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Microsoft Partner Incentives Program
Windows 7 Incentive Program Guide
11/18/2011
2
Table of Contents
1 OVERVIEW ....................................................................................................................................... 3
2 INCENTIVE ELIGIBILITY, REQUIREMENTS AND PROCESS ............................................... 3
2.1 Incentive Eligibility Requirements ............................................................................................................. 3
2.2 Incentive Enrollment Process .................................................................................................................... 3
2.3 Incentive Registration Requirements ........................................................................................................ 3
2.4 Incentive Registration Process................................................................................................................... 4
2.5 Opportunity Validation Process................................................................................................................. 6
2.6 Opportunity Status Updates ...................................................................................................................... 7
2.7 Sales Transaction Process and Incentive Payment Requirements .............................................................. 8
2.8 Incentive Payment .................................................................................................................................... 8
3 QUESTIONS AND SUPPORT ........................................................................................................ 9
4 APPENDIX A: PARTICIPATING PRODUCTS, PSX MAPPING & INCENTIVE
PERCENTAGE ........................................................................................................................................ 10
5 APPENDIX B: DEFINITIONS ...................................................................................................... 19
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1 Overview
The Microsoft Solution Incentives Program (the “Program”) is a channel investment to drive incremental demand and sales for specific products and workloads that represent key growth opportunities for the company. Solution Incentives reward partners that invest in selling Microsoft solutions to customers, resulting in a sales transaction.
The Incentive Program Guide (“Program Guide”) describes requirements and policies for the Incentive that is offered under the “Program”. The Program is described in the Solution Incentive Program Addendum (the “Addendum”) to the Microsoft Partner Network (MPN) Agreement.
The Incentive described in this Program Guide is only available for sales related to the Participating Products, which are set forth in Appendix A attached hereto.
All capitalized terms used in this Program Guide will, unless defined herein or in Appendix B, have the respective meanings set forth in the Addendum. In the event of a conflict between this Program Guide and the Addendum, the terms and conditions of this Program Guide will control.
2 Incentive Eligibility, Requirements and Process
2.1 Incentive Eligibility Requirements
Company must meet all of the following requirements to be eligible to earn Incentives as described in this Program Guide (the “Incentive Eligibility Requirements”):
Maintain an active MPN membership and an active MPN ID for each location
Achieve Active Earned Gold status in one of the following Competencies for each location: o Desktop o Systems Management o Virtualization o Identity & Security o Server Platform
2.2 Incentive Enrollment Process
Once Microsoft determines that Company has met the Incentive Eligibility Requirements set forth in
Section 2.1, Microsoft will invite Company to participate in the Incentive. If Company accepts
Microsoft’s invitation to participate in the Incentive the, Company must enroll online using Channel
Incentive Platform (“CHIP”) where Company will sign (electronically) the Solution Incentive Addendum
and provide banking details to be used to process Incentive payment(s).
2.3 Incentive Registration Requirements
Company must actively request that an Opportunity be considered for an Incentive in Partner Sales Exchange (“PSX”). Company may register any new or existing Opportunity that meets the criteria in this
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Section 2.3 (each such Opportunity, a “Registered Opportunity”). Information collected on a Registered Opportunity may be accessed and utilized by Microsoft sales and support staff at any stage during the sales cycle.
In order to be deemed a Registered Opportunity and be eligible for an Incentive the opportunity must first meet the following requirements:
The Opportunity must be a New or Add-On Volume License Agreement (Additional Add-On business for renewals included for License and Software Assurance (L&SA)).
The opportunity must be one of the eligible Volume License Programs which include EA, EAS, Select, Select Plus, Open, Open Value and Academic (Academic must follow rules prescribed for Government Customers in this Section 2.3).
SA (Windows 7 Enterprise rights) is required for eligibility for all Volume License Pricing Levels.
The Opportunity must be created in Partner Sales Exchange (“PSX”)
The Opportunity, within PSX, must include a Participating Product. Participating Products can be found in Appendix A.
The Opportunity must reach the Solution (40%) Sales Cycle Stage. This means that Company has a preliminary solution that includes a Participating Product, as identified and agreed upon by the Customer.
The Opportunity Revenue must meet or exceed $10,000 before Incentive can be earned.
Company is eligible for Incentive payments to Government Customers, provided that Company confirms in writing for the Opportunity in PSX (in the “Description” field), that it has advised the Government Customer it may receive Incentive payments for Advisory Services performed under this program and confirms to Microsoft that it owes no fiduciary relationship with the customer nor otherwise has a conflict of interest in accepting fees under the Solution Incentive Program. The list of countries in which Incentives may be received for Government Customers may be confirmed on the (MPN) or through contacting your Partner Account Manager.
Incentives related to eligible Opportunities prior to June 30, 2011 will continue to be valid and will be paid upon Sales Order Transaction Date provided that Company meets the current eligibility requirements. If company is not eligible at time of Sales Order Transaction Date, Company will have until June 30, 2012 to achieve eligibility. Incentive payment will be accrued until Company achieves eligibility.
Incentive will be calculated based on Participating Products and Incentive rate at the time of Sales Order Transaction Date.
2.4 Incentive Registration Process
In registering for the Incentive, Company must complete the mandatory fields in PSX to provide basic
information pertaining to the Opportunity including, but not limited to, the following:
PSX Opportunity Field Description
Customer Name of Customer to which Opportunity applies.
Opportunity Name Free-form name to refer to the Opportunity
Expected Close Expected date for customer order. Defaults to 90 days but may be
5
adjusted as needed.
Sales Stage The current Sales Cycle Stage at the Opportunity is currently
Participating Product(s) and Quantity
Quantity and Estimated Retail Price (ERP) for Participating Products included in the Opportunity
Workload Appropriate workloads for the Opportunity
Register for Incentive Click navigation icon and request Incentive for the Opportunity
The process of registering the Incentive begins with Company adding or importing an existing Opportunity in PSX and providing the relevant information on Customer, Opportunity and Participating Products. Company selects the “Register for Incentive” option from the top navigation ribbon
Company then selects the appropriate Incentive and provides comments (optional) then selects
“Register”
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Company selects “Share”
Once Partner selects “Share” in the opportunity record in PSX, the opportunity becomes visible to
Microsoft in GSX, and potentially to partner and sales management roles.
2.5 Opportunity Validation Process
After Company registers a Registered Opportunity, Microsoft then undertakes the Opportunity Validation Process.
The Opportunity Validation Process is the process used to determine whether a Registered Opportunity qualifies for an Incentive, based on meeting pre-defined requirements set forth in this Program Guide as well as the terms and conditions of Microsoft Solution Selling Process.
Microsoft will validate that the Company meets the Incentive Eligibility Requirements and determine whether the Opportunity meets the Incentive Registration Requirements.
Should an Opportunity fail to comply with any of the Incentive Registration Requirements (or if Company is no longer eligible for the Program), the Incentive request will be declined.
Microsoft will strive to provide Company with the results of the Opportunity Validation review as early as possible. Once the Opportunity Validation Process is complete, the Incentive status within the Opportunity record in PSX is set to “Approved,” as shown below.
7
If an Opportunity fails to meet the Incentive Registration Requirements, Microsoft will determine the Opportunity ineligible for the Incentive, and Microsoft will provide notification to Company. In this instance, the Incentive status within the registered Opportunity record in PSX will be set to “Declined,” as shown below.
Microsoft reserves the right to request Customer input to help complete the Opportunity Validation Process. Before contacting the Customer, Microsoft will request Company’s consent to do so.
Microsoft may also, at any point of the sales cycle, revoke or suspend a previously approved Incentive request if Company cannot provide proof of having performed the Advisory Services with the Customer in connection with the sale of the Participating Products.
2.6 Opportunity Status Updates
Company must continue to report sales engagement activities through PSX during the Registered Opportunity sales cycle until the Opportunity Sales Cycle Stage has been advanced to Close (80%) and
8
the Sales Order is transacted. Microsoft reserves the right to revoke Incentive registration approval when Company fails to provide an update on the status of Opportunity within sixty (60) days through PSX.
Microsoft will verify that the Sales Order transaction meets the requirements in Section 2.3 and then advance Opportunity to “MS Win” in GSX (Sales Cycle Stage = MS Win). At this point, Company becomes eligible to receive Incentives on that Registered Opportunity.
Where the Company can provide the End Customer Volume Licensing Agreement ID, the Company needs to enter this information into PSX. Where the Company may not be able to provide the information, Microsoft will provide the associated End Customer Volume Licensing Agreement IDs after opportunity status has been set to MS-Win 100%.
2.7 Sales Transaction Process and Incentive Payment Requirements
Once a Sales Order has been submitted to Microsoft by a Licensing Partner and Microsoft has advanced the Opportunity to 100% MSWin, the Channel Incentives Platform (CHIP) will automatically access Company banking details for the account(s) into which the Incentive will be deposited provided during enrollment. Proof of execution may be required to process payment.
Once the above opportunity requirements have been met, Microsoft will attempt to reconcile the Registered Opportunity and Sales Order information provided by Company within Microsoft systems, and according to the policies described below.
Before paying any Incentives on a Registered Opportunity, Microsoft will determine whether the Registered Opportunity meets the following requirements:
The Registered Opportunity must have been registered (the “Incentive Request Date”) at least 30 days prior to the Sales Order Transaction Date to be eligible for Incentive payment.
The Registered Opportunity must reach the MS Win Sales Cycle Stage.
No Identical Opportunity has previously been approved for the Incentive for another Company. Multiple companies may register the same Opportunity in PSX but Microsoft will provide Incentive approval only to the first Company that meets the Incentive Registration Requirements and the Incentive Claim Requirements set forth in this Program Guide.
Approval for the Incentive does not guarantee that Company will be eligible to collect the corresponding Incentive from Microsoft. A Sales Order must have been submitted by a Licensing Partner and Microsoft must have verified existence of an Opportunity that has been approved for the Incentive in PSX that corresponds to such Sales Order as a condition to release Incentives.
2.8 Incentive Payment
Upon successful completion of the process described in Section 2.7, Microsoft will calculate and release an Incentive according to the following policies:
(a) Incentive will be calculated only for Participating Products sold and for the actual quantities transacted in the Sales Order within the MS Sales System. If the pricing involves Software Assurance (SA), then it can also be included in the Opportunity Revenue.
(b) Incentive will be calculated on first year billed revenue.
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(c) Incentive will be calculated by multiplying the quantity of Participating Products sold, as defined below, by the applicable Incentive payout indicated in Appendix A. Incentive calculation will change to a percentage calculation in the future. Notification will be given 30 days prior to such change.
(d) Incentives will be calculated and paid at the rate valid as of the Sales Order Transaction Date.
(e) Incentives are capped at $50,000 USD per eligible Registered Opportunity.
(f) Incentives will be paid out 45 days after end of month in which Sale Transaction occurred by means of electronic funds transfers (EFT) to financial institution designated by Company through CHIP.
(g) If Microsoft declines payment of Incentives because payment has been already made to another Company, Microsoft will not be under any obligation to communicate the name(s) of the other Company.
(h) Depending on country regulations, Microsoft may ask Company to submit an invoice for services provided as a condition to release Incentives. Companies should contact their corresponding Regional Service Center, as set forth below in Section 3 below for more details on this requirement.
(i) First Sales Order must occur within 6 months of Opportunity being advanced to MSWin. Subsequent Sales Orders must be posted within 12 months of Incentive Request Date.
(j) Microsoft reserves the right to change Incentive rates after 1/1/2012.
3 Questions and Support
Area Resources
General questions Self service reference information may be found at the Program Website at https://channelincentives.microsoft.com
PSX Tool Support All PSX system technical support questions should be directed to the Company’s specific Regional Service Center: RSC
CHIP Tool Support All CHIP system technical support questions should be directed to the Company’s specific Regional Service Center: RSC
Payment Status All Claim and Payment questions should be directed to the Company’s specific Regional Service Center: RSC
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4 Appendix A: Participating Products, PSX Mapping & Incentive Percentage
Product Family Part Description SKU # Payout
WinPro ALNG SA MVL wMDOP FQC-03023
10%
WinPro ALNG UpgrdSAPk MVL wMDOP FQC-03024
Windows 7 Pro w/M
WinPro ALNG SA MVL Pltfrm wMDOP FQC-03029
WinPro SNGL SA MVL wMDOP FQC-03027
WinPro SNGL UpgrdSAPk MVL wMDOP FQC-03028
WinPro ALNG UpgrdSAPk MVL Pltfrm wMDOP FQC-03030
WinPro ALNG UpgrdSAPk MVL WinPromo wMDOP FQC-04787
WinPro ALNG UpgrdSAPk OLV E 1Y Ent wMDOP FQC-05371
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent WinPromo wMDOP FQC-04778
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinPromo wMDOP FQC-04799
WinPro LicSAPk MVL RvnuRptgOnly MDOPMarch FQC-05385
WinPro SA MVL RvnuRptgOnly MDOPMarch FQC-05384
WinPro SNGL UpgrdSAPk MVL WinPromo wMDOP FQC-04789
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP WinPromo wMDOP FQC-04772
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP WinPromo wMDOP FQC-04774
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP WinPromo wMDOP FQC-04776
WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP WinPromo wMDOP FQC-04829
WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP WinPromo wMDOP FQC-04845
WinPro UpgrdSAPk OLV D 1Y AqY1 AP WinPromo wMDOP FQC-04810
Windows Vista Business SA MVL w/MDOP Reporting only 66J-06808
Windows Vista Business Upg/SA Pack MVL w/MDOP Reporting only 66J-06807
WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Ent wMDOP 66J-06964
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Ent wMDOP 66J-06883
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Pltfrm wMDOP 66J-07014
WinVistaBsnss ALNG UpgrdSAPk OLV D 3Y AqY1 Ent wMDOP 66J-07045
WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent wMDOP 66J-07031
WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm wMDOP 66J-07039
ProDsktpwMDOP ALNG LicSAPk MVL SpclPromo M6D-00022
ProDsktpwMDOP ALNG LicSAPk MVL M6D-00005
EntDsktpwMDOP ALNG LicSAPk M7D-00005
EntDsktpwMDOP ALNG LicSAPk MVL SpclPromo M7D-00026
Windows 7 Pro
WinPro ALNG LicSAPk MVL RvnuOnly 66C-00408
7%
WinPro ALNG LicSAPk MVL SpclOffer FQC-04097
WinPro ALNG SA MVL FQC-02423
WinPro ALNG SA MVL Pltfrm FQC-02460
WinPro ALNG SA OLV C 1Y AqY1 Ent FQC-02133
WinPro ALNG SA OLV C 1Y AqY1 Pltfrm FQC-02143
WinPro ALNG SA OLV C 3Y AqY1 Ent FQC-02256
WinPro ALNG SA OLV C 3Y AqY1 Pltfrm FQC-02260
WinPro ALNG SA OLV D 1Y AqY1 Ent FQC-02163
11
Product Family Part Description SKU # Payout
WinPro ALNG SA OLV D 1Y AqY1 Pltfrm FQC-02168
WinPro ALNG SA OLV D 3Y AqY1 Ent FQC-02266
WinPro ALNG SA OLV D 3Y AqY1 Pltfrm FQC-02268
WinPro ALNG SA OLV NL 1Y AqY1 Ent FQC-02134
WinPro ALNG SA OLV NL 1Y AqY1 Pltfrm FQC-02144
WinPro ALNG SA OLV NL 3Y AqY1 Ent FQC-02257
WinPro ALNG SA OLV NL 3Y AqY1 Pltfrm FQC-02261
WinPro ALNG UpgrdSAPk MVL FQC-02425
WinPro ALNG UpgrdSAPk MVL Pltfrm FQC-02462
WinPro ALNG UpgrdSAPk MVL Promo FQC-03079
WinPro ALNG UpgrdSAPk MVL PtnrsinLrning FQC-02869
WinPro ALNG UpgrdSAPk MVL WinPromo FQC-04327
WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Ent FQC-02135
WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm FQC-02145
WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm WinPromo FQC-04183
WinPro ALNG UpgrdSAPk OLV C 1Y AqY2 Pltfrm FQC-02147
WinPro ALNG UpgrdSAPk OLV C 1Y AqY2 Pltfrm WinPromo FQC-04187
WinPro ALNG UpgrdSAPk OLV C 1Y Ent FQC-02141
WinPro ALNG UpgrdSAPk OLV C 1Y Pltfrm FQC-02151
WinPro ALNG UpgrdSAPk OLV C 1Y PltfrmUTD FQC-02153
WinPro ALNG UpgrdSAPk OLV C 1Y UTD FQC-02155
WinPro ALNG UpgrdSAPk OLV C 3Y AqY1 Ent FQC-02258
WinPro ALNG UpgrdSAPk OLV C 3Y AqY1 Pltfrm FQC-02262
WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Ent FQC-02164
WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Ent WinPromo FQC-04204
WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm FQC-02169
WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm WinPromo FQC-04214
WinPro ALNG UpgrdSAPk OLV D 1Y AqY2 Ent FQC-02165
WinPro ALNG UpgrdSAPk OLV D 1Y AqY2 Pltfrm FQC-02170
WinPro ALNG UpgrdSAPk OLV D 1Y AqY3 Pltfrm FQC-02171
WinPro ALNG UpgrdSAPk OLV D 1Y Ent FQC-02167
WinPro ALNG UpgrdSAPk OLV D 1Y Pltfrm FQC-02172
WinPro ALNG UpgrdSAPk OLV D 1Y PltfrmUTD FQC-02173
WinPro ALNG UpgrdSAPk OLV D 1Y UTD FQC-02174
WinPro ALNG UpgrdSAPk OLV D 2Y AqY2 Ent FQC-02218
WinPro ALNG UpgrdSAPk OLV D 3Y AqY1 Ent FQC-02267
WinPro ALNG UpgrdSAPk OLV D 3Y AqY1 Pltfrm FQC-02269
WinPro ALNG UpgrdSAPk OLV D 3Y AqY1 Pltfrm WinPromo FQC-04270
WinPro ALNG UpgrdSAPk OLV E 1Y Ent FQC-05366
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent FQC-02136
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent WinPromo FQC-04172
12
Product Family Part Description SKU # Payout
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm FQC-02146
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinPromo FQC-04184
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Ent FQC-02138
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Ent WinPromo FQC-04176
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Pltfrm FQC-02148
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Pltfrm WinPromo FQC-04188
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY3 Ent FQC-02140
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY3 Pltfrm FQC-02150
WinPro ALNG UpgrdSAPk OLV NL 1Y AqY3 Pltfrm WinPromo FQC-04192
WinPro ALNG UpgrdSAPk OLV NL 1Y Ent FQC-02142
WinPro ALNG UpgrdSAPk OLV NL 1Y Pltfrm FQC-02152
WinPro ALNG UpgrdSAPk OLV NL 1Y PltfrmUTD FQC-02154
WinPro ALNG UpgrdSAPk OLV NL 1Y UTD FQC-02156
WinPro ALNG UpgrdSAPk OLV NL 2Y AqY2 Ent FQC-02213
WinPro ALNG UpgrdSAPk OLV NL 2Y AqY2 Pltfrm FQC-02215
WinPro ALNG UpgrdSAPk OLV NL 2Y AqY2 Pltfrm WinPromo FQC-04236
WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent FQC-02259
WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent WinPromo FQC-04258
WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm FQC-02263
WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm WinPromo FQC-04262
WinPro LicSAPk MVL RvnuRptgOnly 66C-00236
WinPro LicSAPk MVL RvnuRptgOnly WinPltfrmRptgJunePChng FQC-04099
WinPro SA MVL RvnuRptgOnly 66C-00237
WinPro SA MVL RvnuRptgOnly WinPltfrmRptgJunePChng FQC-04100
WinPro SA OLP NL Gov FQC-02398
WinPro JPN SA OLP C FQC-02504
WinPro SA OLV D 1Y AqY1 AP FQC-02157
WinPro SA OLV D 1Y AqY2 AP FQC-02159
WinPro SA OLV D 1Y AqY3 AP FQC-02161
WinPro SA OLV D 3Y AqY1 AP FQC-02264
WinPro SNGL SA MVL FQC-02451
WinPro SNGL SA OLP B Acdmc FQC-02309
WinPro SNGL SA OLP C FQC-02366
WinPro SNGL SA OLP D FQC-02367
WinPro SNGL SA OLP NL FQC-02368
WinPro SNGL SA OLP NL Acdmc FQC-02310
WinPro SNGL SA OLP NL Chrty FQC-02321
WinPro SNGL SA OLV NL 1Y AqY1 AP FQC-02050
WinPro SNGL SA OLV NL 1Y AqY2 AP FQC-02086
WinPro SNGL SA OLV NL 1Y AqY3 AP FQC-02122
WinPro SNGL SA OLV NL 2Y AqY2 AP FQC-02201
13
Product Family Part Description SKU # Payout
WinPro SNGL SA OLV NL 3Y AqY1 AP FQC-02245
WinPro SNGL UpgrdSAPk MVL FQC-02453
WinPro SNGL UpgrdSAPk MVL Promo FQC-02694
WinPro SNGL UpgrdSAPk MVL WinPromo FQC-04341
WinPro SNGL UpgrdSAPk OLP B Acdmc FQC-02313
WinPro SNGL UpgrdSAPk OLP B Acdmc Promo FQC-03072
WinPro SNGL UpgrdSAPk OLP B Acdmc WinPromo FQC-04284
WinPro SNGL UpgrdSAPk OLP C FQC-02372
WinPro SNGL UpgrdSAPk OLP C Promo FQC-02634
WinPro SNGL UpgrdSAPk OLP C WinPromo FQC-04304
WinPro SNGL UpgrdSAPk OLP D FQC-02373
WinPro SNGL UpgrdSAPk OLP NL FQC-02374
WinPro SNGL UpgrdSAPk OLP NL Acdmc FQC-02314
WinPro SNGL UpgrdSAPk OLP NL Acdmc Promo FQC-03073
WinPro SNGL UpgrdSAPk OLP NL Acdmc WinPromo FQC-04285
WinPro SNGL UpgrdSAPk OLP NL Chrty FQC-02323
WinPro SNGL UpgrdSAPk OLP NL Promo FQC-02636
WinPro SNGL UpgrdSAPk OLP NL WinPromo FQC-04306
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP FQC-02052
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP Promo FQC-02533
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP WinPromo FQC-04146
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP FQC-02088
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP Promo FQC-02544
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP WinPromo FQC-04157
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP FQC-02124
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP Promo FQC-02555
WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP WinPromo FQC-04168
WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP FQC-02203
WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP Promo FQC-02579
WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP WinPromo FQC-04228
WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP FQC-02247
WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP Promo FQC-02593
WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP WinPromo FQC-04254
WinPro UpgrdSAPk OLP NL Dntns Qlfd FQC-02385
WinPro UpgrdSAPk OLP NL Gov FQC-02400
WinPro UpgrdSAPk OLP NL Gov Promo FQC-02660
WinPro UpgrdSAPk OLP NL Gov WinPromo FQC-04318
WinPro UpgrdSAPk OLV D 1Y AqY1 AP FQC-02158
WinPro UpgrdSAPk OLV D 1Y AqY1 AP Promo FQC-02559
WinPro UpgrdSAPk OLV D 1Y AqY1 AP WinPromo FQC-04196
WinPro UpgrdSAPk OLV D 1Y AqY2 AP FQC-02160
14
Product Family Part Description SKU # Payout
WinPro UpgrdSAPk OLV D 1Y AqY2 AP Promo FQC-02562
WinPro UpgrdSAPk OLV D 1Y AqY3 AP FQC-02162
WinPro UpgrdSAPk OLV D 1Y AqY3 AP Promo FQC-02565
WinPro UpgrdSAPk OLV D 2Y AqY2 AP FQC-02217
WinPro UpgrdSAPk OLV D 2Y AqY2 AP Promo FQC-02583
WinPro UpgrdSAPk OLV D 3Y AqY1 AP FQC-02265
WinPro UpgrdSAPk OLV D 3Y AqY1 AP Promo FQC-02597
WinPro UpgrdSAPk OLV D 3Y AqY1 AP WinPromo FQC-04266
Windows 7 Pro
SA only
Win Vista Bus AllLng Upg/SA Pack MVL Partners in Learning w/VisEnterpr 66J-01771
Win Vista Bus AllLng Upg/SA Pack OLVNL 1YR Ent Dsktp Pro w/VisEnter 66J-01582
Win Vista Bus AllLng Upg/SA Pack OLVNL 1YR Ent Dsktp SB w/VisEnterp 66J-01678
Win Vista Bus Euro Lng Upg/SA Pack OLV C 1YR Ent Dsktp Pro w/VisEnter 66J-01591
Win Vista Bus Listed Upg/SA Pack OLV C 1YR Ent Dsktp Pro w/VisEnterpr 66J-01589
Win Vista Bus Listed Upg/SA Pack OLV C 1YR Ent Dsktp SB w/VisEnterpri 66J-01590
Win Vista Bus Listed Upg/SA Pack OLV D 1YR Ent Dsktp Pro w/VisEnterpr 66J-03410
Windows Vista Business All Lng Upg/SA Pack MVL 2008 Promo 66J-05161
Windows Vista Business All Lng Upg/SA Pack MVL NetSA w/VisEnterprise 66J-04284
Windows Vista Business All Lng Upg/SA PkOLV NL1YRAcqY1 EntPromo w/VisEnt
66J-04001
Windows Vista Business All Lng Upg/SA PkOLV NL3YRAcqY1 EntPromo w/VisEnt
66J-03988
Windows Vista Business All Lng WAH MVL 66J-01549
Windows Vista Business Listed SA MVL Platform w/VisEnterprise 66J-00582
Windows Vista Business Listed SA MVL w/VisEnterprise 66J-00844
Windows Vista Business Listed SA OLV C 1YR Acq Y1 Ent w/VisEnterprise 66J-01575
Windows Vista Business Listed SA OLV D 1YR Acq Y1 Ent w/VisEnterprise 66J-03401
Windows Vista Business Listed SA OLV NL 1YR Acq Y1 Ent w/VisEnterprise 66J-01576
Windows Vista Business Listed SA OLV NL 3YR Acq Y1 Ent w/VisEnterprise 66J-01721
Windows Vista Business Listed Upg/SA Pack MVL Platform w/VisEnterprise 66J-00579
Windows Vista Business Listed Upg/SA Pack MVL w/VisEnterprise 66J-00588
Windows Vista Business Listed Upg/SA Pack OLV C 1YR Ent w/VisEnterprise 66J-01713
Windows Vista Business Listed Upg/SA Pack OLV D 1YR Ent w/VisEnterprise 66J-03418
Windows Vista Business Listed Upg/SA Pack OLV NL 1YR Ent w/VisEnterprise 66J-01700
Windows Vista Business Listed Upg/SA Pk OLV C 1YRAcqY1 EntPromo w/VisEnt
66J-04023
Windows Vista Business Listed Upg/SA Pk OLV NL 3YRAcqY1EntPromo w/VisEnt
66J-04020
Windows Vista Business Listed Upg/SA PkOLV NL 1YRAcqY1 EntPromo w/VisEnt
66J-04013
WinVistaBsnss ALNG SA MVL Pltfrm wVistaEnt 66J-00580
WinVistaBsnss ALNG SA MVL wVistaEnt 66J-00818
WinVistaBsnss ALNG SA OLV C 1Y AqY1 Ent wVistaEnt 66J-01580
WinVistaBsnss ALNG SA OLV C 1Y AqY1 Pltfrm 66J-06908
WinVistaBsnss ALNG SA OLV D 1Y AqY1 Ent wVistaEnt 66J-03402
15
Product Family Part Description SKU # Payout
WinVistaBsnss ALNG SA OLV D 1Y AqY1 Pltfrm 66J-06928
WinVistaBsnss ALNG SA OLV NL 1Y AqY1 Ent wVistaEnt 66J-01579
WinVistaBsnss ALNG SA OLV NL 1Y AqY1 Pltfrm 66J-06909
WinVistaBsnss ALNG SA OLV NL 3Y AqY1 Ent wVistaEnt 66J-01715
WinVistaBsnss ALNG SA OLV NL 3Y AqY1 Pltfrm 66J-06945
WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm NetSA wVistaEnt 66J-04286
WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm Promo 66J-07395
WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm VLPromo 66J-08497
WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm wVistaEnt 66J-00577
WinVistaBsnss ALNG UpgrdSAPk MVL Promo 66J-07409
WinVistaBsnss ALNG UpgrdSAPk MVL VLPromo 66J-08499
WinVistaBsnss ALNG UpgrdSAPk MVL wVistaEnt 66J-01156
WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Ent wVistaEnt 66J-01617
WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm 66J-06910
WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y Ent wVistaEnt 66J-01613
WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y Pltfrm 66J-06924
WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y PltfrmUTD 66J-07111
WinVistaBsnss ALNG UpgrdSAPk OLV C 3Y AqY1 Pltfrm 66J-06946
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY1 Ent wVistaEnt 66J-03409
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm 66J-06929
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY2 Ent wVistaEnt 66J-03408
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY2 Pltfrm 66J-06932
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Ent wVistaEnt 66J-03407
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Pltfrm 66J-06936
WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y UTD wVistaEnt 66J-03427
WinVistaBsnss ALNG UpgrdSAPk OLV D 3Y AqY1 Ent wVistaEnt 66J-03405
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent wVistaEnt 66J-01674
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm 66J-06911
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY2 Ent wVistaEnt 66J-01626
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY2 Pltfrm 66J-06917
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY3 Ent wVistaEnt 66J-01685
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y Ent wVistaEnt 66J-01615
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y Pltfrm 66J-06925
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y PltfrmUTD 66J-07112
WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y UTD wVistaEnt 66J-02455
WinVistaBsnss ALNG UpgrdSAPk OLV NL 2Y AqY2 Ent wVistaEnt 66J-01604
WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent wVistaEnt 66J-01610
WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm 66J-06947
WinVistaBsnss SNGL SA OLP B Acdmc wVistaEnt 66J-00903
WinVistaBsnss SNGL SA OLP C wVistaEnt 66J-01083
WinVistaBsnss SNGL SA OLP D wVistaEnt 66J-01112
16
Product Family Part Description SKU # Payout
WinVistaBsnss SNGL SA OLP NL Acdmc wVistaEnt 66J-00937
WinVistaBsnss SNGL SA OLP NL Chrty wVistaEnt 66J-01013
WinVistaBsnss SNGL SA OLP NL wVistaEnt 66J-01128
WinVistaBsnss SNGL SA OLV NL 1Y AqY1 AP wVistaEnt 66J-01283
WinVistaBsnss SNGL SA OLV NL 1Y AqY2 AP wVistaEnt 66J-01284
WinVistaBsnss SNGL SA OLV NL 1Y AqY3 AP wVistaEnt 66J-01285
WinVistaBsnss SNGL SA OLV NL 2Y AqY2 AP wVistaEnt 66J-01286
WinVistaBsnss SNGL SA OLV NL 3Y AqY1 AP wVistaEnt 66J-01287
WinVistaBsnss SNGL UpgrdSAPk MVL Promo 66J-07419
WinVistaBsnss SNGL UpgrdSAPk MVL wVistaEnt 66J-00868
WinVistaBsnss SNGL UpgrdSAPk OLP B Acdmc wVistaEnt 66J-00951
WinVistaBsnss SNGL UpgrdSAPk OLP C wVistaEnt 66J-01170
WinVistaBsnss SNGL UpgrdSAPk OLP NL Acdmc wVistaEnt 66J-00985
WinVistaBsnss SNGL UpgrdSAPk OLP NL Chrty wVistaEnt 66J-01017
WinVistaBsnss SNGL UpgrdSAPk OLP NL wVistaEnt 66J-01215
WinVistaBsnss SNGL UpgrdSAPk OLV NL 1Y AqY1 AP wVistaEnt 66J-01418
WinVistaBsnss SNGL UpgrdSAPk OLV NL 1Y AqY2 AP wVistaEnt 66J-01419
WinVistaBsnss SNGL UpgrdSAPk OLV NL 1Y AqY3 AP wVistaEnt 66J-01420
WinVistaBsnss SNGL UpgrdSAPk OLV NL 2Y AqY2 AP wVistaEnt 66J-01441
WinVistaBsnss SNGL UpgrdSAPk OLV NL 3Y AqY1 AP wVistaEnt 66J-01442
Win Vista Business Listed Upg/SA Pack OLV C 1YRAcqY1 Ent w/VisEnterse 66J-01710
Win Vista Business Listed Upg/SA Pack OLV C 3YRAcqY1 Ent w/VisEnterse 66J-01701
Win Vista Business Listed Upg/SA Pack OLV D 1YRAcqY1 Ent w/VisEnterse 66J-03415
Win Vista Business Listed Upg/SA Pack OLVNL 1YRAcqY1 Ent w/VisEnterse 66J-01697
Win Vista Business Listed Upg/SA Pack OLVNL 1YRAcqY2 Ent w/VisEnterse 66J-01698
Win Vista Business Listed Upg/SA Pack OLVNL 1YRAcqY3 Ent w/VisEnterse 66J-01699
Win Vista Business Listed Upg/SA Pack OLVNL 3YRAcqY1 Ent w/VisEnterse 66J-01707
WinVistaBsnss SNGL SA MVL wVistaEnt 66J-00830
ProDsktp ALNG LicSAPk MVL A07-00041
ProDsktp ALNG LicSAPk MVL SpclPromo A07-00463
ProDsktp ALNG LicSAPk MVL wOCSStdCALPromo A07-00479
ProDsktp ALNG LicSAPk OLV C 1Y AqY1 Ent SpclPromo A07-00458
ProDsktp ALNG LicSAPk OLV NL 1Y AqY1 Ent wOCSStdCALPromo A07-00465
ProDsktp ALNG SA MVL MSPromo A07-00456
ProDsktp ALNG SA OLV C 1Y AqY1 Ent MSPromo A07-00444
ProDsktp ALNG SA OLV D 1Y AqY1 Ent MSPromo A07-00448
ProDsktp ALNG SA OLV NL 1Y AqY1 Ent MSPromo A07-00445
ProDsktp ALNG SA OLV NL 3Y AqY1 Ent MSPromo A07-00451
EntDsktp ALNG LicSAPk MVL B65-00047
EntDsktp ALNG LicSAPk MVL SpclPromo B65-00110
EntDsktp ALNG SA MVL MSPromo B65-00103
17
Product Family Part Description SKU # Payout
Desktop Small Business Euro Lng Lic/SA Pack OLV D 1YR Acq Y1 Ent B6K-00114
Desktop Small Business Euro Lng Lic/SA Pack OLV D 1YR Ent B6K-00109
Desktop Small Business Euro Lng Lic/SA Pack OLV NL 1YR Acq Y2 Ent B6K-00037
Desktop Small Business Euro Lng Lic/SA Pack OLV NL 1YR Acq Y3 Ent B6K-00038
Desktop Small Business Euro Lng SA OLV NL 1YR Acq Y1 Ent B6K-00048
Desktop Small Business Listed Lic/SA Pack OLV D 1YR Ent B6K-00107
Desktop Small Business Listed Lic/SA Pack OLV NL 1YR Acq Y2 Ent B6K-00053
Desktop Small Business Listed SA OLV NL 1YR Acq Y1 Ent B6K-00064
Desktop Small Business Listed SA OLV NL 3YR Acq Y1 Ent B6K-00076
DsktpSB ALNG LicSAPk OLV D 1Y Ent B6K-00103
DsktpSB ALNG LicSAPk OLV D 1Y UTD B6K-00104
DsktpSB ALNG LicSAPk OLV NL 1Y AqY1 Ent B6K-00004
DsktpSB ALNG LicSAPk OLV NL 1Y AqY2 Ent B6K-00005
DsktpSB ALNG LicSAPk OLV NL 1Y AqY3 Ent B6K-00006
DsktpSB ALNG LicSAPk OLV NL 2Y AqY2 Ent B6K-00003
DsktpSB ALNG LicSAPk OLV NL 3Y AqY1 Ent B6K-00002
DsktpSB ALNG SA OLV NL 1Y AqY1 Ent B6K-00016
DsktpSB ALNG SA OLV NL 3Y AqY1 Ent B6K-00070
DsktpEdu ALNG LicSAPk OLV E 1Y Ent 2UJ-00011
DsktpEdu ALNG LicSAPk OLV E 1Y Ent EntCAL 2UJ-00007
DsktpEdu ALNG LicSAPk OLV F 1Y Ent 2UJ-00012
DsktpEdu ALNG LicSAPk OLV NL 1Y Stdnt 2UJ-00017
DsktpEdu ALNG LicSAPk OLV NL 1Y Stdnt EntCAL 2UJ-00015
DsktpEdu ALNG SASU MVL EntCAL 2UJ-00004
DsktpEdu ALNG SASU OLV E 1Y Ent EntCAL 2UJ-00009
Windows Professional All Languages SA MVL E85-00352
Windows Professional English SA MVL E85-00346
Windows Professional Listed Languages SA MVL E85-01014
Windows XP Professional All Languages MVL E85-01385
Windows XP Professional All Languages UPG MVL E85-00351
Windows XP Professional All Languages Upg/SA Pack MVL E85-00350
Windows XP Professional All Lng UPG OLV NL Each Ent E85-03711
Windows XP Professional All Lng Upg/SA Pack OLV C 1YR Ent Desktop SB E85-04217
Windows XP Professional All Lng Upg/SA Pack OLV NL 1YR Ent Desktop SB E85-03816
Windows XP Professional All Lng Upg/SA Pack OLV NL 1YR UTD Desktop SB E85-03764
Windows XP Professional AllLanguages Upg/SA Pack MVL PartnersLearning E85-02634
Windows Pro All Languages Upg/SA Pack MVL B23-02559
Windows Pro Listed Languages Upg/SA Pack MVL B23-03192
Desktop Optimization
DsktpOptmztnPkforSA MVL VDIStd Rptgonly WSB-00311
5% Dsktp Optimization Pck SA Upg/SA Pack MVL w/MDOP Reporting only WSB-00119
DsktpOptmztnPkforSA UpgrdSAPk MVL wMDOP WinPltfrmRptgJunePChng WSB-00339
18
Product Family Part Description SKU # Payout
DsktpOptmztnPkforSA UpgrdSAPk MVL RvnuRptgOnly MDOPMarch WSB-00358
Dsktp Optimization Pck SA MVL Revenue Reporting Only WSB-00087
DsktpOptmztnPkforSA SA MVL wMDOP Rptgonly WSB-00120
DsktpOptmztnPkforSA SA MVL RvnuRptgOnly MDOPMarch WSB-00359
DsktpOptmztnPkforSA SA MVL wMDOP WinPltfrmRptgJunePChng WSB-00340
DsktpOptmztnPkforSA MVL VDIPrem Rptgonly WSB-00310
Dsktp Optimization Pck SA 1.0 English Disk Kit MVL CD for Windows SA WSB-00001
Dsktp Optimization Pck SA Sngl Mnthly Subscrptn OLV NL 1M Promo WSB-00104
DsktpOptmztnPkforSA JPN SubsVL MVL PerDvc forWinSA WSB-00272
Dsktp Optimization Pck SA Shared OLS OSP Online SXF-00003
Dsktp Optimization Pck SA Sngl Monthly Subscription MVL Promo WSB-00099
DsktpOptmztnPkforSA ALNG SubsVL OLV NL 1Mth Each Ent PerDvc forWinSA WSB-00112
Dsktp Optimization Pck SA EuroLng MonSub OLVD1M AdPrd PerDevice forWinSA
WSB-00081
Dsktp Optimization Pk SA Listed Mnthly Subscription OLV NL 1M Ent Promo WSB-00109
DsktpOptmztnPkforSA JPN SubsVL OLV NL 1Mth AP PerDvc forWinSA WSB-00267
DsktpOptmztnPkforSA ALNG LicSAPk MVL RvnuOnly WSB-00285
DsktpOptmztnPkforSA ALNG SubsVL OLV E 1Mth Each Ent PerDvc forWinSA WSB-00354
DsktpOptmztnPkforSA 2010 ENG DiskKit MVL DVD forWinSA WSB-00299
DsktpOptmztnPkforSA ALNG SubsVL OLV D 1Mth Each Ent PerDvc forWinSA WSB-00115
DsktpOptmztnPkforSA RUS SubsVL OLV NL 1Mth AP PerDvc forWinSA WSB-00269
DsktpOptmztnPkforSA JPN SubsVL OLV D 1Mth AP PerDvc forWinSA WSB-00270
Dsktp Optimization Pk SA All Lng Mnthly Subscription OLV NL 1M Ent Promo WSB-00108
19
5 Appendix B: Definitions
“Active Earned” refers to MPN competency requirements that must be earned in each participating subsidiary in contrast to those that can be inherited from other locations.
“Agreement ID” refers to unique ID number which identifies a licensing agreement between Microsoft and Customer.
“Competency” refers to an MPN recognition given to Company for specific areas of expertise. A complete list of Competencies and the requirements to achieve such Competencies is available on the Microsoft Partner Portal.
“Customer Order” refers to the document by which the Customer (or its designee) requests Licensed Software and/or services.
“ERP” refers to the Estimated Retail Price of a Participating Product.
“Identical Opportunity” refers to an Opportunity submitted by more than one Company that contains an identical Customer name with identical Participating Products.
“Incentive Registration Date” refers to the date when Company registers the an Opportunity for Incentive in PSX.
“Incentive Request Process” refers to the process set forth in Section 2.2 of this Program Guide.
“Licensed Software” refers to the software and technology that Microsoft, or one of its affiliates, may designate for delivery through or with the assistance of Company.
“Licensing Partner” refers to the Microsoft authorized distributor who submits a Sales Order to Microsoft for the Participating Products recommended and sold to a Customer by the Company.
“Microsoft Solution Selling Process” refers to a sales methodology within the opportunity management framework that is divided into Sales Cycle Stages.
“MS Win” refers to the verifiable sales transaction of Participating Products as determined by PSX.
“Opportunity Revenue” refers to the revenue flowing to Microsoft as a result of a Sales Order.
“Opportunity Validation Process” refers to the process set forth in Section 2.3 of this Program Guide.
“PAM” refers to the Partner Account Manager that is responsible for business development and collaboration between Company and Microsoft.
“Partner Solution Plan” or “PSP” refers to a document that sets out objectives for collaboration between Microsoft and Company.
“Sales Order” refers to the order that is submitted by a Licensing Partner to Microsoft for the Participating Products.
“Sales Order Transaction Date” refers to the date when Microsoft confirms the Sales Order.
“Sales Cycle Stages” refers to stages of the Microsoft Solution Selling Process which is a sales methodology that is divided into seven sales stages, namely: Prospect (0%), Qualify (10%), Develop (20%), Solution (40%), Proof (60%), Close (80%) and MS Win (100%) where each stage is defined by sales probability, a set of objectives and required deliverables.
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