Windows Server Sales Material

1. Windows Server Sales Material

2. Greeting/Introduction Call Guide Purpose Discovery/Offers Ask for business/Close • When you reach the Partner: • Opening • Hi ____, I’m (Your Name), the Partner Territory Manager for Microsoft in “_______” area.  • I’d like to update you with some important offers regarding Window Server Datacenter. This will only take 5 – 10 minutes of your time, ok?  • First and foremost I want to thank you for driving Windows Server! Are you working on any upgrades, new install opportunities or software assurance renewals that you may feel that could close in the next 10 – 60 days? • No. Totally understand. Let me send some information to you about our current offering this month, and perhaps we can reconnect later to devise a plan to grow your business. • Yes, Great. As you probably are already aware, we have announced the release and availability starting November 1st of Windows Server 2012 R2. With the upcoming general availability of these new offerings, the price for Windows Server Datacenter and RDS (Remote Desktop Services) CALs will be increasing by 28% and 20% respectively.* Why not take a moment now to help your customers lock in today’s pricing and put more money in your pocket? Do you have customers that: • Customers are already in pipeline and ready to buy DC edition? Attach SA and sell before November 1st (Refer to slide 4 for information): Now it is a great time to accelerate pipeline. By buying WS DC with SA now your customer may take advantage of lower price, can leverage all the SMB advantage benefits and get L+SA at a price lower than L only after November 1st then move to the latest edition as soon at is available. This means, that, if Hyper-V is deployed us it possible to obtain a rebate of roughly $1800 on a single license of Windows Server datacenter and a final price that is $800 less than license only on Windows Server Datacenter R2. Remember Windows Server Datacenter is a great solution for consolidation of a server infrastructure, virtualization • Customers that need to renew SA on their Datacenter Edition (refer to slide 5)? Tell your customers to renew their SA now so they can get on the latest edition of Windows Server with the great features included and avoid price increase after November 1st, and get to latest bits anyway. • Customers that are interested in buying Office 365? (slide 6): If they do, they should take advantage of the Best of Both Worlds offer included in SMB advantage and use the offer to upgrade renew their Windows Server license. Using SMB Advantage and Best of Both Worlds together customer may get up to $332 in subsidies (a 25% rebate on Windows Server) • Customers planning to buy RDS CAL’s: If your customers want to take full advantage of Secure remote access and information protection and Virtual Desktop Infrastructure (VDI), and buy new RDS CAL;s they should do it now and avoid the 20% price increase after November 1st. • I’d also like to offer my self as a resource to call along with your sales organization if it helps to accelerate any opportunities that may be stagnate or have potential to close by June 30th. • Closing • Thanks again for talking with me today.  I’m going to send you a follow up email with the information we discussed.   I hope you find a way to take advantage of the offers and incentives we have in the market right now.  Feel free to reach out to me if you have any questions. • Voicemail • Hi ____, I’m <Your Name> with Microsoft here in “______” Area.  The purpose of my call is to inform of you of some very time sensitive offers & incentives from Microsoft that can potentially help you close Q4 opportunities that you may be working on in the next 10 to 30 days. Please send me an email at ________ with some good times to give you a call back.  I look forward to speaking with you in person. Microsoft Internal Use Only

3. Sales Cheat Sheets

4. Making Money Selling Server 2012 R2 Now is the perfect time to make money with the new release and R2 update coming on November 1st Why sell Windows Server Datacenter and RDS CAL NOW? Why sell SA NOW? Call to Action NOW? • New Version Rights • Spread Payments • Step-Up Availability • Deployment Planning Services (DPS) • TechNet • Training • 24x7 Problem Resolution • Extended Hotfix • Cold Back-up for Disaster Recovery • Best in class server virtualization • High performance, cost-effective storage • Secure remote access and information protection • Virtual Desktop Infrastructure (VDI) • Avoid price increase • +28% on Datacenter • +20% on RDS CAL • Use the upcoming price increase to close Window Server Datacenter Edition & Windows Server RDS CAL deals (with SA) before price increase on November 1st. • Use the new Ahead of the GameSMB campaign materials to demonstrate the business value of upgrading to Windows Server 2012 • Deploy Hyper-V & earn partner subsidy funds with SMB Advantage (Hyper-V Surge) • Preview the new editions of Windows Server 2012 R2. *Pricing percentage increases reflect USD and represents Open No Level (NL) ERP. Additional pricing levels will appear on the price list prior to launch. *Above Software Assurance benefits available through Open Value and Open Value Subscription. Microsoft Internal Use Only

5. Renew SA on Windows Server Datacenter 2012 Now is the perfect time to save money with the new release and R2 update coming on November 1st Why renew SA on Windows Server Datacenter NOW? Why renew SA NOW? Call to Action NOW? • New Version Rights • Spread Payments • Step-Up Availability • Deployment Planning Services (DPS) • TechNet • Training • 24x7 Problem Resolution • Extended Hotfix • Cold Back-up for Disaster Recovery • Server Consolidation • Use virtualization (Hyper-V) to get maximum benefit from servers • Disaster Recovery • Use Hyper-V Replica to ensure systems & data are backed up and protected • Storage • Use Storage Spaces to enhance storage performance while using lower-cost industry standard hardware • Avoid price increase • +28% on November 1st • Use the upcoming price increase to close SA renewals on Window Server Datacenter before price increase on November 1st. • Use the new Ahead of the GameSMB campaign materials to demonstrate the business value of Windows Server Datacenter • Deploy Hyper-V & earn partner subsidy funds with SMB Advantage (Hyper-V Surge) • Preview the new editions of Windows Server 2012 R2. *Pricing percentage increases reflect USD and represents Open No Level (NL) ERP. Additional pricing levels will appear on the price list prior to launch. *Above Software Assurance benefits available through Open Value and Open Value Subscription. Microsoft Internal Use Only

6. Get the Best of Both Worlds with Office and Windows Server Now is the perfect time to get the power of cloud productivity with the need for on-site data control Why sell Office365 NOW? Why sell Windows Server 2012 with Office365 NOW? Call to Action NOW? • Provide seamless remote access to applications and data with highly secure, always-on connectivity • Get the enterprise-level data protection you need, regardless of your business size • Increase the storage capacity available to your employees without downtime • Easily manage your cloud and on-site environment to ensure everything is backed up and running smoothly • Bring together the familiar Office apps with cloud services like email, file sharing& HD videoconferencing • Use Office across your devices and know it’s always up-to-date • Get robust security with automatic data backup, strict privacy policy, & always up-to-date malware protection • Enterprise-quality productivity tools at an affordable price and no upfront infrastructure investment • Use the new Ahead of the Game(Business Anywhere) SMB campaign materials to demonstrate the business value of Windows Server and Office 365 • Sell Windows Server + O365 & earn partner subsidy funds with SMB Advantage (Best of Both Worlds) • Preview the new editions of Windows Server 2012 R2. Microsoft Internal Use Only

7. FY14-H1 SMB Advantage payout schedule*Offer period: (September 3 – November 30, 2013) Note: Subsidy payout is a percentage of Estimated Retail Price 3% Incubation System Center Windows Server Data Center Lync 1% Core Office Exchange Windows Client Window Server 2% Growth Project & Visio SharePoint SQL Developer Tools 10% Cloud Office 365 Office 365 Open Office 365 Small Business Premium Dynamics CRM Online Windows Intune Base rate (On-premises) Open L Only Annuity Rate Accelerator Open L&SA 5x Partners may claim 1 of the offerings below per customer: Best of Both Worlds 20% on Windows Server Standard with 5+ seats of Office 365 Small Business Premium or 10+ seats of Office 365 attached Ahead of the Game – Hyper-V Surge for Windows Server Standard 20% on Windows Server Standard or Core Infrastructure Suite when Hyper-V deployed.* Ahead of the Game – Hyper-V Surge for Windows Server Data Center 10% on Windows Server Data Center Campaign Accelerators *Subject to SMB Advantage Offer Terms and Conditions.