Tech Data Cloud

September 2015

Tech Data is already globally transforming, it’s a part of our DNA……

9000+ employees

7000+ cloud partners

150+ cloud employees

Cloud revenue of

$200m Ranked no.105

of Fortune 500

$27.7bn Fiscal sales 2015

6,300+ Cloud partners

115,000+ partners

150,000+ IT products sold

30+ Cloud vendors

Simple product access via Tech Data web site

1 “@.com”

Enabling your website through live APIs

2 “Integrated”

Create your own Cloud services brand

3 “Branded Market- place”

Reselling options…..

Build you own Cloud platform/services

4 “Utility

licensing”

Our Global channel Cloud leadership…

Live with BU and STR1 marketplace

CY 15 Cloud sales: • $300M+ Resell Revenue

• 7,000 Cloud partner Reach

• Over 150 FTE’s allocated to

Cloud sales and marketing

(excluding IT)

CY19 Cloud Outlook:

• XaaS to exceed $2.5Bn

• 65% SaaS, 35% PaaS & IaaS

• Cloud related PS, Migration, and

support services of $50m

A Fundamental ‘Consumption Transformation’ Is Under Way

All businesses are exposed as the world is digitally transformed, the go-to-market

process is permanently changing

To XaaS

From Products

Long (Capital) Decisions

Long Time To Value (TTV)

Customer Takes Risk

Short (OPEX) Decisions

Quick Time To Value (TTV)

Provider Takes Risk

SIDE 6

Tjenestespekter

Learn Find products Bundle & merchandise

Quote Provision Purchase Dashboard

Analytics Billing management Upscale/downscale

Extend the StreamOne Foundation A new level of customer expectations

Effortless Transparency

Simplicity Trust

PROPRIETARY & CONFIDENTIAL 7

Cloud Service

Cloud Service

Cloud Service

Cloud Service

Cloud Service

Cloud Service

Cloud Service

Renewal Cycles

Renewal

Evergreen

Revenue Models

Subscription

Consumption

Pre-pay

Licensing

Metrics Seats & Licenses

Hours & Time

Computer

Billing Cycle

Monthly

Annually

Multi-year

Trial

Auto-Conversion

Manual Conversio

n

A market under transformation

Trial

Auto-Conversion Freemium

Manual Conversion

Revenue Models

Subscription

Consumption

Pre-pay

Licensing

Metrics Seats & Licenses

Hours & Time

Computer

Renewal Cycles

Renewal

Evergreen

Billing Cycle

Monthly

Annually

Multi-year

StreamOne – more than a webshop

Provisioning

Fakturering

Rapportering

Support

Salg Kund A

Kund B

Kund C

Kund D

Kund E

Forhandler MSP

White label

Provisioning

Fakturering

Rapportering

Support

Salg Kund A

Kund B

Kund C

Kund D

Kund E

Forhandler MSP

353008 SERV004344115 2 15,67 EUR 20,00% 31,34 EUR O365 Enterprise E3 – Upfront Charges

Billed Period: (12/07/2015-11/08/2015) Upfront Charges Original StreamOne Sales Order: S000020450 Your Purchase Order: 4001860757S_12/07/2015 End User: Transgene

Manage combined

Consumption & Subscription Services

Office 365 buying models

ADVISORY MODEL OPEN CSP

WHAT Buying directly at Microsoft Office 365 through Open License/Value Cloud Solution Provider

TOOL Microsoft.com License Online StreamOne

USAGE CALCULATION DAILY YEARLY DAILY

INVOICING MONTHLY YEARLY MONTHLY

SUPPORT LEVEL 2 INCLUDED INCLUDED INCLUDED

SUPPORT LEVEL 1 NO NO INCLUDED

PRICING ex. O365 E3 € 19,70 € 16,91 € 16,91

CHANNEL INCENTIVES NONE SEVERAL AS OF OCTOBER

PRODUCTS INCLUDED All : O365, Intune, EMS, CRM & Azure All : O365, Intune, EMS, CRM & Azure All : O365, Intune, EMS, CRM & Azure

SPEED OF DELIVERY 5MINUTES 1 DAY 5MINUTES

Office 365 buying models

MICROSOFT

RESELLER

END-CUSTOMER

Advisor Model Open License Cloud Solution Provider

MICROSOFT

RESELLER

TECH DATA

END-CUSTOMER

MICROSOFT

RESELLER

TECH DATA

END-CUSTOMER

MICROSOFT

TIER 1 CSP RESELLER

END-CUSTOMER

Aspex Computerland Combell Realdolmen Cipal Insight

Post Lux Synergics Cegeka D&D Cronos (Arxus) Proximedia

2. Reseller margin

12% CORE

4% recurring

Advisor Model Cloud Solution Provider

15 to 17% 15 to 17%

YEAR 1 YEAR 2 YEAR 1 YEAR 2

! Up to 40% on the Business SKUs

10% cash back

4% recurring

3. BILLING

START

1st advanced charge

24/09

START: free of charge

Advanced charge

+

reversal charge

24/10

3. BILLING: example

START

1st advanced charge

24/09

START: free of charge

Advanced charge

+

Reverse charge

24/10

Reseller activates 100 seats

Status day 24: 10 active seats

Advanced charge for 10 seats

Status day 24: 20 active seats

Usage: 20 seats

Advanced charge for 20 seats

Reversal charge for x days of 20 seats

StreamOne og CSP

API Integration

Full Whitelabel

Tjenester via CSP: (løpende tillegg av tjenester) Azure Active Directory Basic Azure Active Directory Premium Azure Rights Management Enterprise Mobility Suite Exchange Online (Plan 1) Exchange Online (Plan 2) Exchange Online Archiving for Exchange Online Exchange Online Kiosk Exchange Online Protection Microsoft Intune Microsoft Intune™ Extra Storage Office 365 Business Office 365 Business Essentials Office 365 Business Premium Office 365 Enterprise E1 Office 365 Enterprise E3 Office 365 Enterprise K1 Office 365 Extra File Storage Office 365 ProPlus OneDrive for Business with Office Online Project Lite Project Online Project Online with Project Pro for Office 365 Project Pro for Office 365 SharePoint Online (Plan 1) SharePoint Online (Plan 2) Skype for Business Online (Plan 1) Skype for Business Online (Plan 2) Visio Pro for Office 365 Yammer Enterprise

SIDE 22

StreamOne - White Label portal for resellers (coming soon)

PROPRIETARY & CONFIDENTIAL

Product Overview

Microsoft Cloud Enablement for Partners

Powered By

Documents Personal Archives Enterprise Archives Google Drive

Dropbox

Box

File Server

SharePoint

PST Files

Exchange Archive

Google Vault

Enterprise Vault

EMC EmailXtender

EMC Source One

HP Autonomy EAS

GWAVA Retain

Backup Files for Exchange, Notes, GroupWise

Public Folders Exchange Public Folders

Mailboxes Exchange

Gmail

Lotus Notes

GroupWise

Zimbra

OpenXchange

Any IMAP

SIDE 26

Why Tech Data? Cloud transaction volumes explode. TD has process DNA and massive scale, global SAP

StreamOne , our own intellectual property. Lifecycle management, Cloud Platform as a Service and one stop shop

The real business of cloud is hybrid usage. Existing core business flow is a vital and massive lead source.

Scale

Platform

Hybrid

Technical & Commercial support: BitTitan & Quattro Support

Techdata – Microsoft Distributør