OEM Breakout Partnering for Success Microsoft – Deirdre Dillon, Fiona Costigan Leigha Anderson Ingram Micro UK - Ben Elder

Agenda BREMA Analytics – Grow Revenue & Reach Device Incentives Showcase - Device Selling Tools & Resources

Partnering for Success Distributor Provides: Weekly Sales Out Report Distributor Campaign Results & Feedback: “After two weeks of running an Office Campaign on dormant resellers, reseller reactivations rose by 11 % “ “We saw a 3% uplift MoM in number of resellers purchasing Windows Server & CALs resulting from a Server Campaign completed in January 2014” “ Hired a team of graduates to use BREMA Analytics data and cold-call the dormant resellers to increase our reach” Saves up to 1 day a month for Partners = 18K hours saved across EMEA Partners annually Microsoft Provides: Disti-specific Analytics to drive revenue & expand reach Identifies cross-selling and up-selling opportunities Identifies dormant resellers to help expand reach BREMA – Breadth Engagement Model Analytics

Partnering for Success How it can improve Reach & Yield Up-Sell & Cross- Sell Opportunities Broken Out By Product Family Sales Scenario’s aligned to Corp Strategy

Partnering for Success How it can improve Reach & Yield Improve Reach through Resellers Targeted lists of dormant resellers broken out by Product and Timeframe

Distributor Experience Using BREMA Analytics WPC 2013 4/15/2017 9:00 AM Distributor Experience Using BREMA Analytics BIG Opportunity Vital part of H2 Planning Enables Disti & MS partnering to drive Disti Campaigns Drives revenue and profitability by increasing Channel reach and frequency Action: Speak to your Partner Sales Executive if you are not familiar with BREMA Analytics © 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.

Introducing Fiona Costigan (Global Channel Incentives Program Manager) "Device Incentives"

Device Incentives Devices Goals Challenges & Progress Devices Strategy We heard “appreciate increased partnership, but focus too narrow , reporting reporting too complex” Build customer and partner preference for Windows devices. Focus on Windows 8.1 Pro and Windows 8 Pro tablet sales Partner with you to accelerate touch device sales We changed Featured Device List: simplified & expanded eligible device list Reporting Complexity- 3rd Party to support SKUs mapping Lowered Reseller Eligibility (Sales) thresholds Potential changes Expand geo coverage for Device incentives Devices Strategy Results H1 Resources www.OEMIncentives.com 170 Distis reported Devices in H1 Channel Insight Reporting Process Questions microsoft_support@channelinsight.com 20,677 Resellers reported as selling devices Programme Support: OEMIncentives@microsoft.com Reporting Process on www.oemincentives.com 10% Increase in Channel Incentives paid to Authorized Distis (previous H)* (Software & Hardware combined)

Introducing Leigha Anderson showcasing "Device Selling Tools & Resources"

Featured Devices on DCCN Your one stop shop for Windows device information, sales & marketing collateral and digital tools Marketing collateral Device specific content to drive demand, awareness, and traffic to your business Print ads Customer ready emails Product videos Windows Tutor Provide your customers with the information they need to feel confident about using the new Windows - all without leaving your website Windows Device Finder Help customers find the perfect Windows device that meets their needs. Two finders—dynamic & static Device Discovery A comprehensive inventory list- complete with great imagery, descriptions and specs for Microsoft Featured Devices Tool Learn Drive Demand Drive Selection Drive Confidence

Sales & Profits Happy Customers

Digital Commerce & Campaign Network Demo www.msdccn.com

Demo Learn about Microsoft Featured Devices Help choose what PCs to assort and sell Download marketing and sales tools Supports key programs like Device Incentives

Demo Easy to deploy on your website Dynamically integrates with your device catalog Helps customers find devices based on their needs Can be deployed in call centers to guide reps

Windows Tutor Helps customers learn about the new Windows and how to use it Can be implemented for all Windows devices in your catalog

To Close Grow Reach & Revenue using BREMA Device Incentives 3-R’s! – Saturday, April 15, 2017 To Close Grow Reach & Revenue using BREMA Device Incentives 3-R’s! – Review Resources , Report Devices, Reach out - oemi@microsoft.com Take Advantage of the Device Selling Tools & Resources

Thank You Again For Your Partnership 4/15/2017 Our Objective Is To Earn The Right To Be Your Trusted Advisor! MAIL: dedill@microsoft.com © 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.

Visit the Conference App now at Let’s Break New Ground Together. Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone 8 ALL Partners who provide feedback through the Conference App will receive a one year subscription to Office 365 Home Premium Visit the Conference App now at partnerconferenceapp.com .