| July 10, 2004 – December 31, 2004 Using a sales team scorecard, set some sales guidelines and reporting metrics that can assist in validating success. When setting up a scorecard consider these important highlights: Was the sale made using the Solution Selling framework? Who was the customer? How many students were trained? What was the learning solution that was implemented? January 1, 2005 – February 28, 2005 Submit one competition entry to Microsoft Learning. Details of where to submit the entry will be posted on the Learning Solutions partner secure Web site and sent in the Learning Solutions partner Flash email. It will be a Web page with detailed instructions. Several sections will need to be filled in to be considered for the competition: Situational Analysis Describe what the customer was looking for and how their business problems were addressed. Who was the customer? What was the customer’s pain point? How many students needed to be trained? Sales Process Outline how each of the 9 steps of the Solution Selling process were implemented and what was learned at each stage. Microsoft field and partner engagement Was the Microsoft field engaged? Where Microsoft reseller partners engaged? If they were involved, how and when did they become a part of the solution? Was Organizational Assessment included in the sale? At what step in the sales process was it introduced and how did the sales team position it? Was Software Assurance implemented? At what step in the sales process was it introduced and how did the sales team position it? What was the most important benefit to using the Microsoft Solution Selling process? March 2005 Microsoft Learning will publicly announce each of the three regional runners-up and the one worldwide Grand Prize winner. April – May 2005 Microsoft Learning will work with the Grand Prize winner to build a case study around the solution. July 2005 The Grand Prize winner will be showcased at the 2005 worldwide Partner Conference.