offshore流程dynamics365云產(chǎn)品境外四種模式

1

2

3

4Dynamics

365云產(chǎn)品境外采購的四種授權(quán)模式EAMPSACSPWeb

Direct

*≥

500seats≥

250seats＜250seatsLSP大陸分公司可提供增值稅發(fā)票,也可提供香港收據(jù)CSP伙伴負(fù)責(zé)開具不提供增值稅發(fā)票,但可提供香港收據(jù)香港合作伙伴協(xié)助下單流程以及辦理所需相關(guān)材料根據(jù)COU協(xié)議，credit

allocation80%屬于中國大陸，

20%屬于香港Seller

Credit通過manual

adjustment

100%調(diào)到

Dynamics大陸銷售名下***

Operations

APP和Plan

2不支持Web

Direct的購買方式。**目前只能適用于Dynamics

Sales，不適用于SegmentSales，Segment

sales通過其他內(nèi)部獎勵計劃獎勵。銷售流程：商機(jī)提報階段商機(jī)不合格，放棄微軟中國Dynamics聯(lián)系人Feng

Lv

|

Dynamics

TSS

Lead

|1發(fā)展和確認(rèn)商機(jī)將商機(jī)提交給

DynamicsTSS,核實(shí)商機(jī)是否合格3商機(jī)合格，繼續(xù)跟進(jìn)

SSP需將商機(jī)報備至

STU

Lead:

Stan

WuPSE需將商機(jī)報備至

PTU

Lead:

Jianfeng2

4將商機(jī)同時報備到BG

Lead：Lily

ZhengBGTeam：Segment

PMM微軟中國合作伙伴銷售經(jīng)理(PSE)Ning

Xiang

|

東區(qū)|

|Kun

Chen

|

南區(qū)|

|Liqi

Gao

|

北區(qū)|

|微軟中國解決方案銷售經(jīng)理(SSP)Wells

Zhang|

東區(qū)|

|Cherry

Hong

|

南區(qū)|

|Alex

Wang

|

北區(qū)|

|5由相應(yīng)區(qū)域銷售與BG共同判斷該商機(jī)符合的跟進(jìn)方式大于250

seats,

EA/MPSA，只通過

HK下單,解決方案由大陸ISV提供;小于250

seats,

CSP/Web-direct，有可能同時需要HK

CSP解決方案.Cathy

He

|

Dynamics

PMM

|

Lily

Zheng|

Dynamics

BG

Lead

|銷售流程：下單階段--EA/MPSA商機(jī)順利推進(jìn),進(jìn)入報價和準(zhǔn)備下單階段,由BG根據(jù)客戶情況，協(xié)助推薦相應(yīng)的香港LSP

Partner，并郵件香港FrancisLam報備商機(jī)，確保Credit

Recognition6

78結(jié)單：Allocation

自動發(fā)生，80%

給大陸，20%

給香港報價時，聯(lián)系香港LSS：SamuelLau，香港LSS

與香港LSP

確保達(dá)成COU協(xié)議（若報價超過香港Empowerment

的權(quán)限，將遞交Dynamics

Lead

Aaron

Painter審批）微軟香港聯(lián)系人Francis

Lam

|

HK

SMSP

PSE

|Samuel

Lau

|

HK

LSS

|香港協(xié)助下單合作伙伴(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三種下單方式：銷售流程：CSP/Web

Direct情形一有大陸Solution

Partner

做實(shí)施，只需香港協(xié)助下單情形二無大陸SolutionPartner

做實(shí)施，需要香港CSP做售前及下單由BG協(xié)助PSE/SSP根據(jù)客戶情況來推薦相應(yīng)的香港的CSPPartner下單，并且下單前需報備BG

Lead:

Lily

Zheng結(jié)單由大陸PSE/SSP或者實(shí)施partner協(xié)助客戶走

WebDirect流程,并且下單前需報備BG

Lead:

Lily

Zheng676結(jié)單7香港的CSP

Partner協(xié)助打單及下單67*可通過香港或者臺灣官網(wǎng)走Web

Direct。CSP/Web

Direct

*CSP Web

Direct

*香港云解決方案合作伙伴(CSP)Tectura

(

)

Tier-2

CSPDennis

Ng|

|

7微軟香港聯(lián)系人Eric

Chau

|

HK

PSE

|Cloudnifier

(

)

Tier-2

CSPKeith

Wu|

|由BG協(xié)助PSE/SSP根據(jù)客戶情況來推薦相應(yīng)的香港的CSPPartner跟進(jìn)，并報備給香港PSE

Eric,

并且下單前需報備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