MPN February 2014 Release Update

Transcription

1 MPN February 2014 Release Update February 11, 2014 Nicki Page Breeze

2 What will change, and why Cloud internaluse rights become a core benefit Currently, only members of our cloud incubation programs (Cloud Essentials, Cloud Accelerate, Cloud Deployment, and Azure Circle) have internal-use rights for Microsoft cloud services such as Office 365, Windows Intune, Azure, and CRM Online. Cloud is no longer a niche product. In order to meet growing customer demand, we will offer cloud internal-use rights benefits to all partners in a competency or subscribing to Microsoft Action Pack. A new universal Microsoft Action Pack subscription We are launching a brand new cloud-focused version of Action Pack that gives partners more choice and provides content and training organized and optimized for specific partner business models like hosting, application development, custom services, managed services, reselling, and device design and development. Cloud Essentials program retires With the integration of cloud into the Action Pack, we are retiring the Cloud Essentials program. New enrollment into the program will stop with the February 2014 release. Cloud internal use rights for existing Cloud Essentials partners will extend until June 30, At that time, all partners must transition into either the new Action Pack or a competency to continue to use the cloud internal-use benefit.

3 What will change, and why New Intelligent Systems competency launches Digital Marketing competency is evolving to Digital Advertising Application track added to Collaboration & Content competency Standard updates to requirements One of the most exciting new business opportunities is related to the commercial internet of things, a true devices-and-services opportunity. According to Gartner, Microsoft is positioned very strongly here, and to help our partners capitalize on this, we are launching a new competency. Last year, we modified the Digital Marketing competency to focus on agencies and advertising partners. Digital marketing is a broad term, so for clarity and focus, we are completing the transition by changing the name and updating the requirements to better reflect these critical partners. Our SharePoint business has a large partner ecosystem focused on applications that we need to further support, highlight and more appropriately qualify via our Microsoft Platform Ready engine. To ensure that partners have the most current Microsoft skills and applications to successfully sell and deliver our technologies, we update relevant exams, accreditation and application requirements and retire old ones. We are also adding a presales technical accreditation requirement to eight solution competencies.

4 Microsoft Action Pack Subscription Changes

5 New Action Pack Key updates: No-cost training to help you gain confidence quickly with solutions the SMB market needs Cloud internal-use software licenses to help you gain experience and meet your customers needs Access to technical, sales, and marketing resources for on-premises solutions Customizable sales materials to help you promote new offerings, and use the presales and support services included in your subscription to solve customer issues Benefits and resources organized around key business needs Reselling Application Design & Development Professional Services Hosting Managed services Device Design & Development Choose from one, two or all Single, universal subscription with six Resource Centers Designed for partners focused on reselling onpremises software, cloud services, and Microsoftbased devices. Optimize your ability to develop commercial applications and custom development solutions on Microsoft platforms. Get tools to create integrated solutions and develop additional services on Microsoft platforms. Receive the licensing help, technical support, and training to help you build your business. Explore the rapidly growing opportunity and get resources to help you manage IT environments for your customers. Optimize your ability to build custom development solutions on Microsoft platforms.

6 Action Pack February launch requirements Continuing education requirement Two training courses before subscription renewal Recommended training by partner practice. Partners can choose from technologies and practices Membership Companies must be registered Microsoft Partner Network members, have an active partner profile, and sign the partner agreement. Partner Validation Dun & Bradstreet verification (automatic) or Training Assessment Program Products Licensing Program Fee ~$475 worldwide average.

7 Benefits overview Benefit Today After February launch IUR 10 on-premises 10 on-premises + cloud Support Training Developer Tools 10 advisory hours (Development & Design only) 10 incidents of Business Critical Phone Support Online Technical Community None MSDN online subscription (Development & Design only) 5 Advisory hours after first cloud deal Online Technical Community 10 incidents of Business Critical Phone Support Custom Learning Paths by Business Model Discounts on MCP tests 2 for 1 3 MSDN online subscriptions with Visual Studio 2013 and Visual Studio Online for all Action Pack partners Bing $600 ad credits (Development & Design only) $600 ad credit for all Action Pack partners Pinpoint Prioritization over Network Members No change

8 Internal-use rights (IUR) evolution cloud services integration On Feb. 24, cloud internal-use licenses become a core benefit for Action Pack partners. Enough licenses for a 10-person organization for Action Pack subscribers The Power of Choice move your IUR to the cloud when and how you want just like your customers CRM Online Office 365 Subscription Windows Intune Azure and /or + Dynamics CRM Exchange / SharePoint / Lync System Center Config Mgr. Windows Server / SQL Server

9 IUR benefits in the cloud Action Pack partners Cloud Service SKU IUR Benefit Notes Office 365 CRM Online Windows Intune E3 CRMOL Pro Cloud service only 5 seats initial + 5 seats through Office 365 sales (25 seats) 0 seats initial +5 seats through CRM Online or Office 365 sales 5 licenses Azure N/A $100 Monthly Credit Continue to receive 10 licenses of on-premises (Exchange / SharePoint / Lync / Office) Each seat of Office 365 used in exchange for 1 on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync) Continue to receive CRM Dynamics Workgroup Server with 5 users Additional seats requirement: 1 Microsoft Dynamic CRM deal or 50+ seats Office 365 Maximum 10 licenses used between on-premises (System Center Configuration Manager) and Windows Intune

10 Next steps 1. New to the Microsoft Partner Network? Enroll! Already in Action Pack? Renew now! 2. Get complete information about the Resource Centers and benefits in the Action Pack Program Guide. 3. Complete the Overview and Assessment online course (if necessary) and pay the program fee. 4. Leverage your internaluse rights benefit.

11 Competency Changes

12 Significant updates Intelligent Systems competency launches Application track added to Collaboration & Content competency New Presales technical accreditation added to these competencies: Business Intelligence Collaboration and Content Communications Customer Relationship Management Devices & Deployment Enterprise Resource Planning Management and Virtualization Messaging New Digital Marketing competency becomes Digital Advertising Exam/test and assessment requirements will be updated in 24 of the 26 competencies. Partners will have until their anniversary date to meet the new requirements to be compliant and maintain their benefits. The impacted competencies are: Evolving Take Action

13 Updates to Exams/Test Requirements and Assessments Competency Application Development Application Integration Application Lifecycle Management Licensing Assessment Retirement Assessment Changes Exam Changes Application Test Retirement X X X X X X X X X X X X Business Intelligence X X X X Collaboration & Content X X X Communications X X X X Customer Relationship Management Data Platform X X X X Devices & Deployment Digital Advertising Enterprise Resource Planning X X X Hosting X X X X X X X X Competency Licensing Assessment Retirement Assessment Changes Exam Changes Identity & Access X X X Intelligent Systems X X Learning X X Management & Virtualization X X X Application Test Retirement Messaging X X X X Midmarket Solution Provider Mobility X X X OEM X X X Project & Portfolio Management X X X Server Platform X X Small Business X X Software Asset Management X X X

14 Today s Competency Model Align to how customers buy Microsoft solutions APPLICATION PLATFORM BUSINESS PRODUCTIVITY CORE INFRASTRUCTURE OTHERS Application Development Communications Server Platform OEM Business Intelligence Messaging Identity and Access Hosting Data Platform Digital Marketing Devices and Deployment Mobility Application Integration Application Lifecycle Management Collaboration & Content Project and Portfolio Management Management and Virtualization Learning Distributor LICENSING CUSTOMER SEGMENTS BUSINESS APPLICATIONS Volume Licensing Software Asset Management Small Business Midmarket Solution Provider Enterprise Resource Planning Customer Relationship Management

15 February 2014 MPN competency model (26) Align to how customers buy Microsoft solutions APPLICATION PLATFORM BUSINESS PRODUCTIVITY CORE INFRASTRUCTURE OTHERS Application Development Communications Server Platform OEM Business Intelligence Data Platform Messaging Digital Advertising Name Change Identity and Access Devices and Deployment Hosting Mobility Application Integration Application Lifecycle Management Collaboration & Content Project and Portfolio Management Management and Virtualization Learning Distributor LICENSING CUSTOMER SEGMENTS BUSINESS APPLICATIONS Volume Licensing Software Asset Management Small Business Midmarket Solution Provider Enterprise Resource Planning Customer Relationship Management Intelligent Systems New Note: User Experience Design competency no longer launching

16 Shipment Units System Revenue Introducing the Intelligent Systems competency Windows Embedded extends Windows to specialized industry devices. Intelligent systems are end-to-end industry solutions that connect devices and machine-generated data to back-end systems and enable data-driven business intelligence. Market Opportunity 1.7B 2.3B Intelligent Devices Data Public or Private cloud Business Intelligence Business Value 197M 207M On-Premise ISVs SIs Offer high-value cloud solutions and services Integrate complex systems Build smart solutions utilizing machine-generated data Deliver value-added content and services Build and deploy custom applications for customers Extend your solutions to industry devices Auto & Trans PCs Tablets Smartphones Intelligent Systems Retail Manuf Healthcar e Energy Computing Telecom Consumer OEMs with solution practice Create new solution services models for your business Design connected scenarios across devices and the cloud Unlock machine-generated data 83 M $7 B 24 M $16 B 78 M $193 B 5 M $4 B 202 M $26 B 304 M $907 B 303 M $179 B 1,273 M $360 B Source: IDC Sept 2013, Gartner May 2013

17 Why earn a Microsoft Partner Network competency? If a partner is doing OK, why should they bother? Well, for these reasons we think they re good. Demonstrate your expertise to customers Customers look for partners with proven expertise around a specific solution that solves a specific problem A competency proves to customers that you have the skills and experience needed validated by Microsoft You will earn a Microsoft Partner logo showing the specific solution/workload you get recognized for Leverage valuable tools and resources Competency partners receive a portfolio of benefits that help you scale your business and reduce costs The benefits cover all areas of your business across marketing, sales, development, deployment, and support IDC* estimates that an average Gold partner receives benefits worth ~$320k annually Qualify in a way that suits your business All partners must have the skills to deliver a quality solution and references showing they have truly done it What that means and how we validate that differs by partner operating model we offer partners choice Partners can qualify for most competencies via tracks optimized for specific business/operating models * IDC July 2012, The business value of the Microsoft Partner Network Core Benefits.

18 Application Development competency Set yourself apart as a partner that uses the power of the cloud to provide innovative and scalable applications for consumer and commercial use. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) An advantage tapping into the tremendous opportunity for developers across devices Resources and training to help develop and market solutions and grow business Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) Earn Bing Ads credits to help you run your customers search advertising campaigns for no cost Get improved access to tools, software, communities, and resources, with additional MSDN subscriptions Further expand your technical and business skills to develop and sell apps with the Windows Azure Development Center and the Microsoft Dev Camps Use one of the 100 Microsoft Innovation Centers to help accelerate technology advances and stimulate local software economies View additional benefits on the MPN portal Pass a qualifying exam or certification, or test your application Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

19 Application Integration competency Capitalize on strong customer demand for solutions that maximize investments in data services and integration development - and prove your expertise. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring Recognition for expertise, allowing partners to differentiate their company and compete at a higher level A wealth of program benefits, enabling business and expanding customer opportunities Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Pass a qualifying exams Pass the sales assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

20 Application Lifecycle Management competency Demand is high for application lifecycle management (ALM) solutions that can handle the complexity of today s software development and evolution. Showcase your skills. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring Increasing business inside new and growing development-specialized organizations Visual Studio endorsed by Gartner as the ALM industry leader B2B-focused partners will see an increased opportunity Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Subscribe to the monthly newsletter for ALM competency partners to get information that can help you drive business and better leverage your relationships with Microsoft Gain access to the ALM Partner Sales and Marketing Portal, which makes it easy to find and use the resources you need for successful sales and marketing of Visual Studio and related products Leverage the ALM catalyst, customerpartner connection site, to connect with Microsoft customers with ALM needs View additional benefits on the MPN portal Pass a qualifying exam or certification Pass the sales specialist assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

21 Business Intelligence competency Companies want to use the tremendous amount of data that they have accumulated. Be ready with the business intelligence (BI) expertise they need. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) A competitive advantage gained by extending expertise in cloud and big data Exposure to new business opportunities Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Generate more viable leads through priority visibility on the Microsoft BI site Deepen relationships with your customers by becoming a provider of SQL Server Deployment Planning Services or SharePoint Deployment Planning Services Receive a discount on a business modeling session with Tellus International (Application track only) Pass a qualifying exam or certification, or test your application Pass the business-focused assessment (sales assessment*) Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

22 Collaboration and Content competency Take advantage of the growing services opportunity around Microsoft SharePoint. Offer solutions that connect teams and increase productivity. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new presales technical assessment required New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) Increased visibility to customers Ability to build applications specifically for customers with access to internal resources Apps in SharePoint Store represent new opportunity for ISV partners Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) Deepen customer relationships by becoming a provider of SharePoint Deployment Planning Services Access online training, including SharePoint Server 2013 for IT Professionals and SharePoint Server 2013 for Developers Better explain the value of your solutions by using SharePoint demo images Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential View additional benefits on the MPN portal Pass a qualifying exam or certification (or application test requirements*) Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

23 Communications competency The Communications competency helps you build your Microsoft Lync business, with benefits and resources that help you differentiate your expertise. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new presales technical assessment required New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) A competitive edge in a market valued at over US$27B* Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners), Application (development oriented partners), and Independent Hardware Vendors (IHV) Use the Microsoft Partner Economic Model to help you estimate profit and loss for new business opportunities related to: The Systems Integrator Partner Business Case for Lync Partner Business Case Tool for Microsoft Lync Microsoft Cloud Solutions Deepen customer relationships by becoming a provider of Lync and Exchange Deployment Planning Services Receive a discount on a business modeling session with Tellus International (Application track only) View additional benefits on the MPN portal Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

24 Customer Relationship Management competency Showcase your skills to partners and customers and differentiate your capabilities in delivering Microsoft Dynamics business management solutions. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) The ability to deliver unparalleled customer value, enabling partners to compete and win New revenue streams Market growth of 7% CAGR anticipated by 2016* Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for Valueadded Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners) Make early adoption easier with quick access to registration keys and media for internaluse Microsoft Dynamics AX, Microsoft Dynamics GP, Microsoft Dynamics NAV, or Microsoft Dynamics SL software Get low- and no-cost CRM training through PartnerSource Deepen your Microsoft Dynamics expertise with specialized training through the Microsoft Dynamics Partner Academy Receive a discount on a business modeling session with Tellus International (Application track only) View additional benefits on the MPN portal Pass a qualifying exam or certification, or test your application Pass the sales assessment (VAR track only) Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal Pay the competency fee**

25 Data Platform competency Companies are looking for powerful and versatile database platforms to run their business. Access resources to meet the demand. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) A competitive advantage gained by extending expertise in cloud and big data The ability to leverage the Microsoft Cloud OS strategy Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) Deepen customer relationships by becoming a provider of Microsoft SQL Server Deployment Planning Services Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Receive a discount on a business modeling session with Tellus International (Application track only) Pass a qualifying exam or certification or test your application Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

26 Devices and Deployment competency Make the most of the opportunity to deliver Windows 8 and Microsoft Office services and solutions, in the cloud and onpremises. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new presales technical assessment required Expanded authority as a trusted expert in delivering services and solutions on new devices and form factors Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Use automated tools and Solution Accelerators to help your customers move to Windows 8 Use Windows return-on-investment (ROI) tools to identify the potential benefits of deployment Deepen customer relationships by becoming a provider of Desktop Deployment Planning Services Drive Windows and Office deployments and create Windows 8 apps through the Windows Accelerate program View additional benefits on the MPN portal Pass a qualifying exam or certification Pass the business-focused assessment Pass the presales technical assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

27 Digital Advertising competency Bing Ads and the Yahoo! Bing Network are must-haves for delivering high-quality audiences to customers. Showcase your online marketing expertise. Competency name changing from Digital Marketing to Digital Advertising New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Business development resources (such as coupons) Valuable referrals Access to sales training and resources Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Earn Bing Ads credits to help you run your customers search advertising campaigns for no cost Get application programming interface (API) platform support through Global Search and Display Services (GSDS) ad support teams Increase your exposure with Microsoft authorized reseller status Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

28 Distributor competency Showcase your expertise in helping Microsoft reseller partners configure even the most complicated licensing solutions for their customers. No changes currently scheduled Explosive growth in embedded devices and tablets means expanding markets and sales opportunities Sales training and marketing resources, for a competitive advantage Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise A set of core benefits is provided to all partners each time they enroll or renew their membership in the Microsoft Partner Network. Visit the core benefit and requirements page to see the complete list This competency is by invitation only Contact your Microsoft Partner Account Manager for more information about enrollment and benefits

29 Enterprise Resource Planning competency Differentiate your capabilities to develop and deploy Microsoft Dynamics solutions to match customers enterprise resource planning (ERP) needs. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Changes to revenue goal (VAR) and Revenue Recapture Rates New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) Business-planning support from Microsoft Enablement offerings to prepare their organization for success Resources to help reach and retain customers Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for Valueadded Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners) Make early adoption easier with quick access to registration keys and media for internal-use Microsoft Dynamics AX, Microsoft Dynamics GP, Microsoft Dynamics NAV, or Microsoft Dynamics SL software Get low- and no-cost ERP training through PartnerSource Deepen your Microsoft Dynamics expertise with specialized training through the Microsoft Dynamics Partner Academy Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Receive a discount on a business modeling session with Tellus International (Application track only) Pass a qualifying exam or certification, or test your application Pass the business-focused assessment (VAR track only) Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal Pay the competency fee**

30 Hosting competency Gain access to resources that provide more opportunities for you to connect with customers and to distinguish your organization as a hosting expert. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification New Sales Specialist assessments Resources that allow them to enable their business, expand customer opportunities, and differentiate their expertise Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Stay up to date on the latest Hosting news by subscribing to the monthly newsletter Use no-cost Hosting marketing materials to help you run campaigns Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

31 Identity and Access competency Demonstrate your expertise in building solutions that help companies access and protect corporate information across the data center and the cloud. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; business-focused assessment now required Pre-sales, sales, and licenses support to help win opportunities Business enablement: tools, training, and free licenses to help define offerings Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

32 Learning competency Distinguish your company as a learning expert whether you deliver training to customers as one of your core services or as your sole practice. New gold requirements for passing a qualifying exam or certification New key performance indicators Licensing assessment retiring Access to one of the broadest, most utilized IT training programs in the world Ability to purchase and deploy official Microsoft courseware to an audience demonstrating increasing demand for technical skill-building Support: marketing campaigns, branding, RSC, and incentive programs Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Reduce expenses and increase profitability with training-use software licenses Access Learning-specific internal-use software licenses Stay up to date with the Learning competency newsletter, along with Partner Learning Podcasts and RSS feeds Use the Class Uploader tool to add your specific training classes to the Class Locator database, which is available to all Microsoft customers Find training content at the Microsoft Learning Courseware Marketplace View additional benefits on the MPN portal Pass a qualifying exam or certification Meet the KPIs Pass the Learning competency sales and marketing assessment Create a Partner Business Plan * Submit a business-focused application Complete your organization s profile Provide customer evidence Gather customer feedback * Register for Metrics that Matter Pay the competency fee**

33 Management and Virtualization competency Make the most of your management and virtualization expertise to provide cost-effective solutions to help customers improve data-center operations. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new assessments now required More opportunities to upsell Expanded services-offerings, resulting in new revenue streams Increased profitability through Microsoft price advantage Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Deepen customer relationships by becoming a provider of Private Cloud, Management and Virtualization Deployment Planning Services (PVDPS) Access the Microsoft Partner Server and Cloud site for exclusive content and resources Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Earn solution incentives for driving sales of specific Microsoft solutions Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses Pass a qualifying exam or certification Pass the business-focused assessments Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

34 Messaging competency Gain competitive advantage, shorten sales cycles, and increase revenue by showcasing your skill in delivering Microsoft Exchange solutions. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new Presales Technical Specialist Assessment for Messaging now required Ability to differentiate capability to deploy Exchange, and provide solutions with enhanced end-to-end security Access to sales and deployment incentives and dedicated resources Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) Deepen customer relationships by becoming a provider of Microsoft Lync and Exchange Deployment Services (L&EDPS) Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Receive a discount on a business modeling session with Tellus International (Application track only) Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses Pass a qualifying exam or certification, or test your application Pass the business-focused assessments Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

35 Midmarket Solution Provider competency Midmarket businesses want partners who recognize their infrastructure processes, needs, and costs. Demonstrate your expertise to this untapped market. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; business-focused assessment now required Ability to differentiate their company in the marketplace Enablement for capturing the midmarket opportunity with tailored benefits Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

36 Mobility competency Show that you can deliver Windows Phone solutions that extend business productivity beyond the office, by using tools you already know and trust. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification New discount (silver 20%, gold 30%) on a business modeling session with Tellus International (Application track only) The ability to leverage Microsoft s reach 1.5 billion Windows users worldwide provides a vast market for solutions Enhanced value to customers as a mobile solutionprovider Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) and Application (development oriented partners) Make your company or solution profile accessible to tens of thousands of potential customers through the Windows Phone Store Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Receive a discount on a business modeling session with Tellus International (application track only) Pass a qualifying exam or certification, or test your application Complete your organization s profile Provide customer evidence Gather customer feedback* Pay the competency fee**

37 OEM competency The opportunity to open new markets for OEM PCs and servers is unprecedented. Showcase your innovative, customizable hardware solutions. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification New business-focused assessment now required Explosive growth in embedded devices and tablets means expanding markets and sales opportunities Sales training and marketing resources, for a competitive advantage Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for Systems Builders and Device Manufacturers (for partners offering certified Windows devices) Get no-cost OEM-specific training at the OEM Training Zone Reach more potential customers with OEM marketing and sales resources Get reimbursements and rebates for selling solutions built on Microsoft technologies through the Local OEM Incentives Program Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Pass the qualifying exams or certifications Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

38 Project and Portfolio Management competency Microsoft enterprise project management (EPM) solutions have 20-year track records and more than 20 million users. Differentiate your offerings. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; business-focused assessment now required A competitive advantage in the marketplace A wealth of program benefits, enabling business, expanding customer opportunities, and differentiating their expertise Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

39 Server Platform competency Show customers that you can deliver agile, cost-effective, integrated, and secure infrastructure solutions on the market-leading Windows Server platform. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring; new Sales Specialist Assessment for Datacenter required Will merge into Datacenter competency in Q3, calendar year 2014 More opportunities to upsell through solutionselling Expanded services-offerings, resulting in new revenue streams Increased profitability through Microsoft price advantage Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Open new revenue streams by becoming a provider of Private Cloud, Management and Virtualization Deployment Planning Services Access to the Microsoft Partner Server and Cloud site for exclusive content and resources to help you win new deals and deliver projects successfully Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

40 Small Business competency A significant portion of the smallbusiness opportunity is in cloud services. Be ready to extend your reach to new markets and capture new revenue. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring Opportunity for increased profit and revenue Enablement of accelerated business growth Ability to seize cloud opportunity, as well deliver successful hybrid offerings Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Use the Microsoft Partner Economic Model to help you estimate profit and loss for new business opportunities related to Microsoft Cloud Solutions Determine customer needs by using the Infrastructure Optimization Partner Assessment Earn Bing Ads credits to help you run your customers search advertising campaigns for no cost Administer a company account on behalf of a customer with delegated administration for Microsoft Office 365, Windows Intune, and Microsoft Dynamics CRM Online View additional benefits on the MPN portal Pass a qualifying exam or certification Pass the business-focused assessment Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

41 Software Asset Management competency Customers want to optimize their software assets. Assure them that you are one of the partners who can help them. New silver requirements for passing a qualifying exam or certification New gold requirements for passing a qualifying exam or certification Licensing assessment retiring A competitive advantage in the marketplace A wealth of program benefits, enabling business, expanding customer opportunities, and differentiating their expertise Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Specific qualification tracks available for System Integrators (consulting services oriented partners) Ensure that you maintain your membership in the SAM competency by using the nocost guide to prepare for the SAM competency exam Detect counterfeit software more effectively with the Proof of License guide and template Advise customers about the benefits of a solid SAM strategy with the SAM Optimization Model Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency View additional benefits on the MPN portal Pass a qualifying exam or certification Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

42 Volume Licensing competency Acquiring and managing software licenses can be complex and daunting. Be the trusted expert, with Microsoft Volume Licensing solutions and services. No changes currently scheduled A competitive advantage in the marketplace A wealth of program benefits, enabling business, expanding customer opportunities, and differentiating their expertise Silver partners demonstrate foundational expertise Gold partners demonstrate advanced expertise Stay up to date with the latest news, business opportunities, training courses, and more, including Get Licensing News Compare licensing options for Volume Licensing programs and Microsoft Software Assurance for Volume Licensing Increase your services revenue by offering Software Assurance Planning Services to your customers Add Volume Licensing promotions to your campaigns to improve sales View additional benefits on the MPN portal Pass a qualifying exam or certification Complete your organization s profile Provide customer evidence Gather customer feedback* Meet a revenue goal* Pay the competency fee**

43 Internal-use rights (IUR) evolution cloud services integration On Feb. 24, cloud internal-use licenses become a core benefit for competency partners. For gold competency partners, you will receive licenses for 100-person organization; for silver partners, you will receive licenses for 25-person organizations. The Power of Choice move your IUR to the cloud when and how you want just like your customers CRM Online Office 365 Subscription Windows Intune Azure and /or + Dynamics CRM Exchange / SharePoint / Lync System Center Config Mgr. Windows Server / SQL Server

44 IUR benefits in the cloud gold and silver competency partners Integrating Microsoft Online Services and Windows Azure Cloud Service SKU Gold Core Benefit Silver Core Benefit Comments Office365 E3 (includes Yammer) 100 seats 25 seats One seat of Office 365 equals one on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync). Office Pro Plus 2013 licenses transfer to Office 365 E3 use rights. CRM Online CRMOL Pro 60 seats 15 seats One seat of CRM Online equals one on-premises CAL of Dynamics CRM Additional seats can be earned through the CRM competency (20 Gold / 10 Silver) Windows Intune Cloud Service Only 100 licenses 25 licenses Up to 5 devices per license. Each license of Windows Intune equals one on-premises CAL of System Center Device Client Management Suite, System Center Configuration Manager, and Microsoft System Center Endpoint Protection Azure N/A $100 Monthly Credit $100 Monthly Credit Azure credits and discounts are additional to existing on-pemises IURs Same Microsoft Partner Network benefits model with the power of choice On-premises server licenses always available for development, test, demo, and internal training

45 Additional licenses gold and silver competency partners Initial Grant (Gold / Silver) Earn Toolkits Use Partner Discounts Purchase Seats Office / 25 Additional toolkit n/a Utilize appropriate channel CRM Online 60 / 15 Additional toolkit Available (100 seats) Utilize appropriate channel Windows Intune 100 / 25 Additional toolkit TBD Utilize appropriate channel Azure $100 monthly credit n/a n/a Utilize appropriate channel IUR License Maximums 5x Initial Grant per Country 15x Initial Grant Worldwide Example: A partner with a gold competency and 2 additional toolkits will be entitled to 300 seats of Office 365. For toolkit information:

46 Next steps 1. If new to the Microsoft Partner Network, enroll! If already a partner, renew! 2. Review the Disclosure Guide to find out about the requirement changes and what you must do to keep your benefits. 3. Review the changes to internal-use software licenses, and make sure you have enough seats to meet your business needs. 4. Meet the current requirements now and follow the steps for your renewal in the Partner Membership Center.

47 Cloud Integration

48 Internal-use rights (IUR) evolution cloud services integration On Feb. 24, cloud internal-use licenses become a core benefit for Action Pack and competency partners. Benefits model stays the same licenses for a 100-person organization for gold competency, a 25-person organization at silver competency, and a 10-person organization for Action Pack The Power of Choice move your IUR to the cloud when and how you want just like your customers CRM Online Office 365 Subscription Windows Intune Azure and /or + Dynamics CRM Exchange / SharePoint / Lync System Center Config Mgr. Windows Server / SQL Server

49 How the cloud programs will evolve Cloud Essentials: The Cloud Essentials program is being integrated into the new Microsoft Action Pack subscription to provide new resources that are more tailored to your business models. New enrollment into Cloud Essentials will end with the February release. Cloud internaluse rights (IUR) for existing Cloud Essentials partners will extend until June 30, At that time, all partners must transition into either the new Action Pack or a competency to continue to use cloud internal-use rights. Cloud Accelerate, Cloud Deployment, and Azure Circle: These programs remain in place after the February release, but will be retired in late We will allow new partners to join these programs until this time to enable partners to continue to earn Cloud Accelerator incentives. However, after the February 2014 launch, new partners must enroll in Action Pack or earn a competency to receive cloud internal-use rights.

50 Cloud programs what should partners do? Cloud Essentials: If you are a Network Member partner who uses internal-use licenses and have not sold cloud seats Upgrade to Microsoft Action Pack subscription to keep your cloud seats If you are enrolled in Action Pack and need more than 10 seats Upgrade to a silver or gold competency If you are a Network partner who has sold cloud seats Join Microsoft Action Pack before the February 24 to get current prices Cloud Accelerate: If you are enrolled in Microsoft Action Pack or have earned a silver competency Join or upgrade to a silver or gold Small Business or Midmarket Solution Provider competency. Pay the fee and all other requirements will be waived. Contact your Regional Service Center agent to find out how.

51 Partner action timeline Office 365 Windows Intune CRM Online Azure Redeem tokens Redeem current benefits at Intune Portal Continue using current benefits Validate your tenant has moved After validation, redeem token Take advantage of the $100 credit Current Office 365 licenses expire 6/30 Redeem tokens Current Office 365 licenses expire 6/30 *Review the Cloud IUR Transition Guide to find out exactly how to transition your seats.

52 Competency partner license scenarios Scenario #1 Cloud program partner with 40 CRM Online seats assigned Earn any gold competency Granted 60 seats Activate 40 MPN CRMOL licenses from Digital Download Portal Earn any silver competency Granted 15 seats Activate 15 MPN CRMOL licenses from Digital Download Portal Need more seats? No Yes Earn silver competency at second location and/or earn gold competency and/or purchase additional licenses at discount Cloud Essentials Cloud Accelerate Small Business Competency Any other partner using CRM Online No action; remove 25 inactive seats

53 Competency partner license scenarios Scenario #2 Cloud program partner using 60 seats of Office 365 Earn gold Business Intelligence competency Granted 100 seats Activate 60 MPN Office 365 licenses from Digital Download Portal Adds 10 employees; activates 10 additional licenses; still has 30 available to activate Earn silver Business Intelligence competency Granted 25 seats Activate 25 MPN Office 365 licenses from Digital Download Portal Need more seats? No Yes Earn silver competency additional toolkit and/or earn gold competency and/or purchase additional licenses Cloud Essentials Cloud Accelerate Small Business No action; remove 35 inactive seats

54 Action Pack partner license scenarios Scenario #3 Cloud Essentials partner moving to Action Pack, using Office 365 Cloud Essentials partner currently granted 25 Office 365 internal use rights licenses moves to Action Pack, granted 5 seats Need more seats? No Yes Sell 25+ copies of Office 365; earn an additional 5 seats Need more seats? No Yes Purchase additional seats as required No further action No further action Partners may also subscribe to Action Pack in a second country; get 5 additional seats

55 Competency partner license scenarios Scenario #4 Small business gold competency partner, for Office 365 Gold competency grant = 100 IUR licenses Need more seats? No Yes No further action Earn additional toolkit; receive additional grant of 100 IUR licenses Need more seats? No No further action Yes Continue to earn additional competencies; receive additional grant of 100 IUR licenses up to 5x maximum per country; 15x maximum worldwide Partner currently using 75 seats Partner currently using 150 seats OR Purchase additional seats as required

56 Adding partner features DAP, quotes, and trials Create Office 365 tenant and a subscription Add quote, trial, and Delegated Admin features Change subscription, keep partner features Create an Office 365 tenant Tenant is permanent and remains active as long as the service is current Create a subscription Subscriptions are added to tenants and can be changed Change a subscription Activate special trial SKU to add partner features Available to all MOSPA partners Add partner features by adding a one-seat subscription

57 Partners already using cloud solutions must take action 1. Determine that you are in the right program for your business, and for the number of seats you will need 2. Consult chart below for appropriate actions Product Action February 24 to June 30 Office 365 Redeem pre-paid keys CRM Online Validate tenant has moved; then redeem keys Windows Intune Redeem 25/100 seats today; redeem prepaid keys in Spring 2014 Azure If already using the $100 Azure credit do nothing. Otherwise, redeem new benefit Cloud Essentials Cloud Accelerate Small Business Competency Any other partner using CRM Online

58 IUR benefits in the cloud gold and silver competency partners Integrating Microsoft Online Services and Windows Azure Cloud Service SKU Gold Core Benefit Silver Core Benefit Comments Office 365 E3 (includes Yammer) 100 seats 25 seats One seat of Office 365 equals one on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync). Office Pro Plus 2013 licenses transfer to Office 365 E3 use rights. CRM Online CRMOL Pro 60 seats 15 seats One seat of CRM Online equals one on-premises CAL of Dynamics CRM Additional seats can be earned through the CRM competency (20 Gold / 10 Silver) Windows Intune Cloud Service Only 100 licenses 25 licenses Up to 5 devices per license. Each license of Windows Intune equals one on-premises CAL of System Center Device Client Management Suite, System Center Configuration Manager, and Microsoft System Center Endpoint Protection Azure N/A $100 Monthly Credit $100 Monthly Credit Azure credits and discounts are additional to existing on-premises IURs Same Microsoft Partner Network benefits model with the power of choice On-premises server licenses always available for development, test, demo, and internal training

59 Additional licenses gold and silver competency partners Initial Grant (Gold / Silver) Earn Toolkits Use Partner Discounts Purchase Seats Office / 25 Additional toolkit n/a Utilize appropriate channel CRM Online 60 / 15 Additional toolkit Available (100 seats) Utilize appropriate channel Windows Intune 100 / 25 Additional toolkit TBD Utilize appropriate channel Azure $100 monthly credit n/a n/a Utilize appropriate channel IUR License Maximums 5x Initial Grant per Country 15x Initial Grant Worldwide Example: A Partner with a gold competency and 2 additional toolkits will be entitled to 300 seats of Office 365. For toolkit information:

60 IUR benefits in the cloud Action Pack partners Cloud Service SKU IUR Benefit Notes Office 365 CRM Online Windows Intune E3 CRMOL Pro Cloud service only 5 seats initial + 5 seats through Office 365 sales (25 seats) 0 seats initial +5 seats through CRM Online or Office 365 sales 5 licenses Azure N/A $100 Monthly Credit Continue to receive 10 licenses of on-premises (Exchange / SharePoint / Lync / Office) Each seat of Office 365 used in exchange for 1 on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync) Continue to receive CRM Dynamics Workgroup Server with 5 users Additional seats requirement: 1 Microsoft Dynamic CRM deal or 50+ seats Office 365 Maximum 10 licenses used between on-premises (System Center Configuration Manager) and Windows Intune

61 Next steps 1. Review the changes to internal-use software licenses, and make sure you have enough seats to meet your business needs. 2. Review the Internal-Use Rights Transition Guide. 3.. Upgrade to Action Pack subscription to keep your licenses. 4. Earn a silver or gold competency to meet your internal-use software license needs. Review the core benefits and requirements.

62 Prepare Your Renewal

63 Why renew? Qualify for a SUBSCRIPTION I enjoy the support of the Microsoft Partner Network, which helps me develop my Earn a COMPETENCY business and see opportunities. I can strengthen my expertise and demonstrate my company s strengths to customers through commitment within the Microsoft Partner Network. Participate in a COMMUNITY I am part of the community where I connect with Microsoft and partners who are in my field of business. - Network Member Microsoft gives me the opportunity to build a relationship that is best for my business. I have access to industry information, benefits, and resources.

64 A few key benefits to highlight Internal-Use Software to learn the software and run your business Training through the Partner Learning Center Understand customer satisfaction and loyalty with the Customer Satisfaction Index Access campaign materials with Partner Marketing Center and list your solutions on Microsoft Pinpoint Get phone-based or online technical and sales support through Partner Technical Service Create rich customizable solution demos with Demo Showcase and provide affordable financing options with Microsoft Financing

65 Partner Benefit Statement Find out what benefits your organization is utilizing, and where you are underutilizing! Making full use of your benefits is a best practice of our top partners.

66 When to renew? 1. Sign in to the Microsoft Partner Network portal 2. Click View Your Membership Account at the top of the page. 3. Fewer than 90 days left in your membership? Time to begin the membership renewal process!

67 Key things to remember Keep your profile up to date throughout the year Associate your new employees to your organization and remove former employees Keep your people current with training vast choice of technical and sales available Check in quarterly to ensure you are using the benefits available to you Leverage your P2P connections to help expand your service area, and your profits.

68 Thank You