Partner Crossover Business operations for your cloud offer CA08W #WPC16 Partner Crossover Business operations for your cloud offer Saurabh Rana Worldwide CA Partner Sales Capacity Lead / MICROSOFT Laurent Glaenzer CEO / LEMON OPERATIONS

PARTNER | MICROSOFT SHARED VISION 1 PARTNER | MICROSOFT SHARED VISION Partner Crossover NEW PRACTICES NEW OFFERS GTM investments NEW OPERATIONS Sales execution

Partner Crossover 1 NEW GO TO MARKETS & INDUSTRIES NEW PRACTICES PARTNER | MICROSOFT SHARED VISION Partner Crossover NEW GO TO MARKETS & INDUSTRIES NEW PRACTICES NEW RECURRING REVENUE STREAMS NEW OFFERS NEW CUSTOMER ACQUISITION GTM investments NEW OPERATIONS Sales execution

The Modern Partner: 4 Pillars 9/25/2017 The Modern Partner: 4 Pillars Differentiate to stand out Modernize sales and marketing Optimize your operations Deliver customer lifetime value aka.ms/modernpartner © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Functional capability Crossover General Crossover Workshops Offer-based Usage Flat rating Business Anywhere Connect w/ Customers Safeguard your Business Grow Efficiently Business Intelligence Internet of Things Solution Resale Targets and actions Scenarios and offerings 1 to Few workshops 1 to 1’s 91% « It contributes to my cloud business » 85% Outstanding or Very good rating 400 partners on boarded 70% 30% Capacity / Management Business capability Functional capability Risk & compliance Internal alignment Will actually launch an offering Will not Top roadblocks Why?

Cloud computing Unleash your innovation business through channels! Big Data Internet of Things 3D Design & Printing

This is what we do Partner recruitment Partner enablement Select and stimulate partners to promote or resell your solutions Partner enablement Train and coach your partners on your innovation and business Partner management Follow up your partners development and sales

We operate globally

Offer-based strategy and operations Planning your operations 9/25/2017 8:53 AM Offer-based strategy and operations Planning your operations © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Offer based strategy and operations

Demand Based Strategy Addressing customers who express a need Customized approach 90% of channel partners Active customers

Offer Based Strategy Addressing customers who haven’t expressed a need (but have expectations) Industrialized/packaged approach Presale effort done once Active customers

Planning your operations

Awareness & consideration Operations Customer Needs Offering Benefits Differentiator Pricing Business target Internal Positioning Company External Technologies IT Services Biz Services Contractors Vendors Service delivery POC Admin Platform Support Product Spec Vintage chart Preference & choice Value Prop Strategic Intent Production Costs P&L simulation Revenues Cash management Awareness & consideration Purchase, Exp & Reco Pricing Sales forecast COGS S,G&A Financing Cost/ customer Cost/ User (variable) Setup cost Recurring cost Internal costs External costs Strategy Finances Functional Go to market Ecosystem & Alliances PR Advertising Branding Website E-marketing Seminars/ events SEO Sales Structure Sales tools Sales Operations Marketing operations Sales compensation Lead generation Demo/ Try & buy Freemium Packaging User training Contract Invoicing User group Referral program Sales training © Lemon Operations for Microsoft – 2015 – Page 15

Awareness & consideration Readiness Customer Needs Offering Benefits Differentiator Pricing Business target Internal Positioning Company External Not started Just started Half way Almost complete Complete Technologies IT Services Biz Services Contractors Vendors Service delivery POC Admin Platform Support Product Spec Vintage chart Preference & choice Value Prop Strategic Intent Production Costs P&L simulation Revenues Cash management Awareness & consideration Purchase, Exp & Reco Pricing Sales forecast COGS S,G&A Financing Cost/ customer Cost/ User (variable) Setup cost Recurring cost Internal costs External costs Strategy Finances Functional Go to market Ecosystem & Alliances PR Advertising Branding Website E-marketing Seminars/ events SEO Sales Structure Sales training Sales Operations Marketing operations Sales compensation Lead generation Demo/ Try & buy Freemium Packaging User training Contract Invoicing User group Referral program © Lemon Operations for Microsoft – 2015 – Page 16

Functional Feasibility Sequences 1 Business Assessment Ownership Deliverables Strategic intent Value proposition Go to market (high level) Business goals P&L (high level) Small team (max 5 pers) 10 pages max presentation 2 Functional Feasibility Ownership Deliverables Product specifications Dev investments requirements Organization Costs analysis Detailed P&L Technical, Finance and Business teams Product design presentation Detailed P& L 3 Offer Development Ownership Deliverables Offer set up & POC Internal & ext doc Team set up Final pricing Cash management Contracts/ Invoicing Offer development team Full documentation Full financial plan 4 Launch Plan Ownership Deliverables Marketing plan Sales targets Sales & marketing collaterals Launch event Team training Offer development Sales & Mkt mgt Sales & mkt plan Launch plan Collaterals 5 Business Check Ownership Deliverables Business ramp-up results Production ramp-up results Financials check Adjustments required Offer management Sales & Mkt mgmt Business report Production report Finance report Go/ No Go Go/ No Go Go/ No Go LAUNCH

Sequences 1 Don’t loose yourself in the details Business Assessment Ownership Deliverables Strategic intent Value proposition Go to market (high level) Business goals P&L (high level) Small team (max 5 pers) 10 pages max presentation Don’t loose yourself in the details Focus on Value proposition / high level pricing Business goals / high level Go to market / high level Team dedication is a MUST Brightest ideas have been decided on a small piece of paper. Go/ No Go

Functional Feasibility Sequences 1 Business Assessment Ownership Deliverables Strategic intent Value proposition Go to market (high level) Business goals P&L (high level) Small team (max 5 pers) 10 pages max presentation 2 Functional Feasibility Ownership Deliverables Product specifications Dev investments requirements Organization Costs analysis Detailed P&L Technical, Finance and Business teams Product design presentation Detailed P& L 3 Offer Development Ownership Deliverables Offer set up & POC Internal & ext doc Team set up Final pricing Cash management Contracts/ Invoicing Offer development team Full documentation Full financial plan 4 Launch Plan Ownership Deliverables Marketing plan Sales targets Sales & marketing collaterals Launch event Team training Offer development Sales & Mkt mgt Sales & mkt plan Launch plan Collaterals 5 Business Check Ownership Deliverables Business ramp-up results Production ramp-up results Financials check Adjustments required Offer management Sales & Mkt mgmt Business report Production report Finance report Go/ No Go Go/ No Go Go/ No Go LAUNCH

Functional Feasibility Sequences 2 Functional Feasibility Ownership Deliverables Product specifications Dev investments requirements Organization Costs analysis Detailed P&L Technical, Finance and Business teams Product design presentation Detailed P& L Time to design your product Focus on The product, the product & the product Identify and address all blockers Services are key / documentation Organization Stay high level / funding envelope P&L / Adjust with refined cost numbers Investment requirements / high level cash Soft validation with trusted customers (but don’t take it for granted) Go/ No Go

Functional Feasibility Sequences 1 Business Assessment Ownership Deliverables Strategic intent Value proposition Go to market (high level) Business goals P&L (high level) Small team (max 5 pers) 10 pages max presentation 2 Functional Feasibility Ownership Deliverables Product specifications Dev investments requirements Organization Costs analysis Detailed P&L Technical, Finance and Business teams Product design presentation Detailed P& L 3 Offer Development Ownership Deliverables Offer set up & POC Internal & ext doc Team set up Final pricing Cash management Contracts/ Invoicing Offer development team Full documentation Full financial plan 4 Launch Plan Ownership Deliverables Marketing plan Sales targets Sales & marketing collaterals Launch event Team training Offer development Sales & Mkt mgt Sales & mkt plan Launch plan Collaterals 5 Business Check Ownership Deliverables Business ramp-up results Production ramp-up results Financials check Adjustments required Offer management Sales & Mkt mgmt Business report Production report Finance report Go/ No Go Go/ No Go Go/ No Go LAUNCH

Sequences 3 Time to build your product Offer Development Ownership Deliverables Offer set up & POC Internal & ext doc Team set up Final pricing Cash management Contracts/ Invoicing Offer development team Full documentation Full financial plan Time to build your product Focus on Product prototype (POC) Product documentation Alpha/Beta test Contracts Administration / make it easy to buy P&L / Fine tune cash management Pricing adjustment GTM / Sales motion / Direct-Indirect Dedicated resources Go/ No Go

Functional Feasibility Sequences 1 Business Assessment Ownership Deliverables Strategic intent Value proposition Go to market (high level) Business goals P&L (high level) Small team (max 5 pers) 10 pages max presentation 2 Functional Feasibility Ownership Deliverables Product specifications Dev investments requirements Organization Costs analysis Detailed P&L Technical, Finance and Business teams Product design presentation Detailed P& L 3 Offer Development Ownership Deliverables Offer set up & POC Internal & ext doc Team set up Final pricing Cash management Contracts/ Invoicing Offer development team Full documentation Full financial plan 4 Launch Plan Ownership Deliverables Marketing plan Sales targets Sales & marketing collaterals Launch event Team training Offer development Sales & Mkt mgt Sales & mkt plan Launch plan Collaterals 5 Business Check Ownership Deliverables Business ramp-up results Production ramp-up results Financials check Adjustments required Offer management Sales & Mkt mgmt Business report Production report Finance report Go/ No Go Go/ No Go Go/ No Go LAUNCH

Sequences 4 Adjust your marketing Launch Plan Ownership Deliverables Marketing plan Sales targets Sales & marketing collaterals Launch event Team training Offer development Sales & Mkt mgt Sales & mkt plan Launch plan Collaterals Adjust your marketing Focus on Successful launch Sales target / organization Internal training Service-as-a-Product Standardization Documentation Packaging LAUNCH

Functional Feasibility Sequences 1 Business Assessment Ownership Deliverables Strategic intent Value proposition Go to market (high level) Business goals P&L (high level) Small team (max 5 pers) 10 pages max presentation 2 Functional Feasibility Ownership Deliverables Product specifications Dev investments requirements Organization Costs analysis Detailed P&L Technical, Finance and Business teams Product design presentation Detailed P& L 3 Offer Development Ownership Deliverables Offer set up & POC Internal & ext doc Team set up Final pricing Cash management Contracts/ Invoicing Offer development team Full documentation Full financial plan 4 Launch Plan Ownership Deliverables Marketing plan Sales targets Sales & marketing collaterals Launch event Team training Offer development Sales & Mkt mgt Sales & mkt plan Launch plan Collaterals 5 Business Check Ownership Deliverables Business ramp-up results Production ramp-up results Financials check Adjustments required Offer management Sales & Mkt mgmt Business report Production report Finance report Go/ No Go Go/ No Go Go/ No Go LAUNCH

Sequences 5 Business Check Balanced Score Card Ownership Deliverables Business ramp-up results Production ramp-up results Financials check Adjustments required Offer management Sales & Mkt mgmt Business report Production report Finance report Business Finances Operations People Customers won / lost # users / Trend Revenues / Trend Average Revenue per Customer COGS related to offering Gross profit S,G & A related to offering Operating profit Average Consumption Balance Days of service (to reduce them) Number of support calls Problem resolution lead time Team motivation (sales, prod) Team capability (sales, prod) Team capacity (sales, prod) Management capability Metrics in each category can be replaced with your own metrics Balanced Score Card

Functional capability Top roadblocks 70% 30% Capacity / Management Business capability Functional capability Risk & compliance Internal alignment Will actually launch an offering Will not Why?

Conclusion

Technology expertise is not enough to stand out © 2016 Lemon Operations for Microsoft

Thank you! Saurabh Rana saurabhr@microsoft.com Laurent Glaenzer laurent.glaenzer@lemon-operations.com

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