1. Ekaterina Voropaeva Vice President, Operations, GMCS Verex Competencies include: Gold Portals & Collaboration Gold Business Intelligence Microsoft Partner Network & Prochaines évolutions Michel Pereira | 1 er Octobre 2013

2. 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

3. 95% du revenu Notre stratégie est unique et cohérente Nancy Rush Catapult Systems Competencies include: Gold Business Intelligence Gold Virtualization

4. …et avec les autres partenaires et communautés. Microsoft Partner Network Commitment Gold competency partners Silver competency partners Microsoft Action Pack subscription partners Network members Support … avec le personnel, les technologies, les outils, les ressources et les opportunités de Microsoft,

5. 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.

6. Les bénéfices $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. 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 ** IDC March 2011, partner opportunity in the Microsoft Ecosystem.

7. Modèle de compétences Customer Relationship Management Enterprise Resource Planning Aligné sur le mode d’achat des solutions Microsoft par les clients Permet de faire valoir les compétences de tous les types de partenaire

8. Abonnements Microsoft Action Packs Développez votre partenariat et accédez à de nombreux avantages pour accroître votre activité Microsoft Action Pack - Solution Provider Microsoft Action Pack - Development & Design Pour les revendeurs de solutions informatiques ou formateurs sur les technologies Microsoft Pour les développeurs ou éditeurs de logiciels, concepteurs de site web ou agences web. + +

9. 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 ou Microsoft Cloud Essentials Pack *** Posséder au moins une solution logicielle packagée testée par Microsoft ou son prestataire de tests autorisé ou Posséder un produit matériel éligible ayant passé avec succès le test matériel d’attribution du logo Certifié pour Windows CommunautéAdhérentSilver*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

10. Tableau récapitulatif des avantages Partenaire

11. Further enabling devices and mobility scenarios. Embracing Windows Embedded. 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. Realizin g 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.

12. 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 Cloud Essentials MAPS Cloud Accelerate Cloud Deployment Azure Circle Competencies with Cloud Track January 2014Today Devices & Deployment Messaging Collaboration & Content Communications Project & Portfolio Mgmt Small Business Midmarket Solutions Competencies Office 365 Devices & Deployment Mid-Market Solution Provider Competencies Windows Intune Windows Azure Application Development Datacenter Data Platform Data Analytics Competencies Customer Relationship Management Competencies CRM Online 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 https://mspartner.microsoft.com Attend the Value keynote on Wednesday July 10th Talk to the experts at the MPN Booth #CC11

14. 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: Market & sell: Core Microsoft Partner Network competency benefits

22. 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: HostingServer Platform Management & Virtualization Identity & Access Data Platform MessagingCommuni- cations DatacenterData Platform MessagingCommuni- cations Infrastructure competencies merging Hosting track with relevant benefits and requirements What’s changing in January 2014? January 2014Today Integrating hosting partners into Solution Competencies 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 10 th and/or the HSP sessions Talk to the experts during WPC at the MPN Booth

23. Get ready: Access to Partner Learning Center Software license rights 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: 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 Core Microsoft Partner Network competency benefits

24. Silver Validate your sales/presales expertise Two individuals pass the required sales/pre sales assessments Validate your technical knowledge Two individuals pass the required exams and/or assessments Demonstrate proven performance Three customer references Finalize membership Silver competency fee Gold Validate your sales/presales expertise Four individuals pass the required sales/pre sales assessments Validate your technical knowledge Four individuals pass the required exams and/or assessments Demonstrate proven performance Agree on revenue goals Five customer references Customer satisfaction survey Finalize membership Gold competency fee Silver Validate your sales/presales expertise Individuals pass sales/presales assessments for hosting track when available Validate your technical knowledge Two individuals pass the required standard exams related to the competency These two individuals must also pass a hosting technical assessment when available Demonstrate proven performance Sign SPLA agreement Three customer references related to a hosting project Finalize membership Silver competency fee Gold Validate your sales/pre-sales expertise Individuals pass sales/presales assessments for hosting track when available Validate your technical knowledge Four individuals pass the required standard exams related to the competency These four individuals pass a hosting technical assessment when available Demonstrate proven performance Sign SPLA agreement Reach SPLA revenue threshold Five customer references related to a hosting project Customer satisfaction Survey Finalize membership Gold competency fee

25. 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 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

26. Get ready: Access to Partner Learning Center License rights 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: Additional on-premises and cloud licenses Market & sell: Private Cloud Immersion Toolkit Private Cloud Deployment Planning Services Solution Incentive Program Managed Reseller Incentive Additional Datacenter competency benefits Core Microsoft Partner Network competency benefits

27. Get ready: Access to Partner Learning Center License rights 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 Development / test passes Additional cloud license rights Market & sell: Cloud Accelerate logo Windows Azure Deployment Planning Services Windows Azure consumption incentive MOSP credit Core Microsoft Partner Network competency benefits

28. Get ready: Access to Partner Learning Center License rights 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: 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 Core Microsoft Partner Network competency benefits

30. Silver Validate your sales/pre-sales expertise One individual passes the standard sales assessment One individual passes the standard presales technical assessment Validate your technical knowledge Two individuals pass the required standard exams Demonstrate proven performance Three customer references Finalize membership Silver competency fee Silver Validate your sales/presales expertise Individuals pass sales/presales assessments for hosting track Validate your technical knowledge Two individuals pass the required standard exams These two individuals must also pass a hosting technical assessment Demonstrate proven performance Sign SPLA agreement Three customer references related to a hosting project Finalize membership Silver competency fee Gold Validate your sales/pre-sales expertise Individuals pass sales/presales assessments for hosting track Validate your technical knowledge Four individuals pass the required standard exams These four individuals pass a hosting technical assessment Demonstrate proven performance Sign SPLA agreement Reach SPLA revenue threshold Five customer references related to a hosting project Customer satisfaction survey Finalize membership Gold competency fee Gold Validate your sales/pre-sales expertise Two individual pass the standard sales assessment One individual (unique) passes the standard presales technical assessment Validate you technical knowledge Four individuals pass the required standard exams Demonstrate proven performance Five customer references Customer satisfaction survey Finalize membership Gold competency fee

31. 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: Explore the Microsoft Partner Network disclosure guide at: http://aka.ms/MPNChanges http://aka.ms/MPNChanges 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 Analytics The 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 January 2014:Today: Cloud OS

32. 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: Additional on-premises and cloud licenses Market & sell: SQL Server Deployment Planning Services Solution Incentives Program Managed Reseller Incentive Core Microsoft Partner Network competency benefits Additional Data Analytics competency benefits

33. 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: Market & sell: Core Microsoft Partner Network competency benefits

35. The Mobility Competency is being retired and partners will be migrated into the Application Development or the Devices and Deployment competency.migrated 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 Provide holistic, unified solutions across devices. 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: Explore the Microsoft Partner Network disclosure guide at: http://aka.ms/MPNChanges http://aka.ms/MPNChanges 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 MobilityDevices & Deployment Application Development January 2014 Intelligent Systems Specialization User Experience Design Today

36. 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 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: Explore the Microsoft Partner Network disclosure guide at: http://aka.ms/MPNChanges http://aka.ms/MPNChanges Attend the MPN value keynote on Wednesday July 10th Talk to the experts during WPC at the MPN Booth CC#11 Windows Server Windows Embedded Windows Azure Windows 8 Windows Phone.NET 4.5 Visual Studio 2012 Application Development Mobility Windows Embedded scenarios January 2014 Today Build appealing apps, accessible from any device and deployed across multiple services.

37. 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: Attend the MPN value keynote on Wednesday July 10th Talk to the experts during WPC at the MPN Booth CC#11 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.

38. 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 strategyIntelligent Systems 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. For details about the opportunities for Windows Embedded partners: Explore the Microsoft Partner Network disclosure guide at: http://aka.ms/MPNChanges http://aka.ms/MPNChanges Attend the Intelligent Systems sessions at WPCIntelligent Systems sessions Talk to the experts during WPC at the MPN Booth or the WE booth CC-6 Grow your business with Intelligence Systems.

39. Access resources and support that really make a difference for your business. Return to changes

40. November 2013: The Small Business Specialist community (SBSC) is being retired January 2014: New SMB focused community launching that aligns to the broader Microsoft Partner Network community strategy April 2014: Midmarket competency is evolving to be more focused on core midmarket solutions for critical infrastructure and cloud More choices. We give SMB focused partners a variety of options, depending on the desired level of investment: A new SMB Community “home” (launching January 2014) MAPS (Microsoft Action Pack Subscription) Small Business competency Midmarket Solution Provider competency For more details about the benefits and requirements : Explore the Microsoft Partner Network disclosure guide at: http://aka.ms/MPNChanges http://aka.ms/MPNChanges Talk to the experts during WPC at the Microsoft Partner Network Booth You have more choices than ever. Engage in the way that makes the most sense for your business. Return to changes

41. 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: Explore the Microsoft Partner Network disclosure guide at: http://aka.ms/MPNChanges http://aka.ms/MPNChanges Attend the Software Asset Management track sessions at WPCSoftware Asset Management track sessions Talk to the experts during WPC at the Microsoft Partner Network Booth CC#11

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

43. Partner A (HQ-US) Location 1 US – NYC Location 2 France - Paris Location 3 UK - London Gold: Earned 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 Partner A (HQ-US) Location 1 US – NYC Location 2 France - Paris Location 3 UK - London Gold: Earned Action Pack subscription Gold: Earned Silver: 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.

44. 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. TodayJanuary 2013 Windows Azure CircleAzure Cloud tracks: Data Analytics, Datacenter, Data Platform Business IntelligenceData Analytics Cloud AccelerateOffice 365 / Windows Intune tracks: Collaboration & Content, Communications, Devices & Deployment, Messaging, Midmarket Solution Provider, Project & Portfolio Management, Small Business Cloud Essentials ProgramMicrosoft Action Pack subscriptions (MAPS) Identity & AccessDatacenter HostingHosting tracks: Communications, Data Analytics, Datacenter, Messaging Management & VirtualizationDatacenter MobilityApplication Development or Devices & Deployment Server PlatformDatacenter

46. Datacenter Competency Standard Track Cloud Track Hosting Track Today: Management & Virtualization January 2014: Server Platform Identity & Access DatacenterData Platform MessagingCommuni- cations Hosting track with relevant benefits and requirements January 2014: Today: MobilityDevices & Deployment Application Development January 2014 Intelligent Systems Specialization User Experience Design Today Windows Server Windows Embedded Windows Azure Windows 8 Windows Phone.NET 4.5 Visual Studio 2012 Application Development 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

47. Les Chemins de Formation Accessibles Par AccueilAccueil > Formation > Chemins de formation pour les Partenaires MicrosoftFormationChemins de formation pour les Partenaires Microsoft Compétence MPN Produit/Solution Exams/MPN Accreditations Typologie de Partenaire Nouvelles fonctionnalités Le Partenaire peut assigner des Chemins de formation aux collaborateurs et suivre la réalisation

48. Chemins de Formation : y accéder Module formation dans PLC Evaluations en ligne (Prerequis MPN)

49. Chemins de Formation : y accéder Module formation dans PLC

50. Chemins de Formation sur le Portail Partenaire 50 https://mspartnerlp.mspartner.microsoft.com/LearningPath Accessibles par Domaine de Compétence MPN Produit/solution Examen requis dans MPN Beaucoup plus…. STAND MPN & FORMATION Dans le hall

51. Rendez-vous Connectik Pour s’inscrire au Rendez-vous Connectik dans votre region: https://mspartner.microsoft.com/fr/fr/Pages/Training/connectik.aspx Sur le portail MPN Rechercher “Connectik” 15/16 oct: Strasbourg - TechData 13/14 nov: Aix-en-P - Ingram 19 nov: Bordeaux - Also 26/27 nov: Montpellier - TechData 11/12 dec: Toulouse - Ingram 14/15 jan: Nantes - Also 21/22 jan: Limoges - Techdata 11/12 mar: Lille - Ingram 18/19 mar: Lyon - Also

52. Grand Jeu-concours Formation - Connectik 52 Le site du jeu-concours: https://mspartner.microsoft.com/fr/fr/Pages/Training/connectik.aspx

53. Grand Jeu-concours Formation - Connectik 53 Venez au Connectik Soyez Partenaire MPN Réussissez les évaluations 2 bons d’achat de 2000€ à gagner à Chaque Rdv Connectik 2 tirages au sort après chaque Rdv Connectik 1 évals Commerciales 1 évals Techniques

54. Pour obtenir le support MPN

55. Prochains live meeting MPN Mardi 15 Octobre – Focus sur les chemins de formation Jeudi 14 Novembre – Focus sur les scenarios de transition cloud et compétences Mardi 10 Décembre – Focus sur les scenarios de transition cloud et compétences + mises à jour complémentaires

56. MichaelTomazic Vice President, Global Alliances Global 360 Gold 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. partner.microsoft.com