Monetizing the Public Cloud Platform Opportunity

2. Monetizing the Public Cloud Platform Opportunity Nelson Gonzalez Director – Windows Azure Carolina Uzcategui Senior Partner Strategy Manager – Windows Azure

3. Agenda • Windows Azure Partner Opportunities • Windows Azure Circle Partner Program Overview • Windows Azure Incentive (SIP) • Windows Azure Deployment Services • SI Bid Architects • Open discussion

4. Partner Opportunities Partner programs Share of SI’s Windows Azurerevenue (% of total) FY11 FY13 (E) Systems integration Develop or migrate applications to Windows Azure for specific customers Azure Circle 70% 45% Solutions Launch repeatable solutions on Windows Azure Solution Factory 15% 25% Drive transformation of outsourcing deals through Windows Azure Azure Circle Windows Azure EA amendment Outsourcing 5% 20% Cloud platform enablement Enable interoperability of Windows Azure with other customer cloud platforms Azure Circle Hyper-V programs 10% 5%

5. Balance your business mixInvest to balance across short term and long term opportunities • Fast track deals • Longer sales cycle • Long term project • Core business focus • Bigger revenue • Mega deals • Longer sales cycle • Long term project • Core business focus • Bigger revenue

6. FY12 Windows Azure Circle Program • What Partner “Gives” • What Partner “Gets” • Eligibility for: • Solution Incentive Program (SIP) • POC BIF • Deployment Planning Services Vouchers (DPS) • Discovery Pack • Free Developer and Test Resource • Developer, Architect and Sales Training • Access to PSP activation kit content • NDA roadmap briefings • Azure Circle managed SIs • 250 SIs • A completed PSP in the tool • Revenue >$1K per Q • All opportunities registered via PSX or GSX • At least one new Azure customer win (in the first 6 months) • Readiness: 1 sales, 2 developers and 1 architect* ready on Windows Azure *For managed SIs with Architects

7. Windows Azure Circle – Platinum level • What Partner “Gives” • What Partner “Gets” • All base Azure Circle “gives” with these differences: • Revenue: Commitment to drive significant Azure revenue • $150K National SI • $500K Alliance SI • Readiness: > 3 architects trained • All base Azure Circle “gets” plus; • SI dedicated Architect training classes • Technical and marketing support for developing repeatable solutions on Windows Azure • MS Architect support for complex bid development • Access to supplemental funds for POC development and marketing events • Azure Circle Platinum Level • (Alliances or Large National SIs) • 20

8. Solution Incentive Program (SIP) Solutions Incentives reward SIs for investing in practices supporting specific Microsoft solutions • Solution Incentive Payout Rates • How SIP works Partners register net-new deals in PSX 25% Partners works with Microsoft to win deals Premium* (Enterprise Edition & Datacenter) 20% Microsoft pays partners Standard (Standard and Workgroup) 10% Minimum deal size: SQL - $25K, Azure - $ 1k Maximum payout cap: $50K * SQL Server “Denali” solutions get 3% extra in payout

9. Windows Azure Incentive • Windows Azure will be included in the Channel Incentives Program starting July 1st, 2011, in order to incentive the System Integrators influencing WAP sales • Program Overview • Eligible Partners • Azure Circle Partners with signed Windows Azure PSP in the tool • Microsoft will pay 25% incentive of the Windows Azure revenue (Windows Azure, SQL Azure, App Fabric individually or in any combination) • Minimum opportunity size: $1,000 /quarter and paid out quarterly.($4,000 annualized revenue) • Applies only if billing is to customer, not to partner. • Max payout of $50,000 per opp. Multiple opportunities per partner are allowed. • No rollover payments between Fiscal Years (nor from FY11, neither to FY13) • Funds are limited and will be allocated on a first-come first-served basis • Criteria/ payout for eligible deals For more information

10. Deployment Planning Services - DPS • As part of Software Assurance benefits, customers can receive Windows Azure consulting engagements by qualified Microsoft partners or Microsoft Consulting Services (MCS) • How it works • Customers earn entitlements based on purchases of eligible products with Software Assurance • CAL Suites: STB Suites, SQL Server, Office , Visio, Project • Customers use entitlements on any of the following DPS • Windows Azure DPS • Mgmt & Virt. DPS, SQL Server DPS • Developer Tools DPS, Desktop DPS • SharePoint DPS, Exchange DPS • Business Value Productivity Services • Partners deliver DPS: • Customers choose a qualifying partner to delivery DPS • Partners are paid by Microsoft to deliver the services associated with this benefit • Benefits • Free consulting. Let the experts train your team, help assess opportunity and plan deployment of your applications onto the Windows Azure. • Access to Azure Circle partner around the world, who are trained and qualified by Microsoft • Compensated by Microsoft for driving Windows Azure pre-sales engagement with customers, leading to follow-on engagement • Access to a significant service revenue opportunity (+8,000 customers eligible for Azure DPS) • To Customers • To Partners

11. SI Bid Architects • Who are the SI Bid Architects? • Sr. MS Architects focused on helping SIs develop & win large(> $ 300k MS Revenue) or competitive opportunities in the following workloads; • BI/ Data Warehouse • Application & DB Migration • Custom Application Dev. • Internet Sites • Azure (> $1000/month Billing) • Private Cloud (>$200k MS Revenue) • Dynamics XRM • How can they help you ? • Drive visibility into net-new deals • Technical bid development • POC assistance • In-person bid defense