us mpn 101

Nicki PageBreeze

February 11, 2014

MPN February 2014 Release Update

What will change, and why

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.

Cloud internal-use rights become a core benefit

A new universal Microsoft Action Pack subscription

Cloud Essentials program retires

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.

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, 2014. 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.

What will change, and why

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.

New Intelligent Systems competency launchesDigital Marketing competency is evolving to Digital AdvertisingApplication track added to Collaboration & Content 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.

Standard updates to requirements

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.

Microsoft Action Pack Subscription Changes

New Action Pack

Benefits and resources organized around key business needs

Choose from one, two or all

Single, universal subscription with six Resource Centers

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

Reselling

Designed for partners focused on reselling on-premises software, cloud services, and Microsoft-based devices.

Application Design & Development

Optimize your ability to develop commercial applications and custom development solutions on Microsoft platforms.

Professional Services

Get tools to create integrated solutions and develop additional services on Microsoft platforms.

Hosting

Receive the licensing help, technical support, and training to help you build your business.

Managed services

Explore the rapidly growing opportunity and get resources to help you manage IT environments for your customers.

Device Design & Development

Optimize your ability to build custom development solutions on Microsoft platforms.

https://readytogo.microsoft.com/global/Pages/Home.aspx

http://aka.ms/presalesadvisory

Action Pack February launch requirements

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)

Training Assessment• Program• Products• Licensing

Program Fee ~$475 worldwide average.

Continuing education requirement• Two training courses before subscription renewal• Recommended training by partner practice. Partners can choose from technologies and

practices

or

Benefits overview

Benefit Today After February launchIUR 10 on-premises 10 on-premises + cloud

Support

• 10 advisory hours (Development & Design only)

• 10 incidents of Business Critical Phone Support

• Online Technical Community

• 5 Advisory hours after first cloud deal• Online Technical Community• 10 incidents of Business Critical Phone

Support

Training None• Custom Learning Paths by Business Model• Discounts on MCP tests – 2 for 1

Developer Tools

MSDN online subscription (Development & Design only)

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

CRM Online

Office 365 Subscription

Windows Intune

Azure

Dynamics CRM

Exchange / SharePoint / Lync

System Center Config Mgr.

Windows Server / SQL Server

Internal-use rights (IUR) evolution – cloud services integration

and /or

+

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

IUR benefits in the cloud – Action Pack partners

Cloud Service SKU IUR Benefit Notes

Office 365 E3

5 seats initial+ 5 seats through Office 365 sales (25 seats)

• 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)

CRM Online CRMOL Pro

0 seats initial+5 seats through CRM Online or Office 365 sales

• Continue to receive CRM Dynamics Workgroup Server with 5 users

• Additional seats requirement: 1 Microsoft Dynamic CRM deal or 50+ seats Office 365

Windows Intune

Cloud service only

5 licenses• Maximum 10 licenses used between on-premises

(System Center Configuration Manager) and Windows Intune

Azure N/A $100 Monthly Credit

2. Get complete information about the Resource Centers and benefits in the Action Pack Program Guide.

1. New to the Microsoft Partner Network? Enroll! Already in Action Pack? Renew now!

3. Complete the Overview and Assessment online course (if necessary) and pay the program fee.

4. Leverage your internal-use rights benefit.

Next steps

Competency Changes

Significant updates

• Intelligent Systems competency launches

• Application track added to Collaboration & Content competency

• 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:

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

Evolving

New

New

Take Action

Updates to Exams/Test Requirements and Assessments

Competency

Licensing Assessment Retirement

Assessment Changes

Exam Changes

Application Test Retirement

Application Development X X X X

Application Integration X X X X

Application Lifecycle Management

X X X X

Business Intelligence X X X X

Collaboration & Content X X X

Communications X X X X

Customer Relationship Management

X X

Data Platform X X X X

Devices & Deployment X X X

Digital Advertising X

Enterprise Resource Planning X X

Hosting X X X

Competency

Licensing Assessment Retirement

Assessment Changes

Exam Changes

Application Test Retirement

Identity & Access X X X

Intelligent Systems X X

Learning X X

Management & Virtualization X X X

Messaging X X X X

Midmarket Solution Provider X X X

Mobility X

OEM X X X

Project & Portfolio Management

X X X

Server Platform X X

Small Business X X

Software Asset Management X X* Only competencies that are being updated are listed above

• Volume Licensing

• Software Asset Management

• Small Business

• Midmarket Solution Provider

Today’s Competency Model

APPLICATION PLATFORM

• Application Development

• Business Intelligence

• Data Platform

• Application Integration

• Application Lifecycle Management

BUSINESS APPLICATIONS

BUSINESS PRODUCTIVITY

CUSTOMER SEGMENTSLICENSING

Align to how customers buy Microsoft solutions

• Communications

• Messaging

• Digital Marketing

• Collaboration & Content

• Project and Portfolio Management

• Enterprise Resource Planning• Customer Relationship Management

CORE INFRASTRUCTURE OTHERS

• OEM

• Hosting

• Mobility

• Learning

• Distributor

• Server Platform

• Identity and Access

• Devices and Deployment

• Management and Virtualization

February 2014 MPN competency model (26)

• Volume Licensing

• Software Asset Management

• Small Business

• Midmarket Solution Provider

APPLICATION PLATFORM

• Application Development

• Business Intelligence

• Data Platform

• Application Integration

• Application Lifecycle Management

BUSINESS APPLICATIONS

BUSINESS PRODUCTIVITY

CORE INFRASTRUCTURE

CUSTOMER SEGMENTSLICENSING

OTHERS

Align to how customers buy Microsoft solutions

• Communications

• Messaging

• Digital Advertising

• Collaboration & Content

• Project and Portfolio Management

• OEM

• Hosting

• Mobility

• Learning

• Distributor

• Server Platform

• Identity and Access

• Devices and Deployment

• Management and Virtualization

• Enterprise Resource Planning• Customer Relationship Management• Intelligent Systems

Name Chang

e

New

Note: User Experience Design competency no longer launching

What are intelligent systems?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.

Intelligent

Devices

Business

Value

Public or Private cloud

On-Premise

Business Intelligenc

e

Data

Market forecast CY17

Who can qualify for the competency?

• Create new solution services models for your business• Design connected scenarios across devices and the cloud• Unlock machine-generated data

OEMswith

solution practice

• Deliver value-added content and services• Build and deploy custom applications for customers• Extend your solutions to industry devices

SIs

•Offer high-value cloud solutions and services• Integrate complex systems• Build smart solutions utilizing machine-generated data

ISVs

Source: IDC Sept 2013, Gartner May 2013

Ship

ment

Unit

sSyst

em

Revenue

Auto & Trans

83 M$7 B

Retail

24 M$16 B

Manuf

78 M$193 B

Healthcare

5 M$4 B

Energy

202 M$26 B

Computing

304 M$907 B

Telecom

303 M$179 B

Consumer

1,273 M$360 B

Introducing the Intelligent Systems competency

Market Opportunity

207M197M1.7B

2.3B

Why earn a Microsoft Partner Network competency?

• 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

• 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

• 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.

If a partner is doing OK, why should they bother? Well, for these reasons – we think they’re good.

Demonstrate your expertise to customers

Leverage valuable tools and resources

Qualify in a way that suits your business

Application Development competency

* Gold competency requirement** Silver and gold fees differ, and vary based on

geography

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)

What’s changing in 2014?

• An advantage tapping into the tremendous opportunity for developers across devices

• Resources and training to help develop and market solutions—and grow business

What’s in it for 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

Core benefits

• 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**

Core requirements

• 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)

Application Integration competency


geography

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

What’s in it for 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

Core benefits

• 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**

Core requirements




Application Lifecycle Management competency


geography

Demand is high for application lifecycle management (ALM) solutions that can handle the complexity of today’s software development and evolution. Showcase your skills.



• 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

What’s in it for 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, customer-partner connection site, to connect with Microsoft customers with ALM needs


Core benefits

• Pass a qualifying exam or certification

• Pass the sales specialist assessment



Core requirements



• Specific qualification tracks available for System Integrators (consulting services oriented partners)

Business Intelligence competency


geography

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



• A competitive advantage gained by extending expertise in cloud and big data

• Exposure to new business opportunities

What’s in it for 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)

Core benefits


• Pass the business-focused assessment (sales assessment*)



Core requirements




Collaboration and Content competency


geography

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



• 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

What’s in it for 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


• Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential


Core benefits

• Pass a qualifying exam or certification (or application test requirements*)

• Pass the business-focused assessment



Core requirements




Communications competency


geography

The Communications competency helps you build your Microsoft Lync business, with benefits and resources that help you differentiate your expertise.


required• New discount (silver – 20%, gold – 30%) on a business modeling



• A competitive edge in a market valued at over US$27B*


* IDC

• 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



Core benefits





Core requirements



• Specific qualification tracks available for System Integrators (consulting services oriented partners), Application (development oriented partners), and Independent Hardware Vendors (IHV)

Customer Relationship Management competency


geography

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



• The ability to deliver unparalleled customer value, enabling partners to compete—and win

• New revenue streams • Market growth of 7% CAGR anticipated by

2016*


* IDC and Microsoft BG

• 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 CRM training through PartnerSource

• Deepen your Microsoft Dynamics expertise with specialized training through the Microsoft Dynamics Partner Academy



Core benefits


• Pass the sales assessment (VAR track only)


• Provide customer evidence• Gather customer feedback*• Meet a revenue goal• Pay the competency fee**

Core requirements



• Specific qualification tracks available for Value-added Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners)

Data Platform competency


geography

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



• A competitive advantage gained by extending expertise in cloud and big data

• The ability to leverage the Microsoft Cloud OS strategy


• Deepen customer relationships by becoming a provider of MicrosoftSQL Server Deployment Planning Services

• Access internal-use software licenses (in addition to those you receive as partof your core partner benefits) for products related to this competency


Core benefits

• Pass a qualifying exam or certification or test your application




Core requirements


• Gold partners demonstrate advanced expertise • Specific qualification tracks available for

System Integrators (consulting services oriented partners) and Application (development oriented partners)

Devices and Deployment competency


geography

Make the most of the opportunity to deliver Windows 8 and Microsoft Office services and solutions, in the cloud and on-premises.


required


• Expanded authority as a trusted expert in delivering services and solutions on new devices and form factors

What’s in it for 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


Core benefits



• Pass the presales technical assessment



Core requirements




Digital Advertising competency


geography

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


• 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


Core benefits





Core requirements




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


• 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

Core benefits

• This competency is by invitation only

• Contact your Microsoft Partner Account Manager for more information about enrollment and benefits

Core requirements



Enterprise Resource Planning competency


geography

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



• Business-planning support from Microsoft• Enablement offerings to prepare their

organization for success• Resources to help reach—and retain

customers

What’s in it for 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



Core benefits


• Pass the business-focused assessment (VAR track only)


• Provide customer evidence• Gather customer feedback*• Meet a revenue goal• Pay the competency fee**

Core requirements



• Specific qualification tracks available for Value-added Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners)

Hosting competency


geography

Gain access to resources thatprovide more opportunitiesfor you to connect with customersand to distinguish yourorganization 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


• 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


Core benefits





Core requirements



Identity and Access competency


geography

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




• Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses

Core benefits





Core requirements




Learning competency


geography

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

• 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 email 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


Core benefits


• 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**

Core requirementsWhat’s in it for partners?



Management and Virtualization competency


geography

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

What’s in it for 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


• Earn solution incentives for driving sales of specific Microsoft solutions


Core benefits


• Pass the business-focused assessments



Core requirements




Messaging competency


geography

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


• Deepen customer relationships by becoming a provider of Microsoft Lync and Exchange Deployment Services (L&EDPS)




Core benefits


• Pass the business-focused assessments



Core requirements




Midmarket Solution Provider competency


geography

Midmarket businesses want partners who recognize their infrastructure processes, needs, and costs. Demonstrate your expertise to this untapped market.


required


• Ability to differentiate their company in the marketplace

• Enablement for capturing the midmarket opportunity with tailored benefits



Core benefits





Core requirements




Mobility competency


geography

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



• 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 solution-provider


• Make your company or solution profile accessible to tens of thousands of potential customers through the Windows Phone Store


• Receive a discount on a business modeling session with Tellus International (application track only)

Core benefits



• Provide customer evidence• Gather customer feedback*• Pay the competency fee**

Core requirements




OEM competency


geography

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


• 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


Core benefits

• Pass the qualifying exams or certifications




Core requirements



• Specific qualification tracks available for Systems Builders and Device Manufacturers (for partners offering certified Windows devices)

Project and Portfolio Management competency


geography

Microsoft enterprise project management (EPM) solutions have 20-year track records and more than 20 million users. Differentiate your offerings.


required


• A competitive advantage in the marketplace• A wealth of program benefits, enabling

business, expanding customer opportunities, and differentiating their expertise



Core benefits





Core requirements




Server Platform competency


geography

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 solution-selling

• Expanded services-offerings, resulting in new revenue streams

• Increased profitability through Microsoft price advantage

What’s in it for 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




Core benefits





Core requirements




Small Business competency


geography

A significant portion of the small-business opportunity is in cloud services. Be ready to extend your reach to new markets and capture new revenue.



• Opportunity for increased profit and revenue• Enablement of accelerated business growth• Ability to seize cloud opportunity, as well

deliver successful hybrid offerings

What’s in it for 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


Core benefits





Core requirements




Software Asset Management competency


geography

Customers want to optimize their software assets. Assure them that you are one of the partners who can help them.





What’s in it for partners?• Ensure that you maintain your

membership in the SAM competency by using the no-cost 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



Core benefits




Core requirements




Volume Licensing competency


geography

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




What’s in it for partners?• 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


Core benefits




Core requirements




CRM Online


Windows Intune

Azure

Dynamics CRM




and /or

+

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

Internal use rights licenses that are part of Cloud Essentials or Cloud Accelerate entitlements must be deployed by Microsoft Partner Network Integration launch in January. The end date for all Internal Use Rights will be June 30, 2014. Must sign MOSPA + CSA agreements in order to qualify for CRM Online IURS.*Please refer to the Disclosure Document for full details. **Partners will be able to earn additional licenses of Microsoft Dynamics CRM Online and Windows Azure through specific competencies and competency tracks. Partners are eligible to earn an additional 20 seats of Microsoft Dynamics CRM Online by attaining either a Customer Relationship Management (CRM) competency or an Enterprise Resource Planning (ERP) competency.***Partners can earn additional Office365 licenses by selling Microsoft Online Services. Partners are eligible to receive an additional five seats of Office 365 after selling 25 seats of Office 365 within the previous 12 months.

IUR benefits in the cloud – gold and silver competency partnersIntegrating Microsoft Online Services and Windows Azure

Cloud Service SKU

Gold Core Benefit

Silver Core Benefit Comments

Office365E3 (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


$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

http://aka.ms/MPNChanges

Additional licenses – gold and silver competency partners

Initial Grant(Gold / Silver) Earn Toolkits

Use Partner Discounts Purchase Seats

Office 365 100 / 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: http://aka.ms/complicbenefits

Next steps

2. Review the Disclosure Guide to find out about the requirement changes and what you must do to keep your benefits.

1. If new to the Microsoft Partner Network, enroll! If already a partner, renew!

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.

Cloud Integration

CRM Online


Windows Intune

Azure

Dynamics CRM




and /or

+

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


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 internal-use rights (IUR) for existing Cloud Essentials partners will extend until June 30, 2014. 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 2014. 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.

How the cloud programs will evolve

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.

Partner action timeline

Office 365

Redeem tokensCurrent Office 365 licenses expire 6/30

Windows Intune

Redeem current benefits at Intune Portal

Redeem tokens

CRM Online

Continue using current benefits Current Office 365 licenses expire 6/30

Validate your tenant has moved

After validation, redeem token

Azure Take advantage of the $100 credit

Dec 2013 Jan 2014 Feb 2014 Mar 2014 April 2014 May 2014 June 2014 July 2014

*Review the Cloud IUR Transition Guide to find out exactly how to transition your seats.

https://microsoft.sharepoint.com/teams/MPNChangeMgmt/_layouts/15/WopiFrame.aspx?sourcedoc=%7BC2E78B3F-7613-41DF-A6E2-244E5835B090%7D&file=Cloud%20IUR%20Transition%20Guide.docx&action=default

Competency partner license scenarios

Applies to:

Earn silver competency at second location and/or earn gold competency and/or purchase additional licenses at discount

Scenario 1B

Scenario #1 – Cloud program partner with 40 CRM Online seats assigned

Scenario 1A

Activate 40 MPN CRMOL licenses from Digital Download Portal

Granted 60 seats

Earn any gold competency

Need more seats?

Activate 15 MPN CRMOL licenses from Digital Download Portal

Yes

No action; remove 25 inactive seats

No

• Cloud Essentials• Cloud Accelerate

• Small Business Competency

• Any other partner using CRM Online

Granted 15 seats

Earn any silver competency

Applies to:

Earn silver competency additional toolkit and/or earn gold competency and/or purchase additional licenses

Scenario 2B


Scenario #2 – Cloud program partner using 60 seats of Office 365

Scenario 2A

Adds 10 employees; activates 10 additional licenses; still has 30 available to activate

Activate 60 MPN Office 365 licenses from Digital Download Portal

Need more seats?

Activate 25 MPN Office 365 licenses from Digital Download Portal

Yes

No action; remove 35 inactive seats

No

• Cloud Essentials • Cloud Accelerate • Small Business

Granted 100 seats

Earn gold Business Intelligence competency

Granted 25 seats

Earn silver Business Intelligence competency

Action Pack partner license scenarios

Partners may also subscribe to Action Pack in a second country; get 5 additional seats

Scenario 3

Scenario #3 – Cloud Essentials partner moving to Action Pack, using Office 365

Purchase additional seats as required

Need more seats?

No further action

No

Yes

Sell 25+ copies of Office 365; earn an additional 5 seats

Need more seats?

No further action

No

Cloud Essentials partner currently granted 25 Office 365 internal use rights licenses moves to Action Pack, granted 5 seats

Yes


Partner currently using

75 seats

Scenario 4

Scenario #4 – Small business gold competency partner, for Office 365

Continue to earn additional competencies; receive additional grant of 100 IUR licenses up to 5x maximum per country; 15x maximum worldwide

…OR…

Purchase additional seats as required

Need more seats?

No further action

No

Yes

Earn additional toolkit; receive additional grant of 100 IUR licenses

Need more seats?

No further action

No

Gold competency grant = 100 IUR licenses

Yes

Partner currently using 150 seats

Create Office 365 tenant and a subscription

Add quote, trial, and Delegated Admin features

Change subscription,keep partner features

Adding partner features – DAP, quotes, and trials

Create an Office 365 tenantTenant is permanent and remains active as long as the service is current

Create a subscription

Subscriptions are added to tenants and can be changed

Add partner features by adding a one-seat subscription

Change a subscription

• Activate special trial SKU to add partner features• Available to all MOSPA

partners

Partners already using cloud solutions must take action1.Determine that you are in the right program for your business, and for

the number of seats you will need2.Consult chart below for appropriate actions

Product Action – February 24 to June 30Office 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

Applies to:• Cloud

Essentials• Cloud

Accelerate

• Small Business Competency

• Any other partner using CRM Online

Partners must transition by June 30

or lose data

Internal use rights licenses that are part of Cloud Essentials or Cloud Accelerate entitlements must be deployed by Microsoft Partner Network Integration launch in January. The end date for all Internal Use Rights will be June 30, 2014. Must sign MOSPA + CSA agreements in order to qualify for CRM Online IURS.*Please refer to the Disclosure Document for full details. **Partners will be able to earn additional licenses of Microsoft Dynamics CRM Online and Windows Azure through specific competencies and competency tracks. Partners are eligible to earn an additional 20 seats of Microsoft Dynamics CRM Online by attaining either a Customer Relationship Management (CRM) competency or an Enterprise Resource Planning (ERP) competency.***Partners can earn additional Office365 licenses by selling Microsoft Online Services. Partners are eligible to receive an additional five seats of Office 365 after selling 25 seats of Office 365 within the previous 12 months.

Cloud Service SKU

Gold Core Benefit

Silver Core Benefit Comments

Office 365E3 (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


$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

IUR benefits in the cloud – gold and silver competency partnersIntegrating Microsoft Online Services and Windows Azure

http://aka.ms/MPNChanges

Additional licenses – gold and silver competency partners

Initial Grant(Gold / Silver) Earn Toolkits

Use Partner Discounts Purchase Seats

Office 365 100 / 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: http://aka.ms/complicbenefits

IUR benefits in the cloud – Action Pack partners

Cloud Service SKU IUR Benefit Notes

Office 365 E3

5 seats initial+ 5 seats through Office 365 sales (25 seats)

• 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)

CRM Online CRMOL Pro

0 seats initial+5 seats through CRM Online or Office 365 sales

• Continue to receive CRM Dynamics Workgroup Server with 5 users

• Additional seats requirement: 1 Microsoft Dynamic CRM deal or 50+ seats Office 365

Windows Intune

Cloud service only

5 licenses• Maximum 10 licenses used between on-premises

(System Center Configuration Manager) and Windows Intune


Next steps

2. Review the Internal-Use Rights Transition Guide.

1. Review the changes to internal-use software licenses, and make sure you have enough seats to meet your business needs.

4. Earn a silver or gold competency to meet your internal-use software license needs. Review the core benefits and requirements.

3. . Upgrade to Action Pack subscription to keep your licenses.

Prepare Your Renewal

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

Why renew?

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

“Microsoft gives me the opportunity to build a relationship that is best for my business. I have access to industry information, benefits, and resources.”

Qualify for a SUBSCRIPTION“I enjoy the support of the Microsoft Partner Network, which helps me develop mybusiness and see opportunities.”

Internal-Use Software to learn the software and run

your business

Understand customer satisfaction and loyalty with

the Customer Satisfaction Index

Get phone-based or online technical and sales support through Partner Technical

Service

Training through thePartner Learning Center

Access campaign materials with Partner Marketing Center and list your solutions on Microsoft Pinpoint

Create rich customizable solution demos with Demo Showcase and provide affordable financing options with Microsoft Financing

Cre

ate

D

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an

d

Plan Enable

Services

Reta

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Sell

A few key benefits to highlight

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.

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!

When to renew?

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.

Thank You

us mpn 101

Technology

microsoft cloud services

integration of cloud

cloud deal

cloud deployment

cloud internal use rights

cloud internaluse rights

microsoft platforms

new competency