What an Indirect Provider Can Do 7/29/2018 What an Indirect Provider Can Do Cloud Solution Provider © 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.

7/29/2018 4:52 AM The Indirect Model We know that most partners will want the benefits of collaborating to meet their customers’ needs. Microsoft has built a global network of qualified Indirect Providers (IP’s) to help with: Support Many IP’s offer help desk support to your customers using your name Commerce Portal Some IP’s enable you to put a skin over their commerce portal so you can take customer orders 7x24 with minimal technical investment Bring together ISV solutions IP’s often aggregate hardware & software to enable you to create a complete solution with only one call Business services & guidance Experienced IP’s may help their partners to transform their business by offering complementary services and guidance on how to grow revenue Flexible credit terms The credit terms IP’s offer may be more flexible that partners would find through traditional financing channels © Microsoft Corporation. All rights reserved.

Indirect Program Benefits Working through an Indirect Partner may be especially attractive to those partners that want to: Ramp quickly IP’s can help you spin up your CSP offering by providing quick access to support, complementary services and solutions Focus their investment Partners that want to closely manage their expenses can leverage the capacity offered by an IP without having to make a substantial investment in capital to build infrastructure or services capacity Evolve, but do it slowly Cautious partners may want to test the viability of their cloud solution before making a major commitment Take advantage of services to help grow Many IP’s have services that partners can rebrand as their own while making a margin and satisfying customer needs We expect 80-90% of our partners to choose CSP through an Indirect Provider