Cooperative Marketing Fund (Co-op) Program for Managed Resellers - EMEA Edition. FY15 Co-op Guidebook

Transcription

1 Cooperative ing Fund (Co-op) Program for Managed Resellers - EMEA Edition FY15 Co-op Guidebook

2 Table of Contents The Channel Incentive Cooperative ing Fund (Co-op) Program for Managed Resellers provides reimbursement to participating Resellers to help differentiate and drive preference for Microsoft products. Co-op funds may be claimed to reimburse qualifying costs associated with the following activities: - Broad reach advertising to increase awareness and preference. - ing and business development activities designed for a specific audience, specifically for channel recruitment, education activities and sales acceleration activities. - Training and readiness of internal personnel to improve Microsoft product sales and technology expertise. Eligibility, Accruing Funds and Enrollment (3) EMEA Tool (4) Co-op Activity (5) Claim Requirements (6) Core Requirements (7) Content Guidelines: Tagline, Logo and Graphics Usage (8 9) Screenshots (10) Product Names (11) Incentives Program Categories (12 14) (15 26) (27) This guidebook is provided as a resource to be used with the Managed Reseller Incentives Guide. The marketing Programs referenced herein are subject to the terms contained in the agreements with Microsoft. The agreements are hereby incorporated by reference. Nothing in this guidebook shall be deemed to modify or amend the terms and conditions of the agreements, unless specifically stated in the agreement. Capitalized terms not defined in this guidebook have the meanings in the agreements. This guidebook does not constitute an offer on the part of Microsoft. MICROSOFT (INCLUDING MS, MSCORP, AND THEIR RESPECTIVE SUBSIDIARIES, AFFILIATES, AND ASSIGNS) MAKES NO REPRESENTATIONS OR WARRANTIES, EXPRESS OR IMPLIED, IN THIS GUIDEBOOK. appendix Glossary (28) Payment Processing, Tax Requirements (29) Certification Statement and Report (30) Windows Start Screen Resolution Usage Chart (31) This guidebook does not give you or your organization any license to any Microsoft or third party patents, trademarks, copyrights, or other intellectual property. This guidebook makes no claims about the legality of any of the described uses in your specific jurisdiction; you are solely responsible for ensuring that your advertising activities comply with all applicable laws including, without limitation, advertising and intellectual property laws. This guidebook is Microsoft Confidential Information subject to the confidentiality and non-disclosure agreement between the user s organization and Microsoft.

3 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 3 Eligibility, Accruing Funds and Enrollment Channel Incentive Cooperative ing Fund (Co-op) Program for Managed Resellers Eligibility Requirements To be eligible to participate in Co-op, Managed Resellers must be Microsoft Network ( MPN ) members and meet all other eligibility criteria as specified in the Managed Reseller Incentives Guide (please contact your Sales Executive (PSE) for this document or go to the Activation Kit at These eligibility criteria include minimum annual Open license sales requirements during the 12-month period from 1 June May 2014 that are defined by the Microsoft Channel Incentives Team in the Worldwide Group, in conjunction with local field management by a PSE, Tele- Sales Executive (TPSE). In addition, in FY15 there is a MPN Competency requirement for eligibility. Accruing Funds Eligible Managed Resellers accrue or accrue Co-op funds in the currency assigned as per the Company s contract with Microsoft. Co-op funds are calculated based on the net purchases of eligible Microsoft software licenses by the Managed Reseller, as reported on Microsoft-Sales sales-out reporting that is submitted by an Authorized Distributor. Using Funds Participating Managed Resellers may be reimbursed for eligible expenses from Co-op funds for qualifying, and activities conducted during the Program Period. Co-op Period Schedule The Co-op Program for Managed Resellers has 6-month, fiscal half-year Program Periods. FY H1: 1 Jul 31 Dec FY H2: 1 Jan 30 Jun Managed Resellers must meet eligibility requirements during the Accrual Period. Participating Managed Resellers can then view funds, and submit claims to reimburse qualifying expenses during the following Program Period. Accrual Period Meet eligibility requirements and accrue funds. Sell qualifying products. Meet program eligibility requirements. Program Period View and claim funds. Enroll in Program Period. View funds based on Accrual Period sales and eligibility. Enter plans and conduct eligible activities. Submit reimbursement claims. FY H2 1 Jan 30 Jun FY H1 1 Jul 31 Dec FY H2 1 Jan 30 Jun Accrual Period FY H2 (1 Jan 30 Jun) Program Period FY H1 (1 Jul 15 Dec) Accrual Period FY H1 (1 Jul 31 Dec) Program Period FY H2 (1 Jan 15 Jun)

4 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 4 Microsoft Managed Reseller Incentive (EMEA) tool: Incentive Platform for Claiming Earned CO-OP Funds Microsoft provides a technology tool and platform that Managed Reseller (EMEA) s can use to view incentives earnings, claim rebates payments and receive reimbursement for qualified Co-op activities. In the EMEA (Europe, Middle East and Africa) region, the current incentive platform for FY15 is based on the same platform of the former regional program, Microsoft Club. Newly eligible s, need to register on with their Microsoft Account ID and MPN credentials, and become approved by their local subsidiary. Once approved, s need to accept the T&Cs, enter in their bank details and assign two contact persons as administrators of the program. Existing eligible s, who were part of the incentive program in the previous fiscal year, do not need to re-enroll in the incentive program. They only need to remain current on their actively-earned MPN competencies. This Co-op marketing guide covers the Co-op marketing claims for Managed Reseller s located in EMEA only. Managed Reseller Incentive Tool Use the Managed Reseller Incentive tool to submit market development, demand generation and readiness plans. The tool provides Co-op marketing claim submission tools, approval processes and payment functionalities. Registration To enroll into the Managed Reseller Incentive, you need to register on the Managed Reseller Incentive web site by following the steps below: 1. With Microsoft Network (MPN) membership credentials (MPN location ID and Administrator Microsoft Account ID), s go to the Microsoft Managed Reseller Incentive Home page and click on the 'Register' icon. 2. Once s are on the Registration page, they follow the steps below to submit their applications. 3. s accept the Microsoft Managed Reseller Incentive Terms & Conditions. 4. s follow the registration process by entering in the relevant information. 5. s submit their registration application. 6. The application is reviewed by Microsoft. If approved, s will receive an welcoming them to the Microsoft Managed Reseller Incentive within seven working days from the date of submission. The company representative, who completes the application form, and the second contact, nominated by the same said representative, become the main contacts for the s company for the Microsoft Managed Reseller Incentive. These two named people will be authorized to claim the company s Rebates and Co-op funds. Details of the Managed Reseller Incentive Tool Once s complete their registration, they can log into the Managed Reseller Incentive tool and access their current and future rebates and Co-op fund balances by using the Account Details button on the Home page. Current funds are rebates and Co-op marketing funds that s can claim at any time during the Usage period (see dates on page 3). Future rebates and Co-op funds earnings, based on sales performance during the current Usage period, are added to s statements on a monthly rhythm. These future funds will be awarded at the end of the current Usage period if s meet the program eligibility criteria. s can modify their profile information details such as primary and secondary contact persons, preferred language, addresses and bank details by using the Profile Information tab. By using the About the Managed Reseller Incentive tab, s can access the latest version of the Terms and Conditions, a rebates and Co-op funds calculator tool, the eligible product list and the rebates and Co-op $ or /unit. The Claim functionalities for claiming awarded rebates and Co-op funds are described at page 6. Support If s encounter any issue during the registration process, or at any other moment, they may contact the Microsoft Managed Reseller Incentive Support Team at [email protected] (in one of the supported 6 languages available: English, German, French, Italian, Russian, and Spanish). Hours of business support within EMEA Areas: 9:00 am to 6:00 pm CET time, from Monday to Friday.

5 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 5 Co-op Activity Traditional advertising with broad reach that furthers the marketing and promotion of Microsoft software and Windows Devices. Results and audience size are measurable. Qualifying Activities Direct Mail Direct Mobile SMS Web/Online Advertising ing activities designed for a specific customer audience that support the sale of Microsoft software and Windows Devices. Qualifying Activities Events: Microsoft Bootcamps and Seminars/Events Multi-Vendor Expositions Tradeshows Internal Incentives and SPIFFs Telemarketing Services On-Site Champ Proof of Concept Services E-Commerce Mobile Commerce Social Media Web Syndication Search Engine Optimization Expenses related to Microsoft training, technical certification, and program fees for internal Managed Reseller personnel that promote the development of Microsoft technology expertise. Qualifying Activities Microsoft Network (MPN) Registration Fees Microsoft Training Tuition Fees Microsoft Exam Fees Microsoft Conference Attendance Fees Microsoft On-Site Sales Training Demo Units These guidelines apply to all and activities. Specific requirements are listed with each activity description. Activities may include components and messaging from complementary vendors. General Activity Requirements Activities must: Be focused on eligible Microsoft software that has been officially released as part of General Availability (GA) or otherwise notified by the Co-op Program. Only use approved Microsoft assets and logos found on the Managed Reseller Co-op Activation Kit at or otherwise notified by the Co-op Program. Be customer focused or targeted. Not appear to be conducted by, on behalf of, or sponsored by Microsoft. Adhere to all applicable international, national, regional, corporate, and local guidelines, laws and rules, and privacy policies. Meet standards of good taste and must not be sexually oriented or otherwise offensive or inappropriate. Be placed on media with content adhering to high standards of good taste. Inclusion of Non-Microsoft Products Managed Resellers may claim: 100% of the cost for qualifying activities that meet the Core Requirements and promote only Microsoft operating system, productivity suite, server solution, collaboration suite software or devices. A maximum of 30% of the cost for qualifying activities that meet the Core Requirements when any non-microsoft operating system, productivity suite, server solution, collaboration suite software or device running a non-microsoft operating system are present. The Microsoft-specific portion of the cost of Multi-Vendor Exposition and Tradeshow activity categories that meet the Core Requirements and contain a non-microsoft operating system, productivity suite, server solution, collaboration suite software or device. Ineligible Activities and Expenses Program funds may not be used to reimburse: Microsoft software (except as specified at the activity level). Operating expenses and costs associated with the manufacture or distribution of systems, including costs related to bills of materials and costs of goods (packaging, shipping, freight, etc.). Giveaway items that include non-microsoft operating system, productivity suite, server solution, collaboration suite software or device. Infrastructure, overhead, depreciable asset expenses (e.g., vehicles, capital equipment, etc.), or real property. Placement costs associated with advertising on a web site or telephone on-hold message systems owned or operated by Company or Company Subsidiary(ies). Costs associated with Microsoft joint agreements or marketing agreements by Microsoft or affiliates that require Company to match or otherwise contribute additional marketing funds. (i.e. Company may not use any Co-op Funds to satisfy any marketing funds contribution requirement by Microsoft or its affiliates as detailed in said marketing agreement.) Multiple claims for a single activity expense. Submitting the same expense for reimbursement from multiple Incentives and Co-op Programs. Travel expenses, including flights and hotels (except as specified at the activity level), meals, mileage, and any other travel costs. Costs for an activity paid at more than its fair market value. Funds redistribution to third parties (excludes marketing agencies contracted by the Managed Reseller). Co-op is a reimbursement for activities executed by the Managed Reseller to engage the customer channel.

6 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 6 Claim Requirements Co-op Funds Claims Requirements Participating Managed Resellers may submit claims for qualifying activities completed within the Co-op Usage period. After the Co-op activity has been completed, submit claims and the required documentation within the claim deadlines. For example, claims made against Co-op earned in the Earning period FYH2 can be submitted between 15 July and 15 December for activities completed by 15 December for the applicable period. At the start of each Usage period, s in collaboration with their PAMs determine which activities they will spend their earned Co-op marketing funds against. Co-op marketing claims must be exclusively claimed via the Managed Reseller Incentive tool and approved by the PAM or the local subsidiary. Approved reimbursement will be paid in the form of a bank transfer issued the 15th day of each month. Depending on the claim approval date within a particular month, the reimbursement can take up to 30 to 45 days. For a reimbursement to be included in a monthly payment cycle, valid claim and documentation need to be received by Microsoft before the approval is granted. Claim queries can be sent to the support team: [email protected]. The final claim adjustment period will end 30 business days after each semester (15 December and 15 June). All outstanding requirements for claims made by the final claim dates must be resolved within this 30-day business period, or the claim will be rejected. Claims Co-op reimburses expenses for both Media Placement and ing Services/Agency Fees (page 28). They can be claimed at the same time for activity that has taken place within the Co-op usage period with proper docu-mentation. ing Services are reimbursable only with proof of distribution of the advertising. Claims claims may be submitted for any qualifying readiness activity that has been completed within the Co-op usage period. Claims planned activities completed in the usage period. Co-op Funds Claim Deadlines FY H1 Period (Jul Dec) Co-op Claim Approval Process FY H2 Period (Jan Jun) Activity completed by: 15 Dec 15 Jun Claim and required documentation submission deadline: 15 Dec 15 Jun 1. Performs a ing Activity: A marketing activity must be completed prior to a claiming any of its awarded Co-op ing Funds. For a claim to be valid, the marketing activity must fall within one of the categories listed from page and must comply with the rules described below. 2. Claims the Cost of a ing Activity: Upon the completion of a marketing activity, a may claim the activity s cost against their available Co-op ing Funds balance. This Claim can be for the entire amount, or for a portion, of the marketing funds and is dependent on the balance available. The Claim is submitted online by completing the ing Funds Claim Form on the Managed Reseller Incentive website. 3. Sends Proof of ing Activity to Microsoft: The is required to send proof of execution (POE) documentation to Microsoft for each Co-op ing Funds Claim made within 1 month of the online claim submission., but no later than the close of business (midnight GMT) on the 14th day of the final month of the Usage Period (June/Dec). By this deadline, all claims, including back-up documentation, must be received by Microsoft: a. Copy of the Claim Form The must print out a copy of the Claim Form they have submitted online. b. Copy of the Itemized Third-Party Vendor Invoice The third-party vendor who performed the ing Activity must invoice the as proof of performance. The amount, invoiced by the Vendor that completed the ing Activity, will be the same or more than the amount claimed by the on the Managed Reseller Incentive website. c. Itemized Sales Invoice to Microsoft - The must prepare and send a Sales Invoice to Microsoft. In addition, the MIOL s Irish VAT number and Microsoft Ireland Operations address must be on the Sales Invoice: IE U (irrespective of location). Microsoft Ireland Operations Limited Atrium Building Block A Carmanhall Road Sandyford Industrial Park Dublin, 18, Ireland d. Other required Proof of Execution documentation, as defined by each activity type. All documents must be sent to Microsoft Ireland Operations (MIOL) via at address below, which is also available on the Claim Form. These documents are to be sent to: [email protected] 4. Co-op ing Funds Claim Approver Reviews the ing Activity: once a Co-op ing Funds Claim Form is submitted online, an is automatically sent to the designated Co-op ing Funds Claim Approver within the local subsidiary. The Co-op ing Funds Claim Approver reviews the Claim online and either approves or rejects the reimbursement of the ing Activity. If a Claim is rejected, the status will be updated in the tool. If the Claim is approved, the is notified automatically but will not be reimbursed until the documentation has been received and validated by the Invoice Vendor. 5. Invoice Vendor Validates Proof of ing Activity: once the Invoice Vendor receives the documentation from the, the Vendor will update the system to acknowledge its receipt and show its validation is in process. The Invoice Vendor is responsible for reviewing and validating the supporting documentation. Once validated, the Vendor will update the system to indicate that all documentation has been either Approved or Rejected. If the documentation has not been received within the appropriate timelines, the Co-op ing Funds will be forfeited. 6. Microsoft Reimburses Claims for : when the online Claim has been a) approved by the Co-op ing Funds Claim Approver AND b) by the Invoice Vendor, the Claim is ready for reimbursement. Certification and Statement Report A Certification Statement and Report (CSR) may be used to request reimbursement to offset costs and/or expenses incurred by the Managed Reseller solely in connection with the implementation of certain Co-op supported marketing activities and expenses. For more information, see page 30.

7 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 7 Core Requirements To be eligible for reimbursement, and activities must include the three core marketing requirements, unless otherwise specified in the activity. Prominently display Program Tagline The Program Tagline must be present in select and activities. Prominent display of the Tagline (page 9) demonstrates commitment to marketing and promoting Microsoft software and Windows Devices. Include Company/Brand name and contact information Company/Brand name and contact information must be included in all and activities. Contact information must include at least one of the following: Your company address Your company web site URL or phone number FY15 Program Period Approved Taglines Taglines must be used as is and not modified in any way. When promoting one Microsoft product: [ABC Company] recommends Windows. We recommend Windows. [ABC Company] recommends Microsoft Office. We recommend Microsoft Office. [ABC Company] recommends Microsoft Office 365. We recommend Microsoft Office 365. [ABC Company] recommends Windows Server. We recommend Windows Server. [ABC Company] recommends Microsoft Online Services. We recommend Microsoft Online Services. When promoting multiple Microsoft software products: [ABC Company] recommends Microsoft software. We recommend Microsoft software. When promoting Windows devices: [ABC Company] recommends Windows devices. We recommend Windows devices. Include a minimum of 30% Microsoft content that furthers the marketing and promotion of Microsoft software and/or Windows Devices and activities should include: A minimum of 30% content that must further the marketing and promotion of Microsoft software and/or Windows Devices and/or preinstalled Microsoft products in the system specifications, where specifications are listed and a minimum of 100% Microsoft focused content in some and training activities. An associated software graphic, Windows Device graphic, campaign description, or other eligible logo for each activity being claimed for reimbursement (page 9). Note: s will be reimbursed at only 30% for qualifying activities when a non-microsoft operating system, productivity suite, server solution, collaboration suite software or device running a non-microsoft operating system are also present (page 5). Meet the new Windows. Windows 8 Beautiful, fast, fluid Windows 8 has been reimagined to be all about you. Put what matters most right on your Start screen, and get instant access to your people, apps and stuff, so you can spend less time searching and more time doing. Windows 8 Pro Ready for business With Windows 8 Pro, you get everything in Windows 8, plus enhanced features that help you easily connect to company networks, access files on the go, encrypt your data, and more. company ABC Company recommends Windows.

8 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 8 Content Guidelines: Tagline, Logo and Graphics Usage Use of the creative elements on the following pages must comply with all the guidelines outlined in this document. These product images complement existing logo programs and are not intended to replace any programs or other guidelines currently in place. The creative elements may only be used to promote the Microsoft products and services represented by the element. They may not be used in any manner that may cause confusion about whether your products or services are from Microsoft, or that implies that Microsoft is affiliated with, sponsors, endorses or approves of you or your products or services. No translations or localizations are permitted. Microsoft will provide localized assets if applicable. You may not combine the creative elements with any other symbols, words, images or designs. When using the Microsoft product images, you must also display your own product name, company name or logo or other branding in the primary and more prominent branding position. The creative elements may not be used on or in connection with any material that disparages Microsoft or any of its products or services. The creative elements may not be used in connection with materials, products, or services that would violate applicable laws, rules, or regulations. Your use of product images may not be obscene or pornographic. You must include the following attribution statement: Microsoft product images reprinted with permission from Microsoft Corporation. If any Microsoft product is mentioned in your marketing materials, the full name of the Microsoft product(s) must be used at first and most prominent mention.

9 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 9 Content Guidelines: Tagline, Logo and Graphics Usage Tagline Prominence Clear Space. Keep a border of clear space around the Tagline. The required border of clear space must be a minimum of the height of the letters. Placement. The Tagline must be prominently displayed in the activity. Typically, this is within the upper one-third of a publication, or is otherwise easily identifiable. The Tagline may not appear to be a part of another sentence or graphic. Background. The Tagline must appear on a background that adequately contrasts with the Tagline text to make the Tagline clearly legible. Translation. Use Tagline as provided. Localized Taglines are available on the Managed Reseller Co-op Activation Kit at Font. Fonts must be consistent with the core advertisement and text size. Do not mix typefaces or weights. All words must be the same size and color. Logo and Graphics Usage Approved graphical elements may be used in activities, and are available on the Managed Reseller Co-op Activation Kit at Any use of logos must comply with logo usage eligibility. You may not use logos for which you have not met requirements. Participation in the Program must not be construed as endorsement or approval of content by Microsoft, including but not limited to any brand, company name, product technology, or product execution claims. Use of approved logos or graphics must follow guidelines. For details on each type of logo and graphic, please see page 10. Approved Logo Usage Use of approved logos or graphics must follow guidelines. Inappropriate use of logos or unapproved graphics may result in claim denial. Product TILES AND BOX SHOTS Product tiles and box shots are available to partners for limited use in marketing activities such as advertising, documentation (including educational brochures), tutorial books, videotapes, or web sites, provided that all uses comply with all terms in this document, including the following additional guidelines: Use in full color only. Do not alter the artwork provided: do not change the color, and do not skew or stretch the shape of the asset. Assets are available for online (RGB) and print (CMYK) use. Minimum size: The width of the box (x) should be at least 1.0 inch or 2.54 cm (for print) or 100 pixels (on-screen). Clearance: Maintain a minimum clearance X, where X is equal to ¼ of the width of the product tile. Product Tiles. Should be used when marketing a device pre-installed with Windows. Product tile examples: Size: X Size Size x x Professional 2013 Clearance: X X X Box Shots. Should be used in marketing related to offering of the full packaged product (when a customer will receive the actual Windows product box). Box shots must not be used to represent a preinstalled edition of Windows product tiles should be used in those scenarios. Box shot examples: Clearance Clearance X X Using the Microsoft Network Competency Logo One Color. The Microsoft logo can appear in either black or white. The logo with the Microsoft corporate logo and the words Microsoft in black should appear on a white or light colored background. Alternately, it is acceptable to reproduce the logo on a colored background as long as there is sufficient contrast between the logo and the background. When placed on a black or dark colored background, the logo should always appear in white. Incorrect Usage. The Microsoft logo should not be reproduced in any color other than black or reversed out to white. It should not be skewed or modified in any way, and never overlap or connect to any other logo or type. Clear Space and Minimum Size. Always maintain clear space around the logo. The logo should never appear smaller than 1 inch wide in any print application. For online applications, the logo should never be smaller than 135 pixels in width. Always maintain proportional hierarchy between Microsoft Certified logos and the Microsoft logo. The Microsoft logo should be the same height as the Microsoft Certified logos if displayed together. Logo Builder can help you create customized logos featuring the MPN competency you have achieved. To visit this site, go to: Print: 0.75 inch On-screen: 80 pixels Print: 1.25 inch On-screen: 114 pixels Localization. The Microsoft logo must always appear in English and cannot be translated.

10 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 10 Screenshots Description Screenshots are Microsoft approved graphics representing the Windows OS screen in use, available on the Managed Reseller Co-op Activation Kit at For all activities, Managed Resellers must include an approved Screenshot on every Device display where a display is shown. Screenshots are divided into two categories: 1. Primary Screenshots The largest or first viewable Screenshot in an activity, depending on the activity type. The two types of Primary Screenshots are: Start Screens Description The Start Screen contains the word Start in the top left or right corner of the screen and contains dynamic tiles which represent apps, people, sites and more. Usage Guidelines The Start Screen comes in a variety of sizes, horizontal/vertical, and with or without a Power button. Managed Resellers should choose the appropriate Start Screen, and are required to include certain disclaimers, that correspond to the Start Screen content and the Device being advertised. Refer to the Windows Product and Screenshot Disclaimers section (below) for disclaimer requirements. The Start Screens must be used as provided by Microsoft and must not be altered in any way. Only the 3-row horizontal Start Screen can be shown as a standalone asset or outside of a Device display in an activity. To view the Windows Start Screen resolution chart, see page 31. Example Horizontal (with Power button) Power button Start Screen Desktop Background Screen 2. Secondary Screenshots Any Screenshot in the activity that is not a Primary Screenshot. May be any Microsoft approved Screenshot found on the Managed Reseller Co-op Activation Kit at Desktop Background Screens Description Usage Guidelines A Microsoft provided The Desktop Background Screen must be shown only in a horizontal Screenshot that shows the orientation, and may not be used in activities featuring Tablets. desktop background image. The Desktop Background Screen must be used as provided by Microsoft and must not be altered in any way. The Start button on the taskbar must be clearly visible. Secondary Screenshots Description Secondary Screenshots include any Screenshot other than the Primary Screenshot, such as Windows 8.1 Apps or Windows Store Apps. Usage Guidelines Managed Resellers should select from the library of approved Secondary Screenshots available on the Managed Reseller Co-op Activation Kit at The Secondary Screenshots must be used as provided by Microsoft and must not be altered in any way. Example Example Windows 8.1 Secondary Screenshot Windows Product and Screenshot Disclaimers It is the Managed Reseller's sole responsibility to determine when and where the Windows 8.1 Update disclaimers should be included. Managed Resellers should use the Screenshot depictive of what is preinstalled on the Device. Microsoft does not review the inclusion of the disclaimer during the Co-op Program claim validation process on CHIP Activity Details When apps are being shown that are not preinstalled on the Device, or available in the market that the Advertising activities are being shown. When marketing Windows 8 Devices using Windows 8.1 Update Start Screens, Desktop Background Screens, or Secondary Screenshots. When marketing Windows 8.1 Devices using Windows 8.1 Update Start Screens, Desktop Background Screens, or Secondary Screenshots. When marketing Windows 8 or Windows 8.1 Devices using Windows 8.1 Update Start Screens, Desktop Background Screens, or Secondary Screenshots. When using the Windows 8.1 Update Start Screen with the Power button in activities that are marketing Windows 8.1 Update Devices that do not have the Power button feature available. Disclaimer Required Some apps sold separately; vary by market. Some features require Windows 8.1 Update. The update is available through Windows Store. Internet access required; fees may apply. Some features require Windows 8.1 Update. The update is available through Windows Update. Internet access required; fees may apply. Some features require Windows 8.1 Update. For Windows 8 Devices, the update is available through Windows Store. For Windows 8.1 Devices, the update is available through Windows Update. Internet access required; fees may apply. Power button available on select Devices and may not be on Device shown.

11 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 11 Product Names PROPERLY USE THE PRODUCT NAMES All words must start with a capitalized letter. ;; For example, don t state windows 8.1, Windows 8.1 update, or Office home & student Include spacing where applicable. ;; For example, don t state Windows8.1 or Office Home&Student The full product name must be used and not abbreviated. ;; For example, don t state 8.1 Update, Win8.1, or Office Pro 2013.' The full product name must appear on the same line and not split or word-wrapped. Always use the numeral, do not spell out the numeral, and do not localize the numeral in writing. ;; For example, Windows 8.1 should not be displayed as Windows eight point one. Do not use the product name in the possessive. ;; For example, don t state Windows 8.1 s security features are impressive. Instead say: The security features of Windows 8.1 are impressive. Do not include Microsoft in the product name. ;; For example, don t state Microsoft Windows 8.1. Use only official translations of the product names available on the Managed Reseller Co-op Activation Kit at Trademark symbols are not required in marketing execution. WINDOWS For ing Copy Reference all Windows products as the new Windows or simply Windows in marketing copy such as headlines or body copy. Reference the specific Windows product name in body copy or text when delivering system specifications that are exclusive to the particular product. For example: Windows 8.1 Windows 8.1 Pro Windows 8.1 Update Windows 8.1 Pro Update Windows 8.1 with Bing The SKU for Windows 8.1 Small Screen Touch and Windows 8.1 with Bing with Office 365 Personal must always be referred to as Windows 8.1 or Windows 8.1 with Bing if it is mentioned in body copy that delivers system specifications exclusive to the particular product. The messaging must not imply that all Windows 8.1 Devices come with Office, and must clearly associate that Office 365 Personal comes with the specific Device(s) being advertised. OFFICE For ing Copy Office is a brand and not a version. In marketing communications, reference the latest version of Office or refer to individual products to highlight what s new in a release to drive upgrades. Reference the specific Office product name in body copy or text when referring to a particular product. For example: Office Home & Student 2013 Office Home & Business 2013 Office Professional 2013 Office 365 Home Office 365 Personal Office 365 Small Business Premium Office 365 Midsize Business WINDOWS SERVER For ing Copy Reference all Windows Server products as Windows Server in marketing copy such as headlines or body copy. Reference the specific Windows Server product name in body copy or text when delivering system specifications that are exclusive to the particular product. For example: Windows Server Essentials Windows Server Standard Windows Server Datacenter Windows Storage Server

12 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 12 : Quick Reference Activity Type Program Tagline Required Company/ Brand name & Contact Information Required Minimum 30% Microsoft Content Eligible Expenses Required Proof of Execution Documentation 1 Direct Mail, Direct , Mobile SMS (Page 13) ing services, including agency fees 2 for creative development Media placement Printing/Postage (direct mail) Copy of communication showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Copy of communication must include: Postmarked shipping envelope or other proof of mailing (direct mail); or Dated header ( ); or Photo of phone message (mobile) Estimated customer reach Dated and itemized third-party invoice(s) including goods/services delivered Web/Online Advertising (Page 14) ing services, including agency fees 2 for creative development Media placement URL and/or screenshot of web/online advertisement and landing page showing: Tagline Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Third-party click-through report Dated and itemized third-party invoice(s) including goods/services delivered 1 Claims and proof of execution must be received by the validation team no later than the Claim Deadlines. 2 Agency fees and/or creative piece development cost by internal marketing staff are considered reimbursable expenses. Creative development piece executed by internal marketing staff will require a Certification Statement Report (CSR).

13 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 13 Direct Mail, Direct , and Mobile SMS Direct Mail, Direct , and Mobile SMS are communication pieces that are mailed or delivered electronically to customers. SUBMISSION STEPS ELIGIBLE EXPENSES ing services, including agency fees for creative development Media placement Printing/postage (direct mail) CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/devices Complete communication piece, including components of the communication, should include the Program Tagline and must meet Core Requirements. No proportional reimbursement is allowed for communications that do not meet the Core Requirements. A maximum of 30% of the activity cost may be claimed when any non-microsoft operating system, productivity suite, server solution, collaboration suite software or device running a non-microsoft operating system are present. Components of a communication piece, such as individual banners or graphics, may not be claimed separately. Database acquisition costs are not eligible for reimbursement. 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select demand generation marketing category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim PROOF OF EXECUTION REQUIREMENTS Copy of communication* showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Copy of communication must include: Postmarked shipping envelope or other proof of mailing (direct mail); or Dated header ( ); or Photo of phone message (mobile) Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2. Estimated customer reach Dated and itemized third-party invoice(s) including goods/ services delivered *Add organization to the distribution list in order to provide original communication with proof of delivery as proof of execution. Microsoft template example

14 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 14 Web/Online Advertising Web/Online Advertising includes web banners and /advertising placed on a third-party site and is designed to drive traffic to the Managed Reseller's web site or offer page. SUBMISSION STEPS ELIGIBLE EXPENSES ing services, including agency fees for creative development Media placement CORE REQUIREMENTS Prominently displayed Program Tagline Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/devices Complete web/online advertisements, including the landing page and associated web banners, must meet the Core Requirements as a whole (e.g. contact information may be omitted from web banner advertisements if included on the landing page). A maximum of 30% of the activity cost may be claimed when a non-microsoft operating system, productivity suite, server solution, collaboration suite software or device running a non-microsoft operating system are present. Web/online advertisements must be placed on a third-party site with an established advertising rate, of which not more than 10% is Managed Reseller-owned. Web/online activities utilizing the Managed Reseller's own engines should be reviewed under / E-Commerce activities. PROOF OF EXECUTION REQUIREMENTS URL and/or screenshot of web/online advertisement and landing page showing: Tagline Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Third-party click-through report (recommended) Dated and itemized third-party invoice(s) including goods/ services delivered 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select demand generation marketing category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2. Banner placed on a third-party site and directs traffic to the Managed Reseller's landing page or web site.

15 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 15 : Quick Reference Activity Type Program Tagline Required Company/ Brand name & Contact Information Required Minimum 30% Microsoft Content Eligible Expenses Required Proof of Execution Documentation 1 Events: Microsoft Seminars and Events (Page 17) Event signage, display and/or printed materials Registration fees ing services, including agency fees for creative development or event management External speaker fees Event facility fees, equipment rental, and catering (excluding alcohol) Qualifying giveaway items Event invitation including event agenda Event invitation, event agenda, presentation materials, and/or event photos showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Number of registered guests Dated and itemized third-party invoice(s) including goods/services delivered Events: Multi-Vendor Exposition (Page 18) Event signage, display and/or printed materials Registration fees ing services, including agency fees for creative development or event management External speaker fees Event facility fees, equipment rental, and catering (excluding alcohol) Qualifying giveaway items Event invitation including event agenda Event invitation, event agenda, presentation materials, and/or event photos showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Number of attendees/booth visitors Dated and itemized third-party invoice(s) including goods/services delivered Tradeshows (Page 19) Event signage, display and/or printed materials Tradeshow registration fees ing services, including agency fees for creative development or event management External speaker fees Equipment rental, and catering (excluding alcohol) Qualifying giveaway items Photos of booth (required), and tradeshow agenda, and/or presentation/ printed materials showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Number of attendees/booth visitors Dated and itemized third-party invoice(s) including goods/services delivered Internal Incentives and SPIFFs (Page 20) Signage and display or printed materials Qualifying giveaway items ing services, including agency fees for creative development or event management Offer communication materials, sales event agenda, and/or sample/photos of giveaway item(s) showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Summary of results Dated and itemized third-party invoice(s) including goods/services delivered Telemarketing Services (Page 21) 2 100% 3 ing services, including agency fees Call center charges (third-party) Copy of script showing: 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices Summary of results including number of calls and/or number of successful contacts Dated and itemized third-party invoice(s) including goods/services delivered 1 Claims and proof of execution must be received by the validation team no later than the Claim Deadlines stated. 2 Only Company name required. 3100% focused on driving Microsoft initiatives.

16 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 16 : Quick Reference Activity Type Program Tagline Required Company/ Brand name & Contact Information Required Minimum 30% Microsoft Content Eligible Expenses Required Proof of Execution Documentation 1 On-Site Champ (Page 22) 100% 3 Samples of deliverables showing 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices Services provided by On-Site Champ resource(s) On-Site Champ form Dated and itemized third-party invoice(s) including goods/services delivered Proof of Concept Services (Page 23) E-Commerce, Mobile Commerce, and Social Media (Page 24) Web Syndication (Page 25) Services provided by Managed Reseller personnel in 100% 3 support of the proof of concept services ing services, including agency fees Programming and development fees ing services, including agency fees Programming and development fees Placement fees Statement of work and/or service agreement itemizing the Microsoft product proof of concept services provided Dated and itemized third-party invoice(s) including goods/services delivered URL and/or screenshots of site pages showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Summary of results, such as click-through report Dated and itemized third-party invoice(s) including goods/services delivered URL and/or screenshots of site pages showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Summary of results, such as click-through report Dated and itemized third-party invoice(s) including goods/services delivered Search Engine Optimization (Page 26) ing services, including agency fees Programming and development fees SEO optimization and maintenance services Statement of work and/or service agreement for SEO project Dated and itemized third-party invoice(s) including goods/services delivered 1 Claims and proof of execution must be received by the validation team no later than the Claim Deadlines stated. 2 Only Company name required. 3100% focused on driving Microsoft initiatives.

17 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 17 Events: Microsoft Seminars and Events Microsoft Seminars and Events are customer-facing training and recruitment events hosted by the Managed Reseller, utilizing content developed by the Managed Reseller. SUBMISSION STEPS ELIGIBLE EXPENSES Event signage, display and/or printed materials Booth signage Table-top signage and handouts Large table-top sign Product sheets, sales sheets, promotional materials Event binders and attendee materials Registration fees ing services, including agency fees for creative development or event management External speaker fees Event facility fees, equipment rental, and catering (excluding alcohol) Qualifying giveaway items Must be limited to no more than 40% of Co-op Funds per Program Period May include up to twenty (20) systems with preinstalled Microsoft software per Program Period Must not include Microsoft software (except as specified above) Must not include competitive products or offerings CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/devices Complete Microsoft Seminars and Events must meet the Core Requirements. No proportional reimbursement is allowed for events that do not meet the Core Requirements. Events must be Managed Reseller-led and/or Managed Reseller branded and not appear to be sponsored by Microsoft. Microsoft Business Model Transformation consultants may be leveraged as external speakers to deliver workshops. PROOF OF EXECUTION REQUIREMENTS Event invitation including event agenda Event invitation, event agenda, presentation materials, and/or event photos showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Number of registered guests Dated and itemized third-party invoice(s) including goods/ services delivered 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

18 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 18 Events: Multi-Vendor Exposition Multi-Vendor Expositions are sales events hosted by the Managed Reseller that promote multiple vendors. The primary focus of the event should be to promote the sale of Microsoft products through demonstrations and handouts. (Third-party hosted events may be eligible to claim under Events: Tradeshows.) SUBMISSION STEPS ELIGIBLE EXPENSES Event signage, display and/or printed materials Booth signage Table-top signage and handouts Large table-top sign Product sheets, sales sheets, promotional materials Event binders and attendee materials Registration fees ing services, including agency fees for creative development or event management External speaker fees Event facility fees, equipment rental, and catering (excluding alcohol) Qualifying giveaway items Must be limited to no more than 40% of Co-op Funds per Program Period May include up to twenty (20) systems with preinstalled Microsoft software per Program Period Must not include Microsoft software (except as specified above) Must not include competitive products or offerings CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/ devices General Event Expenses Multi-vendor exposition spaces featuring Microsoft content must meet the requirement for 30% minimum Microsoft content. Only the Microsoft portion of the general event expenses is eligible for reimbursement. To calculate the claim amount of general event expenses, divide the total amount of booth space dedicated to Microsoft and meeting the Core Requirements by the total event cost. Event Communication Materials All communication materials used at the Microsoft booth such as signage, display, and printed materials, must meet the Core Requirements. No proportional reimbursement is allowed for communications materials that do not meet the Core Requirements. To calculate the claim amount for communication materials: Claim 100% of the expenses for activities meeting the Core Requirements. A maximum of 30% of the communication material expenses for activities meeting the Core Requirements may be claimed, when any non-microsoft operating system, productivity suite, server solution, collaboration suite software or device running a non-microsoft operating system are present. PROOF OF EXECUTION REQUIREMENTS Event invitation including event agenda Event invitation, event agenda, presentation materials, and/or event photos showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Number of attendees/booth visitors Dated and itemized third-party invoice(s) including goods/ services delivered 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

19 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 19 Tradeshows Tradeshows are third-party events in which multiple industry vendors may participate. Managed Resellers may participate at a third-party tradeshow to promote Microsoft products. (Managed Reseller-hosted events may be eligible to claim under Events: Multi-Vendor Exposition.) SUBMISSION STEPS ELIGIBLE EXPENSES Event signage, display and/or printed materials Booth signage Table-top signage and handouts Large table-top sign Product sheets, sales sheets, promotional materials Event binders and attendee materials Tradeshow registration fees ing services, including agency fees for creative development or event management External speaker fees Equipment rental, and catering (excluding alcohol) Qualifying giveaway items Must be limited to no more than 40% of Co-op Funds per Program Period May include up to twenty (20) systems with preinstalled Microsoft software per Program Period Must not include Microsoft software (except as specified above) Must not include competitive products or offerings CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/devices General Tradeshow Expenses Tradeshow spaces featuring Microsoft content must meet the requirement for 30% minimum Microsoft content. Only the Microsoft portion of the general event expenses is eligible for reimbursement. To calculate the claim amount of general tradeshow event and registration expenses, divide the total amount of tradeshow booth space dedicated to Microsoft and meeting the Core Requirements by the total tradeshow event cost. Tradeshow Communication Materials All communication materials used at the tradeshow such as signage, display, and printed materials, must meet the Core Requirements. No proportional reimbursement is allowed for communications materials that do not meet the Core Requirements. To calculate the claim amount for communication materials: Claim 100% of the expenses for activities meeting the Core Requirements. A maximum of 30% of the communication material expenses for activities meeting the Core Requirements may be claimed, when any non-microsoft operating system, productivity suite, server solution, collaboration suite software or device running a non-microsoft operating system are present. PROOF OF EXECUTION REQUIREMENTS Photos of booth (required), and tradeshow agenda, and/or presentation/printed materials showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Number of attendees/booth visitors Dated and itemized third-party invoice(s) including goods/ services delivered 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

20 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 20 Internal Incentives and SPIFFs (Sales Performance Incentive Funds) Internal Incentives/SPIFFs are activities in which prizes are awarded to Managed Reseller employees (e.g. sales staff) for achieving specific goals. SUBMISSION STEPS ELIGIBLE EXPENSES Signage and display or printed materials ing services, including agency fees for creative development or event management Qualifying giveaway items Must be limited to no more than 25% of Co-op Funds per Program Period May include up to twenty (20) systems with preinstalled Microsoft software per Program Period Must not include Microsoft software (except as specified above) Must not include competitive products or offering CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/devices Complete Internal Incentives/SPIFFs, including offer communications, promotional materials, sales events such as Floor Days, and giveaway items, must meet the Core Requirements as a whole. No proportional reimbursement is allowed for Internal Incentives/SPIFFs that do not meet the Core Requirements. Internal Incentives/SPIFFs: Must be determined based on overall achievement relative to a peer group. Must not be awarded based on individual minimum commitments, first unit structures, attach rates, year-over-year growth %, or volume targets. PROOF OF EXECUTION REQUIREMENTS Offer communication materials, sales event agenda, and/or sample/photos of giveaway item(s) showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Summary of results Dated and itemized third-party invoice(s) including goods/ services delivered 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

21 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook Telemarketing Services Telemarketing involves calling partners/customers or potential customers to promote and sell Microsoft products. It can be an effective tool to prospect for leads, communicate directly with customers and build a sales pipeline. SUBMISSION STEPS ELIGIBLE EXPENSES ing services, including agency fees Complete telemarketing activity must be focused on 100% Microsoft content. Company name/brand information must be included in the telesales script. Third-party call center charges CORE REQUIREMENTS Telemarketing activities must be Managed Reseller-led and not appear to be from Microsoft. Microsoft products must be properly referenced in the script. Prominently displayed Company/Brand name and contact information 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices What makes Windows 8.1 Pro the right edition for business? The new Windows. The best of work and play on any device. All the benefits of Windows 8.1, plus: More productive: Windows devices and services bring together everything you do, at work, at home, or on the go. More security and control: BitLocker, BitLocker To Go, Domain join, Group Policy. More personal: With Windows, you can create a truly one of a Business class capabilities: Assigned access (kiosk), Offline files, Remote Desktop (Host), Client Hyper V. kind experience that is made for the way you live. More choice: There is a Windows device tablet, convertible, notebook, all in one that has the style you want, the function you need and the experience that s right for you. upgrades. Eligible for Windows Enterprise, 24/7 support and training and more, all through Software Assurance. Handling Customer Objections Windows XP / Office 2003 works fine for my customers. Introducing the new Windows Are you aware of the End of Support risks? Security Risks: Unsupported OS/software (after April, 8, 2014) results in unpatched PCs which are vulnerable e.g. malware, data loss, virus transmission. Compliance Risks: May fail an audit, impacting certification, public notification of customer data at risk. Loss of Software or Hardware support: New applications and PC hardware unlikely to be supported for Windows XP in 2012 Gartner. Windows 8.1 Windows 8.1 Pro No one to call: When problems arise, online and phone-based technical support will unfortunately no longer be available to assist you or your IT partner, leaving you on your own to deal with the problem. FAQ Performance: Faster boot, Higher Performance, Longer Battery Life. Safety: BitLocker & USB encryption (not on Windows 7 Professional) & UEFI chip protection. Log into Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2. Dated and itemized third-party invoice(s) including goods/ services delivered Start screen with live tiles: Brings favorite things front Personalize withnew apps: Pinto favorite apps, Productivity: Moving to current software helps enhance productivity and professionalism. The latest version of Office adds features help people stayphotos, content, sites, and contacts. productive regardless of device, no matter where they are working from, and no matter who they are working with. It is designed for touch, pen, and keyboard, providing an experience optimized to the device being used; and it supports access to content from virtually anywhere, whether through a browser or smartphone. Windows 8 is a Better Windows 7 : Familiar interface, high compatibility, plus improved: SUBMIT CLAIM IN MRIT From the drop down menu, select the appropriate marketing activity and center. Down time: The risks of system failure and business disruption could increase because of the end of support, lack of supported software, and the increasing age of hardware running Windows XP. Windows 7 has all my customers need Why should I move them to a new Windows 8 device? Gather all Proof of Execution materials required for submission From the drop down menu, select market development category Summary of results including number of calls and/or number of successful contacts Grows with your business: Eligible for future volume license CONDUCT ACTIVITY Under the Claims menu, select Claim ing Funds Database acquisition costs are not eligible for reimbursement. Copy of script showing: 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices 101 West Street, Anytown USA Telephone What s new in Windows 8.1: 2 PROOF OF EXECUTION REQUIREMENTS company Introducing the new Windows 1 Picture password: Never forget a password again. Use gestures to sign in. Windows Store: Open a world of great apps designed especially for Windows 8.1. Integrated Wireless: Mobile broadband, WiFi, and Bluetooth integrated for easy, more secure connectivity, faster connection from sleep, one click airplane mode. Sync across devices: Settings and files go with you on all Connectivity: Easy implementation of DirectAccess (only in Windows 8 Enterprise), better than VPN. of your devices. I hear that the new Windows was designed for touchscreens and that the experience is not as good using mouse and keyboard. Is this true? BitLocker: Encrypt entire drive to help protect against Windows 8.1 works great on both touch and non-touch systems. Your customer can take full advantage of everything Windows 8.1 hasan to offer with a mouse and keyboard. It seems challenging to use the Start screen with a mouse and keyboard. Is this true? It is actually simple and natural. Here are a few basics: Click on tiles to launch apps, including the Desktop Tile to open the desktop. From the Start screen, start typing to quickly find apps, documents, and more. Right-click on tiles and in apps to reveal menus. loss and theft. Advanced backup: Back up data to another drive, DVD, or network location. Domain Join: Connect to company or school networks. Use the scroll bar at the bottom of the screen or your mouse wheel to move to the left or right. My customer would like to use the touch gestures in Windows 8.1 but cannot afford a touch computer. WhatDesktop: are their options? Remote Access the apps and files of a PC. Your customer may also consider purchasing Touch devices have dropped considerably in price you might be surprised at the prices if you have notremote looked recently. a laptop with a touch pad that supports gestures. These touch pads allow you to swipe and pinch on the touch pad just like you would on a touchscreen. Do Windows 8.1 devices have my favorite apps? Group policy: Better manage the security costs of multiple PCs. The Windows Store has many favorites to choose from apps like Twitter, Facebook, Skype, and Angry Birds Star Wars. Additionally, pin websites to the Start Offline files: Access important files on the network, even screen and use them like apps. not connected. Apps on Windows do more than ordinary apps. Multitask up to four apps* side by side, view real-time app info on the live tiles from the Start screen, search all apps from one place, and share content between apps without leaving the app they re using. *The number of apps you can multitask depends on the screen resolution. Client Hyper-V: Run multiple operating systems on a single computer. Microsoft template example 21

22 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 22 On-Site Champ On-Site Champ conducts special initiatives or strategic projects within a period of less than a year that demonstrate clear business development results such as Microsoft solutions competitive wins and sales uplift. SUBMISSION STEPS ELIGIBLE EXPENSES Services provided by On-Site Champ resource(s) CORE REQUIREMENTS 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices FY15 On-Site Champ Form Name of Person Title Dates of Assignment Activity Focus (Sales, Pre-Sales, or ing) Quarterly Target/Goals (Revenue or Quantity) * Must be substantiated by an itemized third-party invoice or a Certification Statement and Report (CSR) Form. On-Site Champ form Achievement for Quarter (Revenue or Quantity) Expense Amount for Quarter* (provide currency) The On-Site Champ activity is an allowance for the usage of Program funds for Microsoft-focused services provided by partner resources (employees or vendor-contracted). These services should be for Microsoft-focused sales and marketing initiatives, or strategic incubation projects that are performed within the fiscal period covered by the eligible Program funds. However, the On-Site Champ projects that Program funds can be used for can include projects that extend beyond the current fiscal period, and Program funds that are available to the partner in subsequent fiscal periods can be used to fund services provided by On-Site Champ for these projects within the policy guidelines. Usage of Program funds for the On-Site Champ activity during each fiscal semester in FY15 is limited to 50% of the total available Program funds for that fiscal semester (at the beginning of the fiscal semester). In cases where the On-Site Champ is an employee of the partner, a CSR form must be submitted as proof of execution. In cases where the On-Site Champ is a vendor-contracted resource, an invoice will be required as proof of execution. On-Site Champ services must be focused 100% on Microsoft activities. Services associated with administrative or operational tasks, management of Co-op funds, and general sales services are not eligible for reimbursement. Specific marketing activities driven by the On-Site Champ (e.g. telemarketing) must be claimed separately under the applicable activity category(ies), and must meet the Core Requirements. 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2. PROOF OF EXECUTION REQUIREMENTS On-Site Champ form For the Managed Reseller Co-op Program: on the Managed Reseller Co-op Activation Kit ( Samples of deliverables showing 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices Dated and itemized third-party invoice(s) including goods/ services delivered

23 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 23 Proof of Concept Services Proof of Concept Services include the development of a solution model for customer demonstration and evaluation purposes. SUBMISSION STEPS ELIGIBLE EXPENSES Services provided by Managed Reseller personnel in support of the proof of concept services Proof of Concept Services must be 100% focused on Microsoft products. 1 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission CORE REQUIREMENTS 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices Labor cost supporting qualifying services activities may be claimed for reimbursement. Costs of Microsoft software, hardware, venue expenses, and other capital expenditures are not reimbursable. PROOF OF EXECUTION REQUIREMENTS Statement of work and/or service agreement itemizing the Microsoft product proof of concept services provided Dated and itemized third-party invoice(s) including goods/ services delivered 2 SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

24 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 24 E-Commerce, Mobile Commerce, and Social Media E-Commerce includes activities that promote solutions or set up online storefronts to drive sales of Microsoft software licenses, services, and Windows devices. Social Media and Mobile Advertising includes paid placement for advertising within social network sites. Social Media Community and Pages are earned (unpaid placement) within social networking sites. Mobile Commerce includes activities that support mobile E-Commerce efforts such as the development of a mobile-friendly web site or mobile application. SUBMISSION STEPS ELIGIBLE EXPENSES ing services, including agency fees Programming and development fees CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/ devices Complete e-commerce or mobile commerce activity, including the landing page and associated web banners, must meet the Core Requirements as a whole (e.g. contact information may be omitted from web banner advertisements if included on the landing page). No proportional reimbursement is allowed for e-commerce or mobile commerce activities that do not meet the Core Requirements. PROOF OF EXECUTION REQUIREMENTS URL and/or screenshots of site pages showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices Summary of results, such as click-through report Dated and itemized third-party invoice(s) including goods/ services delivered 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

25 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 25 Web Web Syndication involves the placement of Microsoft created and maintained content on the Managed Reseller's web site. SUBMISSION STEPS ELIGIBLE EXPENSES Actual costs up to $18,750 USD per program period for: ing services, including agency fees Programming and development fees Placement fees CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 30% minimum Microsoft content furthering the marketing and promotion of Microsoft software/ devices Syndicated web banners and microsites should be prominently placed on the partner s own home page, within the top 20% of the page. A minimum of two web banners should be syndicated. Syndicated content should be placed for 90 days or reach 250 clickthroughs. Targets must be achieved in the period in which the claim is filed. Visit the Microsoft Digital Commerce and Campaign Network at to access content. PROOF OF EXECUTION REQUIREMENTS URL and/or screenshots of site pages showing: Minimum 30% Microsoft content furthering the marketing and promotion of Microsoft software/devices 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Summary of results, such as click-through report Click on Claim button Dated and itemized third-party invoice(s) including goods/ services delivered Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

26 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 26 Search Engine Optimization Search Engine Optimization (SEO) includes services that help Managed Resellers attract customers, lower customer acquisition costs, and increase content relevancy to their site. SUBMISSION STEPS ELIGIBLE EXPENSES Actual costs up to $3,000 USD per program period for: ing services, including agency fees Programming and development fees SEO optimization and maintenance services CORE REQUIREMENTS Prominently displayed Company/Brand name and contact information 100% Microsoft content furthering the marketing and promotion of Microsoft software/devices Search Engine Optimization (SEO) services must be 100% focused on Microsoft products. PROOF OF EXECUTION REQUIREMENTS Statement of work and/or service agreement for SEO project Dated and itemized third-party invoice(s) including goods/ services delivered 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select market development category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2.

27 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 27 is for the Managed Reseller's internal sales and technical personnel and includes specific expenses related to product training, certification, and Microsoft conferences that help develop the partner s sales and technical expertise on Microsoft software and solutions. activities must be 100% Microsoft focused. SUBMISSION STEPS ELIGIBLE EXPENSES PROOF OF EXECUTION REQUIREMENTS claims may be submitted for qualifying readiness activities completed in the 6-month Program Period. Claims are based on the activity completion date. For example: The Worldwide Conference is in July, so may be claimed in the H1 Program Period. MPN Registration Fees may be claimed in the Program Period associated to the date of enrollment and payment. Training Tuition and Exam Fees may be claimed in the Program Period associated to the date of training or exam completion. Training vouchers may be claimed in the Program Period associated to the date of training course completion. Invoice or certificate showing date(s) of completion is required. Microsoft Network Registration Fees Plaque and DVD (1st set) Microsoft Training Tuition Fees Microsoft official curriculum training tuition through Microsoft Exam Fees Microsoft exam fees for certifications and competencies Microsoft Conference Registration Fees (Worldwide Conference, TechEd, and Approved Microsoft Conferences*) Registration fees for up to three (3) attendees * List of Approved Microsoft Conferences is available: Managed Reseller Co-op Activation Kit ( Microsoft Conference Airfare/Hotel Expenses Air/train fare and hotel room rate only (excluding room service, minibar, laundry, and other services) for up to a maximum of $5,000 USD per person and up to three (3) attendees Microsoft On-Site Training Third party expenses for catering, facility/ equipment rental, external speaker fees, and signage and display or printed materials FIT and IAMCP training is eligible under Microsoft On-Site Training Original invoice issued by Microsoft Invoice with course code and date of completion Attendee list and per person cost Invoice with exam number and date of completion Attendee list and per person cost Invoice Flight itinerary with travel dates Third-party invoice for airfare and hotel Claims should be submitted separately for each attendee Training agenda and Microsoft presentation showing 100% Microsoft content Itemized third-party invoice(s) for reimbursable expenses 1 2 CONDUCT ACTIVITY Gather all Proof of Execution materials required for submission SUBMIT CLAIM IN MRIT Log into Under the Claims menu, select Claim ing Funds From the drop down menu, select partner readiness category From the drop down menu, select the appropriate marketing activity Enter the available marketing funds to claim Fill in the details about the activity in the fields displayed Click on Claim button Proof of Execution to [email protected]. If the size of the is greater than the file size limit, submit the documentation in separate mails, with the s numbered accordingly, e.g. 1 of 2. Product/Seeding/Demo Units Up to the greater of $2,400 USD or 5% of total accrued Co-op funds per Program Period for Demo Units - Tablets preinstalled with Windows 8 or Windows 8.1 System specifications and third-party invoice and proof of delivery for Demo Units purchased from a third-party System specifications and CSR form for Demo Units built in-house INELIGIBLE EXPENSES Travel expenses, meals, mileage, and any other travel costs (except as noted above for defined conferences) Upgrades or add-ons for airfare/train fare/ hotel Materials other than predefined course materials Training or exams not listed on Testing environments and other technology

28 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 28 : Glossary Accrued Funds: The total amount of Co-op Funds calculated based on the net sales of eligible Microsoft software licenses and/or devices as specified in the distribution incentives program and/or plan. Available Funds: Funds that can be used for claiming and reimbursement of qualifying activities in the 6-month Program (Usage) Period following the Accrual (Earning) Period. Co-op ing Fund: A Microsoft marketing program designed to help qualified Managed Resellers grow their businesses. The fund provides reimbursement for approved,, and activities. Managed Reseller funds accrue based upon qualifying eligible product sales. Funds are available in the 6-month Program Period that follows the Accrual Period. Co-op Periods: 6-month periods running from 1 July through 31 December (FY H1), and 1 January through 30 June (FY H2). : A marketing activity in which performance and the size of the audience can be verified. Examples include direct mail, direct , and web/online advertising that support the sale of Microsoft products. Device: Any PC (including a desktop, laptop, tablet, all-in-one, 2-in-1, or ultra mobile), mobile internet device (MID), or phone form factor (including any type of cell/mobile phone). Also includes wearables, video gaming systems, electronic music players, streaming media players, televisions, and electronic readers. : ing activities for which performance and the size of the audience cannot be verified, such as customer events, sponsorships, tradeshows, telemarketing services, e-commerce/mobile commerce, and incentives that support the sale of Microsoft products. ing Services Costs: Costs associated with the creation or design of the marketing piece by a third-party. Media Placement Costs: Costs associated with purchasing measured media space from a third-party. Microsoft Authorized Distributor: A Distributor who has entered into a Microsoft Commercial Distributor Agreement to license Microsoft software and hardware. Microsoft Sales Executive: Microsoft field personnel who are assigned to individual Microsoft partners to monitor marketing and other business development activities. : Microsoft training, technical certification, exam, conference, and program fees for Managed Reseller personnel that promote the development of Microsoft technology expertise. Proof of Execution (POE): To be eligible for reimbursement, proof of execution materials must be submitted by the Claim Deadline. Proof of execution is critical to the reimbursement process. Accepted file types are: Document - doc, docx, xls, xlxs, csv, ppt, pptx, msg, rtf, mht, htm, html Media - bmp, dib, jpeg, jpg, jpe, jfif, gif, tiff, png, psd, wmv, wma Reader - pdf, xps System: A fully assembled computer system consisting of at least a central processing unit, a motherboard, hard drive, a power supply, and a case. Tax Requirements: Certain geographies are required to submit tax documentation to Microsoft. Co-op partners required to submit invoices should use the History of Claims report available on CHIP for approved claim amounts. Third-party Vendors: Businesses or service providers that are not affiliated with Microsoft or the partner company enrolled in the Co-op Program. Unrestricted Cash Cards: Vouchers, credit/debit cards, store gift cards etc. that may or may not be redeemed for cash or cash equivalents, in whole or in part. These are all disallowed due to anti-corruption Office of Legal Compliance concerns.

29 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 29 : Payment Processing, Tax Requirements Payment Processing On the 15th day of each month, or on the next business day, the Managed Reseller Incentive system will generate a payment file containing payment values for Co-op ing Funds claims. All Claims that have been approved by the 14th day of the month will be included in the payment run. Claims made after the 14th day will be included in the following month s payment run. Currency Exchange Rates Co-op funds will be displayed and paid in the 's currency per the associated payment profile with Microsoft. Claims can be accepted in multiple currencies and will be paid in the s currency. Microsoft will use the foreign exchange mid-range rate published by Reuters in the Financial Times on the Wednesday before the last day of the Microsoft fiscal month before the payment due date. If Reuters does not publish such rate on the Wednesday before the end of the Microsoft fiscal month, Microsoft will use the previously published rate. Taxes The Rebates and/or Co-op Funds a Company receives under this Program include any applicable goods and services tax, value added tax, sales tax, gross receipts tax, or any other tax that is applicable as a result of the services provided by Company to Microsoft. Consequently, it is solely the Company s responsibility to report and pay all applicable taxes or duties that may be required under any appropriate laws related to the Rebates and/or Co-op Funds it receives. The Company must consult its own tax advisor with any question or concern about the taxes that apply to it. Payments 30 to 45 days from the end of each month in the form of a Microsoft purchase credit note.

30 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 30 : Certification and Statement Report (CSR) Sample of a CSR form Updated as of September 2013 Certification Statement and Report (CSR) Updated for FY14 H2 (January 1, 2014) Authorized OEM Distributors who develop marketing activities internally (meaning Company is not using a 3rd party agency) may use this Certification Statement and Report (CSR) to claim internal costs incurred related to the limited activities documented below in section 1, and only for the specific expenses identified in section 3. For all other activities third party invoices are required for reimbursement. Microsoft only reimburses claims based on the qualified Authorized OEM Distributor Incentives Program marketing activities detailed in the Guidebook. ing Activities for each Incentives Program Period will be conducted under the following schedule: Incentives Program Period Complete ing Activities by: All Documentation* sent to CHIP by: FY H1: 1 JUL through 31 DEC 31-Dec 15-Feb FY H2: 1 JAN through 30 JUN 30-Jun 15-Aug *Completed and signed CSR, marketing activity claims, and POE must be submitted via CHIP by the deadlines above. Instructions 1 Mark the Claim Type that matches the submission in CHIP (Channel Incentives Platform at Check and Sign the Box if your Claim Activity has a non-microsoft operating system, productivity suite, server solution, collaboration suite software or a device running a non-microsoft operating system 2 is present. Detail ing Expenses, enter the amount claimed in CHIP in US Dollars. - If Company has checked and signed the box designated in STEP 2, Company can only submit 30% of the total expenses associated for this qualifying activity. 3 - If Company has not checked or signed the box designated in STEP 2, Company is stating activity is focused on Microsoft operating system, productivity suite, server solution, collaboration suite software or a Windows Device. Company can submit 100% of total expenses associated for this qualifying activity. 4 Double check the total amount entered on this form is accurate and equal to the amount of internal expenses claimed in CHIP. 5 Have a senior officer of the Company fill in the information box at the bottom and sign. Original copy of the CSR must be retained for two years after the program period ends. 1 Claim Type (choose one): Direct Mail, and SMS Customer Offers Promotional Retail Merchandising Windows 8 Demo Units** up to $2400 USD or 5% of OEM Co-op Funds Print Ads and Brochures e-commerce and Mobile Commerce Sponsorships (whichever is greater) per program period Print: Catalogs Events: Multi-Vendor Exposition Telemarketing **Demo units must be sold through direct OEM, distribution and reseller channels only. Web/Online Advertising Events: MS Bootcamps and Seminars Tradeshows NOTE: If Windows 8 Demo Unit was acquired via a third party, please Internal Incentives/SPIFFs Web Syndication submit the third party invoice via CHIP and do not use CSR form. On-Site Champs 2 Sign here if box is checked {If applicable} Signature required to receive reimbursement if your Claim Activity has a non-microsoft operating system, productivity suite, server solution, collaboration suite software or a device running a non- Microsoft operating system is present. See instructions 2 and 3 for details. 3 ing Expenses Internal Expenses Amount in USD $ In-stock Giveaway Printing $ Windows 8 Demo Units** $ Other: (explanation of expenses) $ Certification Statement and Report (CSR) Form: A Certification Statement and Report (CSR) may be used to request reimbursement for expenses incurred by the Managed Reseller solely in connection with the implementation of certain Co-op Program activities. Refer to the updated CSR prior to submitting the form: Co-op Program for Managed Resellers via the Managed Reseller Co-op Activation Kit ( Best Practices Ensure that the CSR is correctly and fully completed, paying extra attention to the following items: The claim type marked in box 1 and total amount in box 4 must match the submitted claim type and invoice amount entered in CHIP. Select appropriate ing Expense(s) in box 3. If Other is selected, provide an explanation of the specific expense(s) claimed. Please note that restating the claim type is not considered an eligible expense. If claiming expenses for an Onsite Resource in box 3 for services rendered internally, indicate both the number of hours and amount of funds being claimed. Complete all entries in box 5, including a signature of a senior officer of the Company. Staffing Expenses Amount in USD Design # hours = $ Distribution/execution # hours = $ On-Site Champs # hours = $ 4 TOTAL: $0.00 Company and Designated Signer hereby certifies to the following: Understands that this Certificate Statement and Report (CSR) is in connection with the Authorized OEM Distributor Incentives Program Agreement with Microsoft (MS). Company has read the Authorized OEM Distributor Incentives Program Guidebook and is complying to the rules for submitting required Proof of Execution materials for the claim referenced above. Microsoft only reimburses according to the Authorized OEM Distributor Incentives Program approved marketing activities detailed in the Guidebook. Company must keep complete and accurate records relating to its performance under the Authorized OEM Distributor Incentives Program Agreement up to two years. This CSR is subject to verification upon request from MS (or MS designated claim validation entity). By signing below, Company confirms that it has made no changes or modifications to the Incentives Program claim, invoices, and/or the original execution copy of this CSR. The designated senior officer of the Company is duly authorized to make the above certifications. Designated signer must fill out ALL fields to be eligible for reimbursement. Contact information will only be used as needed for auditing purposes. Choose one: 1) Print out the form, physically sign, and then scan, or 2) Sign electronically 5 COMPANY NAME: {Type Company Name Here} A company organized under the laws of: Country or Region: {Type Country and/or Region Here} By: Name: Address: Title: Date:

31 Cooperative ing Fund (Co-op) Program for Managed Reseller - EMEA Guidebook 31 : Windows Start Screen Resolution Usage Chart The following table shows the typical number of rows of tiles on different combinations of display sizes and resolutions and should be used to market the appropriate screen in the coordinating display. Display Size Resolution DPI Rows of tiles on Start x x x x x Display Size Resolution DPI Rows of tiles on Start x x x x x Display Size Resolution DPI Rows of tiles on Start x x x x x Display Size Resolution DPI Rows of tiles on Start x x x x x Display Size Resolution DPI Rows of tiles on Start x x x x x Display Size Resolution DPI Rows of tiles on Start x x x x Display Size Resolution DPI Rows of tiles on Start x x x x x Display Size Resolution DPI Rows of tiles on Start x x x x x Display Size Resolution DPI Rows of tiles on Start x x x