Microsoft Cloud Partner How-to-manual March 2013

Microsoft Partner NetworkBeLux

Microsoft cloud programs

Join Cloud Essentials for necessary tools and resources to help you build a viable cloud business and sell to and service your customers.

Qualify for Cloud Accelerate and get incremental resources to take your cloud practice to the next level including more Internal Use Rights (IUR) benefits, additional sales and deployment incentives and technical support.

Access targeted cloud training courses and learning paths to help you build your cloud expertise

Access online technical support communities

25 seats of Office 365, Windows Intune, and CRM Online

Access 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 and press release, marketing kits, priority listings in the Microsoft Pinpoint online marketplace, and Microsoft Office 365 marketplace

Channel Incentives

Internal Use Rights

Cloud program benefits overview

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 accelerators for your sales above 3 customers and 150 seats

Training

Marketing

Support

Tools

Get started today!

Sign up for Cloud EssentialsJumpstart your cloud business

www.microsoftcloudpartner.com DelegatedAdmin Privileges

Internal Usage Rights

Commerce Features

Qualify for Cloud Accelerate Build a profitable cloud business

Sell 3 customers/150 seats + earn aMicrosoft Competency or Microsoft Action Pack Subscription

Incentive Accelerator

Partner Support

Internal Usage Rights

How to become Cloud Essentials

Requirements? 1. Enroll in the Microsoft Partner

Network

2. Sign the Microsoft Online Services Partner Agreement (MOSPA)

3. Complete introductory training

4. Complete assessment.

For questions, please contact the Regional Service Center on 0-800-156-64 or consult the FAQ.

Enroll in the Microsoft Partner Network

Go to http://www.microsoftcloudpartner.com/

Already a Partner?

Sign in to enroll in the Cloud Programs

Sign the MOSPA agreement

Complete the training

Introduction to Selling Microsoft Online Services:

Pass the assessment

Required assessment: Microsoft Partner Network Sales and Services Assessment for Microsoft Online Services

Where can I find support?

For support you can contact the Regional Service Center:

Call: 0-800-156-64Email: mpnemea@microsoft.com

There is also a FAQ available!

How to become Cloud Accelerate

For assistance, please contact the Regional Service Center on: 0-800-156-64

Requirements:

Same enrollment process as for Cloud Essentials: Signed Microsoft Online Services Partner Agreement (MOSPA)

Any extra requirements? • Silver or Gold Competency or MAPS• Sold at least 3 deals with a combined total of 150 or

more seats in last 18 months

Fee? If not Silver, Gold or MAPS: you will be required to meet the requirements for and obtain a Microsoft Action Pack Subscription or Silver Competency

Since August 2012, you are automatically signed up for Cloud Accelerate, once you fulfill the necessary requirements

Why enter the Cloud? Benefits

Access targeted cloud training courses and learning paths to help you build your cloud expertise

Access online technical support communities

25 seats of Office 365, Windows Intune, and CRM Online

Access 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 and press release, marketing kits, priority listings in the Microsoft Pinpoint online marketplace, and Microsoft Office 365 marketplace

Channel Incentives

Internal Use Rights

Cloud program benefits overview

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 accelerators for your sales above 3 customers and 150 seats

Training

Marketing

Support

Tools

1. Sign in to Microsoftcloudpartner.com

Sign in using the Microsoft Accountassociated with your MPN membership.

Same ID used to sign in to partner.microsoft.com

2. Click Link to sign up for Office 365

3. Confirm that you are the correct person in your organization to act as administrator for Microsoft Online Services

4. Complete the Office 365 Sign up

5. Begin using Office 365

6. Verify Internal Use Rights (IUR) availability

7. Verify Internal Use Rights (IUR) licenses are available now

8. Add new user

9. Add user details

To ensure others in your company can see and use the partner features, select Yes

Other benefits

Repeat procedure Office 365:

1. Go to https://

www.microsoftcloudpartner.com/GetBenefits.aspx2. Select benefit3. Follow indicated procedure

Selling Office 365

Text

Try Lead Gen Deploy

Deploy using the Office 365 onRamp tool and perform delegated admin duties

Generate Leads by inviting customers to try or buy

Build your sales acumen by leveraging your free Internal Use Rights (IUR)

Internal Use Rights

How many seats will I receive?

25 seats of: • Microsoft Office 365• Windows Intune • Microsoft Dynamics CRM Online

Is there an option to purchase additional seats of the online cloud services? • Licenses purchased at partner preferred pricing are not

meant to exceed the organization’s Internal Use Rights (IUR) caps described in the Cloud Program benefits.

• These licenses are meant to provide partners with continuous access to Online Services in the event a partner does not qualify for IUR through the Cloud Partner Program.

• Partner preferred pricing is currently available for $19 per seat

Is there a limit to how many licenses I can purchase and add to my IUR domain?No.

How do I keep my IUR Benefits after the first year?

The requirement in order to continue using your IUR Benefit is 50 seats per online service.

Note, if you need the Benefit for another service, you will need to sell 50 seats of that particular service in order to continue receiving that.

Please call the Regional Service Center on 0-800-156-64 or consult the FAQ.

How do I set up a Demo Account?

Demo Account Registration Process

New Demo Account1.Sign up for Microsoft Cloud Essential Pack at

www.MicrosoftCloudPartner.com

2.Go to www.Office365.com and complete registration for a trial account

3.Activate your account and begin customizing your domain4.Contact Microsoft Online Services Support through MOCP

https://mocp.microsoftonline.com/site/support.aspx to request a one-year extension of your existing account including Partner ID, Live ID, and Order Number in the email

Extending Existing Demo Account5.Contact Microsoft Online Services Support through MOCP

https://mocp.microsoftonline.com/site/support.aspx to request a one-year extension of your existing account including Partner ID, Live ID, and Order Number in the email

What is the Demo Showcase Suite?

Enables Partners, the Microsoft field, and Microsoft business groups to create new simulation demos with an easy-to-use application.

What is a Simulation?• Click through demo that a presenter uses to

show the audience how a solution or product functions without having a virtual machine or product environment running.

• Give your audience a realistic demo that

eliminates the problems with demonstrating complex setups using virtual machines.

• Simulations are ‘lightweight’ and can be shared with others through the Demo Showcase web site.

Direct towards the Demo Showcase web site

Offer delegated administrationand manage your customers administration

Why would you offer delegated administration?

It enables you to offer an extra service towards your customer, as you will manage your customers administration.

This includes: • Control of the users• Check invoices• Perform license upgrades• Assist with technical issues; eg. Log a service

request for a customer.

Note, this is not an automatic process and will have to be confirmed by the customer

1. Click ‘Send delegated administration offers’

Partners will log in to their Microsoft Online Portal for access to the partner capabilities: • Purchase Offers• Trial Invitations• Delegated Administration.

Once logged in, they will click on the Partner link at the top to arrive at this page.

Perform delegated administration

2. Copy link or open in email

You didn’t include Delegated Administration in the trial invitation or purchase offer OR the customer chose not to accept it,

this link enables the partner to offer Delegated Administration to a customer already subscribed to the service.

2. Search for customer

To perform administrative actions for a customer who has already authorized the partner as a Delegated Administrator, the partner simply looks up the customer by

- username- domain name

3. Click ‘Administer on behalf of’

When the customer is found, some basic information is provided to help the partner confirm that this is the correct customer. A link lets the partner click through to the customer’s Admin controls.

4. Perform admin tasks

You’re now seeing the same Admin page that the customer would see, and can perform all admin tasks.

4. Perform admin tasks

You’re now seeing the same Admin page that the customer would see, and can perform all admin tasks.

Performing Delegated Administration

The Customer Experience

1. Receiving delegated administration offer

Email inviting customers to accept the partner as their delegated administrator

should contain the link generated during the delegated administration invitation process

2. Accepting delegated administration offer – Step 1

Customers who chose to click on the link, will be asked to sign in before accepting the partner as the delegated administrator

3. Accepting delegated administration offer – Step 2

Once signed in customers can authorize partner as a delegated administrator

How? Select the checkbox next to the “Yes” statement and clicking OK

4. View delegated administrators list

After approving the request, customer gets the list of delegated administrators.

To return here in the future, the customer can click Overview under Support, then Manage your delegated administrators.

Create trial invitations

What is a trial invitation?

A trial invitation lets your customers try Office 365 by using the Partner overview page in Office 365.

The invitation can contain one or more services, depending on the offer.

If you’re certified to offer delegated administration you can add an option to administer on behalf of the customer to

• the trial invitation. This makes it easier for your customer to try office 365

• the purchase offer

Follow up by creating and sending a purchase offer that’s customized to fit the needs of your customer including the specific services and the number of licenses your customer needs.

1. Click ‘Send trial invitations’

Log in to the Microsoft Online Portal for access to the partner capabilities: • Purchase Offers• Trial Invitations• Delegated Administration

Once logged in, you can click on the Partner link at the top to arrive at this page.

2. Select which trial to offer

Remember to include the option for Delegated Administration

Next • You can configure the trial invitation• Link is not restricted or linked to a specific customer: anyone who

receives the link can click on it to view the trial invitation• If you’re eligible for Delegated Administration, make sure to include that

in the offer.

3. Copy link and send in email

You can decide how to communicate the trial link to your customers:

• Text is ready to be copied into an e-mail• Copy the URL and place it in a marketing message

Create purchase offers

What is a Purchase offer?

1. Sent a trial invitation for Office 365 to a customer, you can

2. Follow up by creating and sending a purchase offer that’s customized to fit the needs of your customer.

3. Create an offer that includes the specific services and the number of licenses your customer needs.

Note: • POR is included in the PO• You can fill in the PO for your customer• Afterwards, only has to be approved by the

customer

1. Click ‘Create purchase offers’

Same procedure as for Trial Invitations: Log in to the Microsoft Online Portal for access to the partner capabilities: • Purchase Offers• Trial Invitations• Delegated Administration

Once logged in, you can click on the Partner link at the top to arrive at this page.

2. Select plans and license counts

Remember to include the option for Delegated Administration

Next • You can configure the trial invitation• Link is not restricted or linked to a specific customer: anyone who

receives the link can click on it to view the trial invitation• If you’re eligible for Delegated Administration, make sure to

include that in the offer.

3. Copy link and send in email

You can decide how to communicate the trial link to your customers:

• Text is ready to be copied into an e-mail• Copy the URL and place it in a marketing message

How to receive your Partner Of Record fee? And why is it important that you do?

Why is it important to receive your POR fee?

PoR fees are earned at negligible cost and offer 100% gross margin. As PoR fees are recurring, they are a predictable revenue stream on which to base costs and that is very useful to financial planning.*

* Thinking of Selling Office365? Ask the Smart Questions. Frank Bennet & Dan Lewis, 2012

Receiving your POR fee year 1

Paid monthlyMore info: https://mspartner.microsoft.com/nl/be/Pages/Solutions/microsoft-online-services.aspx

Receiving POR fee: how it works

1. Microsoft will send an e-mail

To the Microsoft partner account administrator for your organization with details of the fees paid monthly and within 14 days by Microsoft

2. Create an invoice Based on the information of that e-mail Don’t forget to include any VAT (BTW/TVA)

3. Send a soft copy or hard copy of the invoice

By e-mail: MOSPfeesemea@msdirectservices.com

By fax: +49-5241-80-689068 Or by mail: Microsoft Ireland Operations Limited

Attention: Microsoft Rebate Center P.O. Box 116533759 Versmold Germany

Receiving POR fee: important to know!

• To receive your POR fees via a bank transfer:

– Complete the Bank Detail Request Form.– Send it to the address listed on the form.

• Microsoft must receive an invoice from the partner before POR fees can be paid.

• Customers will only receive a soft copy of their invoice.– On the Windows LiveID on which their Office 365 account is

registered.– Also accessible via Administration centre.

• Reporting – Montly statement of deals the partner has closed or has pending send

to Partner.– Possibility to view statements online, through Partner Dashboard.

Partner Commerce Dashboard

Partner Commerce Dashboard

https://partnerdashboard.microsoft.com/

Gives an overview of all your customers and their accounts

•Track your Microsoft Online Services customer quotes, trials, and subscriptions.•Identify deals that may be at risk.

Partner Commerce Dashboard

Where can you find fee information?

Partner Commerce Dashboard

Partner Dashboard: interesting functionalities

Key links

Get started today!

Sign up for Cloud EssentialsJumpstart your cloud business

www.microsoftcloudpartner.com DelegatedAdmin Privileges

Internal Usage Rights

Commerce Features

Qualify for Cloud Accelerate Build a profitable cloud business

Sell 3 customers/150 seats + earn aMicrosoft Competency or Microsoft Action Pack Subscription

Incentive Accelerator

Partner Support

Internal Usage Rights

Need Support?

• Enrolling in Cloud Essentials/Cloud Accelerate OR general Cloud Partner Program Questions? Contact the Regional Service Center on 0-800-156-64

• Activating your Microsoft Office 365, Windows Intune,

Windows Azure Benefits?  Contact the Microsoft Online Services Support Team

• Activating your Microsoft Dynamics CRM Online Benefits?  Contact the Microsoft Dynamics CRM Online Support Team on 0800-376-2862

• Partnerstatus and registration as Online Services Partner:

Regional Service Center; e-mail or call 0800-0235251

• Subscriptions, payments, and functionings:Online Services center; e-mail or call 0800-0202546

• Technical questions about the functionality of Online Services:Technical Sales Assistance Team; e-mail or call 020-5001002

Where can I find more information?

Check our FAQ

Check the Office365 page on the Microsoft Partner Portal

Register for our Cloud Newsletter at netgenoeg. info/justeassez.info

Find training on Office365 !

Find Marketing materials on the Campaign Finder

Profile yourself towards your customers on Pinpoint!

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.