Third-party offers Commerce Pilot 11/10/2018 7:02 AM Third-party offers Commerce Pilot Welcome Microsoft Solution Providers © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Third-party offers Value Proposition Value to ISV Extend market reach through Microsoft partner channel Leverage partner GTM and sales enablement resources to drive scale reducing sales operation costs Leverage Microsoft provisioning, identity and commerce platforms Value to MSP Bundle 1st and 3rd party solutions to create new customer value and differentiation Increase profitability through additional managed services Develop deeper trusted advisor relationships with customers Ability to purchase integrated solutions from single partner Integration with services and applications Value to Customer

Program Benefits Growing trends in the industry highlight the need to continually focus on differentiation Adding third-party solutions to your portfolio is one way to meet your customers evolving needs Partnerships that complement and extend your solutions and services will maximize your customer relationships and build loyalty The Microsoft Third-party offers program provides ISV solutions integrating with Azure, Dynamics 365 or Office 365 that your customers are needing Partners can bring added value to their customers through these partnerships, bringing in the integrated solution at the right time.

Program Design ISV Partner MSP Partner Microsoft Partner Center SaaS Apps based on Microsoft products: Office 365 Azure Dynamics 365 Wants to publish an app Wants to sell through Microsoft channel partners Direct Sales Motions Indirect Sales Motions

Pilot Goals & Expectations 11/10/2018 7:02 AM Pilot Goals & Expectations Goals To ensure partners have a great experience in discovering ISV solutions and  transacting through Partner Dashboard Expectations Commit to reselling an ISV solution(s). As a guidance, we recommend you start with 1-2 specific solution(s) Enable your sales teams to resell (See Journey to Sales) Provide a response to the monthly pilot feedback Share any additional feedback and insights to pilot3po@microsoft.com © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

11/10/2018 7:02 AM Getting Started Review Third-party offers webinar, frequently asked questions (FAQ) and Partner Dashboard help article resources Access ISV GTM and sales enablement materials by clicking on the ISV logo on the Third-party offers page in Partner Dashboard Review Third-party offers price list and offerings matrix in the Pricing and Offerings page in Partner Dashboard Click on “I’m interested” to engage directly with the ISV for additional information © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Journey To Sales Connect with ISV Set Quotas and Target Train Sellers 11/10/2018 7:02 AM Journey To Sales Connect with ISV Set Quotas and  Target Train Sellers Start Demand Gen Review Measure success Click “I’m interested button”. They are ready to connect with you. Schedule introductions meeting. Confirm product details. Confirm partnership. Check for incentives. Build model for channel support Establish technical and marketing relationships and key points of contacts. Gain leadership approval and executive sponsorship. Define targets and quota. Establish incentives agreements where applicable. Set training schedule. Leverage sales materials available in Partner Dashboard to build out your sales plan. Invite ISV to participate as appropriate. Build demand generation strategy. Agree on joint level investment. Leverage GTM materials and email blast template to get started. Measure success and fine tune as appropriate. Update website to include the new solution you are selling. Take advantage of O365 incentives offered. Cover what’s working and what’s not. Cover demand gen result, sales to date, and any feedback from sellers. Leverage the reporting through Partner Dashboard..  Track number of sellers trained. Cover what’s working and what’s not in demand generation. Collect and establish best practices. © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

11/10/2018 7:02 AM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.