Embed Size (px)
Citation preview
Kristi SchaffnerPartner StrategyMicrosoft
Ready Your Business: The New Microsoft Learning Partner Program
Evolution of the Learning Partner Program
Emerging
business
models
Changing
customer
needs and
preferences
Skills gaps
Shorter
technology
cycles
The new Gold standard
• Early readiness
• Online adoption (labs,
virtual ILT)
• Certification focus
• Local Microsoft field
engagement
• Targeted Microsoft
training and certification
campaigns
• MPN skills development
Simplification of Silver
• Marketing
campaigns
• MCT readiness
roadmaps and
content
• Straightforward Key Performance Indicators
(KPIs)
• One-stop shopping for courseware,
certification vouchers, and labs online
• Supports evolving business models
Joint Contribution, Shared Reward
5 Customer
References
CSAT via MTM
4 MCTs, 1 of
whom is a Private
Cloud MCSE
Pass the Learning
Sales Assessment
(2)
900 MOC
US$150K Revenue
commitment
500 Certification
Exam Vouchers
Gold program requirements
PARTNER BUSINESS PLAN:
Modern Learning Platform
MPN readiness
Local Microsoft field engagement
Latest Microsoft technologies
5 Customer
References
CSAT via MTM
4 MCTs, 1 of
whom is a Private
Cloud MCSE
Pass the Learning
Sales Assessment
(2)
900 MOC
US$150K Revenue
commitment
500 Certification
Exam Vouchers
Gold program requirements
PARTNER BUSINESS PLAN:
Modern Learning Platform
MPN readiness
Local Microsoft field engagement
Latest Microsoft technologies
CONSUMPTION ACTIVITY PURCHASES CONSUMPTION KPI
VALUE
Microsoft Official Course (MOC) 1 Student Kit 1 Unit
Digital Microsoft Official Course (dMOC) 1 Student Kit 1 Unit
MOC/DMOC + Labs Online 1 Student Kit + MLO 1.5 Units
Custom Microsoft Official Course (MOC) Modules 10 Modules 1 Unit
AND
Microsoft Certification Exam Purchases: CWM/Prometric 1 Exam 1 Unit
Community Course Days 1 Student day Consumption KPI varies .5 – 1
KPI
Microsoft Official E-Learning Universal Vouchers 1 Voucher 2 Consumption KPIs
Microsoft Official E-Learning Reseller IW Collection 8 Collections 1 Consumption KPI
Microsoft Official E-Learning Reseller Tech Collection 1 Collection 2.5 Consumption KPIs
Microsoft Official E-Learning Reseller IW Course 15 Courses 1 Consumption KPI
Microsoft Official E-Learning Reseller Tech Course 2 Courses 1 Consumption KPI
Microsoft Official E-Learning Reseller IW Library 1 Library 1 Consumption KPI
Microsoft Official E-Learning Reseller Tech Library 1 Library 7 Consumption KPIs
Microsoft Training Courses for MTA 1 Student Kit 1 Unit
Microsoft Training Packs for MTA 1 Student day 1 Consumption KPI
Gold program benefits
Priority access to
Microsoft-
delivered early
enablement of
MCTs
Microsoft field
coverage
Bi-annual rebate
program
SATV
Gold software
entitlements
Marketing
development
funds (MDF)
Gold learning
partner branding
Silver program requirements
2 MCTs Pass the Learning
Sales Assessment
3 Customer
References
CSAT via MTM
80 Minimum Units
of MOC
80 Certification
Exam Voucher
Silver program benefits
Virtual training
and self-paced
resources
Regional Service
Center support
Bi-annual rebate
program
SATV
Silver software
entitlements
Ready-to-use
marketing
campaigns
Silver learning
partner branding
Learning Partner Program Timeline
What to expect
Announced
at WPC
Jul 2013 Aug 2013 Sep 2013 Oct 2013 Nov 2013 Dec 2013 Jan 2014
Nov 1:
Reporting
systems in
place
Jan 1:
New re-
enrollment
criteria in
effect
Staying connected
RSS Feeds
The world is changing...
For illustration purposes only, not based on complete data. ...and so are we.
Identify any gaps and create a
roadmap to close them by
your re-enrollment date
Track your progress, meet
your goals, reap the rewards
Ready – Set – Go
Assess your current and
desired Learning Competency
participation level
FY14 Incentive Program
FY14 Incentive program goals
Commitment and
reach
• Increase utilization of Digital MOC
• Drive adoption of Labs Online
• Accelerate transition to Next Generation technologies
• Additional incentive for High Volume Learning Partners
• Benefit partners that drive certification
• Encourage commitment and reach
MSLPartnerIncentive.com
FY14 H1 Program
Program includes:
• 8 technologies
• 42 courseware titles
• Labs online
• Certification exam vouchers (via
Arvato/CW Marketplace only)
7/1/13Program launch
7/1/13Enrollment period 11/30/13
7/1/13Purchase period 12/31/13
8/15/13Reporting period 1/15/14
1/1/14Discrepancy escalations 1/15/14
2/1/14Payment period 2/28/14
*Minimum qualified purchases required
FY14H1 Incentive Tiers, Percentages & Payments*
* Notes:
• Subject to availability
• China, Ukraine, Kosovo, Macedonia are excluded from all Incentive program participation
• Combined Incentives may not exceed 15% of total Courseware Marketplace purchases during the Incentive Period
Print MOC Incentive Payout Percentage
Total Net Purchases of Eligible Print MOC during the Purchase Period All regions
Tier 1 More than US$50,000 10%
Tier 2 US$5,000 to US$50,000 8%
Digital MOC and Vouchers Incentive Payout Percentage
Total Net Purchases of Eligible Digital MOC and
Vouchers during the Purchase Period
India, Latin America
and U.S.
Asia Pacific, Canada, Japan, France, Germany, United Kingdom,
Western Europe, Central & Eastern Europe, Middle East &
Africa, Hong Kong, Macao and Taiwan
Tier 1 More than US$15,000 10% 20%
Tier 2 US$5,000 to US$15,000 8% 15%
High Volume Bonus - All Eligible Products Incentive Payout Percentage
Total Net Purchases of Eligible Print MOC, Digital MOC and Vouchers during the Purchase
Period All regions
Tier 1 More than $100,000 USD +5%
FY14H1 Eligible SKUs (printed and digital)
Learning Partner Incentive Program21
|
Technology Eligible Products
Windows Server 2012
and Windows 8
10967 Fundamentals of a Windows Server Infrastructure (6/26/13)
20410 Installing and Configuring Windows Server 2012
20411 Administering Windows Server 2012
20412 Configuring Advanced Windows Server 2012 Services
20413 Designing and Implementing a Server Infrastructure
20414 Implementing an Advanced Server Infrastructure
20415 Implementing a Desktop Infrastructure
20416 Implementing Desktop Application Environments
20417 Upgrading your skills to MCSA Windows Server 2012
20687 Configuring Windows 8
20688 Managing and Maintaining Windows 8
20689 Upgrading Your Skills to MCSA Windows 8
Visual Studio 2012
20480 Programming in HTML5 with Java Script and CSS3
20481 Essentials of Developing Windows Store Apps Using HTML5 and Javascript
20482 Advanced Windows Store App Development Using HTML5 and Javascript (5/28/13)
20483 Programming in C#
20484 Essentials of Developing Windows Store Apps Using C#
20485 Advanced Windows Store App Development Using C#
20486 Developing ASP.NET MVC 4 Web Applications
20487 Developing Windows Azure and Web Services
10958 Programming Fundamentals of Web Applications
Exchange 2013 20341 Core Solutions of Microsoft Exchange Server 2013
20342 Advanced Solutions of Microsoft Exchange Server 2013
FY14H1 Eligible SKUs (printed and digital)
22
|
Technology Eligible Products
Lync20336 Core Solutions of Microsoft Lync Server 2013
20337 Enterprise Voice and Online Services with Microsoft Lync Server 2013
SharePoint 201320331 Core Solutions of Microsoft SharePoint Server 2013
20332 Advanced Solutions of Microsoft SharePoint Server 2013
System Center 2012
10747 Administering System Center 2012 Configuration Manager
10748 Deploying System Center 2012 Configuration Manager
10750 Monitoring and Operating a Private Cloud with System Center 2012
10751 Configuring and Deploying a Private Cloud with System Center 2012
SQL Server 2012
10774 Querying Microsoft SQL Server 2012
10775 Administering Microsoft SQL Server 2012 Databases
10776 Developing Microsoft SQL Server 2012 Databases
10777 Implementing a Data Warehouse with Microsoft SQL Server 2012
10778 Implementing Data Models and Reports with Microsoft SQL Server 2012
20465 Designing Database Solutions for Microsoft SQL Server 2012
20467 Designing Business Intelligence Solutions with Microsoft SQL Server 2012
Certification Exam
Vouchers (Single SKU)A85-03235
FY14H1 Labs Online SKUs (corresponding to eligible titles)
Learning Partner Incentive Program23
|
Technology Eligible Products
Labs Online
(Product Numbers map
to eligible incentive
MOC; other labs to be
added as they become
available throughout
FY14H1)
10747 Administering System Center 2012 Configuration Manager
10748 Deploying System Center 2012 Configuration Manager
10774 Querying Microsoft SQL Server 2012
10775 Administering Microsoft SQL Server 2012 Databases
10776 Developing Microsoft SQL Server 2012 Databases
10777 Implementing a Data Warehouse with Microsoft SQL Server 2012
10778 Implementing Data Models and Reports with Microsoft SQL Server 2012
20410 Installing and Configuring Windows Server 2012
20411 Administering Windows Server 2012
20412 Configuring Advanced Windows Server 2012 Services
20417 Upgrading Your Skills to MCSA Windows Server 2012
20688 Managing and Maintaining Windows 8
CheeSing ChenDirector – APACMicrosoft Learning EXperiences (LeX)
Ready Your Business: FY14 Priorities and Campaigns
The evolving Microsoft
…..the full value of our software will be seen and felt in how
people use devices and services at work and in their
personal lives. This is a significant shift, both in what we do
and how we see ourselves — as a devices and services
company.
It impacts how we run the company, how we develop new
experiences, and how we take products to market for both
consumers and businesses. The work we have accomplished
in the past year and the roadmap in front of us brings this
to life
Market trends that will dominate
“CIO's increasingly see technologies
such as analytics/business
intelligence, mobility, cloud,
and social in combination rather
than isolation to address
business priorities.”
Gartner, Inc
Cloud is the enabler
Cloud is severely impacting IT staffing
Source: *IDC, Climate Change: Cloud's Impact on IT Organizations and Staffing, Nov 2012
Cloud-related skills
represent virtually all of
the growth
opportunities in IT
worldwide and will
grow by 26% annually
through 2015.*
More than 40% of
new cloud-related
jobs will be in
emerging
markets.*
26%1.7 Mil
1.7 million open
cloud-related
positions that
opened up over the
past year that went
unfilled*
0
5
10
15
20
25
30
2011 2012 2013 2014 2015
Millio
ns
of
Job
s
IT Jobs Cloud Jobs
The cloud opportunity in IT
1.7Mopen cloud positions
70% IT decision makers
moving to the cloud
7Mcloud-related
jobs by 2016
40% in developing
countries
Growing Job opportunity in Cloud
MCSE: Server Infrastructure
MCSE: Desktop Infrastructure
MCSE: Communications
MCSE: Messaging
MCSD: App Lifecycle Management
MCSD: Web Applications
MCSD: Windows Store Apps
MCSE: Data Platform
MCSE: Business Intelligence
MCSE: Private Cloud
MCSE: SharePoint
Microsoft spans all cloud solutions
IT departments
running the
Microsoft
infrastructure
employ 42% of
the IT workforce.*
Source: *IDC, Partner Opportunity in the Microsoft Ecosystem, March 2011
MOS: Microsoft Office Specialist
Fastest Growing
Occupations Globally
include Health Care
and Information
Technology
Strong hiring interest
from MPN ecosystem
for Microsoft Skills &
Certifications –
customers, partners,
suppliers, vendors
Source: Indeed.com, May 2013
Location Google Apple Cisco Microsoft
Boston 586 327 638 7,724
Mumbai 388 186 208 1,913
Washington, D.C. 1,017 769 290 9,078
Amsterdam 327 256 290 1,431
Malaysia 166 80 161 3,780
Sydney 382 194 404 1,940
Philadelphia 335 240 273 3,934
Sao Paulo 523 148 315 1,771
Toronto 738 429 474 6,093
Berlin 616 271 107 1,121
Jobs in Demand by Technology
Microsoft Skills are in DEMAND – globally!
Transforming
learning to deliver
21st century skills
The Modern Learning eXperience
Paradigm Shift in Education
www.microsoftitacademy.com
❶ Students want: ❷ Institutions want:
❸ Educators want:
• Cloud based learning environments
❹ Employers want:
• Job-ready recruits and graduates
• Cloud and App Dev skills
UAEEvery secondary school
nationwide
IT Academy Global Reach: >15,000 WW
NetherlandsCovers every secondary
school, every college, and
every university,
countrywide
950
Puerto RicoEvery middle school
nationwide!
406
ChileHigh schools throughout
the country
250450
16
8,065
42563
50727
0
10000
20000
30000
40000
50000
60000
2010 2011 2012 2013
North Carolina Teacher & Student Certifications
443
4036
9793
0
2000
4000
6000
8000
10000
12000
2011 2012 2013
Washington State Teacher & Student Certifications
2009-2010
Pre-ITA2010-2011
Year 1
2011-2012
Year 2
2012-2013 to
date
Year 3
Impact of Skills & Certifications with IT Academy
2010-2011
Pre-ITA
2011-2012
Year 1
2012-2013
Year 2
To Date – key
testing time
aheadMay 2013, Microsoft Learning
Impact of Skills & Certifications with IT Academy
Reimagined Classroom
The concept of “classroom” has changed. Sitting in the classroom no longer meets the need
of the students. The demands for flexibility and simplicity are on the rise.
Azure and other cloud services have become important contributors to the
virtual classroom revolution.
Hybrid classrooms are in demand. Traditional remote/distance training has limited
flexibility for instructors and students.
Increasing hardware-level requirements and unavoidable maintenance costs continue to
impact ROI.
Microsoft Virtual Academy
Microsoft Labs Online
LeX: Learning eXperiences Team
Alison Cunard, GM
Lee Anne CaylorChief of Staff
Suyash SinhaPlatform & Web
Properties
Tim SneathProduct
Rick GrindleyBusiness Excellence
Carrie FranceySales & Marketing
Jaimee NelsonExec Business Admin
Maki KadoBusiness Manager
Core Function Core Function Core Function Core Function Core Function
LeX Asia Team – Sales & Marketing
Toshiharu Saito
Area Sales
ManagerJAPAN
Ray Tang
Area Sales
ManagerGreater China Region
Chen Chee Sing
Area Sales
ManagerAPAC
Yugesh Jerath
Field Marketing
Manager
ASIA
Pankaj Dikshit
Area Sales
ManagerINDIA
Sukhdev S
Regional Sales Director – Asia
LeX Asia – our extended family
SATVSolidifying value.
>8000 SATV vouchers consumed,.
> 50% redeemed in Korea & Australia.
Providing value
Revenue
Executive presence.
Joint Cert goals in RHQ/Subs
Executive visits to CPLS in
AU, SG, IND, China, Japan,
MY, TH, VN
FY13 learning channel highlights
FY13successes
Modern learning.
Asia : 45%
India: 68%
Vietnam: 48%
Thailand: 45%
New Zealand:33%
Impact
Asia: 31% (CW), 28% (Certs)
Taiwan: 61% / 33%
Korea: 41% / 35%
India : 32%/ 36%
Singapore : 30% / 32%
SriLanka : 28% / 39%
Thailand : 36% / 30%
Australia : 28% / 30%
5%
FY14 Campaigns
You asked, we listenedLearning Partners have given us great feedback over the past year about how to improve
Tech Showcase –
extended December
Specific enterprise
needs
New exam &
special MOC
Refreshed MOC –
Arvato, Skill Pipe
Marketing Initiatives – FY14
FY14
Q1
FY14
Q2
FY14
Q3
FY14
Q4
Skill Gap Campaign – initial exam 20% discount on MCSA & MCSD entry exams
MCSA Finish the Path – 15% discount on MCSA next exams in path (90 day expiry)
Microsoft Certification exam package – All packs with 15% discount
MPN: simplify packs (competency related exams only) – 20 pack = 50% discount, 5 pack = 40% discount
Second Shot Re-launch – FY14
Web Banners
Customer ready itemsDigital Flyer
Digital Poster
Email templates
Customer Ready Deck
Sales toolsCommunication blurbs
Messaging
Press Kit
FY14
Q1
FY14
Q2
FY14
Q3
FY14
Q4
Exam Prep Visits
410 14,025
411 2,309
412 1,258
Exam Prep Visits
461 5,096
462 1,427
463 1,017
Oct Nov Dec Jan Feb Mar
Exam 410 131 461 1355 2022 2268 2659
Exam 411 49 164 631 1101 1318 1528
Exam 412 23 87 461 765 862 1002
0
500
1000
1500
2000
2500
3000
3500
Jan Feb Mar Apr
WS12 MCSA Exam Volume
Exam 410 Exam 411 Exam 412
Installing and Configuring Windows Server 2012 Administering Windows Server 2012 Configuring Advanced Windows Server 2012 Services
+ + =Step 1 Step 2 Step 3
Windows Server 2012
0
200
400
600
800
1000
1200
Jan Feb Mar Apr
SQL MCSA Exam Volume
Exam 461 Exam 462 Exam 463
Installing and Configuring Windows Server 2012 Administering Windows Server 2012 Configuring Advanced Windows Server 2012 Services
+ + =Step 1 Step 2 Step 3
SQL Server 2012
Skills Gap Campaign – Origin
FY14 MPN Competency Packs offersUpdate your competencies with one of two exam voucher offers available for purchase starting August 1, 2013 until December 31, 2013. Candidates will have until May 31, 2014 to schedule and take their exams.
Offer limited to qualified exams only: https://www.prometric.com/en-us/clients/Microsoft/Pages/List-of-Exams.aspx.
Offer details here: www.prometric.com/microsoft/partners
Marketing Materials• Flyer
• Email template
• Online Banners
Developer Audience InsightMeet Developers Where They Are…
“Established” Developer
Emerging: Pro Devs or SITG who tend to work with more platforms (4.0+)
and have higher propensity towards cloud and mobile platforms
Study: 2012 Front/Backend Clustering Analysis
“Emerging” Developer
Server
Cloud
Mobile Server Client
Client
Established: Pro Devs or SITG who tend to work with fewer platforms
(2.5) with highest incidence of those working on a single platform
E Es
Wh
at th
ey
work
on…
Pro Devs Skin In The Game (SITG)
Pro Dev Coders whose primary role is
coding and Other Pro Devs (e.g. architects,
designers, testers)
Study: 2011 Sizing and Research EstimationWh
ere
they
work
...
Developers who code outside of work and must
code frequently and either make money or have a
monetization motive
PDC
(~3M)
Emerging Devs Find Information Thru Newer Channels
Stack
Overflow
Hacker
News
Github Search Traditional
Websites
Emerging Devs Consume Content In Modern Ways
Short Video
Tutorials
“How Do I”
Demos
eLearning White
Papers
Emerging Devs Are Very Social Media Focused
FB/Google+ Tumblr Github Twitter Yahoo
Forums
Emerging
Est.
SITG
(20M)
48%52%
FY14
Q1
FY14
Q2FY14
Q3
FY14
Q4
Gear Up for Next Wave
4.8K
Events
87.5K
Attendees
400+
Partners
WS 2012 :45%
VS 2012 :21%
SQL Server :15%
Sharepoint :11%
Lync :04%
Exchange :04%
WW
2.5K
Events
38.5K
Attendees
75
Partners
WS 2012 :18%
VS 2012 :67%
SQL Server :08%
Sharepoint :04%
Lync :01%
Exchange :02%
Asia
Scale up SATV Momentum
$- $2 $4 $6 $8 $10 $12 $14
Australia
Indonesia
Korea
Malaysia
New Zealand
Philippines
SEA New Markets
Singapore
Thailand
Vietnam
India
China
Taiwan
Hong Kong
Japan
Value of unredeemed SATV Vouchers --->
Millions
Co
un
trie
s --
>
SATV Opportunity Engagement FrameworkNew
Office Running Start Demo SessionsAccelerate and increase success of Office 2010 deployments
• Help customers drive successful deployment through end user readiness and adoption
• Introduce end users to Office through short, repeatable sessions
• Reduce cost of end user readiness
• Provides exclusive end user training for Software Assurance Training Voucher customers
Scale up SATV Momentum
Additions in FY13
Office 2013 & Office 365 Demo SessionsAccelerate cloud momentum
• CPLS announcement in Mid August
• Demo session available on Campaign Factory from Mid September 2013
• Guideline to CPLS partners will be activated on Campaign Factory (SATV announcement) by Mid August
• Courses will be available in Seven Languages (Includes Japanese & Chinese)
New additions in FY14
Validates fundamental IT
knowledge
Encourages engagement of
entry-level learners
Participates in the Microsoft
Certification Program
Microsoft Technology Associate (MTA)
MTA: Focus on market for new audiences
Cloud is creating an opportunity
New Delivery Opportunities
The cloud training opportunity – and gap
Source: Climate Change: Cloud’s Impact on IT Organizations and Staffing; (IDC white paper; November, 2012); John F. Gantz
Next Steps/My Asks
Microsoft Learning Partner
Closing Remarks
Future Employability
77% More than 50% of today’s jobs require
some technology skills, and
experts say that percentage will
increase to 77% in the next
decade.
60%Within 10 years, 60% of the jobs that
will be available are ones that don’t even exist today. IDC
AcademicCertification Training
Channel
Platform & Services
THE SKILLS ADVANTAGE
6
3
Our Partnership Together
• Generate Competency mapped Individuals to close the Talent/Skills gap in the MPN ecosystem
• Upgrade our IT Pros & Developers on N-gen technologies to remain relevant in the Cloud
• Integrate Modern Learning Experiences models into your business to grow and expand our customer touch points & revenue.
• Market your offerings to map to the needs & trends around Cloud, Big Data, Social & Mobility
• Explore the academic opportunity to create job ready graduates with 21st century skills
Pursuing Opportunities Together
Skills Engagement Framework
Skill
MS Partner
Network
Skill
IT
Professionals
Skill
Students
Skill
Unemployed
Skill
Developers
Skill
Customers
Organizations
SMS&P
Readiness
Server BG
DPE
Server BG
GM
PSE Lead
Citizenship
IW BG
Server BG
PS Lead
Citizenship
Gvt. Affairs
IW BG
Server BG
DPE
STB BG
EPG Lead
PS Lead
SMS&P Lead
Server BG
License PM
Meeting
Topic
Who to
meet?
Identify the Skills Pain
Create the Skills Solution
Go to Market & Multiply your $$$
Results
# Metric Full Year Budget YTD Budget YTD Actual Definition / Comments Status
1 Curriculum
• # MOC Kits from Courseware
Marketplace
• # Digital MOC from Courseware
Marketplace
• with X% on N Generation
• No of Labs Online purchases
1000
500
600
50
200
100
150
5
250
100
100
10
Microsoft Office Curriculum, with focus on driving
our IT Pros & Customers to the N-gen technologies.
Adoption of DMOC & Labs Online
2 MCP Exams
• # of MCP exam purchased
• # of exam = N generation delivered
• # MPN competency exams delivered
600
400
TBD
100
50
0
120
60
0
Microsoft Certification, with focus on driving our IT
Pros & Customers to the N-gen technologies.
MPN Readiness Projects targets agreed with MPN
team
3 Global MSL Campaign Participation :
• Tech Showcase Events/ Attendees
• 2nd Shot
• Partner Incentive
• Campaign TBD
• Campaign TBD
• Campaign
8 events / 1000 attendees
TBD
2 / 200
TBD
Yes
1/ 80
TBD
Yes
Participation/Commitment by Managed partners on
Campaigns from Corp & Region LeX team
4 Local Sub Engagement
• Tech Ed
• CIE
• N
N.A N,A Identify key local engagements/projects you’ll be
working on this year.
5 Other engagements :
• E.g # MVA Integration into Classroom
• E.g. Academic engagement project
• E.g MTA
80% of clients/Students register
on MVA
NA NA 80% of clients/Students register on MVA
Academic Engagement Plan presented by Q1, agree
on joint plans
FY14 MANAGED PARTNER SCORECARD - <PARTNER> On Track: In progress/question mark: Not Started or Behind
Staying connected
RSS Feeds
