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Business Opportunity for OEMs, System Builders, Device Makers and Resellers
The launch of Windows 7 and Windows Server 2008 R2, plus the release of Office 2010, has created significant
demand for new PCs, laptops, servers and devices:
According to IDC, nearly 350 million new PCs shipped in 2010.1
Nine out of every 10 newly acquired PCs run a Windows operating system.2
IDC predicts that Windows 7 Professional will make up approximately 75 percent of all business PC
shipments with a Windows operating system in 2011.3
In today’s competitive environment, the Microsoft Partner Network can provide a wealth of program benefits and
resources and eligibility for a direct relationship with Microsoft that can help you become more successful drivingbusiness with your customers.
IDC, Market Analysis, Worldwide PC Market: 4Q10 Review, Doc.#227492, April 20112IDC, “Worldwide Windows Client Operating Environment 2011-2015 Forecast: Maturity with Renewed Potential for Disruption,” Doc.#227551, March 2010
3IDC White Paper Sponsored by Microsoft, “Microsoft Windows 7 Professional: The OEM Opportunity,” Bob O’Donnell, September 201 0
Microsoft® OEM Competency
Getting Started Guide
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OEM COMPETENCY GETTING STARTED GUIDE Page 2
Contents
Business Opportunity for OEMs, System Builders, Device Makers and Resellers ....................................................................... 1
About the OEM Competency ........................................................................................................................................................................... 2
OEM Competency Benefits ............................................................................................................................................................................... 3
OEM Competency Requirements ................................................................................................................................................................... 6
OEM Competency Enrollment ......................................................................................................................................................................... 8
About the OEM Competency
Value to Partners
For Microsoft partners who want to be leaders in the marketplace, earning an OEM competency can enable your
business, expand customer opportunities, and differentiate your company’s expertise in designing and delivering
quality hardware solutions optimized with the latest Microsoft software.
The OEM competency can help you:
Gain insight for planning your target markets and customer segments
Develop relevant skills that customers expect
Create demand for your hardware and solutions and brand your business
Improve sales tactics that accelerate the buying cycle
Support and resolve customer issues more quickly
Retain and earn more business from existing customers
Earn a Silver OEM competency. The silver competency helps your business demonstrate its consistent capability
to design and deliver hardware solutions optimized with the latest Microsoft software.
Differentiate your expertise by attaining a Gold OEM competency. The gold competency helps your business
demonstrate its best-in-class capability to design and deliver hardware solutions optimized with the latest
Microsoft software.
Demand for Experts: Thousands of customers come to Microsoft.com each month to find
experienced partners who can deliver hardware solutions that meet their specific needs.
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OEM COMPETENCY GETTING STARTED GUIDE Page 3
OEM Competency Benefits
By joining the Microsoft Partner Network, you get a set of core benefits provided to all network members each
time you enroll or re-enroll to help you save time and money. By earning an OEM competency, you will also get
additional competency-specific benefits like further internal-use licenses and a Microsoft Partner Network OEM
competency branded logo. The result is a wealth of benefits to help you grow your business.
Explore the core and competency-specific benefits you may be eligible to receive, depending on your
membership, organized according to stages of the partner business cycle. All benefits are provided per partner
organization for one year of membership and are renewed when you renew your membership in the Microsoft
Partner Network. Core benefits are open to all partners within a qualifying membership, are available in most
regions of the world and are provided in a minimum of 11 languages.
MEMBERSHIP OPPORTUNITY
Business
Cycle
Stage
Core Benefit1 Participate in aCommunity
Purchase aSubscription
Earn aSilver
Competency
Attain aGold
Competency
Multiple
Stage
Technical advisory services: Choose from the manyofferings provided by Partner Technical Services to get expert guidance from Microsoft consultants fortraining, technical pre-sales, and delivery support.2
-10 PartnerAdvisoryHours3
20 Partner
AdvisoryHours
50 Partner
AdvisoryHours
Plan
News and information: Stay up to date with thelatest news, business opportunities, trainings, andmore using our partner newsletter.
- - - -
Internal-use software: Get first-hand knowledge of features and capabilities with internal-use licensesfor Microsoft’s latest software.
-
Up to 10licenses of
eachproduct4
Up to 25licenses
of eachproduct
Up to 100licenses of
each product
Talent recruitment: Find the most qualified technicalstudents for entry-level and internship positionswith Students to Business (S2B).
- - - -
Licensing assistance: Get help recommendingMicrosoft Volume Licensing products and solutionswith Microsoft LicenseWise.
- - - -
Enable
Training: Build technical and business skills withrole-based training at the Partner Learning Center.
- - - -
Developer resources: Get access to tools, software,
communities, and resources for developers andtesters with an MSDN subscription. -
3 MSDN forMicrosoft
Action Pack
Development and Designsubscription3
5 VisualStudio
Premium with MSDN
subscriptions
10 VisualStudio
Premium with MSDN
subscriptions
IT Pro resources: Get access to tools, software,communities, and resources for IT professionals witha TechNet Subscription.
-
1 TechNetfor MicrosoftAction Pack
SolutionProviderlicense5
3 TechNet forMicrosoft
CompetencyPartnerslicenses
3 TechNet forMicrosoft
CompetencyPartnerslicenses
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OEM COMPETENCY GETTING STARTED GUIDE Page 4
MEMBERSHIP OPPORTUNITY
Business
Cycle
Stage
Core Benefit1
Participatein a
Community
Purchase aSubscription
Earn aSilver
Competency
Attain aGold
Competency
Create
Demand
Online partner directory: Make your solution profile
accessible to tens of thousands of potentialcustomers in online marketplaces with MicrosoftPinpoint.
Standard
searchranking
High
searchranking
Higher
searchranking
Highest
searchranking
Marketing tools & resources: Save time and moneywith customizable marketing resources, includingcampaign materials and activity guides, at thePartner Marketing Center.
- - - -
Microsoft branded logo: Show your uniqueexpertise to customers by using Logo Builder tocreate a custom logo that identifies yourcapabilities.
- -Silver
CompetencyLogo
GoldCompetency
Logo
Sell
Sales tools & resources: Use Microsoft’s PartnerSales Resources site to help you sell products andsolutions more effectively.
- - - -
Custom demos & tools: Create compelling salespresentations using the rich, customizable demosfrom Demo Showcase.
- - - -
Financing for your deals: Close more sales byoffering your customers tailored financing optionsusing Microsoft Financing.6
Eligible Eligible Eligible Eligible
Incentives: Become eligible to earn incentives fordriving strategic technology areas with MicrosoftPartner Incentives.7
Onlineincentives
Onlineincentives
Licensing and
Onlineincentives
Solution,Licensing, and
Onlineincentives
Service
Technical incident support: Resolve technical issuesquickly with support from Microsoft engineers andcommunity experts provided by Partner TechnicalServices.
8, 9
Onlinesupport:
Unlimited
Onlinesupport:
Unlimited
Onlinesupport:
Unlimited
Onlinesupport:
Unlimited
-
Phonesupport(critical):
Unlimited
Phonesupport(critical):
Unlimited
Phonesupport(critical):
Unlimited
- -
Phonesupport
(non-critical):5 Incidents
Phonesupport
(non-critical):5 Incidents
Retain
Customer feedback tool: Get insights on customer
satisfaction and loyalty with the CustomerSatisfaction Index survey solution.
- -
1 Benefits are provided per partner organization for a year of membership and are renewed annually when you re-enroll in the network.2 Partners are allocated Partner Advisory Hours to be used as currency for Partner Technical Services. Partners with silver or gold competencies will not be
charged hours for pre-sales services used for deals worth $3,000 or more.3 Microsoft Action Pack Development & Design subscribers only.4 Most products have up to 10 Client Access Licenses and server products have 1 license. See the Microsoft Action Pack Solution Provider Software page or the
Microsoft Action Pack Development and Design Software page f or details.5 Microsoft Action Pack Solution Provider subscribers only.6 Available in Australia, Belgium, Brazil, Canada, France, Germany, Italy, Japan, the Netherlands, New Zealand, South Korea, Spain, Switzerland, the United
Kingdom, and the United States.7 Partners must meet additional eligibility requirements for Solutions and Licensing incentives, including enrollment in specific competencies.8 Online response times vary between 4 hours and 2 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 customer’s business (server-down).
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OEM COMPETENCY GETTING STARTED GUIDE Page 5
OEM Competency Internal Use Software
For internal use and testing purposes, Microsoft partners with an OEM competency receive an array of products
like the ones listed below. Use the licensing calculator to model current core membership license benefits and
incremental silver competency or gold competency licensing benefit and learn about licensing caps. Read the
Software Licensing Benefits FAQ for details on license sharing across partner organizations.
Microsoft OEM Partner Resources
In addition to the OEM competency benefits, as a Microsoft OEM partner you have access to many marketing,
sales, and technical resources. Access the System Builder Quick Reference Guide for details on resources like the
OEM Pre-Installation Kits and System Builder marketing campaigns available to you through the OEM Partner
Center and product-specific training modules available through the OEM Training Zone.
Microsoft Business Contact Manager
Microsoft Business Productivity Online Suite
(BPOS)
Microsoft Desktop Optimization Pack
Microsoft Dynamics CRM
Microsoft Exchange
Microsoft Forefront®
Windows HPC Server
Microsoft Office Communications Server
Microsoft Office Groove® Server
Microsoft Office Professional
Microsoft Office Project
Microsoft Office Visio®
Windows Rights Management Services (RMS)
Microsoft Search Server
Windows Server®
Windows Small Business Server
Microsoft SQL Server®
Microsoft System Center
Microsoft System Center Operations Manager
Microsoft System Center Virtual Machine
Manager
Windows Web Server
Windows® 7 Enterprise
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OEM COMPETENCY GETTING STARTED GUIDE Page 6
OEM Competency Requirements
Competency requirements are closely aligned with customer needs. To earn the Silver OEM competency or Gold
OEM competency, you must meet the following requirements.
REQUIREMENT SILVER OEM COMPETENCY GOLD OEM COMPETENCY
Credentials
Meet one of the following:
Employ or contract with two MicrosoftCertified Professionals (MCPs) who havepassed eligible exams. Qualifying exams areprovided below.1
Submit a device that has passed theDesigned for Windows 7 Logo Program test.
Meet one of the following:
Employ or contract with four MCPs with credentialsnot assigned to any other gold competencies whohave passed eligible exams. Qualifying exams areprovided below. 2
Submit two devices that have passed the Designedfor Windows 7 Logo Program test.
Have one of the following current direct OEMMicrosoft Agreements:3
o Desktop Operating System (DTOS) MicrosoftAgreement
o OEM Master License Agreement (MLA)
o Refurbishment License Agreement
Revenue Not applicable Meet a minimum revenue commitment.4
Customer Evidence
Provide three unique, verifiable customer
references that feature:
Hardware solutions (PC or server) shippedpreinstalled with genuine software licensesfor the Windows client operating system orWindows Server operating system.
Hardware solutions (PC or server) that havepassed the Designed for Windows LogoProgram test or that feature customertechnical support services delivered by in-house MCPs.
Each reference must feature a project thatyou have completed within the last 12months, and will be verified with yourcustomer.
Provide five unique, verifiable customer referencesthat feature:5
Hardware solutions (PC or server) shipped preinstalledwith genuine software licenses for the Windows clientoperating system or Windows Server operatingsystem.
Hardware solutions (PC or server) that have passedthe Designed for Windows Logo Program test or thatfeature customer technical support services deliveredby in-house MCPs.
Each reference must feature a project that you have
completed within the last 12 months, and will beverified with your customer. Customer referencesfrom the silver competency can be used toward thegold competency.
Participate in the Customer Satisfaction (CSAT) Index.
CommitmentComplete a full profile.
Pay the silver membership fee.6
Complete a full profile.
Pay the gold membership fee.6
1 Partner organizations can attain multiple silver competencies. If your employees or contractors pass the eligible competency exams for multiple silver
competencies, then your organization is eligible to count those exams toward attaining multiple silver competencies.2 Partner organizations can attain multiple gold competencies, and individual employees and contractors may take and pass multiple gold competency exams.
However, if your organization employs or contracts with someone who holds multiple certifications, that person’s credentials will count toward only one gold
competency.3 Partners with a signed and current direct OEM agreement can learn more about requirements for the OEM competency by contacting their Microsoft Partner
Account Managers.4 Partners must agree to meet a minimum Microsoft-related revenue commitment that is determined based on the partner’s geography and the competency
the partner organization is working to attain. Both transacted and influenced revenue counts toward this commitment. Microsoft will begin measuring relevant
partner revenue in October 2011, and partners will need to meet their revenue commitments the first time they renew their memberships after October 2012.5 You may use customer references from your silver competency toward a gold competency.6 Silver competency and gold competency fees vary by geography. You must pay the silver competency or gold competency fee one time per year—no matter
how many competencies your organization has attained. If you attain a gold competency after first attaining a silver competency, then you pay only the
difference between the two membership fees, unless you are within the 90-day renewal period, in which case the full membership fee is due.
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OEM COMPETENCY GETTING STARTED GUIDE Page 7
Qualifying Exams
The qualifying exams are based on the latest Microsoft software and apply to both the Silver OEM competency
and the Gold OEM competency. Access the OEM Competency Attainment Guide for learning paths to help you
prepare to take the qualifying exams. Take advantage of current exam offers to help you pass the qualifying exams.
Exam 70-684: TS: OEM Reseller
Exam 70-169: TS: Windows Small Business Server 2011
Standard, Configuring*
Exam 70-577: TS: Windows Embedded Standard 2009
Exam 70-635: TS: Microsoft Deployment Toolkit 2008,
Desktop Deployment
Exam 70-642: TS: Windows Server 2008 Network
Infrastructure Configuration
Exam 70-643: TS: Windows Server 2008 Application
Infrastructure Configuration
Exam 70-648: TS: Upgrading from Windows Server 2003 MCSA
to Windows Server 2008, Technology Specializations
Exam 70-649: TS: Upgrading Your MCSE on Windows Server
2003 to Windows Server 2008, Technology Specialist
Exam 70-680: TS: Windows 7, Configuring
Exam 70-681: TS: Windows 7 and Office 2010, Deploying
Exam 70-682: Pro: Upgrading to Windows 7 MCITP Enterprise
Desktop Support Technician
Exam 70-683: TS: Windows 7, Preinstalling for OEMs
“The OEM competency opened up new areas that I didn’t know existed.”
- Jeffrey Dempsey Global Aeronautica
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OEM COMPETENCY GETTING STARTED GUIDE Page 8
OEM Competency Enrollment
To enroll in the OEM competency, you must first be a member of the Microsoft Partner Network. If you are not
already a member, visit the Microsoft Partner Network Enrollment page to register your business. You will be
asked to sign in with your Windows Live ID, tell us about yourself and your company, and agree to the terms and
conditions.
Once you become a member of the Microsoft Partner Network or if you were already a member, you may find
that your business meets some or all requirements for the OEM competency. Follow these steps to track your
status, associate any outstanding qualifications and enroll.
Track Your Status
From the Partner Membership Center you can follow these steps to track your progress for earning an OEM
competency.
1. From the Requirements and Assets drop-down menu in the top navigation, click Competency Summary to
display the Manage Competencies page within the Competency Summary tab.
2. To view the status for your organization, go to the Select Location area, click the down arrow, and select
Organization from the top of the list. Then click Select .3. For a view of the status of any location, follow the previously listed steps and select the desired location.
The screen displays your progress toward meeting each available competency for the organization or the location
you have selected. To view details for the OEM competency, click the arrow to the left of the competency. The
view will expand to show each of the OEM competency requirements, including which requirements must still be
met.
Associate Your Qualifications
From the Partner Membership Center Manage Competencies page, in the detailed view of the OEM competency
requirements, click on the name of the requirement within the list to go to screens where you can:
Add the required MCPs Add tested products
Create customer references
Note: If a link is disabled, you do not have administrative rights for the location.
If you have a signed and current direct OEM Microsoft Agreement and would like to use this option to meet the
gold competency requirements, you can contact your Partner Account Manager to request a manual override
through the Regional Service Center.
To commit to meeting the gold competency revenue commitment requirement, click the “Agree” link on the
Partner Membership Center Competency Summary page.
The Customer Satisfaction (CSAT) Index surveys are automatically associated with your organization or location.
Enroll in the OEM Competency
When you have met all OEM competency requirements and they are associated with your organization or location
you can finish enrollment. On the Partner Membership Center Managing Competencies page, under the OEM
competency section, a green message will indicate that you have met the requirements for the OEM competency
and a link will be provided to attain the competency. To complete enrollment, click on the link to update your
profile and pay the applicable membership fees.
For further information about the OEM competency, please contact your Regional Service Center at
https://partner.microsoft.com/global/40032423.
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