Learn More with Surface Sales Play Sales Play

“Learn More with Surface” Sales Play

Sales Play Details “Learn More with Surface” pricing approach A new approach to Education pricing to support large tender and RFP opportunities from school districts and individual schools. Designed to enable quick and competitive responses to large 1000+ unit opportunities that are emerging as a result of government stimulus. Provides the foundation to create an ‘offer’ surgically targeted at a select number of accounts that you know has the scale to buy at 1000+ units. Executed correctly, this enables county / State / Govt Dept. level buying at a price the state has negotiated on their behalf. The offer consists of a pricing discount through special pricing and deal registration. Details below: • Eligible customers: Education Institutions. • Deal Size: Above 1, 000 units • Offer timeframe: May 29, 2020 through December 31, 2020* • Deal Registration: From now through December 31, 2020, all eligible partners with eligible customers can qualify for deal registration (will not be limited to first partner to register) *Offer Eligibility Requirements: Offer can be extended to customers committing to the purchase of 1 k units of the eligible SKUs between May 29 th-Dec 31 st. All orders MUST SHIP by December 31, 2020 to be eligible for this offer.

Offer Execution Process Step 1 (Quotes) – ADD issues quotes to Resellers, and Resellers issues quotes to Eligible Customers. To claim this offer, Credit Memo requests submitted by ADD need to include the new CAS ID raised by the Reseller, as outlined below. Step 2 (New Surface CAS ID Submission) – Reseller submits a request for a new Deal Registration and Special Pricing case (Surface CAS ID) for an Eligible Customer under this Offer a. Customer name must be submitted in portal with the prefix “EDU 20”. Example: “EDU 20 -<<customername>>” b. Select “Exception Program” and enter in Exception Program Name “EDU 2020” in the free form field c. Submit all SKUs your customers are interested in. i. Surface Business Desk will include necessary Accessory and Extended Service Plan discounts on the back end d. PLEASE NOTE: All Surface CAS IDs created under this Offer will expire on December 31, 2020. Step 3 (Transact) – ADD and Reseller transact as usual, passing through value of Offer discounts in their respective quotes. a. Offer requires 1000 units of Eligible Device Products to be transacted through a single Reseller to an Eligible Customer in the Territory and shipped by December 31, 2020. Step 4 (Claim / Credit Memo Submission) – ADD submits a credit memo claim. For full T&Cs , please reference the program letters provided by your PDM.

Pricing Approach How we selected the eligible device SKUs Offer Discount Table 1 ü Priced to compete directly with i. Pad & i. Pad Air ü Priced the same as consumer ü Offer’s eligible SKU strategically aligned to our confidence about supply availability 2 Partner landing details ü Offer’s discount % openly communicated to sellers and partners via offer letter ü Partners with eligible customers can qualify for deal registration (will not be limited to first partner to register). ü Offer discount will be applied via Special Pricing Eligible Products Surface Go 2 P/4/64 EDU Surface Pro Go 2 M/4/64 (Wi. Fi) Surface Go 2 P/8/128 EDU Surface Pro Go 2 M/8/128 (Wi. Fi) Surface Go 2 M/8/128 LTE Surface Book 3 13” i 5/8/256 Surface Pro 7 i 5/8/128 Surface Pro 7 i 5/8/256 Surface Go Type Cover Black Surface Pro Type Cover Black Surface Pen (all colors) & MS Classroom Pen Pack 3 & 4 Year Complete for Business Warranty SKU Number(s) STZ-00001 RRX-00001 1 GF-00001 RVZ-00001 SUA-00001 SKR-00001 PVQ-00001 PVR-0001 KCN-00023 FMN-00001 EYV-00009 EYV-00041 EYV-00049 NWH-00001 A 9 W-00005 F 9 W-00123 HP 3 -00002 HPE-00070 Deal Registration Discount Special Pricing Discount Total Available Discount 3% 3% 3% 5% 5% 5% NA NA 4% 6% 7% 10% 11% 6% 10% 10% 7% 9% 10% 13% 14% 16% 11% 15% 10% NA 10% 10%