Rogers / Microsoft

Partnership Voice
GTM Go-Big Plan
Prepared for

July 26, 2021

 Giovanni Mezgec Zia Mansoor James Poolton Muhammad Alam
GM M365 & Teams VP Customer Success Partner Development Client Director

Microsoft
Attendees Roger Heinz
VP Azure for Operators
TJ Walia
Partner Technical Strategist
Phillipe Goldstein
Telco Partner
Paul James
Director Business

Voice
Development Development

Sharry Panesar Dan Haddock Jason Ryberg Sandy Walker

Account Technology Account Manager Director Strategic Teams Partner
Strategist Partnerships Development

Amanda Lowe Confidential Rogers and Supplier 2

Partner Marketing
Agenda
 Historic Opportunity

 Rogers Voice Strategy

 TAM and Market opportunity

in Canada

 Microsoft Voice Go-Big Proposal

 Next Steps

Confidential Rogers and Supplier 3

Historic Opportunity

Rogers and Microsoft have a

historic opportunity to
significantly grow market share
and disrupt the business voice
market in Canada by building
Next Generation Voice
Solutions designed for the new
Hybrid work movement

Confidential Rogers and Supplier 4

 Rogers Voice Strategy

Strategy

Confidential Rogers and Supplier 5

 Canadian Voice and Collaboration Market

 85% - Bell/TELUS total business voice market in Canada*

 23% - SaaS Productivity growth rate YoY with a TAM of 2.3B**

 $550M - Meeting Room TAM in Canada (55,000 business rooms)

 8.2M paid seats of M365 in Canada (5M in Enterprise, 3.2M in SMB) ~ 66% of total market

 1M paid seats of Phone System (~8% of market) with E5 growing at 135% YoY

 4.2M seats of Phone System forecasted by 2025 ~35% of TAM in Canada

Confidential Rogers and Supplier 6

*Source CRTC
** IDC
 Voice Joint GTM Partnership Aspirations in 3 years*

$164M 1.7M 375K

Total Incremental in Revenue Customer Acquisition New Customer Acquisition in SMB

30% 4.2M $93M

Microsoft/Rogers Canadian Phone System Adds In incremental CSP
Market share revenue
Confidential Rogers and Supplier 7
*Aspirational not guaranteed for Rogers
 Incremental Revenue Potential In 3 Years*
36 months

Strategic

$164M
Time to market
30 months

$93.6M

M365 CSP Accelerate

$30M

Teams Managed Services

24 months

$6.3M

Teams Native Mobile

Experience (New Offer)
$16M
18months

$10.4M Teams Room Services

(New Offer)
Teams with Operator
Connect
$8.1M
12 months

Teams Phone System

Legend

$24M # Existing offers

M365 Resell # New offers

6 months

Existing Rogers / Microsoft Offers

Tactical $10 - $20M $20 – $30M $30 - $50M $51 - 75M $76 - 100M $101 - 125M $126 - 150M $151 - 200M >$200M

© 2021 Microsoft Corporation. All rights reserved. Confidential and Private. 3-year revenue projections Confidential Rogers and Supplier 8
*Aspirational not guaranteed for Rogers
Grow, Differentiate and Build New Innovative Solutions with
Microsoft
Let’s build a plan. Here’s how we do it:
 Build differentiated voice offers to the Canadian Market:
▪ Teams Native Mobile Experience
▪ Operator Connect
▪ Optimized Network for M365
▪ Modern Contact Center Experience
▪ Time to market advantage with strategic solution offerings
 Co-Investment Opportunities
▪ Marketing and Campaigns (digital, above the line)
▪ Resources
▪ Funding for TMX
▪ Sales incentives
▪ Preferred Margins, status and extended program duration
 Preferred lead sharing and strategic partnership
 Co-sell engagements (marketplace, P2P, seller-2-seller)

Confidential Rogers and Supplier 9

“ Innovate with next Generation Voice solutions in Canada”

Teams Native Mobile Experience

Microsoft Benefits:
▪ Increase Phone System MAU
▪ Incremental Revenue
▪ Drive New Integration and Monetization with
Metaswitch Wireless number
509 670-0594
▪ Displace Bell/WebEx, TELUS/RingCentral in
Canada Rings native dialer and
Rogers Benefits: all Teams endpoints
▪ Churn Protection & Subscriber Growth via
market differentiation and capitalizing on Teams
growth
▪ Increased ARPU via Value Added Services
▪ 5G & IOT Monetization Opportunities via MSFT
collaboration to power advanced use cases
▪ Strategic MSFT Business Partner Incentives &
Margins
▪ Conversion of new Wireless subscribers

Confidential Rogers and Supplier 10

“ Differentiate with the fastest and most reliable network
for M365 hybrid work in Canada”
M365 Optimized High level solution
Network Last mile Middle mile First mile
Experience Connectivity to middle mile Connectivity to Service Front Door Microsoft core network

Microsoft Benefits: 1. Cloud pathway 4. Service activation reporting

• Provide Best of Breed
Experience for M365
Customers in Canada
Rogers Benefits:
▪ Dedicated bandwidth assigned Performance report ( )
to VLAN or Class of Service
▪ High performance Rogers
internet connectivity domain 5. Traffic flow analytics
▪ Route optimisation in line with Traffic analytics,
Microsoft connectivity principles traffic DDoS, SNMP

• Ability to Provide Customer 18 group—

Microsoft peering
SLA’s for M365 Services points 1 Tbps
15 LM—Microsoft
• Ability to Provide Advanced peering points 1
Reporting Capabilities Tbps Service Front Public Service
M365 Rogers Rogers Door 55 datacentre
users router internet core Total Microsoft 150 locations locations
• Prevent churn provide locations 200
differentiated experience
2. Embed Microsoft network 8. Enhanced 6. Core SLA 7. MAPS
• Value added offering to principles within Rogers access reporting Microsoft Azure
reduce churn, win new customer deployment Create Middle mile Peering Service
customer acquisition Differentiation of traffic, routing onboarding performance ▪ Robust peering
topologies, and DNS blueprint for local (Juniper
• Unlock new 5G innovation ▪ Optimised
market internet Northstar©) routing
potential access products
3. Enhanced operating model ▪ Assured process
▪ Enhanced service design ▪ Enhanced
monitoring
▪ Enhanced OSS integration

Confidential Rogers and Supplier 11

Next Steps

 Priority Solution Area – Grant

 CSP Accelerate Plan – Grant/Kevin with James & Team
 Close off on TMX – Secure Rogers Intent – Kevin TMX PoC
 Deep Dive on M365 Preferred Network – James to organize
 Marketing Plan – Sync with Lucy Cross – Grant/James
 Think Big – Plan small and act quicky

Confidential Rogers and Supplier 12

Thank you

Confidential Rogers and Supplier 13