Last updated: July 7th, 2008 Microsoft Security Software Advisor Fee Initiative Guide ("SSA Program Guide")

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1 Last updated: July 7th, 2008 Microsoft Security Software Advisor Fee Initiative Guide ("SSA Program Guide") The Microsoft Security Software Advisor Fee Initiative is a benefit of the Microsoft Partner Program and it provides eligible partners with a revenue opportunity beyond what they gain from their services engagements with customers. This SSA Guide relates to revenue opportunities specifically for Microsoft security software products. As a Microsoft Security Software Advisor, you are eligible to earn fees if you assist customers in their presales software selection and if you are also retained by the customer as the primary post-sales implementation partner for their Microsoft software licenses. This means that you are both recommending and deploying the Microsoft security software licenses that your customer acquires. You do not need to be the ordering partner to be eligible for these fees. The Security Software Advisor Fee Initiative includes the following: Security Software Advisor Overview Eligibility Requirements to become a Security Software Advisor Eligible Microsoft Security software Security Software Advisor Fee Amounts that Partners Can Earn Requirements and Process for Filing Security Software Advisor Claims Security Software Advisor Fee Payment Information Additional Fee Initiative Information Security Software Advisor Overview The Microsoft Security Software Advisor Fee Initiative ("SSA Program Guide") provides the opportunity for you to earn fees, as a Microsoft partner, for your assistance to end user customers in assessing their needs and selecting certain Microsoft security software. As a Microsoft Security Software Advisor who assists customers in their pre-sales assessment of certain Microsoft security software and is retained by the customer as the primary post-sales implementation partner for the deployment of such Microsoft security software, you will be eligible to apply for ("Security Software Advisor Fee(s)"). Security Software Advisor Fees are available in consideration for your presales work with each such end user customer s acquisition of Microsoft security software and associated Software Assurance. Security Software Advisor Fees may be earned on Open Value, Select A-D and Enterprise A-D level volume licensing programs, as well as Government Open Annuity, School and Campus Agreements. A complete list of eligible volume license programs is found below in this SSA Guide. Eligibility Requirements to Enroll as a Security Software Advisor To be eligible for enrollment as a Microsoft Security Software Advisor and to receive fees, your company must complete the following steps. 1. Enroll in the Microsoft Partner Program at the Registered Member level or higher. 2. Accept the Microsoft Software and Services Advisor Initiative Addendum to the Microsoft Partner Program Agreement ( Addendum ). 3. Meet one of the following criteria: A. Be an active member of the Security Solutions competency. B. Be an active member of the Advanced Infrastructure Solutions competency. C. Be an active member of the Networking Infrastructure Solutions competency. D. Be an active member of the Portals and Collaboration area of specialization of the Information Worker Solutions competency. E. Be an active member of the Unified Communications competency. F. Be registered as a top-tier partner in another security software vendor s partner program.

2 G. Be a previous Sybari reseller partner or previous Whale reseller partner. 4. Be involved in the software assessment and recommendation process with a customer 5. Serve as the primary Microsoft security software implementation services partner for that customer. Please review the Addendum carefully. You will be required to review and acknowledge your understanding of its terms, and to sign and electronically accept it. Once you have accepted the Addendum, we will confirm acceptance of your Agreement, by delivering an electronic mail message welcoming you to the Microsoft Security Software Advisor initiative. We recommend that you print a copy of the addendum for your own records. Only one person from your company is required to enroll as a Security Software Advisor. The individual submitting claims on behalf of your company must have global administrative privileges in the Microsoft Partner Program in order to enroll in the program. This Individual will also be able to maintain payment options. He can create additional accounts associated to his organization by going to the Partner Membership Center at and associate people to his organization with Non Administrator Rights. These associated individuals (usually Sales Associates) will be able to file claims. Eligible Microsoft Security Software Microsoft Internet Security and Acceleration Server (ISA) 2006 Microsoft Internet Security and Acceleration Server (ISA) 2004 Microsoft Forefront Security for Exchange Server (formerly Antigen) Microsoft Forefront Security for SharePoint (formerly Antigen) Microsoft Forefront Security Server Management Console Microsoft Antigen for Instant Messaging Microsoft Antigen Enterprise Manager Microsoft Antigen for Exchange Microsoft Antigen for SMTP Gateways Microsoft Antigen Spam Manager Microsoft Antigen Messaging Security Suite Microsoft Forefront Client Security Microsoft Forefront Security Suite Microsoft Intelligent Application Gateway Microsoft Identity Lifecycle Manager 2007 (CAL or Server) Microsoft Rights Management Services (CAL) Microsoft may choose to add to or delete security software products from this list at its discretion and will update the SSA web page and the Security Software Advisor Fee Initiative Guide with these changes. Eligible Volume License Programs The deployed eligible security software listed above must be acquired by the customer under the following license programs to meet claim eligibility requirements: Open Value Government Open Annuity Open License Select A-D level Enterprise Agreement A-D level (excepted Microsoft Identity Lifecycle Manager 2007and Microsoft Rights Management Services) School and Campus Agreements Academic Open License Government EA

3 Please note that Enterprise Exchange CAL, Branch Office promotion SKU, and the Exchange CAL are not eligible for SSA fees. Microsoft may choose to add to or delete eligible volume license programs for its security software products from this list at its discretion and will update the SSA web page and the Security Software Advisor Fee Initiative Guide with these changes. There is no grace period to comply with these requirements. You may submit your claim online for each order at: Security Software Advisor Fee Amounts that Partners Can Earn As your customers' Security Software Advisor, you can earn up to 30% of the estimated retail price your customer purchases the security products. So, even if your customer is purchasing their licenses via Open License, Select Agreements or Enterprise Agreements, you are now able to earn an advisor fee for recommending and deploying Microsoft Security products. Since Forefront security products are sold in a variety of license types today, your fees may differ by product. For subscription-based products, Security Software Advisor Fees are calculated based on estimated retail price (ERP) of the applicable Microsoft security software less any promotional discounts. Security Software Advisor Fees for current Antigen customers who purchase Forefront Server security software will be considered as if the order was a new order. Renewals for Microsoft ISA software renewals (Software Assurance) will be paid at a different percentage than new (L + SA) orders. The sample table below demonstrates typical deal sizes and corresponding Security software fees a partner could earn. After you've enrolled as a Security Software Advisor, you'll have access to a fee look-up tool that will provide you with SSA fees earned by product, license type, country, length of license, and other details so that you have a more accurate view of the SSA fees that you could earn. The examples below demonstrate typical deal sizes and corresponding Security Software Advisor (SSA) fees a partner could earn. The tables show the fee paid, according to product and license type, over a three-year subscription term. Typical Account Size Small Enterprise Corporate Account Typical License Agreement Open Value Select A Select D Client Oriented Products Licenses Number of Users 50 1,000 30,000 Forefront Security for Sharepoint $ 310 $ 3,672 $ 32,850 Forefront Client Security $ 497 $ 5,958 $ 37,260 Forefront Security for Exchange Server $ 466 $ 5,460 $ 33,957 Intelligent Application Gateway 2007 $ 570 $ 8,200 $ 69,300 Server Oriented Products Licenses Number of Processor Licenses + 3 year Service Agreeement ISA Server $ 2,540 $ 8,100 $ 27,000 Unified Protection Oriented Products Licenses Total SSA Fees $ 4,383 $ 31,390 $ 200,367 Notes: This sample calculation of the Security Software Advisor Fees is provided for illustrative purposes only.

4 SSA fees are based on a percentage of the price of the applicable Microsoft security software acquired by the customer. The Security Software Advisor Fee payments may vary by solution and may also vary by program, region, or country. Security Software Advisor Fees actually paid to a Security Software Advisor will be calculated by Microsoft, based on the actual price paid by the customer. Fees in the sample above are based on estimated retail prices for purchases in the United States and Canada and appear in USD. Reseller pricing may vary and affect fees accordingly. Once registered to the Security Software Advisor program, partners get access to a fee scheduler application that allows them to calculate expected fees according to the country, license type and product sold. Requirements and Process for Filing Security Software Advisor Claims Certain conditions must be met before Microsoft can pay the Security Software Advisor Fees to a Microsoft Security Software Advisor on any particular customer's order of Microsoft security software licenses or Software Assurance. All of the customer s applicable Microsoft security software licenses must have been purchased before the Security Software Advisor Fee claim is filed. The purchase details of the customer's acquisition must have been received by Microsoft. It may take up to 60 days for a customer's purchase details to be received by Microsoft from the license reseller. The Security Software Advisor Claim must be filed within 180 days of the date of purchase by the customer, as recorded in Microsoft's systems. Microsoft may elect to audit submitted claims at its discretion and may require, not limited to, production of invoices submitted by the SSA Partner to the customer, featuring relevant deployment services paid by the customer. How to Claim Your Security Software Advisor Fee on a Particular Order: 1. Access the Microsoft Security Software Advisor online claims tool at 2. For Open Value, Select, or Enterprise SSA claims, you will need the customer s Master Agreement Number/Enrollment Number in order to file an SSA claim. For Open Licensing claims (including Open Business, Open Academic, Open Government, and Open Volume), the Authorization Number and License Agreement Number is needed. Your customer may obtain this information from the CLT tool at Explore.MS, from the Large Account Reseller or Authorized Distributor who processed their order, or from their Microsoft license confirmation Select the Product Family for which you wish to claim SSA fees. 4. Confirm the statement below regarding your role and the services you provided to the customer, including advising on the acquisition and deploying the software on behalf of your customer. So that we can accurately register your role as a Microsoft partner servicing a customer order and record your request for Security Software Advisor Fees on an order, please confirm the order details and your involvement with the customer. Note: The fee claim must be made within 180 days of the sale being reported to Microsoft to be a valid claim. BY CHECKING THE BOX AND SIGNING BELOW, THE SECURITY SOFTWARE ADVISOR MAKES THE CONFIRMATIONS SET FORTH BELOW. SECURITY SOFTWARE ADVISORS MUST COMPLETE THIS CONFIRMATION IN ORDER TO BE ELIGIBLE TO RECEIVE AN ADVISOR FEE

5 FOR THE CUSTOMER ORDER OR ORDERS SELECTED. THE SECURITY SOFTWARE ADVISOR IDENTIFIED BELOW ALSO REPRESENTS THAT HE/SHE HAS READ AND UNDERSTOOD THESE PROVISIONS. IN THIS CONFIRMATION, "WE" (AND OUR ) IS DEFINED AS THE COMPANY, IDENTIFIED IN THE SIGNATURE BLOCK BELOW, THAT HAS ENTERED INTO A MICROSOFT SECURITY SOFTWARE ADVISOR FEE AGREEMENT AND IS SEEKING AN ADVISOR FEE FOR THE SELECTED CUSTOMER ORDER OR ORDERS. NOTE THAT PLACING YOUR CURSOR OVER ANY UNDERLINED WORDS OR PHRASES IN THIS CONFIRMATION PROVIDES A DEFINITION OF SUCH WORD OR PHRASE. We make the following confirmations as a condition of receipt of an advisor fee for the selected order: 1. I am a Security Software Advisor and wish to claim Security Software Advisor fees for a recent customer order of Microsoft security products. 2. Our partner organization has been engaged by the customer to be the primary implementation services partner for the above described order. 3. Our partner organization has been engaged by the customer to be the primary advising partner for the above described order. 4. If the sale is to a US government customer, we have disclosed in writing that we may be receiving fees from Microsoft for providing pre-sales services and we have received a signed U.S. Government Fee Claim Consent Form found at 5. In the event that our partner organization has been paid by the customer for performing a pre-sales assessment of the need for Microsoft security products. a. We have not acted and will not act in a manner that puts our interests in the advisor fee ahead of the customer's interest. We acknowledge that the advisor fee is not intended to compromise the integrity of the customer relationship. b. If we have concerns about a potential conflict of interest, we have disclosed to the customer in writing that we may receive a fee from Microsoft for acting as a Security Software Advisor. Security Software Advisor Fee Payment Information Microsoft Security Software Advisors will usually be paid within 60 days of the date the filed claim is approved by Microsoft. You may opt to receive Security Software Advisor fees via check or wire transfer. Fee payments will be reported via the Security Software Advisor Web site or via . Receipt of the Security Software Advisor fee may be taxable. It is your company s responsibility to pay all necessary VAT and other taxes on fees received. Please consult your tax advisor. In some countries, Microsoft may require you to

6 submit an invoice during the course of processing your SSA claim. If this is required, you will receive an notification. If you have a negative Security Software Advisor fee balance (e.g., due to cancellation of a license), you will not receive payment on future fees until the negative balance is paid in full. The negative balance will be paid by crediting all appropriate future fees to the negative balance. Only one Security Software Advisor can be the advisor on any particular order of Microsoft security software licenses or Software Assurance. If more than one Security Software Advisor claims the fee for the same transaction, we reserve the right to confirm the details provided by the Security Software Advisors with the customer to confirm which Security Software Advisor should be paid the Security Software Advisor Fee. Microsoft reserves the right to remove a Security Software Advisor's eligibility to claim future Security Software Advisor Fees in the event of submission of a false claim or a claim made in bad faith. If you have questions in relation to fee payments, please contact your local Microsoft Partner Program Regional Service Center (RSC) office. A list of RSC offices worldwide can be found at Additional Fee Initiative Information Donations: Any Microsoft software covered by the SSA Initiative that has been donated by Microsoft will not be eligible for Security Software Advisor Fees. Volume Licensing Commitment Adjustments and Security Software Advisor Fees: When a customer adds and reports additional licenses and Software Assurance to its original software acquisition before the end user customer s volume license agreement annual anniversary, it is called a True Up. Your customer will have immediate use of these additional licenses and/or Software Assurance. However, your customer will not be required to order and register these incremental licenses until the volume license agreement annual anniversary. You will be eligible to claim your Security Software Advisor fee for these new licenses and/or Software Assurance within 180 days of the customer's registration/payment for these licenses. The additional Security Software Advisor Fees will be paid to you as outlined above. Revocation of Security Software Advisor Fees: End user customers are authorized to return software under the Microsoft end user license agreement (EULA) and Microsoft volume licensing programs. If you received a Security Software Advisor Fee on eligible Microsoft security software that is returned by a customer, you are responsible for promptly reimburse part or all of such Security Software Advisor Fee in proportion to quantity of the software returned by the customer. In addition to any other steps Microsoft may take to collect reimbursement for such fees, Microsoft may offset any Security Software Advisor Fee you may earn for future transactions from any such outstanding Security Software Advisor Fees you may owe to Microsoft. Expiration or Termination of VAR Agreements If you are a Value Added Reseller for Microsoft and a Security Software Advisor, and you are in default of your VAR agreement, you will not receive Security Software Advisor Fees. If you become a Microsoft VAR in good standing within a year from the denied fee claim, Microsoft will pay all of your outstanding Security Software Advisor Fees three months back from your VAR agreement activation. We encourage all partners to receive appropriate Microsoft and industry security certification training and complete the Microsoft certification exam requirements. Forefront security training classes are available via instructor-led training, recorded on-demand training, and elearning through the worldwide Partner Learning Center tool. You can find this tool online at

7 Thank you for participating in the Microsoft Security Software Advisor Fee Initiative. We appreciate your business and look forward to mutual success. If you have questions or feedback on how we can improve the Microsoft Security Software Advisor Fee Initiative, please contact your local Microsoft Partner Program Regional Service Center (RSC) office. A list of RSC offices worldwide can be found at

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