1. FY15 Lync Hardware Partner Marketing Playbook

12. Benefits

14. MPN Enroll: https://mspartner.microsoft.com/en/us/Pages/Membership/enroll.aspxhttps://mspartner.microsoft.com/en/us/Pages/Membership/enroll.aspx Communications competency: https://mspartner.microsoft.com/en/us/pages/membership/communications-competency.aspxhttps://mspartner.microsoft.com/en/us/pages/membership/communications-competency.aspx

15. BenefitsSilverGold

16. Benefit - Plan your business. Create Demand.SilverGold Be an early adopter! Get firsthand knowledge of features and capabilities - Internal-use software licensesInternal-use software licenses Up to 25 licenses for each product Up to 100 licenses for each product Plan and drive a successful business with support from a dedicated Microsoft contactdedicated Microsoft contact Stay up to date with the latest news, business opportunities, training courses, and more, with partner newsletterspartner newslettersSubscription Demonstrate your expertise with your customized competency logocustomized competency logoSilver competency logoGold competency logo Make your company or solution profile accessible to tens of thousands of potential customers through the Microsoft Pinpoint online marketplace Microsoft Pinpoint online marketplace Competency designation and prioritized marketplace exposure Competency designation and premier marketplace exposure Reach more new customers with marketing resources available through the Partner Marketing CenterPartner Marketing Center Unlimited access

17. Benefit – Enable. Sell. Retain.SilverGold Build technical and business skills with training at the Partner Learning CenterPartner Learning CenterUnlimited access Developers: access tools, software, communities, and resources for developers and testers with an MSDN subscriptionMSDN subscription 5 Visual Studio Premium with MSDN subscriptions (each includes access to Visual Studio Online) 5 seats of Visual Studio Online Basic 10 Visual Studio Premium with MSDN subscriptions (each includes access to Visual Studio Online) 5 seats of Visual Studio Online Basic Access the latest product news and technical and sales resources with the no-cost Windows Phone appWindows Phone appEligible Use Technical Presales Assistance for competitive assistance and for business-value and proof-of-concept guidance, for deals worth US$3,000 or moreTechnical Presales Assistance Unlimited access Get help with recommending Microsoft Volume Licensing products and solutions with Microsoft LicenseWise for Volume LicensingMicrosoft LicenseWise Access Leverage Microsoft Payment Solutions to offer tailored financing options that can help you close more salesMicrosoft Payment SolutionsEligible Become eligible to earn incentives for driving strategic technology areas with Microsoft Partner IncentivesMicrosoft Partner Incentives Licensing, solution, and cloud incentives Get insight into customer satisfaction (CSAT) and loyalty with the CSAT Index survey solutionCSAT Index Access

18. Benefit – Services and SupportSilverGold Use partner advisory hours for technical training, Technical Presales Assistance, and Advisory Services from Microsoft consultantspartner advisory hours 20 partner advisory hours 50 partner advisory hours Resolve technical issues quickly with product support from Microsoft expertsproduct support Unlimited online support Business-critical phone support (maximum of 10 incidents)10 5 product support incidents by phone (for noncritical issues)10 Unlimited online support Business-critical phone support (maximum of 15 incidents) 5 product support incidents by phone (for noncritical issues) Unlimited online support Business-critical phone support (maximum of 10 incidents)10 5 product support incidents by phone (for noncritical issues)10 Unlimited online support Business-critical phone support (maximum of 15 incidents) 5 product support incidents by phone (for noncritical issues)

19. Your organization must use the Customer Satisfaction (CSAT) Index survey to measure performance and help drive customer satisfaction. Customer Satisfaction (CSAT) Index

20. Your organization must use the Customer Satisfaction (CSAT) Index survey to measure performance and help drive customer satisfaction. Customer Satisfaction (CSAT) Index

25. Competencies recognize partners’ investment in products - Lync (e.g., voice and video) Reward partners with increased access to valuable Communications Competency benefits Promote your organization with customized Communications Competency logo and access to marketing materials Hardware partners should enroll in the Communications Competency IHV Track https://mspartner.microsoft.com/en/us/p ages/membership/communications- competency.aspx

26. IUR licenses provide combination of on- premises software and online services Gold/Silver Communications Competency partners have variety of license grants to choose from Combine licenses to run your business, train your people, develop and test, and demonstrate to your customers Gold and Silver Communications Competency partners refer to product usage guide to understand license use rights, limitations Majority of product categories offer: Gold partners 100 licenses Silver partners 25 licenses (see resource links for details) Learn more about IUR and your online software and services benefits Gold and Silver Communications Competency grant list Product usage guide

27. Lync 2013 technical readiness for IT Pro, developer, adoption and sales In-person training sessions and labs with subject matter experts Open to all partners and customers with Microsoft field nomination Subsidiaries may re-deliver content in- person or online 12-15 Worldwide events Led by top engineers: MCS, Premier, Masters and MVPs 50% hands-on lab Post-Ignite online community through MVA and Yammer Cross training with O365 workloads Attendees must have prior Lync knowledge and have attended Microsoft Learning courses 20336B and 20337B Contact: Local Lync Marketing lead (PMM) for nomination O365 ignite.office.com

28. Online portal provides partners with Office 365 sales and pre-sales training information, including special offers and announcements Prepares partners to review event material prior to taking Office 365 sales and pre-sales assessments Access to variety of resources and best practices: presentations, email templates, whitepapers, demos, etc. across O365 products Past and future Drumbeat sales day event schedules and O365 announcements O365 drumbeat.office.com

29. Lync 2013 technical readiness supports accelerated training to prepare IT Pros to pass Microsoft Learning exams 70-336, 70-337—required for MPN Gold Communications Competency On-demand recorded courses available at no cost Core Solutions of Microsoft Lync Server 2013 Jump Start (70-336) Enterprise Voice and Online Services with Lync Server 2013 Jump Start (70-337) http://www.microsoftvirtualacademy.com /training-courses/core-solution-lync-svr- jumpstart O365

30. Sell Lync 2013 and Lync Online Focus on deployment and activation Build integrated offering Partner Sales Manager (PSM) Partner Business Development Manager (BDM) Partner Sales Executive (PSE) Premier Sales Engineer (SE) Account planning, negotiations, sales cycle orchestration, technical pre-sales, deployment Licensing Specialists (LS)Licensing WW Communications, Technical Specialist (TSP) Lync Technical Sales Voice partner enablement & technical sales Solution Specialist, Communications Solutions Sales Practitioner - Communications (SSP) Sales specialists Account Technical Specialist (ATS) Onboarding SpecialistDelivery, deployment Premier Technical Account Mgr. (TAM)Services account management Premier Sales Deployment Engineer (SE)Scope and deploy enhancements O365

31. Gold and Silver Communications Competency partners gain increased value working directly with Microsoft partner specialists Qualified partners eligible to receive support from Partner Account Managers, Tele-Partner Account Specialists, Tele- Partner Account Managers, or Partner Technical Advisors Eligibility may vary according to your country or region Eligible partners will be contacted by their local account management team mspartner.microsoft.com

32. Best practices for partner led engagements with the goal of initiating a customer's Lync deployment Lync technical briefing guide Objection handling Lync reference topologies Lync alignment questionnaire Networking guide Network readiness workshop Deployment health analysis tool Operations guide Roll out and adoption success kit Lync RFP guide and Q&A list Business investment funding (BIF) opportunity on a limited basis Content available to all partners through MPN PSE, PRP, communications solution specialist and local Lync marketing lead for BIF guidance

33. Increase long-term recurring revenue opportunities in a high-growth market Direct access to Microsoft Services’ Tier 3 support expertise Access to Microsoft proactive services library to help improve system health and performance Current Gold Communications Competency status required Lync certified support partners whose Lionbridge technologies’ certification remains valid* may also purchase this offering *Certification is valid for 12 months from the date that certification was awarded Premier support for Lync partners offering datasheet Lync support partners requirements deck Gold Communications Competency

34. Microsoft Lync Support Partners’ Catalogue requirements Online catalog exposes qualified Lync partner solution support offerings to worldwide customers and partners Build partnerships - quickly find qualified Lync offerings to enhance your end to end Lync solution portfolio Updated quarterly To be considered for a listing partners must meet all criteria outlined in Lync Support Partners requirements deck on MPN Lync Support Partners catalog