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

2. Microsoft | EMEA Channel Partner Conference 2014 Big Picture – Reaching New Heights!  Welcome to Dublin  Reflections on our Journey  Changing landscape & the future  Enabling future success

3. Microsoft | EMEA Channel Partner Conference 2014 Reflections on our journey Together … A Recipe for Success!

4. Microsoft | EMEA Channel Partner Conference 2014 Cloud Services Renewals – Changing the Landscape!

5. Microsoft | EMEA Channel Partner Conference 2014 Coming “Wave” of SMB Cloud Subscription Expirations

6. Microsoft | EMEA Channel Partner Conference 2014 Online Services Anniversary Expirations – Are we ready? 6 Image Source: Euroartists.com

7. Microsoft | EMEA Channel Partner Conference 2014 Year 1 Year 2Year 3Year 4 Year 6 Year 5 Renewal/Retain Opportunity - Happens every 12 months! Open L&SA – renew every 2 years OV/OVS – renew every 3 years Renewal transactions increase revenues, allow up-sell & cross-sell, including Channel Incentive/rebates potential.

8. Microsoft | EMEA Channel Partner Conference 2014 Integrating our Partners into Renewals Visibility into Microsoft’s lifecycle campaigns Program details and all content available to partners on Partner Marketing Center. Connecting customers with partners Partner of record contact information dynamically populated in all lifecycle emails throughout the subscription year

9. Microsoft | EMEA Channel Partner Conference 2014 Renewal Communications (O365 subscriptions ) E-30 Expiration E+30 Churn/disabledStart E+113 De-provisioning E+119 E-60 E-7 E-1 E+23 E+29 E-90 E+60 Customer Partner Your Office 365 subscription expires in 30 days Customer emails: Contains Partner of Record contact information. Partner emails: Monthly aggregated list of customers in renewal. October Update: Customers renewing Office 365 In-Product

10. Microsoft | EMEA Channel Partner Conference 2014 Partner Email and Dashboard

11. Microsoft | EMEA Channel Partner Conference 2014 Notification Example: In-client/web

12. Microsoft | EMEA Channel Partner Conference 2014 What is the Partner Account Targeting Tool (PAT- tool)? PAT-Tool for Distributors Identifies resellers with customers that are likely to purchase a Microsoft product based on historical purchase patterns. Helps cross-sell and upsell products like Office, Windows Server, Exchange, SQL, etc. Helps to identify Open Value (OV) and Open Software Assurance (SA) renewal opportunities and PC install base coverage. Benefits for Distributors Identifies the Microsoft resellers with the highest sales opportunity value. Shortens the sales cycle by identifying resellers with a higher probability of sales. Identifies the right resellers to contact for specific initiatives and campaigns. What’s new? The MPAT Tool is now delivered in Excel. Cloud propensity and subscription insights. Data is updated quarterly and should be downloaded each quarter. New products are added as released.

13. Microsoft | EMEA Channel Partner Conference 2014 New MCOIT/SHOOT: Partner Account Targeting tool (PAT) for Q3

14. Microsoft | EMEA Channel Partner Conference 2014 Distributor Summary

15. Microsoft | EMEA Channel Partner Conference 2014 Accessing PAT-Tool For Distributors 1. Your PSE (Account Manager) enters your details into the system and alerts you via email 2. You will then receive an email invitation to access the tool 3. Click the link in the email to login and create a password (first access) Note: To ensure the security and confidentiality of the information and data available on the Partner Account Targeting tool (PAT-tool) you will be requested to verify ownership of your email address upon every login. Account ownership verification sent via email. 4. Agree to the End User License Agreement (EULA) 5. Select PAT-tool Disti database mpattmailer@Microsoft.com

16. Microsoft | EMEA Channel Partner Conference 2014 Guiding Principles & Challenges 16 Focus on 80% of Customers with highest revenue and drive up- sell/cross-sell Drive assignment of POR, early billing and partner readiness * Only 25% of Open/FPP subscriptions have POR assigned Focus on customers with un- assigned seats and low usage * 1/3 of Open Keys on VLSC not redeemed! * 30%+ of Open seats are not assigned Establishing actionable metrics and Goals * % of subscriptions contacted * % of subscriptions renewed before expiry

17. Microsoft | EMEA Channel Partner Conference 2014 Enabling thru Partner Success!

18. Microsoft | EMEA Channel Partner Conference 2014 O365 Partner Report Open Programs SMB Renewals Web Folders – for Distributors Visibility to all order info, including seat activation Ability to quote & renew discontinued & superseded SKUs Expiration data in direct CRM upload format Instant line of sight into renewals performance Anniversary order reporting

19. Microsoft | EMEA Channel Partner Conference 2014 GO-DO’s – What 3 things can I do to improve now? 19 Understand your Cloud Services end-customer opportunity. 1.Start building CRM capability and review the customer lifecycle. 2.Leverage Tools from Microsoft like the PAT tool, MPN, Expiration & O365 Reports. Sell and invoice the O365 Cloud customer – Early! Do NOT wait until the Expiration. 1.Engage resellers in the retention efforts and include Up-sell/Cross-sell. 2.At a minimum – invoice for the anniversary payments at T-90 Establish targets, compensation, incentives to include end-customer retention. 1.This is not just about expirations & renewal. 2.MUST retain and GROW the services revenue streams to be successful!

20. Microsoft | EMEA Channel Partner Conference 2014 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.

21. Microsoft | EMEA Channel Partner Conference 2014 © 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.