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Business Opportunity for OEMs, System Builders, Device Makers and Resellers

The launch of Windows 7 and Windows Server 2008 R2, plus the release of Office 2010, has created significant

demand for new PCs, laptops, servers and devices:

  According to IDC, nearly 350 million new PCs shipped in 2010.1 

  Nine out of every 10 newly acquired PCs run a Windows operating system.2 

  IDC predicts that Windows 7 Professional will make up approximately 75 percent of all business PC

shipments with a Windows operating system in 2011.3 

In today’s competitive environment, the Microsoft Partner Network can provide a wealth of program benefits and 

resources and eligibility for a direct relationship with Microsoft that can help you become more successful drivingbusiness with your customers.

IDC, Market Analysis, Worldwide PC Market: 4Q10 Review, Doc.#227492, April 20112IDC, “Worldwide Windows Client Operating Environment 2011-2015 Forecast: Maturity with Renewed Potential for Disruption,” Doc.#227551, March 2010  

3IDC White Paper Sponsored by Microsoft, “Microsoft Windows 7 Professional: The OEM Opportunity,” Bob O’Donnell, September 201 0

Microsoft® OEM Competency

Getting Started Guide

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OEM COMPETENCY GETTING STARTED GUIDE Page 2

Contents 

Business Opportunity for OEMs, System Builders, Device Makers and Resellers ....................................................................... 1 

About the OEM Competency ........................................................................................................................................................................... 2 

OEM Competency Benefits ............................................................................................................................................................................... 3 

OEM Competency Requirements ................................................................................................................................................................... 6 

OEM Competency Enrollment ......................................................................................................................................................................... 8 

About the OEM Competency

Value to Partners

For Microsoft partners who want to be leaders in the marketplace, earning an OEM competency can enable your

business, expand customer opportunities, and differentiate your company’s expertise in designing and delivering

quality hardware solutions optimized with the latest Microsoft software.

The OEM competency can help you:

  Gain insight for planning your target markets and customer segments

  Develop relevant skills that customers expect

  Create demand for your hardware and solutions and brand your business

  Improve sales tactics that accelerate the buying cycle

  Support and resolve customer issues more quickly

  Retain and earn more business from existing customers

Earn a Silver OEM competency. The silver competency helps your business demonstrate its consistent capability

to design and deliver hardware solutions optimized with the latest Microsoft software.

Differentiate your expertise by attaining a Gold OEM competency. The gold competency helps your business

demonstrate its best-in-class capability to design and deliver hardware solutions optimized with the latest

Microsoft software.

Demand for Experts: Thousands of customers come to Microsoft.com each month to find

experienced partners who can deliver hardware solutions that meet their specific needs.

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OEM COMPETENCY GETTING STARTED GUIDE Page 3

OEM Competency Benefits

By joining the Microsoft Partner Network, you get a set of core benefits provided to all network members each

time you enroll or re-enroll to help you save time and money. By earning an OEM competency, you will also get

additional competency-specific benefits like further internal-use licenses and a Microsoft Partner Network OEM

competency branded logo. The result is a wealth of benefits to help you grow your business.

Explore the core and competency-specific benefits you may be eligible to receive, depending on your

membership, organized according to stages of the partner business cycle. All benefits are provided per partner

organization for one year of membership and are renewed when you renew your membership in the Microsoft

Partner Network. Core benefits are open to all partners within a qualifying membership, are available in most

regions of the world and are provided in a minimum of 11 languages.

MEMBERSHIP OPPORTUNITY

Business

Cycle

Stage 

Core Benefit1 Participate in aCommunity

Purchase aSubscription

Earn aSilver

Competency

Attain aGold

Competency

Multiple

Stage

Technical advisory services: Choose from the manyofferings provided by Partner Technical Services to get expert guidance from Microsoft consultants fortraining, technical pre-sales, and delivery support.2 

-10 PartnerAdvisoryHours3 

20 Partner 

AdvisoryHours 

50 Partner 

AdvisoryHours 

Plan

News and information: Stay up to date with thelatest news, business opportunities, trainings, andmore using our partner newsletter. 

- - - -

Internal-use software: Get first-hand knowledge of features and capabilities with internal-use licensesfor Microsoft’s latest software.

-

Up to 10licenses of 

eachproduct4 

Up to 25licenses

of eachproduct

Up to 100licenses of 

each product

Talent recruitment: Find the most qualified technicalstudents for entry-level and internship positionswith Students to Business (S2B).

- - - -

Licensing assistance: Get help recommendingMicrosoft Volume Licensing products and solutionswith Microsoft LicenseWise. 

- - - -

Enable

Training: Build technical and business skills withrole-based training at the Partner Learning Center. 

- - - -

Developer resources: Get access to tools, software,

communities, and resources for developers andtesters with an MSDN subscription.  -

3 MSDN forMicrosoft

Action Pack

Development and Designsubscription3 

5 VisualStudio 

Premium with MSDN 

subscriptions 

10 VisualStudio 

Premium with MSDN 

subscriptions 

IT Pro resources: Get access to tools, software,communities, and resources for IT professionals witha TechNet Subscription. 

-

1 TechNetfor MicrosoftAction Pack

SolutionProviderlicense5 

3 TechNet forMicrosoft

CompetencyPartnerslicenses

3 TechNet forMicrosoft

CompetencyPartnerslicenses

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OEM COMPETENCY GETTING STARTED GUIDE Page 4

MEMBERSHIP OPPORTUNITY

Business

Cycle

Stage 

Core Benefit1 

Participatein a

Community

Purchase aSubscription

Earn aSilver

Competency

Attain aGold

Competency

Create

Demand

Online partner directory: Make your solution profile

accessible to tens of thousands of potentialcustomers in online marketplaces with MicrosoftPinpoint. 

Standard

searchranking

High

searchranking

Higher

searchranking

Highest

searchranking

Marketing tools & resources: Save time and moneywith customizable marketing resources, includingcampaign materials and activity guides, at thePartner Marketing Center.

- - - -

Microsoft branded logo: Show your uniqueexpertise to customers by using Logo Builder tocreate a custom logo that identifies yourcapabilities.

- -Silver

CompetencyLogo

GoldCompetency

Logo

Sell

Sales tools & resources: Use Microsoft’s PartnerSales Resources site to help you sell products andsolutions more effectively.

- - - -

Custom demos & tools: Create compelling salespresentations using the rich, customizable demosfrom Demo Showcase. 

- - - -

Financing for your deals: Close more sales byoffering your customers tailored financing optionsusing Microsoft Financing.6 

Eligible Eligible Eligible Eligible

Incentives: Become eligible to earn incentives fordriving strategic technology areas with MicrosoftPartner Incentives.7 

Onlineincentives

Onlineincentives

Licensing and 

Onlineincentives 

Solution,Licensing, and

Onlineincentives

Service

Technical incident support: Resolve technical issuesquickly with support from Microsoft engineers andcommunity experts provided by Partner TechnicalServices.

8, 9 

Onlinesupport: 

Unlimited 

Onlinesupport:

Unlimited

Onlinesupport: 

Unlimited 

Onlinesupport: 

Unlimited 

-

Phonesupport(critical):

Unlimited

Phonesupport(critical):

Unlimited

Phonesupport(critical):

Unlimited

- -

Phonesupport 

(non-critical):5 Incidents 

Phonesupport 

(non-critical):5 Incidents 

Retain

Customer feedback tool: Get insights on customer

satisfaction and loyalty with the CustomerSatisfaction Index survey solution. 

- -

1 Benefits are provided per partner organization for a year of membership and are renewed annually when you re-enroll in the network.2 Partners are allocated Partner Advisory Hours to be used as currency for Partner Technical Services. Partners with silver or gold competencies will not be

charged hours for pre-sales services used for deals worth $3,000 or more.3 Microsoft Action Pack Development & Design subscribers only.4 Most products have up to 10 Client Access Licenses and server products have 1 license. See the Microsoft Action Pack Solution Provider Software page or the

Microsoft Action Pack Development and Design Software page f or details.5 Microsoft Action Pack Solution Provider subscribers only.6 Available in Australia, Belgium, Brazil, Canada, France, Germany, Italy, Japan, the Netherlands, New Zealand, South Korea, Spain, Switzerland, the United

Kingdom, and the United States.7 Partners must meet additional eligibility requirements for Solutions and Licensing incentives, including enrollment in specific competencies.8 Online response times vary between 4 hours and 2 days, depending on membership opportunity. See the Online Technical Communities page for details.9 “Critical” incidents are defined strictly as severe customer issues that immediately impede the operation of a customer’s business (server-down).

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OEM COMPETENCY GETTING STARTED GUIDE Page 5

OEM Competency Internal Use Software

For internal use and testing purposes, Microsoft partners with an OEM competency receive an array of products

like the ones listed below. Use the licensing calculator to model current core membership license benefits and

incremental silver competency or gold competency licensing benefit and learn about licensing caps. Read the

Software Licensing  Benefits FAQ for details on license sharing across partner organizations. 

Microsoft OEM Partner Resources

In addition to the OEM competency benefits, as a Microsoft OEM partner you have access to many marketing,

sales, and technical resources. Access the System Builder Quick Reference Guide for details on resources like the

OEM Pre-Installation Kits and System Builder marketing campaigns available to you through the OEM Partner

Center and product-specific training modules available through the OEM Training Zone. 

  Microsoft Business Contact Manager

  Microsoft Business Productivity Online Suite

(BPOS)

  Microsoft Desktop Optimization Pack

  Microsoft Dynamics CRM

  Microsoft Exchange

  Microsoft Forefront® 

  Windows HPC Server

  Microsoft Office Communications Server

  Microsoft Office Groove® Server

  Microsoft Office Professional

  Microsoft Office Project

  Microsoft Office Visio® 

  Windows Rights Management Services (RMS)

  Microsoft Search Server

  Windows Server® 

  Windows Small Business Server

  Microsoft SQL Server® 

  Microsoft System Center

  Microsoft System Center Operations Manager

  Microsoft System Center Virtual Machine

Manager

  Windows Web Server

  Windows® 7 Enterprise

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OEM COMPETENCY GETTING STARTED GUIDE Page 6

OEM Competency Requirements

Competency requirements are closely aligned with customer needs. To earn the Silver OEM competency or Gold

OEM competency, you must meet the following requirements. 

REQUIREMENT SILVER OEM COMPETENCY GOLD OEM COMPETENCY

Credentials

Meet one of the following:

  Employ or contract with two MicrosoftCertified Professionals (MCPs) who havepassed eligible exams. Qualifying exams areprovided below.1 

  Submit a device that has passed theDesigned for Windows 7 Logo Program test.

Meet one of the following:

  Employ or contract with four MCPs with credentialsnot assigned to any other gold competencies whohave passed eligible exams. Qualifying exams areprovided below. 2 

  Submit two devices that have passed the Designedfor Windows 7 Logo Program test.

  Have one of the following current direct OEMMicrosoft Agreements:3 

o  Desktop Operating System (DTOS) MicrosoftAgreement

o  OEM Master License Agreement (MLA)

o  Refurbishment License Agreement

Revenue Not applicable Meet a minimum revenue commitment.4 

Customer Evidence

Provide three unique, verifiable customer

references that feature:

  Hardware solutions (PC or server) shippedpreinstalled with genuine software licensesfor the Windows client operating system orWindows Server operating system.

  Hardware solutions (PC or server) that havepassed the Designed for Windows LogoProgram test or that feature customertechnical support services delivered by in-house MCPs.

Each reference must feature a project thatyou have completed within the last 12months, and will be verified with yourcustomer. 

Provide five unique, verifiable customer referencesthat feature:5 

  Hardware solutions (PC or server) shipped preinstalledwith genuine software licenses for the Windows clientoperating system or Windows Server operatingsystem.

  Hardware solutions (PC or server) that have passedthe Designed for Windows Logo Program test or thatfeature customer technical support services deliveredby in-house MCPs.

Each reference must feature a project that you have

completed within the last 12 months, and will beverified with your customer. Customer referencesfrom the silver competency can be used toward thegold competency.

Participate in the Customer Satisfaction (CSAT) Index. 

CommitmentComplete a full profile.

Pay the silver membership fee.6 

Complete a full profile.

Pay the gold membership fee.6 

1 Partner organizations can attain multiple silver competencies. If your employees or contractors pass the eligible competency exams for multiple silver

competencies, then your organization is eligible to count those exams toward attaining multiple silver competencies.2 Partner organizations can attain multiple gold competencies, and individual employees and contractors may take and pass multiple gold competency exams.

However, if your organization employs or contracts with someone who holds multiple certifications, that person’s credentials will count toward only one gold

competency.3 Partners with a signed and current direct OEM agreement can learn more about requirements for the OEM competency by contacting their Microsoft Partner

Account Managers.4 Partners must agree to meet a minimum Microsoft-related revenue commitment that is determined based on the partner’s geography and the competency

the partner organization is working to attain. Both transacted and influenced revenue counts toward this commitment. Microsoft will begin measuring relevant

partner revenue in October 2011, and partners will need to meet their revenue commitments the first time they renew their memberships after October 2012.5 You may use customer references from your silver competency toward a gold competency.6 Silver competency and gold competency fees vary by geography. You must pay the silver competency or gold competency fee one time per year—no matter

how many competencies your organization has attained. If you attain a gold competency after first attaining a silver competency, then you pay only the

difference between the two membership fees, unless you are within the 90-day renewal period, in which case the full membership fee is due.

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OEM COMPETENCY GETTING STARTED GUIDE Page 7

Qualifying Exams

The qualifying exams are based on the latest Microsoft software and apply to both the Silver OEM competency

and the Gold OEM competency. Access the OEM Competency Attainment Guide for learning paths to help you

prepare to take the qualifying exams. Take advantage of current exam offers to help you pass the qualifying exams. 

  Exam 70-684: TS: OEM Reseller

  Exam 70-169: TS: Windows Small Business Server 2011

Standard, Configuring* 

  Exam 70-577: TS: Windows Embedded Standard 2009 

  Exam 70-635: TS: Microsoft Deployment Toolkit 2008,

Desktop Deployment 

  Exam 70-642: TS: Windows Server 2008 Network

Infrastructure Configuration 

  Exam 70-643: TS: Windows Server 2008 Application

Infrastructure Configuration 

  Exam 70-648: TS: Upgrading from Windows Server 2003 MCSA

to Windows Server 2008, Technology Specializations 

  Exam 70-649: TS: Upgrading Your MCSE on Windows Server

2003 to Windows Server 2008, Technology Specialist

  Exam 70-680: TS: Windows 7, Configuring 

  Exam 70-681: TS: Windows 7 and Office 2010, Deploying 

  Exam 70-682: Pro: Upgrading to Windows 7 MCITP Enterprise

Desktop Support Technician 

  Exam 70-683: TS: Windows 7, Preinstalling for OEMs 

“The OEM competency opened up new areas that I didn’t know existed.” 

-  Jeffrey Dempsey Global Aeronautica 

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OEM COMPETENCY GETTING STARTED GUIDE Page 8

OEM Competency Enrollment

To enroll in the OEM competency, you must first be a member of the Microsoft Partner Network. If you are not

already a member, visit the Microsoft Partner Network Enrollment page to register your business. You will be

asked to sign in with your Windows Live ID, tell us about yourself and your company, and agree to the terms and

conditions.

Once you become a member of the Microsoft Partner Network or if you were already a member, you may find

that your business meets some or all requirements for the OEM competency. Follow these steps to track your

status, associate any outstanding qualifications and enroll.

Track Your Status

From the Partner Membership Center you can follow these steps to track your progress for earning an OEM

competency.

1.  From the Requirements and Assets drop-down menu in the top navigation, click Competency Summary to

display the Manage Competencies page within the Competency Summary tab.

2.  To view the status for your organization, go to the Select Location area, click the down arrow, and select

Organization from the top of the list. Then click Select .3.  For a view of the status of any location, follow the previously listed steps and select the desired location.

The screen displays your progress toward meeting each available competency for the organization or the location

you have selected. To view details for the OEM competency, click the arrow to the left of the competency. The

view will expand to show each of the OEM competency requirements, including which requirements must still be

met. 

Associate Your Qualifications

From the Partner Membership Center Manage Competencies page, in the detailed view of the OEM competency

requirements, click on the name of the requirement within the list to go to screens where you can:

  Add the required MCPs  Add tested products

  Create customer references

Note: If a link is disabled, you do not have administrative rights for the location.

If you have a signed and current direct OEM Microsoft Agreement and would like to use this option to meet the

gold competency requirements, you can contact your Partner Account Manager to request a manual override

through the Regional Service Center.

To commit to meeting the gold competency revenue commitment requirement, click the “Agree” link on the

Partner Membership Center Competency Summary page.

The Customer Satisfaction (CSAT) Index surveys are automatically associated with your organization or location.

Enroll in the OEM Competency

When you have met all OEM competency requirements and they are associated with your organization or location

you can finish enrollment. On the Partner Membership Center Managing Competencies page, under the OEM

competency section, a green message will indicate that you have met the requirements for the OEM competency

and a link will be provided to attain the competency. To complete enrollment, click on the link to update your

profile and pay the applicable membership fees.

For further information about the OEM competency, please contact your Regional Service Center at

https://partner.microsoft.com/global/40032423.