Partner Transformation Guide For Partner Use CEE One

Partner Transformation Guide For Partner Use CEE One Commercial Partner // FY 21 Version: When sharing with partners, please share as a PDF and rights protect your email.

purpose This guide has been created to provide clarity in key areas with respect to the way Microsoft’s approach to Partner transformation. It is applicable to all partner types, although specific change projects and partner actions will vary depending on the partner type and partner business goals for the specific timeframe. This guide gives recommendations on: • How to measure and quantify partner’s transformation state, whilst gathering actionable insights to aid and accelerate changes. • What Microsoft considers to be a mandatory, good, better, and best options in partner transformation in order to build powerful and scalable partner ecosystem, that will help accelerate our customer’s own digital transformation. purpose | 2

content Chapter 1 Transformation Pillars 4 Chapter 2 New Commerce 5 Chapter 3 New Commerce Roadmap 7 Chapter 4 Co-Sell 8 Chapter 5 Co-Sell Roadmap 9 Chapter 6 Programs 10 Chapter 7 Programs Roadmap 11 Chapter 8 Partner Center 12 Chapter 9 Planning Process 13 Chapter 10 ADKAR Change Model 14 Chapter 11 Transformation Matrix 15 Chapter 12 Baselining 16 Chapter 13 Metrics 17 Chapter 14 Reporting 18 Chapter 15 Next Steps 19 contents | 3

Transformation Pillars To establish a consistent approach to partner transformation planning, information below lists change projects*, that Microsoft is landing with partner ecosystem. Those projects are structured along 3 transformation pillars: Commerce, Co-Sell and Programs, plus transition of legacy partner facing tools into a single destination for all partner engagements with Microsoft, which spans across all 3 pillars. 1 * The list of projects is valid asof June’ 20 and will be adjusted/expanding moving forward Partner Transformation Partner Center – one stop shop for all partner engagements with Microsoft This new converged partner facing platform increases security, is easier to use, and centrally makes available everything partners need to use in managing both simple & complex relationships with Microsoft: New Commerce Partner access to all 3 Microsoft sales channels, single 1 st and 3 rd party offers catalogue, unified pricelists, new partner tools and simplified customer and partner agreements Co-sell & referrals Converging and simplifying partners’ offers publishing and co-sell experience (with Microsoft and with other partners) into a single, central point of reference to improve our ability to track, manage, and close sales opportunities. Programs Deliver industryleading programs that provide tools and investments for partners with different business models to build excellent solutions and make relevant customer connections across the three Microsoft clouds One cohesive partner support experience - making it easy for partners to do business with Microsoft Transformation Pillars| 4

New Commerce. Enhancing the customer buying experience: 2 We're enhancing our commerce capabilities to: • simplify purchasing experience for customers, • help partners to reach out to new customer base and to build new revenue streams based on valueadd services they provide to customers, • enable partner to partner connection. Partner access to all 3 Microsoft sales channels, single 1 st and 3 rd party offers catalogue, unified pricelists and simplified agreements for customers and partners are the key benefits of the new commerce experience. Change Project New commerce offers Change Description KPI Partner Resources New commerce model is a single, connected platform experience for customers, regardless of how they buy: through the Partner-led, Microsoft-led, and Self-service channels. • New Commerce platform is enabling 3 sales channels (Customer led thru App. Source/Marketplace, Partner led thru CSP, MS led thru Quote Center) with a single catalog of 1 st party and 3 rd party offerings and streamlined customer and partner digital agreements • Strategic shift from resell business model to Managed Services (upfront margin -> PEC shift) in Partner-led channel • Improving compliance and thrustworthy in the cloud world: MFA verification (cloud security), MPA acceptance (streamlined agreement), MCA attestment (customer contract) New Commers offers: • Azure Plan: available now • M 365, D 365: available in H 2 FY 21 • SW L in CSP in H 2 FY 21 Share of new commerce offers vs legacy CSP offers CSP Resource Gallery Continued on next page Transformation Pillars| 5

New Commerce. Cont’d: Change Project Commercial Marketplace Change Description KPI 2 Partner Resources Commercial marketplace lets partners # of published • https: //aka. expand their reach, extend to new offers (list, ms/Join. Mar channels (P 2 P), and accelerate business trial, BYOL, ketplace thru engaging with Microsoft’s global sales transact) • https: //aka. team in joint selling and lead generation, # of referrals ms/Market while earning benefits and rewards generated, place. Publis specifically designed to match partners $ revenue her. Guide level of investment with the marketplace generated • https: //aka. from ms/Market marketplace. Publis her. Support • https: //aka. ms/Market place. Rewar ds To protect partners and customers cloud environments, all CSP, Control Panel and Advisory partners must implemented for Mandatory each of their partner tenants: Security • Enable multi-factor authentication Requirement (MFA) for all users s • Adopt the Secure Application Model Implementat framework ion Users w/o MFA verification won’t be able to perform CSP-related tasks, once security safeguards are implemented % of users with MFA verification Partner resources gallery All CSP partners must accept new MPA. Once Microsoft activates MPA enforcement, it will be required for all new orders/change seats/renewals in CSP for all offers (Microsoft 365, Dynamics 365, Azure) for all CSP partners MPA Acceptance (Y/N) resources gallery page Microsoft Partner Agreement (MPA) Transformation Pillars| 6

New Commerce Roadmap 3 Azure plan launched, EA to CSP transition experience, Azure Lighthouse & cost management experiences Single set of core terms for all partners, with additional terms based on partner type, go-tomarket (GTM)/offer etc. Focus on Direct & Indirect Providers A consistent and simplified purchase experience, with greater flexibility in how and where customers buy. Improved security and compliance of transaction & management capabilities Single set of core terms for all partners, with additional terms based on partner type, go-tomarket (GTM)/offer etc. Focus on Indirect resellers. Perpetual on-prem. software licenses in CSP will become generally available in CY 21 Azure, M 365/D 365 (New Commerce Experience) Azure Transitions & Glidepath, Customer concessions (Azure Credit Offer / ECIF), M 365 and D 365 offer availability Expansion of Direct CSP requirements to include revenue attainment Transformation Pillars| 7

4 Co-Sell. Enhancing partner buying and selling experience: Effective collaborative selling results in bigger projects, faster deal close and increased consumption. We're focused on making it easier and more efficient for our partners to sell with Microsoft and other partners by transitioning from Partner Sales Connect to Partner Center. We’re also fixing bifurcation, that existed in partner offers and co-sell data publishing process by bringing together and enabling the partner to create, manage, and update their internal-cosell and public-offer metadata/collateral/contacts together via Partner Center's Commercial Marketplace functionality. This will converge partners’ publishing and co-sell experience into a single, central point of reference and improve our ability to track, manage, and close sales opportunities. Change Project Partner transition from PSC (Partner Sales Connect) to PC (Partner Center) for the new Co -Sell experience Partner Center Cosell publishing Change Description Moving from PSC – our current Co-selling system “bolted on” to MSX – to a modern, API-connected Co-selling platform based off the Referral capabilities within Partner Center. Partners will be able to use their own CRM systems, connected to PC and MSX through API, to Co-sell with Microsoft. Better customer matching and MSFT inbound routing to the right seller to help the partner close the deal more quickly. KPI Partner Resources Transition to PC Co-Sell Completed (Y/N)? # of referrals (from MS and P 2 P) # of co-sell deals $ revenue generated from co-sell External partner docs Partner readiness recording The partner experience (today) confusingly # of bifurcates management of a partner's published cointernal/cosell solution collateral exposed to sell offers Microsoft Sellers (via OCP GTM) apart from thru PC public offer collateral exposed to App. Source / Azure Marketplace (via CPP). With this change we're fixing that bifurcation, bringing together and enabling the partner to create, manage, and update their internal-cosell and public-offer metadata/collateral/contacts together via Partner Center's Commercial Marketplace functionality. Co-sell data publishing / management in Partner Center Offer cosellability in PC Transformation Pillars| 8

Co-Sell Roadmap 5 Streamlined co-selling with a unified pipeline, DUNS ID customer matching, and direct Microsoft seller connection. Focus on IP Co-Sell partners Automated referral management within Partner Center or Power Automate Connectors Simplified publishing to Commercial Marketplace thru Partner Center for discovery by customer and Microsoft sellers Co-selling with Microsoft is defined as any collaborative engagement between Microsoft and our partner ecosystem across the irect, partner, and Microsoft seller channels. Any partner may engage in co-selling motions with Microsoft with any customer, in any location, for all services and solutions. Partner solutions with co-sell data publishing through Partner Center in commercial marketplace Provide capability for partners to build, discover, engage, and track joint offers through all customer segments Ability to invite another partner to joint sell Joint building and selling between multiple partners Pipeline sharing without active co-selling Referral analytics for partners to better understand their pipeline and performance with Microsoft Transformation Pillars| 9

6 Programs Programы. Partner differentiation and growth: Making it easier for partners to differentiate themselves, connect with customers, and acquire the skills and knowledge required to continuously drive growth. We're continuing to evolve our program offerings, incentives and GTM services to enable exceptional partner outcomes and experiences. Change Project Change Description KPI Partner Resources Becoming a member of the partner network gives you a standard baseline of benefits. Then, depending on your business needs and goals, New MPN consider a Microsoft Action Pack, silver or gold competency, advanced specialization, or Expert cies/requi Managed Services Provider (MSP) program. The higher the level of partner participation in MPN rements program, the bigger differentiation capabilities partner gets and more benefits would have access to. Renewal and MPN attainment of competenci new es Silver/Gold Membershi competencies p offers in PC Advanced specializations are an extensive validation (beyond Gold) of a partner’s Advanced capability to deliver high fidelity services in a Specializa specific solution area. They differentiate a tions partner on their demonstrated expertise and build stronger connections with customers. Attainment of Adv. Specialization (Y/N)? Adv. Specializati ons Partner Programs Digest Attainment of AE MSP status (Y/N)? AE MSP MPN page Starting April 1 st 2021 (previously Oct. 1 st ) Attainment of Partner Contribution Indicators (PCI) score will relevant PCI be used to determine partners eligibility towards score attaining or renewing the Cloud Business Applications competency. The PCI score is a more holistic measurement of a partner’s abilities to deliver successful customer outcomes. PCI Documenta tion Azure Expert MSP Changes to Cloud Business Applicatio ns competen cy requireme nts This program gives our most capable Azure MSPs full support to help drive revenue for themselves—and their customers. • Earn an exclusive Azure Expert MSP badge, get showcased to our customers, and gain top priority in our referral engine. • Be prioritized for co-sell engagements and leads. • Get support to develop new practices. • Attend exclusive events and participate in monthly calls with Azure engineering. Transformation Pillars | 10

Programs Roadmap 7 Updated certifications/exams. COVID-19 response (competency extension). Partner Contribution Indicator (PCI) GTM Services. Marketplace rewards. Digital partner enablement Advanced specialization (6 Azure and 4 MW) and Azure Expert MSP to help partners differentiate and expand their customer connections Security Competency Signal future program construct and transition paths for partners Differentitation Continue to adjust to market needs and launch new advanced specializations, mapped to technical scenarios and/or sales plays. Launch ISV program grounded in new program construct including new partner licensing model Transformation Pillars | 11

8 Partner Center – one stop shop for all partner engagements with Microsoft has 8 disparate systems converging into Partner Center at partner. microsoft. com/dashboard This new ecosystem increases security, is easier to use, more accessible, and centrally makes available everything your partners need to use in managing both simple & complex relationships with Microsoft: Why we are doing this: • Enable partners to consolidate multiple functions and accounts to orchestrate & centrally manage across their globally distributed workforce • Empower all organizations to take advantage of the partner opportunity with Microsoft, regardless of business size, breadth, location, scale, or tenure • Modernize systems and tools that are atheistically simple, accessibly compliant, and centrally supported • Provide a self-service destination for managing partner membership, marketplace, referrals/cosell, incentives, and reseller capabilities • Secure the partner experience by integrating the ecosystem with our partners native identity management Tools Transition Status 1. PMC: Partner Membership Center for managing MPN Membership 2. PDD: Partner Digital Distribution portal for IURs and Azure Credit Benefits 3. CSP: Cloud Solution Provider for Direct/Indirect Account Management 4. PFBI: Partner Facing Business Insights and Analytics to Track Performance 5. CHIP: Channel Incentives Program for Eligibility, Enrollment, and Payout 6. PSC: Partner Sales Connect for Referrals and Cosell Opportunity Management 7. CPP: Cloud Partner Portal for Ingestion/Publishing to App. Source/Azure Marketplace 8. OCP Catalog: GTM Activity Creation & Collaboration between Microsoft + Partner Transformation Pillars | 12

Planning Process 9 Transformation Planning. Process Flow: Process flow outlines key steps of transformation planning. CADENCE – recommendation is to undergo planning exercise quarterly with a monthly revisit to check in against actions completed and update transformation plans. Cadence is at the PDM’s discretion. Transformation Pillars | 13

ADKAR Model 10 Change is often a complex and difficult process. Leading successful change in other people and across whole organizations requires new thinking and new tools. The Prosci ADKAR model is a valuable framework for organizational leaders, change managers and project managers to effectively lead a variety of changes. The lens of the ADKAR model reveals both key concepts that influence successful change and actionable insights for implementing these concepts Awareness of the business reasons for change. Awareness is a goal or outcome of early communications related to organisational change. Desire to engage and participate in the change. Desire is a goal or outcome of sponsorship and resistance management. Knowledge about how to change. Knowledge is a goal or outcome of training and coaching. Ability to realise or implement the change at the required performance level. Ability is a goal or outcome of additional coaching, practice and time. Reinforcement to ensure the change sticks. Reinforcement is a goal or outcome of adoption measurement, corrective actions and recognition of successful change. The key idea of the ADKAR model is that you can’t advance to the next stage of the change process, unless you have achieved the goals of all previous stages (e. g. , you can’t successfully complete Knowledge stage until you have completed Awareness and Desire stages). Use the ADKAR model to identify gaps within the change management process. By breaking down a change into the stages of the ADKAR model , you will be able to see where and why a change process is not landing well. With this understanding, you can address the barrier points, provide effective coaching and take the necessary steps to improve change success. The ADKAR model is useful for: • Diagnosing areas of resistance to change • Helping transition through the change process • Creating a success action plan for a change initiative ADKAR Model| 14

Transformation Matrix To establish a consistent approach to partner transformation, the table below describes the types of activities that are relevant for each change stage of ADKAR model across 3 transformation pillars: New commerce, Co-Sell, Programs. It also defines the types of activities that are deemed to be mandatory, good, better or best for an active partner to develop. 11 This table (link) can be used to: a) Conduct a baseline assessment of current status of change landing b) Develop partner transformation plan to advance within change stages c) Assess progress in landing changes * Not all activities are relevant for all partner types. Specific set of activities should be defined within individual partner business planning, based on the partner type, business model and goals. Transformatio Change Stage n pillar Change Actions AWARENESS AWARENESS AWARENESS DESIRE DESIRE KNOWLEDGE KNOWLEDGE ABILITY ABILITY ABILITY REINFORCEMENT REINFORCEMENT Resource Link (external) Mand atory Good Better Best New Commerce Partner is aware of Solution Workspace resources Solution Workspace New Commerce Understanding of Microsoft Commercial Marketplace concept and oppotunities Publisher Guide New Commerce Understanding of New Commerce offerings CSP Resource Gallery Partner incentives and New Commerce Understanding of partner incentives and investments New Commerce Understanding of Marketplace benefits Marketplace Benefits Co-sell Understanding of Microsoft co-selling program and requirements Sell With MS Co-sell Understanding of P 2 P concept and value Building partnership Requirements by Program Understand requirements to achieve chosen competencies/specilisation(s) competency Program Understanding of partner benefits and various levels of MPN pgm. Program Benefits Plan in place for partner co-sell offers/solutions development, publishing and New Commerce acceleration Solution Workspace. New Commerce Business plan for prio sales plays in place Business Plan template Co-sell Clarity on/and understanding of market opportunity in selected vertical(s) Co-sell Plan in place to develop/publish co-sell offers, aligned to prio sales plays Sell With MS Requirements by Program Plan in place for new competencies/adv. specialization attainment competency Recruite, hire, onboard and Program L&D Plan in place retian talent playbook New Commerce Dedicated MS operations/licensing specialist(s) New Commerce Partner is leveraging resources @ Solution Workspace Program Relevant # of MCPs, aligned to new competencies, planned for attainment Hire and train guide Co-sell Defined P 2 P strategy Building partnership Co-sell Dedicated (partner) co-sell owner/lead Sell With MS Co-sell Relevant # of MCPs, aligned to prioritised sales plays and published offers Hire and train guide Biz. Apps: Attended the Microsoft Catalyst Partner Training series Virtual training series + Co-sell Passed (75%) the Microsoft Catalyst Partner Training Assessment post-training assessment PC: Security Requirements New Commerce Implementation of mandatory CSP security requirements (MFA) Status MPA resources gallery New Commerce MPA acceptance for all relevant partner CSP tenants page New Commerce Enrolled in and earning Microsoft incentives PC: Incentives Co-sell Partner business profile published and optimized Create/manage biz. Profile Co-sell Partner existing offers and co-sell data migrated to PC Migration FAQ Co-sell data publishing / Co-sell management in Partner new co-sell offers/solution published Center Co-sell Migration from PSC to Partner Center completed Co-selling in PC Co-sell Sales teams, aligned to prio sales plays and prio verticals Co-sell Partner is co-sell ready / prioritized Envisioning pre-packaged Co-sell Biz. Apps: pre-packaged Catalyst offers in OCP GTM / App. Source offers Program New Competency/Advanced specialisation/Expert status attainement MPN competencies Grow business with Co-sell Grow # of referrals from MS Co-sell Active co-selling with Microsoft and other partners Sell With MS Recruite, hire, onboard and New commerce Sellers compensated on consumption and usage retian talent playbook New Commerce Calculate actual services revenue and profit New Commerce revenue contribution (% of revenue) Program Customer references and success stories X X X X X X X X X X X X X X X X X X X Transformation Matrix| 15

12 Baselining It is often said that in order to know how to get to where you are going, it is a good idea to know where you are to begin with. Taking a baseline of where your partner’s business is today against the items listed in the matrix is useful in establishing a common benchmark from which you can work with your partner to establish areas of strength and weakness and build a clear plan with SMART objectives to track throughout the year. The responses from each partner are confidential insofar as they are not shared with other partners It is recommended that you work with the transformation matrix and survey (link) to discuss each line in depth to establish a current position against the following criteria: 0. Not Applicable for specific partner 1. Not started 2. A change plan in place to land the change 3. Plan execution is underway 4. Plan is near completion and/or could be refined/enhanced 5. Goals of the change are fully achieved Whilst the information above acts as a guideline for how to score partners responses to questions in the survey/matrix it is crucial that the PDM challenges the partner(s) to discuss why the partner feels they have achieved a certain score, what they could do to elevate a score and that the PDM uses their knowledge of Microsoft’s ideology and experience from other partners to promote best practices and potential areas of improvement. Once the exercise is complete, you will be able to identify key areas of development to consult your partner(s) on, jointly deciding which areas are a priority, what success should look like, timescales, commitment of resources, etc. This work will then inform the change section of the partner business plan. (choose priority actions and pillars, you do not have to execute against all transformation pillars and actions unless you want to) The baselining exercise is not designed to be a one-time activity. It is recommended to review the matrix at least one more time in the year This survey should be undertaken bi-annually with actions being reviewed on a monthly his is important when it comes to understanding the partners transformation and helps Microsoft prioritise its resources to ensure the channel is being served appropriately. ADKAR Score REINFORCEMENT ABILITY AWARENESS 5 4 3 2 1 0 DESIRE KNOWLEDGE Fig 1. Sample radar chart output from baselining exercise AWARENESS DESIRE KNOWLEDGE ABILITY REINFORCEMENT 4 3 3 4 3 Avg Transformation Score 3 Fig 2. Sample score output from baselining exercise survey Baselining | 16

Transformation Metrics 13 Transformation Metrics To Measure Success Of The Change Projects: Transformation activities and related success metrics might vary by partner type and business model. Below tables list transformation metrics, relevant for specific transformation project. N. B. : the list of transformation projects and relevant metrics will change along the way. New Commerce Transformation Priority KPI/Success metric Target Report (internal) Report (external) Partner incentives Increase in consumption-based earning vs billed earnings Yo. Y % Incentive earning Incentives Dashboard Partner Incentives New Commers offers adoption New Commerce mix % New Commerce over Legacy offers in CSP Azure Partner Health Report Partner Insights CSP Security (MFA) Requirement implemented API % Users % Compliant Y/N MFA Report Security Requirements Status MPA Signed for all relevant partner CSP tenants MPA Report MPA status in reseller profile Target Report (internal) Report (external) OCP-CRM accounts whitelisted Y/N PC Co-Sell Report N/A Active in PC Co-Sell (Y/N) PC Co-Sell Report N/A Co-Sell Transformation Priority KPI/Success metric Partner Center Co-Sell Onboarded PC-Co-Sell (whitelisted) Partner Center Co-Sell Active co-selling Partner Center Co-Sell Active referrals Partner Center Co-Sell Co-sell deals Partner Center Co-Sell Partner CRM connected to PC thru API Offers/Solutions Publishing New co-sell solutions published # Inbound/Outbound Oppty's CEE Partner Sharing Dashboard Referral Insights Y/N N/A # of new co-sell solutions published Co. Sell Ready Solutions Referral Insights Target Report (internal) Report (external) # of certification Partner Enablement Dashboard Partner Competency Report # of Adv. Specializations OCP Competency Dashboard Partner Competencies AE MSP attainment OCP Competency Dashboard Partner Competencies # of MPN competencies attained/renewed OCP Competency Dashboard Partner Competencies Programs Transformation Priority KPI/Success metric Technical certifications MPN certifications Advanced Specializations Adv. Specializations attainment/renewal in relevant solutions Azure Expert MSP AE MSP status attainment/renewal New MPN competencies attainment Highest membership level in relevant competencies Transformation Pillars | 17

14 Reporting Please check out below table for the list of internal Microsoft reports, relevant to specific activities and metrics (link). Change Stage AWARENESS AWARENESS AWARENESS DESIRE Transformation pillar Change Actions New Commerce Partner is aware of Solution Workspace resources Understanding of Microsoft Commercial Marketplace concept and New Commerce oppotunities New Commerce Understanding of New Commerce offerings New Commerce Understanding of partner incentives and investments New Commerce Understanding of Marketplace benefits Co-sell Understanding of Microsoft co-selling program and requirements Co-sell Understanding of P 2 P concept and value Program Understand requirements to achieve chosen competencies/specilisation(s) Program Understanding of partner benefits and various levels of MPN pgm. Plan in place for partner co-sell offers/solutions development, publishing New Commerce and acceleration New Commerce Business plan for prio sales plays in place Co-sell Clarity on/and understanding of market opportunity in selected vertical(s) Co-sell Plan in place to develop/publish co-sell offers, aligned to prio sales plays Program Plan in place for new competencies/adv. specialization attainment Program L&D Plan in place New Commerce Dedicated MS operations/licensing specialist(s) New Commerce Partner is leveraging resources @ Solution Workspace KPI/metric Y/N Reporting Links N/A Y/N Y/N # offers / $ revenue Y/N $ per vertical # offers / $ revenue Y/N # of ind's Y/N N/A N/A Partner-led N/A PIN report (Cert. Ind's) Partner-led Partner Enablement KNOWLEDGE Program Relevant # of MCPs, aligned to new competencies, planned for attainment # of ind's Dashboard KNOWLEDGE Co-sell Defined P 2 P strategy Y/N Partner-led KNOWLEDGE Co-sell Dedicated (partner) co-sell owner/lead Y/N and KPIs Partner-led Partner Enablement KNOWLEDGE Co-sell Relevant # of MCPs, aligned to prioritised sales plays and published offers # of ind's Dashboard Biz. Apps: Attended the Microsoft Catalyst Partner Training series Catalyst Power BI KNOWLEDGE Co-sell Passed (75%) the Microsoft Catalyst Partner Training Assessment # of ind's Dashboard* (Link to follow) 100% of users on CSP tenant ABILITY New Commerce are MFA Implementation of mandatory CSP security requirements (MFA) enabled MFA Report Earned $ by OCP Insights: Incentives & ABILITY New Commerce Enrolled in and earning Microsoft incentives program Investments ABILITY Co-sell Partner business profile published and optimized Y/N Partner-led ABILITY Co-sell Partner existing offers and co-sell data migrated to PC Y/N Marketplace reports # of offers in ABILITY Co-sell Partner new co-sell offers/solution published market Co. Sell Ready Solutions ABILITY Co-sell Migration from PSC to Partner Center completed Y/N Partner-led ABILITY Co-sell Sales teams, aligned to prio sales plays and prio verticals Y/N Partner-led # of co-sell ABILITY Co-sell Partner is co-sell ready / prioritized solutions Co. Sell Ready Solutions Catalyst Power BI ABILITY Co-sell Biz. Apps: pre-packaged Catalyst offers in OCP GTM / App. Source # of ind's Dashboard* (Link to follow) OCP Competency ABILITY Program New Competency/Advanced specialisation/Expert status attainement Y/N Dashboard Inbound #, REINFORCEMENT Co-sell Outbound #, CEE Partner Sharing Grow # of referrals P 2 P # Dashboard # of co-sell REINFORCEMENT Co-sell deals, wins, $ CEE Partner Sharing Active co-selling with Microsoft and other partners wins Dashboard REINFORCEMENT New commerce Sellers compensated on consumption and usage Y/N, KPIs Partner-led actual $ REINFORCEMENT New Commerce Calculate actual services revenue and profit earnings Incentives Dashboard Mix of legacy REINFORCEMENT New Commerce Partner Transformation vs modern New Commerce revenue contribution (% of revenue) offerings Detailed Dashboard REINFORCEMENT Program Customer references and success stories Y/N and # of Partner-led DESIRE KNOWLEDGE Reporting| 18

Next steps Whether you have completed ADKAR assessment for the first time or are assessing the progress since the last time, review your baseline and collectively agree on your next actions 15 When considering what you should plan to achieve, keep in mind some of the following ideas: • Schedule time with your partner to land the transformation activities within the business planning section of PBP and go through the ADKAR Transformation survey to create a baseline. • Agree focus areas with your partners and actions to strengthen their approach to transformation. These focus areas should be included in the business planning section of the business plan, with clear dates of completion, KPIs and Owners. • Review those actions regularly with your partner and revaluate transformation survey/score in the next quarter or half. You should agree with your partner on a date to review the plan and baseline and update with the progress made throughout the year. This will aid in the QBR process by sticking to a consistent set of KPIs to refer to over time. Partner Transformation Plan Template (link): Next steps | 19