Building the Bottom Line with Offers & Incentives · • $967 revenue on renewing the Windows Server and CALs SA • $10.2k cloud migration revenue on Office 365 E3 • $1.2k subsidy

Microsoft Confidential. All Offers and Incentives subject to T&Cs 1

Building the Bottom Line with Offers & Incentives


New money saving Customer Offers Rich Channel Incentives Selling cloud, the new annuity Resources for quick and easy campaigns Q&A

Initiate customer conversations, build pipeline, close deals



Campaign Assets

https://readytogo.microsoft.com/en-us/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-us/Campaign/Pages/(US) Get Modern with Windows 8.1 and Office.aspx


Corporate 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 (i.e., Phones & Tablets only from Apple or Google), Microsoft is now offering trade-ups from ANY device including PC’s and previous versions of Windows. See here for updated brochures.

Trading in less than 6 devices? Get your price quote and shipping details at http://microsoft.cebuyback.com or visit your local Microsoft Store. Trading in more than 6 devices? Get your price quote and shipping details by calling: 888.890.0199 or e-mail: [email protected].

https://www.yammer.com/microsoft.com/threads/343196844?m=1989915417&message_id=343196844&nid=107

http://microsoft.cebuyback.com/

mailto:[email protected]


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

Campaign Assets

https://readytogo.microsoft.com/en-us/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-us/Campaign/Pages/(US) Renew to the Cloud Offer for Office 365.aspx

Microsoft Confidential. All Offers and Incentives subject to T&Cs 7 7

Renew to the Cloud. Where does this apply?

OV/OVS Open L + SA

Buy Office 365 by renewing into OV/OVS contract Renew to the Cloud

Currently has: Conversation: Close With: Customer Scenario:

We can take advantage of this offer across many different customer scenarios.


Example Renewal: Customer Scenario Potential options on how we can serve this customer

What we want to try and ensure Win for a customer | Win for you, our partners | Win for Microsoft.


Example Renewal: What’s in it for the customer? • $1,934 savings from original L&SA cost by renewing SA on Windows Server/CALs

• $5,700 savings on O365 E3 versus upgrading to Office Pro Plus on premise

• $30K value with E3’s extra functionality in equivalent on premise infrastructure software cost (SharePoint, Lync)

• $1,800 savings on O365 E3 through Renew to the Cloud Offer

• $1,200 payout on O365 E3 through the SMB Advantage incentive (at 10% level in Oct)

• $1,000/user value of rights to install the cloud services on 5 devices/user (assumes 3 additional devices)

• $350/device customer cash per device when refreshing hardware to Win 8.1 through corporate buyback program

• $1,125 savings when upgrading 50 old devices to Win 8.1 pro through the Modern Windows offer


Example Renewal: What’s in it for the partner?

• $967 revenue on renewing the Windows Server and CALs SA

• $10.2k cloud migration revenue on Office 365 E3

• $1.2k subsidy on customer’s next order (wired in through SMB Advantage, 10% in Oct)

• VAR Incentive Program rebates on all Open revenue in the deal, incl. rich cloud payout

• Hardware revenue on new devices in desktop refresh with migration to the cloud

• Value added services revenue on managed and other services provided

• Azure attach opportunity with 20% payout in channel incentives

• Customer retention with another 3-years of Microsoft technology purchases

• Supplier position secured in customer’s cloud migration over defined roadmap


Part Number Item Name Program ERP Yearly ERP Monthly

5GV-00012 Off365MdszBsnssOpen ShrdSvr ALNG SubsVL OLV NL 1Mth AP Rnw2CloudPromo

Open Value Subscription $144.00 $12.00

5GV-00013 Off365MdszBsnssOpen ShrdSvr SNGL SubsVL OLV NL 1Mth AP Rnw2CloudPromo Open Value $144.00 $12.00

Q7Y-00008 O365ProPlusOpen ShrdSvr ALNG SubsVL OLV NL 1Mth AP Rnw2CloudPromo


Q7Y-00009 O365ProPlusOpen ShrdSvr SNGL SubsVL OLV NL 1Mth AP Rnw2CloudPromo Open Value $115.20 $9.60

Q5Y-00024 Office365PlanE3Open ShrdSvr ALNG SubsVL OLV NL 1Mth AP Rnw2CloudPromo


Q5Y-00025 Office365PlanE3Open ShrdSvr SNGL SubsVL OLV NL 1Mth AP Rnw2CloudPromo Open Value $204.00 $17.00


Open Value Program Benefits

Volume License Service Center

1 Customer = 1 Agreement

Note: Renew to Cloud Offer requires purchases through OV/OVS

https://www.microsoft.com/Licensing/servicecenter/


• Ensure the Renew to Cloud promo SKUs are on the price list • Include cloud discussion and Renew offer in every customer conversation • Prep for SA renewals to expand deal size and engage on cloud • Attach Windows 8.1 devices and value added services to renew deals • Leverage Ready-to-Go for quick and easy demand generation • Lead with cloud, the new annuity!

Initiate customer conversations, build pipeline, close deals


Campaign Assets

https://readytogo.microsoft.com/en-us/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-us/Campaign/Pages/(US) Tap Your Data Goldmine.aspx


Campaign Assets

https://readytogo.microsoft.com/en-us/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-us/Campaign/Pages/(US) Get Modern with Windows 8.1 and Office.aspx


Campaign Assets

https://readytogo.microsoft.com/en-us/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-us/Campaign/Pages/(US) Office BEST for SMB.aspx



Incentive

• Provides payouts to partners selling Microsoft products and technologies, including virtualization, security and cloud

• O365 product payouts through Open License and OV/S, all other product categories through Open Value/Subscription

• Available July 1, 2014 – December 31, 2014

T&Cs

https://mspartner.microsoft.com/en/us/Pages/Licensing/var-rebate-program.aspx


Incentive

• 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).

• Paid as a 100% cash incentive for Champions Club Members.

• Available September 1, 2014 – March 31, 2015

T&Cs

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



Incentive

• 20% payout on all Microsoft Azure SKUs for SMB customers through Open Value and Open License

• Paid through Partner Investment Engine (PIE). • Available September 2, 2014 through March 31, 2015 • Minimum of $1,000 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

T&Cs

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



Incentive

• Tiered payout: O356 E3, E4, & ProPlus: Sep15%, Oct 10%, Nov 5% • 10% payout on Windows Server Standard & Datacenter when

attached to at least $500 of Azure on a single invoice • Open License & Open Value SMB Segment customers only - Open

Level C excluded • Can be combined with Customer Offers for the same products • Payments collected through the Partner Investment Engine (PIE)

T&Cs



OLS Advisor Fees

Incentive

• Partners selling, deploying and managing through the Microsoft Online Portal (MOP) are eligible for certain incentives

• Must be designated Partner of Record (POR) for each

Online Service advised and purchase

• Accelerator elligibility, currently via Cloud Accelerate, will move to MPN Competencies on October 1, 2014

T&Cs

https://mspartner.microsoft.com/en/us/pages/solutions/downloads/online-services-advisor-incentives-guide.aspx



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 you're thinking about reaching out to your customers, check out these materials to help you get started


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

https://mspartner.microsoft.com/en/us/Pages/Sales and Marketing/SMB-partner-center-offers-incentives.aspx


SMB Partner Center

https://mspartner.microsoft.com/en/us/Pages/Sales and Marketing/SMB-partner-center-offers-incentives.aspx





Partners estimate 50-95% of their revenue comes from value-added services

$40+/seat

$50+/seat

• Office 365 is a $1.5B business, one of the fastest growing in Microsoft history • 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 “Deployment and Migration Services”, which is a one-time event

Office 365 Licensing Revenue

Deployment & Migration Services

Managed Services and Support

Add-on Projects and Solutions

Baseline Good Better Best Low

Structure of Office 365 Deal

Reve

nue

$48-240/seat

$40-120/seat

• Help desk (i.e. Tier 1/Tier 2 support)

• New user set-up • Updates • End-user training • Expansion

• Customization • LOB integration • IT infrastructure design • IT planning • IT training • Desktop remediation

• Assessment/planning • Migration of data • Establishment of service

= Recurring High

Microsoft by the Numbers February 2013


Hosted business-class email and shared calendar

25 GB of storage space per user

Robust anti-spam and anti-malware

Set and manage mobile access and policies

Document sharing and management in the cloud

Share documents with customers/partners with controlled access

Sync online files to your devices for offline access with SkyDrive Pro

Share team emails and documents with Site Mailboxes

Latest version of Office desktop apps licensed as a subscription

Per user licensing across 5 PCs/Macs and 5 mobile devices

Stream any Office application on a PC while traveling

Deploy Office on desktops quickly and effortlessly

Presence, IM, voice, and HD video conferencing

Real-time note taking and document sharing

Conduct Lync meetings with customers and partners

Connect with Skype contacts using presence, IM, and voice


Business-Class Email

HD Video Conferencing

File Sharing

Anywhere Access

Simplified IT Management

Financially-Backed SLA

Technical Support

Full Office

Office 365 Enterprise (E3)

Full suite designed for enteprises

Supports different user types, access to your own servers

eDiscovery and advanced archiving

Access, Excel, Visio Services, InfoPath forms, Voicemail

24/7 technical phone support for all issues

Data Loss Prevention, Information Rights Management

$20 per user per month


Deploy Office fast without giving up control


Customer’s current plan

Guidance for customers renewing

before October 1, 2015

Guidance for customers renewing starting October 1,

2015

Notes

Office 365 Small Business

Stay on current plan

Renew to current plan

Renew to new Business Essentials plan

Business Essentials includes all features in Small Business, plus additional capabilities

Office 365 Small Business Premium

Most customers should renew to new Business

Premium plan

Some customers may choose to renew to

Enterprise E3

Business Premium includes almost all the features found

in the existing plans. Customers that require Access,

Lync PSTN capabilities, advanced Excel BI scenarios or

advanced IT management should consider moving some

or all of their users to Enterprise E3.

Office 365 Midsize Business



Product OV Part Number ERP Monthly ERP Annual Comments

O365 Plan E4 Q4Z-00002 $22.00 $264.00

O365 Plan E3 Q5Y-00002 $20.00 $240.00

O365 Business Premium 9F4-00001 $12.60 $151.20

O365 Midsize 5GV-00002 $12.50 $150.00 Only for Renewal/Midterm Purchase

O365 ProPlus Q7Y-00002 $12.00 $144.00

O365 Business J29-00001 $8.30 $99.60

O365 Plan E1 Q4Y-00002 $8.00 $96.00 Does not Include Desktop Office Apps

O365 Business Essentials 9F5-00001 $5.00 $60.00


PartNumber ItemName LicenseType NetPrice RecommendedRetailPrice

FQC-08189 WinPro 8.1 SNGL Upgrd OLP C OPEN 155.76 184

FQC-08190 WinPro 8.1 SNGL Upgrd OLP NL OPEN 158.88 187

FQC-08740 WinPro 8.1 SNGL Upgrd OLP NL Promo OPEN 135.12 159



Z9Z-00010 SQLPwrBIOpen ShrdSvr SNGL SubsVL OLP NL Annual Promo Qlfd Open License 336 28

Z9Z-00009 SQLPwrBIOpen ShrdSvr SNGL SubsVL OLV NL 1Mth AP Promo Open Value 336 28

Z9Z-00008 SQLPwrBIOpen ShrdSvr ALNG SubsVL OLV NL 1Mth AP Promo Open Value Subscription 336 28



Part Number Item Name Program ERP Yr 1 ERP Monthly

5GV-00004 Off365MdszBsnssOpen ShrdSvr ALNG SubsVL OLVNL 1M AP Ent AddOn toCCALwOPP Open Value Subscription $ 61.20 $ 5.10

5GV-00005 Off365MdszBsnssOpen ShrdSvr SNGL SubsVL OLVNL 1M AP Ent AddOn toCCALwOPP Open Value $ 61.20 $ 5.10

5GV-00007 Off365MdszBsnssOpen ShrdSvr SNGL SubsVL OLV NL 1Mth AP Ent AddOn toOPP Open Value $ 110.40 $ 9.20

5GV-00011 Off365MdszBsnssOpen ShrdSvrALNG SubsVL OLVNL1M AP PltfrmAddOn toCCALwOPP Open Value Subscription $ 61.20 $ 5.10

5GV-00006 Off365MdszBsnssOpen ShrdSvr ALNG SubsVL OLV NL 1Mth AP Ent AddOn toOPP Open Value Subscription $ 110.40 $ 9.20

5GV-00008 Off365MdszBsnssOpen ShrdSvrSNGL SubsVL OLVNL1M AP PltfrmAddOn toCCALwOPP Open Value $ 61.20 $ 5.10

Q4Y-00008 Office365PlanE1Open ShrdSvr ALNG SubsVL OLV NL 1M AP Ent AddOn toCoreCAL Open Value Subscription $ 82.80 $ 6.90

Q4Y-00009 Office365PlanE1Open ShrdSvr SNGL SubsVL OLV NL 1M AP Ent AddOn toCoreCAL Open Value $ 82.80 $ 6.90

Q5Y-00020 Off365PlnE3Open ShrdSvr ALNG SubsVL OLV NL1MAP PltfrmAddOn toCALStew/OPP Open Value Subscription $ 132.00 $ 11.00

Q5Y-00008 Office365PlanE3Open ShrdSvr ALNG SubsVL OLV NL 1Mth AP Ent AddOn toOPP Open Value Subscription $ 181.20 $ 15.10

Q5Y-00017 Off365PlnE3Open ShrdSvr SNGL SubsVL OLV NL 1M AP Ent AddOn toCALStew/OPP Open Value $ 132.00 $ 11.00

Q5Y-00009 Office365PlanE3Open ShrdSvr SNGL SubsVL OLV NL 1Mth AP Ent AddOn toOPP Open Value $ 181.20 $ 15.10

Q5Y-00016 Off365PlnE3Open ShrdSvr ALNG SubsVL OLV NL 1M AP Ent AddOn toCALStew/OPP Open Value Subscription $ 132.00 $ 11.00

Q5Y-00021 Off365PlnE3Open ShrdSvr SNGL SubsVL OLV NL1MAP PltfrmAddOn toCALStew/OPP Open Value $ 132.00 $ 11.00


Part Number Item Name Program Estimated Retail Price Yr.1 ERP Monthly

3S7-00506 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV NL 1Y AqY1 AP AccPromo Open Value $ 94.00 $ 7.83

3S7-00543 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV C 1Y AqY3 AP AccPromo Open Value $ 187.00 $ 15.58

3S7-00558 WinEmbeddedIndustryEntforSA ALNG UpgrdSAPk OLV C 1Y AP AcceleratePromo Open Value Subscription $ 67.00 $ 5.58

3S7-00680 WinEmbIndEntforSA SNGL UpgSA OLV NL 1YAqY3AP StdPOSRIndRetail AccPromo Open Value $ 267.00 $ 22.25 3S7-00708 WinEmbIndEntforSA SNGL UpgSA OLV C 2YAqY2AP StdPOSRIndRetail AccPromo Open Value $ 300.00 $ 25.00 3S7-00726 WinEmbIndEntforSA SNGL UpgSA OLV C 3YAqY1AP StdPOSRIndRetail AccPromo Open Value $ 342.00 $ 28.50

3S7-00505 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV C 1Y AqY1 AP AccPromo Open Value $ 91.00 $ 7.58

3S7-00521 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV C 1Y AqY2 AP AccPromo Open Value $ 115.00 $ 9.58 3S7-00545 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV NL 1Y AqY3 AP AccPromo Open Value $ 194.00 $ 16.17

3S7-00561 WinEmbeddedIndustryEntforSA ALNG UpgrdSAPk OLV NL 1Y AP AcceleratePromo Open Value Subscription $ 69.00 $ 5.75

3S7-00522 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV NL 1Y AqY2 AP AccPromo Open Value $ 119.00 $ 9.92 3S7-00605 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV C 2Y AqY2 AP AccPromo Open Value $ 230.00 $ 19.17 3S7-00607 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV NL 2Y AqY2 AP AccPromo Open Value $ 238.00 $ 19.83 3S7-00647 WinEmbIndEntforSA SNGL UpgSA OLV C 1YAqY1AP StdPOSRIndRetail AccPromo Open Value $ 114.00 $ 9.50 3S7-00626 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV C 3Y AqY1 AP AccPromo Open Value $ 273.00 $ 22.75 3S7-00627 WinEmbIndstryEntforSA SNGL UpgrdSAPk OLV NL 3Y AqY1 AP AccPromo Open Value $ 282.00 $ 23.50 3S7-00663 WinEmbIndEntforSA SNGL UpgSA OLV C 1YAqY2AP StdPOSRIndRetail AccPromo Open Value $ 150.00 $ 12.50 3S7-00709 WinEmbIndEntforSA SNGL UpgSA OLV NL 2YAqY2AP StdPOSRIndRetail AccPromo Open Value $ 310.00 $ 25.83 3S7-00648 WinEmbIndEntforSA SNGL UpgSA OLV NL 1YAqY1AP StdPOSRIndRetail AccPromo Open Value $ 118.00 $ 9.83 3S7-00664 WinEmbIndEntforSA SNGL UpgSA OLV NL 1YAqY2AP StdPOSRIndRetail AccPromo Open Value $ 155.00 $ 12.92 3S7-00679 WinEmbIndEntforSA SNGL UpgSA OLV C 1YAqY3AP StdPOSRIndRetail AccPromo Open Value $ 257.00 $ 21.42

3S7-00685 WinEmbIndEntforSA ALNG UpgSA OLV C 1Y AP StdPOSRIndRetail AccPromo Open Value Subscription $ 67.00 $ 5.58

3S7-00686 WinEmbIndEntforSA ALNG UpgSA OLV NL 1Y AP StdPOSRIndRetail AccPromo Open Value Subscription $ 69.00 $ 5.75

3S7-00727 WinEmbIndEntforSA SNGL UpgSA OLV NL 3YAqY1AP StdPOSRIndRetail AccPromo Open Value $ 354.00 $ 29.50

5JV-00912 WinEmbeddedIndustryPro 8.1 SNGL Upgrd OLP C AcceleratePromo OPEN $ 62.71 $ 5.23

$


Campaign Assets

https://readytogo.microsoft.com/en-us/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-us/Campaign/Pages/(US) Offer 1TB of Storage with OneDrive for Business.aspx



3NN-00008 OneDrvBsnssw/OffOnlnOpen ShrdSvrALNGSubsVL OLV NL 1Mth AP Promo ForOffSA

Open Value Subscription

$ 19.20

$ 1.60

3NN-00009 OneDrvBsnssw/OffOnlnOpen ShrdSvrSNGLSubsVL OLV NL 1Mth AP Promo ForOffSA Open Value

$ 19.20

$ 1.60

3NN-00012 OneDriveBsnssw/OfficeOnlnOpen ShrdSvr ALNG SubsVL OLV NL 1Mth AP Promo

Open Value Subscription

$ 31.20

$ 2.60

3NN-00013 OneDriveBsnssw/OfficeOnlnOpen ShrdSvr SNGL SubsVL OLV NL 1Mth AP Promo Open Value

$ 31.20

$ 2.60

3NN-00014 OneDrive for Business Standalone Promo Open License $ 31.20

$ 2.60

Documents

Building the Bottom Line with Offers & Incentives · • $967 revenue on renewing the Windows Server and CALs SA • $10.2k cloud migration revenue on Office 365 E3 • $1.2k subsidy