Microsoft Partner Incentives Program

Windows 7 Incentive Program Guide

11/18/2011

Table of Contents

1 2
2.1 2.2 2.3 2.4 2.5 2.6 2.7 2.8

OVERVIEW ....................................................................................................................................... 3 INCENTIVE ELIGIBILITY, REQUIREMENTS AND PROCESS ............................................... 3

Incentive Eligibility Requirements ............................................................................................................. 3 Incentive Enrollment Process .................................................................................................................... 3 Incentive Registration Requirements ........................................................................................................ 3 Incentive Registration Process................................................................................................................... 4 Opportunity Validation Process................................................................................................................. 6 Opportunity Status Updates ...................................................................................................................... 7 Sales Transaction Process and Incentive Payment Requirements .............................................................. 8 Incentive Payment .................................................................................................................................... 8

QUESTIONS AND SUPPORT ........................................................................................................ 9

4 APPENDIX A: PARTICIPATING PRODUCTS, PSX MAPPING & INCENTIVE PERCENTAGE ........................................................................................................................................ 10 5 APPENDIX B: DEFINITIONS ...................................................................................................... 19

Overview
The Microsoft Solution Incentives Program (the Program) is a channel investment to drive incremental demand and sales for specific products and workloads that represent key growth opportunities for the company. Solution Incentives reward partners that invest in selling Microsoft solutions to customers, resulting in a sales transaction. The Incentive Program Guide (Program Guide) describes requirements and policies for the Incentive that is offered under the Program. The Program is described in the Solution Incentive Program Addendum (the Addendum) to the Microsoft Partner Network (MPN) Agreement. The Incentive described in this Program Guide is only available for sales related to the Participating Products, which are set forth in Appendix A attached hereto. All capitalized terms used in this Program Guide will, unless defined herein or in Appendix B, have the respective meanings set forth in the Addendum. In the event of a conflict between this Program Guide and the Addendum, the terms and conditions of this Program Guide will control.

Incentive Eligibility, Requirements and Process

2.1 Incentive Eligibility Requirements

Company must meet all of the following requirements to be eligible to earn Incentives as described in this Program Guide (the Incentive Eligibility Requirements): Maintain an active MPN membership and an active MPN ID for each location Achieve Active Earned Gold status in one of the following Competencies for each location: o Desktop o Systems Management o Virtualization o Identity & Security o Server Platform

2.2

Incentive Enrollment Process

Once Microsoft determines that Company has met the Incentive Eligibility Requirements set forth in Section 2.1, Microsoft will invite Company to participate in the Incentive. If Company accepts Microsofts invitation to participate in the Incentive the, Company must enroll online using Channel Incentive Platform (CHIP) where Company will sign (electronically) the Solution Incentive Addendum and provide banking details to be used to process Incentive payment(s).

2.3

Incentive Registration Requirements

Company must actively request that an Opportunity be considered for an Incentive in Partner Sales Exchange (PSX). Company may register any new or existing Opportunity that meets the criteria in this 3

Section 2.3 (each such Opportunity, a Registered Opportunity). Information collected on a Registered Opportunity may be accessed and utilized by Microsoft sales and support staff at any stage during the sales cycle. In order to be deemed a Registered Opportunity and be eligible for an Incentive the opportunity must first meet the following requirements: The Opportunity must be a New or Add-On Volume License Agreement (Additional Add-On business for renewals included for License and Software Assurance (L&SA)). The opportunity must be one of the eligible Volume License Programs which include EA, EAS, Select, Select Plus, Open, Open Value and Academic (Academic must follow rules prescribed for Government Customers in this Section 2.3). SA (Windows 7 Enterprise rights) is required for eligibility for all Volume License Pricing Levels. The Opportunity must be created in Partner Sales Exchange (PSX) The Opportunity, within PSX, must include a Participating Product. Participating Products can be found in Appendix A. The Opportunity must reach the Solution (40%) Sales Cycle Stage. This means that Company has a preliminary solution that includes a Participating Product, as identified and agreed upon by the Customer. The Opportunity Revenue must meet or exceed $10,000 before Incentive can be earned.

Company is eligible for Incentive payments to Government Customers, provided that Company confirms in writing for the Opportunity in PSX (in the Description field), that it has advised the Government Customer it may receive Incentive payments for Advisory Services performed under this program and confirms to Microsoft that it owes no fiduciary relationship with the customer nor otherwise has a conflict of interest in accepting fees under the Solution Incentive Program. The list of countries in which Incentives may be received for Government Customers may be confirmed on the (MPN) or through contacting your Partner Account Manager. Incentives related to eligible Opportunities prior to June 30, 2011 will continue to be valid and will be paid upon Sales Order Transaction Date provided that Company meets the current eligibility requirements. If company is not eligible at time of Sales Order Transaction Date, Company will have until June 30, 2012 to achieve eligibility. Incentive payment will be accrued until Company achieves eligibility. Incentive will be calculated based on Participating Products and Incentive rate at the time of Sales Order Transaction Date.

2.4

Incentive Registration Process

In registering for the Incentive, Company must complete the mandatory fields in PSX to provide basic information pertaining to the Opportunity including, but not limited to, the following: PSX Opportunity Field Customer Opportunity Name Expected Close 4 Description Name of Customer to which Opportunity applies. Free-form name to refer to the Opportunity Expected date for customer order. Defaults to 90 days but may be

Sales Stage Participating Product(s) and Quantity Workload Register for Incentive

adjusted as needed. The current Sales Cycle Stage at the Opportunity is currently Quantity and Estimated Retail Price (ERP) for Participating Products included in the Opportunity Appropriate workloads for the Opportunity Click navigation icon and request Incentive for the Opportunity

The process of registering the Incentive begins with Company adding or importing an existing Opportunity in PSX and providing the relevant information on Customer, Opportunity and Participating Products. Company selects the Register for Incentive option from the top navigation ribbon

Company then selects the appropriate Incentive and provides comments (optional) then selects Register

Company selects Share

Once Partner selects Share in the opportunity record in PSX, the opportunity becomes visible to Microsoft in GSX, and potentially to partner and sales management roles.

2.5

Opportunity Validation Process

After Company registers a Registered Opportunity, Microsoft then undertakes the Opportunity Validation Process. The Opportunity Validation Process is the process used to determine whether a Registered Opportunity qualifies for an Incentive, based on meeting pre-defined requirements set forth in this Program Guide as well as the terms and conditions of Microsoft Solution Selling Process. Microsoft will validate that the Company meets the Incentive Eligibility Requirements and determine whether the Opportunity meets the Incentive Registration Requirements. Should an Opportunity fail to comply with any of the Incentive Registration Requirements (or if Company is no longer eligible for the Program), the Incentive request will be declined. Microsoft will strive to provide Company with the results of the Opportunity Validation review as early as possible. Once the Opportunity Validation Process is complete, the Incentive status within the Opportunity record in PSX is set to Approved, as shown below.

If an Opportunity fails to meet the Incentive Registration Requirements, Microsoft will determine the Opportunity ineligible for the Incentive, and Microsoft will provide notification to Company. In this instance, the Incentive status within the registered Opportunity record in PSX will be set to Declined, as shown below.

Microsoft reserves the right to request Customer input to help complete the Opportunity Validation Process. Before contacting the Customer, Microsoft will request Companys consent to do so. Microsoft may also, at any point of the sales cycle, revoke or suspend a previously approved Incentive request if Company cannot provide proof of having performed the Advisory Services with the Customer in connection with the sale of the Participating Products.

2.6

Opportunity Status Updates

Company must continue to report sales engagement activities through PSX during the Registered Opportunity sales cycle until the Opportunity Sales Cycle Stage has been advanced to Close (80%) and 7

the Sales Order is transacted. Microsoft reserves the right to revoke Incentive registration approval when Company fails to provide an update on the status of Opportunity within sixty (60) days through PSX. Microsoft will verify that the Sales Order transaction meets the requirements in Section 2.3 and then advance Opportunity to MS Win in GSX (Sales Cycle Stage = MS Win). At this point, Company becomes eligible to receive Incentives on that Registered Opportunity. Where the Company can provide the End Customer Volume Licensing Agreement ID, the Company needs to enter this information into PSX. Where the Company may not be able to provide the information, Microsoft will provide the associated End Customer Volume Licensing Agreement IDs after opportunity status has been set to MS-Win 100%.

2.7

Sales Transaction Process and Incentive Payment Requirements

Once a Sales Order has been submitted to Microsoft by a Licensing Partner and Microsoft has advanced the Opportunity to 100% MSWin, the Channel Incentives Platform (CHIP) will automatically access Company banking details for the account(s) into which the Incentive will be deposited provided during enrollment. Proof of execution may be required to process payment. Once the above opportunity requirements have been met, Microsoft will attempt to reconcile the Registered Opportunity and Sales Order information provided by Company within Microsoft systems, and according to the policies described below. Before paying any Incentives on a Registered Opportunity, Microsoft will determine whether the Registered Opportunity meets the following requirements: The Registered Opportunity must have been registered (the Incentive Request Date) at least 30 days prior to the Sales Order Transaction Date to be eligible for Incentive payment. The Registered Opportunity must reach the MS Win Sales Cycle Stage. No Identical Opportunity has previously been approved for the Incentive for another Company. Multiple companies may register the same Opportunity in PSX but Microsoft will provide Incentive approval only to the first Company that meets the Incentive Registration Requirements and the Incentive Claim Requirements set forth in this Program Guide. Approval for the Incentive does not guarantee that Company will be eligible to collect the corresponding Incentive from Microsoft. A Sales Order must have been submitted by a Licensing Partner and Microsoft must have verified existence of an Opportunity that has been approved for the Incentive in PSX that corresponds to such Sales Order as a condition to release Incentives.

2.8

Incentive Payment

Upon successful completion of the process described in Section 2.7, Microsoft will calculate and release an Incentive according to the following policies:
(a) Incentive will be calculated only for Participating Products sold and for the actual quantities

transacted in the Sales Order within the MS Sales System. If the pricing involves Software Assurance (SA), then it can also be included in the Opportunity Revenue.
(b) Incentive will be calculated on first year billed revenue.

(c) Incentive will be calculated by multiplying the quantity of Participating Products sold, as defined

below, by the applicable Incentive payout indicated in Appendix A. Incentive calculation will change to a percentage calculation in the future. Notification will be given 30 days prior to such change.
(d) Incentives will be calculated and paid at the rate valid as of the Sales Order Transaction Date. (e) Incentives are capped at $50,000 USD per eligible Registered Opportunity. (f) Incentives will be paid out 45 days after end of month in which Sale Transaction occurred by

means of electronic funds transfers (EFT) to financial institution designated by Company through CHIP.
(g) If Microsoft declines payment of Incentives because payment has been already made to another

Company, Microsoft will not be under any obligation to communicate the name(s) of the other Company.
(h) Depending on country regulations, Microsoft may ask Company to submit an invoice for services

provided as a condition to release Incentives. Companies should contact their corresponding Regional Service Center, as set forth below in Section 3 below for more details on this requirement.
(i) First Sales Order must occur within 6 months of Opportunity being advanced to MSWin.

Subsequent Sales Orders must be posted within 12 months of Incentive Request Date.
(j) Microsoft reserves the right to change Incentive rates after 1/1/2012.

Questions and Support

Area General questions PSX Tool Support CHIP Tool Support Payment Status Resources Self service reference information may be found at the Program Website at https://channelincentives.microsoft.com All PSX system technical support questions should be directed to the Companys specific Regional Service Center: RSC All CHIP system technical support questions should be directed to the Companys specific Regional Service Center: RSC All Claim and Payment questions should be directed to the Companys specific Regional Service Center: RSC

Appendix A: Participating Products, PSX Mapping & Incentive Percentage

Product Family Part Description WinPro ALNG SA MVL wMDOP WinPro ALNG UpgrdSAPk MVL wMDOP WinPro ALNG SA MVL Pltfrm wMDOP WinPro SNGL SA MVL wMDOP WinPro SNGL UpgrdSAPk MVL wMDOP WinPro ALNG UpgrdSAPk MVL Pltfrm wMDOP WinPro ALNG UpgrdSAPk MVL WinPromo wMDOP WinPro ALNG UpgrdSAPk OLV E 1Y Ent wMDOP WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent WinPromo wMDOP WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinPromo wMDOP WinPro LicSAPk MVL RvnuRptgOnly MDOPMarch WinPro SA MVL RvnuRptgOnly MDOPMarch WinPro SNGL UpgrdSAPk MVL WinPromo wMDOP WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP WinPromo wMDOP WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP WinPromo wMDOP WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP WinPromo wMDOP Windows 7 Pro w/M WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP WinPromo wMDOP WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP WinPromo wMDOP WinPro UpgrdSAPk OLV D 1Y AqY1 AP WinPromo wMDOP Windows Vista Business SA MVL w/MDOP Reporting only Windows Vista Business Upg/SA Pack MVL w/MDOP Reporting only WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Ent wMDOP WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Ent wMDOP WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Pltfrm wMDOP WinVistaBsnss ALNG UpgrdSAPk OLV D 3Y AqY1 Ent wMDOP WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent wMDOP WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm wMDOP ProDsktpwMDOP ALNG LicSAPk MVL SpclPromo ProDsktpwMDOP ALNG LicSAPk MVL EntDsktpwMDOP ALNG LicSAPk EntDsktpwMDOP ALNG LicSAPk MVL SpclPromo WinPro ALNG LicSAPk MVL RvnuOnly WinPro ALNG LicSAPk MVL SpclOffer WinPro ALNG SA MVL WinPro ALNG SA MVL Pltfrm Windows 7 Pro WinPro ALNG SA OLV C 1Y AqY1 Ent WinPro ALNG SA OLV C 1Y AqY1 Pltfrm WinPro ALNG SA OLV C 3Y AqY1 Ent WinPro ALNG SA OLV C 3Y AqY1 Pltfrm WinPro ALNG SA OLV D 1Y AqY1 Ent SKU # FQC-03023 FQC-03024 FQC-03029 FQC-03027 FQC-03028 FQC-03030 FQC-04787 FQC-05371 FQC-04778 FQC-04799 FQC-05385 FQC-05384 FQC-04789 FQC-04772 FQC-04774 FQC-04776 FQC-04829 FQC-04845 FQC-04810 66J-06808 66J-06807 66J-06964 66J-06883 66J-07014 66J-07045 66J-07031 66J-07039 M6D-00022 M6D-00005 M7D-00005 M7D-00026 66C-00408 FQC-04097 FQC-02423 FQC-02460 FQC-02133 FQC-02143 FQC-02256 FQC-02260 FQC-02163 7% 10% Payout

10

Product Family

Part Description WinPro ALNG SA OLV D 1Y AqY1 Pltfrm WinPro ALNG SA OLV D 3Y AqY1 Ent WinPro ALNG SA OLV D 3Y AqY1 Pltfrm WinPro ALNG SA OLV NL 1Y AqY1 Ent WinPro ALNG SA OLV NL 1Y AqY1 Pltfrm WinPro ALNG SA OLV NL 3Y AqY1 Ent WinPro ALNG SA OLV NL 3Y AqY1 Pltfrm WinPro ALNG UpgrdSAPk MVL WinPro ALNG UpgrdSAPk MVL Pltfrm WinPro ALNG UpgrdSAPk MVL Promo WinPro ALNG UpgrdSAPk MVL PtnrsinLrning WinPro ALNG UpgrdSAPk MVL WinPromo WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Ent WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV C 1Y AqY2 Pltfrm WinPro ALNG UpgrdSAPk OLV C 1Y AqY2 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV C 1Y Ent WinPro ALNG UpgrdSAPk OLV C 1Y Pltfrm WinPro ALNG UpgrdSAPk OLV C 1Y PltfrmUTD WinPro ALNG UpgrdSAPk OLV C 1Y UTD WinPro ALNG UpgrdSAPk OLV C 3Y AqY1 Ent WinPro ALNG UpgrdSAPk OLV C 3Y AqY1 Pltfrm WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Ent WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Ent WinPromo WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV D 1Y AqY2 Ent WinPro ALNG UpgrdSAPk OLV D 1Y AqY2 Pltfrm WinPro ALNG UpgrdSAPk OLV D 1Y AqY3 Pltfrm WinPro ALNG UpgrdSAPk OLV D 1Y Ent WinPro ALNG UpgrdSAPk OLV D 1Y Pltfrm WinPro ALNG UpgrdSAPk OLV D 1Y PltfrmUTD WinPro ALNG UpgrdSAPk OLV D 1Y UTD WinPro ALNG UpgrdSAPk OLV D 2Y AqY2 Ent WinPro ALNG UpgrdSAPk OLV D 3Y AqY1 Ent WinPro ALNG UpgrdSAPk OLV D 3Y AqY1 Pltfrm WinPro ALNG UpgrdSAPk OLV D 3Y AqY1 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV E 1Y Ent WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent WinPromo

SKU # FQC-02168 FQC-02266 FQC-02268 FQC-02134 FQC-02144 FQC-02257 FQC-02261 FQC-02425 FQC-02462 FQC-03079 FQC-02869 FQC-04327 FQC-02135 FQC-02145 FQC-04183 FQC-02147 FQC-04187 FQC-02141 FQC-02151 FQC-02153 FQC-02155 FQC-02258 FQC-02262 FQC-02164 FQC-04204 FQC-02169 FQC-04214 FQC-02165 FQC-02170 FQC-02171 FQC-02167 FQC-02172 FQC-02173 FQC-02174 FQC-02218 FQC-02267 FQC-02269 FQC-04270 FQC-05366 FQC-02136 FQC-04172

Payout

11

Product Family

Part Description WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Ent WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Ent WinPromo WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Pltfrm WinPro ALNG UpgrdSAPk OLV NL 1Y AqY2 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV NL 1Y AqY3 Ent WinPro ALNG UpgrdSAPk OLV NL 1Y AqY3 Pltfrm WinPro ALNG UpgrdSAPk OLV NL 1Y AqY3 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV NL 1Y Ent WinPro ALNG UpgrdSAPk OLV NL 1Y Pltfrm WinPro ALNG UpgrdSAPk OLV NL 1Y PltfrmUTD WinPro ALNG UpgrdSAPk OLV NL 1Y UTD WinPro ALNG UpgrdSAPk OLV NL 2Y AqY2 Ent WinPro ALNG UpgrdSAPk OLV NL 2Y AqY2 Pltfrm WinPro ALNG UpgrdSAPk OLV NL 2Y AqY2 Pltfrm WinPromo WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent WinPromo WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm WinPro ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm WinPromo WinPro LicSAPk MVL RvnuRptgOnly WinPro LicSAPk MVL RvnuRptgOnly WinPltfrmRptgJunePChng WinPro SA MVL RvnuRptgOnly WinPro SA MVL RvnuRptgOnly WinPltfrmRptgJunePChng WinPro SA OLP NL Gov WinPro JPN SA OLP C WinPro SA OLV D 1Y AqY1 AP WinPro SA OLV D 1Y AqY2 AP WinPro SA OLV D 1Y AqY3 AP WinPro SA OLV D 3Y AqY1 AP WinPro SNGL SA MVL WinPro SNGL SA OLP B Acdmc WinPro SNGL SA OLP C WinPro SNGL SA OLP D WinPro SNGL SA OLP NL WinPro SNGL SA OLP NL Acdmc WinPro SNGL SA OLP NL Chrty WinPro SNGL SA OLV NL 1Y AqY1 AP WinPro SNGL SA OLV NL 1Y AqY2 AP WinPro SNGL SA OLV NL 1Y AqY3 AP WinPro SNGL SA OLV NL 2Y AqY2 AP

SKU # FQC-02146 FQC-04184 FQC-02138 FQC-04176 FQC-02148 FQC-04188 FQC-02140 FQC-02150 FQC-04192 FQC-02142 FQC-02152 FQC-02154 FQC-02156 FQC-02213 FQC-02215 FQC-04236 FQC-02259 FQC-04258 FQC-02263 FQC-04262 66C-00236 FQC-04099 66C-00237 FQC-04100 FQC-02398 FQC-02504 FQC-02157 FQC-02159 FQC-02161 FQC-02264 FQC-02451 FQC-02309 FQC-02366 FQC-02367 FQC-02368 FQC-02310 FQC-02321 FQC-02050 FQC-02086 FQC-02122 FQC-02201

Payout

12

Product Family

Part Description WinPro SNGL SA OLV NL 3Y AqY1 AP WinPro SNGL UpgrdSAPk MVL WinPro SNGL UpgrdSAPk MVL Promo WinPro SNGL UpgrdSAPk MVL WinPromo WinPro SNGL UpgrdSAPk OLP B Acdmc WinPro SNGL UpgrdSAPk OLP B Acdmc Promo WinPro SNGL UpgrdSAPk OLP B Acdmc WinPromo WinPro SNGL UpgrdSAPk OLP C WinPro SNGL UpgrdSAPk OLP C Promo WinPro SNGL UpgrdSAPk OLP C WinPromo WinPro SNGL UpgrdSAPk OLP D WinPro SNGL UpgrdSAPk OLP NL WinPro SNGL UpgrdSAPk OLP NL Acdmc WinPro SNGL UpgrdSAPk OLP NL Acdmc Promo WinPro SNGL UpgrdSAPk OLP NL Acdmc WinPromo WinPro SNGL UpgrdSAPk OLP NL Chrty WinPro SNGL UpgrdSAPk OLP NL Promo WinPro SNGL UpgrdSAPk OLP NL WinPromo WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP Promo WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP WinPromo WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP Promo WinPro SNGL UpgrdSAPk OLV NL 1Y AqY2 AP WinPromo WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP Promo WinPro SNGL UpgrdSAPk OLV NL 1Y AqY3 AP WinPromo WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP Promo WinPro SNGL UpgrdSAPk OLV NL 2Y AqY2 AP WinPromo WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP Promo WinPro SNGL UpgrdSAPk OLV NL 3Y AqY1 AP WinPromo WinPro UpgrdSAPk OLP NL Dntns Qlfd WinPro UpgrdSAPk OLP NL Gov WinPro UpgrdSAPk OLP NL Gov Promo WinPro UpgrdSAPk OLP NL Gov WinPromo WinPro UpgrdSAPk OLV D 1Y AqY1 AP WinPro UpgrdSAPk OLV D 1Y AqY1 AP Promo WinPro UpgrdSAPk OLV D 1Y AqY1 AP WinPromo WinPro UpgrdSAPk OLV D 1Y AqY2 AP

SKU # FQC-02245 FQC-02453 FQC-02694 FQC-04341 FQC-02313 FQC-03072 FQC-04284 FQC-02372 FQC-02634 FQC-04304 FQC-02373 FQC-02374 FQC-02314 FQC-03073 FQC-04285 FQC-02323 FQC-02636 FQC-04306 FQC-02052 FQC-02533 FQC-04146 FQC-02088 FQC-02544 FQC-04157 FQC-02124 FQC-02555 FQC-04168 FQC-02203 FQC-02579 FQC-04228 FQC-02247 FQC-02593 FQC-04254 FQC-02385 FQC-02400 FQC-02660 FQC-04318 FQC-02158 FQC-02559 FQC-04196 FQC-02160

Payout

13

Product Family

Part Description WinPro UpgrdSAPk OLV D 1Y AqY2 AP Promo WinPro UpgrdSAPk OLV D 1Y AqY3 AP WinPro UpgrdSAPk OLV D 1Y AqY3 AP Promo WinPro UpgrdSAPk OLV D 2Y AqY2 AP WinPro UpgrdSAPk OLV D 2Y AqY2 AP Promo WinPro UpgrdSAPk OLV D 3Y AqY1 AP WinPro UpgrdSAPk OLV D 3Y AqY1 AP Promo WinPro UpgrdSAPk OLV D 3Y AqY1 AP WinPromo Win Vista Bus AllLng Upg/SA Pack MVL Partners in Learning w/VisEnterpr Win Vista Bus AllLng Upg/SA Pack OLVNL 1YR Ent Dsktp Pro w/VisEnter Win Vista Bus AllLng Upg/SA Pack OLVNL 1YR Ent Dsktp SB w/VisEnterp Win Vista Bus Euro Lng Upg/SA Pack OLV C 1YR Ent Dsktp Pro w/VisEnter Win Vista Bus Listed Upg/SA Pack OLV C 1YR Ent Dsktp Pro w/VisEnterpr Win Vista Bus Listed Upg/SA Pack OLV C 1YR Ent Dsktp SB w/VisEnterpri Win Vista Bus Listed Upg/SA Pack OLV D 1YR Ent Dsktp Pro w/VisEnterpr Windows Vista Business All Lng Upg/SA Pack MVL 2008 Promo Windows Vista Business All Lng Upg/SA Pack MVL NetSA w/VisEnterprise Windows Vista Business All Lng Upg/SA PkOLV NL1YRAcqY1 EntPromo w/VisEnt Windows Vista Business All Lng Upg/SA PkOLV NL3YRAcqY1 EntPromo w/VisEnt Windows Vista Business All Lng WAH MVL Windows Vista Business Listed SA MVL Platform w/VisEnterprise Windows Vista Business Listed SA MVL w/VisEnterprise Windows Vista Business Listed SA OLV C 1YR Acq Y1 Ent w/VisEnterprise Windows Vista Business Listed SA OLV D 1YR Acq Y1 Ent w/VisEnterprise Windows Vista Business Listed SA OLV NL 1YR Acq Y1 Ent w/VisEnterprise Windows Vista Business Listed SA OLV NL 3YR Acq Y1 Ent w/VisEnterprise Windows Vista Business Listed Upg/SA Pack MVL Platform w/VisEnterprise Windows Vista Business Listed Upg/SA Pack MVL w/VisEnterprise Windows Vista Business Listed Upg/SA Pack OLV C 1YR Ent w/VisEnterprise Windows Vista Business Listed Upg/SA Pack OLV D 1YR Ent w/VisEnterprise Windows Vista Business Listed Upg/SA Pack OLV NL 1YR Ent w/VisEnterprise Windows Vista Business Listed Upg/SA Pk OLV C 1YRAcqY1 EntPromo w/VisEnt Windows Vista Business Listed Upg/SA Pk OLV NL 3YRAcqY1EntPromo w/VisEnt Windows Vista Business Listed Upg/SA PkOLV NL 1YRAcqY1 EntPromo w/VisEnt WinVistaBsnss ALNG SA MVL Pltfrm wVistaEnt WinVistaBsnss ALNG SA MVL wVistaEnt WinVistaBsnss ALNG SA OLV C 1Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG SA OLV C 1Y AqY1 Pltfrm WinVistaBsnss ALNG SA OLV D 1Y AqY1 Ent wVistaEnt

SKU # FQC-02562 FQC-02162 FQC-02565 FQC-02217 FQC-02583 FQC-02265 FQC-02597 FQC-04266 66J-01771 66J-01582 66J-01678 66J-01591 66J-01589 66J-01590 66J-03410 66J-05161 66J-04284 66J-04001 66J-03988 66J-01549 66J-00582 66J-00844 66J-01575 66J-03401 66J-01576 66J-01721 66J-00579 66J-00588 66J-01713 66J-03418 66J-01700 66J-04023 66J-04020 66J-04013 66J-00580 66J-00818 66J-01580 66J-06908 66J-03402

Payout

Windows 7 Pro SA only

14

Product Family

Part Description WinVistaBsnss ALNG SA OLV D 1Y AqY1 Pltfrm WinVistaBsnss ALNG SA OLV NL 1Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG SA OLV NL 1Y AqY1 Pltfrm WinVistaBsnss ALNG SA OLV NL 3Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG SA OLV NL 3Y AqY1 Pltfrm WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm NetSA wVistaEnt WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm Promo WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm VLPromo WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm wVistaEnt WinVistaBsnss ALNG UpgrdSAPk MVL Promo WinVistaBsnss ALNG UpgrdSAPk MVL VLPromo WinVistaBsnss ALNG UpgrdSAPk MVL wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y PltfrmUTD WinVistaBsnss ALNG UpgrdSAPk OLV C 3Y AqY1 Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY2 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY2 Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y UTD wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV D 3Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY2 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY2 Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY3 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y Pltfrm WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y PltfrmUTD WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y UTD wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 2Y AqY2 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent wVistaEnt WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm WinVistaBsnss SNGL SA OLP B Acdmc wVistaEnt WinVistaBsnss SNGL SA OLP C wVistaEnt WinVistaBsnss SNGL SA OLP D wVistaEnt

SKU # 66J-06928 66J-01579 66J-06909 66J-01715 66J-06945 66J-04286 66J-07395 66J-08497 66J-00577 66J-07409 66J-08499 66J-01156 66J-01617 66J-06910 66J-01613 66J-06924 66J-07111 66J-06946 66J-03409 66J-06929 66J-03408 66J-06932 66J-03407 66J-06936 66J-03427 66J-03405 66J-01674 66J-06911 66J-01626 66J-06917 66J-01685 66J-01615 66J-06925 66J-07112 66J-02455 66J-01604 66J-01610 66J-06947 66J-00903 66J-01083 66J-01112

Payout

15

Product Family

Part Description WinVistaBsnss SNGL SA OLP NL Acdmc wVistaEnt WinVistaBsnss SNGL SA OLP NL Chrty wVistaEnt WinVistaBsnss SNGL SA OLP NL wVistaEnt WinVistaBsnss SNGL SA OLV NL 1Y AqY1 AP wVistaEnt WinVistaBsnss SNGL SA OLV NL 1Y AqY2 AP wVistaEnt WinVistaBsnss SNGL SA OLV NL 1Y AqY3 AP wVistaEnt WinVistaBsnss SNGL SA OLV NL 2Y AqY2 AP wVistaEnt WinVistaBsnss SNGL SA OLV NL 3Y AqY1 AP wVistaEnt WinVistaBsnss SNGL UpgrdSAPk MVL Promo WinVistaBsnss SNGL UpgrdSAPk MVL wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLP B Acdmc wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLP C wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLP NL Acdmc wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLP NL Chrty wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLP NL wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLV NL 1Y AqY1 AP wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLV NL 1Y AqY2 AP wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLV NL 1Y AqY3 AP wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLV NL 2Y AqY2 AP wVistaEnt WinVistaBsnss SNGL UpgrdSAPk OLV NL 3Y AqY1 AP wVistaEnt Win Vista Business Listed Upg/SA Pack OLV C 1YRAcqY1 Ent w/VisEnterse Win Vista Business Listed Upg/SA Pack OLV C 3YRAcqY1 Ent w/VisEnterse Win Vista Business Listed Upg/SA Pack OLV D 1YRAcqY1 Ent w/VisEnterse Win Vista Business Listed Upg/SA Pack OLVNL 1YRAcqY1 Ent w/VisEnterse Win Vista Business Listed Upg/SA Pack OLVNL 1YRAcqY2 Ent w/VisEnterse Win Vista Business Listed Upg/SA Pack OLVNL 1YRAcqY3 Ent w/VisEnterse Win Vista Business Listed Upg/SA Pack OLVNL 3YRAcqY1 Ent w/VisEnterse WinVistaBsnss SNGL SA MVL wVistaEnt ProDsktp ALNG LicSAPk MVL ProDsktp ALNG LicSAPk MVL SpclPromo ProDsktp ALNG LicSAPk MVL wOCSStdCALPromo ProDsktp ALNG LicSAPk OLV C 1Y AqY1 Ent SpclPromo ProDsktp ALNG LicSAPk OLV NL 1Y AqY1 Ent wOCSStdCALPromo ProDsktp ALNG SA MVL MSPromo ProDsktp ALNG SA OLV C 1Y AqY1 Ent MSPromo ProDsktp ALNG SA OLV D 1Y AqY1 Ent MSPromo ProDsktp ALNG SA OLV NL 1Y AqY1 Ent MSPromo ProDsktp ALNG SA OLV NL 3Y AqY1 Ent MSPromo EntDsktp ALNG LicSAPk MVL EntDsktp ALNG LicSAPk MVL SpclPromo EntDsktp ALNG SA MVL MSPromo

SKU # 66J-00937 66J-01013 66J-01128 66J-01283 66J-01284 66J-01285 66J-01286 66J-01287 66J-07419 66J-00868 66J-00951 66J-01170 66J-00985 66J-01017 66J-01215 66J-01418 66J-01419 66J-01420 66J-01441 66J-01442 66J-01710 66J-01701 66J-03415 66J-01697 66J-01698 66J-01699 66J-01707 66J-00830 A07-00041 A07-00463 A07-00479 A07-00458 A07-00465 A07-00456 A07-00444 A07-00448 A07-00445 A07-00451 B65-00047 B65-00110 B65-00103

Payout

16

Product Family

Part Description Desktop Small Business Euro Lng Lic/SA Pack OLV D 1YR Acq Y1 Ent Desktop Small Business Euro Lng Lic/SA Pack OLV D 1YR Ent Desktop Small Business Euro Lng Lic/SA Pack OLV NL 1YR Acq Y2 Ent Desktop Small Business Euro Lng Lic/SA Pack OLV NL 1YR Acq Y3 Ent Desktop Small Business Euro Lng SA OLV NL 1YR Acq Y1 Ent Desktop Small Business Listed Lic/SA Pack OLV D 1YR Ent Desktop Small Business Listed Lic/SA Pack OLV NL 1YR Acq Y2 Ent Desktop Small Business Listed SA OLV NL 1YR Acq Y1 Ent Desktop Small Business Listed SA OLV NL 3YR Acq Y1 Ent DsktpSB ALNG LicSAPk OLV D 1Y Ent DsktpSB ALNG LicSAPk OLV D 1Y UTD DsktpSB ALNG LicSAPk OLV NL 1Y AqY1 Ent DsktpSB ALNG LicSAPk OLV NL 1Y AqY2 Ent DsktpSB ALNG LicSAPk OLV NL 1Y AqY3 Ent DsktpSB ALNG LicSAPk OLV NL 2Y AqY2 Ent DsktpSB ALNG LicSAPk OLV NL 3Y AqY1 Ent DsktpSB ALNG SA OLV NL 1Y AqY1 Ent DsktpSB ALNG SA OLV NL 3Y AqY1 Ent DsktpEdu ALNG LicSAPk OLV E 1Y Ent DsktpEdu ALNG LicSAPk OLV E 1Y Ent EntCAL DsktpEdu ALNG LicSAPk OLV F 1Y Ent DsktpEdu ALNG LicSAPk OLV NL 1Y Stdnt DsktpEdu ALNG LicSAPk OLV NL 1Y Stdnt EntCAL DsktpEdu ALNG SASU MVL EntCAL DsktpEdu ALNG SASU OLV E 1Y Ent EntCAL Windows Professional All Languages SA MVL Windows Professional English SA MVL Windows Professional Listed Languages SA MVL Windows XP Professional All Languages MVL Windows XP Professional All Languages UPG MVL Windows XP Professional All Languages Upg/SA Pack MVL Windows XP Professional All Lng UPG OLV NL Each Ent Windows XP Professional All Lng Upg/SA Pack OLV C 1YR Ent Desktop SB Windows XP Professional All Lng Upg/SA Pack OLV NL 1YR Ent Desktop SB Windows XP Professional All Lng Upg/SA Pack OLV NL 1YR UTD Desktop SB Windows XP Professional AllLanguages Upg/SA Pack MVL PartnersLearning Windows Pro All Languages Upg/SA Pack MVL Windows Pro Listed Languages Upg/SA Pack MVL DsktpOptmztnPkforSA MVL VDIStd Rptgonly

SKU # B6K-00114 B6K-00109 B6K-00037 B6K-00038 B6K-00048 B6K-00107 B6K-00053 B6K-00064 B6K-00076 B6K-00103 B6K-00104 B6K-00004 B6K-00005 B6K-00006 B6K-00003 B6K-00002 B6K-00016 B6K-00070 2UJ-00011 2UJ-00007 2UJ-00012 2UJ-00017 2UJ-00015 2UJ-00004 2UJ-00009 E85-00352 E85-00346 E85-01014 E85-01385 E85-00351 E85-00350 E85-03711 E85-04217 E85-03816 E85-03764 E85-02634 B23-02559 B23-03192 WSB-00311 WSB-00119 WSB-00339

Payout

Desktop Optimization

Dsktp Optimization Pck SA Upg/SA Pack MVL w/MDOP Reporting only DsktpOptmztnPkforSA UpgrdSAPk MVL wMDOP WinPltfrmRptgJunePChng

5%

17

Product Family

Part Description DsktpOptmztnPkforSA UpgrdSAPk MVL RvnuRptgOnly MDOPMarch Dsktp Optimization Pck SA MVL Revenue Reporting Only DsktpOptmztnPkforSA SA MVL wMDOP Rptgonly DsktpOptmztnPkforSA SA MVL RvnuRptgOnly MDOPMarch DsktpOptmztnPkforSA SA MVL wMDOP WinPltfrmRptgJunePChng DsktpOptmztnPkforSA MVL VDIPrem Rptgonly Dsktp Optimization Pck SA 1.0 English Disk Kit MVL CD for Windows SA Dsktp Optimization Pck SA Sngl Mnthly Subscrptn OLV NL 1M Promo DsktpOptmztnPkforSA JPN SubsVL MVL PerDvc forWinSA Dsktp Optimization Pck SA Shared OLS OSP Online Dsktp Optimization Pck SA Sngl Monthly Subscription MVL Promo DsktpOptmztnPkforSA ALNG SubsVL OLV NL 1Mth Each Ent PerDvc forWinSA Dsktp Optimization Pck SA EuroLng MonSub OLVD1M AdPrd PerDevice forWinSA Dsktp Optimization Pk SA Listed Mnthly Subscription OLV NL 1M Ent Promo DsktpOptmztnPkforSA JPN SubsVL OLV NL 1Mth AP PerDvc forWinSA DsktpOptmztnPkforSA ALNG LicSAPk MVL RvnuOnly DsktpOptmztnPkforSA ALNG SubsVL OLV E 1Mth Each Ent PerDvc forWinSA DsktpOptmztnPkforSA 2010 ENG DiskKit MVL DVD forWinSA DsktpOptmztnPkforSA ALNG SubsVL OLV D 1Mth Each Ent PerDvc forWinSA DsktpOptmztnPkforSA RUS SubsVL OLV NL 1Mth AP PerDvc forWinSA DsktpOptmztnPkforSA JPN SubsVL OLV D 1Mth AP PerDvc forWinSA Dsktp Optimization Pk SA All Lng Mnthly Subscription OLV NL 1M Ent Promo

SKU # WSB-00358 WSB-00087 WSB-00120 WSB-00359 WSB-00340 WSB-00310 WSB-00001 WSB-00104 WSB-00272 SXF-00003 WSB-00099 WSB-00112 WSB-00081 WSB-00109 WSB-00267 WSB-00285 WSB-00354 WSB-00299 WSB-00115 WSB-00269 WSB-00270 WSB-00108

Payout

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Appendix B: Definitions
Active Earned refers to MPN competency requirements that must be earned in each participating subsidiary in contrast to those that can be inherited from other locations. Agreement ID refers to unique ID number which identifies a licensing agreement between Microsoft and Customer. Competency refers to an MPN recognition given to Company for specific areas of expertise. A complete list of Competencies and the requirements to achieve such Competencies is available on the Microsoft Partner Portal. Customer Order refers to the document by which the Customer (or its designee) requests Licensed Software and/or services. ERP refers to the Estimated Retail Price of a Participating Product. Identical Opportunity refers to an Opportunity submitted by more than one Company that contains an identical Customer name with identical Participating Products. Incentive Registration Date refers to the date when Company registers the an Opportunity for Incentive in PSX. Incentive Request Process refers to the process set forth in Section 2.2 of this Program Guide. Licensed Software refers to the software and technology that Microsoft, or one of its affiliates, may designate for delivery through or with the assistance of Company. Licensing Partner refers to the Microsoft authorized distributor who submits a Sales Order to Microsoft for the Participating Products recommended and sold to a Customer by the Company. Microsoft Solution Selling Process refers to a sales methodology within the opportunity management framework that is divided into Sales Cycle Stages. MS Win refers to the verifiable sales transaction of Participating Products as determined by PSX. Opportunity Revenue refers to the revenue flowing to Microsoft as a result of a Sales Order. Opportunity Validation Process refers to the process set forth in Section 2.3 of this Program Guide. PAM refers to the Partner Account Manager that is responsible for business development and collaboration between Company and Microsoft. Partner Solution Plan or PSP refers to a document that sets out objectives for collaboration between Microsoft and Company. Sales Order refers to the order that is submitted by a Licensing Partner to Microsoft for the Participating Products. Sales Order Transaction Date refers to the date when Microsoft confirms the Sales Order. Sales Cycle Stages refers to stages of the Microsoft Solution Selling Process which is a sales methodology that is divided into seven sales stages, namely: Prospect (0%), Qualify (10%), Develop (20%), Solution (40%), Proof (60%), Close (80%) and MS Win (100%) where each stage is defined by sales probability, a set of objectives and required deliverables.

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