2. xDPS detailsxDPS details http://tk5bpsweb01.partners.extranet.micro soft.com/en/O365/Pages/default.aspx

3. Partner Eligibility Requirements Registration xDPS detailsxDPS details http://tk5bpsweb01.partners.extranet.micro soft.com/en/O365/Pages/default.aspx

4. xDPS ProcessxDPS Process

5. Solution Incentives Ilse Wathion Cloud Business Development Manager

6. Reward partners for driving deployment Specific Office 365 and Windows Intune seats within the updated EA Deployment is defined as creating assigned seats (for example, going from having a reserved seat for Exchange Online, to an assigned seat, with an actual user name) or a downloaded Windows InTune agent within the updated EA Solution Incentive Office365: ObjectiveSolution Incentive Office365: Objective

7. Solution Incentive Office365: exampleSolution Incentive Office365: example Eligible ActivitiesDeployment of Office 365 and Windows Intune Rates Office 365: 12% of Price List (ERP) associated with uEA level. Full Windows Intune: 12% of Price List Windows Intune Add-On: 25% of Price List All Rates paid against full year value of the transacted license (License Value x 12)

8. Solution Incentive Office365: exampleSolution Incentive Office365: example Eligible ActivitiesDeployment of Office 365 and Windows Intune PaymentPartners will view their earnings in Partner Dashboard as they are earned, and will be paid quarterly. Term July 1, 2011 to June 30, 2012 Payments and Partner Attach process will not begin until October 2011, but incentives will be paid on all eligible Office 365 and Intune assigned seats

9. Solution Incentive Office365: exampleSolution Incentive Office365: example Eligible ActivitiesDeployment of Office 365 and Windows Intune Deployment definition Office 365 defined as creating assigned seats Windows Intune defined as downloaded agents on individual devices

10. Updated EA is defined as a traditional EA with an updated EA amendment, or a new updated EA (available after July 1, 2011, no amendment required) Partner needs to have signed the MOSPA agreement online (www.microsoftcloudpartner.com) in order to be able to claim the POR fees (similar as to regular online deals)www.microsoftcloudpartner.com Solution Incentive Office365: rules of the gameSolution Incentive Office365: rules of the game

11. The EA Deployment incentives will launch in October 2011.At that time, payments will be processed against: all eligible assigned seats deployed since July 1, 2011 for Windows Intune and any seats deployed from Office 365 General Availability When selling Office365 thru EA, what happens if you are both the LAR and the Solution Partner, do you get paid twice? You will get the ESA fees as LAR You will get the POR fees as Solution Partner Solution Incentive Office365: rules of the gameSolution Incentive Office365: rules of the game

12. Individual partner attach forms must be filled out to be identified as partner of record and earn fees against these individual offers This form must be sent into the local Regional Operations Center If a customer requests a change of partner, the new partner will earn the fee on additional net-new deployed seats Solution Incentive Office365: rules of the gameSolution Incentive Office365: rules of the game

13. 3 steps within the validation process: Validation of any EPG uEA Partner of Record attach with greater than 1,000 licenses must be approved by a Microsoft Enterprise Partner Group (EPG) customer Account Manager The validation process is managed by Microsoft Operations and may require a customer consent & signature in order to complete the attach process Partner must be able to validate their engagement with the End Customer on the deployment and use of Microsoft Online Services Solution Incentive Office365: rules of the gameSolution Incentive Office365: rules of the game

14. Attach form for POR fees: Partner downloads OSA Attach form from QuickStart https://www.quickstartonlineservices.com/Pages/Default.h tml https://www.quickstartonlineservices.com/Pages/Default.h tml NL version in attach Solution Incentive Office365: rules of the gameSolution Incentive Office365: rules of the game

15. Solution Incentive Office365: exampleSolution Incentive Office365: example Example: Customer deploys 1000 Seats of O365 E1 SKU (1000) x E1 Pricelist Price is $10 ($10) x Incentive is annualized (12) x Incentive Percentage is 12% (12%) x 1000 x $10 x 12 x 12% = $14,400 (incentive to POR)

16. New Customer BIFNew Customer BIF BIF $$$ = Case Based (Think of about 5K$ - 10K$)