Marketing for Office 365 FY17 PIE Program Deck

Additional Requirements 9/16/2018 6:31 PM Marketing for Office 365 Qualified Partners: Cloud Productivity: Gold and Silver Partners License Types Opportunity Sales Stage Workloads Funding Limits Customer Segments Partner Cap Additional Requirements All The Marketing for Office 365 program is open to Cloud Productivity Gold and Silver partners, to drive tele, in-person or digital marketing activities, focusing on Office 365. The payout for this program is $3,000 per partner, focusing on CAM and CTM customers. N/A Office 365 $3,000 per partner CAM, CTM 1 per partner Each partner will receive $3000 to run an Office 365 marketing campaign. Campaign can include: Telemarketing/Blitz Events – In Person (1:many) Events - Digital © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Proof of Execution Documentation Telemarketing/Blitz Activity Type Example of Tactics Description Funding Amount Proof of Execution Documentation Telemarketing/Blitz Tele Prospecting Outbound cold calls to a targeted list based upon solution, segment and audience. N/A Required: ─    Campaign overview or call script ─    Number of Prospects/Targets ─    Number of Leads Tele Qualification Follow-up with individuals that have responded to marketing campaigns. The goal is to qualify that there is budget, a business need, authority buy-in and timeframe prior to passing the lead on to MS sales or partners.

Events – In Person (1:many) Activity Type Example of Tactics Description Funding Amount Proof of Execution Documentation Events – In Person (1:many) Seminars (In-Person Events) A seminar is an in-person event with a small group, typically educational in nature and focused on a particular audience, segment or vertical. They are usually focused on a single topic. Ratio of presenters to audience members: 1: few or 1: many. N/A Required: ─    Electronic copy of the event invitation ─    Number of Instances* ─    Number of Prospects/Targets ─    Number of Attendees ─    Number of Leads Roundtable In person facilitated peer-to-peer discussion focused on a role, topic, solution, or industry, without a formal presentation. Typically several hours long.   Roadshow/Mall Tour A traveling exhibition/event for companies to showcase and demonstrate their latest products, services and experiences. One of the following: Conference (Partner Led) In person conference event led by partner, usually multiple days, multiple tracks and topics targeted at a particular audience/segment/vertical. 1.       Invoice(s)/receipt(s) from third-party vendor including: items contracted for delivery; date delivered; amount. OR Hosting/Relationship Non-business related in-person event, at local and national entertainment or social events such as concerts or dinners focused on building relationships. 2.       If previously approved by Microsoft, Partner generated invoice(s) for internal expenses/fees with items contracted for delivery; date delivered; amount with milestones included. Building *Number of Instances is defined as number of events. For example, if you are planning a roadshow of to-customer or internal seller training events then the number of instances corresponds to the number of events that you are executing.

Proof of Execution Documentation Events - Digital Activity Type Example of Tactics Description Funding Amount Proof of Execution Documentation Events - Digital Digital/Virtual Events Digital/Virtual Events are rich, interactive experiences (i.e. Spiceworks) that enhance or replace in-person events. These experiences may be via immersive online environments or simple webcasts. Digital Events can be hybrid solutions where they extend the live experience into the online space thus reaching a wider audience who may be limited in an in-person event by geography or budget. Can include live and on-demand online events. N/A Required: ─    Electronic copy of the event invitation or registration landing page ─    Number of Instances* ─    Number of Prospects/Targets ─    Number of Attendees ─    Number of Leads   One of the following: Xcast Includes webcasts, online seminars and podcasts (less interactive in nature, more of a one-way communication vs. a dialogue). 1.       Invoice(s)/receipt(s) from third-party vendor including: items contracted for delivery; date delivered; amount. OR 2. If previously approved by Microsoft, Partner generated invoice(s) for internal expenses/fees with items contracted for delivery; date delivered; amount with milestones included.

9/16/2018 6:31 PM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.