lync partner community call solution incentives program

Tim ArmstrongProduct Manager, Lync Partner TeamMicrosoft Office Division

Lync Partner Community Call

Solution Incentives Program

Questions

1. Eligible for SIP (Solution Incentive Program)

2. Eligible for payment in CHIP (Channel Incentive Platform)

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

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

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)

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






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

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

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

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

Meet Opportunity CriteriaEnter Opportunity in PSX Request Incentive and share Opportunity visibilityManage Opportunity in PSXCommunicate your solution selling impact with your PAM


EnrollmentPartner






Registering Opportunities

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

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

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

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


Share solution opportunities to secure your incentive

Get acquainted with requirements for entering opportunities in PSX


Regional Service Center

Partner Sales Exchange (PSX)Job Aid

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


EnrollmentPartner






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

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

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

PAMs do not have access to CHIPPAMs view their partner’s incentive-earning information through secure SIP Dashboard

SIP Dashboard - PAMs


Assist your PAM in approval process through opportunity completion and eligibility alignment

Opportunity quality vs. quantity

Update opportunity status at least every 60 days


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

Validation and Approval of Opportunities

Business rules for close and payment


EnrollmentPartner






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

Incentive Eligibility Timelines

Incentives Earning Window

100% Win to first eligible transaction

6 months

Eligible transactions

Incentive Request Date + 12 Months

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


EnrollmentPartner




PaymentIncentive Validation

& Disbursement in CHIP

Solution Incentive Program (SIP)

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

Lync Partner Community Call

Thank You!

lync partner community call solution incentives program

Documents

partner contacts

partner criteria

gold competency partners

communications gold

gold competency requirements

gold competency alignment

psx request incentive

mpn gold active