customer demands precise it investments with immediate impact solutions provided by trusted, capable...

Introducing The Microsoft Partner NetworkLien DeleenheerPartner Development ManagerMicrosoft Belux

3

Case for Change

Customer Demands

• Precise IT investments with immediate impact

• Solutions provided by trusted, capable experts

Partner Needs

• Connection to like minded communities & marketplaces

• Ability to differentiate their capabilities to customers

Market Forces

• Efficiency & innovation

• New business models

• New competition

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What’s in it for you?

5

The Microsoft Partner Network

Opportunities to strengthen your capabilities

Expertise to help you serve customers better

Communities that spark innovation & connection

We are a community borne from our continued commitment to serve the needs of our partners. Our vision for the Microsoft Partner Network is simple—to provide:

Together, we can create innovative solutions that drive profitability and sustain competitive advantage.

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What is the best relationship for me?

Subscriber

“I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.”

Competency Partner

“I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”

“I demonstrate my capabilities for small companies.”

Advanced Competency

Partner“I am recognized by the Microsoft Partner Network for offering ‘best-in-class’ solutions and undergoing a rigorous and auditable approval process customers value.”

Starting October 2010…

Community and Quick Starts“I have access to industry information, and through the peer

network, I connect with Microsoft and other business partners.”

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Community’s & Quick Starts

Partner Qualification

Customer Evidence

Assessments

Capability

Profile

Fee

0%

Community connects you to: • Industry News• Networking• Software Announcements • Innovation

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Subscriptions

Offerings Partner Qualification

BizSpark Empower

MAPSWebsiteSpark

Customer Evidence

Assessments

Capability

Profile

Fee

100%0%

With subscriptions, start up companies, small business,

and new partners can develop their business &

seek opportunities with the support of the

Microsoft Partner Network .

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Competencies & Specialisations

Small & Medium Business

CRM & ERP

Customer Relationship Management

Enterprise Resource Planning

Small Business

Medium Business Solution Provider

Business Productivity

Unified Communicatio

ns

Search

Business Intelligence

Content Management

Portals and Collaboration

Core Infrastructure

Identity and Security

Virtualization

Systems Management

Desktop Platform

Server Platform

Application Platform

Web Development

Application Lifecycle

Management

Data Platform

Application Integration

Software Development

Cross Platform Solutions

Learning

Mobility

Digital Home

OEM

Hosting Platform

Software Asset Management

Volume Licensing

Authorized Distributor

Digital Marketing

Project & Portfolio

Management

ISV

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Competency & Avanced Competency

Customer Evidence

Assessments

Capability

Profile

Fee

0%

Competencies help businesses demonstrate their expertise

by aligning to business needs, making your certification

recognizable to prospective customers.

In October 2010, partners eligible for advanced competencies will

showcase ‘best-in-class’ solutions that went through a rigorous and

auditable approval process to demonstrate customer value.

ISV Partner Qualification

Product Test

Revenue

Sales & Marketing

Customer Evidence

Fee

Profile

Competency

Advanced

Customer Evidence

Assessments

Capability

Profile

Fee

0%ISV Partner Qualification

Product Test

Revenue

Sales & Marketing

Customer Evidence

Fee

Profile

Competency

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Competencies & Advanced Competencies: Benefits

Plan• Partner Business &

Solution Planning • Profitability Modeler

Retain• Customer Satisfaction

Index• Social Media e.g. Digital

WPC, Windows Azure community

Service• Phone Support (TAS, TSA, BCPS)• Online Technical

Forums• Active Listening

Sell• Deployment Planning Tools

and Incentives• Partner Sales Resources• Compete: Comphot• Microsoft Financing• S+S Partner Tools & Dashboard• Demo Showcase on Windows

Azure• Offers / Rebates/ Channel

Incentives

Create Demand• Microsoft Pinpoint /

Solution Finder• Partner Marketing Center• Digital Marketing for

Partners• Brand / LogoBuilder

Enable• Practice Builder/ Services

Ready• Internal Use Rights (Software) /

Digital Distribution• Partner Learning Center• Green Light (AppCompat)• Students2Business• MSDN Premium Subscription

(Azure)

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Where do I fit today?

Small Business Specialist

“I demonstrate my capabilities for small and midsize companies through the Microsoft Partner Network.”

Subscription Offerings

“I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.”

Registered Member

“I have access to industry information, and through the peer network, I connect with Microsoft and other business partners.”

Certified and Gold Certified

Partners“I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”

July 2009 to October 2010

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TimelineJuly 2009

November 2009

May 2010

October 2010

New MPN competency launched

• Virtualization

Partners enrolling or re-enrolling as Gold Certified Partners must have participated in the Customer Satisfaction (CSAT) Index.

New MPN competencies launched

• Desktop Platform • Server Platform • Systems

Management

New MPN competencies launched

• Application Integration

• Application Lifecycle Management

• Business Intelligence

• Business Productivity

• Content Management

• Customer Relationship Management

• Data Platform• Enterprise Resource

Planning• Hosting Platform• Identity & Security• ISV• Learning• Medium Business

Solution Provider• Mobility• OEM• Portals &

Collaboration• Project & Portfolio

Management• Search• Small Business• Software Asset

Management• Unified

Communications• Volume Licensing• Web Development

Advanced competencies introduced

Enhanced competency benefits available

New MPN competencies launched

• Authorized Distributor

• Digital Home• Digital Marketing

New partner logos are available for partner use.

Customer Satisfaction Survey

Remain Gold Cerfitied Partner after November 20th

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Growing revenue by increasing loyalty

Businesses experience an average 12.5% gain in annual revenue growth for every 10% increase in customers who are loyal.

A 5% increase in customer retention can result in a 75% increase in aggregate lifetime profits from a customer.

30% 40% 50% 60% 70% 80% 90%-10%

-5%

0%

5%

10%

15%

20%

25%

30%

35%

40%

45%Correlating Loyalty with Future Revenue Growth†

Customer Loyalty Index

Revenue G

row

th

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Shared passion for satisfying customers

You are the direct link to our joint customersPartners deliver 96% of Microsoft’s revenue

We are in this together to drive customer satisfaction and business growth in a dynamic economy

Prod

uct/S

ervice

Qua

lity

Cust

omer

Sat

isfac

tion

and

Loya

lty

Opera

ting

Efficien

cy

Fina

ncial R

esul

ts

Inno

vatio

n

Empl

oyee

Sat

isfac

tion

89%83% 75% 71% 62%

47%

Business Performance Factors Contributing to Shareholder Value

“The economic climate has already led to sharp cuts in marketing budgets, and more are inevitable. When figuring out the best way to allocate ever-scarcer resources, there's one crucial principle to remember: Keeping customers you already have is a lot easier – and less expensive – than trying to land new ones.”‡

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CSAT Index: Simple, Powerful Way To Start

Future Purchase Levels

Loyalty Driver Analysis

Customer Loyalty Segmentation

KPI Dashboard

“CSAT Index is a fantastic tool, which not only helped us to achieve Gold Certified status, but also positively influenced our service offering.”

– Peter Stevens, Managing Director, AK Computer Services Ltd

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CSAT Requirement for Gold Certified Partners

Perform CSAT SurveyGo to: https://partner.microsoft.com/global/salesmarketingsection/smcsat

Every associated individual can perform a surveyReceive minimum 10 customer responses from at least 2 different companies

You can survey multiple people at the same organizationYou can only use up to 8 responses (from different individuals) of the same company

Receive the answers the 23rd of the month prior to your anniversary date

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Survey Administration: Fast and EffectiveThree simple steps to launch your survey

• View and select questions• Create custom questions• Add logo

Design Survey

• Upload contacts• View and edit contacts• Manage contact history

Manage Contacts

• Select invitation options• Change company name• Launch survey• Download survey URLs

Manage Invitatio

ns

1

2

3

Let’s have a Look

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Measuring The Health Of Your Business

•View Trended Net Satisfaction (NSAT)

•Segment Your Customer Base According To Loyalty

•Determine Revenue Implications of Changes In Satisfaction Performance

•Understand Loyalty Drivers

•Quickly View Summary of Your Performance Against KPIs

•Drill Into Detailed Analytics

•Compare customer perceptions with the partner’s perception of itself

Benefits Overview

Licenses

Licenses

Registered MembersMicrosoft Action Pack/Empower

Certified PartnersReceive up to 25 licensesMaximum of 100 licenses

Gold Certified PartnersReceive up to 100 licensesMaximum of 500 licenses

Additonal licenses per CompetencySpecific additional licenses

Licenses may be shared between headquaerters &

locations

Licenses – For different purposes

Internal Use LicensesDevelopment & Testing licensesTraining Licenses

For employee training purposes only

Demonstration licensesSales & Marketing people can use itShowcase productsCan not be left at customer site

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Licenses for different purposesLicensing Statement

New!

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Development & Testing Licenses

Development & Testing Licenses

Additional discount as Certified or Gold Certified partner

Any edition of the Visual Studio development system with an MSDN Premium Subscription 20% discount off the regular Open License price Visual Studio 2008Through Authorized Distributors

Benefits Overview

Support

Partner Online Technical Communities

ISV Developer SupportWhat?

Find sample codeLearn about best practicesReview posts & Post questionsReceive advice about Microsoft Platform design & DevelopmentReceive answers related to:

Microsoft ASP.NET, Microsoft Silverlight, Microsoft Expression, SQL Server, Windows Presentation Foundation, Microsoft Visual Studio, C++, and C#

SLA’s = 8 Business hoursGold & Certified ISV’sRegistered Members in the Empower for ISVs program

Support (Technical Advisory Services)

ISV Advisory HoursWork with a Microsoft Technical Consultant for help with

Ad hoc development advice and best practice recommendationsCode samplesArchitecture and design guidance reviews

Partner enrolled in Microsoft Empower for ISV10 hours/year

Certified Partners active in ISV/Software competency15 hours/year

Gold Certified Partners active in ISV/Software competency40 hours/year

Support (TAS)

Customizable TAS Extended Web Seminars for Developers Help you ramp up on new technologiesCall TAS to order

Example

Check ‘The Service catalog ‘ on:

https://partner.microsoft.com/

global/40117367

Support (TAS)

ISV Advisory Hours

Benefits Overview

Access to Information

Access to information

Partner Portalwww.microsoft.be/partner

Local InformationSelection of most important information

www.partners.microsoft.comInternational websiteAdditional resources & tools

Partner NewsletterMonthly Go to:

https://partner.microsoft.com/belux-nl/40057734

Questions?

Thank you

© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after

the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.