Enabling Rewarding Your Cloud Transformation September 2014 program
Enabling & Rewarding Your Cloud Transformation September 2014 program update
Partners generating more than 50% of their revenue from the Cloud have: 1. 5 X the gross profit % vs. their less cloud active peers 1. 6 X the recurring revenue as a portion of total revenue vs. other partners 1. 3 X higher new customer ratio vs. other partners
Worldwide public IT Cloud Services Revenue in 2017 $108 B will grow five times faster Middle East Central and Africa Eastern Europe Japan the IT industry as a whole 1% 1% Latin America Public IT cloud services spending reached $47. 4 billion in 2013, and 4% United States 44% 21% 29% Canda 2% Emerging Markets 5% 14% Asia/Pacific (excluding Japan) Western Europe Emerging markets will grow 1. 8 X faster
60% Fortune 500 companies using Office 365 Microsoft’s Fastest growing product ever 57%+ 1, 000 Fortune 500 using Microsoft Azure customers are signing up for Azure every day Source: Microsoft
Introducing the New Cloud Performance Path
Enteratatthe the. Silverlevelatatno nocost* cost Enter at the Gold level at reduced fee We are introducing three new competencies for Microsoft Office 365 and Microsoft Azure that you can qualify for through your proven cloud performance. Unlock the benefits of partnership by simply growing your Cloud business Cloud Productivity Small and Midmarket Cloud Solutions Cloud Platform *Silver entry fee promotional through June 30, 2015 Pass technical exam Proven cloud Grow your performance Cloud business Customer references & satisfaction • Unlimited cloud support • Additional internal use rights and Azure development and test environments • Partner incentives and access to special offers • Guaranteed account management at the Gold level • Priority placement in Pinpoint marketplace
Enter at the Silver level at no cost* Enter at the Gold level at reduced fee Partners earn additional benefit and support by reaching these performance requirements. Cloud Productivity 500 assigned seats (150 seats in developing markets) in last 12 months Small and Midmarket Cloud Solutions 150 seats with at least 10 new customers in last 12 months Cloud Platform *Silver entry fee promotional through June 30, 2015 1, 500 assigned seats (500 seats in developing markets) in last 12 months 300 seats with at least 30 new customers in last 12 months $25 K ($15 K in developing markets) customer and/or partner EA consumption and Open sales in last 12 months $100 K customer and/or partner EA consumption and Open sales in last 12 months
cloud-focused competencies performance help partners transition Silver Small and Midmarket Cloud Solutions (Office 365) Cloud Productivity (Office 365) + Cloud performance + 1 person passing tech exams# + Cloud references Cloud Platform (Azure) Gold + + Cloud performance 2 people passing technical exam CSAT Cloud references #No exam requirement for Small and Midmarket Cloud Solutions Eligibility: No changes to existing competencies. Reduced competency fees* Benefits: Cloud benefits to help enable partners to move their business to the cloud (including cloud internal use rights, cloud support and training) *Silver entry fee promotional through June 30, 2015
Requirements Silver Gold 150 seats of Microsoft Office 365, at least 10 new customers* 300 seats of Microsoft Office 365, at least 30 new customers* 3 unique Microsoft Office 365 customer references* 5 unique Microsoft Office 365 customer references* Two certified individuals Gold competency fee at reduced rate Microsoft Office 365 Demo tenant Benefits Unlimited Signature Cloud Support Eligible for Microsoft Online Services Advisor Web-Direct Accelerator for Office 365 Priority Placement on Pinpoint Marketplace Additional 10 seats of Microsoft Office 365 Additional 25 seats of Microsoft Office 365 Guaranteed account management *Silver entry fee promotional through June 30, 2015
Requirements Silver Gold 500 seats of Microsoft Office 365 Exchange Online* (150 seats in developing markets) 1, 500 seats of Microsoft Office 365 Exchange Online* (500 seats in developing markets) 3 unique Microsoft Office 365 customer references* 5 unique Microsoft Office 365 customer references* One certified individual Two certified individuals Gold competency fee at reduced rate Microsoft Office 365 Demo tenant Unlimited Signature Cloud Support Benefits Eligible for Microsoft Online Services Advisor Web-Direct Accelerator Incentive Eligible for Microsoft Online Services Advisor Deploy Accelerator Incentive Eligible to participate in Microsoft Office 365 Adoption Offers Priority Placement on Pinpoint Marketplace Additional 25 seats of Microsoft Office 365 *Silver entry fee promotional through June 30, 2015 Additional 100 seats of Microsoft Office 365 Guaranteed account management
Requirements Silver Gold $25 K ($15 K in developing markets) $100 K customer and/or partner EA consumption and Open sales* 3 unique Microsoft Azure customer references* 5 unique Microsoft Azure customer references* One certified individual Two certified individuals customer and/or partner EA consumption and Open sales* Gold competency fee at reduced rate Eligibility to participate in Azure Special Offers Benefits Priority Placement in Pinpoint Marketplace Unlimited Signature Cloud Support Microsoft Azure IURs - $100/mo consumption plus $250/mo credit Microsoft Azure IURs - $100/mo consumption plus $500/mo credit Eligible for Azure Deployment Planning Services Guaranteed account management *Silver entry fee promotional through June 30, 2015
Cloud Accelerate & Cloud Deployment partners Who meet the performance thresholds for Small and Midmarket Cloud Solutions or Cloud Productivity as of September 29 Azure Circle & Azure ISV partners Who meet the performance thresholds for Cloud Platform as of September 29 Small Business partners Who meet the performance thresholds for Small and Midmarket Cloud Solutions as of September 29 • Will be granted those competencies at the Silver level for one year. • Will be granted that competency at the Silver level for one year • Will be granted that competency at the silver level for one year. • Will have to meet all competency requirements (including customer references, customer satisfaction, and technical assessments) to renew at the end of the 12 -month period. • Will have to meet all competency requirements (including customer references, customer satisfaction, and technical assessments) to renew at the end of 12 -month period • Will have to meet all competency requirements (including customer references, customer satisfaction, and technical assessments) to renew at the end of that year. • Must meet all the new eligibility requirements to qualify for the Gold level. • Cloud Accelerate and Cloud Deployment renewal and enrollment will end on August 31. The programs will be retired on September 29. . • The Azure Circle program will be retired on September 29. • If you do not meet the performance thresholds on September 29, you will retain your status in the Small Business competency until your anniversary date. • Cloud Deployment partners with active status as of September 29 who do not meet the performance requirement for Cloud Productivity will continue to be eligible for Office 365 Deployment/Adoption offers until June 30, 2015. • Azure Circle partners who have submitted a claim for a valid incentive by September 29 will continue to be eligible for Azure customer consumption incentives until September 29, 2015 • If you do not meet the performance thresholds at your anniversary date, you will have to earn another competency or purchase an Action Pack subscription to retain key benefits.
Taking the first step into cloud and hybrid services is challenging. The skillset required to drive customers is different than traditional deployment work. Partners must review their business model and invest in resources to make the necessary changes. Because this first step is the hardest, we’re changing our approach to integrating cloud into the Microsoft Partner Network in 4 ways to make it easier for partners to take this step with us. #1 Waiving your first year competency fee for Silver cloud competencies #3 Providing you with unlimited cloud support to keep you and your partners up and running #2 Enhancing your internal use rights for Office 365 and Azure #4 Reducing the fees for on -premise competencies by up to 10%.
To help our partners gain expertise in the cloud, we are offering Signature Cloud Support—our exclusive break-fix solution for cloud partners who are working in customer environments—in 10 competencies. Signature Cloud Support Advisory packages that provide partners more customized support options: Office 365 Deployment Shadowing: http: //support. microsoft. com/k b/2952786 Gold - 10 incidents for Office 365 and Azure Silver – 5 incidents for Office 365 and Azure Labs on Azure: Application Development Collaboration and Content Communication Datacenter Data Platform http: //support. microsoft. com/k b/2973515 Modernize your Datacenter: Devices and Deployment Messaging Project and Midmarket Solution Provider Portfolio Management Small Business http: //support. microsoft. com/kb/2 973834
Power BI for Office 365 allows you to model and analyze data from various sources and see your data with bold interactive presentations in Excel. In addition, you can create collaborate Power BI sites to quickly share live reports and custom data sets with your team. Microsoft Social Listening can help you to facilitate amazing customer experiences, ensuring that messages resonate while highlighting trends that impact your brand. . Make use of these new licenses and see how it can help customers generate more leads through impactful marketing campaigns. For all competency partners (July) Product Silver Gold Power BI for Office 365 25 100 For Gold CRM competency partners (July) Product Silver Gold Microsoft Social Listening n/a 80 Microsoft Dynamics Marketing n/a 15 For the Project and Portfolio Management competency (Sept) Project and Visio online products allow partners to access these products anywhere, anytime and learn how that flexibility can bring impact to their customers. Product Silver Gold Microsoft Project Pro for Office 365 10 40 Microsoft Visio Pro for Office 365 10 40 Microsoft Project Online 5 20 Microsoft Project Lite 20 80
New Datacenter competency Microsoft infrastructure solutions are evolving into comprehensive architectures that deliver a robust, streamlined, and scalable platform that can run on the customer’s datacenter, as a partner -hosted service or in a hybrid environment. To reflect this evolution, we are merging the Management and Virtualization and Server Platform competencies into a single competency called Datacenter. The internal use rights (IUR) benefits for this new competency have been updated to reflect partners’ capabilities and continued investment in these areas. What you need to know: Management and Virtualization or Server Platform competency partners will be migrated into the new Datacenter competency at launch and will have a minimum of six months to meet the updated competency requirements, regardless of anniversary date. In addition, partners will be able to keep their IUR benefits for one year after the launch date for products that are not offered in the new Datacenter competency.
Starting October 1, 2014, partners will need to have competencies to earn Accelerators in the Online Services Advisor and Deploy Incentives. Online Services Advisor Web-Direct Accelerator Requirements Silver performance requirements Gold performance requirements *Additional requirement of deploying 70% of seats within 6 mos Online Services Advisory Deploy Accelerator Requirements* Silver performance requirements Gold performance requirements
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Appendix
Retirement of Mobility competency. Existing partners will be transitioned into one of two existing competencies. Service-oriented partners will be transitioned into Devices and Deployment, while ISVs who have completed the App qualification requirements will be transitioned to Application Development. What you need to know: Mobility partners will have a minimum of six months to meet the requirements for either Devices and Deployment or Application Development, regardless of anniversary date
A clear and differentiated vision for the future Delivering world class products and licensing models that support your profitability • • Microsoft Cloud Solutions Providers have the expanded capability to directly manage the entire lifecycle of their customers’ cloud subscription – sell, bill, manage and support. Open licensing model to Microsoft Dynamics CRM Online makes it easier for partners to sell to SMB customers Azure in Open licensing offers partners a new option to sell Azure services to customers. Fast. Track lets partners get their customers up and running on Office 365 quickly Creating Markets through global and local awareness and brand trust Enabling your business through competencies, training, support, marketing Local sales and marketing engagement that works with you • Pinpoint helps partners take advantage of new cloud-based markets, making your applications and services available to a wider customer base. • Modern. Biz demand generation campaign features cross-product solutions for Small and Midsized Businesses (SMB) – a super highgrowth area where we are seeing Cloud adoption growing faster than any other customer segment. • Microsoft Azure Certified empowers partners to grow their business through new opportunities to promote and sell their applications and services on Azure. • New competencies that partners can qualify for through proven cloud performance, unlocking additional benefits, support and incentives as your cloud business grows. • Signature Cloud Support to help partners gain expertise in the cloud • New benefits for on-premises competencies designed to help partners transition to cloud and hybrid services • Investing in our partners as they take the first step into cloud and hybrid services by cutting competency fees by up to 10% • Internal use software licenses to enable partners to learn and use cloud products in order to sell to customers • • The Partner Seller enables Microsoft partner resources to help drive and accelerate pipeline velocity and customer deployment Digital Stride helps partners increase online sales through effective digital marketing
Microsoft’s Cloud performance path: your success buys 1 in 7 your Cloud business 1, 000 you all the support you need to grow “Our Office 365 business is growing faster than the rest of the business. We see that trend continuing this year. Anyone who’s still on Exchange Server 2003 will now want to upgrade, and Office 365 is the way to go. We’re getting leads and referrals for Office 365 every day. ” - Guy Baroan, Founder and President Baroan Technologies people on the planet uses Office, and Office 365 is Microsoft’s fastest growing business ever Microsoft Azure adds more than 1, 000 customers every day Make Money in the Cloud Market Leading Cloud Services Enabling & Rewarding Your Cloud Transformation • Cloud partners had 1. 6 times the recurring • Modern productivity tools that are familiar and • The more cloud you sell, buy or drive in revenue as a portion of total revenue versus other partners*. • Recurring revenue brings predictable cash flow, higher gross margins, and potentially higher valuation of your company*. • Cloud-orientated partners are winning deals from other partners, driving hybrid solutions • Successful partners are building an annuity stream for the future • Nearly 50% of large enterprises will likely have hybrid deployments by the end of 2017^ • Hybrid services create new opportunities to differentiate intuitive so that employees can easily use, share information and collaborate from anywhere. consumption, the more Microsoft will invest in you • Entry free of charge at the silver level# • A consistent, comprehensive solution with • Guaranteed Microsoft management at the gold • Enterprise-grade privacy, security, and • Unlimited Signature Cloud Support • A true hybrid cloud solution that brings the cloud • Internal-use software rights and access to online/offline access to data across devices. compliance capabilities. to customers in a flexible way that fits their business needs and roadmap. level • Priority placement on customer marketplace site development and test environments • Incentives and access to special offers, such as Office 365 Deployment offer • Hundreds of training options to help you optimize your business
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