1. Microsoft Investments for Enterprise Mobility Partners
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Microsoft Investments for Enterprise Mobility Partners
Manveer Sahota
Sr. Partner Marketing Manager
© 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.

2. Enterprise Mobility Suite Year One
12/31/2018
Enterprise Mobility Suite Year One
March 2015
Launched EMS in Open, Select, & CSP
70%
YoY Growth 7X
increase in users
13,000
Customers
© 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.

3. Strong in Key Mobility Gartner MQs
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Strong in Key Mobility Gartner MQs
Leader
Client Management Tools1
Visionary
Enterprise Mobility Management Suites2
Visionary
Identity and Access Management as a Service3
Microsoft is the only large market vendor in Gartner’s Magic Quadrants for Enterprise Mobility Suites, Identity and Access Management as a Service, and Client Management Tools. This validates our strategy to provide a combined solution to manage computers, devices, and apps with identity at the center.
1 Gartner Magic Quadrant for Client Management Tools (June 2015)
2 Gartner Magic Quadrant for Enterprise Mobility Management Suites (June 2015)
3 Gartner Magic Quadrant for Identity and Access Management as a Service (June 2015)
Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Gartner Magic Quadrant for Enterprise Mobility Management Suites (June 2015)
© 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.

4. Customer Momentum

5. Microsoft Investments

6. Moving Partners Thru the Funnel
12/31/2018
Moving Partners Thru the Funnel
Investments from corporate to drive partner reach and activation
Readiness
Train-the-Trainer
EMM Competency
Virtual Academy
PPE’s
Cloud Platform University
Go-to-Market
Partner Marketing Investments
Partner Campaigns
Presales
Strategy & Planning Workshop
Proof of Concepts
Azure Mentor Program
COSA BIF
Transacting
EMS in the Cloud Solution Provider Program
Post Sales
Microsoft FastTrack
Adoption Offer
Channel Incentives
Case Studies
DPS
© 2012 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.

7. Partner site for EMS

8. Building a foundation with readiness
Microsoft is investing big to help partners build a practice quickly and effectively.
15 part sales and marketing web series
30 city tour of in person technical deep dive roadshow
Microsoft Learning Paths
New Enterprise Mobility Management Competency

9. Introducing the New Enterprise Mobility Management Competency
In 2013 worldwide enterprise mobility management (EMM) software revenue reached $1.1 billion, up 31% Y/Y. This number is expected to grow at a CAGR of 17.7% over the next 4 years , resulting in total EMM software revenue of $2.5 billion by 2018.*
Built around
Core focus
Availability
Mobile Device Management, Identity & Access Management, Information Management and VDI solutions
Performance and skills-based Cloud Competency with associated cloud benefits including support and incentives
Launched September 28, 2015
*Source: IDC estimates

10. Competency Requirements
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Competency Requirements
Silver partners need 500 active users in the trailing 12 months
Gold partners need active users in trailing 12 months
Performance
Active Users
Endorsement
Customer References
Silver partners need 3 customer references
Gold partners need 5 customer references
Enterprise Mobility Management Competency
Silver: partners need 1 individual to pass the EMS Technical Assessment AND 1 other EMM assessment
Technical Accreditation
Excellence
Gold only: Use Customer Satisfaction (CSAT) Index to measure customer satisfaction
Gold: partners need 2 individuals to each pass the EMS Technical Assessment AND 1 other EMM assessment
Assessments
CSAT
Competency Fee Payable At Gold Level Only
© 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.

11. Proof of Concept Environments
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Proof of Concept Environments
2-day Cloud Only Enterprise Mobility Suite Proof of Concept (PoC)
10-15 day Enterprise Mobility Proof of Concept (PoC)
Virtual Desktop Infrastructure (VDI) Proof of Concept (PoC)
© 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.

12. Azure Mentor Program (AMP) for Partners
Microsoft Azure
Enterprise Mobility Suite
Kick start your Azure Practice with a dedicated mentor who helps you win and successfully deploy your first five projects
Get assistance throughout the sales cycle with help across technical pre-sales, deployment and post deployment
Deal Specific
Pre-Sales Support
Post Deployment Support
Programmatic Enablement
Talk to your Microsoft account representative to use
Azure Mentor Program

13. The Cloud Solution Provider (CSP) Program
Enterprise
Mobility Suite
Microsoft
Azure
Dynamics AX7
Dynamics CRM Online
Office 365
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
Visit the CSP portal on MPN to learn more:

14. 12/31/2018
EMS in CSP
Familiar but different to Office 365 in CSP
The CSP Partner is on point to Contract, Price, Provision, Deploy, Manage, Support your customers
Each end customer has its own customer tenant (existing or new)
Rich partner economics
Wholesale discount of 20%
Additional channel incentives available
Follows EMS direct pricing
Partner opportunity in the value add and managed services
We expect the majority of partners will participate in the CSP model as 2-Tier resellers
Microsoft
CSP Partner
1 Tier
Customer
2 Tier
Reseller
© 2012 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.

15. Microsoft FastTrack for EMS
Give users a great experience right from the start so they use the service more regularly
Provide a great and consistent user experience
Shorten time-to-value for organizations
Deliver rapid time-to-value by giving organizations the ability to use a cloud service as soon as they buy it
Support partner engagement for high-value services
Allow partners to engage with organizations quickly to provide targeted high-value services

16. Going Beyond Baseline Project Services
Microsoft Office
12/31/2018
Going Beyond Baseline Project Services
Microsoft FastTrack for Enterprise Mobility Suite provides remote deployment assistance for Azure Active Directory Premium, Intune, and Azure Rights Management
Azure Active Directory Premium
FastTrack will:
Get organizational identities to the cloud
Set up single sign-on for test apps (including Azure Active Directory Application Proxy apps)
Configure self-service options like password reset and Azure Multi-Factor Authentication in the MyApps Portal
Microsoft Intune
FastTrack will:
Set up users and groups
Enable management of test devices
Optionally connect on-premises Microsoft System Center Configuration Manager to Intune for a single management portal experience
FastTrack will:
Activate rights management for users
Configure sharing with external partners
Track usage
Test revocation of protected assets
Azure Rights Management
© 2012 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.

17. FY16 EMS Adoption Offer Who / When What
12/31/2018
FY16 EMS Adoption Offer
Partner funding to drive EMS active seat usage for Intune and/or Azure Active Directory Premium
* Azure Rights Management Services is excluded
Eligible Partners: Enterprise Mobility Management Competency, Cloud Productivity Competency, or Devices & Deployment Competency*
Partners may leverage the FastTrack Center to help drive active seat usage, including activities like:
Training and managed services
Change management
Single sign-on and deployment for LoB applications
Who / When
Any new customer who buys eligible seats of the Enterprise Mobility Suite and/or Enterprise Cloud Suite & and is using the service(s)**
September 1, 2015 – March 31, 2016
*Both silver and gold competency partners for the eligible partners qualify. For more information on how to earn a competency visit aka.ms/MPNCompetency
**Includes trial customers, See resources for eligible SKU List
What
Partner Funding Customers earn funds on a per seat basis for eligible Partners to drive active seat usage
150+ eligible SKUs to qualify
$15 per seat for the first 1000 seats, then $5 per seat above 1000 seats
$60,000 limit per customer
Partner Proof of Execution for Payment:
Customer approved Success Plan in the FastTrack Portal
5% Active Seat Usage = 1/3 payment of eligible funds
15% Active Seat Usage = remaining 2/3 payment of eligible funds within 12 months of purchase
© 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.

18. Win with Microsoft Plan Enable Deploy
Learn more about the Microsoft Enterprise Mobility Suite (EMS)
Read about Microsoft’s position in the Gartner “Visionary” Magic Quadrant for Enterprise Mobility Management (EMM)
Review the EMS overview – goals, services, and sales scenarios for partners
Go to the Microsoft EMS Learning Paths for presales, sales, and technical readiness
Use your EMS internal use rights benefit from your Microsoft Partner Network competencies
Leverage the hands-on proof-of- concepts to build your sales pitch
Engage customers with the Strategy and Planning Workshops
Promote your EMS solution with Pinpoint
Share strategic opportunities with your local Microsoft partner teams
Learn how to leverage Microsoft FastTrack for EMS with your customers
Maximize your payouts from the EMS Adoption Offer and Partner Channel Incentives
For more Microsoft resources and investments on EMS visit aka.ms/EMSPartner

19. Your next steps Identify a Microsoft Enterprise Mobility Lead
Attend the subsequent trainings in this series
Engage your local Microsoft team
Start building your Enterprise Mobility plan

20. Microsoft Enterprise Mobility Series Your Next Big Revenue Opportunity
Dec. 10 – Building an EMS managed services offering with the Cloud Solution Provider program
Dec. 17 – Upselling your Office 365 customers to the Enterprise Mobility Suite
More in January!
Thursdays from 8-9 am PST. Register for all now!

21. 12/31/ :13 AM
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.