1. In order to achieve our goal of a deep and broad cloud ecosystem, we need to: Transform our existing channel Attract new partners (“Cloud Curious”) Accelerate the committed (“Cloud Committed”) Objectives Guiding Principles A single, consistent experience for partners Enable and promote cloud opportunities Low friction entry point for “born in the cloud” and compete partners Strong give/gets for committed partners Mainstream within MPN over time Resellers ISV/ Custom Developer SI/SP Hosters Target Partner Audience What do we want them to do? Learn about Azure and Online Services Experience cloud solutions value prop Sell / Build their first solution Accelerate their business in the Cloud Learn about Azure and Online Services Experience cloud solutions value prop Sell / Build their first solution Accelerate their business in the Cloud Understand MSFT Cloud roadmap Work with MSFT to develop complementary approach Extend their business and value prop with MSFT in the Cloud Understand MSFT Cloud roadmap Work with MSFT to develop complementary approach Extend their business and value prop with MSFT in the Cloud Telco Distributors Help Recruit Distributors Help Recruit PROGRAM OBJECTIVES Slide 1

2. 2 Cloud Essentials Enrollment follows 3 steps: 1.Partner selects relevant business track: Sell & Service: for partners selling Microsoft Online Services (BPOS and other products) Build & Develop: for partners building applications with Windows Azure 2.Partner completes Cloud Essentials enrollment requirements for selected track: Sell & Service OR Build & Develop 3.Once approved, Partner activates benefits Partners receive access to all benefits, regardless of qualifying business track Requirement Key Points: Only one of the two sales agreements is required, either MOSPA or CSA. No program fee to enroll. To re-enroll partners will need to meet a sales requirement to continue using IUR. Detailed Enrollment Steps 1 1 2A 2B 3 3 GETTING STARTED: CLOUD ESSENTIALS ENROLLMENT HIGHLIGHTS Slide 2

3. REQUIREMENTS Sell & Service Build & Develop MPN Profile Sales Agreement: -MOSPA: incl. 100-level training and assessment (OR) -CSA: requires (1) deal 18 months prior to enrollment MSFT Online Services Sales: (None to start; active sales to continue benefit) Platform Ready Signup & Profile application Annual Fee None “I build intellectual property delivered through the cloud” IUR & Partner Preferred Pricing BPOS – 250 licenses Dynamics CRM Online 2011– 250 licenses (Available late Jan. 2011) Windows Intune – 10 devices (Available CY 2011) Windows Azure Platform (Available Jan 7, 2011): Windows Azure SQL Azure App Fabric Data Transfers Marketplace Participation : Pinpoint Training Platform with Targeted Cloud Training Marketing Resources Online Sales Tools: Demo Showcase Pre-sales and Technical Support : Partner Forums for Cloud, Practice Accelerator for BPOS-S BENEFITS & RESOURCES Financial Modeling Tools: Profitability Modeler MICROSOFT CLOUD ESSENTIALS PROGRAM OVERVIEW 2A 2B 3 3 Partner selects applicable Business Track and begins qualification process to obtain benefits. Can qualify via one or both tracks. Partner selects applicable Business Track and begins qualification process to obtain benefits. Can qualify via one or both tracks. 1 1 “I sell and deploy online services” Slide 3

4. 4 Partner uses same enrollment process of 3 steps: 1.Partner selects relevant business track: Sell & Service: for partners selling Microsoft Online Services (BPOS and other products) Build & Develop: for partners building applications with Windows Azure 2.Partner fills out Cloud Accelerate enrollment form to complete requirements: Sell & Service OR Build & Develop 3.Once approved, Partner activates benefits Partners receive access to all benefits, regardless of qualifying business track Requirement Key Points: Only one of the two sales agreements is required, either MOSPA or CSA. Partners do not have to be managed partners. “Deals Sold” and “Cloud References” required to enroll “Sales Commitment” is agreement to enroll; must be achieved to re-enroll. Enrollment Demo (in development) Detailed Enrollment Steps 1 1 2A 2B 3 3 GETTING STARTED: CLOUD ACCELERATE ENROLLMENT HIGHLIGHTS Slide 4

5. MICROSOFT CLOUD ACCELERATE PROGRAM OVERVIEW Sell & Service Build & Develop “I build intellectual property delivered through the cloud” “I sell and deploy online services” Sales Agreement: MOSPA + Assessment (OR) CSA Agreement + (1) deal 18 months prior to enrollment Training & Assessment (Technical; 200 level) Fee $0 for competency partners; otherwise local pricing applies Three Deals sold and 150 seats minimum Sales Commitment (8 deals and 500 seat minimum) Three Cloud Customer references Three Cloud Customer refs Azure Solution Passed Test (Platform Ready) Sales Commitment ($10K Azure Revenue) Fee $0 for competency partners; otherwise local pricing applies IUR & Partner Preferred Pricing BPOS – 250 licenses Dynamics CRM 2011 Online – 250 licenses (Available late Jan. 2011) Windows Intune – 25 devices (Available CY 2011) Windows Azure Platform MSDN Premium Subscriptions (Silver Competency) Cloud Essentials Pack Benefits (Avail. 1/7/2011) Cloud Roadmap Earned Silver Competency & Related MPN Competency Benefits Pre-sales and Technical Support : 20 Additional Advisory Hours, Deployment Support for qualified BPOS deals, Partner Forums, and Practice Accelerator for BPOS-S Local Subsidiary Engagement Cloud Accelerate Badge REQUIREMENTS Online Sales Tools: Demo Showcase Marketplace Prioritization : Pinpoint Training Platform: Targeted Cloud Training BENEFITS Financial Modeling Tools: Profitability Modeler MPN Profile Partner selects applicable Business Track and begins qualification process to obtain benefits. Can qualify via one or both tracks. Partner selects applicable Business Track and begins qualification process to obtain benefits. Can qualify via one or both tracks. 1 1 2A 2B 3 3 Marketing Resources