What is the Modern Workplace?

Digital trends are changing the way people work Employees work on nearly 2x the number of teams than they did five years ago* 41% employees say mobile business apps are changing the way they work* Information overload wastes 25% of employee time, costing U.S. business $997B each year* 160M customer records leaked* 229 days to detect security infiltration* * Multiple industry sources.

and collaborating to improve business outcomes* Generating urgency Faster time-to-market/value Increased agility Unlocking value Greater collaboration and communication both internally and with customers and partners Better intelligence and analytics with a single view into corporate information Improving financial results Ability to move the needle on whatever matters the most revenues, profitability, customer growth and/or stock price *The Partner Opportunity For Microsoft 365 Enterprise Forrester Total Economic Impact Study commissioned by microsoft, July 2017

Uneven level of digitization across industries in Europe Source: McKinsey Global Institute - June, 2016

There are over 2m Front Line Workers in the UK IM and presence Schedule management & productivity Communication & collaboration Training & onboarding Culture change Security Microsoft StaffHub

New influencers on IT budget

What is the conversation you want to have? IDC, Partner Valuation, Why Vendors Must Care, doc #249719, July 2014

Modern Workplace Solution Practices that drive Digital Transformation Practice / Solution Practice building blocs Product alignment Partner Opportunity* Collaboration Modern Desktop Security and Compliance Cloud Voice Modern Business Processes and Content Management Migration and Change Management First line Workers Organizational Effectiveness Exchange Online Office applications SharePoint Online M365 Skype for Business Yammer Microsoft Teams Modern Develop Deployment Windows 10 Office M365Pro Plus Modern Desktop Managed Services Azure AD Surface Enterprise-level Identity protection Control and protect information Regulatory compliance Proactive attack detection and prevention Modern Meetings with PSTN dial-in Cloud PBX enablement O365 Advanced Security & Compliance EMS Windows DATP Cloud PBX PSTN Conferencing Change Management and Business Consulting Managed Services Support Technology-as-a-service (hardware + software) Security & Compliance Managed services GDPR consulting and training Low-cost automated monitoring solutions Technology consulting *The Partner Opportunity For Microsoft 365 Enterprise Forrester Total Economic Impact Study commissioned by microsoft, July 2017

Microsoft Priority Verticals

Partner Revenue Opportunity* Scenario: M365 Enterprise deployment for new customers with 5,000 users: Year 1: 01 new customer Year 2: 10 new customers Year 3: 15 new customers *The Partner Opportunity For Microsoft 365 Enterprise Forrester Total Economic Impact Study commissioned by microsoft, July 2017 Costs: Practice leads hiring Value add IP development Internal Training Marketing Customer Experience & Demo lab

2 recent engagements showing the natural upsell The savings achieved by deploying Skype for Business Conferencing pulled a PBX refresh forward by two years. The focus on new ways of working opened up a security discussion A University in the North West was going to deploy 000 s of Sharepoint sites. After a Value Discovery Workshop the strategy switched to Teams and centered around Self- Serve

How to engage with Microsoft?

How are we lined up to drive your success? Build-with Go-to-Market Sell-with Customer Enterprise Partner Management: Develop, Launch, Grow Offers into Market Capacity Requirements Channel Management Customer Success SMC Technical Cloud Solution Architects/Partner Technical Architects Programs & Incentives

Microsoft Co-sell Difference Extending Microsoft assets to partners to drive our joint success. Worldwide Scale Customer Relationships Technical Expertise Largest Salesforce Partner Ecosystem Experts to help you enter new markets Long standing and deep customer relationships Leading Cloud platform customer conversations Incented to sell with you The broadest partner ecosystem

Build-with Engagement Framework Recruit Develop Launch Grow Business case Offer: What s your IP? Differentiation? Vertical focus? Business model & Licensing: CSP Financials: Margins, Incentives, MPN, Competencies Commitment & Sign off Readiness Offer: Value add IP development Operations: Billing, Provisioning, Support Internal Training: Sales, Technical team Marketing: GTM strategy and launch campaign Sell Ready-to-use collaterals; Marketing Concierge; Comarketing Scale Co-sell with Microsoft

Selling through CSP Direct Partner Microsoft Customer Indirect Provider Indirect Reseller

CSP Program $$ Direct Partner Microsoft Customer $$ $$ Indirect Provider Indirect Reseller

CSP Program $$ Direct Partner $$ Microsoft Cloud Agreement Microsoft $$ Customer $$ $$ Indirect Provider Indirect Reseller

CSP Direct Partners 1 2 3 Sign up in a specific market Specify a monthly billing date 1 st to the 28 th of the month Agree to the terms of the Microsoft Cloud Reseller Agreement

Microsoft Partner Network (MPN) 3 ways to partner with us SILVER 3 customer references 1 business focussed competency assessment 1 technical professional to pass technical exam/ assessment or both Varies per competency 1 2 3 NETWORK MEMBER ACTION PACK COMPETENCY No-cost, basic membership. First step to receiving relevant information and exploring Microsoft resources annual subscription fee Access developer tools, support, training and software to run your business Elite tier Be rewarded for your success with increased support, software and training 5 customer references 2 business focussed competency assessments 2 technical professionals to pass technical exam/assessment or both Varies per competency GOLD

CSP Margins & Incentives Direct Partner & Indirect Reseller ERP Price 20% discount for Direct CSP Partners List Price 8% Global Accelerator 3% EU- EFTA Accelerator *E3, E5, Business Premium Final Price General 20% PSTN Global Accelerator 5% M365 E3/E5 Global Accelerator Final Price Specific 31% to 51% total discount *Participants receive an Incentive Award of $500 per new customer starting with the fourth new customer onwards

Resources & Programs

Microsoft 365 Marketing Campaign

Advanced Collaboration Marketing Campaign

Calls to action Sign up to Partner Next www.microsoft.com/uk/partner/next/subscribe Engage with the Marketing Concierge ukmc@microsoft.com

Microsoft Cloud Reseller Agreement September 2017

Program Guide Billing and subscription support Provisioning and deployment help Resolving performance issues, service availability issues Managing updates for services and software Answering usage questions September 2017

Microsoft Cloud Reseller Agreement September 2017

The Microsoft Cloud Agreement 1. Grants, rights and terms 2. Subscriptions, ordering 3. Term, termination 4. Security, privacy, and data protection 5. Warranties 6. Defense of third party claims 7. Limitation of liability 8. Support and Professional Services 9. Miscellaneous 10. Definitions September 2017