Microsoft Azure Execution Guide

Transcription

1 Micrsft Partner Netwrk Micrsft Azure Executin Guide Partner Incentives July 2013 September 2014

2 Micrsft Partner Netwrk Micrsft Azure Executin Guide i Table f Cntents Overview... 1 Partner Onbarding and Enrllment... 2 General Requirements... 2 Partner Sales Exchange (PSX) Onbarding... 2 Bank Details and Tax Infrmatin... 3 Earning Incentives... 4 Opprtunity Validatin Prcess... 6 Validatin Prcess... 6 Prf f Executin Requests... 6 Duplicates... 7 Cnsumptin Calculatin and Payment Rules... 9 Reprting Glssary Supprt... 15

3 Micrsft Partner Netwrk Micrsft Azure Executin Guide 1 Overview Micrsft Azure Incentives reward partners fr driving the cnsumptin f Micrsft Azure Services n Micrsft custmer s agreements including Micrsft Online Services Agreement (MOSA)/Web-Direct and Enterprise Agreements (EA). Partners can earn incentives starting July 1, 2013 based n Micrsft Fiscal Year 2014 Micrsft Azure Incentive rates and terms. This Micrsft Azure Incentive Executin Guide is the cmprehensive resurce that prvides the prcesses, systems and respnsibilities invlved in the executin prcess fr the Incentive. This Guide includes: Partner Onbarding and Enrllment Earning the Micrsft Azure Incentive Reviewing the pprtunity validatin apprval and dispute prcess Understanding the cnsumptin calculatin and payment Supprt, Escalatin and Reslutin The terms f this Executin Guide apply t all active Micrsft Azure Incentive pprtunities registered thrugh September 30, 2014.

4 Micrsft Partner Netwrk Micrsft Azure Executin Guide 2 Partner Onbarding and Enrllment General Requirements Azure Incentives will be paid ut t partners enrlled and active in the Azure Circle Prgram. Azure Circle: Partners must be enrlled and active in the Azure Circle Prgram t be eligible t participate in Micrsft Azure Incentives. Micrsft will invite Partners wh are members f the Micrsft Azure Circle Prgram t participate in the Micrsft Azure Incentive. All partners eligible fr incentives must have a valid and current MPN ID, be a managed Partner and track pprtunities within PSX (Partner Sales Exchange) Fr existing Azure Circle Partners wh are currently participating in the Micrsft Azure Incentive at the time f the transitin, these Partners will remain eligible t earn the Micrsft Azure Incentive until June 30, The Partner will use Partner Sales Exchange ( PSX ) t register a Micrsft Azure Incentive fr each Micrsft Azure subscriptin. The Partner will submit its bank infrmatin and tax details t the Micrsft Azure Incentive Operatins team t facilitate the payment prcess. The fllwing sectin describes the prcess a Partner needs t fllw t nbard t PSX and t submit its bank details t receive Incentive Payments. Partner Sales Exchange (PSX) Onbarding PSX enables the Partner t enter pprtunities it pursues with Custmers. PSX als enables the Partner t register the Micrsft Azure Incentive n the pprtunity. In the invitatin t the Micrsft Azure Circle prgram, the Partner will be asked t prvide Partner user(s) wh will be respnsible fr submitting pprtunities and registering the Incentive in PSX n behalf f the Partner ( Partner User ). The Partner will submit the fllwing infrmatin abut the Partner User: First Name, Last Name Address (Live ID) Business Phne (Optinal) Preferred Language: English French

5 Micrsft Partner Netwrk Micrsft Azure Executin Guide 3 German Italian Japanese Krean Prtuguese (BR) Russian Spanish Simplified Chinese Traditinal Chinese The Partner User will receive a welcme invitatin t PSX. After fllwing the directins fr the first lgin t PSX and accepting the terms and cnditins fr using PSX, the Partner User will be ready t submit pprtunities and register fr the Micrsft Azure Incentives. Bank Details and Tax Infrmatin Partners must prvide their banking and tax infrmatin as specified in the fllwing link, in rder t receive a direct depsit payment as well t cmply with tax regulatins fr specific regin. Payment Mde Partners are encuraged t use wire transfer as their default methd fr receiving Incentive Payments t ensure faster payment prcessing times. T avid any delay in the release f earned Incentive Payments, Partners need t prvide valid bank details. Invice Submissin (In Cuntries Where Applicable) T cmply with lcal cuntry requirements, Micrsft will hld Incentive Payments until a Partner submits a Partner invice t Micrsft which acts as an Incentive claim. Timely submissin f such invice (if required by the Partner s lcal gvernment) will ensure prmpt Incentive Payment disbursement by Micrsft.

6 Micrsft Partner Netwrk Micrsft Azure Executin Guide 4 Earning Incentives Partner Users must use PSX t register any new r existing Opprtunities fr the Micrsft Azure Incentives. In rder t be a Registered Opprtunity and be cnsidered fr the Micrsft Azure Incentives, the Opprtunity must meet the fllwing requirements: The Opprtunity must be created in PSX (see details belw). The Partner must describe the services prvided t the Custmer in the Opprtunity Descriptin field f PSX. In cases f a dispute, the Partner may be asked fr additinal prf f executin. Micrsft Azure Subscriptin ID must be entered by the time the Opprtunity mves t the 100% sales stage. The Partner must btain the Subscriptin ID frm Custmer. Micrsft will nt prvide this infrmatin t Partners. A Micrsft Azure Subscriptin ID is created fr the Custmer when the Custmer signs an Enterprise Agreement (EA) r creates a Micrsft Online accunt. Partner may register nly ne Micrsft Azure Subscriptin ID per Opprtunity. Only ne Partner may register fr a Micrsft Azure Incentive n a Micrsft Azure Subscriptin ID. If a secnd Partner registers fr a Micrsft Azure Incentive using the same Subscriptin ID, the secnd Partner will be cntacted by Micrsft and the Partner can initiate a dispute prcess (detailed belw). In registering fr the Micrsft Azure Incentive, the Partner User must cmplete the fllwing fields in PSX t prvide basic infrmatin pertaining t the Opprtunity including, but nt limited t: PSX Name Custmer Name Opprtunity Name Expected Clse Sales Stage Opprtunity Descriptin Agreement ID Explanatin Custmer receiving the Micrsft Azure service Deal Name Suggested clse date f the deal Sales stage f the deal Descriptin f the Services prvided t the Custmer Custmer s Micrsft Azure Subscriptin ID

7 Micrsft Partner Netwrk Micrsft Azure Executin Guide 5 PSX Name Partner Sales Rep Register fr Incentive (buttn) Explanatin Partner Cntact (name and ) whm Micrsft may reach ut t fr mre infrmatin abut this deal. Micrsft may als reach ut t this Partner cntact if there are any questins abut the Micrsft Azure Incentive. Registers Micrsft Azure as the incentive fr the pprtunity

8 Micrsft Partner Netwrk Micrsft Azure Executin Guide 6 Opprtunity Validatin Prcess Validatin Prcess After the Partner registers a Micrsft Azure Incentive n an Opprtunity, Micrsft then initiates the Opprtunity Validatin Prcess. The Opprtunity Validatin Prcess is used t determine whether a Registered Opprtunity in PSX qualifies fr the Micrsft Azure Incentive based n meeting all pre-defined requirements set frth in this Guide. Micrsft will validate that the Partner meets the Incentive Eligibility Requirements and determine whether the Opprtunity meets the Incentive Registratin Requirements. The Micrsft Azure Incentives Assist team will: 1. Review the data entered by the Partner User and ensure all required fields have been ppulated. 2. Validate the Subscriptin ID entered exists as an Azure Subscriptin fr the Custmer identified in the Opprtunity and is nt currently claimed in anther Opprtunity either entered by the Partner r anther Partner. 3. If the Subscriptin ID is claimed in anther Opprtunity by anther Partner, the Partner may dispute the claim. Micrsft will request Prf f Executin (POE) fr disputes as well as fr randmly scheduled validatin reviews (see Prf f Executin Requests sectin belw). Once the Opprtunity Validatin Prcess is cmplete, the incentive status in PSX will be set t Validated. The validatin apprval signifies the Partner may be eligible, subject t ther qualificatin prcess, t earn a Micrsft Azure Incentive Payment based n the data recrded within PSX. The Micrsft Azure Incentive will be calculated nce the incentive status is validated and the Registered Opprtunity sales stage has advanced t 100% in PSX. Prf f Executin Requests Micrsft may request the Partner prvide prf f having perfrmed the services with the Custmer in cnnectin with the Opprtunity referenced as mentined abve, Prf f Executin (POE) will be requested when a duplicate Subscriptin ID is used by multiple Partners, and may be requested at ther randmly scheduled validatin reviews. In the event that POE is required, the request will be made via by Micrsft Azure Incentives Assist, asking the Partner t prvide at least ne dcument frm the fllwing ptins within ten (10) business days:

9 Micrsft Partner Netwrk Micrsft Azure Executin Guide 7 Custmer-specific prpsal submitted with dcumented prf f acceptance by Custmer Slutin prpsal Prf f Cncept Cmpletin reprt Qutatin with Implementatin plan Apprved Slutin Plan In additin t the abve, in rder t strengthen yur submissin, yu may prvide a status update r ther fllw-up dcumentatin that demnstrates maturatin f the custmer relatinship. Once the POE dcumentatin has been cnsidered by the Partner Review Bard, the Partner will receive a decisin via frm the Micrsft Azure Incentives Assist team and PSX will be updated apprpriately. Duplicates If a duplicate Subscriptin ID is fund, bth Partners will be cntacted via by the Micrsft Azure Incentives Assist team and will be asked t prvide POE. Bth Partners will be required t prvide details as requested by the Micrsft Azure Incentives Assist team in rder t supprt their claim t the Subscriptin ID. Micrsft will request that the Partners prvide at least ne dcument frm the fllwing ptins within ten (10) business days: Custmer specific prpsal submitted with dcumented prf f acceptance by custmer Slutin prpsal Prf f Cncept Cmpletin reprt Qutatin with Implementatin plan Apprved Slutin Plan If a Partner fails t respnd in the alltted time r des nt respnd at all, the Micrsft Azure Incentive Assist team will decline the Opprtunity with the fllwing nte in the Incentives Cmment clumn in PSX: N respnse by deadline. Micrsft reserves the right t revke any r all incentive validatin apprvals fr pprtunities when the Subscriptin ID is flagged as a duplicate. Based upn the submitted dcuments, there will be a Partner Review Bard that reviews the submitted dcumentatin and will cme t a final decisin. The Partner Review Bard will review input frm bth Partners, and may als cnsider input frm the BDM, the Partner Sales Lead, the Channel Incentive Subsidiary Lead and the Accunt Manager fr the custmer. The Partner Review Bard includes the Micrsft Azure prgram wner and the Wrld-Wide Partner Grup Micrsft Azure Incentive Implementatin lead. The incentive status will be reflected within PSX after the Partner Review Bard cnvenes and prvides the decisin.

10 Micrsft Partner Netwrk Micrsft Azure Executin Guide 8 If Micrsft declines payment f Incentives because payment has been already made t anther Partner, Micrsft will nt be under any bligatin t cmmunicate the name(s) f the ther Partner.

11 Micrsft Partner Netwrk Micrsft Azure Executin Guide 9 Cnsumptin Calculatin and Payment Rules Partners may start t earn Micrsft Azure Incentives based n custmer cnsumptin f Micrsft Azure Services fr up t 24 mnths. Befre calculating the Incentive Payment n a Registered Opprtunity, Micrsft will determine whether the Registered Opprtunity meets the fllwing requirements: The Registered Opprtunity must reach the 100% sales stage. If the Micrsft Azure Incentive Assist Team validates the incentive data, they will mve the sales stage t 100%. N Identical Subscriptin ID has previusly been validated fr an Incentive Payment fr anther Partner. Multiple cmpanies may register the same Opprtunity in PSX, but Micrsft will prvide Incentive validatin apprval nly t the first Partner that meets the Incentive Registratin Requirements set frth in this Prgram Guide. The Subscriptin ID entered in PSX has been verified as valid by Micrsft. Validatin apprval fr the Incentive des nt guarantee that the Partner will be eligible t receive an Incentive Payment. Once the abve requirements have been met, Micrsft will attempt t recncile the Registered Opprtunity and custmer cnsumptin net billed revenue against the subscriptin infrmatin prvided by the Partner within Micrsft systems, and accrding t the plicies described belw. Micrsft Azure custmer cnsumptin net billed revenue is the mnetary value f billable Micrsft Azure Services cnsumptin including any adjustments. Fr mre details n design and earnings, please refer t the Micrsft Azure Incentives Guide. All incentives are paid in Partner cuntry billing currency and disbursed quarterly (even if different than the custmer currency), disbursed ne mnth pst-micrsft quarter end perid (example: Incentives earned fr Octber, Nvember, December 2013 will be disbursed by January 31, 2014). Partners may receive payments thrugh wire transfer r check. Payments are made mre quickly if they are made via wire transfer. In the scenari where Partners failed t claim the payment within 180 days, it will be frfeited. Partners can submit bank details via cntact infrmatin prvided here. Micrsft will initiate the payment prcess accrding t the fllwing steps fr any Opprtunity with a Validated Micrsft Azure Incentive registered by the Partner between July 1, 2013 and Sept 30, 2014: 1. Once an Opprtunity is advanced t 100% Sales Stage in PSX and a cnfirmed Subscriptin ID is in place, Micrsft will mnitr the Subscriptin Accunt n a Mnthly basis. 2. Micrsft will mnitr the Subscriptin Accunt beginning the mnth the incentive is validated, t identify the first time the Custmer cnsumes Azure services. Micrsft will

12 Micrsft Partner Netwrk Micrsft Azure Executin Guide 10 calculate the cnsumptin frm the mnth the incentive has mved t the Validated status. 3. The Micrsft Azure Incentive will be calculated against 20% f the mnthly utilizatin per subscriptin fr Azure services. 4. Once the Partner s cumulative Micrsft Azure Incentive earnings exceeds $200 USD (r lcal currency equivalent) and is within the targeted payment disbursement date see screensht belw, Micrsft will initiate the payment prcess. This is a cumulative ttal payment. If the accrued payment t a Partner is less than $200 USD (r lcal currency equivalent) at the end f the Micrsft fiscal year, any earned incentive amunt will be paid fr the fiscal year n August 30, Afterwards Partners can begin t earn incentives fr the next fiscal year (July 1, 2014 June 30, 2015). Payment schedule: Minimum threshld example: Partner encurages Custmer t d $250,000 USD in strage (Micrsft Azure Incentive earnings ptential f $50,000 USD) and t build a $250,000 USD ecmmerce site (Micrsft Azure Incentive earnings ptential f $50,000 USD). Partner registers Micrsft Azure Incentive within PSX. The Opprtunity validatin apprval was cmpleted, Subscriptin ID entered, and the sales stage mved t 100%. Micrsft will pay the Partner when the Partner s earnings calculatin frm the Subscriptin reaches a minimum earnings f $200 USD. Dec 1, 2013 is the day the Opprtunity Incentive was Validated. December 2013 n custmer cnsumptin. Partner pprtunity was validated and cumulative mnthly earnings calculated. Minimum threshld has nt been reached.

13 Micrsft Partner Netwrk Micrsft Azure Executin Guide 11 February Custmer was billed $1000 USD fr Micrsft Azure services cnsumed during the mnth. Partner has earned $200 USD this mnth and reached the minimum threshld ($200 USD). Partner will receive payment in next scheduled payut. March Custmer was billed $400 USD fr Micrsft Azure services cnsumed during the mnth. Partner has earned $80 USD this mnth. Currently Partner has earned a ttal f $280 USD. This will cntinue fr 24 mnths, until December 2015, assuming the Subscriptin remains current. 5. Incentive Payments will be made in the Partner s lcal currency. 6. Micrsft will prcess the Incentive Payments and will electrnically depsits them t the Partner s bank accunt prvided during the enrllment prcess. A statement is ed t the primary partner cntact listed in their MPN Prfile. 7. A Partner is nt eligible fr Micrsft Azure Incentives if the Partner r any Partner affiliate is the Custmer fr the Micrsft Azure Services. 8. Taxes. Unless prvided therwise, the amunts Micrsft shall pay t China Azure Partners are inclusive f all taxes that the China Azure Partners are required t cllect frm Micrsft under this Incentive, including any value added tax (VAT). China Azure Partners shall prvide Micrsft r Micrsft s appinted disbursement vendr with the VAT Special invice ( 增值税专用发票 ) as the supprting dcument fr all payments by Micrsft r Micrsft s appinted disbursement vendr. 9. Micrsft cntracting entity fr the Micrsft Partner Netwrk Agreement: Fr the Micrsft Azure Services ffered within the Peple s Republic f China, custmers subscribe the Micrsft Azure Services frm an entity (the Operating Entity in China ) that perates the services in the Peple s Republic f China based n the technlgy licensed frm Micrsft. Ntwithstanding any cntrary prvisin in the Micrsft Partner Netwrk Agreement, If the custmer subscribes the Micrsft Azure Services frm the Operating Entity and Cmpany is lcated in the Peple s Republic f China, the Micrsft cntracting entity fr the Micrsft Partner Netwrk Agreement is Micrsft (China) C., Ltd. N. 5 Danling Street, Haidian District, Beijing ,

14 Micrsft Partner Netwrk Micrsft Azure Executin Guide 12 China; If Cmpany is lcated utside f the Peple s Republic f China, the Micrsft cntracting entity fr the Micrsft Partner Netwrk Agreement is determined by the cuntry r regin where Cmpany is lcated in accrdance with Sectin 14(m)(1) f the Micrsft Partner Netwrk Agreement.

15 Micrsft Partner Netwrk Micrsft Azure Executin Guide 13 Reprting The Partners wh are eligible t receive an incentive in a specific quarter will receive an incentive statement during the pay perid described abve. This will be passwrd-prtected. The passwrd will be send in a separate . The data will include the Opprtunity infrmatin in rder t track the Incentive Payment with the earned Incentive. If there is n Custmer cnsumptin and/r the Incentive earned amunt is belw the minimum threshld f $200 USD (r lcal currency equivalent), the Partner will nt receive any statement. N additinal reprting will be available t Partners in FY14.

16 Micrsft Partner Netwrk Micrsft Azure Executin Guide 14 Glssary Custmer refers t the business entity r individual (ther than the Partner r its affiliates) that enters int a Custmer license r subscriptin fr sftware with Micrsft r ne f its affiliates. Incentive Registratin Prcess refers t the prcess set frth in this Incentives Guide. Micrsft Slutin Selling Prcess refers t a sales methdlgy within the pprtunity management framewrk that is divided int Sales Cycle. Opprtunity Validatin Prcess refers t the prcess set frth in this Incentives Guide. PAM refers t the Partner Accunt Manager that is respnsible fr business develpment and cllabratin between the Partner and Micrsft. Sales Stages refer t stages f the Micrsft Slutin Selling Prcess which is a sales methdlgy that is divided int seven sales stages, namely: Prspect (0%), Qualify (10%), Develp (20%), Slutin (40%), Prf (60%), Clse (80%) and MS Win (100%) where each stage is defined by sales prbability, a set f bjectives and required deliverables.

17 Micrsft Partner Netwrk Micrsft Azure Executin Guide 15 Supprt PSX Tl Supprt All PSX system technical supprt questins shuld be directed t the Partner s specific Reginal Service Center: Claims and Payment Status All Claim and Payment questins shuld be directed t the Partner s specific Reginal Service Center: Nte: Fr cmpliance and privacy reasns payment infrmatin will be prvided nly t Partners primary cntacts in MPN. Primary MPN cntacts may nminate thers t act n their behalf. The primary MPN cntact must prvide written authrizatin t Micrsft t allw payment infrmatin t be shared with the nn-primary cntact. Issues that requires escalatin: Partners may use the escalatin aliases listed belw based n belw criteria s: A standard supprt query must have already been lgged, with a case number available fr reference AND It has gne ut f 72 hur SLA and is unreslved; OR It has been reslved but the respnse is unsatisfactry Escalatin Aliases: Asia Pacific/Japan apccies@micrsft.cm EMEA ecciesc@micrsft.cm LATAM lcciesc@micrsft.cm Nrth America naccies@micrsft.cm