1. Co-Engagement Workshop SMS&P Corporate Accounts & Partner Sales Planning

2. Target Customers IT Workloads Target Customers BDM Solutions Partner Solution Offerings Microsoft Solution Offerings

3. On-Prem Cloud Go-to-Market Package and Description MS Offers & Incentives PartnerName Software & Services MS Software & Services Target Buyer Mobile Sales Force Sales Team solution to Manage both Sales Pipeline and Customer Relationships Dynamics CRM Online for Ent. CRM Customization & Implementation, Mobility Configuration, Sales Model Coaching Dynamics CRM O365 E3 / E4 PowerBI ▪VP Sales, ▪COO City Next Analytics Analytics Offering for Cities with populations >1M Citizens Power Up with Power BI Power BI Analytic Dashboards and Benchmarks for Utilities, Transportation, Police and Fire O365 PowerBI SharePoint Online ▪City Treasurer ▪City Operations Mgr Offering Description Microsoft Offer or Incentive Offering Components Offering Components ▪Buyer Offering Description Microsoft Offer or Incentive Offering Components Offering Components ▪Buyer

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5. Agree on most effective lead generation and opportunity qualification process Build pipeline by developing a list of prioritized leads/opportunities using a common language to determine qualification 5

6. What is Joint Opportunity Mapping all about? Lead generation and opportunity qualification Adding as many opportunities as possible to the top of the funnel Marketing/demand generation Customer Business Priority Assessment MS territory planning workbook tools Whitespace analysis Propensity modeling 6

7. B udget A uthority N eed T iming 7 7

9. 9

10. What was the value in using a common qualification language/process like (BANT)? What was the value of the session? Do you believe you need to have more “JAM Sessions” regularly and how often should that be? What were some of the challenges you had during the conversation? 10