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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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completing the transformation lead referral program
Completing The Transformation – Lead Referral Program

Goal: Build the pipeline

  • Increase lead flow potential


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
lead referral program rules
Lead Referral Program Rules

Program live as of August 16, 2010



  • 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


  • 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.

lead referral program process
Lead Referral Program Process

Partner enrolls

Partner refers leads to Microsoft

Referral entered into Microsoft systems

Microsoft qualifies lead; Implementation Partners recommended to customer




Lead Management System

Referral System



Referral Partner






Order placed by transaction Partner, and is matched with referral

5% fee sent to Referring Partner

enroll in referral program
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

lead submission step 1 of 4
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
lead submission step 2
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
lead submission steps 3 4
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

lead status reporting
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

lead status reporting report detail
Lead Status Reporting – Report Detail
  • Drill-down view
  • Summary of all leads submitted
next steps
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