microsoft gold competency revenue guidelines 2010_partner ready

8/8/2019 Microsoft Gold Competency Revenue Guidelines 2010_PARTNER READY

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Microsoft Gold CompetencyRevenue Guidelines

Visit thePartner Membership Centerto accept the revenue commitment

Get competency requirements and benefits information from thePartner Portal
https://partner.microsoft.com/40001301https://partner.microsoft.com/40001301https://partner.microsoft.com/40001301https://partner.microsoft.com/global/40011230https://partner.microsoft.com/global/40011230https://partner.microsoft.com/global/40011230https://partner.microsoft.com/global/40011230https://partner.microsoft.com/40001301


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GOLD COMPETENCY REVENUE

GUIDELINES

Table of Contents

Introduction....................................................................................................................................................................... 3Country groupings: .................................................................................................................................................... 5Minimum Revenue Amounts: ................................................................................................................................ 7Minimum Revenue Commitment by Competency: ....................................................................................... 7

Top Revenue Requirement Questions .................................................................................................................... 8


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Introduction

Thevast majority of Microsofts revenue comes

through you, our partners. Historically, the revenue

that you drive has not been recognized as part of the

Microsoft Partner Network, or has only beenrecognized by local Microsoft offices. Our goal is to

align our global and local execution and recognize and

reward you based in part on the revenue and market

impact that you are already driving within your business.

As a step toward this, starting October 2010, partners

will need to commit to delivering a minimum

Microsoft revenue amount based on their respective

geography and gold competency. Acknowledging and

committing to the revenue amount will take placeduring the gold competency enrollment process

(example screenshot below).

While we will not start to measure competency

revenue until October 20111, the period up until this

time provides partners the opportunity to get insight

into revenue amounts and provides us time to work with

partners to define the fairest and easiest way to measure

revenue across competency, geography and solution

area (i.e., product and workload).

Example of how the revenue commitment will appear in the Partner Membership Center, Competency Summary page.

Starting October 2010, to commit to the revenue requirement partners need to click the Agree link.

1Exceptions include the CRM and ERP competencies where revenue requirements will be in place for the year

looking forward beginning October 2010. There is a revenue requirement for the Microsoft CRM competency

and Microsoft ERP competency, as well as their associated gold competencies.


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Country groupings:There are three country revenue groupings (A, B and C) and countries by grouping can be found below.

Group A Group B Group C

Australia

Canada

DenmarkFrance

Germany

Italy

Japan

Korea

Netherlands

Poland

Spain

Sweden

Switzerland

UK

United States

Argentina & Uruguay

Austria

BelgiumBrazil

China

Chile

Colombia

Czech Republic

Egypt

Finland

Greece

Hong Kong

Hungary

India

Indonesia

Ireland

Israel

Malaysia

Mexico

New Zealand

Norway

Portugal

Saudi Arabia

Singapore

Romania

Russia

South Africa

Thailand

Taiwain

Turkey

Ukraine

United Arab Emirates

North, West and Central Africa, not listed in other country groupings

Albania

AlgeriaAngola

Armenia

Central Asia, not listed in other country groupings

Azerbaijan

Cayman Islands

The Bahamas

Bahrain

Bangladesh

Belarus

Belize

Bermuda

Bolivia

Bosnia and Herzegovina

Botswana

Burundi

Brunei

Bulgaria

Costa Rica

Croatia

Cyprus

Dominican Republic

Ecuador

El Salvador

Eritrea

Estonia

Ethiopia

Georgia

Guatemala

HondurasIceland

Indian Ocean Islands

Jamaica

Jordan

Kazakhstan

Kenya

Kuwait

Latvia

Lebanon ,

Libya

Lithuania

Luxembourg

Macedonia (FYROM)

MalawiMalta

East Mediterranean

Montenegro

Morocco

Moldova

Mozambique

Namibia

Nigeria

Oman


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Pakistan

Panama

Paraguay

Puerto Rico

Peru

Philippines

Qatar

RwandaSerbia

Slovakia

Slovenia

Somalia

Sri Lanka

Tanzania

Trinidad & Tobago

Tunisia

Uganda

Uruguay

Venezuela

Vietnam

Zambia

Zimbabwe


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Minimum Revenue Amounts:The revenue amounts listed below are minimum revenue amounts. We believe that these amounts should be easily

attainable by partners striving to achieve a gold competency. Minimum amounts are set for both solution (i.e.,

product and workload) and transactional competencies.

Recall that partners withgold competencieswill represent organizations (and associated individuals) that have

demonstrated the highest, most consistent capability and commitment within a targeted business solution area. Gold

competencies will reward this deep expertise and high commitment with benefits that surpass the cost of qualification

including tailored, competency-specific benefits based on solutions offered, and core benefits such as channel

incentives, eligibility for a Microsoft named contact who will support the creation of a business plan and help with

sales efforts, a distinct Microsoft partner gold competency brand, along with up to 100 licenses of the latest

Microsoft desktop, operating system and server software for internal business use.

Minimum Revenue Commitment by Competency:Associated product, solution and workload by competency will be published in the coming year.

Revenue amounts are in US constant dollar and will be converted to local currency in the partner sales tracking tool

once competency revenue begins to be measured.

Competency Group A Group B Group C

1 Application Integration 100,000 80,000 50,0002 Application Lifecycle Management 100,000 80,000 50,0003 Business Intelligence 180,000 150,000 100,0004 Content Management 130,000 100,000 70,0005 CRM 300 seats or 200,000 150 seats or 100,000 150 seats or 100,0006 Data Platform 130,000 100,000 70,0007 Desktop 1,000 seats deployed 750 seats deployed 500 seats deployed8 Distributor Varies by contract Varies by contract Varies by contract9 ERP 100,000 50,000 50,00010 Hosting 100,000 75,000 50,00011

Identity and Security 100,000 80,000 50,000

12 ISV 12 Customer wins or$50K transactedrevenue

12 Customer wins or

$35K transacted

revenue

12 Customer wins or

$25K transacted

revenue

13 Learning Gold Learning KPI Gold Learning KPI Gold Learning KPI14 Licensing 100,000 75,000 50,00015 Midmarket Solution Provider 100,000 75,000 50,00016 OEM 150 BOS/15 Server 100 BOS/10 Server 50 BOS/5 Server17 Portals and Collaboration 180,000 150,000 100,00018 Project and Portfolio Management 130,000 100,000 70,00019 Search 130,000 100,000 70,00020 Server Platform 180,000 150,000 100,00021 Software Development 100,000 80,000 50,00022 Systems Management 180,000 150,000 100,00023 Unified Communications 180,000 150,000 100,00024 Virtualization 130,000 100,000 70,00025 Web Development 100,000 80,000 50,000

Digital Marketing 0 0 0

Mobility 0 0 0

Software Asset Management 0 0 0
https://partner.microsoft.com/global/40011230https://partner.microsoft.com/global/40011230https://partner.microsoft.com/global/40011230https://partner.microsoft.com/global/40011230


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Top Revenue Requirement Questions

Q: What are the revenue amounts and how did you develop them?

A: Revenue amounts are specific to competency and geography.

The commitment amounts are minimums and were set based on local market conditions.

For some competencies, the minimum partner commitment will be measured through customer

wins or deployments instead of revenue. Customer wins means that you have secured and

successfully completed a new project involving Microsoft technologies which as a result have gained

you new customer business. These wins will be tracked in a partner sales tracking tool provided by

Microsoft.

Q: What accounts for revenue?

A: Revenue refers to Microsoft licensing revenue - the sale of which has occurred from partners directly

transacting the sale, or partners contributing to winning the customer project that results inMicrosoft product license sales, within the period of a partners membership year. It does not

include associated partner services revenue.

Here are sample competency revenue requirements:

Desktop:

- Group A: 1000 seats deployed- Group B: 750 seats deployed- Group C: 500 seats deployed

ISV: Solution area wins

- Group A: 12 customer wins- Group B: 12 customer wins- Group C: 12 customer wins

Licensing: Volume licensing sales (EA, Select and Open)

- Group A: $100,000 in volume licensing sales- Group B: $75,000 in volume licensing sales- Group C: $50,000 in volume licensing sales

Q: How does Microsoft know who to credit if two or more partners claim to have contributed to

winning the same customer deal?

A: Microsoft will not be measuring gold competency revenue attainment before October 2011. During

the next twelve months Microsoft will work with partners to define the fairest way to credit software

sales not directly transacted by partners, but where a partner has contributed to the sale, along with

how to credit partners cooperating on the same customer opportunity.

Q: What is the time period for measuring revenue?

A: The revenue commitment will be measured within a partners 12 month membership period.


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Q: Where and how do I report my revenue?

A: If you are a partner with an account manager, that person will work with you on the reporting

process and the associated tools to use.

If you are a partner that doesnt have an account manager, you will receive a communication from

Microsoft over the next twelve months directing you to the reporting process, tools and user guides.

Q: Does my revenue count in only one country? Can I count revenue across multiple gold

competencies?

A: Microsoft will work with partners to define the fairest way to credit software sales across locations

and competencies.

Q: How do I see how much revenue Ive generated throughout the year?

A: If you are a partner with an account manager, that person will work with you on how to use the sales

tracking tool to see how your revenue is tracked.

If you are partner without an account manager, during the next 12 months Microsoft will provide you

the instruction on how to access the sales tracking tool.

Q: What happens if I dont meet the revenue amount?

A: Before October 2011 Microsoft will not be measuring the revenue commitment by competency and

there will not be a penalty for not meeting the commitment.

Starting in October 2011, Microsoft will begin to measure actual revenue attainment and partners

will need to meet the revenue amount by their next membership renewal that falls after October

2012 for which there has been a year to measure revenue achievement.

Q: How do I accept the revenue commitment?

A: For October 2010 October 2011, where a revenue commitment applies, partners will be asked toacknowledge the competency and geography revenue amount during the gold competency

enrollment process.

microsoft gold competency revenue guidelines 2010_partner ready

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