1. Selling our Microsoft Cloud for Business with the Azure Modeler for Business Workloads aka.ms/captainstack aka.ms/azuremodeler John.Dooley@Microsoft.com Dynamics ERP PTS

2. Goals Drive an all-up Microsoft Cloud for Business Dialog Focus around customers needs and timing– not product Strategic long-term dialog synched to customer schedule Position the end to end cloud options (Azure, Dynamics, O365) Change the dialog from ‘point’ SaaS competitors (NS,SFDC) Enable partners to action ASAP - sell Simplify the selection of options – not bury them.

3. Selling Dynamics Azure Cloud Azure Modeler for Business Workloads Position Microsoft Cloud with Plan, Topology & Evidence  Present a base ERP model  Identify changes/suggested options  Consider evolving solution by workload  Hybrid Cloud is very relevant  Position unique breadth of Microsoft Cloud solutions vs Point SaaS competitors by review Cloud Workloads on proposal. Present options for Cloud Workloads Modeling Microsoft Cloud Options  Model existing on-premise workloads  Update ERP and productivity users  Review ERP client deployment options  Understand existing cloud solutions  Model a few options, ERP only, ERP & Messaging/Productivity (Office 365).. Map/Model Cloud Migration options Identify & Map Cloud Goals Download Azure Modeler for Dynamics ERP http://aka.ms/captainstack  Identify existing on-premise workloads  Count ERP and productivity users  Review client deployment options  Understand existing cloud solutions Discover Positioning Our Cloud Offerings  End to End Cloud  Hybrid support options  More License options  More Deployment options  More Cloud workloads  Drive Cloud options- focused discussion Microsoft Cloud Selling Dynamics Azure Cloud

4.  We offer a broader range of options for cloud/hybrid/on-premise.  We can win the business application platform when we offer Perpetual or Subscription options. There can be significant long term investment impact that can influence an ERP decision. (TCO) Total Cost of Ownership analysis can help determine options.  We add more “Cloud” value when position beyond ERP/CRM.  If the prospect seeks to move on-premise ERP servers out of the closet lets expand that dialog beyond ERP.- Messaging/Exchange, Office 365, CRM Online, Office Desktops  Total Cost of Ownership (TCO) is a powerful tool to leverage in this dialog  Options is one of our key differentiators

5. Azure Modeler for Dynamics ERP  Cockpit for modeling Microsoft Cloud solutions focused around Dynamics ERP/CRM solutions  Drive “workload” focused cost options discussions with prospects and customers to move all or some (hybrid) workloads to the cloud  Most discussion starts with IT costs containment and this leads to numerous more strategic long term options.  Assemble a range simple to comprehensive (ERP only workloads) adding logical alternative workloads to cloud – (Messaging, Productivity, Collaboration…)  Partner owns sizing and license – we just help you pull it all together  Provides email template, TCO graphs, Network Topology map, running total of options changes

6. Azure Modeler for Business Workloads ERP User Counts and Product Azure Machine Types Currency/Region Partner Services Finance Options CRM OnLine Office365 Dedicated Reporting Server Remote Desktop Server Azure Service Level (SLA) Active Directory Server SQL Option License Selector Perpetual or Subscription             3 GP $3,215 $4,215 $10,176 $14,967

7. Project servicesManaged servicesIP services The Dynamics Revenue Streams

8. Microsoft Azure customer/partner licensing options Open MOSP (Azure.com) Enterprise Agreement (EA) on yearly commitment  Low barrier of entry  Low Accounts Receivable Risks  No Requirements around “Value Added” Services  Partner Only purchase model  Pay As You Go  Zero upfront/cancel anytime  Solution resale permitted  Customer and Partner purchase model  Upfront Commitments Starting at $25K/year  EA language aligned to direct MOSP language – Resale prohibited  No Overage Penalties  Access to Enterprise Portal  Customer and Partner purchase Model Most Profitable: Approximately 10% margin* + 20%** Channel Incentive Commitment Discounts TBD 3%-12% EA discount plus channel incentives

9. Three Dynamics Partner Scenarios for Azure Open Scenario Description Account Set-up in: Administration Manage Account Balances