Guides. Global Operations Readiness 2016 Microsoft

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2 Guides While reviewing this training please refer to the Online Services Usage Incentive Guide at rship/premium/partner-incentives.aspx#osawdi (please cut and paste this link into your browser if needed).

3 Learning objectives At the end of this module, you will be able to State changes to the incentive from FY16 to FY17 Describe the structure of the Usage Incentive and state the rates which apply

4 In this module FY17 incentive changes summary Program structure and rates

5 FY17 changes

6 Incentive changes summary MPSA added to the Incentive starting July, Rate card value for Exchange Online (EXO) has been reduced and SharePoint Online (SPO) as well as Skype for Business (SFB) has increased. Rates may change with 3 months notice*. Max earning (max cap) for 12-month incentive period is $100K USD per customer by product category (i.e. Office 365 and Microsoft Intune are two distinct services). Incentive ends September 2018 (FY17 program year is the second year of a three-year commitment). * While Microsoft reserves the right to change incentive structures and/or rates, please note for FY17, we have included explicit notice that the incentive rate may be changed during the program year. As always, we strive to provide three months notice of any changes, if it is necessary. Nevertheless, our current intent is to keep the rate stable for the 12-month program period.

7 Payment profile completion Partners participating in the Online Services programs will need to complete both the Bank Profile as well as Tax Profile that links out from MPN prior to being eligible to be paid incentives. Should either of these profiles be incomplete, incentive payments will be held until both profiles have been completed. Partners can submit bank details via contact information here: sasubprogramstatus.aspx. Further guidance is provided at aka.ms/partnerincentives.

8 Incentive structure and rates

9 Online Services Usage Incentives Program Partners earn these incentives by influencing and managing end customer usage of these key cloud services when sold through EA, MPSA or CASA/EES.

10 The cloud opportunity The Online Services Usage Incentive is focused on Office 365, AADP and Microsoft Intune. It is designed to reward Silver and Gold cloud competency partners for managing and developing cloud customer relationships, The incentive pays for management of customer subscriptions when the partner is attached as Digital Partner of Record (DPOR). Incentive earnings are based on the rate card value of eligible SKUs. Rate card values are set at SKU and workload level, with increased focus on Skype for Business and SharePoint Online in FY17. This incentive is recurring, helping partners to develop a sustainable annuity business with Microsoft Online Services.

11 Reward structure and timings Partners can earn incentives for the period October 1, 2016 to September 30, 2017 based on Microsoft Online Services Incentive rates and terms for the incentive period. Incentives are paid monthly to the Digital Partner of Record. Partner earns during the incentive period, from the month of Digital POR assignment or competency attainment, whichever is later. Please note rates are not guaranteed for the full program year and may change with 3 months notice*. * While Microsoft reserves the right to change incentive structures and/or rates, please note for FY17, we have included explicit notice that the incentive rate may be changed during the program year. As always, we strive to provide three months notice of any changes, if it is necessary. Nevertheless, our current intent is to keep the rate stable for the 12-month program period.

12 Pre-enrollment requirements Prior to taking advantage of the Microsoft Online Services Incentive outlined in this guide, partners will need to: Meet the Eligibility Requirements Be assigned as Partner of Record for Microsoft customer subscription(s) in the Microsoft Online Portal (MOP). Bank and tax details should be completed on the Partner Membership Center (PMC) stored on MPN. Further details of the above are provided in this deck and the incentive guides at aka.ms/partnerincentives.

13 Incentive structure and rates After an eligible partner is designated the (Digital) Partner of Record, the partner can earn: Year October 2016 September 2017 October 2017 September 2018 Rate 10% 10% Note: O365 ProPlus (standalone) will be paid at 4% *While Microsoft reserves the right to change incentive structures and/or rates, please note for FY17, we have included explicit notice that the incentive rate may be changed during the program year. As always, we strive to provide three months notice of any changes, if it is necessary. Nevertheless, our current intent is to keep the rate stable for the 12-month program period. Incentive period is October 1, 2016 to September 30, Paid on active usage of Microsoft Online Services We will begin rewarding partners for driving usage of CRMOL and AX. Partners will be notified 90 days in advance. Incentive calculated based on Online Services Usage Rate Card value of eligible Office 365, EMS, Microsoft Intune and other SKUs. Rate card may be changed with 3 months notice (intent is to keep stable for 12 months). Paid on EA, MPSA and CASA/EES Incentive ends Sept. 2018

14 What we covered You should now be able to: State changes to the incentive from FY16 to FY17 Describe the structure of the Usage Incentive and state the rates which apply

15 Thank you Please proceed to the next module