Microsoft Partner Programme recognises full range of partner impact to deliver IT value to customers

Microsoft Corp today announced the upcoming availability of Microsoft Solution Competencies and Partner Points, marking a milestone in the redesign of the Microsoft Partner Programme to best meet programme partners` business needs.

Microsoft Solution Competencies and Partner Points will help partners clearly define their areas of specialisation to deliver value across the range of customer information technology (IT) needs. They will enable partners of all sizes and types to participate in the Microsoft Partner Programme at the level that best meets their individual business needs. They do so by recognising partners` full impact in the marketplace and differentiating those that provides the best value and skills for customers.

"The Microsoft Solution Competencies and Partner Points will help partners clearly identify their areas of expertise, making it easier for them to position themselves with their customers and better align their business with Microsoft marketing initiatives and business groups," said Mark Reynolds, group manager, Partner Development and Marketing at Microsoft South Africa.

"These two components mark the first step in delivering a revolution in partnering innovation and implementing it across our worldwide channel in an evolutionary way, meeting our goal to build the best-in-class industry partner programme that generates results for our partners."

The two new components Reynolds referred to are central to the reconfigured Microsoft Partner Programme and are intended to provide flexibility and increased focus based on partners` core business values.

They are also designed to recognise the full range of partner impact delivered to customers, while enabling a deeper relationship with Microsoft and targeted delivery of resources and marketing tools that will help partners thrive in a competitive market.

Microsoft Solution Competencies allow partners to clearly define their areas of expertise in a specific solution area that best fits their business model. At the same time they make it easier for partners to position their specialities to customers, better align their businesses with Microsoft product groups and marketing initiatives, and form closer relationships with other Microsoft partners.

Lance Fanaroff, managing director of Integr8 IT, believes the Microsoft Partner Programme highlights the core competencies of its partners. He adds: "Microsoft Solution Competencies empower customers to identify the strengths of the various partners and match these skills and specialties to their immediate requirements."

Microsoft Solution Competencies bring focus to the way Microsoft communicates with its partners and clearly identify to customers the expertise of the partner community to help ensure a high-quality customer experience. In addition, Microsoft Solution Competencies provide a roadmap that partners can use to extend their business or collaborate with other partners to achieve greater business strengths.

By matching a partner`s expertise with customer needs, Microsoft Solution Competencies will allow more accurate matches with marketing and demand generation based on the unique business opportunities in the marketplace.

Says Jacques Loubser, chief technology officer (CTO) for Business Connexion: "We believe the awarding of solution competencies reflects a partner`s capabilities within a solution space and acts as a significant differentiator in the market."

The Microsoft Solution Competencies for which partners may qualify are Networking Infrastructure, Advanced Infrastructure, Security, Integrated E-Business, Business Intelligence, Information Work Productivity, ISV/Software Solutions and Learning Solutions. The Microsoft Business Solutions Competency, Microsoft System Builder Solution Competency and Licensing Solution Competency will be launched later in 2004.

Partner Points recognise and differentiate partners regardless of their business type or size. Partner Points create a flexible way for partners to measure the success they have with customers and the total impact of their business.

Partners can earn Partner Points by meeting specific criteria for a variety of activities related to developing, reselling, servicing and supporting solutions; and training customers. Specifically, Partner Points can be earned for Microsoft Premier Certified Professional certifications, tested Microsoft-based solutions, customer satisfaction, unit sales of official Microsoft learning products and distributed licences. Partners also can accrue Partner Points by achieving a Microsoft Solution Competency.

"We want to give partners a clear road map to show how they can earn the level in the programme that works best for their business, so they can see what they would need to do to go from being a Certified Partner to becoming a Gold Certified Partner," Reynolds said. "Partner Points recognise a partner`s full impact with its customers, rather than focusing on a narrow set of criteria. Once enrolled in the Microsoft Partner Programme, partners can move to a higher level by meeting the Partner Points requirements."

Partners will have an opportunity to enrol in both Microsoft Solution Competencies and Partner Points at the end of April. As part of its commitment to provide partners with ongoing communication and the opportunity to evaluate program elements, Microsoft is providing Webcasts and other tools and resources designed to help partners learn about Microsoft Solution Competencies and Partner Points. Current partners are grandfathered into the programme at their current level, providing them with time to explore the new Partner Points and model their current business.

Specific information on each of the Microsoft Solution Competencies and a review of the Partner Points requirements can be seen at http://www.microsoft.com/partner/.