Post on 24-Mar-2022
FY22 Business Applications
Channel Investment
Partner HourPre- and Post-sales Activities
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Disclaimer
AGENDA
FY22 Presales & Post-Sales Offer Overview
FY22 Incentive Portfolio Overview
Nomination process - Demo
Q&A
FY22 incentives portfolio
Activities
Presales Program
Expanded pay range
Type 1:
• Envisioning Workshop
• Business Value
Assessment
Type 2:
• 1 ‘X’ In-A-Day
• Pilot
Dynamics Migration
Program (DMP)
• Migration
Assessments
OSA
Percentage of
revenue –
Dynamics 365 CE
and F&O
120-day claim window
Enterprise
Percentage of
revenue
OSU
Percentage of rate
card on active seats
Power Apps, Power
Automate, Customer
Insights, Remote
Assist in scope
CSP
Base Incentive
+ Customer Add
+ Product
Accelerators
+ Discounts
EA
CSP
Presales Transaction Usage
Activities
Post-Sales Program
Type 1: Validate Intent
• Transformation
Readiness Workshop
• Design Envisioning
Workshop
Type 2: Build Product
Capability
• 1:1 ‘X’ In-A-Day
• COE Activation
Type 3: Manage Change
& Realize Value
• Adoption Health
Remediation
• Value Realization
Workshop (VRW)
For more information on FY22 incentives please visit: https://aka.ms/partnerincentives
Qualified
Lead
Customer Journey
Partner
engages
Deliver
presales
activities to
build intent to
purchase
Revenue
based
Incentives
Deliver post
sales
activities to
unblock
usage
New
contract Low seat
usage
Intent to
purchase
High MAU
Usage
based
Incentives
New
opportunity
Use #1 Use #2
Use #1
Build and advance pipe
Catalyst
Proof of value activities
Use #2
Unblock customer success
Product capability
Use intent
Change management / Value Realization
Implementation
Sustained
MAU
Key
program
features
License Agnostic
Payment scales with scope and
opportunity size
Unmanaged customers in scope
Simpler eligibility requirements
Increased Flexibility and program
structure
✓
✓
✓
✓
✓
✓
Conditions apply. See the FAQ section for details
Covers the entire fiscal✓
Expand to next logical workloads
Smaller deals now qualify
Business applications FY22 partner offers Presales and Post-Sales
FieldBusiness applications FY22 partner offers Presales and Post-Sales
Post-Sales Partner OffersPresales Partner Offers
• *Annual Contract Value (ACV) in billed revenue for Dynamics 365 and/or Power Platform cloud products.
• ^ Funding amount ranges are maximum investments across all activities delivered per opportunity.
Note:
• ACV for licenses should be the annual amount for multi-year agreements. Only the MSX Opportunity ID is
the approved source of this information.
• Both EA and CSP** are in scope; **Opportunities involving CSP licensing for Public Sector and State-owned
entities are NOT eligible to receive funding for CSP licensing opportunities.
• More rules may apply - see the program overview decks hyperlinked in Resources for more details
Activities Microsoft Funds^ Minimum ACV*
Type 1
A. Envisioning
Workshop
B. Business Value
Assessment
Deals US$20k – $250k
$2k – $18.8k[10 – 13.3x ROI]
Deals above US$250k
$18.8k – $75k[13.3x ROI]
(Deliver one activity each from
A-D per MSX opportunity. Actual
payout depends on total # hours on
SOW and deal ROI)
$20k
Type 2
C. 1:1 “X” In A Day
D. Pilot
ActivitiesMicrosoft
FundsMinimum Unused
seats/Profiles
Type 1: Validate Intent
A. Transformation Workshop
B. Design Envisioning Workshop
$5,000 to
$20,000
(depends on usage
whitespace size**)
300 Dynamics 365 and/or
Power Apps and Power
Automate MAU* whitespace
and 3,000 Power BI seats
(optional)
or 200,000 CI* Profiles
whitespace
Type 2: Build Product
Capability
C. 1:1 ‘X’ In-A-Day
D. COE Activation
Type 3: Manage Change
and Realize Value
E. Adoption Health
F. Value Realization Workshop
• Customer Eligibility = *Monthly Active Usage (MAU) or Customer Insights (CI) Profiles whitespace
• Whitespace = inactive paid licenses/profiles
• **Not all customers will qualify for these offers. Reach out to your PDM or other MSFT contact to get details on
the customers eligible to receive the funding.
• Both EA and CSP are in scope; customers with CSP licensing for Public Sector and State-owned entities are
NOT eligible to receive funding
• More rules may apply - see the program overview decks hyperlinked in Resources for more details
Reduce Paid to Active GapBuild a Healthy Pipeline
Quick primer on Activity based incentives
Payout
Eligibility
Presales Post-sales
ROI
Billing rate# billable hours
Lower of
Partner ask
ROI cap ROI required$ Revenue / $ MAU
whitespace upside
1
2
• 7.5% / 10% of opportunity revenue size (MSX ID) • 5% / 20% of MAU whitespace value (Top parent ID)
Activity
Selection
• Partners are free to select up to one activity from each
category of activities (4 available), delivered once per MSX
opportunity ID
• Partners are free to select up to one activity from each category
of activities (6 available), delivered once per Top Parent ID
(TPID)
• Customer eligibilityo 20%+ opportunity in MSX , $20k+ revenue upside
o EA / CSP qualify
o CSP public sector / State owned entities do not qualify
• Customer eligibilityo 300+ paid available seats / 3000+ Power BI seats / 200k+
unused CI profiles
o EA / CSP qualify
o CSP public sector / State owned entities do not qualify
Deep-dive: Post-Sales Activities
FY22 program offers post-sales funding across six activities and three categoriesPost-sales guide
WORKLOADS
1. Customer Engagement (CE)/
Finance & Operations (F&O)
2. Power Apps and Power Automate
(Power Apps and Power Automate)
3. Power BI
4. Customer Insights
FY22 Partner Offers – Post-sales
Partner can choose to deliver: Any one activity, or any combination of activities [A] through [F], each can be delivered only once per customer
TPID
Program payout range: US$5,000 – $20,000
Minimum whitespace needed: 300 MAU whitespace across D365 and Power Apps and Power Automate products, or 3,000 Power BI MAU
Whitespace, or 200K CI Profiles
Customer Journey Activate Usage
Validate Intent Build Product Capabilities Manage Change & Realize Value
Type 1 Type 2 Type 3
Transformation Readiness
WorkshopA
Design Envisioning WorkshopB
In A Day Workshop (XIAD)C
Center of Excellence ActivationD
Adoption Health Assessment
& Remediation PlanE
Value Realization WorkshopF
Pick any combination
Whitespace = inactive paid licenses/profiles.
Public-Sector or state-owned entities with CSP licensing not eligible to receive this funding. Other conditions also apply
Note: If cap on payment has not been reached for a given TPID, partners can request for funding on activity categories not previously nominated for.
The activities can be for a different workload and must be submitted on a new future nomination
A – F: Activity Categories
1 – 3: Activity Types
Standard Post-Sales activities to selectPost-sales guide
Need to use a different (custom defined) post-sales activity for your customer?
Please explore the applicable ECIF program/s in your area
Details on ECIF programs are available here [internal MSFT link]
Customer Need Situation Activity to deliver Desired outcome Execution deliverables to customer
Validate Intent Clarify & re-establish intent, and Identify
customer readiness gaps & risks to a
successful adoption of the solution
Transformation Readiness
Workshop
• Customer identifies specific areas of improvement • Output document with readiness scores, major
risks and recommended actions
Review potential use cases (create intent),
identify an initial test case and success
criteria, perform a rapid assessment of
needs and deploy an MVP solution
Design Envisioning
workshop
• Deployed MVP Solution
• Roadmap: Full spectrum of potential Use Cases
• Deployed MVP solution
• Scenario-specific value map
Build Product
Capability
Develop deeper practical product
understanding, and showcase value of
the solution
1:1 “X“ In A Day • Customers discovers the business value of D365,
CI and Power Apps and Power Automate
Solutions
• Full-function limited time trial sample solution
(app/dashboard etc.) that extends to production
seamlessly
Get started on Power Apps and Power
Automate governance with COE
Starter Kit
COE Activation • Customer understands the key concepts of
governance and the Center of Excellence
• Learn about Center of Excellence starter kit
components and how to deploy it successfully
• Full-function limited time trial that extends to
production
• Integration with related customer IT and
data systems
Manage Change &
Realize Value
Understand and overcome issues that are
blocking full adoption and usage of the
Dynamics 365 solution
Adoption Health
Assessment and
Remediation Plan
• Customer identifies specific areas of improvement • Output document with health assessment scores
and recommended best practices
Create meaningful business value by
driving consumption aligned to
customers’ desired outcomes
Value Realization Workshop • Identification of the customer objectives, business
challenges, and opportunities for improvement
• Quantification of identified metrics
• Agreement on financial improvement levers
• Develop Horizon Planning
• Plan with agreed-upon next steps
Output document including:
• Customer Journey – Current vs Future
• Incremental Value of Solution Vision
• Solution Timeline
• Value Path
• Next Steps
Business Applications partner offersFY22 List of Activities by Activity Type
Activity Type
Scenario Clarify and re-establish intent Develop deeper product understandingAccelerate usage and
discover new opportunities for impact
D365 • Transformation Readiness Workshop
• Design Envisioning Workshop
for D365
• 1:1 Customer Voice In-A-Day
• 1:1 E-Commerce In-A-Day
• 1:1 Field Service In-A-Day
• Adoption Health Assessment and
Remediation Plan
• Value Realization Workshop
Power Apps and Power
Automate
• Design Envisioning Workshop for
Power Apps and Power Automate
• 1:1 Automate Business Process In-A-Day
• 1:1 Dashboard In-A-Day
• 1:1 Dataverse In-A-Day
• 1:1 Power Apps and Power Automate
Hackathon In-A-Day
• 1:1 Power Portals In-A-Day
• 1:1 Rapidly Build Apps In-A-Day
• 1:1 Center of Excellence Activation
• Value Realization Workshop
Customer
Insights
• Design Envisioning Workshop for
Customer Insights
• 1:1 Customer Insights-In-A-Day • Value Realization Workshop
Validate Intent Build Product CapabilityManage Change
& Realize Value1 2 3
Activity TypeCustomer need
Activities Workloads that count toward eligibility
D365 PA/PAU** PBI CI
Validate IntentClarify and re-establish intent
• Transformation Readiness Workshop
• Design Envisioning Workshop
X
X X X
Build Product CapabilityDevelop deeper practical
product understanding
• 1:1 X-In-A-Day
• COE Activation
X X
X
Manage Change &
Realize ValueAccelerate usage and discover
new opportunities for impact
• Adoption Health Assessment and
Remediation Plan
• Value Realization Workshop (VRW)
X
X X
300+ MAU whitespace*
300+ MAU whitespace*
300+ MAU whitespace3,000+ MAU
whitespace
200K+ Profiles
whitespace
300+ MAU whitespace
300+ MAU whitespace*
300+ MAU whitespace*
200k+ Profiles
whitespace
200k+ Profiles
whitespace
*Includes Power BI in whitespace-based payout calculation when Power BI MAU whitespace is greater than >3000 and must independently meet >300 D365/PA/PAU MAU whitespace threshold. Power BI does not qualify
for Type 1 or Type 3 activities on its own. Power BI does qualify for Type 2 activity on its own if MAU whitespace >3000 seats/capacity units.
** PA: Power Apps and PAU: Power Automate
Business Applications partner offers – Post SalesFY22 Customer Account Eligibility by Activity Type
DemoRequest Funding (Presales Offer)
https://aka.ms/PreSalesPartnerOffersFY22
Q&A
Stay connected – Support and resources
Extra resources.
PO or Payment Status – D365ECIF@microsoft.com
Microsoft Partner Community.
Refer to Microsoft Partner Community announcement on Business Applications here.
Information, updates, and
announcements throughout FY22
at this TRANSFORM page
Presales: Nomination Link
Post-Sales: Nomination Link
Partners can register and attend Partner
Office Hours every month
https://aka.ms/FY22BizAppsOfficeHours
Visit the Partner
TRANSFORM pageRequest Funding Partner Office Hours1 2 3
Appendix slides
Business Applications partner offers – Post SalesFY22 Partner Eligibility Criteria
Type 1 and Type 3
Type 2
D365
• Any one of the following AND
− Gold or Silver Cloud Business Applications competency.
− Gold or Silver SMMCS Competency (Business Applications path)
− [ISV] $25K min Rev Share for prior 12 months + Co-sell ready ISV Connect offer in target geography.
• ECIF supplier certification in country of delivery
Power Apps and Power Automate• Meet at least 2 of 4 criteria in Low Code Advanced Specialization AND
• ECIF supplier certification in country of delivery
Power BI• Gold or Silver competency in Data Analytics AND
• ECIF supplier certification in country of delivery
Customer Insights
• Gold or Silver competency Data Analytics AND
• 1+ customer in production AND
• ECIF supplier certification in country of delivery
Validate Intent Build Product CapabilityManage Change
& Realize Value1 2 3
ECIF Status – Green is a partner eligibility requirement for all
activities (types and categories) on the FY22 Partner Offers program
All Workloads
Validate Intent and Manage Change & Realize Value
• 3+ Catalyst accredited professionals in the Area AND
• Any one of the following AND
a) Gold or Silver Cloud Business Applications competency
b) Gold or Silver SMMCS Competency (Business Applications path)
c) Gold or Silver Data Analytics competency and 1+ customer in production (for CI only)
d) Meet at least 2 of 4 criteria in Low Code Advanced Specialization (for PA only)
e) [ISV] $25K min Rev Share for prior 12 months + Co-sell ready ISV Connect offer in target geography
• ECIF supplier certification in country of delivery
6
7
8
9
10
1
2
3
4
5
Business Applications partner offersFAQ
Is the FY22 Partner Offers program the same as ECIF since the process
looks like ECIF?No. FY22 Partner Offers program is a channel incentive program designed to help partners
deliver high value activities to customers. The program uses ECIF as the compliant
operations engine.
My company is not yet cleared for ECIF, can I still participate in the
partner offers?Please get certified for ECIF in the delivery location before applying for funding.
If my company is ECIF certified in Germany, can I request for funding for
a project in Australia where it is not ECIF certified yet?No. Partners must be ECIF certified in the country where the service will be provided, even if
the customer remains the same entity.
Can the pipeline opportunity be multi-year, as our typical EA deals areROI will be calculated on ACV (Annual Contract Value) basis. The opportunity should be
expected to close in FY22 only, but the deal can be multi-year.
How long does it take for an ECIF request to be approved, from the date
it is received?Between 10 – 14 business days.
The activities I want to deliver require more investment than what the
payout cap allows; how do I apply for an exception?We are unable to accept exception requests.
With the current environment and restrictions, I am planning to deliver
the funded services remotely, is that in scope for these offers?Absolutely. Please feel free to choose the best delivery/meeting method that works for you
and the customer and obeys local rules and regulations.
How does the FY22 Partner Offers program coexist with the other
Partner funding programs available e.g. ECIF?Partners can utilize the Corp-held FY22 Partner Offers (this program), as well as the other
centrally or locally administered programs. Receiving funding on this program does not
preclude a partner from participating on the other programs.
Are unmanaged customers in scope for FY22?Yes. Unmanaged customer opportunities are eligible if there is an MSX Opportunity
ID available.
Are customers with CSP licensing eligible to receive funding?CSP licensing customers are eligible to receive the funding except Public Sector and State-
owned entities that are still not eligible to get funding for CSP licensing deals.
Business Applications partner offersFAQ
11
12
13
14
In order to deliver the Catalyst activities under Type 1, do I need to be a Catalyst accredited partner?Yes. The delivering partner will need to have 3+ accredited resources in the same Area (e.g., United States, Western Europe etc.).
How can I create/edit the Statement of Work (SOW) used on the Purchase Order (PO)?Microsoft will auto-populate the SOW based on the activities you chose to deliver. Partners cannot create/edit the SOW language on the FY22 Partner Offers program.
What happens if I deliver only part of the SOW scope?Microsoft will pay the partner for fully delivered milestones on the SOW as demonstrated by the Proofs of Execution (POE).
I see there are partner eligibilities of three kinds – competency and Catalyst accreditation. What do they mean?Partners gain competency for different platforms and product suites when they meet a set of requirements. For the FY22 Partner Offers program, we are seeking partners
with select competencies. In addition, for Type 1 activities we are looking for partners who have a certain number of professionals trained in the Catalyst methodology.
If you have more questions, please write to D365ECIF@microsoft.com.
Thank You