Microsoft Partner Network Dynamics Lead Referral Program Advanced Partner Deck - PowerPoint PPT Presentation

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Microsoft Partner Network Dynamics Lead Referral Program Advanced Partner Deck. Completing The Transformation – Lead Referral Program. Goal: Build the pipeline. Increase lead flow potential. Marketing. Industry Focused Investments.

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Microsoft Partner Network Dynamics Lead Referral Program Advanced Partner Deck

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Microsoft partner network dynamics lead referral program advanced partner deck l.jpg

Microsoft Partner Network Dynamics Lead Referral ProgramAdvanced Partner Deck


Completing the transformation lead referral program l.jpg

Completing The Transformation – Lead Referral Program

Goal: Build the pipeline

  • Increase lead flow potential

Marketing

Industry Focused Investments

  • Allow partners to be compensated for referrals that lead to new customer sales

With-Partner Vertical Marketing

Marketing Service Bureau

  • Drive leads to the right partners who have the ability to sell and deploy

Lead Referral Program

Available Aug 2010!

  • Provide incentive for non-Dynamics partners to refer customers


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Lead Referral Program Rules

Program live as of August 16, 2010

Eligibility

Requirements

  • Partners: Members of MPN

  • Products: AX, NAV, GP, SL, C5, CRM on-premises, CRM Online, POS/RMS

  • Programs: BRL, VL (except for SPLA)

  • Regions: Worldwide

  • Leads: Only new opportunities

  • Compensate referring partners for new leads

  • Increase lead opportunities for Solution-selling Dynamics Partners

  • Partners must agree to terms of Referral Agreement**

  • Opportunity shelf life of 12 months

  • Referrals must be submitted prior to transaction taking place

  • Transaction must be completed prior to payment

  • First referral received & accepted gets priority

Fees

  • 5% of billed revenue* on initial transaction

  • Capped at $20k

  • Cannot receive SPA Discount or CSA Fee & Referral Fee for same transaction

Lead Submission

  • Via online tool, including access to lead(s) status & reporting

* If lead results in transaction. Fee % applied to full value of deferred payments & paid upfront. Paid on initial License and “Maintenance” transaction only. Subsequent renewals or transactions not included.

** One-time signature required (12-month term with auto-renewal†). Partner remain active in MPN.

- Microsoft reserves the right to distribute leads to Managed SPA/CSA partners at its sole discretion.


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Lead Referral Program Process

Partner enrolls

Partner refers leads to Microsoft

Referral entered into Microsoft systems

Microsoft qualifies lead; Implementation Partners recommended to customer

1

2

3

Lead Management System

Referral System

Customer

Customer

Referral Partner

Implementation

Partner

Microsoft

4

5

Order placed by transaction Partner, and is matched with referral

5% fee sent to Referring Partner


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Enroll in Referral Program

Ensure active status in MPN

Fill out your Referral profile

Read and Complete the Referral Agreement; type Name to accept terms

Receive confirmation email

Access Referral page on PartnerSource


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Lead Submission: Step 1 of 4

  • Log on to PartnerSource and access submission tool

  • PartnerSource enables:

  • Submissions of Leads

  • Receipt of change of Lead status updates

  • Access to Lead reporting 24/7


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Lead Submission: Step 2

PartnerSource – Enter Lead Contact Details

  • Your own organizational details are pre-populated

  • Accurate and relevant customer contact details increase chances of success


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Lead Submission: Steps 3 & 4

3. PartnerSource – Enter Lead Opportunity Details

  • Customer consent required

    • Customer acknowledgment that partner may receive finder’s fee required

  • Information provided helps offer lead to right solution-selling partner

    • Product(s) that lead may be interested in must be indicated

    • Size of opportunity critical

    • Public Sector not eligible for fees

4. Acknowledgement


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Lead Status Reporting

  • Lead status available 24/7 via PartnerSource

  • Saved

  • Accepted or Rejected

  • Closed

  • Cancelled*

  • Paid

  • Deleted

*Unless matched with a transaction, Leads expire after 12 months


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Lead Status Reporting – Report Detail

  • Drill-down view

  • Summary of all leads submitted


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Next Steps

Key Takeaway

Programmatic billing allows partners to focus resources on adding new customers and growing their business instead of managing the renewal process

  • Opportunity to earn money by submitting leads to Microsoft

  • Builds pipeline for Microsoft Dynamics’ managed partners

Next Steps

  • Become a part of the Microsoft Partner Network

  • Agree to the terms of the Microsoft Dynamics lead Referral Agreement

    • Available as of August 16, 2010

  • Submit leads to the Microsoft Dynamics Referral Program


  • Login