2. Cloud Solution Provider Program
Jeff Edwards – Director ERP Partner Strategy
Greg Avedesian – Interim CRM Partner Strategy
DYN12

3. The Cloud Solution Provider (CSP) Program
Worldwide Partner Conference 2015
4/22/2017 9:35 PM
The Cloud Solution Provider (CSP) Program
Dynamics CRM Online
Enterprise Mobility Suite
Microsoft Azure
Office 365
Dynamics AX7**
Microsoft is expanding the CSP program to more partners with access to new cloud services, more markets and new capabilities.
Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services.
Partners create the offer, set the price and own the billing terms with their customers.
Own and Control the Billing
Provision, Manage and Support
Sell Integrated Offers and Services
As John Case revealed yesterday, Microsoft is expanding the CSP program with Dynamics CRM Online joining Office 365, Azure, Intune, and EMS! In the CSP program, partners can:
Sell integrated offers and solutions across all our cloud services
Add partner services and IP to deliver a complete end-to-end solution
Own the end-to-end customer lifecycle with direct provisioning, management, and support
Own and control the billing relationship – partners create an offer, set the price, and manage the billing terms, providing one convenient bill to our customers.
The Cloud Solution Provider program keeps partners at the center of the customer relationship and provides opportunities to upsell, driving higher customer adoption, satisfaction and loyalty.
We feel like this program was tailor made for Dynamics. This is a great fit and strategic long-term program for our partners because selling packaged business solutions is what Microsoft Dynamics is all about!
CSP provides partners with access to new cloud services, more markets, and great platform capabilities.
** Dynamics AX
coming soon!
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. What CSP Enables 1 2 3 4 Example: $99 per user per month A complete
4/22/2017 9:35 PM
Dynamics CRM Online
Office 365
Azure
Services
Partner IP
What CSP Enables
Cloud
Office 365
Services
Example:
$99 per user per month
Dynamics CRM Online
Partner IP
A complete
Partner Solution
So what does this mean practically? Here’s an example of what a partner can do under the CSP program:
gives partners and customers what they want
keeps partners at the center of the customer relationship
tailor made for Dynamics
great fit and strategic long-term program bc selling packaged business solutions is what Microsoft Dynamics is all about
CSP:
Creates a smoother buying process for customers
Enables partners to become trusted advisors as one-stop source, selling “Business Solutions from Microsoft”
Provides partners more control, more ownership, and more tools to service the complete customer lifecycle
Partners make the billing process simple, discounted, and easier for customers.
Partners can recognize top-line revenue which will help with their valuations.
Azure
Create cloud subscription & partner offer 1
Set package price and sell to customers 2
Place orders for Microsoft Cloud Services 3
Offer packaged solution that’s supported and billed monthly 4
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Business Models 1-Tier Direct 2-Tier Indirect Customer
4/22/2017 9:35 PM
Business Models
Customer
1-Tier Direct
Cloud Solution Provider
Microsoft
2-Tier Indirect
Customer
Reseller
Microsoft
Cloud Solution Provider Distributor
Two motions:
1T like web direct
2T like Open
Disti motion for CRM:
Working with distis to get them to light their channel
They are partnering with CRM partners for sales and implementation capability and capacity
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Which Tier Is Best For You?
4/22/2017 9:35 PM
Which Tier Is Best For You?
Business Model Requirements:
Managed Services / Solutions
End-Customer Support
Ability to Scale
Billing & Invoice
A high capability bar and a strong services business model is required
Services Business Model
CSP partners must have managed services, customer solutions or applications to bundle with Microsoft Cloud Services.
Support
CSP partners are responsible for end-customer support so they must have local language support, support ticketing and case management tools and established support policies and practice.
Scale
CSP partners must have an existing customer base, demand generation engines, financial health and ease.
Billing & Invoice
CSP partners must have capability to manage customer invoicing and receiving.
Yes to all
Not all
1 Tier CSP
Work directly with Microsoft
2 Tier CSP
Work with a Cloud Distributor
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. Programs To Help Partners

8. Partner Competencies and Support Plans
Worldwide Partner Conference 2015
4/22/2017 9:35 PM
Partner Competencies and Support Plans
Cloud Competencies
Cloud CRM – Available Now!
Cloud ERP – Coming Soon!
Base level of MPN support
Access to demos
Priority placement in Pinpoint Marketplace
Internal Use Rights to run your business
Partner Support Offerings
Best
Better
Good
Premier Support for Partners
Most comprehensive support for partners with highly complex customers – whether in the cloud, hybrid, or on-premises
Advanced Support for Partners Advanced support for partners who are growing their cloud business with moderately-complex customers
MPN Technical Services
Foundational support for partners who are establishing their cloud business
New
Level of support
Our commitment
Help partners continue growth momentum and provide the best service to their customers by offering flexible support options aligned with their needs and capabilities.
Learn more about the support programs and benefits available to your business at aka.ms/partnercloudsupport
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Worldwide Partner Conference 2015
Today, we’re announcing a new cloud partner support offering, Advanced Support for Partners — cloud support at an accessible price point that helps Partners be a great ally to their customers and grow their business faster.
Announcing Microsoft Advanced Support for Partners
Worldwide Partner Conference 2015
4/22/2017 9:35 PM
Backline support incidents with Microsoft & access to technical support resources 
Assistance on deployments, migrations, best practices, and check points for ISVs 
Creates highly skilled partners capable of getting and keeping a customer in production 
Affordable monthly subscription with no upfront investment
Does two things:
Backline support via incidents and technical resources
Trains partners to help them get and keep customers in production 
Limited preview starts today, general availability targeted for Fall 
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. CSP Licensing

11. What’s Included In CSP Offers in July?
4/22/2017 9:35 PM
What’s Included In CSP Offers in July?
CRM Online Licensing
What is available
What’s NOT available
Dynamics CRM Online Essential
Dynamics CRM Online Basic
Dynamics CRM Online Professional
Microsoft Social Engagement Professional (through Dynamics CRM Online Professional)
Microsoft Dynamics Marketing
Parature, from Microsoft
Dynamics CRM Online Enterprise
Microsoft Social Engagement Enterprise
Commercial and Government Pricing
Non-Profit Pricing
Academic Pricing
Government Community Cloud Pricing
© 2013 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.

12. Promotional Pricing for CSP
4/22/2017 9:35 PM
Promotional Pricing for CSP
CRM Online Licensing
For Sale With Office 365
Every Day Price
Other Options
Microsoft Dynamics
CRM Online Professional
Add-On to Office 365*
Available Autumn 2015
Microsoft Dynamics
CRM Online Professional
$65.00
/user/month Estimated Retail Price
Microsoft Dynamics CRM Online Basic
$30.00
/user/month Estimated Retail Price
Microsoft Dynamics CRM Online Essential
$15.00
GREG THIS SLIDE
JEFF NEXT SLIDE
This Autumn we will also introduce a new license, which provides an additional discount on CRM Online Professional if it is purchased with Office 365
Qualifying Office 365 licenses are Office 365 Plan E3 and higher, Business Premium
* Programmatic pricing, requires Office 365 Business Premium or Office 365 Plan E3 or higher to qualify for Add-On pricing
© 2013 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.

13. Worldwide Partner Conference 2015
4/22/2017 9:35 PM
Licensing Programs
ERP On-Premise
CRM Online
Cloud Future
EA /
MPSA
CSP EA EA
EPG
MPSA CA
SPA & DPL
CSP
We have only on-prem for ERP now, but coming soon
We are further along for CRM because we have online offerings
Future: Headed to the cloud. EA/MPSA and CSP
Open
SMB
Web-Direct
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. Partner Incentives

15. CSP vs Web-Direct Partner Incentives CSP (1 Tier) Partner Discount:
4/22/2017 9:35 PM
CSP vs Web-Direct
Partner Incentives
Year 1
Year 2+
CSP (1 Tier)
Partner Discount:
Rebate*:
25% 6%
25%
6%**
Web-Direct
Sell:
Manage:
12% 3% 0% 3%
GREG THIS SLIDE
GREG NEXT SLIDE
- For those of you familiar with the CRMOL… No CSA fees! Only a partner discount. Much easier operationally.
Look at this investment compared to web direct. YoY.
Microsoft is investing heavily into CRMOL
* Cash Rebate paid on a semi-annual basis.
** Rate subject to change
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. Price Charged To Partner
4/22/2017 9:35 PM
CRM Online in CSP
1 Tier Partner Incentives
Price To Customer
Value Added Services
25% Partner Discount
6% Rebate
Partner IP
Support
Partner Revenue
CRM Online
List Price
CRM Online
List Price
Price Charged To Partner
Economic Incentives
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

17. Price Charged To Partner
4/22/2017 9:35 PM
CRM Online in CSP
1 Tier Partner Incentives
$99/user/month
Price To Customer
Value Added Services
25% Partner Discount
$16.25
6% Rebate
$2.93
Partner IP
$65/user/month
$65/user/month
Support
Partner Revenue
CRM Online
List Price
CRM Online
List Price
$48.75/user/month
Price Charged To Partner
Economic Incentives
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Online Services in CSP Microsoft CRM Online Microsoft Office 365
Partner Incentives
Year 1+
CSP
(1 Tier)
Partner Discount:
Rebate*:
25% 6%
Microsoft CRM Online
Partner Discount:
Rebate*:
20% 6%
Microsoft Office 365
- Investment to reward solution selling.
- Heavier lift. Greater sales effort to sell complex business solutions
- More so than the transactional products of Office and Azure
Partner Discount:
Rebate*:
15% 6%
Microsoft Azure
* Cash Rebate paid on a semi-annual basis. Rate subject to change
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. Worldwide Partner Conference 2015
4/22/2017 9:35 PM
Dynamics CRM Online
Enterprise Mobility Suite
Microsoft Azure
Office 365
Dynamics AX7**
Own and Control the Billing
Provision, Manage and Support
Sell Integrated Offers and Services
Dynamics Partners
Dynamics partners are at the center of the opportunity with the Cloud Solution Provider Program.
This program is :
About selling cloud business solutions from Microsoft
A competitive advantage into new markets & existing customers
This program was made for Dynamics. This is a great fit and strategic long-term program for us. It benefits YOU because Dynamics partners know how to sell complex business solutions – you’ve been doing it for years.
As we “align to the core”, all Microsoft customers benefit from the packaged solutions our partners can deliver. Capable Dynamics partners will be very popular with the rest of the partner ecosystem who lack the capability and capacity to deliver.
** Dynamics AX
coming soon!
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

20. Sign Up For CSP! Dynamics CRM Online
Enterprise Mobility Suite
Microsoft Azure
Office 365
Dynamics AX7**
Talk to your Microsoft account representative and ask to join the CSP Program
Own and Control the Billing
Provision, Manage and Support
Sell Integrated Offers and Services
Let us know you would like to join by completing the CSP partner information form at
Visit the CSP portal on MPN to learn more
** Dynamics AX
coming soon!

21. 1-Tier CRM Partner Nomination Process
Field downloads a copy of this Application Form and sends it to the CRM Partner
**Please ensure you are using the most up to date version linked above** 2
CRM Partner fills out and s the completed Application Form to PB&D Lead 3
PB&D Lead reviews Application and locates the CRM Partner record in TFS 4
PB&D Lead completes the Nomination by completing required fields, approving the submission and attaching the application form 5
Operations initiates business vetting, once approved, partners are sent a link to begin onboarding to CSP 6
Partner creates tenant & accepts contract terms to receive access to Partner Center

22. Approved 2-Tier Partner List

23. Video

24. 4/22/2017 9:35 PM
© 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.

25. The Cloud Solution Provider (CSP) Program
Dynamics CRM Online
Enterprise Mobility Suite
Microsoft Azure
Office 365
Dynamics AX7**
Microsoft is expanding the CSP program to more partners with access to new cloud services, more markets and new capabilities.
Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services.
Partners create the offer, set the price and own the billing terms with their customers.
Own and Control the Billing
Provision, Manage and Support
Sell Integrated Offers and Services
Talk to your Microsoft account representative and
ask to join the CSP Program
Let us know you would like to join by completing the
CSP partner information form at
Visit the CSP portal on MPN to learn more
** Dynamics AX
coming soon!

26. 1 Tier Capability Requirements
4/22/2017 9:35 PM
1 Tier Capability Requirements
A high capability bar and a strong services business model is required
Services Business Model
CSP partners must have managed services, customer solutions or applications to bundle with Microsoft Cloud Services.
Scale
CSP partners must have an existing customer base, demand generation engines and financial health.
A high capability bar and a strong services business model is required
Services Business Model
CSP partners must have managed services, customer solutions or applications to bundle with Microsoft Cloud Services.
Support
CSP partners are responsible for end-customer support so they must have local language support, support ticketing and case management tools and established support policies and practice.
Scale
CSP partners must have an existing customer base, demand generation engines, financial health and ease.
Billing & Invoice
CSP partners must have capability to manage customer invoicing and receiving.
Support
CSP partners are responsible for end-customer support so they must have local language support, support ticketing and case management tools and established support policies and practice.
Billing & Invoice
CSP partners must have capability to manage customer invoicing and receiving.
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

27. Microsoft cloud partner support offerings
We are committed to helping you grow your cloud business and provide the best service by offering flexible support options designed to meet you and your customers’ needs.
Account management
Service delivery
Deployments covered
Problem resolution
Assigned
On-site and remote
Cloud
Hybrid
On-premises
Fastest response
(1st priority, 1/2/4 SLA, CritSit)
Pooled
Remote
Limited Hybrid
Faster response
(2nd priority, 1/2/4 SLA)
N/A
Standard response
(3rd priority, 2/4/8 SLA)
Best
Better
Good
Premier Support for Partners
Most comprehensive support for partners with highly complex customers – whether in the cloud, hybrid, or on-premises
Advanced Support for Partners Advanced support for partners who are growing their cloud business with moderately-complex customers
MPN Technical Services
Foundational support for partners who are establishing their cloud business
New
Level of support
Learn more about the support programs and benefits available to your business at aka.ms/partnercloudsupport

28. Customer Scenarios: Licensing Programs options
Managed Cloud Solutions
Software + Cloud
Software
Customers that want an on premise only solution
Customers that want a mixed cloud plus on premise offer
Customers that want a Partner managed cloud solutions
Software +
Customers that want on premise +
Partner managed cloud solutions
Customer Segment EA or
MPSA
Open
CSP
CTM
SMB