Last Updated: 2/24/04 Updated by: SCE

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1 Microsoft Business Solutions Axapta Partner Program Guidelines For North American Partners The purpose of this brochure is to provide a clear understanding of what is expected of a partner and what you can expect of Microsoft Business Solutions. The Microsoft Business Solutions vision is to be the leader in providing interconnected business solutions to the mid-market through a global network of partners dedicated to lasting customer relationships. Our company strengths combined with our superior products and strategy uniquely positions us to further expand and extend this leadership worldwide. And, most importantly, Microsoft Business Solutions is 100% committed to a partner distribution channel-we do not sell our products direct. To lead in the mid-market requires a commitment from both Microsoft Business Solutions and from you, the partner. At Microsoft Business Solutions, we re looking for a focused partner group that can deliver the technical skills and organizational structure necessary to provide the total solution that mid-market customers demand. In turn, we will provide a unique level of commitment to our partners, to ensure you have the training, support and superior business opportunities you need to succeed. In this way, we can create a true win/win situation for Microsoft Business Solutions, our partners and our mutual customers. Microsoft Business Solutions Partner Requirements and Guidelines PRE-QUALIFICATION SELLING REQUIREMENTS Minimum number of employees within your organization 6 Experience selling financial systems Existing customer references who are currently using Microsoft technologies 3 50% of existing customer base falls within Microsoft Business Solutions product line target market $25-$800 million Microsoft Certifications on staff (Microsoft NT, Microsoft SQL Server, etc.) (at least 1 Certification) Internet connection within your office (recommended T1) INITIAL REQUIREMENTS Complete and submit your Business Plan Complete and submit the North American Partner Agreement Complete and submit the Microsoft Business Solutions Initial Training Investment NOTE: When you submit your required investment fee of $7,500, you receive a matching training credit of $7,500, along with the other benefits listed below. Take advantage of this opportunity for a 100% return on your investment fee and more! Attend New Partner Orientation Workshop (2 days) Fax to; Mail to; $7,500 US plus sales tax if applicable within 3 months of authorization To register go to PartnerSource Training and Certification Classroom Training and Registration. Additional individuals can attend for $140 per class registration. Complete and submit a Business Plan (template provided by you Channel Development Manager) Attend recommended classroom training and achieve required certification Notes: If you have not completed certification for series you wish to sell within 6 months, you will not be able to receive support or access to online tools. In order to receive leads, you must be certified. Certification is granted to the individual. If an individual leaves the partner organization and the remaining employees certifications drop below the required level, someone else at the partner organization must be certified in those certifications within 90 days. Exams are available via VUE Testing Centers. Cost per exam is $70 US. SEE APPENDIX A 1

2 ONGOING REQUIREMENTS Pay the Annual Service Renewal fee for all authorized product lines (NOTE: The $4,500 Annual Service Renewal is the renewal fee is if you are authorized for more than one product for example, Great Plains and Axapta. The $3000 fee is if you are single product line authorized for example, Axapta only) $4500 or $3000 US due each year in July (ou will receive a prorated fee on your anniversary date. In subsequent years, the fee will be due in July see example) Example ou sign up on Sept 1, ou will not receive an invoice until Sept 1, At that time, you will get a prorated invoice that will bring you to June 30, On June 1, 2004, you will receive an invoice for July 1, 2004 to June 30, Attain the annual customer addition or sales goal 2 Axapta customer adds or $150,000 US in net sales to Microsoft Business Solutions Microsoft Business Solutions dedicated employees within your organization 6 Microsoft Business Solutions Certified Account Executive When available for Axapta Actively use online partner tools (Partner Web and PartnerSource) (manage company information, stay current on news/events, stay current on technical information) Attend ongoing education opportunities, which may include Stampede, Business Building Conference and/or Technical Conferences. ONGOING EXPECTATIONS Maintain referenceable customers. Remain current with on-account balances with Microsoft Business Solutions Market proactively to generate and close leads Continue to endorse and proactively share information regarding Microsoft Business Solutions Business Forms (you will receive a 10% discount on all office product purchases made by you and your customers) Maintain customer satisfaction scores of 7.0 or higher on a 9.0 scale. Keep customers solutions current by installing new product updates within a reasonable amount of time Ensure customers service contracts are managed and renewed. BENEFITS OF MICROSOFT BUSINESS SOLUTIONS PARTNERSHIP Demonstration Materials Complete set of not-for-resale (NFR) software for Axapta Partner Start Up Kit Training Maximum of 2 CPP seats per organization. Maximum of 2 CPP seats per organization. The 2 seats will expire on June 30, If you are an existing partner, adding a product line you will need to pay for additional seats. NOTE: Training credits can t be used for New Partner Orientation or Microsoft Solution Selling. Support Authorized for Multiple Product Lines: The 200 support incidents include telephone and/or support for all the product lines you are authorized for. Authorized for Single Product Line: The 100 support incidents include telephone and/or support if you are single product line authorized. Electronic Tools 2 New Partner Orientation Workshop 1 registration Training credit of $7500 expires within 6 months of authorization date. Maximum of 2 Certified Professional Program memberships per organization CPP Memberships expire on June 30, 2004 ou will receive 200 support incidents, which can be used from July to June. Initial incidents will not carry over into the next year. Additional support incidents can be purchased if needed. ou will receive 100 or 200 support incidents, which can be used from July to June. Initial incidents will not carry over into the next year. Additional support incidents can be purchased if needed. Access to Online Tools Access to Partner Web and PartnerSource Sales Assistance Competitive Discounts See Appendix B Access to Partner Development Manager during your start up period Access to Business Development/Partner Account Manager Marketing Assistance Advantage Marketing Guide

3 Marketing and sales literature Business Development Funds (co-op) See Appendix C Ongoing Communication Insights Newsletter Subscriptions Customer Annuity and Product License Revenue Service License contract renewals Product license marketing promotions to expand customer solutions NOTE: This Authorization Guideline and Agreement is only for Axapta. The following other authorizations are available in separate agreements: Great Plains, Solomon, Navision, Microsoft CRM. Appendix A Certification Requirements Certification is granted to the individual. If that individual leaves the partner organization, someone else at the partner organization must be certified immediately to maintain your authorization as a reselling Microsoft Business Solutions partner. For additional information on certifications, please click on the following link - In order to sell any series within the Axapta series, you must at a minimum complete the following certification requirements (Foundation, Financials, Trade & Logistics and Tools): Series: Foundation SQL Server One of the following Microsoft SQL Server certification options: Microsoft Business Solutions SQL Server Foundation exam (available to Great Plains and Solomon partners as part of the Certified Professional Program) or Microsoft Business Solutions SQL Server ecourse or classrooms course or Administering Microsoft SQL Server 7.0 ( MS Exam) or Installing, Configuring, and Administering Microsoft SQL Server 2000 Enterprise Edition ( MS Exam) or Microsoft SQL 2000 Administration course (MS Course 2072) Axapta Database Administration Certification: Axapta MS SQL Database - Axapta MS SQL Database Certification Exam (VUE Exam W1 AX ) Axapta Deployment Certification: Axapta Deployment (AOS) - Axapta AOS Certification Exam (VUE Exam W1 AX ) Series: Financials Certification: Axapta Finance - Axapta Finance Certification Exam (VUE Exam W1 AX ) Series: Trade & Logistics Certification: Axapta Trade & Logistics - Axapta Trade & Logistics Certification Exam (VUE Exam W1 AX ) 3

4 Series: Tools Certification: Axapta Programming - Axapta Introduction coure OR General Microsoft Axapta Technical Test (VUE Exam not yet available) - X++ Advanced Axapta course OR Axapta Programming Certification Exam (VUE Exam W1 AX ) (NOTE: All of the following are recommended to assist with preparation for the Axapta Programming Certification Exam: 2a) X++ Basics hour e- Academy session, 2b) Report Adjustments - 8+ hour e-academy session, 2c) X++ Advanced - Classroom (3 day), 2d) MorphX Integration - Classroom (3 day)) ou must also have, in addition to above certifications, the current following certifications by Series if you wish to receive discount on that Series. If not certified, you can sell these Series at 0% discount: Series: Production Certification: Axapta Production - Axapta Production Certification Exam (VUE Exam W1 AX ) Series: CRM Certification: Axapta CRM - Axapta CRM Certification (VUE Exam W1 AX ) Series: Product Builder Certification: Axapta Product Builder - Axapta Product Builder Certification (VUE Exam W1 AX ) Series: Projects Certification: Axapta Projects - Axapta Projects Certification (VUE Exam W1 AX ) Series: Questionnaire Certification: Axapta Questionnaire - Axapta Questionnaire Certification (VUE Exam W1 AX ) Series: Shop Floor Control Certification: Axapta Shop Floor Control - Axapta Shop Floor Control Certification (VUE Exam W1 AX ) 4

5 HR/KM (1 person required) Certification: Axapta HRM - Axapta HRM Certification (VUE Exam W1 AX ) Web Applications (2 persons required) Certification: Axapta Web Applications - Axapta Web Applications Certification (VUE Exam W1 AX ) Commerce Gateway (1 person required) 3 Day Trade and Logistics Class (Classroom) 2 Day Commerce Gateway Class (Classroom) Warehouse Management 3 Day Trade & Logistics Class (Classroom) 1 Day Warehouse Management Class (Classroom) Advanced Fixed Assets TBD Appendix B - Discount Schedule New partner discounts are in effect for the first 12-months of a partner organization s first authorization as a Microsoft Business Solutions partner. Upon certification on any series (see below) a new partner s discount will be at least 35% on license on that series but can go higher if sales take them to higher tiers. Upon a partner s 1-year anniversary, discount schedules are adjusted based upon the previous 12-month purchase volume from Microsoft Business Solutions (assuming all certification exams have been 5

6 passed). In addition, if new Microsoft Business Solutions partners have not completed certifications within 6 months of becoming authorized for Axapta, Microsoft Business Solutions will have the right to terminate that partner s authorization or restrict that partner s ability, access to receive support and access to Partner Web. Navision and Axapta Combined Annual Purchases License Discounts Tier 1 Customer Accelerator License Discounts (12 Month Rolling Average of 10 Customers) Tier 2 Customer Accelerator License Discounts (12 Month Rolling Average of 15 Customers) Service Discounts 1,100, % 50% 52% 22% 825,000-1,099,999 45% 48% 50% 22% 550, ,999 42% 45% 47% 18% 275, ,999 40% 43% 45% 18% 100, ,999 35% 38% 40% 15% 0 99,999 30% 33% 35% 15% NOTES: All dollar amounts in this announcement are stated in U.S. dollars. Navision includes the Foundations, Financials, Manufacturing, Warehouse Management Systems, Payroll, CRM Marketing and Sales, CRM Service Management, Commerce Gateway Commerce Portal, SQL. Axapta includes the Foundations, Financials, Trade and Logistics, Production, Programming, Database, Deployment, Projects, CRM, Shop Floor Control, Questionnaire, Product Builder, HR/KM, Web Applications, Commerce Gateway, Warehouse Management and Advanced Fixed Assets. Combined Annual Purchases include Module, Upgrade, Service, Tools and Forms for all product lines (except Great Plains, Solomon and MSCRM). After March 1, 2003 combined annual purchase will include all product lines. A customer addition is a net new customer registration with Microsoft Business Solutions. (A sale to a customer previously registered on any Microsoft Business Solutions application will not qualify.) Sales of Small Business Manager, Microsoft Customer Relationship Manager and Retail Management do not qualify as customer additions. All authorization training/certification requirements must be met to be eligible for discounts please refer to Discounts for New Partners on PartnerSource for more information. PartnerSource > Partner Essentials > Discounts Partners will receive 10% discount on SQL, MS Project 2002 and Pervasive SQL. Partners will receive 10% discount on training classes attended by their customers. Partners will receive 25% discount on eexpense License and 10% eexpense Service. Partners will receive service discount on training manuals Partners will receive their service discount on ecourses purchased This discount schedule does not apply to Microsoft CRM, Small Business Manager, Retail Management Microsoft CRM purchases are not included in the 12 month roll 6

7 Appendix C Business Development Funds We are competing in an industry that is growing exponentially. In order for companies in a growing industry to stay competitive, they need to keep the pipeline full of good quality prospects. Microsoft Business Solutions provides Business Development Funds to assist you in filling your pipeline by expanding the marketing resources you have available. Business Development Funds are calculated as follows: Selling Partners with $250k+ in combined purchases continue to earn 6% on module purchases. Selling Partners with $50-249k in combined purchases will earn 4% on module purchases. Selling Partners with $0-50k in combined purchases will earn 2% on module purchases. Consulting Partners will not earn Business Development Funds. Business Development Funds will be earned on direct sales only (indirect sales will NOT count toward your Business Development Fund). Business Development Funds earned in one month will be available the next month and will expire at the end of the earned month the following year. 7