US Geo Expansion Aaron Cao Microsoft US Geo

US Geo Expansion Aaron Cao Microsoft US Geo Expansion Lead USGeo. Exp@microsoft. com aka. ms/geoexpansioncommunity

US Geo Expansion – Community Call Monthly Recurring Community Call This US Geo Expansion Partner Community Call is held the 3 rd Wednesday of every month, repeated at both 9: 00 am and 4: 00 pm US Central Standard Time (UTC -6). Community Calls On-Demand Video recordings can be found on the Microsoft Geo Expansion You. Tube channel Slides from Today’s Call Presented slides can be found on the Geo Expansion Community Board as replies the US Monthly Partner Community Call post Geo Expansion Community Board Additional detail on programs, offers, and benefits can be found on the Microsoft Geo Expansion Community Board. Look for US-specific detail in posts titled “US Geo Expansion…” Monthly Newsletter Sent yesterday April 13. Let usgeoexp@Microsoft. com know if you didn’t get it or want to add recipients

US Geo Expansion – Responding to COVID-19 Together As the world responds to the outbreak of COVID-19, our thoughts are with the people affected and the medical professionals working around the clock to help those most in need. At Microsoft, we’re working to do our part by ensuring the safety of our employees, striving to protect the health and well-being of the communities in which we operate, and providing technology, tips and resources to our customers to help them do their best work while remote. How you can support your customers with remote work • Staying productive working remotely with Teams • Ways Microsoft IT is enabling its remote workforce • Remote work customer support • Delivering Microsoft 365 workshops remotely Microsoft Partner Network Updates • Teams usage incentive • Competency extensions • Training, exams, certifications How Microsoft is helping communities, people and families • Tips and tech support for doing more online • Resources for educators and families

US Geo Expansion – Ignite & Inspire, Now Digital In light of health safety recommendations from public health authorities, we will not be holding Microsoft Inspire 2020 or Microsoft Ignite 2020 as in-person events. We will deliver both as a digital experiences and are exploring additional, alternative ways to bring these communities together to connect and learn. Sign Up for Ignite Updates Microsoft Inspire Website

US Geo Expansion – How are You Helping Customers? We want to capture and promote those solutions and offers you have in market that are specifically supporting customers doing COVID-19. Share the basics of your solution/offer and share any customer win stories via the Partner Showcase process to ensure visibility across multiple Microsoft programs and teams. • • Partner Name Solution(s) Name(s) Is your solution US Co-Sell Prioritized? 1 -2 sentence description of solution as it relates to supporting customers amidst COVID-19 Link to your solution/offer (more information) What industries, if any, are you specifically targeting with your solution/offer? What are the target segmentations for your solution (Enterprise, Mid-Market, SMB, EDU, etc)? Please provide your solution/offer ID from Microsoft App. Source or Azure Marketplace, if available HOW TO: Download, complete the form, or just answer the above bullets and send to usgeoexp@microsoft. com *note: if you’ve completed a similar ask through out Microsoft outlets, there’s no need to duplicate here.

US Geo Expansion Benefits – Partner Showcase What 2 separate monthly internal Microsoft newsletters with several thousand recipients as well as a dynamic share site repository that highlight US Geo Expansion partner innovation and big wins to the Microsoft Field and Partner Team. Benefits • • • Internal Microsoft exposure & awareness Opportunity to present a call-to -action / partner contact connection for Microsoft customer-facing roles Potential for support to build and/or include a customer story on Microsoft’s customer stories website. Criteria • All formally recognized Geo Expansion partners are eligible to nominate their wins • Nomination does not guarantee inclusion. • Win can be up to 6 months old • Stories with the most likelihood of inclusion/traction are those with: • Heavy Microsoft impact • A competitive win • Major industry impact • Wins in large brands / known entities How Nominations can be submitted at any time. To be nominated, submit an email to usgeoexp@Microsoft. com that includes the following: • Headline: Primary takeaway of the story (10 -15 words max and consider Microsoft impact) • Image: Partner Logo • Body: 1 -2 sentences that answer each of the following questions. • Customer & Partner Name • Problem statement • Solution that was provided • Results (Microsoft impact) • Call-to-action for Microsoft Field Sellers • Consider a formal customer offer (trial, promo, benefit, etc) versus just ‘contact X person at the partner’ • Consider linking to your Pi. B in OCP GTM Catalog • Key Microsoft contact

US Geo Expansion Benefits – PIE Programs Update What Pre- and post-sales funding for partners to offset costs of various marketing, sales and deployment/activation activities. PACE (Partner-Led Azure Customer Experience Events) Reimbursement for partner-led, Azure event costs Now Includes virtual events support. Each virtual event must: • Have 10 unique attendees • Have 5 unique customers represented • Be at least 30 minutes in length • Offer live audience Q&A capability • Contain a call to action around pre-sales and post-sales funding opportunities Learn more about Virtual PACE Benefits • • • Funding support to offset costs Alignment to Microsoft priorities Proven ways to velocitize, close, and activate business. Criteria Each program. within PIE has its own distinct criteria. Refer to the detail on the Microsoft US Partner Investments Yammer site in the ‘Files’ section. ‘Partner Investments Guide’ includes comprehensive criteria and benefits by each individual program. Program detail and criteria can additionally be found listed under ‘Resources’ within the PIE portal. Deadlines • April 30 – Submit for Programs • May 31, 2020 – Complete Work • June 5, 2020 – Invoice • June 15, 2020 – Submit Proof of Execution How Visit the US Partner Investments Yammer site for the most comprehensive collection of details on PIE and the programs within. Ask questions directly in the chat, and access program direction and details in the ‘Files’ section. aka. ms/partner. investments • ‘PIE How To Guide’ outlines logistics for using the general PIE program and tool. • ‘Partner Investments Guide’ provides an overview of individual program offers Join the PIE Office Hours to hear the latest from program owners, and ask questions live. https: //aka. ms/Partner-Investments-Office -Hours If questions remain, reach out to The PIE Support Team: piesupp@Microsoft. com

US Geo Expansion – P 2 P Credit & Visibility Ensure your P 2 P efforts align credit to both partners and that credit is visible to Microsoft by following these steps NOTE: this P 2 P reporting ability is only functional in Partner Sales Connect (PSC) as of now, with plans to enable it in Partner Center in the very near future. “Product. Name”. Partner. Name #Partner. Name – Customer ABC Opp Name” “Product #Partner. Name .

US Geo Expansion – Free Customer Experience Assessment Microsoft has partnered with Indigo Slate to provide a free customer experience assessment for our partners. Centered on the “Outside-in view”, the results of these assessments will provide you with best practices to help you plan, design, engage, and measure better customer experiences. What Do You Get? • Company CX maturity assessment • Customer-ready surveys • Voice of customer dashboard • Go To Market Bullseye • Free access to professional advice Learn More or Get Started: https: //mycxassessment. com

US Geo Expansion – Linked. In Digital & Social Webcast webcast: Harnessing the Power of Linked. In Digital & Social to Reach New Customers April 21, 2020 11: 00 AM PST (UTC -8) Join us for an exclusive webinar to learn how to harness the power of Linked. In Digital and Social to reach new customers. As in-person events have now transitioned to digital and social outreach, come see firsthand how Linked. In is uniquely positioned to help your business grow. Join two experts from Linked. In—Jason Carriere, Enterprise Tech IT Channel Sales Leader at Linked. In and Andrew Simnegar, Enterprise Client Solutions Manager at Linked. In—to develop specific insights that will enable your business to scale using Linked. In Events to communicate and engage with new prospects and grow current customer relationships. Our session will be a ‘ hands on ‘ experience that will include real-life examples of how to start your digital and social journey on Linked. In. Register / Learn More

US Geo Expansion Benefits – Stay Informed Worldwide Geo Expansion Community Board US Community Call US Newsletter Resources and guidance to drive scale of your strategic solutions into new markets with Microsoft Monthly email newsletter with updates and guidance on getting the most from the US Geo Expansion program https: //aka. ms/geoexpan sioncommunity To Subscribe: Email usgeoexp@Microsoft. com and include the full names and emails of those you wish to be included. Monthly virtual meeting featuring latest program updates and guidance, with program/subject matter expert guest speakers and an open forum to ask questions. This US Geo Expansion Partner Community Call is held the 3 rd Wednesday of every month, repeated at both 9: 00 am and 4: 00 pm US Central Standard Time (UTC -6). Community Call Join & Access Details View Past Sessions On. Demand Contact US Geo Expansion Program USGeo. Exp@microsoft. com Worldwide (Non-US): Geo. Exp@microsoft. com

US Geo Expansion – Program Objective & Expectations Amplify Microsoft impact by enabling partners to expand to and grow their Microsoft business in the US with Microsoft programs & resources This growth and amplified Microsoft impact best positions partners for potential engagement, including partner management and Microsoft Field Sales integration.

US Geo Expansion – Output & Engagement Levels Geo Expansion Program Level Breadth Engagement Depth / PDM Engagement Benefits Evaluation Criteria Access* & direction to US programs & resources including: • Geo Expansion Program Activation Playbook & Webinar • Geo Expansion Program Office Hours & Community Board • Monthly US Geo Expansion Newsletter & Office Hours • Microsoft Marketplace & GTM Services Benefits • Partner Solution Days • PIE Investment Programs • Partner Events & Programs (PEP) tool • Partner Showcase Newsletter • Partner solution/offer sharing with Microsoft Field Sales • P 2 P channel platform • Microsoft Co-Sell Desk support • Proactive US monitoring and evaluation Geo Expansion Program entry criteria: • PDM-managed in host country • Co-Sell Prioritized in host country • Co-Sell Ready in US (target country) All Breadth level benefits plus: • Access to a US PDM or i. PDM • Consideration for US Co-Sell Days (Activities with Microsoft Field Sales & Channel Managers) • Potential Custom benefits based on current Microsoft needs and priorities Evaluation considerations for the Depth/PDM engagement level include**: • Current US Co-Sell Results • Needs & capacity within current US partner solution portfolio • Solution Co-Sell Status (Ready vs Prioritized) • US customer base • US sales/delivery resources • Partner’s market position • Avg Deal Size • Customer Segmentation • Compete business / threat • Microsoft solution priorities * Access to programs does not guarantee eligibility. Individual program criteria apply. ** Depth/PDM engagement level alignment is not guaranteed by achieving any 1 or multiple metric(s).

US Geo Expansion – Microsoft Engagement Guidelines Gaining traction with Microsoft Field Sales and their customers/opportunities is no guarantee and depends on many factors. Of primary importance is how you show and message your Microsoft impact. Objective Visibility with Co-Sell Microsoft Impact Messaging Clarity & Simplicity Partners’ reported wins/opportunities, and the subsequent ACR (Azure Consumed Revenue) and ACA (Azure Customer Adds), are integral to strengthening engagement with Field Sales and Microsoft at large. Engagement likelihood increases significantly if your messaging effectively articulates your solution’s Microsoft impact (potential). For ISVs, key Microsoft impact metrics include: Co-Sell, ACR, ACA, Teams Active Use, Dynamics Customer Adds, Compete. Being clear and concise is an excellent way to ensure your message lands effectively in a cluttered, information-overloaded space. WHAT YOU CAN DO: • Ensure diligence in reporting and updating all opportunities via Partner Sales Connect (PSC) or Partner Center (PC). • Work with your host country PDM in conjunction with either cosell@Microsoft. com (if using Partner Sales Connect) or raise a support ticket (if using Partner Center) to identify reporting issues and ensure maximum visibility WHAT YOU CAN DO: • Understand what key Microsoft metrics your solution(s) impact • Lead with Microsoft impact when sharing campaign details / offers / stories / asks / etc. with Microsoft WHAT YOU CAN DO: • In your initial engagement efforts, be very succinct and to the point. Deeper detail can be shared in follow-up connections, etc. • Ensure your ultimate ask / call to action is very clear and visible. Walk away from every meeting having given your Microsoft person(s) a specific ask/action.

US Geo Expansion – Co-Sell Readiness Your solution being Co-Sell Ready in the US is required to be a part of the US Geo Expansion Program, and an integral step overall in partnering with Microsoft US. How To Achieve Co-Sell Ready Status: • If you have a Microsoft PDM, work with them to complete your Co-Sell status. • For those partners without a Microsoft PDM: Leverage the Cloud Enablement Desk (CED) for Co-Sell readiness support. • If your solution is already Co-Sell ready in a non-US country, take the following steps to enable Co-Sell readiness in The United States: • Add your US-located contact to your solution in OCP GTM, ensuring United States is selected as the contact’s country. • If your solution is mastered in Partner Center, additionally add that US contact to the offer in Partner Center.

US Geo Expansion Benefits – Expansion Assessment What Self-assessment that provides Insights into your readiness to grow and connects you with the right resources to move you toward success. Benefits • • Complimentary 30 -minute session to review your results with geo expansion professionals at AIM International Valuable perspective about your expansion across areas you may not have considered Criteria All Geo Expansion partners are eligible to take the assessment. How Review the Geo Expansion assessment blog post to understand the opportunity and process. When ready, visit https: //www. crossborderexpansion. c om/ to complete the assessment.

US Geo Expansion Benefits - Partner Solution Days What Partner-led, customer-facing events where Co-Sell ready partners showcase their technologies and solutions to customers to drive customer engagement, generate pipeline and activate consumption. Criteria Benefits • • Complimentary use of Microsoft event spaces & A/V Catering coordinated and paid for by Microsoft (up to $500) Opportunity to request Microsoft speaker(s) for your event Demand gen support including placement on internal CMO calendar, customer and partner invite templates, Social Amplification Please Note: Partner Solution Days criteria, limits and availability are subject to change • • • Partner’s solution must be US Co -Sell Ready Event must be customer-facing Event must be 1: few or 1: many (cannot be 1: 1) Event must feature Microsoft technologies only (no competitive platforms, etc) Partner commits to • Return completed attendee/oppty template to partsolutiondayshelp@Mi crosoft. com • Enter all leads into PSC/PC and include #FY 20 PSD in the topic or deal name • Partner How Partners should request directly via the PEP (Partner Events & Programs) tool at https: //aka. ms/PEP. For access to and additional detail on PEP, refer to the Benefits-PEP slide in this deck.

US Geo Expansion Benefits – VIRTUAL Partner Solution Days What Partner-led, customer-facing Teams webcasts where Co-Sell ready partners showcase their technologies and solutions to customers to drive customer engagement, generate pipeline and activate consumption. Criteria Benefits • • • Demand gen support including placement on internal CMO calendar, customer and partner invite templates, Social Amplification Programmatic support including event preparation and opportunity tracking Connection with MSUS field to support partner event In-Person Partner Solution Days info can be found here or in the appendix of this deck • • • Partner’s solution must be US Co -Sell Ready Event must be customer-facing Event must be 1: few or 1: many (cannot be 1: 1) Event must feature Microsoft technologies only (no competitive platforms, etc) Partner commits to • Own registration, content, agenda and delivery • Return completed attendee/oppty template to partsolutiondayshelp@Mi crosoft. com • Enter all leads into PSC/PC and include #FY 20 PSD in the topic or deal name How Extended info on the virtual program and process can be found here. Partners should request directly via the PEP (Partner Events & Programs) tool at https: //aka. ms/PEP. For access to and additional detail on PEP, refer to the Benefits-PEP slide in the appendix this deck.

US Geo Expansion Benefits – GTM Services What Content & programs to help accelerate partners expand their businesses. GTM Services Include: • Microsoft Commercial Marketplace benefits for newly-published solutions. • Co-Branded marketing assets • Press release support • Readiness and marketing content, templates, etc. • Digital marketing content on demand (syndication) • P 2 P Collaboration Platform Benefits • • • Accelerate time to market by leveraging existing material Reach customers with proven ways to velocitize, close, and activate business. Access to teams with Microsoft and marketing expertise to guide your go-to-market build and execution. * All detail included in this slide is superseded by the latest program info reference here Criteria How Criteria vary by service, but primary eligibility is based on: Visit Microsoft. Go. To. Market. com for a comprehensive listing of available services, guidance and support. • Microsoft Competency level • Azure Marketplace / App. Source solution status • Services that are paid or unpaid For questions, reach out to gtm@microsoft. com

US Geo Expansion Benefits – Partner Events & Programs (PEP) Tool What The Partner Events & Programs (PEP) tool is a self-service site where partners can request and leverage various Microsoft programs and offers to enhance their Microsoft business. Benefits • • • Self-Service requests and status Applicable offers are automatically served to partners Grants access to programs and offers including: • Partner Solution Days • Microsoft event sponsorships • Digital go-to-market services Criteria All formally recognized Geo Expansion Program with US target country partners are eligible for PEP tool access. How Access the PEP tool at: https: //aka. ms/PEP To gain access to PEP: 1) Download and complete this template 2) Email your completed form to usgeoexp@Microsoft. com

US Geo Expansion Benefits – Share Your Solution with The Microsoft Field What A way to capture and share your solution/offer in a consistent, impactful method that is utilized across multiple US Microsoft entities. Motion will utilize the ‘Play in a Box’ (Pi. B), a 3 -slide template that outlines your solution/offer and packages it in a way that can be leveraged across Microsoft. Your Pi. B will be highlighted across Microsoft’s One Commercial Partner (OCP) and Field Sales organization in multiple ways. Benefits • • • Microsoft exposure & awareness Consistent format and system with which Microsoft is familiar Proven format for building a comprehensive, impactful, customer offers/campaigns Potential to reach customers with your solution/message via account teams / Field Sales Pi. B can be leveraged for sharing your solution to other channel partners outside of Microsoft Criteria All formally recognized US Geo Expansion partners are eligible to submit and have their solution/offer promoted How 1. Download and complete the ‘Play-in-a-Box (Pi. B)’ template 2. Upload your completed Pi. B to OCP GTM Catalog 3. Email usgeoexp@Microsoft. com to inform that a new Pi. B has been posted.

US Geo Expansion - IAMCP What The International Association of Microsoft Partners (IAMCP) helps its members most effectively deliver world class solutions to their clients while enhancing its members’ ties to Microsoft. Learn more Benefits • • • Search for and be found by other partners via The Index Direction and support from Microsoft on strategy, sales, marketing and technical enablement for partners of all sizes Exclusive educational opportunities Peer collaboration and best practice expertise Community-building charitable opportunities Assistance navigating and leveraging the Microsoft ecosystem P 2 P (partner-to-partner) referral opportunities P 2 P alliance opportunities Strong, long-lasting, reciprocal business relationships built on trust and mutual respect Criteria All Geo Expansion partners are eligible to join the IAMCP How Complete the directions outlined here: https: //www. iamcp. org/page/Join. Us

US Geo Expansion Benefits – Expansion Toolkit What Digital collection that includes thought leadership, best practices, and practical templates that will help you build a compelling business plan and drive brand visibility that captures interest of Microsoft sellers, channel partners, and strategic customers. Benefits • • • Planning templates Case study guide Value proposition guide ROI estimator Building Channel/Recruit GUide Criteria All Geo Expansion partners can access and utilize the toolkit. How Download the Toolkit April Webinar – Toolkit Deep Dive