Microsoft Partner Network Disclosure Guide July Microsoft

Transcription

1 Microsoft Partner Network Disclosure Guide July 2014 Microsoft

2 How to use this guide The Microsoft Partner Network Disclosure Guide is a resource document designed to inform partners of upcoming changes to the Microsoft Partner Network. To make it easier to use, the information has been divided into three categories: Program-wide changes that affect all partner levels Competency changes Microsoft Action Pack subscription changes We recommend that you review the section on program-wide changes first, and then move to the applicable partner level section for more specific information. Each section is identified by an icon and color-coded to make it easy to find what you re looking for. You can find specific competency requirement changes in the Competency Benefits and Requirements Appendix. This document outlines upcoming changes only. To review the current benefits and requirements, please refer to the Microsoft Partner Network portal. The Microsoft Partner Network Disclosure Guide is published in anticipation of a major program release. This edition of the guide outlines the planned changes for implementation in September Items are subject to change. Why we make changes Making changes to the Microsoft Partner Network is not something we take lightly. We understand the impact any change has on our partners. However, we continue to evolve the program to make sure our partners can: Meet their customers expectations and needs Remain current on the latest technologies so they can continue to grow their businesses Remain competitive in the market by giving them access to the best products, solutions, incentives, training and benefits available The changes outlined in this guide are designed to do all of the above. Cloud is key for customers. To meet that need, the Microsoft Partner Network will lead with the cloud, and will reward partners for their proven cloud performance. In a world that is increasingly driven by power BI, we are consolidating and improving our data-specific competencies to give partners the latest tools and training to serve their customers expanding needs. We also continue to enhance incentives to help partners develop robust businesses that align to key Microsoft priorities. Finally, while we strive to make joining the Microsoft Partner Network the best decision a partner can make, we also strive to make it easier to do business with us. To that end, we have streamlined many of these changes to keep the manpower and financial hit to our partners as light as possible. Thank you for your continued partnership! 2

3 Table of contents Program-wide changes Cloud program integration into MPN Technical benefit changes Technical benefits for cloud competencies 5-Pack and Business Critical Phone Support update Competency changes New Cloud Performance competencies Launch of Datacenter competency 3

4 Program-wide changes Cloud Program Integration into Microsoft Partner Network Did you know... Office 365 is Microsoft s fastest growing product ever and that 60 percent of Fortune 500 companies have purchased it in the past year? More than 57 percent of the Fortune 500 are using Microsoft Azure and that on average 1,000 customers are signing up every day? the growing customer demand for cloud and hybrid services is expected to reach nearly $108 billion by 2017? By partnering with Microsoft, you can make money selling industry leading cloud solutions, and your success will not only grow your business but unlock additional support, enablement and incentives with the Microsoft Partner Network. Beginning in September 2014, we are introducing new competencies for Microsoft Office 365 and Microsoft Azure that you can qualify for through your proven cloud performance. Partners who attain the new Cloud Performance competencies will earn the silver level at no cost and will receive gold level at a reduced price. Partners who qualify will receive a host of benefits that include: Cloud support Internal-use rights and development and test environments Channel incentives and access to special offers Guaranteed field or tele management at the gold level We will make minimal changes to requirements in our traditional competencies, adding new exam or assessment options for flexibility, and minor refreshes of capability and skill requirements. In addition, we will offer limited Signature Cloud Support for Office 365 and Microsoft Azure, and more online training and readiness materials to help partners move to the cloud as well as deliver and support hybrid environments. We began integrating our cloud programs into the Microsoft Partner Network in February Now, it is time to complete this integration. As a result, the Cloud Accelerate (CA), Cloud Deployment Partners (CDP), and Azure Circle (AC) programs will be retired and partners will migrate into three new Cloud Performance competencies: Small and Midmarket-Market Cloud Solutions: For partners selling Microsoft Office 365 to small and mid-market customers. Cloud Productivity: For partners deploying Microsoft Office 365 to enterprise customers Cloud Platform: For partners specializing in delivering infrastructure and SaaS solutions on Microsoft Azure 4

5 If you are a Cloud Accelerate or Cloud Deployment partner who meets the cloud performance thresholds for the Small and Midmarket Cloud Solutions or Cloud Productivity competencies as of September 1, 2014, you will be granted those competencies at the silver level for one year. You will have to meet all additional competency requirements (such as Customer References, Customer Satisfaction, and Technical Assessments) to renew at the end of that year. If you are an Azure Circle partner who meets the cloud performance thresholds for the Cloud Platform competency as of September 1, 2014, you will be granted that competency at the silver level for one year. You will have to meet all additional competency requirements (such as Customer References, Customer Satisfaction, and Technical Assessments) to renew at the end of that year. Other program-wide changes coming in September 2014 Change of legal contracting entity for partners in United States, Canada and Latin America On August 17, 2014, the Microsoft contracting entity for the United States, Canada, and Latin America will change from Microsoft Licensing G.P. to Microsoft Corporation. This agreement transfer will not affect any of the Microsoft agreement terms, processes, or contacts. Canada s Anti-Spam Legislation Canada s new Anti-Spam Legislation (CASL) will take effect on July 1, 2014 and will impact individuals or organizations in Canada who send s, texts, social media messages, or any other form of electronic communications to third parties. As a result, a partner who receives customers addresses provided by Microsoft may only send s to Canadian customers within nine business days of receiving the customer list from Microsoft. The s must also include an unsubscribe mechanism provided by Microsoft that allows recipients to withdraw their consent from Microsoft or any other partner who Microsoft has authorized to send messages, and a link to Microsoft s online Privacy Statement. Recent changes now in effect New sign-in experience for Visual Studio 2013 Since the release of Microsoft Visual Studio 2013, users with non-perpetual licenses for Visual Studio Professional 2013, Visual Studio Premium 2013, and Visual Studio Ultimate 2013 are required to log in at least once every 30 days with a valid Microsoft account (formerly called a Windows Live ID) that is associated to an active Microsoft Developers Network (MSDN) subscription. All licenses offered as a benefit through the Microsoft Partner Network are non-perpetual, so partners using their MSDN subscriptions must sign in at least once every 30 days. Partners who continue to use Microsoft Visual Studio 2012 will not experience this new sign-in requirement. One of the benefits of signing in is that settings will automatically be shared across all Visual Studio 2013 or later installations for the user. There will be no changes to the behavior for other products (Windows, Windows Server, and Office) within MSDN subscriber downloads. 5

6 Updates to Partner Incentives Microsoft partner incentives are designed to help partners develop robust businesses that align to key Microsoft priorities. Each fiscal year, these incentives are refreshed to adjust to changing business needs and priorities. Guides for each incentive program are available on July 1 and describe the new terms and conditions for the coming year. The following table outlines the portfolio of incentives as of July 1, Incentive type Small and medium business Enterprise Software Asset Management Online Hosting SPLA Reseller Description The Managed Reseller and Commercial Distributor incentives are offered to accelerate Office 365 adoption, drive annuity contracts for growth and incubation products, and provide solution accelerators for strategic workloads. The Major and Corporate Account incentives are combined, providing cross-segment consistency, increased investment in the cloud and public sector, and streamlined reporting and eligibility. The goal is to help partners drive Enterprise Agreement penetration and support the co-selling model with Microsoft. The Software Asset Management (SAM) incentive extends the previous year s incentive, which requires statements of work for SAM engagements to recruit more SAM-certified partners at the gold competency level, across multiple partner types. Microsoft Online incentives include Online Services Advisor Web-Direct, Online Services Deploy, Channel Developer and Azure to accelerate customer transition to Microsoft Cloud Services, drive customer adoption and seat sales through key online offerings and expand the Cloud partner ecosystem. Microsoft Hosting Partner Incentives serve to promote deeper market penetration and deployment of Microsoft platform, and do so through a third-party hosting scenario. Sales of these scenarios are driven through the Services Provide License Agreement (SPLA) Reseller offering. Microsoft Services Provider License Agreement (SPLA) Reseller Incentives help drive platform adoption and reward operational excellence in reporting, compliance, reach, and productivity. Incentives for Cloud Performance competencies To reward our top performing cloud partners, those who attain the Cloud Performance competencies will be eligible to receive additional incentives. Review the benefits information for each of the competencies in the Appendix. 6

7 Technical Benefit Changes: Technical benefits for the Cloud Performance competencies: For partners who earn one of the Cloud Performance competencies, they will have unlimited access to Signature Cloud Support for Office 365. In addition, if they are at the gold level, they will receive 50 advisory hours, 20 product support incidents, and access to the Partner Support Communities. For those partners who are at the silver level, they will receive 20 advisory hours, 15 product support incidents,, and access to the Partner Support Communities. Technical benefits changes to the traditional competencies: For partners who earn one of the gold traditional competencies, they will have access to 10 Signature Cloud Support incidents for Office 365. For those partners who earn one of the traditional competencies at the silver level, they will have access to 5 Signature Cloud Support incidents for Office 365. This is an addition to the existing technical benefit structure. Merging 5-Pack and Business Critical Phone Support: For partners who are currently entitled to Business Critical Phone Support, our 5 pack of support incidents or both (Gold and Silver competency partners), these incidents will be combined into a single benefit to be known as Product Support incidents. You will continue to receive the same overall quantity of benefit entitlement (no decrement in overall entitlement, just simplification of the benefit offers). There is no change to how these benefits will be accessed. 7

8 New MPN Technical Benefits to Build the Cloud Level Cloud Performance Traditional with Cloud Traditional Gold Silver Competency Mapping Network --New competencies 50 Advisory Hours Online Support Communities Unlimited Signature Cloud Support 20 Product Support incidents 20 Product Support Limited Signature Cloud Support incidents (10 incidents) 20 Advisory Hours Online Support Communities Unlimited Signature Cloud Support 15 Product Support incidents 15 Product Support incidents Limited Signature Cloud Support (5 incidents) Cloud Productivity Small and Midmarket Cloud Solutions (formerly known as Small Business) Cloud Platform Online Support Communities 1:Many Online Interactive sessions Messaging Communication Collaboration and Content Midmarket Solution Provider Data Analytics Datacenter Hosting All other competencies Cloud Support Plan For FY15: Unlimited Signature Cloud Support for partners in the Cloud Performance competencies Limited Signature Cloud Support for partners in traditional competencies to enable them to start selling and deploying cloud Signature Cloud Support is the breakfix solution for the cloud. 8

9 Competency changes September 2014 updates All partners should review this section to understand the key changes for the September 2014 launch. In addition, the Appendix contains detailed information about upcoming requirements changes for specific competencies. These should be reviewed by partners in order to plan for specific competency changes. Introducing Cloud Productivity Competency The Cloud Productivity competency is designed to reward, recognize, and support our top performing cloud sales and deployment partners. Partners will be able to earn this competency by meeting specific deployment thresholds for Office 365 and Exchange Online (and in the future, SharePoint Online and Lync Online), completing a relevant set of technical exams and attaining customer references. The Cloud Productivity competency offers an enriched set of benefits to reward Microsoft partners as they transition to the cloud. Small Business Competency to become Small and Midmarket Cloud Solutions Competency The Small Business competency will be renamed Small and Midmarket Cloud Solutions to reflect its focus on Office 365. Similar to Cloud Productivity, partners will be able to earn this competency by meeting specific sales performance thresholds specifically, Office 365 seats sold and customer adds plus customer references and technical exams at the Gold level. Small and Midmarket Cloud Solutions offers an enriched set of benefits to reward and support Microsoft partners as they transition to the cloud. If you are a silver or gold partner in the Small Business competency who meets the cloud performance requirements of the Small and Midmarket Cloud Solutions competency, you will remain in the competency and will have until your anniversary date to meet the additional competency-specific requirements (e.g. Customer References, Customer Satisfaction, Technical Assessments), as applicable. If, at your anniversary date, you do not meet the performance requirements, you will have the option to earn another competency or purchase an Action Pack subscription to retain key benefits. Learn more about upcoming competency changes, including details about integrating Microsoft Cloud Partner programs into the competency structure. Business Intelligence Competency renamed to Data Analytics As previously announced, the Business Intelligence Competency will be renamed to Data Analytics to better reflect the broader analytics solutions partners are delivering. 9

10 Introducing the Cloud Platform Competency The Cloud Platform competency is designed specifically for partners who build, integrate, and/or extend application and infrastructure solutions in the Cloud using the Microsoft Azure cloud platform. Partners will qualify for this competency exclusively with proven Azure performance (verified Azure consumption and/or deployment revenue), in addition to customer references and Azure-specific technical assessments. Through the Cloud Platform competency, partners can gain access to Azure internal use rights benefits, discounts, incentives eligibility, technical support, and the marketing assets needed to develop, sell, and support Azure-based infrastructure and application solutions. See the Appendix for details on the Cloud Platform competency requirements and benefits. Azure Circle partners who meet the performance requirements for the Cloud Platform competency at the time of launch will be migrated to the silver level of that competency and will have one year to meet the specific competency requirements (e.g. Customer References, Customer Satisfaction, Technical Assessments), as applicable. Introducing the Datacenter Competency (Merger of the Management and Virtualization and Server Platform competencies) Microsoft infrastructure solutions are evolving into comprehensive architectures that deliver a robust, streamlined, and scalable infrastructure platform that can run on the customer s datacenter, as a partner-hosted service or in a hybrid environment. To reflect this evolution, we are merging the Management and Virtualization and Server Platform competencies into a single competency called Datacenter. This new competency will require that partners have strong capabilities with Windows Server deployment and management including Hyper V virtualization as well as Systems Center infrastructure management capabilities. The internal use rights (IUR) benefits for this new competency have been updated to reflect partners capabilities and incremental investment in these areas. Partners that are active in the Management and Virtualization or Server Platform competencies will be migrated into the new Datacenter competency at launch and will have a minimum of six months to meet the updated competency requirements, regardless of anniversary date. In addition, partners will be able to keep their IUR benefits for one year after the launch date for products that are not offered in the new Datacenter competency. See the Appendix for details on the Datacenter competency requirements and benefits. Identity and Access Competency to remain Previously, we announced the retirement of the Identity and Access competency and its subsequent merging into the new Datacenter competency. However, there are a specialized set of partners who focus on deeper security solutions who would not be well served by the Datacenter competency solution area. Consequently, the Identity and Access competency will remain and evolve in the future to support partners focused on deeper security solution areas. Specific details will come in future Disclosure Guides. 10

11 Hosting Competency refresh Previously, we announced that we would retire the Hosting competency and integrate Hosting tracks into other competencies. Due to partner feedback, a priority on minimizing change for partners, and a commitment to making it easier to do business with Microsoft, we have decided to keep, and refresh, the Hosting competency. Existing Hosting partners will be able to use their previous exams to qualify for one year after launch. New Hosting partners will qualify against updated training requirements, but will have more applicable and flexible online training and exam options to qualify. We will add a requirement for partners to provide a valid Microsoft Services Provider License Agreement (SPLA) number to qualify in order to better align SPLA performance and contracts with Microsoft Partner Network program qualification in Mobility Competency retirement and updated Devices and Deployment Competency Effective September 2014, the Mobility competency will be retired and existing partners will be transitioned into one of two existing competencies. Serviceoriented partners will be transitioned into Devices and Deployment, while ISVs who have completed the App qualification requirements will be transitioned to Application Development. Partners will have a minimum of six months to meet the requirements for Devices and Deployment or Application Development, regardless of anniversary date in order to enroll in the specific competency. ISV track updates for partners who qualify into competencies with Application Certification Previously, we announced that partners would have to increase the number of customer references in order to qualify for a competency using the ISV tracks. To minimize change and ensure ease of doing business, the current customer reference requirements will remain for partners qualifying for competencies via application certification three references at silver and five references at gold. In addition, the Windows Server 2012 Application Test will be retired. Partners will need to certify new applications on Windows Server 2012 R2 going forward. Existing Application Certifications on Windows Server 2012 will continue to be honored for competency qualification and Customer References for 1 year. Internal-Use Rights (IUR) Benefits Updates Earn Project Online and Visio Online IUR benefits for these online services will be available to partners in September 2014 with the Project and Portfolio Management competency. Power BI for Office 365 Internal use rights for Power BI currently is under review. Upcoming newsletters and future Disclosure Guide updates will provide additional details. Additional IUR benefits for specific competencies Outlined on the next page are IUR benefit updates for specific competencies. 11

12 Internal-Use Right Benefits Changes for Competencies - Details Competency New Software and Online Services Benefit Incremental Silver Competency License Grant Incremental Gold Competency License Grant Comments Cloud Platform Azure Non Production Development Environment $250 $500 This is the monthly Azure credit. Customer Relationship Management Microsoft Dynamics Marketing N/A 15 Additional information about these benefits is available on PartnerSource. Microsoft Social Listening N/A 80 Cloud Productivity Office 365 (E3) Datacenter Project and Portfolio Management Small & Midmarket Cloud Solutions For a complete list of Internal Use Right products and licenses, please refer to the Datacenter Incremental Internal Use License table in the Appendix. Microsoft Project Pro for Office You have the choice to deploy your program license grants as an on-premises only, online only, Microsoft Visio Pro for Office or an on-premises and online combination solution. Your internal-use of online services Microsoft Project Online 5 20 decrement from your on-premises licenses and vice-versa. For complete details, refer to the Microsoft Project Lite Project and Portfolio License Table in the Appendix Office 365 (E3)

13 Competency Training Update Overview As mentioned previously, we will be adding three new Cloud Performance competencies Small and Midmarket Cloud Solutions, Cloud Productivity, and Cloud Platform. In addition, we will be merging Server Platform and Management and Virtualization into Datacenter. We also have provided new exams and assessment options to give more flexibility for qualification in some competencies. We have included new requirements only where absolutely necessary. Please see the summary below and the Appendix pages for further details. Competency Application Development Application Integration Software Asset Management 13 Volume Licensing New, Renamed, or Merged Competency New Exam and Assessment Options New Requirements Application Lifecycle Management Cloud Platform Collaboration and Content Communications Customer Relationship Management Data Analytics (formerly Business Intelligence) Data Platform Datacenter Devices and Deployment Digital Advertising Distributor Cloud Productivity Enterprise Resource Planning Hosting Identity and Access Intelligent Systems Learning Messaging Project and Portfolio Management OEM Small & Midmarket Cloud Solutions (formerly Small Business) Midmarket Solution Provider

14 Appendix 14 Microsoft

15 Index How to use this information This appendix is intended to provide detailed information about upcoming changes specific to individual Microsoft Partner Network competencies. The requirements and benefits changes listed here for each competency reflect the requirements that will go into effect in September If a specific competency is not mentioned in this guide, there are no changes being made to it at this time. Use this information together with the preceding Disclosure of Upcoming Program Changes Guide and the Microsoft Partner Portal to ensure that your organization continues to meet the requirements necessary to maintain your status in the Partner Network. Items are subject to change. In such cases, updated editions will be published as soon as possible to communicate these changes to partners. Application Development Application Integration Cloud Platform <New> Cloud Productivity <New> Collaboration and Content Communications Customer Relationship Management Data Analytics Data Platform Datacenter Devices and Deployment Digital Advertising Enterprise Resource Planning Hosting Intelligent Systems Management and Virtualization <Retiring> Messaging Midmarket Solution Provider Mobility <Retiring> Project and Portfolio Management Server Platform <Retiring> Small and Midmarket Cloud Solutions <New> 15

16 Application Development Changes to Application Development competency For Services partners, we are adding additional exam and assessment options for greater qualification flexibility. For ISV partners, the application test requirements have been updated to reflect the newest technology in market, enabling partners to offer our joint customers optimal value from their Microsoft investment. Silver Services SUMMARY OF CHANGES Added to exam pool: : Windows UX Design Technical Assessment for Using Microsoft Azure for Application Development None Two individuals each must pass one of the following options: Option 1: One of the following exams: : Programming in HTML5 with JavaScript and CSS : Essentials of Developing Windows Store Apps using HTML5 and JavaScript : Advanced Store App Development using HTML5 and JavaScript : Programming in C# : Essentials of Developing Windows Store Apps in C# : Advanced Store App Development using C# : Developing ASP.NET MVC Web Applications : Developing Windows Azure and Web Services : Windows Applications Development with Microsoft.NET Framework : TS: Windows Communication Foundation Development with Microsoft.NET Framework : TS: Accessing Data with Microsoft.NET Framework : PRO: Designing and Developing Windows Applications Using Microsoft.NET Framework : PRO: Designing and Developing Windows Azure Applications (plan to retire in the next MPN update) : Windows UX Design Option 2: Technical Assessment for Using Microsoft Azure for Application Development 16 Revenue: N/A Customer Evidence: Your organization must submit three customer references showcasing a custom application project developed on the Windows platform (Windows Server, Windows Client, Windows Azure, Windows 8, Windows Phone 8, or Windows Embedded) and completed within the past 12 months.

17 Application Development (continued) Gold Services SUMMARY OF CHANGES: None None Four unique individuals must hold a current version of one of the following certifications: MCSD: Web Apps MCPD: Windows Developer 4 MCSD: Windows Store Apps Using HTML5 MCSD: Windows Store Apps Using C# MCPD: Windows Azure Developer 4 (plan to retire in the next MPN update) Customer Evidence: Your organization must submit five customer references showcasing a custom application project developed on the Windows platform (Windows Server, Windows Client, Windows Azure, Windows 8, Windows Phone 8, or Windows Embedded) and completed within the past 12 months. Revenue: N/A 17

18 Application Development (continued) Silver ISV SUMMARY OF CHANGES Retiring Application Test: Silver Competency Test for Windows Server 2012 None Your organization must have one product or application that has passed one of the following application tests: Silver Competency Test for Microsoft Azure Silver Competency Test for Windows 8 Silver Competency Test for Windows Server 2012 R2 Silver Competency Test for Windows Phone 8 Qualifying applications include developed and marketed, packaged software solutions based on Microsoft technologies. Custom-written applications not meant for resale do not qualify. Customer Evidence: Must submit three customer references completed in the past 12 months that showcases an application that passed the silver Microsoft Azure, Windows 8, Windows Server 2012 R2, or Windows Phone 8 application tests. Revenue: N/A Gold ISV SUMMARY OF CHANGES Retiring Application Test: Gold Competency Test for Windows Server 2012 DETAILED LIST OF SEPTEMBER 2014 APPLICATION TEST REQUIREMENTS None Your organization must have one product or application that has passed one of the following application tests: Gold Competency Test for Microsoft Azure Gold Competency Test for Windows 8 Gold Competency Test for Windows Server 2012 R2 Gold Competency Test for Windows Phone 8 Qualifying applications include developed and marketed, packaged software solutions based on Microsoft technologies. Custom-written applications not meant for resale do not qualify. Customer Evidence: Must submit five customer references completed in the past 12 months that showcases an application that passed the gold Microsoft Azure, Windows 8, Windows Server 2012 R2, or Windows Phone 8 application tests. 18 Revenue: Microsoft Partner Network Disclosure Guide N/A July 2014

19 Application Integration Changes to Application Integration competency For Services partners, we are adding additional exam and assessment options for greater qualification flexibility. Silver Services SUMMARY OF CHANGES No change Added the following exams to the qualification list Exam : Configuring Advanced Windows Server 2012 Services Exam : Developing Microsoft SQL Server 2012 Databases Exam : Programming in C# Exam : TS: Developing Business Process and Integration Solutions by Using Microsoft BizTalk Server 2010 Gold Services SUMMARY OF CHANGES No change Technical Assessments: Simplified the exam structure and added the following exams to the qualification list Exam : TS: Developing Business Process and Integration Solutions by Using Microsoft BizTalk Server

20 Application Integration (continued) Silver Services Business Assessments One individual must pass the following: Sales Specialist Assessment for Application Integration Two individuals each must pass the following: BizTalk Technical Competency Assessment for Application Integration (BizTalk Server 2013) AND Two individuals must also pass one of the following: Exam : Configuring Advanced Windows Server 2012 Services Exam : Administering Microsoft SQL Server 2012 Databases Exam : Developing Microsoft SQL Server 2012 Databases Exam : Programming in C# Exam : Developing Windows Azure and Web Services Exam : TS: Developing Business Process and Integration Solutions by Using Microsoft BizTalk Server 2010 Customer Evidence: No change Revenue: N/A Gold Services Business Assessments Two individuals must pass the following: Sales Specialist Assessment for Application Integration Four unique individuals must each pass the following: BizTalk Technical Competency Assessment for Application Integration (BizTalk Server 2013) AND Four individuals must each pass one of the following: Exam : Configuring Advanced Windows Server 2012 Services Exam : Administering Microsoft SQL Server 2012 Databases Exam : Developing Microsoft SQL Server 2012 Databases Exam : Programming in C# Exam : Developing Windows Azure and Web Services Exam : TS: Developing Business Process and Integration Solutions by Using Microsoft BizTalk Server 2010 Customer evidence: No change 20 Revenue: N/A

21 Cloud Platform Cloud Platform competency (New) The new Cloud Platform competency is designed specifically for partners who build, integrate, and/or extend Windows-based application and infrastructure solutions in the Cloud using the Microsoft Azure cloud platform. Silver Performance SUMMARY OF CHANGES New path to competency attainment through proven performance None DETAILED LIST OF BENEFITS Core partner benefits Azure Non Production Development Environnent: Cloud Platform Brand Azure Incentives Unlimited Signature Cloud Support Eligible to participate in Azure Special Offers One individual must pass one of the following: Technical Assessment for Using Microsoft Azure for Datacenter Solutions Technical Assessment for Datacenter and Data Platform Technical Assessment for Using Microsoft Azure for Application Development Customer evidence: Three unique customer references that involve any Azure services (Infrastructure Services / Data Services / Mobile Services / Identity and Access Management) Cloud Performance requirement: Azure Consumption / Sales: $25,000 n the previous 12 months ($15,000 in Developing Markets) i Gold Performance SUMMARY OF CHANGES New path to competency attainment through proven performance None Two individuals must pass one of the following: Technical Assessment for Using Microsoft Azure for Datacenter Solutions Technical Assessment for Datacenter and Data Platform Technical Assessment for Using Microsoft Azure for Application Development DETAILED LIST OF BENEFITS Core partner benefits Azure Non Production Development Environnent Cloud Platform Brand Azure Incentives Unlimited Signature Cloud Support Eligible to participate in Azure Special Offers Eligible for Public Cloud, Windows Azure Deployment Planning Services (AZDPS) Field or TPAM Management 21 Customer evidence: Five unique customer references that involve any Azure services (Infrastructure Services / Data Services / Mobile Services / Identity and Access Management) Cloud Performance requirement: Azure Consumption / Sales: $100,000 in the previous 12 months (all markets)

22 Cloud Productivity Cloud Productivity competency (new) The Cloud Productivity competency can be achieved by meeting deployment thresholds for Office 365, completing a set of technical exams, and meeting customer reference requirements. Silver Services Performance SUMMARY OF CHANGES New path to competency attainment through proven performance None One individual must pass one of the following core options: New: Core competency benefits 25 Incremental Office 365 seats 1 Office 365/Intune demo tenant Unlimited Signature Cloud Support Eligible for Microsoft Online Services Advisor and Deploy* Accelerator for Office 365 Eligible to participate in Office 365 Deployment Related Offers *Additional requirements will apply OFFICE 365 Core: (required for all workloads) One individual must pass one of the following options: Option 1: Exam : Managing Office 365 Identities and Requirements AND Exam : Enabling Office 365 Services Option 2: MCSA: Office 365 AND One individual must meet the requirements below for a workload. Additional workloads to be added in the future. MESSAGING Workload: One individual must pass all of the following: Option 1: Exam : Core Solutions of Microsoft Exchange Server 2013 AND Exam : Advanced solutions of Microsoft Exchange Server 2013 OR Option 2: MCSE: Messaging Customer references: Must submit 3 Office 365 customer references from within the last 12 months 22 Cloud Performance requirement: Partner must have deployed (assigned) 500 seats of Exchange Online within the last 12 months. NOTE: When the data is available we will transition the measurement from assigned users to active use.

23 Cloud Productivity (continued) Gold Services - Performance SUMMARY OF CHANGES New path to competency attainment through proven performance None Technical Tests, Exams and Certifications: OFFICE 365 Core: (required for all workloads) Two unique individuals each must pass one of the following options: Option 1: Exam : Managing Office 365 Identities and Requirements Exam : Enabling Office 365 Services Option 2: MCSA: Office 365 New: Core competency benefits 100 Incremental Office 365 seats 1 Office 365/Intune demo tenant Unlimited Signature Cloud Support Eligible for Microsoft Online Services Advisor and Deploy* Accelerator for Office 365 and Deploy* Accelerator for Enterprise Mobility Suite (EMS) Eligible to participate in Office 365 Deployment Related Offers Field or TPAM Management *Additional requirements will apply AND The Two same unique individuals each must meet the requirements below for a workload. Additional workloads to be added in the future. MESSAGING Workload: Two unique individuals each must pass all of the following: Option 1: Exam : Core Solutions of Microsoft Exchange Server 2013 AND Exam : Advanced solutions of Microsoft Exchange Server 2013 Option 2: MCSE: Messaging Customer references: Must submit 5 Office 365 customer references from within the last 12 months Cloud Performance requirement: Partner must have deployed (assigned) 1,500 seats of Exchange Online within the last 12 months. NOTE: When the data is available we will transition the measurement from assigned users to active use. 23

24 Collaboration and Content Changes to Collaboration and Content competency There are no changes to this competency. Silver Services SUMMARY OF CHANGES No changes One individual must pass the following: The Collaboration and Content sales assessment One individual must pass the following: The Collaboration and Content Presales technical assessment Two individuals each must pass one of the following: : Microsoft SharePoint Server 2013, Core Solutions : Microsoft SharePoint Server 2013, Advanced Solutions : Core Solutions of SharePoint 2013 Development : Advanced Solutions of SharePoint 2013 Development : TS: Microsoft SharePoint 2010, Application Development (plan to retire in the next MPN update) : PRO: Designing and Developing Microsoft SharePoint 2010 Applications (plan to retire in the next MPN update) MCSD: SharePoint Applications MCSE: SharePoint MCSM: SharePoint (plan to retire in the next MPN update) MCPD: SharePoint Developer 2010 (plan to retire in the next MPN update) Customer evidence: No change Revenue: N/A 24

25 Collaboration and Content (continued) Gold Services SUMMARY OF CHANGES No Changes Two individuals must pass the following: Collaboration and Content sales assessment One unique individual must pass the following: Collaboration and Content presales technical assessment Two unique individuals each must pass the following: : Microsoft SharePoint Server 2013, Core Solutions : Microsoft SharePoint Server 2013, Advanced Solutions OR have one of these certifications: MCSE: SharePoint MCSM: SharePoint Another two unique individuals each must pass two exams from the following: : Core Solutions of SharePoint 2013 Development OR : TS: Microsoft SharePoint 2010, Application Development (plan to retire in the next MPN update) : Advanced Solutions of SharePoint 2013 Development OR : PRO: Designing and Developing Microsoft SharePoint 2010 Applications (plan to retire in the next MPN update) OR have one of these certifications: MCPD: SharePoint Developer 2010 (plan to retire in the next MPN update) MCSD for SharePoint Applications Customer evidence: No change Revenue: N/A 25

26 Collaboration and Content (continued) Silver ISV SUMMARY OF CHANGES No Changes None New: 20 percent discount on Business Modelling Session with Tellus International Your organization must submit one application that passes the following: Silver competency test for SharePoint Customer evidence: No change Revenue: N/A Gold ISV SUMMARY OF CHANGES None None New: 30 percent discount on Business Modelling Session with Tellus International Your organization must submit one application that passes the following: Gold competency application test for SharePoint Customer evidence: No change Revenue: N/A 26

27 Communications Changes to Communications competency To ensure Gold Communication services partners are designing and deploying Lync solutions for the proper network environments, there is an additional exam requirement at the Gold level only for one individual to pass the new Exam : Lync Network Readiness Assessment. Silver Services SUMMARY OF CHANGES No Changes One individual must pass the following: Communications Sales assessment One individual must pass the following: Communications Presales Technical assessment Two individuals each must pass the following; Option 1: : Core Solutions of Microsoft Lync Server 2013 AND : Enterprise Voice & Online Services with Microsoft Lync Server 2013 Option 2: MCSE: Communication MCM or MCSM: Lync (plan to retire in the next MPN update) Customer evidence: No change Revenue: N/A 27

28 Communications (continued) Gold Services SUMMARY OF CHANGES No Changes New: Exam : Lync Network Readiness Assessment Two individuals each must pass the following: Communications Sales assessment One unique individual must pass the following: Communications Presales Technical assessment Four unique individuals each must pass the following: Option 1: Exam : Core Solutions of Microsoft Lync Server 2013 AND Exam : Enterprise Voice & Online Services with Microsoft Lync Server 2013 Option 2: MCSE: Communication OR MCM or MCSM: Lync (plan to retire in the next MPN update) AND One of the four must pass the following Exam Lync 2013 Depth Support Engineer AND One of the four must pass the following Exam : Lync Network Readiness Assessment Customer evidence: No change Revenue: N/A 28

29 Communications (continued) Silver ISV SUMMARY OF CHANGES No Changes New: 20 percent discount on Business Modelling Session with Tellus International None One individual must pass the following: Option 1: : Core Solutions of Microsoft Lync Server 2013 AND : Enterprise Voice & Online Services with Microsoft Lync Server 2013 Option 2: MCSE: Communication OR MCM or MCSM: Lync (plan to retire in the next MPN update) AND Your organization must have one application that has passed one of the following application tests: Competency test for Lync Server 2013 Competency Test for Lync Online v.2 Customer evidence: No change Revenue: N/A 29

30 Communications (continued) Gold ISV SUMMARY OF CHANGES No Changes New: 30 percent discount on Business Modelling Session with Tellus International None Two individuals each must pass the following: Option 1: Exam : Core Solutions of Microsoft Lync Server 2013 AND Exam : Enterprise Voice & Online Services with Microsoft Lync Server 2013 Option 2 MCSE: Communication OR MCM or MCSM: Lync (plan to retire in the next MPN update) AND Your company must also have one application that has passed one of the following application tests: Competency Test for Lync Server 2013 Competency Test for Lync Online v.2 Customer evidence: No change Revenue: N/A 30

31 Communications (continued) Silver Independent Hardware Vendor (IHV) SUMMARY OF CHANGES No Changes None One individual must pass the following: Option 1: Exam : Core Solutions of Microsoft Lync Server 2013 AND Exam : Enterprise Voice & Online Services with Microsoft Lync Server 2013 Option 2: MCSE: Communication OR MCM or MCSM: Lync AND Your organization must have one qualified solution approved through the Unified Communications Open Interoperability Program for Lync Server (involving devices, video, networking infrastructure, load balancers, or communication services and infrastructure) Customer evidence: No change Revenue: N/A 31

32 Communications (continued) Gold Independent Hardware Vendor (IHV) SUMMARY OF CHANGES No Changes None Two individuals each must pass the following: Option 1: Exam : Core Solutions of Microsoft Lync Server 2013 AND Exam : Enterprise Voice & Online Services with Microsoft Lync Server 2013 Option 2: MCSE: Communication OR MCM or MCSM: Lync AND Your organization must have one qualified solution approved through the Unified Communications Open Interoperability Program for Lync Server (involving devices, video, networking infrastructure, load balancers, or communication services and infrastructure) Customer evidence: No change Revenue: N/A 32

33 Customer Relationship Management Changes to Customer Relationship Management competency For VARs, we are adding additional assessment options for greater qualification flexibility. Silver Value-Added Reseller (VAR) SUMMARY OF CHANGES New: Added CRM 2013 Sales and Presales assessments released in 2014 as options One individual must pass one of the following: 2014 Sales Specialist Assessment - Customer Relationship Management 2011 Standard Sales Assessment - Customer Relationship Management 2011 Sales Specialist Assessment - Customer Relationship Management One individual must pass one the following: 2014 Presales Technical Specialist Assessment Customer Relationship Management Presales Technical Specialist Assessment for CRM 2011 Three individuals collectively must pass all of the following (all individuals must pass at least one exam): Exam MB2-866: Microsoft Dynamics CRM 2011 Customization and Configuration OR Exam MB2-703: Microsoft Dynamics CRM 2013 Customization and Configuration Exam MB2-868: Microsoft Dynamics CRM 2011 Applications OR Exam MB2-700: Microsoft Dynamics CRM 2013 Applications Exam MB2-867: Microsoft Dynamics CRM 2011 Installation and Deployment OR Exam MB2-702: Microsoft Dynamics CRM 2013 Installation & Deployment Two individuals each must pass one of the following: MB5-858: Managing Microsoft Dynamics Implementations Certification Exam (plan to retire in the next MPN update) MB5-705: Managing Microsoft Dynamics Implementations 33

34 Customer Relationship Management (continued) Gold Value-Added Reseller (VAR) SUMMARY OF CHANGES New: Added 2014 Sales and Presales assessments as options Two individuals must pass one of the following: 2014 Sales Specialist Assessment - Customer Relationship Management 2011 Standard Sales Assessment - Customer Relationship Management 2011 Sales Specialist Assessment - Customer Relationship Management One individual must pass one the following: 2014 Presales Technical Specialist Assessment Customer Relationship Management Presales Technical Specialist Assessment for CRM 2011 Six unique individuals collectively must pass all of the following (all individuals must pass at least 1 exam): Exam MB2-866: Microsoft Dynamics CRM 2011 Customization and Configuration OR Exam MB2-703: Microsoft Dynamics CRM 2013 Customization and Configuration Exam MB2-868: Microsoft Dynamics CRM 2011 Applications OR Exam MB2-700: Microsoft Dynamics CRM 2013 Applications Exam MB2-867: Microsoft Dynamics CRM 2011 Installation and Deployment OR Exam MB2-702: Microsoft Dynamics CRM 2013 Installation & Deployment Three individuals each must pass one of the following: MB5-858: Microsoft Dynamics Sure Step 2012 Implementation Methodology (plan to retire in the next MPN update) MB5-705: Managing Microsoft Dynamics Implementations Customer evidence: No change Revenue: No change 34

35 Customer Relationship Management (continued) Silver ISV SUMMARY OF CHANGES No Changes None New: 20 percent discount on Business Modelling Session with Tellus International Your organization must deliver a product or application that has passed the Competency test for Dynamics CRM 2013 Three individuals collectively must pass all of the following (all individuals must pass at least one exam): Exam MB2-866: Microsoft Dynamics CRM 2011 Customization and Configuration OR Exam MB2-703: Microsoft Dynamics CRM 2013 Customization and Configuration Exam MB2-868: Microsoft Dynamics CRM 2011 Applications OR Exam MB2-700: Microsoft Dynamics CRM 2013 Applications Exam MB2-867: Microsoft Dynamics CRM 2011 Installation and Deployment OR Exam MB2-702: Microsoft Dynamics CRM 2013 Installation & Deployment One individual must pass one of the following: MB5-858: Managing Microsoft Dynamics Implementations Certification Exam (plan to retire in the next MPN update) MB5-705: Managing Microsoft Dynamics Implementations Customer evidence: No change Revenue: No change 35

36 Customer Relationship Management (continued) Gold ISV SUMMARY OF CHANGES No changes None New: 30 percent discount on Business Modelling Session with Tellus International Your organization must deliver a product or application that has passed the Competency test for Dynamics CRM 2013 Six unique individuals collectively must pass all of the following (all individuals must pass at least 1 exam): Exam MB2-866: Microsoft Dynamics CRM 2011 Customization and Configuration OR Exam MB2-703: Microsoft Dynamics CRM 2013 Customization and Configuration Exam MB2-868: Microsoft Dynamics CRM 2011 Applications OR Exam MB2-700: Microsoft Dynamics CRM 2013 Applications Exam MB2-867: Microsoft Dynamics CRM 2011 Installation and Deployment OR Exam MB2-702: Microsoft Dynamics CRM 2013 Installation & Deployment One individual must pass one of the following exams: MB5-858: Microsoft Dynamics Sure Step 2012 Implementation Methodology (plan to retire in the next MPN update) MB5-705: Managing Microsoft Dynamics Implementations Customer evidence: No change Revenue: No change 36

37 Data Analytics Changes to Data Analytics competency This competency was formerly the Business Intelligence Competency. We have renamed the competency to reflect the broader analytics solutions partners are delivering as well as the expanded analytics capabilities of our key data management products (SQL Server 2014 and Microsoft Azure). Silver Services SUMMARY OF CHANGES No Changes No Changes. Business Assessments One individual must pass the following: Sales and Marketing Competency Assessment for Data Analytics One individual must pass the following: Presales Technical Competency Assessment for Data Analytics Two individuals must pass one of the following exams: Exam : Transition Your MCTS on SQL Server 2008 to MCSA: SQL Server 2012, Part 1 Exam : Transition Your MCTS on SQL Server 2008 to MCSA: SQL Server 2012, Part 2 Exam : Querying Microsoft SQL Server 2012 Exam : Administering Microsoft SQL Server 2012 Databases Exam : Implementing a Data Warehouse with Microsoft SQL Server 2012 Exam : Implementing Data Models and Reports Exam : Designing BI Solutions Customer evidence: Three customer references related to the implementation of SQL Server or Microsoft Azure Revenue: N/A 37