Partner business model FY13 Office 365 Advisor program Office 365 Open & FPP program.

Making money with OfficeSpeaker name

Today’s objectives

Partner business model

FY13 Office 365 Advisor program

Office 365 Open & FPP program

Business model

Reseller

Services Provider

BusinessAdvisor

Trusted

Transactional Relationshi

p

Hig

hM

arg

inLo

w

Products &

Services

Office Incentive Principles

FPPOpen L

Open Annuity

Office 365

Services opportunityExample: 50 seats

Based on Office 365 partner interviews

Pre-deployment$500-$1,500

Deployment$1,500

Managed Services$12,000

Year One$12,000


Help deskNew user set-upUpdates

Services opportunityExample: 50 seats

Based on Office 365 partner interviews

Pre-deployment$500-$1,500

Deployment$1,500

Year One$12,000


Value Add Services

Business Advisor IT infrastructure

design IT planning

Solutions Provider Expansion Customizatio

n LOB

integration

Services Provider IT training End-user training Upgrades & desktop remediation

FY13 Office 365 advisor incentives

In effect October 10, 2012 – June 30, 2013, based on annual seat sales

Cloud Essentials

16%4% Manage(recurring)

12% Sell

1–149 seats

Cloud Essentials Sign Microsoft Partner Network (MPN) and Microsoft Online

Services Partner Agreement (MOSPA) Enroll in Cloud Essentials Receive training, marketing tools, Internal Use Rights (IUR) Earn 16% on all seats sold within the fiscal year when you

sell up to 150 seats



Cloud Essentials


12% Sell

1–149 seats

Cloud Accelerate

Cloud Accelerate

4% Manage(recurring)

12% Sell

150–499 seats

20%Accelerator Sell 3 deals

Sell cumulative 150 seats Earn 4% accelerator on all seats sold

within the fiscal year 150+ seats



Cloud Essentials


12% Sell

1–149 seats

Tier A/B

Cloud Accelerate


12% Sell

150–499 seats

20%Accelerator 500 – 2,499

seats 2,500+ seats


12% Sell

500-2,499 seats

22%

Accelerator


12% Sell

2,500+ seats

23%

Accelerator

JunMayAprMarFebJanDecNovSepAugJul

FY13 Office 365 advisor

Oct

Cloud Essential Partner - Sell & Manage

100New seats 40

$40month

$16month

$1,440 $432

$10 per seat per monthIncentive formulasSell= $10/seat*(12/9) months * (100/40) seats *12%Manage= $10/seat *(12/9) months* (100/ 40) seats * 4%

TOTAL Annual Incentive $2,496

$624

$1,872

Year 1 Year 2 Year 3

ManageSell

Jul Oct

JunMayAprMarFebJanDecNovSepAugJul

FY13 Office 365 advisor

Oct

Cloud Accelerate Partner - Sell & Manage

100New seats 40

TOTAL Annual Incentive $5,768

$10 per seat per monthIncentive formulasSell =$10/seat * (12/9/5) months * (100/40) seats *12%Manage=$10/seat *(12/9/5) months* (100/40) seats * 4%Accelerator: $10/seat * (12/9/5) months* (100/40) seat *4%

$40month

$16month

$40month

$16month

$1,440 $432

ManageSell

Accelerator

Year 1 Year 2 Year 3

$1,648

$624

$1,872

$40month

$600

$40month

100

FebJul Oct

Office 365 Midsize Business SuiteFY13 Office 365 Advisor Program Revenue per seat

2500+500 – 2,499

Cloud Essentials Cloud Accelerate

4% Manage

12% Sell

500 – 2,499 2500+

12% Sell

Accelerator

20%

4% Manage

12% Sell

Accelerator

22%

4% Manage

12% Sell

Accelerator

23%

4% Manage

150-499seats

1-149seats

500-2499seats

2500+ seats

16%

$2,880

100 seats $19,800

500 seats

$103,500

2,500 seats

Not to scale$5,400

150 seats

$15/monthexample

$29$36

$40

$41

Cloud Essentials Cloud Accelerate

Important program dates

JunMayAprMarDecNovSepAugJul Oct2012

2013

FY13 Accelerator seat count

FY13 statements & true up

Payments based on FY12 Rates Jul – Dec Accelerator

s

2/15Adjusted payments

FY13 rates take effect October 10, 2012

Oct

Jan Feb

Choose the right model for you

No startup or infrastructure

costs

No inventorycosts

More predictable

revenue stream

Own the customer

billing

Sell as you do today

Expand your revenue

opportunity

Advisor

Office 365 Open & FPP

Open renewal revenue

22%more revenue

Office

Office 365

Year 1

Renew

Year 2

Renew

Year 3

Renew

Year 4 Year 5

Renew

Office refresh

Open renewal revenue

44%more revenue

Office

Office 365

Year 1

Renew

Year 2

Renew

Year 3

Renew

Year 4

Renew

Year 6Year 5

Renew

Office refresh

Renew

Year 7

Office refresh

44%more revenue

Evolving your sales motion

Office

Year 1 Year 2 Year 3 Year 4 Year 5

Office refres

hSell

Sell

Evolving your renewal motion

Office

Year 1 Year 2 Year 3 Year 4 Year 5

Office

Year 6

OfficeRenew

Renew

Sell

Service

Renew

Annual sales & renewal

Market

Partner of record renewal admin

Contactable database training

Include renewal in campaign planning

Plan for peak periods

RenewalEngine

Attach & upgrade

14%likely to buy when not recommended

78%likely to buy Office when recommended

Dare to Ask

Double attach

Office 2003Windows XP

End of Support

Next steps

Join Cloud Essentials/Cloud Accelerate Advisor program

Prepare for Office 365 Open and FPP

Live the new Office

Partner business model FY13 Office 365 Advisor program Office 365 Open & FPP program.

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