Storage & Disaster Recovery Reduce storage TCO by 60%-80%, Hybrid identity Management Single sign-on for all apps Infrastructure on Azure Dev & Test,

Storage & Disaster Recovery Reduce storage TCO by 60%-80%, Hybrid identity Management Single sign-on for all apps Infrastructure on Azure Dev & Test, Migration testing for WS2003, Data & BI on Azure Burst BI computation to the Cloud Websites on Azure High scalable web sites for immediate campaigns Mobile & Custom Apps on Azure Run high scalable apps that self manage Marketing Support and Proposals  Sales Desk  Active Proposals  Cloud Jumpstart COSA BIF X7 ROI for CA Offers and Promos  StorSimple Offer  EA Deployment Offer Identify, sell and drive consumption in target high potential accounts Increase Azure revenue from existing customers by selling new projects that drive increase in consumption Sell Azure in unpenetrated accounts identified as “likely to buy Azure” using the key Azure scenarios Direct sales through credit card or C+E telemarketing engine

Accountabilities by MS Role SSP (PSS in HIPO accounts) Engage Partner or Service from sales stage 20% Ensure development of a customer agreed consumption plan at 60% sales stage Avoid over-licensing ATS (CSA in HIPO accounts) Define customer’s cloud roadmap Ready IT foundations for cloud adoption Sign off consumption plan Ensure execution of consumption plan – escalate to blockers to TAM or SSP. Partner Roles Recruit and ready partner ecosystem. (Azure BDM) Populate partner Solution Directory (Azure BDM) Provide technical support to Partner selling (PEAT) Support execution of consumption plans* (Azure BDM) Provide technical support to Partner Deployment (PEAT) Services Roles Develop Cloud strategy/ roadmap in ESP accounts (EA) Position appropriate service & support offerings (SE,TAM) Drive successful completion of projects (MCS) Monitor consumption plan status & resolve technical blockers (TAM) Resources Planning Services (DPS) Days Partner recruitment & readiness programs Azure VM readiness & optimization assessmentVM readiness optimization assessment Azure Solution BOMs BIF Services offerings (MCS and Premier) Services offerings Services Center of Excellence (CoE)Center of Excellence Azure Partner Offerings Catalog Partner Enterprise Architect Team (PEAT) Partner Enterprise Architect Team Consumption Plan Template Safe Passage Migration Program Azure Customer Decision Framework Azure Consumption & Storsimple Offers Azure ConsumptionStorsimple Offers Partner rev rec program Azure EA Portal Onboarding Azure subscription & billing escalation portal Partner Enterprise Architect Team (PEAT) Partner Enterprise Architect Team Technical escalations: Ask Microsoft Azure (AMA)Ask Microsoft Azure (AMA) Consumption Reporting Consumption Reporting ROB Guidance * Where Azure circle partner is engaged in presales Prepare and Prospect Sell Consume (Deploy/ Support)

HOW WHO Who does this apply to?: All Azure monetary commitment wins Who takes the action: The opportunity owner (AE/SSP/PSS) should create the Consumption Plan associated with her/his opportunity with the assistance and input from the technical teams (ATS/CSA/TSP?TAM). ATS is accountable for orchestrating the execution of the plan cross internal & external stakeholders Consumption requires a clear use case intent and orchestration cross customer, Microsoft and partner on deployment plan. Documenting a customer agreed deployment plan to be executed against by Microsoft and partners is key. Leverage the consumption plan guidance templateconsumption plan guidance template Start completing a deployment plan at sales stage 40% finalizing & posting by sales stage 60% (repository TBC by S4) Submit request for deployment plan coaching with SME (link to be provided by S4) Deployment planning consist of 2 pieces: A standardized process: where template guidance & repository are provided. Note the note launch of the Profiling Companion tool in later H1 to replace the current repository highlighted in the “How”Profiling Companion A coaching support from WW SME starting in August: 30mins calls where deployment plan will be shared by account team with cross group WW SME to seek guidance & practical advice on how to fasttrack the plan. Deployment plan is complementary to a detailed project plan/SoW from a partner and/or Services, aiming to capture: The customer intended usage at the time of sale (“sell right” or “sell for consumption”) The stakeholders on point at the customer, partner & Microsoft to deploy the plan The customer ramp up & milestones expectations

Reports What does it showAt what level of granularity? When should you use it?Availability Azure usage reporting Type of Azure consumed revenue by month for given Azure EA customer Geo, individual enrollment number Account plan review Customer reviews STBInsight Azure utilization reporting Rolling 12m AzureGeo, segment, vertical, individual account, type of Azure contracts STBInsight NEW! Predicted Usage next 6mo of usage for accounts once they have initiated use of Azure Relevant output integrated to consumed rev SC report Release before the end of August NEW! Propensity to Buy Propensity to adopt azure for accounts prior to purchasing – Release before the end of August Managing Consumption : Consumption Reporting

Hybrid Identity Management Single sign-on for all apps including thousands of internet apps. Customer pains:Multiple authentication for end users Elongated sign-on time Extensive and expensive IT management What we offer:Single sign-on across multiple cloud applications Simple integration with on-premises AD Easily create and manage identities in the cloud Flexibility to leverage social tools and identities Hybrid Identity Management Single sign-on for all apps including thousands of internet apps. Customer pains:Multiple authentication for end users Elongated sign-on time Extensive and expensive IT management What we offer:Single sign-on across multiple cloud applications Simple integration with on-premises AD Easily create and manage identities in the cloud Flexibility to leverage social tools and identities Storage/DR/Backup Reduce storage TCO by 60%-80%, Customer pains: Data growth and data management complexity Back-up issues Untested Disaster Recovery Eliminate tape backups What we offer:Consolidate primary, archive, back-up and DR through seamless integration with Azure Leverage integrated solutions with StorSimple, Hyper-V Replica, SQL, Veeam, Commvaut, eVault, etc. Azure Site Recovery services Storage/DR/Backup Reduce storage TCO by 60%-80%, Customer pains: Data growth and data management complexity Back-up issues Untested Disaster Recovery Eliminate tape backups What we offer:Consolidate primary, archive, back-up and DR through seamless integration with Azure Leverage integrated solutions with StorSimple, Hyper-V Replica, SQL, Veeam, Commvaut, eVault, etc. Azure Site Recovery services Custom Web Sites on Azure Build highly scalable web sites for immediate campaigns Customer pains:High infrastructure costs Limited datacenter capacity Hard to plan for capacity for Web traffic High expense for Web campaigns or pilots What we offer:Azure Web Sites allow you to quickly design and deploy highly scalable, redundant custom web sites with zero capital investment. Leverage our partner SiteCore for Cloud- based campaigns Custom Web Sites on Azure Build highly scalable web sites for immediate campaigns Customer pains:High infrastructure costs Limited datacenter capacity Hard to plan for capacity for Web traffic High expense for Web campaigns or pilots What we offer:Azure Web Sites allow you to quickly design and deploy highly scalable, redundant custom web sites with zero capital investment. Leverage our partner SiteCore for Cloud- based campaigns ERP Systems on Azure Test, Develop and Run MS Dynamics, SAP, Oracle Apps, Custom Apps Customer pains:Long set-up times High infrastructure costs Limited datacenter capacity Hard to replicate production What we offer:Microsoft Azure has been certified by industry leaders such as SAP, Oracle, Dynamics. Azure is Best-in-Class cloud architecture to run your ERP systems in full Cloud or Hybrid scenarios. ERP Systems on Azure Test, Develop and Run MS Dynamics, SAP, Oracle Apps, Custom Apps Customer pains:Long set-up times High infrastructure costs Limited datacenter capacity Hard to replicate production What we offer:Microsoft Azure has been certified by industry leaders such as SAP, Oracle, Dynamics. Azure is Best-in-Class cloud architecture to run your ERP systems in full Cloud or Hybrid scenarios. Data & BI – BigData Burst BI computations to the Cloud, run DR for your DBs, integrate Hadoop (HDInsight), Oracle, etc. Customer pains:High cost of business and data insight Complex environment to manage Limited number of users due to high costs What we offer:Quickly build a Hadoop cluster in minutes with Azure HDInsight. Achieve elastic scale out across thousands of databases Data & BI – BigData Burst BI computations to the Cloud, run DR for your DBs, integrate Hadoop (HDInsight), Oracle, etc. Customer pains:High cost of business and data insight Complex environment to manage Limited number of users due to high costs What we offer:Quickly build a Hadoop cluster in minutes with Azure HDInsight. Achieve elastic scale out across thousands of databases Mobile/Media/Custom Apps on Azure – (PaaS) Develop for iOS, Android and Windows phones and tablets. Run highly scalable apps that self-manage. Customer pains:Need a mobility solution for our legacy apps What we offer:Mobile Services provides a scalable and secure backend that can be used to power apps on any platform–iOS, Android, Windows or Mac. Easily store app data in the cloud or on- premises, authenticate users, and send push notifications, as well as add your custom backend logic in C# or Node.js. Customer pains:Hard to predict resources required for a Mobile app What we offer:Easily configure built-in auto scale for both Mobile Services and Notification Hubs to match your app needs. Customer pains:I need to deliver rich media to my users/customers What we offer:Securely upload, store, encode and package video or audio content for both on-demand and live streaming delivery to a wide array of TV, PC and mobile device endpoints Mobile/Media/Custom Apps on Azure – (PaaS) Develop for iOS, Android and Windows phones and tablets. Run highly scalable apps that self-manage. Customer pains:Need a mobility solution for our legacy apps What we offer:Mobile Services provides a scalable and secure backend that can be used to power apps on any platform–iOS, Android, Windows or Mac. Easily store app data in the cloud or on- premises, authenticate users, and send push notifications, as well as add your custom backend logic in C# or Node.js. Customer pains:Hard to predict resources required for a Mobile app What we offer:Easily configure built-in auto scale for both Mobile Services and Notification Hubs to match your app needs. Customer pains:I need to deliver rich media to my users/customers What we offer:Securely upload, store, encode and package video or audio content for both on-demand and live streaming delivery to a wide array of TV, PC and mobile device endpoints Infrastructure on Azure (IaaS) – Stretch Your Datacenter Dev & Test, Production, Staging. Migration testing for WS2003, SQL, SAP, Oracle, 3 rd party apps. On-demand resources managed by familiar tools. Customer pains:Long set-up times High infrastructure costs Limited datacenter capacity Hard to replicate production testing What we offer:Azure VMs to run test & dev workloads Seamless and secure networking options Lower development costs and greater agility Speed to Innovation Customer pains:I want to run my office applications as a remote app to be shared by remote users on all devices What we offer:Azure RemoteApp provides a Cloud-based host for your apps accessible via RDS from any PC, Mac, phone or tablet device. Customer pains:Windows Server 2003 is end of life… how do I remain compliant? What we offer:With Azure you can “lift & shift” your WS2003 apps to run in the Cloud. Leverage our partners AppZero and Apprenda to easily run those proprietary apps on Azure.

EMS PRICING AND LICENSING EMS represents a 45% discount compared to purchasing Windows Intune, Windows Azure Active Directory Premium, and Windows Azure Rights Management Service separately. On top of that, we have an introductory promotion, which provides a further 40% discount until 31 th December 2014. As a result, EA pricing starts at just $4.10 per user per month (compared to the standard $6.80 per user per month pricing). WHAT IS EMS? Enterprise Mobility Suite (EMS) provides customers will get identity management, device management & data protection in a single subscription (per user per month). EMS is available on the pricelist available on EA / EAS / EES Volume Licensing Programs.  Hybrid Identity Management – with Azure Active Directory Device and App Management – with Windows Intune  Access and Information Protection – with Azure Rights Management Service EMS is a very cost effective solution compared to our competitors (AirWatch, Mobile Iron, Google, Amazon, Salesforce) in this space. ENTERING EMS OPPORTUNITIES IN CRM For entering an EMS opportunity into CRM, please follow these simple steps:  Name = Enterprise Mobility Suite  Opportunity Type = Standard  Account Name = verify company name is on MAL list  Account Segmentation = EPG / SMS&P  Sales Stage = select appropriate Sales Stage  Due Date = set for x months in the future  Licensing Program = EA / EAS / EES  Products > Product Family = Enterprise Mobility Suite EMS SALES SCENARIOS FOR CORPORATE ACCOUNTS : Sales Motions:Why? 1 Office 365 Attach For O365 users, EMS provides:  Cross platform mobile device management especially relevant for O365 iPad users  Rights management – across different document types  Unlimited single-sign on (SSO) with 1,200 cloud SaaS applications (vs 10 with O365)  Self-service group management & password reset 2 CAL Suite Attach System Center 2012 R2 Configuration Manager (included in Core CAL / ECAL) integrates with Intune to provide customers:  PC / mobile device management – across Windows (x86/64), Windows to Go, Windows Embedded, Mac OS X, Windows RT, WP8, iOS and Android  Mobile application lifecycle management  Device data wipe and removal – for lost, stolen or retired devices 3 Devices Attach Manage and secure new devices (PCs, laptops, tablets, smartphones) with EMS:  Hybrid identity management  Mobile device management  Data protection SELLERS COMPENSATION All sales roles with Cloud / Azure (PG2) revenue targets can benefit:  100% of EMS revenue retires Azure quota in FY15 For example, at $4 per user per month (limited time promo), 1,000 user deal retires:  $48k of Azure quota in Q1 FY15 For example, at $6.5 per user per month (standard pricing), 1,000 user deal retires:  $78k of Azure quota from Q2 FY15 onwards IMPORTANT EMS LINKS  EMS Website EMS Website  EMS Internal Readiness / Training - Video Recording EMS Internal Readiness / Training - Video Recording  EMS Partner-Ready / EMS FAQ (Partner) EMS Partner-Ready EMS FAQ (Partner)  EMS Customer-Ready / EMS FAQ (Customer) EMS Customer-ReadyEMS FAQ (Customer) EMS (Enterprise Mobility Suite) – Overview for Corporate Accounts EA Pricing Level EMS Add-On “Promo” (available until 31 th Dec) EMS Add-On (from 1 st Jan onwards) A$4.50$7.50 B$4.40$7.30 C$4.20$7.00 D$4.10$6.80

Minimum commitment of $50,000 for New Customers and $100,000 for Existing Customers Credit added to Azure account based on actual consumption with in the first 90 days Credit of 100% of Azure usage in the first 90 days of enrollment Max bonus of 25% of initial commitment Renewal must be 150% or greater of committed purchases over the previous annual term, with a minimum of $100K. Credit of 100% of all Azure usage in the first 90 days that exceeds 3x that of the last month of the previous annual term Max bonus of 25% of the initial commitment Funds to offset the cost of Azure deployment Paid directly to MCS or partner after engagement Available for new, existing-annual renewal, and existing-mid-term additions Deployment Offer Azure EA minimum commitment $25k $4,000 $50k $9,000 $100k $14,000 $200k $22,000 $500k+ $45,000 Funds to cover the cost of StorSimple appliance installations from ASAP Paid directly to StorSimple partner after engagement Available for all ASAP customers Deployment Offer $4,000 per StorSimple appliance at different customer locations First Install per Location Additional Installs $1,000 for each additional StorSimple appliance deployed at the same customer location Offer runs Aug 1 – Dec 31, 2014

40% Discount $8,000$12,000$20,000 NA Offer expires Dec 31, 2014 FY15 EMS EA Offers

Partner: Partner offering catalog 80% of Cloud deployment are conducted by a 3 rd party (IDC). As such visibility of partner offerings & solution is key for seller to attach and engage partner early in the sales cycle. HOW Who qualifies?: BDM/PTU can feature any managed partners with proven packaged deployment offerings & solutions. All sellers can search the portalBDM/PTU Who takes the action: BDM/PTU to input & manage and Solution sellers to leverage. A searchable catalog of partner proven offerings or solution around Cloud platform that a given partner can deployment in a standardized & consistent way. There are 2 views to the tool itself: 1.An MS sellers view where sellers can match adequate offerings or solution based on the geography and Azure scenario(s) considered to engage relevant partners early & attach a customer chosen partner by 40-60% Sales Stage. 2.A Partner BDM view where BDM document relevant partner proven deployment offerings The catalog is accessible through //azuresalescatalog To input: BDM/PTU must click on, fill in the requested field and upload a customer facing document. To view: select adequate Scenario, area & country filter & click on “partner offering” to view the 1-2 customer facing document WHO Owner: Azurepartercatalog@microsoft.com

Over 95% of tier1 apps are not running on SQL Server today (IDC 2013). Migrating customers from VMware helps secure the platform. Switching ISV’s from AWS guarantees some Azure consumption. HOW WHO Who qualifies?: Current focus is: Oracle, Sybase, VMware, AWS, DB2, and BI Migrations. Who takes the action: the SSP is responsible for introducing the partner to the customer sponsor. The Partner Sales Executives (PSEs) will manage each partner's portfolio of opportunities and will keep you updated. Corp owner: Gloria Sanchez Escalations: DC Modernization PSE & SSPsDC Modernization PSE & SSPs The Safe Passage Migration portal serves as the one-stop-shop for all resources and acts as a transaction source to find and attach the most qualified partner to the opportunity in 3 easy steps. 1. Review available resources by type of migrationavailable resources 2. Enter customer sponsor information into the portalEnter customer sponsor information into the portal 3. Attach a partnerAttach a partner Any new opportunities entered and/or updates to existing opportunities will be reflected in GSX immediately. Safe Passage new investments includes: migration, TCO, MAP tools, sales & technical guidance, COSA BIF ($17M), ongoing readiness, over 50 qualified partners, and partner practice accelerators. DPS days can now be used for compete migrations and ISV nominations will be considered.

Proposal Collaboration Sales Desk Research Seller Insights Content Building Blocks 17 For more information and to request your proposal visit : https://salesdeskhttps://salesdesk Sales Desk Proactive Proposals are highly customized based on your customer's selling scenario including capabilities, compete-based, and net-new opportunities. The team works 1:1 with AMs, SSPs, & TSPs to better understand your deal strategy and create a “just for me” proposal to present customers and hold the right streamlined conversation. Sales Desk supports Commercial and Public Sector account teams in 32 languages across the world. STU’s: Sales Desk offers Proactive Programs that strategize and develop a proposal delivery plan including plan for scale, process for engaging Sales Desk, SLAs and performance metrics to execute on a specific solution, product and/or offer. Customer Research + Case Studies + Best Practices Deep Customer Insight + Deal Strategy BG & Mktg – Product info & Messaging + SEL – Offers, Promo’s & Selling Scenarios 2. When to go to the Sales Desk: You know what you are offering, and are ready to create a custom proposal that addresses your customer’s pain points, situation, and offer. You are offering multiple scenarios to your customer You have a renewal or net new opportunity You have multi-product offer: i.e. you are selling both Azure and Office 365 You are attaching Azure to an EA or renewing an EA with Azure You have multiple accounts that require a proposal, and would like to save time You are a STU and would like to activate a Proactive Proposal program to deliver proposals at scale to achieve my metric 1. What Sales Desk will do for you: Save you time by writing the proposal for you (with your input, of course). Customize your proposal to address your customer’s pain points, business situation, offer, and translate in your language and currency. 3. How to leverage Sales Desk: Just request your PROACTIVE PROPOSAL or EA PROPOSAL by filling out a form and an associate will contact you in 1 business day. Go to http://salesdesk and http://salesdesk 4. How Sales Desk builds the proposal:

For More information: contact Christina Linacre

19 BIF ProgramSegmentPurposeROIRules FY15 Cloud OS Accelerate BIF Programs– Azure Cross Segment Presales: The FY14 BIF programs are designed to help you invest behind the right priorities and help accelerate your deals. EPG -10X CA - 7x 25K max investment. 25% field matching reqiored For further guidance on the Cloud OS-Accelerate BIF process please read here here Azure Starter Offers – Deployment Accelerator Cross Segment Deployment: Funds available to support deployment activities in customers that made upfront EA commitment to Azure. These can only be accessed via an Azure Offer N/A Opportunities must closed. Bif will need to be used in the next 4 months after the deals is closed. Deployment accelerator amounts are fixed and defined by the current offers available. PCIT COSACross Segment EMS, Hybrid Identity mgmt., Mobile Device Management & Application Management. VDI EPG 10x CA 7x 15K max investment. 25% Field matching required For further guidance on the Cloud OS-Accelerate BIF process please read here here Azure BIF programs are available to support Azure sales and deployment

Please find useful customer stories with case studies, win insights, and customer references for Azure on three sites. 20 3 Tier 1 References – Customer Ready Tier 1 references are customers that may or may not have agreed to press on their use of Azure, but have agreed to pass on their insight and experience of building Azure, switching from a competitor and implementing Azure in the form of a customer-to-customer call, a site visit, or a case study/video. Request a reference by submitting the form at http://stbreference/.http://stbreference/ WinWires – Microsoft Confidential 1 Internal information about the account strategy and sales process of the win. Leverage insights and lessons learned from the sales team. Search for a win by industry, area, and solution at http://infopedia/SMSG/Pages/AzureWinWires.aspx. http://infopedia/SMSG/Pages/AzureWinWires.aspx Case Studies – Customer Ready 2 Case Studies are customer facing, public report on how the customer is using Azure. Search for a case study based on the region, country, workload, industry, and org size at http://aka.ms/cloudosevidencegenerator. Where it states “Pick an asset type below to get started”, select “Create a PowerPoint Deck” and click “Let’s Go!”. Filter by Product: “Azure” and select “Next”. Follow the rest of the instructions to create your powerpoint. http://aka.ms/cloudosevidencegenerator

Ask Microsoft Azure (AMA) question routing portal Ask Microsoft Azure (AMA) Area Win Room Global Win Room KSBO – Key Sales Blocker EvidenceKSBO – Key Sales Blocker Evidence (All Systematic Sales Blockers) OneList – Escalation ProcessOneList – Escalation Process (Top Systematic Sales Blockers) CompHot Win Room Other Questions and Requests: Licensing / Pricing Terms & Conditions Legal / Service Providers Security & Compliance Sales content & Training Offers & BIF / Funding Customer Access to Platform TSP Access to Platform Technical issues that local DC, AP and Azure TSP can no solve Competitive Situation Escalation to Win Room Other Where do I go for help ? Deal Escalation (>20%) (Product, Competitive, BIF, Offers, Legal, Compliance) Business Desk : via local Licensing Executive * * * * Routing based on win room escalation criteria Licensing, Pricing, T&C 1 2 3 Request routed to the right information source or expert Systematic blockers without short term resolutions Escalation Type Where to go for Help ? The goal of this map is to help you find a quick, predictable and effective route for escalating questions and opportunity blockers.

Storage & Disaster Recovery Reduce storage TCO by 60%-80%, Hybrid identity Management Single sign-on for all apps Infrastructure on Azure Dev & Test,

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Storage & Disaster Recovery Reduce storage TCO by 60%-80%, Hybrid identity Management Single sign-on for all apps Infrastructure on Azure Dev & Test,

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