Microsoft Partner Network Renata Bignardi Partner Programs Manager 4 februari 2010

Even terug in de tijd!

Waarom veranderen van MSPP naar MPN? Partner branding to customers Partner identification to customers by platform Partner qualifications MS ability to identify qualified Partners Partner differentiation Better serve the needs of the Business Group Issues Addressing five key concerns to fix pain points across Customers and Partnter PROBLEM CUSTOMER PARTNER Brand lacks meaning for customers; perception Partners pay for brand Gold brand is “too easy” to achieve and has eroded value No Partner differentiation by Customer solution Competency requirements don’t reward beyond technical skill MSPP unable to move at the same pace as the market Engagement model slowed by requiring multiple MS touch points MSPP taxonomy doesn’t map to Customer solutions Competencies not aligned with Microsoft’s customer strategy and field execution Competencies, levels and points are confusing and time intensive to navigate BRAND CREDIBILITY PARTNER DIFFERENTIATION LACK OF AGILITY MISALIGNMENT IMPACT RESULT COMPLEXITY

Visie van MPN Onze visie achter het Microsoft Partner Network is eenvoudig. Het is ons doel om u te helpen   Nieuwe kansen te grijpen door uw capaciteiten te vergroten Uw klanten beter van dienst te zijn door uw expertise te vergroten Beter samen te werken met ons en uw collega Microsoft partners

Competency Entry Point Wat wisten wij op 13 juli 2009 Customer Facing Network Microsoft investment balanced by Partner commitment/performance Partner Identification 1 2 3 Competency Based Levels Managed/PSP Integrated High bar to entry maintained for each Competency High value to Partner Branding Concept MSPP FY08:16k 10,000 Partners Gold MSPP FY08:19k 30,000 Partners Opportunity based management Rebates and incentives aligned Silver Badge Concept MSPP FY08:150k 200,000 Partners Entry level point for Competencies Enables on boarding in new practice areas for existing Partners Benefits include software and telephone support Education Microsoft Action Pack Competency Entry Point Healthcare Registered Partners 850,000 Partners Breadth space for lighter touch engagement Badge and benefit opportunities BizSpark Partner Network Microsoft Connected to WebSpark Partner Network Microsoft Connected to

Persoonlijke benadering How to contact us? Questions? Chat with me Partner Portal

PinPoint de etalage voor MPN

De 1e echter verandering van MPN – CSAT! De Customer Satisfaction (CSAT) Survey geeft Microsoft partners toegang tot markt informatie door het frequent meten van klant tevredenheid en de loyaliteit van hun klanten. De CSAT tool is een gratis online survey, in samenwerking met TNS (derde partij) in opdracht van Microsoft

MPN Partner Ecosysteem Awareness and Influence Recruitment and Connection Adoption and Growth MPN Members & MPN Subscribers MPN “Competency” Partners Community Goal: bring together “like” partners and individuals around products, technology or business model for education and exchange of ideas Unstructured Community Structured Community Gives/Gets: xxx Gives/Gets: partner provides simple profile to gain access to the community where they will have access to resources, Microsoft, and other partners Examples: Facebook, LinkedIn Examples: QuickStarts, Structured Communities Sparks MPN Subscribers (Recruit) MPN Subscribers (Retain & Develop) Competency Advanced Competency Target Audience Start-up businesses Competitive recruits New & existing MPN members MAPS & Empower migration Spark Members (graduation) Mature Partners “Best” Capability Partners Fee “Free” EURO 320,00 (download) EURO 1560,00 TBD Term 3 years Annual Renewal Requirements / Restrictions Privately owned, <3 years in business, <$1m annual revenue <25 employees (BizSpark) <10 employees (WebsiteSpark) MPN Member Enrollment Assessment MCP / App Cert References Revenue Capability + higher bar CSAT

Wat voegt waarde toe binnen het Microsoft Partner Network Community and Quick Starts “I have access to industry, technology and business model information, and through a structured peer network, I connect with Microsoft and other business partners.” What relationship is best for me? 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.” Subscriber “I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.”

MPN veranderingen – mei 2010 Nov 2009 CSAT For Gold 3 Core IO Competencies CSAT enforced for Gold Competencies re-named Specializations merged/elevated to competency May 2010 Remaining “Standard” Competencies Launched Exam changes enforced Competencies re-named Specializations merged/elevated to competency 2 net new competencies Oct 2010 “Advanced” competencies Launched 28 “Advanced” competencies Advanced requirements enforced New assessments enforced for “Standard” 3 net new competencies Oct 2010+ New Requirements Enforced Sales Objective Tracks Stacks ISV Cloud Services

Oktober 2010 is een cruciale MPN transitie Partner Level Of Effort to Comply Points Retired Levels Retired New Brand Architecture New Benefits 23 Competencies Launched 2 Net New Competencies Exam Retirement Enforced CSAT For Gold 3 Core IO Competencies Nov 2009 May 2010 Oct 2010

Microsoft Partner Network “Standard” Competencies Mei 2010 veranderingen: 23 “Standaard” Competencies krijgen Examen veranderingen June 2009 Launch Nov 2009 Launch May 2010 Launch Oct 2010 Launch Microsoft Partner Network “Standard” Competencies Core IO Virtualization Desktop Platform Systems Management Server Platform Identity & Security BPIO Content Management Search Portals & Collaboration Unified Communications Business Intelligence APO Web Development App Lifecycle Management* Data Platform Software Development Application Integration Cross Models Small Business* Medium Business Solution Provider Volume Licensing OEM Hardware Software Asset Management Learning Mobility Project & Portfolio Mgmt CRM ERP Digital Marketing* Digital Home* Authorized Distributor* ISV Hosting * Net New competencies

Microsoft Partner Network “Advanced” Competencies 28 “Advanced” Competencies Oktober 2010 Oct 2010 Launch Microsoft Partner Network “Advanced” Competencies Core IO Server Platform Desktop Platform Systems Management Virtualization Identity & Security BPIO Content Management Search Portals & Collaboration Unified Communications Business Intelligence APO Web Development App Lifecycle Management Data Platform Software Development Application Integration Cross Models Small Business Medium Business Solution Provider Volume Licensing OEM Hardware Software Asset Management Learning Mobility Project & Portfolio Mgmt CRM ERP Digital Marketing* Digital Home* Authorized Distributor* ISV** Hosting *Net new competencies **ISV competency to be evolved in FY11

MPN Competentie vereisten in detail

Transitie overview naar het Microsoft Partner Network The Roadmap for Partners July 2009 October – November 2009 May 2010 After October 2010 New Microsoft Partner Network identity implemented across media– portal, web, collateral, tools. Microsoft Partner Network was announced. New Virtualization competency is available. Subscription membership opportunities and participation in technical forums are promoted.  Partners continue using their current logos Beginning October 31, 2009, partners enrolling or re-enrolling as a Gold Certified Partner must have participated in the Customer Satisfaction Index within the previous 12 months. Beginning November 20, 2009, Advanced Infrastructure and Virtualization competencies and their respective specializations transition to the following Microsoft Partner Network competencies: Systems Management Desktop Platform Server Platform Virtualization New competency membership opportunities are available. Changes to the remaining competencies will take place in May Advanced certification in area of expertise with your competency will be available. Partners begin transition to new logo/identity when all Microsoft Partner Network competencies roll out. New partner logos are available for partner access online as today in Logo Builder. Former logos will be retired April 2011.  

Wat nu? Zorg dat je goed geprofileerd staat binnen het Microsoft Partner Membership Center Weet goed hoe je NU in het programma staat en wat je hebt Kijk naar welke relatie je zou willen hebben en/of behouden Lees de communicatie vanuit Corp maar vooral de communicatie van Microsoft Nederland Kijk goed naar de persoonlijke e-mail die jullie kant opkomt Als je vragen hebt…..wacht niet en stel ze!

Bedankt!!