Customer Journey-in-a-Box | Playbook

Migrate &
Modernize your
Data Estate
Data & AI

October 2022
Guidance for all
through partner • Always create a joint end-to-end journey that includes relevant

marketing
programs and incentives
• Focus on 1:1 engagements and customer adds (using 1:many and 1:few for

campaigns
demand generation)
• Make sure target lists have a high percentage of potential customer adds

• Co-funding (50:50) between Microsoft and Partner is required

• ‘Go big’ by jointly investing $20K+

• Create campaigns that run across at least 3 quarters (‘always on’)

• Share Sales Qualified Leads (SQLs) monthly using Partner Center

Additional  Partner led marketing guidelines

resources
Programs, workshops, incentives and funding are subject
to change. No Rights may be derived from this Playbook.  Brand Central
Customer Audience Campaign material

Journey Insights Customer targeting

• Enterprise: accounts with SQL Server
Sales Support Materials
• Microsoft Partner Sales Bootcamp for Azure
on-premises licenses that have not
Migrate legacy on-premises Windows Servers & SQL
Servers to Azure virtual machines. Leverage Azure SQL been migrated to the Cloud and Data • Microsoft Azure Data & AI Partner Sales
Managed Instance: Migrating apps to the cloud without & AI whitespace accounts Acceleration Program (PSAP)
needing to refactor the SQL database. Seamlessly
compatible with on-premises SQL Server; up to 100 TB • SMC: Territory Planning propensity
of on-demand scalable storage per DB; intelligent analysis with customer tranches,
performance tuning and intelligent security protection
and 99.99 percent availability SLA including Acquisition & Nurture for
Data & AI workload and accounts Bill of Materials (BOMs)
with SQL Server on-premises licenses
that have not been migrated to the • Data migration (microsoft.com)
Cloud
Priority Solution Area • Microsoft Intelligent Data Platform |
• Migrating apps • Data & AI Align target lists with your Microsoft Microsoft
With no refactor contact.
the SQL database Hero SKU • Application and Database Modernization
• SQL Server VM Assessment (microsoft.com)
• Migrate OSS
NoSQL/non- Up/cross sell path
relational Buyer Persona
• Azure SQL Managed
databases to run • IT Decision Makers
Instance
on Azure
• Azure Purview
Segment
KPIs
• Strategic, Major
Commercial • # Workshops
& Public Sector & Programs
• Corporate, Scale • # Customer adds
and SMB • $ACR
Partner Skilling and enablement

Readiness
Criteria • Solutions Partner for Data & AI (Azure) (microsoft.com)
• Data migration (microsoft.com)

Partner Advanced Specialization: • Exam DP-900 (Azure Data Fundamentals):

Windows Server and SQL Server Migration to Gain knowledge and prep for the exam
Microsoft Azure Advanced Specialization
• Exam DP-100 (Designing and Implementing a Data Science Solution on Azure):
or Gain knowledge and prep for the exam
• Exam DP-203 (Designing and Implementing a Data Science Solution on Azure):
Linux / OSS DB Migration Advanced
Specialization Gain knowledge and prep for the exam
• Exam DP-300 (Administering Microsoft Azure SQL Solutions):
Gain knowledge and prep for the exam

Azure Partner Enablement Guide

• https://aka.ms/enablementguides

 How are you leveraging your data estate to support your

digital transformation?
3 questions you
How prepared are you for a possible data breach - can you
should ask the 
guarantee that all your critical data is encrypted?
customer:  Do you want to ensure your database infrastructure is always
updated, scalable across the globe and has 99.99% SLA?
Customer Journey
* See Microsoft Partner Commercial Incentives Guide for full offer details and requirements. Above project sizes are the planned
Azure consumption in year 1, measured from AMMP project completion. Partner payment amounts may differ by country.

Tactics Funding & Incentives

Azure Immersion Workshops: • Through Partner Marketing​ (1:many)

• Partner led demand gen campaigns • Data Modernization Marketing funds are available for the
Listen partner led demand gen
(1:many): Webinars; Events; Roundtables; E- • SQL Server Discover Workshop (available
& Consult mail campaign; ABM / Digital campaign from Q2) • Azure Immersion Workshops : $1K
per delivery

• AMMP + Assess & Plan + Solution

Assessment
Inspire • Microsoft funded for approved
& Design • Holistic Business Case / Data & Infra
AMMP engagements
Assessment

• ECIF up to $10K
• Azure Credit Offer
Empower • AMMP PoC
& Achieve • AMMP Partner-Led • Incentive funding for S ($15K), M
($35K), L ($50K) projects with AMMP
Partner-led up to 50K*

Azure Workload Acquisition & Nurture

Incentive:
Realize • Partner Incentives:
• $9K bounty for workload adds
Value aka.ms/partnerincentives
• 30% of incremental ACR for 9
months after bounty earned

• ECIF: AMMP Standard: up to 20K;

• AMMP Migrate & Modernize Standard Offer
Manage AMMP Advanced: up to 500K
• AMMP Migrate & Modernize Advanced Offer
& Optimize • AMMP SQL Go Big Offer (as a subset of the Advanced Offer)
• Azure Credit Offer
• PAL growth incentive