CSP Indirect Channel & Incentives Structure

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2 CSP Indirect Channel & Incentives Structure Microsoft CSP Indirect Provider CSP Indirect Reseller Customers Unmanaged Reseller CSP Indirect Reseller Incentive levers Promotional Incentive Local Accelerator Margin Unmanaged Reseller CSP Indirect Reseller 8% 100% rebate 7% 100% rebate Margin%* varies by product sold NO OFFERS IN MARKET AS YET * Based on agreement between the 2-Tier Distributor and 2-Tier Reseller * Based on agreement between the Indirect Provider and Indirect Reseller 2

3 Incentive Eligibility To be eligible to participate in the CSP Indirect Reseller incentive, a partner must meet the following criteria: Eligibility Type Eligibility Requirement Program Specific Criteria Microsoft Partner Network (MPN) Enrollment Partner Status & Performance Enrollment Status Microsoft Management Status Active MPN ID (HQ or Location ID), MPN Membership and Microsoft Partner Network Agreement Managed Partner on Microsoft FY17 Managed Partner List aka have a Microsoft Account Manager Indirect Resellers who have met the Incentive Eligibility requirements, will be invited to the Partner Incentive Experience platform as soon as they have been listed as the partner of record on a CSP transaction.

4 All reseller partners need to have a valid MPN ID (HQ or Virtual or Location) The Indirect Reseller must provide their MPN ID to their Indirect Provider (distributor), so that the Indirect Provider can attach the correct reseller to the end customer record in the Partner Center or through CREST (API) integration. The Indirect Provider (not Reseller) is always listed as the default Partner of Record, so the Indirect Reseller needs to ensure that the Indirect Provider enters their MPN ID for all transactions in order for the Reseller to receive incentives for 2-Tier transactions. After a reseller has been associated to the order as the Partner of Record, subsequent orders will default to that organization as the reseller. If the Partner of Record association was absent in previous transactions, the distributor will need to retroactively update the Partner of Record information to receive incentive earnings for those 2-Tier transactions. Indirect Providers require a Microsoft cloud tenant with access to the Partner Center. Resellers should have a Partner Center enabled tenant but are not required for the purpose of partner incentives.

5 Earnings will be calculated by multiplying the qualifying revenue by the incentive rates 1 Partners need to sell qualifying products Submit tax documentation Collection of the appropriate tax documentation must be complete before any incentives can be released to a partner with addresses in US, Latin America or Canada. Without these documents, partners will not be able to receive incentive payments. 2 All revenue apart from Exchange Lite is paid Examples of Qualifying Products: o Microsoft Office 365 o EMS o Windows Intune o CRM Online and Azure 3 Services purchased directly from Microsoft and sold to the end customer are not eligible revenue for this incentive. Revenue from subscriptions of Exchange Lite and other adjustments such as Internal Use Rights or Trial seats is excluded. Not all Microsoft Online Services are available in all markets. New services and offers may be rolled out in new markets and current services and offers may be discontinued. As these service changes occur, customer consumption of Microsoft Online Services will also change, resulting in different incentive earnings for partners. These incentives are not offered in the People s Republic of China

6 1 2 Type How Often Expect payment within Rebate 3 2 payments per program year 45 days after the end of the earnings period Earning period 1: July 2016 Dec 2016 Earning period 2: Jan 2017 June 2017 Partners may receive payments via wire transfer or credit memo. Partners can only receive payments after completing enrollment to the Partner Incentives Experience and continuing to meet incentive eligibility requirements. Partners can view their earnings and payment activities via the Partner Incentives Experience portal. From one single secure Partner Incentives Experience portal partners can: View incentive earnings Do payment reconciliations and manage users Initial Program Enrollment Checklist To ensure a smooth program enrollment process, the partner should have the following items on hand: Access to their company activation Invitation PIN number (following request of the # on login page) Microsoft account (formerly Windows Live ID) Bank details (IBAN, Routing number) Beneficiary details Tax details (e.g. EIN, W8, W9, etc.) where applicable

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8 1 2 3 Eligible partners will be invited to the Partner Incentives Experience portal during the program period. Partners can only receive payments after completing enrollment to the Partner Incentives Experience and continuing to meet eligibility requirements. Partners will be paid for their respective incentive program through Partner Incentives Experience. Initial Program Enrollment Checklist To ensure a smooth program enrollment process, the partner should have the following items on hand: Access to their company activation Invitation PIN number (following request of the # on login page) Microsoft account (formerly Windows Live ID) Bank details (IBAN, Routing number) Beneficiary details Tax details (e.g. EIN, W8, W9, etc.) where applicable

9 1 2 Incentive Guide: Defines eligibility requirements, rates, eligible revenue, payment policies. Partner Incentives Experience Implementation Guide: Tool set-up, make claims and submit proof. MPN Agreement: As of July 1, 2016, includes Microsoft Channel Incentives Agreement (MCIA) as Exhibit D. FAQ s: Q & A for program, eligibility, rates, payments, and earnings. aka.ms/partnerincentives: Info and guides for Partner Incentives programs aka.ms/cspreadiness: Readiness info for Partner participating in the CSP channel microsoftreadiness.com: In-depth training for many incentives programs