Making money with Office

1. Making money with Office Speaker name

2. Today’s objectives Partner business model FY13 Office 365 Advisor program Office 365 Open & FPP program

3. Today’s objectives Partner business model FY13 Office 365 Advisor program Office 365 Open & FPP program

4. Business model Office Incentive Principles High Office 365 Business Advisor ServicesProvider Open Annuity Margin Products & Services FPP Open L Reseller Low Relationship Transactional Trusted

5. Services opportunity Example: 50 seats Pre-deployment $500-$1,500 Deployment $1,500 • Help desk • New user set-up • Updates Managed Services $12,000 Managed Services $12,000 Year One $12,000 Based on Office 365 partner interviews

6. Services opportunity Business Advisor Example: 50 seats • IT infrastructure design • IT planning Pre-deployment $500-$1,500 Deployment $1,500 Value Add Services Services Provider Solutions Provider Managed Services $12,000 • IT training • End-user training • Upgrades & • desktop remediation • Expansion • Customization • LOB integration Year One $12,000 Based on Office 365 partner interviews

7. Today’s objectives Partner business model FY13 Office 365 Advisor program Office 365 Open & FPP program

8. FY13 Office 365 advisor incentives Cloud Essentials • Sign Microsoft Partner Network (MPN) and Microsoft Online Services Partner Agreement (MOSPA) • Enroll in Cloud Essentials • Receive training, marketing tools, Internal Use Rights (IUR) • Earn 16% on all seats sold within the fiscal year when you sell up to 150 seats 16% 4% Manage (recurring) 12% Sell 1–149 seats Cloud Essentials In effect October 10, 2012 – June 30, 2013, based on annual seat sales

9. FY13 Office 365 advisor incentives Cloud Accelerate 20% • Sell 3 deals • Sell cumulative 150 seats • Earn 4% accelerator on all seats sold within the fiscal year 150+ seats Accelerator 16% 4% Manage (recurring) 4% Manage (recurring) 12% Sell 12% Sell 1–149 seats 150–499 seats Cloud Accelerate Cloud Essentials In effect October 10, 2012 – June 30, 2013, based on annual seat sales

10. FY13 Office 365 advisor incentives Tier A/B 23% 22% 20% Accelerator Accelerator Accelerator 16% • 500 – 2,499 seats • 2,500+ seats 4% Manage (recurring) 4% Manage (recurring) 4% Manage (recurring) 4% Manage (recurring) 12% Sell 12% Sell 12% Sell 12% Sell 1–149 seats 150–499 seats 500-2,499 seats 2,500+ seats Cloud Accelerate Cloud Essentials In effect October 10, 2012 – June 30, 2013, based on annual seat sales

11. FY13 Office 365 advisor Cloud Essential Partner - Sell & Manage Jul Jul Aug Sep Oct Oct Nov Dec Jan Feb Mar Apr May Jun New seats 100 40 TOTAL Annual Incentive $2,496 $40month $16month $1,440 $432 Manage $624 Sell $1,872 $10 per seat per monthIncentive formulas Sell= $10/seat*(12/9) months * (100/40) seats *12%Manage= $10/seat *(12/9) months* (100/ 40) seats * 4% Year 1 Year 2 Year 3

12. FY13 Office 365 advisor Cloud Accelerate Partner - Sell & Manage Jul Jul Aug Sep Oct Oct Nov Dec Jan Feb Feb Mar Apr May Jun New seats 100 40 100 $40month $16 month $40month TOTAL Annual Incentive $5,768 $40month $16month $40month $1,440 $432 $600 $1,648 Accelerator Manage $624 Sell $1,872 $10 per seat per monthIncentive formulas Sell =$10/seat * (12/9/5) months * (100/40) seats *12%Manage=$10/seat *(12/9/5) months* (100/40) seats * 4%Accelerator: $10/seat * (12/9/5) months* (100/40) seat *4% Year 1 Year 2 Year 3

13. Office 365 Midsize Business Suite FY13 Office 365 Advisor Program Revenue per seat $15/month example $41 2,500 seats 23% 22% $40 20% Accelerator Accelerator 500 seats Accelerator 16% 4% Manage 4% Manage 4% Manage 4% Manage $103,500 12% Sell 12% Sell 12% Sell 12% Sell $36 $19,800 150 seats $29 100 seats 500 – 2,499 2500+ $5,400 2500+ 500 – 2,499 1-149 seats 150-499 seats 500-2499 seats 2500+ seats Not to scale $2,880 Cloud Essentials Cloud Accelerate Cloud Essentials Cloud Accelerate

14. Important program dates Oct Oct Jan Jul Aug Sep Nov Dec Feb Mar Apr May Jun 2012 2013 FY13 Accelerator seat count FY13 rates take effect October 10, 2012 Jul – Dec Accelerators Payments based on FY12 Rates FY13 statements & true up 2/15Adjusted payments

15. Today’s objectives Partner business model FY13 Office 365 Advisor program Office 365 Open & FPP program

16. Choose the right model for you No startup or infrastructure costs No inventory costs • More predictable revenue stream Advisor Own the customer billing Sell as you do today Expand your revenue opportunity Office 365 Open & FPP

17. Open renewal revenue 22% Renew more revenue Renew Office refresh Renew Office Renew Office 365 Year 4 Year 1 Year 2 Year 3 Year 5

18. Open renewal revenue 44% Renew more revenue Renew Renew 44% Renew Office refresh more revenue Office refresh Renew Office Renew Office 365 Year 4 Year 5 Year 1 Year 2 Year 3 Year 6 Year 7

19. Evolving your sales motion Sell Office refresh Sell Office Year 1 Year 2 Year 3 Year 4 Year 5

20. Evolving your renewal motion Renew Office Renew Office Office Year 1 Year 2 Year 3 Year 4 Year 5 Year 6

21. Annual sales & renewal Include renewal in campaign planning Partner of record renewal admin Market Sell Renewal Engine Renew Service Plan for peak periods Contactable database training

22. Attach & upgrade End of Support 78% likely to buy Office when recommended Office 2003 Windows XP Double attach 14% Dare to Ask likely to buy when not recommended

23. Next steps Join Cloud Essentials/Cloud Accelerate Advisor program Prepare for Office 365 Open and FPP Live the new Office