Autodesk’s Specialization Program - Getting Started Guide
Autodesk’s Specialization Program is designed to acknowledge proven expertise in key solution and/or industry
areas. Each Specialization comes with its own set of requirements and program benefits that reward investment
and drive increased capability and profitability. All VAR Tiers are encouraged to participate in the program and
gain the skills and market differentiation associated with Autodesk’s Specialization Program.
This Getting Started Guide is intended to provide an overview of the requirements and instructions for the
Application Process for Autodesk’s Specialization Program. To begin, achieving a Specialization requires meeting
three criteria:
1.
2.
3.
Specialist Requirement: validates that you have personnel who are capable to sell and support customers
in the Specialization (“Specialist(s)”);
Business Plan: describes how you intend to be successful in the specialized market; and
Customer References (two): demonstrates your proven success and experience in the Specialization.
SPECIALIST REQUIREMENT
There are two types of umbrella Specializations: Foundation (also known as a Consulting Specialization) and
Advanced. A “Specialist” is one of your staff who has satisfied the criteria for a Foundation or Advanced Specialist
role listed on Autodesk Learning Central (“ALC”). ALC provides guided learning paths for intended Specialists. The
learning path provides a complete listing of the mandatory examination and training required for the each
Specialization and job role. Upon your staff completing, per Autodesk’s requirements, the elected learning path,
your Specialist(s) will be considered Certified, but to qualify for a Specialization, Autodesk must approve your
Business Plan and confirm your two Customer References.
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
To be qualified as a Foundation Specialization location, each Authorized Location must have at least one
Certified Specialist on staff.
To be qualified as an Advanced Specialization location, each Authorized Location must have at least two
or more Certified Specialists (1 Sales, 1 Technical) on staff at each location.
Best Practice: to prevent delays with application approval, quickly identify personnel to begin
taking the designated courses and exams on Autodesk Learning Central.
Below is an example of a learning path for a sales representative for the Factory Advanced Specialization.
Important note: each staff member is limited to three attempts to pass a given Specialization exams.
To access Autodesk Learning Central go to www.autodesk.com/partnerlearning
BUSINESS PLAN & CUSTOMER REFERENCES - ONLINE FORM SUBMISSION
Autodesk offers Business Plan and Customer References checklists to assist you in completing your Business Plan
and in providing your Customer References. Please refer to Appendix A and Appendix B located at the end of this
document.
To access the online forms for both your Specialization Business Plan and your two Customer References, you will
need to login to the Partner Center, which is accessible via the Autodesk Partner Portal. If you do not have access
to Partner Center, contact your internal Partner Center Administrator to obtain access. Once in the Partner
Center, simply click on the Specialization tab. If you do not see the Specialization tab within Partner Center, go to
the Business Services tab and log a request to the Partner Center Help Team.
In addition, below are key Autodesk contacts in each of the regions who can assist if you have questions.
Autodesk Key Contacts
Region
Channel Development Manager
Autodesk Global Services*
Americas
Erica Wuthnow
[email protected]
415-507-6530
Jeff Sannes
[email protected]
248-449-2156
APAC
Jing Jie Tang
[email protected]
+65 6461 8457
Bruce Argue
[email protected]
+65 6461 8221
EMEA
Asif Moghal
[email protected]
+44 1252 45 6660
Hans Dietrich
[email protected]
+49 71 417 02 9754
*The Autodesk Global Services contacts are available for all who achieve their Consulting Specialization designation. They are
available to assist you in growing your consulting business, as well as providing you consulting support.
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Steps for Submitting Business Plan and Customer References Online
Important note: until both your Business Plan and your Customer References are submitted as above, the application
status will be ‘Draft’. Once submitted, the application status will change to ‘Pending’.
CUSTOMER REFERENCES – CONFIRMATION PROCESS
Best Practice: review your Customer Reference with your customer contact before
submission. This will help to achieve alignment, as well as hopefully achieving a quick
response to the email from Autodesk.
Email to Customer
Once you have submitted your Business Plan and your Customer References, the online system will generate
customer confirmation emails that will go out to each of the customer contacts you provided.
Below is a copy of the email; please note that a copy will also be sent to you for reference.
Sample Confirmation Email Sent to Your Customer Reference Contacts
Email Subject Line: Autodesk Specialization Program - Please confirm reference
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Email Apparently Not Received by Customer
If customer claims they have not received the confirmation email, trouble shoot with the following:
1. Check SPAM Filter: it is possible that the confirmation email got caught in their company’s SPAM
filter. Ask the customer to check their SPAM folder and look for an email from partner or for an email
with subject line: Autodesk Specialization Program - Please confirm reference.
2. Check Customer Contact Email Address: it is possible that the customer contact email address is
incorrect. Log back into the Partner Center, click on the Specializations tab, select the Customer
Reference, click edit, update the contact email address, save and resend.
3. Send Again: it is possible that a technical issue prevented the email from going out. Simply log back
into the Partner Center, click on the Specialization tab, select the Customer Reference, click edit, save
and resend.
Customer Confirmation of Customer Reference
Once the customer receives the confirmation email, he/she has the option to confirm or reject your reference.
If your customer confirms the Customer Reference, the online system will generate notification emails to both
you and your regional Channel Development Manager. The email to Autodesk will request the Channel
Development Manager to review and confirm the customer-approved Customer Reference. The email to you
is a simple notification that the customer has confirmed your reference request and no action is required of
you.
Steps after Your Customer Confirms the Customer Reference
Once Autodesk approves the Customer Reference, the following notification email will go out to you.
Sample Notification Email Sent to Partner
Email Subject Line: Customer Reference Approved by Autodesk
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Customer Rejection of Customer Reference
There may be cases where a customer rejects their Customer Reference, for example they may prefer to edit
the reference before confirming. If a customer rejects their Customer Reference, there are a few steps that
the partner will need to follow to review their comments, edit the Customer Reference, and then re-submit
back to the customer.
Steps to Take after Your Customer Rejects the Customer Reference
Special note: to review comments by customer, go to Partner Center and view the Customer
Reference in question. You will find comments in the Customer Comments field as seen below.
If the customer confirms the new version of the Customer Reference, then the standard Customer
Reference confirmation process will resume.
SPECIALIZATION APPROVAL
When both Customer References have been confirmed, Autodesk will review and approve your Business Plan and
will verify that your chosen staff members have been Certified. If you have met all three criteria, Autodesk will
approve your Specialization and a system-generated notification email will go out to you confirming Autodesk’s
approval. Below is a copy of the email and it does not require that you take any action.
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Sample Notification Email Sent to You/Partner
Email Subject Line: Specialization Approved
WHAT TO EXPECT AFTER APPROVAL
Once Autodesk approves your Specialization, your regional Channel Development Manager will send a welcome
email that will provide an overview of what you may expect and leverage from the given Specialization (“Welcome
Email”).
Specialization Logos & Logo Guidelines will be attached to the Welcome Email.
Specialization Press Release Template will be attached to the Welcome Email.
You may not use this template to create press releases independently. Using the Press Release Template, you
may create a press release, but the press release must be reviewed and approved by Autodesk prior to
publication. To receive approval, submit your press release to your Channel Development Manager and your
Partner Manager who will review, revise as necessary, and approve your press release.
Benefits for Foundation Specialization Only
In addition to the welcome email from your regional Channel Development Manager, the Autodesk Global
Services team will send you an email outlining some suggestions on how to grow your consulting business, so
you can get the most out of your new Consulting Specialization. You will also receive:
Contract Addendum to cover your Consulting Specialization within two (2) weeks after approval. You must
sign and return the Addendum to Autodesk within one (1) week of your receipt of the Addendum;
otherwise, your Consulting Specialization will be revoked.
Packaged Service Offerings via a welcome email that will provide a secure link to a Buzzsaw site. These
Packaged Service Offerings that have been designed to assist you with your consulting engagements.
Reseller Look-up
Specialization is now a feature on Autodesk.com’s Locate a Reseller. Your Specialization will be added to that
database, but please allow at least two (2) weeks for your company profile to be updated with the new
Specialization designation.
Autodesk Developer Network (ADN) Trial Membership
This benefit is available for those partners who are not currently enrolled in the ADN Program. If not currently
enrolled, to activate this benefit, you will need to complete the ADN online application form. Thereafter, a
member of the ADN team will contact you and will provide you a program overview, the tools necessary to get
started.
When completing the ADN application, please follow these instructions:
 Choose ADN Partner type: ‘Consultant / System Integrator’
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In the field ‘How did you learn about ADN?’ include the text: Learned about ADN from Autodesk –
Specialization partner
In the Payment Method section, select ‘Check’. Then when you are contacted by the ADN team
they will create your membership as a free trial.
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Appendix A: Checklist for Specialization Business Plan
Place a tick in the box to
track completion.
Value Proposition
Personnel Investment
Tools and Resources
Value Proposition
 Identify industry knowledge and experience in the specialized market.
 Identify expertise in opportunity development and/or solution delivery management,



Market Strategy

and highlight customer benefit(s).
Identify software development capacity for the specialized market segment and the
customer benefit.
Identify repeatable service offerings that can be provided to add value to multiple
customer engagements.
Identify measures to reduce risks in undertaking consulting projects, supporting change
management and expectation levels in customer engagements.
Provide historical metrics that measure success and satisfaction of existing customers in
the specialized market segment.
Personnel Investment
 Identify personnel who will undertake specialist training.
 Provide overview of personnel and personnel experience
 Identify training and development plans for staff to meet the specialized market needs.
Tools and Resources
 Identify administrative systems and procedures in place to support and measure
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

engagement and deliverables in the specialized market.
Identify specific sales tools and processes that support business opportunity
development in the specialized market.
Identify staff resources, skills, and roles to support customer engagement, delivery, and
success in the specialized market segment.
If needed, identify a formal structure for working with subcontractors within the
specialized market segment.
Market Strategy
 Identify the market sub-segment that you will focus to work within.
 Provide evidence evaluated and validated the opportunity in this market sub-segment.
 Identify additional tools/services relevant to this market that you can offer to
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customers.
Provide anticipated opportunities for growth in this specialized market.
Provide an overview of marketing materials intended to promote the offering of its
solutions in the specialized market.
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Appendix B: Checklist for Customer Reference
Place a tick in the box to
track completion.
The Customer
The Customer: Short Description & Objective
 Provide the values of deal size and product / services completed.
 Provide an overview of the project objectives and the strategic value to the customer.
 Provide an overview of options proposed to meet the customer’s objectives and issues.
The Project
The Solution
The Project: Overall Description

Results & Benefits
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Provide an overview of the delivered solution and how it matches to the specialized
market segment.
Include an overview of the intermediate and advanced consulting services performed.
Include the length of the sales process, project timeline and key milestones.
Clearly identify the number of resources (and roles) that were allocated to the project.
The Solution: Unique Business Value
 Identify if this was a full solution for the customer or only part of if it.
 Provide key business drivers/goals of the customer.
 Provide evidence of supporting the customer to identify and prioritize objectives.
 Highlight the impact on the customer’s business if this project was not completed.
 Identify if the solution was delivered on time and within the anticipated budget.
 Provide an overview of future solution opportunities with this customer.
Results & Benefits: Measureable
 Clearly define the benefits and ROI for the proposed solution.
 Provide data that tie to customer benefits and project results.
 Provide an overview of solution benefits that are not financially-based (for example,
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optimized processes and workflows now being realized as a result of this implemented
solution).
Indicate if the results and benefits are localized to a site/department or to an
enterprise/group.
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