Microsoft Dynamics FY10 Partner Resource Update

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Microsoft Dynamics FY10 Partner Resource Update
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Your Host

• Linda Warner
• Dynamics Partner Community Manager, East Region
• lwarner_at_microsoft.com

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Agenda

• Microsoft Dynamics Partner Community Team and
  Resources - Linda Warner
• Microsoft Partner Program, Microsoft Partner
  Network, Regional Service Center Pam Johnson
• Technical Sales Assistance/Technical Advisory
  Services Chris Wirth
• PartnerSource Jon Axtman
• Technical Support, Partner Service Plans Robin
  Stahl
• Partner Training/Readiness and Learning Plans
  Pam Kram
• Operations (AOC) Andrea Klein Pieterick
• Existing Customer Business - Bob Hemerick
• Ready to Go Campaigns Allison Dawson
• MSB on Ready to Go Services (Marketing Service
  Bureau) Paula Gil

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Microsoft Dynamics Partner Community Team
Resources

• www.microsoftdynamicspartnercommunity.com
• Linda Warner, East Region PCM

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Microsoft Dynamics Partner Community Team

• Providing partners the RIGHT RESOURCE when YOU
  NEED IT.
• Goals
• Grow Dynamics market share and help partners
  become more efficient by creating awareness of
  the resources available to assist them
• Increase partner satisfaction through scalable
  engagement enablement
• Grow Dynamics partner capacity through targeted
  training and partner-to-partner connections
• Innovate, Innovate, Innovate Have ideas? Wed
  love to hear from you!

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Meet the Team

• Susie Emmerling Group Manager
• Linda Warner PCM East Region
• Erin McGrane-Curran PCM Central Region
• Roger Demers PCM West Region
• Kevin Machayya Marketing Mgr
• Sarah Anderson Marketing Mgr
• Maureen Mascaro PCM RMS/POS

http//www.microsoftdynamicspartnercommunity.com/T
eamBios.aspx
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Dynamics Partner Community Website

• www.MicrosoftDynamicsPartnerCommunity.com
• Blog
• Weekly Web Events- Wednesdays 1pm Central
• Invigoration Station Radio Show
• Marketing
• Sales
• ISV and New Partner/New Employee
• Training Tools
• Click to Chat
• UnRuly Ladies

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Introducing .....The UnRuly Ladies

• Linda Warner - East Region
• Dynamics Partner Community Manager
• Erin McGrane-Curran Central Region
• Dynamics Partner Community Manager
• General Questions
• dynpc_at_microsoft.com
• UnResolved Logjam
• URLadies_at_microsoft.com
• Sometimes the REAL answer cant be found on a
  URL. Sometimes you may need a little extra help
  navigating to the best resource to find an answer
  or resolution to your problems. If you have an
  UnResolved Logjam, ask the UnRuly Ladies -  they
  dont take no answer for an answer!  They are
  the URL that will get you what you need.

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Partner Resources

• Watch for our Monthly Newsletter coming from
  these emails alias East Region Dynamics Partner
  Community, Central Region Dynamics Partner
  Community, or West Region Dynamics Partner
  Community
• Path to Success
• https//partner.microsoft.com/US/productssolutions
  /dynamics/pathtosuccess
• Partner Playbook
• https//mbs.microsoft.com/partnersource/partneres
  sentials/guides/dynamicspartnerplaybook.htm

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Microsoft Partner Program (MSPP)Microsoft
Partner Network

• Pam Johnson
• Senior Marketing Manager
• Dynamics Partner Team

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Three Membership Levels
To qualify for the Gold Certified level, a
partner must meet all requirements for the
Registered Member and Certified Partner levels,
plus 1. Earn a total of 120 Partner Points 2.
Obtain at least one (1) Microsoft Competency.
Fulfill 1 and 2 of the Certified level
requirements by earning a competency!
120 points
To qualify for the Certified level, a partner
must meet all requirements for the Registered
Member level, plus 1. Associate at least 2
exclusive Microsoft Certified Professionals or
at least 1 Certified Product or 1 competency. 2.
Earn 50 Partner Points. 3. Pay the annual
membership fee.
s
50 points
To qualify as a Registered Member, an
organization must 1. View and sign the Legal
Agreement. 2. Complete an Individual Profile. 3.
Complete the Organization Profile.
0 points
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Right Partner. Right Benefit. Right Time.
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Microsoft Business Solutions Competency
Requirements

• MBS Competency Requirements
• Complete a Business Profilewithin MSPP -
  https//partner.microsoft.com/
• Submit three customer references
• Complete exam certification requirements for one
  MBS Specialization
• Competency Information
• https//partner.microsoft.com/US/program/competenc
  ies/businesssolutions

Regional Service Center1-800-765-7768
ormspp-na_at_microsoft.com Regional Learning
Center (MCP IDs)1-800-636-7544 or
MCPHelp_at_microsoft.com

• Certifications
• Make sure you are certified on the correct
  product version
• https//mbs.microsoft.com/partnersource/training/n
  ews/productrecertification

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Microsoft Partner Program Site
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Resources to Assist
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Microsoft Partner Technical Services Family of
technical services that help partners Sell,
Deliver, and Solve

• North America Partner Support (NAPS) Introduction
• Chris Wirth
• Partner Technology Specialist

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Help Sell - Grow Revenue (TSA)
Technical Sales Assistance (TSA) helps Partners
Increase their Productivity and Grow their
business, by Proving the Business Value of
Microsoft Solutions and Shortening the Sales
Cycle.
1
TSA is a phone-based technical pre-sales service
available as a benefit to Partners, delivered by
Tele-Based Partner Technology Specialists (TPTS)
2
TSA provides technical and business sales
assistance throughout the sales cycle, across all
Microsoft Classic and Dynamics technologies.
3
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TSA - What a TPTS Does?

• Partner Sales Opportunity Assistance
• Work with the partner to design a solution to
  accelerate the partner sales opportunity.
• Assistance with comparison proof points, TCO,
  ROI, cost/value, performance,, customer
  references and licensing.
• Technology Assistance
• Understand existing technical environment and
  business requirements to suggest a solution based
  on the applicable MS technology.
• Accelerate partners close rate by providing
  configurations, feature capabilities, readiness,
  product demonstrations, scalability,
  interoperability, and migration information.
• Workshop Demo Delivery
• Present technical or functional topics as
  required by the partners issue.
• Provide Proof of Concept to the partner to
  enable him to discuss and prove capabilities of
  the products and their features.
• Competitive Sales Assistance
• Help partners overcome customer objections and
  positively position Microsoft technologies
  against the competition.
• Providing white papers, discussion guides, case
  studies, customer-ready presentations, IT
  competitive comparisons, and business incentive
  funds.

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TSA - Benefits to Partners

• Shorter sales cycles from timely answers from
  Microsoft support professionals on product
  capabilities, features, configuration,
  compatibility, and competitive comparisons.
• Grow their business with TSA advice on how to
  sell new solutions plus how to up-sell the
  products already known.
• Prove the business value of the Microsoft
  solution with comparison proof points, TCO, ROI,
  and facts on performance, security, and
  integration.
• Increased productivity with one-stop shopping for
  third-party research, white papers, case studies,
  and customer-ready presentations- Less time spent
  researching.
• Confidence when competing to successfully
  position Microsoft technologies and close more
  sales.

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Help Deliver - Architect deploy solutions (TAS)
Technical Advisory Service (TAS) helps its
Partners Increase Customer Satisfaction, Increase
Profitability and Provide Innovative Solutions.
1
TAS is a phone-based technical consulting service
available as a benefit to Partners, delivered by
Tele-Based, Partner Technical Consultants (PTC).
2
TAS provides technical guidance at each stage of
the solution, across all Infrastructure and
Development technologies.
3
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TAS - What a PTC Does?

• Architecture and Application Design Reviews
• PTCs can recommend scalable solutions to help
  meet current and future requirements for partners
  and their customers
• Deployment, Migration and Upgrade Guidance
• PTCs will provide guidance and best practice
  information to help drive
• Efficient deployments
• Migrations
• Upgrades with Microsoft products/solutions
• Developer Advisory Services
• Specialized Developer PTCs (ISVs) will
• Conduct reviews of technology architecture
• Application design
• New technology deep-dives (SaaS, Silverlight)
• Code review samples
• Customized Workshops Developed by SME
• Workshops are adapted to partners needs
• Help their engineers ramp up with a technology or
  solution
• Prepare partner for client engagements

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TAS - Benefits To Partner?

• Expanded business reach by learning new
  technologies through the delivery of workshops
  and tech talks from PTCs.
• Accelerated solutions to customers from the
  guidance of PTCs for efficient deployments,
  migrations and upgrades with Microsoft products
  and solutions.
• Increased customer satisfaction from PTC
  proactive guidance and best-practice advice.
• More customized delivery through the ability to
  architect and deploy state-of-the-art
  infrastructure solutions from the direction of
  Developer PTCs.

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How many free hours are available?

• Advisory Hours available by partner level

• Additional hours are available to purchase for
  all partners
• 10 hour pack - 1800 (180/hr)
• 20 hour pack - 3600 (180/hr)
• 40 hour pack - 7200 (180/hr)

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How To Contact NAPS?

• How do I contact TSA?
• Call 1-800-426-9400 between 600 AM 600 PM
  PST
• Enter extension 47860 for Microsoft Dynamics
• Enter extension 47850 for all other Microsoft
  products
• Or send email to askpts_at_microsoft.com
• Fargo team fargogps_at_microsoft.com
• How do I contact TAS?
• TAS Line 800-936-2200
• TAS Developer Line 800-426-9400, Ext. 84153
• To get assigned a PTC PASSales_at_microsoft.com
• Or send mail to askptc_at_microsoft.com
• Fargo team fargogps_at_microsoft.com
• How do I contact POTC?
• https//partner.microsoft.com/40014662

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PartnerSource

• Jon Axtman
• Group Program Manager
• MBS Online Community

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PartnerSource

• Available to all partner organizations who are
• Part of MS Partner Network and whove signed the
  SPA or CSA agreements, or who are on partner
  service plan
• Currently, over 80,000 unique users per month,
  with 79 coming once a week (52 coming once a
  day)
• CustomerSource has same functionality, minus
  to-partner materials, and partner-only
  transactional data
• New Functionality
• Historical Problem has been finding info over
  100,000 documents in 10 languages makes it hard
• New features to help My Page, Search, Product
  Homepages, RSS Feeds
• Features also available in CustomerSource

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PartnerSource

• Discovering the right information at the right
  time

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Partner Service Plans and Accessing Technical
SupportRobin Stahl
Robin Stahl Services Account Manager North
America Dynamics Partner Advantage Team
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Dynamics Partner Service Plans
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The Value behind a Dynamics Service Plan
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How to best leverage Dynamics Technical Support
Resources
First place to look for answers
To start a new eSupport incident with a
Dynamics Microsoft support engineer go here, or
call 1-888-477-7877
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How to purchase a Partner Support Plan

• Foundation
• Can be ordered online via PartnerSource
• https//mbs.microsoft.com/partnersource/ordering/
• tools/placeorder/
• Or, contact Sales Operations at 1-800-456-0025
• Partner Advantage
• Must be coordinated through the Partner Advantage
  team
• Send email to parenew_at_microsoft.com

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Additional Resources
https//mbs.microsoft.com/partnersource/partneress
entials/serviceplans/partnerserviceplans/
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Partner Readiness and Learning Plans

• Pam Kram
• Senior Marketing Manager
• Dynamics Programs

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Training for All Stops on Your Journey
Learning Plans
Training Materials
Certification Exam Preparation Guides
Certifications

• Start your path toward growth, profitability, and
  customer satisfaction

E-Learning
Web Seminars
Instructor-led Training
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Partner Roles And Framework
AdvancedLevel 300400 1Several
Delivered by Microsoft
ElectiveLevel 200400 11 and 1Few
Delivered by MCT, Microsoft Field
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Roadmaps
Business Leader
Conferences Briefings
Management Leadership Events
Sales Compensation Planning
Best Practices Sharing
Online Briefings
Sales
Microsoft Solution Selling
Discovery to Win
ltProductgt Sales Academy
Better Together Selling Dynamics and IW
Web Seminars (Compete, Licensing)
Marketing
Marketing Planning Web Seminars
Lead Generation Web Seminars
Marketing Execution Web Seminars
Relationship Marketing
Advanced Marketing Workshop
Pre-Sales Technical
Demo to Win
VPC Technology Web Seminars
Product VPC Training
Better Together Selling Dynamics and IW
Web Seminars
Technical Consultant - Implementation/Applicati
on , Developer
Project Management
ltProductgt Academy and Certification
Platform Training (MOSS, BI)
Sure Step
Advanced Support Workshops
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PartnerSource

• Go to Training Certification ? Training Home
• Role-based Learning Plans
• Web Seminars
• Classroom and Remote Based Training
• Coming Soon! Partnercasts
• Certifications
• Training Materials
• eLearning
• Microsoft Learning Plan Tool

https//mbs.microsoft.com/partnersource
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The Partner Learning Center (PLC)
Start your Journey

• More comprehensive training catalog
• Manage training of both U.S. and global employees
  from single location
• New personalization features, enhanced search
  capabilities, and increased security

• Start your journey today by visiting the Partner
  Learning Center
• Go to https//training.partner.microsoft.com/learn
  ing
• Login using your Windows Live ID
• This is your destination for product-specific and
  focused training opportunities. The PLC requires
  login credentials.

https//training.partner.microsoft.com/learning
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Partner Service Plan

• Training Benefits
• Unlimited access to electronic training materials
  
• Unlimited eLearning
• Certification exam vouchers

MORE INFORMATION PartnerSource gt Training
Certification
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Guided Learning Resources
Learning Plan Tool
Role-Based Learning Plans
FREE tool that dynamically builds prescriptive
learning plans of recommended training broken out
by Specialization, Product, Role or
Exam www.microsoftlearningplans.com
PartnerSource Training and Certification Quick
Links Learning Plans for Microsoft Dynamics
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Dynamics Operations (AOC)

• Andrea Klein-Pieterick
• Regional Operations Manager

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Operations Update - AOC

• Live Chat
• Quicker response time for fast questions you
  dont need to log an incident for
• Dynamics Hour
• Content determined by survey feedback
• We deliver the Subject Matter Expert to you
• Overwhelming response to date!
• New and Improved Communications
• Consolidated all newsletters into one
• To subscribe, send mail to aocnews.com

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Operations Update - AOC

• Deployment of Order Central
• New ordering system deployed Worldwide providing
  new, never before seen benefits
• Synching up of all systems globally
• Total automation
• 24X7 support
• No manual intervention
• Less risk of human error
• Registration keys available in minutes
• Available to Partners early Q3 ! Various
  trainings will be available.

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Existing Customer

• Bob Hemerick
• East Region Existing Customer Sales Manager

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EC Revenue Drivers
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Why leverage these services?
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Renewal Process

• Quotes generated in VOICE 3 months in advance of
  expiration
• Customer is sent a copy of quote unless partner
  is enrolled in Renewal Invoice Management Plan
• Inside Sales calls into all mutual customer base
  at t-60 around upsell/cross sell renewal
• Communication strategy around lapsed accounts
  starting at t7

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Marketing Resources for Dynamics PartnersReady
to Go CampaignsCapture Your Share!Marketing
Services BureauMarketing One Pager

• Allison Dawson, Marketing Manager
• US Dynamics Marketing Team

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https//partner.microsoft.com/us/40112181?msp_idd
ynamicsmarketing
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Microsoft Dynamics CRM and GP Ready to Go
Campaigns

• All RTG Campaigns have been updated so that
  theyre more customizable for partners
• Each Campaign Includes
• Readiness Resources
• Marketing Resources and Templates
• Web site copy
• Paid Search Advertising
• Campaign Offers
• Customizable Marketing Templates Postcard,
  Letter, Email, Call Scripts, Event materials
• Event Resources and Templates
• Sales Resources

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Campaign Messaging

• GP Campaign Messaging (three flavors)
• General Microsoft Dynamics GP Messaging
• A Smart Move QuickBooks Replacer Message
• A Smart Move QuickBooks Replacer Message Targeted
  at Accountants

• CRM Campaign Messaging (two flavors)
• General Microsoft CRM Messaging
• CRM Online Messaging

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New! Ready to Go Vertical Campaigns

• These campaigns each include
• Slide deck
• Invite
• Event agenda
• Evaluation
• Follow up letter
• Telemarketing script
• Demo files
• Demo scripts
• Handouts
• Distribution Example
• Step 1 Identify Your Target
• Step 2 Prepare Your Web Site
• Step 3 Customize Your Communications to
  Introduce Your Offering and Your Business
• Step 4 Follow up via Phone to Identify New
  Opptys

• Construction ERP
• Distribution ERP (includes)
• Consumer Packaged Goods
• Food and Beverage
• Industrial Distribution
• Manufacturing ERP (includes)
• Automotive Suppliers Manufacturing
• Chemical Manufacturing
• Distributed Manufacturing Tier-One Hub
• Distributed Manufacturing Tier-Two Spoke
• Food and Beverage Manufacturing
• Industrial Equipment Manufacturing
• Professional Services ERP
• Includes Specialty Retail
• Retail ERP
• All campaigns are product agnostic but highly
  customizable to adapt for GP

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Coming Soon to Ready to Go Campaigns.

• Microsoft Dynamics Existing Customer Solution
  Sales Kit
• Includes
• Financial Management
• Business Intelligence
• Field Services
• HR and Payroll
• Manufacturing
• Project Management
• Risk Management
• Supply Chain Management
• Will launch October 2nd!

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Partner Breadth Initiative for Microsoft Dynamics
GP (Capture Your Share!)

• For partners interested in pursing a volume
  business model around GP (Better Accounting or
  Business in a Box Scenarios)
• This site includes
• Competitive Offers and Resources (focus on Sage,
  Peachtree and QuickBooks)
• Partner Readiness on volume business model
  including Rapid Implementation Toolkit
• Customer-ready brochures and research reports
• Microsoft hosted GP demos
• Pitch Decks
• Customer Case Studies
• Sure Step Proposals, SOWs, Project Plans

https//mbs.microsoft.com/partnersource/partneress
entials/partnerreadiness/resourcing/MSDYGP_Leverag
eToolsBreadthOpp.htm
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Need a Quick Summary of Mktg Resources?
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MSB on Ready-to-Go Marketing Services

• Paula Gil
• Sr. Marketing Manager - Dynamics

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How can I be sure my dollars are spent on the
right tactics?
I need a raise!
I wish I could make my marketing dollars go
further
Yikes, this bid is high how can I know if
this is a fair price
My CEO is pushing me to start a blogbut Im
not sure this is a good fit for us
Its always a chore training and retraining
vendorswhat a waste of time and money!
We have no bandwidth for tele follow-up on my
campaign
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Introducing MSB on Ready-to-Go Marketing
Services
GROW FASTER
SAVE TIME
ACCOMPLISH MORE
SAVE MONEY
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How do partners get started?
http//partner.microsoft.com/us/dynamicsmarketing
Questions? Contact paulagil_at_microsoft.com
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Introducing MSB on Ready-to-Go Marketing
Services
your new one-stop, online marketplace for
discounted services from seasoned Microsoft
vendors!

• 115 Service Packages!
• 28 average discount over retail prices!
• Services you want from vendors you know!
• 100 CDF Reimbursement for all services!

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SPOTLIGHT Marketing Consulting Engagement on MSB

• Marketing Consulting Engagement to ensure solid
  marketing strategy and execution
• Three levels of engagements to accommodate
  different levels of partners
• Multiple vendors, all with great Dynamics
  experience!

These offerings are now available on MSB
Salesworks 9000 12,500
None
Partner Marketing Group 1400
2250 None
Nurture Institute 2500 4500 40K
plus
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Check it out! Send Paula Feedback!
http//partner.microsoft.com/us/dynamicsmarketing
paulagil_at_microsoft.com
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