Introducing The Microsoft Partner Network

2. Introducing The Microsoft Partner Network Lien Deleenheer Partner Development Manager Microsoft Belux

3. Case for Change MarketForces Customer Demands PartnerNeeds • Connection to like minded communities & marketplaces • Ability to differentiate their capabilities to customers • Efficiency & innovation • New business models • New competition • Precise IT investments with immediate impact • Solutions provided by trusted, capable experts

4. What’s in it for you?

5. The Microsoft Partner Network We are a community borne from our continued commitment to serve the needs of our partners. Our vision for the Microsoft Partner Network is simple—to provide: Together, we can create innovative solutions that drive profitability and sustain competitive advantage.

6. What is the best relationship for me? Starting October 2010… Subscriber “I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.” 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.” Community and Quick Starts “I have access to industry information, and through the peer network, I connect with Microsoft and other business partners.”

7. Community’s & Quick Starts Partner Qualification 0% Capability Customer Evidence Assessments Profile Fee • Community connects you to: • Industry News • Networking • Software Announcements • Innovation

8. Subscriptions Partner Qualification Offerings 100% 0% Capability Customer Evidence Empower BizSpark WebsiteSpark MAPS Assessments Profile With subscriptions, start up companies, small business, and new partners can develop their business & seek opportunities with the support of the Microsoft Partner Network . Fee

9. Competencies & Specialisations Core Infrastructure Business Productivity Application Platform Systems Management Identity and Security Business Intelligence Unified Communications Data Platform Web Development Desktop Platform Virtualization Content Management Search Application Integration Application Lifecycle Management Server Platform Portals and Collaboration Software Development Cross Platform Solutions CRM & ERP Small & Medium Business Volume Licensing Digital Home Digital Marketing Authorized Distributor OEM Project & Portfolio Management Customer Relationship Management Small Business ISV Learning Hosting Platform Enterprise Resource Planning Medium Business Solution Provider Software Asset Management Mobility

10. Competency & Avanced Competency ISV Partner Qualification ISV Partner Qualification 0% 0% Capability Capability Competency Competency Advanced Product Test Product Test Customer Evidence Customer Evidence Assessments Assessments Profile Profile Fee Fee Revenue Revenue Sales & Marketing Sales & Marketing Customer Evidence Customer Evidence Profile Profile Competencies help businesses demonstrate their expertise by aligning to business needs, making your certification recognizable to prospective customers. In October 2010, partners eligible for advanced competencies will showcase ‘best-in-class’ solutions that went through a rigorous and auditable approval process to demonstrate customer value. Fee Fee

11. Competencies & Advanced Competencies: Benefits • Plan • Partner Business & Solution Planning • Profitability Modeler • Enable • Practice Builder/ Services Ready • Internal Use Rights (Software) / Digital Distribution • Partner Learning Center • Green Light (AppCompat) • Students2Business • MSDN Premium Subscription (Azure) Plan Enable • Retain • Customer Satisfaction Index • Social Media e.g. Digital WPC, Windows Azure community • Create Demand • Microsoft Pinpoint / Solution Finder • Partner Marketing Center • Digital Marketing for Partners • Brand / LogoBuilder Retain CreateDemand Service Sell • Service • Phone Support • (TAS, TSA, BCPS) • Online Technical Forums • Active Listening • Sell • Deployment Planning Tools and Incentives • Partner Sales Resources • Compete: Comphot • Microsoft Financing • S+S Partner Tools & Dashboard • Demo Showcase on Windows Azure • Offers / Rebates/ Channel Incentives

12. Where do I fit today? July 2009 to October 2010 Small Business Specialist “I demonstrate my capabilities for small and midsize companies through the Microsoft Partner Network.” Subscription Offerings “I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.” Registered Member “I have access to industry information, and through the peer network, I connect with Microsoft and other business partners.” Certified and Gold Certified Partners “I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.”

13. Timeline July 2009 November 2009 May 2010 October 2010 • New MPN competencies launched • Application Integration • Application Lifecycle Management • Business Intelligence • Business Productivity • Content Management • Customer Relationship Management • Data Platform • Enterprise Resource Planning • Hosting Platform • Identity & Security • ISV • Learning • Medium Business Solution Provider • Mobility • OEM • Portals & Collaboration • Project & Portfolio Management • Search • Small Business • Software Asset Management • Unified Communications • Volume Licensing • Web Development • Partners enrolling or re-enrolling as Gold Certified Partners must have participated in the Customer Satisfaction (CSAT) Index. • New MPN competencies launched • Desktop Platform • Server Platform • Systems Management New MPN competency launched • Virtualization • Advanced competencies introduced • Enhanced competency benefits available New MPN competencies launched • Authorized Distributor • Digital Home • Digital Marketing • New partner logos are available for partner use.

14. Customer Satisfaction Survey Remain Gold Cerfitied Partner after November 20th

15. Growing revenue by increasing loyalty • Businesses experience an average 12.5% gain in annual revenue growth for every 10% increase in customers who are loyal. • A 5% increase in customer retention can result in a 75% increase in aggregate lifetime profits from a customer.

16. Shared passion for satisfying customers • You are the direct link to our joint customers • Partners deliver 96% of Microsoft’s revenue • We are in this together to drive customer satisfaction and business growth in a dynamic economy “The economic climate has already led to sharp cuts in marketing budgets, and more are inevitable. When figuring out the best way to allocate ever-scarcer resources, there's one crucial principle to remember: Keeping customers you already have is a lot easier – and less expensive – than trying to land new ones.”‡

17. CSAT Index: Simple, Powerful Way To Start Loyalty Driver Analysis Future Purchase Levels Customer Loyalty Segmentation KPI Dashboard “CSAT Index is a fantastic tool, which not only helped us to achieve Gold Certified status, but also positively influenced our service offering.” – Peter Stevens, Managing Director, AK Computer Services Ltd

18. CSAT Requirement for Gold Certified Partners • Perform CSAT Survey • Go to: https://partner.microsoft.com/global/salesmarketingsection/smcsat • Every associated individual can perform a survey • Receive minimum 10 customer responses from at least 2 different companies • You can survey multiple people at the same organization • You can only use up to 8 responses (from different individuals) of the same company • Receive the answers the 23rd of the month prior to your anniversary date

19. Survey Administration: Fast and Effective Three simple steps to launch your survey 1 Let’s have a Look 2 3

20. Measuring The Health Of Your Business • Compare customer perceptions with the partner’s perception of itself • View Trended Net Satisfaction (NSAT) • Segment Your Customer Base According To Loyalty • Determine Revenue Implications of Changes In Satisfaction Performance • Understand Loyalty Drivers • Quickly View Summary of Your Performance Against KPIs • Drill Into Detailed Analytics

21. Benefits Overview Licenses

22. Licenses • Registered Members • Microsoft Action Pack/Empower • Certified Partners • Receive up to 25 licenses • Maximum of 100 licenses • Gold Certified Partners • Receive up to 100 licenses • Maximum of 500 licenses • Additonal licenses per Competency • Specific additional licenses Licenses may be shared between headquaerters & locations

23. Licenses – For different purposes • Internal Use Licenses • Development & Testing licenses • Training Licenses • For employee training purposes only • Demonstration licenses • Sales & Marketing people can use it • Showcase products • Can not be left at customer site

24. Licenses for different purposes Licensing Statement New!

25. Development & Testing Licenses

26. Development & Testing Licenses • Additional discount as Certified or Gold Certified partner • Any edition of the Visual Studio development system with an MSDN Premium Subscription • 20% discount off the regular Open License price Visual Studio 2008 • Through Authorized Distributors

27. Benefits Overview Support

28. Partner Online Technical Communities • ISV Developer Support • What? • Find sample code • Learn about best practices • Review posts & Post questions • Receive advice about Microsoft Platform design & Development • Receive answers related to: • Microsoft ASP.NET, Microsoft Silverlight, Microsoft Expression, SQL Server, Windows Presentation Foundation, Microsoft Visual Studio, C++, and C# • SLA’s = 8 Business hours • Gold & Certified ISV’s • Registered Members in the Empower for ISVs program

29. Support (Technical Advisory Services) • ISV Advisory Hours • Work with a Microsoft Technical Consultant for help with • Ad hoc development advice and best practice recommendations • Code samples • Architecture and design guidance reviews • Partner enrolled in Microsoft Empower for ISV • 10 hours/year • Certified Partners active in ISV/Software competency • 15 hours/year • Gold Certified Partners active in ISV/Software competency • 40 hours/year

30. Example Support (TAS) • Customizable TAS Extended Web Seminars for Developers • Help you ramp up on new technologies • Call TAS to order Check ‘The Service catalog ‘ on: https://partner.microsoft.com/global/40117367

31. Support (TAS) • ISV Advisory Hours

32. Benefits Overview Access to Information

33. Access to information • Partner Portal • www.microsoft.be/partner • Local Information • Selection of most important information • www.partners.microsoft.com • International website • Additional resources & tools • Partner Newsletter • Monthly • Go to: https://partner.microsoft.com/belux-nl/40057734

34. Questions?

35. Thank you

36. © 2008 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.