Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives Microsoft | EMEA Channel Partner Conference 2014 Let’s Break New Ground Together.

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives Contents

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives What is ESD?

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives Benefits of ESD

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives ESD Go-to-Market Models Referral Model AttributesDesired outcome Light-touch, no integration with reseller Reseller purchases keys on behalf of customer Keys shipped electronically via either directly to customer from Disti or Disti sends keys to Reseller to administer to customer Reseller Reach Co-Brand Model AttributesDesired outcome White label eCommerce platform Consistent Customer UX Reseller Reach Data Services Model AttributesDesired outcome Full integration between Disti and Retailer/MNA Heavy investment Ideal Customer UX Managed Retail Referral Model Co-Brand Model Data Services Model LEGENDPurchasePaymentData/Keys Start with: Expand with:

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives The ESD Business in FY14 ESD SKU Mix by Revenue ESD Markets Live Additional ESD Markets Targeted in FY14 Where We Are In Market 17,691 EMEA Resellers Transacting ESD 132% 311, % YoY Revenue Growth Units Sold YoY Reach Growth

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives How a Distributor Adds ESD Channel Incentives GRS Survey/ COS QBR/MBU Exec Engagement WPC Offers and Promotions Tele sales and CRM Systems Campaigns Management Launch Excellence Assortments and merchandising Launch momentumAgreements/SLA signed Launch momentum Reach targets for breadth resellers filled Partner Business Planning GTM Strategies Defined and Executed Commercial Distribution Rights Technical Readiness Execution Readiness Marketing Capability Customer Relationship Management (CRM) & Business Development Capability Financial Readiness

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Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives Alignment with CFPP Business Contract Channel Incentives Query support and management – CLT is Live! Partner Account Management – P&F OAM Query management team established Process improvements Training, FAQs in place to support Support growth in Digital business Team and processes in place to support growth and expansion Operational support

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives Provide your feedback on the sessions through the Conference App and be eligible to win one of five Nokia Windows Phone 8 Visit the Conference App now at partnerconferenceapp.com. ALL Partners who provide feedback through the Conference App will receive a one year subscription to Office 365 Home Premium Let’s Break New Ground Together.

Microsoft | EMEA Channel Partner Conference 2014 Channel Incentives © 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT CONFIDENTIAL – FOR PARTNER USE ONLY. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. Thank you.