The NEW FY18 Microsoft SAM partner program 9/17/2018 The NEW FY18 Microsoft SAM partner program © 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.

Microsoft is committed to SAM and our SAM partners more than ever.

Introducing Microsoft SAM Solution Expertise The next generation of the Microsoft SAM partner

Introducing the new SAM Brands WinHEC 2015 9/17/2018 6:26 PM Introducing the new SAM Brands SAM Solution Expertise: Replaces the retiring SAM MPN Competency Creates market differentiation for Microsoft SAM Partners Grants exclusive branding rights SAM (70-713) MCP Badge: Digital badge with metadata unique to individuals Allows SAM MCPs to share their accomplishment to social media May be embedded in a resume, website, or email signature © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

How do I maintain my benefits? WinHEC 2015 9/17/2018 6:26 PM How do I maintain my benefits? SAM is my only competency Complete requirements for other competencies OR obtain Action Pack Subscription Meet requirement for SAM solution expertise SAM is just one of my competencies Incentive eligibility remains with your other non-SAM competencies Meet requirement for SAM solution expertise © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What if we already have another competency? Align to a new silver/gold competency SAM Solution Expertise Two partner FTEs certified in: SAM Core, Volume Licensing, Two electives

What if our only competency has retired? Align to a new silver/gold competency SAM Solution Expertise Two partner FTEs certified in: SAM Core, Volume Licensing, Two electives OR Action Pack Subscription SAM Solution Expertise Two partner FTEs certified in: SAM Core, Volume Licensing, Two electives

Which competency should we choose? Meet one of the following competency options based on your specialty and partner status Consultant/transact competencies: Consultant/non-transacting competencies: Or, if none of these align, consider: Small and Mid Market Cloud Solutions Cloud Productivity Cloud Platform Data Analytics Enterprise Mobility Management Data Center Data Platform Microsoft Project and Portfolio Management Application Development Collaboration and Content Microsoft Action Pack Subscription

Roadmap by partner type Small and Mid Market Cloud Solutions Cloud Productivity Cloud Platform Data Analytics Enterprise Mobility Management May include transaction, deployment or consumption requirements Maintain MPN silver/gold competencies SAM Solution Expertise SAM (Existing silver/gold partners) Consult + transact Data Center Data Platform Do not include transaction, deployment or consumption requirements Microsoft Project and Portfolio Management Collaboration and Content Application Development Consultant 18% Microsoft Action Pack Subscription For partners who do not require Silver/Gold Competency Subs Svcs New partners Microsoft SAM Solution Specialist Lite For next gen/non-traditional SAM Partners

SAM incentive eligibility requirements Partners must meet the following requirements: One Microsoft MPN competency OR one Microsoft Action Pack Subscription Two full time partner employees Four SAM eligibility exams completed Partner management status Specific Criteria 1. One Microsoft MPN Competency or One Microsoft Action Pack Subscription Partner Competency Status = (Active-Earned, Active Pre-Approved) More Info: MPN Competency Status Partners can inherit Gold Competency status from HQ location Microsoft Action Pack Subscription Status = Current More Info: MPN MAPS Subscription 2. Two Full Time Partner employees FTE’s must be employees of the company which is named in the opportunity and meet the above SAM Incentive requirements. Subcontractors do not fulfill this requirement. 3. Four SAM Eligibility Exams Completed SAM Partner Eligibility Exams: SAM (70-713) Volume Licensing (74-678)   ELECTIVE EXAMS (Partner takes 2 exams) Cloud Fundamentals (98-369) Mobility and Devices Fundamentals (98-368) Security Fundamentals (98-367) SCCM & Intune (70-696) Managing Office 365 Identities and Requirements (70-346) Enabling Office 365 Services (70-347) Managing Microsoft SharePoint Server 2016 (70-339) Managing Projects and Portfolios with Microsoft PPM (70-348) Managing Projects with Microsoft Project 2013 (74-343) 4. Partner Management Status Partner Actively Managed by Microsoft resource, at the global or local level Partner Active in the Managed Partner List (MPL)

Transitioning SAM requirements Prepare for these upcoming deadlines Complete new SAM Solution Expertise requirements 70-713 SAM Core December 31, 2017 SAM competency will retire* January 31, 2018 Field will use Partner Insights portal to determine partner status and competency end date. *If your SAM competency retires independently before the retirement date, you cannot renew

SAM Solution Enterprise NEW SAM Partner eligibility exams required exams SAM (70-713) – New for FY18 and in 9 Languages Volume Licensing (74-678) Elective Exams (Partner Chooses 2 exams) Cloud Fundamentals (98-369) Mobility and Devices Fundamentals (98-368) Security Fundamentals (98-367) SCCM & Intune (70-696) Managing Office 365 Identities and Requirements (70-346) Enabling Office 365 Services (70-347) Managing Microsoft SharePoint Server 2016 (70-339) Managing Projects and Portfolios with Microsoft PPM (70-348) Managing Projects with Microsoft Project 2013 (74-343)

WinHEC 2015 SAM Solutions Expertise New MCP exam required for ALL SAM competency partners by H2 of FY18 9/17/2018 6:26 PM Who should take the exam? SAM 70-673 Certified Professionals SAM engagement managers SAM&C leads SAM partners Licensing sales specialists Microsoft sellers (e.g. SSPs) Licensing resellers (e.g. LSPs) Even customers © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

WinHEC 2015 New 70-713 SAM MCP exam Required for ALL SAM competency partners by H2 of FY18 9/17/2018 6:26 PM How do I take the test? Step 1: Visit the exam page and click “schedule exam” Step 2: Verify your partner details OR register with Microsoft Learning. Step 3: Select your booking method with Pearson Vue. Select “future date at a test center” OR “online proctored” Step 4: Choose location, date, and time for your exam Step 5: Proceed to check out for payment © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

WinHEC 2015 New 70-713 SAM MCP exam Required for ALL SAM competency partners by H2 of FY18 9/17/2018 6:26 PM Preparing for the MCP exam External resources: GetLicensingReady.com Microsoft SAM website ISO 19770-1 Standard Microsoft Software Optimization Model (SOM) Microsoft SAM value engagements More SAM readiness in FY18: MCP exam prep materials on http://Getlicensingready.com Instructor-led training from the Licensing School: https://www.licensingschool.co.uk/ © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Retirement of SAM competency 9/17/2018 Retirement of SAM competency © 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.

The SAM competency is retiring, but your SAM benefits are here to stay.

Retiring SAM competency Who is affected? All SAM partners who only have the SAM competency OR only have a gold competency in SAM What are my options to stay eligible for SAM incentives? Meet one of the competency options based on your specialty and partner status How do I earn a new competency? Visit MPN Revolution for an easy assessment of what other competencies align to your business

Action Pack Subscription WinHEC 2015 9/17/2018 6:26 PM Action Pack Subscription An Action Pack Subscription can take the place of a competency Keep earning SAM incentives This is Minimum barrier to entry to become a SAM solution expert Learn more here © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Next Steps Renew your SAM Competency with the new SAM Solution Expertise Update your SAM Certification with the new SAM (70-713) exam Get FREE SAM Readiness Materials. Visit http://getlicensingready.com. SAM Solution Specialist Lite Certification SAM MCP (70-713) Exam Prep Save money getting certified! 50% off Promo Voucher for the SAM MCP (70-713) Certification* Contact: alias for Rudy * 50% off for the first 300 Partners to email SAMMCP@Microsoft.com. Vouchers must be redeemed for scheduled exams by July 31st, 2017 or the voucher may be reallocated to waitlisted requestors. Vouchers must be used by November 30th, 2017.

Thank you! SAMPartnerQ@microsoft.com

Cloud Productivity Competency WinHEC 2015 9/17/2018 6:26 PM Cloud Productivity Competency Be known for selling and deploying Microsoft Office cloud and hybrid solutions. Differentiate your cloud solution provider business for customers seeking qualified partners. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Meet the Performance Requirement Deploy 2,000 Active Entitlements Deploy 4,000 Active Entitlements Pass the exams or certifications One person must pass the exams: Managing Office 365 Identities and Requirements Enabling Office 365 Services Two people must pass the exams OR Two people must obtain the certification MCSA: Office 365 Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees Place these detail slides in appendix MPN Evolution © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Cloud Platform Competency WinHEC 2015 9/17/2018 6:26 PM Cloud Platform Competency Capitalize on the growing demand for infrastructure and software as a service (Saas) solutions built on Microsoft Azure. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Meet the Performance Requirement Demonstrate $15k Azure customer consumption Demonstrate $100k Azure customer consumption Pass the exams or certifications One person must pass one of the technical assessments OR pass one of the exams: Developing Microsoft Azure Solutions Implementing Microsoft Azure Infrastructure Architecting Microsoft Azure Solutions Designing and Implementing Cloud Data Platform Solutions Designing and Implementing Big Data Analytics Solutions MCSA: Linux on Azure Two people must pass tone of the technical assessments OR two people must pass one of 6 exams: Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees Place these detail slides in appendix MPN Evolution © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Data Analytics Competency WinHEC 2015 9/17/2018 6:26 PM Data Analytics Competency Be the expert to deliver, deploy and support aspects of Mirosoft BI Solutions Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Pass the exams or certifications Two people must pass one of the exams: Implementing a SQL Data Warehouse Developing SQL Data Models Designing and Implementing Big Data Analytics Solutions Four people must pass one of the exams: Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Data Platform Competency WinHEC 2015 9/17/2018 6:26 PM Data Platform Competency Run your business with powerful and versatile database platforms and deepen your relationships by becoming a provider of Microsoft SQL Server delployment. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Pass the exams or certifications Two people must pass one of the exams: Designing and Implementing Cloud Data Platform Solutions Querying Data with Transact-SQL Developing SQL Databases Administering a SQL Database Infrastructure Provisioning SQL Databases people must pass one of the exams: Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Enterprise Mobility Management Competency WinHEC 2015 9/17/2018 6:26 PM Enterprise Mobility Management Competency Standout as the expert in powerful, secure mobility management solutions for large businesses. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Meet the Performance Requirement Add 3 new EMS customers and deploy 500 active entitlements Add 5 new EMS customers and deploy 4000 active entitlements Pass the exams or certifications One person must complete the technical assessment for Enterprise Mobility Suite and one of the technical assessments: Mobile Device Management Identity and Access management Information Protection Cloud App Security Two people must complete the technical assessment for Enterprise Mobility Suite and each must pass one of the technical assessments: Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Small Midmarket Cloud Solutions Competency WinHEC 2015 9/17/2018 6:26 PM Small Midmarket Cloud Solutions Competency Be known for selling and deploying Microsoft Office 365 cloud and hybrid solutions to small and mid-sized businesses. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Meet the Performance Requirement 4 net new Office 365 customers within the previous 12 months 25 net new Office 365 customers within the previous 12 months Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Datacenter Competency WinHEC 2015 9/17/2018 6:26 PM Datacenter Competency Be known for transforming data centers into flexible, scalable, and cost effective solutions. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Pass the exams or certifications Two people must pass exams relating to System Center 2012 or Windows Server 2012/Windows Server 2016 Four people must pass certification for Windows Server 2012 or Windows Server 2016 Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Project Competency Requirement Silver Gold WinHEC 2015 9/17/2018 6:26 PM Project Competency Showcase your ability to deliver enterprise project management solutions to customers. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Pass the exams or certifications Two people must pass these exams: Managing Projects and Portfolios Managing Projects with Microsoft Project Four people must pass these exams: Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

App Dev Competency Requirement Silver Gold WinHEC 2015 9/17/2018 6:26 PM App Dev Competency Enable faster software delivery and continuous improvements. Get more information on this competency at the Microsoft Partner Network. Requirement Silver Gold Pass the exams or certifications Two people must pass an app dev exam Four people must hold an app dev certification Provide Customer Evidence 3 customer references from the previous 12 months 5 customer references from the previous 12 months Complete your organization’s profile Provide specific info: Partner Membership Center Pay the competency fee Based on applicable local taxes and fees © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.