Microsoft Partner Network Guide

Microsoft Partner Network
Guide
July 2012
The Microsoft Partner Network is the single largest technology partner
program in the world, with 640,000+ partners. Microsoft and our partners
collectively create a customer solution engine that brings together business
and technology solutions for businesses and consumers around the globe. And
partners use the network to leverage industry-leading tools, training,
networking, and support to help them compete and win more business.
As customer demands evolve and Microsoft brings new technologies to
market, the partner network continues to keep pace. Partners who engage
more deeply in the network can realize 28% greater revenue per employee and
68% larger deal sizes (IDC, March 2011).
Use this guide to learn more about the Microsoft Partner Network,
opportunities available, network structure, membership requirements, and
partner resources. The links in this document direct to the global partner
portal. Portals are available in almost every countrychange the location to
your country to view local information.
For more information, or if you have questions, you can contact your local
Regional Service Center.
Microsoft Partner Network Guide

July 2012
Overview of the Microsoft Partner Network ........................................................................2

The Value of the Microsoft Partner Network ................................................................................................................................. 2
Join the Network....................................................................................................................................................................................... 2
Microsoft Partner Network Membership Structure ..................................................................................................................... 3
Benefits ......................................................................................................................................................................................................... 6
Software Licenses .................................................................................................................................................................................. 10
Membership Requirements ............................................................................................................................................................... 12
Partner Network Enrollment and Administration ............................................................ 14

How to Enroll........................................................................................................................................................................................... 14
How to Renew......................................................................................................................................................................................... 14
Defining Key Contacts ......................................................................................................................................................................... 14
Defining Multiple Locations .............................................................................................................................................................. 15
Partner Tools & Resources ....................................................................................................... 16

Appendix ........................................................................................................................................ 17
Small Business Specialist Community (SBSC) FAQ.................................................................................................................... 17
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July 2012
Overview of the Microsoft Partner Network

The Value of the Microsoft Partner Network
Microsoft has one of the largest partner ecosystems in the world with approximately 640,000 partners in 170
countries, accounting for a staggering $580 billion in revenue (as of November 2011). More than 430,000
partners participate in the Microsoft Partner Network, and in 2012-2013, Microsoft will invest more than $5.8B
in the network to support and reward partner success. The Microsoft Partner Network is committed to serving
the needs of our partners. We believe that aligning with Microsoft is one of the best business decisions your
company can make. Through the partner network, we can help you:
Drive growth, gain higher margins, and accelerate sales.

Move your customers businesses into the future with an extensive pipeline of upcoming product
releases across on-premises and cloud solutions.
Capitalize on new opportunities or transition to new business models.
Join the Network

The Microsoft Partner Network is designed to help qualified technology companies build, sell, service, and
support solutions for their customers, based on Microsoft technologies. To qualify, a business must sell more
than 75 percent of its IT solutions and services to unaffiliated third parties. Partners can join the Microsoft
Partner Network by completing a short profile and, in return, they will gain access to a wealth of benefits.
As a member of the network, organizations can strengthen staff expertise with online business and technical
training (most courses are available at no charge), and can access customizable marketing campaigns and nocharge, online technical support. And, partners can make their companies known to thousands of potential
customers through listings in Microsoft online marketplaces.
Businesses that qualify for membership in the Microsoft Partner Network fall into one or more of the following
categories:
IT consulting services provider

Independent hardware vendor (IHV)
Independent software vendor (ISV)
Large account reseller (LAR)
Original equipment manufacturer (OEM)
Software hoster
Software support provider
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System builder
Systems integrator
Software training provider
Value-added IT provider (VAP)
Value-added reseller (VAR)
Web designer
Web marketing agency

July 2012
Entities that do not qualify for membership in the Microsoft Partner Network include nongovernmental
organizations (NGOs), academic institutions, students, government offices, or commercial businesses whose
primary focus is not IT-related. To enroll or renew your Microsoft Partner Network membership, you must meet
the requirements for the applicable membership opportunity, as outlined later in this guide.
Microsoft Partner Network Membership Structure

A wide range of partner opportunities are available to help ensure that the Microsoft Partner Network is
meeting partner and customer needs. Whether you want to interact with peers and experience the latest
Microsoft technology, or you want to establish yourself as an expert in your field, the Microsoft Partner
Network has a membership opportunity for you. Each membership opportunity has an individual set of
requirements to meet industry demand, together with benefits to help you better serve customers.
Microsoft has three membership offeringsCommunity, Subscriber, or Competency partner. The membership
offerings also align to our cloud programs.
Community
The Microsoft Partner Network Community is the starting point for the Microsoft Partner Network. There is no
fee to be a member of the community. Partners can leverage community resources to build relationships and
create connections. As a community member, you can also attend in-person conferences and workshops to
help you grow your business. Through social networking, including Facebook, Twitter, LinkedIn, and the Digital
Worldwide Partner Community site, partners can participate in conversations, learn about the latest technology
trends, and ask questions directly to Microsoft employees.
Small Business Specialist Community (SBSC): In June 2012, Microsoft launched the new Small
Business competency to help small business partners create distinction in the marketplace and create
long-term sustainability with cloud-based services. Microsoft is elevating its commitment to the SMB
market and is planning to integrate the Small Business partner community in its Microsoft Partner
Network competency model. The current SBSC program will continue to exist and Microsoft will
support SBSC partners during a grace period of 12 months after the Small Business competency launch.
During this grace period, both programs will reside side-by-side, and SBSC partners will continue to
benefit from the program and branding. After the grace period, the Small Business Specialist
Community will transform into a Microsoft Partner Network partner-to-partner community. There will
be no requirements to join the communityhowever, there will be reduced benefits compared to the
current SBSC offers. Reference the Appendix for more information.
Subscriber
Subscriptions enable partners to access Microsoft cloud services, software, development tools, training, market
visibility, and supportall at significant savings. Partners can leverage benefits to connect with Microsoft
experts and peers to share best practices, develop their Microsoft business, and drive innovation.
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July 2012
Subscription benefits include flexible financing options for customers, customizable marketing and sales tools,
unlimited online technical support from Microsoft engineers, and access to technical courses and virtual labs.
Subscription Offerings
Microsoft Action Pack Solution Provider: Specially tailored for Microsoft partners that serve small
and medium businesses (SMBs), Microsoft Action Pack Solution Provider offers internal-use, full-version
software, online technical support, and sales resources to help partners meet their sales goals, stay
competitive, and grow their business.
Microsoft Action Pack Development and Design: Microsoft Action Pack Development and Design
can help developers and web designers save time and money through access to development and
testing tools, the latest Microsoft products for internal business use, and email advisory hours for
design and development guidance.
Partners can subscribe to either the Action Pack Solution Provider or the Action Pack Development and Design
offering, but not both. There is a fee to receive this offering. Partners are not permitted to have both an Action
Pack subscription and a competency.
Microsoft Competencies
The Microsoft Partner Network features 29 competencies. Partners can earn both gold and silver competencies,
which are aligned to market-relevant solutions. In todays competitive environment, competencies can help set
your company apart from the competition by demonstrating a specific, proven skillset to your customers.
Silver and gold competencies include eligibility for channel incentives, a direct relationship with Microsoft for
sales support, technical presales and advisory services, exposure on customer marketplaces, customized
competency logos, deployment planning services eligibility, online training, and business-critical phone
support. Local Microsoft teams may also provide additional benefits. Read the Value of Earning a Microsoft
Competency Guide for more details.
Silver competencies represent consistent capability, expertise and commitment within a specific
Microsoft solution area, and offer tailored benefits that significantly surpass the cost of qualification,
such as internal-use software licenses for companies of up to 25 people, eligibility for a direct
relationship with Microsoft for sales support, unlimited customer technical sales and advisory services,
and prioritized exposure on the Microsoft customer marketplace.
Gold competencies demonstrate best-in-class capability as market leaders within a specific Microsoft
solution area and can provide the greatest differentiation for in the marketplace and the highest level
of benefits.
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Microsoft Competencies
Cloud Programs
Microsoft offers unique opportunities for companies who are already selling or building cloud solutions, or
who want to start a successful cloud practice. There are two cloud solution programsMicrosoft Cloud
Essentials and Microsoft Cloud Accelerate.
Cloud Essentials: This program helps partners start their cloud practice so they can begin to deliver
customized and scalable cloud solutions, whether building and developing applications on the
Windows Azure Platform, or selling and servicing Microsoft Office 365, Windows Intune, or
Microsoft Dynamics CRM Online. There is no fee for this program and partners can enroll in Cloud
Essentials if they are a community member, subscriber, or competency partner.
Cloud Accelerate: If you already have customers in the cloud, you can graduate to the Cloud
Accelerate program, which offers advanced benefits, including competitive differentiation with a badge
of distinction. Note: to qualify for Cloud Accelerate you first must enroll in Cloud Essentials. There is no
fee for the Cloud Accelerate program if you have already attained a competency. If you do not have a
competency, then a fee is required, equivalent to your local silver competency fee.
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July 2012
Benefits
Microsoft offers the most comprehensive program with a rich set of benefits designed to enable partner
success; both across partner type and engagement level, and from community members to gold competency
status. In fact, IDC believes that a 50-person Microsoft partner organization with approximately $5M-$10M in
revenue and 2-5 competency designations can realize $320,000USD in value directly attributed to benefits
from the Microsoft Partner Network.1
Network members receive a set of core benefits each time they enroll or renew their memberships that can
help save time and money while they strengthen their capabilities, better serve customers, and build
connections. As partners increase their commitment to their Microsoft partner relationship, Microsoft
recognizes them with higher-value benefits.2
Each membership opportunity offers a different level of access to these core benefits, as outlined later in this
guide. Based on partner feedback Microsoft identified these benefits as providing the greatest value for
partners businesses.
Benefits are available for each stage of the business cycle:
Plan: Enter new markets with early access to the latest technologies
Enable: Strengthen staff expertise with online business and technical training
Create Demand: Access marketing campaigns, guidance, and support along with online customer
directories
Sell: Increase sales and cash flow with Microsoft customer financing and partner channel incentives
Service: Improve customer response times with technical presales and advisory services
Retain: Get insights on customer satisfaction and loyalty with survey solutions
Various levels of core benefits are available for all membership opportunities and are available in most regions
of the world.
Core Benefits Summary
Plan
Internal-use software licenses
Microsoft Students to Business
Microsoft LicenseWise for
Volume Licensing
1
2
Enable
Partner Learning Center (PLC)
MSDN subscription
Microsoft TechNet Subscription
Technical Enablement
Windows Phone service plan
and device savings
IDC. The Business Value of the Microsoft Partner Network Core Benefits. Mira Perry, Steve White. June 2012
The Small Business competency does not receive all core benefits.
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Create Demand
Microsoft Pinpoint online
marketplace
Partner Marketing Center
Logo Builder

July 2012
Sell
Sales Ready Resources

Demo Showcase
Microsoft Financing
Incentives
Technical Presales and Advisory
Services
Core benefit
Service
Product support
Technical Presales and Advisory
Services
Retain
Customer Satisfaction (CSAT)
Index
Benefits by Membership Opportunity

Plan
Participate in a
community
Not applicable
Purchase a
subscription
Up to 10 licenses
for each product2
Earn a silver
competency
Up to 25 licenses
for each product
Attain a gold
competency
Up to 100 licenses
for each product
Find the most-qualified technical

students for entry-level and
internship positions, with
Students to Business
Not applicable
Access
Access
Access
Get help with recommending

Microsoft Volume Licensing
products and solutions with
Microsoft LicenseWise for
Volume Licensing
Not applicable
Access
Access
Access
Get firsthand knowledge of

features and capabilities with
internal-use software licenses for
the latest Microsoft software
Enable
Core benefit
Build technical and business
skills with training at the Partner
Learning Center
Developers: access tools,
software, communities, and
resources for developers and
testers with an MSDN
subscription
IT professionals: access tools,
software, communities, and
resources, with a TechNet
Subscription
Page | 7
Participate in a
community
Unlimited access
Purchase a
subscription
Unlimited access
Earn a silver
competency
Unlimited access
Attain a gold
competency
Unlimited access
Not applicable
3 MSDN for Action

Pack Development
and Design
subscriptions3
10 Microsoft Visual
Studio Premium
with MSDN
subscriptions
Not applicable
1 TechNet for
Microsoft Action
Pack Solution
Provider license4
5 Microsoft
Visual Studio
Premium with
MSDN
subscriptions
3 TechNet for
Microsoft
Competency
Partners licenses
3 TechNet for
Microsoft
Competency
Partners licenses

July 2012
Sign up for the Windows Phone

Discount Program to get
exclusive savings on Windows
Phone plans and devices
Access the latest product news
and technical and sales resources
with the no-cost Windows Phone
app
Not applicable
Not applicable
Eligible
Eligible
Not applicable
Not applicable
Eligible
Eligible
Core benefit
Participate in a
community
Standard
marketplace
exposure
Purchase a
subscription
Optimized
marketplace
exposure
Unlimited access
Unlimited access
Earn a silver
competency
Competency
designation and
prioritized
marketplace
exposure
Unlimited access
Attain a gold
competency
Competency
designation and
premier
marketplace
exposure
Unlimited access
Not applicable
Not applicable
Silver competency
logo
Gold competency
logo
Participate in a
community
Not applicable
Purchase a
subscription
Not applicable
Earn a silver
competency
Unlimited
Attain a gold
competency
Unlimited
Not applicable
Not applicable
Eligible for sales

support
Unlimited access
Unlimited access
Unlimited access
Assistance from a
designated
Microsoft contact
Unlimited access
Eligible
Eligible
Eligible
Eligible
Create demand
Make your company or solution

profile accessible to tens of
thousands of potential
customers through the Microsoft
Pinpoint online marketplace
Save time and money with
customizable marketing
resources at the Partner
Marketing Center
Microsoft Branded Logo
Show your unique expertise with
a custom logo that identifies
your capabilities
Sell
Core benefit
Technical Presales Assistance
that can be used for competitive
assistance, business value, and
proof-of-concept guidance5
Give your sales a boost with
support from Microsoft partner
account specialists
Custom Demos and Tools
Create compelling sales
presentations with rich,
customizable demos from Demo
Showcase
Leverage Microsoft Financing to
offer tailored financing options
that can help you close more
sales6
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Become eligible to earn

incentives for driving strategic
technology areas with Microsoft
Partner Incentives7
Online incentives
Online incentives
Licensing and
online incentives
Solution, licensing,
and online
incentives
Purchase a
subscription
Unlimited online
support
Earn a silver
competency
Unlimited online
support
Attain a gold
competency
Unlimited online
support
Unlimited phone
support (for critical
issues)
Unlimited phone
issues)
Unlimited phone
issues)
5 incidents of
phone support (for
noncritical issues)
5 incidents of phone
support (for
noncritical issues)
Earn a silver
competency
Access
Attain a gold
competency
Access
Earn a silver
competency
20 partner advisory
hours
Attain a gold
competency
50 partner advisory
hours
Service
Core benefit
Resolve technical issues quickly
with product support from
8,9
Microsoft experts
Participate in a
community
Unlimited online
support
Retain
Core benefit
Get insight into customer
satisfaction and loyalty with the
CSAT Index survey solution
Participate in a
community
Not applicable
Purchase a
subscription
Not applicable
Multiple Stages
Core benefit
Partner advisory hours:
Get access to Technical
Enablement and Technical
Presales and Advisory Services
10
from Microsoft consultants
1
Participate in a
community
Not applicable
Purchase a
subscription
10 partner advisory
hours3
Benefits are provided per partner organization for one year of membership and are renewed annually, when you renew your membership in the Microsoft Partner Network.
Most products have up to 10 client access licenses (CALs), and server products have one license. See the Microsoft Action Pack Solution Provider software page or the
Microsoft Action Pack Development and Design software page for details.
3
Microsoft Action Pack Development and Design subscribers only.
4
Microsoft Action Pack Solution Provider subscribers only.
5
To qualify for the no-charge Technical Presales Assistance offering, you must provide the customer name and details of the project. The US$3,000 revenue minimum does not
apply to deals made for cloud services or free software like Windows Internet Explorer. For smaller deals, you can also use your partner advisory hours to access this benefit.
6
Available in Australia, Belgium, Brazil, Canada, France, Germany, Italy, Japan, the Netherlands, New Zealand, South Korea, Spain, Switzerland, the U.K., and the U.S.
7
Partners must meet additional eligibility requirements for solution and licensing incentives, including enrollment in specific competencies.
8
Online Technical response times vary between four hours and two days, depending on membership opportunity. See the Online Technical Communities page for details.
9
Critical incidents are defined strictly as severe customer issues that immediately impede the operation of a customers business (such as when a server is down).
10
Partners are allocated partner advisory hours that they can use as currency for Technical Enablement, and Technical Presales and Advisory Services. For partners with silver or
gold competencies, partner advisory hours are not deducted for presales services used with deals worth US$3,000 or more.
2
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Software Licenses
Microsoft Partner Network members with a subscription or competency get access to software licenses that
can be used to run their business and gain invaluable hands-on experience with the latest technologies.
Microsoft Partner Network software licenses enable partners to learn about Microsoft software and services,
develop and support solutions on Microsoft platforms, and promote and sell Microsoft software and services.
Licenses are provided for the latest released versions of Microsoft software only. Partners have 12 months to
upgrade from the previous version of software offered in the program to the latest version. For more details,
see the Software Licensing page or reference your Microsoft Partner Network agreement.
Software License Usage Environments

Software licenses are provided as core or elective benefits of the network in the following usage environments:
Internal use
Development and testing
Training use
Customer demonstration
The Microsoft Partner Network grants licenses for internal use. Partners can use these software licenses only for
internal business needs, customer demonstrations, and internal training purposes. The software licenses under
this program cannot be resold or used for direct revenue-generating activities, commercial purposes, personal
purposes, or customer training.
Additionally, the Partner Network provides subscription licenses to Microsoft Visual Studio with MSDN and
TechNet for Microsoft Competency Partners, which supply designated partners with licenses for their
development needs and for evaluation purposes, respectively.
Usage Types
Internal use is defined as use in a production environment for general internal business purposes and
not for any type of commercial purpose. For example, installing the Windows Server 2008 R2 operating
system and Microsoft Exchange Server 2010 to set up an email system that you can use to send
business-related email is acceptable. However, production use for external commercial purposes, such
as hosting a commercial website, is outside the scope of these rights. Licenses are provided for the
latest released versions of Microsoft software only. Licenses are not available for downgrade rights.
Customer demonstration licenses may be used for demonstration purposes only by partners that
have attained Microsoft competencies. Sales and marketing employees of these organizations may use
relevant software on internal computers to showcase the product to customers. The product may not
be left with the customer after the demonstration has been completed. Licenses are provided for the
latest released versions of Microsoft software only. Licenses are not available for downgrade rights.
Internal-training licenses can be used for training internal employees only. These licenses cannot be
used for customer training or for any commercial purpose. Licenses are provided for the latest released
versions of Microsoft software only. Licenses are not available for downgrade rights.
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July 2012
Development tools and subscriptions cannot be used for direct revenue-generating activities. For
example, you cannot develop a custom solution for one of your customers for a fee. However,
development tools and subscriptions can be used to create a commercial application on the Microsoft
platform, which you can then sell to customers.
MSDN user licenses allow designated employees to use the available software for the design,
development, testing, and demonstration phases of application development.
TechNet for Microsoft Competency Partners user subscriptions allow licensed users to evaluate
software only. These licenses cannot be used in a live production environment.
Note: MSDN and TechNet Subscription licenses are single-user licenses only. Everyone who uses any of the
MSDN or TechNet Subscription software must be granted a subscription license at the same subscription level.
MSDN and TechNet Subscription benefits offered through the Software License Benefits program allow access
only to software downloads and product keys (includes the TechNet Technical Information Library). Partners do
not receive other subscription benefits, such as access to Forums, Online Chat, Microsoft E-Learning, and
support incidents; however, similar benefits are provided through the Microsoft Partner Network.
All license benefits granted by the Microsoft Partner Network are not intended for employee personal use at
home, installation at a customer site, customer training, or for any type of direct revenue-generation or
commercial use, such as hosting a customers applications. In addition, software licenses may not be resold,
transferred, or assigned to any third party.
Activating products
Product activation is required for Windows server and client products and all Microsoft Office client
applications. Product keys for these products are issued with a finite number of activations. This means that
each time a machine is activated, one of the product activations for that particular product key is consumed;
this includes situations in which the same machine is reimaged and activated. For this reason, the number of
licenses your organization is entitled to and the number of activations it has been assigned are not the same.
You should not activate learning, development lab, and demo computers that are frequently reimaged. Instead,
for these computers, you should use the initial grace periods combined with the rearm functionality. For
specific details, refer to the Partner Volume Activation Guide. If you have questions about the product keys you
have been issued by the Microsoft Partner Network, contact your local Regional Service Center.
View the Silver and Gold competency licensing page for more information. You may also refer to the Software
Licensing Benefits FAQ. Or determine your software license benefits with the Internal-Use-Rights calculator.
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Membership Requirements
To enroll or renew your Microsoft Partner Network membership, you must meet the requirements for the
applicable membership opportunity, as outlined in the following table.
Microsoft Partner Network General Requirements

Requirement
Credentials
Community
Not
applicable
Subscriber
Not applicable
Revenue
Commitment
Business
Training and
Assessments 5
Not
applicable
Not
applicable
Not applicable
Customer
Evidence
Not
applicable
Not applicable
Profile and
Fee
Complete a
short profile.
Complete a short profile

that includes your
companys official URL.
and
Pay the annual subscription
fee.7
Page | 12
Employ or contract with

one person who passes a
Microsoft online
assessment every two years.
Silver Competency
two Microsoft Certified
Professionals (MCPs).1
or
Submit a product or
application that can pass
a qualifying silver
competency application
test.
Not applicable
one person who has
passed a Microsoft
Licensing overview
assessment.
And
one person who has
passed an online sales
and marketing
competency assessment.
Provide three unique
customer references per
competency.
Complete a full profile.

and
Pay the annual silver
competency fee.7
Gold Competency
Employ or contract with four
unique MCPs with credentials
not assigned to any other
gold competency.2
or
Submit a product or
application that can pass a
qualifying gold competency
application test.3
Make a minimum revenue
commitment.4
Employ or contract with one
person who has passed a
Microsoft Licensing overview
assessment.
And
Employ or contract with two
people who have passed an
online sales and marketing
competency assessment.
Provide five unique customer

references per competency.6
and
Participate in the Customer
Satisfaction (CSAT) Index (one
time annually).
Complete a full profile.
and
Pay the annual gold
competency fee.7

July 2012
Requirements Footnotes:
1
Partners can attain multiple silver competencies. Your employees or contractors who pass the applicable competency exams can count those exams toward multiple silver
competencies.
2
Partners can attain multiple gold competencies. Your employees or contractors who pass the applicable gold competency exams can count those exams toward only one
gold competency.
3
Qualifying application tests refers to products that pass Microsoft hardware and software tests, and applies to the Independent Software Vendor (ISV) competency or other
competencies with an ISV track. Qualifying application tests vary by product.
4
Partners must agree to meet a minimum Microsoft-related revenue commitment that is determined based on the partners region and the competency the partner
organization is working to attain. Both transacted revenue and influenced revenue count toward this commitment.
5
Requirements vary by competency.
Partners may use customer references from silver competencies toward gold competencies.
Fees vary by geography. Partners must pay the silver competency fee or gold competency fee one time, per yearno matter how many competencies they have attained. If a
partner attains a gold competency after first attaining a silver competency, then the partner pays only the difference between the two membership fees, unless the partner is
within the 90-day renewal period, in which case the full gold competency membership fee is due.
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July 2012
Partner Network Enrollment and Administration

How to Enroll
1.
2.
3.
4.
5.
6.
Select the membership option that best matches your companys qualifications and business goals.
Sign in with your Windows Live ID.
Associate your ID to a partner organization.
Fill out a company profile.
Agree to terms and conditions.
Pass any necessary exams and assessments. Make sure to meet all requirements needed for your level
of membership.
Note: Membership is valid for a full 12 months from your enrollment date. Prior to the end of your
membership term, Microsoft will notify your primary program contact regarding your upcoming renewal date.
How to Renew
Microsoft encourages you to renew prior to your anniversary date to ensure that you maintain your network
resources. Partners can renew as early as 90 days before their membership expiration date.
Defining Key Contacts

Individuals should be assigned roles based on their function in the organization. Individuals assigned these
roles receive relevant Microsoft Partner Network communications. A single individual can be assigned more
than one role. Following are the roles for each location:
Primary Network Contact (required)
Executive Contact (required)
Sales and Marketing Contact (required)
First Technical Contact (required)

Second Technical Contact (optional)
Third Technical Contact (optional)
There are two types of administrative rights that you can have based on your role assignment:
Global administrative rights Assigned to the Primary
Network Contact for the organizations headquarters
location. Global administrative rights give you full
authority to view, modify, or input data for the entire
organization hierarchy as defined in the Partner
Membership Center (the headquarters location and all
other locations).
Location administration rights Assigned to the Primary

Network Contact for one of the organizations locations.
Location administrative rights give you the ability to view,
modify, or input data for that location and any locations
associated at levels beneath this location in the hierarchy
within the Partner Membership Center.
For information on how to perform these functions and other functions in the Partner Membership Center,
view the available online help once you have completed your enrollment.
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Defining Multiple Locations

Within the Microsoft Partner Network, a partner entity is defined as an organization. Organizations can have
one or many locations; a location is defined as an affiliate office with a unique address. Partners with multiple
office locations can chose to enroll as:
A single organization with multiple locations assigned to it (specify the headquarters location).
Multiple organizations, each located in a separate location.
Several organizations of which only some have multiple locations assigned to them, and others being a
single location.
A single site organization is the headquarters. All locations, by definition, are a level beneath a single
headquarters location. There can be a total of five levels of the hierarchy, including the top levelthe
headquarters location. Locations, including the headquarters location, can be moved in the hierarchy at any
time. There must always be a defined headquarters location.
When defining a location, you specify a location administrator and how that location fits overall in the
hierarchy of your organization. A location administrator administers their specified location and all locations
beneath it as specified in the hierarchy. By creating a hierarchy of locations, one location administrator can
manage multiple locations and centralize administration tasks.
Why Should I Define My Organization Hierarchy?
You can enroll your entire organizationincluding offices in other cities or countriesbased on how you want
to be recognized by Microsoft. There are several factors to consider when determining how to enroll your
company in the network:
How your organization is recognized in partner directories.

How your organization will achieve the desired membership level.
How your organization will receive resources.
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July 2012
Partner Tools & Resources
Partner Network Portal: Find everything you need to know about your membership, products and
solutions, sales and marketing, licensing, training and events, and product support. Portals are available
in almost every countrychange your location to your country to view local information.
Digital Software Download: Download your software benefits from a silver or gold competency and
Microsoft Action Pack subscribers to access the solutions and build your expertise.
Partner Membership Center: View your membership details, partner information, assigned admins, and
subscription expiration date.
Partner Learning Center: Access training programs and skills assessments.
Partner Marketing Center: Explore marketing materials, sales resources, promotional marketing
resources, and featured campaigns.
Microsoft Pinpoint: Get your company listed in this online marketplace to connect with new customers
who are searching for qualified Microsoft partners, their software applications, and professional
services. More than 20 percent of Pinpoint visitors become viable prospects.
Logo Builder: Create and download custom logos to promote your Microsoft partner status and the
competencies youve attained.
Microsoft Partner Incentives: Earn rewards for your investments in specific solution areas and in
Microsoft gold competencies.
Partner Sales Exchange (PSX): Manage sales opportunities, access specialized resources and collaborate
with Microsoft to gain access to new customers.
MPN Roadmap: Stay up to date on the latest changes to the network.
Competency Revenue Guide: View minimum revenue amounts required for most gold competencies.
Software license calculator: Use this tool to calculate how many software licenses youll gain with each
competency.
Regional Service Centers: Find a Regional Service center near you to help you resolve any technical
disruptions or provide resources.
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July 2012
Appendix
Small Business Specialist Community (SBSC) FAQ
Overview
In June 2012, Microsoft launched the new Small Business competency to help small businesses create
distinction in the market place and create long-term sustainability with cloud-based services. Microsoft is
elevating its commitment to the SMB market and is planning to integrate the Small Business Partner
Community in its Microsoft Partner Network competency model.
Q: How does the launch of the new Microsoft Small Business competency affect the SBSC?
A: The current SBSC program will continue to exist and support SBSC partners during a grace period of 12
months after the Small Business competency launch. During this grace period, both programs will reside sideby-side, and SBSC partners will continue to benefit from the program and branding. After the grace period, the
Small Business Specialist Community will transform into a Microsoft Partner Network partner-to-partner
community. There will be no requirements to join the communityhowever, there will be reduced benefits
compared to the current SBSC offers.
Q: How will the Small Business competency affect the use of the SBSC badge?
A: During the 12-month grace period, the Small Business competency logo will be available along with the
SBSC badge. After the grace period, the Small Business competency logo will become the only Microsoft small
business partner brand. Partners that value the Microsoft competency logo are advised to join the Small
Business competency now, to take advantage of deeper engagement with Microsoft, to build on the credibility
of Microsoft brand recognition, and to receive rich benefits to help grow their business.
Q: Why should an SBSC partner consider the Small Business competency?
A: The Small Business competency helps partners differentiate their expertise in the market and capitalize on
the growing demand for cloud solutions built on innovative Microsoft technologies, while enabling partners to
pull through on-premise revenue. It also provides a consistent experience for customers and partners as it
leverages the gold and silver competency branding to drive customer recognition. The new Microsoft Small
Business competency also enables partners to target larger seat opportunities, as cloud services scale easily
and open new revenue opportunities with larger customers.
Q: Will SBSC benefits change?
A: If partners choose to stay in the SBSC, benefits will not change during the 12-month grace period post the
Small Business competency launch. SBSC benefits include use of the Microsoft SBSC badge, listing on Microsoft
Pinpoint, and access to technical forums (special 4-hour SLA). After the grace period, the SBSC program
requirements and benefits will discontinue and the program will transform into a partner-to-partner
community.
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July 2012
Q: Can partners continue to enroll into the SBSC program?

A: Yes. However, we encourage partners to join the Small Business competency instead of the SBSC program,
since that will be our main membership offering to address the small business market.
Q: What additional benefits will partners receive with the Small Business competency?
A: Small Business competency partners gain exclusive benefits including:
Access to expert Microsoft presales support and technical guidance with advisory support hours.
Advanced skillsets and technology expertise with internal use licenses.
Valuable insight and marketing materials available through the Small and Medium Business Resource
Center.
Microsoft Pinpoint and the Office 365 Marketplace, used to increase visibility and develop new
customer connections.
Q: What additional requirements will partners need to earn the Small Business competency?
A: Achieving the Small Business competency will give partners access to great benefits. Review the
requirements below to get started:
Silver Small Business requirements
Exam Credentials: 1 MCP passes 2 exams:
1 exam on:
Exam 70-323: Administering Office 365
And another exam from:
Exam 70-169: TS: Windows Small Business Server
2011 Standard, Configuring
Exam 70-321: Deploying Office 365
Exam 70-680: TS: Windows 7, Configuring
For countries where cloud services are not yet offered,
partners are only required to pass exams Exam 70-169: TS:
Windows Small Business Server 2011 Standard, Configuring
and Exam 70-680: TS: Windows 7, Configuring.
1 Person conducts the MOSPA+ Assessment
1 Person conducts the Licensing Assessment
1 Person conducts the Sales and Marketing Assessment
3 Unique customer references
Page | 18
Gold Small Business requirements

Exam Credentials: 2 MCPs must each pass 2 exams:
1 MCP must pass 2 exams from:
1 MCP must pass 2 exams from:
Exam 70-169: TS: Windows Small Business Server
2011 Standard, Configuring
Exam 70-642: TS: Windows Server 2008 Network
Infrastructure, Configuring
For countries where cloud services are not yet offered,
partners are only required to pass exams Exam 70-169: TS:
Windows Small Business Server 2011 Standard,
Configuring, Exam 70-680: TS: Windows 7, Configuring, and
Exam 70-642: TS: Windows Server 2008 Network
Infrastructure, Configuring.
1 Person conducts MOSPA+ Assessment
1 Person conducts the Licensing Assessment
2 People conduct Sales & Marketing Assessment
5 Unique customer references
CSAT index

July 2012
Q: Why do partners need to fulfill additional requirements for earning the Small Business competency?
A: Training and certifying staff on the latest products and technologiesfrom a technical and a sales and
marketing perspectiveprovides a competitive advantage and helps partners offer their customers the most
relevant solutions in market. The Microsoft Partner Network offers learning paths to help partners prepare for
the required competency exams, and when partners earn the Small Business competency, they will have access
to additional training resources to help them get up to speed with the latest cloud technologies.
Q: Why is Microsoft focused on partners serving small business customers?
A: The small business segment represents 98% of all business entities worldwide and is the engine for
economic growth and employment in each country. It represents a $94B market opportunity for our partners,
as these customers will benefit the most from economies of scale that cloud services will provide to their
business.
Page | 19

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Microsoft Partner Network

Overview of the Microsoft Partner Network ........................................................................2

Partner Network Enrollment and Administration ............................................................ 14

Partner Tools & Resources ....................................................................................................... 16