Microsoft Streamlined Its Complex Partner-Incentive Contracting Process

Microsoft jointly sponsors many events with its over 650,000 partners worldwide, and those partners earn incentive payments for the role the events play in driving additional customers and revenue to Microsoft. The Icertis Contract Management platform provided a secure and cost-effective solution that greatly simplified Microsoft’s process for onboarding these partners, verifying their compliance with contractual obligations, and executing their incentive payments.

Business Challenge

Microsoft had decided that its existing solution for handling partner-incentive contracts was too time-consuming and that different steps in the process involved too many disparate and poorly integrated systems. Some tools were manual or only semi-automated, and there was very little standardization. Multiple back-and-forth emails were often required to verify proof of execution, which came in many forms such as photographs, scanned copies, videos, and receipts. As a result, partner payments were typically delayed and partner experience was inconsistent. What’s more, the solution wasn’t agile and couldn’t take advantage of the cloud.


“We’re now broadening our deployment to support electronic proof of execution for incentives.”

Sarathy Annamraju
Senior Director, Microsoft

When Microsoft first began evaluating alternatives, program administrators predicted that its situation was so complicated and unique to Microsoft’s business that it would have to build its own solution. But the Icertis platform was so flexible and configurable that Microsoft achieved the functionality it required—quickly, securely and cost-effectively.

With the Icertis platform, Microsoft could simplify its overall process and integrate with numerous applications. The Icertis platform is an open API-based solution allowing Microsoft to create an easy-to-navigate, seamless partner experience—from onboarding all the way to payment. Improved and automated workflows helped Microsoft program administrators manage the program much more efficiently.

The solution was delivered on Azure Cloud, taking advantage of its agility and security in handling personal partner data coming from outside the firewall.


  • Better partner experience
  • Increased partner adoption
  • Ongoing ROI through additional customers and revenue

Microsoft program administrators have become much more productive, and partners are having a better experience and getting paid much faster.

“The Icertis solution simplified and accelerated the process for how we exchanged, reviewed and approved critical documentation between Microsoft and our partners,” says Microsoft Senior Director Sarathy Annamraju. “We’re now broadening our deployment to support electronic proof of execution for incentives.”

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