CSP Indirect Provider FY18 Q2 SPIFF 11/13/2018 11:31 PM CSP Indirect Provider FY18 Q2 SPIFF Partner ready slide deck Christian Moser, Manager Partner Marketing Advisor Team, Western Europe © Microsoft Corporation. All rights reserved.

Program Overview Goal: 11/13/2018 11:31 PM Program Overview Goal: Provide Central SPIFF engine to CSP Indirect Providers across Western Europe Microsoft to recognize the work of CSP Indirect Provider employees Support CSP Indirect Providers in recruiting new resellers, driving CSP revenue Visibility of CSP efforts internally in Microsoft & CSP Indirect Provider, single overarching communication theme Across all CSP products (excluding O365 Office Pro, adding Surface) Running between Oct 1st and Dec 31st 2017 Ongoing communication thru-out the quarter – get the folks excited! © Microsoft Corporation. All rights reserved.

Program Structure “CSP – The Road to Success” branding 11/13/2018 11:31 PM Program Structure 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 Small give aways Does trainings Microsoft SPIFF for CSP Indirect Provider Sales Activities; Pays out $ after achieving goals to CSP Indirect Provider HQ CSP Indirect Provider Employee “CSP – The Road to Success” branding © Microsoft Corporation. All rights reserved.

FY18 – changes vs. FY17 Keep Change 11/13/2018 11:31 PM FY18 – changes vs. FY17 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) Small Marketing give-aways, goodies Change Share pictures of first Incentive Trip in the community, to get attendees excited One Session per week, clear communication on level of session (Lvl 100...400) Move SPIFF trip at the end more towards a weekend © Microsoft Corporation. All rights reserved.

11/13/2018 11:31 PM Readiness Part © Microsoft Corporation. All rights reserved.

CSP – The Road to Success: Webinar Overview 11/13/2018 11:31 PM CSP – The Road to Success: Webinar Overview Week Theme Date Duration Title Description 1 All 10/17/2017 60' CSP Road to Success - Program  Intro, Microsoft Strategy and how CSP fits in there. Welcome session to CSP - The Road to Success…. Continues; Overview about CSP and why CSP is so important to Microsoft and its Partner Ecosystem 2 MWP 10/24/2017 Introducing Microsoft 365 Microsoft 365 brings together Office 365, Windows 10 and Enterprise Mobility + Security, delivering a complete, intelligent and secure solution to empower employees. 3 Apps&Infra and Data/AI 10/31/2017 Azure in CSP – Offers, incentives and service update Learn about the latest updates for Azure in CSP. 4 MWP, Apps & Infra 11/7/2017 GDPR and Azure Confidential computing How to leverage the GDPR Opportunity with CSP Resellers; Intro into Azure Security w/ a deep dive into Azure Confidential Computing 5 11/14/2017 Surface Devices and Windows 10 Fall Creators update for Commercial Customers Post Surface Announcement Updates; also speak about the Windows 10 Commercial Oppty; why roll-out W10 in Commercial customers and how resellers can benefit from reselling Windows thru CSP 6 11/21/2017 Training and Marketing with and for Resellers: Microsoft Offers Training overview - Laura GoTo Market Overview - Christian Explain how Resellers can e.g. drive CIE and Hands-On Labs sessions together w/ Microsoft for their customers Offers for SMB customers (e.g. ECIF???) - Maja? 7 Business Apps 11/28/2017 Dynamics 365 Ideally don't only talk about Opportunity - but also how resellers today are making business w/ it. How to get started. 8 Apps & Infra 12/5/2017 Azure OSS and the Developer Opportunity What are the oppties to get going w/ OSS Partners on Azure. Why move to these workloads to Azure. 9 12/12/2017 Office 365 - Building Modern Workplace solutions w/ Teams, Project, Visio Updates on Project, Visio, Teams, Sway,… Explain how resellers could leverage these often "forgotten" offers to build great customers solutions. Really give examples how partners are making money w/ that! 10 Data & AI 12/19/2017 Data and AI - examples of Partner solutions, and how to find the right partners for these solutions Provide targetting guidance which solution partners could be great CSP Resellers - and what support offers are available for them, to build solutions on top of our Data & AI platform; Closing, potentially outlook to Q3 SPIFF program Microsoft ran weekly 1h webinars 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 Draft! © Microsoft Corporation. All rights reserved.

Readiness Program - Content 11/13/2018 11:31 PM Readiness Program - Content Microsoft ran weekly 45’ webinars (same content, 2 deliveries per week), centrally WE driven, content: CSP and product readiness (Azure Skills Initiative, Azure Sales Star) CSP Incentives (e.g. CSP Power Up, Global Incentives) CSP license model, CSP vs Open O365 and Azure in CSP Deep dive on SBS; OSS Solution type of content for O365, Azure, EMS, Dynamics Up- and Cross Sell Scenarios on O365, Azure, EMS, Dynamics Best-Practice on O365, Azure, EMS, Dynamics Website w/ referral to the content Weekly updates E.g. recordings of the calls Referral to further materials (e.g. Azure Skills Initiative, Azure Sales Star) Weekly Emails to all CSP T2 participants Draft! © Microsoft Corporation. All rights reserved.

SPIFF (Sales) Part 11/13/2018 11:31 PM © Microsoft Corporation. All rights reserved.

SPIFF Program Sales Part – SPIFF program 11/13/2018 11:31 PM SPIFF Program Sales Part – SPIFF program Partners must provide Microsoft with POE as a condition of payment. All of the following POE is required to be obtained from the partner: * Sales out reports and or inventory reports from third party promoter, reseller and/or distributor, * Attestation from partner confirming Partner Employee's receipt of eligible award and amount/value of award, and * Flyers or notices circulated to Partner Employee informing them of the sales contests. We need info on the SPIFF communication – NOT on readiness part © Microsoft Corporation. All rights reserved.

Communication http://aka.ms.roadtosuccess roadtosuccess@microsoft.com 11/13/2018 11:31 PM Communication http://aka.ms.roadtosuccess roadtosuccess@microsoft.com © Microsoft Corporation. All rights reserved.

Draft! Sample BoM Poster, Pull-Up Banners Bespoke Compressed T-Shirts 11/13/2018 11:31 PM Sample BoM Poster, Pull-Up Banners Bespoke Compressed T-Shirts Pens, Notebooks Draft! Bespoke 3D Design USBs © Microsoft Corporation. All rights reserved.

Program Summary What MS Provides What CSP IP Gets 11/13/2018 11:31 PM Program Summary What MS Provides What CSP IP Gets Readiness programs for CSP Indirect Provider sales specialists Technical certifications for tech specialists Supporting programs for resellers recruitment Support running the program, communication, give aways – i.e. motivation Increased employees motivation to learn and sell Trained and certified sales specialists Trained and certified tech specialists Resellers recruitment support CSP revenue grow Azure, O365, EMS, Dynamics © Microsoft Corporation. All rights reserved.

Let’s get excited! 11/13/2018 11:31 PM © Microsoft Corporation. All rights reserved.

11/13/2018 11:31 PM © Microsoft Corporation. All rights reserved.