An improved partner-to-customer site called Solution Finder aims to give customers better information about not only solutions that partners provide but also the partners themselves, providing partner rankings and the number of customer references that the partner has submitted to Microsoft. Solution Finder supplements (and will eventually replace) the Microsoft Resource Directory (MRD), an older offering created for Microsoft partners.

Ranking Solutions, Partners

The MRD tried to help partners reach customers by indicating their specialties and skills. Customers could search for partners by location.

Unfortunately, other than certifying the partner itself through its partner program, Microsoft had no way to confirm the skills that partners claimed to have, and some partners, wanting to cast the net widely, exaggerated their skills and competencies. Furthermore, customers could not use the MRD to search for specific types of solutions that partners might offer.

With the advent of the Microsoft Partner Program (MSPP) in 2005, which defined specific criteria for competencies, Microsoft updated the MRD to incorporate those competencies, but the MRD still focused on each partner as a company rather than on specific partner offerings. Microsoft said it would be developing a new Solution Finder to help customers identify useful partner-built solutions as well as local partners.

Searching for Solutions

Now operational, Solution Finder lets customers search for partner solutions and partners in their area. Solution Finder uses the qualifications obtained by partners through the MSPP to rank the search results by the most qualified partner. Those qualifications include the formal competencies that partners have obtained through the MSPP and customer references submitted by the partners that attest to the value of their solutions.

The combination of competencies and customer references can raise a partner's ranking so it appears higher on the list that customers see when they enter their search criteria. Customers can search by location, type of solution, Microsoft technology, and other attributes. These attributes give customers more information about not only partner solutions but also the partner's ability to deliver them.

Solution Finder is open to partners that have not obtained competencies or customer references through the MSPP, but that might have specific solutions of interest to customers. They can list their solutions, although these solutions may not appear as high in the rankings as those from other partners that have competencies and references.

Tailored for Specific Audiences

Solution Finder has a flexible design that allows Microsoft to embed its partner solutions directory in various Microsoft Web sites, thus tailoring the Solution Finder for the typical audience for a particular Microsoft Web site.

For example, one implementation of Solution Finder focuses on partner solutions that complement Microsoft's Dynamics product line, produced by Microsoft Business Solutions (www.microsoft.com/dynamics/solutionfinder.mspx). Another Solution Finder, on a midmarket-focused site, emphasizes solutions for that market segment (www.microsoft.com/midsizebusiness/solutionfinder/solutionfinder.mspx).

Partner Incentives

While helping customers find Microsoft-friendly solutions from Microsoft partners is the prime purpose of Solution Finder, its design could also be significant for the MSPP.

Partners are required to gain competencies and customer references to move up in the MSPP, but no more than two competencies can be counted for the purposes of the partner program, and only three customer references are required annually for each competency (although partners can get additional points for additional references). As a result, many partners work to meet the minimum program requirements, then focus on other tasks.

However, everything counts in Solution Finder, giving partners a real incentive to continue working on both competencies and customer references. Partners that have the largest skill sets and the most satisfied customers will move ahead of their peers in the Solution Finder rankings, and are more likely to be tapped by customers who use Solution Finder.