Microsoft Partners

Cloud Solution Provider (CSP) ProgramAt a Glance

“In this cloud-first, mobile-first world, Microsoft is absolutely focused on empowering people to get more done wherever they need to and on any device.”

“The opportunity ahead for Microsoft is vast, but to seize it, we must focus clearly, move faster, and continue to transform."

—Satya Nadella, CEO, Microsoft

What’s driving us?Accelerating rate of technology change Expanding services and sales models

Competition Demand for customer productivity

In a Cloud First world, partners want to… Own the customer relationship Service the complete customer

lifecycle Attach partner services

Delivers a platform for partners to own the end-to-end customer engagement by enabling partners to directly provision, bill, and support Microsoft Cloud Services for their customers

The Cloud Solution Provider (CSP) program

CSP enables partners to…Set the price, the terms and directly bill customers

Directly provision and manage subscriptions

Be the first point of contact for customer support

Create cloud subscription + partner offer

1Set package price and sell to customers

2Place order for Microsoft Cloud Services

3Offer single packaged solution

4

Bill monthly if desired 

Meet a growing customer expectation of a cloud subscription model

Build a monthly annuity revenue stream

Directly provision customer subscriptions 

With in-product tools, directly manage and modify customer subscriptions

Speed the sales cycle to get customers up and running quickly

First point of contact for all customer needs

Increased touch points help identify needs for new services and solutions

No need differentiate Partner’s support from Microsoft’s

Service the complete customer lifecycle

Direct Billing Provision and Manage Own Support

Sell

Sell

Transact

Sell

Transact

Sell

Transact

Advisor EA MPSA Open

Sell

Transact

Manage

Support

Sell

Transact

Manage

Support

Scale

Syndication CSP

Sell

Transact

Manage

Support

Scale

CSP

Manage the end-to-end customer lifecycle

Licensing Program SummaryProducts Target

CustomerMinimum

Requirement Partner

RequirementsPartner Tools Offer

Fundamentals

Direct EA Software &

Cloud250+ seats

VLSC PAC

Ordering, Delegated Admin

Annual prepay

3 year term

Change at anniversary

Indirect EA Software & Cloud

250+ seatsVLSC PAC

Ordering, Delegated Admin

Annual prepay

3 year term

Change at anniversary

MPSAMicrosoft Products & Services Agreement

Software & Cloud

250+ seats

Volume Licensing Partner Center

Ordering, Delegated Admin

1 year subscription - monthly prepay

PayGo, monthly and 3 year subscriptions in Sept.

CSPCloud Services Provider

Cloud Only 1+ seats

PAC & APIs

Centralized customer lifecycle mgmt. for partners

1 year subscription - monthly prepay

PayGo – monthly in arrears

OPEN Software & Cloud

1+ seatsVLSC PAC

Ordering, Delegated Admin

1 year subscription - monthly prepay

MOSP AdvisorCloud Only 1+ seats PAC - Advisor Monthly or annual

SM

B

CTM

CA

M

Sel

l Bil

l Man

ag

e Su

pp

or

tTran

sa

ct

Achieve scale and higher margins

Grow revenue and retain customers

Build profitable Cloud business

Increase reach and grow revenue with bundled solutions

CSP value prop & sales scenarios

Selling scenarios

Systems Integration

Migrations & Deployment

Upsell

CROSS SELL End-user training

Support services Integrate SaaS ISVs

Private/Hybrid Cloud solutions

MOBILE CONNECTIVITY + OFFICE 365 OR ONEDRIVE

FOR BUSINESS

ATTACH TO PHONE

TRANSITION CUSTOMERS TO CLOUD

Tablet Exchange Online, OneDrive for

Business

Managed services

Value proposition

IP servicesValue based, unique IP. Packaged product services. Valuation.

Managed servicesBillable packaged services. Solutions and services, as a service. Ongoing annuity.

The Partner profit opportunity

Project servicesBillable hourly-rate services. Work-for-hire and break/fix Deal-by-deal revenue.

CSP business models– which is right for you?

2-Tier (Indirect)

1-Tier (Direct)Partners self-select based on criteria and business opportunity

Partners managed by Microsoft: PSE, Tele, Programmatic

2-Tier reseller option provided partners that don't meet criteria

Drives net new customers via differentiated offers & services

Selective recruitment; stringent criteria assessment

Indirect sales via ‘reseller’ partners

Partners fill scalability, capacity and capability opportunity

Drives net new customers via differentiated offers & services

Drive new partner recruitment

1-Tier Direct

2-Tier Indirect

Similar to our traditional channel, we expect the majority of partners to be serviced through the 2-Tier model as resellers

//aka.ms/cloudsolutionprovider

MSFT

Customer

Cloud Solution Provider

MSFT

Customer

2T Cloud Solution Provider

Reseller

CSP 1-Tier Partner Capability Requirements (the Four Pillars)

Services Business ModelManaged services, customer solutions or applications to bundle with Microsoft Cloud Services. In order to be considered for CSP, partners must have at least one or these offerings or a comparable equivalent.

ScaleEngines to create demand, grow customers and invest in new capabilities. In order to be considered for CSP, partners must have:

SupportResources, infrastructure and processes to provide customer support on Microsoft Cloud Services and partner services. In order to be considered for CSP, partners must have:

Billing & InvoiceCapability to manage customer invoicing and receivables. In order to be considered for CSP, partners must have:.

Managed Services IP ServicesReactive Help Desk Support Turnkey BI Portals

User Rights & Account ManagementAutomated Consumption Monitoring & Reporting

Proactive Backups & Anti-Virus Monitoring Customer Self-Serve PortalsNew Accounts Added & Removed Automated Data Migration & IntegrationManaged Access to Email Groups Automated Load BalancingPerformance and Application Troubleshooting SharePoint-Based Vertical WorkflowsDesktop & Device Management & Support Middleware for Hybrid SynchronizationReports & View Adjustments LOB Application SubscriptionsHybrid Environment Support (Basic Infrastructure) Vertical Solution SubscriptionsSoftware Asset Management (licensing management & optimization

Industry-specific Mobile Apps

More… Industry-specific WorkflowsFunction-specific Workflows (HR, Procurement)

Customers & Offers

Existing customer base. Upsell & cross-sell opportunities

Demand Generation Engines

Portals, SEO

Financial Health

Ability to invest in support & billing infrastructure

EasePartners have plans in place to reach at least Silver level in Microsoft Cloud Competency within first 12 months

Format Paper, online, itemization, plans, details

Frequency

Weekly, monthly, annually

Integration

MS + partner + third party services in single bill

Local language support

Support ticketing and case management tools

Established and discoverable support policies for business and after-hours support, operational hours, response times, and contact methods (phone, web, email, chat)

The framework below should be used to drive partner eligibility for the 1-Tier CSP business model. Ensure partners understand and are able to fulfill these requirements before they make a decision to participate in the 1-Tier CSP program.

2015 Roadmap

Office 365, Intune and Enterprise Mobility Suite (EMS) available now; Azure & CRM Online coming soon

65 markets available now; 134 markets enabled coming soon

Partner Portal for CSP management available now; CSP API’s available coming soon

Partner Call to ActionIf you are interested in participating in the Cloud Solution Provider Program, please use the following guidance: For 1 Tier and 2 Tier level participation: please review the resources provided on the CSP MPN Resource Portal or reach out to your local Microsoft representative. For 2 Tier Reseller: please reach out to one of the approved 2 Tier partners on the list provided via the link on this page to understand requirements.

© 2015 Microsoft Corporation. All rights reserved.