Cloud partner program[1]

Slide 1

Cloud Essentials and Cloud Accelerate Program: Step-by-Step Enrollment Guide

TABLE OF CONTENTSI. Cloud Essential Pack Overview

II. Cloud Accelerate Program Overview

III. Cloud Essentials Enrollment Guide• Detail Enrollment Steps• High-Level Enrollment Process Flow• Step-by-Step Enrollment Guide

Step 1: Prepare to Enroll Step 2: Evaluate and Complete Program Requirements Step 3: Opt-In and Access Benefits

IV. Cloud Accelerate Enrollment Guide• Detail Enrollment Steps• Enrollment Process: Cloud Essentials vs. Cloud Accelerate• Step-by-Step Enrollment Guide

Step 2a: Evaluate and Complete Program Requirements Step 2b: Complete and Submit Online Enrollment Form

V. Appendix

Slide 3

Cloud Essentials Pack Overview

REQUIREMENTS

Sell & Service

Build & Develop

MPN Profile

Sales Agreement:-MOSPA: incl. 100-level training and assessment

(OR)-CSA: requires (1) deal 18 months prior to enrollment

MSFT Online Services Sales: (None to start; active sales to continue benefit)

MPN Profile

Platform Ready Signup & Profile application

Annual Fee None

Annual Fee None

“I build intellectual property delivered through the cloud”

IUR & Partner Preferred Pricing• BPOS – 250 licenses• Dynamics CRM Online 2011– 250

licenses (Available late Jan. 2011)• Windows Intune – 10 devices (Available

CY 2011) • Windows Azure Platform (Available Jan 7,

2011):• Windows Azure• SQL Azure• App Fabric• Data Transfers

Marketplace Participation: Pinpoint

Training Platform with Targeted Cloud Training

Marketing Resources

Online Sales Tools: Demo Showcase

Pre-sales and Technical Support: Partner Forums for Cloud, Practice Accelerator for BPOS-S

BENEFITS & RESOURCES

Financial Modeling Tools: Profitability Modeler

Microsoft Cloud Essentials Program Overview

2A

2B

3

Partner

selects

applicable

Business

Track and

begins

qualificatio

n process

to obtain

benefits.

Can qualify

via one or

both

tracks.

Partner

selects

applicable

Business

Track and

begins

qualificatio

n process

to obtain

benefits.

Can qualify

via one or

both

tracks.

1“I sell and deploy online

services”

Slide 4

5

• Cloud Essentials Enrollment follows 3 steps:1. Partner selects relevant business track:

• Sell & Service: for partners selling Microsoft Online Services (BPOS and other products)

• Build & Develop: for partners building applications with Windows Azure

2. Partner completes Cloud Essentials enrollment requirements for selected track:• Sell & Service OR• Build & Develop

3. Once approved, Partner activates benefits• Partners receive access to all benefits, regardless of qualifying business

track

• Requirement Key Points: 1. Only one of the two sales agreements is required, either MOSPA or

CSA.2. No program fee to enroll. To re-enroll partners will need to meet a

sales requirement to continue using IUR.3. Detailed Enrollment Steps

1

2A2B

3

Getting Started: Cloud Essentials Enrollment Highlights

Slide 5

Slide 6

Cloud Accelerate Program Overview

Microsoft Cloud Accelerate Program Overview

Sell & Service

Build & Develop“I build intellectual property delivered through the cloud”

“I sell and deploy online services”

Sales Agreement: MOSPA + Assessment (OR) CSA Agreement + (1) deal 18 months prior to enrollment

Training & Assessment(Technical; 200 level)

Fee$0 for competency partners; otherwise local pricing applies

Three Deals sold and 150 seats minimumSales Commitment(8 deals and 500 seat minimum)

Three Cloud Customer references

Three Cloud Customer refs

Azure Solution Passed Test (Platform Ready)

Sales Commitment($10K Azure Revenue)

Fee$0 for competency partners; otherwise local pricing applies

IUR & Partner Preferred Pricing• BPOS – 250 licenses• Dynamics CRM 2011 Online – 250

licenses (Available late Jan. 2011)

• Windows Intune – 25 devices (Available CY 2011)

• Windows Azure Platform • MSDN Premium Subscriptions (Silver

Competency)• Cloud Essentials Pack Benefits (Avail.

1/7/2011)

Cloud Roadmap

Earned Silver Competency & Related MPN Competency Benefits

Pre-sales and Technical Support: 20 Additional Advisory Hours, Deployment Support for qualified BPOS deals, Partner Forums , and Practice Accelerator for BPOS-S

Local Subsidiary Engagement

Cloud Accelerate Badge

REQUIREMENTS

Online Sales Tools: Demo Showcase

Marketplace Prioritization: Pinpoint

Training Platform: Targeted Cloud Training

BENEFITS

Financial Modeling Tools: Profitability Modeler

MPN Profile

MPN Profile

Partner

selects

applicable

Business

Track and

begins

qualificatio

n process

to obtain

benefits.

Can qualify

via one or

both

tracks.

Partner

selects

applicable

Business

Track and

begins

qualificatio

n process

to obtain

benefits.

Can qualify

via one or

both

tracks.

1 2A

2B

3

Marketing Resources7

8

• Partner uses same enrollment process of 3 steps:1. Partner selects relevant business track:

• Sell & Service: for partners selling Microsoft Online Services (BPOS and other products)

• Build & Develop: for partners building applications with Windows Azure2. Partner fills out Cloud Accelerate enrollment form to complete

requirements:• Sell & Service OR• Build & Develop

3. Once approved, Partner activates benefits• Partners receive access to all benefits, regardless of qualifying business

track

• Requirement Key Points: 1. Only one of the two sales agreements is required, either MOSPA or

CSA.2. Partners do not have to be managed partners. 3. “Deals Sold” and “Cloud References” required to enroll4. “Sales Commitment” is agreement to enroll; must be achieved to re-

enroll.

1. Enrollment Demo (in development)1. Detailed Enrollment Steps

1

2A2B

3

Getting Started: Cloud Accelerate Enrollment Highlights

Slide 8

Slide 9

Step-By-Step Enrollment Guide:Cloud Essentials Pack

Have you achieved one of these? If so, log into the Cloud Portal and skip to Step 3a. S&S: Signed MOSPA and completed the Assessment OR S&S: Have an active CRM Software Advisor Agreement (CSA)

OR B&D: Profiled a Windows Azure Platform application on Microsoft Platform Ready

Detail Cloud Essentials Enrollment Step:Sell & Service/ Build & Develop

Navigate to the Cloud Partner Portal and login: http://www.microsoftcloudpartner.com/

Select the Sell & Service business track and Cloud Essential Pack program

Navigate to the Qualify tab in Getting Started and review requirements

1a

1b

1c

Determine if any requirements have not been met; take the necessary steps to complete and outstanding requirements.Note: Please refresh your browser to view the current status of requirements recently completed. There may be a slight delay before these are rendered on the screen.

2a

Agree to the program Terms and ConditionsNavigate to the Activate Benefits tab for Getting Started and follow the instructions to request your IUR benefitsNavigate to the other portal tabs including those in Build your Business and Go to Market to access additional Cloud Program material related to each

3a

3b

3c

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StepEvaluate and Complete Program Requirements

2

StepPrepare for Enrollment

1

StepOpt In and Access Benefits

3

Cloud Essentials Pack: High Level Enrollment Process Flow

Go to the Cloud

Partner Site

Sign In with

Windows Live ID

Join MPN if not a

member

Select Build & Develop

Track

Select Sell & Service Track

Signed MOSPA Agreement & Assessment

Active CSA Agreement

(1+ CRM Online deal sold )

OR

Agree to T&Cs*

Profile Application

(MS Platform Ready)

Claim Benefits & Resources

(including IUR)

* Triggers a “Welcome to the program” email.

NOTE: There is no fee to join the Microsoft Cloud Essentials Pack.

= Email Triggered

= CA Requirements

1

2 3

Legend

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Slide 12

Step 1: Preparing for EnrollmentCloud Essentials Pack

Step 1a: Getting to the Microsoft Partner Cloud Portal

Navigate to the Cloud Program homepage: www.microsoftcloudpartner.com

NOTE: The portal can be accessed from various pages in the MPN portal. There is a direct link from the homepage on the Global MPN site.

On the Partner Cloud landing page, learn about the Microsoft Partner Cloud ProgramsMicrosoft Cloud Essentials PackMicrosoft Cloud Accelerate

1

Login to the Microsoft Cloud Partner Portal

2

3

3

3

2

1

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Step 1a: Logging into the Microsoft Cloud Partner Portal

Users will be prompted to either:

Sign in with a Live ID (if not already)

Join the Microsoft Partner Network (if Live ID not associated with a partner):Links partner to the simplified MPN enrollment process

Uncertain if you’re an active partner? Use this button to check your MPN status.

1

2

3

32

1

NOTE: You must have a Live ID associated with a MPN Profile to move past this page.

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Step 1b: Selecting a Business TrackBased on your business focus, select the track that best suites your ability to qualify for the program:Select Sell and Service if your company sells Microsoft based cloud solutions or provides deployment servicesSelect Build and Develop if your company develops applications on the Microsoft Azure Platform

Click on Continue to proceed to the Portal dashboardNote: The qualification requirements for Cloud Essential is easily achievable. If the organization has already met one of the requirements: signed MOSPA+Assessment, active CSA, or profiled application on MPR, you will automatically proceed to the Opt-In Process.

1

2

1

2

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Step 1c: Navigating the Microsoft Cloud Partner Portal

Upon entering the Cloud Portal, the user can view the portal dashboard, and easily navigate to the relevant and accessible pages. The global navigation bar allows

you to access Support content, provide feedback anonymously,

and access the Wiki

The global navigation bar allows you to access Support content,

provide feedback anonymously, and access the Wiki

Dashboard provides insight into % of requirements met to qualify for each offering

Dashboard provides insight into % of requirements met to qualify for each offering

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Toggle between Program offerings

Toggle between Program offerings

Toggle between Business

tracks

Toggle between Business

tracks

Top navigation tabs ordered based on

Cloud maturity

Top navigation tabs ordered based on

Cloud maturity

Left navigation

tabs in order of steps to qualify, activate

your benefits, and then deploy online

services internally

Left navigation

tabs in order of steps to qualify, activate

your benefits, and then deploy online

services internally

Step 1c: Navigating to the Qualify Tab – Review Requirements

Only qualify through one business track to activate the Cloud Essentials Pack

The Qualify tab highlights the requirements that need to be completed

The progress bar for the Cloud Essentials Pack reflect a 100% once all the requirements are satisfied.

Navigate to the Qualify tab in Getting Started to determine your current enrollment status, and requirements to qualify.

Note: Until you qualify, certain benefit tabs will

be locked

Note: Until you qualify, certain benefit tabs will

be locked

1

2

3 2

2

3

3

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Sell & Service

Build and Develop

Slide 18

Step 2: Evaluating and Completing Enrollment Requirements

Cloud Essentials Pack

Step 2: Evaluating and Completing Applicable Enrollment Requirements

If any requirements have not been met, complete these to qualify and access your benefits.

Use the URL links to access the site where this requirement can

be achieved

Use the URL links to access the site where this requirement can

be achieved

* To be active, your organization must have sold at least 1 CRM Online deal in the 18 months prior to enrollment.

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1

2

2

1

Step 2: Next Steps – Satisfying the MOSPA Requirement

Microsoftcloudpartner.com will automatically reflect the MOSPA requirement status when both these actions have been taken.

MOSPA and the Assessment can be found here:o There could be a delay in the Cloud Portal

reflecting the current status.

To meet the MOSPA requirement for enrollment, a partner must do both:

Sign the MOSPA agreement

Pass the Online Services Assessment

1

21 2

1

2

AND

*Note: Partners that wish to apply for the CSA agreement will do so via a Dynamics pipeline.• https://mbs2.microsoft.com/public/

crmsignup/relationshiptype.aspx

*Note: Partners that wish to apply for the CSA agreement will do so via a Dynamics pipeline.• https://mbs2.microsoft.com/public/

crmsignup/relationshiptype.aspx

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Step 2: Next Steps - Satisfying the Microsoft Platform Ready Requirement

Follow the MPR URL to sign-up for an account.

Profile you Windows Azure application.

Note: Partners must mark their application as Azure-compatible when profiling their application on at MPR, and complete the fields circled in the screenshot to the right.

Partner must profile an Azure-compatible application in Microsoft Platform Ready

1

2

1

2

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Slide 22

Step 3: Opting In and Accessing the Program Benefits

Cloud Essentials Pack

Step 3a: Accepting the Program Terms and Conditions

The Terms and Conditions (T&Cs) page will display to Partners that meet at least one of the following requirements upon login:

S&S: Signed MOSPA and completed Online Services assessment OR S&S: An active CRM Software Advisor Agreement (CSA)

OR B&D: Profiled Windows Azure Platform application on Microsoft Platform Ready

By clicking on the checkbox and accepting these T&Cs , the partner will qualify for the Partner Cloud Program and be able to access the Cloud Essentials Pack benefits.

NOTE: Partners that fulfill the above requirement prior to entering the Cloud Portal will be presented this page when they first login. These partners will also need to select a track before opting into the Terms and Conditions of the program.

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Step 3b: Accessing the Cloud Essential Pack Benefits (IUR)After accepting the T&Cs for the program, Partners will have access to the Cloud Essentials benefits upon login.

1

2

2

1

Navigate to the Activate tab in Getting Started.

To activate or access your IUR benefit, click on the blue arrow and follow the detailed instructions.

1

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Step 3c: Access the Cloud Essential Pack Benefits (Other)In addition to IUR related benefits, the program gives you access to various sales and marketing resources, which can be found in different tabs:

1

2

Build Your Business:•Resources to help you build your online services business.

Go to Market:•Sales Resource: Help your organizations market to your customers•Sales Tools: Customer management tools

1

3

2

3

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Slide 26

Step-By-Step Enrollment Guide:Cloud Accelerate Pack

Cloud Accelerate Enrollment Steps – Sell & Service

Navigate to the Cloud Partner Portal and login: http://www.microsoftcloudpartner.com/

Select the Sell & Service business track and toggle to the Cloud Accelerate offer

Navigate to the Qualify tab in Getting Started

1a

1b

1c

Receive a welcome email to the Cloud Accelerate programLogin into the Cloud Portal and access the Benefits tab to request benefitsAll tabs will be unlocked, including the Roadmap tab in Build Your Business

3a

3b

Review req. and ensure all are met; complete any outstanding req. that apply Note: The requirement status displayed in the Portal may not represent the actual status until your application has been submitted and processed.

Click on the Cloud Accelerate Application Form and complete each tabInstructions: select the country/region where your application is processedEligibility: select ONE these qualification paths:

MOSPA + Assessments (including the 200 level assessment) OR

Active CRM Software Advisor Agreement (CSA)Customer References: identify 3 customer references relating to Microsoft Online ServicesSales Deals: identify at least 3 deals relating to Online Services with a combined total of at least 150 seats.Sales Commitment: commit to achieving the required sales target and describe the high level planCompetency: confirm your organization’s MPN competency status and select a Silver level competency, if applicable.

Submit the Cloud Accelerate Application Form and await RSC approval.

2a

2b

2c

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StepEvaluate and Complete Requirements, and Submit the Program Application Form

2

StepPrepare for Enrollment

1

StepOpt In and Access Benefits

3

Cloud Accelerate Enrollment Steps - Build & Develop

Navigate to the Cloud Partner Portal and login: http://www.microsoftcloudpartner.com/

Select the Build & Develop business track and toggle to the Cloud Accelerate offer

Navigate to the Qualify tab in Getting Started

1a

1b

1c

Receive a welcome email to the Cloud Accelerate program

Login into the Cloud Portal and access the Benefits tab to request your benefitsAll tabs will be unlocked, including the Roadmap in the Build Your Business tab.

3a

3b

Review req. and ensure all are met; complete any outstanding req. that apply Note: The requirement status displayed in the Portal may not represent the actual status until you application has been submitted and processed.

Click on the Cloud Accelerate Application Form and complete each tabInstructions: select the country/region where your application is processedEligibility: confirm that your application has been successfully tested on the Windows Azure platform.Customer References: identify 3 Customer references related to the Cloud ServicesSales Commitment: commit to achieving a utilization target and briefly describe you plan to achieve this goal.Competency: confirm your organization’s MPN competency status and select a Silver level competency, if applicable.

Submit the Cloud Accelerate Application Form and await RSC approval.

2a

2b

2c

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StepEvaluate and Complete Requirements, and Submit the Program Application Form for Approval

2

StepPrepare for Enrollment

1

StepOpt In and Access Benefits

3

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Enrollment Process: Cloud Accelerate vs. Cloud Essential

The primary difference between the enrollment process for the Cloud Accelerate Program and the Cloud Essential Pack is as follows:

•Online Application Form: Partners are required to complete and submit an Online Application Form in “Step 2” to qualify for the Cloud Accelerate program.•Requirement Status: The additional requirements for the Cloud Accelerate program, displayed on the Qualify tab, are manually set by the Regional Service Center upon review and approval of the application form. Therefore, these will not be checked until this process is completed.•Eligibility: The Cloud Accelerate program is open to all partners who can meet the requirements – they do NOT have to be a managed partner.•Opting In: If a Partner has accepted the terms and conditions of the Cloud Program upon qualification for the Cloud Essentials Pack, the Partner does not have to accept these again upon qualification for the Cloud Accelerate program.

NOTE: The Step-By Step guide focuses on the detail processes for Step 2 of the enrollment process only. Step 1: Accessing the Portal and Preparing to Enroll and Step 3: Accessing Benefits are essentially the same. Please refer to the detail steps in the Cloud Essential guide for detail steps for those processes.

Slide 30

Step 2: Evaluating and Completing Requirements, and Submitting the

Application Form for ApprovalCloud Accelerate Program

Step 1c thru 2a: Enrollment Requirements Status Assessment

Login to the Microsoft Cloud Partner Portal and toggle to the Cloud Accelerate program

Select the track through which your company is best suited to qualify

Click on the Qualify tab and review the qualification requirements and determine any that need to be completed

When all requirements can be met, click on “Get Started Here”

Navigate to the Qualify tab in Getting Started to determine your current enrollment status, and requirements required to qualify.

1

2

3

4

1

2

4

Note: Currently only the MPN profile, MOSPA, CSA, and MPR requirements are automated.

Once you submit the Application Form, the current status will be manually updated

5

3

5

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Step 2b: Completing the Cloud Accelerate Application FormTo become a Cloud Accelerate partner, your partner organization must submit the online application form. The form will vary somewhat by track, but most of the steps are similar.

1

2

The form will default to the Instructions tab. Note: ensure the header information is correct

Instructions Tab: On both forms, you must select the regional service center that supports your organization location.

1

2

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Method B

1.Sign CSA Agreement and pass the Microsoft Certified Business Management Solutions Specialist – Customization in Microsoft Dynamics CRM assessment.

AND2.Have sold at least 1 Dynamics CRM Online deal prior to enrollment

Step 2b: Cloud Accelerate Application Form – Eligibility(Sell & Service)

The eligibility requirements for the Cloud Accelerate program vary by track. There are two ways to qualify for the Sell and Service track.

1 2Method A:

1.Sign MOSPA and pass the Microsoft Online Services assessment

AND 2.Pass one of the 200 Level Trainings:

o Business Productivity Online Suiteo Windows Intune

2

1 Note: A valid CSA, and the sale of one or more CRM online deals can be validated in PartnerSource:http://www.microsoft.com/dynamics/en/us/partner-login.aspx

Note: A valid CSA, and the sale of one or more CRM online deals can be validated in PartnerSource:http://www.microsoft.com/dynamics/en/us/partner-login.aspx

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Step 2b: Cloud Accelerate Application Form - Eligibility (Build & Develop)

Partner must use the Platform Ready Test Tool to successfully test the application

Unlike CE, B&D partners must profile and successfully test a Windows Azure-compatible application using the Microsoft Platform Ready tools to qualify.

1

1

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Step 2b: Cloud Accelerate Application Form – Customer Reference

Partners must cite 3 Customer References logged in Partner Membership Center that are associated with a Microsoft cloud-related product.

1

2

Add the Customer Name for the online services customer reference.

Add the Project Name for the online services customer reference.

Select the Online Services which this reference relates to most.

3

1

2

3

Note: This criteria applies to both tracks.

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Step 2b: Next Steps - Customer References Entered in PMC

Refer to your organizations Customer Reference List in the Partner Membership Center and identify those references that are associated with a Cloud related Microsoft Product

The reference status must be in an approved state

The reference does not have to be associated with a Competency – this field can be left unassigned

1

2

1

2

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3

3

Step 2b: Cloud Accelerate Application Form – Deals Sold(Sell& Service Only)

To meet the this requirement, partner must have sold: 3+ Deals 150+ Seats

The deals are product agnostic and can be any combination of Cloud related Microsoft products; there is no prescriptive criteria relating to deal size.

1

2

For the applicable Deals Sold, provide the following:

Enter the # of Deals Sold

Enter the # of Seats Sold

Verify that the totals meet the above requirement

3

1 2

3

1 2

3

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In the form, describe your plan to meet this commitment:

Enter the Email Address and Location of your PAM or TPAM

Enter the number of Deals and related Seats for each Cloud Product you plan to sell/service

Describe the plan to achieve these deal sales

Step 2b: Cloud Accelerate Application Form –Commitment

Sell & Service: commit to closing 8+ deals and total of 500+seats of Microsoft Online Services during the enrollment period (next 12+ months).

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2

3 3

1

2

Build & Develop: commit to utilizing at least $2500 in Windows Azure Platform resources, and describe the related plan.

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Identify if you already have a competency

Select a competency associated with your primary area of cloud focus.

Step 2b: Cloud Accelerate Application Form – Competency

Cloud Accelerate program partners will be awarded a competency based on the primary Microsoft cloud product focus.

1

2

• BPOS sales: Partner may choose between Portals & Collaboration or Unified Communications• CRM Online sales: Partner may receive CRM• Windows Intune sales (not yet possible): Partner may receive Desktop & Systems Management• Windows Azure tested product: partner may choose ISV, Web Development & Software

Development, or Data Platform

1

2

Note: Partners without an active competency will have to pay a local competency fee prior to activation

Competency Choices:

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Click on Save to complete the application at a later point

Click on Submit to route the application to the RSCs for review and approval

Step 2c: Cloud Accelerate Application Form – Submit for Approval

Once the application form has been completed, the user will submit the application for Regional Service Center (RSC) for approval. The application will be routed to the RSC location based on the country/region selected in the Instructions tab.

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2

1

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12

Note 2: • Once the application is saved, only the user and

the MPN primary partner contact can edit and submit the application.

• Once the form is submit the application cannot be edited, nor can another application be submitted.

Note 1: All the required fields must be completed on the form before it can be submitted. Else, an error message is rendered as above.

Slide 41

APPENDIX

Active CSA Agreement(1 deal sold in past 18 months)

3+ Deals Sold & 150+total seats

3 Customer References (Associated with Cloud Products)

Sales Commitment 8 deals >=500 seats

MOSPA and Assessment

Override Competency

in PMC (only if partner does not have a competency)

Partner Claim Benefits &

Resources (incl. IUR)

Microsoft Cloud Accelerate High Level Process Flow – Sell/Service Track

RSC Activates the

Partner**

Partner Pays Fee

(only if partner does not have competency

RSC ReviewsApplication

Partner Completes

and Submits

Application*

Select Desired Competency

Competency?

No

Yes

More info req?

RSC Contacts the

Partner

No

Yes

Go to the Cloud Site

Sign In with Windows Live ID

Join MPN if not a member

Sell & Service Track

200 Level Assessment (BPOS or Intune)

OrOr

AndAnd

AndAnd

AndAnd

AndAnd

*Triggers a “Thank you for submitting your application” email.** Triggers a “Welcome to the program” email.

Legend

= Automated

= Manual

= Email Triggered

= CA Requirements

Override Competency

Yes

No

1

2A

3

Slide 42

Go to the Cloud Site

Sign In with Windows Live ID

Join MPN if not a member

Build & Develop

Track

Override Competency

in PMC (only if partner does not have a competency)

Partner Claim

Benefits & Resources (incl. IUR)

Microsoft Cloud Accelerate High Level Process Flow – Build Track

*Triggers a “Thank you for submitting your application” email.** Triggers a “Welcome to the program” email.

MPR Certified ApplicationMicrosoft Platform Ready

3 Cloud Customer References

Sales Commitment >= 10k Revenue

RSC Activates

the partner in Cloud

Portal/PMC**

Partner Pays Fee

(only if partner did not have a competency)

RSC ReviewsApplication

AndAnd

AndAnd

Partner Completes

and Submits

Application

Select Desired Competency

Competency?

No

Yes

More info required?

RSC Contacts the

Partner

NoYes

Legend

Competency Required?

= Automated

= Manual

= Email Triggered

= CA Requirements

3

1 2B

Slide 43