Microsoft Education Cloud Positioning and Field Update

1. Microsoft Education CloudPositioning and Field Update Gregory Katz Cloud Architect U.S. Education Michael Icore Cloud Solutions Specialist U.S. Education

2. Agenda • Expert Partner Community Kick-off • US Education Sales Team • Office 365 availability • Partner opportunity • Office 365 Sales Cycle • Cloud Positioning (Which service?) • SKUs • Q&A

3. Expert Partner Community Kick-off • Welcome • Your team (Education STU, Tyler Gannon, Jeff Young) • Frequency • Feedback on improvement

4. Education Cloud Team • Live@edu opportunities • Gabe Loshbaugh (SSP) – v-galosh@microsoft.com • Jason Keefe (tech lead)– v-jasoke@microsoft.com • Zion Brewer (tech lead)– v-zibrew@microsoft.com • Front-line (Cloud Solution Specialists) • Michael Icore (NE, NC) – michael.icore@microsoft.com • Erik Desbois (SE, SC)– erikde@microsoft.com • Derek Seymour (W)– dseymour@microsoft.com • Cloud Architects • Gregory Katz (E, C)– gkatz@microsoft.com • Mark Garcia (W, C) – markga@microsoft.com • Cloud Manager • Jonny Chambers – jonncha@microsoft.com

5. Office 365 Availability • Exchange Online: Customers can onboard to Exchange Online TODAY through EES-CASA. The SKUs are ready to go and it is free for faculty, staff and students. All customers who qualify for EES-CASA can enroll. • Lync Online: Broad availability after the start of 2012, Customers can onboard to Lync Online TODAY through escalation to the Microsoft Account teams • SharePoint Online and A-plan suites: Not currently available, targeted for FY13 Office 365 for Enterprise Service Descriptions

6. Partner OpportunityExpanded Offering, New Opportunities • New customers • New segments • New scenarios (ISV/SI) • Migration • Deployment • Remediation • Increase capacity • Expand Scale (V-TSP) • Increase margins • Business consulting • Expand Reach Increase revenue Increase Velocity • Tech Briefing/Workshops • New Hybrid Solution • SSO, Azure, partner extensibility • Trusted advisor • Move outside of IT 6

7. Customer Decision Framework Capability and Technical Fit Security, Privacy, and Data Sovereignty Business Value Legal and Compliance Transaction Governance Services and Support Partner

8. Office 365 for Education Sales Cycle Envision (0%) Align (10%) Evaluate (20%) Confirm Fit (40%) Due Diligence (60%)

9. Sales Cycle - Technical Fit Assessment If Microsoft Premier Deployment: 3 1 2 Technical Briefing Overview of Office 365 Half Day Briefing Solution Alignment Workshop (SAW) Determine fit & gaps 1 Day Workshop Migration Due Diligence (MDD) Determine best migration path 1-3 Day Workshop Customer Confirmation: Microsoft Premier Deployment or Partner or Self Migration? DEPLOYMENT BEGINS • Solution fit confirmation • Identification of gaps and mitigation steps • Migration options • Co-existence and migration path to the cloud • Quick-start guidance on migration preparation phase • Clarity about the Office 365 service capabilities • Information sharing • Outcome: Alignment • Outcome: Understanding of Office 365 and vision for optimal solution • Outcome: Agreement on optimal migration path

10. Cloud Positioning • What do we have available for customers in education? • Live@edu • Office 365 for education • On-premises or Hybrid solutions • Existing Live@edu customers • Long pole deployment to Office 365 (details tbd) • Shared namespace • Still onboarding • Positioning the correct service for our customers • Customer Requirements –SkyDrive, non-AD identity, Office Web Apps, Blackberry, EES qualification • Compete scenarios

11. What SKUs are available right now? September 2011 Price List • Exchange Online Plan 1 Free for faculty/staff , student, alumni • Exchange Online Plan 2 Pricing for faculty/staff and student • Exchange Online Archiving Not for use with Exchange Online only Exchange On-Premises Not on price list but available through business desk • Lync Online Plan 1 – IM/Presence Free for students Pricing for faculty and staff • Lync Online Plan 2 – Conferencing Free for students Pricing for faculty and staff

12. Office 365 for education – Suite A Family Plans for Students A4 Plan Includes: Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office ProPlus Office Web Apps Lync Plus (Voice) Pricing TBD Voice A3 Plan Includes: Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office ProPlus Office Web Apps Pricing TBD Office Pro Plus V.mail & Advanced Archive Capabilities Access, Excel, Forms, Visio Services Office Web Apps A2 Plan Includes: Exchange Plan 1 SharePoint Plan 1 Lync Plan 2 Office Web Apps Free A1 Plan Includes: Exchange Plan 1 SharePoint Plan 1 Lync Plan 2 Free IM & Presence Collaboration with Sites Conferencing Email, calendar, AV/AS, Personal Archive Exchange Plan 1 Free

13. Office 365 for education – Suite A Family Plans for Faculty & Staff A4 Plan Includes: Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office ProPlus Office Web Apps Lync Plus (Voice) Pricing TBD Voice A3 Plan Includes: Exchange Plan 2 SharePoint Plan 2 Lync Plan 2 Office ProPlus Office Web Apps Pricing TBD Office Pro Plus V.mail & Advanced Archive Capabilities Access, Excel, Forms, Visio Services Office Web Apps A2 Plan Includes: Exchange Plan 1 SharePoint Plan 1 Lync Plan 2 Office Web Apps Pricing TBD A1 Plan Includes: Exchange Plan 1 SharePoint Plan 1 Lync Plan 2 Pricing TBD IM & Presence Collaboration with Sites Conferencing Exchange Plan 1 Free Email, calendar, AV/AS, Personal Archive Estimated retail prices listed above per faculty/staff, per month

14. Quickstart For Microsoft Online Services Quickstart for Microsoft Online Services: A partner onboarding experience www.quickstartonlineservices.com 14

15. O365 Deployment Training for Partners – Next offering Sept 27th Microsoft Office 365 Partner Deployment Training is a 3 day workshop for key partners with a focus and investment on building Office 365 deployment capabilities. It has been developed by the Microsoft Premier Deployment (MPD) team using the Office 365 Deployment Guide for Enterprises methodology for multi-tenant scenarios.  The training is focused on Plan, Prepare, and Migrate phases of deployment for Microsoft Office 365.  Training sessions will be held at the following locations.

16. On-Demand Partner Learning Plans The US Partner Skills Development team has developed a number of Learning Plans designed to support the readiness capabilities of our cloud Partners.  Everything from understanding what the cloud is to how to monetize the cloud to Business Model Transformation, Competing with Google and more.  Evangelize these to your partners so they have the links to resources and training to help them be successful!

18. Customer-Facing Business Value Content for Partners • Office 365 Enterprise Customer Persona: Transforming • Office 365 Enterprise Customer Persona: Cost Saver • Office 365 Enterprise Customer Persona:  Google Compete • Office 365 Enterprise Customer Persona: Task Worker • Office 365 Enterprise Customer Persona: Dated Environment

19. Q & A

20. Appendix

21. Cloud Principles Services are highly configurable―not customizable. Services are under the Microsoft® Security Policy. Microsoft has the right to transfer data. Customers have no right to audit. Microsoft liability is capped. Customers must remain current. Microsoft can set release timing and retire features. Customers need to understand their deployment life cycle.