FY 16 SMSP Scorecard Partner Influenced Revenue Growth

FY 16 SMSP Scorecard – Partner Influenced Revenue Growth Estimates by Workload* Revenue Trend (On Prem/Cloud Mix)

Award Company US Country Partner of the Year Award Catapult Systems Alliance Global Commercial ISV Award Data. Stax Alliance SI Award Accenture/Avanade Cloud Customer Relationship Management Sonoma Partners Communications Award Modality Systems Data Platform Award Hewlett Packard Enterprise Distributor Award Ingram Micro Internet of Things (Io. T) Award Blue. Metal Microsoft Azure Certified ISV Solution Award Barracuda Microsoft Dynamics Industry Award AEC 360 Holdings Modern Marketing Award Power. Objects, an HCL Company Technology for Good Citizenship Award Ave. Point, Inc. Windows and Devices Deployment Award CDW

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http: //aka. ms/modernpartner

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Businesses Intelligent Cloud Win the Cloud and Data Platform through Azure by Workload, SQL & Hybrid Cloud to grow revenue and drive consumption. Reinventing Productivity & Business Processes Sell the value of Office 365, Voice, EMS & CRM Online, lead with ECS and CRM Online attach with every Office 365 opportunity, and drive deployment & consumption. More Personal Computing Land Windows 10 and Windows as a Service value prop. Drive Windows 10 Enterprise deployment & adoption through upgrades and new devices including Surface. Help Every Company Transform to Become a Digital Company Drive usage and consumption across all 3 clouds Build Cloud Services & Data Partner Capacity, including System Integrators Scale the ISV Flywheel & Marketplace Land Trusted Technology including privacy, transparency, security and compliance Win in Education

Enterprise 250 Seats Corporate Accounts (CA) Small and Midmarket Business (SMB) Enterprise 500 Seats Corporate Accounts (CA) Small and Midmarket Business (SMB)

Connect with Us Recruit Enable Invest in your People Invest in your Business Activate aka. ms/uspstayinformed

3. 1 k Transacting Partners 29 k Customers 695 k Seat Adds Office 365 Seat Adds 70% New Business

Set the price, the terms and directly bill customers Directly provision and manage subscriptions Be the first point of contact for customer support 1 2 3 4 https: //partner. microsoft. com/en-US/Solutions/cloud-reseller-overview

Cloud Sure. Step is designed to help partners build their O 365 Practice, through an MPN portal roadmap: Getting Started, Grow Your Business, and Optimize Your Business. Getting Started Understand the opportunity. Learn about the cloud business, its growth projections, and how to gain advantage. 24 Deals Complete Get to Know MS Online Services Products The Cloud Opportunity Increase Services Margins Maximize Sales Efficiency Time to stand apart and lead the pack Optimize Your Business Differentiate. Provide a comprehensive solution across. multiple services. $ Increase Lead Generation Scale Demand Drive Leads Drive Demand & Sell Get Engaged Deploy for Success 3 Deals Complete Capitalize on the Cloud Opportunity Build Your Specialized Offering Grow Your Business Build profitability by scaling demand, maximizing sales, and. increasing margins Optimize Business Performance https: //partner. microsoft. com/en-US/Sure. Step Optimize Business Process Ready to start creating scale 25+ Deals Per Year

Why AMP? Program Goals Success Criteria Partners need deep technical training in Azure Partners need confidence/support for their first few deals Kick start Azure Iaa. S Practice with • a dedicated mentor to provide coordination/access to technical resources • resources to help partner win and successfully deploy first five projects Accelerate the sales cycle with help across pre-sales, deployment and post deployment Up to 5 Azure solutions deployed within 6 months Ability to build a profitable Azure and/or EMS practice Ability to achieve Silver Cloud Platform Competency Get Started Today Programmatic Enablement (AMP) Deal Specific Pre-Sales Support (AMP) Post Deployment Support (MPN Benefit)

Cloud competency Invest in the Cloud Advanced workloads Cloud ready partner Accelerate your Business Redefine Modern partner Optimize CSP Get Engaged Incentives Microsoft programs

US Sessions at WPC US 02 Aligning your sales model to the new IT buyer US 03 Capability is the new economy: How US partner enablement is evolving US 04 Building a #Cloudready Business US 05 Connect to your customers through modern marketing US 06 What’s new for US partner investment programs and incentives 2 1

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Practice-building technical communities Azure Blog series Data & Analytics Enterprise Mobility Office 365 Windows aka. ms/d 9 gcw 4 aka. ms/nqr 1 dd aka. ms/t 9 taeg aka. ms/go 4 v 3 t aka. ms/u 4 v 5 k 5 aka. ms/usazurecall aka. ms/dataanalyticscall aka. ms/usemscall (coming soon) aka. ms/usoffice 365 call aka. ms/uswindowscall Watch on demand Watch on demand Training schedule aka. ms/pzxvar aka. ms/mqar 05 aka. ms/Is 0 vve aka. ms/pqhf 04 aka. ms/iz 4 ce 1 Yammer group Azure Partners Data & Analytics Partners EMS Partners Office 365 Partners Windows Partners Community calls (coming soon) Business oriented communities ISV and App Builder Blog series MPN 101 SMB Partners aka. ms/uspartner-isv aka. ms/usmpn 101 aka. ms/xglgu 6 aka. ms/usisvcalls aka. ms/usmpn 101 calls aka. ms/nqdm 42 Watch on demand On the web aka. ms/isv-resources aka. ms/mpnessentials aka. ms/smbpartnercenter Yammer group ISV and App Builders MPN 101 SMB Partner Insider Community calls aka. ms/uspstayinformed

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Program Type Program Name Go Live Date End Date Payout Details $5, 000 per workshop $2, 000 per assessment Azure Everywhere and Assessment 7/1/2016 6/27/2017 $10 K and $20 K workshop payouts available for opportunities of over $100 K and $200 K Customer Segment Partner Type CAM, CTM, Public Sector, EPG, Major Gold or Silver Cloud Platform Competency CAM, CTM, Public Sector, EPG, Major Azure Hero Maker, SQL Hero Maker, Gold or Silver Cloud Platform Competency CAM, CTM, Public Sector, EPG, Major Gold and Silver Competency Partners Public Sector, EPG, Major SQL Hero Maker Partners and Global SI Partners $3, 000 for an Assessment Pilot & Deployment Incentives Enterprise Mobility Suite (EMS) Everywhere Assessment 7/1/2016 6/27/2017 OR $3, 000 for a POC SQL Modernization Assessment and POC (a. k. a. : “SQL Everywhere”) $3, 000 for an assessment 7/1/2016 6/27/2017 $3, 000 for a POC $6, 000 for an assessment and POC Based on a 20: 1 ROI ratio SQL Modernization POC Mega. Deals 7/1/2016 6/27/2017 Minimum request/payout of $5, 000 Maximum request/payout of $50 K https: //www. microsoftpartnerinvestments. com