customer segments office 365office project & visio exchangesharepointlynccal suites
TRANSCRIPT
Cloud Channel
Incentives
AdditionalIncentiveWestern Europe
OpenValue &
Office365
Cloud Deployment Program &EA
Office365Promo
MarketingPlan
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)
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
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
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
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