Guides. Global Operations Readiness 2016 Microsoft

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2 Guides While reviewing this training please refer to the Online Services Advisor Sell Incentive Guide at ership/premium/partner-incentives.aspx#osawdi (please cut and paste this link into your browser if needed).

3 Learning objectives At the end of this module, you will be able to Outline the rules and requirements related to earning Online Services Advisor Sell incentives Outline the validation requirements Microsoft uses as part of incentive calculation process Outline the process, schedule, and policies related to payment of incentives to partners Access training on new reporting functionality within Partner Incentives Experience.

4 In this module Earnings and calculations Payments

5 Earnings and calculations

6 Calculation overview Incentives will be calculated based on the customer consumption of Microsoft Online Services. Microsoft Online Services Advisor Sell incentives are calculated monthly based on the data snapshot taken on the 24th of each month. Cloud and on-premises

7 Earnings calculation schedule Earnings will be calculated for the partner along the following schedule: Type Based on calculation of How Often When Sell $ (monthly list price of seat) * # (seats sold) * % (sell lever rate) * 12 (# of months upfront) One-time at sale 24 th of each month $ (list price of seat) * Manage # (seats managed) * % (manage lever rate) Monthly 24 th of each month

8 Calculation rules by incentive type

9 Calculation monthly validations As part of the calculation process, there are a number of validations that are completed every month. Only partner/transaction data that has passed these validations will be considered for the final calculation and payment. Validations are as follows: Partner enrollment and eligibility status (MPN ID current, silver or gold status). Partner recorded as (Digital) Partner of Record on a transaction is not the same company as the customer Customer is not a Public Sector Customer as applicable as defined on the Public Sector Ineligibility list Partner s postal address in MPN is complete and accurate Partner has provided banking and tax information SKUs recorded against transaction belong to Eligible SKU list If the subscription is no longer active, the Manage incentive will no longer be applied With any products that have dual use rights, incentive payment may be received only for online use. In the event of termination of a subscription, the incentives will be paid for the last payment cycle in which the subscription was active

10 Max cap earning potential Partners can earn up to a Manage Incentive limit of $100,000 USD (or the equivalent in local currency) per MOSA/Web-Direct subscription per partner from July 1, 2016 to June 30, There is no incentive limit for Microsoft Dynamics CRM Online and Microsoft Dynamics AX Incentives. Calculation example: Partner Contoso is (Digital) POR for Customer A Customer A has 3 subscriptions each of Office 365, Microsoft Intune, and CRM Online Office 365 $100K Max Cap $100K Max Cap $100K Max Cap Intune $100K Max Cap $100K Max Cap $100K Max Cap CRMOL No Max Cap Partner Contoso s Year 1 Total Earning Potential for Customer A: $600K

11 Payment

12 Payment - Overview Payments should be expected to be received by the last week of the month or by the end of the first week of the following month (Ex. October earnings would be expected to be paid by the end of November or first week of December). Currently Microsoft offers electronic funds transfer, including ACH (Automated Clearinghouse) or wire transfer.

13 Payment profile completion Partners participating in the Online Services programs will need to complete both the Bank Profile as well as Tax Profile that links out from MPN prior to being eligible to be paid incentives. Should either of these profiles be incomplete, incentive payments will be held until both profiles have been completed. Partners can submit bank details via contact information here: sasubprogramstatus.aspx. Further guidance is provided at aka.ms/partnerincentives.

14 Payment schedule Payment will be disbursed to the partner along the following schedule: Incentive How often Payment within Sell Manage One-time at sale Monthly 45 days after end of earning period The Partner Primary Contact in the participating partner s MPN profile will have access to their statements and payments. If you have queries about statements or payments, see support section for instructions on contacting the appropriate Microsoft team. For further details on payment policies see incentive guide.

15 Payment Overview methods The primary method for disbursement of payments will be wire transfer To avoid any delay in the release of earned incentives, partners will need to provide valid bank and tax details to Microsoft Microsoft will disburse payments leveraging the partner bank account on record Due to varied transaction lead times provided by financial institutions, it may take up to 45 days after earning period for funds to appear on a partner account If Microsoft declines payment of incentives because payment has been already made to another partner for the same transaction, Microsoft will not be under any obligation to communicate the name(s) of the other partner Microsoft will disburse earned incentives to partners no later than 30 days post earning period Depending on country regulations, Microsoft may require the partner to submit an invoice for services provided as a condition to release incentives

16 Payment interruption The following are example scenarios where monthly payment rhythm for a specific partner can be interrupted: No eligible transactions found MPN expired CSA expired Earned incentive amount for a given month is less than minimum payment threshold Missing tax form No bank details and/or partner address is incomplete/incorrect in MPN

17 Minimum threshold If calculated incentives are below the minimum threshold of $200 USD, a monthly partner statement will not be generated. Once a partner s cumulative Microsoft Online Services Sell Incentives reach $200 USD (or partner country billing currency equivalent), Microsoft will pay during the next regular payment cycle. At the end of the FY17 program year, calculated amounts below $200 are considered unearned and will be forfeited i.e., Microsoft will not pay amounts below the minimum threshold to partners and will not carry over any amounts to the next program year. See incentive guide for additional payment policies.

18 Payment Reporting Microsoft has launched a new Reporting experience for all Online Services partners. This new reporting functionality is completely integrated within the Partner Incentive Experience platform (PIEX). Over the coming months the current system for reporting PIRA will be retired. Instead, you will be able to access your various reports all from within PIEX. Guidance is provided at aka.ms/partnerincentives on how to access your incentive earnings and payments information on PIEX. Training also covers reconciliations and export of data for offline analysis.

19 What we covered You should now be able to: Outline the rules and requirements related to earning Online Services Advisor Sell incentives Outline the validation requirements Microsoft uses as part of incentive calculation process Outline the process, schedule, and policies related to payment of incentives to partners Access training on new reporting functionality within Partner Incentives Experience.

20 Thank you Please proceed to the next module