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WEBINAR:Unleash the power ofMicrosoft Teams22.09.2021 09:00-09:45

Unleash the power of TeamsThe partner opportunityIntroducing the Microsoft Starbuster programDennis CouperusRecruit Lead Security & TeamsMicrosoft Western Europe HQSanja PejcicProgram manager StarbusterMicrosoft

AgendaThe New NormalWhy build Apps on Teams - The Partner OpportunitySuccess story: MedxnoteIntroducing the Starbuster programNext stepsQ&A

Our new reality

Remote everything

eSecure remoteteamworkRemotedevelopment

Keep employees productive,even when working remotely or in hybrid modeInformation workersFirstline workersProvide a powerful meetings,collaboration and workflowexperience to those workingfrom homeConnect workers to the rest ofthe organization with a digitaltool for communication,collaboration and shiftsHealthcare, schools,and governmentEnable remote work andlearning with industry-specificgovernance and compliance

How can Microsoft help enable hybrid work?Enable people and teams be productive from anywhereEnable people to meetand collaborate from homeInform and engageemployees & customersMake productivity applicationsavailable on any deviceWork confidently withSurface & partner devicesManage and secure access to apps, data, and deviceseSecure remote accessto applicationsSecure managed& unmanaged devicesDeliver the best virtualdesktop experience

“Teams is on its way tobecoming a digitalplatform as significant asthe internet browser, or acomputer operatingsystem”Satya NadellaCEO Microsoft

145M daily activeusers500,000 More than 500,000organizations use TeamsMicrosoft TeamsCelebrating 4 years of continued growth94%91 Fortune 100 companiesuse Teams44 In 181 markets with supportfor 54 languages and growing500,000 200 organizations have 10,000or more active users

Your success is our success Expand your practice with Microsoft Teams Create repeatable IP to monetize your solutions Deepen your customer engagement Increase customer efficiency

Build custom appson Microsoft Teamsto meet yourunique needsMicrosoft Bot FrameworkTabs,PersonalAppsWeb TechnologiesBotsSharePoint /SPFxYour custom app orserviceMeetingextensionsMessagingExtensionsPower PlatformMicrosoft TeamsAdaptive CardsConnectors &WebhooksTask ModulesMicrosoft GraphMicrosoft Teams app templates - Teams Microsoft DocsMicrosoft 365 Extensibility look book gallery - Microsoft Adoption

Context switching is areal problem23 minutesIt takes 23 minutes to regainproductivity after an interruption3 minutesWorkers switch tasks onaverage every 3 minutes

Microsoft TeamsThe hub for teamwork in Office 365Communicatethrough chat, meetings & callsCollaboratewith deeply integrated Office 365 appsCustomize & Extendwith external apps, automation, process flows,and custom appsWork with confidenceenterprise level security, compliance, and manageability

Microsoft Teams Commercial MarketplaceMicrosoftAppSourceTeams inproductStorePartnersTeams/M365admin CenterApps arepublishedthroughPartner CenterCOMMERCEPLATFORMBuyers

You can take your business to the next level with marketplaceExtend newsales channelAcceleratebusinessReduce CostReach millions of Microsoft customersmonthly through AppSource and TeamsReduce customer app review cycle withMicrosoft 365 App Compliance ProgramBuild faster with ready to use developerenvironmentSell to over 140 geographiesIncrease customer adoption with integrateddeployment experienceMake one commerce integration forvariety of sales and operation resourcesActivate over 90,000 resellers partnersworldwide – CSP *NEW ExperienceEarn GTM benefitsBuild and manage private plans foryour customers Why Teams apps on Marketplace Partner Ready

The Partner Opportunity for CreatingMicrosoft Teams ApplicationsIncreased # of dealsIncreased deal size40%-250%Up to 400%Compared to a baseline number ofnon-Teams application deals at 100%, theanticipated number of deals in the first yearranges from 40% to 250% higherCompared to the baseline of 100%, theTeams-related deal increase ranges in sizefrom no increase for those already sellingenterprise dealsCreate better usage andcustomer stickiness“Teams significantly increases ourTAM. Additionally, the power of theMicrosoft name gives instantcredibility.”- VP of presales“Teams opens up enterprise-widedeployments for us rather thandepartment-sized deals. It gives usmore distribution in terms ofcustomer we can serve and the valuewe provide. Seventy-five percent ofour pipeline is tied to Teams.”- Product marketingOther opportunitiesImprove value proposition andcompetitive differentiationVoice of the partnerReduce development anddelivery costInformation and quotations from a commissioned Total Economic Impact study conducted by Forrester Consulting on behalf of Microsoft:The Partner Opportunity for creating Microsoft Teams applications, March 2021.“With AppSource, we can haveaccess to all CSP partners around theworld. That is something we will belaunching in the next few months.”- Alliances managerA Total Economic Impact Partner Opportunity Analysis

App scenarios across different industries and horizontalsIndustry VerticalAirlines, transportationFlight/route crew communication hubLocal crew shift managementMining, oil, and gasNew location developmentDaily quality monitoring and analysisManufacturingKey accounts inventory, logisticsChange order servicesFinancial servicesProposal Manager for commercial bankingContent sharing with complianceGovernmentEmergency/disaster response and recoveryCitizen service: permitting and licensingPower and utilitiesField service real-time remote assistanceBilling and customer managementRetail and consumer goodsSupply chain real-time collaborationShift, pricing, and inventory managementHealthcarePatient care coordinationTelemedicineReal estate and constructionLeasing office tenant managementReal estate customer engagementHorizontalMarketingBrand partnership hubIndustry event planningMarketing hubHRRecruiting toolNew hire onboarding andsupport toolsProject managementBillable hours managementClient engagement hubService desksSelf-service knowledge baseCustomer service deskProcurement center serviceFirstline workersShift managementRemote worker taskmanagement

Teams platform is built for flexibilityTabs: a big canvas to host your UIMessage Actions: interpret a chatWhen your app needs a large area to present information to users, a tab is agreat place to show a list of work items or a dashboard that users can use tochat about the content of your tab, which will keep it foremost in a channel asa threaded conversation.The starting place is a conversation. Let users send text to your app and you canBots: smart chat skills for your usersTask Modules: a dialog for tasksUse a bot to drive engagement in a channel or in 1:1 conversations. Bots arean excellent way to handle question and answer scenarios or times when youneed to message a channel on behalf of your service. Our bots also let youhost tabs for complementary browsing scenarios and post rich interactivecards.Task modules let you open a dialog from bot cards or tabs. When you need toMessage Extensions: share rich cardsNotifications: getting users’ attentionYour users can share rich actionable cards that grab people’s attention andcan get simple jobs done without leaving the conversation. Why send a linkwhen you can include summary, status, and a wide range of interactions.Use toast, @mentions, just posting to a channel to call attention to changes andimportant actions users care about. Teams gives your app the flexibility toproactively notify people as quietly or loudly as you needuse it to create new things, add to existing entitiesdo a little form entry, a lookup, or keep a 1:1 interaction out of a channel, popopen a dialog.

Marketplace Rewards testimonialsThe Marketplace Rewards press releaseabout our Universal End-to-End DevSecOpsSolution announcement helped us tie in thegreat partnership with Microsoft, which means alot to potential customers, to our launch onAzure Marketplace. We published ourannouncement through the PR Newswire andreached 100 outlets with a total potentialaudience of more than 50 millionThe availability of OnePlaceMail inMicrosoft AppSource is critical to runningour business and generating leads. Morethan 71% of our leads over the past 12months have come through AppSource.We have increased our Azureconsumption 7X, in large part thanks tothe Marketplace Rewards team atMicrosoft. Our engagement manager hasgiven us great advice and guidance! Thissuccess has motivated us to set ourpartnership goals even higherSince our product listing has beenpromoted on AppSource, we are gettingmore than half of our website trafficreferred from AppSource – rankingabove all search engines combined –and we’ve doubled the number ofcustomers signing up to the free trial onAppSourceJames Fox, CEO, OnePlaceSolutionsCarmen Mariscal,Marketing Director,TwoConnectRead the full TwoConnect success story.Mark Herbert, ChiefExecutive Officer, QunifiRead the full Qunifi success story.Casey O’Mara, Director ofCloud Alliance, JFrog

Our journey in partnership with Microsoft

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Faster VirusNotificationsDeployed atUniversity HospitalSouthamptonan NHS GDE.Instant notification whenpositive result is detectedView result in-appas a PDFFaster Treatmentof patients COVID-19 Flu Norovirus

The partnership with Microsoft gave us: Super Product Offering – Technically & UX More Valuable Product Offering - Market Fit – Teams & Medxnote Market Opportunity - Global co-sell25

Starbuster programWHAT WHYSpeed up the integration of your businessapplication with Microsoft TeamsThe Bell X-2 (nicknamed "Starbuster") wasa research aircraft built to investigate flightcharacteristics in the Mach 2–3 range. Toexplore aerodynamic supersonic flight andto expand the speed and altitude regimes.We have achieved an enormous growth in Teams usage over the last years and even reached over 145 million daily active users!However, some of these new users were forced by the COVID-19 crisis to start using Teams for working remotely. We can divide the newusers in two categories, Business Users & Forced Users. With COVID-19 slowly fading out of our world, it becomes more important to keep the momentum going for digital transformation.How can we inspire Forced Users to become Business Users? Once a Forced User realizes that Teams adds business value to theirdaily activities, they are guaranteed to continue using it as a part of the new, modern work environment. The only way we can support that, is by helping our partners and ISVs integrate their solutions with Teams.Starbuster program aims to accelerate the development of existing horizontal and vertical solutions on the Teams platform to helpour customers achieve more with Teams.The program provides ISVs with the tools and support needed to integrate their application in Teams in a super short period of timeand creates the opportunity to launch at supersonic speed.

Starbuster programThe Bell X-2 (nicknamed "Starbuster") wasa research aircraft built to investigate flightcharacteristics in the Mach 2–3 range. Toexplore aerodynamic supersonic flight andto expand the speed and altitude regimes.Speed up the integration of your businessapplication with Microsoft TeamsGo-to-market support30-min introduction call Teams opportunity Program information Next steps30-min Envision-lite workshop Your solution Business scenario definition Next steps1. IgnitionDemo environment setupTech Team connection8. LandingBuilding the technical design85. Build3. Envisioning1Co-sell onboardingTeams app introduction to Microsoft &partner sales teams53722. Inspiration & learningResources for each stakeholder7. Validation & publishing44. Take-off!You are ready to start buildingConnection to the dedicated specialistswho will work with you on your project66. AccelerationPublisher & marketplace setupResolve issues & polish the appSubmission preparationValidation check withMicrosoft Teams validation team