Partner Cloud Voice Offer Guidance September 2017

Past vs. Future Offers will be aligned to OCP Solutions Catalog What has changed What has not changed Offers will be aligned to OCP Solutions Catalog Offers will be listed on Skype for Business Partner Solutions page People and process emphasized more in service offers and delivery models Offer guidelines aligned FastTrack delivery model of Envision, Onboard and Drive Value Journey to increased capabilities within Skype for Business and Teams Our continued commitment to drive awareness of partner offers to customers and field sellers Service quality emphasis in offers and deliver models Best practice and practical guidance provided for quality deployments Offers will highlight business value Long-term managed services and lifecycle opportunity emphasis

Partner Website Landing Page What: The partner-hosted web presence detailing Cloud Voice services partner offer(s) Why: This is where customers can go to learn more about the partner offer(s), services and contact information. Suggested Guidelines: Include links to material detailing offer(s) (i.e. one pager) Include how to contact the partner for more information (i.e. form, email, phone) Align to Envision, Onboard, and Drive Value outcomes to easily integrate with Microsoft FastTrack service structure and remove SOF-specific graphics from current offer content Strongly encourage having offer for managed service operations as sustained engagement Mention partner differentiators

Partner Offer One Pager What: This the material that describes each Cloud Voice services partner offer. Why: This details what the customer should expect to be delivered in this offer Suggested Guidelines: Create one per offer Include an offer name Include workloads that will be delivered (i.e. Phone System, Audio Conferencing, Teams) Include phase/outcome/activity mapping (example 1) (example 2) Include link back to partner offer landing page(s) Include contact information (i.e. email, phone, link to ‘contact us’ form) Include offer differentiators Reference: Link to outcomes deck - https://www.skypeoperationsframework.com/Downloads?SelectedIDs=1_0_0_3

Partner Blurb to be published http://partnersolutions.skypeforbusiness.com/partners What: This is what will be posted in on the Skype for Business partner solutions page Why: This will be the elevator pitch on why a customer should view your offers When: Once your local Partner Development Manager has submitted the offer into the OCP Solutions Catalogue, the offer will be submitted for listing on the public Skype for Business product website by your PDM. Suggested Guidelines: Include the company name Include a high quality company logo in either jpg or png format with a transparent background Include the names and purposes of your offer(s) Include workloads that will be delivered (i.e. Cloud PBX, Cloud PSTN Conferencing, Teams) Provide operating regions Provide an organizational summary (max 175 words) with focus on Skype for Business online Include partner differentiators When: This is what will be posted in on the UC services solution partners webpage Why: This will be the elevator pitch on why a customer should view your offers Provide the blurb in English

Appendix Examples

Differentiator Examples Partner Differentiators Offer Differentiators Location (i.e. global presence, local to area, region specializations) Specific industry experiences Ability to deliver multiple workloads including Microsoft Teams Relevant certifications MSP operations post-delivery History with product/awards Expertise across all Office 365 products Partnerships with device vendors Partner-specific activities beyond standard service deliverables Phone / conference room deployment services Partner specific IP Onsite/remote services Additional methodologies employed (i.e. ProSci change management) Note: This list is not exhaustive; rather a list of examples

Sample Offer Phase/Outcome/Activity Mapping Outcomes Key Activities Envision Capture business requirements Define architecture and approach Assess current state capabilities for people, processes and technology (network, devices, clients, etc.) Undertake remediation and preparation Build people and process change adoption plans Define business use cases and success criteria Persona analysis Define adoption success Network assessment Baseline health assessment Readiness assessment Operations role mapping Issue remediation Onboard Perform role-based resource readiness analysis Ensure appropriate skill staffing Deliver high quality UC services on a site by site basis Drive technology adoption and operations management through prescriptive change management practices Identify personas to target new features and capabilities as these are released Site surveys User acceptance testing Client upgrades Adoption activities End user training Drive Value Identify action triggers to extend adoption through new product capabilities or business value opportunities Maintain and enhance the delivery of high quality and reliable services to end users over time Monitor service quality and usage Training in use of tools (if no full operate offer)

Sample Offer Phase/Outcome/Activity Mapping (example 2) Envision Onboard Drive Value Outcome Capture business requirements. Define architecture and approach. Assess readiness. Undertake remediation and preparation. Deliver high quality Skype for Business Online services on a site by site basis while driving adoption and initiating operations. Identify personas to target new features and capabilities as these are released. Maintain and enhance the delivery of a high quality and reliable Skype for Business Online service to end users over time. Activity 1 Activity 2 Activity 3 Activity 4