Grow your business with Microsoft. Understanding the go-to-market opportunities for Independent Software Vendors

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1 Grow your business with Microsoft Understanding the go-to-market opportunities for Independent Software Vendors

2 We re Investing in ISVs

3 The cloud has given us the opportunity to add more value to our customers. We have a vested interest in helping key ISV partners grow their business when you win, we win.

4 Why Microsoft now?

5 Product Momentum >90,000 >85% 1.2B+ new Azure customer subscriptions per month of fortune 500 companies on Microsoft Cloud Office users 2 3hrs 220M 50% per day spent in Office apps Windows upgrades in first 180 days of enterprises will have started Windows 10 deployments by 2017

6 Microsoft s Global Scale 24 Azure Regions available today, more than AWS and Google Cloud combined 200+sales offices with 73,000 sellers and marketers 430k partners with 160m mutual customers Azure regions Microsoft Sales Offices

7 3 Core Go-to-Market Opportunities e GTM Opportunities Through partner Best for: ISVs with a lean sales strategy Opportunity: Tap into 430k partners with 160 million joint customers worldwide Go-To-Market Resources Best for: ISVs developing cloud solutions for SMBs through to enterprise Opportunity: Leverage resources specifically tailored for ISVs Marketplaces Best for: ISVs with global aspirations Opportunity: Simplify distribution and deployment

8 Through Partner channel

9 Fun facts about our Partner Ecosystem The Microsoft Partner Network has +11,000 members in Canada +90% Of our revenue is driven thru/by partners Our Gold Partners hold 2.7 Competencies each Our Surface Channel has gone from 0 to 15 partners & $0 to $40M business in a little over 18 months Our channel is driving 115%+ & 400%+ YoY growth in Office 365 Seats & Customers We have the richest Channel Incentive portfolio representing ~$70 Million in expected payouts Our Readiness Programs will train +5K individuals Per year We have 2,2K Partners using 22K seats Of Office 365 via IURX individuals Microsoft s Channel Contributes over $340 Million annually to the British Columbia economy Microsoft s Channel Contributes over $270 Million annually to the Alberta economy Microsoft s Channel Contributes over $26 Million annually to the Saskatchewan economy Microsoft s Channel Contributes over $48 Million annually to the economy of Manitoba Microsoft s Channel Contributes over $810 Million annually to the Ontario economy Microsoft s Channel Contributes over $321 Million annually to the Quebec economy Microsoft s Channel Contributes over $71 Million annually to the economy in Atlantic Canada

10 Go-To-Market resources

11 Partner Solution On Microsoft Platform Microsoft Go-To-Market Reach More Customers Your technology is great, but it is not the main reason we are talking to you. It s because we think you have the unique ability to help us build our business. Jaspreet Singh, CEO, Druva

12

13 created specifically for ISVs, App Developers and Game Developers

14

15

16

17

18

19 Marketplaces

20 EXTENDING YOUR GLOBAL REACH Windows WINDOWS STORE Customer Channels OFFICE STORE AZURE MARKETPLACE

21 Global distribution Various channels to suit your business needs 121 markets 60M downloads per month 25 currencies Azure Marketplace Virtual Machines Office Store Windows Store IaaS SaaS website SaaS native/hybrid app

22 An online store for highly optimized and integrated applications and services ready to deploy on Microsoft Azure Growing ecosystem of 3,000+ virtual machine and SaaS offers Reduced sales cycle with pre-configured, readyto-run applications and services Streamlined configuration, deployment, and management Integrated platform experience M A R K T P L A C E

23 The Marketplace can help address customer challenges APP APP APP APP Growing portfolio of complementary applications and services on Azure Provides a one-stop shop to discover, search for, and purchase applications and services Configure and create scalable deployments of third party applications and services Third party applications and services can be easily integrated with existing solutions on Azure

24 Broad ecosystem of third party offerings that expand Azure functionality Microsoft Azure Azure Marketplace* *List of offers is not comprehensive.

25 Deploy Multiple Marketplace ISV s The Azure Marketplace enables end-to-end solutions in Azure, simplifying application development and facilitating the transaction of third party applications and services for customers. Customers can bundle Azure and Marketplace offers to create a single solution that meets their needs and drive consumption of Azure resources. M A R K T P L A C E

26 By country Algeria India Peru Argentina Indonesia Philippines Australia Ireland Poland Austria Israel Portugal Bahrain Italy Qatar Belarus Japan Romania Belgium Jordan Russia Brazil Kazakhstan Saudi Arabia Bulgaria Kenya Serbia Canada Korea (South) Singapore Chile Kuwait Slovakia Colombia Latvia Slovenia Costa Rica Liechtenstein South Africa Cyprus Lithuania Spain Czech Republic Luxembourg Sri Lanka Denmark Macedonia, Former Yugoslav Republic of Sweden Dominican Republic Malaysia Switzerland Ecuador Malta Taiwan Egypt Mexico Thailand El Salvador Montenegro Trinidad and Tobago Estonia Morocco Tunisia Finland Netherlands, The Turkey France New Zealand Ukraine Germany Nigeria United Arab Emirates Greece Norway United Kingdom Guatemala Oman United States Hong Kong SAR Pakistan Uruguay Hungary Panama Venezuela Iceland Paraguay

27 Barracuda We experienced a 50% increase in our quarter over quarter cloud revenue growth through joint go to market effort with Microsoft and focus on the Azure Marketplace. BJ Jenkins, CEO, Barracuda = 3.3 million hours of Azure Compute 300 % year over year revenue growth 450 % increase in GLOBALLY. increase in qualified opportunities 30 % reduction in time 30 % opportunity win rate from trial in Azure Marketplace to purchase

28 The most strategic developer surface area for us is Office Satya Nadella

29 1.2B+ users 400M+ Outlook.com users 100M+ downloads of mobile apps 2 3 hrs./day spent in Office apps 850M meetings are created a month Over 4T s sent with O365 Over 470PB of storage

30

31

32 Distribution Various channels that best suit your business needs

33 Why Microsoft now?

34

35 Thank you

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