3. Access targeted cloud training courses and learning paths to help you build your cloud expertise Access online technical support communities 25 seats of Office 365, Windows Intune, and CRM Online Access online technical support communities and 5 advisory hours Marketing kits, priority listings in the Microsoft Pinpoint online marketplace and Microsoft Office 365 marketplace Cloud Accelerate badge and press release, marketing kits, priority listings in the Microsoft Pinpoint online marketplace, and Microsoft Office 365 marketplace Channel Incentives Internal Use Rights 250 seats of Office 365 and CRM Online, 100 seats of Windows Intune Delegated administration and partner dashboard to manage customer trials and customer accounts Core advisor incentives available for qualified partners Earn accelerators for your sales above 3 customers and 150 seats Training Marketing Support Tools

4. Sign up for Cloud Essentials Jumpstart your cloud business www.microsoftcloudpartner.com Delegated Admin Privileges Internal Usage Rights Commerce Features Qualify for Cloud Accelerate Build a profitable cloud business Sell 3 customers/150 seats + earn a Microsoft Competency or Microsoft Action Pack Subscription Incentive Accelerator Partner Support Internal Usage Rights

7. Go to http://www.microsoftcloudpartner.com/

8. Sign in to enroll in the Cloud Programs

10. Introduction to Selling Microsoft Online Services:

11. Required assessment: Microsoft Partner Network Sales and Services Assessment for Microsoft Online Services ​

12. For support you can contact the Regional Service Center: Call: 0-800-156-64 Email: mpnemea@microsoft.com mpnemea@microsoft.com There is also a FAQ available!FAQ

14. Requirements: Same enrollment process as for Cloud Essentials: Signed Microsoft Online Services Partner Agreement (MOSPA) Any extra requirements? Silver or Gold Competency or MAPS Sold at least 3 deals with a combined total of 150 or more seats in last 18 months Fee? If not Silver, Gold or MAPS: you will be required to meet the requirements for and obtain a Microsoft Action Pack Subscription or Silver Competency Since August 2012, you are automatically signed up for Cloud Accelerate, once you fulfill the necessary requirements

16. Access targeted cloud training courses and learning paths to help you build your cloud expertise Access online technical support communities 25 seats of Office 365, Windows Intune, and CRM Online Access online technical support communities and 5 advisory hours Marketing kits, priority listings in the Microsoft Pinpoint online marketplace and Microsoft Office 365 marketplace Cloud Accelerate badge and press release, marketing kits, priority listings in the Microsoft Pinpoint online marketplace, and Microsoft Office 365 marketplace Channel Incentives Internal Use Rights 250 seats of Office 365 and CRM Online, 100 seats of Windows Intune Delegated administration and partner dashboard to manage customer trials and customer accounts Core advisor incentives available for qualified partners Earn accelerators for your sales above 3 customers and 150 seats Training Marketing Support Tools

17. Sign in using the Microsoft Account associated with your MPN membership. Same ID used to sign in to partner.microsoft.com

25. To ensure others in your company can see and use the partner features, select Yes

26. Repeat procedure Office 365: 1.Go to https://www.microsoftcloudpartner.com/GetBenefits.aspx 1.Select benefit 2.Follow indicated procedure

27. TryLead GenDeploy Deploy using the Office 365 onRamp tool and perform delegated admin duties Generate Leads by inviting customers to try or buy Build your sales acumen by leveraging your free Internal Use Rights (IUR)

29. 25 seats of: Microsoft Office 365 Windows Intune Microsoft Dynamics CRM Online Is there an option to purchase additional seats of the online cloud services? Licenses purchased at partner preferred pricing are not meant to exceed the organization’s Internal Use Rights (IUR) caps described in the Cloud Program benefits. These licenses are meant to provide partners with continuous access to Online Services in the event a partner does not qualify for IUR through the Cloud Partner Program. Partner preferred pricing is currently available for $19 per seat Is there a limit to how many licenses I can purchase and add to my IUR domain? No.

32. New Demo Account 1. Sign up for Microsoft Cloud Essential Pack at www.MicrosoftCloudPartner.com www.MicrosoftCloudPartner.com 2. Go to www.Office365.com and complete registration for a trial account www.Office365.com 3. Activate your account and begin customizing your domain 4. Contact Microsoft Online Services Support through MOCP https://mocp.microsoftonline.com/site/support.aspx to request a one- year extension of your existing account including Partner ID, Live ID, and Order Number in the email https://mocp.microsoftonline.com/site/support.aspx Extending Existing Demo Account 1. Contact Microsoft Online Services Support through MOCP https://mocp.microsoftonline.com/site/support.aspx to request a one- year extension of your existing account including Partner ID, Live ID, and Order Number in the email https://mocp.microsoftonline.com/site/support.aspx

33. Enables Partners, the Microsoft field, and Microsoft business groups to create new simulation demos with an easy-to-use application. What is a Simulation? Click through demo that a presenter uses to show the audience how a solution or product functions without having a virtual machine or product environment running. Give your audience a realistic demo that eliminates the problems with demonstrating complex setups using virtual machines. Simulations are ‘lightweight’ and can be shared with others through the Demo Showcase web site. Direct towards the Demo Showcase web site

35. It enables you to offer an extra service towards your customer, as you will manage your customers administration. This includes: Control of the users Check invoices Perform license upgrades Assist with technical issues; eg. Log a service request for a customer. Note, this is not an automatic process and will have to be confirmed by the customer

36. Partners will log in to their Microsoft Online Portal for access to the partner capabilities: Purchase Offers Trial Invitations Delegated Administration. Once logged in, they will click on the Partner link at the top to arrive at this page.

38. You didn’t include Delegated Administration in the trial invitation or purchase offer OR the customer chose not to accept it, this link enables the partner to offer Delegated Administration to a customer already subscribed to the service.

39. To perform administrative actions for a customer who has already authorized the partner as a Delegated Administrator, the partner simply looks up the customer by - username - domain name

40. When the customer is found, some basic information is provided to help the partner confirm that this is the correct customer. A link lets the partner click through to the customer’s Admin controls.

41. You’re now seeing the same Admin page that the customer would see, and can perform all admin tasks.

43. The Customer Experience

45. Customers who chose to click on the link, will be asked to sign in before accepting the partner as the delegated administrator

46. Once signed in  customers can authorize partner as a delegated administrator How? Select the checkbox next to the “Yes” statement and clicking OK

47. After approving the request, customer gets the list of delegated administrators. To return here in the future, the customer can click Overview under Support, then Manage your delegated administrators.

49. A trial invitation lets your customers try Office 365 by using the Partner overview page in Office 365. The invitation can contain one or more services, depending on the offer. If you’re certified to offer delegated administration you can add an option to administer on behalf of the customer to the trial invitation. This makes it easier for your customer to try office 365 the purchase offer Follow up by creating and sending a purchase offer that’s customized to fit the needs of your customer including the specific services and the number of licenses your customer needs.

50. Log in to the Microsoft Online Portal for access to the partner capabilities: Purchase Offers Trial Invitations Delegated Administration Once logged in, you can click on the Partner link at the top to arrive at this page.

51. Remember to include the option for Delegated Administration Next You can configure the trial invitation Link is not restricted or linked to a specific customer: anyone who receives the link can click on it to view the trial invitation If you’re eligible for Delegated Administration, make sure to include that in the offer.

52. You can decide how to communicate the trial link to your customers: Text is ready to be copied into an e-mail Copy the URL and place it in a marketing message

54. 1.Sent a trial invitation for Office 365 to a customer, you can 2.Follow up by creating and sending a purchase offer that’s customized to fit the needs of your customer. 3.Create an offer that includes the specific services and the number of licenses your customer needs. Note: POR is included in the PO You can fill in the PO for your customer Afterwards, only has to be approved by the customer

55. Same procedure as for Trial Invitations: Log in to the Microsoft Online Portal for access to the partner capabilities: Purchase Offers Trial Invitations Delegated Administration Once logged in, you can click on the Partner link at the top to arrive at this page.

56. Remember to include the option for Delegated Administration Next You can configure the trial invitation Link is not restricted or linked to a specific customer: anyone who receives the link can click on it to view the trial invitation If you’re eligible for Delegated Administration, make sure to include that in the offer.

57. You can decide how to communicate the trial link to your customers: Text is ready to be copied into an e-mail Copy the URL and place it in a marketing message

59. PoR fees are earned at negligible cost and offer 100% gross margin. As PoR fees are recurring, they are a predictable revenue stream on which to base costs and that is very useful to financial planning.* * Thinking of Selling Office365? Ask the Smart Questions. Frank Bennet & Dan Lewis, 2012

60. Paid monthly More info: https://mspartner.microsoft.com/nl/be/Pages/Solutions/micr osoft-online-services.aspx https://mspartner.microsoft.com/nl/be/Pages/Solutions/micr osoft-online-services.aspx

61. 1. Microsoft will send an e-mail To the Microsoft partner account administrator for your organization with details of the fees paid monthly and within 14 days by Microsoft 2. Create an invoice Based on the information of that e-mail Don’t forget to include any VAT (BTW/TVA) 3. Send a soft copy or hard copy of the invoice By e-mail: MOSPfeesemea@msdirectservices.com By fax: +49-5241-80-689068 Or by mail: Microsoft Ireland Operations Limited Attention: Microsoft Rebate Center P.O. Box 1165 33759 Versmold GermanyMOSPfeesemea@msdirectservices.com

62. To receive your POR fees via a bank transfer: – Complete the Bank Detail Request Form. – Send it to the address listed on the form. Microsoft must receive an invoice from the partner before POR fees can be paid. Customers will only receive a soft copy of their invoice. –On the Windows LiveID on which their Office 365 account is registered. –Also accessible via Administration centre. Reporting –Montly statement of deals the partner has closed or has pending send to Partner. –Possibility to view statements online, through Partner Dashboard.

64. https://partnerdashboard.microsoft.com/ Gives an overview of all your customers and their accounts Track your Microsoft Online Services customer quotes, trials, and subscriptions. Identify deals that may be at risk.

65. Where can you find fee information?

66. Partner Dashboard: interesting functionalities

68. Sign up for Cloud Essentials Jumpstart your cloud business www.microsoftcloudpartner.com Delegated Admin Privileges Internal Usage Rights Commerce Features Qualify for Cloud Accelerate Build a profitable cloud business Sell 3 customers/150 seats + earn a Microsoft Competency or Microsoft Action Pack Subscription Incentive Accelerator Partner Support Internal Usage Rights

69. Enrolling in Cloud Essentials/Cloud Accelerate OR general Cloud Partner Program Questions? Contact the Regional Service Center on 0-800-156-64Regional Service Center Activating your Microsoft Office 365, Windows Intune, Windows Azure Benefits? Contact the Microsoft Online Services Support TeamMicrosoft Online Services Support Team Activating your Microsoft Dynamics CRM Online Benefits? Contact the Microsoft Dynamics CRM Online Support Team on 0800-376-2862Microsoft Dynamics CRM Online Support Team Partnerstatus and registration as Online Services Partner : Regional Service Center; e-mail or call 0800-0235251e-mail Subscriptions, payments, and functionings: Online Services center; e-mail or call 0800-0202546e-mail Technical questions about the functionality of Online Services : Technical Sales Assistance Team; e-mail or call 020-5001002e-mail