FY22 Business Applications

Channel Investment

Partner HourPre- and Post-sales Activities

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AGENDA

FY22 Presales & Post-Sales Offer Overview

FY22 Incentive Portfolio Overview

Nomination process - Demo

Q&A

FY22 incentives portfolio

Activities

Presales Program

Expanded pay range

Type 1:

• Envisioning Workshop

• Business Value

Assessment

Type 2:

• 1 ‘X’ In-A-Day

• Pilot

Dynamics Migration

Program (DMP)

• Migration

Assessments

OSA

Percentage of

revenue –

Dynamics 365 CE

and F&O

120-day claim window

Enterprise

Percentage of

revenue

OSU

Percentage of rate

card on active seats

Power Apps, Power

Automate, Customer

Insights, Remote

Assist in scope

CSP

Base Incentive

+ Customer Add

+ Product

Accelerators

+ Discounts

EA

CSP

Presales Transaction Usage

Activities

Post-Sales Program

Type 1: Validate Intent

• Transformation

Readiness Workshop

• Design Envisioning

Workshop

Type 2: Build Product

Capability

• 1:1 ‘X’ In-A-Day

• COE Activation

Type 3: Manage Change

& Realize Value

• Adoption Health

Remediation

• Value Realization

Workshop (VRW)

For more information on FY22 incentives please visit: https://aka.ms/partnerincentives

Qualified

Lead

Customer Journey

Partner

engages

Deliver

presales

activities to

build intent to

purchase

Revenue

based

Incentives

Deliver post

sales

activities to

unblock

usage

New

contract Low seat

usage

Intent to

purchase

High MAU

Usage

based

Incentives

New

opportunity

Use #1 Use #2

Use #1

Build and advance pipe

Catalyst

Proof of value activities

Use #2

Unblock customer success

Product capability

Use intent

Change management / Value Realization

Implementation

Sustained

MAU

Key

program

features

License Agnostic

Payment scales with scope and

opportunity size

Unmanaged customers in scope

Simpler eligibility requirements

Increased Flexibility and program

structure

✓

✓

✓

✓

✓

✓

Conditions apply. See the FAQ section for details

Covers the entire fiscal✓

Expand to next logical workloads

Smaller deals now qualify

Business applications FY22 partner offers Presales and Post-Sales

FieldBusiness applications FY22 partner offers Presales and Post-Sales

Post-Sales Partner OffersPresales Partner Offers

• *Annual Contract Value (ACV) in billed revenue for Dynamics 365 and/or Power Platform cloud products.

• ^ Funding amount ranges are maximum investments across all activities delivered per opportunity.

Note:

• ACV for licenses should be the annual amount for multi-year agreements. Only the MSX Opportunity ID is

the approved source of this information.

• Both EA and CSP** are in scope; **Opportunities involving CSP licensing for Public Sector and State-owned

entities are NOT eligible to receive funding for CSP licensing opportunities.

• More rules may apply - see the program overview decks hyperlinked in Resources for more details

Activities Microsoft Funds^ Minimum ACV*

Type 1

A. Envisioning

Workshop

B. Business Value

Assessment

Deals US$20k – $250k

$2k – $18.8k[10 – 13.3x ROI]

Deals above US$250k

$18.8k – $75k[13.3x ROI]

(Deliver one activity each from

A-D per MSX opportunity. Actual

payout depends on total # hours on

SOW and deal ROI)

$20k

Type 2

C. 1:1 “X” In A Day

D. Pilot

ActivitiesMicrosoft

FundsMinimum Unused

seats/Profiles

Type 1: Validate Intent

A. Transformation Workshop

B. Design Envisioning Workshop

$5,000 to

$20,000

(depends on usage

whitespace size**)

300 Dynamics 365 and/or

Power Apps and Power

Automate MAU* whitespace

and 3,000 Power BI seats

(optional)

or 200,000 CI* Profiles

whitespace

Type 2: Build Product

Capability

C. 1:1 ‘X’ In-A-Day

D. COE Activation

Type 3: Manage Change

and Realize Value

E. Adoption Health

F. Value Realization Workshop

• Customer Eligibility = *Monthly Active Usage (MAU) or Customer Insights (CI) Profiles whitespace

• Whitespace = inactive paid licenses/profiles

• **Not all customers will qualify for these offers. Reach out to your PDM or other MSFT contact to get details on

the customers eligible to receive the funding.

• Both EA and CSP are in scope; customers with CSP licensing for Public Sector and State-owned entities are

NOT eligible to receive funding

• More rules may apply - see the program overview decks hyperlinked in Resources for more details

Reduce Paid to Active GapBuild a Healthy Pipeline

Quick primer on Activity based incentives

Payout

Eligibility

Presales Post-sales

ROI

Billing rate# billable hours

Lower of

Partner ask

ROI cap ROI required$ Revenue / $ MAU

whitespace upside

1

2

• 7.5% / 10% of opportunity revenue size (MSX ID) • 5% / 20% of MAU whitespace value (Top parent ID)

Activity

Selection

• Partners are free to select up to one activity from each

category of activities (4 available), delivered once per MSX

opportunity ID

• Partners are free to select up to one activity from each category

of activities (6 available), delivered once per Top Parent ID

(TPID)

• Customer eligibilityo 20%+ opportunity in MSX , $20k+ revenue upside

o EA / CSP qualify

o CSP public sector / State owned entities do not qualify

• Customer eligibilityo 300+ paid available seats / 3000+ Power BI seats / 200k+

unused CI profiles

o EA / CSP qualify

o CSP public sector / State owned entities do not qualify

Deep-dive: Post-Sales Activities

FY22 program offers post-sales funding across six activities and three categoriesPost-sales guide

WORKLOADS

1. Customer Engagement (CE)/

Finance & Operations (F&O)

2. Power Apps and Power Automate

(Power Apps and Power Automate)

3. Power BI

4. Customer Insights

FY22 Partner Offers – Post-sales

Partner can choose to deliver: Any one activity, or any combination of activities [A] through [F], each can be delivered only once per customer

TPID

Program payout range: US$5,000 – $20,000

Minimum whitespace needed: 300 MAU whitespace across D365 and Power Apps and Power Automate products, or 3,000 Power BI MAU

Whitespace, or 200K CI Profiles

Customer Journey Activate Usage

Validate Intent Build Product Capabilities Manage Change & Realize Value

Type 1 Type 2 Type 3

Transformation Readiness

WorkshopA

Design Envisioning WorkshopB

In A Day Workshop (XIAD)C

Center of Excellence ActivationD

Adoption Health Assessment

& Remediation PlanE

Value Realization WorkshopF

Pick any combination

Whitespace = inactive paid licenses/profiles.

Public-Sector or state-owned entities with CSP licensing not eligible to receive this funding. Other conditions also apply

Note: If cap on payment has not been reached for a given TPID, partners can request for funding on activity categories not previously nominated for.

The activities can be for a different workload and must be submitted on a new future nomination

A – F: Activity Categories

1 – 3: Activity Types

Standard Post-Sales activities to selectPost-sales guide

Need to use a different (custom defined) post-sales activity for your customer?

Please explore the applicable ECIF program/s in your area

Details on ECIF programs are available here [internal MSFT link]

Customer Need Situation Activity to deliver Desired outcome Execution deliverables to customer

Validate Intent Clarify & re-establish intent, and Identify

customer readiness gaps & risks to a

successful adoption of the solution

Transformation Readiness

Workshop

• Customer identifies specific areas of improvement • Output document with readiness scores, major

risks and recommended actions

Review potential use cases (create intent),

identify an initial test case and success

criteria, perform a rapid assessment of

needs and deploy an MVP solution

Design Envisioning

workshop

• Deployed MVP Solution

• Roadmap: Full spectrum of potential Use Cases

• Deployed MVP solution

• Scenario-specific value map

Build Product

Capability

Develop deeper practical product

understanding, and showcase value of

the solution

1:1 “X“ In A Day • Customers discovers the business value of D365,

CI and Power Apps and Power Automate

Solutions

• Full-function limited time trial sample solution

(app/dashboard etc.) that extends to production

seamlessly

Get started on Power Apps and Power

Automate governance with COE

Starter Kit

COE Activation • Customer understands the key concepts of

governance and the Center of Excellence

• Learn about Center of Excellence starter kit

components and how to deploy it successfully

• Full-function limited time trial that extends to

production

• Integration with related customer IT and

data systems

Manage Change &

Realize Value

Understand and overcome issues that are

blocking full adoption and usage of the

Dynamics 365 solution

Adoption Health

Assessment and

Remediation Plan

• Customer identifies specific areas of improvement • Output document with health assessment scores

and recommended best practices

Create meaningful business value by

driving consumption aligned to

customers’ desired outcomes

Value Realization Workshop • Identification of the customer objectives, business

challenges, and opportunities for improvement

• Quantification of identified metrics

• Agreement on financial improvement levers

• Develop Horizon Planning

• Plan with agreed-upon next steps

Output document including:

• Customer Journey – Current vs Future

• Incremental Value of Solution Vision

• Solution Timeline

• Value Path

• Next Steps

Business Applications partner offersFY22 List of Activities by Activity Type

Activity Type

Scenario Clarify and re-establish intent Develop deeper product understandingAccelerate usage and

discover new opportunities for impact

D365 • Transformation Readiness Workshop

• Design Envisioning Workshop

for D365

• 1:1 Customer Voice In-A-Day

• 1:1 E-Commerce In-A-Day

• 1:1 Field Service In-A-Day

• Adoption Health Assessment and

Remediation Plan

• Value Realization Workshop

Power Apps and Power

Automate

• Design Envisioning Workshop for

Power Apps and Power Automate

• 1:1 Automate Business Process In-A-Day

• 1:1 Dashboard In-A-Day

• 1:1 Dataverse In-A-Day

• 1:1 Power Apps and Power Automate

Hackathon In-A-Day

• 1:1 Power Portals In-A-Day

• 1:1 Rapidly Build Apps In-A-Day

• 1:1 Center of Excellence Activation

• Value Realization Workshop

Customer

Insights

• Design Envisioning Workshop for

Customer Insights

• 1:1 Customer Insights-In-A-Day • Value Realization Workshop

Validate Intent Build Product CapabilityManage Change

& Realize Value1 2 3

Activity TypeCustomer need

Activities Workloads that count toward eligibility

D365 PA/PAU** PBI CI

Validate IntentClarify and re-establish intent

• Transformation Readiness Workshop

• Design Envisioning Workshop

X

X X X

Build Product CapabilityDevelop deeper practical

product understanding

• 1:1 X-In-A-Day

• COE Activation

X X

X

Manage Change &

Realize ValueAccelerate usage and discover

new opportunities for impact

• Adoption Health Assessment and

Remediation Plan

• Value Realization Workshop (VRW)

X

X X

300+ MAU whitespace*

300+ MAU whitespace*

300+ MAU whitespace3,000+ MAU

whitespace

200K+ Profiles

whitespace

300+ MAU whitespace

300+ MAU whitespace*

300+ MAU whitespace*

200k+ Profiles

whitespace

200k+ Profiles

whitespace

*Includes Power BI in whitespace-based payout calculation when Power BI MAU whitespace is greater than >3000 and must independently meet >300 D365/PA/PAU MAU whitespace threshold. Power BI does not qualify

for Type 1 or Type 3 activities on its own. Power BI does qualify for Type 2 activity on its own if MAU whitespace >3000 seats/capacity units.

** PA: Power Apps and PAU: Power Automate

Business Applications partner offers – Post SalesFY22 Customer Account Eligibility by Activity Type

DemoRequest Funding (Presales Offer)

https://aka.ms/PreSalesPartnerOffersFY22

Q&A

Stay connected – Support and resources

Extra resources.

PO or Payment Status – D365ECIF@microsoft.com

Microsoft Partner Community.

Refer to Microsoft Partner Community announcement on Business Applications here.

Information, updates, and

announcements throughout FY22

at this TRANSFORM page

Presales: Nomination Link

Post-Sales: Nomination Link

Partners can register and attend Partner

Office Hours every month

https://aka.ms/FY22BizAppsOfficeHours

Visit the Partner

TRANSFORM pageRequest Funding Partner Office Hours1 2 3

Appendix slides

Business Applications partner offers – Post SalesFY22 Partner Eligibility Criteria

Type 1 and Type 3

Type 2

D365

• Any one of the following AND

− Gold or Silver Cloud Business Applications competency.

− Gold or Silver SMMCS Competency (Business Applications path)

− [ISV] $25K min Rev Share for prior 12 months + Co-sell ready ISV Connect offer in target geography.

• ECIF supplier certification in country of delivery

Power Apps and Power Automate• Meet at least 2 of 4 criteria in Low Code Advanced Specialization AND

• ECIF supplier certification in country of delivery

Power BI• Gold or Silver competency in Data Analytics AND

• ECIF supplier certification in country of delivery

Customer Insights

• Gold or Silver competency Data Analytics AND

• 1+ customer in production AND

• ECIF supplier certification in country of delivery

Validate Intent Build Product CapabilityManage Change

& Realize Value1 2 3

ECIF Status – Green is a partner eligibility requirement for all

activities (types and categories) on the FY22 Partner Offers program

All Workloads

Validate Intent and Manage Change & Realize Value

• 3+ Catalyst accredited professionals in the Area AND

• Any one of the following AND

a) Gold or Silver Cloud Business Applications competency

b) Gold or Silver SMMCS Competency (Business Applications path)

c) Gold or Silver Data Analytics competency and 1+ customer in production (for CI only)

d) Meet at least 2 of 4 criteria in Low Code Advanced Specialization (for PA only)

e) [ISV] $25K min Rev Share for prior 12 months + Co-sell ready ISV Connect offer in target geography

• ECIF supplier certification in country of delivery

6

7

8

9

10

1

2

3

4

5

Business Applications partner offersFAQ

Is the FY22 Partner Offers program the same as ECIF since the process

looks like ECIF?No. FY22 Partner Offers program is a channel incentive program designed to help partners

deliver high value activities to customers. The program uses ECIF as the compliant

operations engine.

My company is not yet cleared for ECIF, can I still participate in the

partner offers?Please get certified for ECIF in the delivery location before applying for funding.

If my company is ECIF certified in Germany, can I request for funding for

a project in Australia where it is not ECIF certified yet?No. Partners must be ECIF certified in the country where the service will be provided, even if

the customer remains the same entity.

Can the pipeline opportunity be multi-year, as our typical EA deals areROI will be calculated on ACV (Annual Contract Value) basis. The opportunity should be

expected to close in FY22 only, but the deal can be multi-year.

How long does it take for an ECIF request to be approved, from the date

it is received?Between 10 – 14 business days.

The activities I want to deliver require more investment than what the

payout cap allows; how do I apply for an exception?We are unable to accept exception requests.

With the current environment and restrictions, I am planning to deliver

the funded services remotely, is that in scope for these offers?Absolutely. Please feel free to choose the best delivery/meeting method that works for you

and the customer and obeys local rules and regulations.

How does the FY22 Partner Offers program coexist with the other

Partner funding programs available e.g. ECIF?Partners can utilize the Corp-held FY22 Partner Offers (this program), as well as the other

centrally or locally administered programs. Receiving funding on this program does not

preclude a partner from participating on the other programs.

Are unmanaged customers in scope for FY22?Yes. Unmanaged customer opportunities are eligible if there is an MSX Opportunity

ID available.

Are customers with CSP licensing eligible to receive funding?CSP licensing customers are eligible to receive the funding except Public Sector and State-

owned entities that are still not eligible to get funding for CSP licensing deals.

Business Applications partner offersFAQ

11

12

13

14

In order to deliver the Catalyst activities under Type 1, do I need to be a Catalyst accredited partner?Yes. The delivering partner will need to have 3+ accredited resources in the same Area (e.g., United States, Western Europe etc.).

How can I create/edit the Statement of Work (SOW) used on the Purchase Order (PO)?Microsoft will auto-populate the SOW based on the activities you chose to deliver. Partners cannot create/edit the SOW language on the FY22 Partner Offers program.

What happens if I deliver only part of the SOW scope?Microsoft will pay the partner for fully delivered milestones on the SOW as demonstrated by the Proofs of Execution (POE).

I see there are partner eligibilities of three kinds – competency and Catalyst accreditation. What do they mean?Partners gain competency for different platforms and product suites when they meet a set of requirements. For the FY22 Partner Offers program, we are seeking partners

with select competencies. In addition, for Type 1 activities we are looking for partners who have a certain number of professionals trained in the Catalyst methodology.

If you have more questions, please write to D365ECIF@microsoft.com.

Thank You