Speaker Title Company

1. What's Next for Office 365 Speaker Title Company

2. Today’s Session Key industry trends & cloud offerings for SMBs Office 365 Open & FPP model overview What’s Next

3. Today’s Session Key industry trends & cloud offerings for SMBs Office 365 Open & FPP model overview What’s Next

4. Industry trends DEVICES Cloud Devices Mobility OFWORKERS REPORT 95% 71% of Business Users WORLDWIDE SMALL-MID SIZED BUSINESS IT SPENDING ESTIMATED AT $542 BILLION. USING AT LEAST ONE SELF-PURCHASED DEVICE FOR WORK. REQUIRE TECHNOLOGY THAT ENABLES THEIR STAFF TO WORK ANYWHERE AT ANY TIME. Source: IDC Worldwide SMB 2012 Predictions Source: Forrester Research Inc., Welcome To The Multidevice, Multiconnection World, Jan. 2011 Base: 3,900 US online adults Source: Edge Strategies survey commissioned by Microsoft Corp., “SMB Business in the Cloud 2012,” Feb. 8, 2012

5. Office 365 is your complete office in the cloud Business-class Email File Sharing HD Video Conferencing Plus Office Desktop Apps Office Web Apps Office Mobile Anywhere Access Technical Support Financially-backed SLA Simple IT Management

6. Today’s Session Key industry trends & cloud offerings for SMBs Office 365 Open & FPP model overview What’s Next

7. Office 365 partner business models Own the customer billing Sell as you do today Increased upsell and attach opportunities Little to no capital costs required Fixed payment structure More predictable revenue stream Office 365 Open & FPP Advisor

8. Office 365 Open and FPP Own the billing relationship Sell as you do today Increase upsell and attach

9. Office 365 FPP Process End customer purchases Product Key from partner End customer activates Product Key on office.com/setup365 Partner purchases Product Key via FPP Purchase Acquire Activate Product Keys can be used for new accounts, additional seats, and renewals.

10. Office 365 Open Process Partner Purchases Product Keys from Distributor Partner or Customer Retrieves Digital Product Key through VLSC Partner or Customer Redeems Product Key on office.com/setup365 Purchase Acquire Activate

11. Office 365 Open Process Order Order Order Invoice Invoice Invoice Microsoft Distributor End Customer Reseller Help activate O365 Order confirmation is sent to customer and reseller, per existing process O365 service related communications sent to administrator on record 11

12. Today’s Session Key industry trends & cloud offerings for SMBs Office 365 Open & FPP model overview What’s Next

13. Investing in Office 365 Subscription Value Product Availability Retention & Renewal More SKUs in the Open Channel Enhanced Apps & Services Customer & Partner Communications

14. Office 365 Open Expansion Office 365 Open Midsize Business Enterprise Plans Government Academic Office 365 Midsize Business $15/user/month Exchange Online Plan 1 $4/user/month Exchange Online Plan 1 $3.50/user/month Office 365 Plan A3 for Students $2.50/user/month Office 365 Enterprise E1 $8/user/month Office 365 Enterprise E1 + EOA $8/user/month Office 365 Plan A3 for Faculty $4.50/user/month Office 365 Enterprise E3 $20/user/month Office 365 Enterprise E3 $16.50/user/month Office 365 ProPlus for Students $1.50/user/month Office 365 ProPlus $12/user/month Office 365 ProPlus $8.50/user/month Office 365 ProPlus for Faculty $2.00/user/month Exchange Online Protection $1/user/month Exchange Online Protection $1/user/month Pricing figures in US Dollar figures rounded to nearest $.50.

15. Office 365 OpenThe right Office for your customer Tailored Offerings for Government & Academic E1+EOA A3 Midsize Business Enterprise E3 Enterprise E1 Exchange Online Office 365 ProPlus Exchange Online Protection Turnkey Capabilities Full Office with Compliance & Management Enterprise-grade services Standalone Business Class Email Standalone Office as a Service Cloud-based Security for On-Prem Flexible SKU configuration

16. Pitch the right path for your customer Qualify the customer Start them on the right path Does your customer have >10 users or will grow to >10 users in the near future? Does your customer have advanced IT needs, like data loss prevention or archiving? Pitch the email workload Add Office to complete the Suite Only $6/user/month and includes full range of services Growth option value from easy addition of SBP Office 365 Small Business Cost-effective way to buy Office with per-user licensing Small business optimized IT admin experience Office 365 Small Business Premium No Combine easily with Small Business Premium Combine easily with Small Business Lead with Enterprise flexibility Offer turnkey when needed Cloud at your own pace; start with email or Office Mix/match user types Full admin and advanced features Exchange Online, Office 365 ProPlus, Office 365 E1 and E3 Out of the box value for customers to standardize Simple, easy to use IT Strong price point against E suites Office 365 Midsize Business Yes All Enterprise plans can easily combine in a single tenant Must exist in a tenant with only Midsize Business

17. What are the key differences? Office 365 Enterprise E3 Office 365 Enterprise E1 Office 365 Midsize Business  IRM, Archiving, Legal Hold (Unlimited Storage)   eDiscovery Center for Compliance  Advanced Services  Excel, Access, Visio Services, InfoPath Forms   On-Premises Servers Integration     Active Directory® Integration    Office Desktop Applications  Office Pull Pull Push Click to Run Office Deployment Push     Office Web Apps      Email, Web Conferencing, IM, File Sharing Standard Services For critical issues For all issues For all issues 24/7 Technical Phone Support Expanded Expanded Full Expanded Full Full IT Administration Console 11–250 Seat targets unlimited unlimited Price (per user/month in US Dollars) $15 $8 $20 Link to the Compare All Business Plans on Office.com

18. Delivering on subscription value Simplified licensing Always up-to-date Break the upgrade cycle Continuous innovation Enhancing Office Web Apps New online services

19. Office Mobile for iPhones & Android phones Exclusively available to Office 365 Subscribers* Only available for Office 365 subscribers* Access Office documents from anywhere Office documents look great Make quick edits and share Read, edit, and create documents with Word. Access your documents via SkyDrive. View, edit, and create spreadsheets with Excel. View and edit presentations with PowerPoint. *Office Mobile is included in the following Office 365 subscription plans: Office 365 Home Premium, Office 365 University, Office 365 Small Business Premium, Office 365 ProPlus, Office 365 Midsize Business, Office 365 Enterprise E3 and E4, Office 365 Education A3 and A4. 

20. Integrating partners into renewal Visibility into Microsoft’s lifecycle campaigns Program details and all content available to partners on Partner Marketing Center. Connecting customers with partners Partner of record contact information dynamically populated in all lifecycle emails throughout the subscription year

21. Renewal Communications Your Office 365 subscription expires in 30 days October Update: Customers renewing Office 365 De-provisioning Start Expiration Churn/disabled E+60 E-90 E-1 E-60 E-7 E+113 E+29 E+119 E+23 E+30 E-30 Customer Partner Customer emails: Always contains Partner of Record contact information. Partner emails: Monthly aggregated list of customers in renewal.

22. New focus on lifecycle marketing Building and nurturing customer relationships across the entire lifecycle Trial Getting Started Usage Renewal Retention Buy Expirationnotifications Welcome Depth and breadth Reactive Churn Win Back Predictive Churn

23. Next steps Learn more about how to sell and deploy Office 365 Join Cloud Partner Programs and attend Ignite Drive demand with Office BEST http://aka.ms/BEST Start building your Office 365 pipeline now Leverage the Open expansion to confidently pitch any SMB customer Don’t forget to join the Office 365 Yammer Group! www.yammer.com/office365partners