MPN February 2014 Release Update

(1)

Nicki

Page

Breeze

February 11, 2014

MPN February 2014

Release Update

(2)

What will change, and why

Currently, only members of our cloud incubation programs (Cloud Essentials, Cloud Accelerate, Cloud

Deployment, and Azure Circle) have internal-use rights for Microsoft cloud services such as Office

365, Windows Intune, Azure, and CRM Online. Cloud is no longer a niche product. In order to meet

growing customer demand, we will offer cloud internal-use rights benefits to all partners in a

competency or subscribing to Microsoft Action Pack.

Cloud

internal-use rights

become a core

benefit

A new universal

Microsoft Action

Pack subscription

Cloud Essentials

program retires

We are launching a brand new cloud-focused version of Action Pack that gives partners more choice

and provides content and training organized and optimized for specific partner business models like

hosting, application development, custom services, managed services, reselling, and device design

and development.

With the integration of cloud into the Action Pack, we are retiring the Cloud Essentials program.

New enrollment into the program will stop with the February 2014 release. Cloud internal use rights

for existing Cloud Essentials partners will extend until June 30, 2014. At that time, all partners must

transition into either the new Action Pack or a competency to continue to use the cloud internal-use

benefit.

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What will change, and why

One of the most exciting new business opportunities is related to the commercial “internet of

things”, a true devices-and-services opportunity. According to Gartner, Microsoft is positioned very

strongly here, and to help our partners capitalize on this, we are launching a new competency.

New Intelligent

Systems

competency

launches

Digital Marketing

competency is

evolving to Digital

Advertising

Application track

added to

Collaboration &

Content competency

Last year, we modified the Digital Marketing competency to focus on agencies and advertising

partners. Digital marketing is a broad term, so for clarity and focus, we are completing the transition

by changing the name and updating the requirements to better reflect these critical partners.

Our SharePoint business has a large partner ecosystem focused on applications that we need to

further support, highlight and more appropriately qualify via our Microsoft Platform Ready

engine.

Standard updates

to requirements

To ensure that partners have the most current Microsoft skills and applications to successfully sell

and deliver our technologies, we update relevant exams, accreditation and application requirements

and retire old ones. We are also adding a presales technical accreditation requirement to eight

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(5)

New Action Pack

Benefits and

resources organized

around key business

needs

Choose from one,

two or all

Single, universal

subscription with six

Resource Centers

Key updates:

• No-cost training to help you gain confidence quickly with solutions the SMB market needs

• Cloud internal-use software licenses to help you gain experience and meet your customers’ needs

• Access to technical, sales, and marketing resources for on-premises solutions

• Customizable sales materials

to help you promote new offerings, and use the

presales and support services

included in your subscription to solve customer issues

Reselling Designed for partners focused on reselling on-premises software, cloud services, and Microsoft-based devices. Application Design & Development Optimize your ability to develop commercial applications and custom development solutions on Microsoft platforms. Professional Services

Get tools to create integrated solutions and develop additional services on Microsoft platforms. Hosting Receive the licensing help, technical support, and training to help you build your business. Managed services Explore the rapidly growing opportunity and get resources to help you manage IT environments for your

customers.

Device Design & Development Optimize your ability to build custom development solutions on Microsoft platforms.

(6)

Action Pack February launch requirements

Membership

Companies must be registered Microsoft Partner Network

members, have an active partner profile, and sign the

partner agreement.

Partner

Validation

Dun & Bradstreet verification

(automatic)

Training Assessment

• Program

• Products

• Licensing

Program Fee

~$475 worldwide average.

Continuing education requirement

• Two training courses before subscription renewal

• Recommended training by partner practice. Partners can choose from technologies and practices

(7)

Benefits overview

Benefit

Today

After February launch

IUR

10 on-premises

10 on-premises + cloud

Support

• 10 advisory hours (Development & Design only)

• 10 incidents of Business Critical Phone Support

• Online Technical Community

• 5 Advisory hours after first cloud deal

• Online Technical Community

• 10 incidents of Business Critical Phone Support

Training

None

• Custom Learning Paths by Business Model

• Discounts on MCP tests – 2 for 1

Developer

Tools

MSDN online subscription

(Development & Design only)

3 MSDN online subscriptions with Visual Studio 2013

and Visual Studio Online for all Action Pack partners

Bing

$600 ad credits (Development & Design only)

$600 ad credit for all Action Pack partners

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CRM Online

Office 365 Subscription

Windows Intune

Azure

Dynamics CRM

Exchange / SharePoint / Lync

System Center Config Mgr.

Windows Server / SQL Server

Internal-use rights (IUR) evolution – cloud services integration

and /or

+

On Feb. 24, cloud internal-use licenses become a core benefit for Action Pack partners.

• Enough licenses for a 10-person organization for Action Pack subscribers

(9)

IUR benefits in the cloud – Action Pack partners

Cloud

Service

SKU

IUR Benefit

Notes

Office 365

E3

5 seats initial

+ 5 seats through Office

365 sales (25 seats)

• Continue to receive 10 licenses of on-premises (Exchange /

SharePoint / Lync / Office)

• Each seat of Office 365 used in exchange for 1 on-premises

Client Access License (CAL) - (SharePoint, Exchange, and Lync)

CRM Online CRMOL Pro

0 seats initial

+5 seats through CRM

Online or Office 365 sales

• Continue to receive CRM Dynamics Workgroup Server with 5

users

• Additional seats requirement: 1 Microsoft Dynamic CRM deal or

50+ seats Office 365

Windows

Intune

Cloud service

only

5 licenses

• Maximum 10 licenses used between on-premises (System

Center Configuration Manager) and Windows Intune

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2. Get complete information about the Resource

Centers and benefits in the Action Pack Program

Guide.

1. New to the Microsoft

Partner Network? Enroll!

Already in Action Pack?

Renew now!

3. Complete the Overview and Assessment online

course (if necessary) and pay the program fee.

4. Leverage your internal-

use rights benefit.

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Significant updates

• Intelligent Systems competency launches

• Application track added to Collaboration & Content competency

• Digital Marketing competency

becomes Digital Advertising

• Exam/test and assessment requirements

will be updated in 24 of the 26

competencies. Partners will have

until their anniversary date to

meet the new requirements to be

compliant and maintain their benefits.

• The impacted competencies are:

Presales technical accreditation added to these competencies:

• Business Intelligence

• Collaboration and Content

• Communications

• Customer Relationship Management

• Devices & Deployment

• Enterprise Resource Planning

• Management and Virtualization

• Messaging

Evolving New New Take Action

(13)

Updates to Exams/Test Requirements and Assessments

Competency Licensing Assessment Retirement

Assessment

Changes Exam Changes

Application Test Retirement Application Development X X X X Application Integration X X X X Application Lifecycle Management X X X X Business Intelligence X X X X Collaboration & Content X X X Communications X X X X Customer Relationship Management X X Data Platform X X X X Devices & Deployment X X X Digital Advertising X Enterprise Resource Planning X X Hosting X X X

Competency Licensing Assessment Retirement

Assessment

Changes Exam Changes

Application Test

Retirement

Identity & Access X X X

Intelligent Systems X X Learning X X Management & Virtualization X X X Messaging X X X X Midmarket Solution Provider X X X Mobility X OEM X X X

Project & Portfolio

Management X X X

Server Platform X X

Small Business X X

Software Asset

(14)

• Volume Licensing

• Software Asset

Management

• Small Business

• Midmarket Solution

Provider

Today’s Competency Model

APPLICATION PLATFORM

• Application Development

• Business Intelligence

• Data Platform

• Application Integration

• Application Lifecycle

Management

BUSINESS APPLICATIONS

BUSINESS PRODUCTIVITY

CUSTOMER SEGMENTS

LICENSING

Align to how customers buy Microsoft solutions

• Communications

• Messaging

• Digital Marketing

• Collaboration & Content

• Project and Portfolio

Management

• Enterprise Resource Planning

• Customer Relationship Management

CORE INFRASTRUCTURE

OTHERS

• OEM

• Hosting

• Mobility

• Learning

• Distributor

• Server Platform

• Identity and Access

• Devices and Deployment

• Management and

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February 2014 MPN competency model (26)

• Volume Licensing

• Software Asset

Management

• Small Business

• Midmarket Solution

Provider

APPLICATION PLATFORM

• Application Development

• Business Intelligence

• Data Platform

• Application Integration

• Application Lifecycle

Management

BUSINESS APPLICATIONS

BUSINESS PRODUCTIVITY

CORE INFRASTRUCTURE

CUSTOMER SEGMENTS

LICENSING

OTHERS

Align to how customers buy Microsoft solutions

• Communications

• Messaging

• Digital Advertising

• Collaboration & Content

• Project and Portfolio

Management

• OEM

• Hosting

• Mobility

• Learning

• Distributor

• Server Platform

• Identity and Access

• Devices and Deployment

• Management and

Virtualization

• Enterprise Resource Planning

• Customer Relationship Management

• Intelligent Systems

Name Change

New

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Windows Embedded extends Windows to specialized industry devices. Intelligent systems are end-to-end industry solutions that connect devices and machine-generated data to back-end systems and enable data-driven business intelligence.

Intelligent

Devices Business _Value

Public or Private cloud On-Premise Business Intelligence Data

• Create new solution services models for your business • Design connected scenarios across devices and the cloud • Unlock machine-generated data

OEMs

with solution practice

• Deliver value-added content and services

• Build and deploy custom applications for customers • Extend your solutions to industry devices

SIs

• Offer high-value cloud solutions and services • Integrate complex systems

• Build smart solutions utilizing machine-generated data

ISVs

Source: IDC Sept 2013, Gartner May 2013

Shipm ent U nits Sy stem R evenue Auto & Trans 83 M $7 B Retail 24 M $16 B Manuf 78 M $193 B Healthcar e 5 M $4 B Energy 202 M $26 B Computing 304 M $907 B Telecom 303 M $179 B Consumer 1,273 M $360 B

Introducing the Intelligent Systems competency

PCs

Tablets

Smartphones

Intelligent

Systems

Market Opportunity

207M

197M

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Why earn a Microsoft Partner Network competency?

• Customers look for partners with proven expertise around a specific solution that solves a specific problem • A competency proves to customers that you have the skills and experience needed – validated by Microsoft • You will earn a “Microsoft Partner” logo showing the specific solution/workload you get recognized for

• Competency partners receive a portfolio of benefits that help you scale your business and reduce costs • The benefits cover all areas of your business across marketing, sales, development, deployment, and support • IDC* estimates that an average Gold partner receives benefits worth ~$320k annually

• All partners must have the skills to deliver a quality solution – and references showing they have truly done it • What that means and how we validate that differs by partner operating model – we offer partners choice • Partners can qualify for most competencies via “tracks” optimized for specific business/operating models

* IDC July 2012, The business value of the Microsoft Partner Network Core Benefits.

If a partner is doing OK, why should they bother?

Well, for these reasons – we think they’re good.

Demonstrate

your expertise

to customers

Leverage

valuable tools

and resources

Qualify in a

way that suits

your business

(18)

Application Development competency

Set yourself apart as a partner that

uses the power of the cloud to

provide innovative and scalable

applications for consumer and

commercial use.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring

• New discount (silver – 20%, gold – 30%) on a business modeling session with

Tellus International(Application track only)

• An advantage tapping into the tremendous opportunity for developers across devices

• Resources and training to help develop and market solutions—and grow business

• Earn Bing Ads creditsto help you run your customers’ search advertising campaigns for no cost

• Get improved access to tools, software, communities, and resources, with additional

MSDN subscriptions

• Further expand your technical and business skills to develop and sell apps with the

Windows Azure Development Centerand the Microsoft Dev Camps

• Use one of the 100 Microsoft Innovation Centersto help accelerate technology advances and stimulate local software economies

• View additional benefits on the MPN portal

• Pass a qualifying exam or certification, or test your application

• Complete your organization’s profile

• Provide customer evidence • Gather customer feedback* • Meet a revenue goal*

• Pay the competency fee** • Silver partners demonstrate foundational expertise

• Gold partners demonstrate advanced expertise • Specific qualification tracks available for System

Integrators (consulting services oriented partners) and Application (development oriented partners)

(19)

Application Integration competency

Capitalize on strong customer

demand for solutions that maximize

investments in data services and

integration development - and

prove your expertise.

• Recognition for expertise, allowing partners to differentiate their company and compete at a higher level

• A wealth of program benefits, enabling business and expanding customer opportunities

• Access internal-use software

licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency

• Pass a qualifying exams • Pass the sales assessment • Complete your organization’s

profile

(20)

Application Lifecycle Management competency

Demand is high for application

lifecycle management (ALM) solutions

that can handle the complexity of

today’s software development and

evolution. Showcase your skills.

• Increasing business inside new and growing development-specialized organizations

• Visual Studio endorsed by Gartner as the ALM industry leader

• B2B-focused partners will see an increased opportunity

• Subscribe to the monthly newsletter for ALM competency partners to get

information that can help you drive business and better leverage your relationships with Microsoft

• Gain access to the ALM Partner Sales and Marketing Portal,which makes it easy to find and use the resources you need for successful sales and marketing of Visual Studio and related products

• Leverage the ALM catalyst, customer-partner connection site, to connect with Microsoft customers with ALM needs • View additional benefits on the MPN

portal

• Pass a qualifying exam or certification

• Pass the sales specialist assessment • Complete your organization’s

profile

(21)

Business Intelligence competency

Companies want to use the

tremendous amount of data that

they have accumulated. Be ready

with the business intelligence (BI)

expertise they need.

• A competitive advantage gained by extending expertise in cloud and big data

• Exposure to new business opportunities

• Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency

• Generate more viable leads through priority visibility on the Microsoft BI site • Deepen relationships with your

customers by becoming a provider of SQL Server Deployment Planning Services or SharePoint Deployment Planning Services

• Receive a discount on a business modeling session with Tellus

International (Application track only)

• Pass the business-focused assessment (sales assessment*) • Complete your organization’s

profile

(22)

Collaboration and Content competency

Take advantage of the growing

services opportunity around

Microsoft SharePoint. Offer

solutions that connect teams and

increase productivity.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new presales technical assessment required • New discount (silver – 20%, gold – 30%) on a business modeling session with

• Increased visibility to customers

• Ability to build applications specifically for customers with access to internal resources

• Apps in SharePoint Store represent new opportunity for ISV partners

• Deepen customer relationships by becoming a provider of SharePoint Deployment

Planning Services

• Access online training, including SharePoint Server 2013 for IT Professionals and

SharePoint Server 2013 for Developers • Better explain the value of your solutions by

using SharePoint demo images

• Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential

• Pass a qualifying exam or

certification (or application test requirements*)

• Pass the business-focused assessment

(23)

Communications competency

The Communications competency

helps you build your Microsoft

Lync business, with benefits and

resources that help you

differentiate your expertise.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new presales technical assessment required • New discount (silver – 20%, gold – 30%) on a business modeling session with

• A competitive edge in a market valued at over US$27B*

• Use the Microsoft Partner Economic Model to help you estimate profit and loss for new business opportunities related to:

• The Systems Integrator Partner Business Case for Lync

• Partner Business Case Tool for Microsoft Lync

• Microsoft Cloud Solutions

• Deepen customer relationships by becoming a provider of Lync and Exchange

Deployment Planning Services

• Receive a discount on a business modeling session with Tellus International(Application track only)

Integrators (consulting services oriented partners), Application (development oriented partners), and Independent Hardware Vendors (IHV)

(24)

Customer Relationship Management competency

Showcase your skills to partners

and customers—and differentiate

your capabilities in delivering

Microsoft Dynamics business

management solutions.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification

• The ability to deliver unparalleled customer value, enabling partners to compete—and win

• New revenue streams

• Market growth of 7% CAGR anticipated by 2016*

• Make early adoption easier with quick access to registration keys and media for internal-use Microsoft Dynamics AX, Microsoft Dynamics GP, Microsoft Dynamics NAV, or Microsoft Dynamics SL software

• Get low- and no-cost CRM training through PartnerSource

• Deepen your Microsoft Dynamics expertise with specialized training through the Microsoft Dynamics Partner Academy • Receive a discount on a business modeling

session with Tellus International (Application track only)

• Pass the sales assessment (VAR track only)

• Provide customer evidence • Gather customer feedback* • Meet a revenue goal

• Gold partners demonstrate advanced expertise • Specific qualification tracks available for

Value-added Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners)

(25)

Data Platform competency

Companies are looking for

powerful and versatile database

platforms to run their business.

Access resources to meet the

demand.

• A competitive advantage gained by extending expertise in cloud and big data

• The ability to leverage the Microsoft Cloud OS strategy

• Deepen customer relationships by becoming a provider of Microsoft SQL Server Deployment Planning Services

• Access internal-use software licenses (in addition to those you receive as part

of your core partner benefits) for products related to this competency • Receive a discount on a business

modeling session with Tellus

International (Application track only)

• Pass a qualifying exam or certification or test your application

(26)

Devices and Deployment competency

Make the most of the opportunity

to deliver Windows 8 and

Microsoft Office services and

solutions, in the cloud and

on-premises.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new presales technical assessment required

• Expanded authority as a trusted expert in delivering services and solutions on new devices and form factors

• Use automated tools and Solution Accelerators to help your customers move to Windows 8

• Use Windows return-on-investment (ROI) tools to identify the potential benefits of deployment

• Deepen customer relationships by becoming a provider of Desktop Deployment Planning Services

• Drive Windows and Office deployments and create Windows 8 apps through the Windows Accelerate program • View additional benefits on the MPN

portal

• Pass the presales technical assessment

(27)

Digital Advertising competency

Bing Ads and the Yahoo! Bing

Network are must-haves for

delivering high-quality audiences

to customers. Showcase your

online marketing expertise.

• Competency name changing from Digital Marketing to Digital Advertising • New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification

• Business development resources (such as coupons) • Valuable referrals

• Access to sales training and resources

• Earn Bing Ads creditsto help you run your customers’ search advertising campaigns for no cost

• Get application programming interface (API) platform support through Global Search and Display Services (GSDS) ad support teams • Increase your exposure with Microsoft

authorized reseller status

(28)

Distributor competency

Showcase your expertise in helping

Microsoft reseller partners

configure even the most

complicated licensing solutions for

their customers.

• No changes currently scheduled

• Explosive growth in embedded devices and tablets means expanding markets and sales opportunities • Sales training and marketing resources, for a

competitive advantage

• A set of core benefits is provided to all partners each time they enroll or renew their membership in the Microsoft Partner Network. Visit the core benefit and

requirements page to see the complete list

• This competency is by invitation only

• Contact your Microsoft Partner Account Manager for more

information about enrollment and benefits

• Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise

(29)

Enterprise Resource Planning competency

Differentiate your capabilities to

develop and deploy Microsoft

Dynamics solutions to match

customers’ enterprise resource

planning (ERP) needs.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Changes to revenue goal (VAR) and Revenue Recapture Rates

• Business-planning support from Microsoft

• Enablement offerings to prepare their organization for success

• Resources to help reach—and retain customers

• Make early adoption easier with quick access to registration keys and media for internal-use Microsoft Dynamics AX, Microsoft Dynamics GP, Microsoft Dynamics NAV, or Microsoft Dynamics SL software

• Get low- and no-cost ERP training through PartnerSource

• Deepen your Microsoft Dynamics expertise

with specialized training through the Microsoft

Dynamics Partner Academy

• Access internal-use software licenses(in

addition to those you receive as part of your core partner benefits) for products related to this competency

• Receive a discount on a business modeling

session with Tellus International(Application

track only)

• Pass the business-focused assessment (VAR track only) • Complete your organization’s

profile

• Provide customer evidence • Gather customer feedback* • Meet a revenue goal

• Gold partners demonstrate advanced expertise • Specific qualification tracks available for

Value-added Resellers (VAR) (consulting services oriented partners) and Application (development oriented partners)

(30)

Hosting competency

Gain access to resources that

provide more opportunities

for you to connect with customers

and to distinguish your

organization as a hosting expert.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • New Sales Specialist assessments

• Resources that allow them to enable their business, expand customer opportunities, and differentiate their expertise

• Stay up to date on the latest

Hosting news by subscribing to the monthly newsletter

• Use no-cost Hosting marketing materials to help you run

campaigns

(31)

Identity and Access competency

Demonstrate your expertise in

building solutions that help

companies access and protect

corporate information across the

data center and the cloud.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; business-focused assessment now required

• Pre-sales, sales, and licenses support to help win opportunities

• Business enablement: tools, training, and free licenses to help define offerings

• Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential • Earn incentives for selling and

fulfilling Microsoft Volume

Licensing Open program licenses

(32)

Learning competency

Distinguish your company as a

learning expert—whether you

deliver training to customers as

one of your core services or as

your sole practice.

• New gold requirements for passing a qualifying exam or certification • New key performance indicators

• Licensing assessment retiring

• Access to one of the broadest, most utilized IT training programs in the world

• Ability to purchase and deploy official Microsoft courseware to an audience demonstrating

increasing demand for technical skill-building

• Support: marketing campaigns, branding, RSC, and incentive programs

• Reduce expenses and increase profitability with training-use software licenses

• Access Learning-specific internal-use software licenses

• Stay up to date with the Learning

competency email newsletter, along with Partner Learning Podcasts and RSS feeds • Use the Class Uploader tool to add your

specific training classes to the Class Locator database, which is available to all Microsoft customers

• Find training content at the Microsoft Learning Courseware Marketplace • View additional benefits on the MPN

portal

• Pass a qualifying exam or certification • Meet the KPIs

• Pass the Learning competency sales and marketing assessment

• Create a Partner Business Plan * • Submit a business-focused

application

• Complete your organization’s profile • Provide customer evidence

• Gather customer feedback * • Register for Metrics that Matter • Pay the competency fee**

• Silver partners demonstrate foundational expertise • Gold partners demonstrate advanced expertise

(33)

Management and Virtualization competency

Make the most of your

management and virtualization

expertise to provide cost-effective

solutions to help customers

improve data-center operations.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • Licensing assessment retiring; new assessments now required

• More opportunities to upsell

• Expanded services-offerings, resulting in new revenue streams

• Increased profitability through Microsoft price advantage

• Deepen customer relationships by becoming a provider of Private Cloud, Management and Virtualization Deployment Planning Services(PVDPS)

• Access the Microsoft Partner Server and Cloudsite for exclusive content and resources

• Access internal-use software licenses(in addition to those you receive as part of your core partner benefits) for products related to this competency

• Earn solution incentives for driving sales of specific Microsoft solutions

• Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses

• Pass the business-focused assessments

(34)

Messaging competency

Gain competitive advantage,

shorten sales cycles, and increase

revenue by showcasing your skill in

delivering Microsoft Exchange

solutions.

• Licensing assessment retiring; new Presales Technical Specialist Assessment for Messaging now required

• Ability to differentiate capability to deploy Exchange, and provide solutions with enhanced end-to-end security

• Access to sales and deployment incentives and dedicated resources

• Deepen customer relationships by becoming a provider of Microsoft Lync and Exchange Deployment Services (L&EDPS)

• Access internal-use software licenses (in addition to those you receive as part of your core partner benefits) for products related to this competency • Receive a discount on a business

modeling session with Tellus

International (Application track only) • Earn incentives for selling and

fulfilling Microsoft Volume Licensing Open program licenses

• Pass the business-focused assessments

(35)

Midmarket Solution Provider competency

Midmarket businesses want

partners who recognize their

infrastructure processes, needs,

and costs. Demonstrate your

expertise to this untapped market.

• Ability to differentiate their company in the marketplace

• Enablement for capturing the midmarket opportunity with tailored benefits

(36)

Mobility competency

Show that you can deliver

Windows Phone solutions that

extend business productivity

beyond the office, by using tools

you already know and trust.

• The ability to leverage Microsoft’s reach—1.5 billion Windows users worldwide provides a vast market for solutions

• Enhanced value to customers as a mobile solution-provider

• Make your company or solution profile accessible to tens of

thousands of potential customers through the Windows Phone Store • Access internal-use software

• Receive a discount on a business modeling session with Tellus International (application track only)

• Provide customer evidence • Gather customer feedback* • Pay the competency fee** • Silver partners demonstrate foundational expertise

(37)

OEM competency

The opportunity to open new

markets for OEM PCs and servers

is unprecedented. Showcase your

innovative, customizable hardware

solutions.

• New silver requirements for passing a qualifying exam or certification • New gold requirements for passing a qualifying exam or certification • New business-focused assessment now required

• Explosive growth in embedded devices and tablets means expanding markets and sales opportunities • Sales training and marketing resources, for a

competitive advantage

• Get no-cost OEM-specific training at the OEM Training Zone

• Reach more potential customers with OEM marketing and sales resources • Get reimbursements and rebates for

selling solutions built on Microsoft technologies through the Local OEM Incentives Program

• Pass the qualifying exams or certifications

• Gold partners demonstrate advanced expertise • Specific qualification tracks available for Systems

Builders and Device Manufacturers (for partners offering certified Windows devices)

(38)

Project and Portfolio Management competency

Microsoft enterprise project

management (EPM) solutions have

20-year track records and more

than 20 million users. Differentiate

your offerings.

• A competitive advantage in the marketplace • A wealth of program benefits, enabling business,

expanding customer opportunities, and differentiating their expertise

(39)

Server Platform competency

Show customers that you can deliver

agile, cost-effective, integrated, and

secure infrastructure solutions on the

market-leading Windows Server

platform.

• Licensing assessment retiring; new Sales Specialist Assessment for Datacenter required

• Will merge into Datacenter competency in Q3, calendar year 2014

• More opportunities to upsell through solution-selling

• Expanded services-offerings, resulting in new revenue streams

• Increased profitability through Microsoft price advantage

• Open new revenue streams by becoming a

provider of Private Cloud, Management and

Virtualization Deployment Planning Services

• Access to the Microsoft Partner Server and

Cloud sitefor exclusive content and resources to help you win new deals and deliver projects successfully

• Access internal-use software licenses(in

addition to those you receive as part of your core partner benefits) for products related to this competency

• Earn solution incentives for driving sales of specific Microsoft solutions identified for their growth potential

• Earn incentives for selling and fulfilling Microsoft Volume Licensing Open program licenses

(40)

Small Business competency

A significant portion of the

small-business opportunity is in cloud

services. Be ready to extend your

reach to new markets and capture

new revenue.

• Opportunity for increased profit and revenue • Enablement of accelerated business growth • Ability to seize cloud opportunity, as well deliver

successful hybrid offerings

• Use the Microsoft Partner Economic Model to help you estimate profit and loss for new business opportunities related to Microsoft Cloud Solutions

• Determine customer needs by using the Infrastructure Optimization Partner Assessment

• Earn Bing Ads credits to help you run your customers’ search advertising campaigns for no cost

• Administer a company account on behalf of a customer with delegated administration for Microsoft Office 365, Windows Intune, and Microsoft Dynamics CRM Online • View additional benefits on the MPN portal

(41)

Software Asset Management competency

Customers want to optimize their

software assets. Assure them that

you are one of the partners who

can help them.

• Ensure that you maintain your membership in the SAM competency by using the no-cost guide to prepare for the SAM competency exam

• Detect counterfeit software more effectively with the Proof of License guide and template • Advise customers about the benefits of a

solid SAM strategy with the SAM Optimization Model

• Access internal-use software licenses(in addition to those you receive as part of your core partner benefits) for products related to this competency

(42)

Volume Licensing competency

Acquiring and managing software

licenses can be complex and

daunting. Be the trusted expert,

with Microsoft Volume Licensing

solutions and services.

• No changes currently scheduled

• Stay up to date with the latest news, business opportunities, training courses, and more, including Get Licensing News • Compare licensing options for Volume

Licensing programs and Microsoft

Software Assurance for Volume Licensing • Increase your services revenue by

offering Software Assurance Planning Services to your customers

• Add Volume Licensing promotions to your campaigns to improve sales • View additional benefits on the MPN

portal

(43)

Internal-use rights (IUR) evolution – cloud services integration

CRM Online

Office 365 Subscription

Windows Intune

Azure

Dynamics CRM

Exchange / SharePoint / Lync

System Center Config Mgr.

Windows Server / SQL Server

and /or

+

On Feb. 24, cloud internal-use licenses become a core benefit for competency partners.

• For gold competency partners, you will receive licenses for 100-person organization; for silver partners, you

will receive licenses for 25-person organizations.

(44)

IUR benefits in the cloud – gold and silver competency partners

Integrating Microsoft Online Services and Windows Azure

Cloud

Service

SKU

Gold Core

Benefit

Silver Core

Benefit

Comments

Office365 E3 (includes

Yammer) 100 seats 25 seats

• One seat of Office 365 equals one on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync). Office Pro Plus 2013 licenses transfer to Office 365 E3 use rights.

CRM Online CRMOL _Pro 60 seats 15 seats • One seat of CRM Online equals one on-premises CAL of Dynamics CRM

• Additional seats can be earned through the CRM competency (20 Gold / 10 Silver)

Windows Intune

Cloud Service

Only 100 licenses 25 licenses

• Up to 5 devices per license. Each license of Windows Intune equals one on-premises CAL of System Center Device Client Management Suite, System Center Configuration Manager, and Microsoft System Center Endpoint Protection

Azure N/A $100 Monthly Credit $100 Monthly Credit • Azure credits and discounts are additional to existing on-pemises IURs

Same Microsoft Partner Network benefits

(45)

Additional licenses – gold and silver competency partners

Initial Grant

(Gold / Silver)

Earn Toolkits

Use Partner

Discounts

Purchase Seats

Office 365 100 / 25 Additional toolkit n/a Utilize appropriate channel

CRM Online 60 / 15 Additional toolkit Available (100 seats) Utilize appropriate channel

Windows Intune 100 / 25 Additional toolkit TBD Utilize appropriate channel

Azure $100 monthly credit n/a n/a Utilize appropriate channel

IUR License Maximums

• 5x Initial Grant per Country

• 15x Initial Grant Worldwide

Example: A partner with a gold competency and 2 additional toolkits

will be entitled to 300 seats of Office 365.

(46)

Next steps

2. Review the Disclosure Guide to find out about the

requirement changes and what you must do to keep

your benefits.

1. If new to the Microsoft

Partner Network, enroll! If

already a partner, renew!

3. Review the changes to internal-use software

licenses, and make sure you have enough seats to

meet your business needs.

4. Meet the current

requirements now and

follow the steps for your

renewal in the Partner

Membership Center.

(47)

(48)

CRM Online

Office 365 Subscription

Windows Intune

Azure

Dynamics CRM

Exchange / SharePoint / Lync

System Center Config Mgr.

Windows Server / SQL Server

and /or

+

On Feb. 24, cloud internal-use licenses become a core benefit for Action Pack and

competency partners.

• Benefits model stays the same – licenses for a 100-person organization for gold competency, a 25-person

organization at silver competency, and a 10-person organization for Action Pack

• The Power of Choice – move your IUR to the cloud when and how you want – just like your customers

(49)

Cloud Essentials:

The Cloud Essentials program is being integrated into the new Microsoft Action Pack

subscription to provide new resources that are more tailored to your business models.

New enrollment into Cloud Essentials will end with the February release. Cloud

internal-use rights (IUR) for existing Cloud Essentials partners will extend until June 30, 2014. At

that time, all partners must transition into either the new Action Pack or a competency

to continue to use cloud internal-use rights.

Cloud Accelerate, Cloud Deployment, and Azure Circle:

These programs remain in place after the February release, but will be retired in late

2014. We will allow new partners to join these programs until this time to enable

partners to continue to earn Cloud Accelerator incentives. However, after the February

2014 launch, new partners must enroll in Action Pack or earn a competency to receive

cloud internal-use rights.

(50)

Cloud programs – what should partners do?

Cloud Essentials:

• If you are a Network Member partner who uses internal-use licenses and have not

sold cloud seats…

Upgrade to Microsoft Action Pack subscription to keep your cloud seats

• If you are enrolled in Action Pack and need more than 10 seats…

Upgrade to a silver or gold competency

• If you are a Network partner who has sold cloud seats…

Join Microsoft Action Pack before the February 24 to get current prices

Cloud Accelerate:

• If you are enrolled in Microsoft Action Pack or have earned a silver competency…

Join or upgrade to a silver or gold Small Business or Midmarket Solution Provider

competency. Pay the fee and all other requirements will be waived. Contact your

Regional Service Center agent to find out how.

(51)

Partner action timeline

Office 365

Redeem tokens

Current Office 365 licenses expire 6/30

Windows

Intune

Redeem current benefits at Intune Portal

Redeem tokens

CRM

Online

Continue using current benefits

Current_{Office 365}

licenses expire 6/30

Validate your tenant has moved

After validation, redeem token

Azure

Take advantage of the $100 credit

(52)

Competency partner license scenarios

Earn silver competency at

second location and/or

earn gold competency

and/or purchase

additional licenses at

discount

Scenario #1 – Cloud program partner with 40 CRM Online seats assigned

Activate 40 MPN CRMOL licenses from Digital Download Portal

Granted

60 seats

Earn any gold

competency

Need

more

seats?

Activate 15 MPN

CRMOL licenses from

Digital Download Portal

Yes

No action; remove 25

inactive seats

No

• Cloud Essentials

• Cloud Accelerate

• Small Business

Competency

• Any other partner

using CRM Online

Granted

15 seats

Earn any silver

(53)

Earn silver competency

additional toolkit and/or

earn gold competency

and/or purchase

additional licenses

Competency partner license scenarios

Scenario #2 – Cloud program partner using 60 seats of Office 365

Adds 10 employees; activates 10

additional licenses; still has 30

available to activate

Activate 60 MPN Office

365 licenses from

Digital Download Portal

Need

more

seats?

Activate 25 MPN Office

365 licenses from

Digital Download Portal

Yes

No action; remove 35

inactive seats

No

• Cloud Essentials

• Cloud Accelerate

• Small Business

Granted

100 seats

Earn gold Business

Intelligence

competency

Granted

25 seats

Earn silver

Business Intelligence

competency

(54)

Action Pack partner license scenarios

Partners may also subscribe to Action Pack in a second country; get 5 additional seats

Scenario #3 – Cloud Essentials partner moving to Action Pack, using Office 365

Purchase

additional seats

as required

Need

more

seats?

No further action

No Yes

Sell 25+ copies of

Office 365; earn an

additional 5 seats

Need

more

seats?

No further action

No

Cloud Essentials partner

currently granted 25 Office

365 internal use rights

licenses moves to Action

Pack, granted 5 seats

(55)

Competency partner license scenarios

Partner currently

using 75 seats

Scenario #4 – Small business gold competency partner, for Office 365

Continue to earn

additional

competencies; receive

additional grant of 100

IUR licenses up to 5x

maximum per country;

15x maximum

worldwide

…OR…

Purchase additional

seats as required

Need

more

seats?

No further action

No Yes

Earn additional toolkit;

receive additional grant

of 100 IUR licenses

Need

more

seats?

No further action

No

Gold competency

grant = 100 IUR

licenses

Yes

(56)

Create Office 365 tenant

and a subscription

Delegated Admin features

Add quote, trial, and

keep partner features

Change subscription,

Adding partner features – DAP, quotes, and trials

Create an Office 365 tenant

Tenant is permanent and remains active as long as the service is current

Create a subscription

Subscriptions are added to tenants and can be changed

Add partner features

by adding a one-seat

subscription

Change a subscription

• Activate special trial SKU to

add partner features

• Available to all MOSPA

partners

(57)

Partners already using cloud solutions must take action

1. Determine that you are in the right program for your business, and for the number of

seats you will need

2. Consult chart below for appropriate actions

Product

Action – February 24 to June 30

Office 365

Redeem pre-paid keys

CRM Online

Validate tenant has moved; then redeem keys

Windows Intune

Redeem 25/100 seats today; redeem prepaid keys in Spring 2014

Azure

If already using the $100 Azure credit – do nothing. Otherwise, redeem new benefit

• Cloud Essentials

• Cloud Accelerate

• Small Business

(58)

Cloud

Service

SKU

Gold Core

Benefit

Silver Core

Benefit

Comments

Office 365 E3 (includes

Yammer) 100 seats 25 seats

• One seat of Office 365 equals one on-premises Client Access License (CAL) - (SharePoint, Exchange, and Lync). Office Pro Plus 2013 licenses transfer to Office 365 E3 use rights.

CRM Online CRMOL _Pro 60 seats 15 seats • One seat of CRM Online equals one on-premises CAL of Dynamics CRM

• Additional seats can be earned through the CRM competency (20 Gold / 10 Silver)

Windows Intune

Cloud Service

Only 100 licenses 25 licenses

• Up to 5 devices per license. Each license of Windows Intune equals one on-premises CAL of System Center Device Client Management Suite, System Center Configuration Manager, and Microsoft System Center Endpoint Protection

Azure N/A $100 Monthly Credit $100 Monthly Credit • Azure credits and discounts are additional to existing on-premises IURs