Partner Incentives Overview Walking Deck

1. Classified as Microsoft Confidential
GPS partner
investments
and incentives
Portfolio Overview

2. Classified as Microsoft Confidential
Build and sell Microsoft AI, Cloud applications, services and devices with partners,
empowering people and organizations to achieve more
Microsoft partner mission
Scale
• The platform for transformation and
growth (business, ethics, trust)
• Global GTM through marketplace,
co-sell, worldwide field sales teams
and local experts serving customers
in every market
Innovation
• Innovation across cloud and edge,
delivering trusted, world class
platform and product innovation
• Most comprehensive end-to-end
tech stack, providing opportunity
for partners to build solutions
Tech Differentiation
• Diverse portfolio, durable business
models, and differentiated
technology stack across the cloud
and edge
• Cross company engineering
platform extensibility for partners

3. Classified as Microsoft Confidential
FY24 Partner Incentives Themes and Priorities
Simplified incentives focused on
targeted outcomes and growth
Differentiation by solution play,
segment, MCEM stage and
partner type
Incentives aligned to strategic
priorities and partner impact
Macro themes
Growing overall
portfolio investment
above market and faster
than revenue
Aligning investment to
segmentation strategy,
weighted heavily toward
SMC/SMB
Focusing Enterprise
investment to drive
focused & strategic
outcomes
Targeting investments
toward Azure, Security
& MW Premium

4. Classified as Microsoft Confidential
Aligning incentives to partner strategy and solution area priorities
Inspire & design
Empower &
achieve
Realize value
Manage &
optimize
Listen & consult
Across each stage of the MCEM lifecycle
Differentiation by solution play, segment,
MCEM stage and partner type
Reward results, strong ROI, and impact
consumption
Simplified incentives focused on targeted
outcomes and growth
Infrastructure Business
Applications

5. Classified as Microsoft Confidential
FY24 incentives
portfolio –
Azure
For more details on the above programs, such as partner/customer eligibility and payout calculations, visit
https://aka.ms/partnerincentives.
Enterprise SMC/SMB
Azure Migrate
and Modernize
Assessments up to $5k per engagement via pre-Sales phase paid a fixed amount upon
completion of fully executed assessment report
Migrations up to $100k per engagement via post-Sales phase paid a fixed amount based
on the size of the customer project
Azure Innovate
Up to $50k per engagement via both pre and post-Sales phase paid a fixed amount based
on completion of fully delivered customer solution
Azure Workload
Acquisition and
Nurture
Acquisition up to $9K per customer per workload
Nurture provides 30% of partner attributable (PA) ACR for up to 9months
MCI CSP
MCI CSP Base Incentives – Paid on Azure
consumption revenue
• Consumption baseline
• Customer acquisition
• Product-specific Accelerators
ISV
Reward publishers for driving sales and consumption of Microsoft Azure Services via SaaS
solutions on partner tenant and/or IaaS and PaaS solutions published as Azure Virtual
machines & Azure apps transactable on Microsoft commercial marketplace
SPLA-R
Hoster support through recruitment, onboarding, activation, on-time reporting and
licensing compliance
Hoster
Promote deeper market penetration and deployment of the Microsoft platform with our
Hosting partners and do so through a third-party hosting scenario.

6. Classified as Microsoft Confidential
Enterprise SMC/SMB
Pre-sales Activities
Partners are paid a fixed amount upon delivery of a pre-sales activity when there is no
MSX ID for the customer and variable payout based on opportunity Annual Contract
Value (ACV) when MSX ID is available for the customer.
MCI Biz Apps Pre-
Sales Advisor
– Partner are paid a fixed amount per seat sold of eligible Dynamics 365, Power Automate
and Power Platform workloads above the High-Water mark (HWM).
Enterprise
Enterprise – Paid to LSP partners on
transacted revenue
N/A
MCI CSP
MCI CSP Base Incentives – Paid to the
transactional partner as % of billed
revenue.
• Customer acquisition
• Product-specific Accelerators
Post Sales Activities
Partners are paid a fixed amount for eligible TPIDs that meet a minimum MAU
whitespace amount. The fixed-fee amounts will vary per activity and market category
(Market A, B, C).
Post Sales (usage) MCI Business Applications (PAL) Engagements for Power Apps and Power Automate:
Monthly Active Usage (MAU) multiplied by Rate Card Value multiplied by 15% rate.
For more details on the above programs, such as partner/customer eligibility and payout calculations, visit
https://aka.ms/partnerincentives.
FY24 incentives
portfolio –
Business
Applications

7. Classified as Microsoft Confidential
FY24 incentives
portfolio –
Security
Enterprise SMC/SMB
MCI Security
Engagements • Up to $50K for delivering the Microsoft Sentinel Migration and Modernization
engagement
Cloud Solution
Provider (CSP)
incentives
N/A
• Paid on billed revenue
• Available rates based on product, market,
and authorization type (see overview
slides for details)
• Maximum incentive earning opportunity
based on product
Enterprise
Enterprise – Paid to LSP partners on
transacted revenue
N/A
MCI Usage – Security
and Modern Work
Pay-per-unit above High Water Mark up to $75K/$30K/$10K depending on workload
For more details on the above programs, such as partner/customer eligibility and payout calculations, visit
https://aka.ms/partnerincentives.

8. Classified as Microsoft Confidential
FY24 incentives
portfolio –
Modern Work
Enterprise SMC/SMB
MCI Modern Work
Partner Pilots
Up to $30K per customer per workload
Cloud Solution
Provider (CSP)
incentives
N/A
• Paid on billed revenue
• Available rates based on product, market,
and authorization type (see overview
slides for details)
• Maximum incentive earning opportunity
based on product
Enterprise
Enterprise – Paid to LSP partners on
transacted revenue
N/A
MCI Usage – Security
and Modern Work
Pay-per-unit above High Water Mark up to $75K/$30K/$10K depending on workload
Bigger bets on strategic products
For more details on the above programs, such as partner/customer eligibility and payout calculations, visit
https://aka.ms/partnerincentives.

9. Classified as Microsoft Confidential
Partner investments & incentives global opportunities
Azure
Infrastructure,
App Innovation,
Data & AI
Listen & Consult
Qualify the
opportunity
Inspire & Design
Align customer to solution and
business case
Empower & Achieve
Establish customer agreement
Realize Value
Achieve outcomes and establish
baseline metrics
Manage & Optimize
Complete opportunity and identify
next steps
• Azure Migrate and
Modernize – Assessments: Up $5K per activity
• Azure Innovate – Pilot/POC: Up to $10K per
activity
• Enterprise: Up to 12% based on customer size
and product
• CSP Incentive: Up to 21% of ACR
• Azure consumption: Up to 12% based
partner eligibility
• Azure Workload
Acquisition and Nurture: $9k per
acquisition and up to 30% of ACR
Security,
Compliance,
and Identity
Business
Applications
• Cybersecurity Assessment: up to $2.5K
• Partner Cybersecurity Investment: ~$260K per
customer tenant
• Enterprise: Up to 12% based on customer size
and product
• CSP Incentive: Up to 10.75% based on product
with incremental 15% for new customers
• Partner Cybersecurity Investment: ~260K per
customer tenant
Microsoft Sentinel Migration and Modernization: Up
to ~$50K
Usage – Security and Modern Work: Up to
$30K per SCI workload
• MCI Modern Work Partner Pilots: Up to $30K
per pilot
• Enterprise: Up to 12% based on customer size
and product
• CSP Incentive: Up to 10.75% based on product
with incremental 15% for new customers
Usage – Security and Modern Work: up to
$75K per MW workload
• Enterprise: Up to 1% based on customer size
and product
• CSP Incentive: Up to 14.75% based on product
with incremental 20% for new customers
• Hosting: 4% Core, 4% SQL Product Accelerator based on SPLA revenue
• SPLA-Reseller: Up to 5% based on reported SPLA revenue
• ISV ACR Growth Campaign: Up to $350K based on ACR growth quarter-over-quarter
• Marketplace Transact and Grow campaign: Up to $200K based on driving sales of transactable
offers to Microsoft commercial marketplace
Marketplace Transact and Grow campaign: Up to $200K based on driving sales of transactable offers to Microsoft commercial marketplace
Post-sales Activities: Up to $50K per activity and market category
Marketplace Transact and Grow Campaign: Up to $200K based on driving sales of transactable offers to Microsoft commercial marketplace
Download the solution area narratives for detailed information on each incentive
Solution
Area
• Azure Migrate and
Modernize: Up to $100K per activity
• Azure Innovate – Pilot/POC (deployment): Up to
$100K per activity
Modern Work
Solution
Area
• Pre-sales Activities: Up to $12K for fixed activities & up to 7.5% of ACV for variable.
• Biz Apps Pre-Sales Advisor (EA & MCA-E): Up to $350 * NPSA above HWM per claimed workload

10. Classified as Microsoft Confidential
Contact partner support or your assigned PDM for additional information on how you can maximize your earning opportunity
Next steps to explore more about incentives
Discover partner
incentives
Enroll in eligible
programs
Grow your
business
Microsoft Partner Incentives Partner Center Microsoft Partner Website