Microsoft 365 Business Customer Targeting Janine Brittain - EXEED 2/6/18

1. Microsoft 365 BusinessCustomer TargetingJanine Brittain - EXEED2/6/18

2. How do I choose the right plan for my SMB customer? Business Core needs • Enterprise Advanced needs Microsoft 365 Business Everything in Office 365 Business Premium, plus A simple way to manage and help protect company data across devices Consistent configuration and enforcement of policies on Windows 10 PCs Suitable for customers who can move identity to the cloud Microsoft 365 Enterprise Everything in Office 365 Enterprise, plus Advanced device and data security capabilities Modern voice experience with cloud PBX Flexible on-premises or cloud identity options Office 365 Enterprise E3/E5 Office 365 Business Premium Best-in-class productivity and collaboration tools Tools to help growing businesses Support for hybrid deployment Remote deployment of Office and support for terminal services Additional security controls Additional add-on services (e.g. Project, Visio, Dynamics 365, Office 365 premium add-ons, EMS, etc.) Only top plans for SMB listed Business plans have 300 seat cap, per plan

3. Customer targeting guidance for small to midsize businesses Office 365 Microsoft 365 Business Microsoft 365 Enterprise Desired environment Mixed OS (Windows, Apple, etc.) Hybrid identity Advanced security controls Modern voice experience Compelling events Windows Server replacement Windows 7 EOS Hardware refresh Multiple locations Desired environment Mixed OS (Windows, Apple, etc.) Some on-premises IT Hybrid identity Compelling events Office 2007 EOS Multiple locations Need to support mobile. Desired environment Windows 10 Pro (Creator’s Update) Cloud identity for users and devices Protection of company data across personal & company owned devices Compelling events Small Business Server replacement Windows 7 EOS Hardware refresh Multiple locations

4. Microsoft 365 | Guidance on when to sell what to who in SMB Desired environment • Always up-to-date Office & Windows • Mixed OS • Hybrid identity • Advanced security controls • Modern voice experience • Always up-to-date Office & Windows • Windows 10 Pro (CU) • Cloud identity for users and devices • Protection of company data across personal & company owned devices • Always up-to-date Office • Mixed OS • Some on-premises IT • Hybrid identity Considerations This is not an exact science, every customer is different Selection of plan is determined by IT complexity and organization size Customer’s desired environment drive the decision to purchase Choice, value, flexibility give customers options Customers can mix and match plans Windows 10 Enterprise Microsoft 365Enterprise Office 365 Business Premium or Microsoft 365 Business+ Add-ons Office 365 E3 Microsoft 365 Business IT complexity Office 365 Business Premium Windows 10 Pro Size of organization

5. Is Microsoft 365 Business right for my organization? 1-300 300+ How many employees? YES Do you need any of the following features from Office 365? eDiscovery, Legal Hold, Office apps delivered via Terminal Services (Remote Desktop Services [RDS]), Phone System, or Calling Plan. NO NO NO Do you require an on-premises Active Directory for one of the following technologies? Group Policy Objects, on-premises file shares, or Azure AD Connect (DirSync). Note: If you can discontinue use of Active Directory for all of these capabilities for your users, select No. YES YES Do you require full mobile device management (MDM) for iOS/Android devices? Note: Microsoft 365 Business only provides app protection for Office mobile apps on iOS and Android. Customers who require full MDM for mobile devices should move to Microsoft 365 Enterprise. Microsoft 365 Business Microsoft 365 Enterprise