Ekaterina Voropaeva Vice President, Operations, GMCS Verex Competencies include: Gold Portals & Collaboration Gold Business Intelligence Microsoft Partner

EkaterinaVoropaevaVice President, Operations, GMCS VerexCompetencies include:Gold Portals & CollaborationGold Business Intelligence

Microsoft Partner Network & Prochaines évolutions

Michel Pereira | 10 Septembre 2013

Avant de démarrer…

Les micros sont coupés au début de la visio-conférence

Si vous souhaitez poser une question, faites *6 pour activer ou désactiver votre micro

La présentation sera mise à votre disposition

95% du revenu

Notre stratégie est unique et cohérente

=Partenaires motivés+Création

d’un réseau

NancyRushCatapult SystemsCompetencies include:Gold Business IntelligenceGold Virtualization

…et avec les autres partenaires et communautés.

Microsoft Partner Network

Com

mit

ment

Gold competency partners

Silver competency partners

Microsoft Action Pack subscription partners

Network members

Support

Plusieurs niveaux de partenariat

… avec le personnel, les technologies, les outils, les ressources et les opportunités de Microsoft,

Votre lien direct avec…

Objectifs des compétences

Orientées Client : Aide le client final à trouver et sélectionner le bon partenaire selon ses besoins.

Orientées Partenaire :Offre aux partenaires un ensemble d’outils et de supports pour faire la différence et développer son activité.

Les bénéfices

…qui amène des résultats tangibles

Des bénéfices tangibles…

• $125,000 de licence logiciel• $83,000 d’adhésion MSDN• $37,500 de formations disponibles dans PLC• Partner management (PAM, TPAM, TPAS)

“Globalement les bénéfices du Microsoft Partner Network représentent env. $320,000 de valeur pour le partenaire moyen”*

* IDC July 2012, The business value of the Microsoft Partner Network Core Benefits.

Planifier

Promouvoir et Vendre

Délivrer et Croitre

• Exposition prioritaire sur Pinpoint• $11,000 de support marketing dans le Guide

des Campagnes• Programme d’incentive

• Coûts opérationnels réduits grâce au conseil avant-vente technique et au support technique

Les partenaires qui investissent plus augmentent de 28% leur revenu par employé et de 68% leur taille de dossier **

+68%

Taille des

affaires

$

$+28%

Chiffre d’affaire

par employé

** IDC March 2011, partner opportunity in the Microsoft Ecosystem.

Modèle de compétences

A P P L I C A T I O NP L A T F O R M

Application Integration

Application Lifecycle

Management

Business Intelligence

Data Platform

Application Development

B U S I N E S SA P P L I C A T I O N S

Customer Relationship Management

Enterprise Resource Planning

B U S I N E S SP R O D U C T I V I T Y

Collaboration and Content

Messaging

Project and Portfolio

Management

Communications

Digital Marketing

C O R EI N F R A S T R U C T U R E

Devices and Deployment

Identity and Access

ServerPlatform

Management and

Virtualization

SmallBusiness

Midmarket Solution Provider

C U S T O M E R S E G M E N T S

Software Asset

Management

Volume Licensing

L I C E N S I N G O T H E R S

OEM LearningHosting Mobility

•Aligné sur le mode d’achat des solutions Microsoft par les clients• Permet de faire valoir les compétences de tous les types de partenaire

Prérequis des compétences Gold & Silver

* Devenir partenaire Silver ou Gold pour un ou plusieurs domaines de compétence** Souscrire à une offre Microsoft Action Pack Solution Provider, Microsoft Action Pack Development & Design ouMicrosoft Cloud Essentials Pack*** Posséder au moins une solution logicielle packagée testée par Microsoft ou son prestataire de tests autoriséou

Posséder un produit matériel éligible ayant passé avec succès le test matériel d’attribution du logo Certifié pour Windows

Communaut

éAdhérent Silver* Gold*

S’inscrire au Microsoft Partner Network

Souscrire à une offre**

Employer des individus certifiés (MCP)***

2 MCP

4 MCP

Disposer de références clients approuvées

3 Références

5 Références

Passer les évaluations Ventes & Marketing par compétence

Passer les évaluations sur les licences Microsoft

Participer aux Etudes de satisfaction client

S’engager sur un montant minimum de ventes sur 12 mois

Payer une cotisation

Tableau récapitulatif des avantages Partenaire

Further enabling devices and mobility scenarios. Embracing Windows Embedded.

Key FY14 Microsoft Partner Network program changesPlanned for January 2014

Creating opportunities.

Moving from Business Intelligence to Data Analytics.

New competency: User Experience Design.

Cloud Accelerate, Cloud Essentials, and Azure Circle integration.

Tailoring Microsoft Action Pack subscriptions.

Changes to the Small Business Specialist Community.

New policy: partner must earn silver or gold status by subsidiary.

Working together.

Realizing potential.

Recognizing the best SAM partners.

Moving forward.

Mainstreaming hosting partners into solution competencies.

Adding Azure, Windows Phone and Windows Embedded to Application Development.

New competency: Datacenter.

Are you using all your benefits? Find out here.

Microsoft Partner Network Cloud Integration

Microsoft Partner Network is committed to giving end-customers the power of choice, whether they want to deploy Microsoft solutions on premise, in the cloud, or in a hybrid mode. To do this, Microsoft will:

• Retire the existing Cloud programs

• Launch a new Cloud Track in select competencies

What’s changing in January 2014?Give customers the power of choice by offering cloud solutions. Cloud Essentials MAPS

Cloud AccelerateCloud DeploymentAzure Circle

Competencies with Cloud Track

January 2014Today

• Devices & Deployment• Messaging• Collaboration &

Content• Communications• Project & Portfolio

Mgmt• Small Business • Midmarket Solutions

Com

pet

enci

es

Office 365

• Devices & Deployment• Mid-Market Solution

Provider

Com

pet

enci

es

Windows Intune

Windows Azure

• Application Development• Datacenter• Data Platform• Data Analytics

Com

pet

enci

es

• Customer Relationship Management

Com

pet

enci

es

CRM Online

What’s in it for partners? Want to learn more?

• Choice. Enable your team to provide solutions that customers need, whether on-premise or in the cloud.

• Alignment. Align to the Microsoft Cloud OS strategy to offer customers a seamless experience

For details about Microsoft Partner Network Cloud Integration:• Explore the MPN competency pages at:

https://mspartner.microsoft.com • Attend the Value keynote on Wednesday

July 10th• Talk to the experts at the MPN Booth

#CC11

https://mspartner.microsoft.com/

Microsoft Partner Network Cloud integration

Qualify via

Cloud integration into competency

Standard tracks Existing requirements

+ new cloud assessments

Optimized for on-premise partners

Cloud tracksQualify using proven cloud performance +

references

Optimized for Born in the Cloud partners with proven cloud performance

Get ready:• Access to Partner Learning Center• Software licenses for demo, test and

internal use

Market & sell:• Solution competency branding• Prioritization on Pinpoint• Access to Partner Marketing Center

Deliver & grow:

• Pre-Sales and Delivery support• Incident resolutions

Get ready:• Cloud specific learning paths• Dev / Test passes• Additional Cloud license rights

Market & sell:

• Cloud Accelerate logo• Windows Azure Deployment Service • Windows Azure consumption incentive• MOSP credit

Cloud Track benefits

Additional cloud benefits

Core Microsoft Partner Network competency benefits

Messaging

Collaboration and Content

Communications

Project and Portfolio Management*

Standard track Cloud trackSilverValidate your sales and tech expertise• One individual passes the sales assessment**• Two individuals pass required exams + an

incremental online Office 365 tech assessment OR pass the required application test

Demonstrate proven performance• Three customer references

Finalize membership• Silver competency fee

SilverValidate your sales and tech expertise• One individual passes the sales assessment**• Two individuals pass the Office 365 tech

assessment OR pass the required Office 365 application test (ISV track)

Demonstrate proven performance• 1 – 250+ Office 365 deployment* • Three Office 365 customer references

Finalize membership• Silver competency fee

GoldValidate your sales and tech expertise• Two individuals pass the sales assessment**• Four individuals pass required exams + an

incremental Office 365 tech assessment OR pass the required application test

Demonstrate proven performance• Five customer references• CSAT survey

Finalize membership• Gold competency fee

GoldValidate your sales and tech expertise• Two individuals pass the sales assessment**• Four individuals pass the Office 365 tech

assessment OR pass the required application test (ISV track)

Demonstrate proven performance• 3 – 250+ seat Office 365 deployments*• Five Office 365 customer references • CSAT survey

Finalize membership• Gold competency fee

Office 365Workload focused competencies

Added cloud specific benefits Cloud IURCloud incentives

Added cloud specific benefitsCloud IURCloud Accelerate logoCloud incentives

* Deployment requirement for Project and Portfolio Management differs as follows: 1–25+ seats for silver and 3–25+ seat requirement for gold and Cloud Deployment status

** Pre-Sales tech assessments also required for Messaging, Collaboration and Content and Communications competency – 1 individual for silver and 1 unique individual for gold (effective January 2014).

• Hosting tracks are created in solution competencies that cover the main Hosting go-to-markets

• Hosting tracks are replacing the existing Hosting competency

Summary of Hosting competency evolution:

Hosting Server Platform

Management &

Virtualization

Identity&

Access

Data Platform

Messaging Communi-cations

Datacenter Data Platform


Infrastructure competencies merging

Hosting track with relevant benefits and requirements

What’s changing in January 2014?

January 2014Today

Integrating hosting partners into Solution Competencies

What’s in it for partners?

Want to learn more?

• Recognition. Microsoft is recognizing the strategic role of cloud hosting.

• Clarity. The new track makes it easier for customers to identify hosting partners that have expertise on Microsoft solutions.

• Differentiation. Hosters are clearly differentiated as partners that can offer the industry’s leading cloud solutions.

• Relevant benefits. Specific hosting related benefits are available to partners in the hosting tracks.

For additional details about the Hosting Track:

• Attend the MPN value keynote on July 10th and/or the HSP sessions

• Talk to the experts during WPC at the MPN Booth

Identify the partnerthat fits customer’s business needs.

Get ready:• Access to Partner Learning Center• Software license rights for demo, test and

internal use


Deliver & grow:


Get ready:• Hosting specific learning paths• Eligible for Cloud OS Network initiative

Market & sell:• Cloud Accelerate logo• Eligible for SPLA incentive• Bing Ad credit for end-customers

Hosting Track benefits

Additional hosting track benefits


Introducing the Datacenter competency Management & Virtualization, Server Platform, and Identity &

Access competencies will merge into the Datacenter competency.

As part of the new Datacenter competency: • Silver partners will demonstrate foundational expertise • Gold partners will demonstrate advanced expertise • Specific qualification tracks will be available for Azure and

Hosting partners


Datacenter Competency

• Standard Track• Cloud Track• Hosting Track

Today:Management & Virtualization

January 2014:

Server Platform

Identity & Access


• Enablement. Datacenter enables solution selling for partners, with huge opportunities to upsell.

• Alignment. Consistent with the Microsoft Cloud OS strategy, cloud and hosting partners can leverage the Datacenter competency.

• Simplicity. We’re making it easier for partners with expertise in Windows Server and System Center to differentiate their business.

For details about the Datacenter Competency:

• Explore the Microsoft Partner Network disclosure guide at: http://aka.ms/MPNChanges

• Attend the Microsoft Partner Network value keynote on Wednesday July 10th

• Talk to the experts during WPC at the Microsoft Partner Network Booth CC#11

Transforming the Datacenter end to end, on-premises and in the cloud.

Cloud OS

http://aka.ms/MPNChanges

Get ready:• Access to Partner Learning Center• License rights for demo, test and

internal use


Deliver & grow:


Get ready:• Additional on-premises and cloud

licenses

Market & sell: • Private Cloud Immersion Toolkit• Private Cloud Deployment Planning

Services• Solution Incentive Program• Managed Reseller Incentive

Datacenter competency benefits – standard track

Additional Datacenter competency benefits


Get ready:• Access to Partner Learning Center• License rights for demo, test and internal

use


Deliver & grow:


Get ready:• Cloud specific learning paths• Development / test passes• Additional cloud license rights

Market & sell:

• Cloud Accelerate logo• Windows Azure Deployment Planning

Services• Windows Azure consumption incentive• MOSP credit

Datacenter competency benefits - cloud track

Additional Datacenter cloud track benefits


Get ready:• Access to Partner Learning Center• License rights for demo, test and

internal use


Deliver & grow:


Get ready:• Hosting specific learning paths• Eligible for Cloud OS Network initiative

Market & sell:• Cloud Accelerate logo• Eligible for SPLA incentive• Bing Ad credit for end-customers

Datacenter competency benefits - hosting track

Additional Datacenter hosting track benefits




Unlock insights on any data.

• Extended expertise. Data Analytics partners will extend their expertise in cloud and big data to gain competitive advantage

• Alignment. The expanded scope of the Data Analytics competency allows partners to leverage Microsoft Cloud OS strategy.

For details about the Data Analytics Competency:


• Attend the MPN value keynote on Wednesday July 10th

• Talk to the experts during WPC at the MPN booth CC#11

From BI to Data AnalyticsThe BI Competency is being renamed the Data Analytics Competency and reflects the following changes: • Expanded scope to include Azure and big data.• Specific qualification track for Azure partners• Silver as foundational expertise and Gold as advanced

expertise

Data Analytics• Standard Track• Application Track• Cloud Track

Business Intelligence• Standard Track• Application Track

January 2014:Today:

Cloud OS



internal use


Deliver & grow:


Get ready: • Additional on-premises and cloud licenses

Market & sell:• SQL Server Deployment Planning Services• Solution Incentives Program• Managed Reseller Incentive


Data Analytics competency – standard track

Additional Data Analytics competency benefits


internal use


Deliver & grow:


Get ready:• Cloud specific learning paths• Windows Azure Dev / Test passes• Additional cloud license rights

Market & sell:

• Cloud Accelerate logo• Windows Azure Deployment Planning

Services• Windows Azure consumption incentive• MOSP credit

Data analytics competency - cloud track

Additional Data Analytics cloud track benefits

Core Microsoft Partner Networkcompetency benefits

• The Mobility Competency is being retired and partners will be migrated into the Application Development or the Devices and Deployment competency.

• We are emphasizing Mobility and Bring Your Own Device scenarios as part of the Devices and Deployment and Mobile application scenarios into Application Development

• Microsoft Partner Network will on-board and expand “Intelligent Systems” specialization

• Microsoft Partner Network will launch the User Experience Design Competency in January 2014

Improving our device story

Provide holistic, unified solutions across devices.


What’s in it for partners?

Want to learn more?

Simplicity. We’re making it easier for partners with expertise across Windows, Windows Phone, Windows Intune, Windows Embedded and Microsoft Office

A seamless experience. Only the Microsoft stack can offer customers a truly seamless experience across all their devices.

For details about the retired Mobility competency:


• Talk to the experts during WPC at the MPN Booth CC#11

For details about the Intelligent Systems Specialization:

• Go to Intelligent System booth CC-6

Mobility

Devices & Deployment


January 2014

Intelligent Systems Specialization

User Experience Design

Today

Evolution Summary


Extending the scope of App Dev• Integration of Mobility competency partners that specialize in mobile

application development• Integration of Windows Embedded partners that specialize in Windows

Embedded development• Unification of development expertise across Windows platforms,

devices and services while leveraging Visual Studio development tools

What’s happening in January 2014?


More opportunity. The expanded competency means more cross-sell and upsell opportunities.

Clarity and simplicity. The competency is designed to clarify partner development expertise and simplify the competency model.

For details on the Application Development competency:





Windows Server

Windows Embedded

Windows Azure

Windows 8

Windows Phone .NET 4

.5

Vis

ual Stu

dio

2012


Mobility

Windows Embedded scenarios

January 2014

Today

Build appealing apps, accessible from any device and deployed across multiple services.


Introducing: User Experience Design

Providing compelling user experiences and beautiful design and has become more and more crucial to ensure the best experience for customers across devices for Windows, Windows Phone and Xbox.

In January 2014, Microsoft Partner Network will launch a new “User Experience Design” competency to recognize partners / design agencies with this specific expertise.



New opportunity. This new competency means more opportunity with organizations who use the services of external design agencies to create compelling experiences for Microsoft client applications.

Resources. Access to the latest resources to train and build skills needed in your organization.

For details about the User Experience Design competency:



• Look out for additional competency details, coming soon to the Microsoft Partner Network website

Customers want beautiful and consistent user experiences across devices. Be recognized as a top provider.

Embracing Windows Embedded partners

In FY14, the Windows Embedded Partner Program (WEPP) will migrate into the Microsoft Partner Network, allowing us to:

• Provide a more consistent experience across Microsoft Partner Network and support our Intelligent Systems strategy

• Grant WEPP partners access to greater benefits for developing their practices for the rapidly growing Intelligent Systems market

Gold or Silver WEPP partners will have transition support as they move to MPN and will receive more information about this transition later this year.

Partners will transition in most cases to the Microsoft Action Pack Subscription and in other cases to the Intelligent Systems Specialization or an MPN Competency.

What’s changing in 2014?

Want to learn more?

For details about the opportunities for Windows Embedded partners:


• Attend the Intelligent Systems sessions at WPC

• Talk to the experts during WPC at the MPN Booth or the WE booth CC-6

Grow your business with Intelligence Systems.

http://www.microsoft.com/windowsembedded/en-us/intelligent-systems.aspx


http://sessions.digitalwpc.com/topic/list

Software Asset Management Competency requirement changes

SAM partners deliver the highest level of services to help customers save money by optimizing assets, managing technology changes, and reducing legal and financial risk.

To help ensure that SAM partners can provide the best service, Microsoft Partner Network is making the following changes to the SAM competency:

• Reducing the required MCP count to 1 for Silver and 2 for Gold

• Strengthening the required expertise per MCP at the Gold level

• Making SAM engagement delivery a requirement for Gold partners



Quality service. Develop a quality and thriving business practice around SAM services.

Trusted capability. Demonstrate your SAM experience and become the trusted advisors of your end-customers.

Increased opportunity. Optimize your chance to win more engagements by earning SAM incentives.

For details about the Software Asset Management Competency:


• Attend the Software Asset Management track sessions at WPC

• Talk to the experts during WPC at the Microsoft Partner Network Booth CC#11

Customers want to optimize their software assets. Be one of the partners who can truly help them.


http://sessions.digitalwpc.com/topic/list

Build flexible enterprise class and cloud ready solutions with BizTalk Server 2013

Application Integration competencyCompetency requirement changesTo align with the latest Microsoft technology versions, the

Application integration technical requirements will be thoroughly overhauled.

• New BizTalk Server 2013 online technical assessment is required

• Previous BizTalk Server exams are all retired

• Additional exams around development, database and infrastructure are adapted to the technical needs required for a BizTalk project

What’s happening in January 2014?


Relevancy. Technical readiness and evaluation will be current and relevant to your business practice, driving greater competency value . Commitment. Confirm Microsoft commitment in providing world-class integration solutions to the market

For details on the Application Development competency:

• Explore the Microsoft Partner Network program disclosure guide at: http://aka.ms/MPNChanges

• Attend the Microsoft Partner Network value keynote on July 10th

• Talk to the experts at the Microsoft Partner Network Booth CC#11


New requirement: qualifying by location

Partner A(HQ-US)

Location 1

US – NYC

Location 2France -

Paris

Location 3UK -

London

Gold: Earned

Gold: Inherited

Gold: Inherited

Gold: Inherited

Beginning November 2013, partners will have to meet competency requirements locally and will no longer be able to inherit their competency status from locations in other countries. This change will:

• Optimize customer experience by ensuring that partners have true capacity locally available

• Facilitate deeper engagement with local Microsoft teams and streamline access to support and rewards

What’s changing in November 2013?

Summary of Organization Hierarchy requirement change

Partner A(HQ-US)

Location 1

US – NYC

Location 2France -

Paris

Location 3UK -

London

Gold: Earned

Action Pack subscription

Gold: EarnedSilver: Earned

Ensure customers get the best local service.

Today: partner locations in multiple subsidiaries can inherit competencies earned by another location.

November 2013: partner locations in multiple subsidiaries must individually earn each competency and will not inherit those earned by other locations.

Migration Policy Partners with any of the retiring or merging competencies or programs will be automatically migrated to new competencies as outlined below. Partners will have until their next anniversary date after January 2014 to comply with the new competency requirements.

Today January 2013

Windows Azure Circle Azure Cloud tracks: Data Analytics, Datacenter, Data Platform

Business Intelligence Data Analytics

Cloud Accelerate Office 365 / Windows Intune tracks: Collaboration & Content, Communications, Devices & Deployment, Messaging, Midmarket Solution Provider, Project & Portfolio Management, Small Business

Cloud Essentials Program Microsoft Action Pack subscriptions (MAPS)

Identity & Access Datacenter

Hosting Hosting tracks: Communications, Data Analytics, Datacenter, Messaging

Management & Virtualization Datacenter

Mobility Application Development or Devices & Deployment

Server Platform Datacenter

Microsoft Partner Network Cloud integration overviewGoalDeliver a strong Microsoft Partner Network experience to enable all existing and born in the cloud partners to support customer “power of choice” by selling, deploying, and supporting cloud products

TimelineIntegrate cloud programs into Microsoft Partner Network in January 2014 and retire all Cloud programs on June 30, 2014

ApproachIntegrate cloud programs into Microsoft Partner Network

Design: balance flexibility and simplicity

Microsoft Action Pack Subscription

1) Offer clear and meaningful migration paths

2) Align and integrate cloud services into relevant competencies

Cloud Essentials

Cloud Accelerate

Cloud Deployment

Windows Azure Circle

Competencies

CompetenciesDevices and DeploymentMessagingCollaboration and ContentCommunicationsProject and Portfolio MgmtSmall Business Midmarket

Office 365

CompetenciesDevices and DeploymentMidmarket

Windows Intune

CompetenciesApplication DevelopmentDatacenterData PlatformData Analytics

Windows Azure

3) Provide options for all partners

Standard track

Meet all existing requirements and pass new cloud assessments

Cloud track

Qualify through cloud performance, assessments, and cloud references

January 2014

Today CRM Online

CompetenciesCustomer Relationship Management

Added cloud specific benefits Cloud IURCloud incentives

Added cloud specific benefitsCloud IURCloud Accelerate logoCloud incentives

Integrating hosting partners

Introducing the Datacenter competency

MPN Competency Changes

Datacenter Competency

• Standard Track• Cloud Track• Hosting Track

Today:Management & Virtualization

January 2014:

Server Platform

Identity & Access

Datacenter Data Platform


Hosting track with relevant benefits and requirements

From BI to Data Analytics (adding Azure & Big Data)

Data Analytics• Standard Track• Application Track• Cloud Track

Business Intelligence• Standard Track• Application Track

January 2014:Today:

Mobility

Devices & Deployment


January 2014

Intelligent Systems Specialization

User Experience Design

Today

Improving our Device Story

Extending the scope of Application Development


Windows Server

Windows Embedded

Windows Azure

Windows 8

Windows Phone .NET 4

.5

Vis

ual Stu

dio

2012


Mobility

Windows Embedded scenarios

January 2014

Today • Reducing the required MCP count to 1 for Silver and 2 for Gold

• Strengthening the required expertise per MCP at the Gold level

• Making SAM engagement delivery a requirement for Gold partners

Software Asset Management

Guide des changements du programme MPNhttps://mspartner.microsoft.com/fr/fr/Pages/Membership/Downloads/Microsoft-Partner-Network-Competency-Roadmap.aspx

Pour obtenir le support MPN

https://mspartner.microsoft.com/fr/fr/Pages/Membership/Downloads/Microsoft-Partner-Network-Competency-Roadmap.aspx




Michael TomazicVice President, Global AlliancesGlobal 360Gold ISV Competency

Merci

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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Ekaterina Voropaeva Vice President, Operations, GMCS Verex Competencies include: Gold Portals & Collaboration Gold Business Intelligence Microsoft Partner