Néstor Figueroa President – IAMCP Puerto Rico September 2012

1. IAMCP Chapter Best Practices The Puerto Rico Chapter Case Néstor Figueroa President – IAMCP Puerto Rico September 2012

2. Today’s Agenda About IAMCP – Puerto Rico Chapter Chapter Development Model Best Practices At A Glance 8 Best Practices Employed by the IAMCP-PR Q&A

3. About Puerto Rico ChapterFounded in 2008 • Best Practices Adopted Helped in Achieving These FY 2011-2012 Results • 100% Growth in Membership • From 11 to 23 in 2011-2012 • From 23 to 35 (plan for this fiscal year) More than $10MM in P2P in FY 2011-2012 Strong Engagement with Microsoft PR & LATAM - Frequent meetings with MSFT and common goals set 75% Increase in Partner Satisfaction - Measured through surveys 100% Increase in Community Activities Participation • MPN Compliance & Usage Increased • Site Usage • Certifications • Trainings

4. Iterative Model Chapter Development Model 2. Plan 1. Assess 3. Delegate 5. Adjust 4. Communicate

5. IAMCP Plan: Close to 40 Activities Per Year

6. Best Practice ModelThe Puerto Rico Chapter Case 8 Best Practices #1 Organization Structure #2 Microsoft Engagement #3 Partner Value #4 Partner Engagement #5 Measure Progress #6 Communicate #7 Financial Transparency #8 Build a Legacy

7. Best Practice #1: Organizational Structure Board of Directors with responsibilities based on IAMCP Pillars: P2P, Advocacy, Education, and Citizenship: 10 members in the Board. Focused on Pillars Have a person dedicated to recruitment. Maybe someone from the Board of Directors. Member Recruitment Past Presidents become members of the Board in an advisory role Bring Experience

8. Best Practice #2: Microsoft Engagement Quarterly Meeting with General Manager and key staff: present issues, solutions, sales numbers, partner satisfaction, etc. Meetings Leverage Microsoft activities, such as citizenship. Obtain some funding from Microsoft. Activities and Funding Together Obtain feedback from Microsoft. How are they feeling about the partner ecosystem? Obtain Feedback

9. Best Practice #3: Focus on Partner Value Publish business opportunities: i.e. Solution4Selling (S4S) Growth Government Programs: Juveempleo, Law 14, etc.. Government Relations Quick ROI – build return as quick as possible. Monthly activities: Executive Speaker Series, M’Ready Program, etc. Membership ROI

10. Best Practice #4: Partner Engagement We do surveys (Survey-Monkey) to get the sense of the state of satisfaction of partners, sense progress of P2P, obtain feedback about how IAMCP is performing. Are they getting a clear ROI on their membership dues? Also delegate tasks and activities beyond the Board of Directors. Outside organizations: PRITC, Associations, etc. IAMCP gets involved in pre-meetings, registration, as well as specific activities for IAMCP-PR at WPC. Involve Beyond Partner Engagement WPC

11. Best Practice #5: Measure Progress Measure Performance Select Key Performance Indicators, build a simple Scorecard, and track progress. Share Results!!

12. Best Practice #6: Communications Press releases, document events, share with your members, Microsoft, and you IAMCP region. Intern?? Microsoft & Partners Leverage social networks, quarterly newsletter, updated website (new coming-up), among others. The World Government should be aware and acknowledge the IAMCP and its contributions. Advocacy!! Government

13. Best Practice #7: Financial Transparency Financials Release financial status and statements at the beginning of the year, mid-year, and at closing.

14. Best Practice #8: Build a Legacy Two years tenure for President and Board Tenure Activities that can help your country’s economy. Involve teams beyond IAMCP, and plan recurrent initiatives. Legacy

15. Questions? Happy Chaptering!!