4. Microsoft Cloud Platform for SAP ® software Microsoft Analytics and Insights for SAP® software Microsoft Productivity & Mobile Solutions for SAP® software SAP HANA Enterprise SAP S/4HANA SAP Netweaver SAP Business Objects SAP Business All in One Microsoft Cloud Platform for SAP® software Microsoft Productivity & Mobile Solutions for SAP® software EMS & SAP Fiori Integration SAP Gateway for Microsoft O365 Interop SAP Cloud Applications Interop with O365 Visual Studio templates for SAP Microsoft Analytics and Insights for SAP® software Power BI Connector for SAP HANA Real-time Data Replication to SQL Efficient Query execution to SAP ERP/SAP BW

6. Microsoft Opportunity Winning the Tier 1 workloads and the data center with Azure for SAP Winning the Advanced Analytics around the SAP Workload Expanding 0365 adoption by connecting structured and unstructured data. Average SAP on Azure consumption $500K -1M annually Average Analytics play for BI $200K-1M Average 0365 seats consumed 1-2K seats Super Sticky workload $1-3M

7. Partner Opportunity Azure Migration services Database Migration Services Application Management Services Application Deployment Services Analytics solution Services O365/SharePoint deployment services Average Migration Services $1-2M Average Managed, and App deployments Services $5-10M Average Analytics services $1-2M Average 0365/SharePoint services $1-2M $2 – 10M in averaged services

8. Workload Industry Description Production Global Chemical company OS/DB migration, Full Production Landscape, 150+ vm for SAP, 400+ vm Tier 1 pull through Demonstrations systems Global Audit and Consulting Initial 55 Advisor Systems for Sales and Customer engagement, Fastrak management. Selected as global model Archive / historic Oil and Gas From Xerox managed service, Solaris/Oracle to Win/Sql on demand retired HCM system Training systems Pharmaceutical OS/DB Migration to Win/SQL. Fully secure training landscape. Disaster recovery Logistics OS/DB Migration to Win/SQL2012 on Hyper-V on- premises with DR replication in Azure Development and testing Global Audit and Consulting 230+ VM, 2000+ cores, Production level global test dev systems. Win/SQL. Customer Value 20% less with HA/DR included plus agility 25% of cost of on premise solution. 4x more available systems 5 Day conversion and 100% on demand at 10% of cost 30% of current architecture. High speed provisioning DR as a service Saving of 75% from previous provider >$4m

9. Pilot“Consume” SSP, PSE or Partner nominate Opportunity assessment call to validate. (With partner if Partner Nominated) Engage with Partner to deliver pilot. add additional Partner Offer/Value add Engage“Offer”Engage“Offer” Engage with Customer and Partner to Deliver BIF funded ADS/offer The simpler the process, the faster we engage. The faster we engage the more consumption we will realize

10. A.Target brought by Partner will be engaged via the US LOB team. B.Microsoft will put priority to inbound partner opportunities. C.All standard rules of engagement apply. We will stay with you unless other partner is selected by the customer or multi partners are engaged and MS is asked to be neutral Targets Brought by Partner 1.If no partner is engaged MS will provide the name of 3 qualified partners. 2.If leads is part of joint outreach initiative MS will with Partner directly 3. MS may elect to engage with a set partner on an agreed joint Target. Item C above applies Targets Brought by Microsoft

11. 1.Internal pre-call with MS Account team. 2.Internal Pre-call with Partner Account team 3.Joint call between Partner and MS selling teams on trajectory of partnership Microsoft wants to engage you proactively 1.Leverage Partners customer relationship 2.Leverage joint investment i.e. Partner presales assets and MS Business investment funds 3.Position a joint presentations on Azure use for SAP Microsoft wants to leverage our joint position in the opportunity

12. What a GTM Partner needs to for a successful Engagement 1.Clearly Defined Offer(s)  What are you proposing to the customer… with an offer for an ADS/Assessment Workshop. 2.SAP/Azure Center of Excellence  Dedicated or Assigned Pre-Sales and Delivery Assets 3.References  Show that you have done this before In summary… WAMO -Willingness (to target this workload) -Ability (to deliver this workload) -Market Presence (established in this region, industry, etc.) -Offer (clearly defined, repeatable offer)

13. Project/Pilot“Consume” Do not recommend a Proof of Concept (POC) At the conclusion of the SAP on Azure assessment, the Partner and MS will recommend initiating an Azure Project/Pilot. The Pilot phase drives consumption and positions services work immediately. NOTE: if your ADS/Sizing is successful you will move right to a project phase. After the ADS customer moves to 80% or production.

14. Key Messages: 1.SAP Enterprise accounts overlap EPG and SMS&P CAM segments. 2.Larger segments (EPG) have more MSFT resources/people assigned to them 3.Mid-Market and lower segments have a stronger reliance on partners to drive deals.

15. Microsoft Cloud Platform for SAP ® software Microsoft Analytics and Insights for SAP® software Microsoft Productivity & Mobile Solutions for SAP® software Microsoft Solutions for SAP

16. Get started with Azure quickly and easily Deployment and management ease Seamlessly extend IT to the cloud and back Hybrid Enables agile SAP development and test environments with infrastructure on-demand Dev/test capabilities Best-in-class support for infrastructure Support 20+ year relationship with SAP SAP alliance

17. Customer challenges Challenges Traditional server/storage/ network hardware with backup/HA solutions can be costly People to run SAP on-premises without automation solutions is the biggest cost factor Sizing is often difficult and customers realize hardware/hosting vendors oversized after rollout SAP customers cannot afford having a second datacenter for disaster recovery and tend to rely on old-style tape backup Dev/Test/QA busy during implementation, go idle after go-live, except QA for trouble shooting Choices of datacenter locations are limited in spite of global user access Other technologies are needed when SAP doesn’t meet customer’s analytics/BPM/UX/E AI requirements

18. Quick provisioning of development and test environments with the ability to stop the environments any time 40-75% TCO cost savings Development and Test Production environments for new customers Minutes instead of days faster provisioning Production environments Keep environments for recovery purposes without additional cost Disaster Recovery Archive data and the corresponding SAP systems audit-proof without running costs and always available 60% less storage costs Archiving Scenarios Benefits Higher AgilityLower Costs Less Complexity Higher Innovation

19. Microsoft and SAP announcement Redmond, WA, and Waldorf, Germany – May 17, 2016: Bill McDermott, SAP SE CEO “ SAP and Microsoft are working together to create an end-user experience built on unprecedented insight, convenience and agility. The certification of Microsoft Azure’s infrastructure services for SAP HANA along with the new integration between Microsoft Office 365 and cloud solutions from SAP are emblematic of this major paradigm shift for the enterprise.” Satya Nadella, Microsoft CEO “ Microsoft and SAP share a commitment to helping companies around the world achieve digital transformation. By aligning and integrating our solutions, we are empowering businesses to reason over vast quantities of data and create systems of intelligence they can use to dramatically improve their customer engagement, employee productivity, business operations and product development.” POWER Most powerful cloud offering for SAP HANA larger instances to handle the largest SAP HANA workloads ENTERPRISE-PROVEN Reliably run your mission critical SAP and other workloads on a scalable, compliant and an enterprise-proven platform CHOICE Leaders in enterprise software and cloud expand alliance to provide customers more choice for SAP HANA deployments.

20. SAP NetWeaver certifications SAP SolutionGuest OSDatabaseVM Type SAP Business Suite Windows Server; SUSE Linux Enterprise Server (SLES) SQL Server; Oracle; DB2 2 ; SAP ASE 3 A5-A11, D11-D14, DS11-DS14, GS1-GS5 SAP Business All-in-One Windows Server; SLES SQL Server; Oracle; DB2 2 ; SAP ASE 3 A5-A11, D11-D14, DS11-DS14, GS1-GS5 SAP Business Objects (BI) Windows ServerNAA5-A11, D11-D14, DS11-DS14, GS1-GS5 SAP NetWeaver 1 Windows Server; SLES SQL Server, Oracle; DB2 2 ; SAP ASE 3 A5-A11, D11-D14, DS11-DS14, GS1-GS5 SAP and Microsoft have tested and certified Microsoft Azure IaaS against the same standards as those used for on-premises infrastructure. The table below shows a list of product certified today. 1 Only NetWeaver 7.00 and later SAP releases of NetWeaver are supported for deployment in Azure 2 Oracle Database 11g R2 Patchset 3 (11.2.04 ), Single Instance 3 SAP Adaptive Server Enterprise 16

21. SAP on Azure and SQL Server case studies

22. SAP HANA certifications SAP SolutionSupported OSAzure Offerings SAP HANA Developer Edition (including the HANA client software comprised of SQLODBC, ODBO- Windows only, ODBC, JDBC drivers), HANA studio, and HANA database) 1 SUSE Linux Enterprise Server (SLES) A5-A11, D11-D14, DS11-DS14, GS1-GS5 SAP HANA One SLESDS14_v2 (upon general availability) SAP S/4HANA SLESControlled Availability for GS52 SAP HANA on Azure (Large Instances) upon general availability SAP Business Suite on HANA (OLTP) SLESSAP HANA on Azure (Large Instances) upon general availability SAP HANA Platform or Enterprise Edition for SAP BW (OLAP) SLESSAP HANA on Azure (Large Instances) upon general availability 1Customers can try SAP HANA Developer Edition on Azure using the SAP Cloud Appliance Library. 2Contact your Microsoft or SAP account manager for more information.

23. SAP HANA performance Get the broadest choice and industry leading performance when running your SAP HANA workloads on Azure. With Azure Virtual Machines, you can scale your SAP HANA applications to 0.5 TB of RAM. If you need more, we have you covered. With purpose-built hardware that is specifically tuned for SAP HANA, you can scale your SAP HANA workloads up to 32 TB on multimode configurations. Azure lets you run the largest SAP HANA workloads (OLTP and OLAP) of any hyper-scale cloud provider.

24. Approach SAP BW on SAP HANA, SAP Business Suite on HANA, and S/4HANA running on purpose-built SAP HANA on Azure large instance hardware. Solution Virtualized: production SAP BW and S/4HANA workloads 1 Microsoft offers SAP-certified SAP HANA capabilities on GS5 VM in the Azure public cloud. ( Non-production workloads can be run on other SAP- certified Azure VM types). Large Instances : for production and non-production workload Microsoft offers certified SAP HANA capabilities via purpose-built hardware specifically tuned for SAP HANA. SAP HANA instance runs in a non-virtualized environment on SAP HANA TDI certified hardware in an Azure-certified data center. SAP HANA is connected to the SAP application tier running on Azure VMs. The two environments are connected via Azure ExpressRoute. Azure Region Tenant VNets On- Premises Datacenter Tenant 1 Router On- Premises Datacenter Tenant 2 SAP HANA Deployment in Azure-certified Datacenter ExpressRoute to Azure Region ExpressRoute to Azure Tenant to Datacenter Tenant 1 ExpressRoute to Azure Tenant to Datacenter Tenant 2 1 in controlled availability

25. SKU approach Four offerings reflect different performance attributes: Compute, RAM, storage, and networking pre-configured Additional storage acquired separately if needed One-time setup fee per unit EA only SKUs transacted through EA amendment Customer benefits Better use of capital relative to on-premises deployments Overall solution spans hosted and cloud, providing better economics Flexible payment terms through Microsoft EA Configurations for SAP HANA on Azure (Large Instances) SAP SolutionSKU (CPU)RAMStorage SAP Business Warehouse on/or SAP HANA Platform or Enterprise Edition (OLAP) 2 x Intel® Xeon® Processor E7-8890 v3 768 GB 3 TB 4 x Intel® Xeon® Processor E7-8890 v3 1.5 TB 6 TB SAP Business Suite on SAP HANA or S/4HANA (OLTP) 2 x Intel® Xeon® Processor E7-8890 v3 1.5 TB 6 TB 4 x Intel® Xeon® Processor E7-8890 v3 3 TB 12 TB

28. “SAP HANA on Microsoft Azure met our immediate goal of finding a path out of the datacenter, which helped decrease costs and increase reliability. Looking forward, the platform provides the added benefit of allowing us to harness all of the power of PaaS.“ Richard Cammish, CIO “SAP HANA on Microsoft Azure gives us extraordinary IT benefits, and provides the flexibility we desire in order for Nortek to grow. Plus, overall performance was similar or better than our on-premises SAP Business Suite on SAP HANA integrated with our SAP Supply Chain Management (SCM) solution.“ Tom Holzem, VP of Information Technology “The Microsoft Azure platform provides us the scalability, security and level of services needed to confidently run our most demanding SAP HANA and Big Data applications. We are excited to be an early adopter of running SAP HANA on Microsoft Azure since it is an important capability in helping us realize our vision for The Connected Enterprise and advanced data analytics.” Sujeet Chand, Senior VP and CTO

29. Run on: Work with SAP data directly from Excel SAP data in Excel Integrate in Office 365 / SharePoint Online Customer is using Microsoft SharePoint for intranet / extranet Workflow in Outlook Native SAP Workflow integration in Outlook No switching of user experience No new windows Simply working on Emails Leverage out of the box integration of SAP data into Excel on the windows desktop Enrich Excel Online with integration of SAP data Leverage SAP integration in Excel on the iPad Expose SAP data natively into SharePoint Consume the very same data in any connected applications (e.g. enrich your Outlook with the same SAP data) SAP Gateway for Microsoft Microsoft Productivity Solutions for SAP

30. Excel Outlook Email Outlook Calendar

31. Microsoft Analytics and Insights for SAP Spreadsheets Specialized Tools

32. ECC Gateway 2.0 BW HANA ODBC, JDBC, XMLA, SQL-MDX, ole-db Simba and other provide drivers for ole db and mdx data connections Reporting Model (AS/ PowerPivot) SQL Server (EDW) SSIS Source Middleware SSIS Connector (Open Hub) 3 rd Party BW connector ODATA Replication: Simplement (Liberator) Connectors: Informatica (PowerConnect) Theobald Neudesic (Counterpart) BobJ Data Services (ETL) Biztalk (RFC) Simba SSRS (ODBO-XML ) Visualize Model Reporting Services Excel Workbooks SharePoint Search & Dashboards SharePoint Scorecards Reporting Services Biztalk Adapter

34. Analytics - Sales Dashboards

35. Microsoft Cloud Platform for SAP ® software Microsoft Analytics and Insights for SAP® software Microsoft Productivity & Mobile Solutions for SAP® software