3. 3 Ways to Receive Leads in C2PC 1.Smaller Estimated Deal Sizes: Sent to geography based pools and accepted by Partners on a first come, first serve basis. 2.Larger Estimated Deal Sizes: Direct Assigned by your Microsoft Partner Field Representative 3.Partner Generated Demand: Track Partner Generated Opportunities related to Ready-To-Go (RTG) and Microsoft Community Connection (MCC) Events What is C2PC? C2PC is a lead management tool enabling: Microsoft to pass SMB Leads to Partners to engage with customers timely Microsoft and our Partners to provide a World Class customer experience Microsoft Lead Sources “Leads” are acquired from multiple sources, including: Customer “Trials” including Office 365, Intune, CRM Online, Windows Server among other products “Click 2 Chat” team who interact with customers with pre-sales questions related to Microsoft products Customer Support Services assisting customers needing help Outbound prospecting

5. Step 1 Email Notifications sent when a New Lead is available in C2PC Dear Partner, New leads are available to your organization on a first come first serve basis and are available for you to accept and assign to a sales representative. Please log in to the C2PC Portal immediately to view these leads in the New Leads tab and take action. Take me to C2PC Portal Please direct any system inquiries to Ops. Take me to C2PC PortalOps New Lead(s) Available Dear Partner, New leads have been assigned to your organization based on customer preference and are available for you to assign to a sales representative. Please log into the C2PC Portal to view the new lead(s) within the Accepted Leads tab and take action. Take me to C2PC Portal Take me to C2PC Portal Please direct any system inquiries to Ops.Ops New Lead(s) Assigned

6. System Requirements Windows 7/Windows 8/Windows 8.1 Operating systems IE10, IE11 (browsers) Microsoft Excel for viewing reports 1.Log-In to C2PC by going to http://c2pc.cloudapp.net/http://c2pc.cloudapp.net/ OR 2.Click on the Link that is provided in the email from the previous step notifying you that there is a lead assigned to you C2PC Uses your Microsoft Account for User Authentication The email address you provided during your registration process will be the same email address you use to log into C2PC. This will also be the email address that will be used to notify you of new leads. If you are experiencing issues during log in please send email to askC2PC@microsoft.com (Please Review for 1 st Time Log-In): Internet Explorer Compatibility Settings You may need to adjust your browser settings to support the C2PC user interface: From Internet Explorer go to Tools -> Compatibility View Settings Add cloudapp.net to Compatibility View Step 2 Log In to C2PC Enter your email address you registered with 1 2 Enter your Microsoft Account password

7. Click on “New” Tab when you receive C2PC Notification with a Subject Line Of “New Lead(s) Available Click on “Accepted” Tab when you receive C2PC Notification with a Subject Line Of “New Lead(s) Assigned” Step 3 Navigate to View Lead(s)

8. Review Details on Lead(s) to determine if you want to accept Check the Box on Lead(s) you Want to Accept Click on Accept Important Notes: Leads will only show up on the “New” tab when you receive a C2PC Email Notification with the Subject Line “New Lead(s) Available”. These Leads are available to you and other partners to accept on a First Come, First Serve Basis Accept only the leads you fully intend to engage, manage, and close After completing this step, the leads will be removed from this tab and will no longer be accessible to other partners. It will now be available in your “Accepted” tab, ready for you to assign to a Sales Rep Leads that you accept from this tab will have a Lead Category = Lead Pool and will count toward your lead limit Once you have accepted a lead from the Lead Pool it cannot be returned Click on New Tab 1 2 3 4 Disclaimer: Some examples are provided for illustration only and are fictitious. No real association is intended or inferred. Step 4 Accepting Leads from Pool (First Come, First Serve) TIP: Hover mouse over Description to see additional information about Lead

9. Shortly after you accept a lead or a lead has been directly assigned to you, an automated email (similar to below) will be sent to the customer that will introduce you as the partner. Dear, Thank you for our conversation about your business needs. I want to introduce you to, a Microsoft Partner. They can assist you in your evaluation and offer valuable services to ensure you have an optimized experience. I’ve copied them on this message & I expect they will be in contact with you in the next day or two. If you have any questions or are unable to connect, please do not hesitate to contact me. Microsoft Introduction for [Customer Name] & [Partner Name] Step 5 Automated Customer/Partner Introduction Email Sent

10. Check the Box on Lead(s) you Want to Assign Select Sales Rep you want to Assign Click on Assign Click on Accepted Tab 1 2 3 4 Step 6 Assign Sales Rep to Lead Important Notes: This is where you will find all Leads that have been directly assigned to you (C2PC Email Notification with the Subject Line “New Lead(s) Assigned”) Any lead you have accepted from the “New” tab will also show up on the “Accepted” Tab, ready to be assigned to a Sales Rep. Ensure all leads are 100% assigned to a Sales Rep the same day you are directly assigned or have accepted the lead from the “New” tab If Lead is not assigned to a Sales Rep, Lead Notes and Customer Contact Information is not available We assume all leads not assigned to a Sales Rep are not getting contacted Leveraging only the Customer/Partner Intro email for initial contact should not be a standard practice Once a Sales Rep is assigned, the leads will be removed from this tab and will now be available on your “Assigned” tab

11. Click ID# Review Customer Contact Details Click on Assigned Tab Review Microsoft Lead Notes 1 2 3 4 Step 7 Contact Customer

12. Updating Lead Status Steps: 1.Update Status (when applicable) 2.Add Notes at anytime 3.Enter and Estimated Purchase Date (when applicable) 4.Click Save Step 8 Updating Lead Status Lead StatusDefinition Attempting to ContactAll Leads will default to this status initially. Represents Partner is still trying to get in touch with customer Interest ConfirmedPartner has made successful contact with customer, and they have confirmed their interest and continued engagement QuotedPartner has provided the customer an estimate related to their engagement Current Status Options: Interest Confirmed Quoted Won Lost/Disengaged Add notes at anytime by entering a note and then clicking Save. Status will not be updated unless you have selected a Status If Status Selected is “Interest Confirmed” Or “Quoted”, you can enter an Estimated Purchase Date that is less than 1 Year out. If Estimated Purchase Date is Greater than 30 Days Away and Lead was from the Lead Pool, it will be excluded from your Lead Limit. Once lead falls within 30 days, it will be counted back into your lead limit This will allow you to show leads that are “Delayed” and still allow you to “Accept” more First Come, First Serve Leads Important: This should not be used for the sole purpose to accept more leads and will be monitored to ensure appropriate use 1 2 3 4 1 2 3 4

13. Step 8a Updating Lead Status to “Won” Important Notes: Only close leads as “Won” when a customer has made a purchase decision Once you update a status on a lead to “Won”, the lead will be locked and considered closed. You will not be able to change the Lead back to a prior status or make any additional edits to the Lead Leads should not be closed only to be able to accept more leads Select Status as “Won” Add any additional notes 1 2 Enter License Agreement # Subscription ID (Online Products) Agreement Number (Open Products) Enter Actual Quantity Customer Purchased Enter Microsoft License Revenue List all product(s) sold to customer. If multiple, separate by commas 5 4 3 6 10 Rate the Quality of the Lead between a value of 1 and 5 (1 = Low, 5 = High) 7 If Lead Quality Score is 3 or Lower, please select all reasons that apply 8 Add any additional feedback or comments regarding Lead Quality 9 Click Save

14. Step 8b Updating Lead Status to “Lost or Disengaged” Select Status as “Lost or Disengaged” Add any additional notes 1 2 Select from one of the following Close Reasons No Interest No Funding No Response Purchase Timeframe > 12 Months Purchased from another Competitor Purchased from another Microsoft Partner Cancelled Project Unable to Support Customer Needs (Re-assign) 3 Important Notes: Only close leads as “Lost or Disengaged” when the customer no longer shows interest or you need to have a lead re-assigned One you update a status on a lead to “Lost or Disengaged”, the lead will be locked and considered closed. You will not be able to change the Lead back to a prior status or make any additional edits to the Lead Leads should not be closed only to be able to accept more leads Click Save 7 Rate the Quality of the Lead between a value of 1 and 5 (1 = Low, 5 = High) 4 If Lead Quality Score is 3 or Lower, please select all reasons that apply 5 Add any additional feedback or comments regarding Lead Quality 6

15. Click “Add New User” to Provision New Partner User (See Next Slide for Detailed Steps) Click “Edit” to modify user role or email address Available Partner Roles: Partner Administrator – Receive New Lead Email Notifications, Accepts and Assigns Leads, and can serve as Sales Rep, Manages User Provisioning Partner Standard User – Is the Sales Rep who receives Leads from the Partner Administrator Important Notes: User email address will need to be tied to a Microsoft Account in order to access C2PC. User Email address for C2PC Access should be the email account that the user will want to receive C2PC Email notifications with. Steps for User to associate Email Address to a Microsoft Account: 1.Open https://signup.live.com/signup.aspx using your internet browser.https://signup.live.com/signup.aspx 2.Enter your lead notification email address for the user name. 3.Enter your password and other details. 4.Select Create account. Click “X” to Deactivate User Access or Click “√” to Reactivate User Note: In order to deactivate an existing user, all Open Leads currently assigned to that user needs to first be re-assigned to a different Sales Rep before the User can be deleted. Please go to “Assigned” tab first to re-assign leads. After leads are re-assigned, user can then be deleted 2 3 4 Click on “Partner Management” Tab 1

16. Click “Add New User” to Provision a New Partner User Fill in New Partner User’s “First Name”, “Last Name” and “Email Address” Important Note: Please provide the Partner User’s Email address that they would wish to receive C2PC email notifications with Select the “Requested Role” you would like them to have for C2PC Access Available Partner Roles: Partner Administrator – Receive New Lead Email Notifications, Accepts and Assigns Leads, and can serve as Sales Rep, Manages User Provisioning Partner Standard User – Is the Sales Rep who receives Leads from the Partner Administrator Click “Submit” Important Notes for New Partner User: An email from C2PC will be sent to the New Partner User. The New Partner User will need to sign into C2PC with the same email address that was used for the registration The email address will need to be connected to Microsoft Account New Partner User will need to Accept the C2PC Terms & Conditions before they will be activated. Only when the New Partner User completes the final registrations steps will they be activated in C2PC They will be available as a Sales Rep in the drop down menu once they are activated 2 3 4 5 1 Steps for User to associate Email Address to a Microsoft Account: 1.Open https://signup.live.com/signup.aspx using your internet browser.https://signup.live.com/signup.aspx 2.Enter your lead notification email address for the user name. 3.Enter your password and other details. 4.Select Create account.

17. We have added the ability to search your opportunities with a combination of search and filter fields on a separate tab in the C2PC Portal. Any opportunities assigned to your partner organization that match the search criteria entered will then be returned on the page. To use the search feature: Click on Search Tab Select or Enter One or More Search Criteria Click on Search Button To Clear Search Criteria, Click on Reset Button 1 1 2 2 3 3 4 4

18. By clicking on the Export to Excel – available on the Accepted, Assigned, or Won/Loss Tabs, you can download the leads that are showing in each of those tabs into an excel spreadsheet By clicking on any of the column headers within each of the tabs, you can sort the lead records within each of those tabs in ascending or descending order Sorting by Column The Won/Loss Tab will provide you a view of all of leads you have marked as either a Won or a Loss. The Reports Tab will provide you a performance summary of your leads by status and by sales rep