Microsoft Priorities for FY2020
Microsoft fiscal year 2020 (FY20) optimizations focus on four priorities, and each of them are central to the partner investment and incentives program’s core objective. Whether you’re driving consumption or finding new customers, Microsoft has incentives that can support and reward your success.
1) Accelerating usage. We’re further incentivizing both Azure consumption and Microsoft 365 and Dynamics 365 usage.
2) Customer adds. Several incentives programs are increasing their focus on customer adds across solution areas.
3) Retaining customers. We’re raising the incentives for renewing customers and reducing churn.
4) Facilitating growth. Most importantly, our incentives programs are further emphasizing the products that align to your unique business objectives and growth priorities.
These priorities are foundational to FY20 individual incentive program changes. Customer adds, consumption, retention, and growth are part of multiple programs, largely because Microsoft knows those objectives are crucial to your company’s success
FY20 approach will affect key investment and incentive programs.
Cloud Solution Provider. Starting in October 2019, partners will have greater earning opportunities and be rewarded for adding customer value through managed services on Azure. Partners will also have access to enhanced accelerator rates on customer adds across the three Microsoft clouds as well as incremental incentive earning opportunities on strategic products across the Cloud Solution Provider program.
Dynamics 365. Partners can earn increased incentives when focusing on Dynamics 365 customer-adds and driving active usage.
Enterprise. This program will continue rewarding partners for driving Azure consumption and sales of Modern Workplace Cloud, with higher year-over-year rates on M365 E5 (within the Enterprise Agreement).
Usage. These programs are moving to an incentive model where partners can earn when customers hit usage milestones. We are also simplifying the customer association via a claims process.