microsoft partner incentives - fy14 portfolio overview

For more information, please visit:

Microsoft Partner Incentives on MPNhttps://mspartner.microsoft.com/en/us/pages/membership/partner-incentives-program.aspx

Microsoft Confidential For Partner Use Only

Microsoft Partner IncentivesFY14 Portfolio Overview

July, 2013

Microsoft Partner Incentives 3

Microsoft Partner IncentivesIn a rapidly evolving marketplace, Microsoft and partners jointly generate customer demand for our devices and services. Microsoft Partner Incentives the richest in the industry accelerate growth through a focus on cloud services, devices, solutions, and annuity, leading to new customer acquisition and strong customer retention.

Microsoft Partner Incentives fuel partners who are ready to capture the next wave of market oppor-tunity through our devices and services strategy. Microsoft is excited to deliver a portfolio of incentives that enable partner success with all our customers and drive our businesses forward together!

Each year, Microsoft updates its partner incentive portfolio as new products and services launch in market, complementing the partners investments to serve customers with the latest Microsoft tech-nology. This year, Partner Incentives reflects our key sales outcomes - sustaining and growing robust traditional revenue streams from Enterprise and SMB customers, while aggressively incorporating and expanding our cloud services revenue footprint.

The Microsoft Partner Incentives Guide is the reference to understand: Incentives by sales outcome - maximize participation and earning in each area of sales focus Incentives by type learn about the individual incentives in a convenient one-page summary Resources access the latest information at Microsoft Partner Incentives on MPN https://mspartner.microsoft.com/en/us/pages/membership/partner-incentives-program.aspx

Microsoft Partner Incentives - in combination with Microsoft Partner Network benefits, business investment funds, partner marketing campaigns and development funds represent billions of dol-lars every year to partners in recognition of their sales and growth achievements. We look forward to another year of recognizing the accomplishments and performance of our partners!

Microsoft Partner Network

Microsoft Partner Incentives SummaryFY14 Portfolio Overview

4 Microsoft Partner Incentives

CLOUD SERVICES INCENTIVES FY14 Cloud Services Incentives are the richest set of incentives in the Micro-soft portfolio, rewarding across the Cloud Services sales cycle, from pre-sales through to post-sales. These incentives enable partners to help customers adopt and deploy cloud services through Microsofts unique ability to deliver and manage a cloud platform across private, hybrid and public cloud scenarios.

AZURE INCENTIVESThe Windows Azure Incentives rewards partners for customer consumption of Windows Azure. This offering creates opportunities for partners to build new sustainable revenue streams and increase their value to customers.

CHANNEL DEVELOPER INCENTIVES The Channel Developer for Online Services Incentives rewards partners for selling specific Microsoft Online Services, Office 365, Windows Intune and CRM Online, through Advisor partners. The incentive creates opportunities for partners to build new sustainable revenue streams and increase their value to customers.

ONLINE SERVICES ADVISOR INCENTIVESThe Online Services Advisor incentives reward partners for driving sales, de-ployment and managing relationships with customers using Office 365, Intune and CRM ONLINE sold though both the Microsoft Online Services Agree-ments (Web-Direct) and Enterprise Agreements (EA). Through a combination of incentives and accelerators, the Online Services Advisor offering is commit-ted to differentiating and rewarding our trusted Advisors and high performing Cloud partners.

SPLA RESELLER INCENTIVES The SPLA Reseller Incentives are targeted at authorized distributor and re-seller partners who sell SPLA for supporting Channel partners and driving the business through hoster recruitment, onboarding, activation and licensing compliance. By participating in these incentives, SPLA Resellers can participate in the fastest growing licensing model within Microsoft and use Coop funds to enable and accelerate hosting partner recruitment, channel readiness, and marketing.

HOSTER PARTNER INCENTIVESThese incentives reward growth and deployment of Microsofts platform through a third party hosting scenario driven by sales through the Services Provider License Agreement (SPLA) program. This program enables hosting partners to earn incentives for key activities such as designing offers based on Microsoft products, deploying, selling, and successfully driving revenue growth and platform share.

Azure Incentives

CRM Online

SPLA Incentives

Hoster Incentives

Online Services Advisor Incentives

Office365 in SMB Incentives

Cloud Accelerators in Enterprise Incentives

Channel Developer Incentive

CLOUD SERVICES INCENTIVES

STRATEGIC to drive customer transition to hybrid cloud solutions

RICH competitive rates to reward partners cloud investment and adoption

EXPANSIVE choices for customers and partners for their desired path to cloud

STABLE public cloud incentives with no change to rate and structures


SOLUTION-FOCUSED INCENTIVES Microsofts incentives for solution workloads and services span across all customer segments, rewarding partners to secure stronger customer relationships with services on Microsoft workloads.

SOLUTION INCENTIVESOver the past three years, Microsoft has increased its investments in Solution Incentives to drive sales of strategic workloads through partners to customers. Partners with solution selling practices have a great opportunity to leverage these incentives to build their services business on Microsoft products. Microsoft will continue its offer on Management and Virtualization, Application Platform and Lync workloads in FY4.

SOLUTION ACCELERATOR IN COMMERCIAL DISTRIBUTOR INCENTIVESNew in FY14, Microsoft will offer all of its commercial distributor partners the opportunity to earn against a Solution sales accelerator. In order to qualify for the incentive accelerator for each workload, partners must carry an MPN Competency that is associated with each workload (Silver or Gold Level). The FY14 workloads are Virtualization & Systems Management, BYOD (Virtual Desktop), Business Analytics, and Messaging & Unified Communications.

WINDOWS + MDOP IN ENTERPRISE INCENTIVESNew in FY14, Microsoft will be moving the Windows Enterprise Solution Incentive into Enterprise Incentives (October 1, 2013). The accelerator will be paid against new revenue when Microsoft Desktop Optimization Package (MDOP) is attached to Windows Enterprise or from an MDOP standalone product.

Solution Incentives Management & Virtualization

Solution Incentives Application Platform

Solution Incentives Lync

Solution Accelerator in Commercial Distribution Incentives

Solution Windows Enterprise + MDOP Accelerator

in Enterprise Incentives

SOLUTION-FOCUSED INCENTIVES

INVESTMENT to build partner technical selling capacity

ACCELERATE new customer acquistion and services revenue for partners

AGILE to allow for a quick response to market opportunities

COMPETITIVE with other incentive offerings in market


ANNUITY INCENTIVES The strength of partner-led annuity sales moves our business forward, and Microsoft has a rich set of incentives aimed at continuing this robust part-ner sales engine. Microsofts annuity-focused incentives help partners secure customer relationships, spur cross-sell and upsell of services and products, and foster a seamless transition to the Cloud.

ENTERPRISE INCENTIVESMicrosofts Enterprise Incentives reward and recognize the co-selling sales motion, as Microsoft and Licensing Solution Partners work together to drive Enterprise Agreements into the Corporate Account and Major Account cus-tomer segments. This incentive enables partners to deliver services against the best licensing vehicle for enterprise customers to move to the Cloud.

MANAGED RESELLER INCENTIVES Managed Reseller Incentives accelerate partners who drive Open License customer reach through marketing and sales activities. Incentives include both coop funds and cash rebates to help expand the Open License and Office 365 market opportunity and support marketing investments.

COMMERCIAL DISTRIBUTION INCENTIVES Commercial Distribution Incentives funds and rewards partner performance as authorized Commercial Distributors grow and expand their own partner ecosystems, increase sales pipeline and enable channel readiness, marketing and support. New in FY14, Commercial Distributors will receive additional incentives as they invest and grow a solution-sales reseller ecosystem.

SAM (SOFTWARE ASSET MANAGEMENT) INCENTIVESSoftware Asset Management Incentives are available to Gold and Silver MPN Competency partners to amplify their business growth, securing long-term customer relationships by delivering world-class SAM engagements and services. The SAM Incentive funds three types of proactive customer engage-ments to help our customers gain a better understanding of their software asset licensing usage and needs.

Enterprise Incentives

Managed Reseller Incentives

Commercial DistributionIncentives

SAM Incentives

ANNUITY-FOCUSED INCENTIVES

SIMPLIFIED with a single Enterprise Incentive structure

FOCUSED on Sell, Renew, True-Up and Cloud with higher rates for sales outcomes

STRATEGIC emphasis on growing annuity penetration and building cloud

SUSTAINABLE structure that will be both stable and flexible for the coming years

Incentivesby Type


OverviewEnterprise Incentives are designed to secure customer relationships, enable cross-sell and upsell and foster a seamless transition to the Cloud through Partner licensing and sales expertise.

On October 1, 2013, Microsoft launches a combined Enterprise Incentives structure encompassing the previous Corporate Accounts Incentives and Major Accounts Incentives. This change will dramatically simplify Microsoft incentives and make it easier for Partners to predict, reconcile and earn incentives.Four key sales outcomes are emphasized in Enterprise Incentives: Sell | Renew | True-Up | Cloud. By focus-ing on these four areas, our Partners and field sales force are aligned to the key strategic intent of Enterprise Incentives.

Core incentive leversJoint SellThe Joint Sell incentive rewards Partners for Joint Selling activities on new enrollments. New EAs must be registered in Partner Sales Exchange (PSX) and ap-proved by Microsoft to earn Sell incentives.The Sell incentive is paid on the annualized value of the BEC (first year only). Payment is made upon the enrollments transaction.

The Joint Sell incentive can be earned by a partner other than the partner who transacts and manages the resulting EA.

On-time RenewalThe On-Time Renewal incentive rewards Partners for timely renewals and demonstrates Microsofts strong commitment to align Partners goals with the Micro-soft field. With Microsoft Licensing Desk approval, early renewals are also eligible for this incentive. This incentive is calculated based on the rates in market on the expiration date of the prior enrollment.

On-time True-UpThe On-time True-Up incentive rewards Partners for research, compliance management, and the collection of customer information to ensure license compliance. The incentive is paid on billed revenue for on-time and early True-Up orders.

Account ServicesPartners can earn Account Services incentives for:

Processing and fulfilling volume licensing orders accurately Supporting customers through the licensing sales process Contract administration services Ensuring customer readiness throughout customer lifecycle The Account Services incentive is paid on all billings for EA/EAS enrollments.


FY14 Enterprise IncentivesSummaryPartner Incentives | October 2013 September 2014


Global acceleratorsIn addition to the core incentives, Enterprise Incentives also include global accelerators, which are applied to all areas worldwide.

Cloud acceleratorsAs part of our efforts to drive a global shift to the Cloud, two accelerators on the sales of Office 365, Azure, Intune and CRM Online will be available in FY14: A Cloud USL Accelerator for full-priced SKUs

Cloud Step Up Accelerator for Office 365 step-up SKUs

These accelerators will be paid on top of the core incentive levers.

CASA/EES AcceleratorWhere sold through Licensing Solutions Partners (not Distributors), Campus Agreements, School Agree-ments, and Enrollments for Education Services (CASA/EES) with an invoice date of October 1, 2013 to Sep-tember 30, 2014 pay out a flat rate on all billings.

MDOP AcceleratorThe Windows Enterprise workload incentive has been added to Enterprise Incentives. The accelerator will be paid against Windows Enterprise with Microsoft Desktop Optimization Pack (MDOP) attach and MDOP standalone sales only. The MDOP upsell on Windows Enterprise is a top priority.

Windows Server Branch AcceleratorThe Windows Server Branch Accelerator pays a flat rate on billed revenue for Windows Server deals sold under Select agreements where non-annuity versions of the product are sold (L-only). Order values of the Windows Server Select L specifically must be greater than $20,000USD (please refer to the currency conversion table in the Enterprise Incentives Academy) to qualify.

MPSA (NGVL) AcceleratorMicrosoft is introducing the Microsoft Products and Services Agreement (MPSA) in a few markets in FY14. All LSPs authorized to sell Select Plus in the target sub-sidiaries will be authorized to sell the MPSA in FY14. Microsoft will pay a flat rate against all billings for customers with an MPSA.

Legacy contractsLegacy contracts are those deals with a start effective date of September 30, 2013 or prior that were previous-ly paid Corporate Accounts Incentives. Deals formerly paid Major Accounts Incentives are not considered Legacy contracts, and will be paid Enterprise Incentives from October 1, 2013 forward.

Contracts signed prior to October 1, 2011 will continue to be paid under their current incentive structure (ESA or LAR Sunset) for the remainder of that contract.

Legacy Contract InvestmentFor these Legacy contracts, Microsoft recognizes the need to honor pricing commitments partners may have made based on previously communicated incentive rates and structures. The Legacy Contract Investment accommodates the following incentive components:

Continued payout of all Manage & Deploy incen-tives attached to billings submitted prior to Oct. 1, 2013, over the coverage period of the billing (earned, accrued and paid monthly)

Payout of Manage & Deploy incentives for year 2 and year 3 Basic Enterprise Commitment (BEC) rev-enue on EAs with a start effective date prior to Oct. 1, 2013, for the remainder of the contract (earned, ac-crued and paid monthly)

Payout of Transact and Credit & Collections (if ap-plicable) incentives on year 2 and year 3 BEC revenue on EAs with a start effective date prior to Oct. 1, 2013, for the remainder of the contract (earned and paid on transaction)

Any New, Renew, Add-on or True-up transactions on or after October 1, 2013 will be paid according to the Enterprise Incentives rate structure and rates.

Partner eligibilityTo participate in Enterprise Incentives, a Partner must:

Be authorized as a Licensing Solutions Partner (LSP formerly LAR) or Enterprise Direct Advisor (EDA)

Have an active Microsoft Partner Network (MPN) Agreement and ID

In previous years, special authorization was required to earn incentives in Major Accounts. This is no longer the case.


ObjectiveMicrosoft Solution Incentives are financial rewards to partners who invest in technical selling capacity to sell strategic workload solutions that integrate Microsoft technology.

Over the past three years, Microsoft has increased its investments in Solution Incentives to drive sales of stra-tegic workloads to customers. Solution partners have a great opportunity to leverage these incentives to build their services business on Microsoft products.

Company eligibility requirements Maintain an active MPN membership and an active MPN ID for each Company location within a Microsoft Subsidiary.

Earn and maintain Active Earned, Active Pre-Ap-proved or Active Non-Compliant MPN Gold status in each Microsoft Subsidiary in which Company regis-ters and requests incentives through PSX.

Partner benefitsThrough Solution Incentives, Microsoft offers a rich set of financial rewards that: Create opportunities for you to build new sustain able revenue streams. Give you more growth opportunities across our product offerings and customer base. Reward activities that drive customer value across the sales cycle. Are competitive with those offered by other vendors.


FY14 Solution IncentivesSummaryPartner Incentives | October 2013 September 2014

Required MPN Gold Competencies for Solution Incentives components***

Application Platform/SQL* Management & Virtualization Lync**

Application Development Data Analytics Collaboration & Content CRM Data Platform ERP

*Only one competency needs to be earned to participate

Datacenter Communications

**Gold and Silver eligibility recognition for Communications only

Licensing eligibility Microsoft Agreement ID matched to the Opportunity must include Sales Transactions with incremental licensing transaction(s) that are made up of new license(s).

The Sales Transaction must be one of the following eligible Customer License programs: Enterprise Agree ment (EA), Enterprise Agreement Subscription (EAS), Select, Select Plus, Open, Academic/EES or Microsoft Products and Services Agreement (MPSA).

For details on eligibility, please refer to the Solution Incentives Guide posted here: https://mspartner.microsoft.com/en/us/Pages/Membership/solution-incentives.aspx. ***Business Intelligence competency is now called Data AnalyticsIdentity & Access, Management & Virtualization and Server competencies have been merged into one competency now called Datacenter


Eligible components, products, rates & minimum thresholds

Business rules Partners can earn up to $25K in incentives for each Opportunity and $1M in total incentives during a 12-month period.

Incentives are based on first-year billed revenue of eligible licenses.

Eligible Sales Transactions must be transacted after 30 days of the Incentive Request Date to be eligible for Incentives.

Once the Opportunity qualifies initially for an Incentive the Opportunity will be deactivated 45 days after the Sales Transaction Date of the first calculated Incentive or 12 months from Incentive Request Date, whichever comes first.

Incentives earning windowA Company has up to 12 months to qualify for an Incentive from the Incentive Request Date. Once the Oppor-tunity qualifies initially for an Incentive the Opportunity will be deactivated 45 days after the Sales Transaction Date of the first calculated Incentive or 12 months from the Incentive Request Date, whichever comes first.

Close Rate requirementIn order to manage and support qualified opportunities, Partner must adhere to Microsoft Close Rate require-ment that 30% of opportunities registered will result in a Solution Incentives eligible Sales Transaction over a 12-month period.

Support & resources General Questions: Solution Incentives MPN Page: https://mspartner.microsoft.com/en/us/Pages/Membership/solution-incentives.aspx PSX & CHIP Tool System Technical Support and Payment Statuses Questions: Partner Companys specific Regional Service Center (RSC): https://mspartner.microsoft.com/en/us/Pages/ Support/regional-service-centers.aspx For Transactional Partners only: Operations Account Manager (OAM) through the Call Logging Tool (CLT): https://clt.msops.microsoft.com/clt

Transactional Partner Support Questions: Regional Operations Center via the Call Logging Tool (CLT): https://clt.msops.microsoft.com/clt

$10k transaction does not qualify because it occurs within 30 days of request.

$20k, $7k and $4k transactions are eligible.

$15k transaction is not eligible because 45 days has passed since Sales Transaction Date of first Calculated Incentive.

Microsoft Components Products Rates Min Rev

Application Platform/SQL SQL Premium (Enterprise & Business Intelligence)

20% $25,000

Management & Virtualization

System Center Suite 30%

$5,000

Virtual Desktop Infrastructure (VDI) and Virtual Machine Manager (VMM)

20%

ECI Windows Server 5%

Forefront Identity Manager (FIM) and Unified Access Gateway (UAG)

5%

Lync Lync Plus CAL 30%$5,000

Lync Server 30%

Incentive Request Date

Incentive Eligible Date

Eligibility Expiration Date

$10k $20k $7k $4k $15k

30 Days 45 Days

Sales Transaction Date


OverviewCommercial Distributors are strategically important partners that make significant contributions to Micro-softs success, especially in the Small and Mid-sized business market segments. Microsoft offers a set of incentives to its qualified Commercial Distributors as a reward for the value these partners deliver and the work they perform in helping Microsoft achieve its busi-ness objectives.

The Microsoft FY14 Channel Incentives for Commercial Distributors include both cash rebates and Cooperative Marketing Funds (Coop). The Coop program provides funds to participating Distributors to help differentiate and build channel preference and awareness for Micro-soft products through increased demand generation, market development, and readiness activities.

Incentive BenefitsBy leveraging the Distribution incentives, Partners can: Grow and extend their partner ecosystem and rev-enue with enhanced rebates;

Use Coop funds to increase sales pipelines, enable and accelerate channel readiness, marketing and sup-port;

Increase profitability by broadening product/solu-tion offerings into high-growth market segments.

What partner types can participate? To be eligible for Commercial Distribution incentives, a partner is required to have the following:

A Distribution agreement with Microsoft and authorization specifying entitlement to sell finished goods products

Authorization agreements detailing the licenses for products (Open Licenses, FPP, or PKC) it is allowed to sell.

Microsoft Partner Network required certification for Commercial Distributors

Once a partner has been designated by Microsoft as a Commercial Distributor, they automatically become eligible to earn incentives (once the program letter is signed by the partner).

What revenue is eligible for Incentives? Product revenue is based on three categories: Core, Growth and Incubation. Incentive rates increase in-versely with product maturity. Open annuity contracts incent at higher rates than non-annuity contracts.

Lync Online is incented as an Incubation Product; Exchange Online, Project Online, SharePoint Online, Visio Online, and Office Web App Online are incented as Growth Products.


FY14 Commercial Distribution Incentives SummaryPartner Incentives | July 2013 June 2014

growth Incubationcore Office Office for Mac Other MOD Other MOD Online MOD CAL Suites Core CAL STB CAL Suites Core CAL Windows Client Windows Legalization Windows Server Other Windows Server Standard Windows Server CAL Windows Remote Desktop Services

BizTalk Server Developer Tools Dynamics CRM Dynamics CRM Online Exchange Server & CAL MOD CAL Suites ECAL MS Learning and IT Pro Subscripts (IT

Academy) Project SharePoint Server and CAL SQL Server Standard and CAL SQL Server Premium STB CAL Suites ECAL Visio Windows Server Datacenter

Lync Server & CAL Lync Plus CAL System Center Client System Center Server Identity and Access Windows MDOP


Commercial Distribution incentives are paid on the licenses and pricing types below.

How is a Partner measured and paid?Commercial Distributors earn incentives on eligible revenue, based on both corporate-defined compo-nents and locally-chosen accelerators according to the revenue they produce in each category based on their purchases from Microsoft. Earned incentives are paid to partners as Cash Rebates and Coop Marketing Funds. At the end of a six-month Earning Period, Partners are credited with rebates, and start to claim Coop Funds.

Commercial Distributors incentive is paid on New and Renewal Open license agreements sold SMB customers by Tier 2-4 resellers.

In FY14, a corporately defined accelerator for Office sold via Open will be applied in every subsidiary. Actual rates for this accelerator will vary by annuity and non-annuity licenses. In addition, an accelerator of 7% for selected IT Academy products will be offered globally.

Microsoft will offer all of its commercial distributor partners the opportunity to earn an accelerator for the revenue associated with the sales of defined workloads of strategic solutions sold to SMB customers via Open License in FY14. In order to qualify for the incentive accelerator for each workload, the distributor must attain an MPN Competency that is associated with each workload (Silver or Gold Level) in each Microsoft subsidiary that it wants to qualify. These workload solutions are:

Virtualization & Systems Management (H1) BYOD (Virtual Desktop) (H2) Business Analytics (H2) Messaging & Unified Communications (H2)

The accelerator opportunity for Virtualization & Sys-tems Management will launch in H1, the accelerators for the other 3 workloads will launch in H2

How does Coop funding work?Coop funds can be used to pay for eligible Demand Generation, Market Development, and Partner Readi-ness activities.

Most activities require pre-approval by the local subsidiary and/or program audit/support team. The Distributor will need to provide required information for each of marketing activity to allow the tracking of the necessary metrics to provide ROI calculation.

How can I learn more about these Incentives? Commercial Distributor Activation Kit http://partner.distribution-coop-activation-kit.com/ Microsoft Partner Network - https://partner.microsoft.com

For specific questions, please contact your Regional Service Center.

academiccommercial/govt Open L or L&SA Open Upgrade Open SA Renewal Open Value - new, renewal OVS - new, renewal Office 365 Midsized Business & Small Business

Premium SKUs

Open Academic OVS-ES - new, renewal School new, renewal

Eligible Coop Activities

Online Advertising Web Advertising Print Ads & Brochures Direct Mail/ Email/ Mobile SMS Catalogs

Microsoft Training Tuition fees

MPN Registration Fees Microsoft Exam Fees Microsoft conference

registration fees Microsoft On-site Sales

Training Microsoft Conference Travel

& Hotel

market development partner readinessdemand generation Customer Offers & Incentives Promotional Retail

Merchandising Sponsorships Telemarketing On-site Champs Tradeshows Internal incentive & SPIFFs E-Commerce Deployment Services Onsite CPLS Consultant or

Offsite MS LC Proof of Concept Services Bootcamps Seminars Floor Days Multi-Vendor Expositions Social Media or Mobile

Commerce Web Syndication Skyrocket Search Engine

Optimization

Commercial Distribution

Globally-AppliedIncentive Components

LocallyChosenAccelerators

SelectedAt Area Level(or EU/EFTA)

Open RenewalWindows Server

Core Growth IncubationOpen VL, Office FPP/ ESD

Windows Install-Based Upgrade

Anti-Piracy

Open AnnuityPartner Reach

Rates increase for both Growth & Incubation products

Open Annuity contracts incented at ~2.5X Open L Attractive rates for Office 365 M&P2, Home

Premium & University

Incremental Incentive for Office Open &select IT Academy product sales

Solution Workload Accelerator

Incremental Incentive for Certified DISTIs

Incent on SMB Open RevenueRebate and Coop Elements

Public Sector GeoX Pilot

Corporate Office & IT Academy Accelerators


OverviewManaged Resellers are strategic partners for Micro-soft because they leverage their various strengths and strategic focus to help extend Microsofts reach into the market for Open Licenses and Office 365. For some, these strengths include nationwide or multi-country coverage, focus primarily on direct marketing activities such as selling online and through outbound telesales teams, sell in high volumes, and differentiate them-selves through their licensing expertise. For others, these strengths include local and regional presence, estab-lished solutions practices, and experienced sales and marketing engines. In most markets, a relatively small number of Managed Resellers transact a significant portion of the Open revenue. This group of Managed Partners are also critical to Microsofts compete plans and will be a significant sales engine for Cloud offerings. The Managed Reseller incentives provide rewards for those partners who help Microsoft increase its Open License customer reach through marketing and sales activities. Incentives include both coop funds and cash rebates to help expand the Open License and Office 365 market opportunity and support marketing investments that benefit both Microsoft and its Managed Reseller partners.

Incentive BenefitsBy leveraging the Managed Reseller incentives, part-ners can: Grow and extend the customer base and sales pipeline with enhanced rebates;

Use coop investments to extend marketing reach and accelerate sales and profitability; Increase profitability and enhance value proposition by broadening product/solution offerings into high- growth market segments, including the cloud.

Which partners can participate? Managed Resellers are selected by Microsoft based on their Open license sales history, Microsoft Partner Network competency attainment, local management status, and market coverage on behalf of Microsoft. Eligibility requirements include:

Managed MPN Partner Sales History Competencies Be managed by a Partner Sales Executive (PSE), or Tele-PSE and have a MS Sales ID; Resell above $75K US/year in Mature Markets or $50K US/year in Emerging Markets of Open License revenue in the past 12 months (thru May 31, 2013). Market maturity models are defined by Microsoft. Earn MPN Competencies: Partners must attain Gold or Silver level in a MPN competency by June 1, 2013.

Below is a list of the competencies a partner can attain to achieve FY14 eligibility:


FY14 Managed Reseller Incentives SummaryPartner Incentives | July 2013 June 2014

Application Integration Business Intelligence Communications Collaboration & Content CRM Data Platform Devices and Deployment Identity and Access Management & Virtualization Messaging

Midmarket Solution Provider Server Platform Small Business Software Asset Management Volume Licensing


How do the Incentives work? Managed Resellers are eligible to earn corporate defined globally-applied incentives, globally defined accelerators, and locally chosen accelerators that are selected by the local area from the list below. Global incentives are paid on new and renewal Open licenses.

Participating partners work through two 6-month earnings and claim business windows per year.Incentive earnings are calculated by multiplying eli-gible revenue by the rate for the associated revenue category, including global and local accelerators.

How are Incentives paid?Partners are paid after the end of each semester by receiving a rebate payment as well as coop marketing funds that are available to spend against over the fol-lowing six months.The proportion of rebate and co-op funds varies be-tween emerging markets and mature markets. Please consult your incentives letter for more details.

What product revenue is eligible for Incentives? Incentives are earned for the sale of Microsoft prod-ucts sold via Open licensing agreements, as shown in the table below. The rates can be found in the letter for the incentives.

Lync Online is incented as an Incubation Product; Exchange Online, Project Online, SharePoint Online, Visio Online, and Office Web App Online are incented as Growth Products.

The license type must be one of the ones listed below.

When is a Partner paid?Rebates are paid during the month following the earn-ing period, once the calculations have been conducted and verified.

Coop funds are paid during the usage period once the activity has been conducted, and associated expenses are approved for eligibility by Microsoft. What are the eligible Coop activities?The Cooperative Marketing Funds (Coop) reimburse participating partners for eligible co-op marketing activities.

These activities need to meet the defined criteria and must be approved by the subsidiary and /or program audit /support team and must be used to drive incre-mental Microsoft Open revenue.

What Other Incentives Might a Managed Reseller Earn?Managed Resellers may also be eligible for: Online Advisor: Partners can earn incentives for sell-ing specific Microsoft Online solutions. SAM Services Incentives: Partners can earn incen-tives for performing SAM Services engagements with customers (pre-approval required). Solution Incentives: Partners earn incentives for sell-ing specific Microsoft solutions. Solution Incentives require earning specific Microsoft gold competencies highlighted in bold above (silver for Communications).How can I learn more about these Incentives? Managed Reseller Activation Kit http://www.managed-reseller-activation-kit.com/ Microsoft Partner Network - https://partner.microsoft.com For specific questions, please contact your Regional Service Center.

growth Incubationcore Office Office for Mac Other MOD Other MOD Online MOD CAL Suites Core CAL STB CAL Suites Core CAL Windows Client Windows Legalization Windows Server Other Windows Server Standard Windows Server CAL Windows Remote Desktop Services

BizTalk Server Developer Tools Dynamics CRM Dynamics CRM Online Exchange Server & CAL MOD CAL Suites ECAL MS Learning and IT Pro Subscripts (IT

Academy) Project SharePoint Server and CAL SQL Server Standard and CAL SQL Server Premium STB CAL Suites ECAL Visio Windows Server Datacenter

Lync Server & CAL Lync Plus CAL System Center Client System Center Server Identity and Access Windows MDOP

Direct mail campaigns E-mail campaigns Mobile SMS Web-based advertising Online advertising

Microsoft Training Tuition Fees

MPN Registration Fee Microsoft Exam Fees Microsoft

Conference Registration Fees

Microsoft On-Site Sales Training

Microsoft Conference Travel & Hotel

market development partner readinessdemand generation Telemarketing On-Site Champs Tradeshows Internal incentives (SPIFFs) E-Commerce Proof of Concept Services Customer Seminars Floor Days Social Media or Mobile

Commerce Web Syndication Skyrocket Search Engine

Optimization Multi-Vendor Exposition

Eligible Coop Activities (Managed Reseller Example)

academiccommercial/govt Open L or L&SA Open Upgrade Open SA Renewal Open Value - new, renewal OVS - new, renewal Office 365 Midsized Business & Small Business

Premium SKUs

Open Academic OVS-ES - new, renewal



Online Services Advisor Incentives

Summary Partner Incentives | July 1, 2013 September 30 2014

Overview The Online Services Advisor incentives reward partners for driving

sales, deployment and managing relationships with customers

using Office 365, Intune and CRM ONLINE sold though both the

Microsoft Online Services Agreements (Web-Direct) and Enterprise

Agreements (EA).

Through a combination of incentives and accelerators, the Online

Services Advisor offering is committed to differentiating and

rewarding our trusted Advisors and high performing Cloud

partners. Advisor Incentives create opportunities for partners to

build new sustainable revenue streams through Microsoft Online

Services, benefiting from the customer transition to the Cloud.

Terms: This document describes incentives in place from July 1,

2013 to September 30, 2014.

Incentives Objectives These incentives are designed to accomplish the following:

Reward partners who sell and deploy Microsoft Online Services of Office 365, Windows Intune and CRM Online

Reward partners for performance through Accelerators

Help partners to develop their Cloud business practices

Partner Benefits The Online Services Advisor incentives represent a large and

growing investment in partners supporting Microsoft Online

Services. Partners benefit from having the potential to earn more

than ever before. Whether selling or deploying, more of the partner

incentives are paid on the full-year value.

In addition, the Online Services Advisor incentives differentiate

high-performing partners with the ability to earn Accelerators.

Partner Eligibility Partners who want to participate in Online Services Advisor

Incentives must have both (i) a current Microsoft Partner Network

Agreement and (ii) a signed the Microsoft Online Services Partner

Agreement (MOSPA). For CRM Online, partners must also sign

CRM Online Services Agreement (CSA) and pass an assessment. To

participate in the Accelerator incentives, partners must either

participate in Cloud Accelerate, or eligible Silver or Gold

competencies. For more detailed description of eligibility

requirements, please refer to the Online Services Advisor Guide.

Large Account Resellers with a MOSPA and a services practice are

eligible to become an EA Deployment partner, in addition to being

the EA Partner of Record for the EA transaction.


FY14 Online Services Advisor IncentivesSummaryPartner Incentives | July 2013 September 2014


Design Advisor Partners can earn incentives through Web-Direct or EA

deals. Below is a break-down of the FY14 Online Services Advisor

structure for both Web-Direct and EA.

Web-Direct (Sales of MOP)

Eligible partners can earn Sell incentives for the full-year value of

each seat sold through MOSA. Cloud Accelerate, Silver or Gold

Partners can earn sell accelerators. All participating partners can

earn a recurring Manage incentive for managing their customer.

To earn incentives, the partner must be selected by the customer as

a Partner of Record as part of the transaction, using the Microsoft

Online Portal (MOP).

EA Deployment

Eligible partners can earn Deploy incentives for the full-year value

of each Online Services EA seat deployed. Cloud Accelerate, Silver

or Gold Partners can earn accelerators as they grow their deployed-

seat footprint with customers. All participating partners can earn a

recurring manage incentive for managing their customer.

To earn incentives, the Advisor partner must perform the Online

Services deployment and be a designated Online Services Advisor

on that EA.

Payment Terms & Reporting Online Advisor incentives payments are earned and paid monthly.

The Sell, Deploy and Accelerator incentives are paid for the full-year

value, and paid one-time.

Manage incentives are prorated and earned by month, and paid

each month.

Each month Advisor partners receive a statement of deals that

received incentives in the last earning period. Direct partners can

also view the statements online through the Partner Dashboard.

Resources Online Services Advisor Incentives Guide

Online Services Advisor Execution Guide



Azure Incentives Summary

Partner Incentives | July 1, 2013 September 30, 2014

Overview The Windows Azure Incentives rewards partners for customer

consumption of Windows Azure. This offering creates opportunities

for partners to build new sustainable revenue streams and increase

their value to customers. The terms of these incentives are from July

1, 2013 to September 30, 2014.

Partner Eligibility Microsoft will transition Windows Azure incentives eligibility to

align to the MPN competencies. During this transition, existing

Azure Circle partners will continue to be eligible for Windows Azure

incentives. Partners who have achieved Gold competency status in

the competencies in which Windows Azure is being integrated into

(Gold competency status) will be eligible for Windows Azure

Incentives.

For Azure Circle and Gold competency status requirements details,

see the Microsoft Partner Network (MPN) Competencies

site. Partners who have achieved Gold competency status in the

Standard Track for competencies will not be eligible for Windows

Azure Incentives.

Design Windows Azure Incentives offers a 20% incentive to eligible

Partners on customer consumption of approved Windows Azure

Subscriptions. Windows Azure Consumption is the monetary value

of the billable Windows Azure Services consumed by a Microsoft

Customer in a given time period. Azure Subscriptions purchased

for partners own use are not eligible for Windows Azure

Incentives.


FY14 Azure IncentivesSummaryPartner Incentives | July 2013 September 2014


Earning Incentives In order to earn Windows Azure Incentives, eligible partners must

be on-boarded to the Partner Sales Exchange (PSX) tool. A Partner

enters an opportunity with the Customer Subscription ID in PSX and

once approved by Microsoft, the Partner is associated with the

Customers Windows Azure Subscription.

Payment & Reporting Once an Opportunity has advanced to the 100% Sales Stage and is

approved in PSX 100% of the sales stage and incentive is validated,

Microsoft will start measuring consumption and pay Partners

quarterly based on the schedule outlined below. Incentives will be

calculated and disbursed quarterly. Calculation will be based on the

data snap shot taken on the 25th of the last month of each quarter.

Support Area Resources

General Questions and

Feedback

All general questions should

be directed to your assigned

PAM

Additional self-service

reference may be found at

the Partner Activation Toolkit

PSX Tool Support All PSX system technical

support questions should be

directed to the Partners

specific Regional Service

Center



Channel Developer

Incentives Summary Partner Incentives | September 1, 2013 September 30, 2014

Overview The Channel Developer for Online Services Incentives rewards

partners for selling specific Microsoft Online Services, Office 365,

Windows Intune and CRM Online, through Advisor partners. The

program creates opportunities for partners to build new sustainable

revenue streams and increase their value to customers. The terms of

these incentives are from September 1, 2013 to September 30,

2014.

Objectives A Channel Developer partner must be associated with the partners

described as the customers Partner of Record, to automatically

earn incentives. To establish this relationship between the Channel

Developer partner and the Online Advisor partners, the Microsoft

Online Services Partner (MOSP) partner must identify their Online

Distributor or record when they sign the (Microsoft Online Services

Partner Agreement (MOSPA). Please contact your Partner Account

Manager for more information.

The Channel Developer partner will earn the Incentives for every

net-new seat sold by the MOSPA partner.

Partner Eligibility Channel Developer partners who are Microsoft Authorized

Distributors are eligible to participate in the Channel Developer

Incentives offering. The Distributor competency can showcase your

sales and licensing expertise in helping MOSPA partners configure

licensing solutions for their customers. The MOSCD Agreement,

which was previously required for incentives eligibility, is no longer

required.

Eligible Revenue Channel Developer partners can earn incentives on all eligible

revenue for their Online Advisor partners (Office 365 and Windows

Intune). These Advisor partners must have a MOSP agreement, and

must be selling to customers who are purchasing Microsoft Online

Services through MOSA.


FY14 Channel Developer IncentivesSummaryPartner Incentives | July 2013 September 2014


Earning Incentives 1. Microsoft Online Channel Developer recruits, trains, and enables

partner to sell Microsoft Online Services

2. Transaction occurs:

MOSPA partner designates Channel Developer Partner of Record

Microsoft Online Services Partner advises end customer on the purchase of Microsoft Office 365 or Windows Intune

Online Services

3. End customer purchases subscription service and identifies MOSPA as the Partner of Record

4. MOSPA partner earns incentives against billed revenue

5. Channel Developer partner earns incentives against billed revenue

Note: No claim process is required. Once the relationship between a

Channel Developer partner and the Advisor partners is established,

earning and payment is automatic.

Incentive Rates 8% on Year 1 revenue beginning September 1, 2013 to

September 30, 2014

2% for Year two & beyond

Payment Terms & Reporting Payments to Channel Developer Partners are made quarterly. For

questions and support, please contact your Regional Service Center.

Resources Partners need to refer to the incentives guide for the specific terms

and eligibility requirements for the incentive.

Online Services Channel Developer Incentives Guide

Online Services Channel Developer Execution Guide

Support Please contact your Partner Account Manager for questions. You

can also contact Regional Service Center for support.


Service Provider License Agreement (SPLA) Reseller Incentives

FY14 INCENTIVE GUIDE | July, 2013

Overview The Service Provider Cloud is strategically important to

Microsofts success, especially in the Small and Mid-sized market

segments. Microsoft offers incentives to its authorized LARs and

Distributors who sell SPLA for supporting Channel partners and

driving the business through hoster recruitment, onboarding,

activation and licensing compliance. By participating in these

incentives, SPLA Resellers can participate in the fastest growing

licensing model within Microsoft and use Coop funds to enable

and accelerate hosting partner recruitment, channel readiness,

and marketing. This document will provide an overview of the

incentives that can be earned by SPLA resellers for their sales of

Service Provider License Agreements.

Partner Benefits By leveraging the SPLA Reseller incentives, Resellers can: Grow and extend the customer base with enhanced rebates; Use Coop investments to extend marketing reach and

accelerate sales;

Accelerate hosting partner recruitment, channel readiness, and marketing

Who can participate? Participation in FY14 SPLA Reseller incentives is by nomination

through field teams. SPLA Resellers must meet all the following

eligibility requirements in order to participate.

Maintain status as a Large Account Resellers (LARs) or Distributor currently authorized to sell Volume Licensing (VL)

Hold a channel agreement with Microsoft and authorization specifying entitlement to sell SPLA SKUs

Maintain MCP and licensing specialist support requirements for SPLA as described in the SPLA Program Guide

Hold an active Microsoft Partner Network (MPN) membership and an active MPN ID for each Partner location within a

Microsoft Subsidiary.

What product revenue is eligible for

Incentives? SPLA Reseller Incentives apply to active SPLA agreements. High

Volume Services License (HVS) revenue is not considered as

eligible revenue for this incentive program. Self-hosted ISV/EA or

other license types are not considered eligible revenue for this

incentive program.

How do the incentives work? The SPLA Reseller Incentives have three elements: rebate, coop,

new partner growth accelerator. Rebate and accelerator incentives

are calculated as a percentage of SPLA revenue reported during a

three month period. Coop incentives are calculated based on a

percentage of SPLA revenue reported during a six month period.

When is a Partner paid? Rebates and accelerators are paid at the end of the month

following the 3-month earning period. Coop incentives are paid

during the usage period once an eligible activity has been

conducted and approved by Microsoft. The Coop earning period

is a six-month period prior to the usage period. Coop approved

claims are paid once per quarter.

What are Coop Funds? The Cooperative marketing funds (Coop) reward the partner on its

Microsoft approved marketing development, demand generation,

and internal readiness activities. These incentives, based on SPLA

revenue, are earned and accrued in the prior 6-month period and

can be used for eligible activities in the current 6-month period.

Unclaimed funds are forfeited at the end of the usage period.

Eligible Coop Activities Examples of the eligible coop activities for SPLA Resellers are

listed in the figure below:

How can I learn more about these

Incentives? On explore.ms, Resellers can access critical resources, including

those listed below. If you have any additional questions, please

work with your Partner account manager.

SPLA Reseller Incentives Execution Guide, Available through your PAM

SPLA Reseller Coop Guidebook, Available through your PAM Microsoft Partner Network https://partner.microsoft.com

Demand Generation Market Development Partner Readiness

Print: Advertising Print: Brochures Print: Catalogs Direct Mail, Email,

Mobile SMS

Web/Online Advertising

Events: Bootcamps, Seminars, Multi-Vendor Exposition

Tradeshows Sponsorships Customer Offers and

Incentives

Internal Incentives and SPIFF Telemarketing Web Content Syndication Social Media Deployment Proof of Concept On-Site Champs

Microsoft Training Tuition Fees

Microsoft Exam Fees Microsoft Conference

Registration Fees

Product Demo/Seeding Microsoft On-Site Sales

and Technical Training


FY14 Service Provider License Agreement (SPLA) Reseller IncentivesSummaryPartner Incentives | January 2014 December 2014


Overview Hosting Partners are strategically important partners in

broadening Microsofts reach in the cloud leveraging a third party

hosting scenario. Microsoft Hosting Partner Incentives serve to

promote deeper market penetration and deployment of Microsoft

platform through a third party hosting scenario driven by sales

through the Services Provider License Agreement (SPLA) program.

This program enable hosting partners to earn incentives for key

activities such as designing offers based on Microsoft products,

deploying, selling, and successfully driving revenue growth and

platform share. This document will provide an overview of the

incentives that can be earned by selected hosting partners for

revenue driven through Services Provider License Agreements.

Partner benefits By leveraging the Hosting Partner Incentives, partners can: Grow and extend the customer base with enhanced rebates; Use coop investments to extend marketing reach and

accelerate sales;

Accelerate end-customer recruitment, partner readiness, and marketing efforts

Who can participate? Participation in FY14 Hosting Partner Incentives is by invitation

only based on revenue threshold. Eligible partners, will be invited

to participate in the Hosting Partner Incentives directly by

Microsoft.

To participate in the Hosting Partner Incentives, a hosting partner

must:

Hold an active Microsoft Services Provider License Agreement (SPLA), direct or indirect for territories where the incentives

would be applied

Hold an active Microsoft Partner Network (MPN) membership and an active MPN ID for each Partner location within a

Microsoft Subsidiary

Earn and maintain MPN Gold or Silver level or Gold status in Hosting Competency or other relevant competency (I just

heard Hosting competency is going away in FY14 impact?)

Meet or exceed revenue threshold (SPLA and HVS), thereby maintaining a Named Hoster status

What product revenue is eligible

for incentives? The Hosting Partner Incentives are earned on the reported

revenue from active SPLA agreements. HVS reported revenue is

not eligible revenue to earn incentives. Self-Hosted ISV/EA or

other license types are not considered eligible revenue for this

Incentive programs.

How do the incentives work? The Hosting Partner incentives have three elements: rebate, coop,

end-customer reporting accelerator. Rebate and accelerator

incentives are calculated as a percentage of SPLA revenue

reported during a 3-month period. Coop incentives are calculated

based on a percentage of SPLA revenue reported during a 6-

month period.

When is a hosting partner paid? Rebates and accelerators are paid following the 3-month earning

period. Coop Incentives are paid during the usage period once an

eligible activity has been conducted and approved by Microsoft.

The Coop earning period is the six-month period prior to the

usage period. Coop approved claims are paid once per quarter.

What are Coop funds? Cooperative Marketing Funds (Coop) reward the partner on its

Microsoft approved Marketing Development, Demand

Generation, and internal Readiness activities. These Incentives,

based on SPLA revenue, are earned and accrued in the prior 6-

month period and can be used for eligible activities in the current

6-month period. Unclaimed funds are forfeited at the end of the

Usage period.

Eligible coop activities Examples of the eligible coop activities for Hosting Partners are

listed in the figure below:

How can I learn more about these incentives? On explore.ms, Hosting partners can access critical resources,

including those listed below. If you have any additional questions,

please work with your Partner Account Manager.

Hosting Partner Incentives Execution Guide, Available through your PAM

Hosting Partner Coop Guidebook, Available through your PAM

Microsoft Partner Network https://partner.microsoft.com


FY14 Hosting IncentivesSummary

Partner Incentives | January 2014 December 2014


Objective SAM Services engagements were designed to increase the

number of enterprise customers who can properly and

proactively manage their licenses by:

Helping our customers understand how to reconcile their software use to their entitlements

Outlining ways they can improve their SAM policies

and practices to lower costs and reduce risk

Creating a plan to deploy and adopt the necessary software tools to track and manage their software use

on an ongoing basis.

These engagements will also increase opportunities for qualified

partners to engage new customers to demonstrate the value of

SAM solutions, or to engage existing customers in new ways in

order to develop deeper relationships and new revenue

opportunities.

What type of partners do you expect to

participate in this program? Partners with a strong background in process consulting, deep licensing expertise, and a focus on core IO, deployment or systems management will most likely want to participate in this program to deepen customer relationships in these areas to increase broader, long-term business opportunities with these customers.

Partner Requirements In order to participate in this incentive program, partners must

meet the following criteria:

Partners must meet the Gold SAM competency requirements in the Microsoft Partner Network

A Partner Target Plan must be in place for the SAM Services Workload in each country in which the partner plans to

request incentive approval for work under this program

The consultant delivering the engagement must be an employee and have passed the 70-673 SAM MCP

How do partners enroll for SAM Incentives? Enrollment is automated through CHIP. Partners who meet

the eligibility requirements can receive training from their SAM

EM. They will automatically receive an invitation after which

they will be able to enroll in the program.

FY14 PARTNER INCENTIVES | July 2013

SAM Services Incentive Program

Mari Petersen Vice President, US

Specialist Software Services

Martin Wolfram SAM Services Director

Inviso


FY14 SAM Services IncentivesSummaryPartner Incentives | October 2013 September 2014


Eligible Engagements A set of uniform SAM engagement descriptions which

cover three strategic engagement scenarios are eligible for

this incentive, as follows:

SAM Baseline: inventory of deployed Microsoft assets, review of corresponding customer license

documentation, virtual, hosted, or cloud-based

solutions, and identification of any opportunities for

improvement.

SAM Assessment: review of customers existing processes against SAM Optimization Model

framework, identifying improvement opportunities

and associated ROI.

SAM Deployment Planning: provides deployment planning for SAM capabilities relating to deployment,

metering, inventory and control through a proof of

concept using System Center, Windows Intune or

MAP. To ensure full transparency of the engagement details for all

parties, the defined deliverables must be provided to Microsoft

in order for an engagement to be eligible for incentives under

this program.

Why does Microsoft invest in SAM Services? The SAM Services Incentive Program is one of our key strategic

initiatives to reduce the long-term unlicensed use of our

software through proactive customer outreach, education,

awareness and engagement by qualified SAM partner

consultants. By funding selected engagements, we will

introduce customers to software asset management best

practices, tools, resources and partners who can help them

maintain long-term license compliance, including timely and

accurate reporting of true-ups and other volume license

purchases. Through these engagements we will provide

customers with support to improve the tools, process, and

understanding needed to support more timely and accurate

reporting of their license use, and ultimately enable enduring

compliance.

Which customers are eligible to have SAM

Services engagements funded through this

incentive program? Partners may request a SAM Services Incentive for eligible engagements with customers who have greater than 200 desktops. Engagements with customers who are eligible for SAM Service delivery under ESA are excluded from eligibility under this incentive.

Will the partner need to disclose to the customer that they are getting compensated from Microsoft? Yes. Partners must also disclose to customers that they will be

sharing the required deliverables with Microsoft as part of the incentive program.

What if a customer doesnt want to share the

engagement results with Microsoft? Under this program we will only pay incentives for those

engagements where the required documentation is shared with

Microsoft. Partners will need to discuss the disclosure

requirements with customers before applying for the incentive,

and should work directly with customers to pay for work

delivered outside the approved incentives.

What if the customer wants more assistance

than what is provided through the Microsoft-

defined SOW and incentives? Partners can charge for any additional services beyond what is

required in the predefined SOW from Microsoft. This additional

work would need to be paid directly by the customer at the rate

negotiated between the partner and customer.

What are the available incentive amounts? Incentive rates have been determined based on a fixed fee schedule aligned with local market rates. Complete rate schedules are available in the SAM Services Incentive Program Guide.

How does a partner receive incentive

payments? Partners will be paid through CHIP on eligible incentive

opportunities.

All opportunities that are approved and meet the eligibility requirements as defined in the program guide

will be managed by CHIP and processed for payment.

CHIP will accrue payments and pay partners 45 days after end of month in which the engagement was completed

and the required deliverables were provided.

What is Partner Sales Exchange (PSX)? PSX is the interface for partners to share and manage their SAM engagement opportunities with the Microsoft SAM Engagement Managers. PSX opportunity creation and related incentive requests are required for a partner to earn an incentive.

PSX is globally implemented and available to partners. Contact your Partner Account Manager for further information regarding training and registration.

What is the Channel Incentives Platform (CHIP)? CHIP is the vehicle for partners to enroll in the SAM Services Incentive Program. It also provides partners with a dashboard view of their incentives and is the means to calculate and disperse incentive payments.

Partner Resources

SAM Services on Microsoft Partner Network:

https://partner.microsoft.com/samservices

SAM Engagement Resources:

https://partner.microsoft.com/global/licensing/40092820

microsoft partner incentives - fy14 portfolio overview

Documents

portfolio of incentives

microsoft partner incentivesin

individual incentives

partner use

partner success

partner incentive portfolio

channel developer incentives

richest set of incentives