Co-Selling with your Microsoft Sales Team P-Seller Guidance and ROB

Ideal P-Seller Partners Profitability Transact Project-based Services Managed Services IP / Applications C A SE PM IP D Key Characteristics of Microsoft’s partner of the future: Cloud Broker, Business Solutions focused and industry oriented Partners who can tell the business story to the BDMs Ability to sell a user experience through business solutions, not point products Partners who understand change management in hybrid and cloud environments across organizations that can secure full consumption of technology Marketing, Sales and Technical expertise Offer solutions & services across the Profit Pools: Transact – The resale of hardware and/or software Project Services – Fixed services that align with deploying hardware, software or application development Managed Services – Standardized, tiered services that enable a partner to add value to their customer while building a recurring revenue stream (e.g. subscription or monthly billings) IP Services – The monetization of Intellectual Property through software development; packaged application or business process Baseline Criteria: Current partner on the Microsoft Partner List (MPL) OR a strong recruit to move to the MPL within the next 12 months. Current MPN Gold partner with a cloud competency OR potential/commitment to get there in the next year. One or more senior sales and/or technical staff at the partner with 200 to 400 level of proficiency within associated MPN Competency. Partner resource(s) are capable of delivering articulate and effective presentations, demos, and proof of concepts to audiences of all sizes (individual or one-to-many). OR Compete Criteria: Partners with cloud capabilities who align to the key characteristics, but use competitive offerings (AWS, Cisco, Google, etc.) – Competitive Recruit Note: We can select the partners to participate in the program but not the individuals. Microsoft can, however, approve or decline a nominated individual based on a list of criteria.

Ongoing ROB with your Microsoft Sales Team Cadence of Meetings and Reviews Microsoft Partner Business Plan With your Microsoft Sales team, create Microsoft Partner Business Plan annually Review plan at least quarterly Quarterly Business Reviews Engage in quarterly business reviews with your Microsoft Sales team Bi-Weekly Sales Meetings* Engage Microsoft Sales team to meet bi-weekly *Details on subsequent slides

Bi-Weekly Meetings with your Microsoft Sales Team Prep for your Meeting What? Bi-weekly meeting with you, the P-Seller(s) and your Microsoft Sales team Before the meeting: Create/Update a partner business plan summarizing key aspects of your business and areas of partnership with Microsoft. Advocate to the Microsoft sellers to sell the value of fostering a long-term engagement with you, the P- Seller and your partner organization. Participate in events that bring together P-Seller(s) and Microsoft sellers for introductions and to discuss mutual customers. Identify and capture your partner org’s current capacity, capabilities and compete strengths to ensure that the sales team is leveraging those strengths appropriately. Align and agree with your Microsoft sellers on the process to include deals in the pipeline/forecast and for sharing pipeline/customer updates and actions during bi-weekly meetings. Who should attend? P-Seller(s) and Microsoft Sales team How often? Attend a recurring bi-weekly, one hour meeting with your Microsoft Sales team Meet in a set location, preferably at the Microsoft office to foster the relationship with other Microsoft sellers and teams

Bi-Weekly Meetings with your Microsoft Sales Team Details of Engagement Outside of the meeting: Ensure responsiveness for actions taken during the bi-weekly meeting. Drive ongoing alignment and integration of efforts between the P-Seller(s) and Microsoft Sales team for all top opportunities (e.g., leverage resources, etc). Broker internal resources, tools, references and/or investments needed to help advance joint opportunities. Participate in marketing events or customer meetings to develop the top opportunities. Take feedback from Microsoft sales teams back for areas of growth opportunity or development. Utilize PTS resources to develop and expand your partner org’s workload capabilities. Review Pipeline and Forecast Identify and review Microsoft Generated Opportunities Identify opportunities your partner org is working on and build them into the all-up pipeline Ensure that all partner generated opportunities at 20% are ‘valid/qualified’ Review the health of your partner org’s pipeline Prioritize opportunities in the pipeline and determine next-step actions to accelerate higher strategic impact opportunities (cloud, competitive displacement, etc.) Develop a plan to move stalled opportunities Co-build a plan with your Microsoft Sales team to increase pipeline coverage and/or accelerate pipeline velocity Ensure consumption plans are in place for all cloud opportunities Blockers/Help Needed P-Seller partner capacity/capability to drive additional Microsoft opportunities 2. Discuss ongoing territory planning and alignment 3. Discuss/Review Partner business plans 4. Discuss/Review key Customer accounts Topics for the meeting:

Results of Co-Selling and great P-Seller Engagement Better scoping of opportunities leading to potential deal acceleration. More partner visibility into Microsoft generated opportunities. More Microsoft visibility into partner generated opportunities. Increased customer penetration in Corporate Accounts. Deep trusted relationships between Microsoft sellers and our P-Seller partners. Microsoft leadership can speak about P-Seller partner’s business (how they sell and what they sell). Microsoft senior level management endorses the partner. Ultimately, our goal is to achieve… Increased revenue for partners and Microsoft, happy ‘actively using’ customers and increased profitability for our partners!

Key Takeaways and Actions Microsoft Sellers don’t sell alone! P-Seller Partners are the heart of our Co-Engagement model! Attend bi-weekly working meetings with your Microsoft Sales team to build and sustain a productive, trusted P-Seller relationship. Engage with your Microsoft Sales team across sales roles to identify, qualify and advance pipeline opportunities: CA Sales (AE, CA Lead, ISE, OM, SSP, ATS) Partner Sales (PSE, PSL) Recruit (PPR) Enable (PTS) Consumption (PSE, PTS, Deployment PSE) Leverage your local PPR/PTS to help identify, onboard and grow your P-Seller and partner community! The most successful Co-Engagement models ALL share one common thing… A deep engagement with P-Seller resources across both our CA Sales and Partner Sales teams!