Co-Market & Co-Sell Your Solution with Microsoft for Greater Success ISV04 #GTM Co-Market & Co-Sell Your Solution with Microsoft for Greater Success Brett Shoemaker Director, Go-To-Market Services

Committed to your success “We will always be partner-led.” Satya Nadella, CEO, Microsoft 60,000+ IP Partners in the Microsoft Partner Network 3,500+ partners have taken advantage of Microsoft’s Go-To-Market services

Microsoft Go-To-Market Services Worldwide Partner Conference 2015 6/24/2018 6:48 PM Microsoft Go-To-Market Services Co-marketing and co-selling programs that help launch and generate demand for your solutions Partner Solution On Microsoft Platform Microsoft Go-To- Market Services Reach More Customers “Your technology is great, but it is not the main reason we are talking to you. It’s because we think you have the unique ability to help us build our business.” Jaspreet Singh, CEO, Druva Go-To-Market Services © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft’s ISV and GTM Strategy PRISM FY16 6/24/2018 6:48 PM Microsoft’s ISV and GTM Strategy Ensure partners are most profitable and successful on our platform INDIVIDUAL ORGANIZATIONAL Evangelism App Development App Success Adoption + preference Emerging developer IT pro developer Globally managed Nationally managed Programmatic Co-marketing Co-selling Store + marketplace © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Worldwide Partner Conference 2015 6/24/2018 6:48 PM Stages Of Go-To-Market (GTM) Readiness Rewards model based on achieving specific usage thresholds Gold 1 Gold 2 Azure: $3,000,000 consumption Dynamics/O365: 1,000,000 MAU SQL: 100 closed deals Gold 3 Azure: $500,000 consumption Dynamics/O365: 100,000 MAU SQL: 25 closed deals Silver Azure: $100,000 consumption Dynamics/O365: 10,000 MAU SQL: 10 closed deals Introductory Azure: $25,000 consumption Dynamics/O365: 1,000 MAU SQL: N/A GTM package includes: GTM on-boarding Marketplace/Store leads Self-service resources AppCatalog co-mktg listing Launch basics AppCatalog co-sell listing Lead sharing with MS sellers Deal registration Vertical, audience campaigns Cross-border preparation AppCatalog spotlight Strategic GTM resource Strategic GTM plan created Proactive co-sell efforts Proactive SI readiness Cross-border promotion Industry event co-mktg Global expansion Customized GTM Production App In Market Azure: $0 consumption or listed in Azure Mktpl or App Source Dynamics/O365: listed in AppSource SQL: N/A APP CATALOG ENTRY CO-MARKETING READY CO-SELL READY CO-SELL RECOMMENDED NOTE: Must have production application in market to activate any level of GTM © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What’s the value in being “GTM ready”? PRISM FY16 6/24/2018 6:48 PM Joint-launch and GTM planning Customer channel access Geographic expansion What’s the value in being “GTM ready”? Formalizing lead sharing ROI measurement Revenue growth © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Commercial programs available PRISM FY16 6/24/2018 6:48 PM CO-SELL Microsoft seller sourced leads Lead tracking + deal regulations Tele-sales lead gen campaign Microsoft seller incentives Proactive proposals Sales enablement package LAUNCH BASICS AppCatalog co-marketing listing Social promotion PR support Co-branded datasheet Short case study Self-service resources FIELD READINESS AppCatalog co-sell listing Cross-border assessment Infopedia webcast District/country training Sales fundamentals Technical boot camps INDUSTRY MARKETING Industry campaigns Horizontal campaigns Industry initiative integration Events Dedicated sellers Social/PR PR + SOCIAL Press release Executive keynote spotlight Dedicated social campaign Social ad buys Microsoft and product blogs Newsletters Analyst reviews MICROSOFT ASSETS Microsoft partner network P2P meet-n’-greets Worldwide Partner Conference Microsoft retail store promotion MTC integration EBC participation Partner sponsored meetings MARKETPLACE Developer marketplace BDM marketplace 5X seller incentives Spotlights + certifications AUDIENCE MARKETING Global advertising Dedicated enterprise website BDM campaigns SMB campaigns + assets Developer assets Channel9 Commercial programs available © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Top tips for successful joint GTM PRISM FY16 6/24/2018 6:48 PM Clarity on target audience and messaging Clear expectations Top tips for successful joint GTM Nail your niche… then scale Temper passion with patience © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Customer success stories “We experienced a 50% increase in our quarter over quarter cloud revenue growth through joint go to market effort with Microsoft and focus on the Azure Marketplace.” BJ Jenkins, CEO, Barracuda Customer success stories 450% year over year revenue growth 300% increase in qualified opportunities 30% increase in opportunity win rate 30% reduction in time from trial in Azure Marketplace to purchase

Guests Karen Laucka-Caudill Director, Go-To-Market Microsoft Robert Rolf Vice President, Consulting Services CGI Federal

Five steps to getting GTM ready 6/24/2018 Release your app or service on 1+ Microsoft technologies 1 Co-author joint GTM plan 90 days prior to launch 2 Five steps to getting GTM ready Ensure clarity in target audience and initial plan 3 Deliver GTM ready materials 2 weeks prior to launch 4 Participate in monthly business and pipeline reviews 5 © 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.

MPN’s ISV Hub The opportunity is yours. A better way to get your solution out there! Get the tools you need to develop your apps easier than ever before Tap into our extensive partner network to share your great work Discover other Microsoft partners to collaborate with The opportunity is yours. http://aka.ms/mpnisv

Worldwide Partner Conference 2015 6/24/2018 6:48 PM Microsoft go-to-market resources Visit www.MicrosoftGoToMarket.com to learn more and get links to: Register for our quarterly community calls Read about partners on our blog Subscribe to our monthly newsletter Follow us on twitter © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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6/24/2018 6:48 PM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.