Biz Apps Partner Digital Summit: Understanding Solutions Designations, Specializations, and Microsoft Partner Program Benefits
Developed by Microsoft and Dynamics Communities, each of the five modules of the Biz Apps Partner Digital Summit delivers executive insights, plans, and ideas that System Integrators (SI’s) Consultants, and Independent Software Vendors (ISVs) can put to work for their business. Each module features Microsoft leadership explaining the “why” behind these initiatives and programs, and business applications partners defining how they’ve successfully been put to work.
Module 1 of the Biz Apps Partner Digital Summit, “Partner Solutions Designations,” featured Sanju Nair, who leads Partner Channel Marketing and GTM for Microsoft, and Ben Vollmer, SVP, Chief Product Officer, and Product Manager Leader, RSM. The segment unpacked Microsoft’s AI Cloud Partner Program (MAICPP), partner solutions designations, specializations, and how partners have benefitted from these programs.
Overview of MAICPP
Nair first explained the Microsoft AI Cloud Partner Program (MAICPP), which is made up of a global community of partners, offerings, and resources designed to connect organizations with everything needed to build and deploy solutions designations and specializations.
Capabilities required by customers are constantly evolving, which is why Microsoft’s partner programs evolve to match customer demand, underscoring the importance of learning partner solutions designations and the value they bring to users.
Partner Solutions Designations vs. Specializations
During his segment, Nair broke down the differences and benefits of obtaining partner solutions designations and specializations. Solution partner designations signify that a company’s skills have been validated, which greatly impacts a company’s ability to go to market with Microsoft.
Nair outlined three key benefits of obtaining partner solutions designations, including:
- Differentiation for organizations
- Discover solution areas
- Utilization of the Solution Partner benefits guide
Further, he described the six solutions designations that are available for organizations, spanning across areas such as:
- Biz apps
- Data and AI
- Digital & App Innovation
- Infrastructure
- Modern Work
- Security
Specializations, he explained, demonstrate an organization or individual’s deep technical capabilities, offer competitive differentiation, and enable specialization offerings and benefits. Earning Microsoft specializations creates greater customer confidence, prioritization from Microsoft, a customer-facing badge available for download and on AppSource, and enables access to incremental product benefits.
How to Earn a Designation, Specialization
With an understanding of partner solutions designations and how they differ from specializations, how can an organization obtain one?
Specializations are earned by performance, knowledge, and skills, Nair noted. Additionally, an organization must have one author published on AppSource to earn a specialization.
Further, partners must have a partner capability score of 70 points or greater (out of 100 total points), and will be notified via Partner Center if a specialization has been earned. Nair broke down the partner capability score – which demonstrates knowledge, skills, and customer success amongst the designated areas. Within each factor of the capability score, he explains that:
- Performance includes Net Customer Adds
- Skilling includes Intermediate Certifications and Advanced Certifications
- Customer success includes Deployments and Usage Growth
Solutions Partner with Certified Software Designations
ISVs or organizations that develop software can become a Solutions Partner with Certified Software. There are two pathways to becoming a Solutions Partner with Certified Software – either through solution areas or AI.
Solution areas include:
- Azure
- Business apps
- Modern work
- Security
Whereas industry AI includes:
- Healthcare AI
- Retail AI
- Financial Services AI
- Manufacturing AI
- Sustainability AI
Moreover, benefits for certified software include a digital, customer-facing badge on the Microsoft commercial marketplace and available for download; SME access to assist with marketing benefits; Microsoft solution play cards; access to nurture assets, emails, and call scripts to help go-to-market quicker; and customer-facing solution briefs.
Partner Perspective
Following Nair’s segment, RSM’s Ben Vollmer joined Dynamic Communities CEO, John Siefert. The pair discussed how Microsoft’s partner programs and solutions designations have benefitted RSM, as the company is in the top three of Microsoft designations and has earned all six of the core specializations.
Vollmer defined the value of solutions designations as “an entry point…the right to have a conversation with Microsoft before you even have a conversation with a customer.” He explained that solution designations show customers that an organization is serious about its skilling and has made a commitment to Microsoft.
For organizations getting started with specializations and designations, Vollmer stressed that they should “pick the specializations that [they] want to support what [they] are doing for the customer.” He added further context by suggesting, “Start with a customer mindset and then move into how those specializations kick in.”
When getting started, first identify a strategy, starting with “the end in mind.” Once an organization has developed its goal of obtaining a designation or specialization, map out a plan to get to that goal.
Once obtained, Vollmer encourages organizations to dedicate an “alliance team” – someone to keep the relationship going with Microsoft and help maintain solutions and designations. It’s critical that companies renew their designations so as to not get revoked. “This is your driver’s license, your ticket to Disney…this is your entry point.”
In closing, Vollmer expressed that a desirable outcome of being a solutions designations partner is RSM’s ability to span across all areas of a business with multiple specializations and designations.
Looking Ahead
For more information on the MAICPP, partner solutions designations, and specializations, Nair suggested visiting the Partner Center to get started.
Keep up with the Biz Apps Partner Digital Summit modules by registering for free. Module 2 will be available to registrants on Thursday, January 30, at 12PM ET. For more details on the subsequent modules, visit the Biz Apps Partner Digital Summit website.
