CSP platform updates and roadmap #WPC16 CSP platform updates and roadmap Adam Yeh Principal Program Manager Lead Krishna Chaitanya Kota Senior Software Engineer Microsoft Corporation

Agenda Delivering features in cloud-speed 7/3/2018 10:01 AM Agenda Delivering features in cloud-speed New capabilities Demos Looking ahead (next 12 months) Key investment areas © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Delivering features in cloud-speed 7/3/2018 10:01 AM Delivering features in cloud-speed © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Self-serve onboarding experience 7/3/2018 10:01 AM Self-serve onboarding experience WPC 2014 Nomination WPC 2015 Application form WPC 2016 Self-serve onboarding Partner journey: Discover Evaluate Commit Join Sell Transact Manage Grow Scale © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Growing catalog and markets 7/3/2018 10:01 AM Growing catalog and markets Join Sell Transact Manage Grow Scale Markets 1st Party Services Segments WPC 2015 48 Single market / EU Office 365 Microsoft Azure Commercial 141 Regional Authorization WPC 2016 Windows 10 offerings Microsoft Dynamics CRM Online Enterprise Mobility Suite Microsoft Intune Power BI Microsoft Dynamics AX Office 365 Enterprise E5 Skype for Business Government Education © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Demo Selling to EDU Regional authorization

Transact without boundary 7/3/2018 10:01 AM Transact without boundary Join Sell Transact Manage Grow Scale WPC 2015 WPC 2016 Create new customer Order subscription Purchase add-on Change seat count Pay as you go Multi-channel Multi-partner Upgrade plan © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Manage customer lifecycles without friction 7/3/2018 10:01 AM Manage customer lifecycles without friction Join Sell Transact Manage Grow Scale Scenarios WPC 2015 WPC 2016 Search customers Prefix Prefix, multi-byte support Subscriptions Buy/cancel /re-activate/rename Deployment/License Admin from Office portal In Partner Center Service health Available in Office portal Service request Create and manage in Office portal Manage in Partner Center Invoicing Manual Delivered in Partner Center © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Demo User license Service health Service request

Grow with business insight 7/3/2018 10:01 AM Grow with business insight New dashboard with Office usage analytics Partner and customer level Deployment and usage statistics Microsoft Azure spending Pay as you go budget setting (per customer) Usage monitoring (per resource) Notifications Audit and list reports Understand when, what, and who What you see if what you get reporting Join Sell Transact Manage Grow Scale © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Demo Office analytics Azure spending Audit reports

Scaling out is easy Scale out with Partner Center APIs / SDK 7/3/2018 10:01 AM Scaling out is easy Scale out with Partner Center APIs / SDK Full functionality in sync with Partner Center .Net / Java SDK Reduce time to revenue using storefront app “Click to deploy” and ready to transact Source code with extensibility Referrals help customer acquisitions Leverage Partner Center referrals Join Sell Transact Manage Grow Scale WPC 2015 CREST APIs Transaction support March, 2016 Partner Center API / .Net SDKs Full functionality WPC 2016 Customer facing storefront app Reduce time to revenue © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Demo Deploy customer facing storefront app Referral management

Scaling indirect model (post WPC) 7/3/2018 10:01 AM Scaling indirect model (post WPC) Advisors opt-in as indirect resellers Simple opt-in experience Indirect CSP partnership management Explicit relationships Indirect resellers can build explicit relationships with indirect CSP partners Easier ordering Indirect CSP partners place orders for “resellers” Reseller relationship management Join Sell Transact Manage Grow Scale © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Demo Scaling indirect model

7/3/2018 10:01 AM Looking ahead © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Post WPC Investment Areas (next 12 months) 7/3/2018 10:01 AM Post WPC Investment Areas (next 12 months) Join Sell Transact Manage Grow Scale Indirect reseller self on-boarding in Partner Center, syndication partners National clouds (Germany / USA), Partner Center in China, 107 additional geos, annual SKUs, more 1st party offers, 3rd party services More transaction capabilities Improved customer support experience, customer level recon files, partner relationship management, designate reseller as support contact (indirect ) Cross/upsell recommendations, more analytics and referrals New API/SDK features, more apps, easier deployment, indirect model authorization © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7/3/2018 10:01 AM Resources © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Introducing Education SKUs in CSP Market Size With Education SKUs in CSP, qualified partners2 can now resell MSFT Education SKUs along with their value-add services in a single package and manage customer relationship end-to-end across schools’ various technology needs Cloud Computing in Education Market worth 15.02 Billion USD by 2020, at a CAGR of approx. 20% 1 EDU & ‘As-a-Service’ Economy Network Infrastructure Devices Mobility mgmt. & Security Student Productivity & Collab. Learning mgmt. system School mgmt. system Student Info System EDU BI Analytics Other EDU solutions Partner value-add services Schools overwhelmed with abundance of technology choices and looking for an advisory partner they can trust Increasing demand to spend up-to-date technology as services Customer demand for usage intelligence & analytics Office 365 EDU Office 365 ProPlus Office 365 EDU E5 AAD, RMS, EMS, Intune CRMOL EDU Azure metered services3 1 Market and Markets, Dec 2015 2 Partners need to be authorized as a CSP and an AEP to access Education SKUs through CSP 3 All usage based Azure metered services are available for partners, but there’s no additional discounted pricing for Education

We want your feedback! Feedback via Partner Center Yammer Community https://www.yammer.com/cloudpartnercommunity Email & Fill the CSP survey Send emails to us pcvoice@microsoft.com or fill the survey: http://aka.ms/CSPSurvey Log in to https://partnercenter.microsoft.com with your organization id Submit your feedback 1 3 Click on feedback 2 © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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7/3/2018 10:01 AM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.