View
218
Download
4
Embed Size (px)
Citation preview
ISV Community DaysMicrosoft og Partnerskab; Hvorfor og hvordan...
ISV Community DaysMicrosoft og Partnerskab; Hvorfor og hvordan...Pia WestermannPartner Development Manager, Microsoft
Key Take AwaysKey Take Aways
Empower ISVMSPP for ISVs
Empower ISVEmpower ISV
OverviewOverview
Empower for ISVs ObjectivesEmbrace ISVs who currently don’t have a product on MS platform and are in the development phase Recruit breadth ISVs and ramp them up to Certified Partner level
Overview of the programPartners need to enroll MSPP at Registered Member level before signing up for EmpowerThe program term is one year. ISVs will be able to renew their membership at the end of the first year if they have not finished development of newValidation of the company will be made through company’s URL to ensure they are ISVsNO transferable brand
RequirementsRequirementsFirst year
Be a member of MSPP Registered levelProvide a description of product under development to support Microsoft Technologies*Fee Payment ($ 375 in US, fee varies in each country)Sign legal addendum
Second year (after renewal)Public announcement of a product to support Microsoft Technologies* within 6 months (18 months from the initial sign up) >>>members must submit URL of their web site which addresses the product release at 6 month time pointCommitment to develop products that natively support Microsoft Technologies* within 12 months (24 months from their initial membership activation)Best effort to join MSPP ISV/Software Solutions Competency Certified Partner level after graduating from EmpowerFee payment ($ 375 in US, fee varies in each country)
*Microsoft Technologies Windows XP Windows Server 2003 SQL ServerPocket PC 2002, SmartphoneMBS
BenefitsBenefitsLicensing
1 MSDN Universal subscription 1 subscription + additional 4 user licenses (TTL 5 licenses) all MS product licenses included in the subscription can be used for testing, development up to TTL 5 licensesBeta product accessDownload of latest versionsOnline Managed NewsgroupOnline Technical Concierge
5 Internal use licenses for Windows XP, Office XP/2003, Exchange, SQL, Windows Ent. Server & SharePoint
MSPP Registered Member Benefits (not exclusive to Empower for ISVs)
Secured WebsiteSales & Marketing collaterals posted ISV related InformationE-learning
Online newsletter
Future OfferingBusiness Builder (business online training)Consulting Services hours (10 hours)
MSPP for ISVsMSPP for ISVs
Based around 3 key pillarsBased around 3 key pillars Aligning better to
customers needs and business
Support all partner typesMicrosoft Competency framework
Recognizing partners’ full success
Single partner brandPartner Points system
Tailoring partner benefits and increasing the return on investment
Tailored benefitsIncrease valuePartner to partner networking
Value
Impact
FocusCustomer Needs
MS Strategy
Partner Focus
FOCUS: Competencies Allow Partners To Identify Their Focus
FOCUS: Competencies Allow Partners To Identify Their Focus
Network Infrastructure • Advanced Infrastructure • Information Worker Productivity • Integrated E-Business Solutions • Business Intelligence • Security Solutions • ISV/Software Solutions • Learning Solutions • Microsoft Business Solutions •
License and Software Asset Management • OEM Hardware Solutions
CompetenciesCompetencies
CustomerCustomerneedneed
MicrosoftMicrosoftfocusfocus
PartnerPartnerfocusfocus
ISV/Software ISV/Software SolutionsSolutions
• Help you market your expertise
• Help you connect with customers with specific business needs
• Help you better leverage MSFT Sales & Marketing Support
IMPACT: Recognizing Your Business Success (Partner Points)
IMPACT: Recognizing Your Business Success (Partner Points)
120 Partner Points
Obtain at least One Competency
Extended Web Profile
Signed Terms and Conditions
Requirements
50 Partner Points
2 Certified Employees or 1 Prod Cert
Extended Web Profile
Signed Termsand Conditions
0 Partner Points
Web Profile
Signed Terms and Conditions
RegisteredRegisteredmembermember
ISV/SoftwareISV/Software
SolutionsSolutions
CompetencyCompetency
• A complete measure of your total impact with customers, allowing you to receive credit for everything you do
• Receive increased program benefits as you gain success with customers
• Grow your business with Microsoft
Value At Every Stage In the LifecycleValue At Every Stage In the LifecyclePLANPLAN ENABLEENABLE CREATECREATE
DEMANDDEMANDSELLSELL SERVICESERVICE RETAINRETAIN
Microsoft P
artner Program
Benefits
Microsoft P
artner Program
Benefits
Microsoft P
artner Program
Benefits
Microsoft P
artner Program
Benefits
Microsoft Gold Certified Partner BrandMicrosoft Gold Certified Partner Brand
Consulting Consulting Services 20 HrServices 20 Hr
Tech Support Tech Support CoordinatorCoordinator
ArchitectureArchitectureGuide DVDGuide DVD
Business Business BuilderBuilder
MSFT Initiative MSFT Initiative CalendarCalendar
Technical Technical Adv.Adv.
MSFT MSFT Empower for Empower for
ISVsISVs
ISV Royalty ProgramISV Royalty Program
Consulting Consulting Services 15 HrServices 15 Hr
Channel BuilderChannel Builder
GTMGTM
Marketing Service Marketing Service BureauBureau
Tele-Account ManagementTele-Account Management
Consulting Services Consulting Services 10 Hr via MSFT 10 Hr via MSFT
Empower for ISVsEmpower for ISVs
Pre-sales Pre-sales Support Support 5 pack 5 pack
incidentsincidents
Business Business Critical SupportCritical Support
Online Online SupportSupport
TechNet PlusTechNet Plus
MSDN UniversalMSDN Universal
Internal Use Internal Use MSFT SoftwareMSFT Software
Microsoft Certified Partner BrandMicrosoft Certified Partner Brand
Account ManagementAccount Management
Online Sales & Mktg. Online Sales & Mktg. ResourcesResources
ResourceResourceDirectoryDirectory
TechTechRoadmapRoadmap
Market Market Research DataResearch Data
Registeredmember
What the new partner program means to ISVsWhat the new partner program means to ISVs
The new Microsoft partner program is one consolidated way to work with Microsoft
Funnel to other initiatives and marketing programsAccount management opportunity
“ISV/Software Solutions” competency and updated profile enable Microsoft to recognize ISV business to meet their specific needs
Core technical support will be tailored based on ISV needISV specific information and deliverablesEnhanced business development benefits for ISVs
Flexible way to move up to Gold by partner points
Partner Points can be obtained by ISV Royalty program, customer satisfaction, certified staff, etcCertified for Windows is no longer the only way to become Gold
ISV Competency Benefitsin addition to core program benefitsISV Competency Benefitsin addition to core program benefits
Available Today Additional MSDN Universal licenses (incremental 25 at Gold, 5 at Certified)
In total, Certified ISVs receive 10, Gold ISVs receive 35 licenses
Additional Internal Use licenses: Cert GoldWindows® XP Professional 5 25Windows Server 2003 Ent. Edition Adv. n/a 1Microsoft Windows Server 2003 CALs 5 25Microsoft SQL Server 2000 CALs 5 25
Business Builder *Online course on business management for ISVs which comes with a set of workbook
ISV embedded licensing program*
* Not limited to ISV Competency members
Enhanced Microsoft for Partners -ISV Competency destination web Expert Column: series of online articles written by
experts to help you grow your business Market Research Data: access to market research by
IDC or Gartner through the website
Architectural Guidance Quarterly DVD (English only) Included in the Certified & Gold monthly box of ISV
Competency members starting from May/04
ISV Competency Benefitsin addition to core program benefitsISV Competency Benefitsin addition to core program benefits
ISV Competency Benefitsin addition to core program benefitsISV Competency Benefitsin addition to core program benefits
Scheduled to roll out in CY 2004 Q3 & Q4Channel Builder*
Online tool & local events to help ISVs to find partners to expand channel
ISV ROI sales toolOnline tool to calculate customers’ ROI on an IT project based on ISV’s application parameters to help ISVs to sell
Co-marketing Microsoft Resource DirectoryWindows Catalog
Consulting Services Hours (for Architecture review & development)
20 hours to Gold, 15 hours to Certified, 10 hours to EmpowerTechnical phone support hours ISVs can use for development & architecture reviewWW implementation will be phased per region
* Channel Builder is available to all Registered, Gold & Certified partners. However, Gold & Certified partners have the added advantage of being listed in the tool, while Registered partners can only view the tool. Channel Builder is NOT limited to ISV Competency members
ISV / Software Solutions Competency Requirements ISV / Software Solutions Competency Requirements Target audience are Independent Software Vendors (ISVs) who provide computer software solutions to customers in the consumer, corporate, government, education, medium business, or small business space.Certification Requirement
Must complete deep ISV/Software Solution Competency profile
One product which has passed 2 or more components of NEW Platform Test (windows Server or Client is required)
OR One product which has passed a verification or certification test
Note: the same Product ID may be used once per country for the same company.
Reference Requirement
3 References valid for 12 months from date of customer approval.
Partner Points - IntroductionPartner Points - Introduction
GoalIdentify best partners across all partner typesProvide advantage to partners that deliver more of the overall Microsoft solution offering Core Partner business model (1 Competency) should equate to Certified status, NOT Gold statusSize of overall partner investment should be reflected by number of points earnedRewards partners for proven success and proactive partnering activities with Microsoft
AdministrationPoints calculated nightly for every partnerPoints scored at branch locations will count towards parent total
Note that automatic rollup will only happen post July Partner needs to call RSC to receive credit prior to July.
Partner Points ModelPartner Points ModelPartner Points ModelPartner Points Model
Competency Categories Points EarnedFirst Competency 50 points Second Competency 25 points
MCP Certifications (max of 40 points)MCSE, MCSD, MCDBA, MCT, MCAD, MCSA certifications: 2 points each
Additional References (within a specific competency) References – 4th or more for any competency 2 points each(Maximum of 20 points total for additional references)* Note: Learning Solutions competency only requires 1 reference. Therefore, points will be awarded from the 2nd Learning Solutions reference.
OtherHosting Data Center Operational Assessment 70 points Mobile Device Manufacturing & Distribution Assessment 70 points ISV Royalty Program membership (per annum) 20 points
Partner Points options effective April Partner Points options effective April 20042004
3rd Party Product Validation Points Earned“Certified for” product certifications
Certified for Windows Server 20003 50 pointsCertified for Windows 2000 50 pointsCertified for Windows 2000 Professional 50 pointsCertified for SQL Server 2000 50 pointsData Warehouse Alliance Certification 50 points
“Designed for” product certifications Designed for Windows for Mobile (Pocket PC 20 points
Designed for Windows for Mobile (Smartphone) 20 points
Designed for Windows XP 20 pointsCommerce Server 2002 Integration Test 20 pointsISA Server Test 20 points
Microsoft CRM Test 20 points
“Verified for” product certifications Verified Compatible for Windows Server 2003 10 points
Verified Compatible for Windows 2000 10 pointsVerified Compatible for Windows 2000 (desktop) 10 pointsVerified for SQL Server 2000 10 points Verified for Windows XP 10 points
New Platform Test for ISVs (components) Windows Client 10 points
Windows Server 10 points SQL Server 10 points Web Services 10 points Managed Code 10 points Office 10 points Mobile (= DfW for Mobile) 20 points
Windows Hardware Quality Lab WHQL Hardware Test 50 points
Partner Points ModelPartner Points ModelPartner Points ModelPartner Points ModelPartner Points options effective Partner Points options effective 3rd3rd Quarter 2004Quarter 2004Customer SatisfactionParticipation • minimum of 20 customer responses 5 points • minimum of 50 cust resp (5 pts additional) 10 points total• minimum of 125 cust resp (10 pts addtnl) 20 points totalPerformance •Top 25% of participating partners within “geography” 10 points total• Top 15% of participating partners (5 points additional) 15 points total• Top 5% of participating partners (5 points additional) 20 points total
OtherWWPC attendance (max of 3 attendees) 1 point / attendee
Partner Points options effective Partner Points options effective 4th4th Quarter 2004Quarter 2004License Revenue to Microsoft (calculated based on license units)US$ 15,000 - 70,000 per annu 10 points US$ 70,001 - $250,000 per annum 25 points US$ 250,001 - $1,000,000 per annum 40 pointsUS$ 1,000,001+ per annum 60 points
Official Microsoft Learning Products (MLP) 125-250 MLP credits per quarter 15 points 251-400 MLP credits per quarter 20 points 401-500 MLP credits per quarter 30 points 501+ MLP credits per quarter 40 points
Partner Points – A-B-C Market RangesLicense Revenue to Microsoft (calculated based on license units)
Partner Points – A-B-C Market RangesLicense Revenue to Microsoft (calculated based on license units)
Market A Market B Market C Partner Points
US$ 15,000-70,000 US$ 15,000-65,000 US$ 12,000-60,000 10
US$ 70,001-250,000 US$ 65,001-225,000
US$ 60,001-200,000
25
US$ 250,001-1,000,000
US$ 225,001-950,000
US$ 200,001-900,000
40
US$ 1,000,001+ US$ 950,001+ US$ 900,001+ 60
Market A
Credits
Market B
Credits
Market C
Credits
Partner
Points
125-250 100-225 80-200 15251-400 225-350 201-300 20401-500 351-450 301-400 30
501+ 451+ 401+ 40
Official Microsoft Learning Products (MLP) Market ACanadaFrance
GermanyItalyJapan
UKUSA
Market BArgentinaAustraliaAustriaBelgiumBrazil ChileChina
ColombiaCzech RepDenmarkFinland
Hong KongIceland
Market BIndia
IrelandIsraelKorea
LiechtensteinMalaysiaMexicoMonaco
NetherlandsNew Zealand
NorwayPoland
PortugalSingapore
South AfricaSpain
SwedenSwitzerland
Taiwan
Market CAll other countries
Partner Points Flow ChartPartner Points Flow Chart
Partner PointsEngine
CertifiedProfessionals(Employees)
2 points eachMax 40 pts
Miscellaneous
Competencies
References2 points per reference
for each when >3
for a competencyMax 20 pts
1st Competency50 points
2nd Competency25 points
3rd + Competency0 points
CertifiedProducts
New ISV Platform Test
10 pointsper
component
“Designed for”test
20 points
“Verified for”test
10 points
“Certified for”test
50 points
WHQL test50 points
CustomerSatisfaction
Participation5-20 points
Performance10-20 points
License Revenue10-60 pts
ISV Royalty Membership
20 points
OperationalAssessments
HostingHostingSolutionsSolutions70 Points
Mobile DeviceMobile DeviceSolutionsSolutions70 Points
MCT
MCAD
MCSAMCSE
MCSD
MCDBA
MCSE+M
MCSE+M
MCSE+I
MCSA+M
MCSA+S
ISV Software Testing Framework ISV Software Testing Framework
**Windows (server or client) is required for Server or Client Category Mobility test is worth 20 points, and 1 component is sufficient to pass
50 partner points 20 partner points
10 partner points per component
ISV Software Testing & MSPP Biz RuleISV Software Testing & MSPP Biz Rule
Transition of “Verified for” level testsVerified tests are replaced with the Platform TestNew application is accepted to Verified tests until 6/30/2004
Expiration RuleTested ISV product is only counted towards MSPP requirements and partner points for 2 years from the date it passed the test“Certified for” level certified ISV product is valid for 3 yearsVerified tested products are also valid for 2 years from the date they passed the test
Partner PointsOne product can go through multiple testing to accumulate Partner PointsPartner Points are allocated to only one product with the highest partner points
Partners cannot accumulate partner points by taking tests with multiple products
Partner Points ScenarioISV partner 1Partner Points ScenarioISV partner 1
An ISV can become a Certified Partner with at least 50 points:
Competency: ISV / Software Products 50 points
1 Certified for Windows product 50 pointsWindows Server component of the Platform Test for ISVs1 10 points
Total: 110 points
Partner needs additional 10 points for Gold status. These points can be earned from the following options below:
2nd Competency 25 pointsAdditional 2 ISV Platform Test components (10 pts each - 7 available components) 20 pointsISV Royalty Program membership (per annum) 20 pointsLicense Revenue 60 points10 additional customer references (2 pts each) 20 points Customer Satisfaction – Participation & Score 40 points People Certifications 40 points Attendance at WWPC – up to 3 people
3 points
Total additional points: 228 points
• All Competencies require 3 Customer References & People / Product certification • New Microsoft ISV Platform Test will replace most of the Verified tests. An ISV needs to have a product pass 2 or more components to qualify for the ISV Competency. Components include: Windows Server, SQL Server (includes MSDE), Web Services, Windows Client, Office System, Managed Code & Mobility.
Partner Points ScenarioISV partner 2Partner Points ScenarioISV partner 2
An ISV can become a Certified Partner with at least 50 pts:
1st competency: ISV / Software Products 50 points3 components of Platform Test for ISVs (7 components available) 30 points
Total:80 points
Partner needs additional 40 points for Gold status. These points can be earned from the following options below:
2nd Competency 25 points1 Designed for Windows product 20 pointsISV Royalty Program membership (per annum) 20 pointsLicense Revenue 60 points10 additional customer references (2 pts each) 20 points Customer Satisfaction – Participation & Score 40 points Premier Certifications 40 points Attendance at WWPC – up to 3 people 3 points
Total additional points: 228 points
• All Competencies require 3 Customer References & People / Product certification • New Microsoft ISV Platform Test will replace most of the Verified tests. An ISV needs to have a product pass 2 or more components to qualify for the ISV Competency. Components include: Windows Server, SQL Server (includes MSDE), Web Services, Windows Client, Office System, Managed Code & Mobility.
Competency RequirementsCompetency RequirementsNetworking Infrastructure
Recognizes partner expertise and specialization in Windows Server and SBS deployment2 Infrastructure focused Microsoft Certified Professionals Demonstrated networking infrastructure solutions expertise via 3 annual customer references that focus on
Windows Server deploymentWindows Small Business Server deployment
Advanced InfrastructureRecognizes partner expertise and specialization in
Advanced Infrastructure solutions development & deployment2 MCSE, MCSD, or MCDBAs with specific MCP exams Demonstrated advanced infrastructure solutions expertise via 3 annual customer references that focus on
Active Directory Collaboration Solutions deployment & migrationData ManagementStorage Solutions Systems ManagementHosting Solutions
ISV / Software SolutionsRecognizes partner expertise in developing and reselling of software application packagesVeritest product certification
Certified for Windows ServerDesigned for Windows Verified for Windows ServerPlatform Test for ISVs
Windows Server
Demonstrated advanced infrastructure solutions expertise
3 annual customer references
Learning SolutionsRecognizes partner expertise and specialization in
delivering classroom and online customized training solutionsPer Site Approval Meet per site facilities/hardware requirementProgram enrollment fee: (US)$2500 per site (varies by Subsidiary) Use official Microsoft courseware in Public and Private training engagementsMeet quarterly official MS courseware Minimum Volume Requirement (MVR)Provide 1 technical training referenceReport Customer Satisfaction using Metrics That Matter tool (where available)Demonstrated Learning solutions expertise via 1 annual customer reference that focus on
Technology Professional Training Solution.NET Developer Training SolutionSolutions Offerings TrainingCareer Changer Training Solution
Competency RequirementsCompetency RequirementsIntegrated E-Business Solutions
Recognizes partner expertise and specialization in developing & deploying Integrated E-Business solutions 2 E-Business focused MCPsDemonstrated E-Business Integration Solution Expertise via 3 annual customer references that focus on
Internet Business Digital Rights Management Extranet / HostingWeb Application/Portal DevelopmentWeb Based Workflow / Orchestration Solutions
Business Intelligence SolutionsRecognizes partner expertise and specialization in building Data Warehouse and Business Intelligence solutions2 BI focused Microsoft Certified Professionals Demonstrated BI Solution Expertise via 3 annual customer references that focus on
Data WarehousingOnline Analytical Processing (OLAP)Data MiningDecision SupportIn-depth reporting solutions
Security SolutionsRecognizes partner expertise and specialization in developing & deploying Security solutions 2 MCSE, MCSD, or MCDBAs with ISA examDemonstrated Security Solution Expertise via 3 annual customer references that focus on
Security Management & OperationsSecure WirelessVPNPerimeter ManagementIdentity & Access Management.
MBS, OEM Hardware Solutions & Licensing Soltuions competency requirements still being finalized. Will have similar format to above
Information Worker Productivity SolutionsRecognizes partner expertise and specialization in Information Worker software and services2 IW focused Microsoft Certified Professionals Demonstrated IW Solution Expertise via 3 annual customer references that focus on
Communication & CollaborationPortalsProject & Process ManagementBusiness Productivity
MSPP ISV BenefitsMSPP ISV Benefits
Biz Dev Training Software Marketing Communications Technical Support Relationship Build.
Microsoft Registered Member(CORE)
Partner guides (online)
Online TutorialsHands On Labs OnlineSales & Licensing Seminars
Ability to acquire internal use software through the Microsoft Action Pack Subscription
Online sales and mktg resourcesMicrosoft Initiatives Calendar (online)Mktg Services Bureau
Electronic newsletterOnline member-level welcome kitSecure website
Newsgroup Support (break-fix & pre-install) Free Business Critical Phone SupportFree Pre-installation Support Electronic Tech Alerts
Web-basedSingle escalation center
For ISVs Business Builder
Technical Advancement events/seminars
MSFT Empower for ISVs
ISV Tailored Newsletter
10hr Consulting Services Hours
Microsoft Certified Partner
Partner GuidesResource Directory listingTelephone-based presales supportCustomer satisfaction measurement
Discounts on MS Press Books, Certifications and e-courses4 days of depth technical training at 60% subsidyMicrosoft Solution Selling for Partners Online training
Internal use software (10 licenses)Microsoft Matching License Plan (up to 10 licenses)MSDN Universal (5 licenses) TechNet Plus Additional MSDN and TechNet at savings
Microsoft Certified Partner brand & plaqueMicrosoft Initiatives CalendareCustom StoreDiscount WW Marketing Services BureauBranch Kit
Certified Partner Welcome kitSecure websiteInvitation to Worldwide Partner Conference“My Dashboard” capability on website
5-Pack Professional Support incidents Technical Concierge Service Sell Microsoft Consulting ServicesMSDN online supportTechNet online support
Telephone based Account ManagementRecognition programs - Partner awardsPartner Opportunity Directory (search)
ISVCompetency
More Market ResearchEmbedded Licensing
Architecture Guidance Quarterly DVD
Additional 5 MSDN licensesAdditional internal licenses
Solution Marketing Channel BuilderISV ROI Tool
ISV Competency Secured site
15hr Consulting Services Hours
Microsoft Gold Certified Partner
Resource Directory priority listing Customer satisfaction measurement
Individual and Group readiness assessment tools10 days of depth technical training at 80% subsidy
Internal use software (100 licenses)Microsoft Matching License Plan (up to 25 licenses)MSDN Universal (10 licenses)
Gold Certified Partner brandAdditional discount on WW Marketing Services Bureau
Gold Partner-level Welcome KitSecure websiteMicrosoft Gold Executive Panel Luncheons at WWPC
Technical Services CoordinatorPartner Knowledge BaseMicrosoft Services Portfolio
Recognition programsPartner Opportunity Directory (Listing)
ISV Competency
Deeper Market Research Data
Additional 25 MSDN licenses
Additional internal licenses
Solution SellingCo-MarketingCase Study
engine
ISV Competency Gold level tailored newsletter
20 hr Consulting Services Hours
Partner Essential Standard A
PLANPLAN ENABLEENABLE CREATECREATEDEMANDDEMAND
SELLSELL
SERVICESERVICE RETAINRETAINENABLEENABLE CREATECREATEDEMANDDEMAND
SELLSELL
ResourcesResources
Public URLwww.microsoft.com/partner/programRegional Service Center contact info http://members.microsoft.com/partner/help/rsc/General question (internal/external)[email protected]
© 2004 Microsoft Corporation. All rights reserved.© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.