CSP – The Road to Success - PowerPoint Presentation

CSP – The Road to Success June 26 th + 28 th Webinar Christian Moser, Kateryna Tetyananko Western Europe

Program Structure To CSP Indirect Provider Employee – not subject to SPIFF rules; “Readiness program” To CSP Indirect Provider Company – SPIFF Program Microsoft SPIFF for CSP Indirect Provider Sales Activities; Pays out $ after achieving goals to CSP Indirect Provider HQ CSP Indirect Providers Partners are responsible for administering the incentive activity and providing rewards or payments directly to eligible Partner Employees. “CSP – The Road to Success” branding

CSP – The Road to Success: Webinar Overview Microsoft ran weekly 45’ webinars same content, 2 deliveries per week: Monday, 13:00 CET Wednesday, 9:00 CET Separate registration link every weekInvitations will be sent to all participants of previous webinarsFeel free to share internally! Previous calls:http://aka.ms/ roadtosuccess Week of Content 03-Apr Program Intro 10-AprSales readiness: CSP Basics and why this is changing the Channel Business so fundamentally 18-Apr* Office 365 - Premium Office 365 services and Office 2007 End Of Life: How this helps you selling 24-AprLearn how CSP allows you and your reseller to build your own solutions 02-May* Earning Money with CSP - Calculation examples & Incentives 08-MayThe Microsoft Security Pitch15-May Winning with OSS on Azure 22-May Transform how you do Business with Microsoft Dynamics 365 29-MayBest Practice Sharing - how to make Partners successful with Microsoft Azure05-JunBuilding a practice on Windows 10 security: enabling partners to build a security service offering.12-JunBasic Azure workloads to get started: Test & Dev19-JunAdvanced Workloads: Voice and Azure OMS26-JunReview of CSP Road to Success Training sessions and closing *Tuesday instead of Monday session due to public holidays Plan subject to changes.

Readiness Program_Webinars recording Week of Content Recording Slides 03-Apr Program Intro RecordingDownload slides10-Apr Sales readiness: CSP Basics and why this is changing the Channel Business so fundamentally Recording Download slides18-Apr*Office 365 - Premium Office 365 services and Office 2007 End Of Life: How this helps you selling Recording Download slides 24-AprLearn how CSP allows you and your reseller to build your own solutions Recording Download slides02-May Earning Money with CSP - Calculation examples & IncentivesRecordingDownload slides 08-May The Microsoft Security Pitch Recording Download slides15-MayWinning with OSS on AzureRecordingDownload slides22-MayTransform how you do Business with Microsoft Dynamics 365RecordingDownload slides29-MayBest Practice Sharing - how to make Partners successful with Microsoft AzureRecording Download slides 05-Jun Building a practice on Windows security: enabling partners to build a security service offering. Recording Download slides 12-Jun Basic Azure workloads to get started: Test & Dev Recording Download slides 19-Jun Advanced workloads: Voice and OSS Recording TBA 26-Jun Review of CSP Road to Success Training sessions and closing

Resources Biz Development Sales Technical Learn Cloud Solution Provider on MPN Azure Star Seller Partner University Azur e CSP Workshops Sharpen your Azure Skills Microsoft Official Curriculum Explore Opps & Try Dev & Build Solution Open Source Sale & Build Cloud Migration Assessment Windows in CSP PartnerSupportOfferings Office 365 free trial EMS free trial SQL Server 2016 free trial Windows Server free trial Azure free trial PowerShell gallery GitHub-PowerShell (PS/GUI) GitHub-ARM (ARM/DSC ) GitHub-Docs Azure Bitnami Visual Studio Xamarin Test Cloud Application Insights Azure Virtual Machines Azure DevTest labs Open Source Web Site Open Source Blog MySQL and PostgreSQL CosmosDB SQL Server on Linux App Service on Linux

Next steps – Q4 Closing & SPIFF payouts Close FY17 strong – few days to go! For the owners of the SPIFF per CSP Indirect Provider: Send Proof of Execution to Katia + Christian Internal Communication of SPIFF Sales results (according to SPIFF criteria – new CSP resellers, CSP Azure resellers >1000$ per month, total CSP revenue increase during Apr-Jun 2017)Proof that the funds will be used for SPIFF (e.g. agency invoice for employee fringes…)Invoice Microsoft WE against the PO issued For the lucky winners: Enjoy the SPIFF!

Thank you for transitioning to CSP with us!

Going forward, into FY18 CSP becoming the de facto standard licensing/business model New product announcements during Inspire Extended Product coverage (e.g. more Azure services) Solution focus more important Start working w/ relevant ISVs, to be included in your offeringsE.g. Small Business Server in the Cloud – easy to resell, preconfigured offerings for resellers and their customers

CSP drives need for change in Partner Marketing With EA/Open Licensing: Partners reselling fixed Microsoft SKUs Microsoft defining offer, price, packaging (“4Ps”) Microsoft providing complete Value Prop, BoM With CSP: Partners able to create their own solution Based on Microsoft Cloud Services (e.g. SBS) Requires Partners to build their own value prop, packaging, pricing & communication All Commercial Partners will be affected by CSP and Digital Transformation of Sales and Marketing Processes -> i.e. all need to take more ownership of demand generation: Indirect Providers, Resellers, MSPs, Hosters , ISVs, eTailers , local and global SIs, PDU, Surface partners Microsoft segment agnostic;

FY18 Ideas for CSP Road to Success Keep : SPIFF for CSP Indirect Providers employees Weekly webinars Website, weekly Emails Communication to start in September, SPIFF running in Microsoft Q2 (i.e. Oct-Dec 2017)Change : Make sessions w/ 2 levels – Basic + Advanced CSPDo we need 2 sessions per week? Open readiness sessions to Indirect Resellers Readiness, but not SPIFFSmall give-aways each week for participants answering questions after the call Do a lottery/raffle each month among all webinar participants e.g. XBOX, Surface,…