Cloud Solution Provider ProgramJeff Edwards – Director ERP Partner StrategyGreg Avedesian – Interim CRM Partner Strategy DYN12

The Cloud Solution Provider (CSP) Program

Own and Control

the Billing

Provision, Manage and

Support

Sell Integrated Offers and Services

Microsoft is expanding the CSP program to more partners with access to new cloud services, more markets and new capabilities.

Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services.

Partners create the offer, set the price and own the billing terms with their customers. ** Dynamics

AX coming soon!

What CSP Enables

Create cloud subscription & partner offer

1Set package price and sell to customers

2Place orders for Microsoft Cloud Services

3Offer packaged solution that’s supported and billed monthly

4

A complete Partner Solution

Dynamics CRM Online

Office 365

Azure

Partner IP

Cloud

Services Example: $99 per user per month

Business Models

Customer

1-Tier Direct

Cloud Solution Provider

Microsoft

2-Tier Indirect

Customer

Reseller

Microsoft

Cloud Solution Provider

Distributor

Which Tier Is Best For You?

Business Model Requirements:

Managed Services / Solutions End-Customer Support Ability to Scale Billing & Invoice

1 Tier CSP Work directly with Microsoft

2 Tier CSP Work with a Cloud

Distributor

Yes to all Not all

Programs To Help Partners

Partner Competencies and Support Plans

Partner Support Offerings

Cloud Competencies

Cloud CRM – Available Now!Cloud ERP – Coming Soon!

• Base level of MPN support• Access to demos• Priority placement in Pinpoint

Marketplace• Internal Use Rights to run your

business

Best

Better

Good

Premier Support for PartnersMost comprehensive support for partners with highly complex customers – whether in the cloud, hybrid, or on-premises

Advanced Support for PartnersAdvanced support for partners who are growing their cloud business with moderately-complex customers

MPN Technical ServicesFoundational support for partners who are establishing their cloud business

Level of

sup

port

New

Learn more about the support programs and benefits available to your business at aka.ms/partnercloudsupport

Backline support incidents with Microsoft & access to technical support resources

Assistance on deployments, migrations, best practices, and check points for ISVs

Creates highly skilled partners capable of getting and keeping a customer in production

Affordable monthly subscription with no upfront investment

Limited preview starts today, general availability targeted for Fall

Today, we’re announcing a new cloud partner support offering, Advanced Support for Partners — cloud support at an accessible price point that helps Partners be a great ally to their customers and grow their business faster.

Announcing Microsoft Advanced Support for Partners

CSP Licensing

CRM Online LicensingWhat’s Included In CSP Offers in July?

What is available What’s NOT available

• Dynamics CRM Online Essential• Dynamics CRM Online Basic • Dynamics CRM Online

Professional• Microsoft Social Engagement

Professional (through Dynamics CRM Online Professional)

• Microsoft Dynamics Marketing• Parature, from Microsoft

• Dynamics CRM Online Enterprise • Microsoft Social Engagement

Enterprise

• Commercial and Government Pricing

• Non-Profit Pricing• Academic Pricing• Government Community Cloud

Pricinghttps://mbs.microsoft.com/partnersource/northamerica/pricing-ordering/price-sheets/dynCRMpricesheet#CRMOnline

CRM Online LicensingPromotional Pricing for CSP

Microsoft Dynamics CRM Online Professional

$65.00/user/month Estimated Retail Price

Microsoft Dynamics CRM Online

Professional Add-On to Office

365*

Available Autumn 2015

For Sale With Office 365

Microsoft Dynamics CRM Online Basic

$30.00/user/month Estimated Retail Price

Microsoft Dynamics CRM

Online Essential

$15.00/user/month Estimated Retail Price

Other Options

* Programmatic pricing, requires Office 365 Business Premium or Office 365 Plan E3 or higher to qualify for Add-On pricing

Every Day Price

Licensing Programs

EPG

CA

SMB

CRM Online

Open

MPSA

EA

Web-

Direct

CSP

ERP On-Premise

EA

SPA & DPL

Cloud Future

EA /MPSA

CSP

Partner Incentives

Partner IncentivesCSP vs Web-Direct

25%6%

Web-Direct

Partner Discount:Rebate*:

Sell:Manage:

CSP (1 Tier)

12%3%

0%3%

Year 1 Year 2+

25%6%**

* Cash Rebate paid on a semi-annual basis.

** Rate subject to change

1 Tier Partner IncentivesCRM Online in CSP

Part

ner

Reven

ue

Economic Incentives

CRM Online List Price Price

Charged To Partner

CRM Online List Price

Partner IP

Support

Value Added

Services

25% Partner Discount

6% Rebate

Price To Customer

1 Tier Partner IncentivesCRM Online in CSP

Part

ner

Reven

ue

Price To Customer

Economic Incentives

CRM Online List Price Price

Charged To Partner

CRM Online List Price

Partner IP

Support

Value Added

Services

25% Partner Discount$16.25

6% Rebate$2.93

$65/user/month

$99/user/month

$65/user/month

$48.75/user/month

Partner IncentivesOnline Services in CSP

25%6%

Partner Discount:Rebate*:

CSP (1

Tier)

Year 1+

Microsoft CRM Online

20%6%

Partner Discount:Rebate*:

Microsoft Office 365

15%6%

Partner Discount:Rebate*:

Microsoft Azure

* Cash Rebate paid on a semi-annual basis. Rate subject to change

Dynamics

Partners

Own and Control

the Billing

Provision, Manage and

Support

Sell Integrated Offers and Services

** Dynamics AX

coming soon!

Sign Up For CSP!

Own and Control

the Billing

Provision, Manage and

Support

Sell Integrated Offers and Services

Visit the CSP portal on MPN to learn more http://aka.ms/cloudsolutionprovider

Talk to your Microsoft account representative and ask to join the CSP Program

Let us know you would like to join by completing the CSP partner information form at www.MicrosoftCSP.com

** Dynamics AX coming soon!

1-Tier CRM Partner Nomination Process

1Field downloads a copy of this Application Form and sends it to the CRM Partner **Please ensure you are using the most up to date version linked above**

2 CRM Partner fills out and emails the completed Application Form to PB&D Lead

3 PB&D Lead reviews Application and locates the CRM Partner record in TFS

5 Operations initiates business vetting, once approved, partners are sent a link to begin onboarding to CSP

6 Partner creates tenant & accepts contract terms to receive access to Partner Center

4 PB&D Lead completes the Nomination by completing required fields, approving the submission and attaching the application form

Approved 2-Tier Partner List

Video

© 2015 Microsoft Corporation. All rights reserved.

The Cloud Solution Provider (CSP) Program

Own and Control

the Billing

Provision, Manage and

Support

Sell Integrated Offers and Services

Visit the CSP portal on MPN to learn more http://aka.ms/cloudsolutionprovider

Talk to your Microsoft account representative and ask to join the CSP Program

Let us know you would like to join by completing the CSP partner information form at www.MicrosoftCSP.com

Microsoft is expanding the CSP program to more partners with access to new cloud services, more markets and new capabilities.

Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services.

Partners create the offer, set the price and own the billing terms with their customers.

** Dynamics AX coming soon!

1 Tier Capability Requirements

Services Business ModelCSP partners must have managed services, customer solutions or applications to bundle with Microsoft Cloud Services.

SupportCSP partners are responsible for end-customer support so they must have local language support, support ticketing and case management tools and established support policies and practice.

ScaleCSP partners must have an existing customer base, demand generation engines and financial health.

Billing & InvoiceCSP partners must have capability to manage customer invoicing and receiving.

A high capability bar and a strong services business model is required

Microsoft cloud partner support offeringsWe are committed to helping you grow your cloud business and provide the best service by offering flexible support options designed to meet you and your customers’ needs.

Best

Better

Good

Premier Support for PartnersMost comprehensive support for partners with highly complex customers – whether in the cloud, hybrid, or on-premises

Advanced Support for PartnersAdvanced support for partners who are growing their cloud business with moderately-complex customers

MPN Technical ServicesFoundational support for partners who are establishing their cloud business

Level of

sup

port

Account managemen

t

Service delivery

Deployments covered

Problem resolution

AssignedOn-site and

remote

CloudHybrid

On-premises

Fastest response

(1st priority, 1/2/4 SLA,

CritSit)

Pooled RemoteCloud

Limited Hybrid

Faster response

(2nd priority, 1/2/4 SLA)

N/A RemoteCloudHybrid

On-premises

Standard response

(3rd priority, 2/4/8 SLA)

Learn more about the support programs and benefits available to your business at aka.ms/partnercloudsupport

New

Customer Scenarios: Licensing Programs options

Managed Cloud SolutionsSoftware + CloudSoftware

Customers that want an on premise only solution

Customers that want a mixed cloud plus on

premise offer

Customers that want a Partner managed cloud

solutions

Software +Managed Cloud

Solutions

Customers that want on premise +

Partner managed cloud solutions

Cu

stom

er

Seg

men

t EAor

MPSA

Open

CSP

CTM

SM

B

EAor

MPSA

Open

EAor

MPSA

Open

CSP