1. FY17 Software Asset Management Incentive
7/20/2018
FY17 Software Asset Management Incentive
July 1, 2016 – June 30, 2017
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. What’s new in FY17 SAM Incentive Rates Increased for All Engagements
Value Engagement Rates Increased above Baseline Rates
Increased Rate Consistency across all engagement levels (A-L)
Incentive rates normalized for Currency fluctuations
Server Based Engagements moved to Server Count and Physical Server Count
Eligibility criteria changes for new FY17 partners
New SMB Rate Added (Level M)

3. Microsoft Convergence 2015
7/20/2018 4:02 AM
SAM&C FY17 – Server Count Changes
PC Count
Server Count
Estimated Size (PC Count)
Delivery Estimate (Days)
Estimated Size (Server Count)
LEVEL
Floor
Ceiling A
200
1,200 3 6 1 10 B
2,399 12 C
2,400
3,999 15 28 D
4,000
5,999 20 48 E
6,000
9,999 25 88 F
10,000
14,999 35
138 G
15,000
49,999 55
488 H
50,000
99,999 74
988 I
100,000
199,999 90
1,988 J
200,000
299,999
106
2,988 K
300,000
399,999
120
3,988 L
400,000
499,999
140
4,988
FY17 UPDATES:
Server Based Engagements moved to Server Count
SMB Rate Structure added to Engagement
SPLA Table Added Aligned Value Engagements
Server Based Engagements
Move from PC to Server Count for engagement leveling on
Non Production Environments
SQL Workload
Physical Server count for SAM for Hosting (SPLA)
SMB column added for FY17 H2 implementation
SPLA Rate table added for SAM for Hosting (SPLA) incentive
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. The SAM Incentive Program
Whether customers are doing business in the Cloud, on-premises, or somewhere in between, the SAM Incentive Program supports partner profitability and growth in a mobile-first, cloud-first world.

5. What are SAM Incentive Engagements?
The SAM Services Incentive program core engagement types are designed to enable SAM Partners to deliver value—be it cloud-specific, device oriented, or security related—by helping their customers establish critical SAM policies and procedures to manage their assets most effectively and ensure license compliance in support of strategic organizational goals and objectives.
Cloud-Ready
Mobile Device Management
SQL Workloads
Virtualization
Cybersecurity
Non-Production Environments
Baseline
Deployment Planning
Note to reader – link goes to the Microsoft Partner Network site where you’ll find more information for each engagement type.

6. SAM Incentive Engagement Types
Do your customers need an accurate picture of their infrastructure and better policies & procedures to help them manage their software assets more effectively? Help them optimize their software investments, ensure that they are right-licensed, and adopt the right policies to properly manage their software assets.
Baseline
Cloud-Ready
Are your customers thinking of moving to the cloud? Help them make an informed decision and migration roadmap by determining what is cloud-ready and what next steps need to be taken.
Are your customers looking to optimize their SQL environment to reduce costs, complexity, and compliance risks? Use this engagement to assess current SQL deployments and determine optimal usage either on-premises or in the cloud.
SQL Workloads
Virtualization
Have your customers’ virtual environments expanded beyond what is necessary? Help them get a handle on their existing virtual environments and identify opportunities for further virtualization, as well as providing recommendations for policy and license management improvements.
Baseline
A Software Asset Management (SAM) Baseline Review engagement involves creating an inventory of deployed Microsoft assets; reviewing corresponding customer license entitlements and virtual, hosted, or cloud-based solutions, a full SAM Optimization Model review; and identifying opportunities for improvement. Through this engagement, partners can provide suggestions for license optimization, as well as help to analyze how customers can capitalize on new computing trends to their maximum benefit.
Cloud-Ready
Designed for SAM Partners to engage with new or existing customers who are considering moving part or all of their infrastructure to a cloud environment. Whether the customer is considering software as a service (SaaS), platform as a service (PaaS), or infrastructure as a service (IaaS), a Cloud-Ready SAM engagement should be conducted as a prerequisite to making an informed move from on-premises to cloud solutions.
SQL Workloads
Provides guidance and resources to help customers optimize their SQL environment while reducing cost, complexity, and compliance risks. Use this engagement to assess current SQL deployments and determine optimal usage – be it on premises or in the cloud.
Mobile Device Management
Helps customers gain a clear view of all the devices accessing their network and data, and provides the guidance they need to implement mobile device and user management solutions that enable the right access without jeopardizing security or risking confidential data ending up in the wrong place. 
Virtualization
Provides an opportunity for SAM Partners to work with new or existing customers on a strategic virtualization strategy. Through this engagement, SAM Partners assess existing virtual environments and identify opportunities for further virtualization, along with the policies and requirements for licensing management, including both server and desktop virtualization environments. 
Non-Production Environments
Provides guidance on how to optimize software licensing in non-production environments. A non-production environment consists of machines that are exclusively used for purposes other than production, such as development and test. Understanding how the customer defines and manages both non-production and production environments is an essential part of assessing and optimizing their licensing footprint.
Cybersecurity
Provides customers with a view of what software is deployed to identify
at a high level areas of potential risk, and provide guidance on their cybersecurity programs and policies to help enable good IT software asset management. The engagement should provide a full inventory that the customer can use as the foundation for a more in-depth organizational security assessment.  
Deployment Planning
<Deployment Planning is not listed here because it’s not a new Value Engagement but it is covered later in this deck.> The Deployment Planning engagement provides the customer with a Proof of Concept (PoC) for the chosen Microsoft tool, as well as a SAM Improvement Plan that focuses on advancing the customer’s SAM maturity in the Hardware & Software Inventory key competency area through process design, business case analysis, and adoption planning.
Note to reader – link goes to the Microsoft Partner Network site where you’ll find more information for each engagement type.
Do your customers have in-house development and test teams? Help them identify and assess their current development and test environments, then provide recommendations around deployment policies, identifying environments to be retired, and ways to optimize licensing.
Non-Production Environments
Cybersecurity
How are your customers addressing cybersecurity and risk? Help them identify areas of potential risk, and provide guidance on their cybersecurity policies & procedures to help enable good IT software asset management.  
Do your customers know about every device that is accessing their network? Help your customers gain a clear view of all the personal and corporate devices accessing their network and data, and provide guidance to improve security and lower the risk of confidential data ending up in the wrong place. 
Mobile Device Management

7. Mobile Device Management
Data captured during a Baseline engagement can lead to a consultation around production vs. non-production environments and proper licensing for each scenario.
Adding Value Through SAM
Data from a SQL Workloads engagement can help you position discussions with customers on their Virtualization strategy.
Data insights from an MDM engagement can lead to opportunities to talk to customers about Cloud solutions.
Engagement Value
Baseline
SQL Workload
Cloud-Ready
Non- Production
Cyber Security
Virtualization
Mobile Device Management
Insights from a Cloud-Ready engagement can uncover potential security risks, leading to a Cybersecurity consultation.
A Virtualization engagement can get your foot in the door to follow up with a Baseline engagement.
Each engagement adds value. Whether conducting a Baseline Review, with the newly required SAM Optimization Model (SOM) assessment, or a Cloud-Ready SAM engagement, rich data and customer insights are collected.
With this data and an initial analysis completed, it’s easy to talk to your customers about additional opportunities to help them solve critical business issues.
After completing one engagement, you have a foundation to leverage the information for additional SAM engagements or other managed services that help them further improve their infrastructure through migrating to the cloud or consolidating their SQL workloads.
Note: Partners may request a SAM Services Incentive for eligible engagement types with customers who have greater than (200) desktops. Customers are eligible to receive (1) SAM Incentive funded engagement within any 12-month period.
An assessment of Cloud-Ready status can be closely tied to a Cybersecurity engagement. Customers want to be secure before moving to the cloud.
Mobile device data can be followed up on after identifying red flags during a Non-Production Environments engagement.

8. What’s Expected from each SAM Engagement?
The following phases and Statement of Work deliverables are expected from every SAM engagement. The phases will help drive the recommendations and considerations you will need to provide to your customers in final reports.
Planning
The planning phase consists of gathering information from your customer about their infrastructure background and future plans or goals, then setting up the plan for the data collection and analysis including appointments with key stakeholders and gaining access to the necessary sources.
Data Collection*
The data collection phase consists of the assembly of all data related to the discovery and inventory of software assets mapped to license entitlements and usage. Additional information may be required to ensure all relevant data is collected to provide a full and accurate analysis.
Data Analysis
The data analysis phase includes the review and validation of all usage, license entitlement deployment, and other data. In addition, an analysis of their current SAM policies and procedures, and recommendations for improvement is required.
Value
At the conclusion of the SAM engagement, you will present your results, recommendations, and next steps in an overview and a set of detailed reports.
Phases
Every engagement will be slightly varied depending on your infrastructure, needs, and goals. At a high level, an engagement can be broken down into four phases, Planning, Data Gathering, Data Analysis, and Presentation.
Planning - The planning phase consists of gathering information from you on your infrastructure background and future plans or goals, then setting up the plan for the data collection and analysis.
Data Collection – The data collection phase consists of the assembly of all data related to the discovery and inventory of software assets and then mapped to license entitlements. Additional information and interviews may be required to ensure all relevant data and information is collected to provide a full and accurate analysis on software deployments, licensing entitlements, and current management processes.
Data Analysis – The data analysis phase includes the review and validation of all collected data. During the analysis phase results and recommendations are documented in detail.
Final Recommendations – At the conclusion of the SAM engagement your partner will present their results, recommendations, and next steps in an overview and a set of detailed reports.
Letter of Engagement
Deployment, Usage, & License Entitlement Analysis
Established Deployment Position (EDP)
Effective License Position (ELP)
Analysis Reports
License Optimization Report
Assessment Report
Additional Uses of Data
Executive Overview
SOW
* Full inventory required for all except SQL Workloads and Virtualization.

9. Incentive Eligibility
Microsoft sets criteria requirements for all partners requesting participation in the SAM incentive program. These criteria are written to reflect the SAM engagement delivery requirements and customer value expectations and are consistent across all geographies and for all partners.
These requirements apply to new FY17 partners, existing eligible FY16 partners (as of June ) are pardoned into the program for this fiscal year. #
Eligibility Requirements
Specific Criteria 1
(1) – Microsoft MPN Competency or
(1) – Microsoft Action Pack Subscription
Partner Competency Status = (Active-Earned, Active Pre-Approved)
More Info: MPN Competency Status
Microsoft Action Pack Subscription Status = Current
More Info: MPN MAPS Subscription 2
(2) – Full time Partner employees pass the required SAM Eligibility Exams
FTE must be employees of the company which is named in the opportunity and meet the above SAM Incentive requirements.
Subcontractors do not fulfill this requirement. 3
(4) – SAM Eligibility Exams Completed
SAM Partner Eligibility Exams:
SAM (70-673)
Volume Licensing (74-678)
Cloud (70-369)
Elective Exams (Partner Chooses 1) E.1 MDM (98-368) E.2 Security Fundamentals (98-367) E.3 SCCM & Intune (70-696)
SAM Partner Eligibility Exams can be split across the required (2) FTE 4
Partner Management Status
Partner Actively Managed by Microsoft resource, at the global or local level
Partner Active in the Managed Parter List (MPL) 5
(4) – SAM Incentive Engagements Completed
12-month period measured from SAM Onboarding date to anniversary date.
SAM engagements must be registered, completed and Proof of Execution uploaded within the Microsoft CRM system, within the 12-month period.

10. FY17 FY17 FY18 SAM PARTNER – INCENTIVE ELEGIBILITY CRITERIA
CURRENT PARTNERS
FY17
NEW PARTNERS
FY18
ALL PARTNERS
1 Active
MPN Competency OR
Action Pack Subscription
1 Active
MPN Competency OR
Action Pack Subscription
MPN
SAM Active Competency
Partner Status
Actively Managed
Actively Managed
Actively Managed
Valid Location
Local Address
Local Address
Local Address
Financials
Bank & Routing No.
Bank & Routing No
Bank & Routing No
MCP Required
2 MCP
2 MCP
2 MCP
Partner Transformation
MCP Exams
4 Exams Required
SAM (70-673)
VL (74-678)
CLOUD (70-247)
SCCM (70-243)
4 Exams Required
(Exams can be split across 2 MCP)
SAM (70-673)
VL (74-678)
CLOUD FUNDAMENTALS (98-369)
ELECTIVE EXAM (choose 1)
4.a MDM – (98-368)
4.b SECURITY FUND (98-367)
4.c SCCM & INTUNE (70-696)
4 Exams Required
(Exams can be split across 2 MCP)
*SAM FUNDAMENTALS (70-67X)
VL (74-678)
CLOUD (98-369)
ELECTIVE EXAM (choose 1)
4.a MDM – (98-368)
4.b SECURITY FUND (98-367)
4.c SCCM & INTUNE (70-696) 10

11. Payments Payment Schedule Payment Method Type How Often
7/20/2018
Payments 1
Payment Schedule 2
Payment Method
Partners may receive payments via wire transfer.
Partners can only receive payments after completing enrollment to the Channel Incentives Platform. Partners can also view their earnings and payment activities here.
Type
How Often
Expect payment within
Wire Transfer
Monthly
45 days after the end of the earnings period 3
Channel Incentive Platform (CHIP) 4
Public Sector Advisory Fee restrictions
From the CHIP portal partners can:
View incentive earning data
Monitor status of requested opportunities
Do payment reconciliations and manage users
View alert messages
Manage users (add, edit, delete permissions)
Add payment profile (bank and tax info)
Contact Support
Partners may not earn Advisory Fees for Software Asset Management Incentives for transactions involving Public Sector customers if the customer resides in one of the restricted countries listed in the Public Sector Country Ineligibility List, located on MPN at aka.ms/partnerincentives
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. Resources
7/20/2018 1
Key Assets 2
Key Locations
SAM Incentive Guide: Defines eligibility requirements, rates, eligible revenue, payment policies.
CHIP Tool Guide: Tool set-up, view opportunities, and submit proof.
MPN Agreement: As of July 1, 2015, includes Microsoft Channel Incentives Agreement (MCIA) as Exhibit D.
FAQ’s: Q & A for program, eligibility, rates, payments, earnings and Co-op items.
aka.ms/samincentives: Info and guides for all SAM Incentive engagement resources
aka.ms/partnerincentives: Info and guides for all Partner Incentive programs
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. 7/20/2018
Appendix
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. SAM Incentive Engagement Process

16. Partner Generated Opportunity (PGO)
This is to be used by the Partner Community Personnel:
In the Partner Value Engagement Phases, there are two roles that are identified as owners for each of the steps from Create Leads to Tracking an Agreement. It is critical that each of the owners, the SAM Engagement Manager and the SAM PSE work with their Partners to help them understand their roles and responsibilities throughout the process. Each step has its own Objective that defines what the outcome of that Phase should be as well as the SAM Stage Checklist to meet the Objectives. The Exit Criteria determines whether the stages have met the necessary criteria by evaluating the steps in the appropriate tools

17. Microsoft Generated Opportunity (MGO)
This is to be used by the Microsoft Field Personnel:
In the Partner Value Engagement Phases, there are two roles that are identified as owners for each of the steps from Create Leads to Tracking an Agreement. It is critical that each of the owners, the SAM Engagement Manager and the SAM PSE understand their roles and responsibilities throughout the process. Each step has its own Objective that defines what the outcome of that Phase should be as well as the SAM Stage Checklist to meet the Objectives. The Exit Criteria determines whether the stages have met the necessary criteria by evaluating the steps in the appropriate tools

18. SAM Support Resources SAM FY17 Incentive Guide: aka.ms/samincentives
CHIP Tool Guide: aka.ms/partnerincentives
Connect Support: Connect User Guide and resources for SAM
MPN Support Tools: Visit MPN
For questions please send a query through Call Logging Tool on