Public Sector Partner Readiness FY13

1. Public Sector Partner Readiness FY13

2. Agenda Introductions Objective of Webinar Summary of Education Partner Plan Key campaigns People & resources

3. Primary/Secondary Schools Opportunity Situation • A significant revenue opportunity exists for Microsoft and its’ partners in schools. (Primary, Secondary, Academies, Free, Faith & Independent) Customer Needs Securing & Managing the Infrastructure Anytime-Anywhere Learning Increasing Learning Outcomes Managing the “Schools” Business Keys to Success • Must educate end users, Institutions and school/ executives on value of IT all up and of specific technologies • Involve the school governing boards/parents • Enable school systems to do more with less • Upgrade legacy systems and /or enable knowledge transfer from aging staff to new staff • Provide solutions that keep students/pupils engaged • Deliver technology that enables teachers and students to develop, design and create content • Must overcome Teacher and administration resistance to IT • Enable students and institutions to efficiently interact using technology • Deliver solutions that meet students need to be constantly connected to others • Provide software that enables students to express themselves • Personalization is a key focus • A breadth of learning materials is critical to address different learning styles Key Insights • Schools needs flexible, secure & reliable IT foundations • Put students/pupils at the centre and build technology solutions around them • Put learning support in the centre of the community • School up/student down data enables resourceful decisions • Better data insight will help schools develop • Focus on learning outcomes (Innovative teachers network) • Increase use of digital content Priorities • A safe/secure network infrastructure • Schools more accountable /Commercial pressures need to drive efficiencies/cost savings • Focus on learning outcomes • Increase use of digital content and creation • Focus on cost controls and efficiencies • Schools more accountable MS Technology • Windows 8 • Office System • Windows Server 2012 • Windows Intune • SCCM • Windows Multipoint Server 2012 • Windows Multipoint Server 201 • Windows 8 & devices • Windows server 2012 • SCCM 2012 • Lync 2012 • Office 365 • Windows 8 & devices • Office system • Windows server 2012 • SCCM 2012 • Lync 2012 • Office 365 • Windows Multipoint Server 2012 • Windows 8 & devices • Windows server 2012 • SQL server 2012 • Sharepoint 2012 • SCCM

4. Windows 8 in Education THE BASICS PROPOSTION BENEFIT Security & Business Continuity Driving New Revenue No Compromise Staying competitive Controlling Costs • Focus on 3 Areas • Licensing • Devices • Services • Upgrade Opportunity • Student Option • Address BYOD • Increased Unit sales • New conversations (e.g. Windows to GO) • Opportunity to link annuity agreements with new device strategies • New service line opportunities

5. Student Option via OVS-ES THE BASICS PROPOSITION BENEFIT Driving New Revenue Security & Access for all Add Value Staying compliant Controlling Costs • 1:1 Student/Device schemes • BYOD • Student Remote Access • Anytime, anywhere learning for all • Standalone OVS-ES Student Only Agreement – 1 or 3 Years • Min of 5 Students, 1 DPP • Must be a defined ‘logical group’ e.g. 6th form • Upgrade rights, rights to perpetual license upon graduation, use rights for a portable device • Free ESD via Kivuto • Net new Revenue Stream • Drive Annuity with Subscription agreement • Downloads managed via DDSP • Grow your business via compliance

6. Cost Savings in Education THE BASICS PROPOSTION BENEFIT Driving New Revenue Security & Business Continuity Starting Up Staying competitive Starting Up Controlling Costs • Drive alignment of our “To customer” messaging with our Partners • Ensure all OVS-ES/EES agreements are right-sized • Server Attach • Go to Partner mktgcentre _ download material • Additional conversations for selling licenses • Increased alignment of our messaging • Targeted BoM’s for our partners • Drive incremental Revenue

7. Cloud Proposition for Education THE BASICS PROPOSTION BENEFIT Security & Business Continuity Driving New Revenue Starting Up Staying competitive Controlling Costs Starting Up • Anytime, anywhere learning for all • Student Remote Access • Reduce burden on the infrastructure • A2 Plan is Free for Students /Staff • Office 365 • Exchange Online • SharePoint Online • Lync Online • Office web apps • Trusted Advisor • Upsell opportunities • Service Opportunities

8. ITA & Certification Opportunity THE BASICS PROPOSITION BENEFIT Driving New Revenue ITA + Cert Building Bigger Deals Supporting Customers Core Bus. Customer Connection Complete Solution Easy Attach with Microsoft Support • IT Academy: • Help customers reduce costs of curriculum and save time • Help customers teach the latest technology • Benefits include teaching tools, curriculum and certification resources worth over $31k pa • Certification: • Help customers & students differentiate themselves and be competitive in the 21st century economy • FY12 59k Academic Certs, +42% YoY • Microsoft Office Specialist (MOS): 500 Exam Pack • Just £4.60 per student • 33k+ MOS in academic in FY12 and growing +33% YoY • Validates skills needed for ‘real world’ business and Office • Microsoft Technology Associate (MTA): 250 Exam Pack • £7 per student • Includes latest courses for Gaming, Mobile & HTML 5 • Microsoft Certified Professional (MCP): 30 Exam Pack • Just £40 per student vs £99 RRP • Industry standard IT Certification inc. WS2012, W8 • IT Academy ERP £756 pa: • Global VL Subscription programme of 14,000+ WW • Benefits are open to all staff, students, teachers, IT staff etc • Easy attach to EES & Select (54R-00098) and OVS-ES (54R-00141) • Certification: • MOS ERP £2,304 pa • H5T-00004, H5T-00005 & H5T-00006 • Customer receives email from MS with activation instructions • MTA ERP £1,732 pa • - H5T-00007, H5T-00008 & H5T-00009 • MCP ERP £ 1,224 pa • H5T-00001, H5T-00002 & H5T-00003 • Customer receives voucher codes in email from Prometric • Additional Resources: • Microsoft Education Partner Network (MEPN) or contact educationuk@Microsoft.com Net New Revenue Opportunity – Increase value of your agreements Sticky and Renewable benefit Take customer conversation outside of the IT department Drive adoption and deployment of the latest technology Become the trusted advisor of the customer

9. Resources Main Education Partner site: http://www.mseducommunity.com Main Public sector Partner Site: https://mspartner.microsoft.com/en/uk/pages/community/public-sector-get-started.aspx Main Public sector Cloud Partner Site: https://mspartner.microsoft.com/en/uk/Pages/Community/public-sector-cloud.aspx Main UK Schools Blog: http://blogs.msdn.com/b/ukschools/ All of the UK Education Presentation content: http://www.slideshare.net/Microsofteduk Google Compete: http://blogs.technet.com/b/whymicrosoft/archive/2012/06/20/a-day-in-the-life-of-a-student.aspx The cost savings in education on the Partner Marketing Centre. https://readytogo.microsoft.com/en-gb/_layouts/RTG/CampaignViewer.aspx?CampaignUrl=https://readytogo.microsoft.com/en-gb/Campaign/Pages/Cost%20Savings%20In%20Education.aspx Alias jongri@Microsoft.com Main Partner queries: educationuk@Microsoft.com