PROGRAM LETTER

This Program Letter is part of the FY18 Learning Partner Incentive Program Master Agreement between
Microsoft and Company. The Effective Date of this Program Letter is June 1, 2017 (Program Start Date).

Program Name(s): FY18H1 Channel Incentive Program

Eligible Product(s) for FY18H1 Incentive Program: All digital MOC (dMOC) titles of Azure/Windows
10/Windows Server 2016/Office 365 (as listed in section 4), all MOC On-Demand titles when not part of
a Packaged Set, Generic MOC on Demand Voucher (Q4P-00105), Exam Replay Voucher (A85-04343),
MCP Exam Voucher (A85-04151), and Microsoft MOOC Certificates (MC)

1. PROGRAM TERM, INCENTIVE PROGRAM. This Program commences as of Program Start Date and
the Program and this Program Letter will automatically terminate on November 30, 2017, unless
terminated earlier, in accordance with this Agreement. The Programs enrollment period begins on
July 24, 2017 and runs through September 30, 2017 (Enrollment Period). The Programs purchase
period begins on June 1, 2017 and runs through November 30, 2017 (Purchase Period). The
Programs payment period begins on December 1, 2017 and runs through February 28, 2018
(Payment Period).

NOTE: Payment Period is an estimation, actual transfer of funds may occur beyond the
listed payment period.

2. ADDITIONAL ELIGIBILITY AND PARTICIPATION REQUIREMENTS. Learning Partner must meet the
following requirements to be eligible to participate and earn incentives in this Program:
a. Each Learning Partner Location must enroll into the incentive program during the Enrollment
Period
b. Each Learning Partner must make purchases of incentive eligible products from Courseware
Marketplace
c. To earn an incentive, each Learning Partner Organization must meet or exceed any of the
thresholds of at least one of the product categories as mentioned in Table 1 and Table 2

NOTE: To be eligible for Incentive payout, each Location must be separately enrolled in
the Incentive Program. Locations not enrolled will not be eligible for payment.

3. INCENTIVE PAYMENTS.
a. There are 3 ways to earn an incentive payment: (1) one based on Net Purchases of Select digital
MOC units (dMOC) refer to section 4, Microsoft Official Courseware On-Demand (MOC On-
Demand) units and Generic MOC on Demand Voucher units (Q4P-00105) when not part of a
Packaged Set, (2) one based on Net Purchases of eligible Exam Voucher (A85-04151) units and
Exam Replay (A85-04343) units, (3) one based on Net Purchases of Microsoft MOOC Certificates
(MC) units
3.a.1. Unit means the purchase of 1 SKUs worth of an incentive eligible product.
b. Incentive payout percentages are determined by a Learning Partner organizations total Net
Purchases (i.e., the sum of the eligible location purchases belonging to the Learning Partners
organization) of eligible Units of Exam Vouchers/Exam Replay/MOC On-Demand/Select digital

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 MOC/Generic MOC On-Demand/Microsoft Certificates based on the country where the business
associated with your MPN Location ID number linked to this Agreement is located.
c. Only those Exam Vouchers/Exam Replay/MOC On-Demand/ Generic MOC On-Demand/ Select
digital MOC/Microsoft Certificates purchased during the Purchase Period (Purchase Period")
directly from the Courseware Marketplace, in accordance with their payment terms and
conditions, using your MPN Location ID number associated with this Agreement will be
considered eligible Units that count towards your total number of Net Purchases eligible for
an incentive payment.
d. Orders for Exam Vouchers/Exam Replay/MOC On-Demand/ Generic MOC On-Demand/ Select
digital MOC/Microsoft Certificates that have not been invoiced by November 30, 2017 will not
be considered eligible Units.
e. To be eligible for an incentive payment, each Learning Partner Organization must meet or
exceed any of the thresholds of at least one of the product categories as mentioned in Table 1
and Table 2. FY18H1 Incentive Program payouts are restricted to Learning Partner locations
registered in the FY18H1 Incentive Program.
f. Incentive payout percentage amounts vary based on purchases of Exam Vouchers/Exam
Replay/MOC On-Demand/ Generic MOC On-Demand/ Select digital MOC/Microsoft Certificates
and the number of products purchased. The incentive payment amount will be determined
based on the applicable incentive payout percentage listed in the Table 1 and Table 2 below on
Learning Partners Net Purchases of the applicable product during the Purchase Period.
g. Learning Partners Net Purchases of eligible products which are purchased in any currency other
than U.S. Dollar/Euro/Great British Pound will be converted into U.S. Dollars and all conversions
from foreign currencies will be made at the foreign exchange mid-market rates as published
on www.xe.com (or a successor authority agreed upon by the parties) on the last day that such
rates are published during the Purchase Period.
h. Incentive payments will be based solely on the amount of Learning Partner's invoiced New
Purchases of Eligible Products during the Purchase Period. Eligible Products that have not been
invoiced during the Purchase Period will not count as Net Purchases.

INCENTIVE PROGRAM payment amounts (if any) will be calculated as follows:

NOTE: To be eligible for an Incentive payment, the purchase of qualifying products

must be invoiced by November 30, 2017 (the last day of the Purchase Period).
Exceptions will not be granted for transactions delayed due to pending credit decisions
or financial transaction delays. Each partner is responsible to initiate the purchase of
qualifying products to allow plenty of time to be finalized by the end of the Purchase
Period: time required may vary by region.

Table 1 Incentive Tiers, Thresholds and Rebate for Select DMOC/MOD & Microsoft
Certificates
Select DMOC/MOD Microsoft Certificates
Levels
Threshold Rebate Threshold Rebate

Tier 1 1000 18% 500 20%

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 Tier 2 400 12% 250 15%
Tier 3 100 6% 100 10%

Table 2 Thresholds and Rebate for MCP Exams

MCP Exams

Threshold Incentive Additional Growth Incentive

Threshold Rebate Levels Growth % Rebate

Tier 1 30% 20%

300 10% Tier 2 20% 10%

Tier 3 10% 5%

4. QUALIFYING DMOC Titles

a. All dMOC titles of Azure, Office 365, Windows 10 & Windows Server 2016 are counted as eligible
assets in the incentive program (refer Table 3 below for the list of titles)
Table 3 Select DMOC Titles
Course# Title
Windows Server 2016/System Center 2016
20740 Installation, Storage and Compute with Windows Server 2016
20741 Networking with Windows Server 2016
20742 Identity with Windows Server 2016
20743 Upgrading Your Skills to MCSA: Windows Server 2016
20744 Securing Windows Server 2016
10961 Automating Administration with Windows PowerShell
10962 Advanced Automated Administration with Windows PowerShell
10992 Integrating On-Premises Core Infrastructure with Microsoft Azure
10993 Integrating On-Premises Identity Infrastructure with Microsoft Azure
10995 Configuring and Operating a Hybrid Cloud with Microsoft Azure Stack

10996 Hybrid Cloud and Datacenter Monitoring with Operations Management Suite (OMS)
Azure
10979 Microsoft Azure Fundamentals
20532 Developing Microsoft Azure Solutions
20533 Implementing Microsoft Azure Infrastructure Solutions
40390 Microsoft Azure for AWS Experts
40441 Designing and Implementing Cloud Data Platform Solutions

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 Windows 10
20695 Deploying Windows Desktops and Enterprise Applications
20697-1 Implementing and Managing Windows 10 (Win10 Anniversary update)
20697-2 Deploying and Managing Windows 10 Using Enterprise Services
20698 Installing and Configuring Windows 10
10982 Supporting and Troubleshooting Windows 10
Planning for and Managing Devices in the Enterprise:
20398 Enterprise Mobility Suite (EMS) & On-Premises Tools
Office 365
10997 Office 365 Administration and Troubleshooting
20347 Enabling & Managing Office 365 (hosted-only lab)

5. PURCHASES NOT ELIGIBLE FOR INCENTIVE PROGRAM

Print MOC is excluded from the incentive program
Select DMOC & MOC On Demand purchased as a part of Packaged sets are excluded from the
incentive program
Exam Vouchers purchased as a part of the packaged sets (except China Bundle) are excluded
Generic DMOC is excluded from the incentive program

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