12/2/2019 3:05 AM Marketplace Rewards Publish your solution or service on Microsoft AppSource or Azure Marketplace to get started September 2019 © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Invest in commercial 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 Go-To-Market (GTM) benefits with Microsoft

Commercial marketplace: launchpad for doing business with Microsoft Go live with a commercial marketplace offer and jump start your business flywheel Promotion Microsoft AppSource & Azure Marketplace List Trial BYOL Transact LAUNCH Contact Me lead generation for all commercial marketplace solutions Free Trial demonstrate your solution’s capabilities and convert your customers faster BYOL for customers to quickly deploy your offer 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 the commercial marketplace All of them prepare you to sell with the Microsoft field

Free benefits to all publishers for new offers Get 360-degree support with marketing, sales and technical benefits Co-Market Marketplace Rewards Microsoft marketing campaign inclusion Merchandising and Microsoft sites promotion Azure Sponsorship for customer trials/POC Marketplace Co-sell leads qualification Channel strategy consultations Co-Sell Technical Onboarding Technical support Application architecture consultation

The more you engage, the more you get back Transact in marketplace to unlock an evergreen engagement in GTM and access multiple channels Creating a stronger customer experience results in wider benefits for all Marketing, Sales & Technical Benefits Enable customers to deploy your offer quickly Add a trial to receive enhanced benefits to accelerate your listing Entry stage benefits for all new offers List Trial BYOL Transact

Accelerate your business through the commercial marketplace As your revenue grows, you unlock new benefits to further accelerate growth COMMERCIAL MARKETPLACE BILLED SALES List Trial Transact Publisher $25K Billed Sales $50K $100K $500K Billed Sales $1M $2M $5M Awareness Demand Gen Co-sell Lead Development Sales Enablement BENEFITS STAGE Choose the benefits that map to your needs

List and Trial Benefits Offer type Go-To-Market benefit All listings Service proof of concept, implementation, or workshop App trial AppSource co-sell solution finder listing optimization Commercial marketplace listing optimization Commercial marketplace what’s new blog with social amplification Microsoft AppSource and Azure Marketplace toolkit Social promotion spotlight Press release support Partner success story Commercial marketplace featured category placement Microsoft seller webinar * All benefits subject to change

Marketing benefits for transact offers Commercial Marketplace Billed Sales Marketing benefit Publisher $25K $50K $100K $500K $1M $2M $5M Market research and marketing materials: Partner marketing center Self-serve digital marketing on demand Partnering and global expansion readiness assessments Commercial marketplace listing optimization Microsoft AppSource and Azure Marketplace toolkit Commercial marketplace what’s new blog with social amplification Press release support Commercial marketplace blog feature Commercial marketplace performance insights Social promotion spotlight Test drive/trial sandbox sponsorship $5K $10K $75K $200K Partner success story Commercial marketplace featured category placement Commercial marketplace featured homepage placement Individual guest blog post Microsoft executive public relations endorsement Azure.com/partners featured placement Highlight at Microsoft conference * All benefits subject to change

Sales benefits for transact offers Commercial Marketplace Billed Sales Sales benefit Publisher $25K $50K $100K $500K $1M $2M $5M AppSource co-sell solution finder listing optimization Azure in-product solution promotion  Microsoft seller webinar Azure sponsored accounts for deployment/proof of concept $5K $10K $75K $200K Solution spotlight to Microsoft sales team * All benefits subject to change

Technical benefits for transact offers Commercial Marketplace Billed Sales Technical benefit Publisher $25K $50K $100K $500K $1M $2M $5M Onboarding documentation Commercial marketplace forums Commercial marketplace consultation: architecture guidance Development and testing sponsorship for commercial marketplace publishing $2K $5K $20K $30K Azure active directory integration for transact offers * All benefits subject to change

Go-To-Market Services available for purchase If you have an active silver or gold competency, you can purchase additional Go-To-Market Services.* To inquire about these services, including pricing details, contact the Go-To-Market Services Desk at gtm@microsoft.com. Advisory services and go-to-market planning: Services designed to help you maximize your marketing impact. Event marketing: Services designed to help you build customer interest in your solutions through events. Lead-generation campaigns: Services designed to help you engage and convert customers and business decision-makers. Marketing asset development support: Services designed to help you develop engaging content for digital, print, and video. Global expansion enablement: Services designed to help you engage customers in new markets around the world. Partner-to-partner: Services designed to help you maximize your relationships with other Microsoft partners. Sales enablement: Services designed to help you create content that effectively explains your solutions and value proposition. * All benefits subject to change

Marketplace Rewards success story: TwoConnect “We have been a Microsoft gold partner since 1995, and this is definitely one of the best partner benefit programs we’ve been involved in.” — Carmen Mariscal, Marketing Director, TwoConnect “We have increased our Azure consumption 7X, in large part thanks to the Marketplace Rewards team at Microsoft. Our engagement manager has given us great advice and guidance! This success has motivated us to set our partnership goals even higher.” — Carmen Mariscal, Marketing Director, TwoConnect partner.microsoft.com/en-us/case-studies/twoconnect-marketplace-rewards

Getting Started Join Microsoft Partner Network Evaluate the marketplace options and publish your offer in Microsoft AppSource or Azure Marketplace Our team will reach out within 3 weeks of publishing your offer to begin your engagement 13

Appendix Benefit descriptions

All listings You qualify for go-to-market benefits just by listing your solution or service in Microsoft AppSource or Azure Marketplace. You’ll get professional marketing guidance to optimize your commercial marketplace listing, support with creating a listing in the Microsoft internal catalog accessed by the global sales field, and inclusion in a commercial marketplace blog post, which will be promoted via social media. AppSource co-sell solution finder listing optimization: Listing showcasing your solution to Microsoft sellers and marketers Commercial marketplace listing optimization: Professional marketing guidance to optimize your solution listing Microsoft AppSource and Azure Marketplace toolkit: Commercial marketplace best practices and templates to customize your engagement Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post with social promotion Optimized Azure Marketplace listing Optimized AppSource listing 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 AppSource or Azure Marketplace, 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 commercial 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 AppSource co-sell solution finder listing optimization: Listing showcasing your solution to Microsoft sellers and marketers Commercial marketplace listing optimization: Personalized support for improving your solution listing Microsoft AppSource and Azure Marketplace toolkit: Commercial marketplace best practices and templates to customize your engagement Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post with social 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  Commercial marketplace featured category placement*: Placement in a featured spot in a specific category in Microsoft AppSource or Azure Marketplace Microsoft seller webinar**: Live recorded webinar for Microsoft sales field featuring your speakers * Requires gold competency ** Requires gold competency and co-sell listing in OCP GTM

Social promotion spotlight Trial Once you’ve created a trial offer in Microsoft AppSource or Azure Marketplace, 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 commercial marketplace. AppSource co-sell solution finder listing optimization: Listing showcasing your solution to Microsoft sellers and marketers Commercial marketplace listing optimization: Personalized support for improving your solution listing Microsoft AppSource and Azure Marketplace toolkit: Commercial marketplace best practices and templates to customize your engagement Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post with social 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  Commercial marketplace featured category placement*: Placement in a featured spot in a specific category in Microsoft AppSource or Azure Marketplace Partner success story Social promotion spotlight * Requires gold competency

Transact: Marketing benefits Professional, customized marketing guidance to optimize your commercial marketplace listing and build awareness for it through strategically crafted marketing activities. 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 Partnering and global expansion readiness assessments: Assessment and consultation to gauge your readiness for channel and global expansion Commercial marketplace listing optimization: Personalized support for improving your commercial marketplace listing leading to increased visitors and leads Microsoft AppSource and Azure Marketplace toolkit: Commercial marketplace best practices and templates to customize your engagement Commercial marketplace what’s new blog with social amplification: Inclusion in a commercial marketplace blog post of the latest partner solutions Commercial marketplace blog feature: Small subset of partner solutions featured in a commercial marketplace blog post Commercial marketplace performance insights: Regular updates on commercial 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 Commercial marketplace category featured placement: Placement in a featured spot in a specific category in Microsoft AppSource or Azure Marketplace Commercial marketplace homepage featured placement: Placement in a featured spot on Microsoft AppSource or Azure Marketplace homepage Individual guest 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 Azure.com/partners featured placement: Azure success story featured on the Azure.com/isv page Highlight at Microsoft conference: Azure success story or partner quote highlighted at a Microsoft worldwide conference: Ignite, Build, Inspire, or Ready

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 to Microsoft sales team: solution spotlight on Microsoft's internal sales learning site 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 Azure in-product solution promotion: Featured placement in the Azure management portal

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 Commercial marketplace forums: Commercial marketplace community forum where you can raise questions, join discussions, and meet other partners Commercial marketplace consultation: product development & architecture guidance: Consultation with Microsoft Partner Technical Strategist to maximize your commercial marketplace listings by adding new technical functionality Azure Active Directory integration for transact offers: Support for Azure Active Directory integration with your commerical marketplace listing Development and testing sponsorship for commercial marketplace publishing: Free Azure to support development and testing for your commercial marketplace solution