FastTrack & FY15 Adoption Offer Microsoft Office365 4/17/2017 FastTrack & FY15 Adoption Offer Step-by-Step Guide and Redemption Details FastTrack Portal Support: o365fasttracksupport@Microsoft.com Adoption Offer / PO / Invoicing Support adopt365@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.

FastTrack Overview http://deploy.office.com

Path to a successful Office 365 deployment and adoption Microsoft Office 4/17/2017 Path to a successful Office 365 deployment and adoption Getting started Infrastructure preparation Service provisioning Adoption Deployment Usage Enhancements Data migration Trial Plan © 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.

Office 365 deployment and adoption Getting started Deployment Adoption Trial Plan Infrastructure preparation Service provisioning Data migration Usage Enhancements FASTRACK DELIVERED BY MICROSOFT ADOPTION OFFER PARTNER/MCS DELIVERED GETTING STARTED ONBOARDING EMAIL MIGRATION PER SEAT FUNDING ADD ON SERVICES Pre-purchase Post-purchase OR MICROSOFT/ PARTNER DELIVERED PARTNER/MCS DELIVERED

Service Benefit vs. Limited Time Offer Microsoft Office 4/17/2017 Service Benefit vs. Limited Time Offer FastTrack for Office 365 Service benefit with enhanced onboarding assistance delivered by Microsoft Included in Office 365 Service Description Proactive onboarding support delivered by Microsoft included with purchase Remote onboarding assistance available for all customers with 150+ qualified seats Onboarding includes all Office 365 workloads Does not include Email Migration, Data Migration or any other services Office 365 Adoption Offer Service promotion provided to customers to help with onboarding & adoption Limited Time (Sept. 1st 2014  June 30, 2015) Use toward remediation, migration& adoption activities through partners Available for all customers with qualified 150+ seats Activities across any/all Office 365 workloads eligible © 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.

OBC First Contact workflow The onboarding center tries to locate a partner working in the account through multiple checks before reaching out to the customer Partner Identification: The first check to identify the partner working with the customer is via the deployment plan. All partners should create a deployment plan. The next place to check is Partner of Record for the customer Once a partner is identified, the OBC checks with the Account Manager to confirm Once confirmed, the partner is sent an email to begin the process of onboarding for the customer. OBC always reaches to the partner first to begin the conversation. If partner fails to respond after 3 attempts of reaching them, the Onboarding Center proceeds to contact the customer

OBC First Contact workflow If no partner is found, we reach out to the customer Customer interaction: The first question to the customer is to check if they are working with a deployment partner. If they are, OBC contacts the partner based on info from customer. If the customer has no partner involved, the OBC suggests the customer that they can connect them to partners. If the customer agrees to be connected with the partners, the QuickLeads process finds a group of partners to reach the customer If the customer does not want a partner, the OBC begin onboarding with the customer.

QuickLeads workflow QuickLeads finds partners based on customer locations to help with various onboarding and adoption services. For every customer location, QuickLeads identifies the local partners, creates groups of 3 partners and then passes leads in round robin fashion. Partners have 3 business days to connect with the customer and present their services to the customer

Eligible Partners for Adoption Offer Eligible Partners for QuickLeads Partner Eligibility Eligible Partners for Adoption Offer Local Cloud Productivity Competency Partners Local Cloud Deployment Partners Eligible Partners for QuickLeads Local Cloud Productivity Competency Partners with 150+ seat deployment in the past 12 months Local Cloud Deployment Partners Eligible Partners for QuickLeads

FastTrack Portal Overview http://portal.fasttrack.office.com

4/17/2017 Streamline your engagement with the Onboarding Center through the FastTrack Portal If you are a Cloud Deployment Partner or a Cloud Productivity Partner, register your customer in the FastTrack Portal, complete a deployment plan, and gain access to the FY15 Adoption Offer submission form. Features and Capabilities of the FastTrack Portal: Provision a Getting Started experience for your customer (optional) Create a Deployment Plan (required) Work with your customer on Deployment Planning Services (optional) Connect with the Onboarding Center Submit and Redeem the FY15 Adoption Offer (required) © 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.

Register your customers in the FastTrack Portal quickly and easily 4/17/2017 Register your customers in the FastTrack Portal quickly and easily For all Microsoft managed customers, you can register them within the FastTrack Portal by hitting the search button or the Add Customer button Registering Customers: Add your customer by finding them by name Create a new customer, only if you cannot find them in the managed list Gain access to the customer dashboard Enable Offers, deployment plans, and content experiences after the customer is registered Connect your customer with Microsoft account teams and representatives for a shared experience © 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.

A Deployment Plan is your best connection to the Onboarding Center 4/17/2017 A Deployment Plan is your best connection to the Onboarding Center The Onboarding Center has a direct connection with customers and Deployment Plans that are created in the FastTrack Portal. The Deployment Plan is critical: The Deployment Plan allows you to specify your contact information and preferences for the Onboarding Center. First Contact from the Onboarding Center will look to the Deployment Plan for the information ahead of other commerce and platform systems To engage the Onboarding Center proactively, a customer registered in the FastTrack Portal and a Deployment Plan are necessary © 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.

Execute on the FY15 Adoption Offer 4/17/2017 Execute on the FY15 Adoption Offer All aspects of the FY15 Adoption Offer are executed through the FastTrack Portal. Once a customer is registered in the FastTrack Portal, you are able to view all Offers that may be available for that customer. The FastTrack Portal is still used for the previous FY14 Deployment Offer, so partners who are executing against previous offers have the same process and experience. Track your submissions and current status of the request directly through the FastTrack Portal. © 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.

FY15 Adoption Offer Details http://deploy.office.com/adoption-offer

Office 365 FY15 Adoption Offer 4/17/2017 Office 365 FY15 Adoption Offer Office 365 Adoption Offer Service promotion provided to customers to help with onboarding & adoption Activities may include Partner led project management of onboarding Partner led Data migration (Email, OneDrive or SharePoint) Partner led Remediation activities Partner led SharePoint, Lync, and Yammer adoption activities Or Microsoft provided mail migration Who / When Customers who buy 150+ seats of Office 365 Office 365 Enterprise plans (E1, E3, E4) Exchange Online Plan 1 and Exchange Online Plan 2 Office 365 Pro Plus, SharePoint Online standalone plans, Lync Online standalone plans, OneDrive Standalone plans. Office 365 Government plans (G1, G3, G4) Paid Office 365 Education plans (A3, A4) September 1, 2014 – June 30, 2015 What Partner or MCS-Led Adoption Activities Option Customers earn funds on a per seat basis to pay for qualified adoption activities by Cloud Productivity Competency Partners or Cloud Deployment Partners (by exception) or MCS $15 per seat for 150-1000 seats, then $5 per seat above 1000 seats $60K limit for customer Or Email Migration Option Office 365 Onboarding Center will complete email migration for all offer-eligible customer mailboxes © 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.

Where do I find details? All T&C’s are located on deploy.office.com: http://deploy.office.com/adoption-offer There is a publically available FAQ: http://deploy.office.com/adoption-offer-faq An overview training video and deck is available here: http://aka.ms/fasttrackforpartners Onboarding Center details are here: http://deploy.office.com/onboarding-center or as a benefit description for further detail

Which customers are eligible? http://deploy.office.com/adoption-offer Eligibility Requirements Summary: Customer must purchase at least 150 seats of the eligible Office 365 SKUs listed in the T&C’s. Customer may satisfy this minimum by aggregating any number of separate transactions that occur during the Offer Period. The funds for which a Partner is eligible will be based on the total number of eligible seats Customer purchases by the end of Offer Period. 1) The Offer only applies to adoption of seats of the Office 365 SKUs listed in the T&C’s that a Customer purchases during the Offer Period and for which a Partner has completed adoption activities within 12 months of the initial qualifying purchase or before the end of Customer’s current eligible Office 365 agreement term, whichever comes earlier. 2) The amount of Adoption Offer funding is calculated based on the number of qualifying SKU purchases made at the Microsoft Top Parent ID (TPID) level, not at the Microsoft licensing agreement level. 3) A Partner must submit an investment request to Microsoft before 12 months have expired from the time of Customer’s qualifying purchase or before the end of Customer’s current eligible Office 365 agreement term, whichever comes earlier. The submission date will be the date and time the submission is recorded by Microsoft. 4) Adoption investment is on a per-Office 365 tenant basis and is only eligible for one tenant per Customer. 5) The potentially qualifying transaction must not involve a Customer that may create a conflict of interest. 6) Customers that qualified for the FY13 Office 365 EA Offer, FY14 Adoption Offer and FY14 Large Customer Tier Deployment Investments are not eligible for this Offer. 7) Customers that have already deployed Office 365 are not eligible for this Offer. 8) Office 365 purchases made through Dedicated or Charity programs are not eligible for this Offer. 9) Customers taking advantage of “Reserved not yet Billed” or RNYB are not eligible for this offer as they are leveraging the transition free float benefit. 10) Deployments of any on-premises workloads are not eligible for this offer.

What are the requirements? http://deploy.office.com/adoption-offer Process Requirements: Before a Partner will be eligible to claim investment funds through this offer, the Partner must satisfy each of the following milestones for Customer adoption to be considered complete, including: • Submission of a jointly defined Adoption Plan signed by the Customer • Tracking adoption progress within Microsoft tools, including a defined start and end date • Confirming that the Partner has assigned all users that Customer plans for Adoption; and • Working with Customer to establish a minimum of 15% of users (from qualified purchased SKUs) who are actively using at least one cloud workload (Exchange Online, SharePoint Online, Lync Online, O365 ProPlus or Yammer) of the eligible Office 365 seats. For example, if a Customer purchases 2,000 qualified SKUs, the partner must have 300 users actively using one workload.

What is Active Use for payment. http://deploy. office Microsoft will confirm active use of every seat prior to approving payment to a Partner. Microsoft will reject Partner investment requests where no active use is found. Microsoft may also verify other metrics, including data migration, Customer feedback, etc. No funds will be paid out until the Partner has completed all required adoption work and the Customer is actively using a minimum of 15% of eligible Office 365 seats. Active User Requirement before invoice/payment to partner: Customer must establish a minimum of 15% of users (from qualified purchased SKUs) who are actively using at least one cloud workload (Exchange Online, SharePoint Online, Lync Online, O365 ProPlus or Yammer) of the eligible Office 365 seats. For example, if a Customer purchases 2,000 qualified SKUs, the partner must have 300 users actively using one workload. For further clarification, the following are examples of what constitutes “active use” for the eligible workloads: • Exchange Online: Customer’s employees are signing in and sending/receiving e-mail • Lync Online: Customer’s employees are signing in and sending/receiving instant messages • SharePoint Online / OneDrive: Customer’s employees are signing in and accessing/creating SharePoint sites and content • Office 365 ProPlus: client is installed on desktops and being used by Customer’s employees • Yammer: Customer’s employees are signing in at least one time per month • Project/Visio: Log in and load one of the pages at least one time per month

FY15 Adoption Offer Process

FY15 Adoption Offer Process 4/17/2017 FY15 Adoption Offer Process Getting started Customer Purchase FY15 Adoption Funds Request Adoption Onboarding Drive Consumption of Office 365 Adoption Plan Signed, Invoice Onboarding Center Engagement Trial Plan Eligibility Confirmation 7 Drive Consumption Register your customer in the FastTrack Portal. Give them a great experience with FastTrack Getting Started. 1 Getting Started 3 Customer purchases Office 365 eligible SKUs Funds can be used for activities such as: Project management of onboarding Data migration (Email, OneDrive or SharePoint) Remediation activities SharePoint, Lync, O365 ProPlus and Yammer adoption activities 4 Within the FastTrack Portal request the FY15 Adoption Offer 8 15% Active Use 5 Customer eligibility is confirmed within 15 business days of purchase. Onboarding Center will engage with you and customer once eligibility is confirmed. Adoption Plan Signed by customer Invoice the reimbursement funds Deployment Planning 2 Create a Deployment Plan for your customer, include critical information for your integration with the Onboarding Center. 6 During kickoff with you and the customer, the Onboarding Center will confirm the customer’s choice of the FY15 Adoption Offer. © 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.

FastTrack Portal Getting Started and Deployment Planning 4/17/2017 FastTrack Portal Getting Started and Deployment Planning Streamline your engagement with the Onboarding Center through the FastTrack Portal http://portal.fasttrack.office.com/ If you are a Cloud Deployment Partner or a Cloud Productivity Partner, register your customer in the FastTrack Portal, complete a deployment plan, and gain access to the FY15 Adoption Offer submission form. Features and Capabilities of the FastTrack Portal: Provision a Getting Started experience for your customer (optional) Create a Deployment Plan (required) Work with your customer on Deployment Planning Services (optional) © 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.

Making the Offer request 4/17/2017 Making the Offer request Funding Requests, Eligibility, Onboarding Engagement Your customer must make their purchase before you submit your request for FY15 Adoption Offer funds. Within the FastTrack Portal, your customer dashboard will allow you to see if deployment plans are complete, if provisioning has been done, but also it highlights offers that are available to your customer. Select the FY15 Adoption offer to submit your request. Customer eligibility is confirmed within 15 business days of purchase. All invoice and request support is through adopt365@microsoft.com © 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.

Driving Adoption, Redeeming the Offer 4/17/2017 Driving Adoption, Redeeming the Offer Active Use requirements, Adoption Plan, Invoicing 15% Active Use must be reached before invoice/reimbursement. Examples of what constitutes “active use” for the eligible workloads: • Exchange Online: Customer’s employees are signing in and sending/receiving e-mail • Lync Online: Customer’s employees are signing in and sending/receiving instant messages • SharePoint Online / OneDrive: Customer’s employees are signing in and accessing/creating SharePoint sites and content • Office 365 ProPlus: client is installed on desktops and being used by Customer’s employees • Yammer: Customer’s employees are signing in at least one time per month • Project/Visio: Log in and load one of the pages at least one time per month Upload your completed and customer signed Adoption Planning Template to the FastTrack Portal All invoice and request support is through adopt365@microsoft.com © 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.

FY15 Office 365 Adoption Offer Funding Request Process Partner/MCS completes Funding Request Form at http://portal.fasttrack.office.com Request received by PMO; reviewed for completeness, accuracy and validity Approved requests entered into GetBIF by PMO; MOD Stakeholders approve to IO IO Assigned PO generated if partner led; Request approved and invoicing terms communicated Upon project completion, JE debited or Partner invoice submitted Charges reviewed by PMO; Invoice approved or rejected Project completed/closed PMO Audit/Action: Confirm all data is complete and accurate Place On Hold (for more data), Rejected or Approved For Syndication: Requests sent to Team for purchase confirmation SLA: 12-15 business days PMO Notification: More Info needed: Email to requestor asking for more/correct information Declined: Email to requestor denying request and reasons why PMO Audit/Action: Correct any data anomalies For Syndication: Add correct SKU data SLA: 3 – 5 business days PMO Notification: N/A PMO Audit/Action: Submits IO to PO Ops team for PO generation SLA: 1 business day PMO Notification: Email sent to requestor that funding is secured and further details will be sent upon PO Approval (within 3 – 5 business days) PMO Audit/Action: PO tracked through to approval SLA*: 3 - 5 business days * US-led projects may take up to 3 weeks to process to PO PMO Notification: Email noting approval and invoicing details sent to project workgroup PMO Audit/Action: Confirms 15%+ Active Seat Usage one approved workload Confirms Adoption Plan uploaded in FT Portal Approve invoice in MSInvoice SLA: 10 business days from Invoice receipt PMO Notification: Invoice Rejected: notification to supplier that Milestones have not been met or not enough ASU PMO Audit/Action: Closes Project Request in GetBIF tool SLA: 2 business days from all charges clearing PMO: adopt365@microsoft.com

Office 365 FY15 Adoption Offer 4/17/2017 Office 365 FY15 Adoption Offer Office 365 Adoption Offer Service promotion provided to customers to help with onboarding & adoption Activities may include Partner led project management of onboarding Partner led Data migration (Email, OneDrive or SharePoint) Partner led Remediation activities Partner led SharePoint, Lync, and Yammer adoption activities Or Microsoft provided mail migration Who / When Customers who buy 150+ seats of Office 365 Office 365 Enterprise plans (E1, E3, E4) Exchange Online Plan 1 and Exchange Online Plan 2 Office 365 Pro Plus, SharePoint Online standalone plans, Lync Online standalone plans, OneDrive Standalone plans. Office 365 Government plans (G1, G3, G4) Paid Office 365 Education plans (A3, A4) September 1, 2014 – June 30, 2015 What Partner or MCS-Led Adoption Activities Option Customers earn funds on a per seat basis to pay for qualified adoption activities by Cloud Productivity Competency Partners or Cloud Deployment Partners (by exception) or MCS $15 per seat for 150-1000 seats, then $5 per seat above 1000 seats $60K limit for customer Or Email Migration Option Office 365 Onboarding Center will complete email migration for all offer-eligible customer mailboxes © 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.

Resources Partner Resources including this video and deck: http://aka.ms/fasttrackforpartners Deployment Center : http://deploy.office.com FastTrack Portal: http://portal.fasttrack.office.com