Driving Partner Profitability & Customer Value with Microsoft SAM #SAMPartner #WPC16 Driving Partner Profitability & Customer Value with Microsoft SAM Matt Ward Softcat plc Madiha Khan Microsoft UK

Introductions UK Madiha Khan Matt Ward SAM Partner Relations (SAM PSE) 12/14/2017 1:12 PM Introductions Madiha Khan SAM Partner Relations (SAM PSE) Matt Ward ITAM Business Manager UK © 2014 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.

Microsoft Gold SAM Partner since 2005 12/14/2017 1:12 PM UK LSP Microsoft Gold SAM Partner since 2005 Microsoft Global SAM Partner 2014 800+ Staff UK based Revenue £600m+ Customer service driven Offices in Marlow, London, Bristol, Manchester, Leeds & Glasgow Voted Best UK Company to work for Sunday Times Fast Track 250 © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Our SAM Team 300 - 400 SAM Reviews p.a 8 Microsoft capable delivery staff SAM Managed services business powered by Snow 600 sales staff with high level SAM awareness 5 dedicated SAM Sales guys Regular roadshows by Microsoft UK to all staff 2 Project managers aligned to SAM Services

Agenda The opportunity Partner benefits Customer benefits 12/14/2017 1:12 PM Agenda The opportunity Partner benefits Customer benefits Microsoft benefits Case study © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

The Opportunity

PRISM FY16 12/14/2017 1:12 PM Microsoft SAM&C Mission “Help Organisations maximize value, minimize risks and achieve more with their IT investment.” © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Today’s challenge WHAT ARE WE SEEING? ASPIRATIONS Deeper customer relationships Limited customer appetite for constructive licensing dialogue Better business intelligence Restricted business intelligence on customers licensing positions and IT strategies Leverage SAM as the starting block for strategic transformations Difficult to use SAM business as a strategic lever Greater trust, stronger relationships (Partners Customers and Microsoft) Customer and Partner fear of working with Microsoft SAM

We turn up in any flavour

Microsoft Worldwide Partner Conference 2016 12/14/2017 1:12 PM Some of the flavours . . . Cloud-Ready Mobile Device Management SQL Workloads Virtualization Cybersecurity Non-Production Environments Baseline Deployment Planning Pick the ones you are comfortable with and do them well. Evolve and collaborate with other teams or partners. © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Partner Benefits +30% licensing spend after SAM Profiling Services 12/14/2017 1:12 PM DOOR OPENER Attract new customers Opportunity to review estate and talk strategy +30% licensing spend after SAM Profiling Services LAND AND EXPAND Future managed service Other services & Vendors Secondary consulting TRUSTED ADVISOR Creates an appetite to do more Regular check ups opens up to ITAM/ITIL lifecycle Partner Benefits © 2014 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.

Customer Benefits Better together Improved relationship with Softcat Improved relationship with Microsoft Diminished risk of audit or ‘me next’ Flexible Resolutions Transformations Clear understanding of their estate Build and align their strategy Optimal use of software Future Planning Better Software Budgeting Current Software Better together

Microsoft Benefits Improved relationship with Customer Improved relationship with Softcat Customer Transformation (O365, Azure, SQL 2016, etc) Trusted Advisor Lifetime Loyalty Optimal use of software Future Planning Protection of IP Current Software

Microsoft Worldwide Partner Conference 2016 12/14/2017 1:12 PM Case study 1 2000 user transport company with European operations HQ in the UK Sold the advantages of working together Microsoft flexibility around a cloud based optimisation package to cover historical licence gap Forward looking and aligned with customer strategy Happy customer! © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft Worldwide Partner Conference 2016 12/14/2017 1:12 PM Case study 2 Telecity Group Plc Global outsourced hosting provider, London Sam Services – Sold the advantages of working together! Microsoft flexibility on historical gap and transaction revenue £200K Managed Service moving forward with quarterly compliance checks/ELP, Enterprise licence agreement & SPLA Happy Customer! © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Partner Impact £250k in Revenue from SAM Services June 2015-June 2016   £250k in Revenue from SAM Services £500k as a result of added services Value added revenue over £4.7m

Microsoft Worldwide Partner Conference 2016 12/14/2017 1:12 PM Going forward Connect with us at WPC through the SAM Lounge Find out more, connect with the presenters and have your questions answered. Tell us your views Your feedback is valued. Keep in contact with your SAM&C lead Understand prerequisites, how to spot opportunities and utilise the SAM Incentives How could the program benefit you and your customer? Post Event Questions: mattwa@softcat.com / / madihak@microsoft.com © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Driving Partner Profitability & Customer Value with Microsoft SAM Q&A

Complete your evaluations… for a chance to win a prize! Complete your session and conference evaluations here: aka.ms/wpcevals or though the mobile app Thank you partner. We value your feedback. Microsoft will donate $1 $5 for completing a session evaluation for completing the overall conference evaluation to the non-profit organization Right to Play, a Microsoft YouthSpark Partner