Microsoft Investment and Incentive Programme Updates

Microsoft are continuously evolving their partner investment model to improve the operational experience and focus on partners that drive customer value. Their focus for fiscal year 2022 (FY22) centres on three pillars to help partners meet customer needs and achieve digital transformation:

Partners invest for the long-term: Focused on maintaining predictability across our core investments and incentive programmes, driving for simplicity and ensuring clarity in investment objectives to help partners plan for the long-term.

Partners drive impact across the customer journey: Investments and incentive programmes are designed to reward partners who lead with value-added services, driving impact from initial customer demand, to sales and transactions, to post-sales activities.

Partners make more possible: Programmes centre around equipping partners with the value and support needed to provide transformative solutions and achieve positive outcomes for customers.

Programme Updates

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Enterprise: Microsoft are maintaining their investment commitment to partners who establish meaningful relationships with Enterprise customers to drive new, renewal, and true-up opportunities. The FY22 Enterprise program will remain consistent with FY21 New, Renew, and Add-On rates for Core, Strategic Server, Modern Work & Security Cloud Standard and Premium levers. In alignment with the scope of changes previously announced, the Account Services earning opportunity will be redeployed into Level A and B nested in the Enterprise programmes.

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Cloud Solution Provider: Microsoft are continuing to invest in CSP incentive programmes, providing increased stability to partners with committed cloud practices. FY22 CSP core lever rates (direct bill partner, indirect provider, and indirect reseller rates) and strategic product accelerator lever rates will remain consistent with FY21. Learn more about Cloud Solution Provider incentives on the Microsoft partner website.

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Microsoft Commerce Incentives and activity-based incentives: Microsoft are optimising their programmatic structure through a simplified engagement experience, maximising partner earning opportunity and creating new value for customers. This journey continues in FY22 with the release of new incentive and investment offers for Microsoft partners – continuing  investment in a single destination for partners to manage their incentive opportunities with Microsoft. They are strengthening their investment in workshops and assessments to drive customer acquisition and maximise solution adoption. Partner eligibility for CSP incentives with the new Azure offer (Azure plan) sold through the new commerce experience has been expanded to partners with a Cloud Platform competency. Finally, they are incorporating an advanced specialisation accelerator for Partner Admin Link (PAL) incentives, which will replace the current Azure Expert Managed Service Provider (Azure Expert MSP) global campaign. Resources for the Microsoft Commerce Incentives programme are on the Microsoft partner website.

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Advisory-based incentives: Microsoft will prioritise advisory partners who play a strategic role in pre-sales and post-sales activities across Business Applications cloud-based solutions through the Online Services Advisor programme, and no longer support the Certified Software Advisor programme that was designed for Dynamics on-prem licensing. They are simplifying partner experience by shifting to a competency-based eligibility model. Additionally, Microsoft are expanding their claim window to 30 days, allowing partners extended time to submit their claim after customer transaction.

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Plan ahead

On the Microsoft partner website, you can find more information and incentive overviews for programmes scheduled for release in October 2021.

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