1. Overview of the Cloud Shibani Prasad Mohapatra, Microsoft Online Services Microsoft Corporation

2. Agenda 2 What is Cloud Computing? How Microsoft is investing in the Cloud Microsoft’s experience in the Cloud How the Cloud can benefit your customers This presentation will cover the following topics:

3. What is Cloud Computing? Five essential characteristics*: Providing IT resources, as a service, in a dynamic and scalable manner over a network *National Institute Of Standards and Technology v15

4. “data as a service” “infrastructure as a service” “software as a service” “platform as a service” What Does the Cloud Mean to a Customer?

5. Always up-to-date capabilities at a predictable cost Why Customers Are Embracing the Cloud

6. Is the Cloud Real? “The bottom line: Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” Forrester, August 2009 “By 2012, 40% of enterprises will adopt a blend of cloud and premises-based approaches to meet their UC needs” Gartner, December,2009

7. How Many Clouds Are There?

8. The Microsoft Difference

9. Microsoft Cloud Services Platform Active Directory AD/Live ID Identity Storage Business Apps Communication Collaboration On-Premises Cloud Services

10. Office Web Apps Office 2010 suites Office Mobile Office Web Apps Take Your Content on a “Round Trip”

11. BPOS Overview

12. Integrated Capabilities Communicate and collaborate seamlessly across applications and devices Instant Messaging E-Mail Web Conferencing Document Sharing Calendaring Work Flow Mobility Offline Access Archiving

13. Microsoft Cloud Services Platform

14. Enabling Our Software + Services Strategy

15. The Microsoft Difference

16. Partner Opportunity for Online Services $28B Revenue $28B market for SaaS sales by 2012 (IDC) 32% Market Growth 32% CAGR WW SaaS forecasted, 2007-2011 (IDC) 25% New Software Share 25% of new business software will be delivered as a service by 2011 (Gartner) 6X Services Revenue for Partners Institute of Partner Education & Development 2008 6X Services Revenue for Partners Institute of Partner Education & Development 2008

17. Partner TypeValue to MicrosoftValue to PartnerPartner Model LAR EA sales Transaction revenue for EA Develop recurring subscription revenues (non-EA) Advisor (MOSPA) VAR & SI Customer on-boarding & value added IP Increase reach for mid-market to CA New customer opportunities Develop recurring subscription revenues Revenues for migration, integration, customization & Support ISV Value Added IP Customized Application New customer opportunities Develop recurring subscription revenue DMR Scale and access to SMB customer base Develop recurring subscription revenue Bundle BPOS with other service or products Advisor (MOSPA) or Reseller Agreement (MOSRA) Disti Recruitment and activation of breath VAR/SIs Develop recurring subscription revenues Attach additional cloud services Channel Developer Agreement Telco Reach and billing relationships in SMB Complimentary services (voice, data, network, mobile) Increase ARPU with combined offerings Speed of innovation Single platform to integrate with all MS Online Services Reseller Agreement (MOSRA) Hoster Expertise in selling cloud services Speed to market and low integration cost Focus on differentiated/profitable services Expand offerings from Web and SaaS ISVs to MS Online GSI & Outsourcers Access to large enterprise customers Enable partnerships in Public Sector Broadens solutions portfolio Value added services revenue Enables delivery of “Innovation” Services BPOS-D Advisor or Reseller Agreement Microsoft Online Partner Strategy 17

18. Cloud Benefits to Customers Cash Flow Security It Just Works Agility

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