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©2017 Microsoft Corporation. All rights reserved.
Global Operations Readiness
Surface Device ResellerPricing Programs Overview
Microsoft is committed to supporting and rewarding eligible
partners for their proactive device selling motions. As part of this
mission, Microsoft has developed volume discount programs to
drive up-front discounts for our Resellers.
Volume Discount Programs such as “Bid Grid” and “Special Pricing”
are designed to help Distributors and Resellers competitively
position Microsoft Devices by granting upfront discounts based on
deal size and business case.
The Partner Pricing Guide summarizes the requirements to
participate in these programs and covers key rules and processes.
Program Overview
Our objectiveBy the end of this module, you will be able to:
• Evaluate the Deal Registration and Special Pricing programs for Surface Device Resellers
• List the steps involved in the Online Case validation process for Deal Registration and Special Pricing
• Use the Partner Pricing Programs Guide to ascertain the requirements to participate in these programs and to state the key rules and processes
In this Module
Program introduction
Program Intent Special Pricing Program
The Special Pricing program is designed to evaluate larger volume opportunities (500+ units) to enable incremental discounts that may be needed to close these larger opportunities.
Deal Registration Program
The Deal Registration program is intended to reward and protect investment of resources and time spent to develop and support Surface wins for eligible products and customer base.
Essentially, this allows the Reseller to lock in an opportunity at the early stage and own it during the entire sales cycle.
Deal Registration is opportunity based, not customer based and is first come first serve.
Program Intent
Bid GridOffer Set discount based on Device and # of units
Eligible Devices Surface Pro, Surface Book, Surface Laptop, Surface Pen
Order Quantity Range 5 to 499 units
Partner Eligibility Open to all Distributors and applied at the End Customer / Deal level
Deal Stacking Can be stacked with Deal Registration
Deal registrationOffer Percentage discount off Net MSRP, can vary based on device and model
Eligible Devices Surface Pro, Surface Book, Laptop, and Studio
Order Quantity Range More than 50 units for Surface Pro, Surface Book and Laptop
Partner Eligibility First Reseller in with BANT secures registration (Budget, Authority/Decision Maker/Need/Timeframe)
Deal Stacking Can be stacked with Bid Grid/Special Pricing on eligible models
RFP Requests Open to unlimited Resellers to qualify for discount (restrictions apply)
Note:Deal registration is intended to reward one Reseller for investment of resources and time
spent to develop and support Device Wins for eligible products and customer base.
Essentially, this allows the Reseller to lock in an opportunity at the early stage and own it
during the entire sales cycle.
Note:EDU is only eligible for DR and partners will get 2% on Tablet and Laptop (Studio will get
3%). To qualify for EDU discounts we look at the customer domain and/or verticals chosen
when submitting. To qualify it should be either “.edu” (or similar in some markets this is
different like “.ed”) or the verticals should be Education and Academic.
Order Quantity Range
Deal Registration Special Process for Studio
Greater than or equal to 25 Studio
1. Submit your deal registration through MSFT Pricing Program Portal (Deal
Reg/Special Pricing)
2. If the opportunity is 50 units or above, you will input the true opportunity
volume in the portal (no special process required)
3. If the opportunity is less than 50 units, then you will need to follow the
special steps below:
a. You will input quantities that total ‘50’ in the designated volume
fields. This step is required due to the tool limitations that require a
minimum total opportunity volume of 50 units
b. In addition to entering a deal size of ‘50’, you MUST provide the
actual volume of Studios in the opportunity details free-form field
c. WWLP Deal Reg team will update case manually based off your
information. The confirmation emails will reflect the correct deal
volume upon approval
4. If Studio’s are being sold in combination with other devices, then you
must ensure the required minimum units for Studio are met in addition to
the minimum units of Pro/Book/Laptop.
Please review these steps as it is extremely important
this special process is followed to ensure your deal’s are
approved quickly and the volume is accurately tracked
against your commitment.
Greater than or equal to 25 units for Emerging Markets
Countries in Scope:
• New Zealand
• Malaysia
• Korea
• Singapore
• Thailand
• Taiwan
• Hong Kong
Emerging Markets – Order Quantity Range
Deal Registration
Special pricing
Offer Varies (percentage off net MSRP)
Based on:
Volume | Business Value | Product
Eligible Devices Surface Pro, Surface Book, Surface Laptop, Surface Pen
Order Quantity Range Greater than 500 units
Partner Eligibility Open to all Resellers
Deal Stacking Can be stacked with Deal Registration on eligible models (replaced bid grid)
Note: Special pricing is designed to evaluate larger volume
opportunities to enable incremental discounts that may be needed to
close these larger opportunities.
.
9 MONTHS 3 MONTHS2
DAYS
Note: Reseller may extend a deal if it demonstrates to the Business Desk that such an extension is warranted.
A deal may be extended up to an additional 90 days from the original deal registration/special pricing expiration date
Overview• The Business Desk will make a decision on discount requests within 2 business days globally
• Approved Deal Registration and Special Pricing discounts will be valid for 9 months from initial approval date
Discount timelines
Pricing Motions
High level end-to-end process
Resellers can apply for
both Special Pricing and
Deal Registration using the
same online form.
Business Desk (BD)
completes decision making
process.
Distributors must validate every CAS#
prior to quote and transaction via the
Case Number Look-Up tool:
http://dddlookup.azurewebsites.net.
Resellers go to:
www.microsoftdevicevpp.com
Microsoft separately considers a
deal's eligibility for deal
registration and Special Pricing,
i.e., a deal may qualify for Deal
Registration and not qualify for
Special Pricing.
For Special Pricing requests,
Microsoft communicates the
request approval to the
preferred Distributor and
informs the Reseller that the
approval has been processed.
Reseller may choose to pass
discounts thru to customers. In
this scenario, Resellers must
align customer ship dates to
ensure they fall within the
discount validity period.
Reseller submits discount request to BD
Submission collected in online tool
BD evaluates request BD updates database with decision within 2
days
Email notification to reseller with decision
Disti determines and communicates price to
Reseller
Reseller determines customer price and
closes deal with customer
CRM
Transacting with Deal Registration and Special Pricing
It is the Distributor’s responsibility
to validate deal registration and
special pricing approvals prior to
transaction. Distributors can do
this by going to the online
validation lookup tool to confirm
the approvals.
Distributors submit for
compensation via the Credit
Memo process.
Once the Reseller is ready to
transact, they must forward the
approval email(s) to the
distributor with details on the
transaction.
Portal Access
1. Register your Organization in MPN
2. Retrieve your new MPN Organization and
Location ID’s
https://partners.microsoft.com
Registering your organization
Once you have access to a Live ID, please visit
Please select the Enroll Organization option
https://partners.microsoft.com
If you do not have an existing Live ID, you will need to visit:
and create a new Live ID.
https://signup.live.com
Registering your organization
Once you complete the form, please read the Terms and
Conditions in its entirety
After you read and agree to the Terms and Conditions, select
the check box and click the Submit button
Select the Enroll an organization option and complete all of the required fields in the form.
Registering your organization
Once the previous step is complete, please re-visit:
This will take you to your Organization’s home page and list all of the associated details.
After you click “Submit,” you will get a message saying: You are now a part of Microsoft Partner Network.
The page will also show your new Organization ID.
https://partners.microsoft.com
Retrieving MPN ID’s (Organization and location)
Retrieving your MPN ID’s
When you are on your Organization’s homepage, you will be able to see your Organization and Location IDs.
ImportantPlease send either:
1. A screenshot of this page to your Authorized Device Distributor (ADD)
2. An email that contains your new Organization andLocation ID’s to your Authorized Device Distributor
Resources and support
For technical tool support for the Reseller Profile and
Registration Portal, please contact:
Please wait 1-2 business days for a response.
Open an IE 10 or higher InPrivate Browser
Window (Right-click on the IE icon and select
‘Start InPrivate Browsing’) to open a browser
session that will not remember your previous
accounts.
1
Navigate to the Portal.2
Select the “Windows Live ID” tile then select
“next”. Do not select any of the other
options as they will direct you to the
wrong portal.
3
Sign in with the Microsoft Account that was
associated with your Microsoft Partner
Network (MPN) ID. Once you are validated as
an Authorized Device Reseller, you’ll have
access to the Pricing Program’s Portal.
4
Pricing Programs Portal
Pricing Programs Portalwww.microsoftdevicevpp.com
Features
1. One form and one opportunity case for Special Pricing
and Deal Registration Discount requests.
2. Case search tool that allows authorized users to look up
current status of specific or all company’s cases.
3. Step-by-step instructions to submit a request.
Accessing the Online Request Form
1. Click on Apply Now to apply for either the Surface,
Surface Hub, Surface Multi-National, or Surface Hub Multi-
National programs, then to be directed to the Online
Request Form.
Step by step
NOTE: All email confirmations, approvals and denials are sent
to the requestor, reseller contact email, and distributor contact
email entered on the form.
NOTE: All fields denoted with a red asterisks (*) are required
2. Fill out Customer information
3. Fill out Reseller information
4. Fill out Distributor information
Accessing the Online Request Form
Completing the Online Request Form
5. Enter the business attributes
6. Enter Total Committed Volume for the deal.
7. Enter Project Name/Customer department.
8. Enter Customer Decision Maker’s Name and Title.
9. Describe all Pre-sales Activity completed to support
the deal.• Partner must have been actively engaged within 3 months
of submitting for Deal Registration
• Please provide any applicable details, such as dates,
content of meetings, etc.
10. Describe the Business Use case.• Certain purchasing scenarios are ineligible
• Please reference the Partner Program Guide for more
details
Step by step
NOTE: If you write ‘N/A’ in any field, your request can be denied.
Completing the Online Request Form
Step by step
11. Enter the Microsoft Part Number SKU
• Product Name will auto fill with a valid Microsoft Part
Number SKU
• If Product Number is unknown, click on the search icon.
12. Enter Quantity (Estimated 9 months volume)
13. Indicate if this is a Deal Registration and/or Special Pricing
request.
• Some SKUs are eligible for only one program. Ineligibility
is indicated by a greyed-out checkbox
11 12 13
14. Select any Competitors against whom Microsoft is
competing for this opportunity.
15. Click ‘Submit’ upon completing all fields.
16. You will be redirected to a submission confirmation page
that displays one case ID.
17. You will also receive one submission confirmation email.
• You receive one case ID even if you’d applied for
both programs.
Step by stepCompleting the Online Request Form
Contoso
James Morrison
Contoso
Example Email – Dual Submission Case Approved (ADD)
When the Distributor receives an “approved” email, it means we have approved at least one of your requests and it’s time to provide final pricing to the ADR.
NOTE: Deal Registration and Special Pricing decisions are delivered within 2 business days.
Example Email – Dual Submission Case Approved (ADR)
Contoso
James Morrison
James Morrison
Email confirmation that we have processed your request and made a decision.
Reach out to the Distributor for final pricing for Special Pricing.
NOTE: Deal Registration and Special Pricing decisions are delivered within 2 business days.
Support and Troubleshooting
Support
Please contact [email protected] if you have questions regarding your Special Pricing
request.
Special Pricing
desk
Please contact [email protected] if you have questions regarding your Deal Registration
request.
Deal Registration
desk
Self serve
trainingPlease find further details on Surface Pricing Programs by accessing our
self-serve training material on the Microsoft Partner Network.
https://mspartner.microsoft.com
Resellers
Tool
SupportPlease contact [email protected] if you experience technical issues with the Portal.
Sales Support Please contact your Microsoft Surface PDM/Surface Sales Exec for additional guidance.
Troubleshooting
1) Sign up at:
2) Fill out the form.
• User Name = your company e-mail address
3) Click on Create Account
4) Get an email confirmation to the same email that’s
associated with your user name.
Step by step
Issue
“Sign in” screen does not appear.
Cause
You have another Microsoft Account (such as ICMODS)
cached in your IE Browser cookie history.
Solution
1. Open an InPrivate Browsing Window (Right-click on the IE
icon and select ‘Start InPrivate Browsing’).
2. Go to
OR…
1. Open in regular browser window
2. Delete the “cookies and website data” in browser history
3. Open new browser and go to
Common issues
www.microsoftdevicevpp.com
www.microsoftdevicevpp.com
Troubleshooting
1) Sign up at:
2) Fill out the form.
• User Name = your company e-mail address
3) Click on Create Account
4) Get an email confirmation to the same email that’s
associated with your user name.
Step by step
Issue
Access denied
Cause
Your MPN association is incorrect.
Solution
1. Go to and log in with
your Microsoft account.
2. Navigate to
3. Fill out just one of the sections in the form then click
‘Find my organization’.
4. Select your organization.
5. Click ‘Associate to this organization’.
OR…
Email if the above solution
did not work
Common issues
https://partners.Microsoft.com
https://partners.Microsoft.com/partnerprogram/organizationsearch.aspx
Troubleshooting
1) Sign up at:
2) Fill out the form.
• User Name = your company e-mail address
3) Click on Create Account
4) Get an email confirmation to the same email that’s
associated with your user name.
Step by step
Issue
MS part numbers are missing
Cause
If the tool is open in the browser for a while, it forgets the
part numbers
Solution
1. Refresh the page and it will reload the part numbers.
2. If you still don’t see the desired part number then email
Common issues
Contacting your regional services center
1) Sign up at:
2) Fill out the form.
• User Name = your company e-mail address
3) Click on Create Account
4) Get an email confirmation to the same email that’s
associated with your user name.
Step by step
1. Go to
2. Login with your Microsoft Account (you must be associated
to an MPN ID to receive support).
3. Select Microsoft Partner Network shown at top left of the
screen shot.
4. Select your country.
5. Select Support Contact Support.
6. Select the Category, “Topic”, and “Issue” of support needed.
7. For more options for MPN support, select from one of the
three options shown to the left.
Step by step
https://partners.microsoft.com
Summary
Summary
This is the end of this module. You are now able to:
• Evaluate the Deal Registration and Special Pricing programs for Authorized Device Resellers (ADR)
• List the steps involved in the Online Case validation process for Deal Registration and Special Pricing
• Describe the Credit Memo process and the core set of data that Microsoft will need to successfully calculate credit memo claims
• Use the Partner Pricing Programs Guide to ascertain the requirements to participate in these programs and to state the key rules and processes.
What we have covered
Thank you
