Microsoft Partner Network
Dynamics Lead Referral Program
Advanced Partner Deck
Microsoft - Partner Confidential Information
Completing The Transformation – Lead Referral Program
Goal: Build the pipeline
• Increase lead flow potential
Industry
Focused
Investments
With-Partner
Vertical
Marketing
Marketing
Service
Bureau
Lead Referral
Program
Available
Aug 2010!
• Allow partners to be compensated for
referrals that lead to new customer sales
• Drive leads to the right partners who have the
ability to sell and deploy
• Provide incentive for non-Dynamics partners
to refer customers
Microsoft - Partner Confidential Information
Lead Referral Program Rules
Eligibility
Requirements
• Compensate
referringofpartners
Partners:
Members
MPN for new leads
• Increase lead opportunities for Solution-selling
Products
: AX, NAV, GP, SL, C5, CRM onDynamics Partners
premises, CRM Online, POS/RMS
Programs: BRL, VL (except for SPLA)
Regions: Worldwide
Leads: Only new opportunities
Fees
• 5% of billed
revenue* on initial
transaction
• Capped at $20k
• Cannot receive SPA
Discount or CSA Fee
& Referral Fee for
same transaction
Program live
as of August
16, 2010
Transaction
Size
Referral
Fee
$1,000
$10,000
$20,000
$50,000
$200,000
$400,000
$1,000,000
$50
$500
$1,000
$2,500
$10,000
$20,000
$20,000
• 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
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.
Microsoft - Partner Confidential Information
Lead Referral Program Process
1. Partner enrolls
2. Partner refers
leads to Microsoft
1
Referral entered into
Microsoft systems
Microsoft qualifies lead;
Implementation Partners
recommended to customer
2
3
Lead
Management
System
Referral
System
Customer
Customer
Referral
Partner
Implementation
Partner
Microsoft
4
5
5% fee sent to
Referring Partner
Order placed by
transaction Partner, and
is matched with referral
Microsoft - Partner Confidential Information
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
Microsoft - Partner Confidential Information
Access Referral
page on
PartnerSource
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
Microsoft - Partner Confidential Information
Lead Submission: Step 2
PartnerSource – Enter Lead Contact Details
• Your own
organizational
details are prepopulated
• Accurate and
relevant
customer
contact details
increase
chances of
success
Microsoft - Partner Confidential Information
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
Microsoft - Partner Confidential Information
4. Acknowledgement
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
Microsoft - Partner Confidential Information
Lead Status Reporting – Report Detail
• Drill-down view
• Summary of all leads
submitted
Microsoft - Partner Confidential Information
Next Steps
Key Takeaway
Programmatic billing allows partners to focus resources on adding
• Opportunity
earngrowing
money by
submitting
leads
to Microsoft
new
customerstoand
their
business
instead
of managing the
renewal
• Buildsprocess
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
Microsoft - Partner Confidential Information