offshore流程dynamics365云产品境外四种模式

1

2

3

4Dynamics

365云产品境外采购的四种授权模式EAMPSACSPWeb

Direct

*≥

500seats≥

250seats＜250seatsLSP大陆分公司可提供增值税发票,也可提供香港收据CSP伙伴负责开具不提供增值税发票,但可提供香港收据香港合作伙伴协助下单流程以及办理所需相关材料根据COU协议，credit

allocation80%属于中国大陆，

20%属于香港Seller

Credit通过manual

adjustment

100%调到

Dynamics大陆销售名下***

Operations

APP和Plan

2不支持Web

Direct的购买方式。**目前只能适用于Dynamics

Sales，不适用于SegmentSales，Segment

sales通过其他内部奖励计划奖励。销售流程：商机提报阶段商机不合格，放弃微软中国Dynamics联系人Feng

Lv

|

Dynamics

TSS

Lead

|1发展和确认商机将商机提交给

DynamicsTSS,核实商机是否合格3商机合格，继续跟进

SSP需将商机报备至

STU

Lead:

Stan

WuPSE需将商机报备至

PTU

Lead:

Jianfeng2

4将商机同时报备到BG

Lead：Lily

ZhengBGTeam：Segment

PMM微软中国合作伙伴销售经理(PSE)Ning

Xiang

|

东区|

|Kun

Chen

|

南区|

|Liqi

Gao

|

北区|

|微软中国解决方案销售经理(SSP)Wells

Zhang|

东区|

|Cherry

Hong

|

南区|

|Alex

Wang

|

北区|

|5由相应区域销售与BG共同判断该商机符合的跟进方式大于250

seats,

EA/MPSA，只通过

HK下单,解决方案由大陆ISV提供;小于250

seats,

CSP/Web-direct，有可能同时需要HK

CSP解决方案.Cathy

He

|

Dynamics

PMM

|

Lily

Zheng|

Dynamics

BG

Lead

|销售流程：下单阶段--EA/MPSA商机顺利推进,进入报价和准备下单阶段,由BG根据客户情况，协助推荐相应的香港LSP

Partner，并邮件香港FrancisLam报备商机，确保Credit

Recognition6

78结单：Allocation

自动发生，80%

给大陆，20%

给香港报价时，联系香港LSS：SamuelLau，香港LSS

与香港LSP

确保达成COU协议（若报价超过香港Empowerment

的权限，将递交Dynamics

Lead

Aaron

Painter审批）微软香港联系人Francis

Lam

|

HK

SMSP

PSE

|Samuel

Lau

|

HK

LSS

|香港协助下单合作伙伴(LSP)SoftwareONE

Hong

Kong

Limited

(

)Gavin

Yiu

| |

08/

70Insight

(

)

Yuki

Law

| |

97Edensoft

(

)Juan

Huang

|

.cn

|

3HK

to

HKHK

to

CNCN

to

CNTaxPayment

currencyOrdering

FlowInvoiceFlowNo

VAT

would

be

providedHKD,

CNY,

USDCustomer

HK>

LSPHK

>

MSHKMSHK

>

LSPHK

>

Customer

HKNo

VAT

would

be

provided;16.78%

Withholding

TaxHKD,

CNY,

USDCustomer

CN

>

LSPHK

>

MSHKMSHK

>

LSPHK(+16.78%

WithholdingTax)>

CustomerCNIncluded

VAT;

6%

Operation

CostCNYCustomer

CN

>

LSPCN

>

LSPHK>

MSHKMSHK

>

LSPHK

>

LSPCN

(+6%

Operation

Cost;+6%

/

17%

VAT)

>

CustomerCN三种下单方式：销售流程：CSP/Web

Direct情形一有大陆Solution

Partner

做实施，只需香港协助下单情形二无大陆SolutionPartner

做实施，需要香港CSP做售前及下单由BG协助PSE/SSP根据客户情况来推荐相应的香港的CSPPartner下单，并且下单前需报备BG

Lead:

Lily

Zheng结单由大陆PSE/SSP或者实施partner协助客户走

WebDirect流程,并且下单前需报备BG

Lead:

Lily

Zheng676结单7香港的CSP

Partner协助打单及下单67*可通过香港或者台湾官网走Web

Direct。CSP/Web

Direct

*CSP Web

Direct

*香港云解决方案合作伙伴(CSP)Tectura

(

)

Tier-2

CSPDennis

Ng|

|

7微软香港联系人Eric

Chau

|

HK

PSE

|Cloudnifier

(

)

Tier-2

CSPKeith

Wu|

|由BG协助PSE/SSP根据客户情况来推荐相应的香港的CSPPartner跟进，并报备给香港PSE

Eric,

并且下单前需报备BG

Lead:

Lily

ZhengInsight

(

)

Tier-1

CSPYuki

Law

|

|

97PRC

Dynamics

Seller

Offshore

Revenue

Manual

AdjustmentprogramStarting

from

FY17

Q2,

PRC

Dynamics

sellerswill

be

compensated

through

RBI

if

they

sell

offshoreDynamics

cloud

products

through

HK

or

TW

subsidiaries.

RBI

will

be

manually

adjusted

onquarterly

basis

following

a

required

oppty/deal

registration

process.Details

are

listed

below:Duration:

FY17

Q2-Q4Seller

scope:

Dynamics

SSPs/TSPsProduct

Scope:

Dynamics

365

Enterprise

Cloud

productsLicense

Types:

CSP,Web

directTerritory

scope:

Only

within

GCR.Deal

registration

process:Deal

must

beregistered

in

MSXMSX

ID

must

be

reported

to

Lilyzhe

by

oppty

registration

cutoff

dates

mentioned

below.Once

deal

is

closed,

please

report

to

Lilyzhe

by

deal

closure

cutoff

dates

mentionedbelow.Local

Oppty

MSX

registration

Cutoff

dates:

Dec.

25,

2016

for

Q2

deals

&

March.

25,

2017

for

Q3deals,

and

June

25,

2017for

Q4

deals.Local

DealClosureCutoff

dates:

Dec.

30,

2016

for

Q2

deals

&

March.

30,

2017

for

Q3

deals,

and

June

30,

2017for

Q4deals.CorpDeal

registration

Cutoff

dates:

Jan.

11,2017

forQ2deals

&

April

11,2017

for

Q3

deals,and

July

11,2017

forQ4

deals.FAQ:Q:

Is

there

double

credit

for

both

HK/TW

andPRC

sellers

insuch

case?A:

No.

If

a

deal

is

counted

as

PRC

sellers’

credit,

then,

it

will

not

be

counted

toward

HK/TW

Dynamics

seller.Q:

Willthis

deal

credit

count

as

HK/TW’s

subsidiaryrevenue

orChina’s? Is

my

understanding

correct?

The

revenue

as

you

mention

is

still

inHK/TWA:

Still

HK/TW’s.

From

country

credit

perspective,

the

credits

still

remain

in

HK

or

TW.

Only

seller’scompensation

is

impacted,

not

managers’

or

sub’s.Q:

Does

EA/MPSA

applytothisprogram?A:

No,

EA/MPSAstill

follows

the

80/20

standard