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Managed Reseller Incentives Overview

Anne Greenwald. Dimension Data. FY13 Cloud Channel Incentives Rewarding partners for the sales, deployment and management of Microsoft Online Services. Managed Reseller Incentives Overview. Managed Reseller Incentives Overview. FY13 Online Advisor Incentives - MOSA. FY12.

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Managed Reseller Incentives Overview

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  1. Anne Greenwald Dimension Data FY13 Cloud Channel Incentives Rewarding partners for the sales, deployment and management of Microsoft Online Services Managed Reseller Incentives Overview Managed Reseller Incentives Overview

  2. FY13 Online Advisor Incentives - MOSA FY12 FY13 (Office 365 & Windows Intune*) MOSA/Web-Direct New Accelerators for Cloud Accelerate partners Earn more and faster than today through Accelerators 23% 22% 20% Tier B 7% 18% Tier A 6% 16% Cloud Accel. 4% 6% Recurring 4% Recurring 4% Recurring 4% Recurring 4% Recurring 12%Core 12%Core 12%Core 12%Core 12% Sell 150 – 499 Seats 150 – 499 Seats MOSA Accelerators based on cumulative seats sold in FY13 500 – 2,499 2500+ 2500+ 500 – 2,499 Cloud Essentials All Partners Cloud Accelerate Pay for Performance Year 1 Year 1 * FY13 CRM Online Channel Incentives rate is 30% in year 1 – 26% sold or deployed and 4% manage

  3. Selling Beyond 150 Seats (MOSA) $28/seat FY13 Office 365 example: $120/seat/year Rounded figures $26/seat $69K $21K 23% 22% 20% 7% $14K 6% $4K 16% Accelerator 4% $48K Core $24/seat $10K $19/seat $4K 150 – 499 Net Seats $1K Up to 149 500 – 2,499 2500+ $3K $2K Not to scale 100 seats 150 500 2,500 Cloud Essentials Cloud Accelerate Pay for Performance Cloud Accelerate Pay for Performance Cloud Essentials

  4. FY13 Online Advisor Incentives – EA FY12 FY13 (Office 365 & Windows Intune*) MOSA/Web-Direct Drive long-term customer engagement on EA through “recurring” manage incentives Earn Accelerators – Max 23% per EA per year Similar partner opportunity for MOSA and EA 23% 22% 20% Tier B 7% Tier A 6% 16% Cloud Accel. 4% 4% Recurring 4% Recurring 4% Recurring 4% Recurring 12% 12%Core 12%Core 12%Core 12%Core 12% Deploy • EA Accelerators based on a 70% deployment attainment per customer within six months • Accelerator seats thresholds based on the total seats of Office 365 or Windows Intune on a single EA 150 – 499 Seats 150 – 499 Seats 500 – 2,499 2500+ 2500+ 500 – 2,499 All Partners Cloud Essentials Cloud Accelerate Pay for Performance Year 1 Year 1 * FY13 CRM Online Channel Incentives rate is 30% in year 1 – 26% sold or deployed and 4% manage

  5. FY13 Advisor Incentives Scenario Cloud Essential Partner sells 100 seats of Office 365 through Web-Direct. Example price: $10 per seat per month Jul JUL Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun New seats sold: 100 Total seats: 100 Accelerator level: N/A Sell: $1,440 Accelerator: N/A Manage: $40/month Total Oct: $1,480 $1.92K Manage Incentive formulas Sell Incentive = $10/seat * 12 months * 100 seats * 12% Manage Incentive = $10/seat * 100 seats * 4% Accelerator Incentive = n/a 12 months period starts in Jan Sell 1.44K Accelerator Total year 1 Sell: $1,440 Accelerator: N/A Manage: $480 Total year 1: $1,920 $0.48K $0.48K 0.48K Year 1 Year 2 Year 3

  6. FY13 Advisor Incentives Scenario Cloud Accelerate Partner sells 600 seats of Office 365 through Web-Direct. Example price: $10 per seat per month Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun New seats sold: 400 Total seats: 400 Accelerator level: CA Sell: $5,760 Accelerator: $1,920 Manage: $160/month Total Oct: $7,840 New seats sold: 200 Total seats: 600 Accelerator level: Tier A Sell: $2,880 Accelerator: $1,440 Accel true-up for prior sold seats: $960 Manage: $240/month Total Jan: $5,560 $15,600K Manage 4.32K Incentive formulas Sell Incentive (Jan) = $10/seat * 12 months * 400 seats * 12% Sell Incentive (Apr) = $10/seat * 12 months * 200 seats * 12% Manage Incentive = $10/seat * 400 seats * 4% (Jan-Mar), $10/seat * 600 seats * 4% (Apr onwards) Accelerator Incentive (Jan) = $10/seat * 12 months * 400 seats * 4% Accelerator Incentive (Apr) = $10/seat * 12 months * 200 seats * 6% Accelerator True up (Jan) = $10/seat * 12 months * 400 seats * 2% 12 months period starts in Jan Sell Accelerator Total year 1 Sell: $8,640 Accelerator: $4,320 Manage: $2,640 Total year 1: $15,600 8.64K $2.88K $2.88K 2.64K Year 2 Year 3 Year 1

  7. FY13 Advisor Incentives Scenario Cloud Essentials Partner deploys 100 seats of Office 365 on 500 Online seat EA. Example price: $10 per seat per month JUL Jul Aug Sep Oct Nov Dec Jan Feb Mar Apr May Jun New seats deployed: 100 Total seats deployed: 100 Accelerator level: N/A Deploy: $1,440 Accelerator: N/A Manage: $40/month Total Oct: $1,480 $1.92K Manage Incentive formulas Deploy Incentive = $10/seat * 12 months * 100 seats * 12% Manage Incentive = $10/seat * 100 seats * 4% Accelerator Incentive = n/a 12 months period starts in Jan Sell 1.44K Accelerator Total year 1 Sell: $1,440 Accelerator: N/A Manage: $480 Total year 1: $1,920 $0.48K $0.48K 0.48K Year 1 Year 2 Year 3

  8. FY13 Advisor Incentives Scenario Cloud Accelerate Partner deploys 350 seats of Office 365 on 500 seat EA achieving 70% deployment rate within the six months. Example price: $10 per seat per month JUL JUL AUG SEP OCT NOV NOV DEC JAN FEB MAR APR MAY JUN Seats deployed: 300 Total deployed: 300 Accelerator level: N/A Deploy: $4,320 Accelerator: N/A Manage: $120/month Total Jul: $4,440 Seats deployed: 50 Total deployed: 350 Accelerator level: Tier A Deploy: $720 Accelerator: $360 Accel true-up for prior deployed seats: $2,160 Manage: $140/month Total Jan: $3,380 $9.18K Manage 2.52K Incentive formulas Deploy Incentive (Jan) = $10/seat * 12 months * 300 seats * 12% Deploy Incentives (Apr) = $10/seat * 12 months * 50 seats * 12% Manage Incentive = $10/seat * 300 seats * 4% (Jan-Mar), $10/seat * 350 seats * 4% (Apr onwards) Accelerator Incentive (Apr) = $10/seat * 12 months * 50 seats * 6% Accel. true-up (Jan) = $10/seat * 12 months * 300 seats * 6% 12 months period starts in Jan Deploy 5.04K Accelerator Total year 1 Deploy: $5,040 Accelerator: $2,520 Manage: $1,620 Total year 1: $9,180 $1.68K $1.68K 1.62K Year 1 Year 2 Year 3

  9. Partner Resources • Cloud Programs • http://www.microsoftcloudpartner.com/ Cloud Incentives https://mspartner.microsoft.com/en/us/pages/Solutions/downloads/online-services-advisor-incentives-guide.aspx

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