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1 Unlocking the Value of the Adobe + Microsoft Partnership

2 Changing the world through DIGITAL EXPERIENCES 2

3 EXPERIENCES MATTER MORE THAN EVER

4 MAKE EXPERIENCE YOUR BUSINESS BACK OFFICE WAVE owner CTO / CIO / CFO FRONT OFFICE WAVE owner VP Sales / CIO EXPERIENCE BUSINESS WAVE owner Consumer 2016 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

5 THE NEXT WAVE.. EXPERIENCE DELIVERY Unify and simplify cross-channel workflows and experiences Changing Customer Buying Patterns DECISIONING & ALGORITHMS DATA Profile & Identity CONTENT Content Velocity FRONT OFFICE WAVE PIM POS (standard, mobile, kiosk) Merchandising Commerce and order Mgmt. CRM Behavioral Data CMS Marketing Automation BACK OFFICE WAVE Inventory Mgmt. Store Operations ERP Spend and Supply Mgmt. Business Intelligence

6 Adobe Strategy ADVANCE STATE OF THE ART FOR CONTENT DRIVE DIGITAL TRANSFORMATION OF INDUSTRIES POWERING EXPERIENCE WITH INTELLIGENCE PARTNERS: FUEL CUSTOMER SUCCESS

7 Experience Cloud Creative Cloud for Enterprise Analytics Cloud Advertising Cloud Marketing Cloud Document Cloud for Enterprise ADOBE CLOUD PLATFORM ADOBE SENSEI ADOBE IO 2017 Adobe Systems Incorporated. All Rights Reserved. Adobe Confidential.

8 Adobe Experience Cloud Partner Programs Solution Provider Program Adobe Exchange Program PARTNER TYPE: Service Providers (agencies, system integrators) Product Companies (software, technology, data) GOAL: BENEFITS: Supporting Systems Integrators and Agencies building practices and repeatable go-to-market solutions Services revenue and increased traction for agencies and System Integrators; Customer satisfaction Support technology access and go-to-market of partners in the paid program Extend value of Adobe solutions; Partner ecosystem; Customer satisfaction WHY: Driving innovation, penetration into new markets and verticals; Practice development Technology integration; Complementary technology: Drive innovation

9 Adobe and Microsoft Partnership Product Strategy

10 Microsoft & Adobe, A Partnership to Accelerate Digital Transformation Adobe and Microsoft share a vision for the future of the enterprise Cloud-first Mobile-first Exceptional experiences WE VE COME TOGETHER TO: create a long-term strategic vision and plan for the era of the empowered digital consumer Bridge the worlds of the CMO and CIO, bringing together content and data in one end-to-end platform* Create a unified global platform for customer engagement and experiences across sales, services, and marketing Help enterprises embrace digital transformation and deliver compelling, personalized experiences through every phase of their customer relationships to strengthen their brands

11 Essentials of the Adobe + Microsoft Partnership Leadership in Design, Document, and Digital Marketing Solutions Adobe is the preferred Marketing Service in Microsoft Dynamics 365 Enterprise World-class CRM and a Robust, Scalable Cloud Platform, and Expansive Ecosystem Microsoft Azure is the preferred Cloud Platform for Adobe Experience Cloud, Creative Cloud, and Document Cloud Adobe and Microsoft will bring together the cloud horsepower and end-to-end capabilities brands need to design and deliver great digital experiences. - Shantanu Narayen, President and CEO of Adobe Together, Adobe and Microsoft are bringing the most advanced marketing capabilities on the most powerful and intelligent cloud to help companies digitally transform and engage customers in new ways. - Satya Nadella, CEO of Microsoft 11

12 What This Partnership Means for Our Customers Microsoft and Adobe, customers will benefit in the following ways: SYNERGIES Leverage synergies across systems gaining new insights, taking smarter action, delivering better experiences, and creating new efficiencies. VALUE Maximize the value of their existing and future technology investments. GLOBAL REACH TECHNOLOGY Gain the flexibility of global scale with the security and compliance they demand. Be poised to take advantage of technology advancements around artificial intelligence and machine learning across their infrastructure and business applications. PARTNERS Tap into a global ecosystem of knowledgeable implementation partners. 3rd PARTY APPS Enjoy a vibrant pool of third-party apps that build on the new Microsoft and Adobe synergies. 12

13 Strategic Technology Collaboration INTEGRATION PLATFORM Best-of-Breed Marketing & Sales Integrations Highly Integrated Visualization Enterprise-Grade Cloud Platform Compatibility Experience Data Model Experience AI Ecosystem + Innovation Microsoft and Adobe will build deep integrations between Adobe Experience Cloud and Microsoft Dynamics 365 Enterprise, giving customers a powerful, comprehensive marketing-to-sales service that drives the business. Adobe will combine its leading analytics capabilities with Microsoft s visualization capabilities (Power BI) to deliver customer insights that are more easily consumable, and integrated with semantic data models for the customer journey. Adobe will engineer its Experience, Creative, and Document Cloud technologies to run on Microsoft Azure, providing customers with a resilient, secure, and enterprise-grade global platform. Establish and evangelize an industry-standard semantic data model to provide a common language for understanding and driving real-time customer engagement and drive adoption of those models in our respective cloud services for marketing and CRM. Collaborate and invest in advancing the state of the art in areas of deep learning and artificial intelligence (AI) as it relates to customer journey experiences and applications. Deeply integrate Adobe s developer platform efforts with Microsoft s industryleading Azure developer platform; drive a combined developer and ISV program so developers get a fully integrated application platform for nextgeneration experiences. 13

14 Microsoft and Adobe Solutions In Market Now Adobe Campaign Orchestration I want to optimize cross-channel campaigns and get my marketing activities and sales efforts moving in sync. Adobe Experience Manager Web Foundation I want to build a better foundation for web experience management. Adobe Analytics For Data Insights I want to provide my organization instant access, on any device, to the most important customer insights Adobe Campaign + Microsoft Dynamics 365 Sales Adobe Audience Manager Microsoft Power BI Adobe Target Adobe Media Optimizer Adobe Analytics Adobe Experience Manager Sites Managed Services + Microsoft Azure Adobe Analytics Adobe Target Adobe Analytics + Microsoft Power BI Partner Services Build customer solutions on Adobe Campaign and Microsoft Azure that leverage Microsoft Dynamics 365 and Adobe Experience Cloud platform

15 2017 Availability Multiple integrations are live today with more coming Dynamics 365+ Microsoft Dynamics 365 enhanced integration with Adobe Campaign Classic. Dynamics Microsoft Dynamics 365 integration with Adobe Experience Manager Forms. + Dynamics 365 Microsoft Dynamics 365 integration with Adobe Sign + Adobe Experience Manager Assets & Sites on Microsoft Azure. *see roadmap details on next slide Power BI + Adobe Analytics Enhanced Content Pack plus Traffic Analysis and new Mobile Pack for Microsoft Power BI. + SharePoint SharePoint integration with Adobe Sign integration. + Bing search integration with Adobe Audience Manages for custom audience targeting Adobe Report Builder Analytics integration to Microsoft Power BI.

16 Adobe & Microsoft Data Strategy Pillars Data Platform built on Azure Data Lake Enterprises can land all of their Adobe, Microsoft, customer, and third-party data in a single place Store the Data in a Common, Industry Standard Format Adobe and Microsoft will create an open industry-standard data model Experience Data Model (XDM) Extend into the Ecosystem The platform will be accessible and extendible by customers, partners, and ISVs All data in one place, in one industry standard schema/format, which enables you to intelligently design and offer transformative experiences for customers from a unified, single platform 16

17 Adobe / Microsoft Platform Strategy Customers / Partners Adobe Experience Cloud Experience Business Applications Dynamics 365 Power BI Creative Cloud for Enterprise Analytics Cloud Advertising Cloud Marketing Cloud Document Cloud for Enterprise Common Data Service Adobe.IO Intelligence Layer Cortana Intelligence Suite* Adobe Sensei* Adobe Cloud Platform Experience Data Model and Platform Experience Data Model & Common Data Model Microsoft Azure Cloud *Cortana Intelligence Suite and Adobe Sensei combine deep understanding of the customer plus the big data framework to create customer experiences at scale and velocity.

18 This Partnership Is About Our Customers We re partnering with Microsoft because we believe together we can unlock more value for our customers We ve suggest roadmap and priorities in this presentation, but we would love your feedback to know what is most valuable for your business 18

19 Flagship Customer Program Building References To Help Our Partners Sell Invested customers on the combined platform will speak as advocates for the partnership. Willing to speak at upcoming events. Agreed to be references for the value proposition for our partnership Will provide content for our marketing material

20 How We Can Work Together Chris Savoy

21 Adobe and Microsoft Alliance Opportunity for Partners Adobe, Microsoft and Partners: Working together to solve big client challenges BUILD PARTNER SOLUTIONS ON MICROSOFT AND ADOBE S INTEGRATED PLATFORM EXPAND YOUR PARTNER OFFERINGS AND GROW REVENUE INTO NEW SOLUTION AREAS LEVERAGE BOTH MICROSOFT AND ADOBE S INDUSTRY LEADING PARTNER PROGRAMS

22 Microsoft, Adobe, and Partners Financial Incentives for Co-Selling Microsoft and Adobe have a Co-Sell relationship where each product is contracted on the provider's paper Microsoft Azure and Dynamics 365 sellers retire quota on Adobe contracts Adobe sales receives 2X commission on deals that include Microsoft Azure and Dynamics Qualified Adobe Partners can take advantage of deal registration financial incentives Microsoft Dynamics and Azure partners receive compensation on qualified deals 22

23 Adobe, Microsoft, and Partners Driving Business Together Map Accounts Identify where Partners have key relationships with clients. Review where Adobe and MSFT have sold products. Uncover opportunity for targeted account planning. Lead Sharing Microsoft team will generate leads delivered through the Adobe deal registration process. Adobe will generate leads from field sales teams and will provide back to Microsoft. Partners can register deals with Microsoft and Adobe. Account Planning Partners meet with Adobe and Microsoft teams to plan for opportunity pursuit. Partners can participate in lead sharing and account planning just like any other Adobe or Microsoft opportunity!!! 23

24 Scenario #1: Build and sell custom IP or Partners Services built on the Adobe and Microsoft Platforms Help your customers connect their sales and marketing for Financial Services PLANNING Explore partnership opportunities with Adobe and Microsoft and determine what is needed to advance your interested in the partnership. READINESS Take advantage of available readiness to educate your team sales and technical to know how your custom Solutions will benefit customers in Financial Services. IDEATION As an expert in Financial Services, identify a capability where you can create a differentiated value for your customers using Dynamics 365 or Adobe Campaign SOLUTION Develop a Solution specific to Financial Services that leverages specific capabilities for Dynamics or Adobe Campaign to help your customers meet their marketing and sales needs. SELL Work with Adobe and Microsoft to refine the GTM for your Solution, agree on a joint solution sales strategy, and move forward with coselling.

25 Scenario #2: Sell Adobe and Microsoft solutions that compliment your Partner Services Move your customers to the cloud with AEM Web Experience Foundation Managed Services on Azure PLANNING Work with your Adobe and Microsoft partner managers to map accounts and schedule opportunity planning with account teams for joint solutions and services. IDENTIFY WHITESPACE OPPORTUNITY Look for new opportunity in accounts where customers are using competitive CMS platforms, or are exploring a move to the cloud. ALIGN WITH ADOBE AND MICROSOFT Exchange leads and build an account / opportunity pursuit plan with partner managers and accounts teams on both sides. SELL Meet with the client together with Adobe and Microsoft to position AEM on Azure along with your partner services. Build a vision match with the client and drive a POC to prove out the platform. SUCCESS Close business and begin work to ensure client is setup for success with a longterm product run strategy in place to run their digital properties in the cloud with Adobe and Microsoft.

26 Continue to Engage With Adobe and Microsoft Events and Resources JULY MS Ready (Microsoft Field Event) DEC 2017 Adobe Worldwide Sales Conference 18 MARCH Adobe Summit (Customer Facing) MAY Adobe Summit EMEA (Customer Facing) Key Alliance Contacts: Chris Savoy Adobe Partner Lead Fabio Araujo Microsoft Partner Lead JULY MS Inspire (Microsoft Partner Event) SEPT MS Ignite (Microsoft Business Event) Ongoing education opportunity Adobe and Microsoft Webinar Series for Partners Adobe Café Series for Partners SSP Free Online Training and Adobe Digital Learning Services Training MAY MS Build (Microsoft Developer Event) Useful Links: Adobe Partnership Website microsoft-partnership.html Adobe Partner Program Website: Microsoft Partner Program Website

27 Partner Call To Action: Partner With Adobe and Microsoft Educate yourself on the Adobe and Microsoft Partnership Sign up to be an Adobe and Microsoft Partner (if not already) Contact your Partner Manager for guidance on getting engaged Agree on where you see opportunity and align your service offerings Engage in account planning and create an account by account strategy Drive pipeline and close new business with Adobe and Microsoft 27

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