New incentives reward partners for aligning sales motions with strategic priorities
The new incentive updates, effective October 1, are designed to reward Microsoft partners who align sales motions with these strategic priorities:
- Adding new customers
- Selling the value of premium workloads
- Migrating Microsoft Azure to the Modern Commerce platform
- Driving usage and consumption of online services
Partners who drive these priorities will see increased earning potential through the CSP Incentive Program, Online Services Usage Incentive for Microsoft 365 Program, and Azure Incentive Programs.
CSP incentive program
The Cloud Solution Provider (CSP) program is changing investment in all core rates to allow for an increased investment in a Global Strategic Product Accelerator and a CSP Customer Add Accelerator that covers all three clouds.
The Global Strategic Product Accelerator applies to all billing revenue for Microsoft 365 E3, Microsoft 365 E5, Microsoft 365 Business, the 2 E5 Mini Suites, Office 365 Business Premium, and Dynamics 365 Business Central. Earning potential is further increased with the addition of the CSP Customer Add Accelerator for acquiring new customers.
US partners earn additional points through a new local accelerator for all Microsoft 365 Business sales revenue billed through CSP.
With increased investments in strategic products and new customers, partners can earn up to 19% with Microsoft 365 Business incentives.
***Launch of Azure on Modern Commerce CSP has been delayed until November***
Online Services Usage incentive for Microsoft 365 Program
Changes have also been made to the Online Services Usage for Microsoft 365 program:
- Partners associate at workload level (instead of subscription level)
- Partners associate via claims (instead of Digital Partner of Record (DPOR))
- CSP has been added as an eligible route to market
These changes enrich the program by paying at the workload level and give the partner control by shifting to a claims-based association. There are two accelerators associated with this program:
- Teams workload (pays 1.5x listed rates)
- FastTrack Ready (partners receive 2x listed rates)
To participate, partners must register for the new program and re-associate at a workload level with existing customers they may already have DPOR with.
Azure incentive programs
Azure Consumption on EA, CASA/EES
Microsoft is reducing focus on the Azure Consumption Incentive program for Enterprise Agreement (EA) and Campus and School Agreement/Microsoft Enrollment for Education Solutions (CASA/EES) as part of the migration of Azure to the Modern Commerce platform. Partners will see an increased earning potential by migrating Azure to the Modern Commerce platform.
Azure Consumption on Microsoft Commerce – Field led
Earning potential is 2.5x larger for Azure Consumption via the Microsoft Commerce Incentive program than the traditional Azure Incentive program for partners designated Partner Admin Link (PAL). In addition, partners can also earn even if multiple partners are associated.
This increased investment in the Microsoft Commerce Incentive program aligns with the third strategic priority outlined above and is designed to reward partners that align their sales motions to these priorities with a very rich earning opportunity.
Learn more about FY20 incentives
For complete details on all incentive programs, visit the Microsoft Partner Network.