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Guides

While reviewing this training please refer to the Online Services Advisor Sell Incentive Guide at https://mspartner.microsoft.com/en/ie/Pages/Membership/premium/partner-incentives.aspx#osawdi (please cut and paste this link into your browser if needed).

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• State changes to the incentive from FY16 to FY17

• Describe the structure of the Sell Incentive and state the

rates which apply

At the end of this module, you will be able to…

Learning objectives

Global Operations Readiness ©2016 Microsoft

FY17 incentive changes summary

Program structure and rates

In this module

FY17 incentive changes summary

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FY17 incentive changes summary• Sell and Accelerator will be removed on all products except

CRMOL/AX.

• For all products except CRMOL/AX, a seat snapshot was

taken on September 24, 2016, and the manage incentive will

be paid up to that seat count until the end of June 2017.

• MPSA added to the Incentive starting July, 2016.

• The introduction of OSA Sell Dynamics 365:

o The next generation of intelligent business applications that

enables partner organizations to grow, evolve and transform to

meet the needs of their customers and capture new opportunities.

o GA on 11/1/16, and made available to customers via EA/MPSA,

CSP and Web Direct (MOSA).

o Microsoft will pay incentives to partners via the Enterprise, CSP

and OSA Sell incentive programs. For Enterprise and CSP, the

standard incentive rules & rates will apply.

o Incentive details will be shared in December, 2016.

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Payment profile completion

Partners participating in the Online Services

programs will need to complete both the Bank

Profile as well as Tax Profile that links out from

MPN prior to being eligible to be paid incentives.

Should either of these profiles be incomplete,

incentive payments will be held until both profiles

have been completed.

Partners can submit bank details via contact

information here:

https://partners.microsoft.com/PartnerProgram/P

saSubprogramStatus.aspx.

Further guidance is provided at

aka.ms/partnerincentives.

Program structure and rates

Online Services Advisor Sell

Incentives Program

Rewarding partners for acquiring new customers (CRM Online/ Dynamics AX)

and managing relationships with Cloud customers via EA, CASA/EES, MPSA and

MOSA

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The cloud opportunity

The Microsoft Online Services Advisor Sell Incentive

reward partners for acquiring new customers and

managing relationships with Microsoft Online Services

customers.

Customers are transitioning to cloud solutions for their

productivity, desktop management and CRM

applications.

Microsoft Online Services such as Office 365, Microsoft

Intune, Microsoft Dynamics CRM Online and Microsoft

Dynamics AX 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.

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Reward structure and timings

Partners can earn incentives for the period October 1,

2016 to September 30, 2017 based on Microsoft Online

Services Incentive rates and terms for the incentive

period.

Incentives are paid monthly to the Digital Partner of

Record.

Partner earns during the incentive period, from the

month of Digital POR assignment or competency

attainment, whichever is later.

Please note rates are not guaranteed for the full

program year and may change with 3 months’ notice*.

* While Microsoft reserves the right to change incentive structures and/or rates,

please note for FY17, we have included explicit notice that the incentive rate may

be changed during the program year. As always, we strive to provide three

months’ notice of any changes, if it is necessary. Nevertheless, our current intent

is to keep the rate stable for the 12-month program period.

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Pre-Enrollment requirements

Prior to taking advantage of the Microsoft

Online Services Incentive outlined in this guide,

partners will need to:

Meet the Eligibility Requirements

Be assigned as Partner of Record for

Microsoft customer subscription(s) in the

Microsoft Online Portal (MOP).

Bank and tax details should be completed

on the Partner Membership Center (PMC)

stored on MPN.

Further details of the above are provided in

this deck and the incentive guides at

aka.ms/partnerincentives.

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Manage incentive

This incentive is based on the customer installed base of sold seats, as a percentage of the monthly value for that

Microsoft Online Services seat (except Dynamics AX).

For Online Services via MOSA, except CRM Online and Dynamics AX, Microsoft will take a snapshot on

September 24, 2016 of seats that have been sold, and will pay the Manage incentive on these seats until June 30,

2017. Any seats sold after the snapshot date will not be eligible for the Manage incentive. Once the subscription

expires or the Digital Partner of Record changes during the incentive program year, the partner will no longer

earn the Manage incentive on that subscription. If the subscription is renewed during the incentive program year,

the Manage incentive will still be paid on that subscription through June 30 2017.

The partner continues to earn as long as the customer subscription remains current, the partner’s MPN ID

remains current, and partner remains POR on that subscription. Below are examples of activities for which this

incentive is paid:

Manage customer relationship on Microsoft Online Services

Provide advice for customer questions regarding Microsoft Online Services

Offer professional services

Upsell/cross-sell platforms

Keep the Online Services seats current on customer subscriptions

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Sell incentive

This incentive is paid to the Digital Partner of Record (DPOR) based on the full-year value for each sold seat as

per product list for CRM Online and Dynamics AX. Please refer to the FY17 Eligible Product List for the complete

list. The following are examples of activities for which this incentive is paid:

Drive awareness and generate demand

Identify, qualify, and develop opportunities

Add new subscriptions

Sell subscription for a full year

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Incentive structure and rates

Incentive Rate

Manage*3%

Incentive EA/CASA/EES MOSA

Sell26% 12%

Manage4% 3%

Incentive EA/CASA/EES

Sell65%

Note: Office 365 ProPlus SKUs do not earn Manage percentage

*Snapshot taken Sept. 24, 2016 and paid until June 30, 2017

Online Services (OLS) via MOSA except

CRM Online and AX

Microsoft Dynamics CRM Online (CRMOL)

Microsoft Dynamics AX

After an eligible partner is designated the (Digital) Partner of Record, the partner can earn:

** While Microsoft reserves the right to change incentive structures and/or

rates, please note for FY17, we have included explicit notice that the

incentive rate may be changed during the program year. As always, we strive

to provide three months’ notice of any changes, if it is necessary.

Nevertheless, our current intent is to keep the rate stable for the 12-month

program period.

Rates may change with 3 months’ notice**.

Max earning for 12-month incentive period

is $100K USD per subscription.

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What we covered

You should now be able to:

• State changes to the incentive from FY16 to FY17

• Describe the structure of the Sell Incentive and state the

rates which apply

Thank youPlease proceed to the next module