ISV Successful Partnering With Microsoft

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Information about ISV Successful Partnering With Microsoft

Published on February 6, 2008

Author: chlong

Source: slideshare.net

Description

My Queensland .NET Cluster presentation delivered on Tue 5 Feb 2008

Christian Longstaff Channel Audience Manager – ISV http://blogs.msdn.com/chlong

Agenda Are you an ISV? Why join the Microsoft Partner Program? How to become a Microsoft Partner Successful Partnering

Are you an ISV?

Why join the Microsoft Partner Program?

How to become a Microsoft Partner

Successful Partnering

 

Are you an ISV? ISVs are organisations that exclusively develop software or software solutions instead of being part of a computer system or being a hardware manufacturer. At least 30 percent of the company’s overall revenue comes from the sales of licenses of that solution. ISVs integrate Microsoft licensed products with their application in any of the following ways: By integrating a Microsoft licensed product into the ISV’s application code; By including a Microsoft licensed product along with the ISV’s application on the installation media; or By pre-installing a Microsoft licensed product on a computer system that is part of the unified solution

ISVs are organisations that exclusively develop software or software solutions instead of being part of a computer system or being a hardware manufacturer.

At least 30 percent of the company’s overall revenue comes from the sales of licenses of that solution.

ISVs integrate Microsoft licensed products with their application in any of the following ways:

By integrating a Microsoft licensed product into the ISV’s application code;

By including a Microsoft licensed product along with the ISV’s application on the installation media; or

By pre-installing a Microsoft licensed product on a computer system that is part of the unified solution

What is the Microsoft Partner Program? Guided by you, the Microsoft Partner Program focuses on four pillars that closely align with the natural cycle of your business Expand skills Win more business. Retain your expertise. Train your staff. Build on your reputation. Increase opportunities Sales training benefits Profiles of your business, services, and solutions Marketing resources Promotion of your solutions Close more sales Recommend solutions to customers and prospects Pre-sales tech support in competitive situations Supporting customers Access to experts to resolve support issues Advanced technology certifications . Get the most out of your relationship with Microsoft. https://partner.microsoft.com/ Australia THE VALUE OF PARTNERING

Expand skills

Win more business.

Retain your expertise.

Train your staff.

Build on your reputation.

Increase opportunities

Sales training benefits

Profiles of your business, services, and solutions

Marketing resources

Promotion of your solutions

Close more sales

Recommend solutions to customers and prospects

Pre-sales tech support in competitive situations

Supporting customers

Access to experts to resolve support issues

Advanced technology certifications

Microsoft Partner Program Requirements: ~$3465AUD (as of Oct 07) Slide 120 Partner Points Obtain at least One Competency Extended Web Profile Signed Terms and Conditions 50 Partner Points 2 Certified Employees or 1 Prod Certification Extended Web Profile Signed Terms and Conditions 0 Partner Points Web Profile Signed Terms and Conditions Registered member Examples of Competencies Networking Infrastructure Advanced Infrastructure Security Solutions Business Intelligence Information Worker Productivity Integrated E-Business ISV/Software Solutions Learning Solutions Microsoft Business Solutions OEM Hardware Solutions* Licensing Solutions*

120 Partner Points

Obtain at least One Competency

Extended Web Profile

Signed Terms and Conditions

50 Partner Points

2 Certified Employees or 1 Prod Certification

Extended Web Profile

Signed Terms and Conditions

0 Partner Points

Web Profile

Signed Terms and Conditions

Examples of

Competencies

Networking Infrastructure

Advanced Infrastructure

Security Solutions

Business Intelligence

Information Worker Productivity

Integrated E-Business

ISV/Software

Solutions

Learning Solutions

Microsoft Business Solutions

OEM Hardware Solutions*

Licensing Solutions*

Microsoft Partner Program: Value At Every Stage Of Your Lifecycle Low cost of development tools - Empower Pin point market opportunities - Market Research Reduce applications time to market – MSDN Reduce the cost of marketing – Partner Marketing Centre Accelerate market reach – Channel Builder Grow revenues & profits – Royalty licensing program Enable customers to find ISV solutions around the world – Solution Finder

ISV Partner Program Benefits Product Roadmaps Product Architectures (S+S) Software Development Strategies Software IP Protection InnovateOn Competitive Analysis Innovation (Emerging Product Areas) Product Development Support Product Development Training Code Samples Shared Source/Open Source Libraries Development Community Links Endorsed 3 rd Party Dev/Test Resources Software Dev Licenses, Software Eval Licenses to Distribute ISV solution Metro Early Adopter Windows Live Quick Start IDC Research Software Distribution Strategies Software Pricing/Licensing Strategies Hiring/Comp Strategies Software M&A Strategies Business Analyst Reports GTM Strategies Emerging Opportunity Areas Business Models Customer Adoption Examples Geo/Emerging Business Threats Case Studies P2P Opportunities Communities Partner-TV Microsoft Finance Co-Marketing Funds Product Catalogs Campaigns MS is Driving Marketing Training Press Support Demo Development Support Case Study Dev Support MS Events Calendar (corp/reg) Pre-Sales Tech Support Sale Kit Support Sales & Marketing Communities Webcasts/Podcasts ISV Royalty Marketplaces Solution Profiler SPLA Channel Builder Cross Border Press/Analyst Showcase apps Business Technical Sales & Marketing Blogs

Product Roadmaps

Product Architectures (S+S)

Software Development Strategies

Software IP Protection

InnovateOn

Competitive Analysis

Innovation (Emerging Product Areas)

Product Development Support

Product Development Training

Code Samples

Shared Source/Open Source Libraries

Development Community Links

Endorsed 3 rd Party Dev/Test Resources

Software Dev Licenses,

Software Eval Licenses to Distribute ISV solution

Metro Early Adopter

Windows Live Quick Start

IDC Research

Software Distribution Strategies

Software Pricing/Licensing Strategies

Hiring/Comp Strategies

Software M&A Strategies

Business Analyst Reports

GTM Strategies

Emerging Opportunity Areas

Business Models

Customer Adoption Examples

Geo/Emerging Business Threats

Case Studies

P2P Opportunities

Communities

Partner-TV

Microsoft Finance

Co-Marketing Funds

Product Catalogs

Campaigns MS is Driving

Marketing Training

Press Support

Demo Development Support

Case Study Dev Support

MS Events Calendar (corp/reg)

Pre-Sales Tech Support

Sale Kit Support

Sales & Marketing Communities

Webcasts/Podcasts

ISV Royalty

Marketplaces

Solution Profiler

SPLA

Channel Builder

Cross Border

Press/Analyst

Showcase apps

Empower - your path to becoming a Microsoft Partner ($875AUD for a 12 month subscription as of 25 October 2007)

Empower or Action Pack? Empower - Development Focus $875 (as of Oct 07) MSDN Visual Studio Advisory Hours Action Pack - Business Focus $699 (as of Oct 07) Marketing tools Sales tools

Empower - Development Focus

$875 (as of Oct 07)

MSDN

Visual Studio

Advisory Hours

Action Pack - Business Focus

$699 (as of Oct 07)

Marketing tools

Sales tools

Principles of Successful Partnering

Like Microsoft, be Product Centric Align with product groups (talk in $’s via influenced or pull through revenue) Align with our customer campaigns Understand what is strategically important in any given fiscal year or part of Master Microsoft’s “alphabet soup” Know the organisation Keep your PAM updated with what you are doing if you have one and develop relationships Treat Microsoft as a ‘customer’

Align with product groups (talk in $’s via influenced or pull through revenue)

Align with our customer campaigns

Understand what is strategically important in any given fiscal year or part of

Master Microsoft’s “alphabet soup”

Know the organisation

Keep your PAM updated with what you are doing if you have one and develop relationships

Treat Microsoft as a ‘customer’

Like Microsoft, be Customer Focused Know the account team (sales; solution and technical people) Understand and use the resources available Customer comes first (CPE not PCE) Help Microsoft enhance their product pitches and customer relations Articulate your [direct / indirect] influence on Microsoft licence revenue Contribute effectively Consistently help Microsoft sell product Play where the market action is most intense Navigate the field and work dynamically with it Focus on efficiency (lower cost of sales) and efficacy (build co-branding, satisfy customers)

Know the account team (sales; solution and technical people)

Understand and use the resources available

Customer comes first (CPE not PCE)

Help Microsoft enhance their product pitches and customer relations

Articulate your [direct / indirect] influence on Microsoft licence revenue

Contribute effectively

Consistently help Microsoft sell product

Play where the market action is most intense

Navigate the field and work dynamically with it

Focus on efficiency (lower cost of sales) and efficacy (build co-branding, satisfy customers)

Avoid Common Pitfalls Do not tell Microsoft you can do it all Don’t be another XYZ partner – differentiate youself in the market place Do not spread your messaging in too many markets, but profile yourself in 1-2 verticals Do not change your messaging to Microsoft, or your customer’s, too often Don’t have “uneducated” people represent your company to Microsoft

Do not tell Microsoft you can do it all

Don’t be another XYZ partner – differentiate youself in the market place

Do not spread your messaging in too many markets, but profile yourself in 1-2 verticals

Do not change your messaging to Microsoft, or your customer’s, too often

Don’t have “uneducated” people represent your company to Microsoft

Know the Microsoft Organisation (general overview)

The Partner Value Proposition Summary Slide Radar Leverage Opportunity Visibility Pipeline / Forecast Customer Insight Competitive Feedback Influenced Revenue Scale / Reach P2P Connections Momentum Competitive Advantage Brand Credibility

Opportunity Visibility

Pipeline / Forecast

Customer Insight

Competitive Feedback

Influenced Revenue

Scale / Reach

P2P Connections

Momentum

Competitive Advantage

Brand Credibility

ISV Royalty Program Overview The ISV Royalty Licensing Program offers Independent Software Vendors (ISVs) a convenient way to integrate Microsoft software applications into your software business solutions, to replicate the solution, and to distribute a fully licensed solution to customers.

The ISV Royalty Licensing Program offers Independent Software Vendors (ISVs) a convenient way to integrate Microsoft software applications into your software business solutions, to replicate the solution, and to distribute a fully licensed solution to customers.

Benefits Earn 25 Partner Program Points

Sample of Microsoft Products Available** Microsoft BizTalk Server Microsoft Commerce Server Microsoft Dynamics CRM Microsoft Exchange Server Microsoft Host Integration Server Microsoft Internet Security and Acceleration Server Microsoft Office Professional Plus Microsoft Office SharePoint Server Microsoft Project Server Microsoft SQL Server Microsoft Virtual PC Microsoft Virtual Server Microsoft Visual Studio Microsoft Windows Terminal Server Client Access Licenses (CALS) only **List is a sample only and current as of 1 May 2007

Microsoft BizTalk Server

Microsoft Commerce Server

Microsoft Dynamics CRM

Microsoft Exchange Server

Microsoft Host Integration Server

Microsoft Internet Security and Acceleration Server

Microsoft Office Professional Plus

Microsoft Office SharePoint Server

Microsoft Project Server

Microsoft SQL Server

Microsoft Virtual PC

Microsoft Virtual Server

Microsoft Visual Studio

Microsoft Windows Terminal Server Client Access Licenses (CALS) only

Requirements

Embedded Maintenance

3 Go Do’s

My Contact Details Christian Longstaff http://blogs.msdn.com/chlong [email_address]

2007 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 presentation. 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.

2007 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 presentation. 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.

Appendix

3 Steps in becoming a Microsoft Partner Step one: become a Microsoft Registered Partner: https://partner.microsoft.com/Australia/40032508 There is no cost to do this and it will enable you to access secure content and training resources on the partner website, as well as subscribing to our regular newsletter. In order to find out more about our local resources for ISV’s, please visit http://www.microsoft.com/australia/partner/isvanddevelopers/default.aspx . Step two: register for Empower: https://partner.microsoft.com/Australia/40011351?PS=3 If you have not completed the development of your application yet, we have a different program to support your development efforts. As a Registered Partner you are able to enrol in the Empower program (12 month subscription for $875AUD). This is a program for partners who are developing a packaged software solution, and require development tools and access to resources to assist them for a period of time until their software is complete, and ready to be tested. At that stage, to progress in the Microsoft Partner Program and become a Microsoft Certified Partner it will be necessary to test your product, and provide some customer references in order to gain a “competency”. If you have completed the development of your application and it is market, proceed to step 3. Step three: become a Microsoft Certified Partner If you have completed the development of your software application you may want to immediately submit it for testing. Full info on the testing and costs is here http://www.veritest.com/lionbridge/en-US/services/outsourced-testing/product-certification-programs/microsoft/ . Having a tested product and supplying customer references will gain you the ISV- Software Solutions Competency and with a competency you are able to become a Microsoft Certified Partner. The link to more information on gaining this competency is located here: https://partner.microsoft.com/global/program/competencies/isvsolutions/40011371 The cost per annum of Microsoft Certified Partner membership is ~$3465AUD.  This is membership for a single site – with one set of benefits. You can also register any other sites and they can use the Certified Partner logo too. Details of the benefits are here: https://partner.microsoft.com/global/program If you have any further questions about the process of becoming a partner, please contact our Partner Hotline on 13 20 58 option 4 or [email_address] . 

Step one: become a Microsoft Registered Partner: https://partner.microsoft.com/Australia/40032508 There is no cost to do this and it will enable you to access secure content and training resources on the partner website, as well as subscribing to our regular newsletter. In order to find out more about our local resources for ISV’s, please visit http://www.microsoft.com/australia/partner/isvanddevelopers/default.aspx .

Step two: register for Empower: https://partner.microsoft.com/Australia/40011351?PS=3 If you have not completed the development of your application yet, we have a different program to support your development efforts. As a Registered Partner you are able to enrol in the Empower program (12 month subscription for $875AUD). This is a program for partners who are developing a packaged software solution, and require development tools and access to resources to assist them for a period of time until their software is complete, and ready to be tested. At that stage, to progress in the Microsoft Partner Program and become a Microsoft Certified Partner it will be necessary to test your product, and provide some customer references in order to gain a “competency”. If you have completed the development of your application and it is market, proceed to step 3.

Step three: become a Microsoft Certified Partner If you have completed the development of your software application you may want to immediately submit it for testing. Full info on the testing and costs is here http://www.veritest.com/lionbridge/en-US/services/outsourced-testing/product-certification-programs/microsoft/ . Having a tested product and supplying customer references will gain you the ISV- Software Solutions Competency and with a competency you are able to become a Microsoft Certified Partner. The link to more information on gaining this competency is located here: https://partner.microsoft.com/global/program/competencies/isvsolutions/40011371

The cost per annum of Microsoft Certified Partner membership is ~$3465AUD.  This is membership for a single site – with one set of benefits. You can also register any other sites and they can use the Certified Partner logo too. Details of the benefits are here: https://partner.microsoft.com/global/program

If you have any further questions about the process of becoming a partner, please contact our Partner Hotline on 13 20 58 option 4 or [email_address] . 

Glossary GTM (Go to Market - Microsoft customer campaigns) ISV (Independent Software Vendor - a development partner who builds a solution based on the Microsoft platform) MSPP (Microsoft Partner Program) MfP (Microsoft for Partners) MSDN (Microsoft Developer Network – refers to either the developer community and/or the annual subscription of developer software) PAM (Partner Account Manager) CPE (Customer Partner Experience) DPE (Developer Platform Evangelists – refers to the people in the group who ‘evangelise’ our latest product and platforms) MCS (Microsoft Consulting Services) CMO (Central Marketing Organisation) SS (Specialist Sales) TS (Technical Sales)

GTM (Go to Market - Microsoft customer campaigns)

ISV (Independent Software Vendor - a development partner who builds a solution based on the Microsoft platform)

MSPP (Microsoft Partner Program)

MfP (Microsoft for Partners)

MSDN (Microsoft Developer Network – refers to either the developer community and/or the annual subscription of developer software)

PAM (Partner Account Manager)

CPE (Customer Partner Experience)

DPE (Developer Platform Evangelists – refers to the people in the group who ‘evangelise’ our latest product and platforms)

MCS (Microsoft Consulting Services)

CMO (Central Marketing Organisation)

SS (Specialist Sales)

TS (Technical Sales)

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