The document provides an overview of the Microsoft Partner Network. It discusses opportunities for partners to strengthen capabilities, gain expertise to better serve customers, and connect through innovation communities. Key changes include a shift to competency-based membership, competency and specialization changes, and the introduction of advanced competencies. The timeline outlines changes already available and those starting in October 2010, including new competencies, benefits, and requirements.

1. Microsoft Partner Network Overview
Glenn Osako
Partner Territory Manager
July 1, 2010

2. Our Vision
Our vision for the Microsoft® Partner Network™ is simple—to provide:
Opportunities to strengthen your Capabilities
Expertise to help you serve Customers better
Communities that spark innovation and Connection
Together, we can create innovative solutions that drive profitability and
sustain competitive advantage.
2| OUR VISION

3. What‘s in It for You?
Plugging You
into the Differentiating
Network Your Business
Delivering More
Value to Your
Customers
Helping Market Recognition
Customers That Supports You
Find You
3| WHAT’S IN IT FOR YOU?

4. What Membership Opportunity Is Best for Me?
Starting in October 2010 …
4| WHAT MEMBERSHIP OPPORTUNITY IS BEST FOR ME?

5. How Do I Describe Myself to a Customer?
• Community & Subscriptions: I am a member of the Microsoft Partner
Network.
• Competencies: I am a Microsoft partner with expertise in Business
Intelligence and Virtualization.
• Advanced Competencies: I am a Microsoft partner with advanced
expertise in Search.
• Competencies & Advanced Competencies: I am a Microsoft partner with
expertise in Business Intelligence and advanced expertise in Search.
5| HOW DO I DESCRIBE MYSELF TO A CUSTOMER?

6. Key Changes You Can Expect
The Microsoft Partner Network is evolving to provide partners with:
• Opportunities to strengthen capabilities.
• Expertise to help serve customers better.
• Communities that spark innovation and connection.
• It had gotten too easy for partners to obtain the Gold Certified status
Shift to Competency-Based
• The value of the Gold Certified brand was diminished
Membership Opportunities • Customers were confused about how to find the best partner
• The bar has been raised on certification exam requirements
Competency and • Competencies were renamed to match how customers look for
Specialization Changes solutions
• Specializations are being retired
• A very high technical and sales bar will be implemented to achieve
Advanced Competency the advanced competency
Differentiation • Benefits will be tailored by both membership opportunity and
competency
• Microsoft Partner Program renamed to Microsoft Partner Network to
Visual Identity and reflect customer connection
Logo Changes • New brand introduced to signify change
6| KEY CHANGES YOU CAN EXPECT

7. Microsoft Partner Network: Planned Timeline
Available Now Starting in October 2010
Partners enrolling or re-enrolling as • Portals and Collaboration Advanced competencies launch.
Gold Certified Partners must have • Project and Portfolio
participated in the Customer Satisfaction Management New competency and advanced
(CSAT) Index starting on November 20, competency benefits available.
• Search
2009.
• Server Platform Partner levels (Registered, Certified,
Most new Microsoft Partner Network • Software Asset Management and Gold Certified) are retired.
competencies launched: • Software Development
Partner Points are retired.
• Application Integration • Systems Management
• Application Lifecycle Management • Unified Communications Sales specialist is introduced for
• Business Intelligence • Virtualization select advanced competencies.
• Content Management • Volume Licensing
• Customer Relationship • Web Development Exam requirements updated for
certain competencies.
Management
Specializations are consolidated into
• Data Platform new competencies. New Microsoft Partner Network
• Desktop Platform competencies launch:
• Enterprise Resource Planning Launch of Microsoft Action Pack • Authorized Distributor
Solution Provider and Microsoft
• Hosting Platform Action Pack Development and Design. • Digital Marketing
• Identity and Security • Digital Home (May 2011)
• Independent Software Vendor (ISV) Exam requirement policy updated.
New partner logos are available for
• Learning Look for updates on the U.S. Partner partner use.
• Midmarket Solution Provider Portal.
• Mobility
• OEM Hardware
7| MICROSOFT PARTNER NETWORK: PLANNED TIMELINE

8. Competency Alignment to Customer Business Challenges
Core Business Application
Infrastructure Productivity Platform
Systems Identity and Business Unified Data Platform Web
Management Security Intelligence Communications Development
Content Application Application
Desktop Virtualization Search Lifecycle
Management Integration Management
Portals and Project & Software
Server Platform Portfolio
Collaboration Management Development
CRM & ERP Cross Platform Small & Medium
Solutions Business
Digital Home Digital Marketing Volume Licensing
Customer Authorized
OEM Mobility Distributor Small Business
Relationship Solution Provider
Management
Hosting Platform Learning ISV
Enterprise Resource Midmarket Solution
Planning Provider
Software Asset
Management
8| COMPETENCY ALIGNMENT TO CUSTOMER BUSINESS CHALLENGES

9. Microsoft Partner Network Benefits at a Glance
Get Microsoft software
to run your business.
Get training to
Get rewards to reinvest
differentiate your
in your business.
capabilities.
Get top-priority listing
Get support and
in Microsoft customer-
customer-relevant
facing directories to
brand recognition.
promote your business.
Get the network advantage.
Strengthen capabilities. Build real-time connections. Serve customers better.

10. Microsoft Action Pack Solution Provider
Delivering targeted benefits and key featured resources
Grow Your Business Software & Tools Technical Support
• Microsoft Financing Options • TechNet for Action Pack • Unlimited Access to Online
• Market Visibility(PinPoint, Subscription Technical Communities
Solution Finder, Demo • Enterprise Editions: (IUR) • Unlimited Business Critical
Showcase) • Office 2010 System Phone Support
• Sales Skills Training • Windows 7 • Quarterly recorded Support
• Targeted Learning Plans • Windows Server 2008 R2(SBS) Webinars
• Partner Learning Center (free & • Server Products (SQL,
discounted training) Exchange)
• Marketing Collateral • SharePoint Standard (IUR)
• Career Resources (student-to- • Dynamics (CRM Workgroup)
business recruiting) • BPOS Offerings
Bolded words = New to today‘s solution provider subscription (current version of MAPS)

11. Microsoft Action Pack Development & Design
Delivering targeted benefits and key featured resources
Grow Your Business Software & Tools Technical Support
• Microsoft Financing Options • Enterprise Editions: (IUR) • Unlimited Access to Online
• Market Visibility(PinPoint, • Office 2010 System Technical Communities
Solution Finder, Demo • Windows 7 • Unlimited Business Critical
Showcase) • Windows Server 2008 R2 Phone Support
• Sales Skills Training (SBS) • Exclusive Quarterly Support
• Targeted Learning Plans • Server Products (SQL, Webinars
• Partner Learning Center (free & Exchange) • Partner Advisory Services (10
discounted training) • SharePoint Standard (IUR) hours)
• Marketing Collateral • Dynamics (CRM Workgroup)
• Career Resources (student-to- • Expression Studio 4 Web Pro
business recruiting) • Visual Studio 2010
Professional
• MSDN for Microsoft Action
Pack Development and Design
Subscription*
Bolded words = New to today‘s development subscriptions (Web Solutions Toolkit & Empower)
* Includes (3) MSDN for Action Pack subscriptions, which provide access to Visual Studio 2010 Professional, Expression Studio 4 Web Professional, and latest versions
of Windows, Windows Server, and SQL Server for development and testing.

12. Competency Benefits
Competency Core Benefits Advanced Competency Core Benefits
• Internal Use Software (25 licenses): Windows 7, • Internal Use Software (100 licenses): Windows 7,
Microsoft Office Enterprise 2007, Windows Server Microsoft Office Enterprise 2007, Windows Server
2008, Microsoft Office SharePoint, and more. 2008, Microsoft Office SharePoint, and much more.
• Support Services: 20 phone-based advisory hours, • Support Services: 50 phone-based advisory hours,
unlimited deal-related and business-critical phone unlimited deal-related and business-critical phone
support, online support experience, and a five-pack support, online support experience, and a five-pack of
of break/fix incidents. break/fix incidents.
• Marketplace Prioritization: Priority listing in • Marketplace Prioritization: Top-priority listing in
Microsoft customer-facing directories and use of the Microsoft customer-facing directories and use of the
Microsoft Partner Network competency logo. Microsoft Partner Network advanced competency
logo.
• Channel Incentives: Partner incentive for selling
BPOS (18% first year, 6% recurring). • Channel Incentives: Partner incentive for selling
BPOS (18% first year, 6% recurring).
• Training: Access to the Partner Learning Center.
• Training: Access to the Partner Learning Center.
Competency-Specific Benefits
Partners with competencies and advanced competencies are eligible for competency-specific benefits,
including extra software licenses. Please refer to the “Value of Earning a Microsoft Competency” Guide
and License Calculator for more information.
12 | COMPETENCY BENEFITS

13. Requirements Summary
Requirement Join Our Purchase a Earn a Competency Differentiate Your Expertise By Attaining an Advanced Competency
Community Subscription
Credentials Not applicable Not applicable Two Microsoft Certified Professionals Four Microsoft Certified Professionals with advanced credentials, not
(applicable exams below).(1) holding any other advanced competency. (2)
OR
OR Two Microsoft Certified Professionals with advanced credentials, not
holding any other advanced competency and qualifying standard test (3)
Qualifying standard application tests OR
Qualifying advanced application tests(3)
Joint Microsoft Not applicable Not applicable Not applicable Revenue commitment
Partner Plan Starting October 2010, partners will need to commit to a minimum revenue
bar based on their competency. Starting October 2011, to maintain
advanced competency status, partners will need to meet the revenue bar
by their next reenrollment date.
After achieving an advanced competency, partners will be required to
complete a simple business plan detailing the activities that will support
their plan. If applicable, a Microsoft representative may contact the partner
to support the creation of this business plan
Business Not applicable One individual who One individual who passes a Microsoft One individual who passes a Microsoft Licensing overview assessment
Training and passes a Microsoft Licensing overview assessment
Assessments (4)
online assessment OR
every two years. (5) OR
One MCP that has passed a Volume One MCP that has passed a Volume Licensing competency exam
Licensing competency exam
AND
AND Two individuals who pass an online sales and marketing competency
One individual who passes an online assessment
sales and marketing competency
assessment
Customer Not applicable Not applicable Three unique customer references per Five unique customer references per competency.(5)
Evidence competency Participation in Customer Satisfaction (CSAT) Index
Commitment Short Profile Short Profile; including Full Profile Full Profile
company’s official URL
Annual Subscription Annual competency Fee (good for one Annual advanced competency Fee (good for one or multiple advanced
Fee: Microsoft Action or multiple competencies): $1,850. (6) competencies): $3,800.(6)
Pack Solution Provider
$329; Microsoft Action
Pack Development and
Design $429. See footnotes in speaker notes

14. Get Current on Certification Exams
It may be time to update your Microsoft Certifications.
A number of changes have been made to the Microsoft Partner Network since July 2009, including the introduction
last month of a new, more relevant competency structure with expanded benefits and requirements.
These changes will help you differentiate your business and enable you to deliver even more value to your customers.
However, it‘s also likely that you‘ll need to update your Microsoft Certifications by aligning with more current
technology. To retain your competency benefits, update your certification exams by your re-enrollment date. (Until
then, you‘ll retain your current benefits.)
Visit the ―Get Current on Certification Exams‖ page to learn how to start the process, find out if you need to update
your certifications, and see how we can help.
You can also follow these steps to prepare for the upcoming changes:
1 Download the ―Value of Earning a Microsoft Competency Guide‖ to learn about
new competencies and their exam requirements.
2 Identify the new certification exams you need to take in order to remain
compliant in your respective competency and/or competencies.
3 Prepare for certification exams with the Learning Plan Tool and locate a
Prometric testing center.
14 | GET CURRENT ON CERTIFICATION EXAMS

15. Two Steps for Preparation
1 Now 2 In October 2010
• Review and update your competency • Update your collateral with your new brand via
requirements and, where applicable, your Partner Logo Builder.
Gold Certified competency requirements.
Partners • Prepare for the advanced competency and/or
competencies of your choice.
• Participate in the CSAT Index prior to re-
enrollment.
Certified • Review the new competency requirements and, • Update your collateral with your new brand via
Partners where applicable, update your competency Partner Logo Builder.
requirements.
• Prepare for the advanced competency and/or
competencies of your choice.
Small
Business • Participate in the new Microsoft Partner Network • If you’re interested, prepare for the Midmarket
Community site to get support and engage with Solution Provider advanced competency.
Specialists other partners.
• If you’re interested, prepare for the Midmarket
Solution Provider competency.
Registered • Participate in the new Microsoft Partner Network • Consider new membership opportunities to
Members Community site to get support and engage with further engage within the network.
other partners.
• Check out the new subscriptions that are
available.
1. Check out the ―Prepare for the Microsoft Partner Network‖ Portal Page
2. Review the Microsoft Partner Network Checklist

16. Where Do I Go for Help?
• Microsoft Partner Network Expert Team
Partners may contact our Microsoft Partner Network Expert Team for information on
qualifying for re-enrollment, receiving additional insight on competency attainment,
meeting the CSAT Index requirements and much more. Contact the Microsoft Partner
Network Experts at 1-877-254-6825 or msppexp@microsoft.com.
• Regional Service Center
Our RSC can answer all questions and concerns related to the Microsoft Partner
Network and can help make changes to a partner‘s account. Call 1-800-765-7768 or
email msppna@microsoft.com.
16 | WHERE DO I GO FOR HELP?

17. THANK YOU
For all questions, visit the U.S. Partner Portal: https://partner.microsoft.com/US
For steps on how to prepare for the Microsoft Partner Network: https://partner.microsoft.com/US/40109866
Connect with peers online: http://microsoftpartnernetwork.com/
© 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista, and [include other trademarks referenced] are trademarks of the
Microsoft group of companies. 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.
JUNE 2010

18. Appendix A
Frequently Asked Questions

19. Microsoft Partner Network FAQs
• Why have you changed from the Microsoft Partner Program to the Microsoft Partner Network?
 We‘re evolving from the Microsoft Partner Program to the Microsoft Partner Network to strengthen the relationship
we have with our partners—and the relationships you have with other partners and your customers. All partners
have a home within the Microsoft Partner Network. You can thrive by taking advantage of the new opportunities
available to you through the Microsoft Partner Network.
• What is the difference between competency and advanced competency?
 Microsoft competencies can help set your company apart from the competition by demonstrating your proven
Microsoft experience and skills to customers. Competencies align to your customers‘ needs and can make
certifications more recognizable to prospective customers. Partners will differentiate this in the marketplace with a
specific Microsoft Partner Network competency brand.
 In October 2010, partners that attain advanced competencies will showcase ‗best-in-class‘ solutions that went
through a rigorous and auditable approval process to demonstrate customer value. Partners with advanced
competencies will demonstrate to customers a deep level of expertise and an ability to provide holistic integrated
solutions. Partners will differentiate this in the marketplace with a specific Microsoft Partner Network advanced
competency brand.
• Once I attain a new competency or advanced competency, when do I receive the associated logo?
 New competency and advanced competency logos will be available to partners in October 2010. Though partners
may continue to use Microsoft Partner Program Gold Certified and Certified logos until June 30, 2011, these logos
will not be available to download in Logo Builder after October 2010. Gold Certified and Certified logos will retire in
June 2011. To access current logos, go here.
• What membership area will I transition into come May and October 2010?
 All Gold Certified and Certified partners with at least one competency will be placed into the appropriate
competency membership. A table for how current competencies will transition to new competencies can be found
in the appendix of the Value of Earning a Microsoft Competency guide.
 Once advanced competencies are available in October, 2010, partners can enroll in the advanced competency of
their choice assuming the associated requirements are met.
19 | MICROSOFT PARTNER NETWORK FAQs

20. Microsoft Partner Network FAQs
• Why are Gold Certified and Certified going away?
 Our research showed us that the existing partner brands were not resonating with customers. We heard:
 ―What does gold certified mean?‖
 ―Gold sounds valuable to Microsoft but expensive for me… not relevant … not about my business‖
 Customers want to be assured that a partner can solve their business needs so they find value in a specific, more
transparent naming system that identifies partners‘ capabilities and level of expertise specific to these capabilities.
 Also, some partners liked the ‖convenience‖ or ambiguity of gold, because they could ―make it mean anything in
customer conversations.‖ Many partners shared the customer perspective, believing that ―gold‖ was devalued.
They wanted us to ―raise the bar‖ so they would have better opportunity to clarify and differentiate their business
expertise.
 In addition, historically partners joined numerous competencies simply to become gold – in the Microsoft partner
network partners can focus on building expertise in areas that drive their business versus jumping through
unnecessary hoops.
• With this transition, doesn’t Gold Certified equate to advanced competency and does Certified equate to
competency?
 Gold Certified does not equate to an advanced competency. The advanced competency is a new membership
opportunity within the network and has more stringent requirements than Gold Certified does today.
 Competency requirements are similar to what partners need to do to achieve the Certified designation today. In
May 2010, Gold Certified and Certified partners with at least one competency will transition into the appropriate
competency.
• I noticed there are “core” and competency-specific benefits –how are these different?
 When you earn your first competency and/or advanced competency, you are entitled to a ―core‖ set of benefits,
which is a one-time occurrence and renewable upon reenrollment. As you attain additional competencies, you are
granted competency-specific benefits.
20 | MICROSOFT PARTNER NETWORK FAQs

21. Microsoft Partner Network FAQs
• What are some of the competency core benefits?
 If you are interested in learning more about Microsoft Partner Network competencies, review the Value of Earning
a Microsoft Competency. If you have a competency today, please download the guide to identify the new exam
requirements your organization must meet to attain your competency.
• Can I assign MCPs that have attained a competency to an advanced competency?
 Yes, your employees or contractors who pass the applicable competency exams are eligible toward multiple
competencies.
• Can I assign MCPs that have attained an advanced competency to another advanced competency?
 No, your employees or contractors who pass the applicable competency exams are only eligible toward one
advanced competency. A person who has attained a Master or Architect Certification qualifies for two Microsoft
Certified Professionals with advanced credentials.
• I’m a small partner and I think that the advanced competency is too hard to achieve – what is the rationale for
the advanced competency requirements?
 We acknowledge that it may be difficult for some small business partners to achieve more than one advanced
competency as some of the primary requirements include four unique Microsoft Certified Professionals and
revenue requirements. The requirements evolved from partner feedback requesting that Microsoft help them
differentiate their technical and business capabilities, raise the ―bar‖ and reward the highest commitment.
 Smaller partners that were previously Gold with multiple competencies are encouraged to choose their primary
business focus for pursuing an advanced competency and then choose supporting competencies that compliment
their primary focus. In addition, partners that focus on small-business customers can engage through the Small
Business Specialist Community and are encouraged to try to achieve the Midmarket Solution Provider
competency.
21 | MICROSOFT PARTNER NETWORK FAQs

22. Small Business Specialist Community FAQs
• Since the Small Business Specialist Community is continuing, does that mean that the Small Business
Specialist logo is staying too?
 As an active member in the Small Business Specialist Community partners may continue to use the
current Small Business Specialist logo (a.k.a. the blue badge), to strengthen customer recognition and
their ongoing partnership with Microsoft. We will continue to evolve the visual branding where necessary
to ensure it aligns with the overall MPN branding that customers know and trust. Our commitment to
partners is that we will provide 1 year notice if any changes are implemented in the future.
• What about the Sales & Marketing Skills Assessment?
 Starting in October 2010 we will introduce new Sales & Marketing Assessments for both the Small
Business Specialist Community and for the individual competencies as well. The Small Business
Specialist Community will have to meet this assessment; Midmarket Solution Provider will have its own
unique sales and marketing assessment
• Can I be an active member in SBSC and also hold another competency at the same time?
 Yes. We encourage partners go after the credentials that will best demonstrate what they can offer their
small-to-midsize business customers. They can be in the SBSC in addition to being in a competency or
multiple competencies.
• If partners can be in both SBSC and a competency, can they use more than one logo?
 Yes. The Microsoft Partner Network logos help customers identify areas of expertise. Partners are
permitted and encouraged to use all logos that they are qualified for. The Small Business Specialist logo
may be used in conjunction with (multiple) competency and advanced competency logos.
• Do partners need to update skills to remain in SBSC?
 Yes, small-to-midsize (SMB) customers desire technology providers that have current skills and proven
expertise. They will need to meet the current requirements for the designation, competency or advanced
competency they‘d like to obtain each year.
22 | SMALL BUSINESS SPECIALIST COMMUNITY FAQs

23. Subscriptions FAQs
• What happened with subscriptions in May 2010?
 As announced on March 15, 2010, Microsoft Action Pack was renamed ―Microsoft Action Pack Solution Provider.‖
In addition, on May 24, 2010 we launched a new offering called Microsoft Action Pack Development and Design.
Empower for ISVs closed its enrollment on May 21, 2010.
• What is changing with Microsoft Action Pack Solution Provider?
 As of May 24, new benefits were included, such as a TechNet for Microsoft Action Pack Solution Provider which
includes evaluation licenses of full-version Microsoft software, access to the Microsoft TechNet Library and
TechNet community managed forums, visibility in Microsoft customer directories, the opportunity to recruit the
most-qualified students with next-generation talent, sales skills training and access to quarterly support webinars.
• Who should order Microsoft Action Pack Solution Provider?
 Action Pack Solution Provider is for Microsoft partners serving small and medium companies. This subscription
helps Solution Providers effectively promote, install, and build solutions that use Microsoft products and
technologies.
• What is Microsoft Action Pack Development and Design and who should order it?
 Launched on May 24, 2010, Action Pack Development and Design provides developers and web designers the
latest software releases and platform technologies, key development and testing tools, technical support, business
development resources, and broad market visibility. Your company must have less than 100 employees and your
company URL will be checked to ensure you are in the software development and design business.
• How much do the Microsoft Action Pack Subscriptions cost?
 Microsoft Action Pack Solution Provider costs $329. Microsoft Action Pack Development and Design costs $429.
You have the option to buy a download only subscription or a download + physical media subscription, which
includes a Welcome Kit and up to (2) update kits.
23 | SUBSCRIPTIONS FAQs