Microsoft Partner Incentives. Online Services Advisor Web-Direct Incentives Guide

Transcription

1 Microsoft Partner Incentives Online Services Advisor Web-Direct Incentives Guide October 1, 2014 September 30, 2015

2 Contents Contents... 2 Overview... 3 Summary of FY15 program changes... 3 Online Services Advisor Web-Direct eligibility... 4 Microsoft agreement... 5 MPN eligibility criteria (Core)... 5 MPN eligibility (Accelerator)... 5 Competency status... 5 Rates... 6 Core rates... 6 Accelerators... 6 Revenue eligibility... 7 Eligible revenue... 7 Public sector... 7 Other restrictions... 7 Earnings & payments... 8 Earning requirements... 8 Earning and usage periods... 9 Payout Resources Useful links Support

3 Overview The Microsoft Online Services Advisor Web-Direct Incentives rewards Partners for acquiring new customers and managing relationships with Microsoft Online Services customers. Customers are transitioning to Cloud solutions for their productivity, desktop management and Microsoft Dynamics CRM Online applications. Microsoft Online Services, Office 365, Windows Intune and Microsoft Dynamics CRM Online, provide an easy way for customers to use these familiar applications in the Cloud. This industry-wide transition to the Cloud is creating huge business opportunities for Partners to not only sell Microsoft Online Services, but also to build a sustainable and profitable Cloud business through value-added professional services. This Guide summarizes the requirements to participate in Microsoft Online Services Advisor Web-Direct Incentives. It replaces and supersedes all prior Microsoft Online Services Advisor Incentives Guides and any related communications. All links referenced throughout the Guide will be available in the Resources section. Summary of FY15 program changes Name of incentives offering: Previously titled Online Services Advisor Incentives to refer to both the Microsoft online portal (Web-Direct) and volume licensing (Deploy) incentive type earning levers. We are creating two separate incentive guides this year for clarity, Online Services Advisor Web-Direct Incentives Implementation Guide (this guide) and Online Services Advisor Deploy Incentives Implementation Guide. Partner eligibility: Starting with the October payment calculation snapshot date (October 25, 2014), Partners will need to have the following MPN Competencies to earn the Accelerator: o O365: Silver or Gold in Small and Midmarket Cloud Solutions or Cloud Productivity o Intune: Gold in Devices and Deployment Competency Eligible revenue: The eligible revenue product list has been refreshed for FY15. Please reference the FY15 Online Services Advisor Web-Direct Incentive Eligible Revenue Product List Addendum for the complete product list. 3

4 Public Sector Country Eligibility List: The Public Sector Country Eligibility List will be maintained as a separate list and refreshed as necessary on the 15 th of every month. Please reference the Public Sector Country Eligibility List for the complete list, a link to the list can be found in the Online Services Advisor Web-Direct Implementation Guide. Payment threshold: The payment threshold has been increased from $100 USD to $200 USD. Online Services Advisor Web-Direct eligibility To be eligible to participate in the Online Services Advisor Web-Direct Incentives, a partner must meet the following criteria prior to the payment calculation snapshot date (e.g. for October payment, the snapshot will be taken on October 25, 2014): Sell & Manage eligibility Eligibility Type Eligibility Requirement Program Specific Criteria Enrollment Status Active MPN ID MPN Enrollment Membership Level Microsoft Agreement See below Master Channel Incentives Agreement (MCIA) Microsoft Partner Network (MPN) Agreement Microsoft Online Subscription Agreement (MOSPA) Figure 1: Eligibility at a Glance Microsoft Dynamics CRM Online Services Agreement (CSA), Microsoft Dynamics CRM Online Partners Only Accelerator eligibility Eligibility Type Eligibility Requirement Program Specific Criteria MPN Enrollment Membership Level Competency Accelerator - Silver, Gold Accelerator See below (MPN Eligibility Accelerator) 4

5 Competency Status Active Earned, Active Inherited, Active Pre- Approved, Active Non-Compliant Figure 2. Accelerator Eligibility at a Glance Microsoft agreement In an effort to ensure consistency across incentives and enhance clarity for companies participating in multiple Microsoft incentives, Microsoft created the Master Channel Incentive Agreement (MCIA). All terms and conditions set forth in the MCIA apply to the Online Services Advisor Incentives. Partners must hold both an active Microsoft Partner Network Agreement and Microsoft Online Services Partner Agreement (MOSPA). Microsoft Dynamics CRM Online Partners must also sign a Microsoft Dynamics CRM Online Service Agreement (CSA) and pass an assessment. MPN eligibility criteria (Core) Eligible partner organizations must hold an active MPN membership and an active MPN ID. MPN eligibility (Accelerator) To earn the Accelerator Incentive in addition, your organization must achieve and maintain MPN Gold or Silver level competency in one of the following competencies. O365: Small and Midmarket Cloud Solutions (Silver/Gold) Windows Intune: Devices & Deployment (Gold) Competency status Competency status must be Active-Earned, Active Pre-Approved, Active-Non Compliant or Active Inherited status per MPN Region, Location. A full description of each MPN ID status can be found here: To review the specific requirements to attain Silver or Gold level MPN Competency, please visit the MPN site: 5

6 Rates Core rates O365, Windows Intune* Year Type Rate Sell 12% Microsoft Dynamics CRM Online Year Type Rate Sell 26% Year 1 Manage 4% Year 1 Manage 4% Accelerator 7% Accelerator N/A Year 2+ Manage 4% Year 2+ Manage 4% *ProPlus SKUs only earn 4% Sell, there is no Manage or Accelerator % Sell Incentive 6 Based on the full-year value for each sold seat of Office 365, Windows Intune or Microsoft Dynamics CRM Online. Please reference the FY15 Online Services Advisor Web-Direct Incentives Eligible Product List Addendum for the complete eligible product list. Manage Incentive Based on the customer installed base, as a percentage of the monthly value for that Microsoft Online Services seat. Recurring and Partner continues to earn as long as the customer subscription remains current, the Partner s MOSPA remains current and Partner remains POR on that subscription. Accelerators Office 365 Accelerator Earned upon selling eligible Microsoft Online Services seats if the partner has a Silver or Gold MPN Competency in Small and Midmarket Cloud Solutions or Cloud Productivity. Windows Intune Accelerator Earned upon selling eligible Microsoft Online Services seats if the partner has a Gold MPN Competency in Devices & Deployment.

7 Revenue eligibility Eligible revenue Customers can purchase Microsoft Online Services through MOSA/Web-Direct on the Microsoft Online Portal (MOP). Sell & Accelerator Incentive: Eligible revenue is the first twelve months value of each seat sold through MOSA/Web-Direct subscription, calculated using the monthly list price in the sales location of the customer. Manage Incentive: Eligible revenue is the monthly value of the seats sold. Public sector Partners may only earn Microsoft Online Services Advisor Incentives for subscriptions involving Public Sector customers if the customer resides in one of the countries listed in the Public Sector Country Eligibility List, a link to the list can be found in the Microsoft Online Services Advisor Web-Direct Incentive Guide. Other restrictions Revenue not considered for this incentive Trial subscriptions and beta subscription product types. Dedicated Office 365 SKUs, where the hardware in the Microsoft datacenter is dedicated to the end-customer and is not shared; a direct offer with the customer. Seats ineligible for Accelerators Academic seats through EES (Enrollment for Education Solutions) and School Enrollment. Microsoft Dynamics CRM Online seats. Instances where partners are not eligible Partners in markets where Microsoft Online Services are not available are not eligible for Online Services Advisor Web-Direct Incentive, regardless of where the sale occurs. A Partner or any Partner affiliate entity is not eligible to earn Online Services Advisor Web-Direct Incentive for any services where the Partner or Microsoft is the end customer. 7

8 A Partner may not earn both Sell and Deploy Incentives on the same Office 365 and Windows Intune subscriptions as MOSA/Web-Direct and EA are two separate types of customer licensing. Earnings & payments MOSPA Partners can earn up to an incentives limit of $100,000 USD (or the equivalent in local currency) per MOSA/Web-Direct subscription per Partner from July 1, 2014 to June 30, This limit applies across combined Sell, Manage and Accelerator Incentives for Office 365 or Windows Intune subscriptions. There is no incentives limit for Microsoft Dynamics CRM Online Incentives. Earning requirements Sell Activities Drive awareness and generate demand for Online Services. Identify, qualify and develop Online Services opportunities. Add new subscriptions. Discuss deployment planning and timeline. Discuss Cloud principles with customers. Sell subscription for a full year of Microsoft Online Services. Manage Activities Manage customer relationship on Microsoft Online Services. Provide advice on customer questions regarding Microsoft Online Services. Offer Professional Services. Upsell/cross-sell platforms. Keep the Online Services seats current on customer subscriptions. Partner must be designated as the Partner of Record (POR) The customer must make a purchase and designate the advising Partner as the Partner of Record (POR) for each Online Service advised and purchased. A customer may designate one Partner for one or more Online Services purchased. Once a Partner has been associated as POR to the sale, the Partner will begin earning incentives. A customer can add a POR at the time of purchase or at a later date. More information regarding changing the POR can be found in the FY15 Online Services Advisor Web-Direct Incentives Implementation Guide.

9 If POR association occurs 90 days after the sale, Partner will not earn any incentives from the sale to the POR association date. o The Partner will only earn the Manage Incentive on the existing seats, from the POR association date. o The Partner will be eligible to earn the Sell, Manage and Accelerator incentives where applicable, on net new seats on or after the POR association date. o If a customer designates a new POR for a subscription, the new POR will receive the Manage Incentive for existing seats as of the next payment cycle in which the change as POR occurs. The new Partner will be eligible to earn the Sell, Manage and Accelerator incentives where applicable, on net new seats on or after the POR association date. Effect of termination or cancellation In the event of termination of a subscription, the Incentive will be paid for the last payment cycle in which the subscription was active. Seats churn rule Sell, Accelerator and Manage Incentive payments to Partners for new seats start after a minimum of 30 days after purchase and/or customer payment. The POR starts earning Sell, Accelerator and Manage Incentives from the day of purchase, but the payment will be contingent on the subscription remaining current for at least 30 days. Paying on behalf of customer If a Partner orders products under a MOSA/Web-Direct subscription on behalf of a customer, the Partner must enter the customer s credit card and payment information to pay for such an order. Partners paying on behalf of customers will not earn Incentives for Online Services. Earning and usage periods Earnings will be calculated for the Partner along the following schedule: Type Based on How Often When Sell Percentage of fullyear revenue for each seat sold One-time at sale 25 th of each month 9

10 Accelerator Percentage of fullyear revenue for each seat sold One-time at Accelerator attainment 25 th of each month Manage Percentage of monthly revenue for each seat sold Monthly 25 th of each month Reporting Each month, Online Services Advisor Partners will receive a statement of deals that have earned incentives for that month. Statements are delivered to Partners via using Partner Primary Contact information on record within MPN system. Statements are also available through Partner Dashboard in MPN (on the Incentives Details tab). Payout Payment will be disbursed to the Partner along the following schedule: Type How Often Expect payment within Sell Manage Accelerator One-time at sale Monthly One-time at attainment 45 days after calculated Payments 10 Partners may receive payments through wire transfer or check. If valid bank details are not provided, partner will be paid in check. Please note that payment by check is not supported in China, Japan, Korea and Taiwan. Payments are made more quickly if they are made via wire transfer. Partners can submit bank details via contact information here: All incentives are paid in Partner country billing currency and disbursed monthly (even if different than the customer currency), paid 45 days after the end of the month in which incentives are calculated. Collection of the appropriate tax documentation must be complete before any incentives can be released to a Partner with address in US, Latin America or Canada. Without these documents, Partners will not be able to receive incentive payments.

11 Minimum threshold If the incentives earnings are below the minimum threshold of $200 USD, the Partner will not receive a statement for that month. Earned incentives below the threshold will be placed on hold and rolled over until subsequent earnings will exceed the threshold at which point payment will be disbursed to Partner. Resources Useful links Master Channel Incentives Agreement (MCIA): aster-channel-incentive-agreement.aspx The following documents can be found here: ner-incentives.aspx o Public Sector Eligibility Country List o FY15 Online Services Advisor Web-Direct Incentives Eligible Product List Addendum o FY15 Online Services Advisor Web-Direct Incentives Implementation Guide will be available October 1, 2014 o FY15 Online Services Advisor Incentives Web-Direct Incentives One Page Summary o FY15 Online Services Advisor Incentives Web-Direct Incentives FAQ Partner Dashboard in MPN: 11

12 Support O365, Windows Intune Support can be accessed through the Microsoft Partner Network on Under the Support tab, select the Contact Support option. When the portal opens, select Partner Incentives as your Category. Additionally, you can your regional Operations Center, using the aliases below. Region EMEA - EOC - Dublin LATAM - AOC - Reno APGC - APOC - Singapore Japan - APOC - Singapore Alias ociemea@microsoft.com ocilatam@microsoft.com ociapgc@microsoft.com ocijp@microsoft.com N. America - AOC - Reno ocina@microsoft.com Microsoft Dynamics CRM Online Log into Partnersource and submit the ticket there: 12