Microsoft FastTrack & FY16 Cloud PBX Adoption Offer Microsoft Office365 9/18/2018 Microsoft FastTrack & FY16 Cloud PBX Adoption Offer Step-by-step guide and redemption details © 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.

FastTrack site overview http://fasttrack.microsoft.com

MANAGE ALL YOUR CUSTOMERS IN ONE LOCATION 9/18/2018 MANAGE ALL YOUR CUSTOMERS IN ONE LOCATION Create and manage success plans in a collaborative environment Define plans and assign stakeholders Track the status for deployment and adoption Redeem eligible offers For more information download the Success Plan Creation Guide: http://aka.ms/successplanguide © 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.

Cloud PBX Adoption Offer partner requirements

Hold the required partner competency for the offer you wish to redeem OVERVIEW OF PARTNER REQUIREMENTS Hold the required partner competency for the offer you wish to redeem As detailed in the offer terms and conditions and FAQ at fasttrack.microsoft.com, partners must hold specific Microsoft competencies in order to take advantage of offers   Be an active Microsoft Supplier in good standing Offer funds are secured and distributed using a purchase order (PO) between the partner and Microsoft. POs may be opened to organizations that are Microsoft Suppliers only  Note: a membership under the Microsoft Partner Network is not the same as being an approved Microsoft Supplier by Microsoft Procurement Be a BIF-enabled Microsoft Supplier through your local Microsoft Procurement team Offer funds are categorized as Microsoft Business Investment Funds (BIF). Starting November 7, 2015, Microsoft Suppliers must be BIF-enabled Suppliers via the local Microsoft Procurement Team in order to execute projects funded by BIF

OFFER PARTNER COMPETENCY MAP Offer name Required partner competency Resources FY16 Office 365 Adoption Offer One of the following: Cloud Productivity Small and Midmarket Cloud Solutions Project and Portfolio Management (for Project-only engagements) MPN https://partner.microsoft.com/ https://mspartner.microsoft.com/en/us/pages/membership/cloud-productivity-competency.aspx https://mspartner.microsoft.com/en/us/Pages/Membership/small-midmarket-cloud-solutions-competency.aspx https://mspartner.microsoft.com/en/us/Pages/Membership/project-portfolio-management-competency.aspx Enterprise Mobility Management https://mspartner.microsoft.com/en/us/pages/membership/enterprise-mobility-management-competency.aspx Devices and Deployment https://mspartner.microsoft.com/en/us/pages/membership/devices-and-deployment-competency.aspx Communications https://mspartner.microsoft.com/en/us/pages/membership/communications-competency.aspx Cloud Productivity/Deployment FY16 EMS Adoption Offer FY16 Cloud PBX Adoption Offer FY16 Office 365 Adoption Offer operated by 21Vianet (for partners located in China only) Buy E4 Now FY15 Office 365 Adoption Offer Cloud Deployment

MS SUPPLIER AND MS SUPPLIER BIF-ENABLED STATUS Inquiry Answer Action Are you currently an MS Supplier? Yes Ensure you have correct Microsoft Supplier ID to include in your funding request form. Questions? Email the Partner Procurement Enablement Help Desk svcppe@microsoft.com No Do you have a Microsoft Partner Sales Executive (PSE) or Partner Account Manager (PAM)? If so, please work with your Microsoft Partner Sales Executive (PSE) to initiate the Microsoft Supplier process found at the following Microsoft internal link http://globalvmf/Default.aspx If not, please email the Partner Procurement Enablement Help Desk (svcppe@microsoft.com ) and the team will initiate the Microsoft Supplier process Are you currently a BIF-enabled MS Supplier? Ensure you have correct Microsoft Supplier ID to include in your funding request form If so, please work with your Microsoft Partner Sales Executive (PSE) to initiate the RFP BIF Category process found at the following Microsoft internal link https://microsoft.sharepoint.com/teams/External_BIF/SitePages/Steady%20State%20Instructions.aspx If not, please email the Partner Procurement Enablement Help Desk (svcppe@microsoft.com ) and the team will initiate the RFP BIF Category process. Do not know Email the Partner Procurement Enablement Help Desk svcppe@microsoft.com and they can advise on status Looking for additional resources on MS Suppliers? https://www.microsoft.com/en-us/procurement/msp-requirements.aspx

Cloud PBX Adoption Offer details http://aka.ms/adoptionoffers

FY16 CLOUD PBX ADOPTION OFFER 9/18/2018 FY16 CLOUD PBX ADOPTION OFFER Partners may leverage the FastTrack Center to help drive Cloud PBX deployment to deliver the following customer outcomes: Deployment of Cloud PBX Configuration of On-Premises PSTN Connectivity Configuration of PSTN Calling Partner funding to drive Cloud PBX with On-Premises PSTN Connectivity and/or PSTN Calling deployments Partner Competency Requirement: Communications A new customer who buys 150+ eligible seats of Office 365 (50+ seats effective Feb 1, 2016) Office 365 Enterprise E5 Office 365 Government G5 Skype for Business Plan 2 with Cloud PBX standalone SKU E1 or E3 with Cloud PBX add-on SKU E3 /E4 to E5 Step-Up SKUs Offer Available December 1, 2015 – June 30, 2016 WHO/WHEN Partner funding Earn funds on a per seat basis to enable Cloud PBX deployment Customer purchases 50+ eligible SKUs to qualify $10,000 for configuration of Cloud PBX and completion of 50 user deployment Additional $10 per eligible SKU purchased, up to 5,000 SKUs ($50,000) $60,000 limit per customer Partner proof of execution for payment Customer-approved Success Plan in the FastTrack Center Validation of successful configuration of Cloud PBX with between 50- 5000 users deployed utilizing On-Premises PSTN Connectivity and/or PSTN Calling with 90% of eligible SKUs deployed WHAT © 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.

WHAT ARE THE REDEMPTION REQUIREMENTS? 9/18/2018 WHAT ARE THE REDEMPTION REQUIREMENTS? HTTP://AKA.MS/ADOPTIONOFFERS Before a partner will be eligible to claim funds from the FY16 Cloud PBX Adoption Offer, the offer terms and conditions must be satisfied, including: The customer must be eligible based on their Cloud PBX purchase as defined in the offer terms and conditions http://aka.ms/adoptionoffers The partner must be eligible base on required competencies as defined in the offer terms and conditions http://aka.ms/adoptionoffers The customer must be signed in to the FastTrack site to verify ownership of their tenant and validate the partner’s request © 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.

WHAT ARE THE PAYMENT MILESTONES? HTTP://AKA.MS/ADOPTIONOFFERS MILESTONE 1 PAYMENT ($10,000) Configuration of Cloud PBX and completion of a 50-user deployment MILESTONE 2 PAYMENT ($10 per eligible SKU purchased, up to 5000 SKUs) Cloud PBX deployment of at least 90% of eligible SKUs, up to $50,000 Verification No funds will be paid out until the eligible partner and eligible customer have completed all POE requirements for each milestone Microsoft will confirm deployment prior to approving payment to a qualified partner for each milestone listed above Microsoft will reject payment requests where deployment requirements are not met Visit http://aka.ms/adoptionoffers for offer terms and conditions for complete eligibility and POE requirements

DO YOU HAVE QUESTIONS ABOUT ELIGIBILITY, MILESTONES, PROOF OF EXECUTION, ETC.? FY16 Cloud PBX Adoption Offer http://aka.ms/adoptionoffer Terms and conditions Complete FAQ Common FAQs Q: How will the 90% metric be tracked? A: Partners will run a script in the customer’s environment to validate the number of seats deployed. No PII will be collected. The output file will be uploaded to the FastTrack site. Microsoft will validate deployment milestones are met before paying the partner funds. Q: Do partners need to write an SOW? A: If an SOW is needed, it will be provided by Microsoft’s Offers management team upon funding approval. SOWs may be necessary depending upon the country in which the services occur. See process flow in next section. Q: Is there an exception for the Communications Competency requirement? A: There are no exceptions. Click here to get more information on becoming a Communications Competency partner.

FY16 Cloud PBX Adoption Offer redemption process

FY16 CLOUD PBX ADOPTION OFFER REDEMPTION INVITE YOUR CUSTOMER SUBMIT FOR OFFER CUSTOMER VERIFICATION MICROSOFT VERIFICATION PO APPROVED TO START WORK ESTABLISH A SUCCESS PLAN MILESTONE 1 PAYMENT MILESTONE 2 PAYMENT

INVITE YOUR CUSTOMER TO FASTTRACK 9/18/2018 INVITE YOUR CUSTOMER TO FASTTRACK INVITE YOUR CUSTOMER SUBMIT FOR OFFER CUSTOMER VERIFICATION MICROSOFT VERIFICATION PO APPROVED TO START WORK ESTABLISH A SUCCESS PLAN MILESTONE 1 PAYMENT MILESTONE 2 PAYMENT Invite all your Microsoft customers to participate in the FastTrack experience by inviting them to the FastTrack site Inviting customers and requesting access Search for your customers using customer name, tenant domain, or TPID Invite your customer using a verified email address Request access if your customer is already a member of FastTrack © 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.

SUBMIT FOR AN ELIGIBLE OFFER 9/18/2018 SUBMIT FOR AN ELIGIBLE OFFER INVITE YOUR CUSTOMER SUBMIT FOR OFFER CUSTOMER VERIFICATION MICROSOFT VERIFICATION PO APPROVED TO START WORK ESTABLISH A SUCCESS PLAN MILESTONE 1 PAYMENT MILESTONE 2 PAYMENT Before submitting your request Make sure you are an eligible partner Microsoft-approved BIF Supplier with Supplier ID Meet offer competency requirements Make sure your customer is eligible Eligible purchase in the offer period Your customer must make their purchase before you submit your request for the Cloud PBX Adoption Offer Once submitted, customer eligibility is confirmed within 15 business days of purchase by Microsoft © 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.

OFFER VERIFICATION & PO APPROVAL 9/18/2018 OFFER VERIFICATION & PO APPROVAL INVITE YOUR CUSTOMER SUBMIT FOR OFFER CUSTOMER VERIFICATION MICROSOFT VERIFICATION PO APPROVED TO START WORK ESTABLISH A SUCCESS PLAN MILESTONE 1 PAYMENT MILESTONE 2 PAYMENT The Customer is notified when a partner submits for an offer Receives an email to validate partner’s request After the customer verifies partner submission, Microsoft is notified to begin eligibility verification Customer eligibility verified on purchase history Partner competency verified SOW signed by partner and Microsoft PO approved – partner can start work Partner returns signed SOW Partner receives PO and begins work Offer team receives and verifies eligibility SOW sent to partner for signature when required SOW signed by PMG; PO generated and sent to partner © 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.

ESTABLISH A SUCCESS PLAN 9/18/2018 ESTABLISH A SUCCESS PLAN INVITE YOUR CUSTOMER SUBMIT FOR OFFER CUSTOMER VERIFICATION MICROSOFT VERIFICATION PO APPROVED TO START WORK ESTABLISH A SUCCESS PLAN MILESTONE 1 PAYMENT MILESTONE 2 PAYMENT Use FastTrack to collaborate with your customer and help them define what Success looks like for the adoption of Microsoft cloud services Establish a Success Plan Identify Customer Success Plan Owner Add additional team members Target specific workloads Complete your plan © 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.

POE & MILESTONE PAYMENTS 9/18/2018 POE & MILESTONE PAYMENTS INVITE YOUR CUSTOMER SUBMIT FOR OFFER CUSTOMER VERIFICATION MICROSOFT VERIFICATION PO APPROVED TO START WORK ESTABLISH A SUCCESS PLAN MILESTONE 1 PAYMENT MILESTONE 2 PAYMENT TERMS AND CONDITIONS: HTTP://AKA.MS/ADOPTIONOFFERS FY16 Cloud PBX Adoption Offer MILESTONE 1 Submit your invoice for $10,000 of eligible funds if Cloud PBX has been configured and completion of 50-user deployment MILESTONE 2 Submit your invoice for payment of $10 per eligible purchased SKUs if 90% of eligible Cloud PBX seats have been deployed © 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.

9/18/2018 SUPPORT INVITE YOUR CUSTOMER SUBMIT FOR OFFER CUSTOMER VERIFICATION MICROSOFT VERIFICATION PO APPROVED TO START WORK ESTABLISH A SUCCESS PLAN MILESTONE 1 PAYMENT MILESTONE 2 PAYMENT If you need help or have any questions about the offer redemption process submit a ticket using the FastTrack site Support app Within the FastTrack site select Support from the top navigation bar Provide a description of the issue or question Select the Offer that you are submitting for Attach relevant screenshots Support alias svcskype@microsoft.com Will be redirected through the Support app © 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.

FY16 Cloud PBX Adoption Offer Deployment verification

CLOUD PBX DEPLOYMENT VERIFICATION STEPS Complete Offer Form Select a Success Plan associated with the offer and upload the plan. Sumit the offer Submit the customer’s CPV_Totals.txt output file in FastTrack under “Finalize for Payment” Invoice Microsoft for appropriate milestone: either $10,000 (50 users of purchased seats deployed) or remaining amount of eligible funds (90% of purchased seats deployed)