microsoft confidential. all offers and incentives subject to t&cs 1 building the bottom line...
TRANSCRIPT
Microsoft Confidential All Offers and Incentives subject to TampCs
1
Building the Bottom Line with Offers amp Incentives
January 2015
Microsoft Confidential All Offers and Incentives subject to TampCs
2
Customer Offers
Microsoft Confidential All Offers and Incentives subject to TampCs
3
Corporate Buyback ProgramCorporate customers (which include SMBs) can get up to $350 (per device) back when they trade up from ANY phone tablet or PC that does not have Windows 8 Whereas previously this included only trade-up to a Windows 8 device from a select list of competing devices (ie Phones amp Tablets only from Apple or Google) Microsoft is now offering trade-ups from ANY device including PCrsquos and previous versions of Windows
Trading in less than 6 devices Get your price quote and shipping details at httpmicrosoftcebuybackcom or visit your local Microsoft Store Trading in more than 6 devices Get your price quote and shipping details by calling 8888900199 or e-mail enterprisecloverwirelesscom
Microsoft Confidential All Offers and Incentives subject to TampCs
4
Offer 20 discount on Office 365 ProPlus
15 discount on Office 365 Enterprise E3
On Pricelist through OV and OVS
Buy any O365 quantity at time of SA expiration
August 1 2014-June 30 2015
Renew to the Cloud
Campaign Assets
Business-class emailOnline conferencingPublic websiteFile storage and sharingOffice OnlineDesktop version of office apps
Microsoft Confidential All Offers and Incentives subject to TampCs
55
Renew to the Cloud Where does this apply
Renewing Annuity
(SA)
OVOVSOpen L + SA
Buy Office 365 byrenewing into OVOVS
contract
Renew to the Cloud
Currently has Conversation Close WithCustomer Scenario
We can take advantage of this offer across many different customer scenarios
Microsoft Confidential All Offers and Incentives subject to TampCs
66
Example Renewal Customer Scenario
Customer has expiring SA on Windows Server and 50
Windows Server CALs
Customer also has 50 L-only Licenses on Office
2003 (EOS)
Good Renew just the Windows Server expiring SA
Better Renew expiring Windows Server SA Get to latest version of Office on-prem
License
Best Renew expiring Windows Server SA Renew to the Cloud with Office365 E3
Potential options on how we can serve this customer
What we want to try and ensureWin for a customer | Win for you our partners | Win for Microsoft
Microsoft Confidential All Offers and Incentives subject to TampCs
7
Renew to Cloud ScenarioCustomer has expiring SA on Windows Server and 50 Windows Server CALsCustomer also has 50 L-only Licenses on Office 2003 (EOS)
Good Renew SA
Best Move to Cloud
Total Yr 1 Cost to Customer ( for 1 Win SVR 50 Win Svr CALs)
$967 WinSvr + CAL $967 Total Pay
Total Yr1 Cost to Customer (O365 E3 + Win SVR amp CALs)
$12000 O365 E3$967 WinSvr+CAL$12967 Total Pay
Total Yr 1 Cost to Customer (O365 E3 15 off + Win SVR amp CALs)
10200 O365 E3967 WinSvr+CAL$11167 Total PayTotal Partner Incentive
(10 margin and 1 VAR OfficeCore Incentive)
$97 Margin$9 Incentive$106 Total Earn
Total Partner Incentive (Advisor 23 Yr 1 max incentive and 1 VAR incentive + 10 Margin on Win SvrCAL)
$97 Margin$2769 Incentive$2866 Total Earn
Total Partner Incentive (includes 10 margin and 8 VAR Cloud Incentive)
$1117 Margin$826 Incentive$1943 Total Earn
Easy Cross-sell Azure Back up for Win Server
amp Earn Azure
Incentives
Better Renew SA + Purchase On
Prem OPPTotal Yr 1 Cost to Customer (Office Pro Plus L SA for Win SVRCAL)
$967 WinSvr + CAL$10794 OfficeProPlus$11761 Total PayTotal Partner Incentive (10 margin and 1 VAR Incentive)
$1176 Margin$9 Incentive$1185 Total Earn
MOSPAdvisor (O365) Open ValueOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
2
Customer Offers
Microsoft Confidential All Offers and Incentives subject to TampCs
3
Corporate Buyback ProgramCorporate customers (which include SMBs) can get up to $350 (per device) back when they trade up from ANY phone tablet or PC that does not have Windows 8 Whereas previously this included only trade-up to a Windows 8 device from a select list of competing devices (ie Phones amp Tablets only from Apple or Google) Microsoft is now offering trade-ups from ANY device including PCrsquos and previous versions of Windows
Trading in less than 6 devices Get your price quote and shipping details at httpmicrosoftcebuybackcom or visit your local Microsoft Store Trading in more than 6 devices Get your price quote and shipping details by calling 8888900199 or e-mail enterprisecloverwirelesscom
Microsoft Confidential All Offers and Incentives subject to TampCs
4
Offer 20 discount on Office 365 ProPlus
15 discount on Office 365 Enterprise E3
On Pricelist through OV and OVS
Buy any O365 quantity at time of SA expiration
August 1 2014-June 30 2015
Renew to the Cloud
Campaign Assets
Business-class emailOnline conferencingPublic websiteFile storage and sharingOffice OnlineDesktop version of office apps
Microsoft Confidential All Offers and Incentives subject to TampCs
55
Renew to the Cloud Where does this apply
Renewing Annuity
(SA)
OVOVSOpen L + SA
Buy Office 365 byrenewing into OVOVS
contract
Renew to the Cloud
Currently has Conversation Close WithCustomer Scenario
We can take advantage of this offer across many different customer scenarios
Microsoft Confidential All Offers and Incentives subject to TampCs
66
Example Renewal Customer Scenario
Customer has expiring SA on Windows Server and 50
Windows Server CALs
Customer also has 50 L-only Licenses on Office
2003 (EOS)
Good Renew just the Windows Server expiring SA
Better Renew expiring Windows Server SA Get to latest version of Office on-prem
License
Best Renew expiring Windows Server SA Renew to the Cloud with Office365 E3
Potential options on how we can serve this customer
What we want to try and ensureWin for a customer | Win for you our partners | Win for Microsoft
Microsoft Confidential All Offers and Incentives subject to TampCs
7
Renew to Cloud ScenarioCustomer has expiring SA on Windows Server and 50 Windows Server CALsCustomer also has 50 L-only Licenses on Office 2003 (EOS)
Good Renew SA
Best Move to Cloud
Total Yr 1 Cost to Customer ( for 1 Win SVR 50 Win Svr CALs)
$967 WinSvr + CAL $967 Total Pay
Total Yr1 Cost to Customer (O365 E3 + Win SVR amp CALs)
$12000 O365 E3$967 WinSvr+CAL$12967 Total Pay
Total Yr 1 Cost to Customer (O365 E3 15 off + Win SVR amp CALs)
10200 O365 E3967 WinSvr+CAL$11167 Total PayTotal Partner Incentive
(10 margin and 1 VAR OfficeCore Incentive)
$97 Margin$9 Incentive$106 Total Earn
Total Partner Incentive (Advisor 23 Yr 1 max incentive and 1 VAR incentive + 10 Margin on Win SvrCAL)
$97 Margin$2769 Incentive$2866 Total Earn
Total Partner Incentive (includes 10 margin and 8 VAR Cloud Incentive)
$1117 Margin$826 Incentive$1943 Total Earn
Easy Cross-sell Azure Back up for Win Server
amp Earn Azure
Incentives
Better Renew SA + Purchase On
Prem OPPTotal Yr 1 Cost to Customer (Office Pro Plus L SA for Win SVRCAL)
$967 WinSvr + CAL$10794 OfficeProPlus$11761 Total PayTotal Partner Incentive (10 margin and 1 VAR Incentive)
$1176 Margin$9 Incentive$1185 Total Earn
MOSPAdvisor (O365) Open ValueOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
3
Corporate Buyback ProgramCorporate customers (which include SMBs) can get up to $350 (per device) back when they trade up from ANY phone tablet or PC that does not have Windows 8 Whereas previously this included only trade-up to a Windows 8 device from a select list of competing devices (ie Phones amp Tablets only from Apple or Google) Microsoft is now offering trade-ups from ANY device including PCrsquos and previous versions of Windows
Trading in less than 6 devices Get your price quote and shipping details at httpmicrosoftcebuybackcom or visit your local Microsoft Store Trading in more than 6 devices Get your price quote and shipping details by calling 8888900199 or e-mail enterprisecloverwirelesscom
Microsoft Confidential All Offers and Incentives subject to TampCs
4
Offer 20 discount on Office 365 ProPlus
15 discount on Office 365 Enterprise E3
On Pricelist through OV and OVS
Buy any O365 quantity at time of SA expiration
August 1 2014-June 30 2015
Renew to the Cloud
Campaign Assets
Business-class emailOnline conferencingPublic websiteFile storage and sharingOffice OnlineDesktop version of office apps
Microsoft Confidential All Offers and Incentives subject to TampCs
55
Renew to the Cloud Where does this apply
Renewing Annuity
(SA)
OVOVSOpen L + SA
Buy Office 365 byrenewing into OVOVS
contract
Renew to the Cloud
Currently has Conversation Close WithCustomer Scenario
We can take advantage of this offer across many different customer scenarios
Microsoft Confidential All Offers and Incentives subject to TampCs
66
Example Renewal Customer Scenario
Customer has expiring SA on Windows Server and 50
Windows Server CALs
Customer also has 50 L-only Licenses on Office
2003 (EOS)
Good Renew just the Windows Server expiring SA
Better Renew expiring Windows Server SA Get to latest version of Office on-prem
License
Best Renew expiring Windows Server SA Renew to the Cloud with Office365 E3
Potential options on how we can serve this customer
What we want to try and ensureWin for a customer | Win for you our partners | Win for Microsoft
Microsoft Confidential All Offers and Incentives subject to TampCs
7
Renew to Cloud ScenarioCustomer has expiring SA on Windows Server and 50 Windows Server CALsCustomer also has 50 L-only Licenses on Office 2003 (EOS)
Good Renew SA
Best Move to Cloud
Total Yr 1 Cost to Customer ( for 1 Win SVR 50 Win Svr CALs)
$967 WinSvr + CAL $967 Total Pay
Total Yr1 Cost to Customer (O365 E3 + Win SVR amp CALs)
$12000 O365 E3$967 WinSvr+CAL$12967 Total Pay
Total Yr 1 Cost to Customer (O365 E3 15 off + Win SVR amp CALs)
10200 O365 E3967 WinSvr+CAL$11167 Total PayTotal Partner Incentive
(10 margin and 1 VAR OfficeCore Incentive)
$97 Margin$9 Incentive$106 Total Earn
Total Partner Incentive (Advisor 23 Yr 1 max incentive and 1 VAR incentive + 10 Margin on Win SvrCAL)
$97 Margin$2769 Incentive$2866 Total Earn
Total Partner Incentive (includes 10 margin and 8 VAR Cloud Incentive)
$1117 Margin$826 Incentive$1943 Total Earn
Easy Cross-sell Azure Back up for Win Server
amp Earn Azure
Incentives
Better Renew SA + Purchase On
Prem OPPTotal Yr 1 Cost to Customer (Office Pro Plus L SA for Win SVRCAL)
$967 WinSvr + CAL$10794 OfficeProPlus$11761 Total PayTotal Partner Incentive (10 margin and 1 VAR Incentive)
$1176 Margin$9 Incentive$1185 Total Earn
MOSPAdvisor (O365) Open ValueOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
4
Offer 20 discount on Office 365 ProPlus
15 discount on Office 365 Enterprise E3
On Pricelist through OV and OVS
Buy any O365 quantity at time of SA expiration
August 1 2014-June 30 2015
Renew to the Cloud
Campaign Assets
Business-class emailOnline conferencingPublic websiteFile storage and sharingOffice OnlineDesktop version of office apps
Microsoft Confidential All Offers and Incentives subject to TampCs
55
Renew to the Cloud Where does this apply
Renewing Annuity
(SA)
OVOVSOpen L + SA
Buy Office 365 byrenewing into OVOVS
contract
Renew to the Cloud
Currently has Conversation Close WithCustomer Scenario
We can take advantage of this offer across many different customer scenarios
Microsoft Confidential All Offers and Incentives subject to TampCs
66
Example Renewal Customer Scenario
Customer has expiring SA on Windows Server and 50
Windows Server CALs
Customer also has 50 L-only Licenses on Office
2003 (EOS)
Good Renew just the Windows Server expiring SA
Better Renew expiring Windows Server SA Get to latest version of Office on-prem
License
Best Renew expiring Windows Server SA Renew to the Cloud with Office365 E3
Potential options on how we can serve this customer
What we want to try and ensureWin for a customer | Win for you our partners | Win for Microsoft
Microsoft Confidential All Offers and Incentives subject to TampCs
7
Renew to Cloud ScenarioCustomer has expiring SA on Windows Server and 50 Windows Server CALsCustomer also has 50 L-only Licenses on Office 2003 (EOS)
Good Renew SA
Best Move to Cloud
Total Yr 1 Cost to Customer ( for 1 Win SVR 50 Win Svr CALs)
$967 WinSvr + CAL $967 Total Pay
Total Yr1 Cost to Customer (O365 E3 + Win SVR amp CALs)
$12000 O365 E3$967 WinSvr+CAL$12967 Total Pay
Total Yr 1 Cost to Customer (O365 E3 15 off + Win SVR amp CALs)
10200 O365 E3967 WinSvr+CAL$11167 Total PayTotal Partner Incentive
(10 margin and 1 VAR OfficeCore Incentive)
$97 Margin$9 Incentive$106 Total Earn
Total Partner Incentive (Advisor 23 Yr 1 max incentive and 1 VAR incentive + 10 Margin on Win SvrCAL)
$97 Margin$2769 Incentive$2866 Total Earn
Total Partner Incentive (includes 10 margin and 8 VAR Cloud Incentive)
$1117 Margin$826 Incentive$1943 Total Earn
Easy Cross-sell Azure Back up for Win Server
amp Earn Azure
Incentives
Better Renew SA + Purchase On
Prem OPPTotal Yr 1 Cost to Customer (Office Pro Plus L SA for Win SVRCAL)
$967 WinSvr + CAL$10794 OfficeProPlus$11761 Total PayTotal Partner Incentive (10 margin and 1 VAR Incentive)
$1176 Margin$9 Incentive$1185 Total Earn
MOSPAdvisor (O365) Open ValueOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
55
Renew to the Cloud Where does this apply
Renewing Annuity
(SA)
OVOVSOpen L + SA
Buy Office 365 byrenewing into OVOVS
contract
Renew to the Cloud
Currently has Conversation Close WithCustomer Scenario
We can take advantage of this offer across many different customer scenarios
Microsoft Confidential All Offers and Incentives subject to TampCs
66
Example Renewal Customer Scenario
Customer has expiring SA on Windows Server and 50
Windows Server CALs
Customer also has 50 L-only Licenses on Office
2003 (EOS)
Good Renew just the Windows Server expiring SA
Better Renew expiring Windows Server SA Get to latest version of Office on-prem
License
Best Renew expiring Windows Server SA Renew to the Cloud with Office365 E3
Potential options on how we can serve this customer
What we want to try and ensureWin for a customer | Win for you our partners | Win for Microsoft
Microsoft Confidential All Offers and Incentives subject to TampCs
7
Renew to Cloud ScenarioCustomer has expiring SA on Windows Server and 50 Windows Server CALsCustomer also has 50 L-only Licenses on Office 2003 (EOS)
Good Renew SA
Best Move to Cloud
Total Yr 1 Cost to Customer ( for 1 Win SVR 50 Win Svr CALs)
$967 WinSvr + CAL $967 Total Pay
Total Yr1 Cost to Customer (O365 E3 + Win SVR amp CALs)
$12000 O365 E3$967 WinSvr+CAL$12967 Total Pay
Total Yr 1 Cost to Customer (O365 E3 15 off + Win SVR amp CALs)
10200 O365 E3967 WinSvr+CAL$11167 Total PayTotal Partner Incentive
(10 margin and 1 VAR OfficeCore Incentive)
$97 Margin$9 Incentive$106 Total Earn
Total Partner Incentive (Advisor 23 Yr 1 max incentive and 1 VAR incentive + 10 Margin on Win SvrCAL)
$97 Margin$2769 Incentive$2866 Total Earn
Total Partner Incentive (includes 10 margin and 8 VAR Cloud Incentive)
$1117 Margin$826 Incentive$1943 Total Earn
Easy Cross-sell Azure Back up for Win Server
amp Earn Azure
Incentives
Better Renew SA + Purchase On
Prem OPPTotal Yr 1 Cost to Customer (Office Pro Plus L SA for Win SVRCAL)
$967 WinSvr + CAL$10794 OfficeProPlus$11761 Total PayTotal Partner Incentive (10 margin and 1 VAR Incentive)
$1176 Margin$9 Incentive$1185 Total Earn
MOSPAdvisor (O365) Open ValueOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
66
Example Renewal Customer Scenario
Customer has expiring SA on Windows Server and 50
Windows Server CALs
Customer also has 50 L-only Licenses on Office
2003 (EOS)
Good Renew just the Windows Server expiring SA
Better Renew expiring Windows Server SA Get to latest version of Office on-prem
License
Best Renew expiring Windows Server SA Renew to the Cloud with Office365 E3
Potential options on how we can serve this customer
What we want to try and ensureWin for a customer | Win for you our partners | Win for Microsoft
Microsoft Confidential All Offers and Incentives subject to TampCs
7
Renew to Cloud ScenarioCustomer has expiring SA on Windows Server and 50 Windows Server CALsCustomer also has 50 L-only Licenses on Office 2003 (EOS)
Good Renew SA
Best Move to Cloud
Total Yr 1 Cost to Customer ( for 1 Win SVR 50 Win Svr CALs)
$967 WinSvr + CAL $967 Total Pay
Total Yr1 Cost to Customer (O365 E3 + Win SVR amp CALs)
$12000 O365 E3$967 WinSvr+CAL$12967 Total Pay
Total Yr 1 Cost to Customer (O365 E3 15 off + Win SVR amp CALs)
10200 O365 E3967 WinSvr+CAL$11167 Total PayTotal Partner Incentive
(10 margin and 1 VAR OfficeCore Incentive)
$97 Margin$9 Incentive$106 Total Earn
Total Partner Incentive (Advisor 23 Yr 1 max incentive and 1 VAR incentive + 10 Margin on Win SvrCAL)
$97 Margin$2769 Incentive$2866 Total Earn
Total Partner Incentive (includes 10 margin and 8 VAR Cloud Incentive)
$1117 Margin$826 Incentive$1943 Total Earn
Easy Cross-sell Azure Back up for Win Server
amp Earn Azure
Incentives
Better Renew SA + Purchase On
Prem OPPTotal Yr 1 Cost to Customer (Office Pro Plus L SA for Win SVRCAL)
$967 WinSvr + CAL$10794 OfficeProPlus$11761 Total PayTotal Partner Incentive (10 margin and 1 VAR Incentive)
$1176 Margin$9 Incentive$1185 Total Earn
MOSPAdvisor (O365) Open ValueOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
7
Renew to Cloud ScenarioCustomer has expiring SA on Windows Server and 50 Windows Server CALsCustomer also has 50 L-only Licenses on Office 2003 (EOS)
Good Renew SA
Best Move to Cloud
Total Yr 1 Cost to Customer ( for 1 Win SVR 50 Win Svr CALs)
$967 WinSvr + CAL $967 Total Pay
Total Yr1 Cost to Customer (O365 E3 + Win SVR amp CALs)
$12000 O365 E3$967 WinSvr+CAL$12967 Total Pay
Total Yr 1 Cost to Customer (O365 E3 15 off + Win SVR amp CALs)
10200 O365 E3967 WinSvr+CAL$11167 Total PayTotal Partner Incentive
(10 margin and 1 VAR OfficeCore Incentive)
$97 Margin$9 Incentive$106 Total Earn
Total Partner Incentive (Advisor 23 Yr 1 max incentive and 1 VAR incentive + 10 Margin on Win SvrCAL)
$97 Margin$2769 Incentive$2866 Total Earn
Total Partner Incentive (includes 10 margin and 8 VAR Cloud Incentive)
$1117 Margin$826 Incentive$1943 Total Earn
Easy Cross-sell Azure Back up for Win Server
amp Earn Azure
Incentives
Better Renew SA + Purchase On
Prem OPPTotal Yr 1 Cost to Customer (Office Pro Plus L SA for Win SVRCAL)
$967 WinSvr + CAL$10794 OfficeProPlus$11761 Total PayTotal Partner Incentive (10 margin and 1 VAR Incentive)
$1176 Margin$9 Incentive$1185 Total Earn
MOSPAdvisor (O365) Open ValueOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
88
Example Renewal Whatrsquos in it for the customerbull $594 savings on O365 E3 through Renew to the Cloud discount
bull $30K value with E3rsquos extra functionality in equivalent on premise infrastructure software cost (SharePoint Lync)
bull $1000user value of rights to install the cloud services on 5 devicesuser (assumes 3 additional devices)
bull $350device customer cash per device when refreshing hardware to Win 81 through corporate buyback program
bull Up to $1125 savings (50 total) when upgrading old devices to Win 81 pro through the Modern Windows offer at 15
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
99
Example Renewal Whatrsquos in it for the partnerbull $967 revenue on renewing the Windows Server and CALs SA
bull $102k cloud migration revenue on Office 365 E3
bull VAR incentive rebate on all Open revenue in the deal incl rich cloud payout
bull Hardware revenue on new devices in desktop refresh with migration to the cloud
bull Value added services revenue on managed and other services provided
bull Azure attachcross sell opportunity with 20 rebate
bull Customer retention with another 3-years of Microsoft technology purchases
bull Supplier position secured in customerrsquos cloud migration over defined roadmap
Hard savings on cost doesnrsquot include value of additional functionality hardwaresoftware support energy gained by moving to cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
1010
Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement Annuity relationship program wired to
partner
Centralized purchasing ndash cloud and on premise
Asset management through VL Service Center
3-year LampSA spread payments with 0 financing for on premise software
One-year prepaid SKUs for O365cloud services
Rich customer offers on-pricelist
Note Renew to Cloud Offer requires purchases through OVOVS
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
11
Partner Opportunity
Partners estimate 50-95 of their revenuecomes from value-added services
$40+seat
$50+seat
bull Office 365 is a $15B business one of the fastest growing in Microsoft historybull Over 1B people use Office 1 in 7 people on the planet
Note Estimates are based on partner interviews so actual numbers will differ from market to market All revenue streams are re-occurring except for ldquoDeployment and Migration Servicesrdquo which is a one-time event
Office 365 Licensing Revenue
Deployment amp Migration Services
Managed Services and Support
Add-on Projects and Solutions
Baseline Good Better Best
Low
Structure of Office 365 Deal
Revenue
$48-240seat
$40-120seat
bull Help desk (ie Tier 1Tier 2 support)
bull New user set-upbull Updatesbull End-user trainingbull Expansion
bull Customizationbull LOB integrationbull IT infrastructure designbull IT planningbull IT trainingbull Desktop remediation
bull Assessmentplanningbull Migration of databull Establishment of service
= Recurring
High
Microsoft by the Numbers February 2013
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
12
Sales Productivity for CRM Online
Offer New customers $65 for O365 E3 CRMOL amp
Power BI
Existing E3 or E4 customers $40 for CRMOL amp Power BI
MOSP Advisor Program only Purchase Here
5 license minimum Each bundle assigned to 1 user (no splitting among users)
Available 1082014 ndash 6312015
Campaign Assets
CRM Online O365 amp Power BIContact amp Opportunity Management Pipeline Management Workflows Personalized dashboards amp reporting In-line Social Collaboration Advanced Analytics
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
13
Power up with Power BI
Offer 30 discount on Standalone (Includes SharePoint
Online Plan 2) through OpenOVOVS
40 discount on the Power BI Add-on for customers who are O365 Plan E3 or E4 subscribers This version does not include SharePoint Online Plan 2 Through MOSPAdvisor
Available February 1 2014-January 31 2015
Campaign Assets
Power BI Add-on to Excel
to create compelling content data models amp visualizations - then share collaborate amp extend those insights
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
14
Windows Embedded VL
Offer 20 discount on Windows Embedded
On-pricelist promo SKUs (Open License OV OVS)
Upgrade and Upgrade + SA Products Only
Available April 1 2014-June 30 2015
Campaign Assets
Enterprises turn to Windows Embedded to power industry devices because it provides unique and differentiated user experiences and builds competitive advantage by monitoring assessing reporting predicting and uncovering business intelligence
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
15
Office 365 Open Add-onsOffer Rich discounts for on-premise
customers transitioning from
Core CAL to E1 Office Pro Plus to M or E3 Office Pro Plus + Core CAL to M or
E3
Through OV-Companywide or OVS Available February 1 2014 ndash June 30
2015 M is only for existing Midsize customers
Campaign Assets
Note Effective October 1st 2014 the Midsize Plan (M) O365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan For customers with companywide standardization on Office Pro Plus who are deploying new O365 tenants only the E3 Plan is available as an O365 Add-on SKU
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
16
Channel Incentives
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
17
VAR Incentive Program
Incentivebull Provides payouts to partners selling Microsoft
products and technologies including virtualization security and cloud
bull O365 product payouts through Open License and OVS all other product categories through Open ValueSubscription
bull Available July 1 2014 ndash December 31 2014
TampCs
Cloud
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
18
Cloud Championrsquos Club Azure Incentive
Incentivebull Cloud Champions Club Partners receive an additional
12 Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20 for Partners (21 for Tier 1)
bull Paid as a 100 cash incentive for Champions Club Members
bull Available September 1 2014 ndash March 31 2015
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
19
Azure Unmanaged Incentive
Incentivebull 20 payout on all Microsoft Azure SKUs for SMB
customers through Open Value and Open Licensebull Paid through Partner Investment Engine (PIE)bull Available September 2 2014 through March 31 2015bull Minimum of $1000 of Azure Open Licenses sold during
the time period Only available for partners not participating in the US Open License rebate program or US OEM rebate program
TampCs
Azure is an open and flexible cloud platform that enables you to quickly build deploy and manage applications across a global network of Microsoft-managed datacenters
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
20
TouchWins Device Rebate Program
Incentivebull Sell eligible Windows 81 Pro devices and earn
incentivesbull Tier 1 Resellers receive $3 per unit on sales of Windows
8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets - allocated 50 Co-op and 40 rebate funds
bull Tier 2 Resellers receive $15 per unit on sales of Windows 8 Pro Featured PCs and $35 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100 as rebate funds
bull Learn more on the Windows Devices Marketing Hub
Sign Up TampCs
Thinner lighter and faster Consistent platform across form factors
Windows DevicesThinner lighter and faster Consistent platform across form factors Always in-sync across all your devices
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
21
Online Services Advisor Program
OLS Advisor Fees
Incentivebull Partners selling deploying and managing
through the Microsoft Online Portal (MOP) are eligible for certain incentives
bull Must be designated Partner of Record (POR) for each Online Service advised and purchase
bull Accelerator eligibility currently via Cloud Accelerate will moved to MPN Competencies on October 1 2014
TampCs
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
22
Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
23
Ready to Go
Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts ranging from web to direct marketing to events If youre thinking about reaching out to your customers check out these materials to help you get started
Choose a Campaign
Select amp Download Resources
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
24
US SMB Promotions Dashboard
Link to TampCs
Links to Ready to Go Marketing Materials
Offer durationNew offers
highlighted
The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives with important details and key links Updated monthly and available on the SMB Partner Center
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
25
US SMB Partner Center
Link to Promo Dashboard
SMB Partner Center
Incentives overview
Customer Offers
overview
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
26
Next StepsActionsbull Include offers in every customer conversationbull Prep for SA renewals to expand deal size and establish a
roadmap bull Attach Windows 81 devices and your value added servicesbull Leverage Ready-to-Go for quick and easy demand
generation bull Lead with cloud the new annuity
Initiate customer conversations build pipeline close deals
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
27
ResourcesCorporate Buyback ndash Redemption SiteRenew to the Cloud ndash O365 for Business PlansCRMOL Sales Productivity ndash MScom SitePower BI ndash MScom SiteWindows Embedded VL ndash MScom SiteO365 Add Ons ndash Product ListVAR Rebate amp Champions Club ndash MPN SiteTouchWins Device Rebate Program
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
28
Thank You
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
-
Microsoft Confidential All Offers and Incentives subject to TampCs
29
copy 2014 Microsoft Corporation All rights reserved Microsoft Windows Windows Vista and other product names are or may be registered trademarks andor trademarks in the US andor other countriesThe 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
- Building the Bottom Line with Offers amp Incentives
- Customer Offers
- Corporate Buyback Program
- Renew to the Cloud
- Renew to the Cloud Where does this apply
- Example Renewal Customer Scenario
- Renew to Cloud Scenario
- Example Renewal Whatrsquos in it for the customer
- Example Renewal Whatrsquos in it for the partner
- Open Value Program Benefits
- Partner Opportunity
- Sales Productivity for CRM Online
- Power up with Power BI
- Windows Embedded VL
- Office 365 Open Add-ons
- Channel Incentives
- VAR Incentive Program
- Cloud Championrsquos Club Azure Incentive
- Azure Unmanaged Incentive
- TouchWins Device Rebate Program
- Online Services Advisor Program
- Resources
- Ready to Go
- US SMB Promotions Dashboard
- US SMB Partner Center
- Next StepsActions
- Resources (2)
- Thank You
- Slide 29
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