1. Enabling & Rewarding Your Cloud Transformation

2. MPN – The Journey Your Microsoft Partner Network membership, benefits, and opportunities

3. Microsoft Partner Network brand to help customers identify your high-level expertise and specific skill set in a given technology or service area. The foundation of the Microsoft Partner Network. Engage with Microsoft and build relationships with other partners to help you better serve customers. A place for every partner in the Microsoft Partner Network GOLD SILVER COMMUNITY MAPS Cost-effective, annual subscription to help you promote, sell, and support your Microsoft-based solutions.

4. The Action Pack got a fresh, new approach in February 2014 Learn more about Microsoft Action Packs and Subscribe today - http://aka.ms/cdnapshttp://aka.ms/cdnaps

5. SIGN UP TODAY https://mspartner.microsoft.com/en/ca/Pages/Membership/action-pack.aspx

6. Microsoft competencies, and why they matter A Microsoft competency demonstrates expertise in a specific technology area that aligns to Microsoft solutions so customers can easily identify IT experts for their business challenges Partners that invest more, perform better

7. Competency Model Aligned to how customers buy Microsoft solutions Cloud Platform

8. Introducing the New Cloud Performance Path

9. Unlimited cloud support Additional internal use rights and Azure development and test environments Channel incentives and access to special offers Guaranteed account management at the Gold level Priority placement in Pinpoint marketplace Proven cloud performance Enter at the Gold level at reduced fee Enter at the Silver level at no cost Enter at the Gold level at reduced fee Enter at the Silver level at no cost* Pass technical exam Customer references & satisfaction Cloud Productivity Small and Midmarket Cloud Solutions Cloud Platform Unlock the benefits of partnership by simply growing your Cloud business *Silver entry fee promotional through June 30, 2015 Grow your Cloud business We are introducing three new competencies for Microsoft Office 365 and Microsoft Azure that you can qualify for through your proven cloud performance.

10. Taking the first step into cloud and hybrid services is challenging. The skillset required to drive customers is different than traditional deployment work. Partners must review their business model and invest in resources to make the necessary changes. Because this first step is the hardest, we’re changing our approach to integrating cloud into the Microsoft Partner Network in 4 ways to make it easier for partners to take this step with us. Waiving your first year competency fee for Silver cloud competencies #1 Enhancing your internal use rights for Office 365 and Azure #2 Providing you with unlimited cloud support to keep you and your partners up and running #3 Reducing the fees for on-premise competencies by up to 10%. #4

11. Additional 10 seats of Microsoft Office 365Additional 25 seats of Microsoft Office 365 Guaranteed account management 150 seats of Microsoft Office 365, at least 10 new customers*300 seats of Microsoft Office 365, at least 30 new customers* 5 unique Microsoft Office 365 customer references* Gold competency fee at reduced rate 3 unique Microsoft Office 365 customer references* Requirements Benefits Two certified individuals GoldSilver Microsoft Office 365 Demo tenant Unlimited Signature Cloud Support Eligible for Microsoft Online Services Advisor Web-Direct Accelerator for Office 365 Priority Placement on Pinpoint Marketplace *Silver entry fee promotional through June 30, 2015

12. Microsoft Office 365 Demo tenant Unlimited Signature Cloud Support Additional 25 seats of Microsoft Office 365Additional 100 seats of Microsoft Office 365 Eligible for Microsoft Online Services Advisor Web-Direct Accelerator Incentive Priority Placement on Pinpoint Marketplace Guaranteed account management 500 seats of Microsoft Office 365 Exchange Online* 1,500 seats of Microsoft Office 365 Exchange Online 5 unique Microsoft Office 365 customer references* Gold competency fee at reduced rate 3 unique Microsoft Office 365 customer references* Eligible for Microsoft Online Services Advisor Deploy Accelerator Incentive One certified individual Two certified individuals *Silver entry fee promotional through June 30, 2015 Requirements Benefits GoldSilver

13. $25K customer and/or partner EA consumption and Open sales * 3 unique Microsoft Azure customer references* One certified individual $100K customer and/or partner EA consumption and Open sales* 5 unique Microsoft Azure customer references* Gold competency fee at reduced rate Two certified individuals Microsoft Azure IURs - $100/mo consumption plus $500/mo credit Eligibility to participate in Azure Special Offers Priority Placement in Pinpoint Marketplace Guaranteed account management Microsoft Azure IURs - $100/mo consumption plus $250/mo credit *Silver entry fee promotional through June 30, 2015 Requirements Benefits GoldSilver Unlimited Signature Cloud Support

14. BENEFITS THROUGH MPN

15. Microsoft Partner Network benefits overview Subject to change…. COMMUNITY Action Pack subscription Silver competency Gold competency Silver Cloud competency Gold Cloud competency Microsoft logo Silver competency logoGold competency logoSilver Cloud LogoGold Cloud Logo Partner Incentives Cloud incentives Licensing, solution and cloud incentives Internal Use Software Up to 10 product licenses Up to 25 product licenses Up to 100 product licenses Additional Cloud Licenses MSDN Subscriptions 5 Seats of Visual Studio Online Basic 3 Visual Studio Prof. 5 Visual Studio Online Basic 5 Visual Studio Prof. 5 Visual Studio Online Basic 10 Visual Studio Prof. 5 Visual Studio Online Basic 5 Visual Studio Prof. 5 Visual Studio Online Basic 10 Visual Studio Prof. 5 Visual Studio Online Basic Microsoft Pinpoint Standard Highest Priority Online Product Support Online Online + 10 Incidents of business critical phone Online + 15Incidents of business critical phone + 5 Product Support phone incidents Online + 20 Incidents of business critical phone + 5 Product Support phone incidents Highest Priority Partner Advisory Hours 5 hours after first cloud sale20 hours50 hours Cloud Signature Support 7 on Prem Comps upto 5 Incidents 7 on Prem Comps up to 10 Incidents Unlimited Annual Fee $5,260 (Small Business - $3,800) $475$1,850 $5,260 (Small Business - $3,800) Free

16. $108B Signature Cloud Support is an exclusive partner technical benefit that provides qualified cloud competency partners with an elevated level of technical support for Microsoft cloud products. The Signature Cloud Support benefit provides partners with access to technical support engineers who work extensively with partners, have extensive product- specific knowledge, and are accountable for driving cases to resolution from start to finish. Experienced Partner-centric Solutions-oriented Engineers are trained to an escalation level with extensive product-specific knowledge Engineers work extensively with partners and understand partners’ businesses and priorities Engineers are accountable for end-to-end scenarios including hybrid deployments Signature Cloud Support Value16

17. On Premises Competencies: All other 50 Advisory Hours, Pre-sales Support, Partner Support Community 20 Product Support Incidents 10 Signature Cloud Support Incidents* Unlimited Signature Cloud Support* 20 Product Support Incidents 20 Advisory Hours, Pre-sales Support, Partner Support Community 15 Product Support Incidents 5 Signature Cloud Support Incidents* Unlimited Signature Cloud Support* 15 Product Support Incidents 5 Advisory Hours (with first cloud sale), Partner Support Community 10 Product Support Incidents Partner Support Community Online Interactive Sessions Gold Silver Action Pack Network *Currently limited to Office 365 and Microsoft Azure Effective end of September 2014 17 Cloud Performance Competencies: Cloud Platform Cloud Productivity, Small and Midmarket Cloud Hybrid Competencies: App Dev, Collab & Content, Communication, Data Platform, Datacenter, Dev & Deployment, Messaging, Mid Market Solution Provider, Project & Portfolio Mgmnt

18. Signature Cloud Support Gold - 10 incidents for Office 365 and Azure Silver – 5 incidents for Office 365 and Azure Application Development Collaboration and Content CommunicationDatacenter Data PlatformMessagingMidmarket Solution Provider Advisory packages that provide partners more customized support options: To help our partners gain expertise in the cloud, we are offering Signature Cloud Support—our exclusive break-fix solution for cloud partners who are working in customer environments—in 7 competencies. Office 365 Deployment Shadowing: http://support.microsoft.com/ kb/2952786 Labs on Azure: http://support.microsoft.com/k b/2973515 Modernize your Datacenter: http://support.microsoft.com/kb/2 973834

19. Microsoft Pinpoint Marketplac e http://pinpoint.microsoft.com

20. What is Pinpoint? An open marketplace that allows Microsoft partners and developers to promote and sell Microsoft technology and Cloud solutions to customers, amplifying your pipeline of qualified leads.

21. The New Pinpoint Marketplace Pinpoint provides an open marketplace for Microsoft partners and developers to promote and sell Microsoft technology and Cloud solutions to customers, amplifying their pipeline of qualified leads. New version of Pinpoint on Sept 29 th, 2014 with modern interface Higher quantity and quality of customer referrals Robust search and browse for customers to understand array of solutions and services offered. Coming soon: Partner performance measures become key factors in surfacing the right partner based on customer need Coming soon: Partners will be able to track customer referrals in a lead management system, supported by a new seller dashboard.

22. Understanding Pinpoint Search

23. The New Pinpoint Marketplace Pinpoint provides an open marketplace for Microsoft partners and developers to promote and sell Microsoft technology and Cloud solutions to customers, amplifying their pipeline of qualified leads. New version of Pinpoint in late September 2014 with modern interface Robust search and browse for customers to understand array of solutions and services offered. Coming soon: Partner performance measures become key factors in surfacing the right partner based on customer need Coming soon: Partners will be able to track customer referrals in a lead management system, supported by a new seller dashboard.

24. Homepage 3-Step “Find A Partner” Guide 1 2 3

25. Calls to Action | Resources

26. Make Pinpoint work for you

27. More Profile Tips For Top Ten profile tips see: http://aka.ms/PinpointResources

28. Partner Membership Centre $

29. Partner Marketing Center (PMC) One stop for sales & marketing tools, resources & services Customizable customer-facing digital marketing through web syndication Access to earned MPN logos to differentiate your business Events management for live seminars or online webcasts 29 www.readytogo.microsoft.com/

30. 30 PMC is constantly releasing new content and services. Marketing Campaigns. Enterprise and Small/Medium Business customer campaigns ready to customize and use. 2 3 4 5 1 Web Content Syndication. Align with Microsoft, lower your bounce rates and offer free product trials on your site. Digital Stride. Search engine optimization services for partners including Pinpoint profiles. LogoBuilder. Create and download customized logos to help you differentiate your business

31. A free service for Microsoft partners that dynamically delivers fresh and valuable customer-facing content from Microsoft through partner websites Microsoft Partner Confidential 31 Web Content Syndication Gives credit to our partners for each transaction (as well as trials) initiated from their sites (partner of record) Syndication of rich cloud content for Office 365 on the websites of our partners to drive awareness, demand and trial activity for our cloud products www.readytogo.microsoft.com/

33. What is IUR License Calculator? A tool that allows partners to know their “to-be” IUR license entitlement Support scenario: Action Pack Partners upgrade to Silver / Gold Competency Partners Silver Competency Partners add one additional Silver Competency Silver Competency Partners upgrade to Gold Competency Partners Gold Competency Partners add one additional Competency Location: Partner Digital Download Portal (aka.ms/ActivateIUR)

34. Why IUR License Calculator? IUR Calculation will be based on their existing IUR license grants Personalized Future License grants Office 365 25 Licenses Changes to your licenses: +15 Self-served Tool Partners can learn how to earn more IUR licenses by themselves and may not need to contact our support team* *This tool covers many key upgrade scenarios that partners need. IUR for New Cloud Competencies Cloud Productivities Cloud Platform Small and Midmarket Cloud Solutions Partners will be able to understand changes to their Cloud IUR when they attain new Cloud Competencies

35. License Statement on Partner Digital Download Portal Before

36. IUR License Calculator Released @

37. INCENTIVES THROUGH PARTNERSHIP

38. Aligned to how customers buy Microsoft solutions Cloud Platform

39. Online Services Advisors (OSA) Azure Consumption Managed Resellers Earn up to 23% in year 1 12% Deploy or Sell (EA or Web-Direct respectively) 7% Accelerator for partners with eligible MPN competency 4% Management Fee (first 3 years) Earn 20% of monthly consumption for eligible services for up to 2 years Currently only available to pre-approved partners Program expected to be available to Cloud Platform competency partners at some point in H2. Earn between 0.75% and 15% for sale of products through Open Licensing program Earn additional Accelerators for driving strategic workloads and sales motions Earn 5% for New Cloud Customers Earn 7% on incremental revenue for reaching Open Renewals target Rewards Partners for acquiring new customers or deploying services and managing relationships with Microsoft Online Services customers. Rewards Partners for driving consumption of Azure Services purchased through the Microsoft Online Services Agreement (MOSA) and Enterprise Agreements (EA) Rewards Partners for driving the product portfolio through the Open Licensing program.

40. Not all of the Incentive programs Microsoft offers in Canada are restricted to MPN partners, however most are. To assist our entire partner eco-system with building their businesses, managing cost of sale, and engaging with Microsoft customers we offer local programs throughout the year that are often inclusive of all partners. Examples of local programs we currently have in market that you can take advantage of O365 Partner Subsidy Pays up to $20/SKU sold (Min 5 licenses) (Valid until Dec 31, 2014) #1 Azure thru Open Earn $20 per license (Min 5 licenses) (Valid until March 31, 2015) #2 Cloud Ready (Valid until Nov 30, 2014) #3 #1 - http://www.microsoft.com/en-ca/web/o365open/ #2 - https://www.microsoft.com/en-ca/web/azure-offer/ #3 - http://www.microsoft.com/en-ca/web/cloud-ready/

42. New Datacenter competency Microsoft infrastructure solutions are evolving into comprehensive architectures that deliver a robust, streamlined, and scalable platform that can run on the customer’s datacenter, as a partner-hosted service or in a hybrid environment. To reflect this evolution, we are merging the Management and Virtualization and Server Platform competencies into a single competency called Datacenter. The internal use rights (IUR) benefits for this new competency have been updated to reflect partners’ capabilities and continued investment in these areas. What you need to know: Management and Virtualization or Server Platform competency partners will be migrated into the new Datacenter competency at launch and will have a minimum of six months to meet the updated competency requirements, regardless of anniversary date. In addition, partners will be able to keep their IUR benefits for one year after the launch date for products that are not offered in the new Datacenter competency.

43. STAY INFORMED

44. How to stay informed Choose your favorite way(s) to get your partner news and information Online – the CDN partner portal Home page provides a digest of news, opportunities, and resources Sign in for the best experience http://aka.ms/cdnpartner CDN Partner Team blog Announcements, opportunities, guides, schedules Subscribe to receive new posts in your email inbox Email tailored to your company and role delivered the first week of each month as a benefit of MPN membership http://aka.ms/cdnpblog CDN Partner Community Follow, like, share, comment, and engage from social platforms you use www.yammer.com/cdnwpc Training recommendations Recommended courses aligned to products, competencies, Certifications, assessments, exams – http://aka.ms/learning-pathshttp://aka.ms/learning-paths Sales Accreditations http://aka.ms/sales-specialist and http://aka.ms/presales-technicalhttp://aka.ms/sales-specialist http://aka.ms/presales-technical CDN Partner News Online Up to date most relevant information on offers, incentives, training and news MPN members get unlimited online support, at no charge, for questions about partner membership, development, presales assistance, and Microsoft products. http://aka.ms/uspartnersupport

45. Follow us on social sites Join the CDN Partner Community on Yammer, Twitter, Facebook, and LinkedIn.

46. Appendix

47. Sales and marketing resources Logo Builder for partners with a competency Microsoft Pinpoint, our online marketplace Microsoft Community Connections Ready-to-Go Marketing Campaigns Web syndication Event planning Third-party services

48. MPN portal Home page format provides information about your opportunities and resources Sign in with your Microsoft account for the best experience Click on the topics across the top for links to most- requested content Search across the site, or within specific categories US home page updated monthly with our recommendations Options to stay informed and additional recommendations in Community > Get involved https://mspartner.microsoft.com/en/ca/

49. Through the Partner Support Community forums, MPN members get unlimited online support for questions about: Development Presales assistance Microsoft products Program membership and benefits The Support Community forums can be searched, with results from not only the forum, but also TechNet, MSDN, and the Microsoft Community. Access support here through our Partner Newsboard http://aka.ms/cdnnews Partner support options