Microsoft Investments for Enterprise Mobility Partners 12/31/2018 10:13 AM Microsoft Investments for Enterprise Mobility Partners Manveer Sahota Sr. Partner Marketing Manager © 2013 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.

Enterprise Mobility Suite Year One 12/31/2018 Enterprise Mobility Suite Year One March 2015 Launched EMS in Open, Select, & CSP 70% YoY Growth 7X increase in users 13,000 Customers © 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.

Strong in Key Mobility Gartner MQs 12/31/2018 10:13 AM Strong in Key Mobility Gartner MQs Leader Client Management Tools1 Visionary Enterprise Mobility Management Suites2 Visionary Identity and Access Management as a Service3 Microsoft is the only large market vendor in Gartner’s Magic Quadrants for Enterprise Mobility Suites, Identity and Access Management as a Service, and Client Management Tools. This validates our strategy to provide a combined solution to manage computers, devices, and apps with identity at the center. 1 Gartner Magic Quadrant for Client Management Tools (June 2015) 2 Gartner Magic Quadrant for Enterprise Mobility Management Suites (June 2015) 3 Gartner Magic Quadrant for Identity and Access Management as a Service (June 2015) Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. Gartner Magic Quadrant for Enterprise Mobility Management Suites (June 2015) © 2013 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.

Customer Momentum

Microsoft Investments

Moving Partners Thru the Funnel 12/31/2018 Moving Partners Thru the Funnel Investments from corporate to drive partner reach and activation Readiness Train-the-Trainer EMM Competency Virtual Academy PPE’s Cloud Platform University Go-to-Market Partner Marketing Investments Partner Campaigns Presales Strategy & Planning Workshop Proof of Concepts Azure Mentor Program COSA BIF Transacting EMS in the Cloud Solution Provider Program Post Sales Microsoft FastTrack Adoption Offer Channel Incentives Case Studies DPS © 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.

Partner site for EMS

Building a foundation with readiness Microsoft is investing big to help partners build a practice quickly and effectively. 15 part sales and marketing web series 30 city tour of in person technical deep dive roadshow Microsoft Learning Paths New Enterprise Mobility Management Competency

Introducing the New Enterprise Mobility Management Competency In 2013 worldwide enterprise mobility management (EMM) software revenue reached $1.1 billion, up 31% Y/Y. This number is expected to grow at a CAGR of 17.7% over the next 4 years , resulting in total EMM software revenue of $2.5 billion by 2018.* Built around Core focus Availability Mobile Device Management, Identity & Access Management, Information Management and VDI solutions Performance and skills-based Cloud Competency with associated cloud benefits including support and incentives Launched September 28, 2015 *Source: IDC estimates

Competency Requirements 12/31/2018 10:13 AM Competency Requirements Silver partners need 500 active users in the trailing 12 months Gold partners need 2000 active users in trailing 12 months Performance Active Users Endorsement Customer References Silver partners need 3 customer references Gold partners need 5 customer references Enterprise Mobility Management Competency Silver: partners need 1 individual to pass the EMS Technical Assessment AND 1 other EMM assessment Technical Accreditation Excellence Gold only: Use Customer Satisfaction (CSAT) Index to measure customer satisfaction Gold: partners need 2 individuals to each pass the EMS Technical Assessment AND 1 other EMM assessment Assessments CSAT Competency Fee Payable At Gold Level Only © 2013 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.

Proof of Concept Environments 12/31/2018 10:13 AM Proof of Concept Environments 2-day Cloud Only Enterprise Mobility Suite Proof of Concept (PoC) 10-15 day Enterprise Mobility Proof of Concept (PoC) Virtual Desktop Infrastructure (VDI) Proof of Concept (PoC) © 2013 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.

Azure Mentor Program (AMP) for Partners Microsoft Azure Enterprise Mobility Suite Kick start your Azure Practice with a dedicated mentor who helps you win and successfully deploy your first five projects Get assistance throughout the sales cycle with help across technical pre-sales, deployment and post deployment Deal Specific Pre-Sales Support Post Deployment Support Programmatic Enablement Talk to your Microsoft account representative to use Azure Mentor Program

The Cloud Solution Provider (CSP) Program Enterprise Mobility Suite Microsoft Azure Dynamics AX7 Dynamics CRM Online Office 365 Microsoft is expanding the CSP program to more partners with access to new cloud services, more markets and new capabilities. Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services. Partners create the offer, set the price and own the billing terms with their customers. Own and Control the Billing Provision, Manage and Support Sell Integrated Offers and Services Talk to your Microsoft account representative and ask to join the CSP Program Let us know you would like to join by completing the CSP partner information form at www.MicrosoftCSP.com Visit the CSP portal on MPN to learn more: http://aka.ms/cloudsolutionprovider

12/31/2018 EMS in CSP Familiar but different to Office 365 in CSP The CSP Partner is on point to Contract, Price, Provision, Deploy, Manage, Support your customers Each end customer has its own customer tenant (existing or new) Rich partner economics Wholesale discount of 20% Additional channel incentives available Follows EMS direct pricing Partner opportunity in the value add and managed services We expect the majority of partners will participate in the CSP model as 2-Tier resellers Microsoft CSP Partner 1 Tier Customer 2 Tier Reseller © 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.

Microsoft FastTrack for EMS Give users a great experience right from the start so they use the service more regularly Provide a great and consistent user experience Shorten time-to-value for organizations Deliver rapid time-to-value by giving organizations the ability to use a cloud service as soon as they buy it Support partner engagement for high-value services Allow partners to engage with organizations quickly to provide targeted high-value services

Going Beyond Baseline Project Services Microsoft Office 12/31/2018 Going Beyond Baseline Project Services Microsoft FastTrack for Enterprise Mobility Suite provides remote deployment assistance for Azure Active Directory Premium, Intune, and Azure Rights Management Azure Active Directory Premium FastTrack will: Get organizational identities to the cloud Set up single sign-on for test apps (including Azure Active Directory Application Proxy apps) Configure self-service options like password reset and Azure Multi-Factor Authentication in the MyApps Portal Microsoft Intune FastTrack will: Set up users and groups Enable management of test devices Optionally connect on-premises Microsoft System Center Configuration Manager to Intune for a single management portal experience FastTrack will: Activate rights management for users Configure sharing with external partners Track usage Test revocation of protected assets Azure Rights Management © 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.

FY16 EMS Adoption Offer Who / When What 12/31/2018 FY16 EMS Adoption Offer Partner funding to drive EMS active seat usage for Intune and/or Azure Active Directory Premium * Azure Rights Management Services is excluded Eligible Partners: Enterprise Mobility Management Competency, Cloud Productivity Competency, or Devices & Deployment Competency* Partners may leverage the FastTrack Center to help drive active seat usage, including activities like: Training and managed services Change management Single sign-on and deployment for LoB applications Who / When Any new customer who buys 150+ eligible seats of the Enterprise Mobility Suite and/or Enterprise Cloud Suite & and is using the service(s)** September 1, 2015 – March 31, 2016 *Both silver and gold competency partners for the eligible partners qualify. For more information on how to earn a competency visit aka.ms/MPNCompetency **Includes trial customers, See resources for eligible SKU List What Partner Funding Customers earn funds on a per seat basis for eligible Partners to drive active seat usage 150+ eligible SKUs to qualify $15 per seat for the first 1000 seats, then $5 per seat above 1000 seats $60,000 limit per customer Partner Proof of Execution for Payment: Customer approved Success Plan in the FastTrack Portal 5% Active Seat Usage = 1/3 payment of eligible funds 15% Active Seat Usage = remaining 2/3 payment of eligible funds within 12 months of purchase © 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.

Win with Microsoft Plan Enable Deploy Learn more about the Microsoft Enterprise Mobility Suite (EMS) Read about Microsoft’s position in the Gartner “Visionary” Magic Quadrant for Enterprise Mobility Management (EMM) Review the EMS overview – goals, services, and sales scenarios for partners Go to the Microsoft EMS Learning Paths for presales, sales, and technical readiness Use your EMS internal use rights benefit from your Microsoft Partner Network competencies Leverage the hands-on proof-of- concepts to build your sales pitch Engage customers with the Strategy and Planning Workshops Promote your EMS solution with Pinpoint Share strategic opportunities with your local Microsoft partner teams Learn how to leverage Microsoft FastTrack for EMS with your customers Maximize your payouts from the EMS Adoption Offer and Partner Channel Incentives For more Microsoft resources and investments on EMS visit aka.ms/EMSPartner

Your next steps Identify a Microsoft Enterprise Mobility Lead Attend the subsequent trainings in this series Engage your local Microsoft team Start building your Enterprise Mobility plan

Microsoft Enterprise Mobility Series Your Next Big Revenue Opportunity Dec. 10 – Building an EMS managed services offering with the Cloud Solution Provider program Dec. 17 – Upselling your Office 365 customers to the Enterprise Mobility Suite More in January! Thursdays from 8-9 am PST. Register for all now!

12/31/2018 10:13 AM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.