ISV Community Days
Microsoft og Partnerskab;
Hvorfor og hvordan...
Pia Westermann
Partner Development Manager, Microsoft
[email protected]
Key Take Aways
Empower ISV
MSPP for ISVs
Empower ISV
Overview
Empower for ISVs Objectives
Embrace 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 program
Partners need to enroll MSPP at Registered Member
level before signing up for Empower
The 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 new
Validation of the company will be made through
company’s URL to ensure they are ISVs
NO transferable brand
Requirements
First year
Be a member of MSPP Registered level
Provide 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 point
Commitment 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 Empower
Fee payment ($ 375 in US, fee varies in each country)
*Microsoft Technologies
Windows XP
Windows Server 2003
SQL Server
Pocket PC 2002, Smartphone
MBS
Benefits
Licensing
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 licenses
Beta product access
Download of latest versions
Online Managed Newsgroup
Online 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 Website
Sales & Marketing collaterals posted
ISV related Information
E-learning
Online newsletter
Future Offering
Business Builder (business online training)
Consulting Services hours (10 hours)
MSPP for ISVs
Based around 3 key pillars
Focus
Impact
Value
Customer Needs
Aligning better to customers
needs and business
Support all partner types
Microsoft Competency
framework
Recognizing partners’ full
success
Single partner brand
Partner Points system
Tailoring partner benefits and
increasing the return on
investment
Tailored benefits
Increase value
Partner to partner networking
Partner
Focus
MS
Strategy
FOCUS: Competencies Allow
Partners To Identify Their Focus
• Help you market your
expertise
ISV/Software
Solutions
Microsoft
focus
Partner
focus
Customer
need
• Help you connect with
customers with specific
business needs
• Help you better leverage
MSFT Sales & Marketing
Support
Competencies
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
IMPACT: Recognizing Your
Business Success (Partner Points)
Requirements
120 Partner Points
Obtain at least One
Competency
Extended Web Profile
Signed Terms
and Conditions
ISV/Software
Solutions
Competency
50 Partner Points
2 Certified
Employees or 1 Prod
Cert
Extended Web Profile
Signed Terms
and Conditions
0 Partner
Points
Web Profile
Signed Terms
and Conditions
• 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
Registered
member
• Grow your business with
Microsoft
Value At Every Stage In the Lifecycle
PLAN
ENABLE
CREATE
DEMAND
SELL
SERVICE
RETAIN
Account Management
Microsoft Gold Certified Partner Brand
Microsoft Partner Program Benefits
Tech Support
Coordinator
Consulting
Services 20 Hr
MSFT Initiative
Calendar
Market
Research Data
Internal Use
MSFT Software
Consulting
Services 15 Hr
Architecture
Guide DVD
MSDN Universal
Tele-Account Management
Microsoft Certified Partner Brand
ISV Royalty Program
Resource
Directory
Pre-sales
Support
Marketing Service
Bureau
Technical
Adv.
5 pack
incidents
TechNet Plus
GTM
Channel Builder
Consulting Services
Online Sales & Mktg.
10 Hr via MSFT
Resources
Empower for ISVs
MSFT
Empower for
ISVs
Business
Builder
Tech
Roadmap
Business
Critical Support
Online
Support
Registered
member
What 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 programs
Account 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 need
ISV specific information and deliverables
Enhanced 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, etc
Certified for Windows is no longer the only way to become Gold
ISV Competency Benefits
in 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:
Windows® XP Professional
Windows Server 2003 Ent. Edition Adv.
Microsoft Windows Server 2003 CALs
Microsoft SQL Server 2000 CALs
Cert
Gold
5
n/a
5
5
25
1
25
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
ISV Competency Benefits
in addition to core program benefits
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 Benefits
in addition to core program benefits
Scheduled to roll out in CY 2004 Q3 & Q4
Channel Builder*
Online tool & local events to help ISVs to find partners to expand
channel
ISV ROI sales tool
Online tool to calculate customers’ ROI on an IT project based on
ISV’s application parameters to help ISVs to sell
Co-marketing
Microsoft Resource Directory
Windows Catalog
Consulting Services Hours (for Architecture review &
development)
20 hours to Gold, 15 hours to Certified, 10 hours to Empower
Technical phone support hours ISVs can use for development &
architecture review
WW 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
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
Reference
Requirement
Note: the same Product ID may be used once per country for
the same company.
3 References valid for 12 months from date of customer
approval.
Partner Points - Introduction
Goal
Identify best partners across all partner types
Provide 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 status
Size of overall partner investment should be
reflected by number of points earned
Rewards partners for proven success and proactive
partnering activities with Microsoft
Administration
Points calculated nightly for every partner
Points 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 Model
3rd Party Product Validation
“Certified for” product certifications
Partner Points options effective April 2004
Competency Categories
Points Earned
First Competency
Second Competency
50 points
25 points
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.
Other
Hosting Data Center Operational Assessment
Mobile Device Manufacturing & Distribution Assessment
ISV Royalty Program membership (per annum)
Certified for Windows Server 20003
Certified for Windows 2000
Certified for Windows 2000 Professional
Certified for SQL Server 2000
Data Warehouse Alliance Certification
70 points
70 points
20 points
50 points
50 points
50 points
50 points
50 points
“Designed for” product certifications
Designed for Windows for Mobile (Pocket PC
Designed for Windows for Mobile (Smartphone)
MCP Certifications (max of 40 points)
MCSE, MCSD, MCDBA, MCT,
MCAD, MCSA certifications:
Points Earned
Designed for Windows XP
Commerce Server 2002 Integration Test
ISA Server Test
Microsoft CRM Test
20 points
20 points
20 points
20 points
20 points
20 points
“Verified for” product certifications
Verified Compatible for Windows Server 2003
Verified Compatible for Windows 2000
Verified Compatible for Windows 2000 (desktop)
Verified for SQL Server 2000
Verified for Windows XP
10 points
10 points
10 points
10 points
10 points
New Platform Test for ISVs (components)
Windows Client
Windows Server
SQL Server
Web Services
Managed Code
Office
Mobile (= DfW for Mobile)
10 points
10 points
10 points
10 points
10 points
10 points
20 points
Windows Hardware Quality Lab
WHQL Hardware Test
50 points
Partner Points Model
Partner Points options effective 3rd Quarter 2004
Customer Satisfaction
Participation
• minimum of 20 customer responses
• minimum of 50 cust resp (5 pts additional)
• minimum of 125 cust resp (10 pts addtnl)
Performance
•Top 25% of participating partners within “geography”
• Top 15% of participating partners (5 points additional)
• Top 5% of participating partners (5 points additional)
5 points
10 points total
20 points total
10 points total
15 points total
20 points total
Other
WWPC attendance (max of 3 attendees)
1 point / attendee
Partner Points options effective 4th Quarter 2004
License Revenue to Microsoft
(calculated based on license units)
US$ 15,000 - 70,000 per annu
US$ 70,001 - $250,000 per annum
US$ 250,001 - $1,000,000 per annum
US$ 1,000,001+ per annum
10 points
25 points
40 points
60 points
Official Microsoft Learning Products (MLP)
125-250 MLP credits per quarter
251-400 MLP credits per quarter
401-500 MLP credits per quarter
501+ MLP credits per quarter
15 points
20 points
30 points
40 points
Partner Points – A-B-C Market Ranges
License 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
Official Microsoft Learning Products (MLP)
Market A
Credits
Market B
Credits
125-250
251-400
401-500
501+
100-225
225-350
351-450
451+
Market C Partne
Credits
r
Points
80-200
15
201-300
20
301-400
30
401+
40
Market A
Canada
France
Germany
Italy
Japan
UK
USA
Market C
All other
countries
Market B
Argentina
Australia
Austria
Belgium
Brazil
Chile
China
Colombia
Czech Rep
Denmark
Finland
Hong Kong
Iceland
Market B
India
Ireland
Israel
Korea
Liechtenstein
Malaysia
Mexico
Monaco
Netherlands
New Zealand
Norway
Poland
Portugal
Singapore
South Africa
Spain
Sweden
Switzerland
Taiwan
Partner Points Flow Chart
License
Revenue
10-60 pts
1st Competency
50 points
Competencies
2nd Competency
25 points
MCSD
MCAD
MCSE
MCSA
2 points each
Max 40 pts
3rd + Competency
0 points
References
2 points per reference
for each
when >3
for a competency
Max 20 pts
MCT
Certified
Professionals
(Employees)
Partner Points
Engine
Certified
Products
MCDBA
MCSE+M
MCSA+M
MCSE+M
MCSA+S
Miscellaneous
“Designed for”
test
20 points
“Verified for”
test
10 points
New
ISV Platform Test
10 points
per
component
“Certified for”
test
50 points
Customer
Satisfaction
ISV Royalty
Membership
20 points
WHQL test
50 points
MCSE+I
Participation
5-20 points
Operational
Assessments
Performance
10-20 points
Hosting
Solutions
70 Points
Mobile Device
Solutions
70 Points
ISV Software Testing Framework
50 partner points
20 partner points
10 partner points per component
**Windows (server or client) is required for Server or Client Category
Mobility test is worth 20 points, and 1 component is sufficient to pass
ISV Software Testing &
MSPP Biz Rule
Transition of “Verified for” level tests
Verified tests are replaced with the Platform Test
New application is accepted to Verified tests until 6/30/2004
Expiration Rule
Tested 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 years
Verified tested products are also valid for 2 years from the date
they passed the test
Partner Points
One product can go through multiple testing to accumulate
Partner Points
Partner 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 Scenario
ISV partner 1
An ISV can become a Certified Partner with at least 50 points:
Competency: ISV / Software Products
1 Certified for Windows product
Windows Server component of the Platform Test for ISVs1
50 points
50 points
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
Additional 2 ISV Platform Test components (10 pts each - 7 available components)
ISV Royalty Program membership (per annum)
License Revenue
10 additional customer references (2 pts each)
Customer Satisfaction – Participation & Score
People Certifications
Attendance at WWPC – up to 3 people
3 points
25 points
20 points
20 points
60 points
20 points
40 points
40 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 Scenario
ISV partner 2
An ISV can become a Certified Partner with at least 50 pts:
1st competency: ISV / Software Products
3 components of Platform Test for ISVs (7 components available)
50 points
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
1 Designed for Windows product
ISV Royalty Program membership (per annum)
License Revenue
10 additional customer references (2 pts each)
Customer Satisfaction – Participation & Score
Premier Certifications
Attendance at WWPC – up to 3 people
25 points
20 points
20 points
60 points
20 points
40 points
40 points
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 Requirements
Networking Infrastructure
Recognizes partner expertise and specialization in
Windows Server and SBS deployment
2 Infrastructure focused Microsoft Certified
Professionals
Demonstrated networking infrastructure solutions
expertise via 3 annual customer references that focus
on
Windows Server deployment
Windows Small Business Server deployment
Learning Solutions
Recognizes partner expertise and specialization in
delivering classroom and online customized
training solutions
Per Site Approval
Meet per site facilities/hardware requirement
Program enrollment fee: (US)$2500 per site (varies by
Subsidiary)
Use official Microsoft courseware in Public and Private
training engagements
Meet quarterly official MS courseware Minimum
Volume Requirement (MVR)
Provide 1 technical training reference
Report 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 Solution
Solutions Offerings Training
Career Changer Training Solution
Advanced Infrastructure
Recognizes partner expertise and specialization in
Advanced Infrastructure solutions development
& deployment
2 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 &
migration
Data Management
Storage Solutions
Systems Management
Hosting Solutions
ISV / Software Solutions
Recognizes partner expertise in developing and
reselling of software application packages
Veritest product certification
Certified for Windows Server
Designed for Windows
Verified for Windows Server
Platform Test for ISVs
Windows Server
Demonstrated advanced infrastructure solutions
expertise
3 annual customer references
Competency Requirements
Business Intelligence Solutions
Recognizes partner expertise and specialization
in building Data Warehouse and Business
Intelligence solutions
2 BI focused Microsoft Certified Professionals
Demonstrated BI Solution Expertise via 3 annual
customer references that focus on
Data Warehousing
Online Analytical Processing (OLAP)
Data Mining
Decision Support
In-depth reporting solutions
Information Worker Productivity Solutions
Recognizes partner expertise and specialization
in Information Worker software and services
2 IW focused Microsoft Certified Professionals
Demonstrated IW Solution Expertise via 3 annual
customer references that focus on
Communication & Collaboration
Portals
Project & Process Management
Business Productivity
MBS, OEM Hardware Solutions & Licensing Soltuions competency requirements still being finalized. Will
have similar format to above
Integrated E-Business Solutions
Recognizes partner expertise and specialization
in developing & deploying Integrated EBusiness solutions
2 E-Business focused MCPs
Demonstrated E-Business Integration Solution
Expertise via 3 annual customer references that
focus on
Internet Business
Digital Rights Management
Extranet / Hosting
Web Application/Portal Development
Web Based Workflow / Orchestration
Solutions
Security Solutions
Recognizes partner expertise and specialization
in developing & deploying Security solutions
2 MCSE, MCSD, or MCDBAs with ISA exam
Demonstrated Security Solution Expertise via 3
annual customer references that focus on
Security Management & Operations
Secure Wireless
VPN
Perimeter Management
Identity & Access Management.
MSPP ISV Benefits
PLAN
ENABLE
ENABLE
Biz Dev
Training
Microsoft
Registered
Member
(CORE)
Partner guides
(online)
Online Tutorials
Hands On Labs
Online
Sales & Licensing
Seminars
Ability to acquire
internal use software
through the
Microsoft Action
Pack Subscription
For ISVs
Business Builder
Technical
Advancement
events/seminars
MSFT Empower for
ISVs
Microsoft
Certified
Partner
Partner Guides
Resource
Directory listing
Telephone-based
presales support
Customer
satisfaction
measurement
Discounts on MS
Press Books,
Certifications and ecourses
4 days of depth
technical training at
60% subsidy
Microsoft 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
ISV
Competency
More Market
Research
Embedded
Licensing
Architecture
Guidance Quarterly
DVD
Microsoft
Gold
Certified
Partner
Resource
Directory priority
listing
Customer
satisfaction
measurement
Individual and Group
readiness
assessment tools
10 days of depth
technical training at
80% subsidy
ISV
Competency
Deeper Market
Research Data
Software
SELL
CREATE
DEMAND
Marketing
Communications
SERVICE
Technical Support
Electronic
newsletter
Online memberlevel welcome kit
Secure website
Newsgroup Support
(break-fix & pre-install)
Free Business Critical
Phone Support
Free Pre-installation
Support
Electronic Tech Alerts
ISV Tailored
Newsletter
10hr Consulting
Services Hours
Microsoft
Certified Partner
brand & plaque
Microsoft
Initiatives
Calendar
eCustom Store
Discount WW
Marketing
Services Bureau
Branch Kit
Certified Partner
Welcome kit
Secure website
Invitation to
Worldwide Partner
Conference
“My Dashboard”
capability on
website
5-Pack Professional
Support incidents
Technical Concierge
Service
Sell Microsoft
Consulting Services
MSDN online support
TechNet online
support
Additional 5 MSDN
licenses
Additional internal
licenses
Solution
Marketing
Channel Builder
ISV ROI Tool
ISV Competency
Secured site
15hr Consulting
Services Hours
Internal use software
(100 licenses)
Microsoft Matching
License Plan (up to
25 licenses)
MSDN Universal (10
licenses)
Gold Certified
Partner brand
Additional
discount on WW
Marketing
Services Bureau
Gold Partner-level
Welcome Kit
Secure website
Microsoft Gold
Executive Panel
Luncheons at
WWPC
Technical Services
Coordinator
Partner Knowledge
Base
Microsoft Services
Portfolio
Additional 25 MSDN
licenses
Additional internal
licenses
Online sales and
mktg resources
Microsoft
Initiatives
Calendar (online)
Mktg Services
Bureau
CREATE
DEMAND
SELL
Solution Selling
Co-Marketing
Case Study engine
ISV Competency
Gold level tailored
newsletter
20 hr Consulting
Services Hours
Partner Essential
Standard A
RETAIN
Relationship Build.
Web-based
Single escalation
center
Telephone based
Account
Management
Recognition
programs - Partner
awards
Partner
Opportunity
Directory (search)
Recognition
programs
Partner
Opportunity
Directory (Listing)
Resources
Public URL
www.microsoft.com/partner/program
Regional Service Center contact info
http://members.microsoft.com/partner/help/
rsc/
General question (internal/external)
[email protected]
© 2004 Microsoft Corporation. All rights reserved.
This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.