Cloud Solution Provider Program Jeff Edwards – Director ERP Partner Strategy Greg Avedesian – Interim CRM Partner Strategy DYN12

The Cloud Solution Provider (CSP) Program Worldwide Partner Conference 2015 4/22/2017 9:35 PM The Cloud Solution Provider (CSP) Program Dynamics CRM Online Enterprise Mobility Suite Microsoft Azure Office 365 Dynamics AX7** Microsoft is expanding the CSP program to more partners with access to new cloud services, more markets and new capabilities. Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services. Partners create the offer, set the price and own the billing terms with their customers. Own and Control the Billing Provision, Manage and Support Sell Integrated Offers and Services As John Case revealed yesterday, Microsoft is expanding the CSP program with Dynamics CRM Online joining Office 365, Azure, Intune, and EMS! In the CSP program, partners can: Sell integrated offers and solutions across all our cloud services Add partner services and IP to deliver a complete end-to-end solution Own the end-to-end customer lifecycle with direct provisioning, management, and support Own and control the billing relationship – partners create an offer, set the price, and manage the billing terms, providing one convenient bill to our customers.   The Cloud Solution Provider program keeps partners at the center of the customer relationship and provides opportunities to upsell, driving higher customer adoption, satisfaction and loyalty. We feel like this program was tailor made for Dynamics. This is a great fit and strategic long-term program for our partners because selling packaged business solutions is what Microsoft Dynamics is all about! CSP provides partners with access to new cloud services, more markets, and great platform capabilities. ** Dynamics AX coming soon! © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What CSP Enables 1 2 3 4 Example: $99 per user per month A complete 4/22/2017 9:35 PM Dynamics CRM Online Office 365 Azure Services Partner IP What CSP Enables Cloud Office 365 Services Example: $99 per user per month Dynamics CRM Online Partner IP A complete Partner Solution So what does this mean practically? Here’s an example of what a partner can do under the CSP program: gives partners and customers what they want keeps partners at the center of the customer relationship tailor made for Dynamics great fit and strategic long-term program bc selling packaged business solutions is what Microsoft Dynamics is all about CSP: Creates a smoother buying process for customers Enables partners to become trusted advisors as one-stop source, selling “Business Solutions from Microsoft” Provides partners more control, more ownership, and more tools to service the complete customer lifecycle Partners make the billing process simple, discounted, and easier for customers. Partners can recognize top-line revenue which will help with their valuations. Azure Create cloud subscription & partner offer 1 Set package price and sell to customers 2 Place orders for Microsoft Cloud Services 3 Offer packaged solution that’s supported and billed monthly 4 © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Business Models 1-Tier Direct 2-Tier Indirect Customer 4/22/2017 9:35 PM Business Models Customer 1-Tier Direct Cloud Solution Provider Microsoft 2-Tier Indirect Customer Reseller Microsoft Cloud Solution Provider Distributor Two motions: 1T like web direct 2T like Open Disti motion for CRM: Working with distis to get them to light their channel They are partnering with CRM partners for sales and implementation capability and capacity © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Which Tier Is Best For You? 4/22/2017 9:35 PM Which Tier Is Best For You? Business Model Requirements: Managed Services / Solutions End-Customer Support Ability to Scale Billing & Invoice A high capability bar and a strong services business model is required Services Business Model CSP partners must have managed services, customer solutions or applications to bundle with Microsoft Cloud Services. Support CSP partners are responsible for end-customer support so they must have local language support, support ticketing and case management tools and established support policies and practice. Scale CSP partners must have an existing customer base, demand generation engines, financial health and ease. Billing & Invoice CSP partners must have capability to manage customer invoicing and receiving. Yes to all Not all 1 Tier CSP Work directly with Microsoft 2 Tier CSP Work with a Cloud Distributor © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Programs To Help Partners

Partner Competencies and Support Plans Worldwide Partner Conference 2015 4/22/2017 9:35 PM Partner Competencies and Support Plans Cloud Competencies Cloud CRM – Available Now! Cloud ERP – Coming Soon! Base level of MPN support Access to demos Priority placement in Pinpoint Marketplace Internal Use Rights to run your business Partner Support Offerings Best Better Good Premier Support for Partners Most comprehensive support for partners with highly complex customers – whether in the cloud, hybrid, or on-premises Advanced Support for Partners Advanced support for partners who are growing their cloud business with moderately-complex customers MPN Technical Services Foundational support for partners who are establishing their cloud business New Level of support Our commitment Help partners continue growth momentum and provide the best service to their customers by offering flexible support options aligned with their needs and capabilities. Learn more about the support programs and benefits available to your business at aka.ms/partnercloudsupport © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Worldwide Partner Conference 2015 Today, we’re announcing a new cloud partner support offering, Advanced Support for Partners — cloud support at an accessible price point that helps Partners be a great ally to their customers and grow their business faster. Announcing Microsoft Advanced Support for Partners Worldwide Partner Conference 2015 4/22/2017 9:35 PM Backline support incidents with Microsoft & access to technical support resources  Assistance on deployments, migrations, best practices, and check points for ISVs  Creates highly skilled partners capable of getting and keeping a customer in production  Affordable monthly subscription with no upfront investment Does two things: Backline support via incidents and technical resources Trains partners to help them get and keep customers in production  Limited preview starts today, general availability targeted for Fall  © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

CSP Licensing

What’s Included In CSP Offers in July? 4/22/2017 9:35 PM What’s Included In CSP Offers in July? CRM Online Licensing What is available What’s NOT available Dynamics CRM Online Essential Dynamics CRM Online Basic Dynamics CRM Online Professional Microsoft Social Engagement Professional (through Dynamics CRM Online Professional) Microsoft Dynamics Marketing Parature, from Microsoft Dynamics CRM Online Enterprise Microsoft Social Engagement Enterprise Commercial and Government Pricing Non-Profit Pricing Academic Pricing Government Community Cloud Pricing https://mbs.microsoft.com/partnersource/northamerica/pricing-ordering/price-sheets/dynCRMpricesheet#CRMOnline © 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.

Promotional Pricing for CSP 4/22/2017 9:35 PM Promotional Pricing for CSP CRM Online Licensing For Sale With Office 365 Every Day Price Other Options Microsoft Dynamics CRM Online Professional Add-On to Office 365* Available Autumn 2015 Microsoft Dynamics CRM Online Professional $65.00 /user/month Estimated Retail Price Microsoft Dynamics CRM Online Basic $30.00 /user/month Estimated Retail Price Microsoft Dynamics CRM Online Essential $15.00 GREG THIS SLIDE JEFF NEXT SLIDE This Autumn we will also introduce a new license, which provides an additional discount on CRM Online Professional if it is purchased with Office 365 Qualifying Office 365 licenses are Office 365 Plan E3 and higher, Business Premium * Programmatic pricing, requires Office 365 Business Premium or Office 365 Plan E3 or higher to qualify for Add-On pricing © 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.

Worldwide Partner Conference 2015 4/22/2017 9:35 PM Licensing Programs ERP On-Premise CRM Online Cloud Future EA / MPSA CSP EA EA EPG MPSA CA SPA & DPL CSP We have only on-prem for ERP now, but coming soon We are further along for CRM because we have online offerings Future: Headed to the cloud. EA/MPSA and CSP Open SMB Web-Direct © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Partner Incentives

CSP vs Web-Direct Partner Incentives CSP (1 Tier) Partner Discount: 4/22/2017 9:35 PM CSP vs Web-Direct Partner Incentives Year 1 Year 2+ CSP (1 Tier) Partner Discount: Rebate*: 25% 6% 25% 6%** Web-Direct Sell: Manage: 12% 3% 0% 3% GREG THIS SLIDE GREG NEXT SLIDE - For those of you familiar with the CRMOL… No CSA fees! Only a partner discount. Much easier operationally. Look at this investment compared to web direct. YoY. Microsoft is investing heavily into CRMOL * Cash Rebate paid on a semi-annual basis. ** Rate subject to change © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Price Charged To Partner 4/22/2017 9:35 PM CRM Online in CSP 1 Tier Partner Incentives Price To Customer Value Added Services 25% Partner Discount 6% Rebate Partner IP Support Partner Revenue CRM Online List Price CRM Online List Price Price Charged To Partner Economic Incentives © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Price Charged To Partner 4/22/2017 9:35 PM CRM Online in CSP 1 Tier Partner Incentives $99/user/month Price To Customer Value Added Services 25% Partner Discount $16.25 6% Rebate $2.93 Partner IP $65/user/month $65/user/month Support Partner Revenue CRM Online List Price CRM Online List Price $48.75/user/month Price Charged To Partner Economic Incentives © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Online Services in CSP Microsoft CRM Online Microsoft Office 365 Partner Incentives Year 1+ CSP (1 Tier) Partner Discount: Rebate*: 25% 6% Microsoft CRM Online Partner Discount: Rebate*: 20% 6% Microsoft Office 365 - Investment to reward solution selling. - Heavier lift. Greater sales effort to sell complex business solutions - More so than the transactional products of Office and Azure Partner Discount: Rebate*: 15% 6% Microsoft Azure * Cash Rebate paid on a semi-annual basis. Rate subject to change © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Worldwide Partner Conference 2015 4/22/2017 9:35 PM Dynamics CRM Online Enterprise Mobility Suite Microsoft Azure Office 365 Dynamics AX7** Own and Control the Billing Provision, Manage and Support Sell Integrated Offers and Services Dynamics Partners Dynamics partners are at the center of the opportunity with the Cloud Solution Provider Program. This program is : About selling cloud business solutions from Microsoft A competitive advantage into new markets & existing customers This program was made for Dynamics. This is a great fit and strategic long-term program for us. It benefits YOU because Dynamics partners know how to sell complex business solutions – you’ve been doing it for years. As we “align to the core”, all Microsoft customers benefit from the packaged solutions our partners can deliver. Capable Dynamics partners will be very popular with the rest of the partner ecosystem who lack the capability and capacity to deliver. ** Dynamics AX coming soon! © 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Sign Up For CSP! Dynamics CRM Online Enterprise Mobility Suite Microsoft Azure Office 365 Dynamics AX7** Talk to your Microsoft account representative and ask to join the CSP Program Own and Control the Billing Provision, Manage and Support Sell Integrated Offers and Services Let us know you would like to join by completing the CSP partner information form at www.MicrosoftCSP.com Visit the CSP portal on MPN to learn more http://aka.ms/cloudsolutionprovider ** Dynamics AX coming soon!

1-Tier CRM Partner Nomination Process Field downloads a copy of this Application Form and sends it to the CRM Partner **Please ensure you are using the most up to date version linked above** 2 CRM Partner fills out and emails the completed Application Form to PB&D Lead 3 PB&D Lead reviews Application and locates the CRM Partner record in TFS 4 PB&D Lead completes the Nomination by completing required fields, approving the submission and attaching the application form 5 Operations initiates business vetting, once approved, partners are sent a link to begin onboarding to CSP 6 Partner creates tenant & accepts contract terms to receive access to Partner Center

Approved 2-Tier Partner List

Video

4/22/2017 9:35 PM © 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.

The Cloud Solution Provider (CSP) Program Dynamics CRM Online Enterprise Mobility Suite Microsoft Azure Office 365 Dynamics AX7** Microsoft is expanding the CSP program to more partners with access to new cloud services, more markets and new capabilities. Own the end-to-end customer lifecycle with direct provisioning, billing and support of Microsoft cloud services. Partners create the offer, set the price and own the billing terms with their customers. Own and Control the Billing Provision, Manage and Support Sell Integrated Offers and Services Talk to your Microsoft account representative and ask to join the CSP Program Let us know you would like to join by completing the CSP partner information form at www.MicrosoftCSP.com Visit the CSP portal on MPN to learn more http://aka.ms/cloudsolutionprovider ** Dynamics AX coming soon!

1 Tier Capability Requirements 4/22/2017 9:35 PM 1 Tier Capability Requirements A high capability bar and a strong services business model is required Services Business Model CSP partners must have managed services, customer solutions or applications to bundle with Microsoft Cloud Services. Scale CSP partners must have an existing customer base, demand generation engines and financial health. A high capability bar and a strong services business model is required Services Business Model CSP partners must have managed services, customer solutions or applications to bundle with Microsoft Cloud Services. Support CSP partners are responsible for end-customer support so they must have local language support, support ticketing and case management tools and established support policies and practice. Scale CSP partners must have an existing customer base, demand generation engines, financial health and ease. Billing & Invoice CSP partners must have capability to manage customer invoicing and receiving. Support CSP partners are responsible for end-customer support so they must have local language support, support ticketing and case management tools and established support policies and practice. Billing & Invoice CSP partners must have capability to manage customer invoicing and receiving. © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft cloud partner support offerings We are committed to helping you grow your cloud business and provide the best service by offering flexible support options designed to meet you and your customers’ needs. Account management Service delivery Deployments covered Problem resolution Assigned On-site and remote Cloud Hybrid On-premises Fastest response (1st priority, 1/2/4 SLA, CritSit) Pooled Remote Limited Hybrid Faster response (2nd priority, 1/2/4 SLA) N/A Standard response (3rd priority, 2/4/8 SLA) Best Better Good Premier Support for Partners Most comprehensive support for partners with highly complex customers – whether in the cloud, hybrid, or on-premises Advanced Support for Partners Advanced support for partners who are growing their cloud business with moderately-complex customers MPN Technical Services Foundational support for partners who are establishing their cloud business New Level of support Learn more about the support programs and benefits available to your business at aka.ms/partnercloudsupport

Customer Scenarios: Licensing Programs options Managed Cloud Solutions Software + Cloud Software Customers that want an on premise only solution Customers that want a mixed cloud plus on premise offer Customers that want a Partner managed cloud solutions Software + Customers that want on premise + Partner managed cloud solutions Customer Segment EA or MPSA Open CSP CTM SMB