1. Microsoft Education
Better outcomes, proven results, trusted technology

2. Qualified EDU offers in CSP

3. EDU offers in CSP Office 365 Intune for Education *Coming soon
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Office 365
Intune for Education *Coming soon
Dynamics CRM Online
Power BI
Minecraft: Education Edition *Coming Soon
Azure metered services *No incremental EDU discounting
…..and more
EDU offers in CSP
Qualified EDU offers with Academic Pricing are available to Authorized Education Partners (AEP) in CSP
Most current EDU offers and Academic Pricelist can be found on the Microsoft Partner Center ( in the Pricing and offers page. (Partner Center log in required)
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. CSP & Partner Economics
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CSP & Partner Economics
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Capture the lifetime value of customers
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Traditional model
New model
YEAR 1
YEAR 2
YEAR X
YEAR 3
UPGRADE TO NEW VERSION
LAND
EXPAND
Capture the lifetime value of customers
Deliver & capture Customer Lifetime Value through CSP:
Schools are looking for ways to optimize operations in order to stay competitive. Become the trusted advisor of your education customers and guide them through the digital transformation journey. Leverage every customer touch points enabled through CSP, to look for opportunities to improve a system or add a tool and services to better serve customers. In return, capture the recurring revenues in perpetuity enabled through the relationship and trust you’ve built with your customers.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Cloud Solution Provider
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 +
8% CSP incentive (FY17 rate)
Azure
15% discount (from Commercial Pricing) + 8% CSP incentive (FY17 rate)
CRMOL
25% discount from EDU Pricing+ 8% CSP incentive (FY17 rate)
Indirect CSP Provider
Discount + promo incentives
Indirect Reseller
Microsoft
Customer
Discount passed down from Indirect CSP Provider + 8% CSP incentives

7. Partner Average gross margins
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How do I make money?
Partner Average gross margins
(aka.ms/cloudprofit)
CSP margins & incentives
Direct CSP partner margins
Azure = 15%
Office 365 (paid SKUs), Intune = 20%
Dynamics = 25%
Incentives requirements & details
Active MPN ID and signed agreement
Managed partner list
Onboard to Incentive Payment Tool
8% for direct partners & indirect resellers (FY17 rate)
Local incentives may be available
Partner Margin & Incentive information on the left hand side.
However, the ultimate profit of successful CSP partners should really be coming from the price of the total solution that you provide to the customers.
Find out more at aka.ms/cloudprofit
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Financials - Example 9/19/2018 3:44 PM Partner services
Ongoing
management
Services/ app
Lifecycle mgmt
X$ / Month
Partner
Productize IP
Avg. 35% ~ 75% margin
Deployment/
Customization
Consulting
Services
Analytics &
Operational biz
intelligence
Microsoft EDU services stack
O365
Add-ons
$/user/mo
Minecraft:
Education
Edition
Coming soon
Azure &
Cloud IT
Mgmt
$/mo
CRMOL
Product margin (15%~25%)
8% CSP incentive
Microsoft EDU core offerings
Microsoft is committed to create more customer demand & help you deliver more MSFT offerings – the left and middle.
With CSP, we make it easier for partners to build & deliver Partner Services to your customers.
New Windows 10 device & O365
$199 / device (example)
Intune for Education
$30 / device
Device margin
20% margin
8% CSP incentive
EduWIns Incentive (for EduWins partners only)
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. 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