Seth Patton Senior Director, CRM PMG Microsoft Corporation CLD13 Ro Kolakowski Company Partner 6th Street Consulting MPN partner since 2006 SharePoint Capitalize on the Cross-Sell Opportunity with Dynamics CRM Online & Office 365 Seth Patton Senior Director, CRM PMG Microsoft Corporation Lisa Slim Microsoft Alliance Business Manager Hewlett-Packard MPN partner since 1989 HP Enterprise Business © 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

Agenda Why Dynamics CRM Online and Office 365 WPC2010_Breakout 9/11/2018 Agenda Why Dynamics CRM Online and Office 365 Demo: Cloud Business Productivity Partner Panel: Q&A Partner Opportunities and Guidance Microsoft is Investing in You Next Steps © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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’s Cloud Vision Partners have a breadth and depth of opportunity, with a broad spectrum of public, private, and hybrid cloud solutions that address a wide range of customer needs. ON-PREMISES PRIVATE CLOUD PUBLIC CLOUD Saas PaaS IaaS CUSTOMER HOSTED PARTNER HOSTED MICROSOFT HOSTED

Market Opportunity for SaaS MGX FY12 9/11/2018 Market Opportunity for SaaS CUSTOMER DRIVERS Better Economics Reduced IT Staffing Costs Greater Agility and Scalability Improved Productivity $70B REVENUE 27% CAGR (5X FASTER growth then all-up IT Spending) Explosive Growth Forecasted (BY 2015)* 48% WEB CONFERENCING 46% COLLABORATION 39% CONTENT/DOCUMENT MANAGEMENT 35% MESSAGING AND PRODUCTIVITY 37% and 26% CRM AND ERP Key Workloads Shifting to Cloud (BY 2013)** * Source: Cloud II – IDC update on the Cloud Phenomenon ** IPED: Can You See Through the Clouds? The Evolution of Technology Delivery, March 2010 *** Source: IDC (June 2010) Worldwide & Regional Public IT Cloud Services 2010-2014 Forecast © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

<Conference/Group Name> 9/11/2018 Why Invest in Cloud Business Productivity with Office 365 and Dynamics CRM Online New segments New scenarios New users New cross-sell, up- sell opportunities More $ per seat EXPAND REACH Better customer business value Block Salesforce.com and Google in key workloads More value for less Customer loyalty and renewals WIN AGAINST THE COMPETITION Reduced infrastructure investment Shorten sales cycles over On-premises Shorter time to customer value INCREASE VELOCITY Services Income Packaged offerings Annuity revenues Reduce Sales Costs Reduced Infra Costs GROW REVENUE AND MARGINS © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

Anatomy of a Deal – Annualized over 5 years (SI Example) Revenue & Margin per Deal Cumulative Revenue Cumulative Gross Margin Adding CRM Online to Office 365 increases revenue 4x Packaged IP increases profit margin over traditional services Adding Office 365 or CRM expands business consulting, deployment, migration fees Year 50 Seats of CRM Online / 250 seats of Office 365 $55/per User of CRM Packaged IP

Dynamics CRM Online Powers Cloud Productivity Comprehensive CRM that’s easy to use and improves the productivity of sales, marketing and customer service professionals Full-Suite CRM: Sales, Marketing and Service modules Works with Office 365 for complete Cloud productivity experience Familiar Microsoft Outlook interface Sign up in 40 markets, get a trial in 5 minutes Instant on, anywhere access Flexible configuration and customization Real-time dashboards and visual insights Secure and Reliable with financially backed 99.9% uptime SLA $44 per user/ per month

WPC2010_Breakout 9/11/2018 Dynamics CRM Momentum Over 2,000,000 users and 30,000 customers from small to enterprise Over 1,200 software and services partners with new CRM competency Over 100 service providers hosting Dynamics CRM solutions Leader in Gartner and Forrester SFA and Customer Service reports Dynamics CRM Online available in 40 markets and 41 languages Developer symmetry between cloud and on-premises assets for integration and extensibility More value for less helps customers make the most of their investments 2 out of 3 CRM customer adds are CRM Online! © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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. 8

Dynamics CRM and Office 365 Deliver Cloud Business Productivity SALES AND MARKETING PRODUCTIVITY CUSTOMER CARE PRODUCTIVITY INTEGRATED OUTLOOK EMAIL INSIGHTFUL AND ACTIONABLE VIRTUAL MEETINGS AND UNIFIED MESSAGING Rich document management Collaborative and integrated Real-time IM presence

Sales and Marketing Business Productivity 9/11/2018 12:23 PM demo Sales and Marketing Business Productivity Reuben Krippner Senior Product Manager Dynamics CRM PMG © 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

Our Competitive Advantage is Our Integrated Stack versus INTEGRATED STACK POINT SOLUTIONS Google Tech Support is Poor We need CRM; still using Access Database Remote Monitoring and Mgt. Vendors

Delivering Integrated Cloud Value Connected Experience Streamlined Administration Increased Value Phase 1 Phase 2 Phase 3 Competing more effectively Simplifying the engagement with Microsoft Generating incremental revenue streams Enabling volume Integrated offering Unified purchase experience Qualification required Syndication partner identification Enhanced integration Partner on behalf Self-Service offering Syndication pilot Enhanced commerce Full syndication Q4 CY2011 CY2012 H1 CY2013

Graham Leitch Director of Business Development ePartners partner panel Mark Smith Director of Microsoft Solutions Slalom Consulting Graham Leitch Director of Business Development ePartners Karl Redenbach Director Online Services Corporation © 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

What are the top opportunities you see with the Cloud? WPC2010_Breakout 9/11/2018 What are the top opportunities you see with the Cloud? © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

What are some key lessons learned? WPC2010_Breakout 9/11/2018 What are some key lessons learned? © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

Why focus on Dynamics CRM Online and Office 365 together? WPC2010_Breakout 9/11/2018 Why focus on Dynamics CRM Online and Office 365 together? © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

What are ways to cross-sell and up-sell CRM and Office 365 WPC2010_Breakout 9/11/2018 What are ways to cross-sell and up-sell CRM and Office 365 © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

WPC2010_Breakout 9/11/2018 In what ways are you making money today and in the future with Cloud offerings? © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

WPC2010_Breakout 9/11/2018 What are the most important changes partners need to make to capitalize on this opportunity? © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

Agenda Why Dynamics CRM Online and Office 365 WPC2010_Breakout 9/11/2018 Agenda Why Dynamics CRM Online and Office 365 Demo: Cloud Business Productivity Partner Panel: Q&A Partner Opportunities and Guidance Microsoft is Investing in You Next Steps © 2010 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

Partner Opportunities: CRM Online and Office 365 MGX FY12 9/11/2018 Partner Opportunities: CRM Online and Office 365 Build Build vertical productivity apps Extend and Customize Rapid development and deployment Leverage Marketplace for repeatable IP sales Sell Generate Recurring revenue streams Up-sell & Cross-sell CRM & Office 365 Receive referral fees Attach packaged IP and services (ADVISOR, LAR, REFERRAL) (MSP) ISVs Opportunities RESELLERS SIs HOSTING PARTNERS Service Business consulting Deploy and Configure Extend and Customize Migration Training and Support Host Expand Cloud offerings Provide additional IP, integration Managed services, support, and training (ADVISOR, MSP) (SPLA) Expand your offerings with Dynamics CRM Online and Office 365 to broaden reach, diversify revenue streams and create integrated business productivity solutions © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

Keys to Success with CRM Online & Office 365 Targeting the web-centric buyer Move $ from infra to Marketing Web / SEO / Video Social Media Branding Generating Demand Preparing Your Solution Delivering Value Add Services Driving Sales Building the annuity stream Creating Volume with low COGS Rapid delivery + subscription services Planning & Readiness Baseline cash flow to support transition Rate cards, fixed price/fixed scope contracts Align Sales Comp with recurring revenue Telesales Trial / Online POC Virtual Engagements Rapid Deployment Methodology On-demand Development Support & Service offerings to drive Renewals www.quickstartonlineservices.com www.microsoft.com/dynamicscloudpartner

Microsoft is Investing in You! Targeting the web-centric buyer Marketplace Marketing Service Bureaus Dynamics CRM and Office 365 Marketing Integration Kit Generating Demand Preparing Your Solution Delivering Value Add Services Driving Sales Building the annuity stream Creating Volume with low COGS Rapid delivery + subscription services Cloud Essentials and Accelerate Partner Profitability Guide Sales and Technical Training 250 IUR Benefit Trial & Telesales Engine Sales Incentives (40%, 18%, 5%) Good, Better, Best Sales Guide Sure Step Windows Azure Recurring Annuity incentive (6%) www.quickstartonlineservices.com www.microsoft.com/dynamicscloudpartner

Next Steps and Direct Links Get started with Microsoft Online Services Quickstart: www.quickstartonlineservices.com Read the Microsoft Dynamics Cloud Partner Profitability Guide http://bit.ly/cloudprofit Discover the Dynamics CRM Online + Office 365 Integration Kit http://bit.ly/crm365kit Leverage CRM Online Internal Use Benefit http://bit.ly/internaluse

Get Started Today! Customer Website Microsoft Dynamics CRM Online: crm.dynamics.com Microsoft Office 365: www.office365.com Microsoft Cloud Computing: www.microsoft.com/business/cloudservices/overview/ Follow Us Office 365 Microsoft Dynamics CRM Online Partner Web Sites Microsoft Partner Network Cloud Services Microsoft Dynamics QuickStart for Microsoft Online Services NEW Licensing Page for Microsoft Online Subscription Program

Your Feedback is Very Important to Us 9/11/2018 12:23 PM Your Feedback is Very Important to Us Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/contest Complete a WPC evaluation and you’re automatically entered to win the daily drawing for a luxury vacation AND a chance to win instant prizes! Learn more in the Microsoft Partner Network Booth Grand Prize Luxury Vacation for 2 © 2007 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

9/11/2018 12:23 PM © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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. © 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

9/11/2018 12:23 PM © 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.