2. Certified Partner Gold Certified Partner Enroll without qualifying partner points Sign terms & conditions Earn 50 Qualifying partner points Get 2 Microsoft Certified Professionals or 1 certified solution Sign terms & conditions Meet Membership fee requirement Earn 120 Qualifying partner points Meet Certified partner terms & conditions Achieve minimum 1 Microsoft competency Meet Membership fee requirements

3. Microsoft needs to deliver on its core strategies… …with and through partners Microsoft needs to deliver on its core strategies… …with and through partners From Microsoft I need… differentiation differentiation high-value benefits high-value benefits local engagement local engagement mutually beneficial requirements mutually beneficial requirements …and all of this in a simpler partner program From Microsoft I need… differentiation differentiation high-value benefits high-value benefits local engagement local engagement mutually beneficial requirements mutually beneficial requirements …and all of this in a simpler partner program From partners I need… quality delivery relevant experience expertise solution choices industry knowledge …and the ability to apply those skills to my business needs From partners I need… quality delivery relevant experience expertise solution choices industry knowledge …and the ability to apply those skills to my business needs

4. Each with varying degrees of commitment and benefits Four Membership Opportunities The Microsoft Partner Network helps you: A Simple Vision Strengthen your Capabilities Serve Customers better Connect through Communities Subscription “I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.” Silver Competency “I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.” Gold Competency “I am recognized by the Microsoft Partner Network for offering ‘best-in-class’ solutions and undergoing a rigorous and auditable approval process customers value.” Community “I am part of the community where I connect with Microsoft and partners who are in my field of business.”

5. Centering around customer relevance 22 Differentiating partners 11 Providing choice: On-premise and cloud 33 Rewarding capability and impact 44

6. Partner Focusing on customer relevance 22 Differentiating partners 11 Providing choice: On-premise and cloud 33 Rewarding capability and impact 44

7. Competencies as business differentiators Application Platform Cross-Platform Solutions Business Productivity Core Infrastructure SMB Customers CRM & ERP Competencies Silver Competency Gold Competency

9. Partner Focusing on customer relevance 22 Differentiating partners 11 Providing choice: On-premise and cloud 33 Rewarding capability and impact 44

10. Partnership requirements Silver Competency Gold Competency 11 Commitment

14. http://www.microsoftplatformready.com Access to SDK, beta, RC Training resources Developer support Integrated testing tools Self-paced & free Powered by Microsoft Eligible for Silver Competency Marketing toolkit Product catalogue listing

19. How should Contoso prepare for the changes in the Partner Network?

20. Next steps for Contoso Software Development ISV/Software Solutions Commitment

21. Partner Focusing on customer relevance 11 Differentiating partners 22 Providing choice: On-premise and cloud 33 Rewarding capability and impact 44

22. By Building Cloud Into MPN Developers Platform Ready Solution Certification 3 Cloud Customer references Sales/Marketing Training & Assessment Partner Solution Plan for $10,000 Windows Azure Platform Revenue Fee $0 for competency partners or $1,850 Customer facing badge Silver Core benefits BPOS – up to 250 licenses CRM Online – up to 250 licenses Intune – Stay Tuned! NDA Cloud Roadmap Pinpoint Priority Profile Platform ready signup Fee: ($120, Promotion: fee waived for first year) BPOS – up to 250 licenses CRM Online – up to 250 licenses Intune – Stay tuned! Azure – Stay tuned! 33 http://www.microsoftcloudpartner.com/

23. Partner Focusing on customer relevance 11 Differentiating partners 22 Providing choice: On-premise and cloud 33 Rewarding capability and impact 44

24. Gold Competency Benefit Value Partner Capability Silver Competency Subscriber

25. Rewarding Commitment And Impact Because You Need Meaningful Benefits 44

26. Rewarding Commitment And Impact Internal Use Software 1 st Silver competency (supports 25 persons) 1 st Gold competency (supports 100 persons) Additional Silver & Gold competencies = more licenses Partner Advisory Hours Silver (20 hrs) Gold (50 hrs) 44 Subscription Silver (5) Gold (10) Development competencies (up to 25) For internal use 24/7 Problem Resolution Professional Support Incidents Partner Technical Services Practice accelerator Technical Pre-sales Technical Support & Assistance

27. Pinpoint Building Customer Demand Supports new competencies, enhanced search & SEO capabilities Site Enhancements Connect to Customers and Partners Common Marketplace Platform Extends your reach through Microsoft products In-Product Marketplace 16 countries + 9 languages now. > 30 countries in 2010-11 16 countries + 9 languages now. > 30 countries in 2010-11 Global Reach

28. Listing Priority Listing Top Listing 1-1025100 1 TechNet w/ Action Pack SP3 TechNet Plus Direct 10 Hours w/Action Pack D&D20 Hours50 hours 3 MSDN w/ Action Pack D&D5 VS Premium w/MSDN10 VS Premium w/ MSDN -5 Incidents 4-hour SLA Break/Fix 8-hour SLA Pre-Sales 4-hour SLA Break/Fix 8-hour SLA Pre-Sales