7/25/2019 10:11 PM Go-To-Market services for partners with a marketplace offer Publish your solution or service on Azure Marketplace or AppSource to get started or email GTM@Microsoft.com with questions April 2019 © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Invest in marketplace and see the results Get more leads Convert prospects faster Lower the cost of selling Reach a global market Leverage Microsoft’s investment in marketing and brand recognition Make it easy for partners or Microsoft sales teams to share your solutions Unlock joint GTM with Microsoft

Marketplace: The launchpad for doing business with Microsoft Go live with a marketplace offer and jump start your business flywheel Promotion Azure Marketplace & AppSource List Trial Transact LAUNCH Contact Me lead generation for all marketplace solutions Free Trial demonstrate your solution’s capabilities and convert your customers faster Get It Now  for customers to buy and deploy your offer: unlock a whole new realm of benefits GROW MARKET Selling & marketing together Demand generation There are multiple ways to have a presence in marketplace All of them prepare you to sell with the Microsoft field © Microsoft Corporation Azure

Free benefits to all publishers for new offers Get 360-degree support with marketing, sales and technical benefits Technical Onboarding Technical support Application  architecture consultation Marketplace Rewards Microsoft marketing campaign inclusion Merchandising and Microsoft sites promotion Co-Market Co-Sell Azure Sponsorship for customer trials/POC Marketplace Co-Sell leads qualification Channel strategy consultations GTM: helping you with social promotion and PR, AAD setup and onboarding, listing optimization and OCP catalog optimization

The deeper you engage, the deeper we invest Creating a stronger customer experience results in wider benefits for all Marketing, Sales & Technical Benefits Transact in marketplace to unlock an evergreen engagement in GTM Add a trial to receive enhanced benefits to accelerate your listing GTM: helping you with social promotion and PR, AAD setup and onboarding, listing optimization and OCP catalog optimization Entry stage benefits for all new offers List Trial Transact

Accelerate your business transacting through marketplace Publish a virtual machine, Azure application, or transactable SaaS offer to be eligible for Marketplace Rewards. As you grow your marketplace offer’s business, you unlock new benefits to help accelerate even further. Get the benefits that map to your needs in your marketplace business growth journey MARKETPLACE BILLED SALES Transact Publisher $25K Billed Sales $50K $100K $500K $1M $2M $5M Awareness Demand gen Co-Sell Ready Lead development Sales enablement For questions, please email GTM@Microsoft.com BENEFITS STAGE © Microsoft Corporation Azure All activities subject to change All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

List and Trial Benefits Offer type Go-To-Market service All listings Service proof of concept, implementation, or workshop App trial Partner listing optimization: AppSource Co-Sell solution finder Marketplace listing optimization Marketplace blog with newsletter and social amplification Social promotion spotlight Press release support Partner success story Azure sponsored accounts Marketplace category promotion Microsoft seller webinar

Marketing benefits for transact offers Publisher $25K Billed sales $50K $100K $500K $1M $2M $5M White glove onboarding Market research and marketing materials: Partner marketing center Self-serve digital marketing on demand Partner to partner and geo expansion readiness assessments Marketplace listing optimization Marketing basic toolkit Marketplace blog with newsletter and social amplification Marketplace performance insights Social promotion spotlight Press release support Partner success story Test drive/trial sandbox sponsorship $10K $75K $200K Marketplace featured category placement Marketing advanced toolkit Marketplace featured homepage placement Individual blog feature Microsoft executive public relations endorsement Custom co-marketing engagements All activities subject to change All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

Sales benefits for transact offers Publisher $25K Billed sales $50K $100K $500K $1M $2M $5M AppSource Co-Sell solution finder listing optimization Microsoft seller webinar Solution spotlight in sales team newsletter Azure sponsored accounts for deployment/proof of concept $10K $75K $200K Lead qualification P2P workshop (virtual) Sales enablement package Telesales campaign In-product solution promotion  Recommended product at customer purchase P2P workshop (in person) All activities subject to change All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

Technical benefits for transact offers Publisher $25K Billed sales $50K $100K $500K $1M $2M $5M Onboarding documentation Marketplace forums Marketplace consultation: architecture guidance Azure active directory integration for transact offers Development and testing sponsorship for Marketplace publishing $5K $20K $30K All activities subject to change All tiers are adjusted for foreign exchange rates based on partner marketplace payout currency

Getting Started Join Microsoft Partner Network Evaluate the marketplace options and publish your offer in Azure Marketplace or AppSource Our team will reach out within 3 weeks of publishing your offer to begin your engagement Questions? Email GTM@Microsoft.com 11

Appendix Offer descriptions

All listings You qualify for go-to-market benefits just by listing your solution or service in Microsoft Azure Marketplace or AppSource. You’ll get professional, customized marketing guidance to optimize your marketplace listing, support with creating a listing in the Microsoft internal catalog accessed by the global sales field, and a feature in a marketplace blog post, which will be promoted in newsletters and social media. Optimized Azure Marketplace listing Optimized AppSource listing Partner listing optimization: AppSource co-sell solution finder: Listing showcasing your solution to Microsoft sellers and marketers Marketplace listing optimization: Personalized support for improving your solution listing Marketplace blog with newsletter and social amplification: Feature in a marketplace blog post, which is promoted in newsletters and social media Implementing the solutions offered by Microsoft and the go-to-market services team led to a 174 percent rise in visitors to our website and more than four times our typical number of new leads. Arijit Sengupta BeyondCore Founder and CEO

Proof of concept, implementation, or workshop consulting services Once you’ve listed a consulting offer that includes a proof of concept (PoC), implementation, or a workshop in Microsoft Azure Marketplace or AppSource, you’ll get the go-to-market benefits for all listings, plus a whole lot more. Increase visibility for your service by joining forces with one of the most valuable technology brands in the world through social media, PR, a short case study published on Microsoft.com, and premium placement in the marketplace. If you have a gold Microsoft partner program competency, you’re eligible for even more benefits that will help you activate the largest sales team and partner ecosystem in the industry. Press release support AppSource category promotion Partner listing optimization: AppSource co-sell solution finder: Listing showcasing your solution to Microsoft sellers and marketers Marketplace listing optimization: Personalized support for improving your solution listing Marketplace blog with newsletter and social amplification: Feature in a marketplace blog post, which is promoted in newsletters and social media Social promotion spotlight: Post on a Microsoft Twitter outlet highlighting your solution  Press release support: Approval of partner-drafted press release and Microsoft representative quote  Partner success story: Story on Partner.Microsoft.com about your solution and how it benefits from development on the Microsoft platform  Azure sponsored accounts*: Free Azure for your customers to offset the cost of Azure usage for the engagement Marketplace category promotion**: Promotion in featured spots in Azure Marketplace or AppSource Microsoft seller webinar***: Live recorded webinar for Microsoft sales field featuring your speakers * Requires silver or gold competency ** Requires gold competency *** Requires gold competency and co-sell ready listing in OCP GTM

Social promotion spotlight Trial Once you’ve created a trial offer in Microsoft Azure Marketplace or AppSource, you’ll get all the go-to-market benefits of all listings, plus a whole lot more. Increase visibility for your solution by joining forces with one of the most valuable technology brands in the world through social media, PR and a short case study published on Microsoft.com. If you have a gold Microsoft partner program competency, you’re eligible for premium placement in the marketplace. Partner listing optimization: AppSource co-sell solution finder: Listing showcasing your solution to Microsoft sellers and marketers Marketplace listing optimization: Personalized support for improving your solution listing Marketplace blog with newsletter and social amplification: Feature in a marketplace blog post with additional promotion Social promotion spotlight: Post on a Microsoft Twitter outlet highlighting your solution  Press release support: Approval of partner-drafted press release and Microsoft representative quote  Partner success story: Story on Partner.Microsoft.com about your solution and how it benefits from development on the Microsoft platform  Marketplace category promotion*: Promotion in featured spots in Azure Marketplace or AppSource Partner success story Social promotion spotlight * Requires gold competency

Transact: Marketing benefits Professional, customized marketing guidance to optimize your marketplace listing and build awareness for it through strategically crafted marketing activities. White glove onboarding: Support for a smooth marketplace onboarding experience.  Market research and marketing materials: Partner marketing center: GTM framework to guide you in marketing practice building and improving your direct channel.  Self-serve digital marketing on demand: Social media content, training assets, and email campaigns launched from within Microsoft’s social syndication tool. Partner to partner and geo expansion readiness assessments: Assessment and consultation to gauge your readiness for channel and global expansion. Marketplace listing optimization: Personalized support for improving your marketplace listing leading to increased visitors and leads.  Marketing basic toolkit: Marketplace best practices and templates to customize your engagement. Marketplace blog with newsletter and social amplification: Inclusion in a monthly post of all the latest partner solutions on the Azure Marketplace or AppSource blog.   Marketplace performance insights: Regular updates on marketplace offer visitors, click throughs, and click through rates. Social promotion spotlight: Tweet published on Microsoft Twitter outlet showcasing your marketplace solution. Press release support: Professional editing and Microsoft approval of your press release with a quote attributed to a Microsoft representative.  Partner success story: Case study showcasing your marketplace solution and how it benefits from development on the Microsoft platform. Test drive or sandbox sponsorship: Funding to support development or maintenance of a Test Drive in Azure Marketplace, a ’try before you buy' option for customers. Marketplace category featured placement: Placement in a featured spot in a specific category in Azure Marketplace or AppSource. Marketing advanced toolkit: Demand generation campaign banner templates and nurture emails to level up promotion of your marketplace solution. Marketplace homepage featured placement: Placement in a featured spot on the Azure Marketplace or AppSource homepage. Individual blog post: Feature blog post showcasing how your solution integrates with Azure and improves the Azure customer experience. Microsoft executive public relations endorsement: Microsoft executive endorsement testimonials for your marketing activity. Custom co-marketing engagements: Customized demand generation campaign built with a Microsoft-approved marketing agency of your choice.

Transact: Sales benefits Professional, customized sales guidance to help facilitate sales discussions across a range of customer scenarios, clearly frame your value proposition and provide your customers with an accurate and cohesive narrative about your solution. AppSource co-sell solution finder listing optimization: Professional marketing feedback on your listing showcasing your solution to Microsoft sellers and marketers. Microsoft seller webinar: Live recorded webinar featuring your speakers and content to reach internal Microsoft field teams.  Solution spotlight in sales team newsletter: Newsletter article showcasing your solution directly to Microsoft field sellers. Azure sponsored accounts for deployment or proof of concept: Free Azure to remove the Azure cost for proof of concept engagements or initial customer deployments. Lead qualification: Marketplace leads from Microsoft managed customers reviewed and matched with existing leads through the Microsoft co-sell program. Partner to partner workshop (virtual): Virtual workshop to develop an end-to-end channel program with templates and support documents. Sales enablement package: Sales differentiation workshop and development of professional sales materials.  Telesales campaign: Support for growing your sales pipeline by identifying qualified sales opportunities through the use of inside sales services.  In-product solution promotion: Featured placement in the Azure management portal. Recommended product at customer purchase (coming soon): Featured placement as part of to-customer product recommendations upon purchase. Partner to partner workshop (in person): In-person workshop to develop an end-to-end channel program with templates and support documents.

Transact: Technical benefits Professional, customized technical guidance to support you in leveraging Microsoft technology for your marketplace solution.  Onboarding documentation: Technical and marketing requirements to create and improve your marketplace listing. Marketplace forums: Marketplace community forum where you can raise questions, join discussions, and meet other partners. Marketplace consultation: product development & architecture guidance: Consultation with Microsoft Partner Technical Strategist to maximize your marketplace listings by adding new technical functionality. Azure Active Directory integration for transact offers: Support for Azure Active Directory integration with your marketplace listing.  Development and testing sponsorship for marketplace publishing: Free Azure to support development and testing for your marketplace solution.