Microsoft Partner Network. Cloud Services Dashboard User Guide

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Microsoft Partner Network

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1. Executive Summary - Cloud Services Dashboard

The Cloud Services Partner Dashboard helps you track the status of your customers’ subscriptions for Microsoft Azure, Microsoft Office 365, Microsoft Intune, Microsoft Dynamics CRM Online, and other Microsoft Cloud products.

You can use the dashboard as a source for key data to help you efficiently manage the subscriptions of customers who have designated your organization as their partner of record. With this data, you can more effectively and proactively drive demand, deployment, and renewals.

Through the Cloud Services Partner Dashboard, you have a single point of access for trials and quotes, and a clear view into customer subscriptions by product, plan, sales model, and activation status. You can also see upcoming expirations, which can

help you plan ahead to ensure that you retain established customers. The dashboard also makes it easier to track the partner of record that is associated with each subscription.

The Dashboard has been updated to incorporate Azure Consumption data as well as Active Use details for Office 365, CRM Online, Power BI, and Microsoft Enterprise Mobility Suites. Active Use reporting integrates product usage by customer, enabling partner to view usage at individual product levels. Definitions and reporting scenarios related to Active Use are found in the last section of this user guide.

1.1 Target audience

All partners who already sell, customize and deploy a Microsoft online service, as well as partners considering doing so. This includes both direct-selling partners as well as partners selling through a channel of resellers. This document is also relevant to companies that advise their customers as to what cloud services to consider and purchase.

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4 | P a g e “Microsoft offers you the most comprehensive set of technologies, the greatest customer scale, and a variety of business models to drive your business forward. Microsoft helps you increase the number of customers actively using the technology, solutions and services you provide.”

1.3 Value Proposition

Working with partners and customers to activate and deliver the value of Microsoft Cloud Services has always been core to Microsoft’s vision.

For the partner, the benefit is clear – customers who actively use their solutions are more satisfied and loyal and therefore are more likely to buy new solutions and services. Driving active usage presents a unique opportunity to increase long-term revenue, profits and customer satisfaction.

Microsoft supports and rewards partners who are driving customers to actively use Microsoft solutions. Thanks to the strength of the Microsoft brand and our long-term investment in our partners, we can help you deliver new professional services and IP that increase the number of users in a customer organization that are actively using your solution.

Driving active usage provides an opportunity to:

1. Drive Revenue: With purchasing habits changing to monthly buys, driving active usage will be critical to maximizing revenue. Today, partners are successfully creating new and recurring revenue streams by helping customers to actively use the technology, solutions and services they have purchased.

IDC Research found that cloud partners (those earning > 50% revenue from cloud) had 1.6 times the recurring revenue as a proportion of total revenue versus other partners, and 1.8 times more recurring revenue than the bottom quartile. Selling, deploying and driving active usage of Cloud services when compared to on-premises solutions drives increases in

recurring revenue.

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5 | P a g e 3. Grow Business: Grow your business by identifying new ways for your customers to use your solutions and uncover partners within the Microsoft partner ecosystem that can help you deliver solutions that increase active usage.

1.4 Differentiation

Microsoft is leading the journey to the Intelligent Cloud with business applications being the tip of the spear. The opportunity to sell into new customers as well as expand into existing

customers is vast. Microsoft offers partners extensive business and technical support, as well as tools and best practices to assist you in managing, supporting and driving the adoption of your solutions. Also, Microsoft spends millions of dollars on marketing each year to drive demand for solutions and services that are delivered by our partners.

There is no technology organization with a broader set of customer offers that range from small business to the enterprise. Leverage your Microsoft connection to carve out new markets for your business, whether expanding from one customer segment to another, or addressing new vertical markets, partnering with Microsoft provides a solid platform for expansion. Regardless of industry or market, customers need to actively use your solution to understand its value. MPN provides you with a solid platform for expansion for initial sale to on-site customer usage.

Microsoft has been investing in partners for over 30 years and has the most comprehensive suite of program benefits in the technology sector. You can elect to join the tiered Microsoft Partner Network at the level that best suits your business and benefit from:

 Access to Microsoft software and services  Extensive training and readiness resources  Dedicated partner support

 Marketing support and programs

 Incentives that reward partners for helping partners to actively use the solutions they sell.

 1st_{year reduced Silver fees to help you get started.}

Microsoft invests in people and programs to support our partners. We have thousands of staff worldwide focused on helping partners like you grow their Microsoft business. At Microsoft, we’re committed to helping you sell, deploy and increase the number of customers actively using our technology globally.

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2.1 MPN Portal

You can access the Cloud Services Dashboard by logging in with your credentials at MPN Partner Portal located at https://partner.microsoft.com/. Navigating to the ‘Membership’ menu and selecting “Your accounts and Reports”, you can choose to view Partner Summary Report or access Cloud Services Dashboard directly.

2.1.1 Access directly from the Membership dropdown menu

You can access the dashboard directly from the ‘Membership’ dropdown menu.

2.1.2 Access from Partner Summary Report

You can access the Cloud Services Dashboard from Partner Summary Report. The Partner Summary Report provides

information regarding an individual partners’ engagement with

Microsoft with regards to the Microsoft Partner Network. You will be able to get the current status of your membership and competency status. A key component of this report is all up summarized view on cloud performance and the ability to access Cloud Services Dashboard. Scroll to the bottom of the page,

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7 | P a g e Please note that the consumption/usage information in this view may not be applicable to all seats sold/deployed. Please drill into the Cloud Services Dashboard for more details.

3 Cloud Services Dashboard landing page

The Cloud Services Dashboard contains two different reports, Subscriptions and Consumption, as illustrated below. When you land on the dashboard, the default view will be the subscription page.

3.1 Subscriptions

The subscriptions page provides you the visibility on all cloud products’ subscriptions status, including Office 365, CRM Online, and Windows Intune etc. The subscriptions are grouped by different sections for easy navigation.

3.1.1 O365, CRM Online, Intune and Other Subscriptions

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8 | P a g e The Seats Sold Tile indicate the total count of seats sold across all Cloud-based products. Selecting the Tile provides access to the Customer Detail Report, illustrated below:

Tile Definitions:

 Total: Indicates total number of customers that have purchase subscriptions.  Deployment Opportunity: Status indicator for Subscriptions that are Deployment

Opportunities. Deployment opportunities are defined as subscriptions with higher Seats Sold count than Seats Deployed count.

 Renewals in 30 Days: Identifies partners who subscriptions are approaching expiration date within next 30 calendar days. Purpose of tile enables partners to take action on customers & subscriptions to avoid expiration.

 New Customer Subscriptions: Indicates customers who’ve purchased subscriptions in last 30 days.

 In Grace: Identifies customer with subscriptions that have expired. “In Grace” period is the last 30 calendar days. Subscriptions that have recently expired may have been an oversight on behalf of either Partner or Customer, providing an opportunity to engage the customer for renewal.

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 Customer Name: Name of Customer associated to the Trial.  Product: Product group for which Trial was issued.

 Status:

o Active: Trial is currently in use by customer

o Disabled: Trial is no longer active due to expiration

 Sales Model: Sales Model refers to the method in which the subscription was sold to the customer.

 Seats Available: Total count of seats sold across all subscriptions within the customer. Customer may have multiple subscriptions; the count of seats is therefore aggregated.  Seats Assigned: Total count of seats currently in-use or deployed within the customer.

The count is an aggregation across all subscriptions related to the individual customer.  Deployment Opportunity: Status indicator for Subscriptions that are Deployment

 Start Date: Calendar date when subscription began.

 Expiration Date: Calendar date when subscription will no longer be available for use and must be renewed.

 Renewal in 30 Days: Yes/No flag indicating if any of the subscriptions associated to the customer are approaching their Expiration Date. The Renewals flag enables partners to quickly identify subscriptions with upcoming renewals for the purpose of driving renewals and preventing expirations.

Please note that that Seats Available and Seats Sold are interchangeable and Seats Assigned and Seats Deployed are also interchangeable.

3.1.1.1 Deployment Opportunities

Deployment opportunities are defined as subscriptions with higher Seats Sold count than Seats Deployed count. An example of Deployment Opportunity is a Subscription with 100 seats sold with only 80 seats deployed. The ‘opportunity’ in this example is the deployment of the remaining 20 seats to ensure customer is utilizing the full value of their subscriptions. Identification of Deployment Opportunities enables the partner to quickly identify

subscriptions for the purpose of increasing customer usage. Key definitions of fields within the Deployment Opportunities report are found below:

 Subscription ID: Unique Identification value associated to the Azure subscription  Customer Name: Name associated to the Azure subscription

 Customer TPID: The Customer TPID is a Microsoft-generated identification number and is unique to each customer.

 Status:

o Active: Subscription is actively in use by customer

o Non-Active: Subscription is no longer in use. Subscriptions currently non-active may be the result of expiration (date) or payment.

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10 | P a g e  Seats Deployed: Number of seats actively used by the customer. If value is less than

Seats Sold, the subscription is known as a ‘Deployment Opportunity’.  Deployment Opportunity: Count of Seats Sold less Seats Deployed.  Product: Indicates product name associated to the subscription.

 Conversion from Trial: Yes/No flag indicating if subscription converted from Trial environment to paid subscription.

 Activation Date: Date at which the subscription was activated.

 Expiration Date: Future date at which subscription will expire. Prior to expiration, the subscription will be identified as a “Renewal”.

Please note that that Seats Available and Seats Sold are interchangeable and Seats Assigned and Seats Deployed are also interchangeable.

3.1.1.2 Partner of Record

The Partner of Record tile provides insight to all subscriptions where the individual partner has been associated the Cloud-based product on behalf of the customer. Partner of Record information shown on this page includes subscriptions where partner is currently the Partner of Record as well as subscription where partner is no longer the Partner of Record. In this context, the POR report provides an historical view of all subscriptions where partner is or was the designated POR. The following reporting elements are available in the Partner of Record perspective:

 Total Partner of Record: Total count of Subscriptions where partner is indicated as Partner of Record

 Lost in Last 30 Days: Count of Subscriptions lost in last 30 days. Indicator of ‘Lost’ can be defined as either subscription did not renew, or the customer changed Partner of Record associated to the individual subscription.

 Total Lost Partner of Record: Total count of Subscriptions that have been lost.

Within the Partner of Record report, the following details are provided in the reporting grid. All information can be downloaded to Excel for further analysis.

 Subscription ID: Unique Identification value associated to the subscription  Customer Name: Name associated to the subscription

 Status:

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11 | P a g e  Consumption: Currency value of consumed Azure service. Value represents total

consumption since the activation of subscription, also known as Start Date.  Changed POR Status: Yes or No ‘flag’ to indicate if the individual subscription has

changed Partner of Record at any time in past over the life of the subscription.  POR Disassociation Date: Calendar date when subscription changed Partners of

Record. If ‘Changed POR Status’ indicates ‘Yes’, then calendar date will be indicated in this field.

 Lost in Last 30 Days: Yes or No ‘flag’ indicating if subscription was lost from partner as a result of Change in Partner of Record.

Please Note: In the event a partner has been disassociated as Partner of Record for a given subscription, partner will not have visibility to updated Partner of Record.

3.1.1.3 Customers

The Customer Tile indicates the total unique customer count associated to all non-Azure Cloud-based Subscriptions sold by the partner. Customers may have more than one Subscription. The following Tiles are within the Customer perspective:

 Total: Provides total count of Customers

 New in last 30 Days: Indicates subscriptions recently added by partner.

Within the Customers report, the following customer details are provided in the reporting grid. All information can be downloaded to Excel for further analysis.

 Customer Name: Name of Customer associated to Subscriptions

 Subscription Count: Count of subscriptions that each unique customer has purchased. Partners can select drop-down icon next to Customer Name to view each subscription and related details.

 Seats Available: Total count of seats sold across all subscriptions within the customer. Customer may have multiple subscriptions; the count of seats is therefore aggregated.  Seats Assigned: Total count of seats currently in-use or deployed within the customer. The count is an aggregation across all subscriptions related to the individual customer.  Deployment Opportunity: Count of Seats Available less count of Seats Assigned. The

value indicates the total aggregate count of Deployment Opportunity across all subscriptions related to the customer.

3.1.1.4 Trials

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12 | P a g e purpose of this report is to provide a consolidated view of all trial subscriptions created by partners. Trials are created within the Office 365 Admin Center within the category of “Build Your Business”. Upon acceptance from the customer, the specific Trial information such as seat count, subscription ID and product information will be populated within the Cloud Services Dashboard within the “Subscriptions” report. These subscriptions will be flagged as “Converted from Trial”.

Filtered Tiles within the Trials report include the following:

 Total: Total number of Trials submitted by partner in existence. The count will include active as well as inactive trials (those that have expired).

 Hot Trials: Trials where more than 1 seat has been assigned. Historically, when 2 or more seats are in use within a trial, the likelihood of conversion to paid subscription is high.

 Expiring in 7 Days: All Trials are available for use for a limited time. Those that expire within next 7 days from current calendar date will be counted. In the event partner has multiple Trial offers, this flag enables quick identification of Trials that are in need of action.

 Office 365: Identify Trials with products under Office 365 product group.  CRM Online: Identify Trials with products under CMR Online product group.

 Windows Intune: Identify Trials with products under Windows Intune product group.

The Trials report grid includes the following attributes for each Customer that received a trial subscription:

 Customer Name: Name of Customer associated to the Trial.  Product: Product group for which Trial was issued.

 Status:

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13 | P a g e  Country: Geographic location in which the customer is utilizing Trial.

 Seats Assigned: Number of seats assigned within the Trial.

 Hot Trial: Yes/No indicator of Hot Trial. Trials where more than 1 seat has been assigned. Historically, when 2 or more seats are in use within a trial, the likelihood of conversion to paid subscription is high.

 Start Date: Calendar date when Trial was accepted by Customer.

 Expiration Date: Calendar date when Trial will no longer be available for use. All Trials have limited days of activity for the purpose of driving sales activity.

 Expiring in 7 Days: All Trials are available for use for a limited time. Those that expire within next 7 days from current calendar date will be flagged as “Yes”. In the event partner has multiple Trials offers, this flag enables quick identification of Trials that are in need of action.

3.1.1.5 Quotes

An additional feature of the “Build Your Business” category within the O365 Admin Center is the ability to create Quotes or Purchase Offers for prospective and current customers. Partners can create quotes based on customized license or seat counts for available plans within Office 365. Once created, the partner will automatically be designated as Partner of Record (POR) should the customer accept and purchase the offer. Upon acceptance, the customer as well as related subscription details will be populated within the Cloud Services Dashboard.

 Quote ID: Unique identification code used for internal tracking purposes.  Start Date: Calendar date when Quotes was created.

 Seats Quoted: Number of seats included within quote.

 Customer Views: Number of instances prospective customer as ‘viewed’ or read the quote. This is accomplished by tracking the URL associated to the quote sent to the customer.

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14 | P a g e  Conversion to Paid: Yes/No flag indicating if Quote has been accepted by customer

as a paid subscription.

3.1.1.6 Renewals Due

The Renewals Due report provides insight to the number of Subscriptions that are

approaching their expiration dates. The renewal 30-day ‘renewal window’ logic utilized within this perspective ensures that each subscription that is due to expire within the next 30

calendar days will be identified and acted upon.

The purpose of indicating subscriptions with upcoming expiration dates is to ensure partners have adequate time to manage subscriptions for the purpose of renewing.

3.1.1.7

Lost in Last 30 Days

Identifying subscriptions that were lost or expired in last 30 days can be accessed within the Lost in Last 30 Days report. Partners will find this view useful for the following reasons:  Subscription that has recently expired may have been an oversight on behalf of either

Partner or Customer, providing an opportunity to engage the customer for renewal.  Partners may inquire about decreasing trends in overall subscription counts by product.

The Lost report will provide details regarding subscriptions that have expired and no longer contributing revenue.

3.1.1.8 New in Last 30 Days

The New in Last 30 Days report provides insight into newly added subscriptions. New subscriptions can be added in a number of ways, whether converted from Trial, purchased net-new or purchased from Quotes. Partners can analyze their recently added subscriptions to identify what products are driving new business as well as what methods of customer interaction work best for sales.

3.1.2 Subscriptions

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15 | P a g e Drop-Down Filters:

 Renewals Due: Identify subscriptions by renewal time period.

 Sales Model: Identify subscriptions sold through specific channel or sales model. Sales Model classifies how Cloud Services subscriptions are sold to customers. It provides visibility to details such as whether a subscription was sold via Volume

License agreement or purchased directly from Microsoft through the web portal or via partners.

 Auto Renewal: Identify all active subscriptions that are set to Auto Renew upon expiration date. Alternatively, users can filter for those subscriptions that do not have Auto Renew for the purpose of driving action among field sales & marketing teams to prevent expiration / drive renewals.

Detail Subscription Report:

 Customer Name: Name of Customer associated to Subscriptions  Product: Product group for which Trial was issued.

 Status:

o Disabled: Trial is no longer active due to expiration

 Seats Available: Total count of seats sold across all subscriptions within the customer. Customer may have multiple subscriptions; the count of seats is therefore aggregated.  Seats Assigned: Total count of seats currently in-use or deployed within the customer.

The count is an aggregation across all subscriptions related to the individual customer.  Deployment Opportunity: Status indicator for Subscriptions that are Deployment

 Start Date: Calendar date when subscription began.

 Expiration Date: Calendar date when subscription will no longer be available for use and must be renewed.

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16 | P a g e The Seat Utilization chart within the Cloud Services Dashboard provides total count of seats sold as well as seats deployed by Cloud Product category. Users can select either Seats Sold or Seats Deployed values to access detailed report illustrating seat utilization activity by customer. This report will indicate the gaps between seats sold and seats deployed, which provides opportunity to increase deployed seats and increase utilization where appropriate.

3.2 Consumption

3.2.1 Azure Consumption

The Azure Consumption section within the Cloud Services Dashboard contains current Azure performance data associated to an individual partner. Partners can view Azure Consumption from the perspective of Subscriptions, Consumption (Currency), Customers as well as Partner of Record. Each of these perspectives are accessible by selecting the corresponding Tile. This information is made available on an as-is and as-available basis, and is only intended for reporting. Data should not be used for calculating partner incentives.

3.2.1.1 Subscriptions

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17 | P a g e  Total: Provides total count of Azure Subscriptions

 Expired in last 30 Days: Provides total count of Azure Subscriptions that have expired in the last 30 calendar days. The 30-day window enables partners to contact

customers in the event they wish to renew or extend their subscriptions.  New in last 30 Days: Indicates subscriptions recently added by partner.

Within the Subscriptions report, the following Azure Subscription details are provided in the reporting grid. All information can be downloaded to Excel for further analysis.

 Subscription ID: Unique Identification value associated to the Azure subscription  Subscription Name: Name associated to the Azure subscription

 Status:

 Customer Name: Name of customer associated to subscription

 Consumption: Currency value of consumed Azure service. Value represents total consumption since the activation of subscription, also known as Start Date.  POR Attach: Partner of Record associated to the Subscription. Partner of Record

(POR) is defined at the Agreement level between customer and partner. Partners will only have access to their individual customers, and not customers where Partner of Record is different.

 Start Date: Date at which subscription was provisioned and consumption of Azure services began.

 End Date: End Dates are not provided within Azure Consumption.

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18 | P a g e  Workload: Azure Workload associated to the subscription. The workload is defined

by the Azure service being consumed, such as Database, Machine Learning, Virtual Machines, Visual Studio Online and others.

 Pricing Level: Licensing Type associated to the subscription, defined within the Subscription Agreement at time of purchase.

 Offer Type: Descriptive type of the Offer sold to the customer based on the subscription. This Type is associated to Microsoft systems.

 Offer Name: Descriptive name of the Offer sold to the customer based on the subscription. This Name is associated to Microsoft systems.

 Consumption: Currency value of consumed Azure service. Value represents total consumption since the activation of subscription, also known as Start Date.

3.2.1.2 Consumption

The purpose of the Consumption tile is to provide a single currency value associated to all active Azure subscriptions sold by the partner. The Azure Consumption tile provides similar reporting as shown within the Subscriptions tile.

3.2.1.3 Customers

The Customer Tile indicates the total unique customer count associated to all Azure

Subscriptions sold by the partner. Customers may have more than one Azure Subscription. The following Tiles are within the Customer perspective:

 Total: Provides total count of Customers

 New in last 30 Days: Indicates subscriptions recently added by partner.

Within the Customers report, the following customer details are provided in the reporting grid. All information can be downloaded to Excel for further analysis.

 Customer Name: Name of Customer associated to Subscriptions

 Number of Subscriptions: Count of subscriptions that each unique customers has purchased.

 Consumption: Currency value of consumed Azure service. Value represents total consumption since the activation of subscription, also known as Start Date.

 New In Last 30 Days: Yes or No ‘flag’ indicating if customer was recently added in last 30 calendar days.

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19 | P a g e Subscription Detail report, which provides subscription details specific to the customer selected.

3.2.1.4 Partner of Record

The Partner of Record tile provides insight to all subscriptions where the individual partner has been associated the Azure Subscription on behalf of the customer. Partner of Record

information shown on this page includes subscriptions where partner is currently the Partner of Record as well as subscription where partner is no longer the Partner of Record. In this context, the POR report provides an historical view of all subscriptions where partner is or was the designated POR. The following reporting elements are available in the Partner of Record perspective:

Please Note:

Please note that Azure subscription details are reflected within 5 to 7 business days from the Digital Partner of Record assignment date for subscriptions that have completed one or more billing cycles. For net new subscriptions, DPOR will update upon completion of their first billing cycle. After billing cycle completion, net new subscriptions will reflect within associated reports.

 Total Partner of Record: Total count of Azure Subscriptions where partner is indicated as Partner of Record

 Lost in Last 30 Days: Count of Subscriptions lost in last 30 days. Indicator of ‘Lost’ can be defined as either subscription did not renew, or the customer changed Partner of Record associated to the individual subscription.

 Total Lost Partner of Record: Total count of Subscriptions that have been lost.

Within the Partner of Record report, the following details are provided in the reporting grid. All information can be downloaded to Excel for further analysis.

 Subscription ID: Unique Identification value associated to the Azure subscription  Customer Name: Name associated to the Azure subscription

 Status:

 POR Association Date: Calendar date when Partner of Record was associated to the Subscription.

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20 | P a g e  Changed POR Status: Yes or No ‘flag’ to indicate if the individual subscription has

changed Partner of Record at any time in past over the life of the subscription.  POR Disassociation Date: Calendar date when subscription changed Partners of

Record. If ‘Changed POR Status’ indicates ‘Yes’, then calendar date will be indicated in this field.

 Lost in Last 30 Days: Yes or No ‘flag’ indicating if subscription was lost from partner as a result of Change in Partner of Record.

For data security reasons, the dashboard will not provide the name or details of organization to which the partner lost a specific subscription. For example, if a subscription is flagged as “Yes” for ‘Changed POR Status’, the Cloud Services Dashboard will not indicate the new partner currently managing the subscription.

3.2.1.5 Historical consumption

You will be able to monitor the Azure consumed revenue over a period of time. Using the time period filters provided at the top of page, you can chart the Azure consumption by Lifetime, Trailing Twelve Month (TTM), Fiscal year view. The weekly view filter will allow you to view data on weekly basis for a chosen quarter.

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3.2.2.1 Understanding Active Use Logic

Within the context of seats sold and seats deployed among Microsoft Cloud Products, partners have little knowledge of how frequently their customers utilize specific products. Partners have insight into how many seats of Office 365 Exchange Online, for example, are deployed per subscription, but they don’t have insight to how often the product is used. Without knowing the actual product usage at the customer level, partners may find difficulty in renewing Subscriptions or cross-selling complementary products and services when their customers aren’t utilizing the product.

Active Use encompasses the ongoing usage partners and customer have with specific Microsoft cloud products for the purpose of driving deeper customer engagement to drive sales, deployment and consumption for all Microsoft products and services.

The Cloud Services Dashboard currently provides Active Use reporting within the following product groups:

1. O365 and O365 Pro-Plus 2. CRM Online

3. Enterprise Mobility Management 4. Power BI

As the year progresses, Microsoft will make available active use reporting for cloud products as they become available.

3.2.2.2 Office 365 Active Use Reporting

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22 | P a g e • Exchange Online: Outlook and Outlook Web application for Email, calendar, contacts

on mobile devices including Windows Phone, BlackBerry, iOS, Android • SharePoint Online: Cloud-based platform for hosting & sharing content

• Lync Online: Single client experience for presence, instant messaging, voice, video meetings.

• Yammer: Secure social network for internal company use.

• O365 Pro Plus Deployment: Excel, Word, PowerPoint, Outlook, and OneNote delivered as a cloud service, capable of hosting data On-Premise or in the Cloud.

Please Note: This data is refreshed weekly and is intended to help you identify your

organizations progress and any potential customer opportunities. This data may differ from incentives data as it includes data from all channels (e.g. Open, EA, MOSP) and is not filtered by incentive rules. This information is made available on an as-is and as-available basis, and is only intended for reporting. Data should not be used for calculating partner incentives.

 Customer Name: Name of Customer associated to the subscription.  Product: Exchange Online, SharePoint Online, Lync Online, Yammer

 Entitlement: An available opportunity for a user to be active within a given workload. The number of entitlements for a given SKU is equal to the number of seats purchased multiplied by the number of workloads within that SKU. Entitlements are granted through licensing of a SKU which may contain one or more workloads. Entitlements measure the overall total obligation against which we must drive usage or consumption.

 Total Entitlements: The count of entitlements including all Qualified and Trial entitlements  Qualified Entitlements: The count of entitlements meeting the Qualified SKU filtering criteria

for inclusion.

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23 | P a g e  Active Use %: Unique Active Users divided by Qualified Entitlements.

3.2.2.3 Office 365 Pro Plus Deployment

Office Pro Plus is purchased by customers on an Enterprise Agreement and installed locally on laptops, notebooks or desktops with connectivity to Microsoft Cloud Services. Similar to Active Use workloads within O365, O365 Pro Plus Deployment tracks Qualified Entitlements as well as the number of Deployments within a given customer. Deployment for O365 Pro Plus is the key measurement to ensure customers are utilizing their licenses effectively.

Office 365 Pro Plus Deployment ‘Qualified Entitlements’ and ‘Active Entitlements’ (active users) values are not included in aggregated Office 365 Active Entitlement counts. Pro Plus

Deployment is measured by seats deployed and not explicitly by Active Entitlements. Deployments (seats deployed) and Deployed % (ratio of Qualified Entitlements to Deployments) are the key metrics available within detailed perspective.

3.2.2.3.1 Historical consumption

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3.2.2.4 CRM Online

Active usage for CRM Online is measured by active seats. Currently active usage data covers only CRM online Workload. It does not include Dynamics Marketing, Social Listening, or Parature. Users need to take intentional action, including create, update, delete, assign, read, or query on any record of any entity of a period of time in order to qualified as active use. Example of intentional use include creating or updating an account, converting a lead to opportunity, assigning a case to a customer representative, log-in to check on approvals or pipeline etc.

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25 | P a g e customer engagement online services such as Microsoft Dynamics Marketing, Microsoft Social Engagement and Microsoft Dynamics Parature.

 Qualified available Seats: Business rules applied to Available Seats (will not match the Available Seats on the Cloud Services Dashboard). Includes paid seats only.

Qualified assigned Seats: Number of seats that have been deployed to specific user accounts with specific business rules applied. Please note that Qualified Assigned Seats will not match the Assigned/Deployed Seats on the Cloud Services Dashboard.

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26 | P a g e  Subscription ID: Unique Identification value associated to the subscription

 Customer Name: Name associated to the subscription  Status:

o In Grace Period: Identifies subscriptions that have reached their expiration date, and are within 30 days of same date. “In Grace” period refers to the last 30 calendar days and provides an indicator for partners to engage the

customer for renewal.

 Channel: Refers to the sales channel through with the subscription was sold to the customer. Channel provides visibility to details such as whether a subscription was sold via Volume License agreement or purchased directly from Microsoft through the web portal or via partners.

 Product: Name of CRM Online product or service: Basic, Essential, Professional, Enterprise.

 Product Details: Refers to the specific version of Product associated to subscriptions, e.g. CRM Online.

 Qualified available Seats: Business rules applied to Available Seats (will not match the Available Seats on the Cloud Services Dashboard). Includes paid seats only.

Qualified assigned Seats: Number of seats that have been deployed to specific user accounts with specific business rules applied. Please note that Qualified Assigned Seats will not match the Assigned/Deployed Seats on the Cloud Services Dashboard.

Active Seats: Total count of unique active users on a specific workload in the last 28 days

3.2.2.4.1 Historical consumption

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3.2.2.5 Enterprise Mobility Suite

Enterprise Mobility Suite (EMS) enables end users to access applications, data and resources from anywhere, on any device with mobile device management and secure identity & access management. Enterprise Mobility Suite includes Windows Intune, Microsoft Azure Active Directory Premium (AADP) and Microsoft Azure Rights Management Service. Similar to O365 Active Use data, EMS Active Use data is available within the Cloud Services report. The Cloud Services Report currently provides Active Use data on EMS, of which MS Intune and AADP are included.

Enterprise Mobility

 Enterprise Mobility Suite: Bundle of Cloud Services which includes RMS, Intune and AADP for the purpose of providing access to company information while maintaining security across users and devices.

 MS Intune: Device and Application management that secures data across multiple devices and users.

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28 | P a g e  Subscription ID: Unique Identification value associated to the subscription

 Customer Name: Name associated to the subscription  Status:

o In Grace Period: Identifies subscriptions that have reached their expiration date, and are within 30 days of same date. “In Grace” period refers to the last 30 calendar days and provides an indicator for partners to engage the

customer for renewal.

 Channel: Refers to the sales channel through with the subscription was sold to the customer. Channel provides visibility to details such as whether a subscription was sold via Volume License agreement or purchased directly from Microsoft through the web portal or via partners.

 Product: Name of Enterprise Mobility product or service: Enterprise Mobility Suite, MS Intune or AADP.

 Product Details: Refers to the specific version of Product associated to subscriptions. Enterprise Mobility Suite Full, Intune USL, Intune Open and Azure Active Directory Open are examples.

 Seats Sold: Number of seats sold associated to the subscription

 Seats Deployed: Number of seats actively used by the customer. If value is less than Seats Sold, the subscription is known as a ‘Deployment Opportunity’.

 Deployment Opportunity: Count of Seats Sold less count of Seats Deployed. The value indicates the total aggregate count of Deployment Opportunity across all subscriptions related to the customer.

 Active Use: Please refer to below grid and definition for EMS Active Use:

The measurement of Active Use for EMS is tracked differently than O365 and O365 Pro Plus Deployment. The definitions for each product are provided below:

Product Definition Usage Period

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29 | P a g e user with a device using Windows Intune service or a PC using

Windows Intune service that’s not associated to aforementioned user.

AADP

Active Use for Azure Active Directory Premium considers the following activities:

 # of unique users who access at least one 3rd party app  # of unique users Registered for SSPR (Self-Service Password

Reset)

 # of unique users enable from MFA (Multi-Factor Authentication)

Rolling 30-day Usage

4 Data Refresh Cycles

Multiple data source provide input to the Partner Cloud Services Dashboard across differing refresh intervals. This section defines how often data is refreshed within the Dashboard across Azure Consumption, O365, CRM Online and Windows Intune as well as Active Use for O365 and EMS.

 Azure Consumption Data: Azure Consumption data is refreshed on weekly basis.  O365, CRM Online and Windows Intune: Subscription and seat data is refreshed on daily

basis.

 O365 Active Use: Active use data is refreshed on weekly basis, and consists of following logic: o For all product categories, Active Use identifies all unique active users within a trailing

28-day window. Unique Active Users within this time period are compared to Total Qualified Entitlements by product category to calculate Active Use % value.  CRM Online Active Use: Active use data is refreshed on weekly basis, and consists of

following logic:

For all product categories, Active Use identifies all unique active users within a trailing 28-day window. Unique Active Users within this time period are compared to Total Qualified Entitlements by product category to calculate Active Use % value

 EMS Active Use: Active use data is refreshed on weekly basis and consists of following logic: o For all product categories, Active Use for MS Intune and AADP identifies the total

Microsoft Partner Network. Cloud Services Dashboard User Guide