CSP01 #WPC16 The Cloud Solution Provider (CSP) program: a platform for maximizing profitability Morgan Wheaton Director, Worldwide Partner Group

Worldwide Partner Conference 2015 9/13/2018 11:37 AM “The greater cloud market is forecasted by IDC to be $500B by 2020” IDC FutureScape: Worldwide Cloud 2016 Predictions — Mastering the Raw Material of Digital Transformation, doc #259840, November 2015 © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Rest of software industry Customers want partners Microsoft knows partners Revenue through partners 86% of business customers buy through channel partners for IT products and services 86% 92% 39% Microsoft Rest of software industry IDC InfoBrief: Customers Need Channel Partners, August 2015

CSP enables partners to… Create the solution and directly bill customers Directly provision and manage subscriptions First point of contact for customer support Build an ongoing customer relationship

Evolving the Cloud Partner Model Customer Microsoft Online Services Indirect provider Indirect reseller Direct partner

All Microsoft Online Services Office 365 Microsoft Azure Dynamics CRM Online Enterprise Mobility Suite Power BI Dynamics AX . . . ? All Microsoft Online Services

CSP progress New onboarding engine aka.Ms/csp Regional authorization New terms Updated APIS and SDK

CSP momentum Direct partner growth Indirect reseller growth O365 service seats Strength of the model

CSP in the future More to sell More partners More customers More momentum Less friction

CSP supports the modern partner 9/13/2018 CSP supports the modern partner Differentiate to stand out Modernize sales and marketing Optimize your operations Deliver customer lifetime value aka.ms/modernpartner © 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.

Panel discussion Rene Bergeron Sr. Vice President, Global Cloud Ingram Micro   Jared Powell Founder and CEO INFINIT Consulting Mike Gillis President and Global COO Hitachi Solutions America Group Matt Eckersall Director, Sales and Marketing Inframon Panel discussion

Accelerate Your CSP Business 1. Provision, manage, and support 2. Own and control the billing Microsoft Cloud Solution Provider Program Microsoft Enterprise Mobility Suite 3. Sell integrated offers and services An INGRAM MICRO Company #1 platform and ecosystem for Microsoft Cloud Automate end-to-end lifecycle Any size, any types of partners: 1-Tier & 2-Tier Flexible on-premises and cloud platforms 400+ ISV in catalog Odin Automation Essentials 🔓 Odin Automation Premium 🔓 Cloud Marketplace ☁ Ensim Marketplace🔓 Cloud Store ☁ Visit Ingram Micro Cloud Booth #900

DIGITAL TRANSFORMATION Tier 1 Cloud Solution Provider Serving over 2,000 organizations with 400,000 seats through Microsoft Cloud Services Partner Enabled Cloud Marketplace Access to over 800 business applications INFINIT Cloud Apps Data automation, business intelligence, and advanced analytics KINGS OF DISRUPTIVE IT™ Transforming Technology! BUSINESS TRANSFORMATION EXPERTS COMMUNITY http://www.infinitconsulting.com/community

About Inframon Hyper Cloud Platform Founded in 2005 as System Center technical experts Proven track record migrating enterprise clients to public & private clouds Azure, OMS, System Center & EMS experts with repeatable solutions Rapid deployment to Azure through automation with HCP In house DevOps team OMS RedCarpet, BCDR Black Belt, EMS Elite Partner

INDUSTRY FOCUSED EXPERTS Industry Cloud INDUSTRY FOCUSED EXPERTS BUILT ON CSP 37 400 10+ 9 1 Partnerships Customer Case Studies Vertical Solutions Founders Retained Aligned Microsoft Strategy WORLDWIDE OFFICE LOCATIONS US Canada UK Germany India Japan China Philippines Thailand Singapore 24x Microsoft Partner of the Year Award Winner 19x Microsoft Customer Excellence Award Winner 19x Microsoft Inner Circle Achievement 21x Microsoft Presidents Club Achievement

Panel discussion Rene Bergeron Sr. Vice President, Global Cloud Ingram Micro  Jared Powell Founder & CEO INFINIT Consulting  Mike Gillis President and Global COO Hitachi Solutions America Group Matt Eckersall Director, Sales & Marketing Inframon Panel discussion

Get started aka.ms/csp

Other sessions Education partner launch FY17 kickoff Beth Watson Chris Bunio Tuesday 11:30AM –2:30PM South 718B Cloud Solution Provider (CSP) licensing: Positioning CSP with EA/MPSA/Open Kai Chung 1:00PM –2:00PM North 107 Office 365 partners on CSP are leading the pack Giovanni Mezgec Juan Posada South 718A Demystifying the Cloud Solution Provider program Morgan Wheaton 2:30PM –3:30PM North 201A-F Advanced Support for Partners: Microsoft’s newest cloud support option Sarah Beal 4:00PM –4:30PM MPN Booth Theater

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

Panel discussion Rene Bergeron Vice President, Worldwide Cloud Computing Ingram Micro   Jared Powell Founder & CEO INFINIT Consulting Mike Gillis President and Global COO Hitachi Solutions America Group Matt Eckersall Director, Sales & Marketing Inframon Panel discussion