CEE&WE Partner Meeting January 2021 Co-op Overview and Update - COOP Update_Jan 2021 ...
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CEE&WE Partner Meeting January 2021 Co-op Overview and Update Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the applicable program guide and partner agreement.
What You Will Learn Agenda
Overview of Co-op as a key Co-op Program Overview
element of Partner Incentives Fund Rollover Announcement
programs and what the co-op
funds can be used for Claiming Process
When the funds are earned and Common Questions
when they can be used Q&A and Feedback
Important updates on the
Summary & Review Resources
disposition of available funds
from H1
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos,
or otherwise display information about this overview. Full details and program requirements are set forth in the
applicable program guide and partner agreement.
Overview of Co-op
3
Co-op Overview Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the applicable program guide and partner agreement.
Global partner incentive programs aligned to channel models
SALES MOTION THROUGH PARTNERS FY21 Microsoft Partner Incentives
2 TIER CHANNEL 1 TIER CHANNEL 2 TIER CHANNEL 1 TIER CHANNEL
EA/MPSA LICENSING SOLUTION PARTNER (LSP) Enterprise Incentive
OPEN/FPP DISTRIBUTOR (CD) MANAGED RESELLER (VAR)
HOSTING SPLA RESELLER (CD) HOSTERS (MSP, VAR) SPLA Reseller Incentive Hosting Incentive
DISTRIBUTOR (CD) INDIRECT RESELLER (SI, MSP) CSP Indirect Provider Incentive CSP Indirect Reseller Incentive
CSP
DIRECT BILL PARTNER (SI, MSP) CSP Direct Bill Partner Incentive
WEB DIRECT ONLINE SERVICES ADVISOR (SI, MSP) Online Service Advisor Sell Incentive (Dynamics)
DYNAMICS DYNAMICS PARTNERS (LSP,SI,MSP,VAR) Solution Provider Agreement Incentive Certified Software Advisor Incentive
SURFACE DISTRIBUTOR (CD) AUTHORIZED DEVICE RESELLER Surface ADD Incentive Surface ADR Incentive
SURFACE HUB DISTRIBUTOR (CD) AUTHORIZED DEVICE RESELLER Surface Hub ADD Incentive Surface Hub ADR Incentive
SAM SAM PARTNER SAM Incentive
MIXED REALITY DISTRIBUTOR (CD) AUTHORIZED DEVICE RESELLER Mixed Reality ADD Incentive Mixed Reality ADR Incentive
CONSUMPTION MOTION THROUGH PARTNERS FY21 Microsoft Partner Incentives
2 TIER CHANNEL 1 TIER CHANNEL 2 TIER CHANNEL 1 TIER CHANNEL
ONLINE SERVICE ADVISOR (SI, MSP) Online Service Usage Incentive
EA, MPSA CASA,
EES, OSA Azure Incentive
CLOUD PLATFORM (SI, MSP)
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, Legend Incentive programs with co-op funds:
or otherwise display information about this overview. Full details and program requirements are set forth in the
applicable program guide and partner agreement.
Eligible Activities
Demand Generation Qualifying Activities
Activities include traditional and digital advertising with broad • Print advertising (Does not apply for Office FPP/ESD) • Microsoft syndicated content
reach that furthers the marketing and promotion of Microsoft • Digital advertising • Multi-touch digital campaign
offerings. Results and audience size should be measurable. • Social media marketing • Migration Services
• Direct mail, email, and SMS • Best Practice Development
• Partner website and search engine • Solution Building with Third Parties
optimization
Market Development Qualifying Activities
Activities include customer recruitment and education, as well as • Telemarketing • Internal incentives and SPIFFs
market and business development activities that further the • Customer seminars and bootcamps • On-site champ
awareness, preference, and sales of Microsoft* offerings. • Customer Offer • Proof of concept
Typically these marketing activities are designed for a specific (Does not apply for Managed Reseller, Surface PC/HUB ADR, or (Does not apply for Office FPP/ESD)
customer audience.
Mixed Reality ADR) • Employee purchase web set up for customers
• Tradeshows and expositions (only for eligible Surface ADR and Mixed Reality ADR)
Partner Readiness Qualifying Activities
Activities for the partner’s internal sales and technical personnel • MPN participation • On-demand training
and includes specific expenses related to training that helps • Microsoft exams and tuition • Microsoft hosted conferences
develop the partner’s sales and technical expertise on • Internal training and floor days • Product seeding / Demo units
Microsoft*. (Does not apply for Office FPP/ESD)
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos,
or otherwise display information about this overview. Full details and program requirements are set forth in the
applicable program guide and partner agreement.
*Microsoft Office offerings for Commercial Distributor Office FPP/ESD only
Co-op Guide Example
Telemarketing
Calling partners/customers or potential customers to promote and sell Microsoft products, services, solutions, or platforms. It can be an effective tool to prospect for
leads, communicate directly with customers, and build a sales pipeline.
Activity Guidelines
• Telemarketing activities must be partner-led and not appear to be from Microsoft. Microsoft products must be properly referenced in the script.
Core Requirements: Review specific guidelines on the Activity Guidelines: Core Requirements slide.
Proof of Execution Requirements Reminders
• Indicate that the call is from your company and not from Microsoft.
• Third party invoice or certification statement and report (CSR) • Use the correct trademarked name for software in the script and
• Communication material: Copy of script include the specific Microsoft product being promoted.
• Metric: Summary of results (number of calls and number of successful contacts
• Use for special initiatives.
• Applicable for Surface PC and Hub Reseller and ADD Only: PCMM or
PDM activity plan approval Best Practices
• Focus on communicating the most important message and driving a
Eligible Expenses response.
• Appeal to Customer by meeting a specific need.
• Fee – agency: Marketing services, including agency fees
• Use a targeted call list.
• Fee - Third party call center: Third party call center charges
• Test multiple offers to determine impact.
• Database acquisition
Did you know
• Partners can now use co-op funds can use to enhance C3 funds they
receive from Microsoft.
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos,
or otherwise display information about this overview. Full details and program requirements are set forth in the
applicable program guide and partner agreement.
7
Co-op earning and usage periods
Earn/accrue funds during one 6-month period, use/claim the funds during the subsequent 6-month period
• Co-op programs run on a fiscal 6-month program period.
• Accrued funds are calculated based on eligible revenue from previous fiscal half
and are calculated per the rates and terms of the program agreement.
Earn H1 Program Period
(1 Jul – 31 Dec)
H2 Program Period
(1 Jan – 30 Jun)
JUL AUG SEP OCT NOV DEC JAN FEB MAR APR MAY JUN
Per program calculation
Q1 Q2 Q3 Q4
against
eligible revenue August 15 February 15
Funds Available = Rebate Payment and Funds Available = Rebate Payment and
Co-op available for previous Fiscal Year’s Co-op available for previous Fiscal Half
H2 earnings earnings
Rebate + Co-op
Extends to next fiscal
year H1 program period
Partner is eligible to earn rebates When partner meets all Partner claims earned co-op
and co-op funds through sales of requirements, rebate and co-op funds after an eligible market
eligible licenses and products funds are then awarded for development, demand
Classified as Microsoft Confidential during the earning period (6- payment and usage. Rebates are generation, or readiness activity
*This asset is non-binding and is intended as a high-level overview of the program. Do
not Blog, Tweet, post photos, or otherwise display information about this overview. Full month) paid automatically, co-op funds is performed during the 6-
details and program requirements are set forth in the applicable program guide and
partner agreement. are paid against eligible activities month usage periodCo-op planning overview
Planning is just as critical as execution
• Written and agreed activities and funds allocation
• Align marketing activities to business plan goals
• Synchronize execution between Microsoft and partner
• Optimize the use of co-op funds
• Agree on what success looks like
Planning as part of rhythm of business
• Co-op funds available every half year
• One integrated plan at the start of each half year
• Plan agreement by Microsoft and partner stakeholders
• Activity results reviewed every month and in QBRs
Quality Plans drive effective execution
• Alignment to business goals and campaigns
• Integrated and balanced execution timelines
• End-to-end execution connects marketing to sales
• Clearly defined success metrics
• Optimize for 10X ROI or better
• Mechanism to measure activity impact on sales
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos,
or otherwise display information about this overview. Full details and program requirements are set forth in the
applicable program guide and partner agreement.H1 Co-op Rollover Announcement
10claims tool
earnings dashboard co-op asset collection
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos,
or otherwise display information about this overview. Full details and program requirements are set forth in the 11
applicable program guide and partner agreement.Proposed Process
Change Detail
Extend FY21H1 Usage and Claim periods in Partner Center into FY21H2. This will allow partners to continue to Use and Claim funds into
FY21H2.
New Usage Period
New Claiming Period
Why this change to Process
• Adjustment process is manual, time consuming, potential error prone
• Leveraging Program Configuration removes manual processing
• Microsoft and Partner will have transparent view of claim and corresponding earning period
Key Notes
• Partners will still have ability to claim against activity performed during FY21H1. This risk may be low given as reason for rollover
partners not able to fully perform marketing activity in FY21H1.
Activities performed between Jan 21 – Jun 21 can be claimed from either Usage period.
Classified as Microsoft Confidential
• *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or
otherwise display information about this overview. Full details and program requirements are set forth in the applicable
program guide and partner agreement.Classified as Microsoft Confidential
Execution Plan
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or
otherwise display information about this overview. Full details and program requirements are set forth in the applicable
program guide and partner agreement.
Claim Experience
Partners will have ability to select from 2 usage periods when creating new claims in FY21H2. They can select from FY21H1 Usage or FY21H2 Usage
1 2
New Usage Period
New Claiming PeriodClaiming Process
14Claim Management Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the applicable program guide and partner agreement.
Claim Creation Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the applicable program guide and partner agreement.
Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the applicable program guide and partner agreement.
Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the applicable program guide and partner agreement.
Managing Claims Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the applicable program guide and partner agreement.
Support Help
• All support queries must now be started in Partner Center. This
is the quickest way to get to support teams.
• Partner Center has self-serve support articles and FAQs to
answer many questions.
Support
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or
otherwise display information about this overview. Full details and program requirements are set forth in the applicable
program guide and partner agreement.Common Questions
21Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos,
or otherwise display information about this overview. Full details and program requirements are set forth in the
applicable program guide and partner agreement.
22Q&A and Feedback
23Summary and Review Resources
24In summary
Key messages Checklist for effective co-op planning
Big investment by Microsoft that • Work with your Microsoft field team to develop a comprehensive business plan, marketing plan,
supports our relationship with and co-op plan each semester
Partners
• Align the planned co-op activities to support your business strategy and annual plans
Planning is just as critical as • Align planned co-op activities to Microsoft strategies, priorities and locally planned activities
execution for optimal utilization
• Invest co-op to leverage major Microsoft launches
Claims for activities completed in H1
must be entered and submitted in • Leverage co-op funds allocation guidance to strategically fund all three categories of eligible
Partner Center by Feb. 15 activities
• Utilize co-op funds effectively across the fiscal semester, spending at least 30% in the first quarter
Unused H1 co-op funds will be
of each fiscal semester
rolled-over for usage in H2 (1-time
exception) • Use all your available co-op funds … unused funds are forfeited.
• Review co-op projects and expenditures to assess success and ROI. Repeat what works well!
Resources available at:
MPN – Partner Incentives: https://aka.ms/partnerincentives
Classified as Microsoft Confidential
*This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos,
or otherwise display information about this overview. Full details and program requirements are set forth in the
applicable program guide and partner agreement.Partner Resources For more information, please review the following resources: • All co-op assets as well as CHIP and Partner Center Guides, are located within the MPN Portal at https://aka.ms/partnerincentives. . • The Certification Statement and Report (CSR) form is available online in Partner Center for all programs except Commercial Distributor. For Commercial Distributor only, an offline CSR Form may be used to request reimbursement to offset costs and/or expenses incurred by the partner solely in connection with the implementation of certain co-op supported marketing activities. • The Internal incentives and sales performance incentive funds (SPIFFS) activity now requires an attestation form to be populated. This applies to all programs on Partner Center. This is not applicable to the Commercial Distributor program. • For step-by-step Partner Center co-op claim instructions go here: https://partner.microsoft.com/en-us/asset/collection/partner-center-incentives-resources#/ Other program assets are available as follows: • Managed Reseller, Commercial Distributor, Hosting, Mixed Reality and CSP Programs: MPN – Partner Incentives: https://aka.ms/partnerincentives ▪ Surface PC and Surface Hub ADR & ADD programs: Operations Readiness: https://partner.microsoft.com/en-US/resources Support Channels 1. Navigate to partner.microsoft.com and sign in. 2. Click on Dashboard in the upper right-hand corner to access your Partner Center dashboard. 3. Click on the Help and support link on the Incentives tile of your Homepage. 4. Click Provide issue details to submit a support ticket. Regional Operations Centers (ROCs) Support Aliases for Regional Operations Centers (ROCs) Support Aliases for CSP Program: Commercial Distributor, Managed Reseller, Hosting, and Surface: ▪ North America: ocina@microsoft.com ▪ North America - ciquest@microsoft.com ▪ Latin America: ocilatam@microsoft.com ▪ Latin America - msreb@microsoft.com ▪ Europe: ociemea@microsoft.com ▪ Europe, Middle East and Africa - erebates@microsoft.com ▪ APOC, Japan: ocijp@microsoft.com ▪ Japan and Asia Pacific - apocchi@microsoft.com ▪ APOC, APGC: ociapgcq@microsoft.com Classified as Microsoft Confidential *This asset is non-binding and is intended as a high-level overview of the program. Do not Blog, Tweet, post photos, or otherwise display information about this overview. Full details and program requirements are set forth in the 26 applicable program guide and partner agreement.
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