1. The NEW FY18 Microsoft SAM partner program
9/17/2018
The NEW FY18 Microsoft SAM partner program
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.

2. Microsoft is committed to SAM and our SAM partners more than ever.

3. Introducing Microsoft SAM Solution Expertise
The next generation of the Microsoft SAM partner

4. Introducing the new SAM Brands
WinHEC 2015
9/17/2018 6:26 PM
Introducing the new SAM Brands
SAM Solution Expertise:
Replaces the retiring SAM MPN Competency
Creates market differentiation for Microsoft SAM Partners
Grants exclusive branding rights
SAM (70-713) MCP Badge:
Digital badge with metadata unique to individuals
Allows SAM MCPs to share their accomplishment to social media
May be embedded in a resume, website, or signature
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. How do I maintain my benefits?
WinHEC 2015
9/17/2018 6:26 PM
How do I maintain my benefits?
SAM is my only competency
Complete requirements for other competencies
OR obtain Action Pack Subscription
Meet requirement for SAM solution expertise
SAM is just one of my competencies
Incentive eligibility remains with your other non-SAM competencies
Meet requirement for SAM solution expertise
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. What if we already have another competency?
Align to a new silver/gold competency
SAM Solution Expertise
Two partner FTEs certified in:
SAM Core,
Volume Licensing,
Two electives

8. What if our only competency has retired?
Align to a new silver/gold competency
SAM Solution Expertise
Two partner FTEs certified in:
SAM Core,
Volume Licensing,
Two electives OR
Action Pack Subscription
SAM Solution Expertise
Two partner FTEs certified in:
SAM Core,
Volume Licensing,
Two electives

9. Which competency should we choose?
Meet one of the following competency options based on your specialty and partner status
Consultant/transact competencies:
Consultant/non-transacting competencies:
Or, if none of these align, consider:
Small and Mid Market Cloud Solutions
Cloud Productivity
Cloud Platform
Data Analytics
Enterprise Mobility Management
Data Center
Data Platform
Microsoft Project and Portfolio Management
Application Development
Collaboration and Content
Microsoft Action Pack Subscription

10. Roadmap by partner type
Small and Mid Market Cloud Solutions
Cloud Productivity
Cloud Platform
Data Analytics
Enterprise Mobility Management
May include transaction, deployment or consumption requirements
Maintain MPN silver/gold competencies
SAM Solution Expertise
SAM
(Existing silver/gold partners)
Consult + transact
Data Center
Data Platform
Do not include transaction, deployment or consumption requirements
Microsoft Project and Portfolio Management
Collaboration and Content
Application Development
Consultant
18%
Microsoft Action Pack Subscription
For partners who do not require Silver/Gold Competency
Subs Svcs
New partners
Microsoft SAM Solution Specialist Lite
For next gen/non-traditional SAM Partners

11. SAM incentive eligibility requirements
Partners must meet the following requirements:
One Microsoft MPN competency OR one Microsoft Action Pack Subscription
Two full time partner employees
Four SAM eligibility exams completed
Partner management status
Specific Criteria
1. One Microsoft MPN Competency or
One Microsoft Action Pack Subscription
Partner Competency Status = (Active-Earned, Active Pre-Approved)
More Info: MPN Competency Status
Partners can inherit Gold Competency status from HQ location
Microsoft Action Pack Subscription Status = Current
More Info: MPN MAPS Subscription
2. Two Full Time Partner employees
FTE’s must be employees of the company which is named in the opportunity and meet the above SAM Incentive requirements.
Subcontractors do not fulfill this requirement.
3. Four SAM Eligibility Exams Completed
SAM Partner Eligibility Exams:
SAM (70-713)
Volume Licensing (74-678)
ELECTIVE EXAMS (Partner takes 2 exams)
Cloud Fundamentals (98-369)
Mobility and Devices Fundamentals (98-368)
Security Fundamentals (98-367)
SCCM & Intune (70-696)
Managing Office 365 Identities and Requirements (70-346)
Enabling Office 365 Services (70-347)
Managing Microsoft SharePoint Server 2016 (70-339)
Managing Projects and Portfolios with Microsoft PPM (70-348)
Managing Projects with Microsoft Project 2013 (74-343)
4. Partner Management Status
Partner Actively Managed by Microsoft resource, at the global or local level
Partner Active in the Managed Partner List (MPL)

12. Transitioning SAM requirements Prepare for these upcoming deadlines
Complete new SAM Solution Expertise requirements
SAM Core
December 31, 2017
SAM competency will retire*
January 31, 2018
Field will use Partner Insights portal to determine partner status and competency end date.
*If your SAM competency retires independently before the retirement date, you cannot renew

13. SAM Solution Enterprise
NEW SAM Partner eligibility exams required exams
SAM (70-713) – New for FY18 and in 9 Languages
Volume Licensing (74-678)
Elective Exams (Partner Chooses 2 exams)
Cloud Fundamentals (98-369)
Mobility and Devices Fundamentals (98-368)
Security Fundamentals (98-367)
SCCM & Intune (70-696)
Managing Office 365 Identities and Requirements (70-346)
Enabling Office 365 Services (70-347)
Managing Microsoft SharePoint Server 2016 (70-339)
Managing Projects and Portfolios with Microsoft PPM (70-348)
Managing Projects with Microsoft Project 2013 (74-343)

14. WinHEC 2015
SAM Solutions Expertise New MCP exam required for ALL SAM competency partners by H2 of FY18
9/17/2018 6:26 PM
Who should take the exam?
SAM Certified Professionals
SAM engagement managers
SAM&C leads
SAM partners
Licensing sales specialists
Microsoft sellers (e.g. SSPs)
Licensing resellers (e.g. LSPs)
Even customers
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. WinHEC 2015
New SAM MCP exam Required for ALL SAM competency partners by H2 of FY18
9/17/2018 6:26 PM
How do I take the test?
Step 1: Visit the exam page and click “schedule exam”
Step 2: Verify your partner details OR register with Microsoft Learning.
Step 3: Select your booking method with Pearson Vue. Select “future date at a test center” OR “online proctored”
Step 4: Choose location, date, and time for your exam
Step 5: Proceed to check out for payment
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. WinHEC 2015
New SAM MCP exam Required for ALL SAM competency partners by H2 of FY18
9/17/2018 6:26 PM
Preparing for the MCP exam
External resources:
GetLicensingReady.com
Microsoft SAM website
ISO Standard
Microsoft Software Optimization Model (SOM)
Microsoft SAM value engagements
More SAM readiness in FY18:
MCP exam prep materials on
Instructor-led training from the Licensing School:
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

17. Retirement of SAM competency
9/17/2018
Retirement of SAM competency
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.

18. The SAM competency is retiring, but your SAM benefits
are here to stay.

19. Retiring SAM competency
Who is affected?
All SAM partners who only have the SAM competency OR only have a gold competency in SAM
What are my options to stay eligible for SAM incentives? Meet one of the competency options based on your specialty and partner status
How do I earn a new competency?
Visit MPN Revolution for an easy assessment of what other competencies align to your business

20. Action Pack Subscription
WinHEC 2015
9/17/2018 6:26 PM
Action Pack Subscription
An Action Pack Subscription can take the place of a competency
Keep earning SAM incentives
This is Minimum barrier to entry to become a SAM solution expert
Learn more here
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

21. Next Steps
Renew your SAM Competency with the new SAM Solution Expertise
Update your SAM Certification with the new SAM (70-713) exam
Get FREE SAM Readiness Materials. Visit
SAM Solution Specialist Lite Certification
SAM MCP (70-713) Exam Prep
Save money getting certified!
50% off Promo Voucher for the SAM MCP (70-713) Certification*
Contact: alias for Rudy
* 50% off for the first 300 Partners to Vouchers must be redeemed for scheduled exams by July 31st, 2017 or the voucher may be reallocated to waitlisted requestors. Vouchers must be used by November 30th, 2017.

22. Thank you!

23. Cloud Productivity Competency
WinHEC 2015
9/17/2018 6:26 PM
Cloud Productivity Competency
Be known for selling and deploying Microsoft Office cloud and hybrid solutions. Differentiate your cloud solution provider business for customers seeking qualified partners. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Meet the Performance Requirement
Deploy 2,000 Active Entitlements
Deploy 4,000 Active Entitlements
Pass the exams or certifications
One person must pass the exams:
Managing Office 365 Identities and Requirements
Enabling Office 365 Services
Two people must pass the exams OR
Two people must obtain the certification MCSA: Office 365
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
Place these detail slides in appendix
MPN Evolution
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

24. Cloud Platform Competency
WinHEC 2015
9/17/2018 6:26 PM
Cloud Platform Competency
Capitalize on the growing demand for infrastructure and software as a service (Saas) solutions built on Microsoft Azure. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Meet the Performance Requirement
Demonstrate $15k Azure customer consumption
Demonstrate $100k Azure customer consumption
Pass the exams or certifications
One person must pass one of the technical assessments OR pass one of the exams:
Developing Microsoft Azure Solutions
Implementing Microsoft Azure Infrastructure
Architecting Microsoft Azure Solutions
Designing and Implementing Cloud Data Platform Solutions
Designing and Implementing Big Data Analytics Solutions
MCSA: Linux on Azure
Two people must pass tone of the technical assessments OR two people must pass one of 6 exams:
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
Place these detail slides in appendix
MPN Evolution
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25. Data Analytics Competency
WinHEC 2015
9/17/2018 6:26 PM
Data Analytics Competency
Be the expert to deliver, deploy and support aspects of Mirosoft BI Solutions Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Pass the exams or certifications
Two people must pass one of the exams:
Implementing a SQL Data Warehouse
Developing SQL Data Models
Designing and Implementing Big Data Analytics Solutions
Four people must pass one of the exams:
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

26. Data Platform Competency
WinHEC 2015
9/17/2018 6:26 PM
Data Platform Competency
Run your business with powerful and versatile database platforms and deepen your relationships by becoming a provider of Microsoft SQL Server delployment. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Pass the exams or certifications
Two people must pass one of the exams:
Designing and Implementing Cloud Data Platform Solutions
Querying Data with Transact-SQL
Developing SQL Databases
Administering a SQL Database Infrastructure
Provisioning SQL Databases
people must pass one of the exams:
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

27. Enterprise Mobility Management Competency
WinHEC 2015
9/17/2018 6:26 PM
Enterprise Mobility Management Competency
Standout as the expert in powerful, secure mobility management solutions for large businesses. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Meet the Performance Requirement
Add 3 new EMS customers and deploy 500 active entitlements
Add 5 new EMS customers and deploy 4000 active entitlements
Pass the exams or certifications
One person must complete the technical assessment for Enterprise Mobility Suite and one of the technical assessments:
Mobile Device Management
Identity and Access management
Information Protection
Cloud App Security
Two people must complete the technical assessment for Enterprise Mobility Suite and each must pass one of the technical assessments:
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

28. Small Midmarket Cloud Solutions Competency
WinHEC 2015
9/17/2018 6:26 PM
Small Midmarket Cloud Solutions Competency
Be known for selling and deploying Microsoft Office 365 cloud and hybrid solutions to small and mid-sized businesses. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Meet the Performance Requirement
4 net new Office 365 customers within the previous 12 months
25 net new Office 365 customers within the previous 12 months
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

29. Datacenter Competency
WinHEC 2015
9/17/2018 6:26 PM
Datacenter Competency
Be known for transforming data centers into flexible, scalable, and cost effective solutions. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Pass the exams or certifications
Two people must pass exams relating to System Center 2012 or Windows Server 2012/Windows Server 2016
Four people must pass certification for Windows Server 2012 or Windows Server 2016
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

30. Project Competency Requirement Silver Gold
WinHEC 2015
9/17/2018 6:26 PM
Project Competency
Showcase your ability to deliver enterprise project management solutions to customers. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Pass the exams or certifications
Two people must pass these exams:
Managing Projects and Portfolios
Managing Projects with Microsoft Project
Four people must pass these exams:
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

31. App Dev Competency Requirement Silver Gold
WinHEC 2015
9/17/2018 6:26 PM
App Dev Competency
Enable faster software delivery and continuous improvements. Get more information on this competency at the Microsoft Partner Network.
Requirement
Silver
Gold
Pass the exams or certifications
Two people must pass an app dev exam
Four people must hold an app dev certification
Provide Customer Evidence
3 customer references from the previous 12 months
5 customer references from the previous 12 months
Complete your organization’s profile
Provide specific info: Partner Membership Center
Pay the competency fee
Based on applicable local taxes and fees
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.