dynamics lead referral program presentation
DESCRIPTION
Dynamics Lead Referral Program PresentationTRANSCRIPT
Microsoft - Partner Confidential Information
Microsoft Partner Network Dynamics Lead Referral Program Advanced Partner Deck
Microsoft - Partner Confidential Information
• Increase lead flow potential
• Drive leads to the right partners who have the
ability to sell and deploy
• Allow partners to be compensated for
referrals that lead to new customer sales
• Provide incentive for non-Dynamics partners
to refer customers
Marketing
Service
Bureau
Industry
Focused
Investments
With-Partner
Vertical
Marketing
Lead Referral
Program
Goal: Build the pipeline
Completing The Transformation – Lead Referral Program
Available
Aug 2010!
Microsoft - Partner Confidential Information
Lead Referral Program Rules
* If lead results in transaction. Fee % applied to full value of deferred payments
& paid upfront. Paid on initial License and “Maintenance” transaction only.
Subsequent renewals or transactions not included.
** One-time signature required (12-month term with auto-renewal†). Partner
remain active in MPN.
- Microsoft reserves the right to distribute leads to Managed SPA/CSA partners
at its sole discretion.
• Compensate referring partners for new leads
• Increase lead opportunities for Solution-selling
Dynamics Partners
Eligibility
Partners: Members of MPN
Products: AX, NAV, GP, SL, C5, CRM on-
premises, CRM Online, POS/RMS
Programs: BRL, VL (except for SPLA)
Regions: Worldwide
Leads: Only new opportunities
Requirements
Fees
• 5% of billed
revenue* on initial
transaction
• Capped at $20k
• Cannot receive SPA
Discount or CSA Fee
& Referral Fee for
same transaction
Transaction
Size
Referral
Fee
$1,000 $50
$10,000 $500
$20,000 $1,000
$50,000 $2,500
$200,000 $10,000
$400,000 $20,000
$1,000,000 $20,000
• Partners must agree to terms of Referral
Agreement **
• Opportunity shelf life of 12 months
• Referrals must be submitted prior to
transaction taking place
• Transaction must be completed prior to
payment
• First referral received & accepted gets
priority
Lead Submission
Via online tool, including access to lead(s)
status & reporting
Program live
as of August
16, 2010
Microsoft - Partner Confidential Information
Lead Referral Program Process
Referral
Partner Implementation
Partner
Customer
Lead
Management
System
Microsoft
Referral
System
Customer
Order placed by
transaction Partner, and
is matched with referral
1 3 2
1. Partner enrolls
2. Partner refers
leads to Microsoft
Microsoft qualifies lead;
Implementation Partners
recommended to customer
Referral entered into
Microsoft systems
4
5
5% fee sent to
Referring Partner
Microsoft - Partner Confidential Information
Enroll in Referral Program
Ensure active
status in MPN
Receive
confirmation
Access Referral
page on
PartnerSource
Fill out your
Referral profile
Read and Complete the
Referral Agreement; type
Name to accept terms
Microsoft - Partner Confidential Information
Lead Submission: Step 1 of 4
PartnerSource
enables:
•Submissions of
Leads
•Receipt of change of
Lead status updates
•Access to Lead
reporting 24/7
Log on to PartnerSource and access
submission tool
Microsoft - Partner Confidential Information
Lead Submission: Step 2
• Your own
organizational
details are pre-
populated
• Accurate and
relevant
customer
contact details
increase
chances of
success
PartnerSource – Enter Lead Contact Details
Microsoft - Partner Confidential Information
Lead Submission: Steps 3 & 4
3. PartnerSource – Enter Lead Opportunity Details
• Customer consent required
• Customer acknowledgment that partner may receive finder’s fee
required
• Information provided helps offer lead to right
solution-selling partner
• Product(s) that lead may be interested in must be indicated
• Size of opportunity critical
• Public Sector not eligible for fees
4. Acknowledgement
Microsoft - Partner Confidential Information
Lead Status Reporting
Lead status
available 24/7 via
PartnerSource
• Saved
• Accepted or
Rejected
• Closed
• Cancelled*
• Paid
• Deleted
*Unless matched with a transaction, Leads expire after 12 months
Microsoft - Partner Confidential Information
Lead Status Reporting – Report Detail
• Drill-down view
• Summary of all leads
submitted
Microsoft - Partner Confidential Information
Programmatic billing allows partners to focus resources on adding
new customers and growing their business instead of managing the
renewal process
Next Steps
• Opportunity to earn money by submitting leads to Microsoft
• Builds pipeline for Microsoft Dynamics’ managed partners
Key Takeaway
• Become a part of the Microsoft Partner Network
• Agree to the terms of the Microsoft Dynamics lead Referral Agreement
• Available as of August 16, 2010
• Submit leads to the Microsoft Dynamics Referral Program
Next Steps