Building the Bottom Line with Offers Incentives Microsoft

Building the Bottom Line with Offers & Incentives Microsoft Confidential. All Offers and Incentives subject to T&Cs 1

Microsoft Confidential. All Offers and Incentives subject to T&Cs 2

Corporate customers (which include SMBs) can get up to $350 (per device) back when they trade up from ANY phone, tablet or PC that does not have Windows 8. Whereas previously this included only trade-up to a Windows 8 device from a select list of competing devices (i. e. , Phones & Tablets only from Apple or Google), Microsoft is now offering trade-ups from ANY device including PC’s and previous versions of Windows. Trading in less than 6 devices? Get your price quote and shipping details at http: //microsoft. cebuyback. com or visit your local Microsoft Store. Trading in more than 6 devices? Get your price quote and shipping details by calling: 888. 890. 0199 or e-mail: enterprise@cloverwireless. com. Microsoft Confidential. All Offers and Incentives subject to T&Cs 3

Offer Campaign Assets § 20% discount on Office 365 Pro. Plus § 15% discount on Office 365 Enterprise E 3 § On Pricelist through OV and OVS § Buy any O 365 quantity at time of SA expiration § August 1, 2014 -June 30, 2015 Microsoft Confidential. All Offers and Incentives subject to T&Cs 4

Renew to the Cloud. Where does this apply? Customer Scenario: Currently has: OV/OVS Open L + SA Conversation: Buy Office 365 by renewing into OV/OVS contract Close With: Renew to the Cloud We can take advantage of this offer across many different customer scenarios. Microsoft Confidential. All Offers and Incentives subject to T&Cs 55

Example Renewal: Customer Scenario Potential options on how we can serve this customer Good Better Best What we want to try and ensure Win for a customer | Win for you, our partners | Win for Microsoft Confidential. All Offers and Incentives subject to T&Cs 66

Good Better Best Total Yr. 1 Cost to Customer (Office Pro Plus L; SA for Win SVR/CAL): Total Yr 1 Cost to Customer (O 365 E 3 + Win SVR & CALs): Total Yr. 1 Cost to Customer (O 365 E 3 15% off + Win SVR & CALs): Total Partner Incentive (10% margin and 1% VAR Office/Core Incentive) Total Partner Incentive (10% margin and 1% VAR Incentive): $97 Margin $9 Incentive $106 Total Earn $1, 176 Margin $9 Incentive $1, 185 Total Earn Total Partner Incentive (Advisor 23% Yr. 1 max incentive; and 1% VAR incentive + 10% Margin on Win Svr/CAL): Total Partner Incentive (includes 10% margin and 8% VAR Cloud Incentive): Total Yr. 1 Cost to Customer ( for 1 Win SVR/ 50 Win Svr CALs): $967 Win. Svr + CAL $967 Total Pay $967 Win. Svr + CAL $10, 794 Office. Pro. Plus $11, 761 Total Pay $12, 000 O 365 E 3 $967 Win. Svr+CAL $12, 967 Total Pay $97 Margin $2, 769 Incentive $2, 866 Total Earn Microsoft Confidential. All Offers and Incentives subject to T&Cs 10, 200 O 365 E 3 967 Win. Svr+CAL $11, 167 Total Pay $1, 117 Margin $826 Incentive $1, 943 Total Earn 7

Example Renewal: What’s in it for the customer? • $594 savings on O 365 E 3 through Renew to the Cloud discount • $30 K value with E 3’s extra functionality in equivalent on premise infrastructure software cost (Share. Point, Lync) • $1, 000/user value of rights to install the cloud services on 5 devices/user (assumes 3 additional devices) • $350/device customer cash per device when refreshing hardware to Win 8. 1 through corporate buyback program • Up to $1, 125 savings (50 total) when upgrading old devices to Win 8. 1 pro through the Modern Windows offer at 15% Microsoft Confidential. All Offers and Incentives subject to T&Cs 88

Example Renewal: What’s in it for the partner? • $967 revenue on renewing the Windows Server and CALs SA • $10. 2 k cloud migration revenue on Office 365 E 3 • VAR incentive rebate on all Open revenue in the deal, incl. rich cloud payout • Hardware revenue on new devices in desktop refresh with migration to the cloud • Value added services revenue on managed and other services provided • Azure attach/cross sell opportunity with 20% rebate • Customer retention with another 3 -years of Microsoft technology purchases • Supplier position secured in customer’s cloud migration over defined roadmap Microsoft Confidential. All Offers and Incentives subject to T&Cs 99

Open Value Program Benefits Note: Renew to Cloud Offer requires purchases through OV/OVS Volume License Service Center 1 Customer = 1 Agreement Microsoft Confidential. All Offers and Incentives subject to T&Cs 10 10

• Office 365 is a $1. 5 B business, one of the fastest growing in Microsoft history • Over 1 B people use Office: 1 in 7 people on the planet High = Recurring Partners estimate 50 -95% of their revenue comes from value-added services Revenue $40+/seat $40 -120/seat $48 -240/seat Low Office 365 Licensing Revenue Baseline Deployment & Migration Services • Assessment/planning • Migration of data • Establishment of service Good Add-on Projects and Solutions • • Expansion Customization LOB integration IT infrastructure design IT planning IT training Desktop remediation Better Structure of Office 365 Deal $50+/seat Managed Services and Support • Help desk (i. e. Tier 1/Tier 2 support) • New user set-up • Updates • End-user training Best Note: Estimates are based on partner interviews so actual numbers will differ from market to market. All revenue streams are re-occurring except for “Deployment and Migration Services”, which is a one-time event Microsoft by the Numbers February 2013 Microsoft Confidential. All Offers and Incentives subject to T&Cs 11

Campaign Assets Purchase Here Contact & Opportunity Management, Pipeline Management, Workflows, Personalized dashboards & reporting, In-line Social Collaboration, Advanced Analytics Microsoft Confidential. All Offers and Incentives subject to T&Cs 12

Campaign Assets Microsoft Confidential. All Offers and Incentives subject to T&Cs 13

Campaign Assets Microsoft Confidential. All Offers and Incentives subject to T&Cs 14

Campaign Assets * Note: Effective October 1 st, 2014 the Midsize Plan (M) O 365 Add-ons are only available to customers that have already deployed tenants with the Midsize Plan. For customers with companywide standardization on Office Pro Plus who are deploying new O 365 tenants, only the E 3 Plan is available as an O 365 Add-on SKU. Microsoft Confidential. All Offers and Incentives subject to T&Cs 15

Microsoft Confidential. All Offers and Incentives subject to T&Cs 16

Incentive T&Cs • Provides payouts to partners selling Microsoft products and technologies, including virtualization, security and cloud • O 365 product payouts through Open License and OV/S, all other product categories through Open Value/Subscription • Available July 1, 2014 – December 31, 2014 Microsoft Confidential. All Offers and Incentives subject to T&Cs 17

Incentive Azure is an open and flexible cloud platform that enables you to quickly build, deploy and manage applications across a global network of Microsoft-managed datacenters T&Cs • Cloud Champions Club Partners receive an additional 12% Rebate on Azure Sales in the Open Program on top of their base Cloud incentive for a total incentive of 20% for Partners (21% for Tier 1). • Paid as a 100% cash incentive for Champions Club Members. • Available September 1, 2014 – March 31, 2015 Microsoft Confidential. All Offers and Incentives subject to T&Cs 18

Incentive Azure is an open and flexible cloud platform that enables you to quickly build, deploy and manage applications across a global network of Microsoft-managed datacenters T&Cs • 20% payout on all Microsoft Azure SKUs for SMB customers through Open Value and Open License • Paid through Partner Investment Engine (PIE). • Available September 2, 2014 through March 31, 2015 • Minimum of $1, 000 of Azure Open Licenses sold during the time period. Only available for partners not participating in the US Open License rebate program or US OEM rebate program Microsoft Confidential. All Offers and Incentives subject to T&Cs 19

Incentive Thinner, lighter and faster. Consistent platform across form factors. Always in-sync across all your devices. Sign Up, T&Cs • Sell eligible Windows 8. 1 Pro devices and earn incentives • Tier 1 Resellers receive $3 per unit on sales of Windows 8 Pro Featured PCs and $7 for Windows 8 Pro Featured Tablets allocated 50% Co-op and 40% rebate funds • Tier 2 Resellers receive $1. 5 per unit on sales of Windows 8 Pro Featured PCs and $3. 5 on per unit sales of Windows 8 Pro Featured Tablets - allocated 100% as rebate funds. • Learn more on the Windows Devices Marketing Hub Microsoft Confidential. All Offers and Incentives subject to T&Cs 20

Incentive T&Cs OLS Advisor Fees • Partners selling, deploying and managing through the Microsoft Online Portal (MOP) are eligible for certain incentives • Must be designated Partner of Record (POR) for each Online Service advised and purchase • Accelerator eligibility, currently via Cloud Accelerate, will moved to MPN Competencies on October 1, 2014 Microsoft Confidential. All Offers and Incentives subject to T&Cs 21

Microsoft Confidential. All Offers and Incentives subject to T&Cs 22

Ready-to-Go campaigns offer a toolkit of resources to support your marketing and sales efforts, ranging from web to direct marketing to events. If you're thinking about reaching out to your customers, check out these materials to help you get started Microsoft Confidential. All Offers and Incentives subject to T&Cs 23

The Promotions Dashboard includes all in-market Customer Offers and Channel Incentives, with important details and key links. Updated monthly and available on the SMB Partner Center Microsoft Confidential. All Offers and Incentives subject to T&Cs 24

SMB Partner Center Microsoft Confidential. All Offers and Incentives subject to T&Cs 25

• • • Include offers in every customer conversation Prep for SA renewals to expand deal size and establish a roadmap Attach Windows 8. 1 devices and your value added services Leverage Ready-to-Go for quick and easy demand generation Lead with cloud, the new annuity! Initiate customer conversations, build pipeline, close deals Microsoft Confidential. All Offers and Incentives subject to T&Cs 26

Corporate Buyback – Redemption Site Renew to the Cloud – O 365 for Business Plans CRMOL Sales Productivity – MS. com Site Power BI – MS. com Site Windows Embedded VL – MS. com Site O 365 Add Ons – Product List VAR Rebate & Champions Club – MPN Site Touch. Wins Device Rebate Program Microsoft Confidential. All Offers and Incentives subject to T&Cs 27

Microsoft Confidential. All Offers and Incentives subject to T&Cs 28

Microsoft Confidential. All Offers and Incentives subject to T&Cs 29