Connecting to the Microsoft Partner Network

1. Connecting to the Microsoft Partner Network Peter Dedrij Partner Strategy & Programs Lead Lien Deleenheer Partner Program Manager

2. We are here to support you!

3. Partnering with Microsoft love love I love it when I see you all here, excited to find out how we can do more & better business together! hate think think believe believe feel wish

4. Partnering with Microsoft I love it when I see you all here, excited to find out how we can do business together! love love hate I hate the orange look & feel of the Microsoft Partner Program think think believe believe I think we can improve visibility in the market for our best performing partners feel wish

5. Partnering with Microsoft I hate the orange look & feel of the Microsoft Partner Program love love hate I think we can improve visibility in the market for our best performing partners think think believe believe feel I believe partners who invest early and have deep skill sets should be recognized wish

6. Partnering with Microsoft I think we can improve visibility in the market for our best performing partners love love I believe partners who invest early and have deep skill sets should be recognized hate think think believe believe I feel there is an opportunity in social media to connect partners and customers we are not leveraging enough feel wish

7. Partnership is Our Strength June 12, 2008 EXECUTIVE SUMMARY “We found that only one vendor, Microsoft, qualifies as a business technology vendor in its partner positioning….” • “The Microsoft Partner Program is one of the largest and most vibrant in the industry…” – May 29, 2009

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

9. MPN is About Seizing Opportunity Together Capabilities Customers Connections

10. MPN is About Seizing Opportunity Together Helping Customers Find You Market Recognition That Supports You Differentiating Your Business Plugging Into The Network Delivering More Value To Your Customers Capabilities Customers Connections

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

12. What relationship is best for me? Starting October 2010… Advanced Competency Partner “I am recognized by the Microsoft Partner Network for offering ‘best-in-class’ solutions and undergoing a rigorous and auditable approval process customers value.” Competency Partner “I can strengthen my expertise and demonstrate my company’s strengths to customers through commitment within the Microsoft Partner Network.” “I demonstrate my capabilities for small companies.” Subscriber “I enjoy the support of the Microsoft Partner Network, which helps me develop my business and see opportunities.” Community and Quick Starts “I have access to industry information, and through the peer network, I connect with Microsoft and other business partners.”

13. Communities & Quick Starts Partner Qualification Offerings 100% 0% Capability Customer Evidence Assessments Profile Fee • Community connects you to: • Industry News • Networking • Software Announcements • Innovation

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

15. Subscriptions: Benefits • Plan • Profitability Modeler • Enable • Internal Use Rights (Software) / Digital Distribution • Partner Learning Center • Green Light (AppCompat) • Students2Business Plan Enable • Create Demand • Microsoft Pinpoint/Solution Finder • Partner Marketing Center • Digital Marketing for Partners • Brand / LogoBuilder • Retain • Customer Satisfaction Index • Social Media e.g. Digital WPC, Windows Azure community Retain CreateDemand Service Sell • Service • Online Technical Communities • Active Listening • Sell • Partner Sales Management • Compete Resources • Microsoft Financing • Licensewise • Demo Showcase on Windows Azure

16. Competencies Example: Core Infrastructure Partner Qualification 100% 0% Capability Identity and Security Systems Management Customer Evidence Desktop Platform Virtualization Server Platform Assessments Profile Fee Competencies help businesses demonstrate their expertise by aligning to business needs, making your certification recognizable to prospective customers.

17. Advanced Competencies Example: Core Infrastructure Partner Qualification 100% 0% Advanced Advanced Capability Identity and Security Systems Management Advanced Advanced Customer Evidence Advanced Desktop Platform Virtualization Server Platform Assessments Profile Fee In October 2010, partners eligible for advanced competencies will showcase ‘best-in-class’ solutions that went through a rigorous and auditable approval process to demonstrate customer value.

18. Competencies & Advanced Competencies: Benefits • Enable • Internal Use Rights (Software) / Digital Distribution • Partner Learning Center • Partner training framework • Plan • Partner Business & Solution Planning Plan Enable • Retain • Customer Satisfaction Index • Social Media e.g. Digital WPC • Create Demand • Microsoft Pinpoint / Solution Finder • Marketing Factory • Digital Marketing for Partners • Brand / LogoBuilder Retain CreateDemand Service Sell • Service • Phone Support • (TAS, TSA, BCPS) • Online Technical Forums • Active Listening • Sell • Deployment Planning Tools and Incentives • Partner Sales Resources • Compete: Comphot • Microsoft Financing • S+S Partner Tools & Dashboard

19. Market Recognition That Supports You Susan Partner Job Title Brian Partner Job Title Whether you’re an individual, a startup, or a best-in-class provider… There’s a place for you in the Microsoft Partner Network. Small Business Medium Business Solution Provider Street Address Suite Number City Zip code Email: Name.Surname@domain.com hone: 023-456-7890 Cell: 123.456.7890 Fax: 223.456.7890 Street Address Suite Number City Zip code Email: Name.Surname@domain.com Phone: 023-456-7890 Cell: 123.456.7890 Fax: 223.456.7890 I’m an engaged individual I’m focused on small and medium businesses Michelle Partner Job Title William Partner Job Title Business Intelligence Portals & Collaboration Street Address Suite Number City Zip code Email: Name.Surname@domain.com Phone: 023-456-7890 Cell: 123.456.7890 Fax: 223.456.7890 Street Address Suite Number City Zip code Email: Name.Surname@domain.com Phone: 023-456-7890 Cell: 123.456.7890 Fax: 223.456.7890 John Partner Job Title I’m starting a business or practice I provide specialized solutions ADVANCED Portals & Collaboration ADVANCED Business Intelligence Services Ready Street Address Suite Number City Zip code Email: Name.Surname@domain.com Phone: 023-456-7890 Cell: 123.456.7890 Fax: 223.456.7890 I provide best in class solutions

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

21. The transition to the Microsoft Partner Network is taking place from July 2009 to October 2010. Here’s what you need to do to prepare: How do I Prepare? October 2009 May 2010 October 2010 *Gold Certified Partner requirement Visit www.microsoft.be/partner for more details.

22. Major updates in exam requirements How do I Prepare? November 2009 May 2010 *Gold Certified Partner requirement Visit https://partner.microsoft.com/nextgeneration for more details.

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

24. Introducing New CompetenciesCore Infrastructure Optimization We are simplifying the current competency and specialization structure to align with solutions that solve customer business challenges. Existing Competencies Existing Specializations New Competencies Get more details New exam and customer reference requirements effective May 2010

25. Introducing New CompetenciesBusiness Productivity Infrastructure Optimization We are simplifying the current competency and specialization structure to align with solutions that solve customer business challenges. Existing Competencies Existing Specializations New Competencies Get more details New exam and customer reference requirements effective May 2010

26. Introducing New Competencies We are simplifying the current competency and specialization structure to align with solutions that solve customer business challenges. Existing Competencies Existing Specializations New Competencies Get more details New exam and customer reference requirements effective May 2010

27. Introducing New Competencies We are simplifying the current competency and specialization structure to align with solutions that solve customer business challenges. Existing Competencies Existing Specializations New Competencies Get more details New exam and customer reference requirements effective May 2010

28. Introducing New Competencies We are simplifying the current competency and specialization structure to align with solutions that solve customer business challenges. Existing Competencies Existing Specializations New Competencies Get more details New exam and customer reference requirements effective May 2010

29. Introducing New CompetenciesCustomer Relationship Management , Enterprise Resource Planning We are simplifying the current competency and specialization structure to align with solutions that solve customer business challenges. Existing Specializations Existing Competencies New Competencies Get more details New exam and customer reference requirements effective May 2010

30. Benefits • Enable • Internal Use Rights (Software) / Digital Distribution • Partner Learning Center • Partner training framework • Plan • Partner Business & Solution Planning Plan Enable • Retain • Customer Satisfaction Index • Social Media e.g. Digital WPC • Create Demand • Microsoft Pinpoint / Solution Finder • Marketing Factory • Digital Marketing for Partners • Brand / LogoBuilder Retain CreateDemand Service Sell • Service • Phone Support • (TAS, TSA, BCPS) • Online Technical Forums • Active Listening • Sell • Deployment Planning Tools and Incentives • Partner Sales Resources • Compete: Comphot • Microsoft Financing • S+S Partner Tools & Dashboard

31. Benefits - Retain Loyalty Driver Analysis Customer Loyalty Segmentation KPI Dashboard & Benchmarks Participate today and meet your Gold Certified partner re-enrollment / enrollment requirement.

32. Benefits - Enable New! Licensing Benefits November 2009 – Digital Distribution licensing statement

33. Benefits - Enable Access to Information • Partner Portal • www.microsoft.be/partner • Local Information • Selection of most important information • www.partners.microsoft.com • International website • Additional resources & tools • Partner Newsletter • Monthly • Go to: https://partner.microsoft.com/belux-nl40057734

34. Benefits - Enable Marketing Factory Your source for: Presentations, whitepapers, invitation templates Log your events and obtain visibility on Microsoft website Parter Training Framework Find local organized trainings Subscribe to trainings

35. Benefits – Support

36. Benefits - Support • Partner online technical communities • For whom? • All Microsoft partners • What? • Assistance in break-fix situations • Presales assistance • Review posts, answer questions or post your own questions • Monday through Friday • Answers within 4 or 8 business hours

37. Benefits - Create Demand • “Find a partner” (!) • Tool for potential customers to find a partner • Overview of partners active in competency • Ranking upon number of customer references • Make sure your profile is up-to-date (PMC) • http://www.microsoft.com/belux/nl/partnerdirectory

38. Benefits – Create demand • Logo Builder • Make your own Certified & Gold Certified Logo • https://partner.microsoft.com/global/program/programoverview/40012205

39. Benefits - Sell ww.partnersalesresources.com

40. Benefits - Sell Demo Showcase • Download Demo Showcase Application • http://demoshowcasesuite.com/public/Find.aspx • Search, distribute manage your demos • Make your own click through demos • Available today! • Windows 7 & Exchange 2010 demos .

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

42. Questions?