Roy Gowler

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cdnmspp_at_microsoft.com

• Roy Gowler
• ISV Partner Account Manager
• rgowler_at_microsoft.com

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Agenda

• Microsoft Partner Program
• Overview
• Competencies
• Partner Points
• Benefits
• Re-enrollment
• Other Programs
• Channel Builder
• Partner Rewards
• Pre-Sales Technical Support
• Through Partner Marketing Tools  
• Impact Awards

45 Minutes
15 Minutes
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What kind of partner are you today?

• Microsoft Gold Certified Partner
• Microsoft Certified Partner
• Microsoft Registered Member
• Microsoft For Partners Site Member
• Empower Program
• Action Pack Subscriber
• None of the Above

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The New Microsoft Partner Program

• Support all partner types
• Microsoft Competency framework

Focus
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The New Microsoft Partner Program

• Support all partner types
• Microsoft Competency framework
• Single, powerful partner brand
• Partner Points system

Focus
Impact
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The New Microsoft Partner Program

• Support all partner types
• Microsoft Competency framework
• Single, powerful partner brand
• Partner Points system
• Tailored benefits
• Increase value delivered quarterly
• Partner-to-partner networking

Focus
Impact
Value
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The New Microsoft Partner Program

• Support all partner types
• Microsoft Competency framework
• Single, powerful partner brand
• Partner Points system
• Tailored benefits
• Increase value delivered quarterly
• Partner-to-partner networking
• Relationship Building
• Business Development
• Technical Support
• Training
• Marketing
• Communications
• Software

Focus
Impact
Value
Consistency and Predictability
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Focus Microsoft Competencies
Customer need
Microsoft Competency
Partner focus
Microsoft focus
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Focus Microsoft Competencies
Eleven available

• Licensing Solutions
• Microsoft Business Solutions
• Networking Infrastructure
• OEM Hardware
• Security

• Advanced Infrastructure
• Business Intelligence
• Information Worker Productivity
• Integrated E-Business
• ISV/Software
• Learning

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FOCUS Competency Requirements

• Certification Requirements
• People
• Software / Hardware
• Reference Requirements
• Competencies require 3 references
• Must have customer permission

www.microsoft.com/partner/program
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ISV / Software Solutions Competency Requirements
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Competency Requirements

• Networking Infrastructure
• Recognizes partner expertise and specialization
  in Windows Server and SBS deployment
• 2 Infrastructure focused Microsoft Certified
  Professionals
• Demonstrated networking infrastructure solutions
  expertise via 3 annual customer references that
  focus on
• Windows Server deployment
• Windows Small Business Server deployment

• Learning Solutions
• Recognizes partner expertise and specialization
  in delivering classroom and online customized
  training solutions
• Per Site Approval
• Meet per site facilities/hardware requirement
• Program enrollment fee (US)2500 per site
  (varies by Subsidiary)
• Use official Microsoft courseware in Public and
  Private training engagements
• Meet quarterly official MS courseware Minimum
  Volume Requirement (MVR)
• Provide 1 technical training reference
• Report Customer Satisfaction using Metrics That
  Matter tool (where available)
• Demonstrated Learning solutions expertise via 1
  annual customer reference that focus on
• Technology Professional Training Solution
• .NET Developer Training Solution
• Solutions Offerings Training
• Career Changer Training Solution

• Advanced Infrastructure
• Recognizes partner expertise and specialization
  in Advanced Infrastructure solutions development
  deployment
• 2 MCSE, MCSD, or MCDBAs with specific MCP exams
• Demonstrated advanced infrastructure solutions
  expertise via 3 annual customer references that
  focus on
• Active Directory
• Collaboration Solutions deployment migration
• Data Management
• Storage Solutions
• Systems Management
• Hosting Solutions

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Competency Requirements

• Business Intelligence Solutions
• Recognizes partner expertise and specialization
  in building Data Warehouse and Business
  Intelligence solutions
• 2 BI focused Microsoft Certified Professionals
• Demonstrated BI Solution Expertise via 3 annual
  customer references that focus on
• Data Warehousing
• Online Analytical Processing (OLAP)
• Data Mining
• Decision Support
• In-depth reporting solutions

• Integrated E-Business Solutions
• Recognizes partner expertise and specialization
  in developing deploying Integrated E-Business
  solutions
• 2 E-Business focused MCPs
• Demonstrated E-Business Integration Solution
  Expertise via 3 annual customer references that
  focus on
• Internet Business
• Digital Rights Management
• Extranet / Hosting
• Web Application/Portal Development
• Web Based Workflow / Orchestration Solutions

• Security Solutions
• Recognizes partner expertise and specialization
  in developing deploying Security solutions
• 2 MCSE, MCSD, or MCDBAs with ISA exam
• Demonstrated Security Solution Expertise via 3
  annual customer references that focus on
• Security Management Operations
• Secure Wireless
• VPN
• Perimeter Management
• Identity Access Management.

• Information Worker Productivity Solutions
• Recognizes partner expertise and specialization
  in Information Worker software and services
• 2 IW focused Microsoft Certified Professionals
• Demonstrated IW Solution Expertise via 3 annual
  customer references that focus on
• Communication Collaboration
• Portals
• Project Process Management
• Business Productivity

MBS, OEM Hardware Solutions Licensing Soltuions
competency requirements still being finalized.
Will have similar format to above
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Questions
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Impact
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Impact Program Branding
Gold Certified
Certified
Registered Member
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Impact Program Branding
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MSPP Program Levels

• No Partner Points
• Web Profile
• Signed Terms and Conditions

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MSPP Program Levels

• 50 Partner Points
• 2 certified employees or 1 certified solution
• Extended Web Profile
• Pay Fee
• Signed Terms and Conditions

• No Partner Points
• Web Profile
• Signed Terms and Conditions

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MSPP Program Levels

• 120 Partner Points
• Membership in at least One Competency
• Meet Certified Partner Terms Conditions
• Meet Fee requirements for your country

• 50 Partner Points
• 2 certified employees or 1 certified solution
• Extended Web Profile
• Pay Fee
• Signed Terms and Conditions

• No Partner Points
• Web Profile
• Signed Terms and Conditions

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MSPP Program Levels

• 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

• 50 Partner Points
• 2 certified employees or 1 certified solution
• Extended Web Profile
• Pay Fee
• Signed Terms and Conditions

• No Partner Points
• Web Profile
• Signed Terms and Conditions

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ImpactPartner Points
You
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ImpactPartner Points
You
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ImpactPartner Points
You
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ImpactPartner Points
You
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Impact Partner PointsExample Customer
Satisfaction
1 Microsoft contracts with researcher
Customer
2 Partner provides customer names
3 Researcher Web surveys customers
4 Detailed results to partner
Microsoft
Partner
5 Partner level results to Microsoft
6 Microsoft awards Partner Points
7 Strength builder resources and activities
3rd Party Research Firm
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Partner Points Calculator

• www.microsoft.com/partner/program

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Partner Points Calculator

• www.microsoft.com/partner/program

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Partner Points Model for 2004
Competency Categories
Points Earned First Competency
50 points Second Competency
25 points Microsoft Certified Professional
Certifications (max of 40 points) MCSE, MCSD,
MCDBA, MCT, MCAD, MCSA certifications
2
points each Additional References (within a
specific competency) References 4th or
more for any competency 2
points each (Maximum of 20 points total for
additional references) Other Hosting Data Center
Operational Assessment 70
points Mobile Device Manufacturing
Distribution Assessment 70 points ISV
Royalty Program membership (per annum)
20 points
Available Now!
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Partner Points Model for 2004
ISV Product Tests Simplified Menu
3rd Party Product Validation Points
Earned Certified for product certifications
50 points Designed for product
certifications 20 points
Windows Hardware Quality Lab Test (WHQL) 50
points New Platform Test for ISVs
(components) 10 points
http//members.microsoft.com/partner/program/compe
tencies/isvsolutions.aspx
Available Now!
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Partner Points Model for 2004

• Customer Satisfaction
• Participation
• minimum of 20 customer responses 5 points
• minimum of 50 cust resp (5 pts additional) 10
  points total
• minimum of 125 cust resp (10 pts addtnl) 20
  points total
• Performance
• Top 25 of partners within geography 10
  points total
• Top 15 of partners (5 points additional) 15
  points total
• Top 5 of partners (5 points additional) 20
  points total
• Other
• WWPC attendance (max of 3 points) 1 point /
  attendee

3rd Quarter 2004
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Partner Points Model for 2004
License Revenue to Microsoft (calculated based
on licenses) US 15,000 - 70,000 per annum 10
points US 70,001 - 250,000 per annum 25
points US 250,001 - 1,000,000 per annum 40
points US 1,000,001 per annum 60 points
Market A (Canada, Japan, USA)
4th Quarter 2004
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ISV Software Testing Framework
50 partner points
20 partner points
10 partner points per component
Windows (server or client) is required for
Server or Client Category Mobility test is
worth 20 points, and 1 component is sufficient to
pass
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Partner Points Scenario ISV partner 1

• An ISV can become a Certified Partner with at
  least 50 points
• Competency ISV / Software Products 50
  points
• 1 Certified for Windows product 50 points
• Windows Server component of the Platform Test for
  ISVs 10 points
• Total 110 points
• Partner needs additional 10 points for Gold
  status. These points can be earned from the
  following options below
• 2nd Competency 25 points
• Additional 2 ISV Platform Test components (10 pts
  each - 7 available components) 20 points
• ISV Royalty Program membership (per annum) 20
  points
• License Revenue 60 points
• 10 additional customer references (2 pts each)
  20 points
• Customer Satisfaction Participation
  Score 40 points
• People Certifications 40 points
• Attendance at WWPC up to 3 people
  3 points
• Total additional points 228 points

• All Competencies require 3 Customer References
  People / Product certification
• New Microsoft ISV Platform Test will replace
  most of the Verified tests. An ISV needs to have
  a product 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.

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Partner Points Scenario ISV partner 2

• An ISV can become a Certified Partner with at
  least 50 pts
• 1st competency ISV / Software Products 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 25 points
• 1 Designed for Windows product 20 points
• ISV Royalty Program membership (per annum) 20
  points
• License Revenue 60 points
• 10 additional customer references (2 pts each)
  20 points
• Customer Satisfaction Participation
  Score 40 points
• Premier Certifications 40 points
• Attendance at WWPC up to 3 people 3
  points
• Total additional points 228 points

• All Competencies require 3 Customer References
  People / Product certification
• New Microsoft ISV Platform Test will replace
  most of the Verified tests. An ISV needs to have
  a product 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.

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Questions
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Value
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Value

• Relationship Building
• Business Development
• Technical Support
• Training
• Marketing
• Communications
• Software

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Value At Every Stage In the Lifecycle For Your
Growth
Microsoft Partner Program Benefits
Consulting Services 20 Hr
Tele-Account Management
Microsoft Certified Partner Brand
Market Research Data
ISV Royalty Program
Pre-sales Support
TechNet Plus
Channel Builder
Consulting Services 10 Hr via MSFT Empower for
ISVs
Registered member
MSFT Empower for ISVs
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MSPP ISV Benefits Overview
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Partner Guide To Benefits

• www.microsoft.com/partner/pocketguide

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Consistency and Predictability
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Consistency and Predictability

• No increase in fees over last year
• Consolidated into one program
• Telegraphed rollout over next 1 1/2 years
• Simplify administration for multiple sites
• Grandfather existing partners

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Questions
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Re-enrollment

• Re-enrollment readiness
• STEP 1 Profile online Complete extended
  profile, add in MCPs, Tested Products, Business
  References, etc.
• STEP 2 Do I have enough Partner Points to
  remain at Certified or Gold if re-enrollment were
  tomorrow? (ie. am I prepared)
• STEP 3 If not, take action to get points
• Likely it will be going for a Competency
  (Competency 50 points)
• E.g. MCP exams, ISV product tests, business
  references, customer satisfaction surveys
• Competency recruitment
• Whats Your Competency?
• ACTION Over the next few months, all partners
  should consider earning a competency that makes
  sense to them

Primary, Secondary or Administrative contacts
have rights to update profile information
ISVs need to get into the ISV Competency to take
advantage of all there is available to ISVs from
Microsoft.
NOTE re MBS The pre-approval process ends
September 30! Partners must accept their
pre-approval into the MBS Competency (or ISV,
Learning) by this date or else they will have to
re-apply under the new full requirements to gain
that Competency.
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Microsoft Partner Program Updates

• MSPP Resources review
• External
• http//www.microsoft.ca/partner - Canadian site -
  click on Partner Program Links
• http//www.microsoft.com/partner/program
• Partner Points, Competency Info (Reference
  questions, etc.),
• Program Guide, FAQ Doc, Enrollment guides

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Microsoft Partner Program Updates

• Customer Satisfaction (CSAT) Benefit info and
  how to get partners involved
• A third-party service (offered for FREE to Cert
  and Gold) that provides customer satisfaction
  surveys
• Two reasons for a partner to be excited about the
  Customer Satisfaction (CSAT) Benefit
• Great way for partners to gain customer feedback
  most dont do this on their own
• Partners can earn 5-40 Partner Points
• ACTION - Partners should submit names by Sept
  30th to gain points for a January 1, 2005
  re-enrollment
• http//members.microsoft.com/partner/program/benef
  its/CSAT.aspx
• Other New Benefits Microsoft Resource Directory
  
• External Partner Finder Tool - http//directory.mi
  crosoft.com
• Partners MUST opt-in online to appear!!
• Help document available on http//team/sites/mspp
  
• Logo Builder
• Take advantage of their Competencies
• http//members.microsoft.com/partner/salesmarketin
  g/salestools/imageslogos/partnerlogos.aspx?navln
  

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Other Partner Programs
Microsoft Channel Builder
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Channel Builder

• Objective
• Connect Microsoft Gold and Certified ISVs
  together with Systems Integrators Resellers
• Program Components
• Portal
• Events
• www.microsoft.com/partner/isvchannelbuilder

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Pre-Sales Technical Support

• Phone-based Pre-sales Support
• Pre-sales technical assistance
• Competitive information
• Problem troubleshooting
• Configuration options
• Compatibility information
• Pre-sales non-technical assistance
• Licensing issues
• Competitive product comparisons

• Regular local business hours (M-F 600AM
  600PM PT) 
• 1-800-MICROSOFT (1-800-642-7676) Code 2211
• Service in French, call 1-877-453-1317.

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Through-Partner-Marketing Tools

• Partner Direct
• Ready Set Share
• www.microsoft.ca/partner/tools

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Impact Awards

• Overview (new Awards categories!)
• Annual awards program open to all Microsoft
  partners
• 33 Awards Categories 22 submission-based
  categories
• A more representative range of awards categories
  for all partner types
• NATIONAL MEDIA COVERAGE!
• Submission Window
• Open NOW until October 6th at 8pm ET
• ACTION Get your partners to review categories
  and submit ASAP!
• www.microsoft.ca/awards

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Resources

• Microsoft Partner Program
• www.microsoft.com/partner/program
• Look for new partner program links
• Channel Builder
• www.microsoft.com/partner/isvchannelbuilder
• Partner Rewards
• www.microsoft.ca/rewards

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Resources

• Pre-Sales Technical Support
• 1-800-MICROSOFT - Code 2211
• 1-877-453-1317 (French)
• Through Partner Marketing
• www.microsoft.ca/partner/tools
• Impact Awards
• www.microsoft.ca/awards

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Thank you