On August 2010, we launched a new marketing initiative labeled the Microsoft Dynamics Lead Referral Program to increase our lead flow by creating a financial incentive for partners who currently do not focus on Microsoft Dynamics, to forward such opportunities to Microsoft. The Microsoft Dynamics Lead Referral program offers partners who meet the program requirements up to $20,000 in compensation when they submit new leads that result in sales transactions within 12 months. The Referral fee is calculated as 5% of Microsoft’s billed revenue up to a maximum of $20,000.

Learn more about the Lead Referral Program by watching the video found on the Microsoft Dynamics Partner Strategy page on PartnerSource.

"The Microsoft Dynamics Lead Referral Program has given us a much better way to refer leads to other Microsoft Dynamics partners. Previously, we had to seek out other VAR’s on our own, negotiate case by case terms, and then manage each of these relationships. The program is much easier with a lot less administrative overhead on our part."

"We occasionally get leads that are outside our region or skill set. We are glad to have an easy channel where we can refer a lead to a partner better equipped to meet their needs. We realize that the more quality implementations of Microsoft Dynamics that take place, the better it is for all Microsoft Dynamics partners."

Valerie Huffman, Vice President
KeyQuestConsulting, LLC

The program covers the current Microsoft Dynamics solutions, regardless of whether the transaction happens in Volume Licensing, goes through the Microsoft Dynamics price list, or if it is sold as an on-premise or online offering. Solutions sold through the Service Provider License Agreement are not eligible for Referral fees though, as the SPLA partner is viewed as the licensee. Referrals pertaining to customers in the public sector are also excluded from this program for legal compliance reasons.

Getting started as a referral partner is easy, and only requires that partners have an active status in the Microsoft Partner Network (MPN). Partners can be at any level in MPN, and are not required to have a competency of any kind. Organizations that do not have an active status in MPN, can easily sign up via the MPN site in minutes.

As an existing Microsoft Dynamics partner there are multiple ways for you to actively participate in the program through the submission of leads.

1. Build your vertical specialization and grow your trusted advisor status by helping your customers get access to other Microsoft Dynamics partners who specialize in selling and implementing CRM or ERP solutions in specific industries or verticals outside of your business’ core competency. For example, if you are a manufacturing focused partner, and you uncover a banking industry opportunity, it may be advantageous for you to use the referral system to assign this lead to a partner focused on the banking/finance industry. Also, by building vertical expertise in your organization, it may increase the likelihood that you will receive a qualified lead from Microsoft submitted by a referral partner.
2. Extend your customers’ entire Microsoft Dynamics solution. As a partner focused specifically on Microsoft Dynamics ERP, you can use the program to connect with CRM partners if your customers indicate a need for a CRM solution. The same scenario would apply for CRM customers seeking ERP functionality.
3. The program is global. As a partner based in the United States, you can submit leads for international companies. This is especially beneficial if your company does not have a global presence or the ability to handle an implementation overseas.
4. Help determine the best fit ERP solution. Each of the Microsoft Dynamic ERP products has strengths that lend themselves to specific customer needs. The Lead Referral Program offers partners an opportunity to refer prospective customers that are in need of a Microsoft Dynamics product they are not authorized to sell and service to a partner that is certified to deliver the required solution to meet the customer’s requirements.

Additionally, for Microsoft Dynamics partners that have great direct individual partner-to-partner (P2P) models in place, the referral model may not be the best option at this point. Either way, we encourage Microsoft partners to pass ERP/CRM leads directly to other qualified partners or through the Lead Referral Program.

Finally, take some time to study an overview of the new Microsoft Partner Network, and specifically the Microsoft Dynamics ERP and Microsoft Dynamics CRM Competencies. This PartnerSource page includes a Presentation Deck and a Guidebook with details around the program and an FAQ that answers many of the questions you may have related to training and sales requirements to continue your current status with Microsoft.

You can sign up for the Lead Referral Program through PartnerSource or on the MPN portal.

--Kevin