Grow yourbusiness withMicrosoft Understanding the go-to-market opportunitiesfor Independent Software Vendors

We’re Investing in ISVs

The cloud has given us the opportunity to add more value to our customers. We have a vested interest in helping key ISV partners grow their business – when you win, we win.

Why Microsoft now?

Product Momentum

new Azure customer

subscriptions per month

>90,000of fortune 500 companies

on Microsoft Cloud

>85%Office users

1.2B+

per day spent in Office apps

2–3hrsWindows upgrades in first 180 days

220Mof enterprises will have started

Windows 10 deployments by 2017

50%

Microsoft’s Global Scale

24 Azure Regions available today,more than AWS and Google Cloud combined

200+sales offices with 73,000 sellers and marketers

430k partners with 160m mutual customers

Azure regions

Microsoft Sales Offices

3 Core Go-to-Market Opportunities

e GTM Opportunities1.

Through partner

Best for:

ISVs with a lean sales strategy

Opportunity:

Tap into 430k

partners with 160 million joint

customers worldwide

2.

Go-To-Market Resources

Best for:

ISVs developing cloud solutions for

SMBs through to enterprise

Opportunity:

Leverage resources specifically

tailored for ISVs

3.

Marketplaces

Best for:

ISVs with global aspirations

Opportunity:

Simplify distribution and deployment

Through Partner channel

Microsoft’s Channel

Contributes over

$71

Millionannually to the economy

in Atlantic Canada

Microsoft’s Channel

Contributes over

$321

Millionannually to the Quebec

economy

Microsoft’s Channel

Contributes over

$810

Millionannually to the Ontario

economy

Microsoft’s Channel

Contributes over

$48

Millionannually to the economy

of Manitoba

Microsoft’s Channel

Contributes over

$26

Millionannually to the

Saskatchewan economy

Microsoft’s Channel

Contributes over

$270

Millionannually to the Alberta

economy

Microsoft’s Channel

Contributes over

$340

Millionannually to the British

Columbia economy

Our Surface Channel has gone from

0 to 15 partners

& $0 to $40M business in a little over 18 months

Our Gold Partners hold

2.7Competencies each

We have the richest Channel Incentive

portfolio representing

~$70 Millionin expected payouts

Our Readiness Programs will

train

+5K

individuals Per year

+90%Of our revenue is driven

thru/by partners

We have

2,2K

Partners

using 22K

seats Of Office 365 via IURX

individuals

The Microsoft Partner Network has

+11,000 members in Canada

Our channel is driving

115%+ &

400%+ YoY growth in Office 365

Seats & Customers

Fun facts about our Partner Ecosystem…

Go-To-Market resources

“Your technology is great, but it is not the main reason we are talking to you. It’s because we think you have the unique ability to help us build our business.”

– Jaspreet Singh, CEO, Druva

Reach More CustomersPartner Solution On Microsoft Platform

Microsoft

Go-To-Market

http://smartpartnermarketing.microsoft.com/isv

created specifically for ISVs, App Developers and Game Developers

Marketplaces

EXTENDING YOUR GLOBAL REACH

AZURE MARKETPLACE

OFFICE STORE

WINDOWS STOREWindows

Customer

Channels

Global distribution

markets

121currencies

25downloads per month

60M

Office StoreAzure Marketplace –Virtual Machines

Various channels to suit your business needs

IaaS SaaS – website SaaS – native/hybrid app

Windows Store

An online store for highly optimized and

integrated applications and services ready

to deploy on Microsoft Azure

Growing ecosystem of 3,000+ virtual machine and

SaaS offers

Reduced sales cycle with pre-configured, ready-

to-run applications and services

Streamlined configuration, deployment, and

management

Integrated platform experience

MARKTPLACE

The Marketplace can help address customer challenges

Growing portfolio of complementary applications and

services on Azure

Configure and create scalable deployments of third party applications and services

Third party applications and services can be easily integrated with existing solutions on Azure

Provides a one-stop shop to discover, search for, and purchase

applications and services

APP

APPAPP

APP

Broad ecosystem of third party offerings that expand Azure functionality

Azure Marketplace*

*List of offers is not comprehensive.

Microsoft Azure

Deploy Multiple Marketplace ISV’s

MARKTPLACE

The Azure Marketplace enables end-to-end solutions in Azure, simplifying application development and facilitating the transaction of third party applications and services for customers. Customers can bundle Azure and Marketplace offers to create a single solution that meets their needs and drive consumption of Azure resources.

By country

Algeria India Peru

Argentina Indonesia Philippines

Australia Ireland Poland

Austria Israel Portugal

Bahrain Italy Qatar

Belarus Japan Romania

Belgium Jordan Russia

Brazil Kazakhstan Saudi Arabia

Bulgaria Kenya Serbia

Canada Korea (South) Singapore

Chile Kuwait Slovakia

Colombia Latvia Slovenia

Costa Rica Liechtenstein South Africa

Cyprus Lithuania Spain

Czech Republic Luxembourg Sri Lanka

Denmark Macedonia, Former Yugoslav Republic of Sweden

Dominican Republic Malaysia Switzerland

Ecuador Malta Taiwan

Egypt Mexico Thailand

El Salvador Montenegro Trinidad and Tobago

Estonia Morocco Tunisia

Finland Netherlands, The Turkey

France New Zealand Ukraine

Germany Nigeria United Arab Emirates

Greece Norway United Kingdom

Guatemala Oman United States

Hong Kong SAR Pakistan Uruguay

Hungary Panama Venezuela

Iceland Paraguay

Barracuda

“We experienced a 50% increase in our quarter over quarter cloud revenue growth through joint go to market effort with Microsoft and focus on the Azure Marketplace.”

– BJ Jenkins, CEO, Barracuda

increase in qualified

opportunities

300%

year over year

revenue growth

450%

increase in

opportunity win rate

30%

reduction in time

from trial in Azure

Marketplace to purchase

30%

= 3.3 million hours of Azure Compute

GLOBALLY.

“The most strategic

developer surface area

for us is Office 365“- Satya Nadella

Over

4Temails sent

with O365

400M+Outlook.com users

850Mmeetings are

created a month

2–3hrs./day

spent in

Office apps

1.2B+users Over

470PB of storage

100M+downloads

of mobile apps

Various channels that best suit your business needs

Distribution

Why Microsoft now?

Thank you