Engagement with your Microsoft Sales Team

EPG: Sales Engagement with P-Sellers P-Seller resources engage with customers across all of our segments – from EPG up to Enterprise – and they will help us scale in all segments. The TSP currently in FY15 supports our P-Sellers by: In FY16, the SSP could support our P-Sellers by: Recruit and onboard new P-Sellers as appropriate. Vet nominated P-TSPs for technical capability to determine fit in the P-Seller program. Provide pre-sales technical depth expertise to enable partners to develop, deploy, and support cloud based solutions. Provide P-Seller enablement as coordinated by PTS. Support opportunity owned by SSP and co-selling opportunities when TSP deliver the enablement to P-TSP. Leveraging our P-Sellers in opportunities to drive the end to end customer solution. Ensuring effective hand-offs are made to the PSE and P-Seller as appropriate. Contributing to the recruitment, engagement and readiness of P-Sellers who can help scale our capacity. Developing and leveraging a core set of partners/P-Sellers (and their applications and/or implementation expertise) to deliver high business value solutions addressing specific customers’ needs. The SSP commitment in FY15 is same as FY14; they are supporting solution business of CAM-S or (CTM where has no CAM-S). In Q2 pipeline, SSP owns 19% of CAM-S new biz pipeline and 9% of overall CA new biz pipeline. The data source is Nov.20 2014 SMSG standard report published by B&O BI team. Note: In FY15, the SSP has no commitment to enable P-Sellers. However, we are working to determine what the FY16 priorities could/should be.

CA: Sales Engagement with P-Sellers P-Seller resources engage with customers across all of our segments – from CA up to Enterprise – and they will help us scale in all segments. Building Co-Selling and P-Sellers into how we sell in CA in FY15: All CA roles will work with and through partners in FY16 and beyond: Recruit and onboard new P-Sellers. PSEs identify P-Seller Partners and manages P-SSPs and P-TSPs as part of the partner sales team. CA Seller transformation to selling with and through P-Sellers. Build strong Microsoft Seller to P-Seller relationships to enable successful Co-Selling motion. CA Sellers assign P-Seller resources to Microsoft opportunities and work collaboratively with these individuals throughout the sales and consumption lifecycles. PSEs manage the P-SSPs and P-TSPs as part of their extended partner sales team. PTS drives P-Seller enablement and P-Seller Partner practice growth. PPR recruits new cloud P-Seller partners. The SSP commitment in FY15 is same as FY14; they are supporting solution business of CAM-S or (CTM where has no CAM-S). In Q2 pipeline, SSP owns 19% of CAM-S new biz pipeline and 9% of overall CA new biz pipeline. The data source is Nov.20 2014 SMSG standard report published by B&O BI team.

SMB: Sales Engagement with P-Sellers P-Seller resources engage with customers across all of our segments – from SMB up to Enterprise – and they will help us scale in all segments. The SureStep process in FY15 builds cloud capacity and capability at our top SMB partners by: In FY16, the SureStep Process with the support of the PSE and PTS could support our P-Sellers by: Identifying and prioritizing those partners whom Microsoft should be managing and enabling. Aligning PSEs/ISEs to the right partners. Passing qualified leads to a defined list of qualified partners via a defined process. Leveraging PTS capacity to make sure partners have what they need. Identifying “optimize” SMB partners to participate in the P-Seller Program. Embracing the SureStep framework to identify and prioritize those partners who are not managed today but have the highest potential to provide us frequency and yield. Align our resources with the prioritized partners . Align the C2PC lead sharing process with the P-Seller Program so the partner individuals who receive leads are P-Sellers. Ensuring effective lead/opportunity hand-offs are made to the P-Sellers. Contributing to the recruitment, engagement and readiness of P-Sellers who can help scale our capacity. The SSP commitment in FY15 is same as FY14; they are supporting solution business of CAM-S or (CTM where has no CAM-S). In Q2 pipeline, SSP owns 19% of CAM-S new biz pipeline and 9% of overall CA new biz pipeline. The data source is Nov.20 2014 SMSG standard report published by B&O BI team. Note: In FY15, the SSP has no commitment to enable P-Sellers. However, we are working to determine what the FY16 priorities could/should be.

Microsoft Engagement with P-Sellers by Role Microsoft Role P-Seller Engagement PSE Manages P-SSPs and P-TSPs and drives pipeline with partners PTS Recruits, on-boards, enables and builds capacity and capability of P-SSPs, P-TSPs, P-CSMs*. PCMM Recruits, on-boards, enables and manages P-Marketer* LSS/LSE** Recruits, on-boards, enables and manages P-LSS* PPR Recruits, on-boards and manages net new P-Seller Partners before transitioning to PSE. AE/ISE/OM/ATS/TSS Assigns P-Seller resources to Microsoft opportunities and works collaboratively with these individuals throughout the sales and consumption lifecycles. TSP Vets P-TSPs for P-Seller Program. Provides deeper technical enablement and pre-sales support as required. SSP Supports and vets P-SSPs for P-Seller Program. *Role currently under development **LSE role under development in FY15.

P-SSP Engagement: How to work effectively with your Microsoft Sales Team Expectations of the P-SSP: Expectations of the Microsoft Team: Sell Work closely with the Microsoft sales team in the Co-Selling motion. Engage with customers in the capacity of solution selling. Position and sell Microsoft solutions. Work jointly with your P-SSPs on joint sales planning. (including territory planning, forecasting, competitive recruit, etc.) Provide ongoing sales support to your P-SSPs. Engage Become deeply integrated into the Microsoft sales/consumption teams and processes. Meet with your Microsoft team at least bi-weekly. Respond to requests. Embrace your P-SSPs in the Co-Selling motion Help your P-SSPs become deeply integrated into the Microsoft sales/consumption teams and processes. Meet with your P-SSPs at least bi-weekly. Respond to requests for assistance from P-SSPs within two (2) business days of notice. Build Contribute to building out robust partner practice(s) for each workload the P-Seller Partner will sell, deploy and drive consumption/usage on. Enable Drive partner sales enablement to increase partner capacity and capability, facilitating through-partner wins. Help build and grow qualified P-SSP at the partner, thus increasing the number of Partner Generated Opportunities (PGOs). Accelerate Cloud adoption and consumption in P-Seller partners by assisting the P-SSPs to build and develop active cloud practices for key cloud workloads, including O365, Azure and CRM Online.

P-TSP Engagement: How to work effectively with your Microsoft Sales Team Expectations of the P-TSP: Expectations of the Microsoft Team: Sell Work closely with the Microsoft sales team in the Co-Selling motion. Act in the capacity of pre-sales technical support. Position, demonstrate, design and implement Microsoft solutions. Work jointly with your P-TSPs to drive wins identified through joint sales planning (including territory planning, forecasting, competitive recruit, etc.) Engage Become deeply integrated into the Microsoft sales/consumption teams and processes. Meet with your Microsoft team at least bi-weekly. Respond to requests for assistance from Microsoft within two (2) business days of notice. Embrace your P-TSPs in the Co-Selling motion. Help your P-TSPs become deeply integrated into the Microsoft sales/consumption teams and processes. Meet with your P-Sellers at least bi-weekly. Respond to requests for assistance from P-Sellers within two (2) business days of notice. Build Contribute to building out robust partner practice(s) for each workload the P-Seller Partner will sell, deploy and drive consumption/usage on. Enable Drive partner technical enablement to increase partner capacity and capability, facilitating through-partner wins. Help build and grow qualified P-TSPs at the partner, thus increasing the number of Partner Generated Opportunities (PGOs.) Accelerate Cloud adoption and consumption in P-Seller partners by assisting the P-TSPs to build and develop active cloud practices for key cloud workloads, including O365, Azure and CRM Online.

Marketing Engagement: How to work effectively with your P-Marketer* 4 Engagement with your P-Sellers Marketing Engagement: How to work effectively with your P-Marketer* Expectations of the P-Marketer*: Expectations of the Microsoft Team: Coming in FY16 *Role currently under development

Licensing Engagement: How to work effectively with your P-LSS* 4 Engagement Licensing Engagement: How to work effectively with your P-LSS* Expectations of the P-LSS*: Expectations of the Microsoft Team: Coming in FY16 *Role currently under development

4 Engagement with your P-Sellers Deployment/Consumption Engagement: How to work effectively with your P-CSM* Expectations of the P-CSM*: Expectations of the Microsoft Team: Coming in FY16 *Role currently under development

Rules of Engagement: P-Seller Positioning 4 Engagement with your P-Sellers Rules of Engagement: P-Seller Positioning This is a Microsoft led sales engagement, not a Partner Services Engagement. Do tell the customer that a Microsoft P-Seller is a managed partner that has a Microsoft Business Guest badge and access to resources that can help with the engagement. Remember, the customer is not obligated to use your partner organization for services but they have an option to consider you for services engagement. Positioning P-Seller to Customers Partner cannot say they are Microsoft. Partners can say they are a Microsoft P-Seller Partner which is a Partner that has Microsoft Business Guest badged resource(s) with access to Microsoft resources that can assist with the sales engagement. P-Seller Partner Positioning

Rules of Engagement: P-Seller Activities 4 Engagement with your P-Sellers Rules of Engagement: P-Seller Activities P-Sellers can mention they belong to a partner but must not engage in dialogue during the delivery of the presentation about their service offerings unless previously agreed to by Microsoft sales team. P-Sellers will not get a copy of any evaluations or surveys as this is a Microsoft-sponsored event. P-Sellers can collect customer information if they are approached by customers and need follow up on questions related to the event. The customer should drive this request. Microsoft Sponsored Customer Events Position only Microsoft products and solutions when engaged in a P-Seller capacity. Adhere to the Microsoft Code of Conduct. Do not recruit employees from Microsoft customers. Provide engagement summary recap to your Microsoft field seller within 24 hours of meeting. If required, enter into NDA directly with customer. Microsoft does not control this process. Generally, no confidential information should be exchanged unless the customer engages the P-Seller organization for post-sales work which would then be covered under a separate agreement which Microsoft has no visibility into. Sales Cycle For deals registered in PSX, Microsoft will consider a P-Seller partner only if the registering partner doesn't possess the requisite skill set. Microsoft will attempt to select P-Sellers, if available, from partners the customer already has a working relationship with (incumbents.) If incumbents do not have the requisite skill set, Microsoft will inform the customer that a P-Seller partner will help with the sales effort. It is up to the customer if they would like to engage the P-Seller partner for the Services bid. Incumbent Partner Scenario

P-Seller Sales Engagement 4 Engagement with your P-Sellers P-Seller Sales Engagement GOAL: Leverage P-Sellers to drive innovation across the sales lifecycle. 0-19% Prospect/Qualify 20-39% Develop 40-59% Solution 60-99% Proof/Close Prospect = Validate potential opportunity Qualify = Begin formulating solution vision with identified sponsor Develop = Engage/Meet sponsor and develop shared buying vision Solution = Present a proposal with a compelling value proposition Proof = Present Proof of Concept to the Sponsor and Power Sponsor Close = Finalize sale and prepare to negotiate contract details 1 to Many Events Mini MTC Summits Customer Events P-Seller (0-20%) IO Strategy Briefings Product Deep dives/Demos Technical Follow Up P-Seller (20-40%) POC ADS RFP Services Opportunity Engagement! Partner Engagement transitions to P-Seller Engagement Partner Engagement