Azure Expert & Adv Spec Partner Execution FY21

Microsoft Confidential Priorities and Sales Plays Applications, Infrastructure, Data, AI

Immediate Crisis focus areas

Cost Savings focus areas

Migrate existing apps Innovate with new apps to Azure and optimize and modernize existing apps Specialized Areas Windows & SQL Server Modernize .NET apps with App Service, Applications: IoT, Mixed Reality, Azure SQL DB Linux & OSS DBs Gaming Cloud native app with AI, Kubernetes, SAP on Azure Infrastructure: Azure VMware Azure Cosmos DB / PostgreSQL Solutions, HPC, Windows Virtual Desktop Analytics & AI Advanced Networking , Hybrid Cloud Solutions Azure Sentinel

Enable customers for successful cloud use Cloud Adoption Framework | Well-Architected | Skills building Developer engagement | DevOps with GitHub Enable Partners to Acquire, Nurture and Grow Azure Consumption across our customer segments

Target Partners

Depth Target Customers

Deep skilling Priorities Acquire Nurture Grow Packaged BOM

Breadth Propensity lists

Cross-org role alignment Azure GTM execution aligned to the Customer Journey & Sales Play

Enable Partners to Acquire, Nurture and Grow Azure Consumption

Envision Validate Commit Onboard Realize value

Customer Customer Customer Start point Start point Start point

Immersion Solution Proof Of Workshops Implementation Server Migration, Data Assessments Concept/Value Modernization, Analytics, App Modernization, WVD

Azure Accelerate Azure Migration Program (AMP)

Customer has workload defined, Customer needs help determining Customer now wants specific proof Analytics & AI Accelerate Program (AAAP) wants introduction to that business value, infrastructure points in their environment. workload. discovery, project prioritization…

Pre-sales, pipeline generation and acceleration Deployment to consumption Accelerating Partner Opportunities:

Azure Immersion Workshops AZURE Azure Immersion workshops

Azure Immersion is a presales motion that includes a set of one-day, partner-delivered customer workshops on specific Azure priority scenarios, designed to accelerate the sales process by pulling in partner on earlier stages of the sales cycle and scaling out capabilities of our field.​

.Net app mod Cloud native Infrastructure Windows Virtual Data mod Analytics AI 1 2 3 4 5 6 migration 7 In a day 8

Partner TBD TBD TBD TBD TBD TBD TBD payout

Sustain vs new, Security, Biz insights, Time to Standard tools, Microservices, VM security, Remote work, VDI, Key adopting, compliance, scale & market, digital frameworks to build Kubernetes, compliance, cost. security, concerns integrating new cost transform models DevOps w/GitHub incl Linux Citrix/VMW tech

Persona DBA/ TDM BDM/ CXO Data Scientist Dev/TDM Dev/TDM IT Pro /TDM IT Pro /TDM

Status In Field In Field In Field In Field In Field WIP – Q1 WIP – Q1 Planned Planned workshops Adoption of Azure New Apps Infra migration Migration to Azure Adoption of Azure Modernized Apps Adoption of Azure Outcomes Analytics Developed on (Win/Linux/DB VM) SQL DB (PaaS) AI Services on Azure WVD Services Platform Azure to Azure

Partner Eligible partners are Azure Experts “AE MSPs” and Advanced Specialization partners Eligibility

Partner Analytics IAD Analytics IAD Data Mod IAD NET Mod IAD Cloud Native IAD ETA Sept WVD IAD BOM AI IAD AI IAD Accelerating Partner Opportunities:

Azure Solution Assessments 'Serving And Solving' with the Solution Assessment Service in FY21 The WHO

Glancing back - FY20 Successes

The WHY - Team Charter

The WHAT - Priorities Today's topics The HOW - FY21 Solution Assessment Portfolio

The WHEN – Engagement Approach

FY21 Assessments The Solution Assessment Service Squadron

Kellie Carlton

UK Solution Assessment Lead

Solution Assessment Specialists (SAS)

Matt Webb Lewis Crawford Shaun Louis Rebecca Leggett Paul Joseph Phil Newman Graeme McGowan John Iveson

POD 1 POD 2 POD 3 POD 4 Retail and Public Sector Public Sector Manufacturing, FSI & Legal Retail & Travel Prof Services Gov Pro Services Utilities, Fin Srvcs

SMC Enterprise FY20 Successes and Great Feedback

Ross Gibson (PSNS ATU): “The Azure Solution Assessment was the beginning of a journey leading to a full DC migration project. Thank you for your patient work here to expedite their business case for the journey to the cloud in a secure way” ACA + Azure C2C of $1.5M over 3 years Economic Assessment + Application Reckitt Benckiser Modernization Assessment $38m Azure Commit to Consume agreement AWS Compete, SAP & DC wins “The Solution Assessment Team enable our customers to gain the Azure Economic Assessment insight they need to drive transformation within their business, enabling them to understand the technical and business benefits Hanason Lin, Senior Project Manager -Cyber Security NHSX of Microsoft Cloud Technologies.” ACA 33 “The NHSX Cyber Security Team would like to thank you for Steve Granston – Apps & Infra Specialist​ your valuable offers of national support to the NHS in these challenging times”

258 Assessments ACA & ACR growing (May 2020 = $6.1k) Aiding big bet ACA and ACR client $560k Avg ACR Per Azure Economic Assessment complete in Feb Economic Assessment alongside MTC Aging hardware, plenty more transformation session and partner engagement. assessment Claire Lloyd (MW Specialist): "Utilising Azure assessments has been a fantastic “The infrastructure and security assessment activity has encouraged "The assessment helped us unlock and qualify more ACR pipeline way to broach our white space customers. These our customers to rethink and reprioritise their security strategy.” (500K/Yr). It enabled us to quickly establish our credibility and engagements have now lead into tangible projects Solution assessments play a fundamental role in supporting our intent to partner with the client on their cloud journey, output for FY21, several of which are ACA targets. Looking customers transformation journey to Azure. The data output provides a level of results validated the Azure TCO and pleased their CFO. The output forward to seeing them land and continued insight into the customer's environment that they often don't have themselves. has been shared with NewSignatureand the data points arestill engagement with the team." - Maura Mee, Azure And most importantly for me, is that it provides compelling reasons for a referenced on calls today, 6 months after the initial assessment." Apps & Infra Specialist, PS SMC customer to change now. Viet Pham, Apps & Infra Specialist, PS SMC Mike Gill, Azure Apps & Infra Specialist, SMC To delight and empower our customers Solution with data driven insights and best Assessment practice recommendations bespoke to Service Charter their business, helping achieve their digital transformation outcomes. SAS Strategy

Assessments-as-a-Service Business Case Creation Programmatic Execution Be the go-to team for customer business case creation Differentiating Microsoft by driving a broad Help customers understand the finer details of their range of assessments at scale across all segments environment and associated costs Help sell to the CFO

Partner for Success Be a Catalyst Work with best of breed tools and assessment For customer’s migration, modernization and vendors white labelling our service optimization Align with key SI’s from the start to drive migration post assessment FY21 Solution Assessment Portfolio

Modern Azure Workplace

Data & Infrastructure Migration Helps customers Modernize their server, data centers and provide recommendations for Cybersecurity Assessment migration to Azure Takes a comprehensive look at customers’ cybersecurity infrastructure. Application Modernization Assist customers identify and prioritize applications for Cloud modernization Teams Assessment *COMING SOON* Support’s customer’s cross-team collaboration Azure Optimization with Microsoft Teams Help customers manage cloud spending, and increase organizational accountability Workplace Modernization (including Windows Virtual Desktop Surface) Assessment *COMING SOON* Provides customers with a fast data driven analysis, and business case recommendation to leverage Windows Virtual Desktop SAP on Azure *COMING SOON* Get help prioritizing your SAP workloads for transition to the cloud

Business Value Assessment 5-year TCO comparison between existing on premise and a future Azure datacenter FY21 Azure Solution Assessment Portfolio

Azure Data and Azure Application Azure Optimization Windows Virtual Desktop Infrastructure Modernisation Assessment Assessment Migration Assessment

Drives ACR and ACA Drives ACR and ADS Drives ACR, CPE Drives ACR

Customers asking, “how much will it cost to Customers looking to assess their current Customers looking to optimize their Customer looking to move their VDI migrate my workloads to the Cloud?” application landscape andunderstand cloud usage (potentially questioning if environment to Azure Ideal Customer I the feasibility for Azure they are paying too much) Candidate DC contract renewal, sweated DC hardware pressures from the board, storage capacity, Legacy apps, large dev teams, looking at High spending ACR accounts VDI/RDS Customers SQL/WIN end of support etc. Containerisation •Understand the end-user computing • Cloud Readiness of Applications A report, data and analysis showing Data driven insights including rightsizing environment of their current estate, AHUB/RI and • Business Impact of Modernization customers where they can save money •Assess the characteristics for Windows Virtual • Detailed Code Level Analysis on their Azure environment using such Key Offerings recommendations on workloads and Desktop • Azure Cost Analysis levers as Reserved Instances, Azure databases to move to Azure •Gain insight into the recommended personas, • Containerization feasibility Hybrid benefits and SQL consolidation profiles and settings • The 5 R's report

A custom-built report detailing Application report detailing cloud Comprehensive data and A report which details recommendations for a rightsized lift and shift costs and Deliverables readiness of applications, business reporting, including access to a trial and the data needed to support a successful recommendations for Azure impact and tool for customer/partner to VDI pilot plus next steps with partner + Optional Business Case with a BVA PaaS costings in Azure implement changes

Timeline 2-6 weeks 2-3 weeks 1-2 weeks 4 weeks What is the Difference between an Azure Economic Assessment and a BVA?

Azure Economic Assessment Business Value Assessment

Azure Run Costs Only 5 year cost comparison between running your datacentre

• Cost of Test and Dev in Azure vs keeping it on premise. Including:

• Cost of Backup • Migration costs

• Cost of Storage • On Premise Costs

• Cost of SQL • Business Value Benefits

• Cost of SQL MI • Opex vs Capex comparison

• Etc etc • Etc etc

©Microsoft Corporation Azure Go Do’s

Connect with the SAS Team if you have a customer Nominate customers through the nomination form When partners are delivering workshops, who would like an assessment or if you (the that will be shared post call. (We have funding for webinars and events pleasecan you position the partner) would like to deliver assessments partner led assessments and can of course deliver Solution Assessment Service yourself in house and hand over to partner) FY21 Solution Assessment Process

Nomination Account Scanning Presentation & Scoping Migration Planning of Findings Qualification AMP, ECIF FastTrack etc

Solution Assessment Team Account Teams (MS & Partner) Account Teams (MS & Partner) Azure Accelerate Program

Silvia Reussner [email protected] FY21 program design principles

Streamlined seller experience, with a simplified way to request investments and resources Simplicity Consistent alignment cross segment, solution area and existing programs, such as Azure Migration Program, Analytics & AI Accelerate and FastTrack for Azure

Standardized offerings for the most common activities driven at the initial Azure investment stages of the Microsoft Consumption Process (Envision and Validate) Velocity program strategy Programmatic approach to enable customers to scope, evaluate, and commit to deploy their projects on Azure

Alignment to the engagement model, leveraging the right resource at the right time Clarity Increased awareness of key offerings—investments, tools, resources—for sellers, partners and customers

Microsoft Confidential Introducing Azure Accelerate

Pre-commit Post-commit

Envision Validate Commit Onboard Realize Value

Azure Accelerate Azure Migration Program (AMP) Drive workload discovery and prepare customers to migrate or deploy on Azure

• Understand customer’s cloud maturity Analytics & AI Accelerate Program (AAAP) • Assess the current infrastructure, application or data on-premises environment • Build a financial plan to move to the cloud • Enable customers to explore Azure capabilities FastTrack for Azure (FTA)

Consistent execution with co-sell prioritized partners

Guidance from Azure Adoption Advisory (A3)

Microsoft Confidential Azure Accelerate packages

Pilot/Proof of Concept Advanced Workloads Pilot/PoC Analytics & AI Assessment/PoC

Investment combo to accelerate the adoption of Investments and technical guidance for key Analytics Investment combo to enable customers to explore advanced workloads, such as Azure NetApp Files, & AI scenarios, such as appliance migration to Azure Azure capabilities, kickstart the implementation of Azure Red Hat OpenShift, Azure VMWare Solution, Synapse, new Data Warehouse build-out, Hadoop new projects and accelerate the time to deployment, High Performance Compute, Gaming, MongoDB & migration, unified analytics platform, new AI supporting all Azure workloads SAP features etc. Up to $10,000 ECIF + Azure Access subscription Up to $15,000 ECIF + Azure Credit Offer (ACO) Up to $15,000 ECIF + Azure Access subscription

ECIF Rules

What? Eligibility How do I make the request?

Azure Accelerate packages offer different levels of ECIF and • Enterprise and SMC Corporate segments • Account Team nominate via OneAsk, enter your may have different eligibility criteria (e.g. segment, solution • Active MSX Success Engagement, in Envision or Engagement ID then find the Azure Accelerate tile to area, partners etc.). Validate stages, with ACR potential demonstrated via start your request engagement milestones. • Questions? Use our Investments Channel in the Azure • Must be delivered by Microsoft resources (e.g. Services, Consumption Teams Solution Assessment Specialists etc.) or qualified partners

Microsoft Confidential Azure Migration Program (AMP)

Microsoft Confidential Azure Migration Program (AMP)

Learn More | Azure.com/amppartners

Nominate | Azure.com/AMP FY21 Program Updates:

NEW! AMP focuses on project size to determine the offer for DC migration

NEW! AMP now supports Windows Virtual Desktop*

NEW! AMP now supports .NET web app migration*

Microsoft Confidential Joint App Landing Migration/ Azure Technical scoping assessment AMP offer by project size zone (paid credits (to Funding source Migration services Microsoft expert ISV tools skilling offer (paid to (paid to deployment activity to partner) customer) guidance partner) partner) (paid to partner Datacenter Azure Azure Expert MSP; or FastTrack for Azure N/A 301 to 500 VMs for server or database rehost. foundational, WS/SQL and/or assigned program migration ~1 month of migration how-to Up to $5K Up to $15K Up to $50K Up to $150K Centrally (HQ) funded Linux/OSS DB and/or manager for See field deck for details on offer amounts for runtime Azure SQL and MySQL. and role-based WVD Advanced guidance/execution on skilling Specialization partner; the AMP offer scope. or Microsoft Services STU/CSU resources N/A 101 to 300 VMs for server or database rehost. involved as required. ~1 month of Up to $5K Up to $7.5K Up to $50K Up to $90K Centrally (HQ) funded See field deck for details on offer amounts for runtime Azure SQL and MySQL.

N/A 50 to 100 VMs for server or database rehost. ~1 month of Up to $2K Up to $3K Up to $10K Up to $30K Locally funded See field deck for details on offer amounts for runtime Azure SQL and MySQL.

Windows Azure ~1 month of Partners (including FastTrack for Azure Access to Nerdio, 1,001 – 2,500 users deploying to Azure WVD Up to $2K N/A Up to $3K Up to $5/user Centrally (HQ) funded Virtual foundational, VDI runtime current AMP partners) assigned program CloudJumper, Desktop management, who have passed the manager for Lakeside or and role-based ~1 month of AMP WVD Assessment guidance/execution on Liquidware 501-1,000 users deploying to Azure WVD Up to $2K N/A Up to $3K Up to $5/user Centrally (HQ) funded skilling runtime criteria the AMP offer scope. licenses STU/CSU resources involved as required. ~1 month of 250-500 users deploying to Azure WVD Up to $2K N/A Up to $3K Up to $5/user Locally funded runtime

.NET web Azure Microsoft Services or FastTrack for Azure N/A 141-200 on-premises VMs supporting .NET foundational, App Up to $500 per App partners with an assigned program app Service instance. migration web apps. AMP supports migrating included Service / Azure ~1 month of Advanced Specialization manager for SQL Up to $5K Up to $15K Up to $35K Centrally (HQ) funded in Web App guidance/execution on apps to App Service and Azure SQL Up to $1500 per Azure runtime DB/Managed Instance. management, Modernization. the AMP offer scope. SQL DB or MI instance. and role-based STU/CSU resources skilling Current AMP eligible AE involved as required. Up to $500 per App MSPs can participate 81-140 on-premises VMs supporting .NET web but will need to apps. AMP supports migrating included apps to Service instance. ~1 month of Up to $5K Up to $7.5K Up to $35K Centrally (HQ) funded complete Advanced App Service and Azure SQL DB/Managed Up to $1500 per Azure runtime Specialization audit by Instance. SQL DB or MI instance. September 30, 2020.

20-80 on-premises VMs supporting .NET web Up to $500 per App apps. AMP supports migrating included apps to Service instance. ~1 month of Up to $2K Up to $3K Up to $7K Locally funded App Service and Azure SQL DB/Managed Up to $1500 per Azure runtime Instance. SQL DB or MI instance.

Digital Email with resources | Partner connection | Self-paced (MS Learn) and Microsoft Events experience NEW! Customer/Partner Agreements

AMP has a requirement that all engagements have two agreements in place prior to engagement start:

ECIF SOW between Microsoft and partner Customer/partner SOW*

It is important for account teams and PDMs to begin working with customers and partners early (even before AMP nomination) so project details can be worked out which will streamline the signoff of the above two agreements.

Action Plan for Account Teams & PDMs

1 2 3 4

Download and Start having Share the ECIF Work To facilitate the partner creating the customer/partner review AMP SOW customer discussions Scope Document SOW, share information with the partner on both: (i) the process so you can on migration scope. with the partner so customer’s actual AMP offer and (ii) guidance on understand the steps Estimate the size of they can understand milestone language to include in a customer/partner to prepare the customer’s the payment SOW. project. structure and milestones in AMP. The account team or PDM should download this template and customize its content before sending to the partner. *If SOW signature is dependent on the AMP offer being finalized, account team or partner can demonstrate progress with the customer through a customer letter of intent AMP Customer/partner SOW guidance Microsoft Confidential NEW! Segment guidance

Segment focus: In FY21, AMP will target Major and SMC-C customers. Strategic customer opportunities will be directed to Digital Win Room (DWR) for an offer first before being evaluated by AMP. SMB & Top Unmanaged customers by exception.

Action Plan for Account Teams Action Plan for PDMs

1 Target: Conduct migration pipeline reviews with your account 1 Work with your partner on developing customer leads and cross functional AMP v-team. pipeline

2 Qualify: Identify qualified Major and SMC-C accounts 2 Bring opportunities to local AMP v-team through • Generate interest in migration through pre-sales events and OCP PMAs or Azure Solutions PMMs activities • Confirm those customers with projects and in Commit stage 3 Kick off customer/partner SOW discussion • Ensure customer has executive sponsorship to proceed with project Encourage partner to nominate directly 3 Nominate qualified customers to AMP 4

4 Engage with your customer, partner, and your local AMP 5 Provide visibility to partners on nomination team for execution Microsoft Confidential progress through weekly scrums ECIF Rules for CSP applicable to funding programs!

13.1 ECIF funded Locally or through Strategic Programs: ECIF requests $50K USD and below can be allocated to CSP deals with the following restrictions:

- No ECIF for CSP deals in (Tier 1) high risk countries (see FY20 Corruption Risk Assessment), except in the scenarios* described below: - No ECIF for any CSP deals with Public Sector or State-Owned Entities regardless of risk tier. - ECIF continues not to be allowed for two-tier CSP deals where the CSP Supplier is selling through an indirect supplier.

ECIF above $50K USD will not be permitted through Local and Strategic programs due to the lack of an amendment process necessary for revenue accounting purposes. Resources

Azure Migration AMP Partner AMP Customer Pitch Program Partner Data Sheet Deck Deck

*(request via PDM/PTS) Azure.com/amppartners

Microsoft Confidential Common AMP Qs

What does FastTrack When should I do/not do? nominate?

What about my What’s the process/comms unmanaged customers? flow after nomination?

How do changes affect projects that are already How does the funding work in-flight? across Fiscal Quarter/Year?

How do Adv Specs come into it? How does AMP work with CSP? Azure Advanced Specializations Overview for partners The power of the Microsoft partner ecosystem

The journey to success begins with partnership Azure advanced specializations Validate your capability to deliver specialized services and support according to Microsoft’s highest technical standards with an independent audit. Azure advanced specialization partners offer high-quality consulting and delivery services plus a depth of expertise addressing specific, complex solution areas with Azure, such as:

• Windows Server and SQL Server Migration to Azure • Linux and Open Source Databases Migration to Azure • Data Warehouse Migration to Azure • SAP on Azure • Modernization of Web Applications in Azure • Kubernetes on Azure • Windows Virtual Desktop (coming Q1) • Analytics in Azure (coming soon) • More advanced specializations planned for FY21

https://aka.ms/AzureAdvancedSpecializations What’s in it for partners?

Prioritization with Microsoft Competitive differentiation Exclusive access to customer customers and sales teams programs and incentives Differentiated positioning on Independent audit against Microsoft’s Gain exclusive access to Microsoft Microsoft digital properties, and highest technical standards helps you flagship customer programs and priority placement with Microsoft stand out against other providers and financial incentives sales teams earn confidence with customers Requirements and application process

Partners must pass + Then pass a rigorous = When they meet all requirements, pre-requisites audit conducted by a partners are awarded 3rd party auditor the designation for one year

https://aka.ms/AzureAdvancedSpecializations Modernization of Web Applications in Azure Program Requirements

Gold Cloud Platform competency

• Must have an active Gold Cloud Platform competency

Azure consumed revenue (ACR) from Azure App Service

• Must show $50k Azure Consumed Revenue (ACR) from Azure App Service, trailing twelve months (TTM) from a total of at least five customers

Azure certifications

• Your organization must have 6 individuals that pass the following certifications (each certification must be held by a different individual): • Azure Administrator Associate • Azure Solutions Architect Expert • Azure Developer Associate • Azure Security Engineer Associate • Azure DevOps Engineer Expert • Azure Data Engineer Associate

Independent audit

• Pass an independent audit of your Modernization of Web Applications practices. View the most current program requirements and audit checklist here. Exclusive access to customer programs and incentives

Exposure Accelerate Azure Immersion Workshops to new Azure Migration Program (AMP) downstream customers opportunities • To-customer workshops, delivered by partners, to help • AMP offers customers prescriptive guidance to accelerate accelerate customers in early sales pipeline stages their path to the cloud

• 4,000 events planned worldwide in FY21, targeting 60,000 • Partners receive agile funds and accelerate modernization, customers innovation and managed services opportunities with customers

Exposure Drive Azure Solution Assessments to new Financial incentives for Advanced business customers Specialization and Azure Expert MSP growth • 4-8 week engagement providing customer with a data-driven partners view on their deployed IT estate, current capabilities, business case and timing to migrate to the cloud • Customer adds in Majors • 263 new Azure customers from this program in FY20 • Azure consumption & workload accelerator

Earn confidence with customers and Microsoft sellers, generate new leads, accelerate downstream opportunities and grow your business Questions? Azure FY21 Acquisition Incentives Azure Expert MSP and Advanced Specialization Partner Customer Adds, Azure, and Azure Data Services Consumption Accelerator Campaign Rewards partners for driving Azure consumed revenue through customer adds and accelerating Purpose growth on Azure Data Services workloads.

Customer Adds in Majors Azure Consumption & Workload Accelerator

Incentive structure Earning Opportunity Max Cap Non-ADS ACR The partner earning 2.00% Accelerator opportunity is $350,000 combined across all Strategic Workload 4.00% locations and associated ADS Accelerator Incentive structure Earning Opportunity partner entities. Qualified major customer account achieves Workloads $15,000 USD $15,000 in quarterly ACR SQL Database Azure Analysis Services Log Analytics Azure Data Factory Azure Cosmos DB Stream Analytics Azure Data Factory v2 Azure Database for MariaDB Azure Database for MySQL Data Lake Analytics Advanced Data Security Data Catalog Azure Database for PostgreSQL Azure Data Explorer SQL Data Warehouse Data Box Insight and Analytics SQL Server Stretch Database Azure Kubernetes Service Classified as Microsoft Confidential Effective July 1, 2020 – June 30, 2021 Rewards partners who make a direct impact in delivering value-added services and influence their Purpose customers’ Azure environment.

Combined Earning Opportunity

Below details the incentive structure and the partner’s earning opportunity.

Incentive structure for Azure PAL¹ Association PAL¹ Association DPOR CSP Partner-led consumption Single partners² Multiple partners² Association² Azure Offer

MCI - Azure Consumption 2.00% 1.00% 1.50% 4.00%

Azure Expert Campaign 2.00% 2.00% 2.50% 0.00%

Total Earning Opportunity 4.00% 3.00% 4.00% 4.00%

Incremental Azure Expert Campaign 2.00% 2.00% 2.00% 0.00% ADS Incentive structure for Azure PAL¹ Association PAL¹ Association DPOR CSP Partner-led consumption under an Azure plan Single partners² Multiple partners² Association² Azure plan

MCI - Azure Consumption under an 4.00% 2.00% NA 4.00% Azure plan

Azure Expert Campaign 0.00% 0.00% NA 0.00%

Total Earning Opportunity 4.00% 2.00% NA 4.00%

Classified as Microsoft Confidential. *This asset is nonbinding and intended only for reference purposes, as a high level overview of the program. Full details and program requirements are set forth in the applicable program guide and partner agreement. Rewards AEMSP partners for driving Azure consumed revenue through customer adds within Purpose the SMC-Corporate segment.

Customer Adds in SMC Corporate Azure Consumption & Workload Accelerator

Milestone Date Campaign commences 1st July 2020

Incentive structure Earning Opportunity First earning milestone 30th September 2020

Qualified SMC Corp customer account st $15,000 USD Second Earning Milestone 31 December 2020 achieves $15,000 in quarterly ACR Third Earning Milestone 31st March 2021 Campaign Close / Final 30th June 2021 Earning Milestone

• AEMSP’s added to campaign eligible partner list at outset – partners may be added during the campaign if they achieve AEMSP status – eligibility will be reviewed on a quarterly basis • Payments quarterly – 60 day target for payment Questions? Thank you!