ISV Community DaysMicrosoft og Partnerskab; Hvorfor og hvordan...

ISV Community DaysMicrosoft og Partnerskab; Hvorfor og hvordan...Pia WestermannPartner Development Manager, Microsoft

piaw@microsoft.com

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)partners@microsoft.com

© 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.