Microsoft Corporation

C+E Offer Program Guide

Azure Deployment, StorSimple Installation, and
Enterprise Mobility Deployment Offers
January 2015

[email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Contents
Offers at a Glance............................................................................................................................. 7
Azure Consumption Offers.............................................................................................................................. 7
StorSimple Installation Offer.......................................................................................................................... 7
.................................................................................................................................................................... 7
Enterprise Mobility Offer................................................................................................................................ 9
New in FY15................................................................................................................................................ 10

Offer Details................................................................................................................................... 11
Offer Dates.................................................................................................................................................. 11
How long are the offers valid from the date of the EA?........................................................................................................................... 11
The Azure Consumption Promo Credit..................................................................................................................................................... 11
Azure and StorSimple Deployment Funding Offers.................................................................................................................................. 11
EMS Promo and Deployment Offer.......................................................................................................................................................... 11

Azure Promo Credit...................................................................................................................................... 12

Eligibility, Credit and General Questions..................................................................................................................................................... 12
Which customers are eligible?................................................................................................................................................................. 13
What does a new EA customer need to do to qualify?............................................................................................................................. 13
If a customer does not make a qualifying upfront purchase, can we grant them the promo by exception?............................................13
If a customer has multiple enrollments, can each of their enrollments qualify for the promo?................................................................13
New and Existing Customer Scenarios........................................................................................................................................................ 13
New Customer Scenario.......................................................................................................................................................................... 13
Existing (Renewal) Customers Scenario.................................................................................................................................................. 14
Renewal Customer Scenario.............................................................................................................................................................. 14
Can a customer combine the Azure Credit Promo with the StorSimple 7000 ASAP+ offer?.....................................................................15
Can a customer receive multiple promo credits?..................................................................................................................................... 15
Can a customer combine the Azure Promo with the StorSimple 7000 ASAP+ offer?...............................................................................15
If a customer attaches Azure to an existing EA mid-Term and then has an annual renewal event, all within FY15, can they qualify for
both the New Azure Customer promo and the Renewal Customer promo?.............................................................................................. 15

1
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Are there any SKUs that need to be added to the CPS for a New or Renewal purchase to qualify for the FY15 Azure Promo?................15
How will the customer know theyve gotten a credit from the promo?.................................................................................................... 16
When will the promo credits be assessed and processed?...................................................................................................................... 16
If a customer elects to true down their coterminous commitment at their anniversary do they lose any previously granted promo
credit?..................................................................................................................................................................................................... 16
Are there any minimums required to qualify for the offer?...................................................................................................................... 16
Can the promo credit be executed under EAs and EWAs, or is there only one program that the promo can be executed under?...........16
Can a customer combine different parts of the offer for a single EA?...................................................................................................... 16
Can a customer avail the StorSimple and Azure Starter Offer?............................................................................................................... 17
Is there an exception process for requests that do not meet program criteria?......................................................................................17

Azure Deployment Funding Offer..................................................................................................................18

Eligibility, Funding and General Questions.................................................................................................................................................. 19
Do EA customers without Azure revenue qualify for this deployment offer?........................................................................................... 19
Are existing Azure EA customers with no net new revenue commitment eligible for this deployment offer?..........................................19
If my deal closed on June 30, 2015, does it still qualify for this offer?..................................................................................................... 19
I have a pre-approval, but the deal fell through prior to June 30, 2015. Does this still qualify for the deal?...........................................19
Can I use the deployment fund to cover a Premier contract?.................................................................................................................. 20
What do you do if you have a larger opportunity than what is supported by the Windows Azure Consumption (Starter) Deployment or
StorSimple offers?................................................................................................................................................................................... 20
Can the customer avail itself of other programs like Deployment Planning Services (DPS)?...................................................................20
In areas or subsidiaries where an Azure BDM is not present, who does the Cloud Platform Partner submit the deployment request
through?.................................................................................................................................................................................................. 20
Can an existing Azure EA customer set up a new Enrollment and migrate to then qualify for the New Azure customer promotion?......20
Does EMS revenue qualify for the Azure Consumption (Starter) Offer?................................................................................................... 20
Can the Azure monetary commitment be used for Azure Services like AADP and Azure RMS?................................................................20

StorSimple Instillation Funds........................................................................................................................ 22

Eligibility, Funding and General Questions.................................................................................................................................................. 22
Which customers are eligible for this offer?............................................................................................................................................. 22
Do deployment activities have to include production deployment on Azure?..........................................................................................22
Is the Deployment offer stackable?......................................................................................................................................................... 22
What serves are covered by the deployment funds?............................................................................................................................... 23
What are the StorSimple Installation options.......................................................................................................................................... 23
Can the StorSimple offer be combined with the Azure Starter Offer?...................................................................................................... 23

2
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Can the StorSimple offer be extended with Planner Services vouchers?.................................................................................................23
Can installations for the same customer at different locations qualify for multiple StorSimple deployment funding offers?...................23
Can the offer be broken up or separated?............................................................................................................................................... 23
What happens to the $4,000 offer for installing the StorSimple appliance?............................................................................................ 24
Should a partner put in a whole amount for the customer engagement including other work they may do in the SOW?.....................24
Where should the amount from MS go in the SOW?................................................................................................................................ 24
How can I make sure I meet the program deadline?................................................................................................................................ 24
How is it determined that the 5TB capacity is reached?.......................................................................................................................... 24
Do I get any support from Microsoft to drive Azure usage?..................................................................................................................... 24
Can a partner qualify for the Double Down program without installing the StorSimple appliance?.........................................................24
Will customers/partners receive updates on a customers Azure usage?................................................................................................25
What work will partners do after the installation and before the customer reached 5TB in Azure?.........................................................25
What does a field seller have to do for the second partner payment associated with the double deployment incentive?......................25
What is the language in the SOW (Statement of Work) to support this new process?.............................................................................25
Where do I go to get the most up to date SOW that includes the language associated with the Double Down offer?.............................25
How much should a field seller submit their BIF request for?.................................................................................................................. 25
What additional information should I add to BIF request for StorSimple submissions?............................................................................25
When filling out the SOW for the Double Down offer, how much should the partners put in the SOW?................................................26
How will the PO process work?................................................................................................................................................................ 26
Does the partner need to submit a separate PO to take advantage of the Double Down offer?..............................................................26
How does the POE (Proof of Execution) process work for the installation (first) payment?......................................................................26
Does the customers need to validate anything for the second payment (the Double down or Azure usage)? i.e. do they need to submit
a second POE (proof of execution)?......................................................................................................................................................... 26
Is every 8000 series appliance eligible to receive the double down $4,000 offer?..................................................................................26
Where do I go if I have questions on the Offer?....................................................................................................................................... 27
What happens to the $4,000 offer for installing the StorSimple appliance?............................................................................................ 27
How can I make sure I meet the program deadline?................................................................................................................................... 29
How is it determined that the 5TB capacity is reached?............................................................................................................................. 29
Do I get any support from Microsoft to drive Azure usage?........................................................................................................................ 29
Can a partner qualify for the Double Down program without installing the StorSimple appliance?............................................................29
Will customers/partners receive updates on a customers Azure usage?.................................................................................................... 29
What work will partners do after the installation and before the customer reached 5TB in Azure?............................................................29
What does a field seller have to do for the second partner payment associated with the double deployment incentive?..........................29
What is the language in the SOW (Statement of Work) to support this new process?................................................................................30

3
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Where do I go to get the most up to date SOW that includes the language associated with the Double Down offer?................................30
How much should a field seller submit their BIF request for?..................................................................................................................... 30
How will the PO process work?................................................................................................................................................................... 30
Does the partner need to submit a separate PO to take advantage of the Double Down offer?.................................................................30
How does the POE (Proof of Execution) process work for the installation (first) payment?.........................................................................30
Does the customers need to validate anything for the second payment (the Double down or Azure usage)? i.e. do they need to submit a
second POE (proof of execution)?............................................................................................................................................................... 30
When and how exactly will the 5TB be measured?..................................................................................................................................... 31
Which BIF program can be used for this incentive?.................................................................................................................................... 31

Enterprise Mobility Offer.................................................................................................................. 32

Eligibility, Funding and General Questions.................................................................................................................................................. 32
Enterprise Mobility Cloud Suite............................................................................................................................................................... 33
Which customers are eligible?................................................................................................................................................................. 33
Can a customer purchase Azure Active Directory and qualify for this deal?............................................................................................ 33
Can a customer receive multiple promo credits?..................................................................................................................................... 33
Is the Offer available in both EPG and SMS&P (CAM/S and CTM)?........................................................................................................... 33
Are partners eligible for Azure Channel Incentives for EMS? If so, will this exclude Intune and only pay incentives on Azure RMS and
ADD Premium?........................................................................................................................................................................................ 34
What services are covered by the funds?................................................................................................................................................ 34
What services are NOT covered by offer funds?...................................................................................................................................... 34
If a customer deploys 3 services do they get triple the deployment funding?......................................................................................... 34
Can the customer avail itself of other programs like Deployment Planning Services (DPS)?...................................................................34
Can customer stack offers?..................................................................................................................................................................... 34
Are the promo SKUs applied to year 1 only or all 3 years or is it optional for the order?.........................................................................35
Are there any SKUs that need to be added to the CPS for a New or Renewal purchase to qualify for the FY15 EMS Promo?...................35
When will the promo credits be assessed and processed?...................................................................................................................... 35
If a customer does not make a qualifying upfront purchase, can we grant them the promo by exception?............................................35
If a customer has multiple enrollments, can each of their enrollments qualify for the promo?................................................................35
If a customer attaches EMS to an existing EA mid-Term and then has an annual renewal event, all within FY15, can they qualify for both
the new customer promo and the Renewal Customer promo?................................................................................................................ 35
Can the promo credit be executed under EAs and EWAs, or is there only one program that the promo can be executed under?...........35
Are there special instructions for Public Sector customers?.................................................................................................................... 36

BIF Submission and Payment Processes............................................................................................ 37

4
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

High Level Flow Chart for requesting Offers..................................................................................................37

BIF Funding Process Outlined....................................................................................................................... 37

Prepare....................................................................................................................................................................................................... 37
Pre-Deployment.......................................................................................................................................................................................... 38
Deployment................................................................................................................................................................................................ 38
Payment..................................................................................................................................................................................................... 38

How to prepare to submit a BIF Request.......................................................................................................39

Azure + StorSimple.................................................................................................................................................................................... 39
EMS............................................................................................................................................................................................................ 39

BIF Tool Step by Step Guide.......................................................................................................................... 41

General Information Tab............................................................................................................................................................................. 41
Budget & Forecasting Tab........................................................................................................................................................................... 42
Additional Questions Tab............................................................................................................................................................................ 43
Execution Tab............................................................................................................................................................................................. 44
Important notes.......................................................................................................................................................................................... 44

BIF and Payment process General Questions.................................................................................................44

What does the customer have to do to receive deployment investment funds?......................................................................................... 45
Can the SOW/POE be written in a language other than English?................................................................................................................ 45
When will partners be reimbursed for deployment engagement?.............................................................................................................. 45
Who needs to sign the SOW provided to Microsoft?.................................................................................................................................... 45
What do I need to know about the pre-approval process?.......................................................................................................................... 45
How do partners become eligible for the deployment investment?............................................................................................................ 46
Is there an exception policy if the partner is not an Silver or Gold in MPN Cloud Platform competency Partner member?......................46
Who cuts the PO?....................................................................................................................................................................................... 46
What if the partner is overpaid?................................................................................................................................................................. 46
What is the SLA for payments?................................................................................................................................................................... 46
Are public sector customers eligible for the deployment investment?........................................................................................................ 46
Are payments made to the customer?........................................................................................................................................................ 46
If the deployment partner begins work but the engagement ends before payment is received, will Microsoft pay for the work performed?
................................................................................................................................................................................................................... 47
Can a Partner claim the Offer fund to deploy Azure EA to itself as the customer?......................................................................................47
Can a partner start work before the PO has been approved?..................................................................................................................... 47

5
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Does the partner need to sign the SOW prior to BIF approval?................................................................................................................... 47
What is new with the PO process that I should be aware of?...................................................................................................................... 47
Is there a time limit for FY14 requests, the process will take time, new SOWs need to be done, etc?........................................................47
I need to submit a StorSimple Deployment BIF using a partner that does not show up in MS Market. Can that be done and we could fix
the vendor setup paperwork after the deadline for the BIF-request?.......................................................................................................... 48

Resources....................................................................................................................................... 49
How do I check on the PO............................................................................................................................. 49
Applying for Offers...................................................................................................................................... 49
Links to apply for FY15 offers:.................................................................................................................................................................... 49
Links to know for FY15 offers:..................................................................................................................................................................... 49
SOW Templates for FY15 offers:.................................................................................................................................................................. 49

SKUs........................................................................................................................................................... 50
Azure Deployment / Starter Offer............................................................................................................................................................... 50
StorSimple Installation Offer....................................................................................................................................................................... 50
Enterprise Mobility Offers........................................................................................................................................................................... 50
ECS SKUS.................................................................................................................................................................................................... 51

6
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Offers at a Glance
Azure Consumption Offers

Azure Starter, Azure Deployment and StorSimple Installation offers are designed to help drive Azure commitment and encourage
consumption.
The Consumption (Starter) offer enables customers to receive credit based on consumption in the first 3 months of
enrollment.
The Azure Deployment Funding provides funds to offset the cost of Azure deployment or StorSimple Instillation.

StorSimple Installation Offer

The StorSimple Installation Offer provides funds to offset the cost of StorSimple instillations.
New Customers
Existing Customers
Azure Credit

Minimum commitment of
$50,000 for New Customers and
$100,000 for Existing
Customers
Credit Added to Azure account
based on actual consumption
within the first 3 months

Deployment
Funding
Funds to offset the
cost of Azure
deployment
Paid directly to
MCS or partner
after engagement
Available for new,
existing annual
renewal and
existing mid-term
additions

Credit of 100% of Azure

usage in the first 3 months
of the enrollment
Max bonus of 25%pa of
initial commitment

Renewal must be 1505 or greater of committed purchases over the

previous annual term, with a minimum of $100K
Credit of 100% of all Azure usage in the first 3 months that exceed 3x
that of the last month of the previous annual term

Azure EA Minimum Commitment

$25K
21 CPS Units

$50k
42 CPS Units

$4000

$9000

$100K
84 CPS Units

$200K
167 CPS Units

$500K+
420 CPS
Units

Deployment
StorSimple

First Install $4,000

per
Location
per StorSimple
appliance at different customer lo
$14,000
$22,000
$45,000
FundsOffer
Installation

First Install per

Funds to cover the cost

of StorSimple appliance
Additional
$1,000
for eachInstalls
additional StorSimple appliance deployed at the sam
installations from
Location
per StorSimple appliance at different
customer locations
ASAP+ offers

$4,000

7
Additional questions can be directed to [email protected]

Paid directly to
StorSimple partner after
engagement

Additional
Installs for each additional StorSimple appliance deployed at the same custom
$1,000

Windows Azure EA deployment Offer FAQ Microsoft Confidential

FY15 Deployment BIF Program

Sales Scenarios

Data
Migratio
Programsn&Usage

$4,000 per 8000 series appliance with

confirmed consumption of 5TB within 4
months
of device shipment Link to Documents
Link
to Apply

Metrics
Azure Consumption Starter Offer

Azure Billed Revenue

Deployment Services
Migration Services
FY15 Azure StorSimple EA Offer
Azure Billed Revenue
Premier Services

Click to Apply

SOW
POE

Click to Apply

SOW
POE

8
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Enterprise Mobility Offer

Customer Purchase

Enterprise Mobility Offer

Required number of users to receive offers

150 to 249

250 to 999

1000+

4,000

6,000

10,000

EMS Deployment Offer

Purchase AADP , ECS or EMS and receive
funds to offset the cost of deployment for
Windows Intune, AADP, or RMS. Deploy any
two components and receive double
funding

EMS is Microsofts comprehensive cloud solution for consumerization of IT and Bring Your Own Device (BYOD) challenges. In addition,
the Enterprise Mobility Offer discount makes it the most cost-effective way to acquire the included cloud services
Azure Active Directory (Azure AD) Premium for Hybrid Identity management
Windows Intune for mobile device and PC management
Azure Rights Management for information protection
FY15 Deployment BIF Program

FY15 EMS Deployment Offer

Sales
Scenarios

Programs & Metrics

Apply

EMS, ECS,
Enterprise Mobility Suite Click to Apply
Hybrid Identity
Customer Adds
Mgt, Mobile
System Center Server Mgmt
Device & Apps
Billed Revenue
Mgt, VDI
Win in the Cloud with Office
365

9
Additional questions can be directed to [email protected]

Link to
Documents
SOW
POE

Windows Azure EA deployment Offer FAQ Microsoft Confidential

New in FY15
Topic
Starter offer tiers
Starter offer exceptions

StorSimple deployment
reimbursement

StorSimple appliance cap

Pre-approval process
Required account information

PO process

SOW requirements

New process in FY15

New top qualifying tier of 500K with $45K
funding
Exceptions only considered after $1M Azure
monetary commitment

How it worked in FY14

Top qualifying tier was $200K

Now there is a flat rate reimbursement of

$4,000 for first time deployments, regardless of
location. Additional deployments at the same
location will be reimbursed $1,000 each
The number of StorSimple appliance
installations covered by the offer is based on the
number of appliances received through ASAP+
Pre-approval is now based on SAFE approvers.
IO will no longer be required for pre-approval.
CRM ID is required for pre-approvals, and TPID
are required for both pre-approvals and postsales deals
The field will now create their own PO for
external partnersthe process is now owned by
the GETBIF project requester. The requester now
owns the invoice and POE validation.
Partner/MCS may use their own SOW, however
Offer Business Desk will provide a standard
template as a reference of in-scope activity.

Offered $4,000 for local installations and $2,000

from remote installations, plus $1,000 each for up
to 6 additional appliance installations

Exceptions considered $500K+ Azure monetary

commitment

Maximum of 6 appliances

IO code was required for pre-approval

CRM ID or screen shot was required

The Azure EA Deployment Offer Business Desk

and WW EPG BIF Ops Team worked together to
create the PO
The Azure EA Deployment Offer SOW was required
for partner-led engagements

10
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Offer Details
Offer Dates
How long are the offers valid from the date of the EA?
Customers can avail themselves of the deployment offer within 4 months from the date of EA enrollment.
The Azure Consumption Promo Credit
Credit element starts in August (orders placed in August). Offer runs August 1 (customer coverage date of September 1) through
March 31, 2015. Commitment purchases must be processed by offer expiration date. Monetary Commitment credits expire at the
enrollment anniversary. Customers will receive their credit within their account 1 month from the close of the 3 month evaluation
period. Credits will expire at the end of the current annual term, which coincides with the customers Enrollment anniversary date.
Azure and StorSimple Deployment Funding Offers
The Offer must be requested within 4 months of EA enrolment and deployment activities must be completed within 3 months of IO
issuance or the offer will expire. Deployment funding is available to all qualifying deals closed between July 1st and June 30, 2014.
EMS Promo and Deployment Offer
The EMS Deployment Offer is available beginning July 1, 2014 and expires June 30, 2015. The deployment offer must be requested
within 4 months of EA enrollment. The deployment engagement must be completed and be invoiced to Microsoft within 90 days of PO
issuance (for partners) or IO approval (for Microsoft Services).

11
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Azure Promo Credit

Azure Credit
Expires March 31, 2015
Minimum commitment of $50,000 for
New Customers and $100,000 for
Existing Customers

New Customers

Existing Customers

Credit of 100% of Azure usage in

the first 3 months of the enrollment

Renewal must be 150% or greater of committed purchases

over the previous annual term, with a minimum of $100K

Max bonus of 25% of initial

commitment

Credit of 100% of all Azure usage in the first 3 months that

exceed 3x that of the last month of the previous annual term

Credit Added to Azure account based

on actual consumption within the first
3 months

Eligibility, Credit and General Questions

Promotional credits will function in a similar manner to upfront Monetary Commitment Credits.
Credits will be available within the customers account within 1 month from the close of the 3 month evaluation period.
Credits will expire at the end of the current annual term, which coincides with the customers Enrollment anniversary date.
The credit will not impact the sellers quota.
Credits, given similar functionality to Monetary Commitment credit cannot be used for AD Premium, EMS, Azure Paid Support,
Azure Store, Oracle on Azure licenses, or Azure RMS.
Commitment purchases must be processed by offer expiration date.
New Customer: Minimum $50K upfront commitment purchase.
Renewal Customer: Renewal must be 150% or greater of committed purchases over the previous annual term, with a
minimum of $100K.
12
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Which customers are eligible?

Azure: All VL customers that make qualifying purchases will be considered.

What does a new EA customer need to do to qualify?

Customers who place a qualifying order for Azure Monetary Commitment (MC) for the first time through Volume Licensing with an
Azure coverage start date of September 1, 2014 through March 31, 2015, will receive a MC credit equal to 100% their MC units
consumed during the first 3 months of their coverage period, up to a maximum of 25% of the MC ordered. To qualify, an order must:

Be made within 6 months of either their enrollment start date or most recent enrollment anniversary; and

Include a MC minimum determined by multiplying the number of MC units by the number of months remaining to next
anniversary, the result of which must be 504 or more.

Additional orders made within the promotional period under separate enrollments may qualify for their own MC Credit.
Promotional requirements must be met for each enrollment separately

If a customer does not make a qualifying upfront purchase, can we grant them the promo by exception?
Any exceptions will require the Business Desk to engage and treat the opportunity as a custom deal escalation.

If a customer has multiple enrollments, can each of their enrollments qualify for the promo?
As long as each enrollment has New or Renewal purchases that individually meet the promotion upfront commitment purchase
requirements then they will be eligible for promotional credit.

New and Existing Customer Scenarios

New Customer Scenario
1. Customer makes an upfront commitment of $100,000 on August 1, 2014
2. Customer is eligible to receive a maximum promotional credit for $25,000
3. During the first 3 months of the Enrollment, the customer consumes $20,000 of Azure services
4. By the beginning of December 2014, the customer will have an additional $20,000 of Azure Credit added to their EA Enrollment
that will be available for spend through July 31, 2015
13
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Existing (Renewal) Customers Scenario

Existing Azure customers who place a qualifying order with a coverage start date from September 1, 2014 through January 1, 2015
which increases their Annual Commitment (from prior year including any additional orders placed in the prior year) by 150%, will
receive a MC credit equivalent to 100% of New consumption during the first 3 months from anniversary up to a maximum of 25% of
their annuity commitment. To qualify, an order must:
1. Be made within 6 months of the enrollment start date or most recent anniversary; and
2. Be made under an enrollment on which Customer has maintained an Annual Commitment of more than 84 Monetary
Commitment (MC) units for the commitment year.
For the purpose of the promotional offer, NEW consumption is consumption that exceeds 3 multiplied by the amount of service
consumed under the enrollment during the final month of the prior year.

Renewal Customer Scenario

Renewal Azure EA customer Scenario 1
1. Customer made a previous year upfront monetary commitment purchase of $100,000 on Sept 1, 2013
a. Per the offer requirements, the customer must make a $150,000 (150% increase) upfront commitment purchase Sept
1, 2014 in order to qualify for the offer benefits.
2. The customers Azure usage in August 2014 was $10,000
a. All usage in excess of $30,000 ($10K x 3) within the first 3 months of their new annual term will be eligible for the
promotional credit
3. Customer makes a $200,000 upfront commitment purchase on Sept 1, 2014
4. During the first 3 months of the new annual term, the customer consumes $40,000 of Azure services
5. By the beginning of January 2015, the customer will have an additional $10,000 of Azure Credit added to their EA
Enrollment that will be available for spend through August 31, 2015
Renewal Azure EA Customer Scenario 2:
1. Customer made a previous year upfront monetary commitment purchase of $50,000 on Nov 1, 2013 and an additional midterm commitment purchase of $75,000 in February of 2014. While they incurred an additional $30,000 of Overage during
the annual term, their total commitment purchases were only $125,000.
2. Per the offer requirements, the customer must make at least a $187,500 (150% increase) upfront commitment purchase on
Nov 1, 2014 in order to qualify for the offer benefits.
3. The customers Azure usage in October 2014 was $15,000
4. All usage in excess of $45,000 ($15K x 3) within the first 3 months of their new annual term will be eligible for the
promotional credit
5. Customer makes a $400,000 upfront commitment purchase on Nov 1, 2014
6. During the first 3 months of the new annual term, the customer consumes $100,000 of Azure services
14
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

7. By the beginning of March 2015, the customer will have an additional $100,000 of Azure Credit added to their EA Enrollment
that will be available for spend through Oct 31, 2015

Can a customer combine the Azure Credit Promo with the StorSimple 7000 ASAP+ offer?
No. A customer must choose between receiving the free StorSimple 7000 appliance or the Azure Promo Credit, these benefits cannot
be stacked.
Can a customer receive multiple promo credits?
Promotional credit is only available once during the 3 year EA.

Can a customer combine the Azure Promo with the StorSimple 7000 ASAP+ offer?
No. A customer must choose between receiving the free StorSimple 7000 appliance or the Azure Promo Credit, these benefits cannot
be stacked.

If a customer attaches Azure to an existing EA mid-Term and then has an annual renewal event, all within FY15, can they qualify
for both the New Azure Customer promo and the Renewal Customer promo?
Yes. As long as the customer makes a qualifying new upfront commitment purchase when they attach Azure to their EA as well as a
qualifying Renewal upfront commitment purchase at their anniversary date then they will qualify for the assessment of credits as a
part of both events.

Are there any SKUs that need to be added to the CPS for a New or Renewal purchase to qualify for the FY15 Azure Promo?
No. There are no SKUs to add and no LSS or LE touch required for EA customers to take advantage of the promo. The Azure BG
Operations team will be managing the qualification of customers and granting of credits on the backend.

15
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

How will the customer know theyve gotten a credit from the promo?
Direct EA customers will see a unique line item in their Usage Summary page of the Enterprise Portal that notes a Credit has been
granted. Indirect EA customers will have a similar line item credit appear, but only the LSP will see that credit in their Enterprise
Portal page and the LSP is responsible for communicating to the customer that theyve received the credit.

When will the promo credits be assessed and processed?

The Azure BG Operations team will run a monthly report to identify which New and Renewal customers have made promo qualifying
upfront commitment purchases as well as assess what credits need to be granted. Credits may take up to one month to appear in a
customers EA account/Enterprise Portal.

If a customer elects to true down their coterminous commitment at their anniversary do they lose any previously granted promo
credit?
No. The promotions are designed to only reward a customer with credits based on actual deployment and usage of Azure services.
We believe that most customers who deploy stay deployed and so even if a customer chooses to true down at their anniversary they
will likely continue to consume Azure on a overage basis and we will be able to collect billings through the quarterly overage bills.

Are there any minimums required to qualify for the offer?

Yes. Customers must commit to a minimum of $50,000 of Azure through their EA.

Can the promo credit be executed under EAs and EWAs, or is there only one program that the promo can be executed under?
These are available for any VL program through which Azure is sold.
Can a customer combine different parts of the offer for a single EA?
Customers are not allowed to combine different tiers of the same offer (also referred to as stacking). One EA will qualify for any one
level of deployment offer per the qualifying criteria. Stackability within the same offer is not allowed. This means that a customer (or
EA) cannot avail itself of multiple tiers of the same offer. However, customers can redeem their entitled Software Assurance Planning
Services days, specifically Public Cloud, Azure DPS (AZDPS), in combination with the Consumption (Starter) Deployment Offer for a
more comprehensive engagement.
16
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Customers may combine the Consumption (Starter) Offer with StorSimple but only if they make two separate qualifying commitments.
Example: A

Can a customer avail the StorSimple and Azure Starter Offer?

A customer can make a commitment of 25k and avail the Starter Offer at the 4K tier and another commitment of 75K and avail the
StorSimple offer. They cannot make a single EA commitment of 100k and take advantage of both the StorSimple Offer and Starter
Offer at the 14K tier.
Is there an exception process for requests that do not meet program criteria?
The Azure offer desk will consider exceptions for deals above 500K. Email ([email protected]).

17
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Azure Deployment Funding Offer

Azure EA Minimum Commitment
Expires June 30, 2015

$25K

$50k

$100K

$200K

$500K+

21 CPS Units

42 CPS Units

84 CPS Units

167 CPS Units

420 CPS Units

$4000

$9000

$14,000

$22,000

$45,000

Azure EA Commitment
$25,000 (21 CPS Units)

Deployment Funds
$4,000

$50,000 (42 CPS Units)

$100,000 (84 CPS Units)
$200,000 (167 CPS Units)
$500,000+ (420 CPS Units)

$9,000
$14,000
$22,000
$45,000

18
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Eligibility, Funding and General Questions

Eligible customers: New, renewal and mid-term commitment Azure EA customers
One offer per customer per enrollment
Services covered by funds:
Activation, testing and actual deployment, Application or data migration on Azure, Premier (Online Service Delivery Management)
ODSM
No offer stacking customers may only fall into one tier of funding. Example: if a customer commits to $75K, they will be eligible for the
second tier of funding at $9K in deployment funding. They cannot stack two tiers ($25K + $50K) for $13K.
Customers may combine the Consumption (Starter) Offer with StorSimple but only if they make two separate qualifying commitments.
Example: A customer can make a commitment of 25k and avail the Starter Offer at the 4K tier and another commitment of 75K and avail
the StorSimple offer. They cannot make a single EA commitment of 100k and take advantage of both the StorSimple Offer and Starter
Offer at the 14K tier.

Do EA customers without Azure revenue qualify for this deployment offer?

No.

Are existing Azure EA customers with no net new revenue commitment eligible for this deployment offer?
No.

If my deal closed on June 30, 2015, does it still qualify for this offer?
Yes, in this case, if the customer EA transacted on June 30, 2015, it qualifies for the offer.
I have a pre-approval, but the deal fell through prior to June 30, 2015. Does this still qualify for the deal?
No. Until further notice, the current FY15 promo is only valid for EA transactions that transact up to June 30, 2015 as the final date.
Our current rule indicates that if your deal doesnt land in the fiscal year, your IO will be cancelled.

19
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Can I use the deployment fund to cover a Premier contract?
Yes, for the Consumption (Starter) Offer, you can select Premier OSDM (Online Service Delivery Management). We will require the
Premier contract as SOW/POE. Premier contract must include the Offer amount,

What do you do if you have a larger opportunity than what is supported by the Windows Azure Consumption (Starter)
Deployment or StorSimple offers?
Work with your LSS and/or LE to explore special options.

Can the customer avail itself of other programs like Deployment Planning Services (DPS)?
Yes, the customer can avail itself of DPS programs in conjunction with this deployment offer. The respective rules and criteria of the
other programs will apply.

In areas or subsidiaries where an Azure BDM is not present, who does the Cloud Platform Partner submit the deployment
request through?
Cloud Platform Partners will submit the deployment request through their Account Manager, Account Technology Strategist or Solution
Sales Professional in these cases/areas.

Can an existing Azure EA customer set up a new Enrollment and migrate to then qualify for the New Azure customer promotion?
No. The New Azure EA customer promotion is designed to drive net new Azure EA usage and revenue. Migration of existing Azure EA
workloads from an existing Enrollment to a New Enrollment does not drive additional Azure usage and the customer should take advantage
of the Renewal offer, not the New Azure customer promotion.

Does EMS revenue qualify for the Azure Consumption (Starter) Offer?
No. EMS does not use Azure monetary commitment. The offer is only designed to entice customers for upfront monetary commitment.

Can the Azure monetary commitment be used for Azure Services like AADP and Azure RMS?
No.

20
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

StorSimple Instillation Funds

StorSim
ple
Installat
ion
Offer
Expires June
30, 2015

Deployment Offer
Funds to cover the cost of
StorSimple Appliance
installations from ASAP+
Offers
Paid Directly to StorSimple
partner after engagement
Available for all ASAP+ Offer
Customers

First
Install Per
Location
Additional
Installs
Data
Migration
/ Usage

$4,000 per StorSimple appliance at different customer

locations

$1,000 for each additional StorSimple appliance deployed

at the same customer location

$4,000 per 8000 series appliance with confirmed

consumption of 5TB within 4 months of device shipment

Eligibility, Funding and General Questions

Which customers are eligible for this offer?
All ASAP+ qualifying deals are eligible for this offer

Do deployment activities have to include production deployment on Azure?

Yes
Is the Deployment offer stackable?
Deployment Offer is non-stackable. One offer per qualifying enrollment, per customer

What serves are covered by the deployment funds?

Appliance Instillation,
21
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Production deployment on Azure including activation, testing and actual deployment
Azure consumption

What are the StorSimple Installation options

Remote install qualified partner helps customer deploy the StorSimple appliance via telephone

Onsite install qualified partner is onsite at the customer location to help deploy StorSimple

Can the StorSimple offer be combined with the Azure Starter Offer?
StorSimple Deployment offer may be combined with Azure Starter offer, but qualifying commitments must be separate.

Can the StorSimple offer be extended with Planner Services vouchers?

Yes
Each additional appliance purchased by customer will get an additional $1500 towards deployment, per appliance. Each additional
appliance installed will get an additional $1500 towards deployment, per appliance. The number of StorSimple appliance installations
covered by the offer is based on the number of appliances received through ASAP.

Can installations for the same customer at different locations qualify for multiple StorSimple deployment funding offers?
Yes

Can the offer be broken up or separated?

No. Appliance installation and Azure deployment must happen simultaneously

22
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

What happens to the $4,000 offer for installing the StorSimple appliance?
Partners are eligible to receive US$4,000 for installing the StorSimple appliance and delivering a customer data migration plan (or
US$1,000 in the case of a second appliance at the same location). This installation offer is available for both the 7000 and 8000 series
devices in H2FY15. In addition, the new Double Down program offers our partners the opportunity to pick up an additional US$4,000
for meeting the stated consumption metrics within the stipulated timeline for 8000 series device sales.

Should a partner put in a whole amount for the customer engagement including other work they may do in the SOW?
The SOW can only reflect the BIF project work that funds are being paid out for. If they are doing other work for a customer they
would include that in their own SOWs between customer and partner. If other MS funds are being used then they need their own
separate SOW from that line of business.
Where should the amount from MS go in the SOW?
In the Less Microsoft Investment
How can I make sure I meet the program deadline?
Start early. Work with your customers to help them leverage the StorSimple solution for the specific use cases for which this hybrid
cloud storage solution is best suited. As an example, if an 8000 series unit ships on March 31 2015 the partner has until July 31 2015
to reach the 5TB target on Azure.
How is it determined that the 5TB capacity is reached?
The 5TB is measured by Microsoft based on capacity in Azure post deduplication and compression.
Do I get any support from Microsoft to drive Azure usage?
Microsoft provides partner ready step-by-step deployment guidance to accelerate installation and Azure usage. The partner is
primarily responsible to work with the customer to drive ongoing consumption by enabling specific workloads with the StorSimple
hybrid cloud storage solution. The partner can seek the assistance of the Microsoft TSPs for advice and insights into best practices.
Can a partner qualify for the Double Down program without installing the StorSimple appliance?
No. In order to qualify for the Double Down incentive, the partner also needs to have done the installation (thereby qualified for the
$4,000 associated with the installation). To state differently, only one partner can qualify for the incentives associated with Installation
and Consumption (there will only be one PO opened).

23
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Will customers/partners receive updates on a customers Azure usage?
Partners should build a trusted relationship with customers through the installation process and hence can work directly with them to
understand their Azure usage milestone.

What work will partners do after the installation and before the customer reached 5TB in Azure?
It has always been expected that partners will maintain a relationship with customers post array installation. Its expected that
partners will work with customers to migrate data, identify new workloads and ensure the commitment the customer made to Azure
along with their StorSimple purchase is maximized.
What does a field seller have to do for the second partner payment associated with the double deployment incentive?
Ideally, nothing. The proof of execution will be clearly visible in our dashboard. A report will be pulled centrally and the process will
be managed centrally. If an array has moved 5+TB of data to Azure, the BIF team will centrally reach out to the partner associated
with the array installation and request that they send an invoice to Microsoft for the second US$4,000 payment.
What is the language in the SOW (Statement of Work) to support this new process?
Through this Azure/StorSimple offer, partners may be eligible for an addition US $4,000 in payment for each 8000 series appliance
(8100 or 8600) that migrates a minimum of 5TB of data to Azure within 4 months of the appliance ship out date (note: Greater than
5TB of data will need to be migrated due to deduplication and compression).
Where do I go to get the most up to date SOW that includes the language associated with the Double Down offer?
The most up to date SOWs can be found on the //azuresales portal under: Pricing, Licensing & Offers and then under Azure offers:
link: http://infopedia/SMSG/Pages/Azure.aspx
How much should a field seller submit their BIF request for?
Sellers should submit the request inclusive of the installation and the potential for the Azure usage incentive (Double Down!
Incentive). This means that for 1 appliance an i/o would be opened for US $8,000. For two appliance at different locations, it would
be for $16,000. For two appliances at the same location, it would be for $13,000 (etc.).
What additional information should I add to BIF request for StorSimple submissions?
In the case of StorSimple, it would be best to have the DEVICE opportunity entered in the BIF request especially for Pre-Approval
requests. The Opportunity gives me clues on what to look for in Explore.ms.

24
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

When filling out the SOW for the Double Down offer, how much should the partners put in the SOW?
Partners should submit the request inclusive of the installation and the potential for the Azure usage incentive (Double Down!
Incentive). This means that for 1 appliance an i/o would be opened for US $8,000. For two appliance at different locations, it would
be for $16,000. For two appliances at the same location, it would be for $13,000 (etc.)

How will the PO process work?

As an example: The BIF request for one appliance will be for $8,000. Subsequently, the original PO will be submitted for the
installation costs only meaning the US$4,000. When a device qualifies for the double down incentive, the PO will be extended by
the BIF team to cover the additional $4,000 incentive. A central program team will be responsible for validating the qualifying Azure
usage amount and communicating with the BIF team. The BIF team will then reach out to the partner requesting they send a second
invoice for this array installation that has consumed >5TB of Azure (i.e. this will be a central process that should not require input
from field sellers).
Does the partner need to submit a separate PO to take advantage of the Double Down offer?
No, the same PO used for installation will be extended to pay out the additional US$4,000 for 8000 series Azure usage.
How does the POE (Proof of Execution) process work for the installation (first) payment?
The offer for the array installation follows the standard POE policy / process (i.e. signed customer document indicating the work was
complete). This is the way it works today.
Does the customers need to validate anything for the second payment (the Double down or Azure usage)? i.e. do they need to
submit a second POE (proof of execution)?
No. Our reporting is the proof of execution just as we do for Office 365 and other programs.
Is every 8000 series appliance eligible to receive the double down $4,000 offer?
Yes. If its a primary appliance or a secondary appliance at the same location, they are each eligible for $4,000 for the Double Down
offer. 2 examples:
o
o

Two appliance sales at the same location would equal a BIF request for US$13,000. $4,000 for the first appliance install,
$1,000 for the second appliance install and $4,000 for each appliance to potentially hit the 5TB threshold.
Two appliance sales at different locations would equal a BIF request for US$16,000. $4,000 for the firsts appliance
install, $4,000 for the second appliance install and $4,000 for each appliance to potentially hit the 5TB threshold.

o
o
25
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Where do I go if I have questions on the Offer?
For questions about details of the offer please contact [email protected]

What happens to the $4,000 offer for installing the StorSimple appliance?
Partners are eligible to receive US$4,000 for installing the StorSimple appliance and delivering a customer data migration plan (or
US$1,000 in the case of a second appliance at the same location). This installation offer is available for both the 7000 and 8000 series
devices in H2FY15. In addition, the new Double Down program offers our partners the opportunity to pick up an additional US$4,000
for meeting the stated consumption metrics within the stipulated timeline for 8000 series device sales.

26
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

27
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

How can I make sure I meet the program deadline?

Start early. Work with your customers to help them leverage the StorSimple solution for the specific use cases for which this hybrid
cloud storage solution is best suited. As an example, if an 8000 series unit ships on March 31 2015 the partner has until July 31 2015
to reach the 5TB target on Azure.
How is it determined that the 5TB capacity is reached?
The 5TB is measured by Microsoft based on capacity in Azure post deduplication and compression. 5TB is the minimum bar. We will
not round up from anything that starts with a number below 5. There is no exception for higher rates of deduplication and
compression.
Do I get any support from Microsoft to drive Azure usage?
Microsoft provides partner ready step-by-step deployment guidance to accelerate installation and Azure usage. The partner is
primarily responsible to work with the customer to drive ongoing consumption by enabling specific workloads with the StorSimple
hybrid cloud storage solution. The partner can seek the assistance of the Microsoft TSPs for advice and insights into best practices.
Can a partner qualify for the Double Down program without installing the StorSimple appliance?
No. In order to qualify for the Double Down incentive, the partner also needs to have done the installation (thereby qualified for the
$4,000 associated with the installation). To state differently, only one partner can qualify for the incentives associated with Installation
and Consumption (there will only be one PO opened).
Will customers/partners receive updates on a customers Azure usage?
Partners should build a trusted relationship with customers through the installation process and hence can work directly with them to
understand their Azure usage milestone.
What work will partners do after the installation and before the customer reached 5TB in Azure?
It has always been expected that partners will maintain a relationship with customers post array installation. Its expected that
partners will work with customers to migrate data, identify new workloads and ensure the commitment the customer made to Azure
along with their StorSimple purchase is maximized.
What does a field seller have to do for the second partner payment associated with the double deployment incentive?
Ideally, nothing. The proof of execution will be clearly visible in our dashboard. A report will be pulled centrally and the process will
be managed centrally. If an array has moved 5+TB of data to Azure, the BIF team will centrally reach out to the partner associated
with the array installation and request that they send an invoice to Microsoft for the second US$4,000 payment.

28
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

What is the language in the SOW (Statement of Work) to support this new process?
Through this Azure/StorSimple offer, partners may be eligible for an addition US $4,000 in payment for each 8000 series appliance
(8100 or 8600) that migrates a minimum of 5TB of data to Azure within 4 months of the appliance ship out date (note: Greater than
5TB of data will need to be migrated due to deduplication and compression).

Where do I go to get the most up to date SOW that includes the language associated with the Double Down offer?
The most up to date SOWs can be found on the //azuresales portal under: Pricing, Licensing & Offers and then under Azure offers:
link: http://infopedia/SMSG/Pages/Azure.aspx
How much should a field seller submit their BIF request for?
Sellers should submit the request inclusive of the installation and the potential for the Azure usage incentive (Double Down!
Incentive). This means that for 1 appliance an i/o would be opened for US $8,000. For two appliance at different locations, it would
be for $16,000. For two appliances at the same location, it would be for $13,000 (etc.).
How will the PO process work?
As an example: The BIF request for one appliance will be for $8,000. Subsequently, the original PO will be submitted for the
installation costs only meaning the US$4,000. When a device qualifies for the double down incentive, the PO will be extended by
the BIF team to cover the additional $4,000 incentive. A central program team will be responsible for validating the qualifying Azure
usage amount and communicating with the BIF team. The BIF team will then reach out to the partner requesting they send a second
invoice for this array installation that has consumed >5TB of Azure (i.e. this will be a central process that should not require input
from field sellers).
Does the partner need to submit a separate PO to take advantage of the Double Down offer?
No, the same PO used for installation will be extended to pay out the additional US$4,000 for 8000 series Azure usage.
How does the POE (Proof of Execution) process work for the installation (first) payment?
The offer for the array installation follows the standard POE policy / process (i.e. signed customer document indicating the work was
complete). This is the way it works today.
Does the customers need to validate anything for the second payment (the Double down or Azure usage)? i.e. do they need to
submit a second POE (proof of execution)?
No. Our reporting is the proof of execution just as we do for Office 365 and other programs.

29
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

When and how exactly will the 5TB be measured?
The spirit of this incentive is to help customers more quickly access the long term benefits of Azure as a storage tier. The 5TB
threshold cannot be a point in time snapshot with a sudden drop off. It needs to be sustained over a reasonable period of time (at
least 3-5 days at the end of the 4 month timeframe).

Which BIF program can be used for this incentive?

FY15 Azure StorSimple EA Offer is the only eligible program

30
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Enterprise Mobility Offer

Customer Purchase

Enterprise Mobility Offer

Required number of users to receive offers

150 to 249
EMS Promo

250 to 999

NA

Discount EMS Licensing

Minimum 250 Users

1000+

40% discount

EMS Deployment Offer

Purchase AADP, ECS or EMS and receive
funds to offset the cost of deployment for
Windows Intune, AADP, ECS, or RMS.
Deploy any two components and receive
double funding

4,000

6,000

10,000

Eligibility, Funding and General Questions

EMS, ECS or AADP deals onlystandalone purchases of Intune or ARMS do not qualify
Eligible customers must be new to EMS, ECS or AADP and the offer is based on the initial purchase number of users. User increases
or renewals will not qualify for further funds if the customer has already redeemed the offerthis is a one-time, initial offer only.
One offer per customer per enrollment. The offer must be requested within 4 months of EA enrollment.
No offer stackingcustomers may only fall in to one tier of funding. Example: if a customer purchases EMS, ECS or AADP for 200
users, they will be eligible for first tier of funding at $4K. They cannot stack two of the first tier offers (200 users x2) for $8K.

Offer can be extended with Planning Services vouchers

31
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Enterprise Mobility Cloud Suite

The Enterprise Mobility Cloud Suite now available to qualify for Enterprise Mobility Deployment Offers.
The EMC Suite brings together Office 265, EMS and Windows Software Assurance per User to offer a solution to enable our customers
in a cloud-first, mobile first world.
For more information on the Enterprise Mobility Cloud Suite please visit the EMC website provided below. Please note, the EMS
Deployment BIF page can be used to apply for offers for ECS deals (where EMS is a part of).
Enterprise Mobility Cloud Suite

Which customers are eligible?

Eligible customers must be new to EMS, and the offer is based on the initial purchase number of users. User increases or renewals will
not qualify for further fundsthis is a one-time, initial offer only.

Can a customer purchase Azure Active Directory and qualify for this deal?
No. The customer must purchase EMS to qualify. Standalone purchases of Intune, AAD, or Azure Rights Management do not qualify for this
offer

Can a customer receive multiple promo credits?

The Promo Credit SKU is available for New, Renewal and Mid-Term commitment additions. Promotional credits are a one-time offering,
a customer may not receive multiple promo credits. The EMS promotional credit is only available during the annual term in which the
associate purchase is made, with any remaining credit expiring at the EA Enrollment anniversary. Promotional credit is only available
once during the 3 year EA.

Is the Offer available in both EPG and SMS&P (CAM/S and CTM)?
Offer is open for all customer segment and vertical.
32
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Are partners eligible for Azure Channel Incentives for EMS? If so, will this exclude Intune and only pay incentives on Azure RMS
and ADD Premium?

Azure Consumption Incentive (Channel incentive) does not include non-metered services such as EMS (and all its components). In
other words, since EMS does not burn Azure monetary commitment, it is not included as qualifying services for this incentive. EMS,
however, qualified as Online Service Advisor incentive which is the same as O365 Advisor fee. If you need further information on
Advisor, you could reach out to your local CI lead

What services are covered by the funds?

Activation, testing and Activation, testing and deployment of either Intune, Azure Active Directory Premium or Azure Rights
Management. Deployment of multiple services qualify for additional deployment funds.

What services are NOT covered by offer funds?

Pre-sales activities such as POCs, workshops, demos, trainings and briefings do not qualify. Support Services will not be covered by
offer funds
If a customer deploys 3 services do they get triple the deployment funding?
No. For any additional component of EMS to be deployed, the amount can go up to double the amount of the base funding offer. If 3
services get deployed this does not qualify for funding at the rate 3x the base cost. Double the base funding is the cap.
Can the customer avail itself of other programs like Deployment Planning Services (DPS)?
Yes, the customer can avail itself of DPS programs in conjunction with this deployment offer. The respective rules and criteria of the other
programs will apply.

Can customer stack offers?

No offer stackingcustomers may only fall in to one tier of funding. Example: if a customer purchases EMS for 200 users, they will be eligible
for first tier of funding at $4K. They cannot stack two of the first tier offers (200 users x2) for $8K.

33
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Are the promo SKUs applied to year 1 only or all 3 years or is it optional for the order?
If added at signing, the SKUs would by default be applied on the CPS in all 3 years. If done as a supplemental, the SKU would show up
as a single line item that is co-terminus to the end of the agreement. In the CPS notes we will call out that the SKU will only trigger the
credit once regardless of how it shows on the CPS.

Are there any SKUs that need to be added to the CPS for a New or Renewal purchase to qualify for the FY15 EMS Promo?
No. There are no SKUs to add and no LSS or LE touch required for EA customers to take advantage of the promo. The EMS BG
Operations team will be managing the qualification of customers and granting of the discount.

When will the promo credits be assessed and processed?

The EMS Operations team will run a monthly report to identify which New and Renewal customers have made promo qualifying
upfront commitment purchases as well as assess what credits need to be granted. Credits may take up to one month to appear in a
customers EA account/Enterprise Portal.

If a customer does not make a qualifying upfront purchase, can we grant them the promo by exception?
Any exceptions will require the Business Desk to engage and treat the opportunity as a custom deal escalation.
If a customer has multiple enrollments, can each of their enrollments qualify for the promo?
As long as each enrollment has New or Renewal purchases that individually meet the promotion upfront commitment purchase
requirements then they will be eligible for promotional credit.
If a customer attaches EMS to an existing EA mid-Term and then has an annual renewal event, all within FY15, can they qualify
for both the new customer promo and the Renewal Customer promo?
Yes. As long as the customer makes a qualifying new upfront commitment purchase when they attach EMS to their EA as well as a
qualifying Renewal upfront commitment purchase at their anniversary date then they will qualify for the assessment of credits as a
part of both events.
Can the promo credit be executed under EAs and EWAs, or is there only one program that the promo can be executed under?
These are available for any VL program through which EMS is sold.

34
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Are there special instructions for Public Sector customers?

For public sector customers who would like to participate in this offer please work with the Public Sector Business Desk, which
supports EMS.

35
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

BIF Submission and Payment Processes

High Level Flow Chart for requesting Offers

BIF Funding Process Outlined

If you are unfamiliar with the way the BIF tool works, please visit the Infopedia site //BIF and navigate to the red Resources & Training tile.

Prepare
For more details on the necessary material to gather prior to BIF submission please see How to Prepare to Submit a
BIF Request section
1. Customer purchases eligible Azure SKUs or receives Pre-Approval
2. Customer reaches out to their Microsoft liaison in case they want to apply for funding to contract with Silver or Gold in MPN
Cloud Platform competency Partner or MCS to deploy Azure
3. Field team prepares all required content for Pre-Approval or BIF submission
Be aware of the minimum requirements, timeframes and deadlines.
36
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Have all necessary information available upon nomination: TPID, CRMID EA Azure Enrollment ID etc.
Make sure your partner meets the Silver or Gold in MPN Cloud Platform competency and is up to date with the
program; partner contact info is required

Pre-Deployment
4. Microsoft liaison (Requestor) generates BIF request, and once verified, provides the Partner with the SOW/POE template for
them to fill and return.
5.
A signed SOW or Work Order will be required for all BIF requests prior to PO issuance or any work beginning.
Partner may not begin work prior to receipt of PO from MS.

6. Field Updates GETBIF request by uploading SOW (unsigned for US and a few other countries as they use the Microsoft Partner
SOW, with signatures to be obtained during PO process; and Partner signed for everyone using the Partner Customer SOW)
Note: If MCS is the partner, MCS will use their own SOW template
7. Upon receipt of a Pending Requestor-ACTION REQUIRED message sent by GetBIF, please read the Reviewer Comments in
the mail body, adjust your request as asked, and re-submit.
8. Upon approval, the requestor has 30 days to return unsigned SOW.
Signatures on Microsoft- Partner SOWs are obtained via DocuSign at PO approval level.
9. Biz Desk approves or denies SOW and funding within 2 days of returned unsigned SOW.
10. Azure Business Desk issues the IO to the field within 3 working days. Funding approval is predicated on the SOW document
being attached at the time of the funding request
11. Field Creates the PO

Deployment
12. Deployment partner completes full Azure deployment and provided POE documentation
13. Deployment partner generates Proof of Execution for deployment.
Payment
14. Partner Invoices and Uploads Proof of Execution (POE) and must adhere to the general Microsoft invoicing timelines
15. Field validates POE and approves payment
16. Microsoft releases payment to partner per invoicing agreement

How to prepare to submit a BIF Request

To avoid delays, questions, and churn it is critical that you have a full understanding of the Azure Deployment Offer, StorSimple offer
and related offer requirements timeframes and deadlines. Gather the following Information
37
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Azure + StorSimple
1. Customer Details
a. Enterprise Enrollment Agreement Number
b. Appropriate funding level based on purchase
c. Knowledge of compete activities (Amazon, VMWare) at account
d. EA enrollment number, Valid CRM ID (GSX) or Opp ID
e. TPID required
2. Confirmation of SKU Purchased on EA
a. Revenue Commit
b. Standard Support or Pro Direct Support
3. Number of StorSimple appliances and type of installation (remote or local)
4. Deployment start / end dates
5. Service Location (country)
6. If MCS (StorSimple: Only for Azure Deployment offer of 100k+ in Azure revenue Commit)
a. Service Engagement Manager
7. If Partner
a. Confirmed as certified Azure Deployment Partner
Azure Partners
WW Channel Partners
b. StorSimple: Partner needs to be a trained partner
c. Partner key contact information
i. Email
ii. Phone number
d. Partner MPN ID
e. Partner MS Supplier ID

EMS
1. Customer Details
a. Enterprise Enrollment Agreement Number
b. Appropriate funding level based on purchase
c. Knowledge of compete activities (Amazon, VMWare) at account
d. EA enrollment number, Valid CRM ID (GSX) or Opp ID
e. TPID required
2. Confirmation of SKU Purchased on EA
a. Revenue Commit
b. Standard Support or Pro Direct Support
3. Enterprise Mobility Solution
a. Intune
b. Azure Active Directory Premium
38
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

c. Azure Rights Management
4. Deployment start / end dates
5. Service Location (country)
6. Engagement
If MCS
a. Service Engagement Manager
If Partner: Confirmed as Silver or Gold level MPN Competency Cloud Platform or EMS Specialized partner
b. Partner business name
c. Partner key contact information
i. Email
ii. Phone number
d. Partner MPN ID
e. Partner MS Supplier ID

39
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

BIF Tool Step by Step Guide

General Information Tab
Complete all *required fields
Key information required to approve the project

Project Name (Customer Name, Number of Appliances) : Example:

XYZ Company, (3) ASAP-50
Enter Opportunity ID (If No Opportunity ID or only have Partner
Opportunity ID, Create CRM Opportunity ID in GSX)
Funding Justification must qualify for Program Criteria and should
include Azure deployment POST SALES activities:
o Activation
o Testing
o Production Deployment
o Data Migration
o Application
Service Delivery Method:
o Must include Services Executive and Engagement Manager for
Internal MCS/Premier Led Projects*
o Must be an Azure Silver or Gold in MPN Cloud Platform
competency Partner
StorSimple Trained partner list managed by StorSimple Team
AND have an MS Supplier ID for External Partner Led

40
Additional questions can be directed to [email protected]

Projects**

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Budget & Forecasting Tab

Complete all *required fields.

Include the Service Location and requested amount on the Budget and Forecasting
Key information required to approve the project
Requested amount in USD (Amount should match the Azure EA Offer funding
amount based on the revenue for all of the Azure SKUs)
Enter Forecasted Spend within 4 months of estimated transaction date

41
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Additional Questions Tab

Complete all *required fields
Key information required to approve the project
Valid 7-8 digit Enterprise Enrollment Agreement
Number OR dummy EA # of 1234567, if EA is
currently not in place
For Post-sales:
Enter valid 78 digit Enterprise Enrollment
Agreement Number
For Pre-approval:
If you dont have the EA and/or Opportunity ID,
please enter Dummy EA # of 1234567
Custom question from BIF tool:
Was the Azure Commit SKU: 6QK-00001 included in
Yes.

the EA?* must be answered

Additional custom questions from BIF tool must be

How many StorSimple Appliances are being

answered.

What is the installation type for the StorSimple

o *Local (On Site) or Remote

installed?
Appliance(s)?

42
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Execution Tab
Ensure the LCA approved Azure SOW is correctly completed and uploaded
o Upload as Contractual Agreement Project Documents
o For US Projects, DO NOT sign SOW at the time of BIF request
o DO NOT sign POE portion at this time
Submit your request on the final tab

Important notes

Deployment Offer is 1 offer per qualifying enrollment, per customer

No PO or IO charges until Sales transaction can be verified by Offer BD
Partner is not allowed to start work before PO has been provided
Partner SOW Complete template available on landing page or provided under
Supporting Documents Other on GetBIF once your request has been verified.
under Contractual agreements
If Partner Customer SOW is used (mostly non-US): Partner must sign SOW
to BIF approval
NEW: If Microsoft Partner SOW is used (US and a few other countries): Provide
unsigned for BIF approval. Signatures will be obtained at time of PO approval
US and a few other countries: Provide gratuitous service letter if project is for
PS customer (upload to GetBIF prior to BIF approval)
NEW: PO is field responsibility, please follow local process. Note: US has a
provide the PO
NEW: Customer signed POE (proof of execution) required for all customer
segments, regardless of BIF value. Date on POE has to be post completion
(obviously post PO approval)
No payment until deployment and POE is verified

BIF and Payment process General Questions

43
Additional questions can be directed to [email protected]

Once completed upload

prior
SOW

designated MSUSBIF team to

Windows Azure EA deployment Offer FAQ Microsoft Confidential

What does the customer have to do to receive deployment investment funds?

Once the Azure revenue commitment is made through the EA, the customer must reach out to an approved Silver or Gold in MPN
Cloud Platform competency Partner deployment partner to apply for the deployment funding through their Microsoft contact. The
Microsoft representative must apply for the funding through GETBIF. The high level process is illustrated above:

Can the SOW/POE be written in a language other than English?

Yes for all countries that use the Partner Customer SOW for BIG. Feel free to localize the official SOW Template and submit with the
local language. Countries like US that require the Microsoft Partner SOW are not allowed to localize or adjust any of the contractual
verbiage other in sections highlighted.

When will partners be reimbursed for deployment engagement?

Partner reimbursement is provided up to 4 months from date of Azure purchase/enrollment. Funds will be directly to qualified
StorSimple Partner and will not be paid until deployment and POE is verified

Who needs to sign the SOW provided to Microsoft?

Only for countries using the Partner Customer SOW: Partner is required to sign the SOW provided to Microsoft.
For countries using the Microsoft Partner SOW (like US): No signature is required for BIF approval. Signatures will be obtained at time
of PO approval.

What do I need to know about the pre-approval process?

Pre-Approval

You need pre-approval PRIOR to formally presenting the offer.

Use a Dummy enrollment number for submission, the EA and SOW will need to be updated once the deal is landed in order to
release BIF funds
Funds are NOT available to spend until the deal lands in MSSALES
The pre approval assumes the customer has not redeemed any offer under the same enrollment during the past 12 months
(offer is limited to one per enrollment per customer per annual term)
All Azure starter rules apply to this this investment. Funds MUST be spent in the next 4 months once the deal has landed.

How do partners become eligible for the deployment investment?

Currently, Cloud Platform Partners are qualified to deliver deployment engagements. However, partner requirements may change
44
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Is there an exception policy if the partner is not an Silver or Gold in MPN Cloud Platform competency Partner
member?
Yes, on a case-by-case basis, where partner is not a Silver or Gold in MPN Cloud Platform competency Partner but the local Azure BDM (or
Azure PMM in absence of BDM) could endorse them, we will allow it if we get the sponsorship email from the BDM (or Azure PMM).

Who cuts the PO?

For WW Projects, the PO creation is the responsibility of the Project Owner/Project Workgroup and to be created locally once the IO code is
issued.
For US projects, the PO will be created by MSUS BIF Services: [email protected]

What if the partner is overpaid?

Azure EA Deployment Offer Business Desk will be tracking and auditing deployments. Microsoft reserves the right to adjust payments or ask
for repayment.

What is the SLA for payments?

Payment time depends on various factors including confirmation the appropriate POE secured and submitted, availability of
approvers, the suppliers payment terms per their agreement with MS GPG, local procurement policies, etc.

Are public sector customers eligible for the deployment investment?

In general, yes. However, some countries do not allow this type of benefit. Consult your local LCA.

Are payments made to the customer?

No. Payments go directly to the qualified third party partner that performed the deployment.

45
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

If the deployment partner begins work but the engagement ends before payment is received, will Microsoft pay for
the work performed?
Payment will be made only if all requirements of the offer are met, including the completion and verification of milestones. If these
requirements are not met completely and before either 18 months? After the customers qualifying purchase or the end of the
customers current EA term, whichever is earlier, deployment investment payments will not be made.

Can a Partner claim the Offer fund to deploy Azure EA to itself as the customer?
No, a qualified third-party partner (or MCS) must be used for deployment (partner as customer cant get reimbursement).
*Please note, some ISV partners claim they cant/wont allow a third-party for deployment because of Intellectual Property issues. In
these situations, work with SMSG Finance Control & Compliance (C&C) to determine exceptions on a case by case basis.
Please reference #6I from the BIF Policy page.

Can a partner start work before the PO has been approved?

No. Doing so would result in an ATF, After the Fact violation

Does the partner need to sign the SOW prior to BIF approval?
1. If Partner Customer SOW is used (mostly non-US): Yes, Partner must sign SOW prior to BIF approval
2. If Microsoft Partner SOW is used (US and a few other countries): Provide SOW unsigned for BIF approval. Signatures will be
obtained at time of PO approval
3. *Grat Letter (US and a few other countries): Provide gratuitous service letter if project is for PS customer (upload to GetBIF prior
to BIF approval)

What is new with the PO process that I should be aware of?

PO is field responsibility, please follow local process.

The US has a designated MSUSBIF team to provide the PO
Customer signed POE (proof of execution) is required for all customer segments, regardless of BIF value. Date on POE has to be
post completion (obviously post PO approval), and to be uploaded to the MS Invoice tool. Please note, POE is only required for
Partner implementations. MCS/Premier/CSS dont have to provide the POE.

Is there a time limit for FY14 requests, the process will take time, new SOWs need to be done, etc?
The offers condition is 4 months after customer purchase date. Specifically, the offered needs to be claimed, deployment project
completed, and partner invoiced to MSFT within 4 months of purchasing. With that, we dont anticipate any payment beyond Oct 31st,
using the worst-case scenario of deals closed on June 30th, 2014.

46
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

I need to submit a StorSimple Deployment BIF using a partner that does not show up in MS Market. Can that be done
and we could fix the vendor setup paperwork after the deadline for the BIF-request?
There is a process to use a partner that is not in MS Market, it involves an approval from StorSimple team. In addition, there may be
extra step to onboard partner into MS Market that youd need to consider if you want to pursue it. Please contact the StorSimple team
for more instruction on how to engage this type of partner .

47
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

Resources
How do I check on the PO

For questions related to PO issuance in the US and Canada, go to: [email protected] or [email protected] . For ROW,
please contact [email protected] .

Applying for Offers

Links to apply for FY15 offers:

FY15 Azure Starter EA Offer

FY15 Azure StorSimple EA Offer
FY15 EMS Offer

Links to know for FY15 offers:

StorSimple Appliance Offer (ASAP+ offer )
Azure InfoPedia
EMS InfoPedia
Cloud Platform Partners
WW Channel Partners
MS Policy on POE and Partner Payment

SOW Templates for FY15 offers:

US - Azure EA BIF SOW Template
WW - Azure EA SOW / POE Template
ISV - Azure EA Program SOW/POE template
EMS SOW

48
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

SKUs
Azure Deployment / Starter Offer
Azure Commit SKU
Monetary Credit SKU

6QK-00001
SKU 6QK-00002 = $8,000 USD
SKU 6QK-00003 = $2,500 USD
SKU 6QK-00004 = $20,000 USD

Support Upgrade SKUs

Standard Upgrade SKU: W6T-00001

Professional Direct SKU: W6T-00002
Standard Support SKU: W6T-00003

StorSimple Installation Offer

Required Azure Monetary Commitment
ASAP+ 60

50 units/month

ASAP+ 120
SKUs

100 units/month
ASAP+ 75 SKU = CWZ-00001

Enterprise Mobility Offers

Standard Price SKU
AADP
AADP
AADP A
AAA 10728
AA 10732

3LP-00002
3R2-00001GovOnly PerUsr
3R2-00002 MVL PerUsr
3R3-00001 MVL PerUsr
EntMobilitySte ShrdSvr ALNG SubsVL MVL AddOn
EntMobilitySteFull ShrdSvr ALNG SubsVL MVL PerUsr

49
Additional questions can be directed to [email protected]

Windows Azure EA deployment Offer FAQ Microsoft Confidential

ECS SKUS
ADD-ONs:

AAA-10719
AAA-10739
AAA-10741
AAA-10761
AAA-10725
AAA-10755
AAA-10720
AAA-10740
AAA-10742
AAA-10762
FULL USLs:
AAA-10726
AAA-10756

CloudDsktpPltfrmAddOn ShrdSvrALNG SubsVL MVL Gov GovOnly

todeviceCoreCal
CloudDsktpPltfrmAddOn ShrdSvr ALNG SubsVL MVL Gov GovOnly
touserECAL
CloudDsktpPltfrmAddOn ShrdSvr ALNG SubsVL MVL Gov GovOnly
touserCoreCal
CloudDsktpPltfrmAddOn ShrdSvr ALNG SubsVL MVL Gov GovOnly
todeviceECAL
CloudDsktpPltfrmFromSA ShrdSvr ALNG SubsVL MVL Gov GovOnly
PerUsr
CloudDsktpPltfrm ShrdSvr ALNG SubsVL MVL Gov GovOnly PerUsr
CloudDsktpPltfrmAddOn ShrdSvr ALNG SubsVL MVL todeviceCoreCal
CloudDsktpPltfrmAddOn ShrdSvr ALNG SubsVL MVL touserECAL
CloudDsktpPltfrmAddOn ShrdSvr ALNG SubsVL MVL touserCoreCal
CloudDsktpPltfrmAddOn ShrdSvr ALNG SubsVL MVL todeviceECAL
CloudDsktpPltfrmFromSA ShrdSvr ALNG SubsVL MVL PerUsr
CloudDsktpPltfrm ShrdSvr ALNG SubsVL MVL PerUsr

50
Additional questions can be directed to [email protected]