5. * Forrester Research, Total Economic Impact, 2011 - $84 per use, per year potential support revenue

15. Align sales resources and activities to ensure the highest degree of success targeting well- qualified prospects. Engage prospects in an ongoing dialogue through a well- executed trial experience. Move a customer through the information gathering cycle to attain a solicited proposal and well-qualified deployment strategy. Facilitate large scale deployment, through new tools, documents and guidance for partners. Drive effective organizational & end- user readiness as a key component of every deployment. Lync Accelerate delivers a coordinated set of sales and deployment tools, guidance and offers designed to accelerate adoption of Microsoft Lync solutions.

19. RegisteredSilverGold IHV Silver &Gold Global BG Qualified ISV PR Standard MPR press releaseXXXX Personalized quote in PR XXX Spokes person support X Microsoft Field Promotion UC Communiqué release XXX Participate in Microsoft Global field webcasts X Web Promotion PinPoint listing XXX IHV Listing on TechNet and Microsoft.com XXX ISV Listing on TechNet and Microsoft.com X O365 Marketplace featured placement X Collateral Solution Brief XXX ISV only - Channel 9 video solution brief XX Invitation Only Programs - limited availability Qualify for the Lync Catalogue XXX Promotion to the Lync Partner Community (newsletter and social media) XX Case Study (must have great ref) XX Support to partner led events: speaker, collateral, messaging X Co-marketing funds X Lync Core Demo Script X Qualify to be part of the SI playbook X Joint marketing plan and Business Reviews with BG X

23. Practice BuildingSalesTechnicalSupport*PlatformContinuingTotal Training Playbook (NA) Practice Acc (16 hrs.) Online Tutorials (4 hrs.) Sales Ignite (12hrs) TechEd (~16hrs) MSL TS/Pro (16hrs) Ignite (40hrs) Adv. Lync Training (40 hrs.) Masters (3 wks.)*** Support Engineer Training Depth Support Training Dev Kit (11hrs) Webcasts (8 of 10)Hours (Required) Practice Manager   (Recommended)  ~12 Solution Sales   ~24 Technical Pre- Sales   (Recommended)    ~28 Solution Architect     (Recommended)  (Recommended)  ~68 Delivery Professional      ( Recommended)  (Recommended)  ~68 Support Engineer (Tier 1 )  ~70 Depth Support Engineer (Tier 2)  ~40 Platform Architect/ Developer    ~15  Req  Opt *Both support engineer and depth support engineer trainings are in-person sessions (5 days and 10 days respectively). Support engineer has an online test-out option. Note that these are a part of the PSLP certification requirements for the organization, not the individual. ***All courses will be available online (except for Masters), while there will be limited courses offered in person.

26. Be Where Customers will see & Try Lync - at the MTCs, CIEs and SIs MTC Environment CIE Environment & Partner Program Enterprise Voice Trial Office 365 Trial Hardware Devices (no or reduced cost) Experience IM/P & Conferencing Demo at the CIEs | 30 days trial with up to 5 free devices Qualified customer identified Experience Lync with Enterprise Voice Demo at the MTCs | 30 days trial with up to 10 free devices Enterprise Voice Now (USA) Supporting Tools and Resources Voice SSP Led Voice SSP Led Partner -delivered Demos & Trials Partner Led Trial via self –host | white-label | Office 365 Partner-hosted Demo via VHD| Lync Online| CIE Environment Lync Demo VHDs

29. Engage with the Channel

31. Microsoft supporting tools and resources for SIs Lync Hardware Partner Programs for SIs Guide Referral programs guide Hardware Catalog & Configurator Sales incentives, marketing resources Guide NFR / personal use product Demo kits & samples Engage with hardware resellers and/or Brokerage Services Engagement results: Custom hardware bundles and promotions Better aligned against competition Shared opportunities with some collaboration on deals Pilot Success Partner Engage with Value Added Distributors (VADs) Engagement results: Unified sourcing & special hardware solution bundles Hardware resell opportunity Shared opportunities and collaboration on deals Engage in a direct relationship with Lync Hardware Partners Engagement results: Unified sourcing & special hardware solution bundles Hardware resell opportunity Lync Practice is a major contribution to overall revenue WIN Opportunity based Engagement Start to add hardware expertise to their Lync practice Full hardware support into their Lync Practice Training, Training, and Training

32. Win deals Maximize customer and partner satisfaction for your product Invest Invest and recruit PSLP partners to sell, deploy, and support solutions featuring your products Extend Extend your participation in the Lync Hardware Catalog & Configurator to include support offerings LIHV Vendor “Go-Dos”