Microsoft Cloud Partner Program Frequently Asked...

Microsoft Cloud Partner Program Frequently Asked Questions

March 30, 2011

PROGRAM OVERVIEW ........................................................................................................................................... 2

PROGRAM REQUIREMENTS ................................................................................................................................... 3

ENROLLMENT REQUIREMENTS .......................................................................................................................................... 3

RE-ENROLLMENT REQUIREMENTS ..................................................................................................................................... 7

PROGRAM BENEFITS .............................................................................................................................................. 8

PROGRAM BENEFITS LIST ................................................................................................................................................. 8

CLOUD ESSENTIALS PACK BENEFITS .................................................................................................................................... 8

CLOUD ACCELERATE PROGRAM BENEFITS ........................................................................................................................... 8

MICROSOFT ONLINE SERVICES INTERNAL USE RIGHTS ........................................................................................... 9

ALL INTERNAL USE RIGHTS ............................................................................................................................................... 9

BUSINESS PRODUCTIVITY ONLINE SERVICES ....................................................................................................................... 10

WINDOWS AZURE PLATFORM ......................................................................................................................................... 11

WINDOWS INTUNE ....................................................................................................................................................... 11

MICROSOFT DYNAMICS CRM ONLINE.............................................................................................................................. 12

PARTNER OF RECORD .......................................................................................................................................... 12

PROGRAM SUPPORT ............................................................................................................................................ 13


March 30, 2011

Program Overview

1) What is the Microsoft Cloud Essentials Pack?

The Microsoft Cloud Essentials Pack gives you the opportunity to learn about and try the latest cloud software, online technical support, training and other resources from Microsoft at no charge. It is ideally suited for partners just starting to build a Microsoft Online Services business. Leveraging Cloud Essentials benefits will help you experience Microsoft cloud solutions and learn how to build your Microsoft cloud services business.

2) What is the Microsoft Cloud Accelerate Program?

The Microsoft Cloud Accelerate Program is designed for partners that are already committed to a cloud business. In addition to the benefits received in the Cloud Essentials Pack, partners are rewarded with a Cloud Accelerate Badge, 20 Advisory hours for support, priority listing in Pinpoint, access to future Microsoft Cloud product roadmaps, local Microsoft subsidiary engagement opportunities, and Windows Azure Platform and other Microsoft Silver competency related benefits.

3) What is the difference between the Sell & Service and Build & Develop tracks?

In the Cloud Essentials Pack and the Cloud Accelerate Program you should pick one track to qualify for your cloud benefits. The Sell & Service track is for partners seeking to sell and deploy online services, whereas the Build & Develop track is for partners focused on building intellectual property on the Windows Azure Platform. You can choose to fulfill the requirements for both tracks for either the Cloud Essentials Pack or the Cloud Accelerate Program, though you will not receive additional benefits by doing so.

4) Can I belong to both the Cloud Essentials Pack and the Cloud Accelerate Program?

Yes, when you qualify for the Cloud Accelerate Program you will have access to all of the Cloud Essentials Pack benefits, and the additional Cloud Accelerate Program benefits. The Internal Use Rights benefits for the Microsoft Online Services are NOT additive and are capped at the Cloud Accelerate level. Please note, Cloud Accelerate Partners do receive the Cloud Essentials Pack Windows Azure Platform benefit.

5) If a partner organization has qualified for the Cloud Essentials Pack or Cloud

Accelerate Program, can the program benefits be shared across locations?

Yes. The benefits are earned at the parent organization level. Any location associated with the Partner organization in the Partner Membership Center (PMC) is eligible to access and share these benefits. Similarly, only users associated with the organization and its locations in PMC can access the benefits via the Microsoft Cloud Partner Portal.


March 30, 2011

Program Requirements

Enrollment Requirements

6) What agreements do I need to sign before my company is eligible to join?

All partners signing up for the Cloud Essentials Pack or the Cloud Accelerate Program need to agree to the Terms and Conditions of the Microsoft Partner Network Agreement. To be eligible for the Sell & Service track of the Cloud Essentials Pack or the Cloud Accelerate Program, a partner needs to sign either the Microsoft Online Services Provider Agreement (MOSPA) or the CRM Online Software Advisor (CSA) agreement. To be eligible for the Build & Develop track of the Cloud Essentials Pack or the Cloud Accelerate Program a partner needs to sign a Microsoft Platform Ready (MPR) agreement.

7) Can a Partner with an expired MOSPA and/or BPOS IUR one-year trial join the

Microsoft Cloud Partner Program?

To qualify for the Cloud Partner Program, a partner must re-sign MOSPA and take the required assessment. If all of the program requirements have been satisfied the partner will qualify for all of the available program benefits, without restriction. If an existing BPOS IUR benefit expires prior to activating the Cloud Partner Program BPOS IUR benefit, this partner will need to activate a new instance of BPOS – the program does not support re-activation of an expired BPOS subscription or the extension of a paid subscription for this purpose.

8) If a partner applied for the BPOS Accelerate program, but was not accepted, can they

apply for the Cloud Essentials Pack and/or the Cloud Accelerate Program?

Yes, such a partner can apply to enroll in the Cloud Essentials Pack and/or the Cloud Accelerate Program.

9) If I am already a Silver or Gold competency partner, may I join?

Yes, you can qualify for the Cloud Essentials Pack and/or the Cloud Accelerate Program.

10) Will there be a fee to join the Cloud Essentials Pack?

There is no program fee to enroll in the Cloud Essentials Pack.


March 30, 2011

11) What are the specific requirements for the Cloud Essentials Pack and the Cloud

Accelerate Program?

The following qualification requirements must be met to qualify for in the Cloud Partner Program. As a partner moves from the Cloud Essentials Pack to the Cloud Accelerate Program, the benefits and requirements increase, by design. Most program requirements apply to both the Cloud Essentials Pack and the Cloud Accelerate Program, and are broken out by program track – Sell & Service or Design & Develop; differences are also noted. Please refer to the table below for detailed requirements for the Cloud Essentials Pack and the Cloud Accelerate Program.

Program Requirements

Cloud Essentials

Cloud Accelerate

Details

Partner Track Sell & Service

Build & Develop

Sell & Service

Build & Develop

A partner must have a signed Microsoft Online Services Provider Agreement (MOSPA) OR active CRM Software Advisor Agreement (CSA)* Partner must take any required assessments to attain MOSPA or CSA.

n/a

n/a

*Active CSA = 1 deal sold 18 months prior to enrollment.

Must complete a 200-level technical assessment: Microsoft Partner Network Technical Assessment for Windows Intune or Microsoft Partner Network Technical Assessment for Business Productivity Online Suite (BPOS)

n/a

n/a

n/a

Partner must be enrolled in a Silver Competency: If not, partner will select an applicable Competency based on product(s) sold and pay the local fee.

n/a

n/a

Competency options based on the Track: Sales & Services Track:

BPOS Sales: Select Portals & Collaboration or Unified Communications Competencies

Windows Intune Sales: Select Desktop or Systems Mgmt. Competency

Dynamics CRM Online


March 30, 2011

Sales: Select CRM Competency

Build & Develop Track: Windows Azure Sales: Select one of the following competencies: Independent Software Vendor (ISV), Web Development, Software Development, or Data Platform (aligns with SQL Azure focused partners)

Must profile a Windows Azure application on Microsoft Platform Ready (MPR) site.*

n/a

n/a

*Note: Cloud Accelerate also requires product testing on MPR.

Must successfully pass the Windows Azure application test on Microsoft Platform Ready (MPR) site.

n/a

n/a

n/a

Sales Completed: Partner must have sold 3 Cloud deals (any Online Services product offered in the program), with a combined total of 150 or more seats. Deals must have occurred in the 18 months prior to enrollment.

n/a

n/a

n/a

*Note: Cloud Essentials partners that qualify with a CSA, must have sold 1 deal within the past 18 months. See above req. for details.

Cloud Customer References: Partner must provide 3 customer references, associated with the partner’s account in the Partner Membership Center, for any Online Services product offered in the program.

n/a

n/a

*Note: Customer References must have been provided in the 24 months prior to enrollment.

Sales Commitment: Partner must commit to sell 8 Cloud deals, with a combined total of 500 or more seats during the enrollment period. Note: Your sales commitment is entered on the Cloud Accelerate

n/a

n/a

n/a

*Note: Cloud Essentials partners do not have to pay a fee to enroll, but must sell to continue receiving software benefits in the following term.


March 30, 2011

Enrollment Submission Form. If you are a managed partner, you will be required to identify your Partner Account Manager. Revenue Commitment: Partner must commit to sell at least $2,500 in Windows Azure Platform revenue over the enrollment period.

n/a

n/a

n/a

12) How do I make sure my reference in the Partner Membership Center is considered a

Cloud Reference?

When creating a new reference, be sure to select the appropriate cloud product that you used for your project. Cloud technologies are found under the Microsoft Online Services or Windows Azure Platform categories. We encourage you to create a new reference if you have executed cloud-related projects.

13) Are details available regarding the 200-level technical assessments required for the

Sales & Services track of Cloud Accelerate (only one assessment is required)?

Please refer to the links below in the Partner Learning Center (PLC) to see more details about each course:

o Microsoft Partner Network Technical Assessment for Windows Intune o Microsoft Partner Network Technical Assessment for Business Productivity Online Suite

14) How will unmanaged partners that do not have access to the Partner Solution Plan

document their planned approach to sell 8 deals with a total of 500 seats, prior to

entering the Cloud Accelerate Program?

Sales commitments for partners enrolling in the Cloud Accelerate Program will be captured on the Cloud Accelerate enrollment form. This information will be stored in a database for future reference.

15) Will there be a fee to join the Cloud Accelerate Program?

Cloud Accelerate Program partners must meet all the required qualifications and have either a Silver or Gold competency. If you do not have at least a Silver Competency in the Microsoft Partner Network, you will be required to pay the local Silver Competency fee. Fees vary by country.

https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=716277

https://training.partner.microsoft.com/learning/app/management/LMS_ActDetails.aspx?UserMode=0&ActivityId=716283


March 30, 2011

Re-Enrollment Requirements

16) What are the requirements to re-enroll in the Cloud Essentials Pack and the Cloud

Accelerate Program?

There are different requirements for renewing your membership in the Cloud Partner Program versus renewing your cloud services Internal Use Rights (IUR) benefits. These are described separately for the Cloud Essential Pack and the Cloud Accelerate Program:

Program Renewal

Cloud Essentials Pack: Partners must maintain their enrollment requirements to remain in the program. Your organization can continue to access all the benefits of the program, with the exception of IUR, which has additional requirements described below. Cloud Accelerate Program: As a Microsoft Cloud Accelerate partner, your organization must demonstrate a higher level of commitment to renew your membership and continue enjoying the greater level of program benefits, which involves additional requirements to renew. To re-enroll in the program, partners must meet their program commitment of 8 deals and a minimum of 500 licenses sold (both requirements are product agnostic). This target will be continually assessed during the program term to ensure alignment with the capabilities of our committed partners.

Internal Use Rights

Cloud Essentials Pack and Cloud Accelerate: In addition to respective program enrollment requirements, Cloud Partners must sell at least 50 seats (PC licenses for Intune) of each online service being used, during the enrollment year, to qualify for another 12 months of Internal Use Rights for each of those online services. If you do not qualify for a particular online service, partner preferred pricing may be available for you to continue these services, while you maintain an active status in the Cloud Program. Partner preferred pricing is currently available for:

Business Productivity Online Services: $5 per seat Dynamics CRM Online: $19 per seat

17) What happens if I don’t meet my sales or revenue commitment by the end of year

one for the Cloud Accelerate Program?

You will no longer be able to receive your cloud software benefits and resources if you do not meet your sales commitment.


March 30, 2011

Program Benefits

Program Benefits List

18) Where can I find a complete listing of benefits for the Cloud Essentials Pack and the

Cloud Accelerate Program?

Go to the Microsoft Cloud Partner Portal home page and click the Microsoft Cloud Essentials Pack and Microsoft Cloud Accelerate hyperlinks.

Cloud Essentials Pack Benefits

19) Where do I access the Online Technical Communities for cloud?

Visit Online Technical Communities for support on Business Online Productivity Services, CRM Online (Dynamics) and Windows Azure.

Cloud Accelerate Program Benefits

20) As a Cloud Accelerate Program member, how do I access my 20 Advisory Hours?

To find the Technical Advisory Service phone number closest to you click here.

21) What can I use the 20 Advisory Hours for?

Partners in the Cloud Accelerate Program will receive unlimited pre-sales and technical support, so it is recommend the 20 advisory hours be used for deployment support.

22) What do I do if my local subsidiary does not contact me?

Local subsidiary engagement is a benefit for the Cloud Accelerate Program only. The local subsidiary will contact you within three months of joining the Cloud Accelerate Program to ensure you are familiar with the program benefits and resources. Initial contact will occur in the middle of 2011 and may be in the form of an electronic communication or in-person, depending on the type of partner relationship status you have with Microsoft. Depending on your location, there may be additional engagement opportunities.

http://www.microsoftcloudpartner.com/

https://partner.microsoft.com/global/40014662

https://partner.microsoft.com/40011365


March 30, 2011

23) If I enroll without a competency, how will the competency benefit be provided to

me?

Partners accepted into the Cloud Accelerate Program will be given an opportunity to select a related cloud competency when they apply to enter the program.

24) If my company is awarded a competency for joining and did not previously have one

will it get the same benefits as an existing Silver competency partner?

Yes, your company has paid for and is entitled to all silver level benefits.

25) If I’m a Gold or Silver Competency partner, will I have to pay a program fee for the

Cloud Accelerate Program?

No, you will not have to pay a program fee. If you have earned and are active in a Gold or Silver Competency, the program fee will be waived. In the future, the Cloud Program website will reflect fulfillment of this requirement on the Qualify tab. However, currently, your organization will need to complete and submit the Cloud Accelerate Program application form before this this requirement is updated with the current status.

26) Why does the competency I choose have to be tied to my online services business?

The competency you hold will showcase your skillset to your customers. Microsoft needs to ensure this competency is tied to your cloud experience.

Microsoft Online Services Internal Use Rights

All Internal Use Rights

27) Are there any restrictions on the Internal Use Rights (IUR) awarded through the

Microsoft Cloud Partner Program?

Internal use services may not be used for direct revenue-generating purposes, commercial purposes, personal purposes, or customer training. The IUR earned by joining the Microsoft Cloud Partner Program is intended to help you explore Microsoft’s cloud services, and to help you grow your business by building or selling cloud solutions based on these technologies. These IUR benefits are not intended to be used in commercial transactions between a partner and a customer (these principles and guidelines are consistent for software benefits provided through the Microsoft Partner Program).


March 30, 2011

28) When will new Online Services be available in the Cloud Partner Program benefits?

The goal of the Microsoft Cloud Partner Program is to provide Microsoft partners with an early opportunity to begin learning about and building businesses in the cloud with Microsoft Online Services. The Microsoft Cloud Partner Program will offer online services products as soon as they are available in market, if not earlier. Once these benefits are made available, we will post an announcement on http://www.microsoftcloudpartner.com.

29) Can the Internal Use Rights (IUR) licenses included in the Cloud Essentials Pack

and/or the Cloud Accelerate Program be combined with IUR licenses offered to partners

through Gold and Silver competencies, or by signing MOSPA?

No, partners in multiple competencies cannot combine programs or offers to gain additional seats. Benefits will not exceed what is offered by the Cloud Essentials Pack or the Cloud Accelerate Program.

30) Is there an option to purchase additional seats of the online cloud services?

Licenses purchased at partner preferred pricing are not meant to exceed the organization’s Internal Use Rights (IUR) caps described in the Cloud Program benefits. These licenses are meant to provide partners with continuous access to Online Services in the event a partner does not qualify for IUR through the Cloud Partner Program. Partner preferred pricing is currently available for:

o Business Productivity Online Services: $5 per seat o Dynamics CRM Online: $19 per seat

Business Productivity Online Services

31) What is included in the 250 BPOS licenses?

Each of the 250 BPOS licenses provided is valid for one instance (or seat) of any product included in the Business Productivity Online Suite.

32) Can an existing BPOS IUR one-year trial benefit be extended through the Microsoft

Cloud Partner Program?

Yes, an existing BPOS IUR one year trial benefit can be extended for an additional year through either the Cloud Essentials Pack or the Cloud Accelerate Program. Detailed extension guidance is provided on the Activate Benefits tab.

http://www.microsoftcloudpartner.com/


March 30, 2011

Windows Azure Platform

33) Can the Cloud Essentials Pack or Cloud Accelerate Program Windows Azure Platform

benefit be combined with an existing MSDN Azure benefit on the same account?

No, multiple Windows Azure Platform benefit resources cannot be combined on a single account. However, the Microsoft Cloud Partner Program Azure benefit can be used as another instance to help develop and test solutions and run internal applications.

Windows Intune

34) If I am using the free Windows Intune 30-day trial, or the Beta offer, will my data and

configurations be carried over to my Internal Use Rights (IUR) subscription offered

through the Cloud Partner Program?

No, your data and configurations cannot be carried over to your Internal Use Rights (IUR) subscription.

35) Is it necessary to upgrade to Windows 7 Enterprise to use Windows Intune?

No, users have the choice to upgrade to Windows 7 Enterprise when they are ready, or they can use a previous version. Windows 7 Enterprise offers your customers the best user experience today with an improved and intuitive interface and advanced search capabilities, plus BitLocker® drive encryption to better protect confidential data. The Windows Intune Client software is supported on both 32 bit and 64 bit versions of: o Windows 7 Enterprise, Ultimate and Professional o Windows Vista Enterprise, Ultimate and Business o Windows XP Professional with Service Pack (SP) 2 or later (SP3 recommended)

Additional Windows Intune operating system requirements can be found in the Windows Intune FAQ.

36) Do my Windows Intune Internal Use Rights (IUR) include Windows 7 Enterprise?

No, your Windows Intune IUR licenses are for the Windows Intune Cloud Service only and do not include Windows 7 Enterprise.

37) What happens if I need more licenses of Windows Intune than is covered by my

Internal Use Rights (IUR)?

If you require more than the allocated number of IUR licenses, you can purchase additional licenses. Your IUR licenses and paid-for licenses must be purchased in separate accounts, though they can both be managed using the Multi-Account Console.

https://partner.microsoft.com/download/global/40137775

https://partner.microsoft.com/download/global/40137775


March 30, 2011

38) How do I access the Windows Intune Multi-Account Console?

The Multi-Account Console is automatically presented to you at login as soon as your Windows Live ID is set-up as an administrator of more than one account.

39) How can I sell Windows Intune?

In order to sell subscriptions to Windows Intune, you will need to first sign a Microsoft Online Services Partner Agreement (MOSPA): o If you are already a MOSPA partner you will not need to sign a new agreement. o To learn how to become a MOSPA partner today, please click here. o Subscriptions to Windows Intune will be sold like other cloud services from Microsoft—through

the Microsoft Online Services website at www.microsoft.com/online.

Microsoft Dynamics CRM Online

40) Do you have questions about the CRM Online Internal Use Rights (IUR) ?

If yes, please reference the Microsoft Dynamics CRM Online Internal Use Rights (IUR) FAQ.

Partner of Record

41) How do I become a Partner of Record (POR)?

When you initiate a quote on behalf of your customer through the Microsoft Online Commerce Portal (MOCP), you will automatically be assigned as the Partner of Record (POR) when the customer activates a subscription against your quote. Alternatively, the customer may add you as their Partner of Record when they place an order on the Microsoft Online Commerce Portal, or can assign you as the Partner of Record up to 90 days post order date. If you have questions about establishing a Partner of Record (POR) relationship with your customers please contact the Microsoft Online Services Support Team.

42) How do I receive my Partner of Record Fees for a Microsoft Online Commerce Portal

(MOCP) customer?

If you have questions about Partner of Record (POR) fees please review the Microsoft Online Services Partner Agreement Guide.


http://www.microsoft.com/online

https://partner.microsoft.com/global/productssolutions/dynamics/40149008

http://www.microsoft.com/online/help/en-us/helphowto/0d8eb4c2-77c5-4dd8-b66c-9f1de7451e24.htm




March 30, 2011

Program Support

43) Who do I contact if I have problems profiling or testing my Windows Azure Platform

application in Microsoft Platform Ready?

Contact [email protected] for any issues on profiling or testing your application.

44) What is the process for a partner to opt-out of the Cloud Essentials Pack or the Cloud

Accelerate Program?

A partner can opt-out of the Cloud Essentials Pack of the Cloud Accelerate Program at any time by contacting a Regional Service Center (RSC) representative.

45) What are the program support contacts?

Do you need help enrolling in the Cloud Essentials Pack or Cloud Accelerate Program, or just have general Cloud Partner Program Questions? o Please contact the Regional Service Center closest to you. Do you have questions about activating your BPOS, Windows Intune, or Widows Azure Benefits? o Please contact the Microsoft Online Services Support Team. Do you have questions about activating your Microsoft Dynamics CRM Online Benefits? o Please contact the Microsoft Dynamics CRM Online Support Team.

mailto:[email protected]



http://www.microsoft.com/online/help/en-us/helphowto/0d8eb4c2-77c5-4dd8-b66c-9f1de7451e24.htm

http://crm.dynamics.com/contact-us

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