Azure Expert & Adv Spec Partner Execution FY21 - Microsoft ...
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Azure Expert & Adv Spec Partner Execution FY21 Microsoft Confidential
Priorities and Sales Plays
Applications, Infrastructure, Data, AI
Immediate Crisis focus areas
Cost Savings focus areas
Migrate existing apps Innovate with new apps
to Azure and optimize and modernize existing apps Specialized Areas
Windows & SQL Server Modernize .NET apps with App Service, Applications: IoT, Mixed Reality,
Azure SQL DB Gaming
Linux & OSS DBs
Cloud native app with AI, Kubernetes, Infrastructure: Azure VMware
SAP on Azure Azure Cosmos DB / PostgreSQL Solutions, HPC,
Windows Virtual Desktop Analytics & AI Advanced Networking ,
Hybrid Cloud Solutions Azure Sentinel
Enable customers for successful cloud use
Cloud Adoption Framework | Well-Architected | Skills building
Developer engagement | DevOps with GitHub
Enable Partners to Acquire, Nurture and Grow Azure Consumption across our customer segments
Target Partners
Depth Target Customers
Deep skilling
Priorities
Acquire
Nurture
Grow
Packaged BOM
Breadth Propensity lists
Cross-org role
alignment
Azure GTM execution aligned to the Customer Journey & Sales Play
Enable Partners to Acquire, Nurture and Grow Azure Consumption
Envision Validate Commit Onboard Realize value
Customer Customer Customer
Start point Start point Start point
Immersion
Workshops Solution Proof Of
Implementation
Server Migration, Data
Modernization, Analytics, App
Assessments Concept/Value
Modernization, WVD
Azure Accelerate Azure Migration Program (AMP)
Customer has workload defined, Customer needs help determining Customer now wants specific proof Analytics & AI Accelerate Program (AAAP)
wants introduction to that business value, infrastructure points in their environment.
workload. discovery, project prioritization…
Pre-sales, pipeline generation and acceleration Deployment to consumption
Accelerating Partner Opportunities: Azure Immersion Workshops
AZU R E
Azure Immersion workshops
Azure Immersion is a presales motion that includes a set of one-day, partner-delivered customer workshops on specific Azure priority scenarios, designed to
accelerate the sales process by pulling in partner on earlier stages of the sales cycle and scaling out capabilities of our field.
.Net app mod Cloud native Infrastructure Windows Virtual
1 Data mod 2 Analytics 3 AI 4 5 6 migration
7 In a day
8
Partner
TBD TBD TBD TBD TBD TBD TBD
payout
Sustain vs new,
Security, Biz insights, Time to Standard tools, Microservices, VM security, Remote work, VDI,
Planned workshops
Key adopting,
compliance, scale & market, digital frameworks to build Kubernetes, compliance, cost. security,
concerns integrating new
cost transform models DevOps w/GitHub incl Linux Citrix/VMW
tech
Persona DBA/ TDM BDM/ CXO Data Scientist Dev/TDM Dev/TDM IT Pro /TDM IT Pro /TDM
Status In Field In Field In Field In Field In Field WIP – Q1 WIP – Q1
Adoption of Azure New Apps Infra migration
Migration to Azure Adoption of Azure Modernized Apps Adoption of Azure
Outcomes Analytics Developed on (Win/Linux/DB VM)
SQL DB (PaaS) AI Services on Azure WVD Services
Platform Azure to Azure
Partner
Eligible partners are Azure Experts “AE MSPs” and Advanced Specialization partners
Eligibility
Partner Analytics IAD Analytics IAD
Data Mod IAD NET Mod IAD Cloud Native IAD ETA Sept WVD IAD
BOM AI IAD AI IAD
Accelerating Partner Opportunities: Azure Solution Assessments
'Serving And Solving' with the Solution Assessment Service in FY21
The WHO
Glancing back - FY20
Successes
The WHY - Team Charter
The WHAT - Priorities
Today's topics
The HOW - FY21 Solution
Assessment
Portfolio
The WHEN – Engagement
Approach
FY21 Assessments
The Solution Assessment Service Squadron
Kellie Carlton
UK Solution
Assessment
Lead
Solution Assessment Specialists (SAS)
Matt Webb Lewis Crawford Shaun Louis Rebecca Leggett Paul Joseph Phil Newman Graeme McGowan John Iveson
POD 1 POD 2 POD 3 POD 4 Retail and Public Sector Public Sector Manufacturing,
FSI & Legal Retail & Travel Prof Services Gov Pro Services Utilities, Fin Srvcs
SMC EnterpriseFY20 Successes and Great Feedback
Ross Gibson (PSNS ATU):
“The Azure Solution Assessment was the beginning of a
journey leading to a full DC migration project. Thank you for
your patient work here to expedite their business case for
the journey to the cloud in a secure way” ACA + Azure C2C of $1.5M over 3 years
Economic Assessment + Application
Reckitt Benckiser Modernization Assessment
$38m Azure Commit to Consume agreement
AWS Compete, SAP & DC wins “The Solution Assessment Team enable our customers to gain the
Azure Economic Assessment insight they need to drive transformation within their business,
enabling them to understand the technical and business benefits
Hanason Lin, Senior Project Manager -Cyber Security NHSX of Microsoft Cloud Technologies.”
ACA 33 “The NHSX Cyber Security Team would like to thank you for Steve Granston – Apps & Infra Specialist
your valuable offers of national support to the NHS in these
challenging times”
258 Assessments ACA & ACR growing (May 2020 = $6.1k)
Aiding big bet ACA and ACR client $560k Avg ACR Per Azure Economic Assessment complete in Feb
Economic Assessment alongside MTC Aging hardware, plenty more transformation
session and partner engagement. assessment
Claire Lloyd (MW Specialist):
"Utilising Azure assessments has been a fantastic
“The infrastructure and security assessment activity has encouraged "The assessment helped us unlock and qualify more ACR pipeline way to broach our white space customers. These
our customers to rethink and reprioritise their security strategy.” (500K/Yr). It enabled us to quickly establish our credibility and engagements have now lead into tangible projects
Solution assessments play a fundamental role in supporting our intent to partner with the client on their cloud journey, output for FY21, several of which are ACA targets. Looking
customers transformation journey to Azure. The data output provides a level of results validated the Azure TCO and pleased their CFO. The output forward to seeing them land and continued
insight into the customer's environment that they often don't have themselves. has been shared with NewSignature and the data points are still engagement with the team." - Maura Mee, Azure
And most importantly for me, is that it provides compelling reasons for a referenced on calls today, 6 months after the initial assessment." Apps & Infra Specialist, PS SMC
customer to change now. Viet Pham, Apps & Infra Specialist, PS SMC Mike Gill, Azure Apps & Infra Specialist, SMCTo delight and empower our customers
Solution with data driven insights and best
Assessment practice recommendations bespoke to
Service Charter their business, helping achieve their
digital transformation outcomes.SAS Strategy
Assessments-as-a-Service Business Case Creation
Programmatic Execution Be the go-to team for customer business case creation
Differentiating Microsoft by driving a broad Help customers understand the finer details of their
range of assessments at scale across all
segments environment and associated costs
Help sell to the CFO
Partner for Success Be a Catalyst
Work with best of breed tools and assessment For customer’s migration, modernization and
vendors white labelling our service optimization
Align with key SI’s from the start to drive
migration post assessmentFY21 Solution Assessment Portfolio
Modern
Azure
Workplace
Data & Infrastructure Migration
Helps customers Modernize their server, data
centers and provide recommendations for Cybersecurity Assessment
migration to Azure Takes a comprehensive look at customers’
cybersecurity infrastructure.
Application Modernization
Assist customers identify and prioritize
applications for Cloud modernization Teams Assessment *COMING SOON*
Support’s customer’s cross-team collaboration
Azure Optimization with Microsoft Teams
Help customers manage cloud spending, and
increase organizational accountability Workplace Modernization (including
Windows Virtual Desktop Surface) Assessment *COMING SOON*
Provides customers with a fast data driven
analysis, and business case recommendation
to leverage Windows Virtual Desktop
SAP on Azure *COMING SOON*
Get help prioritizing your SAP workloads for
transition to the cloud
Business Value Assessment
5-year TCO comparison between existing on
premise and a future Azure datacenterFY21 Azure Solution Assessment Portfolio
Azure Data and Azure Application Azure Optimization Windows Virtual Desktop
Infrastructure Modernisation Assessment Assessment
Migration Assessment
Drives ACR and ACA Drives ACR and ADS Drives ACR, CPE Drives ACR
Customers asking, “how much will it cost to Customers looking to assess their current Customers looking to optimize their Customer looking to move their VDI
migrate my workloads to the Cloud?” application landscape and understand cloud usage (potentially questioning if environment to Azure
Ideal Customer I the feasibility for Azure they are paying too much)
Candidate DC contract renewal, sweated DC hardware
pressures from the board, storage capacity, Legacy apps, large dev teams, looking at High spending ACR accounts VDI/RDS Customers
SQL/WIN end of support etc. Containerisation
•Understand the end-user computing
Data driven insights including rightsizing • Cloud Readiness of Applications A report, data and analysis showing
environment
of their current estate, AHUB/RI and • Business Impact of Modernization customers where they can save money •Assess the characteristics for Windows Virtual
recommendations on workloads and • Detailed Code Level Analysis on their Azure environment using such
Key Offerings • Azure Cost Analysis levers as Reserved Instances, Azure
Desktop
databases to move to Azure •Gain insight into the recommended personas,
• Containerization feasibility Hybrid benefits and SQL consolidation profiles and settings
• The 5 R's report
A custom-built report detailing Application report detailing cloud Comprehensive data and A report which details recommendations for a
rightsized lift and shift costs and readiness of applications, business reporting, including access to a
Deliverables trial and the data needed to support a successful
recommendations for Azure impact and tool for customer/partner to VDI pilot plus next steps with partner
+ Optional Business Case with a BVA PaaS costings in Azure implement changes
Timeline 2-6 weeks 2-3 weeks 1-2 weeks 4 weeksWhat is the Difference between an Azure Economic Assessment and a BVA? Azure Economic Assessment Business Value Assessment Azure Run Costs Only 5 year cost comparison between running your datacentre • Cost of Test and Dev in Azure vs keeping it on premise. Including: • Cost of Backup • Migration costs • Cost of Storage • On Premise Costs • Cost of SQL • Business Value Benefits • Cost of SQL MI • Opex vs Capex comparison • Etc etc • Etc etc ©Microsoft Corporation Azure
Go Do’s
Connect with the SAS Team if you have a customer Nominate customers through the nomination form When partners are delivering workshops,
who would like an assessment or if you (the that will be shared post call. (We have funding for webinars and events please can you position the
partner) would like to deliver assessments partner led assessments and can of course deliver Solution Assessment Service
yourself in house and hand over to partner)FY21 Solution Assessment Process
Nomination
Account Scanning Presentation
& Scoping Migration
Planning Qualification
of Findings
AMP, ECIF
FastTrack etc
Solution Assessment Team
Account Teams (MS & Partner) Account Teams (MS & Partner)Azure Accelerate Program Silvia Reussner silviare@microsoft.com
FY21 program design principles
Streamlined seller experience, with a simplified way to request
investments and resources
Simplicity Consistent alignment cross segment, solution area and
existing programs, such as Azure Migration Program, Analytics
& AI Accelerate and FastTrack for Azure
Standardized offerings for the most common activities driven at the initial
Azure investment stages of the Microsoft Consumption Process (Envision and Validate)
program strategy Velocity
Programmatic approach to enable customers to scope, evaluate, and
commit to deploy their projects on Azure
Alignment to the engagement model, leveraging the right
resource at the right time
Clarity
Increased awareness of key offerings—investments, tools,
resources—for sellers, partners and customers
Microsoft ConfidentialIntroducing Azure Accelerate
Pre-commit Post-commit
Envision Validate Commit Onboard Realize Value
Azure Accelerate Azure Migration Program (AMP)
Drive workload discovery and prepare
customers to migrate or deploy on Azure
• Understand customer’s cloud maturity Analytics & AI Accelerate Program (AAAP)
• Assess the current infrastructure, application or data
on-premises environment
• Build a financial plan to move to the cloud
• Enable customers to explore Azure capabilities FastTrack for Azure (FTA)
Consistent execution with co-sell prioritized partners
Guidance from Azure Adoption Advisory (A 3)
Microsoft ConfidentialAzure Accelerate packages
Pilot/Proof of Concept Advanced Workloads Pilot/PoC Analytics & AI Assessment/PoC
Investment combo to accelerate the adoption of Investments and technical guidance for key Analytics
Investment combo to enable customers to explore
advanced workloads, such as Azure NetApp Files, & AI scenarios, such as appliance migration to Azure
Azure capabilities, kickstart the implementation of
Azure Red Hat OpenShift, Azure VMWare Solution, Synapse, new Data Warehouse build-out, Hadoop
new projects and accelerate the time to deployment,
High Performance Compute, Gaming, MongoDB & migration, unified analytics platform, new AI
supporting all Azure workloads
SAP features etc.
Up to $10,000 ECIF + Azure Access subscription
Up to $15,000 ECIF + Azure Credit Offer (ACO) Up to $15,000 ECIF + Azure Access subscription
ECIF Rules
What? Eligibility How do I make the request?
Azure Accelerate packages offer different levels of ECIF and • Enterprise and SMC Corporate segments • Account Team nominate via OneAsk, enter your
may have different eligibility criteria (e.g. segment, solution • Active MSX Success Engagement, in Envision or Engagement ID then find the Azure Accelerate tile to
area, partners etc.). Validate stages, with ACR potential demonstrated via start your request
engagement milestones. • Questions? Use our Investments Channel in the Azure
• Must be delivered by Microsoft resources (e.g. Services, Consumption Teams
Solution Assessment Specialists etc.) or qualified
partners
Microsoft ConfidentialAzure Migration Program (AMP) Microsoft Confidential
Azure Migration Program (AMP)
Learn More | Azure.com/amppartners
Nominate | Azure.com/AMPFY21 Program Updates:
NEW! AMP focuses on project size to determine the offer
for DC migration
NEW! AMP now supports Windows Virtual Desktop*
NEW! AMP now supports .NET web app migration*
Microsoft ConfidentialJoint App Migration/
Landing Azure
Technical scoping assessment
AMP offer by project size zone (paid deployment activity credits (to Funding source Migration services Microsoft expert ISV tools
skilling offer (paid to (paid to guidance
to partner) (paid to partner customer)
partner) partner)
Datacenter Azure Azure Expert MSP; or FastTrack for Azure N/A
301 to 500 VMs for server or database rehost.
migration foundational, WS/SQL and/or assigned program
~1 month of
See field deck for details on offer amounts for migration how-to Up to $5K Up to $15K Up to $50K Up to $150K Centrally (HQ) funded Linux/OSS DB and/or manager for
runtime
Azure SQL and MySQL. and role-based WVD Advanced guidance/execution on
skilling Specialization partner; the AMP offer scope.
or Microsoft Services STU/CSU resources N/A
101 to 300 VMs for server or database rehost. involved as required.
~1 month of
Up to $5K Up to $7.5K Up to $50K Up to $90K Centrally (HQ) funded
See field deck for details on offer amounts for runtime
Azure SQL and MySQL.
N/A
50 to 100 VMs for server or database rehost.
~1 month of
Up to $2K Up to $3K Up to $10K Up to $30K Locally funded
See field deck for details on offer amounts for runtime
Azure SQL and MySQL.
Windows Azure ~1 month of Partners (including FastTrack for Azure Access to Nerdio,
1,001 – 2,500 users deploying to Azure WVD foundational, VDI Up to $2K N/A Up to $3K Up to $5/user Centrally (HQ) funded current AMP partners) assigned program CloudJumper,
Virtual runtime
Desktop management, who have passed the manager for Lakeside or
and role-based ~1 month of AMP WVD Assessment guidance/execution on Liquidware
501-1,000 users deploying to Azure WVD skilling Up to $2K N/A Up to $3K Up to $5/user Centrally (HQ) funded criteria the AMP offer scope. licenses
runtime
STU/CSU resources
involved as required.
~1 month of
250-500 users deploying to Azure WVD Up to $2K N/A Up to $3K Up to $5/user Locally funded
runtime
.NET web Azure Microsoft Services or FastTrack for Azure N/A
141-200 on-premises VMs supporting .NET foundational, App Up to $500 per App partners with an assigned program
app Service instance.
migration web apps. AMP supports migrating included Service / Azure ~1 month of Advanced Specialization manager for
SQL Up to $5K Up to $15K Up to $35K Centrally (HQ) funded in Web App guidance/execution on
apps to App Service and Azure SQL Up to $1500 per Azure runtime
DB/Managed Instance. management, Modernization. the AMP offer scope.
SQL DB or MI instance.
and role-based STU/CSU resources
skilling Current AMP eligible AE involved as required.
Up to $500 per App MSPs can participate
81-140 on-premises VMs supporting .NET web but will need to
apps. AMP supports migrating included apps to Service instance. ~1 month of
Up to $5K Up to $7.5K Up to $35K Centrally (HQ) funded complete Advanced
App Service and Azure SQL DB/Managed Up to $1500 per Azure runtime Specialization audit by
Instance. September 30, 2020.
SQL DB or MI instance.
20-80 on-premises VMs supporting .NET web Up to $500 per App
apps. AMP supports migrating included apps to Service instance. ~1 month of
Up to $2K Up to $3K Up to $7K Locally funded
App Service and Azure SQL DB/Managed Up to $1500 per Azure runtime
Instance.
SQL DB or MI instance.
Digital Email with resources | Partner connection | Self-paced (MS Learn) and Microsoft Events
experienceNEW! Customer/Partner Agreements
AMP has a requirement that all engagements have two agreements in place prior to engagement start:
ECIF SOW between Microsoft and partner Customer/partner SOW*
It is important for account teams and PDMs to begin working with customers and partners early (even before AMP
nomination) so project details can be worked out which will streamline the signoff of the above two agreements.
Action Plan for Account Teams & PDMs
1 2 3 4
Download and Start having Share the ECIF Work To facilitate the partner creating the customer/partner
review AMP SOW customer discussions Scope Document SOW, share information with the partner on both: (i) the
process so you can on migration scope. with the partner so customer’s actual AMP offer and (ii) guidance on
understand the steps Estimate the size of they can understand milestone language to include in a customer/partner
to prepare the customer’s the payment SOW.
project. structure and
milestones in AMP. The account team or PDM should download this
template and customize its content before sending to
the partner.
*If SOW signature is dependent on the AMP offer being finalized, account team or partner
can demonstrate progress with the customer through a customer letter of intent
Microsoft Confidential
AMP Customer/partner SOW guidanceNEW! Segment guidance
Segment focus: In FY21, AMP will target Major and SMC-C customers. Strategic customer opportunities will be
directed to Digital Win Room (DWR) for an offer first before being evaluated by AMP. SMB & Top Unmanaged
customers by exception.
Action Plan for Account Teams Action Plan for PDMs
1 Target: Conduct migration pipeline reviews with your account 1 Work with your partner on developing customer
leads and cross functional AMP v-team. pipeline
2 Qualify: Identify qualified Major and SMC-C accounts 2 Bring opportunities to local AMP v-team through
• Generate interest in migration through pre-sales events and OCP PMAs or Azure Solutions PMMs
activities
• Confirm those customers with projects and in Commit stage 3 Kick off customer/partner SOW discussion
• Ensure customer has executive sponsorship to proceed with project
3 Nominate qualified customers to AMP 4 Encourage partner to nominate directly
4 Engage with your customer, partner, and your local AMP 5 Provide visibility to partners on nomination
team for execution Microsoft Confidential progress through weekly scrumsECIF Rules for CSP applicable to funding programs! 13.1 ECIF funded Locally or through Strategic Programs: ECIF requests $50K USD and below can be allocated to CSP deals with the following restrictions: - No ECIF for CSP deals in (Tier 1) high risk countries (see FY20 Corruption Risk Assessment), except in the scenarios* described below: - No ECIF for any CSP deals with Public Sector or State-Owned Entities regardless of risk tier. - ECIF continues not to be allowed for two-tier CSP deals where the CSP Supplier is selling through an indirect supplier. ECIF above $50K USD will not be permitted through Local and Strategic programs due to the lack of an amendment process necessary for revenue accounting purposes.
Resources
Azure Migration AMP Partner AMP Customer Pitch
Program Partner Data Sheet Deck
Deck
*(request via PDM/PTS) Azure.com/amppartners
Microsoft ConfidentialCommon AMP Qs
What does FastTrack When should I
do/not do? nominate?
What about my What’s the process/comms
unmanaged customers? flow after nomination?
How do changes affect
projects that are already How does the funding work
in-flight? across Fiscal Quarter/Year?
How do Adv Specs
come into it? How does AMP work
with CSP?Azure Advanced Specializations Overview for partners
The power of the Microsoft partner ecosystem The journey to success begins with partnership
Azure advanced specializations
Validate your capability to deliver specialized services and support according to Microsoft’s highest technical
standards with an independent audit.
Azure advanced specialization partners offer high-quality consulting and delivery services plus a depth of expertise
addressing specific, complex solution areas with Azure, such as:
• Windows Server and SQL Server Migration to Azure
• Linux and Open Source Databases Migration to Azure
• Data Warehouse Migration to Azure
• SAP on Azure
• Modernization of Web Applications in Azure
• Kubernetes on Azure
• Windows Virtual Desktop (coming Q1)
• Analytics in Azure (coming soon)
• More advanced specializations planned for FY21
https://aka.ms/AzureAdvancedSpecializationsWhat’s in it for partners?
Prioritization with Microsoft Competitive differentiation Exclusive access to customer
customers and sales teams programs and incentives
Differentiated positioning on Independent audit against Microsoft’s Gain exclusive access to Microsoft
Microsoft digital properties, and highest technical standards helps you flagship customer programs and
priority placement with Microsoft stand out against other providers and financial incentives
sales teams earn confidence with customersRequirements and application process
Partners must pass
pre-requisites
+ Then pass a rigorous
audit conducted by a
= When they meet all requirements,
partners are awarded
3rd party auditor the designation for one year
https://aka.ms/AzureAdvancedSpecializationsModernization of Web Applications in Azure
Program Requirements
Gold Cloud Platform competency
• Must have an active Gold Cloud Platform competency
Azure consumed revenue (ACR) from Azure App Service
• Must show $50k Azure Consumed Revenue (ACR) from Azure App Service, trailing
twelve months (TTM) from a total of at least five customers
Azure certifications
• Your organization must have 6 individuals that pass the following certifications (each
certification must be held by a different individual):
• Azure Administrator Associate • Azure Solutions Architect Expert
• Azure Developer Associate • Azure Security Engineer Associate
• Azure DevOps Engineer Expert • Azure Data Engineer Associate
Independent audit
• Pass an independent audit of your Modernization of Web Applications practices. View
the most current program requirements and audit checklist here.Exclusive access to customer programs and incentives
Azure Immersion Workshops Exposure
to new Azure Migration Program (AMP) Accelerate
downstream
customers opportunities
• To-customer workshops, delivered by partners, to help • AMP offers customers prescriptive guidance to accelerate
accelerate customers in early sales pipeline stages their path to the cloud
• 4,000 events planned worldwide in FY21, targeting 60,000 • Partners receive agile funds and accelerate modernization,
customers innovation and managed services opportunities with
customers
Exposure
Azure Solution Assessments to new Financial incentives for Advanced Drive
business
customers
Specialization and Azure Expert MSP growth
• 4-8 week engagement providing customer with a data-driven
view on their deployed IT estate, current capabilities, business
partners
case and timing to migrate to the cloud
• Customer adds in Majors
• 263 new Azure customers from this program in FY20
• Azure consumption & workload accelerator
Earn confidence with customers and Microsoft sellers, generate new leads,
accelerate downstream opportunities and grow your businessQuestions?
Azure FY21 Acquisition Incentives
Azure Expert MSP and Advanced Specialization Partner
Customer Adds, Azure, and Azure Data Services Consumption Accelerator
Campaign Rewards partners for driving Azure consumed revenue through customer adds and accelerating
Purpose growth on Azure Data Services workloads.
Customer Adds in Majors Azure Consumption & Workload Accelerator
Incentive structure Earning Opportunity Max Cap
Non-ADS ACR The partner earning
2.00% opportunity is $350,000
Accelerator
combined across all
Strategic Workload locations and associated
4.00%
ADS Accelerator partner entities.
Incentive structure Earning Opportunity
Qualified major customer account achieves Workloads
$15,000 USD
$15,000 in quarterly ACR SQL Database Azure Analysis Services
Log Analytics Azure Data Factory
Azure Cosmos DB Stream Analytics
Azure Data Factory v2 Azure Database for MariaDB
Azure Database for MySQL Data Lake Analytics
Advanced Data Security Data Catalog
Azure Database for PostgreSQL Azure Data Explorer
SQL Data Warehouse Data Box
Insight and Analytics SQL Server Stretch Database
Azure Kubernetes Service
Classified as Microsoft Confidential
Effective July 1, 2020 – June 30, 2021Rewards partners who make a direct impact in delivering value-added services and influence their
Purpose customers’ Azure environment.
Combined Earning Opportunity
Below details the incentive structure and the partner’s earning opportunity.
Incentive structure for Azure PAL¹ Association PAL¹ Association DPOR CSP Partner-led
consumption Single partners² Multiple partners² Association² Azure Offer
MCI - Azure Consumption 2.00% 1.00% 1.50% 4.00%
Azure Expert Campaign 2.00% 2.00% 2.50% 0.00%
Total Earning Opportunity 4.00% 3.00% 4.00% 4.00%
Incremental Azure Expert Campaign
2.00% 2.00% 2.00% 0.00%
ADS
Incentive structure for Azure PAL¹ Association PAL¹ Association DPOR CSP Partner-led
consumption under an Azure plan Single partners² Multiple partners² Association² Azure plan
MCI - Azure Consumption under an
4.00% 2.00% NA 4.00%
Azure plan
Azure Expert Campaign 0.00% 0.00% NA 0.00%
Total Earning Opportunity 4.00% 2.00% NA 4.00%
Classified as Microsoft Confidential.
*This asset is nonbinding and intended only for reference purposes, as a high level overview of the program.
Full details and program requirements are set forth in the applicable program guide and partner agreement.Rewards AEMSP partners for driving Azure consumed revenue through customer adds within
Purpose the SMC-Corporate segment.
Customer Adds in SMC Corporate Azure Consumption & Workload Accelerator
Milestone Date
Campaign commences 1st July 2020
Incentive structure Earning Opportunity First earning milestone 30th September 2020
Qualified SMC Corp customer account Second Earning Milestone 31st December 2020
$15,000 USD
achieves $15,000 in quarterly ACR
Third Earning Milestone 31st March 2021
Campaign Close / Final 30th June 2021
Earning Milestone
• AEMSP’s added to campaign eligible partner list at outset – partners may be
added during the campaign if they achieve AEMSP status – eligibility will be
reviewed on a quarterly basis
• Payments quarterly – 60 day target for paymentQuestions?
Thank you!
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