Microsoft Partner Network 2011 Awards Criteria 30 June 2011

MICROSOFT PARTNER NETWORK 2011 AWARDS OVERVIEW AND CRITERIA
(Latest update 30 June 2011 all previous versions rendered null and void)
Recognizing partners that have excelled in delivering Microsoft solutions over Microsofts fiscal year. This is an opportunity for Microsoft, and our partners, to celebrate the achievements of companies that have had a positive impact on the market.
Contents
Awards Overview ............................................................................................................................................... 3 Awards Process ................................................................................................................................................... 3 Changes for the 2011 Awards ............................................................................................................................. 4 Award Benefits ................................................................................................................................................... 4 Panel Interviews .................................................................................................................................................. 4 Entry Level Requirements: ................................................................................................................................. 5 Managing Directors Partner of the Year.................................................................................................... 7 Customer Experience Partner of the Year ................................................................................................. 8 Large Account Reseller of the Year.............................................................................................................. 9 Services Partner of the Year ....................................................................................................................... 10 Small Business Specialist of the Year ........................................................................................................ 11 Social Responsibility Partner of the Year ................................................................................................ 12 Winning Customers Partner of the Year .................................................................................................. 13 Spark Partner of the Year ............................................................................................................................ 14 Application Integration Partner of the Year............................................................................................ 15 Application Lifecycle Management Partner of the Year........................................................................ 17 Authorised Distributor of the Year............................................................................................................ 18 Business Intelligence Solutions Partner of the Year .............................................................................. 20 Content Management Partner of the Year ............................................................................................... 22 Dynamics CRM Partner of the Year ........................................................................................................... 23 Data Platform Partner of the Year ............................................................................................................. 24 Desktop Partner of the Year ....................................................................................................................... 25 Digital Marketing Partner of the Year ...................................................................................................... 27 Dynamics ERP Partner of the Year ............................................................................................................ 28 Hosting Partner of the Year ........................................................................................................................ 29 Identity and Security Partner of the Year ................................................................................................ 31 ISV / Software Solutions Partner of the Year .......................................................................................... 33 Learning Partner of the Year ...................................................................................................................... 35 Mobility Partner of the Year ....................................................................................................................... 38 OEM Hardware Partner of the Year ........................................................................................................... 39 Portals and Collaboration Partner of the Year ....................................................................................... 41 Project and Portfolio Management Partner of the Year........................................................................ 42 Search Partner of the Year .......................................................................................................................... 44 Server Platform Partner of the Year ......................................................................................................... 45 Software Asset Management Partner of the Year ................................................................................... 47
Software Development Partner of the Year ............................................................................................. 49 Systems Management Partner of the Year ............................................................................................... 51 Unified Communications Partner of the Year ......................................................................................... 53 Virtualisation Partner of the Year ............................................................................................................. 55 Volume Licensing Partner of the Year ...................................................................................................... 57 Web Development Partner of the Year ..................................................................................................... 59
Awards Overview
The Microsoft Partner Network 2011 Awards recognise partners in South Africa that have excelled in delivering Microsoft solutions over Microsoft's fiscal year 2011. This is an opportunity for Microsoft, and our partners, to celebrate the achievements of companies that have had a positive impact on the market. Partners that meet the award criteria will be able to complete the online selfnomination form. The awards presentation will take place at the Microsoft Partner Summit Gala Dinner in 2011.
Awards Process
The Microsoft Partner Network Awards are highly regarded by Microsoft and our partners and, as such, the process of awarding winners and finalists is a stringent and serious one. Each award has an award owner - a senior person within Microsoft responsible for that award and for leading the judging teams. Firstly, criteria are published which outline the activities, achievements or metrics by which the partner award submissions will be judged. Partners will have an opportunity to nominate their organisations for any of the self-nomination awards for which they qualify (please reference the entry-level requirements table below). The criteria for each award is divided into six criteria areas, namely winning new customers, driving customer satisfaction, growing the business, innovation, enabling people and bonus factors. Each of these areas is assigned a weighting according to its importance for each award. Criteria and the weighting of each criterion area are set by the award owner. The award nomination process requires that the partner representative sign into the awards submission tool and enter general company as well as award-specific information according to the questions presented for that award. Partners can nominate themselves for multiple awards, as long as they meet the entry-level requirements. The questions are set by the award owners with contributions from relevant Microsoft stakeholders. Once the submission tool is closed the nominations are collated and presented to the judges for review. The judging teams are made up of individuals within Microsoft (and in some instances independent advisors) that have a vested interest in the award category. Judges include representatives from the following Microsoft divisions: Developer and Platform Evangelism, Business Marketing Organisation, Enterprise and Partner Group, Public Sector, Small and Mid-Market Solutions and Partners, Customer and Partner Experience, Original Equipment Manufacturer and the Services Department, as well as external independent advisors where applicable. The judges review each submission according to the criteria set for each award and score the submission in each of the six areas on a nine point scale. These scores are then consolidated and the weightings applied which provides an overall score for each submission. This is then calculated as a percentage which represents the final score for each nomination. The top five partners that score 75 percent or more qualify for the shortlisted interview phase and the partner that scores the highest final score is the winner for that category. In the case of a dead tie the partners will share the award. Award finalists will be announced prior to the awards evening. The winners will be announced at the Microsoft Partner Summit Gala Dinner in 2011.
Changes for the 2011 Awards

Over and above the introduction of new award categories (detailed below in the entry level requirements summary), the following enhancements have been put in place: Process changes in 2011: 75 scoring threshold Only top three scored are finalists All awards will have both a submission phase and interview phase Only top 5 submissions scoring above 75% will be shortlisted for interview phase
Submission changes in 2011: No generic questions award specific only Increased word count to support submission No document attachments into the tool Strong focus on proof, evidence and examples to be provided
Award Benefits
Partners that nominate their organisations for awards in any of the award categories benefit from exposure to key Microsoft stakeholders as each submission is reviewed by the panel of high profile judges. In addition, each finalist receives the following: o o o o Recognition at the Microsoft Gala Dinner A certificate pronouncing the companys status as an award finalist Recognition on the Microsoft press release web site An awards finalist logo for online or marketing purposes
The award winners receive the following: o o o o o o Recognition at the Microsoft Gala Dinner A trophy pronouncing the companys status as an award winner Recognition as a winner on the Microsoft press release web site Profiling in the marketing executions following the awards presentation An awards winner logo for online or marketing purposes Ongoing publicity and joint PR opportunities throughout the year following the award presentation
Panel Interviews
For ALL award categories partners will be required to present their award submission to a panel either in person or via video conference.
Entry Level Requirements:

The following outlines the minimum entry-level criteria for each of the self-nomination awards: Over and above the criteria detailed below, in order for nominations to be considered for the Microsoft Partner Network 2011 Awards, entrants must be active members of the Microsoft Partner Network in South Africa. Competencies attained must be active at time of submission and need to have been active for at least 6 months i.e. since January 2011.
Partner Level Required Award Gold Competency Partner Silver Competency Partner Network Member Additional Criteria Required
Business Category: Managing Directors Partner of the Year X X X
Customer Experience Partner of the Year
CSAT survey scores submitted
Large Account Reseller of the Year
Large Account Reseller Agreement
Services Partner of the Year
Minimum of 1 MPN Competency
Small Business Specialist of the Year
Small Business Specialist Designation
Social Responsibility Partner of the Year
Winning Customers Partner of the Year
Minimum of 1 MPN Competency
Spark Partner of the Year
Partner Level Required Award Gold Competency Partner X X X X X X X X X X X X X X X X X X X X X X X X X X X X Silver Competency Partner X X X X X X X X X X X X X X X X X X X X X X X X X X X X Network Member Additional Criteria Required
Competency Awards Application Integration Partner of the Year Application Lifecycle Management Partner of the Year Authorised Distributor of the Year Business Intelligence Solutions Partner of the Year Content Management Partner of the Year Dynamics CRM Partner of the Year Data Platform Partner of the Year Desktop Partner of the Year Digital Marketing Partner of the Year Dynamics ERP Partner of the Year Hosting Partner of the Year Identity and Security Partner of the Year Independent Software Vendor ISV/Software Partner of the Year Learning Partner of the Year Midmarket Solution Provider Partner of the Year Mobility Partner of the Year OEM Hardware Partner of the Year Portals and Collaboration Partner of the Year Project and Portfolio Management Partner of the Year Search Partner of the Year Server Platform Partner of the Year Software Asset Management Partner of the Year Software Development Partner of the Year Systems Management Partner of the Year Unified Communications Partner of the Year Virtualisation Partner of the Year Volume Licensing Partner of the Year Web Development Partner of the Year Application Integration Competency Application Lifecycle Management Competency Authorised Distributor Competency Business Intelligence Competency Content Management Competency Customer Relationship Management Competency Data Platform Competency Desktop Competency Digital Marketing Competency Enterprise Resource Planning Competency Hosting Competency Identity and Security Competency ISV / Software Competency Learning Competency Midmarket Solution Provider Competency Mobility Competency OEM Hardware Competency Portals and Collaboration Competency Project and Portfolio Competency Search Competency Server Platform Competency Software Asset Management Competency Software Development Competency Systems Management Competency Unified Communications Competency Virtualisation Competency Volume Licensing Competency Wed Development Competency
Business Focus Category:
Managing Directors Partner of the Year

Key criteria
Recognises a partner that has over-achieved in one or more areas important to Microsoft and the IT industry Alignment to Microsoft SA and its key five FY11 priorities Revenue and Market Share Growth Customer Satisfaction Competences in high growth areas e.g. virtualization, unified communications, Dynamics CRM, collaborations and databases Case studies in Public Sector or Small and Medium Business Case studies in Private Cloud Local or international awards received in 2010/2011 Submission completed for Microsoft Worldwide Partner Awards in 2011
This award is different in that partners dont nominate themselves. Nominations come from within the Leadership Team of Microsoft South Africa. The decision is strategic in nature with the justification being linked to important business issues.
* Please note that award criteria may be subject to change
Customer Experience Partner of the Year

Criteria Driving Customer Satisfaction Weighting 50% Key evaluation points Explanation of importance of Customer Satisfaction to the Partners business What is the Partner doing to improve Customer Centricity/Culture within the business How does the partner reward & recognise internally for excellent Customer Satisfaction Partner to demonstrate the processes/initiatives that are in place to drive o Exceptional Customer Experience o Quality Service Delivery o Complaint resolution How many Customer References can the Partner produce if asked How many Customer Case Studies can the Partner Produce if asked Required examples to be incorporated in submission Executive Summary Provide examples Provide examples Provide examples
Independent Survey Results 40%
In Microsoft, every audience and every segment surveys its customers/partners. This is critical for Microsoft to measure what the satisfaction levels are, understand and use the information to improve on products, process, services and support For this award selection, when Microsoft announces the Partner that has won the Customer Experience Award, Microsoft want to feel confident that the winner not only demonstrate that Customer Experience is a key priority to their business but can also show that this is diligently measured and acted upon. The Judges will be evaluating on: Survey Results When survey took place How many contacts was the surveys sent to Response rate High ratings & low ratings Root cause of Low ratings & conclusion Plans in place to improve on results Other KPIs the Partners use to measure satisfaction Local or international awards received between July 2010 to June 2011 that would show relevance to Customer Experience Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Provide result Executive Summary Date Number of contacts Number 1 example for each Executive summary Name KPIs
with
Bonus Factors
10%
Award name and date awarded. Best example referenced Minimum of 2 examples referenced
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Large Account Reseller of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting 20% Key Evaluation Points Growing the Business 30% Referenced implementations of licensing solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Consultation process in place to ensure alignment of customer needs with the licensing solution Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Required examples to be incorporated in submission Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 3 examples referenced
20%
Min 10 survey responses completed (gold competency partner) Min of 3 examples referenced Min of 3 examples referenced
Innovation
10%
Enabling People
10%
Bonus Factors
10%
Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Efficient, accurate and consistent license processing operation Direct product revenue to Microsoft Significant annual growth of your Microsoft licensing business Growth in customer base (sign up of brand new volume license customers) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Scorecard Metrics for Rev Growth achieved including New New Revenue growth with true-up and additional product mix increase as a percentage of annuity Leading edge solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Innovative approach to deployment and usage of software assurance benefits with customers Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily Microsoft-focused Local or international awards Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced
Minimum of 2 examples of actual campaigns executed Minimum of 2 staff members trained
Minimum of 3 customers Minimum trained of 2 staff members
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum 2 examples referenced Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum 3 examples referenced Minimum 3 examples referenced Minimum of 2 examples referenced
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Services Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Case studies showcased in conjunction with Microsoft Services Number of net new customers added to the partnership with Microsoft Services Approach to partnering with the following Microsoft Services teams: Sales and Business Development Delivery and Consulting Customer satisfaction score per project completed with Microsoft Services, as measured by Microsoft Services CPE process Best business value offered to customers through the delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs. No / low volume of complaints received by Microsoft about the partner Value of joint business closed between the Partner and Microsoft Services since 1 July 2010 Number of proposals won with Services Ready Offerings, including references, since 1 July 2010 Number of co-engagements with Microsoft Services, including references, since 1 July 2010 Consistently promotes the Microsoft Services partnership and builds business together for mutual benefit Strategic alignment and proactiveness in working with Microsoft Services Capabilities, methodology, operations and infrastructure in place. Significant annual growth of the Partners Microsoft-related services business Growth in customer base (customer additions) Sharing of sales pipeline reports with Microsoft Services Sales people aligned with Microsoft Services and selling in a collaborative manner with Microsoft Services The main aim of Microsoft Services is to drive the deployment and adoption of Microsoft technologies. Provide an overview of what your company has achieved relative to this over the past year with Microsoft Services, supported by examples Leading edge solutions delivered with Microsoft Services Provision of thought leadership and innovative offerings Innovative in approach to solution selling with Microsoft Services Researching and developing solutions to address specific vertical industry requirements or customer needs, and strengthening the Partnership with Microsoft Services through these assets Creative or innovative solutions or sales and marketing techniques Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have been seconded to a Microsoft Services related project since 1 July 2010 Justification for why a company should win the award Inclusion of Microsoft Services teams in sales cycles and customer engagements Participate in a successful Technology Adoption Programme (TAP) Joint marketing initiatives with Microsoft Services and extent of Return on Investment for both parties Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations cloud strategy Required examples to be incorporated in submission Minimum of 1 example referenced Minimum of 3 customers
Driving Customer Satisfaction
20%
Minimum of 2 example referenced Minimum of 2 examples referenced
Growing the Business
25%
Minimum of 1 example referenced Minimum of 1 example referenced
Innovation
15%
Enabling People 10% Bonus Factors 10%
Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced
Minimum of 2 examples referenced
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Small Business Specialist of the Year

Criteria Winning New Customers Weighting 30% Key Evaluation Points Growing the Business 30% Innovation 10% References of implementation of solutions in customer base captured in Partner Membership Centre Case studies or testimonials published Case studies showcased in conjunction with Microsoft Number of technology assessments completed Marketing and customer acquisition activities Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution (e.g. Business Critical Support) and problem escalation processes A complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactively working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sales or deployment of Small Business Server, Office Home & Business and Office Standard and System Centre Essentials Volume Licensing adoption and conversion of non-VL customers Provision of thought leadership and innovative offerings/solutions Innovative approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific small business customer requirements Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Enabling businesses for the mobile office Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Microsoft-focused Local or international awards Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy Required examples to be incorporated in submission Minimum of 5 references Minimum 1 example referenced Minimum 1 example referenced Minimum 15 completed
20%
Minimum 1 example referenced Minimum of 2 examples referenced Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 2 examples referenced
Minimum of 1 example of actual campaigns executed Minimum of 2 staff members trained
Number of new customers since 1 July 2010 Minimum of 10 sales/deployments since 1 July 2010
Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 1 example referenced
Enabling People
5%
Bonus Factors
5%
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Social Responsibility Partner of the Year

Criteria Relevance to Needs in South Africa Weighting 20% Key Evaluation Points References to addressing needs in South Africa References of examples of citizenship initiatives Case studies or testimonials published Case studies showcased in conjunction with Microsoft and other partners/government/community groups/NGOs Consistency in approach to citizenship Level of partnerships within Citizenship projects Alignment with Microsoft citizenship initiatives Level of involvement of benefiting community and/or organisations Ensuring sustainability for all citizenship initiatives undertaken Role of Citizenship within the business Role of technology to support Citizenship Roll-out of marketing initiatives and PR around citizenship projects Leading edge / innovative solutions Leverage of Microsoft and other technologies to address needs Provision of thought leadership and innovative offerings Researching and developing solutions to address specific community and Public Sector challenges Summary of projects that support people development List of Community investments, social responsibility and local relevance initiatives Number of staff members involved in the Citizenship initiatives Internships / learner ships initiated, including those initiated through the Student to Business (S2B) Programme Innovative models to support people development Local or international awards in 2011 Involvement of Microsoft as a partner in Citizenship initiative/s Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy Required examples to be incorporated in submission Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
Inclusive Citizenship Model
20%
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
Link to business
10%
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
Innovation
20%
Enabling People
20%
Minimum 3 examples referenced Minimum 2 examples referenced
Bonus Factors
10%
* Please note that award criteria may be subject to change. Further note that all examples referenced must be within the text of your submission and if required, the judges will request evidence of the examples given.
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Winning Customers Partner of the Year

Criteria Winning New Customers Weighting 50% Key Evaluation Points Driving Customer Satisfaction 10% Number of competitive wins (bonus measurement for OSS/Linux, Web workload, Virtualization and High Performance Computing - HPC) Bonuses for driving compete in distribution channels e.g. creating a Customer or Partner multiplier effect Case studies or testimonials published PR top stories on why customer chose Microsoft versus competition Alternative evidence pieces video, audio, customer quotes, advertorials, thought-leadership pieces, talks at MS events Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution minimum of 3 examples referenced Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Alignment with Microsofts Customer Campaigns 2010/2011 Demonstrating the business value of the Microsoft solution to customers (e.g. TCO, selling the solution stack, ROI etc.) Using Business Value Tools for the above Product revenue to Microsoft (direct or influenced) Growth in customer base (customer additions) influencing penetration and share of MS platform (bonus for Server) Sales people trained on the Microsoft Solutions Selling for Partners methodology Competitive Partner Academy Training Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Usage of Analyst data, research data and TCO tools to target specific workload competitive opportunities Usage of CSA (Competitive Sales Assistant) Attendance of Microsoft Partner Readiness and online training focused on Competitive readiness Attendance at Microsoft Partner Competitive Sales Academy Inclusion of Microsoft teams in customer engagements Winning against OSS/Linux - Alternatively, OSS on the Microsoft platform Hosting Web - LAMP (Linux, Apache, MySQL and PHP migrations) High Performance Computing workload bonus Virtualization/Cloud workload bonus Security and Collaboration workloads offer bonus scoring Local or international awards Participating in Standards Committees Participation in industry associations, agencies, communities Membership into Voice for Innovation Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy Required examples to be incorporated in submission Minimum of 4 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum 3 examples referenced
Minimum 3 examples referenced Minimum 10 surveys completed (gold competency partner) Minimum 3 examples referenced Minimum 5 examples referenced Minimum 2 examples campaigns executed of actual
20%
Minimum 3 examples referenced
Minimum 2 staff members trained
Innovation
10%
Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum of 2 examples referenced Minimum 3 examples referenced Minimum of 2 staff members trained Minimum 2 staff members attended Minimum 3 examples referenced
Enabling People
5%
Bonus Factors
5%
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Spark Partner of the Year

Criteria Winning New Customers Weighting 10% Key Evaluation Points 10% Growing the Business 20% Innovation 45% Case studies showcased in conjunction with Microsoft Demonstration of active marketing activity Number of net new customers added by the Partner Best business value offered to customers through the delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs No / low volume of complaints received by Microsoft about the partner Consistently promotes the Microsoft partnership and builds business together for mutual benefit Strategic alignment and proactiveness in working with Microsoft Products or Programs In addition to software licenses, demonstrate leverage of additional Program benefits Growth in Company revenue Significant annual growth of the Partners Microsoft-related Products business Innovative deployment and adoption of the latest Microsoft platforms and technologies Provision of thought leadership in positioning Microsoft Product Offerings in the local market Leading edge solutions delivered with Microsoft Products Researching and developing solutions to address specific vertical industry requirements or customer needs, and strengthening the Partnership with Microsoft through these assets Innovative approach to Sales and Marketing use of social media etc. Percentage of offerings based on Microsoft Technologies Solving current industry problems with the innovative use of Microsoft Technologies Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Promotion of Microsoft within entrepreneurial/start-up communities Participation in community technical events (technical thought leadership) Specify your organisations Cloud strategy Required examples to be incorporated in submission Minimum of 4 examples referenced Minimum of 2 examples referenced Minimum of 2 new customers added Minimum 3 examples referenced
Minimum 3 examples referenced Minimum 3 examples referenced Minimum 2 examples referenced
Minimum 3 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced Minimum 2 examples referenced
Enabling People Bonus Factors 5%
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum 3 examples referenced Minimum 2 examples referenced
10%
Minimum of 2examples referenced
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Competency Category:
Application Integration Partner of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting 20% Key Evaluation Points Innovation 20% References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Leading edge solutions around Application Integration solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Judges will need to see solution to correctly assess the Innovation criteria (technology used, features, creativity, and best practise). This will take the form of a demo or interview for top 5 submissions Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily Microsoft focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Specify your organisations Cloud strategy Required examples to be incorporated in submission Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
10%
Minimum of 4 examples referenced Min 10 surveys completed (gold competency partner)
30%
Minimum of 2 examples referenced Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 1 example of actual campaign executed Minimum of 2 staff members trained
Minimum of 2 staff members trained Minimum of 2 examples referenced Minimum of 2 examples referenced
Enabling People
10%
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Bonus Factors
10%
Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 1 example referenced
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Application Lifecycle Management Partner of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting 20% Key Evaluation Points Number of Application Lifecycle Management(ALM) engagements Number of ALM customer references Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Strategic alignment and proactiveness in working with Microsoft Product revenue to Microsoft (direct or influenced) Sharing of opportunities Working with Microsoft field on engagements Alignment with Microsofts Customer Campaigns Leading edge solutions around ALM Innovative usage of Microsoft ALM solutions at customers Community investments, social responsibility and local relevance initiatives Participation in local events Blogging and other social media activities Primarily Microsoft focused Local or international awards Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Required examples to be incorporated in submission Minimum 1 example referenced
10%
Please provide examples
30%
Minimum of 1 example referenced Please provide examples Please provide examples
Innovation Enabling People
20% 10%
Bonus Factors
10%
Minimum of 1 example referenced
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Authorised Distributor of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Overall and regional (provincial) o Year on Year % Reach growth Readiness and product exposure Case studies or testimonials published Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality products and solutions Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer or partner Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Growth of product revenue to Microsoft Significant annual growth of your Microsoft business Growth in partner breadth Sharing of pipeline reports Sales people trained Microsoft products and relevant licensing (FPP/COEM/Open) Finished Goods Distributors: growth percentage of annuity revenue OEM Distributors: Growth of Client, Information Worker and Server products attach rate Required examples to be incorporated in submission Provide Metrics Readiness and Marketing Events Marketing activities and promotions Minimum of 2 case studies Minimum of 2 examples referenced Minimum of 10 surveys competency partner) completed (gold
15%
Minimum of 3 examples referenced Total number of engagements in FY11 and then minimum of 3 examples referenced
35%
Minimum of 2 examples of actual campaigns executed Provide examples of Microsoft technology used within partner organisation Partner Currency Number of training courses attended and certified staff
Number of Bootcamps/readiness activities run for resellers Number of co-hosted Microsoft/distributor events Revenue and unit growth of MS business by Client, Information Worker and Server Year on Year % Frequency growth Year on Year % Yield growth
Innovation
10%
Enabling People
10%
Bonus Factors
10%
Marketing and Resource investments and spend Performance vs. Distributor Target - Open Revenue Performance vs. Distributor Target - COEM Revenue Performance vs. Distributor Target - FPP & PKC Revenue Windows Premium SKU mix All license type Open Renewal Co-op Utilization Rate Microsoft Profitability Rank Microsoft Revenue Rank BOS Attach Server Attach Reseller Readiness through Distributor Distributor sales representative training Dedicated Microsoft Distributor Resources Provision of thought leadership and innovative offerings Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learnerships initiated Primarily Microsoft-focused
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced Minimum of 3 examples referenced
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Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Justification for why a company should win the award Specify your organisations Cloud strategy
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Business Intelligence Solutions Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Innovation 20% Enabling People 10% References of implementation of Business Intelligence solutions in customer base captured in Partner Membership Centre Case studies or testimonials published Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Business Intelligence Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Leading edge solutions around Business Intelligence or Performance Management Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs for Business Intelligence Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily focused around Microsoft Business Intelligence Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Required examples to be incorporated in submission Minimum of 3 examples referenced
10%
Minimum of 3 examples referenced Min 10 surveys completed (gold competency partner) Minimum of 3 examples referenced Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples of actual campaigns executed
30%
Minimum of 2 staff members trained
Minimum of 3 new Business Intelligence customers Minimum of 2 staff members trained Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 1 example referenced
Bonus Factors
10%
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Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Page | 21
Content Management Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Required examples to be incorporated in submission Minimum of 2 reference on Content management
References of implementation of an Enterprise Content Management(ECM) solutions based on the latest Microsoft technologies Case studies or testimonials published Number of new customers implemented in FY11 (July 2010 June 2011) Driving 10% Project management procedures in place to ensure delivery Customer of projects on time, within budget and meeting customer Satisfaction needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Growing the 30% Microsoft technology sold in the face of competitive Business preference from customer Strategic alignment and proactiveness in working with Microsoft Customer Marketing Campaigns Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Innovation 20% Provision of thought leadership and innovative offerings/solutions Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques. Enabling 10% Employment equity status People Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Minimum of 1 case study or testimonial Minimum of 1 new customer Minimum of 1 example referenced on how projects are managed
Min 10 surveys completed (gold competency partner) Minimum of 1 example of how customers licenses are validated Reference of 1 competitive win Minimum of 1 example referenced around alignment Minimum of 1 example of actual campaigns executed around ECM Microsoft revenue (direct or influenced) Microsoft revenue YOY growth Number of new customers added to base Example of sharing pipeline Minimum of 1 example referenced of innovation in the ECM offering Minimum of 1 example referenced of selling approach Minimum of 1 example referenced of specific developed ECM solution for vertical
Minimum of 1 example referenced Actual number of staff required Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced
Maximum 3 examples referenced
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Dynamics CRM Partner of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting 20% Key Evaluation Points Required examples to be incorporated in submission Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
References of implementation of solutions in customer base Case studies or testimonials published 20% Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Growing the 30% Consistently leads with Microsoft technology Business Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and pro-activeness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Investment in building new skills Product revenue to Microsoft Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology or alignment of existing sales process to the Microsoft Solution Selling Process Driving licensing renewals (CRM partners) Innovation 10% Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology (e.g. telesales operations) Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Enabling 10% Employment equity status and initiatives driven People Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Operational effectiveness State of the Dynamics partner account with European Operation Centre Timely and accurate ordering Organisation profiled in Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to changed
Minimum of 3 examples referenced Minimum 10 surveys competency partner) completed (gold
Minimum of 1 example referenced Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced
Minimum of 1 example of actual campaign executed Minimum of 2 staff members trained
Minimum 2 new customers added to base Minimum of 2 staff members trained
Minimum of 2 staff members trained Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Minimum of 3 engagements Minimum 2 examples referenced Minimum of 1 example referenced Minimum of 2 examples referenced
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Data Platform Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Required examples to be incorporated in submission Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
References of implementation of solutions in customer base in Partner Membership Centre Case studies or testimonials published Case studies showcased in conjunction with Microsoft Driving 10% Best business value offered to customers through delivery of Customer high-quality solutions Satisfaction Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Growing the 30% Consistently leads with Microsoft technology Business Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Innovation 20% Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Enabling 10% Employment equity status and initiatives driven People Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Minimum of 3 examples referenced Minimum of 1 example of actual campaign executed Minimum of 2 staff members trained
Minimum of 2 examples referenced Minimum of 2 staff members trained Minimum of 2 examples referenced Minimum of 2 examples referenced
Page | 24
Desktop Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 15% References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft; showcasing Modern Desktop Own customer-facing communication vehicles in place to showcase solutions with Microsoft branding Amount of Deployed Windows 7 Seats at customers; MDOP usage at customers. Provide evidence of Deployment technologies used (i.e.: Management infrastructure) POCs conducted with Customer, self-driven or Microsoft involved. Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place No / low volume of complaints received by Microsoft about the partner Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer, with special attention on VDI and Modern Desktop Microsoft Partner Network competencies achieved Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre Provision of thought leadership and innovative offerings; special focus on cloud and desktop virtualization. Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Focus on providing / selling hosted remotely managed solutions Deployments of Microsoft Hyper-V with the System Required examples to be incorporated in submission Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Growing the Business 30% Innovation 15%
Minimum of 2 examples referenced Minimum of 10 surveys completed (gold competency partner)
Minimum of 1 example referenced Minimum of 3 examples referenced
Minimum of 3 new customers added to base Minimum of 2 staff members trained
Minimum 2 examples referenced Minimum 2 examples referenced
Page | 25
Enabling People
10%
Centre Enterprise Suite Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily Microsoft-focused Local or international awards Inclusion of Microsoft teams in customer engagements Justification for why a company should win the award Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Bonus Factors
10%
Page | 26
Digital Marketing Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Required examples to be incorporated in submission Minimum of 1 reference digital marketing solution
References of implementation of a Digital marketing solutions based on the latest Microsoft SharePoint 2010 technologies outside the firewall Case studies or testimonials published Number of new customers implemented in FY11 (July 2010 June 2011) Driving 10% Project management procedures in place to ensure delivery Customer of projects on time, within budget and meeting customer Satisfaction needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Growing the 30% Microsoft technology sold in the face of competitive Business preference from customer Strategic alignment and proactiveness in working with Microsoft Customer Marketing Campaigns Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Innovation 20% Provision of thought leadership and innovative offerings/solutions Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Enabling 10% Employment equity status People Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Minimum of 1 case study or testimonial Minimum of 1 new customer Minimum of 1 example referenced on how projects are managed
Minimum of 10 surveys competency partner)
completed
(gold
Minimum of 1 example of how customers licenses are validated Minimum of 1 competitive win Minimum of 1 example referenced around alignment Minimum of 1 example of actual campaigns executed Microsoft revenue (direct or influenced) Microsoft revenue YOY growth Number of new customers added to base Example of sharing pipeline Minimum of 1 example referenced of innovation Minimum of 1 examples referenced of selling approach Minimum of 1 example referenced of specific developed search solution for vertical
Minimum of 1 example referenced Actual number of staff required Minimum of 1 examples referenced Minimum of 1 example referenced
Page | 27
Dynamics ERP Partner of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting 20% Key Evaluation Points Required examples to be incorporated in submission Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
References of implementation of solutions in customer base Case studies or testimonials published 20% Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Growing the 30% Consistently leads with Microsoft technology Business Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and pro-activeness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Investment in building new skills Product revenue to Microsoft Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology or alignment of existing sales process to the Microsoft Solution Selling Process Driving enhancement penetration (ERP partners) Innovation 10% Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology (e.g. telesales operations) Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Enabling 10% Employment equity status and initiatives driven People Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Operational effectiveness State of the Dynamics partner account with European Operation Centre Timely and accurate ordering Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to changed
Minimum of 3 examples referenced Minimum 10 surveys completed (gold partner)
Minimum of 1 example referenced Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced
Minimum of 1 example of actual campaign executed Minimum of 3 examples referenced Minimum 2 examples referenced
Minimum 2 customers added to base Minimum of 2 staff members trained
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced
Page | 28
Hosting Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points References of customers utilising partners hosted solution referenced in Partner Membership Centre Case studies or testimonials published Case studies showcased in conjunction with Microsoft Own customer-facing communication vehicles in place to showcase solutions with Microsoft branding Business model in place for acquiring new customers Best business value offered to customers through delivery of high-quality hosted solutions Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Consistently leads with Microsoft technology Microsoft technology sold in the place of competitive preference from customer Active SPLA (Service Provider License Agreement) partner Number of business wins and hosted solutions since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Product revenue to Microsoft Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre Continuous innovation in delivering state of the art hosted services and solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Focus on providing / selling hosted solutions Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily Microsoft-focused HVS HMC partner investment Additional points per HMC solution module as public offering Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Required examples to be incorporated in submission Minimum of 5 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum 2 examples referenced Minimum of 2 examples referenced Minimum of 3 examples referenced Min 10 surveys completed (gold competency partner) Total number of engagements in FY11 and then minimum of 3 examples referenced
10%
20%
Minimum of 2 examples of actual campaigns executed
Minimum of 2 customers added to base Minimum of 2 staff members trained
Innovation
20%
Enabling People
10%
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced
Bonus Factors
20%
Page | 29
Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Page | 30
Identity and Security Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 20% Growing the Business 30% References of implementation of Forefront solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Own customer-facing communication vehicles in place to showcase solutions with Microsoft branding Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place No / low volume of complaints received by Microsoft about the partner Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Focus in driving business though Microsoft security licensing rebate programmes for solution partners Microsoft Partner Network competencies attained Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Focus on using the Microsoft Core Infrastructure Optimization Model Attendance of Microsoft Partner Readiness and online training Include Microsoft Security solution as part of the infrastructure architecture Include Microsoft Virtualization solution as part of the infrastructure architecture Forefront and Windows Server product revenue to Microsoft (direct or influenced) for new business since 1 July 2010 Significant annual growth of your Microsoft core infrastructure business new projects Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre Leading edge Identity and Security solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address Required examples to be incorporated in submission Minimum of 5 examples referenced Maximum 3 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced
Minimum of 3 examples referenced Minimum 10 surveys completed (gold competency partner)
Total number of engagements in FY11 and then minimum of 3 examples referenced
Minimum of 2 customers added to base Minimum of 2 staff members trained Minimum of 2 examples referenced
Innovation
15%
Page | 31
Enabling People 5%
Bonus Factors
10%
specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Focus on providing / selling hosted remotely managed solutions Number of deployments of Microsoft Hyper-V with Identity and Security Solutions Deployments of Microsoft Hyper-V with the System Centre Enterprise Suite Number of staff members that have achieved a Microsoft certification since 1 July 2010 Number of staff participating in international events aligned to the competency Employment equity status and initiatives driven Internships / learner ships initiated Primarily Microsoft-focused Enrolment for Core Infrastructure (ECI) wins since 1 July 2010 Participate in a successful Forefront Technology Adoption Programme (TAP) or Rapid Adoption Programme (RDP) Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Justification for why a company should win the award Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Actual number of staff required Actual number of staff required Minimum of 2 examples referenced Minimum of 1 example referenced) Minimum of 3 examples referenced
Page | 32
ISV / Software Solutions Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Marketing materials, Case studies or testimonials published Case studies showcased in conjunction with Microsoft. Number of net new customers acquired Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology in marketing activities Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and pro-activeness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Use of Partner Sales Exchange (PSX) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Company profiled in Social Media Participation in new technology adoption programs (e.g. Metro, TAP programs, Design Wins) Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Judges will need to see solution to correctly assess the Innovation criteria (technology used, features, creativity, and best practise). This will take the form of a demo or interview for top 5 submissions. Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Required examples to be incorporated in submission Minimum of 1 example referenced Minimum of 3 case studies Minimum of 1 customer added to base Minimum of 2 examples referenced
10%
Minimum 10 surveys completed (gold competency partner) Minimum of 2 examples referenced
20%
Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced
Minimum of 1 example of actual campaign executed
Minimum of 1 customer added to base
Minimum of 2 staff members trained Minimum of 1 example referenced Minimum of 2 examples referenced Minimum of 1 example referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Innovation
35%
Enabling People
5%
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required
Page | 33
Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international-related awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Minimum of 2 examples referenced Minimum of 3 example referenced
Page | 34
Learning Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Innovation 15% Enabling People 10% Bonus Factors 5% New customer engagements in FY11 Microsoft Learning Campaigns participation used to attract new customers Sales staff completed Microsoft Learning Sales Assessment Training Offer Locator Listing Class Finder Listing Processes and initiatives in place to ensure value to customers, quality service delivery, exceptional customer experience and complaint resolution Utilization of metrics that Matter in measuring Customer Satisfaction Tools or methodologies used to assess customer training needs Solutions that address an unmet customer or market need Top 2 factors of customer experience focus areas Percentage Microsoft training business growth Percentage of business that is Microsoft technology training. Growth strategy and key milestones Training and certification solutions to enable deployment or implementation of Microsoft Software Software Assurance Training Voucher redemption Strategic Alignment with Microsoft Attainment of commitments in Partner Learning Plan Participation in and alignment with Microsoft Learning Campaigns and initiatives Leading edge training solutions. Provision of thought leadership and innovative offerings. Innovation in meeting customer needs New training innovations in FY11 Researching and developing solutions to address specific vertical industry requirements or customer needs. Proactive approach towards adopting new training courses and methodologies Example of successful training related activity which was unique or strategic Employment equity status and initiatives driven in FY11 Community investments, social responsibility and local relevance initiatives in FY11, Internships/learnerships engaged in FY11 Internal staff development approach Required examples to be incorporated in submission
Provide Link Provide Link
10%
Provide Quality KPI score as detailed on the KPI report as at 30th June 2011 Maximum of 2 examples referenced
40%
Provide Consumption Score as detailed on the KPI report as at 30th June 2011 Provide Contribution Score as detailed on the KPI report as at 30th June 2011
Maximum of 2 examples referenced Maximum of 2 examples referenced Maximum of 2 examples referenced
Maximum of 2 examples referenced Maximum of 2 examples referenced Maximum of 2 examples referenced Maximum of 2 examples referenced Maximum of 2 examples referenced Maximum of 2 examples referenced
Your organizations differentiator Motivation to win this award Local or international awards received in 2011 Submission for Worldwide Partner Award 2011 Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Page | 35
Midmarket Solution Provider Partner of the Year
Criteria Winning New Customers
Weighting 20%
Key Evaluation Points References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Own customer-facing communication vehicles in place to showcase solutions with Microsoft branding Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey and have a complaints management process in place No / low volume of complaints received by Microsoft about the partner Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Focus in driving business though Microsoft rebate programmes for solution partners Microsoft Partner Network competencies attained Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Focus on using the Microsoft Core Infrastructure Optimization Model Attendance of Microsoft Partner Readiness and online training Include Microsoft Security solution as part of the infrastructure architecture Include Microsoft Virtualization solution as part of the infrastructure architecture System Centre, Forefront and Windows Server product revenue to Microsoft (direct or influenced) for new business since 1 July 2010 Significant annual growth of your Microsoft core infrastructure business new projects Growth in customer base (customer additions) since 1 July 2010 Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre Leading edge solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to
Required examples to be incorporated in submission Minimum of 1 example referenced Maximum of 3 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced
20%
Minimum of 3 examples referenced Minimum 10 surveys completed (gold competency partner) Minimum of 3 examples referenced Total number of engagements in FY11 and then minimum of 3 examples referenced
30%
Minimum of 2 examples of actual campaigns executed
Minimum of 2 customers added to base
Innovation
15%
36
MPN Awards Criteria 2011 22 March 2011
Enabling People 5%
Bonus Factors
10%
address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Focus on providing / selling hosted remotely managed solutions Deployments of Microsoft Hyper-V with the System Centre Enterprise Suite Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Your organizations differentiator Local or international awards Submission for Worldwide Partner Award 2011 Alignment with Microsoft Virtualization in Cloud Initiatives. Inclusion of Microsoft teams in customer engagements Justification for why a company should win the award Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced Minimum of 3 examples referenced
37
Mobility Partner of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting 20% Key Evaluation Points Enabling People 15% References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and pro-activeness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Leading edge solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Developing on the latest Microsoft technology (e.g. Windows Mobile 6.5, 7, Windows Embedded CE 6.xx, Windows 7 etc.) Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy Required examples to be incorporated in submission Minimum of 5 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
15%
15%
Minimum of 3 examples referenced Minimum of 1 example of actual campaign executed Minimum of 2 staff members trained
Minimum of 2 customers added to base Minimum of 2 examples referenced Minimum of 2 examples referenced
Innovation
25%
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced Minimum of 3 examples referenced
Bonus Factors
10%
38
OEM Hardware Partner of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting Key Evaluation Points 20% 15% Growing the Business 35% Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Attendance at OEM events and briefings Growth of product revenue to Microsoft Significant annual growth of your Microsoft business Microsoft Partner Network Customer References submitted in Partner Membership Centre Case studies or testimonials Engagement of Microsoft Partner Support in problem resolution and internal support of partners products Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through selfaudit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Required examples to be incorporated in submission Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum 10 customer surveys completed (gold competency partner) Minimum of 3 examples referenced
Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced Campaigns executed in collaboration with MS Number of bootcamps / training courses attended and certified staff
Innovation
10%
Growth in partner breadth Forecast accuracy Sales people trained on the OEM Training zone Extranet http://www.oemtrainingzone.com/ Registration and participation required on http://www.oemsa.co.za/ Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre or OEM Communications Extranet Co-op Utilization Rate Microsoft Profitability Rank Microsoft Revenue Rank BOS Attach Server Attach Dedicated Microsoft Resources Provision of thought leadership, market expansion and innovative offerings Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Participation in the Windows Hardware Quality Labs (WHQL) programme Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated
Revenue and unit growth of MS business by Client, IW and Server Year on Year % Frequency growth Year on Year % Yield growth Year on Year % Reach growth
Enabling People
10%
39
Bonus Factors
10%
Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2010 Inclusion of Microsoft account manager in customer and partner engagements as appropriate Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
40
Portals and Collaboration Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 10% Enabling People 10% References of implementation of Portals and collaboration solutions based on the latest Microsoft technologies Case studies or testimonials published Number of new customers implemented in FY11 (July 2010 June 2011) Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Microsoft technology sold in the face of competitive preference from customer Strategic alignment and proactiveness in working with Microsoft Customer Marketing Campaigns Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Provision of thought leadership and innovative offerings/solutions Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques. Employment equity status Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Local or international awards Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations cloud strategy Required examples to be incorporated in submission Minimum of 5 reference on Portals and Collaboration Minimum of 1 case study or testimonial Minimum of 2 new customers Minimum of 2 examples referenced Minimum of 1 example referenced on how projects are managed
Min 10 surveys completed (gold competency partner) Minimum of 1 example of how customers licenses are validated Minimum of 3 examples referenced Reference of 1 competitive win Minimum of 1 example referenced around alignment Minimum of 1 example of actual campaigns executed around Portals and Collaboration Minimum of 2 staff members trained Microsoft revenue (direct or influenced) Microsoft revenue YOY growth Number of new customers added to base Example of sharing pipeline Minimum of 1 example referenced of innovation in the Portals and Collaboration offering Minimum of 1 examples referenced of selling approach Minimum of 1 example referenced of specific developed Portals and Collaboration solution for vertical
30%
Innovation
20%
Minimum of 1 example referenced Minimum of 1 examples referenced Minimum of 1 examples referenced Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced
Bonus Factors
10%
41
Project and Portfolio Management Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 10% Growing the Business 30% Innovation 20% Bonus Factors 10% References of implementation of solutions in customer base referenced in Partner Membership Centre Case studies or testimonials published, referenceable by Microsoft Case studies showcased in conjunction with Microsoft Microsoft Project implementation outside client IT organization Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Pro-active engagement of Microsoft in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Strategic alignment and proactiveness in working with Microsoft Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Alignment with Microsofts Customer Campaigns Product revenue to Microsoft (direct or influenced) Growth in customer base (customer additions) Maximizing opportunity Required examples to be incorporated in submission Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 3 with Project 2010 Minimum of 2 examples referenced, customer satisfaction evident in case study Minimum of 2 examples referenced, customer satisfaction evident in case study Using Online forums, Partner Support calls or uptake of partner owned Premier agreement Minimum 10 surveys completed (gold competency partner) Relationship with LAR, evidence of communication during solution sale Total number of engagements in FY11 and then minimum of 3 examples referenced Pre-sales activity on Microsoft's behalf, speaking slots at TechEd and IW community sessions Minimum of 2 examples referenced Minimum of 1example referenced Minimum of 2 examples of actual campaigns executed Number of seats influenced, desktop and server Minimum of 2 new customers, won from competing technology or new new Minimum of 1 example referenced, influencing larger base of Microsoft technology (Dynamics, SharePoint collaboration platform, InfoPath, Office) Minimum of 1 example of sales outside of direct geographical base (province) Minimum of 1 example of IP Harvesting or creation of ISV solutions demonstrateable and ready for on-sell. Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 2 examples referenced
Impact and influence Sustainable business Provision of thought leadership and innovative offerings/solutions Innovative in approach to marketing and solution selling through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions ISV solution introduced to market Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Participation in technical forums Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily Microsoft-focused Local or international-related awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint
Enabling People
10%
Minimum of 2 examples referenced Minimum of 5 attendances of MPUG, IW community, Project Connect events Actual names of staff required, employed at partner at date of submission Minimum of 2 examples referenced of suggesting Microsoft rather than competing technologies Minimum of 2 examples referenced Minimum of 1 example referenced Minimum of 2 examples referenced
42
Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
43
Search Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 10% References of implementation of a Search solutions based on the latest Microsoft SharePoint 2010 technologies Case studies or testimonials published Number of new customers implemented in FY11 (July 2010 June 2011) Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Required examples to be incorporated in submission Minimum of 1 reference on Search Minimum of 1 case study or testimonial Minimum of 1 new customer Minimum of 2 examples referenced Minimum of 1 example referenced on how projects are managed Min 10 surveys completed (gold competency partner) Minimum of 1 example of how customers licenses are validated Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 1 competitive win
30%
Minimum of 1 example referenced around alignment Microsoft revenue YOY growth Minimum of 1 example of actual campaigns executed around Search Number of new customers added to base Minimum of 2 staff members trained Minimum of 2 examples referenced of innovation in the search offering Minimum of 1 example referenced of specific developed search solution for vertical
Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Customer Marketing Campaigns Attendance of Microsoft Partner Readiness and online training Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Innovation 20% Provision of thought leadership and innovative offerings/solutions Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Deployment of the latest Microsoft technologies internally (including SharePoint, Exchange, Office, Project, Visio, Office Communication Server, and Live Meeting) Enabling 10% Employment equity status People Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Minimum of 1 example referenced Actual number of staff required Minimum of 1 examples referenced Minimum of 1 example referenced
44
Server Platform Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 20% Growing the Business 30% Innovation 15% References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Own customer-facing communication vehicles in place to showcase solutions with Microsoft branding Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place No / low volume of complaints received by Microsoft about the partner Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Focus in driving business though Microsoft rebate programmes for solution partners Microsoft Partner Network Competency status Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Focus on using the Microsoft Core Infrastructure Optimization Model Attendance of Microsoft Partner Readiness and online training Include Microsoft Security solution as part of the infrastructure architecture Include Microsoft Virtualization solution as part of the infrastructure architecture System Center, Forefront and Windows Server product revenue to Microsoft (direct or influenced) for new business since 1 July 2010 Significant annual growth of your Microsoft core infrastructure business new projects. Growth in customer base (customer additions) since 1 July 2010 Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre Leading edge solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Required examples to be incorporated in submission Minimum of 3 example referenced Maximum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Total number of engagements in FY11 and then minimum of 3 examples referenced
Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 2 examples of actual campaigns executed Minimum of 2 staff members trained Minimum of 1 example referenced Minimum of 1 example referenced Minimum of 1 example referenced
Minimum of 1 example referenced Minimum of 2 customers added to base
45
Enabling People 5%
Bonus Factors
10%
Focus on providing / selling hosted remotely managed solutions Deployments of Microsoft Hyper-V with the System Centre Enterprise Suite Number of staff members that have achieved a Microsoft certification since 1 July 2010 Number of staff participating in international events aligned to the competency Employment equity status and initiatives driven Alignment with Microsoft Virtualization in Cloud Initiatives. Local or international awards Inclusion of Microsoft teams in customer engagements Justification for why a company should win the award Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Minimum of 1 example referenced Minimum of 2 examples referenced Actual number of staff required Actual number of staff required Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 1 example referenced
46
Software Asset Management Partner of the Year

Criteria Winning New Customers Weighting 20% Measurements and Considerations Driving Customer Satisfaction 25% Software Asset Management (SAM) Customer testimonials SAM Case Studies published (focus: placement and those done in conjunction with Microsoft) Listing of solutions on the Microsoft Pinpoint - specifically SAM offering on the partners website and citation on MS SA SAM website Microsoft Partner Network Customer References submitted SAM as part of the customer gain strategy illustration of how SAM has won new business for the partner Delivering best value to customers through quality engagements and solutions delivery Project management procedures, infrastructure and tools in place, to ensure delivery of SAM projects on time, within budget, meeting customer needs, and ensuring customer compliance (engagement approach how structured is the approach? Clear deliverables? Customer issue resolution (resisting SAM engagements, Zero true ups, including escalation to Microsoft when required) No / low volume of complaints received by Microsoft about the partner Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Illustrate how SAM is incorporated into the T-36 plan to ensure 100% renewals and true ups High engagement and strong relationship with MS SAM and licensing teams Validation of internal license compliance through self-audit Evidence of SAM in the partners own environment, illustrating benefits realised Illustrate list of customers where SAM engagements have been delivered (ELP and SOM) Share number of SAM engagements where there is on-going SAM solutions based on ISO and ITIL Focus on Microsoft technology, and focus on competitive wins against competing vendors/technology through SAM engagement. Microsoft Partner Network competencies achieved Number of SAM wins since 1 July 2010 Attendance of Microsoft Partner Readiness trainings onsite and online Revenue influenced through SAM (True ups, Renewals) Significant annual growth of your Microsoft SAM business Growth in customer base (customer additions) Strength of SAM pipeline and SAM forecasting with Microsoft Maturity of SAM offering: how the partners SAM offering aligns to ISO / ITIL How they have bundled SAM. What flavours of SAM they offer - ELP and SOM. Ongoing SAM solutions based on People, Process and Technology Microsoft wants to identify and celebrate the true SAM partners. Technology used to support the partners SAM offering SAM Business plan implementation i.e. engagement strategy with customers SAM marketing /events /campaigns tracking ROI and success Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 (SAM MCP 70 -673)SAM ITIL certifications Internships and learner-ships initiated Required examples to be incorporated in submission Minimum of 5 examples referenced
Minimum of 2 examples referenced Minimum of 5 in Partner Membership Centre Minimum of 2 examples referenced Minimum of 2 examples referenced
Growing the Business 15%
Minimum of 10 surveys completed (gold competency partner) Minimum 3 examples referenced Minimum of 1 example referenced Minimum of 1 example referenced
Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 1 example referenced
Minimum of 1 example referenced Minimum of 2 staff members trained
Innovation
20%
Enabling People
10%
Minimum of 2 examples referenced Minimum of 2 examples referenced Actual number of staff required
47
Bonus Factors
10%
Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Justification for why a company should win the award Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
48
Software Development Partner of the Year

Criteria Winning New Customers Driving Customer Satisfaction Weighting 10% Key Evaluation Points Innovation 35% References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Leading edge solutions and provision of thought leadership and innovative offerings, use of the latest technologies Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements Participation in technology adoption programs (e.g. Metro, TAP programs, Design Wins) Utilisation of technologies such as OBA and provision of Software + Services Software Development Lifecycle implemented (e.g. Team Foundation Server) Great user experience and appropriate use of Silverlight, AJAX and WPF Usage of .NET technologies including Workflow Foundation and Communication Foundations Integration with Office (client and server) Compatibility and support for the latest platform advances (Windows 7, Server 2008 R2, SQL 2008, Windows Phone 7) Judges will need to see solution to correctly assess the Innovation criteria (technology used, features, creativity, and best practise). This will take the form of a demo or interview for top 5 submissions Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Required examples to be incorporated in submission Minimum of 5 examples referenced Minimum of 2 examples referenced Minimum of 1 example referenced Minimum of 2 examples referenced
15%
Minimum of 4 examples referenced Min 10 surveys completed (gold competency partner) Minimum of 3 examples referenced Total number of engagements in FY11 and then minimum of 3 examples referenced
10%
Minimum of 3 examples referenced Minimum of 2 examples of actual campaigns executed Minimum of 2 staff members trained
Minimum of 2 customers added to base Minimum of 2 staff members trained Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 1 example referenced
Enabling People
15%
49
Staff involved in developer community knowledge sharing Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change Bonus Factors 15%
Actual number of staff required Minimum of 3 examples referenced
50
Systems Management Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 20% Growing the Business 30% Innovation 15% References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Own customer-facing communication vehicles in place to showcase solutions with Microsoft branding Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place No / low volume of complaints received by Microsoft about the partner Validation of internal license compliance through selfaudit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Focus in driving business though Microsoft rebate programmes for solution partners Microsoft Partner Network competency status Number of business wins and implementations since 1 July 2010 Deployments of System Center Suite Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Focus on using the Microsoft Core Infrastructure Optimization Model Attendance of Microsoft Partner Readiness and online training Include Microsoft Security solution as part of the infrastructure architecture Include Microsoft Virtualization solution as part of the infrastructure architecture System Center product revenue to Microsoft (direct or influenced) for new business since 1 July 2010 Significant annual growth of your Microsoft core infrastructure business new projects. Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre Leading edge solutions Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support Required examples to be incorporated in submission Minimum of 5 example referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 examples of actual campaigns executed Minimum of 2 staff members trained Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 1 example referenced Minimum of 2 examples referenced Minimum of 2 customers added to base Minimum of 2 staff members trained
51
service when proposing new solutions Focus on providing / selling hosted remotely managed solutions Number of staff members that have achieved a Microsoft certification since 1 July 2010 Number of staff participating in international events aligned to the competency. Employment equity status and initiatives driven Alignment with Microsoft Virtualization in Cloud Initiatives. Deployments of Microsoft Private Cloud offerings Local or international awards Inclusion of Microsoft teams in customer engagements Justification for why a company should win the award Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisation Cloud strategy
Minimum of 2 examples referenced Actual number of staff required Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 3 examples referenced Minimum of 1 example referenced
52
Unified Communications Partner of the Year

Criteria Winning New Customers Weighting 25% Key Evaluation Points Driving Customer Satisfaction 15% References of implementation of solutions in customer base around Unified communications Amount of Voice Lighthouse customers (100 users using Voice, Unified Messaging and Conferencing) Number of new customers with Lync implementations Case studies or testimonials published Case studies showcased in conjunction with Microsoft Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Deploying multiple Unified Communications workloads for customers and taking advantage of the latest product functionality of Exchange Server 2010 and Office Communications Server 2007 R2 Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Required examples to be incorporated in submission Minimum of 1 examples referenced Minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 1 example referenced Minimum of 1 example referenced
Minimum of 2 examples referenced Minimum 10 surveys completed (gold competency partner) Minimum of 2 examples referenced Minimum of 1 example referenced
20%
Minimum of 1 example of actual campaign executed Minimum trained of 2 staff members
Minimum trained
of 2 staff members
Innovation
15%
Enabling People
10%
53
Bonus Factors 15%
Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Primarily Microsoft-focused Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) or Rapid Deployment Program (RDP) Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Actual number of staff required Minimum of 2 examples referenced
54
Virtualisation Partner of the Year

Criteria Winning New Customers Weighting 25% Key Evaluation Points References of implementation of solutions in customer base Case studies or testimonials published Case studies showcased in conjunction with Microsoft Own customer-facing communication vehicles in place to showcase solutions with Microsoft branding Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey or other survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology Number of Competitive Wins since 1 July 2010 Number of Hybrid Virtualization Wins since 1 July 2010 Microsoft technology sold in the face of competitive preference from customer Focus in driving business though Microsoft licensing rebate programmes for solution partners Microsoft Partner Network competency achieved Total number of business wins and implementations since 1 July 2010 Strategic alignment and proactiveness in working with Microsoft Alignment with Microsofts Customer Campaigns Focus on using the Microsoft Core Infrastructure Optimization Model Attendance of Microsoft Partner Readiness and online training Include Microsoft Security solution as part of the infrastructure architecture Include Microsoft System Center solution as part of the infrastructure architecture System Center product revenue to Microsoft (direct or influenced) for new business since 1 July 2010 Significant annual growth of your Microsoft core infrastructure business new projects Growth in customer base (customer additions) Sharing of pipeline reports Roll-out of marketing campaigns and use of tools such as the Partner Marketing Centre Thought leadership and innovative offerings Required examples to be incorporated in submission Minimum of 5 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
20%
Minimum 10 surveys completed (gold competency partner)
20%
Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
Minimum of 2 staff members trained Minimum of 2 examples referenced Minimum of 2 staff members trained Minimum of 2 examples referenced
Innovation
15%
55
Enabling People
5%
Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales and marketing techniques Focus on providing / selling hosted remotely managed solutions Deployments of Microsoft Private Cloud Number of staff members that have achieved a Microsoft certification since 1 July 2010 Number of staff participating in international events aligned to the competency. Employment equity status and initiatives driven Primarily Microsoft-focused Competitive wins against VMware and OSS/Linux solutions Competitive migrations from VMware to Hyper-V Deployments where heterogeneously managing Hyper-V and VMware with System Center Virtual Machine Manager Virtual Desktop Infrastructure (VDI) Wins based on Hyper-V Local or international awards Submission completed for Microsoft Worldwide Partner Awards in 2011 Inclusion of Microsoft teams in customer engagements Participate in a successful Technology Adoption Programme (TAP) Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy
Actual number of staff required
Bonus Factors
15%
56
Volume Licensing Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Referenced licensing solutions deployed in Partner Membership Centre Key marketing and new customer acquisition activities Customer testimonials Case Studies published (focus: placement and those done in conjunction with Microsoft) Delivering best value to customers through quality engagements and solutions delivery Project management procedures, infrastructure and tools in place, to ensure delivery of licensing projects on time, within budget, meeting customer needs, and ensuring customer compliance Customer issue resolution process and tools, including escalation to Microsoft when required Survey of customers via the quarterly Customer Satisfaction Survey Employing Microsoft T-36 Playbook as guideline for ongoing customer satisfaction, with particular reference to activation and consumption of Software Assurance and ensuring on going SA renewals High engagement and strong relationship with Microsoft Official channel, including distribution, Microsoft Solution Specialists and other relevant resources Validation of internal license compliance through self-audit Number of SAM audits submitted (for software asset management partners) Focus on Microsoft technology, and focus on competitive wins against competing vendors/technology Number of licensing wins since 1 July 2010 Strategic alignment with Microsoft and Microsoft Campaigns, and use of tools such as Partner Marketing Centre Attendance of Microsoft Partner Readiness trainings onsite and online Revenue on relevant licensing programs Significant annual growth of your Microsoft business Growth in customer base (customer additions) Strength of pipeline and forecasting with Microsoft Sales people trained on the Microsoft Solutions Selling for Partners methodology Focus on annuity recurring business Retaining and growth of existing customer base and renewals processes Innovation in: o Sales o Pre-sales o Tele-sales o Marketing techniques o License renewals Innovative and leading-edge licensing solutions Research and development of solutions to address specific verticals and niche markets Employment equity status and initiatives driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships and learner-ships initiated Local or international awards Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Required examples to be incorporated in submission Minimum of 5 examples referenced Minimum of 2 examples referenced Minimum of 2 examples referenced
25%
25%
Total number of engagements in FY11 and then minimum of 3 examples referenced Minimum of 3 examples referenced and min 1 example of actual campaign executed Minimum of 2 staff members trained
Innovation
10%
57
Microsoft Pinpoint customer reviews completed Specify your organisation Clouds strategy * Please note that award criteria may be subject to change
58
Web Development Partner of the Year

Criteria Winning New Customers Weighting 20% Key Evaluation Points Driving Customer Satisfaction 10% Marketing materials, Case studies or testimonials published Case studies showcased in conjunction with Microsoft Number of net new customers acquired Best business value offered to customers through delivery of high-quality solutions Project management procedures in place to ensure delivery of projects on time, within budget and meeting customer needs Engagement of Microsoft Partner Support in problem resolution Survey of customers via the quarterly Customer Satisfaction Survey and have a complaint management process in place Validation of internal license compliance through self-audit Processes in place to ensure customer license compliance Consistently leads with Microsoft technology in marketing activities Microsoft technology sold in the face of competitive preference from customer Number of business wins and implementations since 1 July 2010 Strategic alignment and pro-activeness in working with Microsoft Alignment with Microsofts Customer Campaigns Capabilities, methodology, operations and infrastructure in place Attendance of Microsoft Partner Readiness and online training Product revenue to Microsoft (direct or influenced) Significant annual growth of your Microsoft business Growth in customer base (customer additions) Use of Partner Sales Exchange (PSX) Sharing of pipeline reports Sales people trained on the Microsoft Solutions Selling for Partners methodology Company profiled in Social Media Minimum of Silver Web Development Competency attained Participation in new technology adoption programs (e.g. Metro, TAP programs, Design Wins) Provision of thought leadership and innovative offerings Innovative in approach to solution selling and through the use of Microsoft technology Researching and developing solutions to address specific vertical industry requirements or customer needs Creative or innovative solutions or sales Required examples to be incorporated in submission Minimum of 1 example referenced Minimum of 3 examples referenced Minimum of 1 example referenced Minimum of 2 examples referenced
Minimum 10 surveys competency partner)
completed
(gold
20%
Innovation
35%
59
and marketing techniques Use of the Telephonic Pre-Sales Technical Support service when proposing new solutions Judges will need to see solution to correctly assess the Innovation criteria (technology used, features, creativity, and best practise). This will take the form of a demo or interview for top 5 submissions. Enabling 5% Employment equity status and initiatives People driven Community investments, social responsibility and local relevance initiatives Number of staff members that have achieved a Microsoft certification since 1 July 2010 Internships / learner ships initiated Bonus Factors 10% Primarily Microsoft-focused Local or international-related awards Inclusion of Microsoft teams in customer engagements Organisation profiled on Microsoft Pinpoint Microsoft Pinpoint customer reviews completed Specify your organisations Cloud strategy * Please note that award criteria may be subject to change
Minimum of 2 examples referenced Minimum of 1 example referenced Minimum of 3 examples referenced Minimum of 1 example referenced
The information contained in this document represents the current view of Microsoft Corporation on the issues discussed as of the date of publication and is subject to change at any time without notice to you. This document and its contents are provided AS IS without warranty of any kind, and should not be interpreted as an offer or commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information presented. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS DOCUMENT. The descriptions of other companies products in this document, if any, are provided only as a convenience to you. Any such references should not be considered an endorsement or support by Microsoft. Microsoft cannot guarantee their accuracy, and the products may change over time. Also, the descriptions are intended as brief highlights to aid understanding, rather than as thorough coverage. For authoritative descriptions of these products, please consult their respective manufacturers. This deliverable is provided AS IS without warranty of any kind and MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, OR OTHERWISE. All trademarks are the property of their respective companies. 2011 Microsoft Corporation. All rights reserved. Microsoft and Windows are either registered trademarks or trademarks of Microsoft Corporation in the United States and/or other countries. The names of actual companies and products mentioned herein may be the trademarks of their respective owners.
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Microsoft Partner Network 2011 Awards Criteria 30 June 2011

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Microsoft Partner Network 2011 Awards Criteria 30 June 2011

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MICROSOFT PARTNER NETWORK 2011 AWARDS OVERVIEW AND CRITERIA

Changes for the 2011 Awards

Entry Level Requirements:

Business Category: Managing Directors Partner of the Year X X X

Customer Experience Partner of the Year

CSAT survey scores submitted

Large Account Reseller of the Year

Large Account Reseller Agreement

Services Partner of the Year

Minimum of 1 MPN Competency

Small Business Specialist of the Year

Small Business Specialist Designation

Social Responsibility Partner of the Year

Winning Customers Partner of the Year

Minimum of 1 MPN Competency

Spark Partner of the Year

Business Focus Category:

Managing Directors Partner of the Year

Customer Experience Partner of the Year

Independent Survey Results 40%

* Please note that award criteria may be subject to change

Large Account Reseller of the Year

Minimum of 2 examples of actual campaigns executed Minimum of 2 staff members trained

Minimum of 3 customers Minimum trained of 2 staff members

* Please note that award criteria may be subject to change

Services Partner of the Year

Driving Customer Satisfaction

Minimum of 2 example referenced Minimum of 2 examples referenced

Growing the Business

Minimum of 1 example referenced Minimum of 1 example referenced

Enabling People 10% Bonus Factors 10%

Minimum of 1 example referenced Minimum of 1 example referenced

Minimum of 1 example referenced Minimum of 1 example referenced

Minimum of 2 examples referenced

Small Business Specialist of the Year

Driving Customer Satisfaction

Minimum of 3 examples referenced

Minimum of 1 example of actual campaigns executed Minimum of 2 staff members trained

Minimum of 2 examples referenced Minimum of 2 examples referenced

Minimum of 2 examples referenced

* Please note that award criteria may be subject to change

Social Responsibility Partner of the Year

Inclusive Citizenship Model

Minimum 3 examples referenced Minimum 2 examples referenced

Minimum of 2 examples referenced

Winning Customers Partner of the Year

Growing the Business

Minimum 3 examples referenced

Minimum 2 staff members trained

Minimum of 2 examples referenced

* Please note that award criteria may be subject to change

Spark Partner of the Year

Driving Customer Satisfaction

Minimum 3 examples referenced Minimum 3 examples referenced Minimum 2 examples referenced

Enabling People Bonus Factors 5%

Minimum of 2examples referenced

Application Integration Partner of the Year

Minimum of 4 examples referenced Min 10 surveys completed (gold competency partner)

Growing the Business

Minimum of 2 examples referenced

Minimum of 2 examples referenced

Minimum of 2 examples referenced Minimum of 3 examples referenced Minimum of 1 example referenced

* Please note that award criteria may be subject to change