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Getting Ready for MPN

DYN02. Getting Ready for MPN. Anders Spatzek – Director, Partner Capacity & Readiness Jeff Edwards – Director, Partner Strategy Microsoft Corporation. Current Environment. Market Forces. Customer Demands. Partner Needs. A large, untapped market exists for integrated ERP and CRM solutions

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Getting Ready for MPN

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  1. DYN02 Getting Ready for MPN Anders Spatzek – Director, Partner Capacity & Readiness Jeff Edwards – Director, Partner Strategy Microsoft Corporation

  2. Current Environment Market Forces Customer Demands PartnerNeeds • A large, untapped market exists for integrated ERP and CRM solutions • Horizontal solutions have become a commodity • Prospects value vertically specific solutions provided by trusted, capable experts • Partners need training, guidance, and systems in order to achieve growth • They need an ability to differentiate their capabilities to customers

  3. Microsoft Dynamics Partner Strategy Partner Size & Number Many small Partners Larger Partners • Increase scale & profitability of current Partners • Recruit where current Partners unable or unwilling to expand Triple the average customer adds of Dynamics VARs Partner Focus Vertical Horizontal • MBS proactively aligns focused ISVs and VARs by vertical • Drive vertical demand • Build vertical references and credibility Triple the number of ISVs/VARs gaining >50% of their revenue from packaged, repeatable vertical solutions

  4. Microsoft Dynamics Partner Strategy Industry Strategy Marketing Readiness Engagement Dynamics Partner Academy Integrated Engagement Model Industry Focused Investments Partner Business Consulting New Industry Focused Resources “With Partner” Vertical Marketing Partner Business Systems Enhanced Support And Services Marketing Service Bureau New Systems & Tools Referral Model Aligned to Microsoft Partner Network benefits, requirements, and branding

  5. Dynamics Lead Referral ProgramLeveraging the Microsoft Eco-system Partner enrolls and refers lead to Microsoft Referral entered into Microsoft systems Microsoft qualifies lead; Implementation Partners recommended to customer 1 2 3 • Available August 14th • 5% fee sent to Referring Partner • Capped at $20k • Paid by Microsoft… does not come out of partner margin) Lead management system Referral system Customer Customer Referral Partner Implementation Partner Microsoft 4 5 Order is placed by transaction partner and matched with referral

  6. Microsoft Dynamics Partner Strategy Industry Strategy Marketing Readiness Engagement Dynamics Partner Academy Integrated Engagement Model Industry Focused Investments Partner Business Consulting New Industry Focused Resources “With Partner” Vertical Marketing Partner Business Systems Enhanced Support And Services Marketing Service Bureau New Systems & Tools Referral Model Aligned to Microsoft Partner Network benefits, requirements, and branding

  7. Microsoft Dynamics Partner Academy Launched in Feb for all non-technical roles. Launched in Jun for technical roles Competencies, curriculum and learning plans now available for all 7 roles.

  8. Partner Business Consulting • Collection of tools, processes and services: • Business diagnostic tool • “Cloud” readiness assessment tool • MSSP and sales tools • Sure Step methodology and tools • Catalogue of business management consultants

  9. Microsoft Dynamics Partner Strategy Industry Strategy Marketing Readiness Engagement Dynamics Partner Academy Integrated Engagement Model Industry Focused Investments Partner Business Consulting New Industry Focused Resources “With Partner” Vertical Marketing Partner Business Systems Enhanced Support And Services Marketing Service Bureau New Systems & Tools Referral Model Aligned to Microsoft Partner Network benefits, requirements, and branding

  10. What Relationship is Best for Me Tomorrow? Starting October 2010… SPA/CSA Increased requirements to ensure success “I am committed to the Microsoft Partner Network.” “I offer ‘best-in-class’ solutions.” “I offer validated vertical solutions.” Optional INDUSTRYBADGE Advanced ERP/CRM Competency ERP/CRM Competency 70% of Microsoft Dynamics Partners 30% of Microsoft Dynamics Partners Microsoft Partner Enterprise Resource Planning Customer Relationship Management ADVANCED Enterprise Resource Planning ADVANCED Customer Relationship Management ADVANCED Enterprise Resource Planning GOVERNMENT AND EDUCATION Customer Relationship Management PROCESS MANUFACTURING Community and Quick Starts “I have access to industry information, and through the peer network, I connect with Microsoft and other business Partners.”

  11. MPN Requirements List solution Tested Solution

  12. MPN Requirements List solution Tested Solution

  13. MPN Requirements List solution Tested Solution

  14. MPN Requirements List solution Tested Solution

  15. MPN Requirements List solution Tested Solution

  16. MPN Requirements

  17. Building Your Brand Value Validation of Dynamics Solutions Capability and Success Validation of Ability to Sell and Implement Repeatable, Vertical Solutions Validation of Industry-specific Expertise and Customer Satisfaction ADVANCED Customer Relationship Management Discrete Manufacturing

  18. Summary Great Opportunity Betting On Existing Partners Success Is Shared

  19. Key Actions • Start Now!! October will arrive quickly • Build a 3 Year Growth Plan with your PAM • Take advantage of all our investments • Explore the AMR Industry Certification, get ready for the MPN Industry Badge • Benefit from the turnaround

  20. YOUR FEEDBACK IS VERY IMPORTANT TO US Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/evals ASUS Notebook PC WPC 2011 Conference Pass Microsoft Lifecam HD-5000 Win a chance to spin the prize wheel! Located in the Microsoft Partner Network Expo Booth #484

  21. Get Connected With Microsoft® Pinpoint™ Connect with customers who need your applications and services Customers visit Pinpoint daily looking for partners. Are you there? Complete profiles are 10x more likely to get prospects Be automatically entered to win — act by July 31 Create a new company profile Create an application or service profile, or Get a customer review Enter to win your choice of one of FIVE prizes! Multiple winners! More details at www.Pinpoint.com/GetListed

  22. © 2010 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.

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