PowerPoint Presentation

Flat Out: How the Dynamics Partner Academy can help you past a growth plateau

BRUCE RASMUSSEN & KIRSTY GARRETT

Most of us want to grow but what is the best way to do it, and what are the pitfalls?

We dont have to reinvent the wheel research has been done.3COLLABORATIONCREATIVITYDIRECTIONDELEGATIONCOORDINATIONPhase 5Company ageBased on Larry Greiner. Harvard Business ReviewLegendRevolution stagesEvolution stagesPhase 1Phase 2Phase 3Phase 4LEADERSHIPAUTONOMYCONTROLBUREAUCRACYYoungMatureCompany sizeSmallLargeManagement styleDirection CrisisOrganisational Growth4microCREATIVITYPhase 5Company ageLegendROIPhase 1Phase 2Phase 3Phase 4YoungMatureCompany sizeSmallLarge

Management at Phase 1Dependency on heroesFounders energy on selling and implementingLong hours, modest salariesMarket determines activitiesEveryone involved in everything5It is not a priority area.There is no focus.Word of mouth.MarketingProcessShooting at everything that moves.Chase even problematic projects.No planning.SalesThe departments at Phase 16microEmployees do not have all the information neededRecently hired employees are not guided wellPoor accounting and financial controlLack of direction and strategyLeaders miss the good old daysPhase 5Company age ROIPhase 1Phase 2Phase 3Phase 4YoungMatureCompany sizeSmallLarge

Leadership Crisis : Phase 1LEADERSHIPLegendROI7microHow to survive:Avoid growing: the Bonsai companyBet on growth: assign a Business DirectorPhase 5Company age ROIPhase 1Phase 2Phase 3Phase 4YoungMatureCompany sizeSmallLarge

Survival: Phase 1LEADERSHIPLegendROI8Partner FocusPartner Size & NumberTriple the average customer adds of Dynamics VARsTriple the number of ISVs/VARs gaining >50% of their revenue from packaged, repeatable vertical solutionsHorizontalVerticalMany small PartnersLarger PartnersImplications - GrowthThe transition we are aiming to make will take place over a number of years. Fundamentally, in Microsoft we believe that a large untapped market exists for ERP and CRM solutions. Many companies may have accounting solutions and simple contact management solutions but very few have complete integrated solutions that span their organizations. In fact research tells us that less than 25% do.

The first component of our strategy is to create larger partners by tripling the average number of customer adds for our Dynamics VARs. This does not mean that we want all our partners to become massive corporations but it does mean that we want to take partners who today are at 15 people and turn them into 75 people organizations. The Academy is designed to help our current partners increase their scale and profitability; as well as help new partners we recruit (where our current partners are of course unable or unwilling to grow) get started.

The second key component of our strategy is to help our channel transition from offering horizontal solutions to vertical ones. Horizontal solutions have become a commodity. In your country there are definitely companies that are selling core accounting packages or simple contact management solutions at a lower cost than Microsoft does.However, we know that customers value solutions that are specific to their business; and which are delivered by experts in their vertical industry. Based on the latest IDC Economic Survey we also know that vertical focus drives greater customer adds, shortens the sales cycle, makes discounting less frequent; and increases win rates.

Today 15% of our partners gain their revenue from packaged, repeatable vertical solutions. Our objective is to take that percentage to 50. The Microsoft Dynamics Academy will help you make that transition.

9ReadinessPartner Business ConsultingDynamics Partner AcademyPartner Business Systems

EngagementEnhanced Support And ServicesIntegrated Engagement ModelNew Systems & ToolsNew Industry Focused Resources

Microsoft Dynamics MPNAligned to Microsoft Partner Networkbenefits, requirements, and brandingMarketingMarketing Service BureauIndustry Focused Investments

Referral ModelWith Partner Vertical MarketingIndustry StrategyThe Academy is one of the 3 elements of the Readiness pillar of our strategy. In addition to the Academy, Microsoft is offering partners a Business Consulting service; as well as business systems to help you monitor, manage and scale your business.

Transition: so what is the Microsoft Dynamics Academy?10Non-Technical Training

Deliver through 3rd party: Partner Development CentreTechnical Training

Deliver through Microsoft Readiness and CPLS

For more info, contact Gale DembeckiFor more info, contact Josephine ChurchMicrosoft Dynamics Partner Academy: What is it?At a high level, the Microsoft Dynamics Partner Academy is designed to help you, our partners, excel within the 5 key business disciplines i.e.:

The ability to market your solutions and services, highlighting your key differentiatorsThe ability to qualify, accelerate and close the opportunities you generate in an effective mannerThe ability to implement solutions in an efficient, repetitive way that decreases cost and increases customer satisfaction and your profitabilityThe ability to manage, support and up-sell/cross-sell to your install baseAnd, last but not least, the ability to manage and grow your business and organization in a sustainable manner

We identified the 7 key roles within a partner organization who enable this, we analyzed the key competencies of each role and have created a portfolio of role-based academies.

The 7 academies and roles are:

Leadership for the Executive/Owner role or senior members of managementMarketing Specialist role Sales Specialists consists of both a New Customer and an Existing Customer track, Presales Specialists Project ManagersApplication ConsultantsDevelopers

Technical Training: Deliver thru MS Readiness and CPLSNon-technical Training: Deliver thru 3rd party, PDC

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Microsoft Dynamics Partner Academy: What is it?Specific curriculum for all key partner types incl. S+SRelevant to both new/small and mature/large partnersSupports all partners irrespective of customer segment focusIncorporates industry training across all partner roles/types

Why it Matters:Increase partner productivity, profitability and growth through improved business, sales, marketing and project management skillsImprove customer satisfaction and loyalty through broad channel adoption of best practice processes like Sure Step

What is Achieves:Partner individuals to receive training across all rolesSignificant shift from technical to non-technical readinessVery significant increase in total readiness investment from MBS BG across content development and partner subsidization

How it Works:Higher # of technical certifications plus new implementation methodology certification required for SPA/CSA agreementsSignificantly increased # of technical certifications plus additional implementation methodology certs required for MPNIn addition, sales and presales accreditations required for both ERP/CRM Competency tier and Advanced tier in MPNMicrosoft Dynamics Partner Academy as MPN benefitILT to be delivered by Readiness/CPLS (technical) and PDC (non-technical) partners

Transition: in order to guide you through the various courses, we have designed a series of role-based learning plans. You are probably familiar with the technical learning plans that have been around for a while.

12This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: Aware-level training courses are designed to help you build foundational sales skills.Proficient-level training courses are designed to help you build deeper knowledge in specific areas.Expert-level training courses are designed to help you build expertise in your field.Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare.Accreditation ExamERP Accreditation Preparatory CourseCRMAccreditation Preparatory CourseSolution Selling SkillsSolution ValueIndustryCompetitionKnowledge Check

On-demand OnlineHow to Sell ERPHow to Sell CRMSure StepSelling Business Value IMicrosoft Solution Selling ProcessSales OperationsAwareOrchestrating the Sales Process

Soft Skills

Instructor-led: 24 HrsOn-demand: 9.5 HrsValue2WIN!Selling the Microsoft Platform with Microsoft DynamicsEffectively Selling Microsoft Dynamics AX to CXOsStandard Sales Accreditation - ERPStandard Sales Accreditation - CRMMicrosoft Industry Solutions Sales and MarketingProficientSelling the Value of: Microsoft Dynamics AX

Microsoft Dynamics GP

Microsoft Dynamics NAV

Selling IT Strategy ServicesSelling IT Roadmap Services

Instructor-led: 8 HrsOn-demand: 15 HrsSPI Series on Negotiation

Instructor-led: 8 HrsOn-demand: 9 HrsSelling Business Value IISales ManagementCompetitive training Sales Specialist Accreditation -ERP Sales Specialist Accreditation -CRM Expert

Microsoft Dynamics Partner Academy Learning Plan: Sales SpecialistGlobal set of courses and certifications linked to MPN

Learning roadmap for all roles: Aware, Proficient, Expert 3 training levels

Hyperlinks to the course registration, on-demand online training or the accreditation online exam

Appendix: Non-technical role learning plans Leadership, marketing, sales, pre-sales, project management

13PersonnelCertification / Accreditation RequirementsMost online training courses are available at no chargeTraining costs average AUD$299 - $599 + GST / day for instructor-led classroom sessions from PDC (Partner Development Centre)

SPA/CSA Requirements

At least 2 different individuals requiredSilver Competency Requirements

At least 3 different individuals requiredGold Competency Requirements

At least 6 different individuals requiredIndustry Badge Requirements

4 different individualsSales Specialist1 individual (May 2011)2 individuals (May 2011)2 industry-specific individualsPre-sales Specialist1 individual(May 2011)1 individual (May 2011)Implementation Methodology1 individual(May 2011)2 individuals(May 2011)3 individuals(May 2011)Application Consultant / Developer2 individuals(May 2011)3 individuals(October 2010)6 individuals(October 2010)4 individualsPartner ReadySales and Pre-sales accreditation exams are available now on Partner Learning Centre (PLC) - Free

Implementation Methodology and Technical Certification exams are available now at Prometric - AUD$180

Exam # MB5-858 Managing Microsoft Dynamics Implementations Certification Exam (the same exam applies to CRM and ERP partners)

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Microsoft Dynamics Partner Academy (DPA)http://tinyurl.com/DynamicsPartnerAcademyDPA Training Schedule on PartnerSource and PDChttp://tinyurl.com/partneracademy-schedule

Subscribe to PartnerSource News and Events RSS Feed:https://mbs.microsoft.com/partnersource/newsevents/news/rssfeeds Alternatively via Partner Development Centre (PDC):http://www.pdcaustralia.com.au/training-schedules.htmCheck out the comprehensive course schedule Demo2Win, Discovery2Win, Value2WinLeadership Academy coursesERP, CRM Technical Certification courses

Next stepsTalk to your Microsoft Partner Account ManagerEnsure you understand the new MPN Competency RequirementsBuild your readiness plan in the annual business planningContact PDC (Partner Development Centre) Australia (non-technical training) and Microsoft Readiness (technical training)Partner ReadyFirstly, make sure you talk to your Account Manager about the Academy to determine what courses are available in your region and which ones you should follow.Secondly and very importantly, we getting close to the end of our financial year, which means that FY11 business planning will be here before we know it. It is key that you make skills development part of that plan.Finally, .17Thank you.

Questions? Email readines@microsoft.com This brings me to the end of my presentation.

Hopefully you know have a better idea of how to use the Academy to prepare for the new MPN requirements; and how you can use it as a tool to achieve greater growth and profitability.

Thank you for your time.18AppendixMicrosoft Dynamics Partner Academy Learning Plan Leadership RoleThis role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: Aware-level training courses are designed to help you build foundational knowledge and skills. You may be new in your role, or you may be growing your company from 5 to 25 employees.Proficient-level training courses are designed to help you accelerate your professional growth and enable you to take your company from 25 to 75 employees. Expert-level training courses help you achieve economies of scale as you take your company from 75 to more than 250 employees.Financial Management IIAchieving Sales & Marketing ExcellenceFinancial Management IIIAchieving Scale & ReachManaging Strategic ChangePeople and Organizational DevelopmentFinancial Management IStreamlining Services DeliverySetting up an S+S PracticeStrategic & Tactical PlanningFinancial ManagementBusiness PlanningPractice BuildingOperational ExcellencePeople and Change LeadershipAwareProficientExpertKnowledge Check Building an ISV Business

On-demand Online

Instructor-led: 27 HrsOn-demand: 4 HrsInstructor-led: 24 HrsInstructor-led: 40 Hrs20Microsoft Dynamics Partner Academy Learning Plan Marketing RoleThis role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: Aware-level training courses are designed to help you build foundational knowledge and skills. Proficient-level training courses are designed to help you build deeper knowledge in specific areas.Expert-level training courses are designed to help you build vertical solution marketing expertise.Principles of MarketingMeasuring Marketing ROIExisting Customer CareBest Practices when using OffersGenerating More Prospects with a Vertical Value PropGoing to Market with Software+ServicesMarketing for ISVsMicrosoft IndustrySolutions Sales andMarketingDigital MarketingMarketing PlanningMeasuring ROIDigital MarketingVertical MarketingAwareProficientExpertKnowledge Check

On-demand Online

List AcquisitionNurture MarketingCourse 1 Course 2 Course 3

Instructor-led: 17 HrsOn-demand: 8.5 HrsOn-demand: 1 Hrs

Instructor-led: 3 HrsOn-demand: VariesAccreditation ExamMicrosoft Dynamics Partner Academy Learning Plan Sales Role New Customer Track (hunter)How to Sell ERPHow to Sell CRMSure StepSelling Business Value IMicrosoft Solution Selling ProcessSales OperationsValue2WIN!Selling the Microsoft Platform with Microsoft DynamicsEffectively Selling Microsoft Dynamics AX to CXOsStandard Sales Accreditation - ERPStandard Sales Accreditation - CRMSelling Business Value IISales ManagementCompetitive training Sales Specialist Accreditation -ERP Sales Specialist Accreditation -CRM Microsoft Industry Solutions Sales and MarketingERP Accreditation Preparatory CourseCRMAccreditation Preparatory CourseSolution Selling SkillsSolution ValueIndustryCompetitionThis role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: Aware-level training courses are designed to help you build foundational sales skills.Proficient-level training courses are designed to help you build deeper knowledge in specific areas.Expert-level training courses are designed to help you build expertise in your field.Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare.AwareProficientExpertKnowledge Check Selling the Value of: Microsoft Dynamics AX

Microsoft Dynamics GP

Microsoft Dynamics NAV

Orchestrating the Sales ProcessSelling IT Strategy ServicesSelling IT Roadmap Services

On-demand OnlineSoft Skills

Instructor-led: 24 HrsOn-demand: 9.5 HrsInstructor-led: 8 HrsOn-demand: 15 HrsInstructor-led: 8 HrsOn-demand: 9 HrsSPI Series on Negotiation

22SPI Series on NegotiationMicrosoft Dynamics Partner Academy Learning Plan Sales Role Existing Customer Track (farmer)This role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. For your convenience, the training in this plan is grouped by expertise level: Aware-level training courses are designed to help you build foundational sales skills.Proficient-level training courses are designed to help you build deeper knowledge in specific areas.Expert-level training courses are designed to help you build expertise in your field.Microsoft Solution Selling ProcessSales OperationsValue2WIN!SalesManagementHow to Sell ERPHow to Sell CRMSure StepCreating Customer LoyaltySelling IT Strategy ServicesSelling IT Roadmap ServicesMicrosoft Industry Solutions Sales and MarketingEffective Selling Microsoft Dynamics AX to CXOsSelling the Microsoft Platform with Microsoft DynamicsLearners interested in accreditation should refer to the Sales Specialist New Customer learning planSolution Selling SkillsSolution ValueIndustryCompetitionAccreditation ExamAwareProficientExpertKnowledge Check Orchestrating the Sales ProcessERP Accreditation Preparatory CourseCRMAccreditation Preparatory Course

On-demand Online

Instructor-led: 24 HrsOn-demand: 7 HrsInstructor-led: 8 HrsOn-demand: 14 HrsInstructor-led: 6 Hrs

Microsoft Dynamics Partner Academy Learning Plan Presales RoleThis role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: Aware-level training courses are designed to help you build foundational presales skills.Proficient-level training courses are designed to help you build deeper knowledge in specific areas.Expert-level training courses are designed to help you build expertise in your field.Additionally, the learning plan presents the accreditations that apply to the role and depicts which courses help you prepare.Demo 2WIN!Sure Step How to Sell ERPHow to Sell CRMTechnical Introduction to Microsoft Dynamics Solution and vertical Solution

DemoMatePresales Accreditation - ERPPresales Accreditation - CRMEffective Selling Microsoft Dynamics AX to CXOsSelling the Microsoft Platform with Microsoft DynamicsDiscovery 2WIN!Driving Renewals and UpgradesObjection HandlingCompetitive TrainingMicrosoft Industry Solutions Sales and MarketingMicrosoft Solution Selling ProcessTechnical Training on Microsoft StackERP AccreditationCRM AccreditationDiscovery & DemoSolution DesignIndustryCompetitionAccreditation ExamAwareProficientExpertKnowledge Check Selling the Value of: Microsoft Dynamics AX

Microsoft Dynamics GP

Microsoft Dynamics NAV

On-demand Online

AX

GP

NAV

CRM

Instructor-led: 32 HrsOn-demand: 10 HrsInstructor-led: 8 HrsOn-demand: 9 Hrs +Instructor-led: VariesOn-demand: 1 13.5 Hrs

Microsoft Dynamics Partner Academy Learning Plan Project ManagerThis role-tailored learning plan helps you focus your training efforts on the needs of your specific role. View a description of your role, as well as a list of typical competencies. The training in this plan is grouped by expertise level: Aware-level training courses are designed to help you build foundational skills.Proficient-level training courses are designed to help you build deeper knowledge in specific areas.Expert-level training courses are designed to help you build expertise in your field.Additionally, the learning plan presents the certifications that apply to the role and depicts which courses help you prepare.CAPM (PMI Certification)PMI Basic Knowledge AssessmentIntroduction to Microsoft Dynamics Solution and Vertical Solution

Implementation Methodology CertificationAction-based Change LeadershipSure Step AssessmentProject Management for the Experienced ProfessionalPMP (PMI Certification)Project Leadership: Comms, Influence & CollaborationUsing Sure Step MethodologyProject Management Fundamentals Implementation Methodology Certification Preparatory CoursePMI Certification Preparatory CourseProject ManagementSolution DesignImplementation MethodologyChange ManagementCertification Exam/ProcessAwareProficientExpertKnowledge Check Project Managing Microsoft DynamicsImplementations

Technical Training on Microsoft StackIntroduction to Organizational Change ManagementERPCRMAX

GP

NAV

CRM

On-demand Online

On-demand: 37 HrsInstructor-led: 32 HrsOn-demand: 2 Hrs +On-demand: 34 Hrs

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