Microsoft Modernization Program

(MMP) & VMware Modernization

Program (VMP):

Partner Funding Program User Guide

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Microsoft Modernization Program (MMP) &
VMware Modernization Program (VMP):
Partner Funding Program – Portal User Guide

Table of Contents
Modernizing Microsoft and VMware Workloads with Partners on AWS 3
Funding Instructions 6
Beginning the Process 7
Section 1: Program Selection 8
Section 2: Fund Request Information 9
Section 3: Opportunity Information 10
Section 4: Project Information 11
Section 5: Cash Request Information 13
Section 6: Attachments 15

About the MMP Funding Guide

This guide is intended to help AWS Partners submit MMP and VMP fund requests for both Modernization Viability Assessments
and Project phases. The MMP and VMP Funding Programs are cash programs available to qualified partners. By applying for
funding, the partner agrees to meet the Program Requirements, including the Windows Partner Solution Architect (W-PSA)
review and approval prior to funding approvals and project funding.

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Modernizing Microsoft and
VMware Workloads with
Partners on AWS

Customers can move from licensing-based software such as Microsoft

Windows and SQL Server to open-source containers and AWS cloud-native
services, database engines, and architectures. Legacy Microsoft workloads are
well-understood by experienced partners with the know-how, best practices,
tools, and automation to accelerate pathways to modernization. Success with
Microsoft workload modernization sprints immediately accelerates the
agility, momentum, and confidence to take on additional challenges and
extensions to solutions that deliver differentiated value on AWS.

Likewise, customers running workloads on AWS VMWare Cloud (VMC-A) can

leverage APFP/PIF to enter fund requests using MMP as the partner funding
vehicle for modernizing VMC-A to cloud native on AWS. Partners can help
accelerate outcomes and help de-risk people, process, and technology
challenges often associated with this high-value effort. VMP fund requests
entered using the MMP template on APFP/PIF should include VMP in the
fund request title to make them easy to identify.

License Freedom
Eliminating Microsoft and VMware licensing burdens enables customers to
innovate with partners and save costs. The Optimization and Licensing
Assessment (OLA) is a related partner program that enables partners to
visualize the value of license freedom and can be a powerful tool for
customers in identifying high-value workloads for license freedom and
modernization.

High Value for Customers and Partners

With modernization, customers can benefit from lower costs, license
freedom, hardened security, increased performance, cost agility, and unlock
differentiated AWS INNOVATION.

Well-Understood Workloads
More tools, automation, and SI partner know-how exist for modernizing
Microsoft and VMware workloads than any other workload. Leveraging
partners' wealth of knowledge and programmatic support in modernizing
Microsoft and VMware workloads, customers can build quick confidence,
experience, and momentum, kicking off their modernization journey with
successful sprints.

The Microsoft Modernization Program (MMP) &

VMware Modernization Program (VMP)
The Microsoft Modernization Program (MMP) (formerly Windows
Modernization Program) and VMware Modernization Program (VMP) are the
partner funding programs for respective Microsoft and VMware
Modernization Viability Assessments (MVA) and modernization projects. This
sales play accelerates modernization with AWS.

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The Microsoft Modernization Program (MMP) & VMware
Modernization Program (VMP) (cont.)
Partners source legacy Windows and VMware workloads that the customer
has identified in the estate/portfolio assessments as candidates for re-hosting
(in the case of VMware only), re-platforming and/or refactoring. OLA can
identify solutions representing significant potential license freedom to offset
costs associated with partner-accelerated innovation.

Partners may also include customer enablement in the engagement to help

ensure a smooth handoff. Alternatively, they can propose to manage and/or
maintain parts or all of the solution post-modernization.

Partner Eligibility
To ensure service quality, partners must hold at least one of the following
designations:
• AWS Microsoft Workloads Competency for Services
• AWS DevOps Services Competency
• Amazon EC2 for Microsoft Windows Server Delivery
• Amazon RDS Delivery
• AWS Lambda Delivery
• Amazon ECS Delivery
• Amazon EKS Delivery
• AWS Graviton Delivery

Partners can work with AWS Windows Partner Development Specialist (PDS)
contacts to successfully complete program requirements and demonstrate
competency.

The Modernization Process and Funding

Modernization opportunities occur in the Modernization Viability Assessment
(MVA) phase and the Modernization Project phase.

Once a partner has identified a customer's interest or need for Microsoft

and/or VMware modernization, the Modernization Viability Assessment
(MVA) phase is used to rapidly determine which workloads can be
modernized to cloud-native services or open-source technology on AWS and
assess the amount of effort and types of skills/resources required to deliver
the initial sprint.

A successful MVA engagement assesses the viability for the modernization of

VMWare workloads on VMC-A, Microsoft workloads running on-prem on AWS
EC2 or elsewhere, provides inputs for the project plan and business case, and
identifies pathways for modernization on AWS. The expected output from a
funded MVA engagement includes a project plan and proposal for the
modernization project that quickly leads to the Project Phase.

The W-PSA and your assigned Partner Development Manager (PDM) should
be considered part of the partner/customer/AWS team. W-PSA review and
approval is a program requirement before funding-pre-approval and fund
distribution at the successful completion of the engagement.

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The Modernization Process and Funding (cont.)
In the Project Phase, the partner accelerates the development and delivery
of the solution. Typically (in lock-step coordination with the customer's
solution business owners and end-users), the DevOps team, developers,
and data architects help ensure continuous quality CICD on secure and
scalable service platforms. Tools accelerate delivery and may automate 20-
80% of code refactoring. Tools can help evaluate which solutions are likely
candidates for rapid modernization sprints. Partners leverage global scale,
know-how, best practices, AI-enhanced services, and automation to de-risk
innovation, optimize costs, and efficiently accelerate time to value.

Registering the Customer/Partner Opportunity

Partners should submit opportunities via the ACE Pipeline Manager in APN
Partner Central in collaboration with the assigned PDM and W-PSA. Use
campaign code #WINDOWSMODERNIZATION for both MMP and VMP
opportunities.

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Funding Instructions
Applying for MMP Funding
When submitting requests through APFP, use the prefix [PROMO-
MMP] in the Activity/Project Name.
• For Projects: use [PROMO-MMP] Partner Name-End User Name-
Project.
• For Modernization Viability Assessment (MVA) Engagements: use
[PROMO-MMP] Partner Name-End User Name-MVA.

The projected ARR is likely unknown. If so, enter the estimated ARR
from the pricing calculator or enter $1,000 as a placeholder amount
in the MMP funding request. Include information in an attachment
that defines potential post-modernization architecture and estimated
post-mod ARR on AWS, and ensure there is a link to the SFDC
opportunity. When an MVA Engagement converts to a project, the
same SFDC opportunity should be used with the request for Project
funding.

Have the following information ready:

• Filled out Microsoft Modernization Program (MMP) Funding
Request Template.
• Partner project plan/SOW detailing the Microsoft technology to be
modernized, along with the open-source technology and/or AWS
cloud-native services that will replace it.
• Windows PSA approval – For all funded MVAs, the partner agrees
to complete a technical review call with a W-PSA prior to
presenting the MVA output to their customer. If the AWS W-PSA
does not sign off on the partner’s MVA output, the partner’s claim
for the MVA funding will not be approved.
• Valid Opportunity record (in AWS SFDC) submitted through ACE.
• AWS Pricing Calculator showing projected post-modernization ARR
at 12 months (if requesting project funding).

Fund Claim Process

• Partner submits claim through the APN Funding Tool with a
completed Partner Sign-Off Template.
• Partner submits web-form invoice through Amazon Payee Central.
• Once approved, the claim is paid to the partner through Amazon
Payee Central.

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Funding Instructions
Applying for VMP Funding
When submitting requests through APFP/PIF (APN SFDC), choose the
Microsoft Modernization Program (MMP) as the funding vehicle for
VMP funding in the "Select Program" field.

Use the prefix [PROMO-VMP] in the Activity/Project Name.

• For Projects: use [PROMO-VMP] Partner Name-End User Name-
Project
• For Modernization Viability Assessment (MVA) Engagements: use
[PROMO-VMP] Partner Name-End User Name-MVA.

The projected ARR is likely unknown. If so, enter the estimated ARR
from the pricing calculator or enter $1,000 as a placeholder amount
in the VMP funding request. Include information in an attachment
that defines potential post-modernization architecture and estimated
post-mod ARR on AWS, and ensure there is a link to the SFDC
opportunity. When an MVA Engagement converts to a project, the
same SFDC opportunity should be used with the request for Project
funding.

Have the following information ready:

• Filled out VMware Modernization Program (VMP) Funding Request
Template.
• Partner project plan/SOW detailing the VMware instances to be
modernized, along with the open-source technology and/or AWS
cloud-native services that will replace them.
• Windows PSA approval – For all funded MVAs, the partner agrees
to complete a technical review call with a W-PSA prior to
presenting the MVA output to their customer. If the AWS W-PSA
does not sign off on the partner’s MVA output, the partner’s claim
for the MVA funding will not be approved.
• Valid Opportunity record (in AWS SFDC) submitted through ACE.
• AWS Pricing Calculator showing projected post-modernization ARR
at 12 months (if requesting project funding).

Fund Claim Process

• Partner submits claim through the APN Funding Tool with a
completed Partner Sign-Off Template.
• Partner submits web-form invoice through Amazon Payee Central.
• Once approved, the claim is paid to the partner through Amazon
Payee Central.

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Beginning the Process
Beginning the Microsoft Modernization Program (MMP) or VMware Modernization Program (VMP) funding
process on the AWS Partner Funding Portal.

After logging into APN, proceed to the Funding Section. The Partner Initiative Funding is located towards
the bottom of the page.

Click “Apply”.

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Section 1: Program Selection

In the Select Program drop-down, select "Microsoft Modernization Program“, and select Cash in Types of
Funding. (Select Microsoft Modernization Program in this drop-down for both MMP and VMP fund requests.)

If the ARR is known, please enter it in the Annual Recurring Revenue section. It's best practice to use the
pricing calculator to estimate the types of services and anticipated service consumption. Even if the
estimate changes as a result of the MVA, the value of beginning the engagement with a shared
understanding of outcomes can help keep stakeholders aligned. If the ARR is unknown at this time, please
enter $1,000.

Click “Get Started”.

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Section 2: Fund Request Information

For the "Activity/Project Name" field – Please use the following format:
• For Modernization Viability Assessment (MVA) Engagements: “[PROMO-MMP or PROMO-VMP] Partner
Name-End User Name-MVA”.
• For Projects: “[PROMO-MMP or PROMO-VMP] Partner Name-End User Name-Project”

The “Program Name” field will be “Microsoft Modernization Program (MMP)” for both VMware and
Microsoft funding opportunities.

If the funding request is an MVA, the tooling name should be the tool(s) you intend to use to assess the
environment for modernization pathways and to build the project plan and business case. If the funding
request is for the project phase, the tools could include automation and refactoring. If you intend to use a
3rd Party AWS Provided ISV Partner tool, please add the name here. If you intend to deliver this with no
tooling, automation, or assistance, please leave this field blank.

In the Business Description, the following is required. You can cut and paste from this guide.
• Customer Challenge Description
• Description of legacy VMware or Microsoft solution architecture (Windows + SQL Server, .NET
framework apps, etc.)
• Projected to-be post-mod Architecture options

The "Amazon Resource Name" is not required.

If the MMP/VMP project is to be delivered in the Public Sector, please check the box located at the bottom
of the page.

Once complete, select “Save & Next”.

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Section 3: Opportunity Information

Please find and select the corresponding opportunity; this is a requirement for funding.

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Section 4: Project Information

“AWS Account ID for Project” – As this is a Cash Program, this field is not required.

“Planned Delivery Start Date” – Please enter the Project start date. The start date must be no sooner than
14 days from the fund request date.

“Planned Delivery End Date” – Please enter the Project end date. It is best practice to account for timeline
delays due to customer and tooling. You will have 30 Days to claim funding after the end date.

“Country Activity is Executed” – Select the appropriate Country where services are to be delivered.

“Location/Sate Activity is Executed” – If required, please select the appropriate State where services will
be delivered.

“Workload Name” – Please select “Windows Migration or Modernization” or “VMware Migrations”

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Section 4: Project Information (cont.)

Other Notes (REQUIRED) – Cut and paste the following into the Other Notes section, choose YES or
NO, and add names/alias and additional details as required. If funding requests are submitted
without PSA and PDS identified and engaged, the request will be rejected.

• Partner has approval from AWS Windows workloads Partner Development Specialist – YES/NO
o AWS PDS Name and Alias:
• Partner has approval from AWS Windows Partner Solution Architect (PSA) in reviews – YES/NO
o AWS W-PSA Name and Alias:
• Partner agrees to include AWS Windows Partner Solution Architect (PSA) in reviews – YES/NO
• Partner and Customer agree to AWS Case Study Reference – YES/NO
• Projected post-mod ARR – Please attach the AWS Pricing Calculator link/URL
• Partner Contact Name and Contact Information

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Section 5: Cash Request Information

“Currency” – Enter currency for the company’s Amazon Central Account.

“Total Cost of Activity” – Enter the project’s total cost, including Customer Contribution, Partner
Contribution, and AWS Funding Amount.

“Partner Contribution” – If applicable, enter the amount that the partner will be contributing.

“Customer Contribution” – If applicable, enter the amount that the customer will be contributing.

“Request Cash Funding Amount” – This is the amount you are requesting from AWS for this project. The
most recent funding rates can be found on APN. The 2024 Funding rates (for both VMP and MMP) are:
• If opp. is <$125K ARR, MVA = $10K, Project = up to 25% of post-mod ARR
• If opp. is >$125K <500K ARR, MVA = $25K, Project = up to 25% of post-mod ARR
• If opp. is ≥$500K ARR, MVA = $50K, Project = up to 30% of post-mod ARR

“Invoice Entity Name” – Please enter the company name, which must match the company’s official tax
documents and Amazon Payee Central Account.

“Invoice Remit Address” – Please enter the company billing address, which must match the company’s
official tax documents and Amazon Payee Central Account.

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Section 5: Cash Request Information
(cont.)

“Planed Milestone/Activity Start Date” – Please use the same dates as used in previous screens.

“Planed Milestone/Activity End Date” – Please use the same dates as used in previous screens.

Click Save & Next.

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Section 6: Attachments

Attach the customer/partner SOW outlining the engagement details.

Attach an e-mail showing that the AWS W-PSA has reviewed and approved the funding request.

Include a copy of the AWS Pricing Calculator output (if the link to the pricing calculator has not been
included elsewhere in the funding request).

Click “Submit”.

Requesting Funds Transfer Upon the Successful Completion of the Engagement

Prior to requesting completion of the engagement and delivering reports and related wrap-up for the
customer, the partner must review the project progress with the AWS W-PSA. The partner should get the
W-PSA to sign the fund transfer approval form upon successful review. When requesting funds from AWS
Partner Finance, partners MUST submit a completed and signed 'Partner Sign-off Template with AWS
Internal Signatures.

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