As mentioned in my previous post, I have posted the FAQ for the Influence Program. This was written by Michael Haines, the General Manager for US Partner Channel Strategy. He was the principal author of the program.
Microsoft’s US Partner Influence Program
Frequently Asked Questions (FAQ)
What is the program intended to do?
For years, our partners have played a key role in influencing customer decisions around Microsoft products in the mid-market and enterprise. However, customers in these markets are required to buy their volume licenses (EA & Select) from a small group of Large Account Resellers (LARs). The Microsoft Partner Influence Program has been developed to provide a mechanism to document the influence role played by our myriad partners in these EA and Select sales opportunities.
Do I have to sign up to participate?
One of the design considerations while developing the Influence Program was simplicity. Therefore, there are no requirements for complicated program applications or tedious paperwork. The only requirement to participate is that you are a Microsoft Partner (Gold, Certified, or Registered) with a valid Microsoft Partner Program Org. ID # and that you connect to one of the participating LARs to be reported as the influencer in a sale. Instructions for connecting to LARs will be detailed later in this FAQ document.
Can I have relationships with multiple LARs?
There is no requirement that you be aligned with one specific LAR to participate. Many partners prefer to have a primary alignment to one of the LARs, but maintain relationships with others. Often, the customer will dictate which LAR you will need to work with on a specific sales opportunity.
What is the influencer information you collect used for?
The program was originally designed with one overriding objective in mind … to identify the influence contribution of our partners and report that to our partner account managers (PAM) in the field. Armed with this information, the PAMs can have an accurate view of the value that you, our partner, drive in the market. With that information, the PAM can conduct better, more focused business planning with you. In addition, the information can be used by product and field marketing groups to better identify those partners that are driving customer decisions for specific products and market segments. With this information, Microsoft can make better decisions around which partners to work with on specific marketing campaigns.
Do I get paid for my influence?
The Microsoft Influence Program was not developed to be a compensation program. However, it should be noted that many of the participating LARs do offer different forms of compensation to partners in return for the new sales opportunities that you bring to the LAR. Please discuss specific details about these programs with the LARs. In addition, some indirect compensation may come from Microsoft in the way of local investment in joint marketing efforts that your influence results may impact.
How can I see the influence that’s been reported for me?
It is important that partners be able to see the influence that has been reported by the LARs on their behalf. This information is valuable for purposes of reconciliation and for conducting planning sessions with Microsoft PAMs. Thus, Microsoft has created a secure, on-line tool called Influence Bank that you can access to see your influence. To access the tool, see the instructions on the partner portal Influence Program landing page (instructions at the end of this FAQ document).
Can there be more than one influencing partner on a single deal?
At this time, the program is restricted by its technical construct to one influencing partner per customer purchase order. Efforts are being made to expand the field used to capture the identity of the influencing partner to enable multiple partners that are working in collaboration to be identified as influencers for a specific order and share the influence credit.
What about Open License and Open Value?
Open License and Open Value are Microsoft volume licensing offerings that are tailored for small businesses and the lower mid-market segment. These licenses have been designed to be purchased by partners from our distributors and resold by our partners to their customers. As a result, Microsoft has visibility into the sales and transaction contribution our partners make in these markets. At this time, there are no plans to programmatically encourage partners to follow any other model in regards to Open License and Open Value. If you want to be recognized for your efforts in these market segments, we recommend that you continue to resell these Open Volume License offerings.
What benefits are there for participating in the program?
The primary benefit to participating in the program is that we will finally have documented evidence of your contribution to the mutual success we have in the mid-market and enterprise. This evidence will finally provide us with the insight we need to properly plan our business with you and focus our resources where they can best leverage the areas that you are making the biggest impact in the market. Another benefit that is planned for fiscal year 08 (starts July 1, 2007) will be a partner recognition program, wherein we will recognize top influencing partners with press releases and other forms of recognition.
I’m an MBS/Dynamics partner and don’t play in the EA & Select VL world. What about me?
This program was specifically designed to capture the partners that influence EA and Select Agreements. In those sales opportunities that a Dynamics/MBS partner is advising a customer to execute an EA or Select license, they can certainly connect to a participating LAR and be recognized as the influencing partner. For other types of customer and market influence, this program is not applicable.
What other types of customer influence are being captured?
There are many ways that partners of different types influence customers and markets on behalf of Microsoft besides for EA and Select Volume License Agreements. In response, Microsoft’s Worldwide Partner Program team will be building a strategy around the larger topic of influence. As a part of that effort, they will be identifying various types of relevant partner influence in the Microsoft world, and determining investments in specific programs related to the various types of partner influence. There are no details available at this time regarding those efforts. Finally, some of the specific partner teams, such as those that support ISVs, are piloting programs for capturing partner influence in specific areas of market and partner focus. Talk to your PAM to determine if there is a program available that is applicable to your organization.
Will my influence be captured for all the countries I do business in?
At this point, this program is operating as a U.S. program. Though influence on sales made in the US by a US LAR for customers in other countries may be captured, there is no capability to insure the capture of influence made to customers outside the US. As part of the larger influence strategy discussed above, the US Partner Influence Program is being evaluated for expansion to other Microsoft subsidiaries and locations. No formal decision has been made at this time.
Where do I go to find out more about the program?
An on-line Influence Program site has been established on the Microsoft Partner Program Portal. The URL is https://partner.microsoft.com/us/influence . At this site, you can find out about the program, download a program guidebook, and research and connect with the LARs that are participating in the program. Visit the site often for program updates and announcements.
Hello Again! Many of you may have read the latest Registered Member Partner Newsletter that contains a link to the Partner Influence Program. I have pasted the info again below.
Microsoft Partner Influence Program: Gain Exposure for Achievements
The Microsoft U. S. partner influence program is a benefit of Microsoft Partner Program membership; its development was based on input from U. S. partners. This offering recognizes your influence contributions to Enterprise Agreement and Select Agreement sales opportunities fulfilled by participating Large Account Resellers. It complements revenue recognition offered in the Microsoft Open License acquisition model through Microsoft U. S. authorized distributors.
Additionally, I would like to add that I had a meeting that same day with Michael Haines, the General Manager of US Partner Channel Strategy and learned a little more I will now share.
First, let me say that I realize that this program does not account for all the types influence one, as a partner, might be responsible for within a customer's organization. Second, this program is not altogether new as it was launched to Certified Partners by VP Robert Deshaies at the CMP Exchange event in March. It was "soft" launched to Gold Certified Partners last November. Although this program is more geared at Certified and Gold partners, some registered member level partners, particularly independent consultants do influence Microsft Select and EA revenue in larger accounts.
THIS IS A US ONLY PROGRAM TO DATE
It is being taken up at a world wide level and other programs that recognize other types of influence (ISV, etc).
I will be posting a FAQ compiled by Michael Haines shortly, but in the interim I have included the material verbatim that he wished me and other team members to convey via our blogs. Remember, this is for EA and select license revenue "influence" only, not Open.
<paste>
US Partner Influence Program: Program Update
As we enter a new fiscal year, this note will update you on the progress with this recently launched program.
Program Update
The Influence Program, which captures the identity of the partners that influence EA & Select Agreements that are transacted by LARs, officially launched in March and is fully operational. To-date, hundreds of partners have gotten engaged and millions of dollars of influence have been reported on their behalf. Other program updates include:
1. Reporting is available to you - we have launched a secure, on-line tool that you can use to access the influence detail that has been reported for you. Use this information to reconcile with your LAR(s), conduct planning meetings with you Microsoft PAM armed with a complete picture of your impact on Microsoft’s business, and better plan your own sales and marketing efforts. Instructions for accessing the tool can be found on the Influence Program Portal (URL can be found below).
2. Microsoft PAMs, executives and managers in the field and the product marketing groups are now receiving reporting from this program. They will increasingly be using this information to identify specific partners to focus their efforts on based on the evidence of their influence in certain markets and for certain products. So, make sure you are engaged with the program and getting influence recognition for all the EA and Select opportunities that you initiate.
3. In Fiscal Year 2008, we plan to launch a program that will recognize and promote the top influence partners in each region of the US. Look for details in your partner newsletter and on the Influence Program Portal (URL can be found below).
Challenge – we have a challenge getting all of our partners that work in the mid-market and enterprise aware of and engaged with the program. Despite numerous communications, many partners still haven’t heard of the program. We will be doing a great deal of additional partner communication over the next 2 months to drive increased awareness and activity.
Call-to-Action
You can do two things to contribute to the success of this important program:
1. Get engaged with the program. Everything you need can be accessed at https://partner.microsoft.com/us/influence
2. Access the new reporting tool – use your reporting to drive better planning with Microsoft and within your company.
Okay. Here is the scoop. Make sure you act ASAP!
Calling all Microsoft Partners (all levels) and other individuals
TS2 Event "First Time Exam Taker" Promotion as follows:
The first 125 individuals that have not taken an MCP exam a will receive a free Exam voucher good for one free Microsoft Certified Technology Specialist (MCTS) exam and a retake!** Exam vouchers expire on June 29, 2007. When partner sends a copy of the exam report indicating they passed an exam, they will receive a polo shirt.
Partners will need to send a mail to uspr@asentus.net with the TS2 city specific Event Code (below) to receive their Exam Promotion code.
USE "WAL" as a code or use "OVE".
Thanks for listening (long silence before today)!!!!
Woody Walton
Partner Solutions Advisor
·