The document provides frequently asked questions about Microsoft's Cloud Partner Program. It describes the Cloud Essentials Pack which provides no-cost cloud resources and training, and the Cloud Accelerate Program which provides additional benefits for more committed partners. Partners must meet requirements like signing agreements, achieving competencies, and meeting sales commitments to qualify for the programs and their associated benefits. The document answers questions on the program requirements, benefits, qualifications, and other administrative aspects of the Cloud Partner Program.

1. Microsoft Cloud Partner Program Frequently Asked Questions
1. What is Microsoft Cloud Essentials Pack?
The Microsoft Cloud Essentials Pack gives you the opportunity to learn about and try the latest
cloud software, online technical support, training and other resources from Microsoft at no charge.
Leveraging Cloud Essentials benefits will help you experience Microsoft cloud solutions and learn
how to build your Microsoft cloud services business.
Please refer to the benefits tab on the home page for specific dates of benefit availability.
2. What is Microsoft Cloud Accelerate Program?
The Microsoft Cloud Accelerate Program is designed for partners that are already committed to a
cloud business. In addition to the benefits received in Cloud Essentials, partners are rewarded with
a Cloud Accelerate Badge, 20 Advisory hours for support, priority listing in Pinpoint, access to future
Microsoft Cloud product roadmaps, local Microsoft subsidiary engagement opportunities, and
Windows Azure platform and other Microsoft Silver competency related benefits.
Please refer to the Benefits tab in the Cloud Partner Portal for specific dates of benefit availability.
3. What is the difference between the Sell & Service and Build and Develop tracks?
In the Cloud Essentials Pack and the Cloud Accelerate Program you should pick one track to qualify
for your cloud benefits. The Sell & Service track is for partners seeking to sell and deploy online
services, whereas the Build & Develop track is for partners focused on building intellectual property
on the Azure platform.
4. What agreements do I need to sign before my company is eligible to join?
All partners signing up for the Cloud Essentials Pack or the Cloud Accelerate Program need to agree
to the terms and conditions of the Microsoft Partner Network Agreement. To be eligible for the Sell
& Service track of the Cloud Essentials Pack or the Cloud Accelerate Program, a partner needs to
sign either the Microsoft Online Services Provider Agreement or the CRM Online Software Advisor
(CSA) agreement. To be eligible for the Build & Develop track of the Cloud Essentials Pack or the
Cloud Accelerate Program a partner needs to sign a Microsoft Platform Ready agreement.
5. If I am already a Silver or Gold competency partner, may I join?
Yes, you can qualify to join either the Cloud Essentials Pack or the Cloud Accelerate Program.
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2. Microsoft Cloud Partner Program Frequently Asked Questions
6. Can I belong to both the Cloud Essentials Pack and the Cloud Accelerate Program?
Yes, when you qualify for the Cloud Accelerate Program you have access to any incremental
benefits offered through the Cloud Essentials Pack benefits. The Internal Use Rights benefits for the
Microsoft Online Services are NOT additive and are capped at the Cloud Accelerate level. Please
note, Cloud Accelerate Partners do receive the additional Windows Azure Platform benefit
provisioned through the Cloud Essentials Pack.
7. Will there be a fee to join the Cloud Essentials Pack?
There is no program fee to enroll in the Cloud Essentials Pack.
8. Will there be a fee to join the Cloud Accelerate Program?
Cloud Accelerate Program partners must meet all the required qualifications and have a Silver or
Gold competency. If you do not have at least a Silver Competency in the Microsoft Partner Network,
you will be required to pay the local Silver Competency fee. Fees vary by country.
9. If I enroll without a competency, how will the competency benefit be provided to me?
Partners accepted into the Cloud Accelerate Program will be given an opportunity to select a
related cloud competency when they apply to enter the program.
10. If my company is awarded a competency for joining and did not previously have one will it get
the same benefits as an existing Silver competency partner?
Yes, you have paid for and are entitled to all silver level benefits.
11. Where can I find a complete listing of benefits for the Cloud Essentials Pack and the Cloud
Accelerate Program?
Go to the home page and click the Benefits tab.
12. As a Cloud Accelerate Program member, how do I access my 20 Advisory Hours?
To find the Technical Advisory Service phone number closest to you click here.
13. What can I use the 20 advisory hours for?
Partners in the Cloud Accelerate Program will receive unlimited pre-sales and technical support, so
it is recommend the 20 advisory hours be used for deployment support.
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3. Microsoft Cloud Partner Program Frequently Asked Questions
14. What are the requirements of each cloud offering?
The following qualification requirements must be met to enroll in the Cloud Partner Program. As a
partner moves from the Cloud Essentials Pack to the Cloud Accelerate Program, the benefits and
requirements increase, by design. Most program requirements apply to both the Cloud Essentials
Pack and the Cloud Accelerate Program, and are broken out by program track – Sell & Service or
Design & Develop; differences are also noted. Please refer to the table below for detailed
requirements for the Cloud Essentials Pack and the Cloud Accelerate Pack.
Program Cloud Essentials Cloud Accelerate Details
Requirements
Partner Track Sell & Build & Sell & Build &
Service Develop Service Develop
A partner must have a *Active CSA = 1 deal sold
signed Microsoft Online 18 months prior to
Services Provider enrollment.
Agreement (MOSPA) OR
active CRM Software n/a n/a
Advisor Agreement
(CSA)* Partner must take
any required assessments
to attain MOSPA or CSA.
Must complete a 200-
level technical
assessment Microsoft
Partner Network Technical
Assessment for Windows
Intune or Microsoft n/a n/a n/a
Partner Network Technical
Assessment for Business
Productivity Online Suite
(BPOS)
Partner must be enrolled Competency options
in a Silver Competency; if based on the Track: Sales
not, partner will select an & Services Track:
applicable Competency  BPOS Sales: Select
based on product(s) sold Portals &
and pay the local fee. Collaboration or
Unified
Communications
n/a n/a
Competencies
 Windows Intune
Sales: Select Desktop
or Systems Mgmt.
Competency
 Dynamics CRM Online
Sales: Select CRM
Competency
Build & Develop Track:
Windows Azure Sales:
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4. Microsoft Cloud Partner Program Frequently Asked Questions
Select one of the following
competencies:
Independent Software
Vendor (ISV), Web
Development, Software
Development, or Data
Platform (aligns with SQL
Azure focused partners)
Must register a Windows *Note: Cloud Accelerate
Azure application on also requires product
Microsoft Platform Ready n/a n/a testing on MPR.
(MPR) site.*
Must successfully pass
Windows Azure
application testing on n/a n/a n/a
Microsoft Platform Ready
(MPR) site.
Sales Completed: Partner *Note: Cloud Essentials
must have sold 3 Cloud partners that qualify with
deals (any Online Services a CSA, must have sold 1
product offered in the n/a n/a n/a deal within the past 18
program), with a months. See above req.
combined total of 150 or for details.
more seats. Deals must
have occurred in the 18
months prior to
enrollment.
Cloud Customer *Note: Customer
References: Partner must References must have
provide 3 customer been provided in the 24
references, associated n/a n/a months prior to
with partner’s account in enrollment.
the Partner Membership
Center, for any Online
Services product offered
in the program.
Sales Commitment: *Note: Cloud Essentials
Partner must commit to partners do not have to
sell 8 Cloud deals, with a pay a fee to enroll, but
combined total of 500 or must sell to continue
more seats during the receiving software
enrollment period. n/a n/a n/a benefits in the following
term.
Note: Your sales
commitment is entered on
the Cloud Accelerate
Enrollment Submission
Form. If you are a
managed partner, you will
be required to identify
your Partner Account
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5. Microsoft Cloud Partner Program Frequently Asked Questions
Manager.
Revenue Commitment:
Partner must commit to
sell at least $2,500 in
Azure Platform revenue n/a n/a n/a
over the enrollment
period.
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6. Microsoft Cloud Partner Program Frequently Asked Questions
15. Why aren’t all products available in the Cloud Program benefits?
The goal is to provide Microsoft partners with an early opportunity to begin learning about and
building businesses in the cloud with Microsoft Online Services. The Microsoft Partner Cloud
Program will include online services products as soon as they are available in market, if not earlier.
Once these benefits are made available, we will post an announcement on
http://www.microsoftcloudpartner.com.
16. Can the forthcoming Cloud Essentials Pack or Cloud Accelerate Program Azure benefit be
combined with an existing MSDN Azure benefit on the same account?
No, multiple Windows Azure Platform benefit resources cannot be combined on a single account.
However, the Microsoft Cloud Partner Program Azure benefit can be used as another instance to
help develop and test solutions and run internal applications.
17. What is included in the 250 BPOS licenses?
Each of the 250 BPOS licenses provided is valid for one instance (or seat) of any product included in
the Business Productivity Online Suite.
18. Can the internal use rights (IUR) licenses included in the Cloud Essentials Pack and/or the
Cloud Accelerate Program be combined with IUR licenses offered to partners through Gold
and Silver competencies, or by signing MOSPA?
No, partners in multiple competencies cannot combine programs or offers to gain additional seats.
Benefits will not exceed what is offered by the Cloud Essentials Pack or the Cloud Accelerate
Program.
19. If a partner applied for the BPOS Accelerate program, but was not accepted, can they apply
for the Cloud Essentials Pack and/or the Cloud Accelerate Program?
Yes, such a partner can apply to enroll in the Cloud Essentials Pack and/or the Cloud Accelerate
Program.
20. If a partner organization has qualified for the Cloud Essentials Pack or Cloud Accelerate
Program, can the program benefits be shared across locations?
Yes. The benefits are earned at the parent organization level. Any location associated with the
Partner organization in the Partner Membership Center (PMC) is eligible to access and share these
benefits. Similarly, only users associated with the organization and its locations in PMC can access
the benefits via the Partner Cloud Portal.
21. Are details available regarding the 200-level technical assessments required for the Sales &
Services track of Cloud Accelerate (only one course is required)?
Please refer to the links below in the Partner Learning Center to see more details about each
course:
Microsoft Partner Network Technical Assessment for Windows Intune
Microsoft Partner Network Technical Assessment for Business Productivity Online Suite
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7. Microsoft Cloud Partner Program Frequently Asked Questions
22. How will unmanaged partners that do not have access to the Partner Solution Plan document
their plan to approach to sell 8 deals with a total of 500 seats, prior to entering the Cloud
Accelerate program?
Sales commitments for partners enrolling in the Cloud Accelerate Program will be captured on the
Cloud Accelerate enrollment form. This information will be stored in a database for future
reference.
23. What is the process for a partner to opt-out of the Cloud Essentials Pack or the Cloud
Accelerate Program?
A partner can opt-out of the Cloud Essentials Pack of the Cloud Accelerate Program at any time by
contacting a Regional Service Center (RSC) representative.
24. How do I use this site in Internet Explorer 9.0?
You will need to run your browser in Compatibility mode. There is an icon for this mode on your
browser.
25. What happens if I don’t meet my sales or revenue commitment next year for the Cloud
Accelerate Program next year?
You will no longer be able to receive your cloud software benefits and resources if you do not meet
your sales commitment.
26. What do I do if my local subsidiary does not contact me?
Local subsidiary engagement is a benefit for the Cloud Accelerate Program only. The local subsidiary
will contact you within three months of joining the Cloud Accelerate Program. Please contact the
Regional Support Center if this contact has not been made.
27. How do I make sure my reference in the Partner Membership Center is considered a Cloud
Reference?
When creating a new reference, be sure to select the appropriate cloud product that you used for
your project. Cloud technologies are found under the Microsoft Online Services or Windows Azure
Platform categories. We encourage you to create a new reference if you have executed cloud-
related projects.
28. What do I do if I have problems profiling or testing my Azure application in Microsoft Platform
Ready?
Contact mprsupport@microsoft.com for any issues on profiling or testing your application.
29. Why does the competency I choose have to be tied to my online services business?
The competency you hold will showcase your skillset to your customers. We need to ensure this
competency is tied to your cloud experience.
30. Where do I access the Online Technical Communities for cloud?
Visit Online Technical Communities for support on Business Online Productivity Services, CRM
Online (Dynamics) and Windows Azure.
31. Is there an option to purchase additional seats of the cloud products?
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8. Microsoft Cloud Partner Program Frequently Asked Questions
Licenses purchased at partner preferred pricing are not meant to exceed the Organization’s Internal
Use Rights (IUR) caps described in the Cloud Program benefits. These licenses are meant to provide
partners with continuous access to Online Services in the event a partner fails to qualify for IUR
through the Cloud Program. Partner preferred pricing for online services currently offered is as
follows:
 BPOS: $5 per seat
32. Can an existing BPOS IUR one-year trial benefit be extended through the Microsoft Cloud
Partner Program?
Yes, an existing BPOS IUR one year trial benefit can be extended for an additional year through
either Cloud Essentials or Cloud Accelerate. Detailed extension guidance is provided on the
Activate tab.
33. Can a Partner with an expired MOSPA and/or BPOS IUR one-year trial join the Microsoft Cloud
Partner Program?
Yes. A partner with an expired MOSPA can re-sign MOSPA and take the required assessment(s) to
qualify for the Cloud Partner Program. If all the program requirements have been satisfied, the
partner would qualify for all of the available benefits, without restriction. If the BPOS IUR benefit
expires prior to activating the Cloud Program BPOS IUR benefit, this partner will need to activate a
new instance of BPOS – the program does not support re-activation of an expired BPOS subscription
or the extension of a paid subscription for this purpose.
Detailed extension guidance is provided on the Activate tab.
34. Is there an option to re-enroll in this program?
To re-enroll in the Cloud Essentials Pack, partners must meet all defined Cloud Essentials Pack
qualifications. Cloud Accelerate Program partners must show a higher level of commitment to
promoting and selling Microsoft Cloud products (refer to the Requirements Section). To re-enroll in
the Cloud Accelerate Program partners must meet all defined Cloud Accelerate Program
qualifications and meet a required sales commitment, which will be higher than the 3 deals and 150
total seats required to enter the program. The Partner Cloud team will monitor Cloud Accelerate
Program partner performance and program demand and in Q3 Fy2011 reassess the 8 deals, 500
total seats minimum sales commitment.
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9. Microsoft Cloud Partner Program Frequently Asked Questions
35. What are the requirements to re-enroll in the Cloud Program (either Cloud Essentials Pack or
Cloud Accelerate Program)?
There are different requirements for renewing your membership in the Cloud Program versus
renewing your Internal Use Rights benefits. These are described separately for Cloud Essential Pack
and Cloud Accelerate Program:
Program Renewal
Cloud Essentials Pack: Partners must maintain their enrollment requirements to remain in
the program. Your organization can continue to access all the benefits of the program, with
the exception of IUR, which has additional requirements described below.
Cloud Accelerate Program: As a Microsoft Cloud Accelerate partner, your organization must
demonstrate a higher level of commitment to renew your membership and continue
enjoying the greater level of program benefits, with the exception of IUR, which involves
additional requirements to renew. To re-enroll in the program, partners must meet their
program commitment of 8 deals and a minimum of 500 licenses sold (both requirements
are product agnostic). This target will be continually assessed during the program term to
ensure alignment with the capabilities of our committed partners.
Internal Use Rights
Cloud Essentials Pack and Cloud Accelerate: In addition to respective program enrollment
requirements, Cloud Partners must sell at least 50 seats of each online service being used,
during the enrollment year, to qualify for another 12 months of internal use rights for each
of those online services. If you fail to qualify for a particular online service, partner
preferred pricing (at cost) will be available for you to continue these services, while you
maintain an active status in the Cloud Program.
36. If I’m a Gold or Silver Competency partner, will I have to pay a program fee for the Cloud
Accelerate Program?
No, you will not have to pay a program fee. If you have earned and are active in a Gold or Silver
Competency, the program fee will be waived. In the future, the Cloud Program website will reflect
fulfillment of this requirement on the Qualify tab. However, currently, your organization will need
to complete and submit the Cloud Accelerate Program application form before this this
requirement is updated with the current status.
37. Are there any restrictions on the internal use rights (IUR) awarded through the Microsoft
Cloud Partner Program?
Internal use services may not be used for direct revenue-generating purposes, commercial
purposes, personal purposes, or customer training. The IUR earned by joining the Microsoft
Cloud Partner Program is intended to help you explore Microsoft’s cloud services, and to help
you grow your business by building or selling cloud solutions based on these
technologies. These IUR benefits are not intended to be used in commercial transactions
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10. Microsoft Cloud Partner Program Frequently Asked Questions
between a partner and a customer (these principles and guidelines are consistent for software
benefits provided through the Microsoft Partner Program).
October 31, 2010 Page 10