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Classified as Microsoft Confidential


• Tech for Social Impact Vision• Nonprofit offers in CSP• Nonprofit qualification process• FAQ• Resources


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VISION: Accelerate digital transformation with the nonprofit industry so they can deliver greater impact to the world’s most critical social issues:To date, Microsoft has delivered >$1B in cloud technology reaching over 90k nonprofits

Formed the Tech for Social Impact (TSI) team in 2017 with the goal of extending that reach to 300k nonprofits in 3 years.

Our partner channel is critical to achieving this mission

https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=18353

https://customers.microsoft.com/Pages/CustomerStory.aspx?recid=18353


• Simplify: Streamlining our pricing, creating a standard, predictable discount framework for our cloud solutions, and scaling our offers to new markets around the world.

• Cloud: Continuing to support on-premises solutions while helping nonprofits migrate to the cloud on their terms.

• Small Orgs: Reaching the “long tail” by optimizing our nonprofit offerings to better serve the needs of smaller nonprofits

• Partner: Investing in strategic partnerships, creating new channels to scale, and make it easier to do business with Microsoft.


Nonprofit Enterprise Agreement (EA) Nonprofit SKUs in CSPOpen Charity

License Product

Size

Billing cadence

Start date

Partner compensation3

Duration of agreement

On-Premises ONLY for Charity

Minimum of 5 seats

Pay upfront in full

Starts the dayyou activate

Margin + incentive

2 years

On-Premises / Microsoft Online Services

500+

Annual

Agreement effective date

Margin + incentive

Three years

Microsoft Online Services1

No size requirement

Monthly or Annual

Starts the dayyou purchase

Margin + incentive

1 year

Add/Remove Seats

Add any time; removal is a credit request or adjustment Annually Monthly

Extras SA-upgrades One agreementcan add anytime Automatic updates – Free


New Sales and Licensing Options

Cloud Solution Provider for Office 365

• Currently, eligible nonprofits can access donated and discounted offers from Microsoft via Web Direct or through their Enterprise Agreement (EA)

April 4, 2018 • Cloud Solution Provider (CSP) for Office 365 and Microsoft 365 nonprofit offers will be available • CSP is a licensing model that provides more flexibility to access Microsoft’s cloud solutions while

bringing partners’ value-added services to nonprofits• Note Dynamics 365 will be available April 11th, EMS and Power BI will be available April 18th, and

Microsoft 365 E5 will be available in Q1.SKU Structure and Pricing*

Office 365 Pricing March 1, 2018 • Office 365 E1 and Office 365 Business Essentials SKUs will continue to be 100% discounted• Office 365 E3 SKU price remains at $4.50 per user, per month• Office 365 Business Premium (less than 300 seats) and ProPlus increase from $2 to $3• Office 365 E5 will increase from $10 to $15. Updated price reflects a 60% discount from E5

commercial pricing ($35)

Enterprise Mobility + Security

March 1, 2018 • Enterprise Mobility + Security Suite (EMS) E3 increases from $1.65 to $2.50• EMS E5 increases from $2.80 to $6.00

Power BI Premium March 1, 2018 • Power BI Premium EM3, Premium P1, Premium P2, and Premium P3 will increase in price to reflect a Premium discount from commercial pricing

• Power BI Pro will remain at $3 per user and can be purchased via Web Direct

Product Group Offer

M365

M365 BusinessM365 F1M365 Enterprise E3M365 Enterprise E5 (Q1 FY19)

O365

O365 E1O365 E3O365 E5O365 E5O365 EssentialsO365 PremiumO365 ProPlusEXO ArchivingVisio Plan 1Visio Plan 2SPO StorageEXO ATPSkype for Business Online (Plan 2)Audio ConferencingPhone SystemOffice 365 Advanced ComplianceOffice 365 Cloud App SecurityOffice 365 Threat IntelligenceProject Online EssentialsProject Online PremiumProject Online ProfessionalMicrosoft Stream Plan 2 for Office 365 Add-On (Nonprofits Pricing)Microsoft Stream Storage Add-On (500 GB) (Nonprofits Pricing)

EMSEMS E3EMS E5

WindowsWindows E3Windows E5

Product Group Offer

Power BI

Power BIPower BI ProPower BI Premium EM3

Power BI Premium P1Power BI Premium P2Power BI Premium P3

Dynamics 365

Dynamics 365 Ent edition Cust Eng Plan - Tier 1 (1-99 users)Dynamics 365 Enterprise Edition - Additional Database StorageDynamics 365 Enterprise Edition - Additional Non-Production InstanceDynamics 365 Enterprise Edition - Additional PortalDynamics 365 Enterprise Edition - Additional Portal Page ViewsDynamics 365 Enterprise Edition - Additional Production InstanceDynamics 365 for Customer Service, Enterprise EditionDynamics 365 for Customer Service, Enterprise Edition DeviceDynamics 365 for Field Service, Enterprise Edition

Dynamics 365 for Field Service, Enterprise Edition - Resource Scheduling Optimization

Dynamics 365 for Field Service, Enterprise Edition DeviceDynamics 365 for Project Service Automation, Enterprise EditionDynamics 365 for Sales Enterprise EditionDynamics 365 for Sales Enterprise Edition DeviceDynamics 365 for Team Members Enterprise EditionFlow Additional Runs per 50,000Microsoft Flow P1Microsoft Flow P2Microsoft PowerApps P1Microsoft PowerApps P2Microsoft Social Engagement Additional 10K PostsMicrosoft Social Engagement Additional 10k Posts (minimum 10 licenses)Microsoft Social Engagement Additional 10k Posts (minimum 100 licenses)


Nonprofit (customer) Qualification Process


Nonprofit pricing is only available to customers who have registered with Microsoft and qualify as an eligible nonprofit organization• Eligible organizations will be assigned an O365 nonprofit tenant• At which point the partner is able to sell nonprofit offerings to them in CSP

Two customer scenarios:• New nonprofit customer (customer without an existing O365 nonprofit tenant)• Existing nonprofit customer (customers with an existing O365 nonprofit tenant)

*In order to know which scenario to follow, you should ask your customer if they have already registered with Microsoft directly and have an O365 nonprofit account

• If the customer is unsure, you can direct the customer to login to the nonprofit Portal here: https://nonprofit.microsoft.com/#/signin.

• If the customer cannot login, it is highly likely that the customer needs to register. Follow the new nonprofit customer scenario.

• If the customer can successfully login and see that their eligibility validation is either pending or eligible, the customer has an existing O365 nonprofit tenant. Follow the existing nonprofit customer scenario.

IMPORTANT INFORMATION*

https://nonprofit.microsoft.com/#/signin


New nonprofit customer:Customers without an O365 nonprofit tenantProcess overview and walk through for new customers that have not completed nonprofit registration directly with Microsoft. These customers will not have an O365 nonprofit tenant, which is created during nonprofit registration.


1 Customer goes to www.microsoft.com/nonprofits and clicks Get Started

2 Customer completes Sign Up (aka nonprofit registration)

3Customer’s nonprofit eligibility is validated by Microsoft’s vetting supplierProcess may take up to 20 business days; typical turnaround 2-5 business days

4 Customer receives confirmation of eligibility for Microsoft’s nonprofit offers via email and notifies partner that registration is complete

5 Partner sends relationship request to new nonprofit customer

6 Customer receives relationship request, logs in, and accepts relationship request

7 Partner is notified of customer acceptance

8 Partner can see nonprofit pricing is available for customer in Partner Center and can begin selling nonprofit offers

https://www.microsoft.com/nonprofits


Customer informs partner that he/she has completed Nonprofit Sign Up (aka nonprofit registration), which includes creating an O365 nonprofit account.

Note: the customer does not need to provide the partner any other information (e.g. tenant domain).


Existing nonprofit customer:Customers with an O365 nonprofit tenantProcess overview and walk through for existing customers that have completed nonprofit registration directly with Microsoft. These customers will have an O365 nonprofit tenant, which was created during nonprofit registration.


1Partner sends relationship request to existing Nonprofit customer

2Customer receives relationship request, logs in, and accepts relationship request

3Partner is notified of customer acceptance

4Partner can see nonprofit pricing is available for customer in Partner Center and can begin selling nonprofit offers*

*For customers that have completed sign up but are still pending eligibility validation, the nonprofit trial is the only available nonprofit offer in Partner Center. Once validation is complete, if the customer is eligible, all of the nonprofit offers will show in Partner Center.


Nonprofit FAQ


Additional FAQs can be found here: https://aka.ms/R56ege

How does nonprofit pricing match up with other programs that have nonprofit offerings? Nonprofit offers in the CSP channel are priced 10% below Web Direct (MOSP) pricing, allowing for partner margin.

Do partners need to go through any special certification to sell to nonprofits? Partners who sell through CSP can sell to qualified nonprofit organizations nonprofit SKUs. There is no special training or certification needed by a partner. Note, the nonprofitorganization does need to qualify for nonprofit pricing and you can find additional details below on who qualifies and what the process is.

What is the eligibility criteria for a customer to qualify for nonprofit offers? Eligibility criteria for nonprofit offers is posted here: https://www.microsoft.com/en-us/nonprofits/eligibility. You can share this link externally

Can I complete registration for a customer? No, not currently. We will be working in FY19 to enable the capability for a partner to complete registration on behalf of the customer.

How long does it take to receive the eligibility validation result? Eligibility validation can take up to 20 business days. That said, typical turnaround times in countries with established charity registrations are 2 to 5 business days.

How does the customer get a tenant for nonprofit offers? Customers must be registered with Microsoft and validated as an eligible organization in order to qualify. Registration includes the creation of a Microsoft account with Office 365, which is utilized on the backend to show the nonprofit catalog in Partner Center.

https://aka.ms/R56ege

https://www.microsoft.com/en-us/nonprofits/eligibility

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