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High Potential Partner

High Potential Partner High Potential Partner
Incubation Program
Programs Incubation Program
GSI Center of Excellence
Incubation Program
Germination opportunity Lifecycle
Partner Practice Enablement

Incubation GSI Center of Excellence

Investments Red-Carpet Cloud Platform University
Deal lifecycle support
 HPC
Intelligent IoT
apps/
business
analytics

SAP
Big data
Customer & DW
facing
apps

Cloud Maturity
Internal
business
apps
Red Hat
on Azure
DevTest/
DevOps
Backup,
archive,
& DR

TIME
 10% 20% 40% 60% 80% 100% 120% +
0% Prospect
Qualify Develop Solution Proof Close Win Deploy/Consume

Azure Access Program

• Public trials, MSDN
• Sponsored Accounts
Free Azure Access for Individual or Organization
• Azure Pass
• Month/Bulk Credit

End Customer Investment Fund

• Azure Active/FastTrack for Azure Azure Active CIF-Pre Sales
• Proof of Concept (POC)
• Competitive Migration
• Deployment/consumption
FastTrack for Azure

SA Deployment planning
• Software Assurance Benefits
• Assist deployment planning
Azure Planning Services Azure Planning Services
• Similar to SA Training Voucher
• ~400K DPS days available

Azure Incentive
• Transacting Incentives
• Consumption Incentives
Azure Channel Incentive
• Digital Partner of Record (DPOR)
• Base on % of Consumption rebate
➢ Try, assess, plan, deploy, and Use
➢ Project by Project
Customer Cloud
➢ Consumption is the King Journey
Try

Deploy Buy Assess

Plan

General Purpose Trial Programs
Public Free Trial
•$200, 1 Month
•An email account
http://azure.microsoft.com/
free
Microsoft Cloud
Essentials
•$25 per mon. x 12
months
• Free training/support
•Free to join
•Itprocloudessentials.c
om
Partner Proof-of-Concept (POC)* Azure Credit
MPN IUR Deal size Deal Size Offer
Benefits <US$100K >= US$100K
MSDN Subscription BizSpark for Startup Sponsored Account Azure Pass Sponsored Account Free Credit SKU
•Subscription benefit
•Up to $150/M, 3 Yrs. •Cloud Platform MPN •Fixed credit per •Custom credit amount • Existing or New EA
• $150/Month Competency Month and duration customer
•Up to 5 Developers
•Paid membership •Per annual •1, 3, 6, 12 months •Extensible •Large DC Migration
•Business less 5 yrs
old membership •Option to covert •Requires CR card for •Strategic or
http://MSDN.Microsoft.com •$6K for Silver Level PAYG activation Transformational
•Less than $1M
revenue •$12K for Gold level •Not extensible •Automatic conversion project
Visual Studio Dev •Software Licenses •Account cannot be to PAYG •Net new
Essentials •Support associated with •No 3rd Party services, consumption
existing EA Support, Marketplace • LSS-required
•Subscription Benefit •No 3rd Party Amendment
• $25 per month x 12 services/Support/Mar
Months ketplace
•Free to Join •New offer: $3K for 4
https://www.visualstudio Mon.
.com/dev-essentials/
End Customer Investment Fund (ECIF) programs
• Intelligence Cloud Infra/Apps
• Intelligent Cloud Data
• Azure Active
• Partner-led • Non-Hipo
consuming less than $5k/month
• 2-Days active consumption
• 4-Days
engagement
• 2-Weeks

• Azure 10 are
not eligible
1:10 ROI
 Microsoft Software Assurance Planning Services
Public Cloud, Microsoft Azure (AZDPS)

Migrate Apps to Azure Implementing Dev/Test on

Activating Microsoft Azure Storage Infrastructure Services Azure Virtual Machine
(3, 5, 10-Day)
Activate StorSimple, CommVault or Stealth (3, 5, 10, 15-Day) (5-Day)
SQL on Azure, SPS on Azure, AWS Workload Dev/Test environment in Azure IaaS

EM+S Identify and Access Mgmt. EM+S Identify Driven Security EM+S Information Protection

(3, 5, 10, 15-Day) (3, 5, 10, 15-Day) (3, 5, 10, 15-Day)

Hybrid Identity, AADP, Cloud APP security ATA, Intune Information Protection, AADP

EM+S Managed Mobile Prod. Implementing Microsoft

Operations Management Suite AZDPS Custom Engagement
(3, 5, 10, 15-Day)
Intune, AADP
(3,5,10,15-Day) Hybrid Cloud Management
 SA Planning Service- Untapped Potential
1. Customer receive entitlement in “days” based on SA
purchase
2. SA Admin activate benefits via VLSC
3. Create/Assign voucher for every redemption
4. Partner Reserve voucher and confirm with
customer
5. Partner deliver works and redeem voucher
6. Submit deliverables and invoice

Customer Process Partner Process

SA Activate Create & Validate &
Schedule Redeem Invoice
Eligibility Benefits Assign Reserve
EA/MPSA VLSC VLSC VVR VVR SAVB/CHIP

One time per EA term For every engagement/Course

 Accelerate Connect Monetize
time to value with lead generation to drive adoption
• Work alongside Azure engineers to get • Receive qualified customer leads • Get paid while boosting your customers’
expertise to address customer needs as an eligible partner Azure growth
• Enjoy the full backing of Azure engineers • Be matched to customers whose cloud • Get increased profitability with your
to ensure successful experience for you vision can benefit from your Azure customers’ consumption
and your customers expertise • Azure Incentive for DPOR

• Strengthen your awareness of – and how • Get started quickly with the Azure
your customers can leverage – all Azure engineers briefing you on customer
solutions needs and engagement details

FastTrack customer Cloud Journey

PLAN SET UP DESIGN & DEVELOP DEPLOY & MONITOR

FastTrack
engineer

Partner
Deploy Azure via FastTrack –Additional details
st
• Available from August 1 , 2017 to December 31st, 2017 (while funding is available)
• Up to USD$15K FastTrack for Azure offer for deployment services to drive consumption
• Funds must be invoiced by the end of December 31st, 2017
• Microsoft field seller must initiate End-Customer Investment Fund (ECIF) request
• Initial supported Azure solutions:
• Development and Test
• Backup, Archiving and Disaster Recovery
• Internal Business Apps / LOB applications (DB Migration, App Modernization, app Lift & Shift)

Customer Qualification Partner Qualification

 Azure customers located in the
United States, Canada, or Australia
 Have an Azure project of USD $60,000 or more per year or
equivalent local currency
 Need to setup, configure, build and deploy
one of the FastTrack supported Azure solutions
 Not directly supported by a Microsoft Cloud Solution
Architect
 Managed partner status (e.g. PDU, PSE, or Alliance)
 Achieved Cloud Platform Competency status via Microsoft
Partner Network
 Located within a FastTrack supported market
 Create a Microsoft Partner Center profile
 Verify your Azure workload-specific skills
 Be an accredited vendor within ECIF
 Agree to the participation agreement
 Buy Azure with Proof-of-Concept
FY17 FY18

Next Gen & SQL Revenue

Advanced Workload Azure Consumed
(On-Prem, Azure
Revenue Data Services)
ISV Deployment &
Consumption
Packaged Offer Safe Passage
Transform the Datacenter

Unlock Insights on any Data Azure Data

Create Internet of Your Things Everywhere Everywhere
Empower Enterprise Mobility

Cloud Application
Development
 Effective
Oct. 1, 2017
through
Sep. 30, 2018

1 2
Reward partners for driving Eligibility type Eligibility requirement Program specific criteria
consumption of Microsoft Azure Enrollment status Active MPN membership
Services that have been purchased via Microsoft Partner Competency Cloud Platform
EA, CASA/EES, and MOSA Network (MPN)
Enrollment Membership level Silver, Gold
Competency status Any “Active” status

3
• MPSA removed from October 1, 2017
• Earn rich rates for quarter-over-quarter growth (20%) and customer adds ($4,000 incentive for $5,000
consumption in preceding 3 months) with no max cap on earning potential
• Incentive paid quarterly to the Digital Partner of Record (DPOR)
• Incentives guide and other resources available on MPN at aka.ms/partnerincentives
 Try Assess Plan Deploy Buy

Cloud Readiness
Azure Access POC SA Planning Service FastTrack Azure Incentive ECIF POC
(Azure Everywhere)

Customer Partner
$3K * $5K
$2K $2.3K $3K $5K
(4 Months) (5-day DPS)

$20K* $15K
$4K $15K $9.1K $12K $20K
(3 Months) (15-Day DPS)

$50K* $30K
$10K $15K $22.8K $30K $50K+
(4 Months) (2x15-Day DPS)

Example used is for illustration purpose only. There is no guarantee that a given partner would qualify for all
programs. Individual program has its specific partner eligibility as well as opportunity qualification criteria. Amount
are estimates under best-case scenario and are given only as potential payout.. All program are at Microsoft’s sole
discretion to modify, terminate and revise terms and conditions at any time
http://myinspire.microsoft.com/myevals