2011 EMEA

Nelson Gonzalez Director – Windows Azure Carolina Uzcategui Senior Partner Strategy Manager – Windows Azure

Windows Azure Partner Opportunities Windows Azure Circle Partner Program Overview Windows Azure Incentive (SIP) Windows Azure Deployment Services SI Bid Architects Open discussion

Systems integration Solutions Cloud platform enablement Develop or migrate applications to Windows Azure for specific customers Launch repeatable solutions on Windows Azure Outsourcing Drive transformation of outsourcing deals through Windows Azure Enable interoperability of Windows Azure with other customer cloud platforms Azure Circle Solution Factory Azure Circle Windows Azure EA amendment Azure Circle Hyper-V programs FY11FY13 (E) 70% 15% 5% 45% 25% 20% 10%

Fast track deals Longer sales cycle Long term project Core business focus Bigger revenue Mega deals Longer sales cycle Long term project Core business focus Bigger revenue

*For managed SIs with Architects Eligibility for: Solution Incentive Program (SIP) POC BIF Deployment Planning Services Vouchers (DPS) Discovery Pack Free Developer and Test Resource Developer, Architect and Sales Training Access to PSP activation kit content NDA roadmap briefings Eligibility for: Solution Incentive Program (SIP) POC BIF Deployment Planning Services Vouchers (DPS) Discovery Pack Free Developer and Test Resource Developer, Architect and Sales Training Access to PSP activation kit content NDA roadmap briefings A completed PSP in the tool Revenue >$1K per Q All opportunities registered via PSX or GSX At least one new Azure customer win (in the first 6 months) Readiness: 1 sales, 2 developers and 1 architect* ready on Windows Azure A completed PSP in the tool Revenue >$1K per Q All opportunities registered via PSX or GSX At least one new Azure customer win (in the first 6 months) Readiness: 1 sales, 2 developers and 1 architect* ready on Windows Azure

Solution Incentive Payout Rates Minimum deal size: SQL - $25K, Azure - $ 1k Maximum payout cap: $50K How SIP works

Azure Circle Partners with signed Windows Azure PSP in the tool Microsoft will pay 25% incentive of the Windows Azure revenue (Windows Azure, SQL Azure, App Fabric individually or in any combination) Minimum opportunity size: $1,000 /quarter and paid out quarterly. ($4,000 annualized revenue) Applies only if billing is to customer, not to partner. Max payout of $50,000 per opp. Multiple opportunities per partner are allowed. No rollover payments between Fiscal Years (nor from FY11, neither to FY13) Funds are limited and will be allocated on a first-come first-served basis Microsoft will pay 25% incentive of the Windows Azure revenue (Windows Azure, SQL Azure, App Fabric individually or in any combination) Minimum opportunity size: $1,000 /quarter and paid out quarterly. ($4,000 annualized revenue) Applies only if billing is to customer, not to partner. Max payout of $50,000 per opp. Multiple opportunities per partner are allowed. No rollover payments between Fiscal Years (nor from FY11, neither to FY13) Funds are limited and will be allocated on a first-come first-served basis For more information

Free consulting. Let the experts train your team, help assess opportunity and plan deployment of your applications onto the Windows Azure. Access to Azure Circle partner around the world, who are trained and qualified by Microsoft Free consulting. Let the experts train your team, help assess opportunity and plan deployment of your applications onto the Windows Azure. Access to Azure Circle partner around the world, who are trained and qualified by Microsoft Compensated by Microsoft for driving Windows Azure pre-sales engagement with customers, leading to follow-on engagement Access to a significant service revenue opportunity (+8,000 customers eligible for Azure DPS) Compensated by Microsoft for driving Windows Azure pre-sales engagement with customers, leading to follow-on engagement Access to a significant service revenue opportunity (+8,000 customers eligible for Azure DPS)

© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows 7 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.