A New Era. Together.

What’s new for active cloud partnersGunter StaesRodolphe ChabanelImma Verheyen

Cloud Channel

Incentives

AdditionalIncentiveWestern Europe

OpenValue &

Office365

Cloud Deployment Program &EA

Office365Promo

MarketingPlan

Open Value & Office365

Gunter Staes

EnterpriseMidsize Business EducationSmall BusinessConsumer Government

• Single tailored offer

• Designed for generalist IT

• Targeted up to 250 users

• Hard cap of 300 users

• Available via Open/OV/OVS, Direct, Syndication

• Tailored offer

• No IT required

• Targeted up to 10 users

• Hard cap of 25 users

• Available via FPP, Direct, Syndication

• Data isolation (US only)

• Advanced admin tools

• Range of offers by user type

• Available in EA, Direct, Open

• Free email and collaboration

• Enterprise admin tools

• Education-specific features

• Available in CASA-EES, Direct, OVS-ES

• Range of offers by user type

• Advanced admin tools

• Enterprise IT capabilities

• No hard cap

• Available in EA, Direct, Syndication

• Office client

• Non commercial user rights

• Available via FPP, Direct

• University version available

Office 365 Midsize Business

Office 365 Small Business (Premium)

Office 365 Education (A2..A4 + Stand Alone)

Office 365 Enterprise and Government

Office 365 Enterprise (E1..E4 + Stand Alone)

Office 365 Home Premium /

Customer SegmentsOffice 365 Office

Project & Visio

Exchange SharePoint Lync CAL Suites

Power of choice

$8.33 $12.50 $15 $20 (E3)

Office 365 Small

Business (Premium )

Office 365 Enterprise, Government

& Education

Office 365 Midsize Business

Office 365 Home

Premium

Target users 1-10 >25011 - 250ConsumerStudent

Consumer Services Commercial ServicesOffice Home & Business

2013

Office Professional Plus 2013

Office Standard 2013Office Home & Student

2013 & RT

$139 $219 $369 $499

Cost per month

Office 365 FPP Experience

End Customer redeems product key

on Office365.com

Partner purchases product

key via FPP

End Customer purchases product

key from Partner

Customer renewal

Office 365 Open Experience

Partner redeems product key on Office365.com

Partner purchases SKU from distributor

Partner retrieves digital product key

through VLSC

Customer renewal

Office SKU Availability

Office Home and Student 2013

Office Home and Business 2013

Office Professional 2013

Office Standard 2013

Office Professional Plus 2013

FPP ● ● ●

OEM ● ● ●

Syndication

Direct ● ● ● ● ●

Advisor

Open ● ●

Select ● ●

EA ● ●

Office 365 OfficeProject &

VisioExchange SharePoint Lync CAL Suites

Choose the right model for you

Sell as you do today

Minimal working capital

Own the customer billing

No startup or infrastructure

costs

Expand your revenue

opportunity

More predictable revenue stream

Advisor

Office 365 Open & FPP

Microsoft Cloud Deployment Program Overview & Enterprise Agreement Promo Office365

Rodolphe Chabanel

Cloud Deployment Partner RequirementsRequirements $81M

Successful Deployments >250 seats each

Cloud Accelerate

Messaging Competency

Technical Certificationfor next version of Office 365

Pre-Qualification* PhaseOctober 1 – February 28, 2013

MPD +50 partners

Messaging Competency

Cloud Accelerate

OR +

New Requirements - Effective March 1

*By June 2013 all pre-qualified partners need to meet the following requirements to maintain their Cloud Deployment Partner designation

+

+

+

3

Access targeted cloud technical and sales training courses, including Ignite for Office 365, learning paths and Practice Accelerator to help you build your cloud expertise and deployment capabilities

Access to online technical support communities

25 seats of Office 365, Windows Intune, and CRM Online

Access to online technical support communities and 5 advisory hours

Cloud EssentialsJumpstart your cloud business

Cloud AccelerateBuild a profitable cloud business

Marketing kits, priority listings in the Microsoft Pinpoint online marketplace and Microsoft Office 365 marketplace

Cloud Accelerate badge & press release, marketing kits, priority listings in the Microsoft Pinpoint online marketplace, and Microsoft Office 365 marketplace

Channel Incentives

Internal Use Rights

250 seats of Office 365 and CRM Online, 100 seats of Windows Intune

Delegated administration and partner dashboard to manage customer trials and customer accounts

Core advisor incentives available for qualified partners

Earn advisor accelerator incentive for both MOSA and Enterprise agreements

Training

Marketing

Support

Tools

Cloud DeploymentBuild a profitable deployment practice

Cloud Deployment Partner designation & press release.

Partner Technology Consultant onboarding aand pre-deployment support plus break fix support

Cloud deployment planning tools

Earn advisor accelerator incentive for EA plus opportunity to participate in deployment component of EA Customer Special Offer (effective: Oct 1, 2012 – March 31, 2012)

Cloud Program Benefits Overview

Special Offer: Opportunity to earn Office 365 EA Customer Offer Deployment Funds

• Partners who have earned the Cloud Deployment designation will also have the opportunity to participate in a limited time Office 365 EA Customer Offer.

• This offer will enable all qualifying Microsoft customers to add Office 365 to their existing EA agreements with an uplift, and provides a deployment investment of up to $40 per eligible seat deployed by a qualified partner selected by the customer.

• Participation in the Cloud Deployment Partner program will list you as an eligible deployment partner for customers taking advantage of the Office 365 EA Customer Offer.  

Office 365 EA Customer Offer OverviewGoalHelp our CAL Suite customers move to the cloud.

Customer Value PropositionThere has never been a better time to move your company to the cloud. For a limited time, our CAL Suite customers can add Office 365 to their EA with a small uplift, and we’ll invest in your deployment so you can enjoy all the benefits of our premium cloud services right away.

Hero MotionAdd E2 for a $3 or $4 per user, per month uplift (to ECAL or Core CAL, respectively).

How the Office 365 EA Customer Offer Works

Enterprise CALSuite

+

E3

EligibleOffers

E2

K2

Exchange P1

Exchange P2

Components

- SharePoint P1 & P2- Lync P1 & P2- Web Apps w/SP P1

Prerequisite

CoreCALSuite

or

Eligible for deployment investment

No deployment investment

CAL Suite CustomersWho

Offer SKUs + Per seat deployment investmentWhat

October 1, 2012 – March 31, 2013When

EA amendment (requires OLS T’s & C’s)How

Deployment Offer Overview

Repeated until all seats are deployed

Customer hires

partner

Partner delivers SOW to

field

Field enters request in getBIF

Corp Approvals

IO created at Corp

PO created at Corp

Partner executes milestone

Partner invoices

(up to once monthly)

BIF Ops verifies

milestone

Corp Approvals

Payment to

partner

(1) Local invoicing and payment, USD equivalent will be paid based on published Microsoft conversion rates(2) Only E2, E3, Exch P1, and Exch P2 eligible; requires respective deployment, however funds can be utilized on any O365 product deployment(3) Milestones are (1) Planning Phase complete and customer-signed Planning Document submitted to Microsoft and (2) full deployment of seats

Rates(1) Timing Program Rules

First 3,000 seats deployed $40 per seat(2)

No payment until partner invoices and milestone(3) is verified

Partner may only invoice once for planning

Partner may invoice up to once per month for deployment

250 seat minimum

18 months to deploy

$250,000 maximum per customer

MCS and Cloud Deployment Partners onlyEach additional seat deployed $5 per seat(2)

Cloud Channel Incentives

Rodolphe Chabanel

FY13 (Office 365 & Windows Intune*)MOSA/Web-Direct

Tier B7%

2500+

4% Recurring

12%Core

Tier A6%

500 – 2,499

4% Recurring

12%Core

20%Cloud Accel. 4%

150 – 499 Seats

4% Recurring

12%Core

FY12

6% Recurring 4%

Recurring

12%Core

12% Sell

FY13 Online Advisor Incentives - MOSA New Accelerators for

Cloud Accelerate partners

Earn more and faster than today through Accelerators18% 16%

22% 23%

Year 1

All Partners

150 – 499 Seats 500 – 2,499 2500+

MOSA Accelerators based on cumulative seats sold in FY13

Cloud Essentials Cloud Accelerate Pay for Performance

Year 1

* FY13 CRM Online Channel Incentives rate is 30% in year 1 – 26% sold or deployed and 4% manage

Office 365 example: $120/seat/yearRounded figures

$1K

$21K

$4K

$19/seat

$3K

$48K

$10K

$2K

$4K

$14K

$69KFY13

Core

Accelerator 4%

150 – 499 Net Seats

7%

2500+

6%

500 – 2,499 Up to 149

Cloud Essentials Cloud Accelerate Pay for Performance

16%20% 22% 23%

Selling Beyond 150 Seats (MOSA)

150 2,500500100 seats

Cloud Essentials Cloud Accelerate Pay for Performance

Not to scale

$24/seat

$26/seat

$28/seat

FY12

12% Deploy

FY13 Online Advisor Incentives – EA Drive long-term customer

engagement on EA through “recurring” manage incentives

Earn Accelerators – Max 23% per EA per year

Similar partner opportunity for MOSA and EA

• EA Accelerators based on a 70% deployment attainment per customer within six months• Accelerator seats thresholds based on the total seats of Office 365 or Windows Intune on a single EA

12%

Year 1

All Partners

FY13 (Office 365 & Windows Intune*)MOSA/Web-Direct

Tier B7%

2500+

4% Recurring

12%Core

Tier A6%

500 – 2,499

4% Recurring

12%Core

20%Cloud Accel. 4%

150 – 499 Seats

4% Recurring

12%Core

4% Recurring

12%Core

16%

22% 23%

150 – 499 Seats 500 – 2,499 2500+

Cloud Essentials Cloud Accelerate Pay for Performance

Year 1

* FY13 CRM Online Channel Incentives rate is 30% in year 1 – 26% sold or deployed and 4% manage

Additional channel incentive cloud Western Europe

Rodolphe Chabanel

2500+

12%Core

Up to 149

H1 Incentives – Top up fee to 40% for 6 months value of subscriptions sold & active

Cloud Essentials Cloud Accelerate Pay for Performance

22% 23%

Year 1

4% Recurring

12%Core

Up to 149

4% Recurring

12%Core

Up to 149

4% Recurring

12%Core

Up to 149

4% CA

4% CA

4% CA

2% Tier A

2% Tier A

1% Tier B

Partner Fee Promo Details • Limited to 1st 150 seats sold

in period • OSA only (EA excluded)• Period 1st July – 31st

December 2012 • All customer segments • O365 Academic is excluded

from promo• Seats must be sold and

active in country of record within Western Europe Area

• Seats must be active by 8th February 2013

• Promo pay out will start from 28th February

Paid on first 150 seats sold

4% Recurring

FY13 WW Programs

Western Europe Promo 17%18%

20%24%

40% 40% 40% 40%

FY13Web-Direct

4% Recurring

12%Core

Up to 149

FY13 Online Advisor Incentives

Cloud Essentials Cloud Accelerate Pay for Performance

16%20% 22% 23%

Year 1

4% Recurring

12%Core

Up to 149

4% Recurring

12%Core

Up to 149

4% Recurring

12%Core

Up to 149

4% CA

4% CA

4% CA

2% Tier A

2% Tier A

1% Tier B

Accelerator Tier Qualification • Cloud Accelerate (CA) :150

– 499 seats sold • Tier A: 500 – 2499 seats

sold• Tier B : 2500 + seats sold

Marketing Plan FY13

Imma Verheyen

Lead Generation & Sales OptimizationSales Acceleration & Optimization Customer Immersion Experience Business Lunches Data Center Visits

Lead Generation

Speakers @ your Events

Visibility for your events on our assets

Usage of Roll Up Boxes

Usage of MSFT facilities

Sales & Marketing Alignment

Partner & Customer Heroes

Text/Pic

Lead Generation & Sales OptimizationMarketing Center Free Content Syndication on your site Free Marketing Materials http:// www.partnermarketingcenter.com

PinPoint

THE to-customer website for partners

Marketing tool

Basics for Market Places

Visibility of your ref.cases on our assets

http://pinpoint.microsoft.com/nl-BE/home

Bill of Material from Campaigns

Content Finder

Text/Pic

PinPoint 5000O visitors

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.