WELCOME TO MICROSOFT WECA PARTNER AWARDS 2011 GUIDEdownload.microsoft.com/download/8/7/F/87FBB22F-E9B... · - In case of Even Partners, the Award Panel will debate on Partner Performance

Wednesday, April 20, 2011

WELCOME TO MICROSOFT WECA PARTNER AWARDS 2011 GUIDE

WILL YOU BE ONE OF THE MICROSOFT WECA PARTNERS OF THE YEAR?

READ THIS TO KNOW MORE ABOUT WECA PARTNER AWARDS NOMINATION PROCESS

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Contents

I. AWARDS OVERVIEW ........................................................................................................................................................................................... 4

II. AWARDS NOMINATION PROCESS ................................................................................................................................................................... 4

III. AWARDS BENEFITS .......................................................................................................................................................................................... 5

IV. PREVIEW OF AWARD CATEGORIES AND QUESTIONS ............................................................................................................................... 6

A. Category 1: Channel Awards .......................................................................................................................................................................... 6

1. WECA Distributor of the year ..................................................................................................................................................................... 6

2. WECA Enterprise Software Advisor Partner of the year ......................................................................................................................... 7

3. WECA System Builder Constructor of the year ........................................................................................................................................ 8

4. WECA Named Partner of the year ............................................................................................................................................................. 9

5. WECA Retail Partner of the year .............................................................................................................................................................. 10

B. Category 2: Industry Awards ........................................................................................................................................................................ 11

1. WECA Public Sector-Education Partner of the year .............................................................................................................................. 11

2. WECA Public Sector (Government) Partner of the year ........................................................................................................................ 12

3. WECA Communication Sector Partner of the year ................................................................................................................................ 13

4. WECA Financial Sector Partner of the year ............................................................................................................................................ 14

C. Category 3: MPN Competency Awards ...................................................................................................................................................... 15

1. WECA Business Intelligence Partner of the Year ................................................................................................................................... 15

2. WECA Desktop Partner of the Year ......................................................................................................................................................... 16

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3. WECA Dynamics CRM Partner of the Year ............................................................................................................................................. 17

4. WECA Dynamics ERP Partner of the Year ............................................................................................................................................... 18

5. WECA ISV/Development Partner of the Year ......................................................................................................................................... 19

6. WECA Learning Partner of the Year ........................................................................................................................................................ 20

7. WECA Portals and Collaboration Partner of the Year ........................................................................................................................... 21

8. WECA SMB Partner of the Year ................................................................................................................................................................ 22

9. WECA Unified Communications Partner of the Year ............................................................................................................................ 23

10. WECA Virtualization Partner of the Year ............................................................................................................................................ 24

D. Category 3: Innovative Award ...................................................................................................................................................................... 25

1. Cloud Partner of the year ......................................................................................................................................................................... 25

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I. AWARDS OVERVIEW

Microsoft gives particular attention to reward and recognize partners who perform. Because your success is our success,

Microsoft has multiple opportunities for partners to obtain the recognition they deserve. New Microsoft Partner Network is certainly

the best example: you can now differentiate your company from competitors and be approached by customers for specific needs

through a range of complementary competencies and different levels of partnerships,

In addition to the Microsoft Partner Network, Channel Incentive Program (CHIP), or WPC 2011 Awards, Microsoft West, East and

Central Africa (WECA) is launching a new edition of WECA Partner Awards. Partners in any of the four subsidiaries part of WECA

(WCA, IOI, Nigeria, ESA) will have a chance to nominate their company for one or several Awards, and be recognized as FY11 WECA

Partner of the Year.

This year we are pleased to offer 4 categories of Awards. There are 20 Awards in total, meaning 20 potential winners! Have a look

at the Awards list (page) to select the Award(s) you will nominate your company for.

Each Partner has a chance to win. Business growth, high quality of services and creativity will be some of the key indicators of a

winning partner.

II. AWARDS NOMINATION PROCESS

- Once Partners have selected the Awards they would like to apply for, Partners need to get the relevant form to complete. All

forms are different; ensure you are completing the right one.

- Forms can be collected from your Microsoft Partner Account Manager.

- Every form contains Instructions and a Glossary; you are advised to read instructions before starting to complete the form.

Should you have questions, please contact your Partner Account Manager or Partner Strategy & Program Lead.

Important deadlines:

Partners are to collect forms and advise nomination intentions by May 6th, 2011.

The deadline to return your form to your Partner Account Manager is June 3rd. No exception will be granted.

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- An Award Panel will rate Partners’ completed forms after June 3rd, 2011 (ensure Mandatory Fields are filled in).

- Points will be granted to all data the Partner provided.

- Partners with the highest number of points will be the Award Winner.

- In case of Even Partners, the Award Panel will debate on Partner Performance and select the Partner who obtains the most

number of votes.

- If Partners are still even after the debate session, the Award Expert will come to a decision.

- Awards winners will be announced at WPC, Los Angeles (US), during the official WECA Partner Awards Ceremony.

Please note that additional information, proof of execution, may be requested by Award Panel while evaluating nominations. The

Award Panel will be comprised of Microsoft Regional Leads, as well as other Microsoft stakeholders who are fully competent on the

Award Business Content.

III. AWARDS BENEFITS

Partners who will become WECA Partner Awards Winners will bear the title for one year. Winners will then be WECA Ambassadors for

the Award they have achieved. In order for the winner to fully benefit from the title, Microsoft WECA has defined a set of benefits for

FY11 WECA PARTNER AWARDS Winners:

- Certificate from Microsoft WECA

- Microsoft Trophy

- Pictures with Microsoft executives

- Press Releases

- Digital: email signature and logo display on Microsoft WECA Portal

Winning partners will therefore have all tools in hand to promote and advertise their accomplishments. If Partners mobilize forces,

WECA Partner Awards will be an open window into a world of new Business Opportunities, a circle of Elite partners.

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IV. PREVIEW OF AWARD CATEGORIES AND QUESTIONS

A. Category 1: Channel Awards

1. WECA Distributor of the year

Please request the form to have more information on required data and know which fields are mandatory. Note, however, that the more

information you provide, the more points you may obtain.

MINIMUM REQUIREMENTS

Valid Microsoft Channel Agreement

Active in Authorized Distributor Competency

Partner Business Plan

Partner Marketing Plan

PARTNER QUALITY OF SERVICES PARTNER BUSINESS PERFORMANCE

Distributor Health Indicator % Total Microsoft Revenue

CSAT Year over Year Microsoft Revenue Growth

Customer Experience Microsoft Partner Revenue versus Partner Total Revenue

Completed Marketing Activities Microsoft Software Revenue versus Partner Total Software Revenue

Completed Disti Boot Camps Actuals versus Targets per Pricing Level (OEM, FPP/PKC, Open)

Show room YoY Growth per Pricing Level

MPN level Number of reporting strikes

Total Number of MCPs Payment history

Volume Licensing Competency New Annuity Growth

All earned MPN Competencies Weeks of stock

Distributor staff attendance to Microsoft events in FY11 Pipeline reporting

Forecasted WPC attendees Partnerships with Microsoft

X-FACTOR

X Factor: Open field

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2. WECA Enterprise Software Advisor Partner of the year




Valid Enterprise Software Advisor Agreement

Silver Competency


Partner Solution Plan (for most important solution)


CSAT Total Microsoft Revenue

Customer Experience Year over Year Microsoft Revenue Growth

Completed TPMs Microsoft Partner Revenue versus Partner Total Revenue

Other Marketing Activities Microsoft Software Revenue versus Partner Total Software Revenue

MPN level Actuals versus Target in Partner Business Plan

Total Number of MCPs Total number of Enterprise Agreements (EAs)

DDPS certification Number of new EAs in FY11

SDPS certification Number of SAMs conducted in FY11

EDPS certification Number of True Ups and outcome

SAM Competency Software Assurance Benefits Activation (%)

VL Competency Consumption of Packaged Services (%)

Earned MPN Competencies EA Renewal Rate (%)

Partner attendance to Microsoft events in FY11 Pipeline reporting

Forecasted WPC 2011 attendees Partnerships with Microsoft

Number of competitive wins

X-FACTOR


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3. WECA System Builder Constructor of the year




OEM Hardware Silver Competency





Microsoft Tools for PC building Microsoft Partner Revenue versus Partner Total Revenue

Completed Marketing Activities Microsoft Software Revenue versus Partner Total Software Revenue

CHIP utilization (%) Actuals versus Target in Partner Business Plan

MPN level Windows Attach rate

Total Number of MCPs Office Attach rate

Earned MPN competencies Microsoft Sell out Growth

Partner attendance to Microsoft events in FY11 Average Run rate

Forecasted WPC 2011 attendees Year over Year Growth for STB, IW, Client

Security Essentials loaded

Pipeline reporting

Partnerships with Microsoft


X-FACTOR


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4. WECA Named Partner of the year




MPN Network Member





Completed Marketing Activities Microsoft Partner Revenue versus Partner Total Revenue

CHIP utilization (%) Microsoft Software Revenue versus Partner Total Software Revenue


Total Number of MCPs Number of units of Windows sold

Earned MPN competencies Windows Premium Mix (%)

Windows 7 MCPs Pipeline reporting

Partner attendance to Microsoft events in FY11 Partnerships with Microsoft

Forecasted WPC 2011 attendees Number of competitive wins

X-FACTOR


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5. WECA Retail Partner of the year




MPN Network Member





Total Number of Sales Representatives Microsoft Partner Revenue versus Partner Total Revenue

Number of Microsoft Sales Representatives Microsoft Software Revenue versus Partner Total Software Revenue

Completed Marketing Activities Actuals versus Target in Partner Business Plan

CHIP utilization (%) Year over Year Microsoft Sell out Growth

MPN level Office Attach rate

Total Number of MCPs Microsoft Run rate (average USD/week)

Earned MPN competencies Microsoft Run rate Consistency

Windows and Office 2010 MCPs Pipeline reporting



X-FACTOR


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B. Category 2: Industry Awards

1. WECA Public Sector-Education Partner of the year




Silver Competency




Number of Exec Round tables Year over Year Microsoft Revenue Growth

Number of CIEs delivered Microsoft Partner Revenue versus Partner Total Revenue

Number of POCs delivered Microsoft Software Revenue versus Partner Total Software Revenue


MPN level Pipeline Generation (Education)

Total Number of MCPs Quota Attainment (Education)

Earned MPN competencies Partnerships with Education sector




X-FACTOR


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2. WECA Public Sector (Government) Partner of the year




Silver Competency








MPN level Pipeline Generation (Government)

Total Number of MCPs Quota Attainment (Government)

Earned MPN competencies Partnerships with Government entities




X-FACTOR


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3. WECA Communication Sector Partner of the year




Silver Competency








MPN level Pipeline Generation (Communication)

Total Number of MCPs Quota Attainment (Communication)

Earned MPN competencies Partnerships with Telcos




X-FACTOR


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4. WECA Financial Sector Partner of the year




Silver Competency








MPN level Pipeline Generation (Financial sector)

Total Number of MCPs Quota Attainment (Financial Sector)

Earned MPN competencies Partnerships with Financial entities




X-FACTOR


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C. Category 3: MPN Competency Awards

1. WECA Business Intelligence Partner of the Year


information you provide, the more points you may obtain


BI Silver Competency


Partner Solution Plan for BI



Case studies Year over Year Microsoft Revenue Growth

Partner Currency for SQL Microsoft Partner Revenue versus Partner Total Revenue

Completed TPMs for BI solutions Microsoft Software Revenue versus Partner Total Software Revenue

Other Completed Marketing Activities (BI) Actuals versus Target for BI as per Solution Plan

MPN level Year over Year Growth of SQL sales

Total Number of MCPs SQL Premium Mix

Earned MPN competencies SQL CAL coverage

Partner attendance to Microsoft events in FY11 Number of Opportunities for BI in PSX

Forecasted WPC 2011 attendees Global Relationship Survey

Pipeline reporting



X-FACTOR


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2. WECA Desktop Partner of the Year




Desktop Silver Competency


Partner Solution Plan for Desktop Solutions




Partner Currency for Windows 7 Microsoft Partner Revenue versus Partner Total Revenue

Deployment Best Practices Microsoft Software Revenue versus Partner Total Software Revenue

Microsoft Tools used for Deployments Actuals versus Target for Desktop as per Solution Plan

Completed TPMs for Desktop Solutions Year over Year Growth for Windows 7 sales

Other Completed Marketing Activities (Desktop) Number of accounts with >10 of seats deployed

MPN level Number of Opportunities for Desktop in PSX

Total Number of MCPs Global Relationship Survey

Earned MPN competencies Pipeline reporting



X-FACTOR


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3. WECA Dynamics CRM Partner of the Year




Be active in Dynamics CRM Silver Competency (in progress)


Partner Solution Plan for CRM Dynamics




Dynamics CRM Partner Currency Microsoft Partner Revenue versus Partner Total Revenue

Completed TPMs for Dynamics CRM Microsoft Software Revenue versus Partner Total Software Revenue

Other Completed Marketing Activities (CRM) Actuals versus Target for CRM as per Solution Plan

MPN level Year over Year Growth for Dynamics CRM sales

Total Number of MCPs Number of new CRM seats

Earned MPN competencies Number of Opportunities for CRM in PSX

Partner attendance to Microsoft events in FY11 Industry/vertical Specialization


Pipeline reporting



X-FACTOR


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4. WECA Dynamics ERP Partner of the Year




Be active in Dynamics ERP Silver Competency (in progress)


Partner Solution Plan for Dynamics ERP




Dynamics ERP Partner Currency Microsoft Partner Revenue versus Partner Total Revenue

Completed TPMs for Dynamics ERP Microsoft Software Revenue versus Partner Total Software Revenue

Other Completed Marketing Activities (ERP) Actuals versus Target for ERP as per Solution Plan

MPN level Year over Year Growth for Dynamics ERP sales

Total Number of MCPs Number of new ERP customers

Earned MPN competencies Number of Opportunities for ERP in PSX

Partner attendance to Microsoft events in FY11 Industry/vertical Specialization


Pipeline reporting



X-FACTOR


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5. WECA ISV/Development Partner of the Year




1 Silver Competency


Developer Community



Best Practices Year over Year Microsoft Revenue Growth

Completed Marketing Activities Microsoft Partner Revenue versus Partner Total Revenue

Completed TPMs for Dynamics ERP Microsoft Software Revenue versus Partner Total Software Revenue

Other Completed Marketing Activities (ERP) Actuals versus Target for ERP as per Solution Plan

MPN level Developer Tools Sales

Total Number of MCPs Details on Developed Solutions

Earned MPN competencies Projects in Enterprise Accounts

Partner attendance to Microsoft events in FY11 Customer using Developed Solutions

Forecasted WPC 2011 attendees Partnerships with other Partners

Pipeline reporting


Global Relationship Survey


X-FACTOR


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6. WECA Learning Partner of the Year




Learning Silver Competency




Best Practices Year over Year Microsoft Revenue Growth

Microsoft Completed TPMs Microsoft Partner Revenue versus Partner Total Revenue

Other Completed Marketing Activities (Microsoft Learning) Microsoft Software Revenue versus Partner Total Software Revenue


Total Number of MCTs Number of trainees in FY11

Earned MPN competencies Number of Microsoft trainings delivered in FY11

Partner attendance to Microsoft events in FY11 Training Revenue/Total Business

Forecasted WPC 2011 attendees Microsoft Services/Total Business

Year over Year Growth on MOC units

Year over Year Growth on delivered exams

Pipeline reporting




X-FACTOR


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7. WECA Portals and Collaboration Partner of the Year




Portals & Collaboration Silver Competency


Partner Solution Plan for Portals & Collaboration



Case Studies Year over Year Microsoft Revenue Growth

Partner Currency for Sharepoint Microsoft Partner Revenue versus Partner Total Revenue

Completed TPMs related to Portals & Collaboration Microsoft Software Revenue versus Partner Total Software Revenue

Other Completed Marketing Activities (Portals & Collaboration) Actuals versus Target for Portals & Collaboration in Partner Solution Plan

MPN level Year over Year Growth of SharePoint Server Sales

Total Number of MCPs Number of SharePoint seats deployed

Earned MPN competencies Opportunities in PSX for Portals and Collaboration (SharePoint)





X-FACTOR


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8. WECA SMB Partner of the Year




Mid-Market Solution Provider Silver Competency

Small Business Specialist Community




Partner Currency for Windows 7 and Office 2010 Year over Year Microsoft Revenue Growth

Completed TPMs related to SMB solutions Microsoft Partner Revenue versus Partner Total Revenue

Other Completed Marketing Activities (SMB) Microsoft Software Revenue versus Partner Total Software Revenue


Total Number of MCPs Number of Small Business Customers (5 to 250 PCs)

Earned MPN competencies Number of new SMB customers in FY11

Partner attendance to Microsoft events in FY11 Total Volume Licensing Revenue

Forecasted WPC 2011 attendees SMB solution

Pipeline reporting




X-FACTOR


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9. WECA Unified Communications Partner of the Year




Unified Communications Silver Competency


Partner Solution Plan for Unified Communications (UC)




Partner Currency for Exchange/OCS/Lync Microsoft Partner Revenue versus Partner Total Revenue

Completed TPMs related to Unified Communications solutions Microsoft Software Revenue versus Partner Total Software Revenue

Other Completed Marketing Activities (UC) Actuals versus Target for UC in Partner Solution Plan

MPN level Year over Year Growth of Exchange Sales

Total Number of MCPs Year over Year Growth of OCS/Lync Sales

Earned MPN competencies Number of Exchange seats deployed

Partner attendance to Microsoft events in FY11 Number of Voice seats deployed

Forecasted WPC 2011 attendees Opportunities in PSX for UC

Pipeline reporting




X-FACTOR


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10. WECA Virtualization Partner of the Year




Virtualization Silver Competency


Partner Solution Plan for Virtualization




Partner Currency for Windows Server and System Centre Microsoft Partner Revenue versus Partner Total Revenue

Completed TPMs related to Virtualization Microsoft Software Revenue versus Partner Total Software Revenue

Other Completed Marketing Activities (Virtualization) Actuals versus Target for Virtualization in Partner Solution Plan

MPN level Year over Year Growth of System Centre Sales

Total Number of MCPs Year over Year Growth of Windows Server 2008R2

Earned MPN competencies System Centre Attach rate

Partner attendance to Microsoft events in FY11 Windows Server Premium Mix

Forecasted WPC 2011 attendees Opportunities in PSX for Virtualization

Pipeline reporting




X-FACTOR


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D. Category 3: Innovative Award

1. WECA Cloud Partner of the year




1 silver competency



Articles, Case studies, Customer Testimonials Total Microsoft Revenue

Completed Marketing Activities (Cloud) Year over Year Microsoft Revenue Growth

MPN level Microsoft Partner Revenue versus Partner Total Revenue

Total Number of MCPs Microsoft Software Revenue versus Partner Total Software Revenue

Earned MPN competencies Actuals versus Target in Partner Business Plan

Partner attendance to Microsoft events in FY11 Cloud Solutions

Forecasted WPC 2011 attendees Customer Base

Number of Cloud Leads

Cloud revenue

Specific partnerships related to cloud offering

Pipeline reporting




X-FACTOR


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NB: Microsoft reserves the sole right to withdraw awards should the total number of partner nominations not reach two partners.

Microsoft may at its own discretion decide not to select a winner for an award should the level of nominations be too low compared

to the level of performance required.

The information contained in this document represents the current view of Microsoft Corporation on the issues discussed as of the date of publication and is

subject to change at any time without notice to you. This document and its contents are provided AS IS without warranty of any kind, and should not be

interpreted as an offer or commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information presented. MICROSOFT

MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS DOCUMENT. The descriptions of other companies’ products in this document, if any, are provided only

as a convenience to you. Any such references should not be considered an endorsement or support by Microsoft. Microsoft cannot guarantee their accuracy,

and the products may change over time. Also, the descriptions are intended as brief highlights to aid understanding, rather than as thorough coverage. For

authoritative descriptions of these products, please consult their respective manufacturers. This deliverable is provided AS IS without warranty of any kind and

MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, OR OTHERWISE. All trademarks are the property of their respective companies. ©2010 Microsoft

Corporation. All rights reserved. Microsoft and Windows are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or

other countries. The names of actual companies and products mentioned herein may be the trademarks of their respective owners.

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Documents

WELCOME TO MICROSOFT WECA PARTNER AWARDS 2011 GUIDEdownload.microsoft.com/download/8/7/F/87FBB22F-E9B... · - In case of Even Partners, the Award Panel will debate on Partner Performance