3. Three Goals

4. 2014 & 2015 Global solution provider 100% focused on Microsoft Focused on a transformative experience Treat partners, vendors, customers and staff equally NSP, MSP, SI, ISV 13 Gold, 4 Silver Microsoft Competencies Founded in 2003 350+ staff Offices in 3 countries Cover all Microsoft platform and cloud solutions Microsoft United States Partner of the Year

6. How does Microsoft help you with these best practices? 4 pillars of the modern partner

7. Cloud growth continues More than 50% of all IT spend by 2018 will be for cloud services, infrastructure and data/applications IoT explodes Millions of sensors and over 200,000 apps & platforms to support data collection from heaters to heartbeats Big data now big analytics Advanced machine learning, personalization and external data source integration become a key competitive advantage Privacy & security Now the key value prop for business users and consumers – critical to growing cloud solutions New ways to reach Customers Personalization will drive an increase in the number of customer touch points, especially digital ones, by 1,000-10,000x Every business must go digital Small scale, uncoordinated or half hearted digital transformations will cost lagging companies their book of business Sources: Gartner: http://www.gartner.com/newsroom/id/3143521 - IDC:https://microsoft.sharepoint.com/sites/mslibrary/research/MktResearch/IDC/intranet/259850.pdf - Forrester: http://www.computerworld.com/article/3000335/it- management/forrester-s-top-10-predictions-for-business-in-2016-and-what-they-mean-for-tech.htmlhttp://www.gartner.com/newsroom/id/3143521

8. 2005200620072008200920102011201220132014201520162017

9. $ This year will see more innovation from Microsoft than at any point in the last decade. 201820192020202120052006200720082009201020112012201320142015 2016 2017

10. This year will see more innovation at Microsoft than at any point in the last decade. This is a profitable wave – if your business can ride it. 2018 2019 20202021 $ Maximize the Opportunity 20052006200720082009201020112012201320142015 2016 2017

11. Infrastructure, systems and tools Programs Funds to generate demand, accelerate deals, and win business Funds Partner sales resources and specialists to support you People

12. PLAN your path for growth Focus your business TransactSell and advise Enable your team Create customer demand Get services and support Deploy Partner sales resources and specialists to support you People Infrastructure, tools, and methodologies Programs Generate demand, accelerate and win business Funds Across the lifecycle…

13. TransactSell and advise Create customer demand Get services and support Deploy HOW MICROSOFT SUPPORTS PLANNING Partner crossover: launch and accelerate cloud offers with a structured, methodical approach Solution factory: leverage Microsoft’s engineering resources to build profitable IP quickly HOW THE MODERN PARTNER PLANS Differentiate to stand out—specialize by vertical and function to differentiate your firm and offering especially in business solutions, not just IT solutions. Develop documented, repeatable processes and automate solutions for common pain points. Ask yourself, “Does this scale?” Understand trends, territory and targets with data-driven facts. Focus your business Enable your team PLAN your path for growth Key Takeaway: A modern partner can grow with ease and adapt to trends quickly.

14. HOW THE MODERN PARTNER SELLS Modernize your sales and marketing—use Dynamics CRM, marketing automation, site optimization and education marketing to reach wider audiences Earn trust through education Invest in staff training; speak to the bleeding edge, and sell cutting edge. Be more selective on your customers HOW MICROSOFT SUPPORTS SALES & MARKETING Targeted programs, like Jumpstart, will assess and help modernize your marketing efforts Key investments like, BIF, CIF, transaction and deployment incentives to accelerate sales and deployments CIE and MTC engagements give you the ability to showcase your strengths TransactSell and advise Create customer demand Get services and support DeployFocus your business Enable your team PLAN your path for growth Key Takeaway: Find the right customers that are willing to partner, and go wide and deep.

15. TransactSell and advise Create customer demand Get services and support DeployFocus your business Enable your team HOW THE MODERN PARTNER DEPLOYS Optimize your operations—invest in people that are customer advocates and generate consistent processes to create success. Learn what “good” looks like, for both you and the customer. Document it! Accelerate deployment through automation and encourage quick, LoB focused stages to drive ROI Harvest your data! HOW MICROSOFT SUPPORTS DEPLOYMENT Leverage customer Deployment Planning Services (DPS), find the available funds in your area Microsoft Partner Technical Support and advisory hours for pre-sales and customer delivery Learn how Microsoft Premiere support for partners can help you PLAN your path for growth Key Takeaway: Find out what it takes to keep your customer constantly talking to you

16. Azure Partner Technical Strategist (PTS) Cloud Infra Solution Sales Professionals (SSP) Azure Business Development Manager (BDM) Cloud Infra Global Black Belt (GBB) Partner Cloud Solutions Architect (CSA-P) Technical Account Manager (TAM) Cloud Jumpstart Cloud Infrastructure Immersion Program Microsoft Technology Centers (MTC) and Executive Briefing Centers (EBC) Microsoft Technology Centers (MTC)Executive Briefing Centers (EBC) Partner Resources Site (C+E Plays) Partner Crossover Cloud Platform University Datacenter & Cloud Practice Accelerators Cloud Platform Competency Partner Practice Enablement Boot Camps Partner P-Seller Program Azure Everywhere Internal Use Rights Premier Support for Partners Transactional incentives Business investment funds (COSA-BIF) Solution and advisor fees Partner Enablement and Advisory Services Partner Enablement and Advisory Services Consumption investment funds (Azure CIF) Deployment Planning Services (DPS Days) Software assurance planning services PLAN your path for growth Focus your business TransactSell and advise Enable your team Create customer demand Get services and support Deploy

18. GET ENGAGED WITH AND PLAN EXECUTION 1 SELECT PROGRAMS RELEVANT TO YOUR BUSINESS 2 REVIEW AND LEVERAGE THE REFERENCE GUIDES 3 Call to action Commit more resources and engagement and build not just IP or campaigns, but a vibrant cloud business

19. TUESDAYWEDNESDAY Partner Crossover workshop: Business operations planning for your cloud offer Partner Crossover workshop: Building a unique value proposition for your cloud offer SMS&P Enterprise Partner General Session P-Seller acceleration: Growing your business through P-Seller engagement Partner Crossover workshop: Using pricing as a competitive advantage in your cloud offer Partner Crossover: Transforming to the Cloud with Agility! Partner Crossover workshop: Modernizing your go-to-market plan for a cloud offer-based strategy Tues 1-2PM CA01 Rm N105 Tues 4-5PM CA06 Rm N206EF Wed 1-2PM CA03 Rm N205AB Weds 2:30-3:30PM CA08 Rm S718B Tues 2:30-3:30PM CA05 Rm N205AB Wed 1-2PM CA07 Rm S718B Weds 4-5PM CA09 Rm S718B P-Seller 101: The A, B, Cs of the P-Seller sales motion Tues 4-5PM CA02 Rm N205AB