Microsoft Partner Network

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Microsoft Partner Network

Quick Reference Guide for U.S. Microsoft Dynamics Partners

For value-added resellers:

If you are a value-added reseller (VAR), you must:

• Join the MPN • Be currently enrolled in one of the following and meet its basic requirements: • A Microsoft Solution Provider Agreement (SPA) for ERP -or- • A CRM Software Advisor (CSA) Program Agreement for CRM

For independent software vendors:

If you are a non-selling independent software vendor (ISV), you must:

• Join the MPN

• Be currently enrolled in a Partner Registration Agreement (PRA) and meet basic requirements

You can gain additional benefits by achieving a Microsoft Dynamics ERP, CRM, and/or ISV Competency, or by obtaining an optional Industry-Specific Badge.

The new Microsoft® Partner Network (MPN) requirements are designed to

help you profitably grow your Microsoft Dynamics

®

business—and achieve

competitive differentiation for deep investments in training, marketing, and sales.

This document will help you meet the new MPN requirements for Microsoft

Dynamics. You can now achieve a Microsoft Dynamics ERP

Competency or Advanced Competency, or a Microsoft Dynamics CRM Compe-tency or Advanced Competency (formerly combined as the MBS Competency).

Each new competency includes an increase in the number of certified individuals

needed to meet the requirements—and, therefore, requires an important

investment of your time and resources today.

What are the next steps?

This Quick Reference Guide will help you understand and take action on the new MPN requirements for Microsoft Dynamics in three simple steps: identifying the right path for your business (Step 1, Choose Your Path); getting the training you need for certification (Step 2, Get Certified); and meeting

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STEP 1: Choose Your Path

Work with your Microsoft Representative to determine the right path for your business.

Summary of certification requirements

The new certification requirements for Microsoft Dynamics are divided into non-technical and technical components, as follows: • MPN requirements (non-technical) This includes requirements for Sales Accreditation, Pre-Sales Accreditation, and Implementation Methodology, which are supported by on-demand content and classroom sessions. • Microsoft Dynamics ERP/Microsoft Dynamics CRM Competency requirements (technical) If you want to obtain competency for Microsoft Dynamics, you must meet the certification requirements for at least one Microsoft Dynamics product line within Microsoft Dynamics ERP or for Microsoft Dynamics CRM. Most of these requirements are supported by classroom sessions, self-study courses, and E-Learning. NOTE: All training, including classroom sessions and E-Learning courses, is optional. You can take the certification exams at any time—with or without completing the recommended training courses. If you opt to participate in training, it is critical to complete the sessions and courses as quickly as possible (see Step 3).

STEP 2: Get Certified

Next, work with your Microsoft Representative to determine how your current certification levels map to the new MPN requirements for Microsoft Dynamics. Your Microsoft Representative can use the MPN Modeler to identify which certifications and other requirements you need to fulfill. Then, you’ll be ready to enroll in the appropriate training courses to ensure that you meet the requirements in time (see Step 3). To determine what training is available to help you achieve the certifications, and to read the Top Ten Frequently Asked Questions about certification, see MPN Training and Certifications for Microsoft Dynamics.

Pick a track for your business: A) Selling VAR for ERP;

B) Selling VAR for CRM; or

C) Non-Selling ISV for ERP or CRM.

(If you are a Selling ISV for ERP or CRM, choose A, B, or C. If you are a Selling VAR for both ERP and CRM, choose A.)

Determine whether your business wants to achieve Competency or Advanced Competency.

Find out how your existing certification levels and requirements for Microsoft Dynamics map to the new requirements.

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STEP 3: Understand Key Dates

For most partners, the new MPN certification levels will require some level of training to get additional individuals certified. After you’ve identified the training needed for your organization, take note of the upcoming deadlines to ensure that you will be in compliance. By October 1, 2010, you’ll be assessed based on the new requirements to determine whether you have achieved Competency or Advanced Competency; your Certified Partner or Gold Certified Partner status will no longer apply. By March 1, 2011, all new MPN requirements take effect, and you must satisfy the non-technical Sales and Pre-Sales Accreditations at this time.

View requirements and dates at-a-glance

Review detailed certification requirements and deadlines in the tables provided in this document: • If you are a Selling VAR for ERP, see Table 1. • If you are a Selling VAR for CRM, see Table 2. • If you are a Non-Selling ISV for ERP or CRM, see Table 3.

Additional resources

• For more information about the new MPN certification requirements, such as customer references, fees, timeline, FAQ, and MPN Guidebooks for Microsoft Dynamics, go to PartnerSource | Partner Essentials | Microsoft Partner Network. • For detailed information about Microsoft Dynamics certifications and training courses, see MPN Training and Certifications for Microsoft Dynamics. • Visit Microsoft Partner Network to learn about activities and resources for preparing your transition to the new program. • Contact the Regional Service Center with questions or to make changes to an account: 1-800-765-7768 or [email protected]. • Contact the Microsoft Partner Network Experts to get coaching and insight, or qualify for re-enrollment: 1-877-254-6825 or [email protected]. • Contact the Learning Regional Service Center about your MCP and why exams might be missing from your transcript: 1-800-636-7544 or [email protected].

By October 1, 2010 • Microsoft will determine if you have achieved the Microsoft Dynamics ERP or Microsoft Dynamics CRM Competency or Advanced Competency requirements as follows: • Minimum direct/indirect revenue or seat sales requirements • Minimum ERP Business Ready Enhancement Plan recapture rates • Customer and methodology references • Individuals certified for product(s) and Implementation Methodology • Current enrollment in a Microsoft Dynamics partner service plan and participation in a Customer Satisfaction Survey (Advanced Competency only). By March 1, 2011 • Meet all MPN Requirements, including: • All MPN requirements for Pre-Sales and Sales (Does not apply to Non-Selling ISV) • Product exam certifications for current product version (Advanced Competency) or most recent previous version (Competency) • Meet the SPA and CSA Agreement terms, including: • Adding two individuals who together have received the product exam certification for either the current product version or most recent previous version • One individual certified on the Implementation Methodology

Timeline

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Table 1: Selling VAR for Microsoft Dynamics ERP

If you’re a Selling VAR for Microsoft Dynamics ERP, use the following table as a guide to MPN requirements and respective deadlines.

SPA Key Dates Must achieve Competency

or Advanced Competency General Requirements MPN Membership Membership Fee (TBD) Membership Fee (TBD) • Annual Renewal_{• Achieve AMR industry validation}

Minimum Revenue Requirement

$20,000 direct annual total revenue (enforced 12 months after

enrollment)

$50,000 direct annual license revenue (enforced 12 months after

enrollment)

$100,000 direct annual license revenue (enforced 12 months after

enrollment) BREP Revenue Recapture 65% (October 2010) 85% (October 2010)

Participate in Satisfaction Survey Yes (October 2010)

Customer Business References 3 ERP (October 2010) 5 ERP (October 2010) 7 industry-specific references

Partner Service Plan Requirement Yes (October 2010)

Personnel Certification/ Accreditation At least 2 different individuals required At least 3 different individuals required At least 6 different individuals required 4 individuals Sales specialist 1 individual (March 2011) 2 individuals (March 2011) 2 industry-specific individuals Pre-Sales specialist 1 individual (March 2011) 1 individual (March 2011)

Application consultant/developer 2 individuals (March 2011) 3 individuals (October 2010) 6 individuals (October 2010) 4 individuals Implementation Methodology 1 individual (March 2011) 2 individuals (October 2010) 3 individuals (October 2010)

Organizational Certification Industry Solutions

Authorized reseller of Microsoft Industry Solution(s)

(either Certified for Microsoft Dynamics or Microsoft Dynamics AX Certified) Customer Methodology

ERP

Competency

ERP

Advanced

Competency

Optional

Industry-Specific

Badge

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Table 2: Selling VAR for Microsoft Dynamics CRM

If you’re a Selling VAR for Microsoft Dynamics CRM, use the following table as a guide to MPN requirements and respective deadlines.

CSA Key Dates Must achieve Competency

or Advanced Competency General Requirements MPN Membership Membership Fee (TBD) Membership Fee (TBD) • Annual Renewal_{• Achieve AMR industry validation}

Minimum Seat Count or Revenue Requirement

20 annual seats or $10,000 annual total revenue (enforced 12 months after

enrollment)

Customer Business References 3 CRM (October 2010) 5 CRM (October 2010) 7 industry-specific references

Partner Service Plan Requirement Yes (October 2010)

Personnel Certification/ Accreditation At least 2 different individuals required At least 3 different individuals required At least 6 different individuals required

Sales specialist 1 individual (March 2011) 2 individuals (March 2011) 2 industry-specific individuals Pre-Sales specialist 1 individual (March 2011) 1 individual (March 2011)

Application consultant/developer 2 individuals (March 2011) 3 individuals (October 2010) 6 individuals (October 2010) 4 individuals Implementation Methodology 1 individual (March 2011) 2 individuals (October 2010) 3 individuals (October 2010)

Authorized reseller of Microsoft Industry Solution(s) (Certified for Microsoft Dynamics) Customer Methodology

References 2 references (October 2010) 3 references (October 2010)

CRM

Competency

CRM

Advanced

Competency

Optional

Industry-Specific

Badge

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PRA Key Dates Must achieve Competency or Advanced Competency General Requirements MPN Membership Membership Fee (TBD) Membership Fee (TBD) • Annual Renewal_{• Achieve AMR industry validation}

Minimum Revenue Requirement None

$250,000 annual total influenced revenue (enforced 12 months

after enrollment)

$500,000 annual total influenced revenue (enforced 12 months after

enrollment)

Customer Business References 7 industry-specific references

Personnel Certification/ Accreditation At least 3 different individuals required At least 6 different individuals required Sales specialist 2 industry-specific individuals

Application consultant/developer 3 individuals (October 2010) 6 individuals (October 2010) 4 individuals Implementation Methodology 1 individual (October 2010) 1 individual (October 2010)

Authorized reseller of Microsoft Industry Solution(s) – (Certified for

Microsoft Dynamics) Certified for Microsoft

Dynamics (CfMD) Solution Level List Solution (including 2 customer references) Tested Solution (including 3 customer references)

Certified for Microsoft Dynamics CfMD status required (including 10

customer references)

Table 3: Non-Selling ISV* for Microsoft Dynamics ERP or Microsoft Dynamics CRM

If you’re a Non-Selling ISV for Microsoft Dynamics ERP or Microsoft Dynamics CRM, use the following table as a guide to MPN requirements and respective deadlines.

*ISVs who resell Microsoft Dynamics and build IP can qualify through either the VAR or ISV track. If qualifying through the VAR track, CfMD is recommended but not required.

Microsoft Partner Network