1. Managing Solution Incentives for Partners and Partner Account Managers What Partners Need to Know to Effectively Manage Solution Incentives in PSX and CHIP (With a special section for PAMs and Microsoft Operations) Relevant for other Read Only audiences as well

2. Objectives 2 | Managing Solution Incentives By the end of this training, you will be able to:  Identify what Solution Incentives are  Know which tools support Solution Incentives, and when to use each.  Utilize the Partner Sales Exchange (PSX) to add, update and share customer sales opportunities.  Reference how PAMs use CRM to communicate incentive request status.  Indicate specific tasks handed by Program Administrators.  Access the Channel Incentives Platform (CHIP) to view deal status, transactions and payments.

3. Solution Incentives Tools Training 3 | Managing Solution Incentives Module 1 The Partner enters an Opportunity into Partner Sales Exchange (PSX) Microsoft Partner Account Manager (PAM) approves/rejects Incentive Request in Microsoft Dynamics CRM Module 2Partner updates Opportunity Sales Stage in PSX Module 3 Partner can view incentives earning and payment details in the Channel Incentives Platform (CHIP) Appendix I Partner Administrators Only: Getting Started in CHIP Appendix II Internal Only – Operations and PAMs Module 1 PSXCRM Partner PAM CRM PSX CHIP PAM Action Module 4 Module 1 Module 2 Module 3

4. Agenda 4 | Managing Solution Incentives Introduction PSX CRM CRM (PAM Update & Share Opportunities)PAM Update & Share Opportunities) CHIP View Partner Dashboard CHIP Tools & Resources APPENDIX I Administer Users (For Partner Administrators only) Administer Users (For Partner Administrators only) SUMMARY

5. Agenda – Trainer’s copy 5 | Managing Solution Incentives Introduction About Solution Incentives Partner Program Participation in Solution Incentives Partner Program Participation in Solution Incentives Tools Supporting Solution Incentives Tools Supporting Solution Incentives PSX & CHIP PSX Access Add Opportunities Request Incentives View Incentive Request Status Understand PSX Status Definitions PSX Help and Training CRM: PAMs Update & Share Opportunities CRM: PAMs Update & Share Opportunities Update Opportunities Agreement ID Matching Additional Resources Channel Incentives Platform (CHIP) Access View Solution Incentives Home Page View All My Paid Incentives Deal Search Deal Search Results Deal Search Results Export to Excel Deal Details page Search Payment Details Payment Summary page Transaction Status Name Update View Transactions Before Incentive Request Date View Transactions Before Incentive Request Date Segment Partners by Silver/Gold Competency Segment Partners by Silver/Gold Competency Additional Resources Knowledge Check Appendix I: CHIP Administer Users (For Partner Administrators only) Administer Users (For Partner Administrators only) Access Sign Online T&Cs View Partner Administrator Home Page Confirm Company Information (Optional) Confirm Company Information (Optional) Add Payment Profile Add Users Manage Users Summary

6. Agenda, pg. 2 – Trainer‘s copy 6 | Managing Solution Incentives Operations: Deal Search – Internal Transaction Status Transaction Management Payment Status Deal Management – Changing Deal Status Deal Notes – Internal and External Features and Benefits View All My Paid Incentives page Cancel/On-Hold Payment Request New Searchable Fields: Payment Request ID & Payment Reference Number Segment Partners by Silver/Gold Competency PAM Managing Incentives in CRM Approve/Reject Incentives in CRM Approve/Reject Incentives in CRM Agreement ID & MS Sales: New FY12 Process Partner-Generated Opportunity (PGO) PAM Tools & Resources Appendix II: For Operations and PAMs only

7. Introduction What are Solution Incentives? How do the tools support it? How do they all work together?

8. About Solution Incentives Solution Incentives recognize and reward eligible partners for successful Joint Solution Selling with Microsoft in strategic workloads. 8 | Managing Solution Incentives Reward Partners for driving sales of specific Microsoft solutions. Create opportunities for Partners to build new sustainable revenue streams and increase their value to customers. Are proactively offered to Partners by Microsoft with specific MPN Gold Competencies. Utilize various tools to track opportunities, manage deals and pay incentives.

9. Partner Program Participation in Solution Incentives Participation is open to partners from a variety of backgrounds. Partners with the following competencies are eligible, and invited: MPN Gold Competency Requirements Through December 31, 2012 All MPN Competency Requirements are Gold Unless Otherwise Noted Management and Virtualization Incentives Application Platform Incentives Windows Enterprise Incentives Lync Incentives  Systems Management  Virtualization  Identity & Security  Server Platform  Data Platform  Business Intelligence  Application Integration  Data Platform  Business Intelligence  CRM  ERP  ISV/Software  Portals & Collaboration  Application Integration  Identity & Security  Server Platform  Systems Management  Virtualization  Desktop  Systems Management  Virtualization  Identity & Security  Server Platform Communications (Gold or Silver)

10. Tools 10 | 3. All PAM-approved opportunities with incentive requests are visible in CHIP. After the associated transactions complete, partners see earned incentives and payments in CHIP. Once enrolled in SIP, use the following 3 tools: CHIP 1. As a partner enrolled in Solution Incentives, enter each eligible opportunity in PSX, request incentives, and share the opportunity with Microsoft. 24 hrs. PSX 2. After participating in the local pipeline review, the PAM makes the decision to approve the opportunity in CRM. 4. Partners are paid monthly for deals that have been matched with an MS SALES Agreement ID and have earned incentives. 24 Hrs. CRM/GSX Note: Data flows between PSX and CRM/GSX within 24 hours. Data flows between PSX/CRM and CHIP within 24 hours. Note: Data flows between PSX and CRM/GSX within 24 hours. Data flows between PSX/CRM and CHIP within 24 hours.. 1 2 3 4

11. PSX and CHIP  Partners use PSX to create and manage opportunities and request incentives  Partners enroll in Solution Incentives using CHIP  Only partners enrolled in Solution Incentives can see the Incentives tab in PSX. The Incentives tab is where partners can view incentive requests  When requesting incentives, Partners can only choose from the incentives for which they have enrolled  CHIP provides Partners a dashboard to view PAM-approved incentives, both eligible opportunities as well as earned and paid incentives  Microsoft recommends Partners use the same Windows Live ID for PSX, MPN and CHIP. This allows the Partner to navigate between the tools using hyperlinks without needing to re-enter credentials 11 | Managing Solution Incentives

12. Module 1: The Partner enters an Opportunity into Partner Sales Exchange (PSX) PSX CRM/ GSX Partner PAM PSX CHIP Note: PAMs do not use or have access to PSX.

13. PSX Partner Sales Exchange (PSX) is the tool Partners use to manage their opportunities and associated incentive requests

14. Access 14 | Once the tool is initially accessed, users can log- in at any time through the URL: https://psx.partner.microsoft.com/psx/signin.aspx?wa=wsignin1.0. https://psx.partner.microsoft.com/psx/signin.aspx?wa=wsignin1.0 Receive welcome email to access PSX Enter Windows Live ID in the Sign-In Page Select an appropriate tab Add, update or accept Opportunities Your Microsoft Partner Account Manager (PAM) provides you with access to PSX. Watch for a Welcome email. Managing Solution Incentives

15. PSX Add Opportunities 15 | Managing Solution Incentives Step-by-Step – One Opportunity Add individual opportunities one at a time from the Add or Import tab. 1.Enter Customer name. 2.Indicate an Opportunity Name. 3.Enter an Expected Close. 4.Specify the Sales Stage. Step-by-Step – Multiple Opportunities Add several opportunities at once from the Download Template tab: 1.Enter details for each opportunity 2.Save the file to your hard drive 3.Click on Import File to bring in the completed file from your hard drive You may add opportunities one at a time or import several at once. 12 3 4

16. Request Incentives 16 | Managing Solution Incentives Step-by-Step The Add or Import and the Update Shared tabs show the Incentives for which Partners are eligible and enrolled. Use the Update Shared tab only if the PAM sends the Partner a lead or if the Partner did not add it when the Opportunity was created. 1.Click Register for Incentive 2.Select your Incentive Program(s) from the pop-up window 3.Enter any Comments 4.Click Register Note: To meet Solution Incentive requirements, only request one Incentive per Opportunity.. 1 2 3 4

17. View Incentive Request Status 17 | Managing Solution Incentives Step-by-Step From Incentives tab: 1.Check incentive request Status 2. Add or Edit request Comments 1 2 Note: The Request Date must be at least 30 days from the Close Date.

18. Incentive Request Status Definition Review Pending A decision has not been made yet on the incentive request. Declined Request The incentive request has been rejected by Microsoft. Review the Comments to see why the opportunity was rejected or speak to your PAM. Approved Request The incentive request has been approved by Microsoft, but the opportunity has not yet been won. Continue to work with Microsoft to close the opportunity. Calculation Pending The incentive request has been approved by Microsoft and the opportunity was won. Ineligible PSX sales stage is in one of these status values: loss or disengage Opportunity Close Pending PSX sales stage for active deals that are less than the final sales stage of MS WIN 100% Agreement ID Pending An opportunity is now at sales stage MS Win 100% and now needs to Licensing agreement ID for the sale entered in PSX Transaction Pending An opportunity is now at sales stage MS Win 100% and has an agreement ID entered. We now need a sales transaction with eligible sale. Below Revenue Threshold 100% MS Win with matched Transactions Eligible Sale exists but are below Minimum Threshold to trigger an Incentive Payment Calculated 100% MS Win with matched Transactions Eligible Sale exists and Payment requests have been generated Transactions for deal may be either “active” or “pending review” Paying Payment Request being processed Expired Greater than 1 year old from Incentive Request Date with Payment Request not created} Invalid Operations User will use this to manage duplicate claims, etc. Closed Greater than 1 year old from first sales transaction Red text = New Fields Placeholder

19. PSX Help and Training Need Support? Click the Help icon accessible at the top right of every page. The Help Guide offers instruction on every area of PSX. 19 | Managing Solution Incentives Additional Training: A self-guided training course on the Partner Learning Center (PLC) for Partners only: Channel Incentives Platform (CHIP) Fundamentals (Must be signed into Windows Live) Channel Incentives Platform (CHIP) Fundamentals Partner Training sessions User Experience IT - PAM Training

20. Dynamics CRM/GSX Microsoft Dynamics CRM/GSX is the tool PAMs use to manage partner opportunities and any associated incentive requests PSX CRM/ GSX Partner PAM PSX CHIP Note: Partners do not use or have access to GSX/Dynamics CRM.

21. PAMs Update & Share Opportunities PAMs use Microsoft Dynamics CRM to manage partner opportunities and any associated incentive requests When Partners request an incentive for an opportunity in PSX, the Microsoft PAM: 1. Automatically receives an email. 2. Approves the incentive in Dynamics CRM. OR the PAM may proactively share an opportunity with the Partner, which then appears as a Pending opportunity to Accept or Reject in the Leads tab in PSX. In this case, Partners are responsible for requesting incentives for the opportunity. Managing Solution Incentives 21 | 1 2

22. Module 2: Partner updates Opportunity Sales Stage in PSX PSX CRM/ GSX Partner PAM PSX CHIP

23. Update Opportunities 23 | Partners manage opportunities in PSX via the Update Shared tab. Managing Solution Incentives Step-by-Step 1.Search for particular opportunities closing within a period of time 2.Validate and update details on the opportunity 1 2

24. Agreement ID Matching 1.Once an Opportunity is advanced by the PAM to MS-Win 100%, Microsoft associates the Volume License Agreement ID corresponding to the sales transaction from MS Sales. The Customer ID as well as the following business rules are used to obtain an Agreement ID:  Opportunity Sales Cycle Stage is MS Win 100% and Close 80%.  Opportunity is Approved for Solution Incentive (SIP) or Pending approval.  Eligible Agreement IDs contain products in MS Sales (PFAM or SKU) included in each Solution Incentives offering (opportunity incentive type).  Purchase Type and User Type include New-All, AddOn-All, Renewal-L&SA and Standard- Standard.  Agreement Sales Date in MS Sales system occurs after Opportunity Created Date. 2.Operations then provides a report showing Volume License Agreement ID information to the PAM. This report is loaded on the Channel Incentives SharePoint each Monday (PST). 3.Within the following two business days, PAMs include Agreement ID information into opportunity records. If this SLA time lapses and an Agreement ID is still missing from the opportunity record, Operations uploads it in the systems to enable incentive calculation in CHIP. Managing Solution Incentives24 | Note: To view new updates to this process, visit: http://sharepoint/sites/channelincentiveslanding http://sharepoint/sites/channelincentiveslanding

25. Additional Resources For technical support, or questions about your program: 1.Review your program’s Quick Links 2.Reference the content included with this training 3.Click Contact Us, then Submit an Inquiry to obtain email tool support 4.Contact your PAM on your specific opportunities and deal information Managing Solution Incentives25 |

26. Module 3: Channel Incentives Platform (CHIP) is used by partners to view incentives-earning and payment details PSX CRM/ GSX Partner PAM PSX CHIP

27. Access Managing Solution Incentives27 | Receive email notification to access CHIP Enter Windows Live ID on the Sign-In Page View Partner Home Page View Performance & Earnings Partner Administrators will invite you to enroll in the CHIP tool. Note: Once the tool is initially accessed, users can log-in at any time through the URL: https://channelincentives.microsoft.com https://channelincentives.microsoft.com

28. View Solution Incentives Home Page CHIP calculates incentives based on sales transactions that are tracked from your PSX opportunities and matched with an Agreement ID. Managing Solution Incentives28 | Ability to view summary of payment activity by Program List of recent payment details including Payment Reference Number for ease of comparison to bank statements Note: Microsoft processes payments 45 days after the end of the month in which incentives are earned. For example, if a transaction for an opportunity occurs on April 10, payment will occur 45 days after April 30.

29. View All My Paid Incentives page New Features If a Partner is enrolled in multiple incentives, they are now able to access a consolidated view of all Payments Sent by quarter. 1.After logging into CHIP, click View All My Paid Incentives 2.Click the drop-down arrow in front of each Program to view the gross quarterly payments 3.To view all Payments offline, click Export Excel 1 2 3 Note: When uploading an Excel spreadsheet to CHIP, if a “,” or a “.” is present in a monetary value field, such as 193.64 or 193,64, you may receive this error message. If so, just click Yes to proceed. New Aug 2012

30. View All My Paid Incentives page, cont’d. New Features Partners are also able to View All Paid Incentives by: 1.Clicking View All My Paid Incentives from their home page 2.Click the drop-down arrow in front of each Program to view the gross quarterly payments 2 1 New Aug 2012

31. Deal Search Step-by-Step 1.Login to CHIP 2.Click on a Solution Incentives Program 3.Click on Search Deals from I Need To 4.Select search parameters 5.Click Search Note: New/Expanded Search features: Opportunity ID, Agreement ID, Deal Status, “All” Incentive Type, Flagged Deals

32. Deal Search Results Step-by-Step 1.Click Export to Excel to view and download CHIP data Ability to sort by column headersClick Deal Name to view Deal details 1

33. Deal Search Results: Export to Excel - Columns New columnsDefinitions PartnerNameName of Partner PartnerMPNIDIdentifier for Partner Organization PartnerCRMIDID associated with deal in PSX PartnerCountryPartner Country (Physical not mailing) IncentiveDealIDIdentifier for Deal (Assigned by CHIP) CustomerCountryCustomer Country (Physical not mailing) FlaggedTransactionsList of Transactions that have been flagged MinRevenueThresholdPassedHas minimum revenue threshold been reached (Yes/No) ReactivatedMicrosoft has reactivated a closed deal (Yes/No) CalculatedIncentiveCalculated Incentive Amount (regardless of status) TotalPaymentsProcessedAmount of payments processed (payments that have been approved) SalesStagePSX Sales Stage that Deal is in ActualDealEndDateActual date that deal ended ExpectedDealEndDateExpected Date that deal will end

34. Deal Details Page Specifics about this particular Deal Incentive details including available incentive funds remaining (Balance) Able to view specific incentive payment details by drilling down under the Agreement ID

35. Deal Details Page cont. Notes from Microsoft Status of all Payment Requests

36. Search Payment Details Step-by-Step 1.Click Search Payment Details under I Need To… 2.Select search criteria 3.Click Search Partners may want to view payment details New/Expanded Search Features Program Name Opportunity ID Payment Reference Number Partner ID Note: The actual Partner ID Number varies according to Incentive Incentiv e Number SIPMPN ID SAMMPN ID RebatesTPID SAVBVirtual Org ID LARPCN

37. Payment Summary Page Step-by-Step 1.Click on Payment Detail under I Need To 2.View Results 3.Optional: Sort columns by clicking on Column Name 4.Click Export to Excel 5.Click on the hyperlinked ID number in the Opportunity ID field to view Deal Details Export to Excel 3 4 5 Note: The Bank Reference Number will allow reconciliation of the payment received back to the Opportunity ID Deal Details Page

38. Transaction Status Name Update The Pending Review Transaction Status names have changed. Please refer to table below. Definition Change – Pending Review OldNew Pending – 30 daysInactive – 30 day rule Pending – Multiple DealsHold – Multiple deal *Note: There is still a Pending Review option New /Aug 2012

39. View transactions before Incentive Request Date New Features Partner can view transactions prior to Incentive Request Date (IRD) Previously, transactions were visible up to 30 days before the IRD. Now transactions are visible up to 90 days before the IRD, if they are associated with the deal. New Aug 2012

40. Segment Partners by Silver/Gold Competency New Features Partners can view tiered payments by Competency 1.In Deal Details, Partners can view payments by Competency Partner Administrators can view the Competency: 2.Click on Manage Company Profile from the Home page 3.Click Company Information tab 3 2 1 New Aug 2012

41. CHIP Tools and Resources Be sure to check out various resources to assist you with learning the CHIP tool and Solution Incentives: Online course & Quick Reference on PLC Partner Solutions Program (PSP) Activation Kit Managing Solution Incentives41 |

42. Appendix I: Getting Started in CHIP Partner Administrators Only

43. Administrating Users in CHIP PSX CRM/ GSX Partner PAM PSX CHIP

44. Administer Users INSERT PRESENTATION TITLE44 | Microsoft validates the partner contact with signature authority. This resource is known as the Partner Administrator, who is initially sent CHIP enrollment details from Microsoft. The designated administrator has specialized tasks and handles internal support queries.

45. Partner Administrator Access Receive email notification (2 emails) to access CHIP Enter Windows Live ID on the Sign-In Page Sign Terms & Conditions Validate Company Profile and Add Bank Details Managing Solution Incentives45 |

46. Partner Administrator Access Managing Solution Incentives46 | Step-by-Step 1.Click the appropriate link to access each incentives page 2.Once the tool is initially accessed, users can log-in at any time through the URL: https://channelincentives.microsoft. com

47. Sign Online Terms & Conditions After receiving an email invitation to enroll in CHIP from Microsoft, Partner Administrators complete the following before accessing the tool: Managing Solution Incentives47 | Step-by-Step 1.Enter invitation code 2.Confirm your organizational profile information is accurate 3.Review and accept the online program Terms & Conditions 4.Add online signature 1 4 2 3

48. View Partner Administrator Home Page As a Partner Administrator, from the CHIP Home Page you have the options to: Managing Solution Incentives48 | Step-by-Step 1.Confirm your program enrollment 2.Add and edit payment details 3.Edit your organization’s users 4.Confirm profile information

49. Manage Company Profile This page is for informational purposes only; it cannot be edited by Partner Administrators. Managing Solution Incentives49 |

50. Add Payment Profile To select a payment method and specify account information for payment: Managing Solution Incentives50 | Step-by-Step 1.Click the hyperlink under Action Items from the home page --OR-- Click Manage Company Profile under I Need To 2.Click the Payment Profile tab 1 2 Note: This enables Microsoft to pay you for your earned Incentives

51. Add Payment Profile, cont’d Step-by-Step From Incentives tab: Currently, Partners are required to use a handbook to fill out their bank profile to ensure that all required fields are complete. In 9.0, the bank profile is automated to ensure that all required fields are complete and correctly formatted. This applies to any incentive where Microsoft collects banking information through the Payment Profile feature. When entering a Payment Profile, there is now a new step: Validation 3.Complete the Bank or Wire Transfer fields, based on subsidiary policies 4.Enter either IBAN ~or~ the Transit routing number and the Account Number 5.Click Validate 3 4 5 Note: Payment Profiles in place prior to the May 21, 2012 CHIP update will only be validated when they are modified by the partner administrator. Add Payment Profile, cont’d

52. CHIP for Partners52 | Step-by-Step 6.Type Transfer details: Beneficiary information Bank information will be pre-populated from Validation step Company Tax information, if necessary Correspondent Account information, if necessary 7.Click Add Account 6 7

53. Partner User Management: Add User Partner Administrators are responsible for inviting all other users that need to access CHIP Managing Solution Incentives53 | Step-by-Step 1.Click Add User under I Need To… 2.Enter Personal Details and User Role 3.Click Send Invitation Note: A message confirmation indicates the user has been sent an invitation email to enroll into the program with the role you selected. 1 2 3

54. Partner User Management: Deactivate User Managing Solution Incentives54 | Step-by-Step 1.Select Manage Users to search for users by program, role, name, email and status. 2.Enter Search Criteria 3.Click Search 4.View User Role Status: Active, Inactive, Invited, Eligible, Delete 5.Under Action, select Delete 1 2 3 4 5

55. Appendix II: Internal Only

56. Operations Only Features & Benefits New: Operations Cancel/On Hold Payment Request New : Searchable Fields: Payment Request ID & Payment Reference Number New: Segment Partners by Silver/Gold Competency

57. Deal Search – Internal Step-by-Step 1.Login to CHIP 2.Click on Solution Incentives Program 3.Click on Search Deals from I Need To... section 4.Note: New Search Criteria 1.Opportunity ID 2.New options under Deal Status 3.Ability to Search for All 4a 4b 4c

58. Transaction Status Internal Transaction Status Definitions AllShow every transaction ActiveApproved Transactions InvalidInvalidated Transactions Pending Review – 30Day Rule Transactions that fall within 30 days of Deal Incentive Request Date Pending Review – Multiple Deal Transactions related to an Agreement ID already assigned to an Opportunity within the same Incentive Type Pending ReviewAll Transactions Pending Review for 30 Day Rule and/or Multiple Deal (i.e. search returns all items in the above two statuses) Partner Note: There are two new Transaction Statuses: 1.Pending Review – 30Day Rule 2.Pending Review – Multiple Deal

59. Transaction Management Flagged Transactions rule change: CHIP no longer flags subsequent sales of the same pfam or SKU for OPS review. Therefore Ops Admin users will no longer need to override these flags to allow those transactions to be valid This rule change will apply to all deals Note: This change is not retroactive. Deals flagged before the 8.5 update will need to be evaluated and/or overridden individually

60. Payment Status Payment Status Field Definitions Payment Approved Incentive payment has passed final validation Payment File Generated Payment disbursement is underway Payment SentPayment sent to Partner’s account at the financial institution specified in the Payment Profile Payment Cancelled Payment will not be issued to the partner Evaluation Failed Incentive payment did not pass final validation and is being reviewed Step-by-Step 1.Open particular deal 2.New Payment Statuses: a)Payment Sent b)Payment Cancelled Note: Updating Payment Status The new payment statuses for SIP are available via the platform feature to upload a payment response file

61. Deal Management – Changing Deal Status Change status to Expired, Invalid or Closed Step-by-Step 1.Open deal 2.Click Change Status hyperlink 3.Select Deal Status reason from the drop- down 4.Enter Reason 5.Click Submit Note: Ops Admin now has ability to: Change the status for any given deal to Expired, Invalid, or Close Reactivate a deal that is currently Expired, Invalid or Closed 3 2 4

62. Deal Management – Changing Deal Status Reactivate a deal Step-by-Step 1.Open deal 2.Click Reactivate hyperlink 3.Enter Reason 4.Click Reactivate Note: Ops Admin now has ability to: Change the status for any given deal to Expired, Invalid, or Close Reactivate a deal that is currently Expired, Invalid or Closed 2 3 4

63. Deal Notes – Internal and External Step-by-Step 1.External Notes (these will be visible to the Partner) 2.Internal Notes (for Microsoft use) 3.Don’t forget to click Save Notes after any Notes entry 4.Notes can be edited and re-saved *Maximum 255 characters per Notes field Note: Maximum 255 characters per Notes field 1 2 3

64. Features & Benefits UserFeatureBenefits Partner Partners will see earnings segmented by Silver/Gold competency Improves Business Process Provides transparency to partner on payment rates and encourages up-leveling All Partners will be able to view transactions before the Incentive Request Date Improves Operations Process Provides visibility to partner for transactions prior to Incentive Request Date (IRD) Enables clearer understanding of incentives parameters for deals AllTransaction Status name update Improves CPE More descriptive and user-friendly Status names Consistent with 9.1 improvements

65. View All My Paid Incentives page New Features Internal Users with Super User access will only be able to View All My Paid Incentives on behalf of Partners by clicking Partner User Search under I Need To… New August 2012

66. Cancel/On Hold Payment Request response file New Features Operations is able to Cancel a payment or put it On Hold via the Payment Response File 1.Operations updates Payment Response spreadsheet 2.Operations uploads spreadsheet to BizTalk 3.Operations able to view cancelled payments by searching by Payment Cancelled or Payment Held under Status field on the Manage Compliance page 1 2 3 Payment CancelledPayment On-Hold Payment can be cancelled only in Pending Payment Review status Payment can be set to On-Hold only from Pending Payment Review or PaymentFileGenerated statuses Cancelled payments cannot be updatedPayments in On-Hold status can be rolled back only to either Pending Payment Review or PaymentFileGenerated statuses Release From On-Hold is applicable only for payments in On-Hold status Please enter comments when Cancelling a Payment or placing it On-Hold New August 2012

67. Cancel/On Hold Payment Request Partner View If Operations has Canceled a payment or put it On Hold via the Payment Response File, Partners would be able to view in Deal Details New August 2012

68. New Features From the Manage Compliance page, Internal Users are now able to search and view by: 1.Payment Reference Number 2.Payment ID 2 1 New Searchable Fields: Pmt Request ID & Pmt Ref Number 2 1 New August 2012

69. Segment Partners by Silver/Gold Competency New Features Partners will be able to view tiered payments by Competency 1.In Deal Details, Partners can view payments by Competency Partner Administrators will also be able to view the Competency: 2.Click on Manage Company Profile from the Home page 3.Click Company Information tab 3 2 1 New August 2012

70. Segment Partners by Silver/Gold Competency, cont’d. New Features Partners will be able to view tiered payments by Competency 1.Operations complete the new Competency Level field in the Partner Upload File 2.Operations upload the Partner Upload File spreadsheet into CHIP 3.In Deal Details, Partners can view payments by Competency 1 2 3 New August 2012

71. PAM Only PAM validates Partner’s execution and approves payment PSX CRM/ GSX Partner PAM CRM/ GSX PSX CHIP

72. Managing Incentives in CRM Pending Incentive Approved Incentive Step-by-Step When you approve an incentive attached to a PGO, the PGO is automatically converted to an opportunity Cannot approve or reject incentives in bulk CRM auto-populates the Registration Date field when an incentive is associated to an opportunity or PGO Approval date and Registration approver fields when the Registration Status is completed (to Approved or Rejected) Only Sales Support and CI Support Team roles can request an incentive on behalf of a partner You may approve or reject incentives in CRM

73. Approve/Reject Incentives Step-by-Step Recommended System Views: My Pending Incentive Opportunities (Ready for PAM action) My Pending Incentive Opportunities 1.Open the opportunity and navigate to the Incentives section 2.Double-click to open the incentive you need You may also highlight the incentive and click Edit in the ribbon menu 3.From the Opportunity Incentive Information window, click the Registration Status lookup icon You may also begin typing to leverage the Recently Used List 4.Select Approve or Reject CRM will auto-populate the Approval date and Registration approver fields based on the user and date of approval 5.Inform Partner of status of request 6.Follow up with any opportunity team members as required by the incentive program To approve or reject an incentive in an opportunity: Note: Before approving the incentive you should confirm that the partner and the opportunity has met all the requirements for the incentive 3 4

74. Agreement ID and MS Sales: New FY12 Process 1.Once an Opportunity is advanced by the PAM to MS-Win 100%, Operations runs a system query to extract the Volume License Agreement ID corresponding to the sales transaction from MS Sales. The query uses the Customer ID from the opportunity record as well as the following business rules to obtain an Agreement ID:  Opportunity Sales Cycle Stage is MS Win 100% and Close 80%.  Opportunity is Approved for Solution Incentive (SIP) or Pending approval.  Eligible Agreement IDs contain products in MS Sales (PFAM or SKU) included in each Solution Incentives offering (opportunity incentive type).  Purchase Type and User Type include New-All, AddOn-All, Renewal-L&SA and Standard- Standard.  Agreement Sales Date in MS Sales system occurs after Opportunity Created Date. 2.Operations then provides a report showing Volume License Agreement ID information to the PAM. This report is loaded on the Channel Incentives SharePoint each Monday (PST). 3.Within the following two business days, PAMs include Agreement ID information into opportunity records. If this SLA time lapses and an Agreement ID is still missing from the opportunity record, Operations uploads it in the systems to enable incentive calculation in CHIP. Managing Solution Incentives74 | Note: To view new updates to this process, visit: http://sharepoint/sites/channelincentive slanding http://sharepoint/sites/channelincentive slanding

75. Converting a Partner-Generated Opportunity (PGO) When Partners request an incentive for an opportunity in PSX, this is called a Partner-Generated Opportunity (PGO). The PAM may convert a PGO to an opportunity Individually (from within the PGO record) Using Bulk update By approving an incentive request on the PGO In order to convert a PGO into an opportunity, the PGO must have a customer account associated to it Once converted, the PGO record: Becomes read-only and is displayed in the PGO list view under the My Converted PGOs system view Converted Opportunities Have the same visibility rules and restrictions as the original PGO Retains the opportunity type of Partner Revenue appears in revenue and pipeline reports Are auto-populated with much of the data from the PGO. Complete other fields as needed. Note: PGOs may fail to convert if they do not have a customer account or if a duplicate opportunity was identified during the conversion process. (i.e. The opportunity name and account are not unique.)

76. Convert Individual PGO Step-by-Step Converting Individual PGOs from the PGO list view: 1.Highlight the PGO you want to convert 2.Click Convert to Opportunity in the Ribbon Menu Step-by-Step Converting Individual PGOs from the open PGO 1.Click Convert to Opportunity in the Ribbon Menu 1 2 1

77. Convert PGOs in Bulk Step-by-Step Converting PGOs in Bulk: Recommended System Views: “ My PGOs under 90 days” 1.From the PGO list view, select the PGOs that you want to convert by using Shift +Click, Ctrl + Click, or by checking the box next to the PGO 2.Select Convert to Opportunity from the Ribbon Menu 3.CRM displays a Process Multiple Records window during the conversion process 1 2 3

78. Convert PGOs in Bulk, cont. Step-by-Step 4. My Converted PGOs system view shows that the PGOs have been converted and are now listed as “read-only” 5. My Owned Opportunities system view shows the converted opportunities 4 5

79. Convert PGOs in Bulk, cont. Note: PGOs may fail to convert if they do not have a customer account or if a duplicate opportunity was identified during the conversion process. (i.e. The opportunity name and account are not unique.)

80. Converting PGOs using Incentives PAMs may convert a PGO by approving an incentive request that is attached to it System View: My Pending PGO Incentive Requests The PGO must have a customer account associated to it in order for the incentive status to be set to Approved

81. Converting PGOs by Incentive Request Approval Step-by-Step To convert a PGO by Incentive Approval: 1.Open the PGO and confirm that it is a valid opportunity and whether it meets the Incentive Program requirements 2.Navigate to the Incentives section to view the incentive request 3.If the PGO was reviewed by the SPG CI Support Team, confirm that the Registration Verification Status is Ready for PAM Action, then double- click on the Incentive row to open it Note: If you click directly on the Incentive Type name you will open the Incentive Type CRM record, not the associated incentive 4.Change Registration Status to Approved Note: CRM auto-populates the dates 5.Click Save & Close Continued on next slide… 2 3 4 5

82. Converting PGOs by Incentive Request Approval, cont’d Step-by-Step continued 6.Close the PGO record, which is now read-only with a status of Converted 7. From the Opportunities folder, open the opportunity and complete any other fields as needed 8.Note that the opportunity type stays as Partner in the converted opportunity. 9.Work with the AM to determine if and when the opportunity type should be changed to Standard 10.PAMs may view the incentive details in the opportunity form 11.Click Save & Close in the Opportunity window 8

83. Creating PGO on Behalf of Partner PGOs may be created in CRM on behalf of a partner PGOs created in CRM still have the same visibility rules as PGOs created by a partner in PSX Once created, the SLA is 4 hours for a PGO created in Dynamics CRM to sync with PSX You must either associated an Account or use the Partner Entered Company fields to associate company details to the PGO (marked with a gray asterisk) You must save the PGO before completing fields related to child entities (products, services, etc..)

84. Creating PGO on Behalf of Partner Step-by-Step PGOs may be created in CRM on behalf of a partner. PGOs created in CRM still have the same visibility rules as PGOs created by a partner in PSX. 1.From the PGO list view, click New from the Ribbon Menu 2.Complete the required fields (marked with an asterisk) 3.You must attach the Partner to the PGO so that the partner has visibility to the PGO in PSX if they are PSX- enabled (marked with a red asterisk) 4.You must either attach a customer account, or complete the Partner entered company fields (marked with a gray asterisk) 5.Click Save to continue updating the PGO 6.Once saved you may continue to update the PGO with products, incentives, etc. 2 3 4

85. PAM Tools and Resources Be sure to check out various resources to assist with learning about Solution Incentives: Program Guides, Decks, Quick References for PAMs & Partners on the Channel Incentives SharePoint site: Channel Incentives Managing Solution Incentives85 |