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Office 365 Open & FPP model overview Whats Next.

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3 Office 365 Open & FPP model overview Whats Next

4 DEVICES WORLDWIDE SMALL-MID SIZED BUSINESS IT SPENDING ESTIMATED AT Source: IDC Worldwide SMB 2012 Predictions BILLION. 95% USING AT LEAST ONE SELF- PURCHASED DEVICE FOR WORK. OF WORKERS REPORT Source: Forrester Research Inc., Welcome To The Multidevice, Multiconnection World, Jan. 2011 Base: 3,900 US online adults 71% REQUIRE TECHNOLOGY THAT ENABLES THEIR STAFF TO WORK ANYWHERE AT ANY TIME. OF BUSINESS USERS Source: Edge Strategies survey commissioned by Microsoft Corp., SMB Business in the Cloud 2012, Feb. 8, 2012 $542

5 Business- class Email HD Video Conferencing File Sharing Plus Anywhere Access Simple IT Managemen t Financially- backed SLA Technical Support Office Desktop Apps Office Web Apps Office Mobile

6 Key industry trends & cloud offerings for SMBs Whats Next

7 Little to no capital costs required Fixed payment structure More predictable revenue stream Advisor Own the customer billing Sell as you do today Increased upsell and attach opportunities Office 365 Open & FPP

8 Increase upsell and attach Own the billing relationship Sell as you do today

9 Partner purchases Product Key via FPP End customer purchases Product Key from partner End customer activates Product Key on Product Keys can be used for new accounts, additional seats, and renewals.

10 Partner Purchases Product Keys from Distributor Partner or Customer Redeems Product Key on Partner or Customer Retrieves Digital Product Key through VLSC

11 11 Help activate O365

12 Key industry trends & cloud offerings for SMBs Office 365 Open & FPP model overview

13 More SKUs in the Open Channel Customer & Partner Communications Enhanced Apps & Services

14 Pricing figures in US Dollar figures rounded to nearest $.50.

15 Turnkey Capabilities Midsize Business Cloud-based Security for On-Prem Exchange Online Protection Flexible SKU configuration Enterprise- grade services Enterprise E1 Standalone Office as a Service Office 365 ProPlus Full Office with Compliance & Management Enterprise E3 Standalone Business Class Email Exchange Online Tailored Offerings for Government & Academic E1+EOA A3

16 Only $6/user/month and includes full range of services Growth option value from easy addition of SBP Office 365 Small Business Combine easily with Small Business Premium Cost-effective way to buy Office with per-user licensing Small business optimized IT admin experience Office 365 Small Business Premium Combine easily with Small Business Out of the box value for customers to standardize Simple, easy to use IT Strong price point against E suites Office 365 Midsize Business Must exist in a tenant with only Midsize Business Cloud at your own pace; start with email or Office Mix/match user types Full admin and advanced features Exchange Online, Office 365 ProPlus, Office 365 E1 and E3 All Enterprise plans can easily combine in a single tenant

17 Office 365 Enterprise E1 Office 365 Enterprise E3 Advanced Services Standard Services Office Office Web Apps Seat targets unlimited IRM, Archiving, Legal Hold (Unlimited Storage) eDiscovery Center for Compliance Office Desktop Applications Price (per user/month in US Dollars) $8$20 ExpandedFull Push For all issues Full Push Email, Web Conferencing, IM, File Sharing Click to Run Office Deployment On-Premises Servers Integration 24/7 Technical Phone Support IT Administration Console Excel, Access, Visio Services, InfoPath Forms Office 365 Midsize Business 11–250 $15 Expanded Pull For critical issues Expanded Pull Active Directory® Integration

18 Enhancing Office Web Apps New online services

19 Exclusively available to Office 365 Subscribers* Read, edit, and create documents with Word. View, edit, and create spreadsheets with Excel. View and edit presentations with PowerPoint. Access your documents via SkyDrive. *Office Mobile is included in the following Office 365 subscription plans: Office 365 Home Premium, Office 365 University, Office 365 Small Business Premium, Office 365 ProPlus, Office 365 Midsize Business, Office 365 Enterprise E3 and E4, Office 365 Education A3 and A4.

20 Visibility into Microsofts lifecycle campaigns Program details and all content available to partners on Partner Marketing Center. Connecting customers with partners Partner of record contact information dynamically populated in all lifecycle emails throughout the subscription year

21 E-30 Expiration E+30 Churn/disabledStart E+113 De-provisioning E+119 E-60 E-7 E-1 E+23 E+29 E-90 E+60 Customer Partner Your Office 365 subscription expires in 30 days Customer emails: Always contains Partner of Record contact information. Partner emails: Monthly aggregated list of customers in renewal. October Update: Customers renewing Office 365

22 Building and nurturing customer relationships across the entire lifecycle Welcome Reactive Churn Predictive Churn Depth and breadth Win Back Expiration notifications Trial Buy

23 Drive demand with Office BEST Learn more about how to sell and deploy Office 365 Join Cloud Partner Programs and attend Ignite Start building your Office 365 pipeline now Leverage the Open expansion to confidently pitch any SMB customer Dont forget to join the Office 365 Yammer Group!


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