inset
What's in a Partner Solution Plan
Nov. 19, 2007

Partner Solution Plans (PSPs) provide a detailed description of how Microsoft and a partner will work together to sell particular solutions. The following table lists some sections commonly found in PSPs.

Section Contents
Basic Data Partner name, address, and partner number; dates covered by the PSP.
Overview General legal language, purpose of PSPs.
Process The fiscal year covered; periodic checkpoints for evaluating the PSP's progress.
Partner "Gives" Partner commitment to identify customers for whom the PSP is suitable; skills and competencies it will apply to the campaign.
Microsoft "Gives" Data, such as account and customer profiles; technical and consulting services to improve the solutions that are part of the PSP; sales training; migration tools (if necessary); technical, consulting, and sales staff commitments; product offers; customer seminars; press releases, case studies, and partner mentions on Microsoft Web sites.
Key Contacts Names, e-mail, and phone numbers for the Microsoft and partner personnel responsible for the success of the PSP.
Plan Details Specific sales goals, such as the number of wins or competitive takeaways, their size (e.g., "greater than US$100,000"), and dates by which they are expected to be achieved.

The number of certified staff that the partner will have available; the training that Microsoft will provide.

Marketing case studies and marketing events that will be part of the plan.
Specific Partner Benefits Access to online product showcases and inclusion in partner and solutions directories at Microsoft Web sites; sales collateral for use with customers; developer training; appearances at Microsoft events and Microsoft promotion of partner events.
Investments Joint commitments (with dollar values) for component projects, such as development of proofs of concept, training courses, Microsoft consulting hours.
Solution Components Specific products and services, from Microsoft, the partner, and third parties, that are part of the solution.
Appendices Lists of Web sites, white papers, and other resources; more detailed marketing plans; lists of relevant third-party products or other partners who could be involved in the solution.

Specific skills and experiences that the partner should have (e.g., engineers meeting specific criteria, number of successful customer engagements, customer references).
          Back to associated article: Solution Plans Define Enterprise Partner Relationships