Microsoft Partner Network. Online Services Advisor Incentives Guide

Microsoft Partner Network Online Services Advisor Incentives Guide Partner Incentives July 1, 2013 September 30, 2014

Microsoft Partner Network Online Services Advisor Incentives Guide i Table of Contents Overview...1 How to Use This Guide...1 Microsoft Online Services...2 Microsoft Cloud Partner Programs...3 Partner Eligibility...3 Accelerator Eligibility...4 Cloud Accelerate Partners...4 Silver and Gold Partners...4 Eligible Revenue...5 Earning Incentives...5 MOSA/Web-Direct...5 Enterprise Agreement...6 Partner Activities...8 Incentives Structure and Rates...8 MOSA/Web-Direct Details...9 Enterprise Agreement Details...11 Payment and Reporting...13 Calculation Schedule...13 Payment Schedule...14 Reporting...14 Business Rule and Compliance...15 Key Dates...16 Calculation Examples...16 Support and Resources...17 Glossary...17 Appendix...18 Chart A: Eligible Revenue Product List...18 Chart B: Countries Eligible for Public Sector Deal Advisor Incentives...21 2012 Microsoft Corporation

ii Chart C: EA Rate Card...22 FY14 Solution Incentives Guide

Microsoft Partner Network Online Services Advisor Incentives Guide 1 Overview Customers are transitioning to Cloud solutions for their productivity, desktop management and CRM applications. Microsoft Online Services, Office 365, Windows Intune and 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. As partners build and grow their Cloud business, Microsoft s Online Advisor Incentives reward them for acquiring new customers, deploying services and managing relationships with Microsoft Online Services customers. This Online Services Advisor Incentives Guide (Guide) summarizes the requirements to participate in Microsoft s Online Services Advisor Incentives. The Online Services Advisor Incentives term begins on July 1, 2013 and ends on September 30, 2014. This Guide replaces and supersedes all other Online Services Advisor Guides and any related communications. This Guide is effective from July 1, 2013 through September 30, 2014; however, as set forth herein, there are some additional time parameters for certain aspects of the Online Services Advisor Incentives. 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. How to Use This Guide Throughout the Guide, you will see three types of call-out boxes to provide at-a-glance information. Please use them to navigate the document. They are: Important information Changes from FY13 Links to references

Microsoft Partner Network Online Services Advisor Incentives Guide 2 Microsoft Online Services Microsoft Office 365 delivers the power of Cloud productivity to businesses of all sizes, helping to save time and money and free up valuable resources. Office 365 combines the familiar Office desktop suite with Cloud-based versions of next-generation communications and collaboration services from Microsoft: Exchange Online, SharePoint Online and Lync Online. Office 365 is simple to use and easy to administer all backed by the robust security and guaranteed reliability customers expect from a world-class service provider. Windows Intune is an all-in-one PC management solution that simplifies and helps businesses manage and secure PCs using Windows Cloud Services and Windows 7. The Windows Intune Cloud services is an integrated Microsoft solution delivering Cloud-based management and security capabilities through a single Web-based console so customer computers and users can operate at peak performance from anywhere. IT staff can remotely perform a number of essential management tasks, including Microsoft updates, malware protection, and inventory management, allowing IT and end-users to remain productive from virtually anywhere. Microsoft Dynamics CRM Online delivers a fast, flexible and familiar customer relationship management solution for businesses looking to combine the power of online services with the richness of their everyday productivity applications. Microsoft CRM Online lets customers get to the application and data anywhere with the access to the web at a lower getting started cost to businesses.

Microsoft Partner Network Online Services Advisor Incentives Guide 3 Microsoft Cloud Partner Programs In FY14 (Microsoft Fiscal Year 2014; July 1, 2013 to June 30, 2014), Microsoft will transition the Cloud Accelerate program into relevant MPN competencies. The transition to MPN Competencies will start at a set date, referred to in this Guide as the Transition Date in FY14. the Transition Date will be announced at a later date. To learn more about MPN Competency Transition Plan and cloud sales requirements, please refer to the Competency Roadmap. Partner Eligibility Partners who want to participate in Online Services Advisor Incentives must have both a: Current Microsoft Partner Network Agreement Signed Microsoft Online Services Partner Agreement (MOSPA). For CRM Online partners must also: sign CRM Online Services Agreement (CSA) and pass an assessment. A customer must designate the Partner of Record (POR) on MOSA/Web-Direct subscriptions in order for partners to earn Advisor incentives. For Enterprise Agreement, which includes Enterprise Agreement, Enterprise Subscription and Campus and School Agreements (referred to in this Guide as Enterprise Agreement or EA), deployment of seats, a customer must sign an Online Services Agreement (OSA) form to designate the deployment partner to the EA and allow the deployment partner to earn incentives. For more details, see the Earning Incentives section of this Guide. A partner or any partner affiliate entity is not eligible to earn Online Services Advisor Incentives for any services provided to that partner or a partner affiliate. In addition to the eligibility requirements and restrictions set forth in the Guide, all partners in Australia are not eligible to earn incentives for Office 365 business that is transacted via Telstra. Partners in markets where Microsoft Online Services are not available are not eligible for Online Services Advisor Incentives, regardless of where the sale occurs.

Microsoft Partner Network Online Services Advisor Incentives Guide 4 Accelerator Eligibility Cloud Accelerate Partners As mentioned in the Microsoft Cloud Partner Programs section of this Guide, Cloud Essentials and Cloud Accelerate programs will transition to the MPN Competencies. In FY13, partners who have achieved the Cloud Accelerate status were eligible to earn Accelerator incentives in addition to the Sell/Deploy and Manage incentives. As we transition from Cloud Accelerate to MPN Partner Competencies, Cloud Accelerate partners will continue to be eligible to earn Accelerators through June 30, 2014. After June 30, 2014, all partners must achieve Silver or Gold competency status, to earn Accelerators. Additional information is available in the Incentive Structure & Rates section of this Guide. To learn more about MPN Competencies, click here. Silver and Gold Partners Partners who are not Cloud Accelerate prior to the Transition Date must achieve a Silver or Gold status at the MPN location level in an eligible competency (see eligible Competencies list below) to be eligible for Accelerator incentives. To learn more about MPN Competencies, click here.

Microsoft Partner Network Online Services Advisor Incentives Guide 5 Eligible Revenue For Sell incentives, eligible revenue is the first twelve months value of each seat sold through MOSA/Web-Direct subscription. The value of each seat sold through MOSA/Web-Direct is calculated using the monthly list price in the sales location of the customer. For MOSA/Web- Direct Manage Incentives, eligible revenue is the monthly value of the seat sold. For Deploy Incentives, eligible revenue is the twelve month value of the seats deployed. The value of the seat deployed is calculated using the EA Rate Card as listed in Appendix C of this Guide. For Manage Incentives on EA subscriptions, eligible revenue is the monthly value of the seats deployed. For calculation details, please refer to the Online Services Advisor Incentives Execution Guide. CRM Online on EAs is based on the invoice price. Eligible products are summarized in Appendix Chart A of this Guide. Revenue Not Included Revenue from transactions involving Government customers within Public Sector is not eligible for Online Services Advisor Incentives unless the transaction occurs in one of the countries listed in Appendix Chart B Revenue from Trial subscriptions and beta subscription product types is not eligible Revenue from Dedicated Office 365 is not eligible Earning Incentives Customers can purchase Microsoft Online Services through MOSA/Web-Direct and Enterprise Agreement. Advisor partners can earn incentives on subscriptions purchased through MOSA/Web-Direct or Enterprise Agreements, as described below. MOSA/Web-Direct Partners assist customers purchasing Microsoft Online Services through the Microsoft Online Portal (MOP). They ensure customers are informed and supported throughout the sales process.

Microsoft Partner Network Online Services Advisor Incentives Guide 6 For partners to earn Advisor incentives, 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. If the POR is a Cloud Accelerate partner, the partner may also earn Accelerators on Office 365 and Windows Intune, as described in a subsequent section. No Accelerators are available for CRM Online through the Online Services Advisor Incentives. A customer can add a POR at the time of purchase or at a later date. More information regarding changing PORs can be found in the Online Services Advisor Incentives Execution Guide. If POR association occurs 90 days after the sale, partner will not earn the Sell incentives, only the Manage incentives on the seats recorded for that sale. Enterprise Agreement Customers can also purchase Online Services through their Microsoft Enterprise Agreement (EA), Enrollment for Education Subscriptions (EES), and Campus and School Agreements (CASA). In this case, the advising partners can earn incentives by helping customers deploy Microsoft Online Services. For a list of expected and paid activities, please see the Partner Activities section of this Guide.

Microsoft Partner Network Online Services Advisor Incentives Guide 7 To become Partner of Record, a partner and customer must sign and submit an Online Services Advisor Attach Form (OSA Attach form). For details, refer to the Online Services Advisor Incentives Execution Guide. A customer may designate one partner for Online Services included in an EA. Once the partner has been associated as the POR and the deployment of Online Services has occurred, a partner may begin earning incentives. If the partner is a Cloud Accelerate partner, that partner may earn additional incentive on Office 365 and Windows Intune as described in a subsequent section. CRM Online pays on Sell and Manage activities for EAs. No Accelerators are available for CRM Online through the Online Services Advisor Incentives. A transactional partner that has signed the MOSPA and submits an OSA form for an EA can become the POR for Deploy incentives provided the partner has services capability to deploy Online Services and the customer approves the request based on delivered deployment activities as outlined in the Partner Activities section of this Guide. A customer can add a partner as POR at the time of signing the EA or at a later date. Customer may also choose to change the Partner of Record. More information regarding changing the POR can be found in the FY14 Online Service Advisor Incentives Execution Guide. 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.

Microsoft Partner Network Online Services Advisor Incentives Guide 8 Partner Activities Incentives Structure and Rates The Online Services Advisor Sell and Deploy incentives are earned upon selling or deploying Microsoft Online Services seats. These incentives are earned based on the full-year value for each sold or deployed seat. In addition, partners may earn Manage incentives, which are earned monthly based on the customer installed base, as a percentage of the monthly value for that Microsoft Online Services seat.

Microsoft Partner Network Online Services Advisor Incentives Guide 9 MOSA/Web-Direct Details Sell Incentives An eligible partner designated as the POR can earn Sell incentives for each eligible seat of Office 365, Windows Intune or CRM Online sold through MOSA/Web-Direct. Partners earn 12% Sell incentives on Office 365 and Windows Intune and 26% Sell incentives for CRM Online seats between July 1, 2013 and September 30, 2014. MOSPA, Cloud Accelerate and Silver/Gold (after the Transition Date ) partners can earn up to an incentive limit of $100,000USD (or the equivalent in local currency) per MOSA/Web-Direct subscription per partner from July 1, 2013 to June 30, 2014. This limit applies across combined Sell, Manage and Accelerator incentives for Office 365 or Windows Intune subscriptions. The incentive limit is effective as of July 1, 2013 and continues through June 30, 2014. There is no incentive limit for CRM Online incentives.

Microsoft Partner Network Online Services Advisor Incentives Guide 10 Office 365 and Windows Intune Accelerators Cloud Accelerate, Silver and Gold partners are eligible to earn a 7% Accelerator on Office 365 and Windows Intune seats between July 1, 2013 and September 30, 2014. The following scenarios clarify how partners will earn Accelerators. Partners who have achieved the Cloud Accelerate status as of July 1, 2013 may earn an Accelerator on all seats sold through MOSA/Web-Direct provided their Cloud Accelerate status remains current, until June 30, 2014, when all partners will have to achieve Silver or Gold competency status to continue to be eligible for Accelerator Partners who have achieved the Cloud Accelerate as of the Transition Date may earn an Accelerator on all seats sold through MOSA/Web-Direct from the Transition Date until June 30, 2014, when all partners will have to achieve Silver or Gold competency status to continue to be eligible for Accelerators Partners who have achieved an eligible Silver or Gold competency status before the Transition Date may earn an Accelerator on all seats sold through MOSA/Web-Direct from the Transition Date to September 30, 2014, provided their Silver or Gold competency status and the subscription status remains current Partners who achieve Silver or Gold Competency status after the Transition Date may earn an Accelerator on all seats sold through MOSA/Web-Direct from the date their competency is achieved to September 30, 2014, provided their competency status and subscription status remains current Manage Incentives Manage incentives are 4% for Office 365, Windows Intune and CRM Online and ear ned monthly based on the total seats in the MOSA/Web-Direct subscription for a given month. Manage incentives are recurring, and the partner continues to earn Manage incentives as long as the customer subscription remains current, the partner s MOSPA remains current and partner remains POR on that subscription. Manage incentives are calculated on a monthly basis, on the 25th of every month. For Office 365 and Windows Intune subscriptions sold prior to October 25, 2012, partners will continue to earn 6% Manage incentives until June 30, 2014, provided subscriptions remain active, the partner s MOSPA remains current and partners remain POR on these subscriptions.

Microsoft Partner Network Online Services Advisor Incentives Guide 11 Academic Seats Incentives All paid academic seats sold through MOSA/Web-Direct are eligible to earn the Sell and Manage incentives. Academic seats are not eligible to earn Accelerators. Enterprise Agreement Details Eligible partners can earn Deploy Incentives for each Office 365 and Windows Intune seat deployed and CRM Online seat sold through an EA if designated as the POR through the OSA Attach form. A single or multiple partners can be associated with an EA, but only one partner may be associated per service (Office 365, Windows Intune, and CRM Online). The one-time Deploy Incentive is based on the full first-year value of a deployed Online Services seat for Office 365 and Windows Intune, and is earned as the deployment of a seat as detected in Microsoft Online Services operational systems. The value of the deployed seat is calculated based on the EA Rate Card, which is listed in Appendix Chart C. Deploy Incentive Partners begin earning incentives upon completion of Office 365 and Windows Intune deployments on an EA and association to the EA as the POR. If POR association occurs 90 days after the deployment date, partner will not earn the Deploy incentives, only the Manage incentives on those deployed seats. Eligible partners may earn 12% Deploy incentive for each EA seat of Office 365 and Windows Intune deployed. Partners earn 26% Sell Incentives on CRM Online seats sold through an EA from July 1, 2013 to September 30, 2014. MOSPA, Cloud Accelerate and Silver/Gold (after the Transition Date) partners can earn up to an incentive limit of $100,000 USD (or the equivalent in local currency) per Enterprise Agreement per partner, per Service from July 1, 2013 to June 30, 2014. This limit applies across combined Deploy, Manage and Accelerator incentives for Office 365 or Windows Intune. The incentive limit is effective as of July 1, 2013 and continues through June 30, 2014. There is no incentives limit for CRM Online incentives.

Microsoft Partner Network Online Services Advisor Incentives Guide 12 Office 365 and Windows Intune Deploy Accelerators Cloud Accelerate, Silver and Gold partners are eligible to earn a 7% Accelerator on Office 365 and Windows Intune deployed seats, so long as 70% of the seats are deployed within 6 months of partner association. The following scenarios clarify how partners will earn Accelerators. Partners who have achieved the Cloud Accelerate status as of July 1, 2013 may earn an Accelerator on all seats deployed through EAs provided their Cloud Accelerate status remains current, until June 30, 2014, when all partners will have to achieve Silver or Gold competency status to continue to be eligible for Accelerators Partners who have achieved the Cloud Accelerate as of the Transition Date may earn an Accelerator on all seats deployed through EAs from the Transition Date to June 30, 2014, when all partners will have to achieve Silver or Gold competency status to continue to be eligible for Accelerators Partners who have achieved an eligible Silver or Gold competency status before the Transition Date may earn an Accelerator on all seats deployed through EAs from the Transition Date to September 30, 2014, provided their Silver or Gold competency status and the subscription remains current Partners who achieve Silver or Gold Competency status after the Transition Date may earn an Accelerator on all seats deployed through EAs from the date their competency is achieved to September 30, 2014, provided their competency status and subscription remains current Manage Incentives Partners can earn Manage Incentives for managing the EA customer. Manage incentives are paid up to a maximum of three years, as long as the EA remains current and the partner remains as POR on the EA. The three-year period starts the day a partner is associated to an EA on Microsoft systems. The 3-year incentives period starts on October 10, 2012 where EA started before that date. If the EA is renewed during the 3 year incentives period, the partner continues to earn Manage incentives for the remaining incentives period of the 3 years associated to the EA. The 3 year incentives period does not apply to CRM Online subscriptions.

Microsoft Partner Network Online Services Advisor Incentives Guide 13 The Manage incentive is based on the total deployed seats in a given month for a customer EA subscription. Manage incentives are calculated on a monthly basis, on the 25 th of the month. Academic Seats Incentives All paid academic seats deployed through Enrollment for Education Solutions (EES) and School Enrollment are eligible to earn Deploy and Manage Incentives. Academic seats are not eligible to earn Accelerators through EES/School Enrollment. Payment and Reporting Calculation Schedule Type Based on How Often When MOSA/Web-Direct Sell Percentage of full-year revenue for each seat sold One-time at sale 25 th of each month Accelerator Percentage of full-year 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 Enterprise Agreement Deploy Percentage of full year value of each seat deployed One-time at deployment 25 th of each month Accelerator Percentage of full year value of each seat deployed One-time at accelerator attainment 25 th of each month Manage Percentage of monthly value of each seat deployed Monthly 25 th of each month

Microsoft Partner Network Online Services Advisor Incentives Guide 14 Payment Schedule Type How Often Expect payment within Sell One-time at sale 45 days after calculated Sell Accelerator Sell - Manage One-time at attainment Monthly Deploy One-time at deployment 45 days after calculated Deploy Accelerator One-time at attainment Deploy- Manage Monthly once deployed 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. Partners may receive payments through wire transfer or check. Payments are made more quickly if they are made via wire transfer. In the scenario where Partner payment was not collected within 180 days post disbursement, it will be forfeited. Partners can submit bank details via contact information provided here. For certain countries Partner may be required to submit Tax forms or Invoice documents before payment can be disbursed. For details, please refer to the Online Service Advisor Incentive Execution Guide. Monthly payment disbursement carries a minimum threshold of $100 USD (or local currency equivalent). Monthly incentives under $100 USD will be held until a partner earns the minimum threshold amount. At the end of FY14, all incentive payments below $50 USD will be released for payment. Reporting Each month, Online Services Advisor partners will receive a statement of deals that have earned incentive for that month. Statements are delivered to partners via email using Partner Primary Contact information on record within MPN system. For Web-Direct partners, incentive statements are also available through Partner Dashboard in MPN (Incentive Details tab).

Microsoft Partner Network Online Services Advisor Incentives Guide 15 Business Rule and Compliance Effect of Termination or Cancellation In the event of termination of a subscription for MOSA/Web-Direct or EA, the incentives will be paid for the last payment cycle in which the subscription or EA, as applicable, was active. If a customer designates a new POR for a subscription or EA, the new POR will receive the Manage incentive as of the next payment cycle in which the change as POR occurs Seats Churn Rule Sell and Manage incentives payment to partners for new MOSA/Web-Direct seats starts after a minimum of 30 days after purchase. The POR starts earning Sell and Manage incentives from the day of purchase, but the payment will be contingent on the subscription remaining current for at least 30 days. Customer Non-Payment For MOSA/Web-Direct subscriptions, partners will not earn Sell, Manage or Accelerator incentives until customer starts payments against the subscription. Paying on Behalf of Customer Applicable to all Microsoft Online Services: 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 unless otherwise communicated. Deployment Activity within 90 Days Microsoft reserves the right to remove the deployment partner without notice if there is no progress on deployment within 90 days of the deployment partner association on to that EA. Customers can choose a different POR at any time

Microsoft Partner Network Online Services Advisor Incentives Guide 16 Key Dates July 1, 2013 September 30, 2014: Online Services Advisor Incentives term July 1, 2013 June 30, 2014: Microsoft Fiscal Year 2014, also referred to as FY14 Transition Date: Cloud Accelerate/Competency transition date Calculation Examples Scenario: MOSPA Partner sells 100 seats of Office 365 through MOSA/Web-Direct Scenario: A Gold Competency Partner deploys 400 seats of Office 365 on 500 Online seat EA

Microsoft Partner Network Online Services Advisor Incentives Guide 17 Support and Resources Partner Incentives Page on MPN: https://mspartner.microsoft.com/en/us/pages/membership/partner-incentives-program.aspx Glossary CRMOL CRM Online EA Enterprise Agreement EES Enrollment for Education Solutions MOP Microsoft Online Portal MPNA Microsoft Partner Network Agreement MOSA Microsoft Online Subscription Agreement MOSPA - Microsoft Online Services Partner Agreement OSA Online Services Advisor POR Partner of Record

Microsoft Partner Network Online Services Advisor Incentives Guide 18 Appendix Chart A: Eligible Revenue Product List Commercial Office MOSA EA Sell Incentive (MOSA only)** Deploy Incentive (EA only) Office 365 Enterprise K2 12% 12% 4% 7% Office 365 Enterprise K1 12% 12% 4% 7% Office 365 Enterprise E4 12% 12% 4% 7% Office 365 Enterprise E3 12% 12% 4% 7% Office 365 Enterprise E2 12% 12% 4% 7% Office 365 Enterprise E1 12% 12% 4% 7% Office 365 Midsize Business 12% -- 4% 7% Office 365 Small Business Premium 12% -- 4% 7% Office Promo Offer -- 12% 4% 7% Manage Incentive Accelerator Incentive Exchange Exchange Online (Plan 2) 12% 12% 4% 7% Exchange Online (Plan 1) 12% 12% 4% 7% Exchange Online Kiosk 12% 12% 4% 7% SharePoint Office Web Apps with SharePoint Online (Plan 2) Office Web Apps with SharePoint Online (Plan 1) 12% 12% 4% 7% 12% 12% 4% 7% SharePoint Online (Plan 2) with Yammer -- 12% 4% 7% SharePoint Online (Plan 1) with Yammer -- 12% 4% 7% SharePoint Online (Plan 2) 12% 12% 4% 7% SharePoint Online (Plan 1) 12% 12% 4% 7% SharePoint Online Kiosk 12% 4% 7% Lync Lync Online (Plan 3) 12% 12% 4% 7% Lync Online (Plan 2) 12% 12% 4% 7% Lync Online (Plan 1) 12% 12% 4% 7% Additional Exchange Online Archiving for Exchange Server 12% 12% 4% 7% SharePoint Online Storage (per GB) 12% 12% 4% 7% Exchange Online Archiving for Exchange 12% 12% 4% 7%

Microsoft Partner Network Online Services Advisor Incentives Guide 19 Online MOSA EA Sell Incentive (MOSA only)** Deploy Incentive (EA only) Visio Pro for Office 365 12% -- 4% 7% Project Pro for Office 365 12% -- 4% 7% Project Online 12% -- 4% 7% Project Online with Project Pro For Office 365 Manage Incentive Accelerator Incentive 12% -- 4% 7% CRMOL Microsoft Dynamics CRM Online Professional Microsoft Dynamics CRM Online Professional for Microsoft Office 365 26% -- 4% -- 26% -- 4% -- Windows Intune Windows Intune USL 12% 12% 4% 7% Windows Intune USL w/ Windows 12% 12% 4% 7% Windows Intune USL Add On 12% 12% 4% 7% Windows Intune 12% 12% 4% 7% Windows Intune Add-on* 12% 50% 4% 7% Government Office MOSA EA Sell Incentive (MOSA only) Deploy Incentive (EA only) O365 Plan K2 Gov 12% 12% 4% 7% Office 365 Plan E1 Gov 12% 12% 4% 7% Office 365 Plan E2 Gov 12% 12% 4% 7% Office 365 Plan E3 Gov 12% 12% 4% 7% Office 365 Plan E4 Gov 12% 12% 4% 7% Office 365 Plan K1 Gov 12% 12% 4% 7% Manage Incentive Accelerator Incentive Exchange Exchange Archiving for Svr GVT 12% 12% 4% 7% Exchange Kiosk Gov 12% 12% 4% 7% Exchange Online Plan 1 GVT 12% 12% 4% 7% Exchange Online Plan 2 Gov 12% 12% 4% 7% Exchange Online Protection Govt 12% 12% 4% 7% SharePoint Office Web Apps wsharepoint P1 GVT 12% 12% 4% 7% Office Web Apps wsharepoint P2 GVT 12% 12% 4% 7% SharePoint Online Kiosk GVT 12% 12% 4% 7%

Microsoft Partner Network Online Services Advisor Incentives Guide 20 MOSA EA Sell Incentive (MOSA only) Deploy Incentive (EA only) SharePoint Plan 1 GVT 12% 12% 4% 7% SharePoint Plan 2 GVT 12% 12% 4% 7% SharePoint Extra Storage-Gov 12% 12% 4% 7% Manage Incentive Accelerator Incentive Lync Lync Online Plan 1 GVT 12% 12% 4% 7% Lync Plan 2 GVT 12% 12% 4% 7% Project Online Government 12% -- 4% -- Academic Office Microsoft Office 365 Education A3 for Faculty Microsoft Office 365 Education A3 for Students Microsoft Office 365 Education A4 for Faculty Microsoft Office 365 Education A4 for Students MOSA/Web Direct EES Sell Incentive (MOSA only) Deploy Incentive (EES Only) Manage Incentive 12% 12% 4% 12% 12% 4% 12% 12% 4% 12% 12% 4% Exchange Exchange Online Plan 2 for Faculty 12% 12% 4% Exchange Online Plan 2 for Students 12% 12% 4% Share Point SharePoint Online Extra Storage for Faculty SharePoint Online Extra Storage for Students 12% 12% 4% 12% 12% 4% Lync Lync Online Plan 3 for Faculty 12% 12% 4% Lync Online Plan 3 for Students 12% 12% 4% Additional Services Exchange Online Archiving for Exchange Online 12% 12% 4% Exchange Online Archiving for Faculty 12% 12% 4% Exchange Online Archiving for Students 12% 12% 4%

Microsoft Partner Network Online Services Advisor Incentives Guide 21 Exchange Online Archiving for Exchange Server for Faculty Exchange Online Archiving for Exchange Server for Students 12% 12% 4% 12% 12% 4% Add-Ons Office Web Apps with SharePoint Online Plan 2 for Faculty Office Web Apps with SharePoint Online Plan 2 for Students 12% 12% 4% 12% 12% 4% A3 Add on from CAL/ECAL for Faculty 12% 4% A3 Add on from CAL/ECAL for Students 12% 4% A4 Add on from CAL/ECAL for Faculty 12% 4% A4 Add on from CAL/ECAL for Students 12% 4% Visio Pro for Office 365 for Students 12% 4% Project Pro for Office 365 for Students 12% 4% Project Online with project Pro for Office 365 for Students 12% 4% Visio Pro for Office 365 for Faculty 12% 4% Project Pro for Office 365 for Faculty 12% 4% Project Online with project Pro for Office 365 for Faculty 12% 4% Chart B: Countries Eligible for Public Sector Deal Advisor Incentives Country List 1. Albania 26. Dominican 51. Latvia 76. Romania Republic 2. Algeria 27. Ecuador 52. Lebanon 77. Russia 3. Argentina 28. Egypt 53. Libya 78. Saudi Arabia 4. Armenia 29. Estonia 54. Lithuania 79. Serbia 5. Australia 30. Finland 55. Luxembourg 80. Singapore 6. Austria 31. France 56. Macedonia 81. Slovakia 7. Azerbaijan 32. Georgia 57. Malaysia 82. Slovenia 8. Bahrain 33. Germany 58. Malta 83. South Africa 9. Bangladesh 34. Greece 59. Mexico 84. Spain 10. Belarus 35. Guatemala 60. Moldova 85. Sri Lanka 11. Belgium 36. Honduras 61. Montenegro 86. Sweden 12. Bolivia 37. Hong Kong 62. Morocco 87. Switzerland 13. Bosnia & 38. Hungary 63. Netherlands 88. Thailand Herzegovina 14. Brazil 39. Iceland 64. New Zealand 89. Trinidad & Tobago 15. Brunei 40. India 65. Nigeria 90. Tunisia 16. Bulgaria 41. Indonesia 66. Norway 91. Turkey 17. Canada 42. Ireland 67. Oman 92. Ukraine

Microsoft Partner Network Online Services Advisor Incentives Guide 22 18. Chile 43. Israel 68. Pakistan 93. United Arab Emirates 19. China 44. Italy 69. Panama 94. United Kingdom 20. Columbia 45. Jamaica 70. Paraguay 95. Uruguay 21. Costa Rica 46. Japan 71. Peru 96. Venezuela 22. Croatia 47. Jordan 72. Philippines 97. Vietnam 23. Cyprus 48. Kazakhstan 73. Poland 24. Czech Republic 49. Korea 74. Portugal 25. Denmark 50. Kuwait 75. Qatar Chart C: EA Rate Card Monthly Rates USD Office 365 Enterprise K1 $3 Office 365 Enterprise K2 $3 Office 365 Enterprise E1 $7 Commercial Office 365 Enterprise E2 $7 Office 365 Enterprise E3 $15 Office 365 Enterprise E4 $18 Office 365 Promo $3 Office 365 Plan K1 Government $3 Office Government Office 365 Plan K2 Government $3 Office 365 Plan E1 Government $6 Office 365 Plan E2 Government $6 Office 365 Plan E3 Government $14 Office 365 Plan E4 Government $15 Academic Office Web Apps with SharePoint Online Plan 2 for Students $1 Microsoft Office 365 Education A3 for Students $2 Office Web Apps with SharePoint Online Plan 2 for Faculty $2 Microsoft Office 365 Education A4 for Students $3 Microsoft Office 365 Education A3 for Faculty $4 Microsoft Office 365 Education A4 for Faculty $5 Exchange Online Kiosk $2 Exchange Commercial Exchange Online (Plan 1) $3 Exchange Online (Plan 2) $6 Government Exchange Kiosk Government $2

Microsoft Partner Network Online Services Advisor Incentives Guide 23 Monthly Rates USD Exchange Online Protection Government $1 Exchange Archiving for Svr Government $2 Exchange Online Plan 1 Government $3 Exchange Online Plan 2 Government $6 Academic Exchange Online Plan 2 for Students $1 Exchange Online Plan 2 for Faculty $2 SharePoint Online Kiosk $2 SharePoint Online (Plan 1) $2 SharePoint Online (Plan 1) with Yammer $2 Commercial Office Web Apps with SharePoint Online (Plan 1) $4 SharePoint Online (Plan 2) $6 SharePoint Online (Plan 2) with Yammer $6 Office Web Apps with SharePoint Online (Plan 2) $6 SharePoint SharePoint Extra Storage-Government $1 SharePoint Online Kiosk Government $2 Government SharePoint Plan 1 Government $3 Office Web Apps wsharepoint P1 Government $5 Office Web Apps wsharepoint P2 Government $6 SharePoint Plan 2 Government $5 Academic SharePoint Online Extra Storage for Faculty $1 SharePoint Online Extra Storage for Students $1 Lync Online (Plan 1) $2 Commercial Lync Online (Plan 2) $4 Lync Online (Plan 3) $6 Lync Government Lync Online Plan 1 Government $1 Lync Plan 2 Government $3 Academic Lync Online Plan 3 for Students $1 Lync Online Plan 3 for Faculty $2 Additional Services Commercial Academic Exchange Online Archiving for Exchange Server $3 Exchange Online Archiving for Exchange Online $1 Exchange Online Archiving for Faculty $1

Microsoft Partner Network Online Services Advisor Incentives Guide 24 Monthly Rates USD Exchange Online Archiving for Students $1 Exchange Online Archiving for Exchange Server for Faculty $1 Exchange Online Archiving for Exchange Server for Students $1 Commercial SharePoint Online Storage (per GB) $1 Exchange Online Archiving for Exchange Online $3 Add-Ons Academic A3 Add on from CAL/ECAL for Students $2 A3 Add on from CAL/ECAL for Faculty $3 A4 Add on from CAL/ECAL for Faculty $3 A4 Add on from CAL/ECAL for Students $3 Windows Intune Commercial Windows Intune USL Add On $4 Windows Intune Add-on $4 Win Intune Add-on $4 Windows Intune USL $4 Windows Intune $4