MS Partner Network 2011: Leading The Change SARAH ARNOLD – MPN MARKETING MANAGER PETER GIUDES - ARTIS GROUP PTY LIMITED

This session will: 1.Explain the changes 2.Artis Group (Gold Certified Partner) MPN Story 3.Address Partner concerns 4.Provide next steps Why am I here today.…

… Microsoft needs to deliver on its core strategies… innovation innovation security security reliability reliability experience experience agility agility …with and through partners … Microsoft needs to deliver on its core strategies… innovation innovation security security reliability reliability experience experience agility agility …with and through partners From Microsoft I need… differentiation differentiation mutually beneficial requirements mutually beneficial requirements high-value benefits high-value benefits customer referrals customer referrals local engagement local engagement …and all of this in a simpler partner program From Microsoft I need… differentiation differentiation mutually beneficial requirements mutually beneficial requirements high-value benefits high-value benefits customer referrals customer referrals local engagement local engagement …and all of this in a simpler partner program The Case For Change From partners I need… quality delivery relevant experience current expertise solution choices industry knowledge …and the ability to apply those skills to my business needs From partners I need… quality delivery relevant experience current expertise solution choices industry knowledge …and the ability to apply those skills to my business needs

Each with varying degrees of commitment and benefits The Microsoft Partner Network Four Membership Opportunities Support at every stage of the business cycle Benefits To Support You Community Gold Competency Silver Competency Subscription The Microsoft Partner Network helps you: A Simple Vision Strengthen your Capabilities Serve Customers better Connect through Communities Application Platform Cross-Platform Solutions Business Productivity Core Infrastructure SMB Customers CRM & ERP Application Integration Application Lifecycle Management Data Platform Software Development Web Development Business Intelligence Content Management Project and Portfolio Management Portals and Collaboration Search Unified Communications Digital Marketing Distributor Hosting Platform ISV Learning Mobility OEM Software Asset Management Volume Licensing Desktop Identity and Security Server Platform Systems Management Virtualization Customer Relationship Management Enterprise Resource Planning Competencies

The Artis Group Journey Peter Giudes - CEO Microsoft Partner since 2005 Gold Partner – Mid market solution provider – Data platform – Business Intelligence – Mobility – Web development – Portals & Collaboration – Software development – Small business specialist Systems Integrator to mid market and enterprise – Hard core development – 24x7 application development & support centre – Mobility productivity solutions – Infrastructure (Hardware, OS, Exchange, SQL Server, IIS, AD) 85 staff, 11% organic growth, CRN Fast 50, Microsoft strategic

The Artis Group Journey – Strategic Alignment Process April 2010 –Annual planning coincided with new MPN –Existing certs mapped to competencies Considering version updates –Competencies overlaid with strategic focus areas Managed services, application development May 2010 –Artis executive team announced Changes to staff development program – competency based Microsoft focus program (Gold Star) June - September 2010 –Tracking at executive level, rewards –Monitoring customer awareness & feedback –Reviewing changes to partner program requirements –Training, group preparation, training materials, exam bookings

The Artis Group Journey - The Results One Gold and list of Silver competencies Preparation of marketing for new year – Website refresh – Campaigns Good staff are invigorated and enthused Delivery and individual capabilities enhanced Customers are MPN aware and old Gold sceptical

Rewarding Commitment And Impact Internal Use Software 1 st Silver competency (supports 25 persons) 1 st Gold competency (supports 100 persons) Additional Silver & Gold competencies = more licenses Partner Advisory Hours Includes Partner Accelerator, pre-sales support & advisor hours Silver (20 hrs) Gold (50 hrs) Subscription Silver (5) Gold (10) Development competencies (up to 25)

Tools To Help You Plan Calculate License Grants Individual Action Planning

How Will Customers See These Changes? In Person Phone: Cell: Fax: Street Address Suite Number City Zip code John Partner Job Title Worldwide Roll-Out Lead Generation 1 million connections In-product discoverability Application marketplace Public Relations Online Awareness

Programmatic billing allows partners to focus resources on adding new customers and growing their business instead of managing the renewal process Microsoft Dynamics Lead Referral Program Opportunity for all members of the Microsoft Partner Network to earn 5% (up to $20,000) by submitting Dynamics leads to Microsoft Become a part of the Microsoft Partner NetworkMicrosoft Partner Network Agree to the terms of the Microsoft Dynamics lead Referral AgreementMicrosoft Dynamics lead Referral Agreement Submit leads to the Microsoft Dynamics Referral Program For more information talk to your Partner Account Manager or any of the Dynamics team at APC Become a part of the Microsoft Partner NetworkMicrosoft Partner Network Agree to the terms of the Microsoft Dynamics lead Referral AgreementMicrosoft Dynamics lead Referral Agreement Submit leads to the Microsoft Dynamics Referral Program For more information talk to your Partner Account Manager or any of the Dynamics team at APC Next Steps AREA LEADS – ACTIONS FOR THIS SLIDE: If/where necessary, translate content on slide and in speaker notes into local language. Please replace MPN link with local/regional MPN link (and any other appropriate local/regional links, etc.)

Question & Answer

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