CSP Callings and Meetings Offers Journey for CSP

CSP Callings and Meetings Offers

Journey for CSP Meetings and Callings Promos We’re launching two different ways for partners to enable Teams meeting and callings scenarios to secure sockets for Microsoft Teams • Audio Conferencing promo launches on 10/1 to bring the 12 -month offer of free audio conferencing via CSP to net new customers* • Microsoft 365 Business Voice promo launches on 8/1 to bring the 12 -mo. discount offer via CSP to all customers new to Business Voice The strategy to drive Teams meeting sockets via promotion aligns across segments – an Audio Conferencing promo in EA launches 8/1 For more information, check out our Partner FAQ (launch date 7/28) *not technically enforced

Partner Approach to Business Voice and Audio Conferencing Promos 1 1 For qualifying partners and customer accounts

FY 21 Teams Calling and Meetings Offers in CSP Incorporate Teams, Business Voice and Audio Conferencing offers into FY 21 partner plans as appropriate: • Grow meeting socket in net new customers • Secure callings and meeting sockets for existing customers Offer Audio Conferencing Free 2 Microsoft 365 Business Voice with Calling Plan 2 Microsoft 365 Business Voice without Calling Plan 2 1 Not 2 May Offer Details Terms Channel • 1 -year free Audio Conf. for net new seats 1 • Available in 70 countries from October 1 st, 2020 to March 31 st, 2021 12 months unlimited users Partner-led via CSP; Web Direct 12 months <=300 users Partner-led via CSP; Web Direct • $15 ERP for Business Voice with Calling Plan ($5 off) • Available in US, UK and CA from August 1 st, 2020 to January 31 st, 2021 • $8 ERP for Business Voice w/o Calling Plan ($4 off) • Available in 70 countries from August 1 st, 2020 to January 31 st, 2021 12 months <=300 users technically enforced NOT be applied to any existing seats that already have paid Audio Conf. or Business Voice Partner-led via CSP; Web Direct Partner Opportunity Grow Microsoft 365 seats by enabling full Teams meeting capabilities through the addition of free audio conferencing with net new customers Reduce friction for upselling existing Microsoft 365 customers to Business Voice, by minimizing switching costs via promo

Customer Journey Resources – Business Voice Promo 1 Month 2 Month 3 -11 Month 12 Key Motion Customer Acquisition Deploy Manage Renew License Activities ü Leverage promos for new customer acquisition including attaching partner managed services ü Drive customer conversations with the Business Voice Workshop ü Leverage other Remote Work Trials as needed Resources 1 Audio • Partner FAQ • Business Voice Sales and Marketing Assets • Business Voice Workshop ü Enable customers to adopt Business Voice with deployment and adoption assets ü Activate for retention conversations with prioritized customers based on usage data ü Activate Sure. Step headcount to show Business Voice and Teams in action with webinars, customer demos, or sharing Microsoft-led classes ü Build premium value campaigns around Securing Remote Work ü Leverage Reduce Cost and Manage Risk sales play to ensure partner renews Business Voice license ü Leverage Fast. Track assets for all customers and Fast. Track or FT Ready partners for customers with more than 150 seats • Business Voice technical documentation Hub • Teams Quick Start Guide • Enabling Remote Work Technical Guide • Tools for driving Teams adoption • Teams Adoption Guide Conferencing promo journey to be launched closer to 10/1 launch date • Securing Remote Work Kit • SMB Sales Plays Resources