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Partner Activities 10 Years Ago Today/Future Marketing Print/Yellow Pages/Local Events Search Engine Optimization, Web content Training Live, Near the Customer location Web-based, remote training Billing/Operations Paper invoices Web-based ordering Support Locally delivered, phone-based Web-based Support Centers Development Locally developed customizations Aggregation of ISV code, Off-shore development Implementation By location, on-site installation and customization Today – Largely onsite with better tools Future – in the cloud Sales In person, local Percentage of sales activity conducted remotely is rising

Specialized/Vertical Applications Channel Business Applications Channel Collaboration Channel Productivity Channel Communications Channel Infrastructure Channel Customer

Partner Size & Number Many Small Partners Partner Focus Larger Partners Triple the average customer adds of transacting dynamics VARs Horizontal Vertical Triple the number of ISVs/VARs gaining >50% of their revenue from packaged, repeatable vertical solutions Larger, Profitable & Industry-Focused Partners TIER 4 TIER 3 TIER 2 TIER 1 FY 10 1. 7% of Partners 1. 8% of Partners FY 14 3. 3. % of Partners 6. 1% of Partners 6. 7% of Partners 25. 2% of Partners 19. 2% of Partners 37. 5% of Partners 70. 9% of Partners 28% of Partners Referral Program Statistics Cover The ERP Channel Only

Gold Enterprise Resource Planning Gold Customer Relationship Management

Grow By…. . . Combining to reduce cost. . . Starting a Cloud Practice Dynamic's practice for Vertical coverage greater geographic with “Classic Practice coverage r nc e I $ ed s a h Gr t w o

Delivers 360°business solutions for selected industries (Retail, Fashion, Food & Beverage and Automotive) With nearly 400 employees NORRIQ is growing rapidly through a core Microsoft aligned strategy (Inner Circle Member since 2007) 8 offices in Denmark, Belgium and Netherlands and customers in 46 countries Growth through acquisitions and partners e. g. servicing breweries and beverage companies all over the world with Drink-IT (Cf. MD NAV)

Edgewater Corporate Headquarters Wakefield, MA www. edgewater. com Fullscope, Inc. Headquarters Athens, AL Product Development Center Alpharetta, GA 30009 USA Canadian Headquarters Montreal, Quebec Fullscope Satellite Offices:

What is a Buying Club? A “shell” company that is used purely for the purpose of aggregating orders from multiple partners with the purpose of meeting minimum SPA requirements or MPN Silver or Gold Requirements Why Are Buying Clubs Bad? 1. No true investment plan to scale the business in terms of branding, marketing, sales, operations or support. 2. Allows unqualified partners to continue representing Dynamics products to prospects and gaining higher margins on license sales 3. Results in a confusing negotiation and purchase process for prospects - “split quote/bill” from two partners – one for the license and one for service 4. Drives a “race to the bottom” on license sales by allowing the sale of licenses separated from service – reduces channel profitability

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Customer