Module 1 – Introduction to Master VAR/Sales Affiliate Program
• Overview of the Master VAR Sales Affiliate process
• Partner Requirements
• Benefits of Change
Module 2- Sales Affiliate Processes
• Agreements
• Customers
• Consultant Set Up
• Zero Value Licenses
• AR Balance
• Add-Ons
Module 3 – Conclusion
• Summary
• Contact Information
Module 1
Introduction to Master
VAR/Sales Affiliate Program
The Master VAR will sign SPA
and the Master VAR addendum
Master VAR will submit the
names of their sales affiliates
Sales affiliates will be assigned as
Consultants to the identified
customers
The Master VAR will place orders
Microsoft will deal exclusively
with the Master VAR
SPA &
Master VAR
addendum
Microsoft
Master VAR
Sales Affiliate
Agreement
Master
VAR
Sales
Affiliate
Master VAR / Affiliate
contract, as stipulated
via Master Addendum.
Microsoft is not part of this.
Sales Affiliate Requirements
-
Terminate existing SPA relationship with Microsoft
-
Transfer existing SPA customers to Master VAR
-
Sign “Sales Affiliate” agreement with Master VAR
-
Provide Sales Affiliate Data profile to Microsoft via Master VAR
-
Ensure there are NO open invoices
-
Operate under the unified brand
-
Additional requirements as determined by Master VAR
Benefits
Reduced overhead costs & increased purchasing power
Achieve economies of scale by centralizing items that can be effectively scaled
Leverage consistent branding, materials & processes, along with existing customer
base/references
Pool resources across a broader cost base & leverage the Master VAR/Affiliate
network for technical and sales resources
Retain entrepreneurial spirit & leadership while working towards a common goal
w/in the Master VAR organization
Module 2
Sales Affiliate Processes
•
The consultant set up will be completed by the agreements team for each Customer
that is transferred from the Sales Affiliate to the Master VAR
•
For the Master VAR Sales Affiliate Program, there is no need for the partner (MV) to
complete a consultant request form
•
When ordering a new license or placing a transition order (through Order Central),
Master VARs will have the option to add a “Consultant” to the account
•
If a Sales Affiliate has an AR balance with Microsoft that exceeds $2,500, then their
Sales Affiliate agreement will not be processed. However, if it is not overdue then an
exception might be made. Master VAR is to contact their PAM/OAM in such cases.
•
The Sales Affiliate will have to write a letter granting rights to the Master VAR. The
letter should contain the following –
“Please grant full permissions to range X – X to partner Y”
The letter once signed can be sent to customer care for processing.
PartnerSource
Module 3
Conclusion
• The Master VAR will have to place all orders online
• BREP invoicing will follow standard processes
• Master VAR is the Partner of Record for all customers. Microsoft will invoice the
Master VAR & they in turn will invoice the customer for both license & services
• Sales Affiliates will have access to PartnerSource and can submit Operations
Requests
• Sales Affiliates will not be able to place orders, renew or see sales information,
invoiced orders and renewal quotes
• Sales Affiliates only see the customers they are ‘Consultants’ on (incl. Reg. Keys)
• Sales Affiliates do get access to Zero Value Licenses
Contract Teams
AOC
–
mbsagree@microsoft.com
EOC
–
mbscon@microsoft.com
APOC –
mbslques@microsoft.com
Other Inquiries
AOC
–
mastervar@microsoft.com
EOC
–
mbsquery@microsoft.com
APOC –
mbslques@microsoft.com