HMSP05 #CSP #Office365 #SMB What is the magic Office 365 customer formula for Cloud Solution Provider (CSP) partners? Top lessons learned from GoDaddy & Rackspace Sara Gardeback Director Microsoft

Goal of the session: How do you find your Office 365 customer formula? Who are your target customers? Why would the customer buy from you? What makes the customer stay?

Veronica Servantez Senior Director Kirk Averett Senior Director 9/13/2018 9:14 PM Veronica Servantez Senior Director Kirk Averett Senior Director © 2014 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.

60% 300,000 2 Billion Portfolio 10 6,200 Rackspace at a Glance Design option 1 Rackspace at a Glance Now Serving 60% of the Fortune® 100 Customer Scale 300,000 Customers in 120 Countries 2 Billion Annualized Revenue Breadth & Depth Portfolio of Solutions includes Dedicated, Cloud, Email & Productivity, Security Global Footprint 10 Worldwide Data Centers Rackers 6,200

Office 365 @ Rackspace Background Why customers choose Rack 365 support added July ‘15 A little over 60,000 users Average customer- 40 users Email & SharePoint since ’05 4.6m supported users Average lifetime > 7 years Fanatical Support Successful onboarding Deep expertise

Making a Plan to Win Customer Targeting Customer Solution Go & Do Results & Why

Making a Plan to Win Customer Targeting $$$ Core Capabilities Who will pay?

Making a Plan to Win Customer Solution Resolve Pain Increase Profit

Making a Plan to Win Go & Do Build Sell

Making a Plan to Win Results and Why Learning from results Who are your customers?

Making a Plan to Win More growth potential Happy, staying Customers Customer Experience More conversions

Making a Plan to Win Be different in a useful way More growth potential Happy, staying Customers Customer Experience More conversions

Drive Better Profit Be different in a useful way Create Attractive Offers

Melissa Schneider Senior Director Product Marketing Irana Wasti 9/13/2018 9:14 PM Melissa Schneider Senior Director Product Marketing Irana Wasti Senior Director Product Management © 2014 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.

GODADDY: VISION Kathy Fang Our vision is to radically shift the global economy toward small business by empowering people to easily start, confidently grow and successfully run their own ventures Kathy Fang fangrestaurant.com COPYRIGHT© 2016 GODADDY INC. · ALL RIGHTS RESERVED.

GoDaddy at a Glance 62 Million 14 Million 15 Billion 3,800+ 53Markets Candis Jones jonesmarket.com GoDaddy at a Glance Kathy Fang fangrestaurant.com Domains under mgmt 62 Million 20% of global total Customer Scale 14 Million Paying Customers Cloud Platform Scale 15 Billion DNS queries per day on average in 2015 Customer Care Pros 3,800+ Global Footprint 53Markets In 44 currencies and 26 languages

Office 365 Challenge: How do we solve for Kathy and Candis? COPYRIGHT© 2016 GODADDY INC. · 14455 N. HAYDEN ROAD SCOTTSDALE, ARIZONA 85260 (480) 505-8800 · ALL RIGHTS RESERVED.

It starts with speaking their language Recipes for success with very small businesses: Compelling messaging regarding professional email benefits Anchoring on Office as something familiar Cloud Productivity education for the small business owner...not IT

Office 365 onboarding experience solves for key moments of truth… Activation First Use Active Use

Office 365 onboarding experience solves for key moments of truth… Activation First Use Active Use

“It's already on my phone “It's already on my phone! Kudos to your department as I am no computer person and it's on my phone. I'd take credit but I wouldn't be able to tell anyone what or how I did it. Thank you.” Bob Davies, President Hartford Sand & Gravel LLC

Office 365 onboarding experience solves for key moments of truth… Activation First Use Active Use Customers who actively use the product are 3X likely to renew

What can you learn from our experience? Know your customer Know your advantage Treat partnership as a product

Summary of the session: How you can find your Office 365 customer formula Be different in a useful way Create Attractive Offers Know you customer Know your advantage Treat partnership as a product

HMSP CSP Sessions Tuesday July 12, 2016 Wednesday July 13, 2016 HMSP04 Program Key GTM & Partnership Infrastructure Licensing Applications HMSP04 Skype for Business Online: Overview, sales scenarios, go-to-market motions for SMB through the Cloud Solution Provider (CSP) program South 713AB 1:00 – 2:00 PM HMSP05 What is the magic Office 365 customer formula for partners in the Cloud Solution Provider (CSP) program? Top lessons learned from GoDaddy and Rackspace 2:30 – 3:30 PM HMSP06 Building a best practice partnership: The evolution of cloud, collaboration and opportunity South 709 HMSP07 Migrating from hosted Exchange to Office 365: What should you know 4:00 – 5:00 PM HMSP08 A practical look at CSP offers, billing and monetization Wednesday July 13, 2016 HMSP09 The next frontier: Managed services on Microsoft Azure – seize the opportunity and grow revenue and profits South 713AB 1:00 – 2:00 PM HMSP10 Hybrid licensing South 709 HMSP11 Keys to building a strong EMS offer and sales practice with the Cloud Solution Provider (CSP) program 2:30 – 3:30 PM HMSP12 How to drive consumption through an improved customer journey HMSP13 Making hybrid cloud real with Azure Stack 4:00 – 5:00 PM

THANK YOU!