157813048201~windows 7 program guide fy12 2.5 final

Microsoft Partner Incentives Program

Windows 7 Incentive Program Guide

11/18/2011

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Table of Contents

1 OVERVIEW ....................................................................................................................................... 3

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

2.1 Incentive Eligibility Requirements ............................................................................................................. 3

2.2 Incentive Enrollment Process .................................................................................................................... 3

2.3 Incentive Registration Requirements ........................................................................................................ 3

2.4 Incentive Registration Process................................................................................................................... 4

2.5 Opportunity Validation Process................................................................................................................. 6

2.6 Opportunity Status Updates ...................................................................................................................... 7

2.7 Sales Transaction Process and Incentive Payment Requirements .............................................................. 8

2.8 Incentive Payment .................................................................................................................................... 8

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

4 APPENDIX A: PARTICIPATING PRODUCTS, PSX MAPPING & INCENTIVE

PERCENTAGE ........................................................................................................................................ 10

5 APPENDIX B: DEFINITIONS ...................................................................................................... 19

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1 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.

2 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

Microsoft’s 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

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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 Description

Customer Name of Customer to which Opportunity applies.

Opportunity Name Free-form name to refer to the Opportunity

Expected Close Expected date for customer order. Defaults to 90 days but may be

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adjusted as needed.

Sales Stage The current Sales Cycle Stage at the Opportunity is currently

Participating Product(s) and Quantity

Quantity and Estimated Retail Price (ERP) for Participating Products included in the Opportunity

Workload Appropriate workloads for the Opportunity

Register for Incentive 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”

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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.

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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 Company’s 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

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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.

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(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.

3 Questions and Support

Area Resources

General questions Self service reference information may be found at the Program Website at https://channelincentives.microsoft.com

PSX Tool Support All PSX system technical support questions should be directed to the Company’s specific Regional Service Center: RSC

CHIP Tool Support All CHIP system technical support questions should be directed to the Company’s specific Regional Service Center: RSC

Payment Status All Claim and Payment questions should be directed to the Company’s specific Regional Service Center: RSC

https://channelincentives.microsoft.com/

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4 Appendix A: Participating Products, PSX Mapping & Incentive Percentage

Product Family Part Description SKU # Payout

WinPro ALNG SA MVL wMDOP FQC-03023

10%

WinPro ALNG UpgrdSAPk MVL wMDOP FQC-03024

Windows 7 Pro w/M

WinPro ALNG SA MVL Pltfrm wMDOP FQC-03029

WinPro SNGL SA MVL wMDOP FQC-03027

WinPro SNGL UpgrdSAPk MVL wMDOP FQC-03028

WinPro ALNG UpgrdSAPk MVL Pltfrm wMDOP FQC-03030

WinPro ALNG UpgrdSAPk MVL WinPromo wMDOP FQC-04787

WinPro ALNG UpgrdSAPk OLV E 1Y Ent wMDOP FQC-05371

WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent WinPromo wMDOP FQC-04778

WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinPromo wMDOP FQC-04799

WinPro LicSAPk MVL RvnuRptgOnly MDOPMarch FQC-05385

WinPro SA MVL RvnuRptgOnly MDOPMarch FQC-05384

WinPro SNGL UpgrdSAPk MVL WinPromo wMDOP FQC-04789

WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP WinPromo wMDOP FQC-04772





WinPro UpgrdSAPk OLV D 1Y AqY1 AP WinPromo wMDOP FQC-04810

Windows Vista Business SA MVL w/MDOP Reporting only 66J-06808

Windows Vista Business Upg/SA Pack MVL w/MDOP Reporting only 66J-06807

WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Ent wMDOP 66J-06964

WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Ent wMDOP 66J-06883

WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Pltfrm wMDOP 66J-07014

WinVistaBsnss ALNG UpgrdSAPk OLV D 3Y AqY1 Ent wMDOP 66J-07045

WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Ent wMDOP 66J-07031

WinVistaBsnss ALNG UpgrdSAPk OLV NL 3Y AqY1 Pltfrm wMDOP 66J-07039

ProDsktpwMDOP ALNG LicSAPk MVL SpclPromo M6D-00022

ProDsktpwMDOP ALNG LicSAPk MVL M6D-00005

EntDsktpwMDOP ALNG LicSAPk M7D-00005

EntDsktpwMDOP ALNG LicSAPk MVL SpclPromo M7D-00026

Windows 7 Pro

WinPro ALNG LicSAPk MVL RvnuOnly 66C-00408

7%

WinPro ALNG LicSAPk MVL SpclOffer FQC-04097

WinPro ALNG SA MVL FQC-02423

WinPro ALNG SA MVL Pltfrm FQC-02460

WinPro ALNG SA OLV C 1Y AqY1 Ent FQC-02133

WinPro ALNG SA OLV C 1Y AqY1 Pltfrm FQC-02143

WinPro ALNG SA OLV C 3Y AqY1 Ent FQC-02256

WinPro ALNG SA OLV C 3Y AqY1 Pltfrm FQC-02260

WinPro ALNG SA OLV D 1Y AqY1 Ent FQC-02163

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WinPro ALNG SA OLV D 1Y AqY1 Pltfrm FQC-02168

WinPro ALNG SA OLV D 3Y AqY1 Ent FQC-02266

WinPro ALNG SA OLV D 3Y AqY1 Pltfrm FQC-02268

WinPro ALNG SA OLV NL 1Y AqY1 Ent FQC-02134

WinPro ALNG SA OLV NL 1Y AqY1 Pltfrm FQC-02144

WinPro ALNG SA OLV NL 3Y AqY1 Ent FQC-02257

WinPro ALNG SA OLV NL 3Y AqY1 Pltfrm FQC-02261

WinPro ALNG UpgrdSAPk MVL FQC-02425

WinPro ALNG UpgrdSAPk MVL Pltfrm FQC-02462

WinPro ALNG UpgrdSAPk MVL Promo FQC-03079

WinPro ALNG UpgrdSAPk MVL PtnrsinLrning FQC-02869

WinPro ALNG UpgrdSAPk MVL WinPromo FQC-04327

WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Ent FQC-02135

WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm FQC-02145

WinPro ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm WinPromo FQC-04183


WinPro ALNG UpgrdSAPk OLV C 1Y AqY2 Pltfrm WinPromo FQC-04187

WinPro ALNG UpgrdSAPk OLV C 1Y Ent FQC-02141

WinPro ALNG UpgrdSAPk OLV C 1Y Pltfrm FQC-02151

WinPro ALNG UpgrdSAPk OLV C 1Y PltfrmUTD FQC-02153

WinPro ALNG UpgrdSAPk OLV C 1Y UTD FQC-02155

WinPro ALNG UpgrdSAPk OLV C 3Y AqY1 Ent FQC-02258


WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Ent FQC-02164

WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Ent WinPromo FQC-04204

WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm FQC-02169

WinPro ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm WinPromo FQC-04214




WinPro ALNG UpgrdSAPk OLV D 1Y Ent FQC-02167

WinPro ALNG UpgrdSAPk OLV D 1Y Pltfrm FQC-02172

WinPro ALNG UpgrdSAPk OLV D 1Y PltfrmUTD FQC-02173

WinPro ALNG UpgrdSAPk OLV D 1Y UTD FQC-02174




WinPro ALNG UpgrdSAPk OLV D 3Y AqY1 Pltfrm WinPromo FQC-04270

WinPro ALNG UpgrdSAPk OLV E 1Y Ent FQC-05366

WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent FQC-02136

WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent WinPromo FQC-04172

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WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm FQC-02146

WinPro ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm WinPromo FQC-04184








WinPro ALNG UpgrdSAPk OLV NL 1Y Ent FQC-02142

WinPro ALNG UpgrdSAPk OLV NL 1Y Pltfrm FQC-02152

WinPro ALNG UpgrdSAPk OLV NL 1Y PltfrmUTD FQC-02154

WinPro ALNG UpgrdSAPk OLV NL 1Y UTD FQC-02156








WinPro LicSAPk MVL RvnuRptgOnly 66C-00236

WinPro LicSAPk MVL RvnuRptgOnly WinPltfrmRptgJunePChng FQC-04099

WinPro SA MVL RvnuRptgOnly 66C-00237

WinPro SA MVL RvnuRptgOnly WinPltfrmRptgJunePChng FQC-04100

WinPro SA OLP NL Gov FQC-02398

WinPro JPN SA OLP C FQC-02504

WinPro SA OLV D 1Y AqY1 AP FQC-02157




WinPro SNGL SA MVL FQC-02451

WinPro SNGL SA OLP B Acdmc FQC-02309

WinPro SNGL SA OLP C FQC-02366

WinPro SNGL SA OLP D FQC-02367

WinPro SNGL SA OLP NL FQC-02368

WinPro SNGL SA OLP NL Acdmc FQC-02310

WinPro SNGL SA OLP NL Chrty FQC-02321

WinPro SNGL SA OLV NL 1Y AqY1 AP FQC-02050




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WinPro SNGL UpgrdSAPk MVL FQC-02453

WinPro SNGL UpgrdSAPk MVL Promo FQC-02694

WinPro SNGL UpgrdSAPk MVL WinPromo FQC-04341

WinPro SNGL UpgrdSAPk OLP B Acdmc FQC-02313

WinPro SNGL UpgrdSAPk OLP B Acdmc Promo FQC-03072

WinPro SNGL UpgrdSAPk OLP B Acdmc WinPromo FQC-04284

WinPro SNGL UpgrdSAPk OLP C FQC-02372

WinPro SNGL UpgrdSAPk OLP C Promo FQC-02634

WinPro SNGL UpgrdSAPk OLP C WinPromo FQC-04304

WinPro SNGL UpgrdSAPk OLP D FQC-02373

WinPro SNGL UpgrdSAPk OLP NL FQC-02374

WinPro SNGL UpgrdSAPk OLP NL Acdmc FQC-02314

WinPro SNGL UpgrdSAPk OLP NL Acdmc Promo FQC-03073

WinPro SNGL UpgrdSAPk OLP NL Acdmc WinPromo FQC-04285

WinPro SNGL UpgrdSAPk OLP NL Chrty FQC-02323

WinPro SNGL UpgrdSAPk OLP NL Promo FQC-02636

WinPro SNGL UpgrdSAPk OLP NL WinPromo FQC-04306

WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP FQC-02052

WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP Promo FQC-02533

WinPro SNGL UpgrdSAPk OLV NL 1Y AqY1 AP WinPromo FQC-04146













WinPro UpgrdSAPk OLP NL Dntns Qlfd FQC-02385

WinPro UpgrdSAPk OLP NL Gov FQC-02400

WinPro UpgrdSAPk OLP NL Gov Promo FQC-02660

WinPro UpgrdSAPk OLP NL Gov WinPromo FQC-04318

WinPro UpgrdSAPk OLV D 1Y AqY1 AP FQC-02158

WinPro UpgrdSAPk OLV D 1Y AqY1 AP Promo FQC-02559

WinPro UpgrdSAPk OLV D 1Y AqY1 AP WinPromo FQC-04196


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WinPro UpgrdSAPk OLV D 3Y AqY1 AP WinPromo FQC-04266

Windows 7 Pro

SA only

Win Vista Bus AllLng Upg/SA Pack MVL Partners in Learning w/VisEnterpr 66J-01771

Win Vista Bus AllLng Upg/SA Pack OLVNL 1YR Ent Dsktp Pro w/VisEnter 66J-01582

Win Vista Bus AllLng Upg/SA Pack OLVNL 1YR Ent Dsktp SB w/VisEnterp 66J-01678

Win Vista Bus Euro Lng Upg/SA Pack OLV C 1YR Ent Dsktp Pro w/VisEnter 66J-01591

Win Vista Bus Listed Upg/SA Pack OLV C 1YR Ent Dsktp Pro w/VisEnterpr 66J-01589

Win Vista Bus Listed Upg/SA Pack OLV C 1YR Ent Dsktp SB w/VisEnterpri 66J-01590

Win Vista Bus Listed Upg/SA Pack OLV D 1YR Ent Dsktp Pro w/VisEnterpr 66J-03410

Windows Vista Business All Lng Upg/SA Pack MVL 2008 Promo 66J-05161

Windows Vista Business All Lng Upg/SA Pack MVL NetSA w/VisEnterprise 66J-04284

Windows Vista Business All Lng Upg/SA PkOLV NL1YRAcqY1 EntPromo w/VisEnt

66J-04001

Windows Vista Business All Lng Upg/SA PkOLV NL3YRAcqY1 EntPromo w/VisEnt

66J-03988

Windows Vista Business All Lng WAH MVL 66J-01549

Windows Vista Business Listed SA MVL Platform w/VisEnterprise 66J-00582

Windows Vista Business Listed SA MVL w/VisEnterprise 66J-00844

Windows Vista Business Listed SA OLV C 1YR Acq Y1 Ent w/VisEnterprise 66J-01575

Windows Vista Business Listed SA OLV D 1YR Acq Y1 Ent w/VisEnterprise 66J-03401

Windows Vista Business Listed SA OLV NL 1YR Acq Y1 Ent w/VisEnterprise 66J-01576

Windows Vista Business Listed SA OLV NL 3YR Acq Y1 Ent w/VisEnterprise 66J-01721

Windows Vista Business Listed Upg/SA Pack MVL Platform w/VisEnterprise 66J-00579

Windows Vista Business Listed Upg/SA Pack MVL w/VisEnterprise 66J-00588

Windows Vista Business Listed Upg/SA Pack OLV C 1YR Ent w/VisEnterprise 66J-01713

Windows Vista Business Listed Upg/SA Pack OLV D 1YR Ent w/VisEnterprise 66J-03418

Windows Vista Business Listed Upg/SA Pack OLV NL 1YR Ent w/VisEnterprise 66J-01700

Windows Vista Business Listed Upg/SA Pk OLV C 1YRAcqY1 EntPromo w/VisEnt

66J-04023

Windows Vista Business Listed Upg/SA Pk OLV NL 3YRAcqY1EntPromo w/VisEnt

66J-04020

Windows Vista Business Listed Upg/SA PkOLV NL 1YRAcqY1 EntPromo w/VisEnt

66J-04013

WinVistaBsnss ALNG SA MVL Pltfrm wVistaEnt 66J-00580

WinVistaBsnss ALNG SA MVL wVistaEnt 66J-00818

WinVistaBsnss ALNG SA OLV C 1Y AqY1 Ent wVistaEnt 66J-01580

WinVistaBsnss ALNG SA OLV C 1Y AqY1 Pltfrm 66J-06908

WinVistaBsnss ALNG SA OLV D 1Y AqY1 Ent wVistaEnt 66J-03402

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WinVistaBsnss ALNG SA OLV D 1Y AqY1 Pltfrm 66J-06928

WinVistaBsnss ALNG SA OLV NL 1Y AqY1 Ent wVistaEnt 66J-01579

WinVistaBsnss ALNG SA OLV NL 1Y AqY1 Pltfrm 66J-06909

WinVistaBsnss ALNG SA OLV NL 3Y AqY1 Ent wVistaEnt 66J-01715

WinVistaBsnss ALNG SA OLV NL 3Y AqY1 Pltfrm 66J-06945

WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm NetSA wVistaEnt 66J-04286

WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm Promo 66J-07395

WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm VLPromo 66J-08497

WinVistaBsnss ALNG UpgrdSAPk MVL Pltfrm wVistaEnt 66J-00577

WinVistaBsnss ALNG UpgrdSAPk MVL Promo 66J-07409

WinVistaBsnss ALNG UpgrdSAPk MVL VLPromo 66J-08499

WinVistaBsnss ALNG UpgrdSAPk MVL wVistaEnt 66J-01156

WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Ent wVistaEnt 66J-01617

WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y AqY1 Pltfrm 66J-06910

WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y Ent wVistaEnt 66J-01613

WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y Pltfrm 66J-06924

WinVistaBsnss ALNG UpgrdSAPk OLV C 1Y PltfrmUTD 66J-07111

WinVistaBsnss ALNG UpgrdSAPk OLV C 3Y AqY1 Pltfrm 66J-06946

WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY1 Ent wVistaEnt 66J-03409

WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY1 Pltfrm 66J-06929


WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y AqY2 Pltfrm 66J-06932

WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Ent wVistaEnt 66J-03407

WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y Pltfrm 66J-06936

WinVistaBsnss ALNG UpgrdSAPk OLV D 1Y UTD wVistaEnt 66J-03427


WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY1 Ent wVistaEnt 66J-01674

WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y AqY1 Pltfrm 66J-06911




WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y Ent wVistaEnt 66J-01615

WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y Pltfrm 66J-06925

WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y PltfrmUTD 66J-07112

WinVistaBsnss ALNG UpgrdSAPk OLV NL 1Y UTD wVistaEnt 66J-02455




WinVistaBsnss SNGL SA OLP B Acdmc wVistaEnt 66J-00903

WinVistaBsnss SNGL SA OLP C wVistaEnt 66J-01083

WinVistaBsnss SNGL SA OLP D wVistaEnt 66J-01112

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WinVistaBsnss SNGL SA OLP NL Acdmc wVistaEnt 66J-00937

WinVistaBsnss SNGL SA OLP NL Chrty wVistaEnt 66J-01013

WinVistaBsnss SNGL SA OLP NL wVistaEnt 66J-01128

WinVistaBsnss SNGL SA OLV NL 1Y AqY1 AP wVistaEnt 66J-01283





WinVistaBsnss SNGL UpgrdSAPk MVL Promo 66J-07419

WinVistaBsnss SNGL UpgrdSAPk MVL wVistaEnt 66J-00868

WinVistaBsnss SNGL UpgrdSAPk OLP B Acdmc wVistaEnt 66J-00951

WinVistaBsnss SNGL UpgrdSAPk OLP C wVistaEnt 66J-01170

WinVistaBsnss SNGL UpgrdSAPk OLP NL Acdmc wVistaEnt 66J-00985

WinVistaBsnss SNGL UpgrdSAPk OLP NL Chrty wVistaEnt 66J-01017

WinVistaBsnss SNGL UpgrdSAPk OLP NL wVistaEnt 66J-01215

WinVistaBsnss SNGL UpgrdSAPk OLV NL 1Y AqY1 AP wVistaEnt 66J-01418





Win Vista Business Listed Upg/SA Pack OLV C 1YRAcqY1 Ent w/VisEnterse 66J-01710

Win Vista Business Listed Upg/SA Pack OLV C 3YRAcqY1 Ent w/VisEnterse 66J-01701

Win Vista Business Listed Upg/SA Pack OLV D 1YRAcqY1 Ent w/VisEnterse 66J-03415

Win Vista Business Listed Upg/SA Pack OLVNL 1YRAcqY1 Ent w/VisEnterse 66J-01697




WinVistaBsnss SNGL SA MVL wVistaEnt 66J-00830

ProDsktp ALNG LicSAPk MVL A07-00041

ProDsktp ALNG LicSAPk MVL SpclPromo A07-00463

ProDsktp ALNG LicSAPk MVL wOCSStdCALPromo A07-00479

ProDsktp ALNG LicSAPk OLV C 1Y AqY1 Ent SpclPromo A07-00458

ProDsktp ALNG LicSAPk OLV NL 1Y AqY1 Ent wOCSStdCALPromo A07-00465

ProDsktp ALNG SA MVL MSPromo A07-00456

ProDsktp ALNG SA OLV C 1Y AqY1 Ent MSPromo A07-00444

ProDsktp ALNG SA OLV D 1Y AqY1 Ent MSPromo A07-00448

ProDsktp ALNG SA OLV NL 1Y AqY1 Ent MSPromo A07-00445

ProDsktp ALNG SA OLV NL 3Y AqY1 Ent MSPromo A07-00451

EntDsktp ALNG LicSAPk MVL B65-00047

EntDsktp ALNG LicSAPk MVL SpclPromo B65-00110

EntDsktp ALNG SA MVL MSPromo B65-00103

17


Desktop Small Business Euro Lng Lic/SA Pack OLV D 1YR Acq Y1 Ent B6K-00114

Desktop Small Business Euro Lng Lic/SA Pack OLV D 1YR Ent B6K-00109

Desktop Small Business Euro Lng Lic/SA Pack OLV NL 1YR Acq Y2 Ent B6K-00037

Desktop Small Business Euro Lng Lic/SA Pack OLV NL 1YR Acq Y3 Ent B6K-00038

Desktop Small Business Euro Lng SA OLV NL 1YR Acq Y1 Ent B6K-00048

Desktop Small Business Listed Lic/SA Pack OLV D 1YR Ent B6K-00107

Desktop Small Business Listed Lic/SA Pack OLV NL 1YR Acq Y2 Ent B6K-00053

Desktop Small Business Listed SA OLV NL 1YR Acq Y1 Ent B6K-00064

Desktop Small Business Listed SA OLV NL 3YR Acq Y1 Ent B6K-00076

DsktpSB ALNG LicSAPk OLV D 1Y Ent B6K-00103

DsktpSB ALNG LicSAPk OLV D 1Y UTD B6K-00104

DsktpSB ALNG LicSAPk OLV NL 1Y AqY1 Ent B6K-00004





DsktpSB ALNG SA OLV NL 1Y AqY1 Ent B6K-00016

DsktpSB ALNG SA OLV NL 3Y AqY1 Ent B6K-00070

DsktpEdu ALNG LicSAPk OLV E 1Y Ent 2UJ-00011

DsktpEdu ALNG LicSAPk OLV E 1Y Ent EntCAL 2UJ-00007

DsktpEdu ALNG LicSAPk OLV F 1Y Ent 2UJ-00012

DsktpEdu ALNG LicSAPk OLV NL 1Y Stdnt 2UJ-00017

DsktpEdu ALNG LicSAPk OLV NL 1Y Stdnt EntCAL 2UJ-00015

DsktpEdu ALNG SASU MVL EntCAL 2UJ-00004

DsktpEdu ALNG SASU OLV E 1Y Ent EntCAL 2UJ-00009

Windows Professional All Languages SA MVL E85-00352

Windows Professional English SA MVL E85-00346

Windows Professional Listed Languages SA MVL E85-01014

Windows XP Professional All Languages MVL E85-01385

Windows XP Professional All Languages UPG MVL E85-00351

Windows XP Professional All Languages Upg/SA Pack MVL E85-00350

Windows XP Professional All Lng UPG OLV NL Each Ent E85-03711

Windows XP Professional All Lng Upg/SA Pack OLV C 1YR Ent Desktop SB E85-04217

Windows XP Professional All Lng Upg/SA Pack OLV NL 1YR Ent Desktop SB E85-03816

Windows XP Professional All Lng Upg/SA Pack OLV NL 1YR UTD Desktop SB E85-03764

Windows XP Professional AllLanguages Upg/SA Pack MVL PartnersLearning E85-02634

Windows Pro All Languages Upg/SA Pack MVL B23-02559

Windows Pro Listed Languages Upg/SA Pack MVL B23-03192

Desktop Optimization

DsktpOptmztnPkforSA MVL VDIStd Rptgonly WSB-00311

5% Dsktp Optimization Pck SA Upg/SA Pack MVL w/MDOP Reporting only WSB-00119

DsktpOptmztnPkforSA UpgrdSAPk MVL wMDOP WinPltfrmRptgJunePChng WSB-00339

18


DsktpOptmztnPkforSA UpgrdSAPk MVL RvnuRptgOnly MDOPMarch WSB-00358

Dsktp Optimization Pck SA MVL Revenue Reporting Only WSB-00087

DsktpOptmztnPkforSA SA MVL wMDOP Rptgonly WSB-00120

DsktpOptmztnPkforSA SA MVL RvnuRptgOnly MDOPMarch WSB-00359

DsktpOptmztnPkforSA SA MVL wMDOP WinPltfrmRptgJunePChng WSB-00340

DsktpOptmztnPkforSA MVL VDIPrem Rptgonly WSB-00310

Dsktp Optimization Pck SA 1.0 English Disk Kit MVL CD for Windows SA WSB-00001

Dsktp Optimization Pck SA Sngl Mnthly Subscrptn OLV NL 1M Promo WSB-00104

DsktpOptmztnPkforSA JPN SubsVL MVL PerDvc forWinSA WSB-00272

Dsktp Optimization Pck SA Shared OLS OSP Online SXF-00003

Dsktp Optimization Pck SA Sngl Monthly Subscription MVL Promo WSB-00099

DsktpOptmztnPkforSA ALNG SubsVL OLV NL 1Mth Each Ent PerDvc forWinSA WSB-00112

Dsktp Optimization Pck SA EuroLng MonSub OLVD1M AdPrd PerDevice forWinSA

WSB-00081

Dsktp Optimization Pk SA Listed Mnthly Subscription OLV NL 1M Ent Promo WSB-00109

DsktpOptmztnPkforSA JPN SubsVL OLV NL 1Mth AP PerDvc forWinSA WSB-00267

DsktpOptmztnPkforSA ALNG LicSAPk MVL RvnuOnly WSB-00285

DsktpOptmztnPkforSA ALNG SubsVL OLV E 1Mth Each Ent PerDvc forWinSA WSB-00354

DsktpOptmztnPkforSA 2010 ENG DiskKit MVL DVD forWinSA WSB-00299

DsktpOptmztnPkforSA ALNG SubsVL OLV D 1Mth Each Ent PerDvc forWinSA WSB-00115

DsktpOptmztnPkforSA RUS SubsVL OLV NL 1Mth AP PerDvc forWinSA WSB-00269

DsktpOptmztnPkforSA JPN SubsVL OLV D 1Mth AP PerDvc forWinSA WSB-00270

Dsktp Optimization Pk SA All Lng Mnthly Subscription OLV NL 1M Ent Promo WSB-00108

19

5 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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opportunity

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incentive