Microsoft Cloud Solution Provider through Arrow An Overview Arrow, Inc Proprietary & Confidential

Contents 1.About Arrow 2.About Microsoft CSP with Arrow ECS a.Microsoft CSP b.Arrow Value Prop 3.Market Opportunity a.Market Size b.Target Market End User Profiles c.Available Microsoft Sales Tools our Partners: Digital Marketing. Microsoft with Arrow Solution d.Azure, Arrow Support & Arrowsphere e.Arrow Solutions 4.How to Sign Up 5.Call to Action 6.Q&A 7.Future Webinars Arrow, Inc Proprietary & Confidential

Arrow at a Glance: Founded: 1935 Public: 1961 Ticker Symbol: ARW (NYSE) Fortune Ranking: Sales: $23.3 billion Employees: 17,000 Customers: 100,000 Corporate HQ: Centennial Arrow, Inc Proprietary & Confidential

We’re an aggregator. An enabler. An ecosystem builder. And your host to the world of the cloud Five Years Out We’ll help you build your cloud business. Shaping it so that it’s directly tied to what you do and how you do it. Global 2015 Sales: $8.9B Suppliers: More than 77 total Suppliers worldwide Employees: 2,300 Locations: In 29 countries across North America and Europe Customers: Over 12,000 resellers ARROW Enterprise Computing Solutions More than Components… Arrow is… Added Value Services: Education, Financial, Managed Services, and Support Services An Indirect Microsoft Cloud Solution Provider (CSP) Arrow, Inc Proprietary & Confidential

Microsoft CSP An Introduction Arrow, Inc Proprietary & Confidential

About Microsoft CSP The Microsoft Cloud Solution Provider program enables Partners to directly manage the entire customer lifecycle. Partners in this program can sell all major commercial suites and standalone products for Office 365, Azure, EMS and Dynamic CRM. Partners can create market differentiation by packaging their own tools, products and services and combine them into one monthly or annual customer bill. In order to be a Direct Microsoft CSP, Partners must meet Microsoft’s requirements Arrow, Inc Proprietary & Confidential

Public Cloud Market Opportunity Market Size

2017 $107B il “First, we will obsess over our customers” Arrow, Inc Proprietary & Confidential 84% want an established relationship with a vendor to trust them as a Cloud Service Provider Spending on public IT cloud services is expected to be more than $107Billion in % of customers expect to purchase a wide variety of cloud services from a single vendor 59% look to their cloud provider for planning, integration and ongoing management IDC Successful Cloud Partners 2013 l IDC Buying Into the Cloud 2014 l 2014 Forrester TRUE Brand compass 67% 84% $107 Billion59%

Public IT Cloud Services Spending 2019 Arrow, Inc Proprietary & Confidential

Public IT Cloud Services Spending 2019 Arrow, Inc Proprietary & Confidential

Public IT Cloud Services Spending 2019 Arrow, Inc Proprietary & Confidential

The customer viewpoint on cloud: Cloud is now the norm Arrow, Inc Proprietary & Confidential

Why Become a Cloud Service Provider Arrow, Inc Proprietary & Confidential

Enabling the optimal cloud strategy Arrow, Inc Proprietary & Confidential

Not all revenue streams are created equal Arrow, Inc Proprietary & Confidential

1 Trillion Messages delivered every month with Event Hubs 100,00 0 New Azure customer subscriptions/month 20 Million SQL database hours used every day >5 Trillion Storage transactions every month 60 Billion Hits to Websites run on Azure Web App Service 425 Million Azure Active Directory Users 57 % Of Fortune 500 Companies use Microsoft Azure >50 Trillion Storage objects in Azure 1.4 Million SQL Databases Deployed In Azure “Microsoft is growing its cloud revenue faster than Amazon” – Business Insider 2016 AWS revenue grew about 69% but Microsoft Azure revenue grew by 127% Microsoft’s Public Cloud - Azure Momentum

Delivers a platform for partners to own the end-to- end customer engagement by enabling partners to directly provision, bill, and support Microsoft Cloud Services for their customers The Cloud Solution Provider (CSP) program

CSP enables partners to… Set the price, the terms and directly bill customers Directly provision and manage subscriptions Be the first point of contact for customer support 1234 Arrow, Inc Proprietary & Confidential

CSP Value Proposition & Sales Scenarios Achieve scale and higher margins Grow revenue and retain customers Build profitable Cloud business Increase reach and grow revenue with bundled solutions Arrow, Inc Proprietary & Confidential

Indirect CSP Customer Reseller (You) Microsoft CSP Distributor (Arrow) Cloud Solution Provider (CSP) business model is the best way to sell Microsoft Cloud! Arrow, Inc Proprietary & Confidential

What CSP through Arrow Means to You Investment: Arrow invested in integrating APIs with Microsoft so you don’t have to Flexible: Add, remove, Cancel services through Arrow at any time Easier: Once sold no renewal motion is necessary. Focus on upsell and enhance! Aligned: Monthly billing aligns with Managed Services & Solution Bundles Shiny: Higher Margins than other sales models (direct or Open) w/ higher rebates Supported: Arrow is required by contract to support you (fees may apply) Arrow, Inc Proprietary & Confidential

How to make the most out of the Microsoft CSP with Arrow Arrow, Inc Proprietary & Confidential

Sales & Readiness Resources

Top 6 profitability resources for partners Arrow, Inc Proprietary & Confidential

Arrow – Your Partner to the Cloud Arrow, Inc Proprietary & Confidential

Advantages of Working with Arrow Other Considerations: Speed to market Business Development Support Strategic Vendor Solutions Lead Generation Activities Resources and infrastructure Microsoft CSP Requirements Services Business Model Scalability Support Billing/Invoicing Included 1-Tier (Direct) 2-Tier thru Arrow Arrow, Inc Proprietary & Confidential

Full end-to-end cloud “service wrapper” including: -Cloud Assessment -Cost Modeling -Service Onboarding & Activation -Managed Services -Professional Technical Support MS Microsoft Azure Fundamentals MS Developing Windows Azure And Web Services MS Developing Microsoft Azure Solutions EDUMS Designing Business Intelligence Solutions with Microsoft SQL Server Arrow Education Services Professional Managed Services Arrow’s Added Value Services Arrow, Inc Proprietary & Confidential Service Business Model

Enabled through API integration, ArrowSphere addresses the CSP requirements for our Partners. End customer relationship to Microsoft (support of EULA acceptance) Tracking of the Entitlement to specific services ordered by the end-users Tracking of subscriptions and usage of the cloud services for simpler billing Scalability, Billing/Invoicing: ArrowSphere Arrow, Inc Proprietary & Confidential

Support: Pre-Sales & Order Support Execution on Pre-Sales and Order Support Arrow Cloud Services has developed a start to finish process that can help partners identify, architect and win Microsoft Cloud business. ‒ ArrowSphere support ‒ Pre-Sales Solution Support ‒ Post sales administrative & account support Arrow, Inc Proprietary & Confidential

Support: Post Sales CSP Support Partner and Customer Support Partners and Customers will have access to a Support Portal that provides information to resources for supporting the Microsoft Cloud Services. The Arrow-provided support is provided by ITIL trained resources, toolsets and processes to deliver a full suite of support for Microsoft Cloud services

Products: Microsoft Office 365, EMS, Dynamics and Azure Arrow, Inc Proprietary & Confidential

HP Enterprise Infrastructure Database & Web logic Server (OS) ATAVision & ATAMotion Hybrid Cloud Solutions Replication Solution Backup Solutions Private Storage for Azure 5.0 Enterprise Data Services Platform Microsoft Cloud Cloud Assessments Vendor Solution Stacks Channel Margin Partner Rebates Add-on Management Sales Plays Enhance Your Microsoft Cloud Service Offering Cloud App Security Data Loss Prevention Cloud Prevent Oracle Data Integration and Synchronization with Office 365 HP Enterprise Services for O365 Identity Manager Service NetApp AltaVault Steelhead SAAS - Acceleration Microsoft x-Vendor Solution Stacks Arrow, Inc Proprietary & Confidential

How to Become a Microsoft Cloud Service Reseller with Arrow 1.Become an Arrow Reseller 2.Bring or obtain your Microsoft program credentials Microsoft Account Creation Microsoft Network Enrollment Microsoft Partner Network ID (MPNID) Arrow, Inc Proprietary & Confidential Arrow CSP Program Onboarding

Onboarding (cont.) 3.Register on ArrowSphere 4.Subscribe to the CSP program including your MPNID 5.Prepare to Sell Microsoft

Arrow Resources Resources YAMMER: The Arrow Cloud - Microsoft CSP Yammer GroupThe Arrow Cloud - Microsoft CSP Yammer Group (Visit the Arrow Cloud to learn more about the CSP program) ArrowSphere: Arrow, Inc Proprietary & Confidential

Q&A Thank You Arrow, Inc Proprietary & Confidential