FY24 Modern Work Partner Playbook

Global Partner Solutions
FY24 Modern Work

Partner Playbook
Partner Ready
Microsoft Confidential
Table of Contents
Solution Area Priorities • Market opportunity
• Modern Work Customer Journey
• Solution Area Priorities
• FY24 Solution Plays and ambitions
• How we measure success
FY24 Solution • Partner Priorities and Investments

Area Overview • Solution Play Details
- Partner’s Customer Journey
• Partner Enablement
• Microsoft AI Cloud Partner Program
Investments and • Investments across sales life cycle

Incentives • Pilots
• Marketing – CIAB Heatmap and Roadmap
Inspire 2023: • For Co-sell partners

Modern Work Sessions • For CSP & SMB partners
• Modern Work sessions
Microsoft
Confidential 2
Thank You Partners!
Strong performance in a challenging market
Surpassed 300M Teams Enterprise Mobility install

monthly active users base up 15% YoY to 250M
50% YoY customer growth Office 365 commercial revenue

Microsoft cloud revenue
on Power Platform to 33M growth of 18%* YoY
of $28.5B, up 25% YoY*
monthly active users
* Constant Currency
3
Global Partner Solutions
FY24 Modern Work

Business Overview
Market opportunity
Modern Work Priorities
What’s changed
Partner Strategy
The new forces in work
Flexible work AI
5
Microsoft 365 Copilot
Embedded across Microsoft 365 apps
Microsoft Confidential 6
The Modern Work customer journey
1 2 3
Foundational AI & High performance

productivity Automation organization
Elevate your organizational Supercharge your productivity Keep employees engaged

productivity while protecting by introducing an entirely new, and energized with clarity.
BUSINESS OUTCOMES
identities, endpoints and AI-powered way of working Use a data-driven approach

apps for all user types to measure, assess and
Using low-code to further action to increase your
Modernize communications automate processes to connect
business resiliency
with Teams Phone, and anything with everything
advance Security posture
end to end
FY24 Modern Work priorities to fuel growth
1 2 3
Foundational AI & High performance

productivity Automation organization
Secure Productivity Employee Experience
Converged Communications
WORKLOADS
Cloud Endpoints
Frontline Worker
Modernize with Surface
8
FY24 Modern Work Ambitions
Solution Plays Customer Outcomes
Achieve organizational productivity while boosting security and

Secure Productivity
reducing costs via consolidation in ME3 and get ready for Copilot
Unlock the value of Smarter Workplace, make meetings more

High Performance Organization
intelligent and turn any room to an inclusive meeting space
Simplify IT via rearchitect of endpoints via Windows 11, W365 and

Cloud Endpoints
cloud management for a secure and consistent experience
Equip the frontline workforce with the right digital tools, apps
Frontline Worker
and endpoints to get their jobs done effectively
Realize better and more secure experiences that help get work
Modernize with Surface
done by modernize the device IB
Improve workforce engagement using data, insights and

Employee Experience
performance to become a High Performing Organization
9
The Partner opportunity is growing
Microsoft 365 Microsoft 365 Revenue per-user per-month
$109
$120
$109
$100 $97
$85
User/month $80
$60
Growth
16%
$40
$20
$0
Year over Year 2022 2023 2024
Source: 2023 Modern Work Partner Total Economic Impact™ study, a commissioned study conducted by Forrester Consulting on behalf of Microsoft
10
How we measure success in FY24
Suite upsell New seats Growth bets
Microsoft 365 E3 Frontline Worker Microsoft 365 Copilot Windows 365

Revenue Revenue & seat adds Revenue & seat adds Revenue
Microsoft 365 E5 Microsoft 365 in SMB Teams Premium Microsoft Viva

& Teams Phone Revenue & seat adds & Rooms Revenue &
Revenue & Phone Revenue premium usage
enabled seats
% of opportunities shared with PARTNERS
FY24 Solution Area
Partner Overview
Modern Work
Secure Productivity Cloud Endpoints Converged Communications
M365 E3 | Intune | Windows | Cloud Management Teams Phone | Teams Rooms |

M365 Copilot | Windows 365 Teams Premium | M365 Copilot
Win new customers and Provide best-in-class Enable hybrid-work with

upsell existing Office 365 endpoint experiences with Microsoft Teams – the fully
customers with integrated Windows 11, Intune, and integrated communication
value of Microsoft 365 E3 Windows 365 and collaboration solution
FY24 Solution
Plays for Modern
Work Frontline Worker Employee Experience Modernize with Surface
F SKUs Viva | Viva Copilot Surface | OEM Devices
Empower customers to Give customers the optimal

Acquire new users by
continuously improve devices for hybrid work that
transforming the Frontline
workforce engagement and shine with Microsoft 365
Worker experience
performance workloads
Modern Work partner accelerators
Content and assets are provided to support partner execution across the entire Microsoft Customer
Engagement Methodology (MCEM) customer lifecycle
Solutions Key Co-selling focus and
Growth Area Listen & Consult Inspire & Design Empower & Achieve Realize Value Manage & Optimize
Play Investments
• Drive deployment in
Enterprise and Corp
Deployment Offer [$]
Secure ME3 + • Drive new customer ME3 New Customer Accelerator [P] AADP, Intune
Campaign in a Box [C] M365 Customer
Productivity M365 Copilot acquisition and upsell To BP New Customer Accelerator [P] Usage Incentive [$]
Success Offer [$]
M365 E3 and M365 BP in
Corporate and SMB
• Deliver pilots to secure

Cloud
W365 customer commitment, Campaign in a Box [C] W365 Workshop BoM [C] W365 Pilot [$] W365 Usage Incentive [$]
Endpoints
and post-sales deployment
Phone + Phone Workshop

Phone Pilot [$] Phone Usage Incentive [$]
Teams Prem. BoM [C]
• Drive Phone and Meeting
Converged Rooms sales and deploy
Campaign in a Box [C] Operator Enterprise Program [P]
Comms • Drive Teams Premium
Meeting Rooms + upsell
Teams Premium
Meeting Room Partner Program [P]
• Deliver pilots to secure

Frontline
FLW customer commitment, Campaign in a Box [C] FLW Workshop BoM [C] FLW Pilot [$] FLW Usage Incentive [$]
Worker
and post-sales deployment
Employee • Deliver pilots to secure

Viva customer commitment, Campaign in a Box [C] Viva Workshop BoMs [C] Viva Pilots [$] Viva Adoption Guides [C]
Experience* and post-sales deployment
Key: [C] Content [$] Funded engagement or incentive1 [P] Partner Investment – Includes funded engagements and/or incentives1
1Participation in Usage incentives requires Modern Work Solution Partner designation. Other incentives/investments require Modern Work Specialization at a minimum. Additional requirements may apply to
individual incentives/investments.
Microsoft Confidential—Internal Only 14
Secure Productivity | Partner’s Customer Journey
Microsoft Customer Engagement Model
TOP OF FUNNEL LISTEN & CONSULT INSPIRE & DESIGN
Microsoft EMPOWERModel
Customer Engagement & ACHEIVE REALIZE VALUE MANAGE & OPTIMIZE
SALES STAGE, NEW PIPELINE QUALIFIED DESIGN AGREED CUSTOMER LICENSING DEPLOYMENT & ADOPTION DRIVE USAGE
GOALS, GENERATED OPPORTUNITY WITH CUSTOMER AGREEMENT IN PLACE PLAN FINALIZED FOR GROWTH
and
Partner Roles Partner Marketing Mktg/Presales Lead Presales/Practice leads M3655 Practice leads + Account Execs +Customer Support
Services
Target Customer Profiles include Office to

ME3 Revenue Intune Usage
ME3, Dark to cloud and Compete displacement
• Partner Marketing Center • Pitch decks – partner • Needs ROI/Value • Microsoft 365 E3 Partner • FastTrack for Deployment • Adoption & Change
(PMC): Secure Productivity transform site Justificationà Led Customer Trials Support Management Services
Enterprise/SMC & SMB Demos + Business Value
campaigns • Win11 E3 Pitch Deck Tools
Resources
• Ready Try & Buyà

• Digital Marketing Content • Win11 & Intune Pitch
Deck Land services + product
OnDemand (DMC): Secure
proposal
Productivity Enterprise/SMC
& SMB campaigns • Need intent buildingà
M3 & ME5 briefings
Solution Assessment
$ 1: Many ME3 briefing $ Deployment Offer $ Online Services Usage à

Funding*
$ ECIF Intune & AADP

$ ME3 New Customer Adds $ Go back deployment offer
Accelerator
q Ask PDM for targeting q Accept qualified leads

data from Customer from Microsoft sellers
Actions
Propensity Hub q Create, share, and track

qualified referrals in
Partner Center
Microsoft Confidential *Check customer funding eligibility with Microsoft team

15
Cloud Endpoints | Partner’s Customer Journey
and
Services
Target Customer Profiles W365:

Intune Suite: ME3/E5 customers with +40%MAU O365 E3/E5 to M365 E3/E5 customers W365, Intune Suite Revenue
Intune usage: <40% MAU W365 & Intune Usage
• Partner Marketing Center • Pitch decks – partner Needs ROI/Value • Microsoft 365 E3 Partner • FastTrack for Deployment • Adoption & Change
(PMC): Cloud Management transform site Led Customer Trials Support Management Services
Justificationà
and Intune Suite campaigns
Ø Demos + Business Value
• Win11 E3 Pitch Deck • Windows 365 Pilots
Tools
Resources
• Digital Marketing Content

OnDemand (DMC): NextGen • Win11 & Intune Pitch Ready Try & Buyà
Windows Experience Deck Ø Land services + product
proposal
Need intent buildingà
Ø Intune &ME3à Endpoint
Management Workshop
Ø Solution Assessment*
$ ECIF + Deployment Offer* $ Online Services Usage for

Funding*
Intune

Actions
Propensity Hub
q Create, share, and track
Partner Center

16
Frontline Workers | Partner’s Customer Journey
and
Services
Target Customer Profiles include Customers with MF1 & MF3 Revenue
existing FLW Licenses and new FLW opportunities FLW SKU Usage
• Partner Marketing Center • Frontline Workers Needs ROI/Value • Microsoft F SKU Partner • FastTrack for Deployment • Adoption & Change
(PMC): Empower and customer pitch deck Justificationà Led Customer Trials Support Management Services
Connect your Frontline Ø Demos + Business Value
Industry Content Tools
Resources
Workers •
Ready Try & Buyà
• Digital Marketing Content Ø Land services + product
OnDemand (DMC): Increase proposal
Frontline Operational Need intent buildingà
Efficiency Ø Enable Frontline
Workshop (unfunded)+
$ 1: Many ME3 briefing $ Deployment Offer $ ECIF for usage

Funding*
$ ECIF $ Online Services Usage

$ Frontline Worker Pilot Ø Intune usage
(Coming July 1st)* Ø FLW SKU Teams usage

Actions
Propensity Hub
Partner Center

17
Employee Experience | Partner’s Customer Journey
and
Services
Microsoft 365 E5 customers

Viva suite Revenue
Target Microsoft 365 E3 customers, w healthy Teams usage
Viva SKU Usage
Office 365 E1 customers
• Partner Marketing Center • Employee Experience Pitch Needs ROI/Value • Viva Partner Led Customer • FastTrack for Deployment • Adoption & Change
(PMC): Viva Partner Deck Justificationà Trials Support Management Services
Marketing Center (PMC) Ø Demos + Business Value
Tools
• Viva Suite $9/month
campaign with customizable • Moments that matter
Resources
promo, launched C&C

assets Ready Try & Buyà lead status SKU ($2) in
• Work Trend Index Ø Land services + product April w more mini bundles
• Digital Marketing Content proposal and offers in FY24
OnDemand (DMC): Digital • TEI study /Value Calculator
Marketing Content Need intent buildingà
OnDemand (DMC) Viva New! Viva Assessment / seller
discovery discussion guide
$ ECIF + Deployment Offer* $ ECIF for usage

Funding*
$ New! Glint Business Desk $ Online Services Usage

Actions
Propensity Hub
Partner Center

18
Driving success together in SMB
Aligning business priorities for shared growth in FY24
1 2
Secure Productivity Converged Communications
Safely run your business from anywhere with a secure, comprehensive, AI- Transform your work with solutions that empower your team to learn,
powered cloud solution that makes hybrid-work work. create, and innovate together through more productive meetings,
communications, and collaboration.
Primary message
Build a foundation of secure productivity to get AI-ready Primary message
Unlock the future of work with Microsoft Teams, Teams Essentials, and
Hero products Teams Phone
• Microsoft 365 Business Premium
Hero products
• Microsoft 365 E3
• Teams Essentials
• Microsoft 365 Copilot
• Teams Phone
Business impact • Teams Premium (upsell)
Enable a new way to work with Microsoft 365 by building layered security
foundation, simplifying endpoint management, and unleashing intelligent Business impact
productivity. Empower your team with Converged Communications that enable you to
collaborate and connect from anywhere; protect, control and manage data
access; and unlock the future of collaboration.
Leverage the power of our FY24 solution plays to be profitable, drive customer acquisition, and grow revenue. With a focus on transforming how you go-to-
market, staying at the forefront of Microsoft innovation and technology, and being trusted in the industry, these solution plays provide a comprehensive approach to
achieving business success in the upcoming year.
19
FY24 Partner Taxonomy
Solution Play FY24 Technical Capability Specialization
Adoption & Change Management Adoption and Change Management
Secure Productivity Teamwork Deployment Teamwork Deployment
Teams Store Apps
Teams Phone – Services Partners

Calling for Microsoft Teams
Teams Phone – Telcos
Teams Meeting Rooms
Meetings and Meeting Rooms for Microsoft Teams
Teams Premium
Viva Tech Transformation

OKR/Goals
Employee Experience
People Science – Insights
Employee Experience Advisory
Frontline Worker FLW deployment & Solutions Custom Solutions for Microsoft Teams
Cloud PC
Cloud Endpoints Modernize Endpoints
Cloud Endpoint Management
Modernize with Surface Refresh your devices

20
Partner
Enablement
Partner enablement
Practice development guidance Microsoft 365 readiness & training Microsoft 365 community
Partner opportunity Sales and technical bootcamps Thought leadership content

Offer development guidance Learning paths Learn from customers
Go to Market assets Certification Cloud Weeks Discussion spaces
22
Microsoft AI Cloud
Partner Program
Investing in your growth and joint success
Microsoft AI Cloud Partner Microsoft Work Microsoft Work • Adoption and Change
Program Solutions Partner Specializations Management
Start your Microsoft partner Demonstrate your technical Validate and differentiate your • Calling for Microsoft
journey and jumpstart your proficiency and track record deep technical experience and Teams
Modern Work practice driving customer success with expertise delivering Modern
Microsoft 365 Work solutions • Custom solutions for
Microsoft Teams
• Meeting and Meeting

Rooms for Microsoft
Content and readiness to Licensing and usage Funded engagements, Teams
build a Modern Work incentives prioritized for Co-sell
Benefits
practice • Modernize Endpoints

Enhanced product benefits Additional product benefits
Core product benefits to to access the latest to further accelerate your • Teamwork Deployment
help you learn and build Microsoft 365 products business
Microsoft solutions • Identity & Access
Management
• Modern Work Solutions Partner benefits guide • Partner association playbook • Partner docs – introduction to PCS
24
FY24 Investments &
Incentives
Description
Eligibility Requirements
Execution Guidance
Pilots Overview
Demonstrate solutions in customer production environment
to accelerate opportunities
Converged Communications Employee Experience
Microsoft Teams
Phone Pilot
Microsoft Viva
Goals Pilot Funded up to
Converged Communications Employee Experience $30,000

Microsoft Teams
Rooms Pilot
Microsoft Viva
Insights Pilot
per pilot
Enable Frontline Worker Cloud Endpoints
Frontline Worker Windows 365

Pilot Pilot
For Microsoft partners with Modern Work specializations
https://aka.ms/MCI/IncentivesGuide
Win customer at every stage of their journey
NEW PIPELINE QUALIFIED DESIGN AGREED CUSTOMER LICENSING DEPLOYMENT & ADOPTION DRIVE USAGE
GENERATED OPPORTUNITY WITH CUSTOMER AGREEMENT IN PLACE PLAN FINALIZED FOR GROWTH
Partner Marketing Presales Lead Presales/Practice leads M3655 Practice leads + Account Execs +Customer Support
Services
Deployment
Campaign in Partner Usage
Pilots & Adoption
a Box workshops incentives
guidance
Transaction Lighthouse &

Sales Advisor
incentives Sales Advisor
Product Promotions
Pre-Sales Readiness Post Sales Technical Enablement Adoption resources
27
SMB Investments to drive your success in FY24
Sales and technical partner training boost customer acquisition and

Get Ready CSP Masters Program
upsell proficiencies.
Identify Sales Advisor in Lighthouse

AI-driven recommendations for partner sales engagements with
opportunities existing customers.
New Business Premium Customer

Drive Accelerator Thru-partner funded demand gen workshops targeted at New
Customer Intent Customer Acquisition; Co-op approved.
“1:Many SMB Workshops”
Partner incentives for acquiring new customers and upselling existing

Close Sales Promos and Offers
customers to BP/ME3/ME5.
Partner tooling to help scale Business Premium deployment and

Deploy & Manage Microsoft 365 Lighthouse
management.
28
Marketing – CIAB
Heatmap and Roadmap
Through Partner Marketing Campaign Roadmap FY24 H1
FY24 Q1 FY24 Q2
Secure Productivity Converged Communications Employee Exp. Cloud Endpoints Frontline Workers
• 6-week Digital • 6-week Digital Partner Marketing • 12-week Digital • 12-week Digital • 12-week Digital • 12-week Digital
Marketing Content Marketing Content Center (PMC) campaign Marketing Content Marketing Content Marketing Content Marketing Content
OnDemand (DMC) OnDemand (DMC) with highly customizable OnDemand (DMC) OnDemand (DMC) OnDemand (DMC) OnDemand (DMC)
automated campaign automated campaign assets for partners to Teams Essentials Viva automated NextGen Windows Frontline Workers
download automated campaign campaign Experience campaign campaign
• Partner Marketing • Partner Marketing
Center (PMC) Center (PMC) • Teams Essentials • Viva Partner • Cloud Management • Frontline Workers
campaign with highly campaign with highly Partner Marketing Marketing Center with Intune and Partner Marketing
customizable assets customizable assets Center (PMC) (PMC) campaign with Intune Suite PMC Center (PMC)
campaign customizable assets campaigns campaigns with
customizable assets
Customer Segment
Enterprise/SMC SMB Enterprise/SMC SMB Enterprise/SMC Enterprise/SMC Enterprise/SMC
Customer Targeting
Currently Dark (drive 1-300 customers for Existing M365 to drive 1-300 customers to Mature Microsoft 365 Looking to revise Business decision
dark to cloud motion) MBP or get them ME3 phone (E5)/ M365 drive Teams Essentials customers (E3 or E5) endpoints with Windows makers (BDMs), line-of-
O365 customers (M365 ready for AI. Looking for Copilot and Teams new customer seeking to invest in and in the need of business (LOB) leaders
upsell and expansion security & vendor Premium + Rooms acquisition and Teams employee engagement advanced cloud (HR, operations), and
with co-pilot motion). consolidation. upsell. Phone upsell. and company culture. management solutions. technical decision
(CHRO, CIO, COO) makers (TDMs)
concerned about
workforce productivity.
Partner Targeting
Services, CSP CSP Telco, AV Integrator, SI CSP, Disti, Telco GSI, SI, MSP GSI, SI GSI, SI
Microsoft Confidential New Content Refreshed Content

30
Inspire – Modern
Work Sessions
For Co-sell partners
For CSP & SMB partners
To Modern Work sessions
Inspire Session Links
Direct links to Modern Work Inspire sessions for Co-sell partners
Go to https://aka.ms/PartnerFY24GTM for a one stop list of all links across all Inspire sessions
Aka Link Session Title Aka Link Session Title
Differentiate and grow your business with

https://aka.ms/MWKN01 Modern Work GTM Pre-Day keynote https://aka.ms/OD122
Microsoft 365 Copilot
Unlocking opportunities with AI-charged

https://aka.ms/MWKN02 Going to market with Microsoft in FY24 https://aka.ms/OD123
Teams Rooms, Phone, & Premium
Drive new revenue and empower frontline

https://aka.ms/FS101 Transforming Work with AI https://aka.ms/OD124
workers to deliver their best
Enabling a whole new way to work with Improve workforce engagement and
https://aka.ms/OD120 https://aka.ms/OD125
Microsoft 365 performance with Microsoft Viva
Rearchitect endpoints with Windows 11 Capture customer AI opportunities with

and Intune Microsoft Surface

Core Inspire Session Links
Direct links to Modern Work Inspire sessions for CSP & SMB partners
https://aka.ms/MWKN01 Modern Work GTM Pre-Day keynote https://aka.ms/OD142 Build your security practice
https://aka.ms/FS101 Transforming Work with AI https://aka.ms/OD143 Monetize the power of advanced offerings
Tap into AI-driven customer insights to

https://aka.ms/OD139 Supercharge your Modern Work Business https://aka.ms/OD144
fuel your business growth
Win new customers with Converged

https://aka.ms/OD140 https://aka.ms/OD145 Fast track your FY24 business plan
Communications
Unlock secure productivity with Microsoft

https://aka.ms/OD141
365 Business Premium

Inspire Session Links
Direct links to Modern Work sessions starting July 18, 2023
Microsoft Syntex: Content services for the

https://aka.ms/FS101 Transforming Work with AI https://aka.ms/OD136
AI era
Meet customer demand for secure, flexible Accelerating business growth with
https://aka.ms/ODBRK110 https://aka.ms/OD137
workforce productivity Microsoft Teams
Drive employee engagement and business Enable AI-powered flexible workplaces

performance with Microsoft Viva with Teams (Phone, Rooms, & Premium)
Introducing Viva Glint: Understand and

https://aka.ms/OD135
improve employee engagement

Thank You!
Q&A
Confidential—Internal Only 35

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Global Partner Solutions

FY24 Modern Work

FY24 Solution • Partner Priorities and Investments

Investments and • Investments across sales life cycle

Inspire 2023: • For Co-sell partners

Surpassed 300M Teams Enterprise Mobility install

50% YoY customer growth Office 365 commercial revenue

FY24 Modern Work

Embedded across Microsoft 365 apps

Foundational AI & High performance

Elevate your organizational Supercharge your productivity Keep employees engaged

identities, endpoints and AI-powered way of working Use a data-driven approach

Foundational AI & High performance

Secure Productivity Employee Experience

Modernize with Surface

Solution Plays Customer Outcomes

Achieve organizational productivity while boosting security and

Unlock the value of Smarter Workplace, make meetings more

Simplify IT via rearchitect of endpoints via Windows 11, W365 and

Improve workforce engagement using data, insights and

Microsoft 365 Microsoft 365 Revenue per-user per-month

Suite upsell New seats Growth bets

Microsoft 365 E3 Frontline Worker Microsoft 365 Copilot Windows 365

Microsoft 365 E5 Microsoft 365 in SMB Teams Premium Microsoft Viva

% of opportunities shared with PARTNERS

M365 E3 | Intune | Windows | Cloud Management Teams Phone | Teams Rooms |

Win new customers and Provide best-in-class Enable hybrid-work with

F SKUs Viva | Viva Copilot Surface | OEM Devices

Empower customers to Give customers the optimal

• Deliver pilots to secure

Phone + Phone Workshop

• Deliver pilots to secure

Employee • Deliver pilots to secure

Target Customer Profiles include Office to

• Ready Try & Buyà

$ 1: Many ME3 briefing $ Deployment Offer $ Online Services Usage à

$ ECIF Intune & AADP

q Ask PDM for targeting q Accept qualified leads

Propensity Hub q Create, share, and track

Microsoft Confidential *Check customer funding eligibility with Microsoft team

Target Customer Profiles W365:

• Digital Marketing Content

$ ECIF + Deployment Offer* $ Online Services Usage for

q Ask PDM for targeting q Accept qualified leads

Microsoft Confidential *Check customer funding eligibility with Microsoft team

$ 1: Many ME3 briefing $ Deployment Offer $ ECIF for usage

$ ECIF $ Online Services Usage

q Ask PDM for targeting q Accept qualified leads

Microsoft Confidential *Check customer funding eligibility with Microsoft team

Microsoft 365 E5 customers

promo, launched C&C

$ ECIF + Deployment Offer* $ ECIF for usage

$ New! Glint Business Desk $ Online Services Usage

q Ask PDM for targeting q Accept qualified leads

Microsoft Confidential *Check customer funding eligibility with Microsoft team

Teams Phone – Services Partners

Viva Tech Transformation

Modernize with Surface Refresh your devices

Partner opportunity Sales and technical bootcamps Thought leadership content