lync partner community call solution incentives program
TRANSCRIPT
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Tim ArmstrongProduct Manager, Lync Partner TeamMicrosoft Office Division
Lync Partner Community Call
Solution Incentives Program
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Questions
1. Eligible for SIP (Solution Incentive Program)
2. Eligible for payment in CHIP (Channel Incentive Platform)
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Solution IncentivesSolutions Incentives reward partners for
investing in practices supporting specific Microsoft solutions
Where we’ve been – since launch
Participation in 96 subsidiaries
Over 50% eligible Microsoft Partner Network Gold partners participating
In FY12 grew to include
Management & Virtualization
Transitioning to Gold Competency requirements for all partners participating in SIP worldwide
Windows 7
Application Platform / SQL Lync
Solution Incentive Program (SIP) Update
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Priorities
1.Recognize presales partner contributions through MS field recognition and partner incentive payments
2.Develop Solution Incentive Program that meets and exceeds your expectations, best of class
3.Design FY13 SIP to address and incent on complete sales cycle
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Agenda
Partner Eligibility Partner Sales & Pipeline Management Reporting & Payment
EnrollmentPartner
Registers DealPartner Sales Exchange (PSX)
Microsoft Validates Deal
Global Sales Exchange (GSX)
Payment(Incentive Validation
& Disbursement in CHIP)
Solution Incentive Program (SIP)
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Partner Eligibility: MPN Gold “Active Earned” Status
What are the partner criteria for Solutions Incentives?How do partners get invited?How do you resolve invitation issues?What resources are available to partners?
Partner Sales & Pipeline Management Reporting & PaymentPartner Eligibility
EnrollmentPartner
Registers DealPartner Sales Exchange (PSX)
Microsoft Validates Deal
Global Sales Exchange (GSX)
Payment(Incentive Validation
& Disbursement in CHIP)
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Lync Solution IncentivesRequire at least one Microsoft Partner Network Competency (Silver or Gold). Communications Gold Competency required in FY13.
Unified Communications Silver
Unified Communications Gold
Communications Silver
Communications Gold
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Channel Incentives Platform (CHIP)Your Dashboard to your Incentives
Incentive Enrollment• Sign Terms and Conditions• Manage CHIP Access• Create Payment Profiles
and assign them to incentives
Incentive Dashboard• View earned incentives• Track Payments
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Partner Eligibility and Invitations to CHIP
ProcessActive earned Gold competency partners in local Microsoft subsidiary are identifiedMicrosoft validates partner contact with signature authority (Administrator)Partner Administrator sent CHIP enrollment details
Email 1 - Welcome Email Email 2 - Invitation Code
Partner signs CHIP Terms and Conditions and Payment ProfileIncentive options enabled in PSX Administrator manages Partner’s CHIP users
Partner Assistance: Your Microsoft Regional Service Center …
Changing or updating Partner contacts for CHIPTo request missing login details
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Next Steps and Resources
MPN Silver or Gold Competency alignment and attainment
Sign Terms and Conditions in CHIP, and enter Bank Details
Get acquainted with CHIP
Top Partner Actions Resources
MPN Site
Regional Service Center
Solution Incentives Program Job Aid
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Meet Opportunity CriteriaEnter Opportunity in PSX Request Incentive and share Opportunity visibilityManage Opportunity in PSXCommunicate your solution selling impact with your PAM
Partner Eligibility Partner Sales & Pipeline Management Reporting & Payment
EnrollmentPartner
Registers DealPartner Sales Exchange (PSX)
Microsoft Validates Deal
Global Sales Exchange (GSX)
Payment(Incentive Validation
& Disbursement in CHIP)
Registering Opportunities
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LyncSolution Incentives
Earn Solution Incentives
10%
20%Lync Enterprise
(Enterprise ServerStandalone Enterprise CAL
Plus CAL *)
Lync Standard(Standard Server
Standalone Standard CAL)
EXAMPLE Year 1Revenue Incentives
Lync Enterprise $50,000 $10,000
Lync Standard $50,000 $5,000
Total$100,0
00 $15,000
LyncMin. Revenue - $5K Year 1New and Add-On/ True-Up
Open (Value), Select (Plus) EA (S), Academic, Govt
* Plus CAL Renewals eligible in FY12
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Partner Sales Exchange (PSX)
Enter and Manage OpportunitiesEnter Opportunity in PSX Request Incentive and share Opportunity visibilityManage Opportunity in PSXReceive PAM Approval on Opportunity through GSX
Contact Regional Service Center with any questions about PSX
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Opportunity Registration and Incentive Request
Required Information Includes (6 fields)Customer Company NameOpportunity Name & DescriptionExpected Close DateSales Cycle Stage Products & QuantityEstimated Product Revenue (ERP)
Partner submits opportunity to Microsoft (3)Requests incentive Selects applicable incentive offeringClicks on “Share” opportunity
Opportunity now visible to Microsoft in GSX – PAM, Support Team, and local sales management team as appropriate
Partner Sales Exchange
Management & Virtualization
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Key Business Rules
Request the incentive “Incentive Request Date” at least 30 days before transaction
Register only one incentive per Opportunity
Enter request for incentive by 40% sales stage
Update Opportunity every 60 days
Keep PAM updated on Opportunity progress
Public Sector Accounts eligible in many subsidiaries with proper notification that partner will be receiving fees for their selling activities
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Next Steps and Resources
Share solution opportunities to secure your incentive
Get acquainted with requirements for entering opportunities in PSX
Top Partner Actions Resources
Regional Service Center
Partner Sales Exchange (PSX)Job Aid
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Validation and Approval of Opportunities
Opportunity validated for product, revenue and timeline requirementsPartner communicates solution selling impact with Partner TeamPartner Team approves Partner is eligible for incentive when product transacts based on partner solution sale engagementOpportunity visible in CHIP after Partner Team approves request
Partner Eligibility Partner Sales & Pipeline Management Reporting & Payment
EnrollmentPartner
Registers DealPartner Sales Exchange (PSX)
Microsoft Validates Deal
Global Sales Exchange (GSX)
Payment(Incentive Validation
& Disbursement in CHIP)
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Steps Leading to PAM ApprovalChannel Incentives Support TeamNew FY12 Investment
With PartnersData completionPublic Sector complianceDue diligence on deals where
necessaryOpportunity status notifications
With PAMsRouting SIP Eligible opportunity to
PAMsAddressing possible conflictsOpportunity status notifications
Pipeline Reviews
Comprised of local sales leadershipEnables PAM to approve and reject registrationsBusiness Rules:
Approved partner must demonstrate execution of activities and outcomes per the Microsoft Solution Selling Process definitions Approval will not occur before 40%Only one Partner per opportunity approved Timing of incentive registration only used as last resort for dispute resolution
PAM Approvals and Rejections determine baseline eligibility
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Example: Two partners with Similar Opportunities
Similar Opportunities are first identified and reviewed by Channel Incentives Support TeamConflict addressed and resolved by sales management teamsDecision Validated in the Pipeline Review
Based on partner engagement with solution saleMay require Support Team validation
Incentive approval and rejection by PAMs Notification to partners through PSX
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Closing Opportunities after PAM Approval
Partner/PAM advances opportunity Sales cycle stage in GSX (to 80% Close)Licensing Partner submits Purchase Order into Microsoft order entry systemsPAM advances Opportunity sales cycle stage to 100% MS Win as soon as there is evidence that purchase order is or will be received by MicrosoftAt 100% MS Win, Licensing Agreement ID is automatically populated from transactions related to the incented products, if one is not already present
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PAMs do not have access to CHIPPAMs view their partner’s incentive-earning information through secure SIP Dashboard
SIP Dashboard - PAMs
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Next Steps and Resources
Assist your PAM in approval process through opportunity completion and eligibility alignment
Opportunity quality vs. quantity
Update opportunity status at least every 60 days
Top Partner Actions Resources
Partners - Regional Service Center
Solution Incentives Program Guides for Management & Virtualization, Lync, Windows 7, Application Platform/SQL
Microsoft Solution Selling Processfor Partners
CHIP Job Aid
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Validation and Approval of Opportunities
Business rules for close and payment
Partner Eligibility Partner Sales & Pipeline Management Reporting & Payment
EnrollmentPartner
Registers DealPartner Sales Exchange (PSX)
Microsoft Validates Deal
Global Sales Exchange (GSX)
Payment(Incentive Validation
& Disbursement in CHIP)
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How Opportunities Display in CHIP
PSX CHIPOpportunity has
PaymentProcessed and paid
(45 days after end
month incentive earned)
100% MS WinValid Agreement IDIncentive request at least 30 days in advance of transaction
Eligible transactions (product, license type) meet thresholds CHIP registration and payment details complete
Incentive requestPAM Approval
CHIP Status Description Payment
Approved 100% MS Win with matched transactions Yes
Pending Agreement ID AgreementID is not present in PSX Pending
Pending Close Agreement ID present, no eligible transaction match Pending
Closed/Expired/Invalid Opportunity did not meet requirements No
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Incentive Eligibility Timelines
Incentives Earning Window
100% Win to first eligible transaction
6 months
Eligible transactions
Incentive Request Date + 12 Months
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Summary of Process
Meet partner eligibility requirements: MPN Gold Competency – “Active Earned” status
PAM Approval includes sales management team through Pipeline Review
Support Team may get involved in due diligence if multiple registrations
Update opportunity every 60 days
Meet Opportunity Eligibility Requirements
Make incentive request made at least 30 days before transaction
Eligibility requirements are met and incentive calculation
Eligible transaction in 6 months after 100%MSWin
All transactions over the 12 months after the Incentive Request Date
Payments viewed in CHIP
Partner Eligibility Partner Sales & Pipeline Management Reporting & Payment
EnrollmentPartner
Registers DealPartner Sales Exchange (PSX)
Microsoft Validates Deal
Global Sales Exchange (GSX)
PaymentIncentive Validation
& Disbursement in CHIP
Solution Incentive Program (SIP)
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Roadmap
Continued investments in infrastructure and processesContinued investment in SIP incentivesNew solutions/products added to SIPInclusion of post sales deployment recognition programsInclusion of pre sales Proof of Concept (POC) and Pilot programs
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Lync Partner Community Call
Thank You!