Matt Ward ITAM Business Manager Madiha Khan SAM

Matt Ward ITAM Business Manager Madiha Khan SAM Partner Relations (SAM PSE) UK

§ UK LSP § Microsoft Gold SAM Partner since 2005 § Microsoft Global SAM Partner 2014 § 800+ Staff UK based § Revenue £ 600 m+ § Customer service driven § Offices in Marlow, London, Bristol, Manchester, Leeds & Glasgow § Voted Best UK Company to work for § Sunday Times Fast Track 250

The opportunity Partner benefits Customer benefits Microsoft benefits Case study

Microsoft SAM&C Mission “Help Organisations maximize value, minimize risks and achieve more with their IT investment. ”

WHAT ARE WE SEEING? ASPIRATIONS Limited customer appetite for constructive licensing dialogue Deeper customer relationships Restricted business intelligence on customers licensing positions and IT strategies Better business intelligence Difficult to use SAM business as a strategic lever Leverage SAM as the starting block for strategic transformations Customer and Partner fear of working with Microsoft SAM Greater trust, stronger relationships (Partners Customers and Microsoft)

flavour

Some of the flavours . . .

Partner Benefits • DOOR OPENER ü Attract new customers ü Opportunity to review estate and talk strategy ü +30% licensing spend after SAM ü Profiling Services • LAND EXPAND ü Future managed service ü Other services & Vendors ü Secondary consulting • TRUSTED ADVISOR ü Creates an appetite to do more ü Regular check ups ü opens up to ITAM/ITIL lifecycle

Customer Benefits ü ü ü Improved relationship with Softcat Improved relationship with Microsoft Diminished risk of audit or ‘me next’ Flexible Resolutions Transformations Clear understanding of their estate Build and align their strategy Optimal use of software Future Planning Better Software Budgeting Current Software Better together

Microsoft Benefits ü Improved relationship with Customer ü Improved relationship with Softcat ü Customer Transformation (O 365, Azure, SQL 2016, etc) ü Trusted Advisor ü Lifetime Loyalty ü Optimal use of software ü Future Planning ü Protection of IP ü Current Software

Case study 1 • 2000 user transport company with • • • European operations HQ in the UK Sold the advantages of working together Microsoft flexibility around a cloud based optimisation package to cover historical licence gap Forward looking and aligned with customer strategy Happy customer!

Case study 2 • Telecity Group Plc • Global outsourced hosting provider, • • London Sam Services – Sold the advantages of working together! Microsoft flexibility on historical gap and transaction revenue £ 200 K Managed Service moving forward with quarterly compliance checks/ELP, Enterprise licence agreement & SPLA Happy Customer!

Partner Impact June 2015 -June 2016 • £ 250 k in Revenue from SAM Services • £ 500 k as a result of added services • Value added revenue over £ 4. 7 m

Going forward Connect with us at WPC through the SAM Lounge Find out more, connect with the presenters and have your questions answered. Tell us your views Keep in contact with your SAM&C lead Your feedback is valued. Understand prerequisites, how to spot opportunities and utilise the SAM Incentives Post Event Questions: mattwa@softcat. com / / madihak@microsoft. com How could the program benefit you and your customer?

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