CEO Pain Points Digitization 41 63 The increase

CEO Pain Points: Digitization 41% 63% The increase in digital revenues expected by 2019 (double what it is now) Of CEOs intend to increase tech investments in 2015 47% 40% - 60% 51% of revenues are under threat in the next five years of IT spending is funded outside of the IT budget of executive committee meeting time is devoted to digitally enabled threats and opportunities

Microsoft IT Environment Sales and Marketing Managed Windows 10 systems Site locations Mailboxes on Office 365 IT spend as % of all operating expense Devices hitting our network Microsoft Azure Managed LOB apps using Iaa. S/Paa. S/Saa. S Total SKUs 98% Share. Point sites in the cloud Skype for Business calls/month

Microsoft IT Create tomorrow. Deliver today.

“I want to work where I need to” “I want to spend more time with my customers” “Increase my bottom line” “I want actionable insights” “Help speed my sales cycle” “Help me make informed decisions quickly” “Don’t make me hunt for information I need”

Monday Tuesday Wednesday Thursday Friday Sales Manager 1: 1 Meetings 4 hours to 6 hours Customer Time Preparation for Monday meetings EPG LT Weekly Business Review Forecast Team meeting every 2 nd week Sales Manager Monday Sales Manager – Seller 1: 1 45 min to 60 mins Tuesday Wednesday Customer Time Thursday Friday Customer Time Opportunity Management 30 min Planning Update 45 min Seller Internal Customer Meetings 100 mins Customer Time Team meeting every 2 nd week

In one Integrated Experience that lead to action One. Note One. Drive Planner Power. Point Online Excel Online Delve Analytics Unearth insights and trends within our business data Power BI Azure ML Dynamics CRM Online Manager Seller

Accelerates the sales leadership transformation Stunning & Interactive Insights all-in-one place Saves time Provides unified experience to sellers/managers Enables managers to conduct effective coaching discussions Supports managers to drive sales discipline Selling time Near real-time insights Easy to discover insights; A touch away Actions-oriented & Proactive alerting Connected Experience & Mobile

GOAL: Deliver a solution to accelerate the insights-driven culture 1 AUTOMATION 2 INSIGHTS DRIVEN & DECISION MAKING ENABLEMENT 3 LOOKING TO THE FUTURE

Azure Machine Learning

Sales Data Hub Revenue Actuals & Predictions (Scheduled refresh) MS Sales (External Data) Pipeline Data (Daily Refresh) Power BI Dashboard Azure Data Factory Pipeline – Loads data from MS Sales, Transforms/Prepares Time Series Revenue Actuals and Invokes AML Web Service for predictions SQL Azure (Stores historical revenue actuals, pipeline and predictions) Data Management Gateway AML Model Web Service Endpoints On-Premises Azure Services

Goal: Create a Collaborative Partner Co-Sell Experience Microsoft & Partner Sellers 20

Partner Center Sales Connect Seller to Seller Connection Partner to Partner Collaboration Bi-directional information flow Targeted Partner role experience Tracking of deal acceptance SI partners start onboarding May 2016 July 2016 ISV partners start onboarding September 2016 Easier product selection More control trough Azure AD MS Sellers continue to use CRMOL Localization October 2016 LSP partners start onboarding For more information: MPN Booth, MPN Theater End of Q 2 PSX shut down

Pull data from CRM using CRM REST APIs Cloud Services that expose REST APIs to the UI SPA hosted on Azure Website with AAD Rest APIs Web App Microsoft Sales Experience Taxonomy exposed as API from SQL Azure

Do your customers ever ask how Microsoft does IT? Give them the inside story with the Microsoft IT Showcase app! aka. ms/itshowcaseapp i. OS coming soon Visit us in Booth #11 in Microsoft Central!

Enable co-selling with Partner Center Sales Connect Stop by the MPN booth and view our MPN theatre session to learn We can help your partners and customers to streamline their how this new app helps Microsoft sellers and partners to share business productivity processes, enhance sales opportunities with each other for joint opportunity management— and improve customer management—all by offering a driving deeper collaboration and quicker deal closure. customized and comprehensive view of your customers’ volume licensing relationship with Microsoft. MPN Theatre: Tuesday, July 12 3: 00 – 3: 20 pm Partner Center Sales Connect: Joint Opportunity Management MPN Booth #1 in Microsoft Central Booth #10 in Microsoft Central //reqmls. com

#1 F ocu s on the Exp erie nce

#1: Focus on the Experience End User (Persona) Led • I need • I want • I would love Experience End to End Scenarios and Storyboards Business Led • • Capabilities, Tasks & Process Definitions Standardized Simplified Process Automation Minimal Viable Product Features & Functions Scope of work: Across assets: • • • Identify Personas Develop Storyboards Define Scenarios List Capabilities required to support each Scenario Identify tasks and existing toolset Existing software and apps (ie CRM solutions) Mobile – phone Mobile – tablet PC 30