Office 365 Adoption Partner Pilot

Your participation is critical to our joint success Purpose of the Office 365 Adoption Partner Pilot By working with a small group of tier 1 partners, Microsoft will receive insight and feedback to support the development of an Office 365 adoption-focused partner business model and go-to-market approach for FY16. This will enable partners to drive increased value to customers across Microsoft cloud services; delivering services that will result in sustained usage & consumption. Why do we need Partners’ help? Partners have a deep knowledge and understanding of our customer base and provide trusted advisor services. Understanding their approach, experience and reflections on Office 365 adoption will provide invaluable input into our FY16 plans. Why focus on Office 365 adoption? Office 365 gives people access to everything needed to get the job done from anywhere. Deployment of Office 365 alone is not enough for success. Driving adoption adds value for the customer, while also helping Partners secure existing revenue, prevent churn, and minimize the competitive threat.

Office 365 Adoption Partner Pilot goals and approach Gain participation from across the Microsoft segments including all types of partners from System Integrators, Resellers and Consulting companies Engage top partners through the pilot and gather best practices and feedback through questionnaires, 1:1 interviews and group discussions on key adoption topics Select accounts to work with partners on driving Adoption with the use of AU data Scale enablement via Cloud Productivity/Small & Midmarket Cloud Solutions Competencies Approach Goals Discuss with partners their approach, experience and reflections on driving Office 365 adoption as a baseline for planning Understand how AU data can help partners drive adoption and how best to deliver this information Deepen our understanding of the challenges faced by partners in driving adoption and identify where we can build guidance and supporting material

Office 365 Partner Pilot benefits and commitments Benefits to Partners Access to Active Usage data to drive engagement within identified customers* Support to develop adoption-based service offering Help define MPN Competencies and Incentives for FY16 Case study opportunity Focused joint engagement for selected accounts Adoption virtual training Group meeting at Ignite 2015 Partner Commitment s Interest in driving Office 365 and adoption Two dedicated key point-of-contacts – one business and one key consultant Active participation in interviews, group calls and online discussions Discuss and share best practices across Office 365 accounts Open feedback on Microsoft processes, data, and resources Up to six month involvement

Pilot focus and overview General Topics Partner Opportunity & Best PracticeData & Insights Competency & Enablement Partner Value Proposition Partner Best Practice Guidance Partner Segmentation Field Engagement Model Partner Adoption Data Insights Partner Adoption Dashboard Design MPN Adoption Competencies Partner Incentives To-and-Thru Partner Marketing/ Campaign Assets Scope

Timeline and cadence of participation 1:1 Interview January or March Discussion to better understand your Office 365 business & service offerings and your approach, experience and reflections on how you are approaching deployment and adoption with your customers Group Discussions One per month Participation in monthly calls with other partners to discuss topics around Office 365 adoption. Some topics may include: Adoption best practices Business models that deliver higher adoption rates and profitability Office 365 Partner Community Ongoing Ignite 2015 May 4th-8 th Chicago Join the Office 365 Partner Community Network and actively contribution to discussions. Some topics will align to discussion from monthly calls in order to engage in ongoing dialog and other topics will be raised to discuss in an online forum format. Participation in a pilot partner meeting at the annual Ignite event, May 4 th -8 th This meeting will present some of the feedback and themes over the pilot and insight into our plans for Fy16

Nomination of two points-of-contact within your organization, a business and key consultant Completion of the initial Office 365 Adoption Partner Pilot questionnaire Kick-off call registration Register onto the Office 365 Partner Community Network After agreeing to participate in the pilot, you will receive a confirmation in which the following must be completed: In order to participate in the Office 365 Adoption Partner Pilot, please reply to your invitation or Questions? Please contact: Yammer Group: Office 365 Partner Community Network Next steps