CSP – The Road to Success 9/20/2018 10:07 AM CSP – The Road to Success June 26th + 28th Webinar Christian Moser, Kateryna Tetyananko Western Europe © Microsoft Corporation. All rights reserved.

Program Structure “CSP – The Road to Success” branding To CSP Indirect Provider Employee – not subject to SPIFF rules; “Readiness program” To CSP Indirect Provider Company – SPIFF Program Microsoft Runs weekly webinars Provides BoM, landing page for readiness Provides small gift for doing certifications CSP Indirect Provider Employee Attends webinars Does training Get’s small give aways for doing certifications Microsoft SPIFF for CSP Indirect Provider Sales Activities; Pays out $ after achieving goals to CSP Indirect Provider HQ CSP Indirect Providers Partners are responsible for administering the incentive activity and providing rewards or payments directly to eligible Partner Employees. “CSP – The Road to Success” branding © Microsoft Corporation. All rights reserved.

CSP – The Road to Success: Webinar Overview 9/20/2018 10:07 AM CSP – The Road to Success: Webinar Overview Microsoft ran weekly 45’ webinars same content, 2 deliveries per week: Monday, 13:00 CET Wednesday, 9:00 CET Separate registration link every week Invitations will be sent to all participants of previous webinars Feel free to share internally! Previous calls: http://aka.ms/roadtosuccess Week of Content 03-Apr Program Intro 10-Apr Sales readiness: CSP Basics and why this is changing the Channel Business so fundamentally 18-Apr* Office 365 - Premium Office 365 services and Office 2007 End Of Life: How this helps you selling 24-Apr Learn how CSP allows you and your reseller to build your own solutions 02-May* Earning Money with CSP - Calculation examples & Incentives 08-May The Microsoft Security Pitch 15-May Winning with OSS on Azure 22-May Transform how you do Business with Microsoft Dynamics 365 29-May Best Practice Sharing - how to make Partners successful with Microsoft Azure 05-Jun Building a practice on Windows 10 security: enabling partners to build a security service offering. 12-Jun Basic Azure workloads to get started: Test & Dev 19-Jun Advanced Workloads: Voice and Azure OMS 26-Jun Review of CSP Road to Success Training sessions and closing *Tuesday instead of Monday session due to public holidays Plan subject to changes. © Microsoft Corporation. All rights reserved.

Readiness Program_Webinars recording Week of Content Recording Slides 03-Apr Program Intro Download slides 10-Apr Sales readiness: CSP Basics and why this is changing the Channel Business so fundamentally 18-Apr* Office 365 - Premium Office 365 services and Office 2007 End Of Life: How this helps you selling 24-Apr Learn how CSP allows you and your reseller to build your own solutions 02-May Earning Money with CSP - Calculation examples & Incentives 08-May The Microsoft Security Pitch 15-May Winning with OSS on Azure 22-May Transform how you do Business with Microsoft Dynamics 365 29-May Best Practice Sharing - how to make Partners successful with Microsoft Azure 05-Jun Building a practice on Windows security: enabling partners to build a security service offering. 12-Jun Basic Azure workloads to get started: Test & Dev 19-Jun Advanced workloads: Voice and OSS TBA 26-Jun Review of CSP Road to Success Training sessions and closing © Microsoft Corporation. All rights reserved.

Resources Learn Sale & Build Biz Development Sales Technical 9/20/2018 Resources Biz Development Sales Technical Learn Cloud Solution Provider on MPN Azure Star Seller Partner University Azure CSP Workshops Sharpen your Azure Skills Microsoft Official Curriculum Explore Opps & Try Dev & Build Solution Open Source Sale & Build Cloud Migration Assessment Windows in CSP PartnerSupportOfferings Office 365 free trial EMS free trial SQL Server 2016 free trial Windows Server free trial Azure free trial PowerShell gallery GitHub-PowerShell (PS/GUI) GitHub-ARM (ARM/DSC ) GitHub-Docs Azure Bitnami Visual Studio Xamarin Test Cloud Application Insights Azure Virtual Machines Azure DevTest labs Open Source Web Site Open Source Blog MySQL and PostgreSQL CosmosDB SQL Server on Linux App Service on Linux © 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.

Next steps – Q4 Closing & SPIFF payouts 9/20/2018 10:07 AM Next steps – Q4 Closing & SPIFF payouts Close FY17 strong – few days to go! For the owners of the SPIFF per CSP Indirect Provider: Send Proof of Execution to Katia + Christian Internal Communication of SPIFF Sales results (according to SPIFF criteria – new CSP resellers, CSP Azure resellers >1000$ per month, total CSP revenue increase during Apr-Jun 2017) Proof that the funds will be used for SPIFF (e.g. agency invoice for employee fringes…) Invoice Microsoft WE against the PO issued For the lucky winners: Enjoy the SPIFF! © Microsoft Corporation. All rights reserved.

Thank you for transitioning to CSP with us! 9/20/2018 10:07 AM Thank you for transitioning to CSP with us! © Microsoft Corporation. All rights reserved.

9/20/2018 10:07 AM Going forward, into FY18 CSP becoming the de facto standard licensing/business model New product announcements during Inspire Extended Product coverage (e.g. more Azure services) Solution focus more important Start working w/ relevant ISVs, to be included in your offerings E.g. Small Business Server in the Cloud – easy to resell, preconfigured offerings for resellers and their customers © Microsoft Corporation. All rights reserved.

CSP drives need for change in Partner Marketing 9/20/2018 CSP drives need for change in Partner Marketing With EA/Open Licensing: Partners reselling fixed Microsoft SKUs Microsoft defining offer, price, packaging (“4Ps”) Microsoft providing complete Value Prop, BoM With CSP: Partners able to create their own solution Based on Microsoft Cloud Services (e.g. SBS) Requires Partners to build their own value prop, packaging, pricing & communication All Commercial Partners will be affected by CSP and Digital Transformation of Sales and Marketing Processes -> i.e. all need to take more ownership of demand generation: Indirect Providers, Resellers, MSPs, Hosters, ISVs, eTailers, local and global SIs, PDU, Surface partners Microsoft segment agnostic; © 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.

FY18 Ideas for CSP Road to Success 9/20/2018 10:07 AM FY18 Ideas for CSP Road to Success Keep : SPIFF for CSP Indirect Providers employees Weekly webinars Website, weekly Emails Communication to start in September, SPIFF running in Microsoft Q2 (i.e. Oct-Dec 2017) Change : Make sessions w/ 2 levels – Basic + Advanced CSP Do we need 2 sessions per week? Open readiness sessions to Indirect Resellers Readiness, but not SPIFF Small give-aways each week for participants answering questions after the call Do a lottery/raffle each month among all webinar participants e.g. XBOX, Surface,… © Microsoft Corporation. All rights reserved.

9/20/2018 10:07 AM © Microsoft Corporation. All rights reserved.