = 50 points
The total value of any product is the accumulation (sum) of the points for all of the test / components that the product has passed.
If a partner has one product, then the partner is awarded points based on the total value of that product. The logic below is the method used to determine the total value of a product.
Determine which tests / components that the product has passed.
Sum the total amount of partner points for the product based on the tests or components that the product has passed.
Award partner points.
Example 1:
Partner A - located in the US has 1 product with following certifications:
Certified for Windows
Certified for SQL Server 50
Verified Compatible for Windows
Windows Server Component 10
Web Services Component 10
Total Points
Partner Points Outcome: Partner A is awarded 130 partner points
If a partner has more than one product (n number of products, where n is a number greater than one), then the system must award points for the one product with the highest total value. The logic below is the method used to determine which product has the highest total value.
Determine the total value of each product (points 4 and 5 above describe how the total value of a product is obtained).
Compare the total values of each of the products.
Award partner points to the partner based on the product with the highest total value.
If a product passes a new certification, then the points awarded to the partner for certified products may change.
If the partner has only one product, Product A, and Product A receives a new certification, then the total number of points awarded to Product A should change based on the points value of the new test. The total point value of Product A = current total value of the product + the points value of the new test / component.
If the partner has multiple products and one of the partner’s products (except for the product with the highest total value) passes a new test or component, the addition of this new test / component should trigger an evaluation to determine which of the products has the highest total value.
Re-calculate the total values for each of the partner’s products.
Compare the new total values for each of the partner’s products.
Award partner points to the partner based on the product with the new highest total value
Conversely, if a product certification expires or a product is removed, then the points awarded to the partner for certified products may change.
If the partner has only one product, Product A, and one of the certifications for that product expires, then the total number of points awarded to that product should change based on the points value of the expiring test. The point value of Product A = current total value of the product - the points value of the expiring test / component.
If the partner has more than one product and one of the product certifications expire for the product with the highest total value, then the expiration of this certification should trigger an evaluation to determine which product has the highest total value.
Re-calculate the total values for each of the partner’s n products.
Compare the new total values for each of the partner’s n products.
Award partner points to the partner based on the product with the new highest total value (after accounting for the expired certification).
From the business profile main page, partners have the ability to remove products from their profile. If a partner removes one or more products from their profile, then the partner may lose partner points.
If the partner has one product and the partner decides to remove this product via the Business Profile Main Page, then the partner will lose all partner points associated with this product.
If the partner has multiple products and the partner removes the product with the highest total value, then the system must compare the total values of the remaining products to determine which of the remaining products has the highest total value. Refer to Point 6 for the method for determining the highest value product.
From the Business Profile main page, the partner may decide to add a new hardware or software product offering. If the partner successfully adds the new product to their profile, then the system should award the partner points based on the logic described below.
When the partner adds new products to their profile the system must perform the following checks:
Is this the partner’s first product? If so, then the system should award partner points in an amount equivalent to the total value of the product. The total value of this product will become the partner’s new certified products points total.
If the partner already has products, then the system must determine if the product that the partner just added has the highest total value. The system would compare the newly added product against the products the partner has already added to their profile.
If the product that the partner added has the highest total value, then the system should adjust the partners point balance for certified products to reflect this new product as having the highest total value. The partner will receive partner points for the product with the highest total value.
If the product that the partner added does not have the highest total value, then the system should not adjust the partner’s points total for certified products.
All Competencies require 3 Customer References & People / Application certification
New Microsoft ISV Platform Test will replace most of the Verified tests. An ISV needs to have a software application pass 2 or more components to qualify for the ISV Competency. Components include: Windows Server, SQL Server (includes MSDE), Web Services, Windows Client, Office System, Managed Code & Mobility.
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

22. Partner Points Scenario – ISV partner 2
MGB 2003
Partner Points Scenario – ISV partner 2
An ISV can become a Certified Partner with at least 50 points:
Competency: ISV/Software Solutions points
1 Designed for Windows product points
Total: points
Partner needs additional 50 points for Gold status. These points can be earned from the following options below:
2nd Competency points
3 ISV Platform Test components (10 pts each - 7 available components) 30 points
ISV Royalty Program membership (per annum) 20 points
10 additional customer references (2 pts each) points
All Competencies require 3 Customer References & People / Application certification
New Microsoft ISV Platform Test will replace most of the Verified tests. An ISV needs to have a software application pass 2 or more components to qualify for the ISV Competency. Components include: Windows Server, SQL Server (includes MSDE), Web Services, Windows Client, Office System, Managed Code & Mobility.
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

23. To enrol: http://www.microsoft.be/partner/program
Value
To enrol:

24. To enrol: http://www.microsoft.be/partner/program
Core Benefits at Each Level to be introduced gradually in the course of coming year
Plan
Build & Maintain Expertise
Market & Sell
Implement & Support
Retain Your
customers
Microsoft Gold Certified Partner
Welcome Kit and monthly shipments
Telephone-based Account Management
Invitations to Annual Events
Recognition Programs
Single point of contact for program support
Partner Opportunity Directory (Listing)
Microsoft Gold Executive Panel Luncheons at WWPC
TRAINING
Training content and assessments on the Partner Training and Readiness Resource Center
SOFTWARE
Internal use software (100 licenses)
Microsoft Matching License Plan (up to 25 licenses)
SUBSCRIPTIONS
MSDN Universal Subscription (10 licenses)
Use of Gold Certified Partner brand
Microsoft Resource Directory priority listing
Additional discount on Marketing Services Bureau
TECHNICAL SUPPORT
Technical Services Coordinator
MICROSOFT SERVICES
Microsoft Services Portfolio
RESOURCES
Partner Knowledge Base
Microsoft Certified Partner
Partner Opportunity Directory (search)
Microsoft Initiatives Calendar
World Wide Partner Conference (WWPC) (for fee)
Sales and Technical Training offerings
Microsoft Solution Selling for Partners Online (for a fee)
Internal use software (10 licenses)
Microsoft Matching License Plan (up to 10 licenses)
Beta Programs through MSDN & TechNet Subscriptions
MSDN Universal Subscription (5 licenses)
Additional MSDN Subscriptions at partner savings
Use of Microsoft Certified Partner brand
Microsoft Resource Directory listing
CD-based sales and marketing resources and templates through Partner Guides
Discount on Marketing Services Bureau
5-Pack Professional Support incidents
Online Concierge Service
Pre-sales Technical Support
Sell Microsoft Consulting Services
TechNet Plus Subscription
Additional TechNet Subscriptions at partner savings
MSDN online support
TechNet online support
Customer
Satisfaction
measurement
Microsoft Registered Member
Program Newsletter
Secure website
Microsoft Initiatives Calendar (online)
Online Sales & Technical training through the Learning Center: online Tutorials
Technical training via Hands-on Labs and training seminars (for fee)
Hands-On Labs Online
Ability to acquire internal use software through the Microsoft Action Pack Subscription (for a fee)
Online sales and marketing resources and templates through Partner Guides
Sales and Licensing Seminars (where available)
Licensing Configuration
Marketing Services Bureau (for fee)
Newsgroup Support (break-fix & pre-install)
Free business-critical phone support
Free pre-installation support
Electronic Tech Alerts
Value to you
Tools and resources that assist you in growing and developing your business
Access to software, training, tools, and resources for building and maintaining proficiency in Microsoft technologies.
Marketing resources and activities designed to fill the sales funnel.
Tools and services to aid in delivering and supporting Microsoft software and solutions.
Tools to help you strengthen customer relationships.
To enrol:

25. To enrol: http://www.microsoft.be/partner/program
Enroll now in the new Microsoft Partner Program:
To enrol:

26. To enrol: http://www.microsoft.be/partner/program
MGB 2003
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
To enrol:
© 2003 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.