FY19 CSP Indirect Provider Bootcamp 05/03/2019

FY20 Dynamics Licensing Bootcamp

16th September 2019

Wi-Fi: MSFTGUEST Code: msevent428de Agenda

10:00 Matt Woodford FY20 Business Apps Priorities Partner Incentive Changes for 10:30 Richard Wills Dynamics 11:00 Chris Huntingford PowerApps Value 11:30 Vicky Lea Power Apps Licensing 12:15 Lunch 13:00 Vicky Lea FY20 Licensing Changes 14:00 Break FY20 Licensing Changes 14:15 Vicky Lea (Continued) Housekeeping If the fire alarm sounds, please use the stairs located next to the lifts and leave out of the front of the building via reception.

Restrooms – Opposite the lifts.

The deck will be sent to registered attendees following the event. The recording will take a couple weeks to be published. If you did not register, please let us know.

Youtube: https://www.youtube.com/user/MPNUK/featured Partner Skills hub: https://partner.microsoft.com/en-gb/training/partnerskills FY20 Business Apps Priorities Matt Woodford What I’m going to talk about

What we’ve achieved together The huge opportunity ahead My perspective on new changes Microsoft Business Applications momentum FY19-Q4 DYNAMICS 365 POWER PLATFORM APPSOURCE

45% YoY Dynamics 365 net revenue growth In FY19, Power Platform revenue grew triple digits Y/Y Approximately 9K apps and services

Triple digit growth in F&O deployed customers 3.5x production app growth Y/Y >4,900 ISVs

Dynamics is now over $2.5 Billion in FY19 with over 50% cloud mix Analyst momentum FY19-Q4

Magic Quadrant for Business Intelligence Platforms

Microsoft Dynamics 365 has seen quarter after quarter of double-digit growth (43% and 51%, respectively, over the last two quarters. Couple this with the momentum of Azure Cloud (revenue surged 73% in the latest quarter vs. a year earlier) and Power Platform (part of its business productivity unit and which had triple-digit year-over-year revenue growth in the last quarter), and Microsoft is firmly at the epicenter of Cloud, AI, and Business Intelligence.

Few companies can show the world the future direction of computing – i.e. immersive and mixed reality-based experiences better & more authoritatively than Microsoft. The source of this of course is Azure, Dynamics & M365, but it is also its crucial gaming arm as well.

An #ai first company takes data and analysis from one system and uses it to make another better #ODI.

Microsoft has a HUGE opportunity with biz apps with @MSFTDynamics365 and @MSPowerBI. Very disruptive approach versus @SAP, @Oracle, and @salesforce.

GARTNER is a registered trademark and service mark of Gartner, Inc. and/or its affiliates in the U.S. and internationally, an d is used herein with permission. All rights reserved. Gartner does not endorse any vendor, product or service depicted in its r esearch publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner’s research organization and should not be const rued as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. Dynamics 365 Cloud & AI, Power Platform press momentum FY19-Q4

Power Platform

The chief information officer of London’s Heathrow Airport explains how it’s using Microsoft-powered artificial intelligence to make sure flights take off on time – and passengers stay happy

Microsoft touted something called the Power Platform at its big event this week – here’s what it is Customer momentum FY19-Q4 Customer: Capita

Industry: Partner Professional Services

Size: 70,000 employees “Before implementing Microsoft Relationship Sales, we understood the importance of Country: relationship-driven sales growth, but had underestimated the greater possibilities it United Kingdom opens up.… to reinforce buyer relationships.” Products and services: Microsoft Dynamics 365 —Nick Marsh, Consulting Lead, Capita Microsoft Dynamics 365 for Sales Microsoft Office 365 Microsoft Power BI LinkedIn Situation: Solution: Impact: LinkedIn Sales Navigator Due to a strong policy of growth Capita deployed Microsoft Capita has reduced operating costs, unified through acquisition, Capita found that Relationship Sales. This and automated its sales process, Read full story here its sales tools and practices were as empowered the creation of a new strengthened customer relationships, and varied as its customer base. It needed sales app which incorporates boosted its marketing and sales teams’ a unified, detailed, and adaptable sales embedded best practices, tailored effectiveness through improved visibility, playbook. to each customer’s needs. communication, and data sharing. Customer: Marston’s PLC “Marston’s has a long tradition of providing exceptional guest experiences. With Industry: Retailers Dynamics 365 Customer Insights, Marston’s is transforming that tradition for the

Size: modern era.” Corporate (10,000+ employees) — Paul Hume, Head of Technology Development, Marston’s PLC Country: United Kingdom Situation: Solution: Impact: Products and services: Azure To adapt and thrive in today’s multi- Marston’s is deploying Dynamics • Increase conversions with micro- Dynamics 365 Customer Insights channel environment and to stay 365 Customer Insights to unify targeted campaigns using richer Dynamics 365 for Sales ahead of the competition, Marston’s guest data and gain insights. segments Read full story here needed to empower its employees, Infused into existing business • Increase customer loyalty with including marketers, bartenders, applications, the insights are readily personalized in-pub experiences servers, and hosts, to engage guests available to marketers and pub • Reduce churn with AI-driven insights on a more personal level. employees to drive personalized experiences. Microsoft cloud Microsoft 365

Intelligent business applications

Productivity and collaboration

Open, flexible, enterprise-grade cloud computing platform Digital feedback loop With IoT-enabled Dynamics 365, we learn about—and fix—potential problems before the building maintenance manager or owner even knows they exist.

Bradd Busick: Chief Information Officer, MacDonald-Miller Facility Solutions

Dynamics 365 for Field Service | Power BI | Azure New comfort zone

Marketing

Talent Sales

Operations Commerce

Finance Service

Power platform

Power BI Flow PowerApps Ready for more?

Portals Sales Insights

Remote Assist Guides

AI Builder Market Insights

Fraud Protection Customer Insights

Product Visualize Layout

Virtual Agent Customer Service Insights Dynamics 365 AI applications Connect customer experiences with the power of AI.

Dynamics 365 Dynamics 365 Dynamics 365 Sales Insights Market Insights Customer Insights Dynamics 365 AI applications AI driven insights to make better decisions and proactively improve customer satisfaction.

Dynamics 365 Dynamics 365 Customer Service Insights Virtual Agent for Customer Service Dynamics 365 AI applications State-of-the-art AI-powered protection to shield businesses and customers from fraud.

Dynamics 365 Fraud Protection Dynamics 365 Mixed Reality

Dynamics 365 Dynamics 365 Dynamics 365 Dynamics 365 Guides Layout Remote Assist Product Visualize Focus on customer outcomes Microsoft transforms its sales practices with relationship selling

As software customers become better informed through their own online research, sellers must adapt their sales practices to engage with them at the right time and with the right insights to deliver value. By adopting a relationship sales approach that encompasses social listening, customer research, and innovative technology, the Inside Sales team at Microsoft has undergone a digital transformation that drives better interactions and establishes a model from which both partners and customers benefit.

Products and Services Organization Size Industry Country Microsoft Relationship Sales Dynamics 365 for Sales 124,000 employees Professional United States LinkedIn Sales Navigator Services Point Drive Read full story here Azure Machine Learning Customers want outcomes

Intelligent Sales Proactive Connected Field Modernize Finance Connected Power & Marketing Customer Service Service & Operations Commerce Platform

Plays

Increase revenue per Develop new revenue Transition existing Modern store seller Agent empowerment Rapid app development models customers to the cloud

Increase demand Intelligent operations Business process Scenarios Personalized service Connected interactions Business expansion automation Increase customer LTV Unified commerce

Infrastructure Technology Make insight driven Technology unification Modern analytics modernization modernization Protect online revenue decisions Business Areas and Use Cases

Financial Services Professional Services High Tech Manufacturing Retail Increase • Relationship Selling – • Relationship selling – client • Relationship selling - Field • Field Sales with need for CPQ • Luxury retail sales- long cycle revenue per field/branch sales management Sales and object/device (b2c) seller • Financial advisory client • Project sales • Inside Sales call centers for lead configuration capabilities • Channel sales through other management • Inside sales prospecting development • Inside Sales prospecting and retailer partners (b2b) Customers: Metro Bank, BAI Customers: Park Place • Channel Sales through retail, lead development Customers: 24 Hour Fitness, Group, Westpac NZ Technologies manufacturing, or software • Channel Sales through retail Kaufland partners and mfg partners Customers: Microsoft, Infosys Customers: Fender Increase • Empower bankers to • Nurture client relationships • Improve targeting using • Increase lead volume using • Organize In-store learning demand personalize communications with digital campaigns. advanced segmentation digital campaigns events (# of sales- and content based on • Consolidate customer data to • Nurture developer or fan • Shorten response time using • Engage community with events ready leads) client's digital interactions improve client targeting communities with digital automated emails and and newsletters. insights. • Run events to promote offers campaigns connected sales and • Customer : MS Store • Run Targeted nurture Customers: DHI, Actum Customers: Microsoft Xbox (under marketing processes. campaigns for client NDA) Customers: Vorne acquisition/upsell Customers: MetroBank Increase • Unified client profile • Unified client profile • Unified customer and employee • Unified customer profile • Unified customer profile customer LTV • Financial Clienteling • Employee productivity profile • Employee productivity • Personalized ads & retargeting • Loyalty offers • Upsell & Cross-sell (for client • Employee productivity • Upsell & Cross-sell • Personalized omni-channel • Upsell & Cross-sell projects) • Upsell & Cross-sell (for B2C • Case management experiences – in store and • Case management • Case management department) digital Customers: Saxo Bank • Case management • Clienteling apps Customers: 24 Hour Fitness, Kaufland, Footlocker, Avianca

Make insights • Fraud Alerts • Churn analysis • Churn analysis • Churn analysis • Customer Segmentation driven decisions • Churn analysis • Client Segmentation • Client Segmentation • Client Segmentation • Next best action • Anomaly Detection • Next best action • Next best action • Next best action • Churn analysis • Client Segmentation • Guided selling • Insight-driven coaching from • Opportunity scoring • Upsell & Cross-sell • Next best action • Lead/oppty scoring call intelligence • Lead scoring • Guided selling • Opportunity scoring Customers: Miami HEAT, Tivoli, • Lead/oppty scoring Marston’s, UNICEF What is the right solution for this customer’s problem?

Plays

Customer Insights Marketing Customer Engagement Key Themes for FY20

Apps • Customer Insights – Customer Data Platform (CDP) is a good starting point for any customer investing in Sales Market Insights personalization – this is an entry point to every organization

• Intelligent engagement across sales, marketing, services is what today’s consumers expect – lead with the power of multiple customer engagement applications on the same Sales Insights Forms Pro platform to unify an organization • AI in Business Applications - empowers the business professional closest to the problem with the ability to solve Attach Sales Nav Portals it – drive insights attach to every renewal • Microsoft Cloud – is unmatched differentiation – position the combination of Office 365, Dynamics 365, Power Product Visualize Adobe Platform and Azure

New asset Existing asset Example Campaign Architecture: Manufacturing

Email 1 Meeting 1 Meeting 2 Meeting 3 Meeting 4 Door Opener 15-Minute Assessment 1-Hour Presentation Strategy Alignment Envisioning Workshop

Challenger-based ‘door-opener’ email YES with link to 90-second See Seller Execution Framework

animated video + mtg. responders

First outreach outreach First request

NO YES

Email 2 Email 3 Email 4 Email 5 Email 6

How the 3 clouds No Animated infographic No eBook: Manufacturers No No benefit you (Trilogy Challenger infobit Case Study: Caterpillar depicting real-life Guide to Digital infographic)

driving to cheat sheet responders

- scenario Transformation with invite to Envision

workshop Non Thank you Partner Incentives Overview - Richard Wills Business Applications Partner Incentives FY20

▪ Incentives are a programmatic ▪ How will you use this 1. investment investment?

▪ How are you set up to ▪ They require some level of claim and account for 2. operationalization incentives?

▪ There is clear differentiation on ▪ How can you drive 3. customer acquisition and premium awareness and optimize solutions your return? Business Applications Partner Incentives FY20 (http://aka.ms/partnerincentives)

Program Refresh Incentive Program – Activity Rewarded FY20 Rates (YoY %) Need to Know Date

• D365 CE 20% (+0%) OSA (Online Services Advisor) – rewards CPOR • Continue with high rates based on annualized contract value (claiming partner of record) for driving pre- 1st October 2019 • D365 Unified Ops 50% (+0%) sales efforts with customer to land EA • Customer add accelerator extended to all orders in first year • Customer Add Lever 20% (+0%)

• Rate card doubled in FY19, now incentive increased by 5% OSU - Dyn (online Services Usage) – reward All Dynamics Cloud 15% (+5%) based on • Claims via partner center CPOR for driving adoption and active usage of 1st October 2019 rate card per user D365 • Claiming at subscription level but will be transitioned to workload level within program year and include CSP at this point

• Global Accelerator for Business Central (+2% Q1, +5% Q2) st CSP (Direct/Indirect Reseller) – reward CSP Q1 8% (+0%) • Effective 1 Oct customer add accelerator (20% of annualized partner working with end customer to manage 1st July 2019 value) for $1,000+ monthly revenue Q2-Q4 6% (-2%) and support CSP subscriptions • Effective 1st Jan pay 20% annualized on additional seats added in first 12 months for the same new customers

CSA (Certified Software Advisor) – reward CRM 5% (-4%) • Rate reductions as investment migrates to Cloud partners for driving pre-sales work on Dynamics 1st October AX 15% (-5%) On-Premise agreements SA Renewals 5% (+0%) • Claims and reporting remain via Partner Source Effective Oct.Effective 1, 2019 through Sep.Oct. 30, 1,2020 2019 Dynamics Advisory Incentive (CSA, OSA, OSU-DYN) Details below subjectthrough to change prior toSept. Oct. 30, 1, 20202019.

1 Purpose 2 Need to know Starting October 1st 2019 under the Dynamics ▪ The OSU Incentive is being split into 3 distinct programs Advisory Incentive guide we will make available the following Dynamics Incentives: • Modern Workplace, Power Platform, and Dynamics ▪ CSA ▪ Unique eligibility requirements and rates for each incentive ▪ OSA Sell remain ▪ OSU-DYN ▪ Partners will access Partner Center for OSA/OSU and Partner Source for CSA.

3 Timeline

FY19 FY20

July Oct Jan Oct Effective Oct.Effective 1, 2019 through Sep.July 30, 1, 2020 2018 Dynamics Advisory Incentive (CSA) Details below subjectthrough to change prior toJune Oct. 30, 1, 20192019.

1 Purpose 2 Eligibility Pay Advisors who provide pre-sales support for ▪ Contracts: MPN membership and CSA agreement Microsoft Dynamics CRM On-Premises via VL ▪ Revenue performance: 12-month revenue roll must meet threshold and Microsoft Dynamics AX On-Premises via EA • Cloud and On-Premise revenue count 3 Need to know • 24-month grace period from first signing the CSA or new Authorizations ▪ Certifications ▪ Partners access CSA claims and reporting via • CRM: 5 employees collectively taking a set of exams Partner Source • AX: 5 employees collectively taking a set of exams ▪ Requires 24-month CSA agreement signed electronically 4 Incentive rates ▪ Incentive paid on adjusted MSRP Product Revenue (Mature/Emerging*) Rate ▪ Applicable licensing programs: CRM On-prem (new Lic & SA)** $100,000 / $50,000 5% • CRM: EA, Select/Plus, Open, Open Value, CRM On-prem (new Lic & SA) Academic $100,000 / $50,000 12% (China)* • AX: Enterprise Agreements, Academic AX On-prem (new Lic & SA)** $100,000 / $50,000 15% ▪ Claims window is 90 days AX On-prem (new Lic & SA) ▪ $100,000 / $50,000 35% Incentive guide and other resources available (China)* on MPN at aka.ms/partnerincentives SA Renewals (CRM & $100,000 / $50,000 5% AX/Operations) * Based on customer location ** Excluding customers in China Effective Oct.Effective 1, 2019 through Sep.Oct. 30, 1,2020 2019 Dynamics Advisory Incentive (OSA) Details below subjectthrough to change prior toSept. Oct. 30, 1, 20202019.

1 Purpose 2 Eligibility Reward and recognize partners for selling new ▪ Active MPN membership Biz Apps Cloud seats (Dynamics, PowerApps, AI, ▪ Active CSA agreement at all times MR) under EA, CASA/EES, MOSA, and OSPA* ▪ Certifications: Min. number of employees taking product-specific exams • AX or CRM: 5 or more employees 3 Need to know ▪ 12-month revenue performance: • Mature Market: $100,000 ▪ Partners access OSA claims and reporting via Partner Center • Emerging Market: $50,000 ▪ To earn OSA Sell incentives, partners must 4 Incentive rates claim transactions within 90 days CRMOL, D365 Customer Engagement Plan, CRM AX7, D365 & Unified Operations ▪ D365 New Customer Add accelerator Apps, Team Member, PowerApps, AI, MR, Support Plan, AX Apps extended from 1st order to all orders for the Plans first 12 months EA/CASA/EES MOSA EA/CASA/EES ▪ Adding PowerApps, Artificial Intelligence (AI), Sell-New 20% 20% Sell-New 50% Sell-Transition: CRMOL to Sell-Transition: AX7 and Mixed Reality (MR) 6% 6% 6% Plan or CRM Apps to D365 Plan ▪ Incentive guide and other resources available Sell-Transition: CRMOL to Sell-Transition: AX7 on MPN at aka.ms/partnerincentives 0% 0% Team member to Operations Plan / 0% AX7 to Team member D365 Customer-add lever D365 Customer-add 20% 20% 20% * China only lever Effective Oct.Effective 1, 2019 through Sep.Oct. 30, 1,2020 2019 Dynamics Advisory Incentive (OSU-DYN) Details below subjectthrough to change prior toSept. Oct. 30, 1, 20202019.

1 Purpose 2 Eligibility Reward partners for growing end customer ▪ Active MPN membership active use of Microsoft Dynamics 365 Services ▪ Gold or Silver level competency in one of the following: under EA and CASA/EES Competency* Service • Incl. CSP when moving to workloads Cloud Business Application Dynamics 365, CRMOL, AX7 3 Need to know Cloud Customer Relationship Management Dynamics 365 Customer engagement, CRMOL ▪ Partners access OSU claims and reporting via Enterprise Resource Planning Dynamics ERP, AX7 Partner Center ▪ Partner/Customer association: shift to claims 4 Incentive rates and departure from Digital Partner of Record (DPOR) Products Rate Card Value Rate ▪ Claiming at subscription level starting 1 Oct Dynamics Cloud 15% with transition to association at workload level later in the program year. ▪ Monthly payments per rate card ▪ OSU rate increased from 10% to 15% ▪ Incentive guide and other resources available on MPN at aka.ms/partnerincentives * Competencies may be changed or retired with new Cloud Biz App competency coming (FY21) Microsoft Power Platform 0

Michael Chewter Product Marketing Manager Chris Huntingford Partner Technology Architect High-productivity application platform as a service A platform as a service that allows non-developers and developers to rapidly build apps without code

>2X Market size $14.3 billion $32.4 billion Gartner predicts PowerApps and Microsoft Flow’s total addressable market to be over $14.3 billion in 2019, and it is projected to grow to $32.4 billion in 2022. 2019

2022 projected

Gartner Market Statistics, 2019. “Microsoft 365, Dynamics 365, and the Power Platform, on top of what we’re doing with Azure, is the core of what we are doing as a company.” --Satya Nadella Gartner Enterprise Low-Code Application Platforms 2019 Business users want solutions to their challenges

Workforce requiring multi- Businesses gather data …but few make it actionable. device capability The number of enterprises with more than Only 32% of those companies have Over 72% of U.S. workforce will be mobile 100 terabytes of unstructured data succeeded in analyzing that data in any workers by 2020.2 has doubled since 2016.1 actionable way.1

Line of business decision makers Mobile > PC Apps can be expensive are critical to success Time spent on mobile is now significantly The average cost to produce an app is 81% of technology projects influenced by higher than time spent on PCs.3 $171,450, but can quickly increase beyond line of business decision makers5 who are $350,000.4 looking to create their own solutions.

1. Forrester Research, Inc., “Predictions 2018: The Honeymoon For AI Is Over.” November 2017. 2. IDC, “U.S. Mobile Worker Forecast, 2015-2020.” June 2015. 3. KPMG, “Internet Trends 2017.” 2017. 4. Clutch survey, 2017. 5. Microsoft, 2017. Transforming a business can be challenging

Line of business decision makers are critical to success

of technology projects of technology projects 61% funded by LoB 81% influenced by LoB Microsoft Power Platform - Analyse. Act. Automate. One low-code platform that spans Office 365, Azure, Dynamics 365, and standalone applications – both cloud and on-premises

Dynamics 365 Office 365 Azure Your business apps & data

Go from data to insights in minutes Build incredible apps quickly Democratise Business Process Management with Power BI with PowerApps with Microsoft Flow

Data AI Builder Common connectors Data Service High productivity app development without cliffs

Embedded Simple Advanced Mission critical Horizontal, forms LOB apps LOB apps LOB apps end-to-end apps Citizen developers Professional Developers PowerApps: a low-code approach to building apps Microsoft Flow: a low-code approach to automation

From simple automations to complex business flows Model business processes and automate workflows and your apps and services pre-built and custom connectors used by PowerApps Power BI: Experience your data with Power BI

Connect to any data source to find the best insights and answer tough business questions.

Directly integrated with Microsoft Flow, PowerApps, Microsoft Teams, Office 365, Dynamics 365 & Azure

Leverage Azure Data Services like Date Lake and SQL Data Warehouse to optimize analysis big data

PowerPoint like pixel perfect drag and drop design experience. Start from a template, report is running with live data as you build it Common Data Service (CDS): low code backend & database AI Builder: low code AI for apps and processes

Binary Classification Forms Processing Object Detection Text Classification Predict and classify fields in Extract structured data Detect any object (via Classify, group and CDS from digital paper, PDFs, custom training) through categorize any text in and forms camera or image control CDS Data connectors: access to all the data you need Partner Opportunity – Getting Started Build a PowerApps Practice

Offers

Embed Implement Empower Embed PowerApps into your practices Maximize value in customer’s budget Enable customers to digitally transform

• Build apps instantly, saving 70% in • Nurture customers to form their own CoE Form a Center of Excellence (CoE) development time • Train the customer to build their apps Cross-train resources • Prove ROI in fewer than 3 months • Add value across the entire organization Create a go-to-market strategy • Build custom apps with any data source

Source: The Total Economic Impact™ Of PowerApps And Microsoft Flow, a commissioned study conducted by Forrester Consulting on behalf of Microsoft, June 2018. Build value-add custom apps for any scenario

Human Sales and Marketing Operations Social and Finance and resources Service collaboration compliance Campaign Update stock levels Employee feedback Order entry/ update Knowledge management Incident reporting Budget tracker management Vacation entry Self-service food Check-in Warehouse GDPR tracker menu Meeting organizer Onboarding Conference session management Blockchain Case management Room Finder Mileage tracker Event organizer Inventory counting consortium Fleet selection Shift/ resource management Time entry Shipment tracking Mobile patient triage management app Risk management Grow your footprint in accounts Add value to both business and IT users across the entire organization $20M+

Modernize legacy apps Customize Digitize paper/ first- or third- siloed Govern/ party apps processes Develop cross- manage Enhance platform application design/ mobile apps lifecycles for Increase adoption business viral apps via training process management $10K Business scenarios Partner Action PowerApps SI Partner Journey (Corp) Benefit aka.ms/PowerAppsPartner

Build Showcase Apps Let customers test drive your apps

Deliver GTM activities Sign up Fulfill requirements Begin engagement (AIAD, BYOP) Access free resources to Become certified and Get leads to build your Receive architectural build capacity go-to-market services pipeline and implementation support

Build Consulting Services Offers Get targeted leads and pre-sales support

Become a PowerApps Partner Pre-sales Benefits Post-sales Benefits

Step by step guidance: Partner Success Manager support PowerApps has an expansive customer base

Healthcare Finance/Banking Manufacturing Retail/Distribution Public sector Technology Services Food & Beverage

Largest vendor of Largest asset World’s largest Largest membership U.S. physician lender in Africa oilfield company organization in U.K. prescribing data

8 out of 20 Forbes’s Over 6 Fortune 500 Largest Privately-held customers American companies Empowering employees to identify friction points

• ATM inspections produced 5,000-6,000 monthly paper-based reports • Reams of paperwork manually created, distributed, and stored • Costly delays in corrective action Power App created and tested in 24hrs

• ATM repair and cleanup time reduced from weeks to hours • Lower costs, greater security, and happier, more efficient staff • Positive impact on net promoter score (NPS) metric A Power Apps center of excellence in the making!

Who do we target? What do we position? Why do they buy? ▪ This is not only a Dynamics ▪ Rapid Digital transformation – ▪ Rapid cost-effective Time to play! apps built in days & weeks, not value ▪ Typical organisation profile: months & years ▪ Microsoft cloud vision: O365, ▪ Business demands outstrip IT capacity – shadow IT threat ▪ Replace paper/manual processes Azure, Dynamics and LinkedIn ▪ Lots of complex and/or with simple role/task-specific ▪ Apps embedded in Teams – so manual/paper processes apps ▪ Competitive LOB apps (SFDC, SAP…) powerful! ▪ Legacy app modernisation or ▪ ALL industries ▪ Simple app experiences replacement – add mobile across on-prem and cloud ▪ Upsell penetrated O365 and ▪ No compromise on IT data D365 accts governance, security and ▪ Security, compliance, ▪ Keep key competitors out! compliance governance and insights into Google, SFDC, Outsystems, ▪ Forges Business + IT partnership apps and data Mendix and Pega ▪ Rumour: Amazon to make acquisition in low-code/no-code FY20 PowerApps and Flow Licensing Updates Agenda

PowerApps & Flow Licensing • PowerApps • Add-ons (Portals, AI Builder & Usage Capacity) • Flow • Use rights to Dynamics 365 restricted entities PowerApps and Flow within Dynamics 365 PowerApps Licensing update Business model imperative What’s changing for October 2019?

Make it easier to get PowerApps per app plan being launched started Allows licensing of apps for a specific scenario

Standalone PowerApps (per app/per user) plans Simplify licensing will have full functionality

Enable external user PowerApps portals add-on SKUs licensing will be introduced

AI Builder capacity add-on SKU Infuse apps with AI will be introduced PowerApps PowerApps Seeded per app plan per user plan PowerApps

Licensed per user, per app Licensed per user Licensed through Office 365 & $10 user/app/month $40 user/month Dynamics 365

Allow individual users to run Equip users to run unlimited Extend and customize Office 365 applications1 for a specific business applications based on the full and Dynamics 365 scenario based on the full capabilities capabilities of PowerApps of PowerApps

1 PowerApps per app plan entitles licensed user to run 2 apps (canvas and/or model driven) and 1 portal PowerApps per app plan overview App definition • An “app” is a combination of Power Platform assets that solves a specific business scenario • Each “per app” license provides use rights to 1 Portal and 2 custom apps (model driven and/or canvas) • No limits on other components (e.g., forms, dashboards, etc.)

Offer summary Conceptual Overview PowerApps per app plan Pool of per app licenses Users User App Apps SKU name PowerApps per app plan User-1 App-1 List pricing $10 per user/app/month User-2 App-1 User-3 App-1 License assignment In product – Power Platform Admin Center User-1 App-2 Stackable? Yes User-2 App-2 User-4 App-2 User-3 App-2

Unassigned Unassigned When to position the PowerApps per app plan • Customer prefers to get started with specific business scenarios before going all in on the platform • Customer wants to license a subset of users for a few specific apps PowerApps per user plan

Overview • Allows licensed users to run unlimited fully featured custom applications • Single fully featured per user plan vs. 2 per user plans today In market PowerApps Plan 1 and PowerApps Plan 2 offer different feature capabilities

Offer Summary

PowerApps per user plan

License overview Provides use rights to unlimited custom apps for 1 user

Pricing $40 per user/month PowerApps PowerApps Plans and capabilities per app plan per user plan $10 per user/app/month $40 per user/month

Run custom apps 2 apps Unlimited apps Run custom apps / portals Run custom portals 1 custom portal Unlimited custom portals

Use pre-built connectors (standard, premium) ⚫ ⚫ Connect to your data Use custom and on-premises connectors ⚫ ⚫

Utilize Common Data Service ⚫ ⚫ Store and manage data Create and access custom entities ⚫ ⚫ Dynamics 365 restricted entities access Read only Read only

Microsoft Flow use rights Within app context Within app context Execute workflows (Classic CDS) Non real-time and real-time workflows ⚫ ⚫

Common Data Service Database Capacity1 50 MB 250 MB Per license capacity2 Common Data Service File Capacity1 400 MB 2 GB Daily API request limit2 1,000 5,000 Infuse AI AI Builder capacity add-on $ $

1 Common Data Service database and file capacity entitlements are pooled at the tenant level 2 Service limits are published at http://aka.ms/platformlimits – PowerApps and Flow capacity add-on can be purchased to increase daily service limits Definition of Flow within app context For both triggers and actions, Flows included within an embedding application can connect • To any data source within the use rights of the embedding application • Directly with the embedding application (via built in trigger/action) Example – Flow embedded within PowerApps

Example – Flow within app context Example – Flow NOT within app context

User with a standalone PowerApps license runs The same user now also wants to use a Flow an app that uses SQL DB as the data source and that updates an Oracle database and includes Flows that • Is completely unrelated to the PowerApps app • Read from OR write to SQL DB • Does not interact in any way with the • Use a built-in PowerApps trigger and/or action PowerApps app (or its data sources) – E.g.: Send a push notification to the app This user will then require a standalone Flow PowerApps Portals Licensing PowerApps External

Unit Price/ User Type Model SKU Names Avail Channel Comments Capacity Month PowerApps Portals login 100 $200 Oct-19 All • A login provides the capacity add-on logins authenticated user with access to a single portal External user – PowerApps Portals login 1,000 Per log in $1,000 Dec-19 All for up to 24 hours Authenticated capacity add-on tier-2 logins • Multiple logins during the PowerApps Portals login 5,000 CSP 24-hour period count as 1 $3,500 Dec-19 capacity add-on tier-3 logins only billable login

External user – Per page PowerApps Portals page 100K page $100 Oct-19 All Unauthenticated view view capacity add-on views Dynamics 365 (Various) Custom portal use rights are Via PowerApps per app plan Internal user NA NA Oct-19 All aligned with custom app use license PowerApps per user rights plan

Customers can provision a PowerApps portal instance - No need to purchase separate1 license

1$500 per month per Dynamics 365 Additional Portal instance as of July 2019 Dynamics 365 Portals — Path forward

What happens to Dynamics 365 Portals?

• Dynamics 365 Portals will automatically transition to PowerApps portals • No action is required from customers • Dynamics 365 Additional Portals and Dynamics 365 Additional Portal Page Views SKUs will be retired

Existing customer scenarios starting October 2019

Scenario Licensing Model Comments

Utilize existing Dynamics 365 Portal Old Until grandfathering ends Purchase Additional Dynamics 365 Portal SKU Old

Provision PowerApps Portals instance New AI Builder Licensing Offer Details AI Builder capacity add-on Offer name AI Builder capacity add-on License type Tenant wide capacity license Pricing $500 per month—Each subscription includes 1M service credits Common currency across AI Builder capabilities What are service credits? Usage of AI Builder services consumes purchased service credits Qualifying base licenses PowerApps, Flow and Dynamics 365 licenses

Estimating # of units to purchase Prior to GA, a calculator will be rolled out to help estimate AI Builder Capacity add-on units to be purchased • Estimations will be based on the anticipated usage of various AI Builder services PowerApps and Flow capacity Overview

PowerApps and Flow capacity add-on increases the daily API request capacity for PowerApps, Flow and Dynamics 365 users/workloads that consistently exceed their daily service limits Note: Service limits are for service protection purposes and set to high thresholds so that users with normal usage patterns will be well within the limits. Please see http://aka.ms/platformlimits for more details

Offer Details PowerApps and Flow capacity add-on Offer name PowerApps and Flow capacity add-on License type Dedicated capacity per user/flow Pricing $50 per unit per month Unit capacity Each unit provides 10,000 daily API requests Assignment of purchased capacity In product Microsoft Flow Licensing Changes Business model imperative What’s changing for October 2019?

Address departmental Introduction of Flow per business process plan scenarios License capacity for departments w/o licensing each user

Paid plans will be fully featured Unleash full capability No metering or enforcement of Flow runs1 Eliminating limits on Flow trigger frequency

Infuse AI into AI Builder capacity add-on business processes enabled for Flow plans

1 Flow usage subject to service limits – please review http://aka.ms/platformlimits for more details; “PowerApps and Flow capacity add-on” can be purchased to increase daily service limits Per Per Seeded user Flow1 Flow

Licensed by workflow Licensed by user Licensed through Office 365, $100 per Flow/month $15 user/month Dynamics 365 & PowerApps Min purchase of 5 Flows

Equip individual users to create Implement critical business processes Automate business processes and unlimited workflows and business with capacity that serves teams, workflows for Office 365, Dynamics processes based on their unique departments or the entire 365 & PowerApps needs organization w/o individually licensing end users

1 Flow per business process plan is the name of the SKU to transact Summary of Flow per user plan

• No limits on number of flows

Offer details

Flow per user plan

Pricing $15 per user/month

Enabled Flows Unlimited

Flow runs1 No metering or caps on Flow runs

Daily API requests1 5,000

When to position the Flow per business process plan • For Flow usage spanning teams, departments & organizations, without requiring per user licenses

Offer Details Flow per business process plan

Pricing $100 per month per enabled workflow Note: Min purchase 5 units • Child Flows are those that are triggered by another Licensing additional Flow (vs. a data source OR user action) $100 per workflow/month workflows • Child Flows are not billable

Daily API requests1 15,000

Minimum purchase Not applicable 5 units Execute workflows User license required? Yes ×

Use business process flows ⚫ ⚫

Use pre-built connectors (standard and premium) ⚫ ⚫ Connect to your data Use custom and on-premises connectors ⚫ ⚫

Access to Common Data Service ⚫ ⚫ Store and manage data Create and access custom entities ⚫ ⚫ Common Data Service Database Capacity (pooled2) 50 MB 50 MB Per license capacity1 Common Data Service File Capacity (pooled2) 200 MB 200 MB Daily API Requests1 5,000 15,000 Infuse AI AI Builder capacity add-on3 $ $

1 Usage subject to service limits – please review http://aka.ms/platformlimits for more details; “PowerApps and Flow capacity add-on” can be purchased to increase daily service limits 2 Additional Common Data Service Database/File/Log capacity can be purchased in increments of 1 GB. Common Data Service Database and File capacity are pooled tenant wide. 3 Purchase AI Builder capacity add-on. Use rights to Dynamics 365 restricted entities Overview Standalone PowerApps & Flow plans will continue to have “read” access to Dynamics 365 restricted entities List of Dynamics 365 restricted entities is changing – please see below

Changes to Standalone PowerApps and Flow use rights Entity Pre Oct-19 Effective Oct-19 Comments User can CRUD own cases - employee self-service Case Read only CRUD – own cases User cannot CRUD cases on others’ behalf – serve as agent Lead CRUD Create and Read

Please note

Multiplexing rules being relaxed to facilitate broader access to Dynamics data via standalone PowerApps/Flow licenses • To allow for relaxation, additional entities maybe restricted; Details being finalized IP protection infrastructure being modernized to alleviate the need to restrict schema (entities) Who’s impacted • PowerApps Plan 1 and/or PowerApps Plan 2 customers (as of Sep 30, 2019) using solutions that • Read, update or delete records corresponding to the “Lead” entity

Transition plan

SKU Name SKU Status Restricted Entities applicable Comments

PowerApps Plan 1, Plan 2 List of restricted entities prior to Until the end of the Being retired Flow Plan 1, Plan 2 Oct 1, 2019 grandfathering

• PowerApps Plan 1 and Plan 2 customers will continue with the list of restricted entities Pre-October 1st, 2019 until the end of the transition period for these SKUs • Once customers transition to the new “PowerApps per app plan” or “PowerApps per user plan”, list of restricted entities effective October 1st, 2019 applies Grandfathering plans (PowerApps and Flow) October 1, 2019 March 31, 2020

New SKUs generally available CSP, Web Direct, MPSA

• PowerApps Plan 1, PowerApps Plan 2 Qualified Offer • Flow Plan 1, Flow Plan 2, Flow Additional Runs (deal in flight / renewal) Removed from pricelist

• Dynamics 365 Additional Portal, Additional Portal Page Views Existing SKUs Existing

• PowerApps per app plan, PowerApps per user plan • Flow per user plan, Flow per business process plan • PowerApps Portals login capacity add-on, PowerApps Portals page view capacity add-on

New SKUs New • PowerApps and Flow capacity add-on

Scenarios Timeframe Renewing existing subscription New subscription (Deal in flight)

Until GA (Oct 1st, 2019) • Renew with Existing SKUs only • Purchase Existing SKUs only

Oct 1st, 2019 to March 31st, 2020 • Renew with Existing SKUs OR purchase New SKUs • Purchase Existing SKUs OR purchase New SKUs

April 1st, 2020 onwards • Can only renew with New SKUs • Transact New SKUs only October 1, 2019 March 31, 2020 March 31, 2023

New SKUs generally available EA, EAS, EES

• PowerApps Plan 1, PowerApps Plan 2 Qualified offer Discontinued Status • Flow Plan 1, Flow Plan 2, Flow Additional Runs (deal in flight / renewal) (no new deal/renewal)

• Dynamics 365 Additional Portal, Additional Portal Page Views ExistingSKUs

• PowerApps per app plan, PowerApps per user plan • Flow per user plan, Flow per business process plan • PowerApps Portals login capacity add-on, PowerApps Portals page view capacity add-on

New SKUs* New • PowerApps and Flow capacity add-on

Scenarios Timeframe Existing subscription New subscription (deal in flight)

Until GA (Oct 1st, 2019) • Can renew OR true up/down with Existing SKUs only • Purchase Existing SKUs only

GA date to March 31st, 2020 • Option to purchase Existing SKUs OR New SKUs • Option to purchase Existing SKUs OR New SKUs

April 1st, 2020 onwards • Can only renew with New SKUs • Purchase New SKUs only PowerApps and Flow within Dynamics 365 Seeding intent

PowerApps & Flow within Dynamics 365 allow users to customize & extend Dynamics 365 applications

What’s changing in Oct-19 Applicable Use Rights Use Rights When to license standalone Area to (Pre Oct-19) (Eff. Oct 19) PowerApps/Flow SKUs?

PowerApps Dynamics 365 Full PowerApps use PowerApps use needs to map to app context. Users can: To run custom applications that Enterprise use rights rights included • Customize/extend licensed Dynamics 365 applications • Do not map to Dynamics 365 Application application context licenses1 • Run standalone apps within the same environment as their licensed Dynamics 365 application(s) • Are not in the same environment as licensed Dynamics 365 applications

Flow use All Dynamics Full Flow use rights Flows need to map to app context To run standalone Flows that do not rights 365 licenses included • Flows should trigger from OR connect to data sources map to app context within use rights of licensed Dynamics 365 application(s)

PowerApps All Dynamics Flow capacity • No metering / caps on tenant wide Flow runs “PowerApps and Flow capacity add- 365 licenses and Flow pooled tenant wide • Usage subject to service limits for service protection on” for users that consistently exceed usage Usage subject to • PowerApps/Flow usage counts against daily API requests usage entitlements service limits associated with the Dynamics 365 license2

1 Dynamics 365 for Sales Enterprise, Dynamics 365 for Customer Service, Dynamics 365 for Field Service, Dynamics 365 for Talent, Dynamics 365 for Project Service Automation, Dynamics 365 for Retail, Dynamics 365 for Supply Chain Management, Dynamics 365 for Finance 2 Daily API request limits for Dynamics 365 vary by license. Details at http://aka.ms/platformlimits. Users with normal usage patterns will be well under the daily limits. “PowerApps and Flow capacity add-on” can be purchased to increase daily service limits Who’s grandfathered? All tenants with Dynamics 365 subscriptions (as of Sept 30, 2019) receive an extension of existing licensing terms for 12 months from Oct 1, 2019 OR expiration of current Dynamics 365 subscription term, whichever is longer Behavior during grandfathering Service Aspect Implementation PowerApps use rights Users with Dynamics 365 enterprise app/plan licenses1 can continue to use standalone custom PowerApps applications in any environment

Flow use rights Dynamics 365 licensed users can continue running “standalone” Flows that do not map to the app context.

Flow - limits No metering or enforcement of tenant wide runs moving forward Removal of Flow frequency limits beyond what a connector supports

Usage limits Existing service limits continue to apply for service protection Eligible organizations will maintain comparable service limits New service limit (Max daily API requests) will not apply during transition

1Dynamics 365 for Sales Enterprise, Dynamics 365 for Customer Service, Dynamics 365 for Field Service, Dynamics 365 for Talent, Dynamics 365 for Project Service Automation, Dynamics 365 for Retail, Dynamics 365 Customer Engagement Plan, Dynamics 365 Unified Operations Plan, Dynamics 365 Plan Dynamics 365 apps1 Dynamics 365 Enterprise Plans and capabilities (No change) Apps2

Within same environment(s) as Run custom apps3 Run standalone apps × licensed Dynamics 365 application(s)

Use pre-built connectors (standard, premium) ⚫ ⚫ Connect to your data Use custom and on-premises connectors ⚫ ⚫ Utilize Common Data Service ⚫ ⚫ Store and manage Create and access custom entities 15 per application ⚫ data Dynamics 365 restricted entities use rights CRUD CRUD Microsoft Flow use rights Within app context Within app context Execute workflows (Classic CDS) Non real-time and real-time workflows ⚫ ⚫ Infuse AI AI Builder capacity add-on $ $

PowerApps Portals Within same environment(s) as Standalone PowerApps Portals use rights use rights × licensed Dynamics 365 application(s)

usage will count against daily API request limits associated with the Dynamics 365 license. More details at http://aka.ms/platformlimits - “PowerApps and Flow capacity add-on” can be purchased to increase daily service limits Dynamics 365 apps1 Dynamics 365 Plans and capabilities (No change) enterprise apps2

Execute standalone Flows × × Execute Flows within context of licensed ⚫ ⚫ Execute Flows3 application Use business process flows to model multi-stage ⚫ ⚫ processes Use pre-built connectors (standard, premium) ⚫ ⚫ Connect to your data Use custom and on-premises connectors ⚫ ⚫

Utilize Common Data Service ⚫ ⚫

Store and manage data Up to 15 custom entities per Create and access custom entities ⚫ licensed application

Infuse AI AI Builder capacity add-on $ $

Microsoft Cloud Partner • Power Platform Licensing Updates Partner Center: Frontline Community Support

Yammer - CSP Indirect Partner Microsoft Partner PARTNER (access required) Community Link

Microsoft Dynamics 365 licensing

Vicky Lea Agenda

Dynamics 365 licensing • Overview • Customer Engagement changes • Unified Operations changes • Default Capacity On-premises to Online transitions Useful resources

[email protected] Dynamics 365 Overview MicrosoftCRM DynamicsERP 365 Licensing for CRM – Customer Engagement

Licensed with User or Device Subscription$210 Licenses $115 • User SLs available for all Plans and Apps

• Enterprise • Professional • User and Device SLs give access to the same functionality $145 $145 $40 $95 $95 • User and Device SLs may be mixed

• Enterprise • Professional Included access

$145 • $95 $95 All SLs include Team Members rights • Project Service Automation includes Project Online Desktop Client $8

All pricing subject to change please consult price list for actual pricing Licensing for ERP – Operations

Licensed with User or Device Subscription Licenses $190 • Operations Device SL is the only Plan or App licensed with a Device SL

• It allows access to specific functionality relating to $40 $170 retail devices

Included access $40 • All SLs include Team Members rights

• Finance and Operations is only available as part $75 of the Unified Operations Plan

$50

All pricing subject to change please consult price list for actual pricing Licensing for Dynamics 365 online

$210

$115 $190

• Enterprise • Professional

$145 $145 $40 $95 $95 $40 $170

• Enterprise • Professional

$145 $40 $95 $95

$75

$50

All pricing subject to change please consult price list for actual pricing October 2019 licensing changes… In today’s Dynamics 365 Plan $210 Plans

Dynamics 365 Plans Customer Engagement Plan $115 Unified Operations Plan $190 business model, 20 seat min

Sales Customer Service Finance and Talent FullUsers we sell plans & 5 seat min Operations apps for full Included with Unified $95 $95 Operations Plan $40 users, and other Applications SKUs for Field Service Project Service Retail 20 seat min additional users Users Full Automation

$95 $95 $170 Applications Marketing 2K contacts Included with 10 seats of Dynamics 365 or Customer

Engagement Plans

Additional Additional Users

Device $145 Activity $50 Device $75 Users $8 $8

Additional Additional Team Members Team Members 2. 1. focus focus of this updates Full User licenses are Financeonly&Operationsavailable UnifiedwithPlan Operations Volumeonly availablepricing with Customer Engagement Plan

Full Users Additional Users Applications Plans Customer Engagement Plan Marketing FieldService Sales 365 orCustomer 365Engagement Plans DynamicsseatsofIncluded 10 with contacts2K Team Members Device $145 $95 $95 Automation Project Service Customer Service $115 $95 $95 $8 1 Unified Operations Plan 20 seat min 20 seat Retail Operations Finance and IncludedUnifiedwithOperationsPlan 20 seat min 20 seat Team Members Activity 2 $170 $50 Talent 5 seat min seat 5

$210 $75

$190 $8 $40

Full Users Full

Users

Applications Plans Additional Additional 1. Effective October 2019, Plans (including tiered pricing) will be removed from all price lists 2. Customers will be able to purchase application(s) aligned to individual user need

1 Customer Engagement Plan $115 2 A la carte sales Motion

Plans (# Licenses / user example) Sales Customer Service

$95 $95

Field Service Project Service Automation

$95 $95 App 1

Full Users Full Applications Marketing 2K contacts Included with 10 seats of Dynamics 365 or Customer Engagement Plans App 2

Device $145

Users App 3

Team Members $8 Additional Additional Customers are encouraged to purchase application(s) aligned to individual user need Pricing will be aligned to value generated at the user level (@ better together price) Attach license assignment will be technically enforced $ $$ Single App User Two App User Three App User

Sales Customer Service Field Service Base License: the first Business Application $95 $95 $95 purchased at the standard price

Sales Sales $20 $20

Attach License(s): incremental Business Customer Service Application (USL) purchased after the Base license at a heavily discounted ‘Attach price’ Note: Base and attach license provide access to same application $20 functionality Single App User Two App User Three App User (#100) (#100) (#100) Lic Total Applications Type Cost Base 300 x $95 $28.5K Attach 300 x $20 $6K Customer Sales Field Service Base Licenses: $34.5K Service $95 $95 $95 #300

Sales Sales Lic Total Applications $20 $20 Attach Type Cost Licenses: #300 Sales (Base) 300 x $95 $28.5K $20 Customer Service 200 x $20 $4K (Attach) Customer Field Service (Attach) 100 x $20 $2K Service $20 $34.5K Additional Users Full Users Full Users Device $145 device/month TeamMembers p $8 $20 pupm $20 SalesProfessional pupm $20 Enterprise Sales pupm $65 Professional Sales pupm $95 Sales Enterprise User Device $20 pupm $20 Professional Customer Service pupm $20 Enterprise Customer Service $162 pupm $162 Salessolution Plus Microsoft Relationship $130 pupm $130 solution Sales Microsoft Relationship Customer Engagement Attach SKUs Organization Customer Engagement Base License $95 pupm $95 Enterprise Customer Service $20 pupm $20 Field Service $50 pupm $50 Professional Customer Service All pricing subject to change please consult price list for actual pricing $95 Field Service $750 org/month $750 min365 user 10 Dynamics Marketing $95 pupm $95 Automation Project Service pupm upm $1500 org/month $1500 Marketing <10 Dynamics 365 users 365 <10 Dynamics • • to note: Important asan Attach license. alwaysbe the Baselicense. Note: Talent isnot available base license theyas are the higher priced mustand SKUs licenses Finance, Supply Chain or Management, Retail Attach user Attach license model not does apply. Application isa tenant purchased an as Attach licenses.The Marketing Only the Business Applications arethat mayUSLs be The salesla a carte motion isuser license (USL) based. MAY NOT be to a Customeradded Engagement - based license, therefor the per Enterprise Resource Planning Full Users Additional Users Applications Plans Customer Engagement Plan Engagement Plans DynamicsorCustomer 365 seatsofIncluded 10with contacts2K Marketing FieldService Sales Team Members Device $145 $95 $95 Automation Project Service Customer Service $115 $95 $95 $8 20 seat min 20 seat Unified Operations Plan Retail Operations and Finance 20 seat min 20 seat Operations Plan Operations with Unified Included Team Members $170 $50 Talent 5 seat min seat 5 Device $190 $210 $75 $40 $8

Full Users Additional Users Applications Plans In October, Finance and Operations will be split into two standalone applications, Supply Chain Management and Finance

UNIFIED OPERATIONS PLAN

FINANCE RETAIL TALENT & OPERATIONS

Supply Chain Finance Management Application Definition Multi-app usage Application definitions based on security role categories in the • 70% of UO Plan users using one or two apps Dynamics 365 Licensing Guide • Most multi-app usage is between Finance, Talent Retail Finance SCM SCM and Retail Talent • Retail • Financials and Accounting • Budgeting • Project Management • Distribution • Transportation • Manufacturing • Three App Users Cost Accounting • Engineering • Quality Control • Procurement • Sales Orders • Two App Users One App Users Four App Users Finance and Operations, Retail, and Talent Base SKUs

Finance Supply Chain Retail Management 20 seat min 20 seat min 20 seat min $180 pupm $180 pupm $180 pupm

Talent Full Users Full 5 seat min $40 pupm

Finance and Operations, and Retail Attach SKUs

Sales Enterprise Customer Service Field Service Finance Supply Chain Retail Enterprise Management $20 pupm $20 pupm $20 pupm $30 pupm $30 pupm $30 pupm

FullUsers Sales Professional Customer Service Professional

$20 pupm $20 pupm

Activity $50 pupm Device $75 device/month Users

Additional Team Members $8 pupm

User Device Organization All pricing subject to change please consult price list for actual pricing Enterprise Agreement (EA)/MPSA To satisfy the minimum purchase requirement for the Base license, Supply Chain Management, Finance, and Retail USLs may be combined

Yes

Cloud Solution Provider program (CSP) To satisfy the minimum purchase requirement, each Base license (Supply Chain Management, Finance, and Retail) must meet the minimum purchase requirement of 20 USLs for each purchase

Yes OR OR Scenario Existing Licensing Updated Licensing Difference 20 Account clerks 20 Unified Operations 20 x $190 20 Finance: 20 x $180 1 10 Supply Chain Management: 10 Production Supervisors 10 Unified Operations: 10 x $190 New model 10 x $180 Manufacturing results in 3% 50 shop floor workers 50 Operations Activity: 50 x $50 50 Operations Activity: 50 x $50 price decrease for customer 200 Self Service employees 200 Team Members: 200 x $8 200 Team Members: 200 x $8 Total: $9,800 Total: $9,500 25 Accounts 25 Unified Operations: 25 x $190 100 Finance Base: 100 x $180 2 25 Retail/Finance 25 Unified Operations: 25 x $190 75 Retails Attach: 75 x $30 Retail 25 Retail/Finance/SCM 25 Unified Operations: 25 x $190 50 SCM Attach: 50 x $30 New model 25 Retail/Finance/ results in 6% 25 Unified Operations: 25 x $190 25 Talent: 25 x $40 SCM/Talent price increase for customer 500 Retail POS Devices 500 Operations Device: 500 x $75 500 Operations Device: 500 x $75 1,000 self service employees 1,000 Team Members: 1,000 x $8 1,000 Team Members: 1,000 x $8 Total: $64,500 Total: $68,250 Dynamics 365 Attach Model Summary Sales Microsoft Relationship Customer Service Field Service Finance Supply Chain Retail Enterprise Sales solution Plus Enterprise Management 20 seat min 20 seat min $180 20 seat min $95 pupm $162 pupm $95 pupm $95 pupm $180 pupm $180 pupm $180 pupm

Sales Microsoft Relationship Customer Service Project Service Talent Professional Sales solution Professional Automation

5 seat min FullUsers Base SKUs $65 pupm $130 pupm $50 pupm $95 pupm $40 pupm Marketing <10 Dynamics 365 users

$1500 org/month

Sales Enterprise Customer Service Field Service Marketing Finance Supply Chain Retail Enterprise Management 10 Dynamics 365 user min

$20 pupm $20 pupm $20 pupm $750 org/month $30 pupm $30 pupm $30 pupm App Users - Sales Professional Customer Service

Attach Attach SKUs Professional Multi

$20 pupm $20 pupm

Device $145 device/month Activity $50 pupm Device $75 device/month

Users Team Members $8 pupm Team Members $8 pupm Additional

User Device Organization Customers must purchase the higher priced Business Application as the Base license Attach licenses can only be assigned to users with pre-requisite Base license

Multiple Business Applications Purchase Scenarios

BASE License Attach License Attach License CE Enterprise/ CE Enterprise/ Scenario #1 CE Enterprise Professional Application Professional Application ($95) ($20) Application ($20)

BASE License Attach License Attach License Scenario #2 Unified Operations Unified Operations Unified Operations Application ($180) Application ($30) Application ($30)

BASE License Attach License Attach License CE Enterprise/ Between CE ($95) and Unified Unified Operations Unified Operations Scenario #3 Professional Application Operations ($180) licenses: Application ($180) Application ($30) ($20) Unified Operations must always be the Base license BASE License Attach License Attach License CE Customer Service CE Enterprise Unified Operations Scenario #4 Professional Application Application ($95) Application ($30) ($20) Between CE Enterprise ($95) and Professional licenses ($65) - BASE License Attach License CE Sales Professional CE Customer Service Enterprise must always be the Scenario #5 Application ($65) Enterprise ($20) Base license Base SKU Attach SKUs per user/month Dynamics 365 Business per user/ Sales Sales Customer Customer Field Applications MRSs PSA SCM Finance Retail Talent month Ent Pro Service Ent Service Pro Service Sales Enterprise $95 - - NA $20 $20 $20 NA NA NA NA NA

Sales Professional $65 - - NA - $20 - NA NA NA NA NA

Microsoft Relationship Sales $162 - - NA $20 $20 $20 NA NA NA NA NA solution Plus (MRSs)*

Microsoft Relationship Sales $130 - - NA $20 $20 $20 NA NA NA NA NA solution (MRSs)*

Customer Service Enterprise $95 $20 $20 NA - - $20 NA NA NA NA NA

Customer Service Professional $50 - - NA - - - NA NA NA NA NA

Field Service $95 $20 $20 NA $20 $20 - NA NA NA NA NA

Project Service Automation (PSA) $95 $20 $20 NA $20 $20 $20 NA NA NA NA NA

Finance $180 $20 $20 NA $20 $20 $20 NA $30 - $30 NA

Supply Chain Management (SCM) $180 $20 $20 NA $20 $20 $20 NA - $30 $30 NA

Retail $180 $20 $20 NA $20 $20 $20 NA $30 $30 - NA

Talent $40 NA NA NA NA NA NA NA NA NA NA NA

Dynamics 365 SKU from Step Up To Dynamics 365 SKU from Step Up To

Sales Professional USL Finance USL Sales Enterprise USL Team Members USL Operations - Activity USL Supply Chain Management USL Team Members USL Sales Professional USL Retail USL Customer Service Professional USL Customer Service Enterprise USL Finance USL Team Members USL Supply Chain Management USL Team Members USL Customer Service Professional USL Team Members USL Retail USL Team Members USL Field Service Enterprise USL Talent USL Sales Enterprise USL Relationship Sales Plus USL Operations - Activity USL Project Online Essentials USL Team Members USL

Dynamics 365 Attach SKU from Step Up To Dynamics 365 Attach SKU from Step Up To

Sales Enterprise Attach USL Sales Enterprise USL Finance Attach USL Finance USL Sales Professional Attach USL Sales Professional USL Supply Chain Management Attach USL Supply Chain Management USL Customer Service Professional Attach USL Customer Service Professional USL Retail Attach USL Retail USL Customer Service Enterprise Attach USL Customer Service Enterprise USL Field Service Attach USL Field Service USL New Customers Existing Customers Transact on new Attach GRANDFATHER PLAN model starting October 1, 2019 Current Term: No change FY20 Renewals: Transition to new licensing model @ the best renewal price*

*Engage Commercial Executives (CE) for support on renewal pricing as required Customer Engagement Qualified Offers

Base license: $70 pupm Attach license: $10 pupm

Unified Operations Qualified Offers

Base license: $180 pupm Attach license: $15 pupm

*Engage Commercial Executives (CE) for support on renewal pricing as required Partners

Customer Engagement Qualified Offers

Tier 1 Tier 2 Tier 3 Tier 4 Tier 5 (<100) (100-249) (250-499) (500-999) (1K+)

Base License n/a n/a $80 pupm $70 pupm $60 pupm

Attach License n/a $10 pupm $10 pupm $10 pupm $10 pupm

Unified Operations Qualified Offers

Qualified Offer Pricing of $15/user/mo for Attach Licenses On-Premises to Online Transitions Dynamics 365 Cloud transition “Qualified Offers” are being replaced, answering to feedback that these offers are too complex

SKU simplification: • The existing SKUs (tagged as “Qualified Offer”) will be removed from the October 2019 price list • Each Dynamics 365 application SKU or attach SKU will have a single cloud transition “From SA” SKU, with up to 40% discount

Example: On-premises License Standard License “From SA” License Any Dynamics CRM licenses: Dynamics 365 Sales Dynamics 365 Sales “From SA or DPL” • Dynamics 365 On-premises Dynamics 365 Sales Attach Dynamics 365 Sales Attach “From SA or • Dynamics CRM On-premises DPL”

Storage Capacity Optimizing data management for relational data, attachments, and audit logs

Now

Previously Storage capacity management Database Capacity Store and manage entity definitions and data Database storage File Capacity Manage attachments, files, photos and videos

Log capacity Record data changes over time for analysis & reporting purposes Common Data Service—Dynamics 365 Customer Engagement Capacity entitlements and add-on pricing

Previously Now Add-on database storage New add-on platform capacity Accrued Accrued Add-on Default storage Capacity Pricing Default Capacity Capacity Pricing Entitlement (per full Add-on licenses Entitlement Benefit licenses (Tenant) (GB/month) (Tenant) (GB/month) enterprise USL) (per full enterprise USL) Common Data Service Database 10 GB 250 MB $40 per GB Entitlement per USL Capacity Additional 5 GB Common Data Additional default and Database 10 GB for every 20 full user $5 per GB Service File 20 GB 2 GB $2 per GB full USL entitlement Storage licenses Capacity Common Data Additional default Service Log 2 GB n/a $10 per GB entitlements Capacity

Add on for production and non-production instances Create environments / instances with available storage Instance Number of Cost per instance type instances (instance/month)

Non- Additional instances can be created when at least 1GB of database capacity is available. 1 $150 per additional instance Production No need to purchase additional instances/environments.

Production 1 $550 additional per instance Align Dynamics 365 Unified Operations—storage capacity Capacity entitlements and add-on pricing

Previously Now Current add-on database storage New add-on platform capacity Accrued Accrued Add-on Default storage Capacity Pricing Default Capacity Entitlement Capacity Pricing Entitlement (per Add-on licenses Benefits licenses (Tenant) (GB/month) (Tenant) (per Full Enterprise (GB/per month) Full Enterprise USL) USL)

Additional Dynamics 365 UO - Entitlement for default 5 GB for every 20 Database 10 GB $5 per GB Additional 20 GB 500 MB $40 per GB capacity and per USL full user licenses Storage Database Storage doubled

Dynamics 365 UO Additional 100 GB N/A $1 per 10 GB – Additional File 40 GB 4 GB $2 per GB Per user entitlements File Storage Storage

• No changes to current set of Sandbox Offers • Log capacity option is not currently offered for the Unified Operations platform • For every 1GB of Database Capacity customers receive 1GB of Production Database, 1GB of Reporting Database, and 1GB of Entity Store Database • Operations Activity and Operations Device SLs accrue entitlements at a reduced rate Grandfathering Plan – EA, EAS, EES

Apr 1, 2019 June 30, 2020 June 30, 2023

SKUs Generally End of FY20 End of FY23 available EA, EAS, EES

• Dynamics 365 Additional Database Storage

• Dynamics 365 Additional Production/Non-production Instances Lead status qualified offer (deal in Discontinued Status • Dynamics 365 Unified Operations - Additional Database Storage flight / renewal) (no new deal/renewal)

Existing SKUs Existing • Dynamics 365 Unified Operations - Additional File Storage

• Common Data Service Database Capacity • Common Data Service File Capacity • Common Data Service Log Capacity

• Dynamics 365 Unified Operations - Additional Database Capacity New SKUs New • Dynamics 365 Unified Operations - Additional File Capacity Scenarios Timeframe Renewing existing subscription New subscription (deal in flight)

Announcement date to GA date • Can renew OR true up/down with existing SKUs only • Purchase existing SKUs only

• Option to purchase existing SKUs OR purchase new SKUs • In flight deals and renewals have option to select either GA date to End of FY20 • Mixing is not an option existing SKUs OR new SKUs • On anniversary date, can reduce units of existing SKUs Beginning of FY21 • Can only renew with new SKUs • Transact new SKUs only Grandfathering Plan – CSP, Web Direct, MPSA

April 1, 2019 December 31, 2019

SKUs Generally available End of CY 2019 CSP, Web Direct, MPSA

• Dynamics 365 Additional Database Storage

• Dynamics 365 Additional Production/Non-production Instances Qualified Offer (deal in flight / Removed from pricelist • Dynamics 365 Unified Operations - Additional Database Storage renewal)

Existing SKUs Existing • Dynamics 365 Unified Operations - Additional File Storage

• Common Data Service Database Capacity • Common Data Service File Capacity • Common Data Service Log Capacity

Announcement date to GA date • Renew with existing SKUs only • Purchase existing SKUs only

• Option to purchase existing SKUs OR purchase new SKUs • In flight deals and renewals have option to select either GA date to End of CY 2019 • Mixing is not an option existing SKUs OR new SKUs

Beginning of CY 2020 • Can only renew with new SKUs • Transact new SKUs only New licences and other changes – October 2019 Marketing Dynamics 365 for Marketing Dynamics 365 for Marketing with Dynamics 365 for Marketing Dynamics 365 for Marketing only1 with Customer Engagement Customer Engagement Plan2 Additional Application4 Application3

Base Package $1500 Included $750 $500 (Contacts are pooled at tenant (per month) (10K Contacts) (2K contacts) (10K contacts) level and not included in this offer) Additional Contacts $250 $600 for 1st 8K^ $250 $250 (per month) (5K Contacts) $250 (5K contacts) (5K contacts) (5K contacts) 2Minimum 10 users of 3With any Customer 4If an additional Marketing Purchase Dynamics 365 Customer Engagement application or application instance is 1No Dynamics 365 purchase requirements requirements Engagement Plan and/or Customer Engagement plan required (no portal Dynamics 365 Plans with fewer than 10 users entitlement) • Customer Engagement entitlements are at the tenant level and not included in the Dynamics 365 Customer Engagement entitlements are at the tenant for Marketing with Customer Engagement Plan, Dynamics 365 for Marketing with Customer level. Customers receive these entitlements once, and Engagement Application, or the Marketing Additional application. Customers get these only when purchasing Marketing standalone: entitlements with their Dynamics 365 Customer Engagement plan and/or application. Entitlements • Microsoft Social Engagement • Dynamics 365 Customer Engagement capacity add-ons are not included with the Dynamics 365 for • Voice of the Customer for Microsoft Dynamics 365 Marketing with Customer Engagement Plan, Dynamics 365 for Marketing with Customer • 1 Portal Engagement Application, or the Marketing Additional application. If the customer needs an • Storage additional portal, storage, production, or non-production instances, they may purchase at an additional cost. • Email/month = Up to 10 times the number of contacts purchased Entitlement Limits • Up to 100 active live segments (count is applied to active Dynamics segments) Channels EA, CSP, WEB-Direct, MPSA

^If customers require more than 2K contacts that are included with the Dynamics 365 for Marketing plan2, they are required to purchase the Additional Contacts 8K for Plan only Add-on for $600 BEFORE purchasing the Additional Contacts 5K Addon or the Additional Contacts tier packs. All pricing subject to change please consult price list for actual pricing Target Min Purchase Included SKU Name Price Pre-requisite Contacts /pack/month Quantity Contacts

Dyn 365 for Mktg Addl Cntcts 5K Cntcts Addon < 50K $250 1 5K Base offers: Dyn 365 for Mktg Addnl Cntcts T2 50K - 99K $1500 1 50K • Dynamics 365 for Marketing with Customer Dyn 365 for Mktg Addnl Cntcts T3 100K - 249K $1250 2* 50K Engagement Plan • Dynamics 365 for Dyn 365 for Mktg Addnl Cntcts T4 250K - 499K $750 5* 50K Marketing with Customer Engagement Application Dyn 365 for Mktg Addnl Cntcts T5 500K+ $500 10* 50K

Dynamics 365 Customer Dyn 365 for Mktg Addl Cntcts 8K for Plan only Addon^ NA $600 1 8K Engagement Plan only

*Minimum purchase quantities must be met to activate the packs ^If the customer requires more than 2K contacts that are included with the Dynamics 365 for Marketing plan application, they are required to purchase the Dyn 365 for Mktg Addl Cntcts 8K for Plan only Addon for $600 BEFORE purchasing the Mktg Addl Cntcts 5K Cntcts Addon or the Additional Contacts tier packs.

Dynamics 365 for Marketing pricing is based only on the number of contacts intended to be used for marketing activity and not the total number of contacts in database. Marketing activities includes any contact or engagement via emails, landing pages, forms, LinkedIn integration, events, surveys and any other custom channel.

All pricing subject to change please consult price list for actual pricing Dynamics 365 for Marketing is a marketing-automation application that helps turn prospects into business relationships.

• Marketing Base Offers • Marketing Attach1 • Marketing Attach2

Marketing: customers with less than 10 Dynamics 365 user Marketing $1500 1 Purchase Marketing Attach : customers with 10+ users (Sales, Customer Service, Field Service, per tenant/month Project Service Automation, Supply Chain Management, Finance, Retail) Requirements $50 Marketing Attach1 2 $750 Marketing Attach : existing customers with 10+ Dynamics 365 Customer Engagement Plan and/or Dynamics 365 users AND the ‘free’ Marketing application 10 user minimum per tenant/month Marketing 2 Marketing Attach $600 • 10K Contacts 10 user minimum per tenant/month • Database Capacity Marketing Attach1/2 Entitlements per tenant • 10K Contacts • Customer Engagement entitlements are at the tenant level and not included with Marketing Attach Entitlement limits: Email/month = Up to 10 times the number of contacts purchased See Dynamics 365 Licensing Guide for a complete list Additional • Marketing Additional Application Instance • Marketing Additional Non-Production Application (sandbox) Additional Additional Contacts Packs Capacity

All pricing subject to change please consult price list for actual pricing Dynamics 365 Marketing Additional Application is for customers who need an additional production instance. Marketing Additional Non-production may be purchased as a reduced price.

Marketing Additional Application $500 Additional Contacts $250 (production instance) per tenant/month (5K) per tenant/month

Marketing Additional Non- $500 Additional Contact Tiers $500+ Production Application $250 per tenant/month (50K) per tenant/month Additional Contacts* $600 (8K) per tenant/month

Additional Production: Marketing Additional Application: $500 per/tenant/month Instances Non-production: Marketing Additional Non-Production Application: $250 per/tenant/month Purchase • Marketing Requirements • Marketing Attach Entitlements NA Marketing Additional Contacts/tenant/month Additional • Additional Contacts (5K): $250 Capacity • Additional Contacts Tiers (50K): $500 - $1500 • Additional Contacts (8K)*: $600

All pricing subject to change please consult price list for actual pricing Customer Service Customer Service helps agents solve cases faster, automate resolution and avoid escalations allowing more time for high-value interactions

• Customer Service Enterprise Base Offers • Customer Service Professional Purchase Chat for Customer No Dynamics 365 purchase requirements $60 Requirements Customer Service Service per user/month $95 • Database Capacity Enterprise per user/month Customer Service Digital Entitlements • Log Capacity Entitled with Customer Service $75 per tenant • File Capacity Messaging per user/month Insights & 100K Cases/tenant/month See Dynamics 365 Licensing Guide for a complete list • Chat For Customer Service Prerequisite: Customer Service Enterprise Additional • Customer Service Digital Messaging Applications Prerequisite: Customer Service Enterprise Customer Service $50 Customer Service Insights $75 • Customer Service Insights Customer Service Professional customers may purchase Professional per user/month per user/month Additional • Customer Service Chatbot Sessions Capacity • Customer Service Insights Additional Cases

Offer Terms: • Additional applications may be added to qualifying Base or Attach licenses (e.g., users with Customer Service Enterprise Attach may purchase Chat or Customer Service Messaging Insights) • Tenant level mix and match is allowed but only when Enterprise and Professional licenses are in separate instances

All pricing subject to change please consult price list for actual pricing Customer Service Live Chat offers capabilities to ensure the support agents and end users can interact effectively. Customer Service Digital Messaging includes 1st party chat, 3rd party SMS and future social messaging channels. Customer Service Insights provides an actionable view into critical performance metrics, operational data, and emerging trends for customer service organizations.

Chat for Customer $60 Service per user/month Customer Service Chatbot $50 Sessions Per tenant/month Customer Service Digital $75 Messaging per user/month

Customer Service Insights Customer Service Insights $75 $250 per user/month Additional Cases per tenant/month

• Chat for Customer Service: $60/user/month Additional • Customer Service Digital Messaging: $75/user/month Applications • Customer Service Insights: $75/user/month (included with Customer Service Enterprise) • Chat for Customer Service: Customer Service Enterprise Purchase • Customer Service Digital Messaging: Customer Service Enterprise Requirements • Customer Service Insights: none • Chat for Customer Service: 50 Bot Sessions Entitlements • Customer Service Messaging: 50 Bot Sessions • Customer Service Insights: 100K Cases/tenant/month Additional • Customer Service Chatbot Sessions: $50/100 Sessions/tenant/month Capacity • Customer Service Insights Additional Cases: $250/500K/user/month (pooled at tenant level)

All pricing subject to change please consult price list for actual pricing Dynamics 365 for Sales Dynamics 365 Sales enables sales people to build strong relationships with their customers, take actions based on insights, and close sales faster.

• Microsoft Relationship Sales solution Plus (MRSs Plus) • Microsoft Relationship Sales solution (MRSs) Base Offers MRSs Plus $162 - $83 • Sales Enterprise per user/month • Sales Professional Purchase No Dynamics 365 purchase requirements MRSs $130 - $69 Sales Insights $50 Requirements per user/month $50 per user/month • Database Capacity • Log Capacity Sales Enterprise $95 Entitlements • File Capacity per user/month per tenant • Case Management See Dynamics 365 Licensing Guide for a complete list Sales Professional $65 per user/month Additional Sales Insights Application Prerequisite: Sales Enterprise Additional Call Intelligence Capacity

Offer Terms: • Additional applications may be added to qualifying Base or Attach licenses (e.g., a user with Sales Enterprise Attach may purchase Sales Insights) • Case Management for Sales is included in Sales Enterprise and Sales Professional licenses • Tenant level mix and match is allowed but only when Enterprise and Professional licenses are in separate instances

All pricing subject to change please consult price list for actual pricing With the help of AI-driven insights, Sales Insights promotes personalized engagement and proactive decision making to help build relationships. Conversation Intelligence, included capacity for Sales Insights, help sales teams gain insights from conversations with customers. Dynamics 365 Call Intelligence is a capacity add-on for Sales Insights that enables organizations to analysis additional hours of call recordings.

Sales Insights $50 Call Intelligence $3K per user/month 1K Hours per tenant/month

Additional Sales Insights: $50/user/month Application • Microsoft Relationship Sales solution Plus (MRSs Plus), or Purchase • Microsoft Relationship Sales solution (MRSs), or Requirements • Sales Enterprise Conversation Intelligence: 3 Hours/user/month (pooled at Entitlements tenant level) Additional Call Intelligence: $3,000 (1K Hours)/tenant/month Capacity prerequisite: Sales Insights

All pricing subject to change please consult price list for actual pricing Other apps Customer Insights allows customers to ingest, unify and enrich customer data, enables customer profile experiences within business applications

Applications

20 Sales Enterprise Customer Insights1 $1500 per tenant/month or Additional Capacity

20 Customer Service Enterprise Customer Insights2 $1000 Customer Insights $1K per tenant/month Additional Profiles or 100K Profiles per tenant/month

Marketing Additional Customer Insights Additional Profiles: $1000/100K Capacity Profiles/tenant/month Purchase Customer Insights1 Customer Insights Applications Requirements Customer Insights2 Default: 100K Profiles/tenant/month 1No Dynamics 365 purchase requirements Purchase Additional capacity may be purchased: 2Marketing, or 20 Sales Enterprise or 20 Customer Service Requirements Additional Profiles: $1000/100K/tenant/month Enterprise Note: Purchasing additional capacities does not increase the • 100K Profiles number of Segments/KPIs or allowed data injection refreshes • 20 Segments/KPIs Capacities Entitlements Default: 20 Segments/KPIs per tenant • 4 Data Injection Refresh/day Customer may define up to 20 Segments/KPIs (max), See Dynamics 365 Licensing Guide for a complete list additional Segments can’t be created. Additional Default: 4 Data injection refresh/day Customer Insights Additional Profiles: no min requirements Capacity You can refresh up to 4 times each day Fraud Protection is a cloud-based anti-fraud solution for medium to large-sized organizations worldwide, designed to help lower fraud-related costs, increase profits, and improve customer experience

Application Additional Capacity Fraud Protection Additional Fraud Protection $10K Assessments $1K per tenant/month 100K Assessments per tenant/month

Application Fraud Protection Additional Fraud Protection: $10K/tenant/month Application Purchase No Dynamics 365 purchase requirements Requirements Purchase Fraud Protection Requirements 100K Assessments Entitlements • Purchase assessments 100K Assessments per tenant • Account creation assessments Entitlements • Purchase assessments • Account creation assessments See Dynamics 365 Licensing Guide for a complete list Additional Fraud Protection Additional Assessments: Fraud Protection Additional Assessments: Additional Capacity $1000/100K/tenant/month Capacity $1000/100K/tenant/month Asset Management helps manage and maintain physical assets throughout the lifecycle.

Asset Management $100 Additional Assets per tenant/month

Additional Asset Management Additional Assets: $100/tenant/month Application Purchase • Supply Chain Management, or Requirements • Finance

Entitlements 100 Assets/tenant/month

Additional Asset Management Additional Assets: Capacity $100/100 Assets/tenant/month

Offer Terms: • Asset Management works out-of-the box for Finance and Supply Chain Management for up to 100 assets • No limit on the number of Asset Management add-ons purchased • After 50 Asset Management Add-ons (5K Assets) have been purchased, customers may manage unlimited assets with no additional purchase • Assets that must be licensed: • Assets under management of the Asset Management feature • Parent level assets are the only assets that need to be licensed

All pricing subject to change please consult price list for actual pricing Forms Pro easily creates surveys and polls to collect customer feedback, measure employee satisfaction, and organize team events Microsoft Forms Pro Additional Responses Standalone Microsoft Forms Pro Application/Additional Capacity Forms Pro Forms Pro Additional Responses $100/tenant/month Application Application (includes survey and analytics capabilities) (includes survey and analytics capabilities) Entitled with Dynamics 365: • Sales Enterprise Available for as standalone application for: • Customer Service Enterprise • Dynamics 365 (Enterprise USLs & Marketing) Purchase Purchase • Field Service • Dynamics 365 Sales Professional Requirements Requirements • Project Service Automation • Customer Service Professional • Marketing • Office 365 • Talent

Survey Response: 2K/tenant/month Survey Response: 2K/tenant/month Entitlements Entitlements per tenant For a complete list of entitlements, see Dynamics 365 per tenant For a complete list of entitlements, see Dynamics 365 Licensing Guide Licensing Guide

Capacity Capacity Forms Pro Additional Responses $100/tenant/month Forms Pro Additional Responses $100/tenant/month Add-on Add-on

Offer Terms: • Responses are pooled at tenant level • Responses are enforced annually

Note, Forms Pro Additional Responses are available as a standalone application or as an additional capacity add-on

All pricing subject to change please consult price list for actual pricing Licensing Resources Licensing Resources

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