a-mamaye@microsoft · 2020. 3. 2. · * Eligible partners with MPN locations in CEE will be...
Transcript of a-mamaye@microsoft · 2020. 3. 2. · * Eligible partners with MPN locations in CEE will be...
▪ Aka.ms/partnerincentives
▪ Aktív MPN Regisztráció
▪ CSP szerződés
▪ Partner Center platform
▪ Legalább egy aktív Silver vagy Gold Partner Kompetencia:
aka.ms/osuenrollmentguide
Incentive Enrollment video
Example:
Link to the FY20 CSP Indirect Reseller Partner Incentive
Estimator Tool
aka.ms/partnerincentives
Effective
July 1, 2019
through
June 30, 2020
CSP Indirect Reseller Incentive
EligibilityPurpose1 2
Incentive ratesNeed to know3 4
Reward and support CSP Indirect Resellers for driving the
activation and enablement of customers with Microsoft based
Online Services.
▪ Active MPN membership
▪ Attain defined MPN competency at Gold or Silver level
▪ Onboard to the CSP incentive tool
▪ Local accelerators potentially available (per country choice)
▪ Co-op component will be introduced in H2
▪ Core program and strategic product accelerator rates will
adjust in Q2
▪ New Customer Add accelerators begin in Q2
▪ Azure incentives for new Commerce Platform transactions
begin in Q2
Incentive guide and other resources available on MPN at aka.ms/partnerincentives
Q2 – Q4 Incentive Rate
Core Incentive (Rebate only) ) – Azure billed revenue on existing platform; Azure billed revenue
derived from new commerce platform 4; O365, M3654%
Core Incentive (Rebate only) – D365 6%
CSP Customer Add Accelerators for 3 Clouds Varies
Global Strategic Product Accelerator (M365 E3, E5, Business; O365 Business, Business Premium;
E5 mini suite; D365 Business Central)5%
Global PSTN Calling and Conferencing Accelerator 20%
Software in CSP – Subscription 3
Core –
1.25%,
Strategic 6%
Azure Reserved Instance (RI) Incentive Rate
Azure RI (Paid on consumed Azure RI revenue) 10%
1 Unique accelerators for the 3 Microsoft Clouds (Azure, Dynamics,
Modern Workplace), each with defined earning opportunity launch
Oct. 1.
2 Global Strategic Product Accelerator includes M365 E3, M365 E5,
M365 Business, O365 Biz Premium, the 2 E5 Mini Suites, D365
Business Central
3 Core = Windows Server Std | Strategic = SQL Server
4 Incentives for Azure billed on the commerce platform will be paid in
the Modern Commerce Experience Partner Led incentive tool.
Effective
Oct. 1, 2019
through
Sept. 30, 2020Online Services Usage Incentive Modern Workplace (MW)
EligibilityPurpose1 2
Incentive rates
Need to know3
4
Reward partners for growing end customer
active use of Microsoft M365 Services under EA,
CASA/EES, CSP, and OSPA*
▪ Active MPN membership
▪ Gold or Silver level competency in one of the following
▪ Fast Track requirements as applicable
▪ Partners will associate with customers:
• at workload level (instead of subscription level)
• via claims (instead of DPOR) in Partner Center (CPOR)
• need to re-associate with existing customers
▪ Only one partner can be associated per workload
▪ Incentive earned when customer reaches usage milestones by workload (active users over seats sold) instead of monthly OSU payments
▪ Number of active usage milestones depends on the workload
▪ 15% milestone eligibility: workload must have <10% active usage at time of claim
▪ 40% milestone eligibility: workload must have <20% active usage at time of claim
▪ Accelerator for Teams: 1.5x all rates listed
▪ FastTrack incentive integrated into OSU-MW in FY20. Partners meeting FastTrack requirements (aka.ms/FastTrackPartnerTerms) earn 2x rates listed
Competency Service
Cloud Productivity All products
Enterprise Mobility Management (EMM) Intune, AADP, AIP, and EMS
Size of workload entitlement
% of active usage
on seats sold
Extra Small
150-499
Small
500-2,499
Medium
2,500-4,999
Large
5,000-10,000
Extra Large
10k+
15% $0 $1,250 $2,500 $3,750 $5,000
40% $500*** $1,875 $3,750 $5,625 $7,500
Eligible Milestone Workloads
15% and/or 40% active usage on seats sold Microsoft Teams**, Office 365 ProPlus, Microsoft Intune, AIP
15% active usage on seats soldExchange Online, SharePoint Online, AADP, MCAS, AATP,
Yammer
* China only
Rates for all Workloads (FastTrack eligible Partners earn double the rates)
*** Rate also applicable for Exchange Online, SharePoint Online, AADP, MCAS, AATP, and Yammer
Effective Oct. 1, 2019
through Sep. 30, 2020
Details below subject to
change prior to Oct. 1,
2019.
** Accelerator for Teams: All listed rates earn 1.5x for Microsoft Teams
Effective
Oct. 1, 2019
through
Sept. 30, 2020CPOR
CSP Accelerators for Modern Workplace
NOTE – Customer must be net new to Microsoft (measured at the TPID level) to qualify for these accelerators
CSP Accelerator Azure
NOTE – Customer must be net new to Microsoft (measured at the TPID level) to qualify for these accelerators
SUBMISSION STEPS on PARTNER CENTER and CHIP
1. Co-op Planning Guidance (optional, recommended)
2. CONDUCT ACTIVITY
3. SUBMIT CLAIM AND PROOF OF EXECUTION (POE)
Minimum treshold: $4000
2020. január 1. - CSP Co-op Program
Demand
Generation
Co-op eligible activities
Partner
Readiness
Market
Development
Traditional advertising with broad
reach that furthers the marketing
and promotion of Microsoft
offerings. Results and audience
size are measurable.
Marketing activities designed for
a specific customer audience that
support the sale of Microsoft
software licenses.
Expenses related to Microsoft
training, technical certification,
and program fees for internal
partner personnel that promote
the development of Microsoft
technology expertise.
• Print advertising
• Digital advertising
• Direct mail/email/mobile
SMS
• Partner website and SEO
• Microsoft syndicated
content
• Multi-touch digital
campaign
• Social media marketing
• Telemarketing
• Customer seminars and
bootcamps
• Tradeshows and expositions
• Customer offers
• GTM Services
• Internal incentives and
SPIFFs
• On-site champs
• Proof of concept
• Employee purchase web
set-up for customers
• MPN participation
• Microsoft exams and tuition
• Internal training and floor
days
• Microsoft hosted
conferences
• Product seeding and demo
units
Definition Qualifying activities
SALES CRITERIA: INCENTIVE AWARD: THRESHOLDS:
Sales of every Microsoft cloud product in CSP monthly billing during January
01, 2020 - June 30, 2020.
30% incentive award on the additional billed
revenue quarter growth versus prior quarterly growth.
Minimum pay-out to Participant is set at: 200 USD.
Maximum pay-out per quarter is capped at: 20 000 USD.
All incentive calculations are performed at country level. Example: if the Partner has 2 MPN locations eligible for this Incentive Campaign,
one in Poland and second in Slovakia, eligible revenue will be calculated and thresholds applied separately for Poland and Slovakia locations.
SPEED UP YOUR GROWTH INCENTIVE CAMPAIGNCSP INDIRECT RESELLERS & CSP DIRECT PARTNERS
Jan Feb Mar Apr May Jun
Win 30% rebates
Launch
End
Payment
Increase your profitability
Within 90 days after the
Campaign end date.
* Eligible partners with MPN locations in CEE will be enrolled in this program automatically, however partners
with MPN locations in EU/EFTA but not in CEE, need to register for this Campaign by contacting
Territory: Central Eastern Europe (CEE) * Effective date: Jan 01, 2020 - Jun 30,
2020
Participants: CSP Indirect Resellers and CSP Direct
Partners eligible to the global CSP Incentive Programs
Eligible products: All products available
in monthly billing in CSP Program
Speed up your growth
FAQ
2020
TERMS & CONDITIONS
[LC000390-
00]
CEE FY20H2
CSP GrandPrix
ESTIMATOR TOOL
Note: This program is running on top of other incentive programs that partner is eligible for.
GUIDE
SPEED UP YOUR GROWTH - EXAMPLE 1INCENTIVE CAMPAIGN | CSP INDIRECT RESELLERS & CSP DIRECT PARTNERS
Note: The table below shows incentive calculation methodology for example purposes only. All details, including eligibility criteria, are described in Terms & Conditions.
Note: This program is running on top of other incentive programs that partner is eligible for.
[LC000390-
00]
CEE FY20H2
Q1 REVENUE Q2 REVENUE Q3 REVENUE Q4 REVENUE
$100 000 $110 000 $132 000 $165 000
QoQ growth rate ($110k - $100k) / $100k = 10% ($132k - $110k) / $110k = 20% ($165k - $132k) / $132k = 25%
Is current quarter QoQ growth rate positive and higher than prior quarter QoQ growth rate? YES YES
Revenue eligible for incentive = current quarter revenue that is greater than the partner’s
prior quarter revenue multiplied by the prior quarter QoQ growth rate.
Note: In case prior QoQ growth rate is negative, partner will receive incentive award for billed revenue that
is above prior quarter billed revenue.
$132k - ($110k * 110%)
= $11 000
$165k - ($132k * 120%)
= $6 600
Incentive award per quarter = 30% on revenue eligible for incentive.
Note: Maximum pay-out amount for Participant per eligible quarter is capped at: 20 000 USD.
30% * $11k
= $3 300
30% * $6,6k
= $1 980
TOTAL INCENTIVE
Note: Minimum pay-out amount for Participant is set at: 200 USD.
$3 300 + $1 980
= $5 280
FAQTERMS & CONDITIONS ESTIMATOR TOOLGUIDE
CSP Earning Scenario 1a) – Modern WorkplaceM365 Business – NET NEW customer
EA
Inputs:
Seat size 200 CSP seats sold in January 2020
Products purchased M365 Business plan ($20/seat/month)
Purchase price $144,000 (3-year value); $48,000 (1-year value); $24,000
(6-months value)
Partner Type CSP Indirect Reseller
* Global Strategic Product Accelerator includes M365 E3, M365 E5, M365 Business, O365 Biz Premium, the 2 E5 Mini Suites, D365 Business Central** Customer must be net new to Microsoft (measured at the TPID level) to qualify for theseROI calculation = TOTAL INCENTIVE EARNED/PURCHASE PRICE (6-months value)
OSU Incentive Earning: Claim must be submitted at below 20% of active
usage
15% Milestone Rate achieved in Jan $0
40% Milestone Rate achieved in Mar: $500 for Exchange Online
Accelerator for Teams (1.5x rate) $750 for Microsoft Teams
$500 for O365 ProPlus
TOTAL OSU INCENTIVE EARNING $ 1,750
Inputs Usage:
Usage at the end of Jan 20% of EO, MS Teams, Office 365 ProPlus
Usage at the end of Feb 20% of EO, MS Teams, Office 365 ProPlus
Usage at the end of Mar 40% of EO, MS Teams, Office 365 ProPlus
Total Usage end of Mar 40% Milestone achieved
CSP Incentive Earning:
Core Incentive (Rebate only) 4% * 24,000 = $960
Global Strategic Product Accelerator* 5% * 24,000 = $1,200
CSP Modern Workplace Customer Add Accelerator
for 3 Clouds**
5% * 24,000 = $1,200
TOTAL CSP INCENTIVE EARNING $3,360
TOTAL INCENTIVE
EARNED
$5,110
CEE Local Campaigns ON TOP of Global Programs:
SPEED UP YOUR GROWTH INCENTIVE CAMPAIGN – Please
follow the T&C.
Extra potential earning of 30% incentive award on the
additional billed revenue quarter growth versus prior
quarterly growth.
ROI: 21%
CSP Earning Scenario 1c) – Intelligent CloudMicrosoft Azure – new customer
EA
Inputs:
Deal size $30,000 billed revenue during October 2019 –
June 2020
Products purchased Microsoft Azure (on existing platform)
Partner Type CSP Indirect Reseller
$5,200
ROI: 17%
* Customer must be net new to Microsoft (measured at the TPID level) to qualify for this accelerator
ROI calculation = TOTAL INCENTIVE EARNED/DEAL SIZE (9-months value)
CSP Incentive Earning for FY20:
Core Incentive (Rebate only) – Q2-Q4 4% * $30,000 = $1,200
CSP Intelligent Cloud Customer Add Accelerator for
3 Clouds*
$500 (earned in Nov) +
$3,500 (earned in Mar) =
$4,000
TOTAL CSP INCENTIVE EARNING $5,200
FY20Q1 FY20Q2 FY20Q3 FY20Q4
July Aug Sep Oct Nov Dec Jan Feb Mar Apr May June Tota
l
- - - $500 $1k $1k $3k $3k $5k $5k $5,5k $6k $30k
TOTAL INCENTIVE
EARNED
CEE Local Campaigns ON TOP of Global Programs:
SPEED UP YOUR GROWTH INCENTIVE CAMPAIGN – Please
follow the T&C.
Extra potential earning of 30% incentive award on the
additional billed revenue quarter growth versus prior
quarterly growth.
New Partner Support Experience: http://partner.microsoft.com/support
Partner Incentives Email Support Options
CSP (Provider, Direct, Indirect),
Online Service Usage, Online
Service Sell, Syndication Azure
Incentives
Surface Tablet and Hub,
Managed Reseller, Commercial
Distribution, Enterprise, SPLA-R,
Hosting, campaigns, SAM
Incentives
Dynamics Certified Software
Advisor (CSA), Solution Provider
Agreement (SPA) and Dynamics
365 incentives
TIER 1 SUPPORT AGENTS
Questions about incentives or when
escalating Issues about incentive policies,
eligibility, payments, coop, CHIP, PIExp,
POE approval, tools access, DPOR, tax and
banking information
SLA: 24 hours
SLA: 24 hours
SLA: 24 hours
TIER 2 ESCALATION TEAM
When the response from the Tier 1 support
alias is not satisfactory, or the SLA is taking
too long
SLA: 72 hours
