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Shared under NDA CSP How-Tos Title slide 2

Qualification 1 2 Cloud Solution Provider Authorized Education Partner Partners will need to be authorized as both a Cloud Solution Provider (CSP) and an Authorized Education Partner (AEP) to access Education SKUs through CSP. All partners in this program must offer Academic Licenses only to Qualified Educational Users (QEUs - http://www.microsoftvolumelicensing.com/DocumentSearch.aspx?Mode=3&DocumentTypeId=7). 1 2 Cloud Solution Provider Authorized Education Partner CSP allows partners to sell Microsoft Cloud Services along with their own offerings and services to the customer. AEP is the program that authorizes partners to purchase and re-sell academic priced products to Qualified Educational Users -these authorizations must be renewed annually. MPN CSP Resource Portal: https://partner.microsoft.com/en-US/Solutions/cloud-reseller-overview Microsoft Education Partner Network Portal: www.mepn.com

Cloud Solution Provider Selecting the CSP model Direct CSP Model Indirect CSP Model The Direct model is for partners that already have support and billing capabilities, or are willing to invest in building out their infrastructure. Indirect CSP model is for partners that want to invest gradually in developing support and billing capabilities. MSFT is partnering with key Indirect CSP Providers through the world which can assist to transact as an indirect reseller by proving help on support and billing. Cloud Solution Provider Microsoft Customer Office 365, Intune for Education, Enterprise Mobility Suite 20% discount from EDU Pricing + promo incentives Azure 15% discount (from Commercial Pricing) + promo incentives CRMOL 25% discount from EDU Pricing+ promo incentives Indirect CSP Provider Discount + promo incentives Indirect Reseller Microsoft Customer Discount passed down from Indirect CSP Provider + promo incentives

Contractual Structure Microsoft CSP Partner Cloud Reseller Agreement Customer Microsoft Cloud Agreement Payment Relationship Microsoft Cloud Reseller Agreement Payment Relationship Partner-Customer Agreement Microsoft Customer Agreement, Online Service Terms, SLA

Onboarding: for Direct CSP, Indirect CSP Reseller 1. Cloud Solution Provider (Select between Direct and Indirect) 2. Authorized Education Partner There are two models in CSP (Direct and Indirect) and partners can choose whichever model aligns with their business model the best CSP Direct program requires partners to provide 1) direct customer billing and 2) direct customer support. Direct CSP Partners who do not provide direct billing and customer support can participate as an Indirect reseller. Indirect CSP Reseller All resellers who wish to offer Microsoft academic volume licensing to Qualified Educational Users must be authorized through the AEP program, and must renew their authorization annually. If you meet the requirement (direct billing and support w/ more guidance here ), submit the inquiry form on MPN. Get connected with a local Indirect CSP Provider in your region. Find the Indirect CSP Provider here. Visit Microsoft Education Partner Network Portal (www.mepn.com) Submissions are routed to the central agent for review The local Indirect CSP provider will review and approve the partner (including the AEP authorization status) Partner must be a member of MPN Once approved, partners will receive a link to begin the CSP onboarding process. Once approved, partner signs Microsoft Cloud Reseller Agreement. At least one person in the partner organization must pass the Academic Volume Licensing test. Partner will receive Single OrgID account credentials to access Partner Center. Partner ready to generate quote and submit customer orders to their Indirect CSP Provider Partners must complete the AEP application form and accept the terms and conditions Partner signs the Microsoft Cloud Reseller Agreement and partner is now ready to generate quote and orders

Step – by –step guide for Indirect CSP Providers Onboarding: for Indirect CSP Provider Indirect CSP Providers do not need to be Authorized Education Partners themselves in order to transact Education SKUs through Indirect CSP Resellers. However, Indirect CSP Providers are responsible to verify the Indirect Resellers as Authorized Education Partners (AEPs). * Any partner that can transact Education SKUs directly to the end customer needs to be an AEP. Step – by –step guide for Indirect CSP Providers Enter into a Microsoft Cloud Distributor Agreement to become Indirect CSP Provider Sign into MEPN with your Microsoft Account (formerly LiveID) Click on Join or Renew and fill out the registration form for Distributor. Sign into MEPN and click on the Distributors page Search of the AEP either via their AEP number or by downloading the Excel file & validate Indirect Resellers as qualified AEPs Important Notice: if you are already registered on MEPN as an Authorized Education Partner (AEP), you will need to sign in with a different Microsoft Account Important Notice: if your Indirect Reseller doesn’t have a valid certification, please direct them to register as AEPs.

Accessing qualified EDU offers in Partner Center Partner Center is the portal experience that CSP transacting partner use to provision new customer, order subscription, manage subscriptions, and perform admin tasks on behalf of their customers Qualified partners (authorized as both CSP & AEP) will have access to qualified EDU offers with Academic Pricing (Important Notice: all Indirect CSP providers automatically have access to EDU offers, but need to register themselves as distributors in MEPN and validate Indirect Resellers as AEPs) HERE Partner Center Guide for CSP: https://msdn.microsoft.com/partner-center/partner-center-account-setup

Tagging the customer for EDU 1 2 Indirect CSP model: Indirect CSP provider (Distributor) verifies the Indirect resellers as AEPs Indirect resellers (AEP partners) own the customer relationship and verify the customers as qualified education users (QEU) before selling EDU offers Indirect resellers then request Indirect CSP Provider to create customer tenant and tag the qualified customer as ‘EDU’ once AEP verifies Direct CSP model: Partners who have the Direct CSP and AEP qualifications will have their tenants tagged Tagged partners have access to qualified EDU offers through Partner Center Partners can access EDU qualified offers through the partner center or API Upon transaction, qualified partners can tag qualified customers’ tenants as ‘EDU’ 3 4

Per-device Intune for Education Offer (1/2) – coming soon This is 6 –year prepaid device offer for Intune for Education in CSP for EDU customer who would like to prepay for the Intune for EDU subscription given the way their academic budgets work. Microsoft has established 6 years as a proxy to cover the expected life of the given educational device the Intune for Education offer is attached. Partner Center Workflow 1 2 3 Select Microsoft Intune for Education Prepaid Device (6-Year offer) Select the number of devices to attach the offer Add as many user licenses needed w/ $0 add-on

Per-device Intune for Education Offer (2/2) – coming soon This is 6 –year prepaid device offer for Intune for Education in CSP for EDU customer who would like to prepay for the Intune for EDU subscription given the way their academic budgets work. Microsoft has established 6 years as a proxy to cover the expected life of the given educational device the Intune for Education offer is attached. Partner Invoice Per-device offer combined into the total recurring charges Device 6-Year offer and User 6-Year offer are separate line items prepaid $0 user licenses

Delegating admin permissions to customers Partner can also give the customer the delegated admin permission to manage their own subscription through the Office 365 admin portal. From Partner Center Go to Dashboard page Under the User accounts section click on View users Next, click on an individual user, and then select the desired role permissions for this use – e.g. give the user the Admin agent role for customers that you serve

Additional Resources CSP EDU Resources CSP All Up Resources CSP EDU Program Guide (MEPN.com) Program overview Partner economics Potential business model CSP EDU Partner FAQ (MEPN.com) CSP All Up Resources Aka.ms/Cloudsolutionprovider Program overview Essential Resources Monthly CSP Partner Calls CSP On-boarded Partner Yammer

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