1. Building the Bottom Line with Offers & Incentives
6/10/2018 5:47 PM
Building the Bottom Line with Offers & Incentives
April 2016
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. 6/10/2018 5:47 PM
Customer Offers
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Microsoft ModernBiz – Key Promotions
ModernBiz Campaign Pillar
Offers
Products
Timeframe
Price List
Project & Visio Cloud Add-On
Project & Visio
March 1-June 30, 2016
Yes
*Extended* Office 365 Adoption Offer
Office 365 Now includes seats <150
Feb 1, 2016 – Extended to June 30, 2016
Upgrade to E5
Office 365 E3, E4 & ECS
Dec 1, 2015-June 30, 2016
Windows 10 Free Upgrade Offer
Windows 10
July 29, July 28, 2016 No
Corporate Buyback Program
Windows (Pro) Devices: PCs, Laptops, Tablets, Smartphones
Feb 1, Jun 30, 2016
*Original program remains same as communicated.
For Promo details and T&Cs please visit the US SMB partner center and Ready-to-go Marketing

4. Project & Visio Cloud Add-On
ModernBiz
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Project & Visio Cloud Add-On
New Promotion: Customers receive 20-30% off on Project and Visio Cloud Add-Ons
Who/When
Included Products
Commercial customers receive 20-30% off on Project and Visio products, available on OLV and OVS programs.
Standard Add-On eligibility requirements: Must have underlying Project and/or Visio SA license.
Effective March 1, 2016 – June 30, 2016.
Project Online w/Project Pro for O365
Project Pro for O365
Visio Pro for O365

5. Cloud Add-Ons – Project & Visio
ModernBiz
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Grow
Anywhere
Connect
Cloud Add-Ons – Project & Visio
New Program & Product Offering: Add-Ons Enable Hybrid Customer Scenarios
Who/When
Included Products
Cloud add-ons now available for Project & Visio customers.
OV, OVS customers may gain cloud services while retaining the licensing security of their traditional on-premise licenses and active Software Assurance.
Project & Visio cloud add-ons purchasing model is for.
Effective March 1, 2016.
No end date.
Project Online w/Project Pro for O365
Project Pro for O365
Project Online
Visio Pro for O365

6. O365 Adoption Offer Expanded
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O365 Adoption Offer Expanded
*EXPANDED* Office 365 Adoption Offer NOW Includes Customers purchasing 50 to 149 Seats
Who/When/Resources
Expansion of the current O365 FY16 Adoption Offer is designed to help small and mid-sized customers move to Office 365 and realize business value faster.
Customers purchasing 50 to 149 seats will qualify for $25 per seat active usage service benefit to be redeemed through Partners.
At seat purchases from 150 to 1,000 a $15 redemption is available, redeemed through Partners. Seat purchases above 1,000 provide a $5 redemption to a maximum of $60K.
Active usage of 15% required for payment.
Two milestones available for usage payment (5% (1/3) & 15% (2/3)) or 5% for Value Discovery workshop.
All workloads included besides Exchange (core benefit).
All qualifying customers will also be eligible to utilize Fast Track for assistance to migrate their files to OneDrive for Business and SharePoint Team Sites from their file shares or Google Drive.
Offer available February 1 – June 30, 2016

7. Upgrade to E5 Promotion Available December 1, 2015 – June 30, 2016
Eligible: existing Office 365 E3, E4 customers and ECS customers with-From SA or Full USL SKUs
Customer receives 15% off on their step-up to E5 from E3, E4 or E5 Add-On to ECS
Commercial is the target segment world wide
SKU VD

8. Windows 10 Free Upgrade for SMBs
6/10/2018
ModernBiz
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Anywhere
Connect
Windows 10 Free Upgrade for SMBs
Windows 7 and 8.1 Pro PCs qualify
Meet minimum system and compatibility requirements
Including domain-joined and VL-licensed PCs
Enterprise edition and Windows RT do not qualify
Windows 7 and 8.1 Pro PCs are being notified
Receive notification through WU
Domain-joined and VL-licensed PCs will not be notified prior to release to web (RTW)
IT admins can turn off notifications through Group Policy
Same upgrade process as Home PCs, through WU
Reserved users download from WU in background
IT admins using WSUS can download and customize upgrade image to deploy
All PCs are converted to consumer license
Consumer license tied to device, not manageable in VLSC
Can reinstall after the upgrade on that device only
FAQ
Offer available from 07/29/ 2015 to 07/28/2016
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The 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.

9. Windows 10 “Get Current” Windows 10 Pro Commercial Free*
ModernBiz
Safeguard
Grow
Anywhere
Connect
Windows 10 “Get Current”
Current OS
Release to web within Yr 1
Free*
Release to web after Yr 1
Upgrade to Windows 10 Enterprise with paid FPP/ VL
Commercial
Windows 8/8.1 Pro
Windows 10
Pro
Windows 7 Professional, Ultimate
Free update is delivered through Windows Update.

10. Office 365 Open Add-ons Offer Customer Purchases Current Customer
ModernBiz
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Grow
Anywhere
Connect
Office 365 Open Add-ons
Offer
Rich discounts for on-premise customers transitioning from:
Core CAL to E1
Office Pro Plus to E3
Core CAL or E- CAL to E3
Through OV-Companywide (perpetual) or OVS
Available February 1, 2014 – June 30, 2016
Business Value:
Connect with Customers
Grow efficiently
Business Anywhere
Campaign Assets
Customer Purchases
Current Customer
Licensing Position
Commercial E1 E3
Core CAL
-13.75%
N/A
Office Pro Plus
-24.5%
Core CAL or E-CAL + Office Pro Plus
-45%

11. Corporate Buyback Program
ModernBiz
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Grow
Anywhere
Connect
Corporate Buyback Program
Corporate customers (includes SMBs) can get up to $400 (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.  Business Value: Grow efficiently Business Anywhere
Trading in less than 6 devices? Get your price quote and shipping details at visit your local Microsoft Store. 
Trading in more than 6 devices? Get your price quote and shipping details by calling: or

12. Enterprise Mobility Suite
ModernBiz
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Grow
Anywhere
Connect
Enterprise Mobility Suite
Enterprise Mobility Suite
Savings
Users get up to 50% off when buying the bundle ($8.75) over standalone products ($17.50)
EMS is a collection of Microsoft Intune plus 3 Azure individual offerings brought together in a single SKU namely; Microsoft Intune, Azure Active Directory Premium and Azure Rights Management Services.
EMS provides a significant discount over these individual products and is a comprehensive cloud solution that provides hybrid identity and access management, Device and Application management and rights protection.
Learn about EMS
Microsoft Intune +
Azure AD Premium
Azure Right Management
Microsoft Advance Thread Analytics
$8.75
/user/month

13. Open Value Program Benefits
Volume License Service Center
1 Customer = 1 Agreement
Annuity relationship program wired to partner for 3 years through Microsoft Agreement
Centralized purchasing – cloud and on premise for hybrid migration by customers
Centralized asset management through Volume License Service Center (with partner access option)
3-year L&SA spread payments with 0% financing cost for on premise software
One-year prepaid SKUs for O365/cloud services, priced and billed by partner

14. Partner Incentives 6/10/2018 5:47 PM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. O365 Partner AND CRMOL Incentives
*New* Partner Incentives for Office 365 and CRMOL!
T&C
O365 Partner Incentives
CRMOL Partner Incentives
For managed and unmanaged resellers; Open and CSP licenses
Payout: $15/$30/$50 per seat dependent on SKU, E3,E4,E5=$50 per seat; Office 365 BP, ProPlus and Business=$30 per seat, EXOL, Office 365 BE, Office 365 K1=$15 per seat
Customer: Must be net-new cloud customer; must be net-new customer#4 or higher during offer period; All customers must be 5 seats or higher to be paid; 50% active usage or higher on one workload by end of the offer period; Customer must be current on payments
Partner: Must Partner of Record
Minimum: 5 seats or more, minimum $250 total partner payout
Maximum: 50 seats, total payout cap of $10k per Partner
Registration portal will be live March 1, 2016
WW portal registration required prior to June 1, 2016
Payout via wire transfer
Partners must register once to participate and accept all 3 program Ts&Cs; no individual deal claiming required
Offer period: February 1 – June 30, 2016
Payout: $120 per seat, CRMOL Pro and Pro add on to O365 ONLY
Customer: Must be current on payments
Partner: Must be Partner of Record
Minimum: 5 seats, minimum $250 total partner payout
Maximum: 10 seats and $1,200 per customer, total payout cap of $100K per partner
WW portal registration required prior to June 1st
Partners must register once to participate and accept all 3 program Ts&Cs; no individual deal claiming required
Offer period: February 1 – June 30, 2016

16. O365 Adoption Offer Expanded
ModernBiz
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Grow
Anywhere
Connect
O365 Adoption Offer Expanded
*EXPANDED* Office 365 Adoption Offer NOW Includes Customers purchasing 50 to 149 Seats
Who/When/Resources
Who
Expansion of the current FY16 Adoption Offer for O365 is expanded to help Partners deliver value to small and mid-sized customers, including those purchasing 50 to 149 seats. See chart for requirements and eligible payout levels and funds.
Partners can utilize these funds to drive active usage of non-Exchange workloads.
All qualifying customers will also be eligible to utilize Fast Track for assistance to migrate their files to OneDrive for Business and SharePoint Team Sites from file shares or Google Drive.
When
Offer available February 1 – June 30, 2016
Resources
Drive awareness and engagement of FastTrack and Adoption Offer to all partners and eligible customers.
FastTrack and Quick Leads Briefing Document
FastTrack Center Benefit Details (details for customers)
FastTrack for Office 365 FAQ (to be updated by Feb. 1)
FastTrack for Partners (to be updated by Feb 1)
Drumbeat Training (to be updated for SMB by Feb 1)
For questions on this Adoption Offer,

17. Office 365 FY16 Adoption Offer Original Program DL extended
6/10/2018
ModernBiz
Safeguard
Grow
Anywhere
Connect
Office 365 FY16 Adoption Offer Original Program DL extended
Office 365 Adoption Offer
Partner funding to drive Office 365 active seat usage for any single workload
(SharePoint, Skype for Business, Office Pro Plus, Yammer)
Eligible Partners: Cloud Productivity Competency
Partners and Onboarding Center Integration
Partners may leverage the Onboarding Center & Fast Track Success Center to help drive active seat usage, including activities like:
Training and managed services
Change management
Building LoB applications
Partners may leverage the Onboarding Center & Fast Track Success Center to help drive active seat usage, including activities like:
Training and managed services
Change management
Building LoB applications
T&C
Who / When
What
Any customer* who buys 150+ eligible seats of Office 365 & sets up a new tenant
Office 365 Enterprise plans (E1, E3, E4)
Office 365 Pro Plus, SharePoint Online, OneDrive Online, Project Online, Project & Visio, and Skype for Business standalone SKUs
September 1, 2015 – June 30, 2016
*Includes trial customers
Partner Funding Customers earn funds on a per seat basis for CPC Partners to drive active seat usage
150+ eligible SKUs to qualify
$15 per seat for the first 1000 seats, then $5 per seat above 1000 seats
$60,000 limit per customer
Partner Proof of Execution for Payment:
Customer approved Success Plan in the Fast Track Portal
5% Active Seat Usage = 1/3 payment of eligible funds
15% Active Seat Usage = remaining 2/3 payment of eligible funds within 12 months of purchase
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The 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.

18. 6/10/2018 5:47 PM
Resources
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. Licensing Questions? We’ve got help!

20. SMB Customer Offer and Partner Incentives
View all campaign assets
SMB Customer Offer and Partner Incentive site offers a toolkit of resources to support your marketing and sales efforts, ranging from web to direct marketing to events. Specifically relating to promotions is the SMB Customer Offers and Channel Incentives campaign. If you're thinking about reaching out to your customers, check out these materials to help you get started
Direct link to assets from desired Promotion
Useful crosslinks to related campaigns

21. US SMB Promotions Dashboard
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
Offer duration
New offers highlighted
Link to T&Cs
Links SMB Offers and Incentives Marketing Materials

22. US SMB Partner Center Link to Promo Dashboard Promotions Overview Deck

23. Initiate customer conversations, build pipeline, close deals
Next Steps/Actions
Include offers in every customer conversation
Leverage US SMB Partner Center material for quick and easy demand generation
Prep for SA renewals to expand deal size and establish a roadmap
Attach Windows 10 devices and your value added services
Lead with cloud, the new annuity!
Initiate customer conversations, build pipeline, close deals

24. Resources Corporate Buyback – Redemption Site
CRMOL Sales Productivity – MS.com Site
O365 Add Ons – Product List
VAR Rebate & Champions Club – MPN Site
MOSP Advisor Program
TouchWins Device Rebate Program

25. 6/10/2018 5:47 PM
Thank You!
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

26. 6/10/2018 5:47 PM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.