The big picture Programs Investments Recruit Ready Activate

The big picture Programs Investments Recruit Ready Activate High Potential Partner Incubation Program Germination High Potential Partner Incubation Program GSI Center of Excellence Partner Practice Enablement High Potential Partner Incubation Program opportunity Lifecycle Incubation Red-Carpet GSI Center of Excellence Cloud Platform University Deal Lifecycle

0% Prospect Azure Access Program • Public trials, MSDN • Sponsored Accounts • Azure Pass • Month/Bulk Credit Cloud Investment Fund • Azure Fast. Start/Workshop • Proof of Concept (POC) • Competitive Migration • Deployment/consumption Deployment planning • Software Assurance Benefits • Assist deployment planning • Similar to SA Training Voucher • ~400 K DPS days available Channel Incentives • Transacting Incentives • Consumption Incentives • Digital Partner of Record (DPOR) • Base on % of Consumption rebate 10% Qualify 20% Develop 60% Proof 40% Solution 80% Close 100% Win 120% + Deploy/Consume Free Azure Access for Individual or Organization Azure Everywhere Azure Planning Services CIF-Pre Sales CIF-Post Sales Azure Planning Services Azure Channel Incentive

Ø Try, assess, plan, deploy, and Use Ø Workload by workload Ø Consumption is the King Customer Journey to Cloud Adoption Try Deploy Buy Plan Assess

Try Proof-of-Concept (POC)* All Purpose Public Free Trial • $200, 1 Month • An email account • http: //Azure. microsoft. com MSDN Subscription • Subscription benefit • $150/Month • Paid membership • MSDN. Microsoft. com IT Pro Cloud Essentials Visual Studio Dev Essentials • $100/Month, 3 Months • Free training/support • Free to join • Itprocloudessentials. com • Subscription Benefit • $150/Month • Free to Join • MSDN. Microsoft. com mpnazurebenefit@microsoft. com Deal size <US$200 K Biz. Spark for Startup • Up to $150/M, 3 Yrs. • Up to 5 Developers • Business less 5 yrs old • Less than $1 M revenue • Software Licenses • Support Deal Size >= US$200 K Azure Pass Sponsored Account • Fixed credit per Month • 1, 3, 6, 12 months • Option to covert PAYG • Not extensible • Account cannot be associated with existing EA • No 3 rd Party services/Support/Marketpl ace • New offer: $3 K for 4 Months (Sep. 2016) • Custom credit amount and duration • Extensible • Requires CR card for activation • Automatic conversion to PAYG • No 3 rd Party services/Support/Marketpla ce MPN Partner IUR Benefit** Sponsored Account • Cloud Platform MPN Competency • $6 K for Silver Level • $12 K for Gold level • http: //aka. ms/Activate. IUR

Assess Azure Everywhere On site, white-glove Azure adoption and ramp up experience with 3 key components: 1. Azure Fast Start Workshop 2. Cloud Adoption Planning Session • 4 day on-site hands-on Azure workshop • 1 of 5 Core Scenarios (Iaa. S, Sharepoint, SQL, Dev/Test, Mobile Dev) • Work with Microsoft team and the customer to build a consumption plan Program highlights: • • EPG and CA customers, with <$1 k per month Azure consumption Up to US$4. 5 K for Fast Start delivery $1 K for 1 Month of Azure Trial if is new Azure customer Limit one Offer per account at Top-Parent ID (TPID) level Partner must be a BIF RFP approved provider Accelerate Packages (Fast Start) will be provided as well as online training for partner Work with Microsoft Account Team to target customer and select Fast Start workshop Fast Start Material in Partner University site: http: //aka. ms/Azure. Everywhere. Partner. Program Azure Iaa. S 3. Free Azure for 1 month • $1 k Azure Pass to be used during Fast Start workshop • New Azure customers only Linux on Azure OMS Configure and Deploy and Manage Linux workloads on an Azure environment Backing up and archiving your data, as well as maximizing uptime in your production environment SQL on Iaa. S Web & Mobile

Plan Microsoft Software Assurance Planning Services Public Cloud, Microsoft Azure (AZDPS) Activate Microsoft Azure Storage (3, 5, 10 -Day) Activate Stor. Simple, Comm. Vault or Stealth Implementing Dev/Test on Azure Virtual Machine Migrate Apps to Azure Infrastructure Services (3, 5, 10, 15 -Day) SQL on Azure, SPS on Azure, AWS Workload Implementing Enterprise Mobility (3, 5, 10, 15 -Day) Hybrid Identity, MDM, Information Protection (5 -Day) Dev/Test environment in Azure Iaa. S Implementing Microsoft Operations Management Suite (3, 5, 10, 15 -Day) Hybrid Cloud Management

Deploy Cloud Investment Fund (CIF) • 10 X return on net new consumption revenue within next 12 months (Except ISV) • Consumption revenue forecast or plan required • Projects must be completed and spent in 3 months; first new consumption forecast milestone met within 4 months • Spend/consumption calculated from PO approval date • SOW must stipulate funding/timeline and consumption forecast as milestones – SOW must be uploaded at time of submission Next Gen & Advanced Workload ISV Deployment & Consumption Accelerate Azure consumption growth across managed ISV

Deploy Azure Incentive 1 Rewarding partners for driving consumption of Microsoft Azure Services via EA, MPSA, CASA/EES and MOSA 3 • MPSA added from July 2016 • Incentive rate reduced to 15% • 2 -year PSX opportunity earning period will end June. 30, 2017 • The rates may change with 3 months’ notice • Max earnings for 12 -month incentive period is $100 K USD per subscription • New Advanced Workload campaign for IOT and Cortana Intelligence 2 • Active MPN membership • Gold or Silver level competency in Cloud Platform 4 Duration Rate August 1, 2015 – September 30, 2016 All Azure consumption 20% October 1, 2016 – September 30, 2017 All Azure consumption 15% $10 k USD for Io. T and Cortana Intelligence Workloads July 1, 2016 – December 31, 2016 • • • Incentive paid quarterly to the Digital Partner of Record Partner earns during the incentive period, from the month of Digital POR assignment or competency attainment, whichever is later Incentive guide and other resources available on MPN at aka. ms/partnerincentives

Retiring FY 16 Azure Deployment and Usage Offers 6 1 0 2 0 3 e n u J n i d e r i p x E th

Buy Cloud Investment Fund (CIF)- Pre Sales Funding Cap 150 k 10 X ROI Drives Azure Consumption/Billed Revenue through Pre & Post sales scenarios Business Pillar/GTM Transform the Datacenter Unlock Insights on any Data Sales Plays LOB Apps in Azure (Dev/Test and production) Technical Scenarios/Products Azure Iaa. S, Azure Storage Consistent Hybrid Cloud Platform Azure Stack Software Defined Datacenter Operations Management Suite (OMS) Data Protection and Application Availability Stor. Simple, or Azure Storage, or OMS Secure Hybrid Infrastructure System Center/OMS, or Azure Security Center IT Operations and Management Operations Management Suite (OMS) Hybrid Business Critical Application Platform Azure SQL DB & DW, APS Hybrid Data Platform Modernization Big Data, Data Warehouse, Business Intelligence, Advanced Analytics (Power BI, up to $5 k) Create Internet of Your Things Empower Enterprise Mobility Remote monitoring, Predictive maintenance Upgrade SQL Server & cloud-built apps, Azure SQL DB & DW Azure SQL DW, HDInsight, Power BI, Azure Machine Learning, Data Factory, Stream Analytics, Azure Data Lake, Cortana Intelligence Suite Azure Io. T Services, Azure Io. T Suite N/A Development Modernization: Dev Ops, Dev Test Enterprise Web Mobile Apps, Media Services and Cloud Application Development Hyperscale applications Full Featured Visual Studio (VS Enterprise Standardization) Azure or Visual Studio (including TFS/VSTS) N/A

Try Azure Access POC Assess Cloud Readiness (Azure Everywhere) Plan SA Planning Service Custome r Deploy Cloud Investment Fund (CIF-Post Sales) Buy CIF Pre sales Azure Incentive Partner $3 K * (4 Months) $4. 5 K $5 K (5 -day DPS) $5 K $5 K $20 K* (3 Months) $4. 5 K $15 K (15 -Day DPS) $20 K $50 K* (4 Months) $4. 5 K $30 K (2 x 15 -Day DPS) $50 K+ There is no guarantee that a given partner would qualify for all programs. Individual program has its specific partner eligibility as well as opportunity qualification criteria. Amount are estimates under best-case scenario and is given only as potential payout. . All program are at Microsoft’s sole discretion to modify, terminate and revise terms and conditions at any time.

AZURE Sales Cycle and Partner Incentives

Win with Microsoft Build or bring your Cloud and Mobile Apps to Azure • • Join the mobile development partner program and leverage resources for your mobility practice on the C+E partner portal Learn more about Dev. Ops and leverage resources on the Dev. Ops partner portal Learn about the Cloud Platform partner program designed to move apps to the cloud Join the new Open Source Partner community and activate your benefits and incentives on the new MPN open source partnership page. Leverage the Power of Choice, increasing your profitability and extending market reach with Open Source on Azure. Grow your hybrid cloud practice • Leverage resources specific to a Hybrid Cloud Management on the C+E partner portal and partner with Microsoft on the intelligent cloud platform • Learn about Windows Server 2016 and modernize customer infrastructure with Datacenter & Cloud Practice Accelerators • • Utilize the Microsoft Trusted Cloud Principles to accelerate cloud adoption and leverage those principles in sales discussions with your customers Learn about Microsoft’s Enterprise Mobility and Security solutions and take advantage of the rich resources to start building your practice Build your Microsoft practice • Leverage resources built for partners across the technologies at the Cloud + Enterprise Partner Resource Portal • Lead your teams to individual certification getting closer to achieving an MPN Cloud Competency • Start using Internal-use rights software, including Microsoft Azure, Power BI, Visual Studio, Enterprise Mobility Suite, Xamarin and more. • Drive deep customer engagement and increase profitability with sales and technical trainings Adopt CSP as the model for Cloud Create your Data Platform Practice on SQL Server 2016 • Leverage all the partner tools & resources on the Cloud + Enterprise partner portal • Learn about SQL Server 2016; Get started with SQL Server Migration Assistant • Find training resources and attend the Data Platform University • See our latest content on Microsoft Virtual Academy – SQL Server; Use Technet for online training, virtual labs and Get Certified • Get Started on SQL in a Box for Service Providers • Learn more about CSP in the CSP Resource Center • Download the MSP playbook to kick-start your managed services practice on Azure • Access business and technical IP for different CSP scenarios in our CSP-in-a Box kit • Build a successful managed service practice by becoming a Microsoft Cloud Solution Provider and find practice-specific guidance here Expand your business, building Intelligent Apps • Try the preview of Project Madeira, a reinvented business management solution for SMBs • Create modern BI solutions using Power BI and embed BI inside your app while staying up-to-date with Power BI developer information • • Visit the Azure Io. T Partner portal and join the Azure Io. T partner community for access to guidance and resources to help you create or grow your Azure Io. T business; Set up and provision Azure Io. T Suite, using a free Azure one-month trial Build, publish and market your business apps through App. Source • Partner with us by enrolling in our Cortana Intelligence and Power BI partner programs to get the latest training, sales support and marketing resources and then connect with customers by highlighting your solutions in our Power BI and Cortana Intelligence partner showcases • Take advantage of the training courses available through Microsoft Analytics Learning Portal and Power BI Guided Learning Journey • Learn about our Power BI target industries and audiences, and customize one of our Power BI solution templates for your customer; Build a Cortana Intelligence solution template by contacting us • Go to Microsoft Dynamics AX virtual launch event (VLE) for a deep dive into the new Dynamics AX service and then visit the Microsoft Dynamics ERP site for great content • Expand your CRM practice with Service capabilities and download and use content from the Customer Driven campaign for your marketing of CRMOL, Field Service, Io. T and much more; Leverage announcement of the CRM Spring 2016 wave with your customers and learn about Microsoft Trusted Cloud for CRM • Explore and execute cross-sell opportunities - CRM partners can expand into service, O 365 partners can start with employee knowledge, Azure partners can start with self-service portals, Service partners can extend into Azure Io. T, Analytics, and ML

aka. ms/wpcevals