2Same brand across segments Introducing the new OfficeCloud ServicesPerpetualYou have been hearing a lot about the new Office. I just want to make sure all of us understand when you speak about the next release of Office to customers, you always describe it as “the new Office”.It’s the first time we are introducing Office as our master brand, encompassing both the cloud services and perpetual products.For cloud services, we have Office 365 as the brand, and it’s the brand for all our cloud services, from consumers to businesses.For the perpetual business, we continue to have Office. This is the full Office client that your customers own the rights for, and they own the rights for a specific version of Office. That’s why for the perpetual SKUs, we will always include the version year 2013 in the product name, such as, “Office Home & Business 2013”.It’s important to note that we will never refer to this release as just Office 2013 because when you are referring to the entire release, cloud services is always part of that, and as you know, cloud services is always up to date and version-less. So once again, when you refer to this new release of Office, you simply refer to it as “the new Office” or the new release of Office.With these changes, we have also introduced a new modern logo.Now that you understand the brand and how to talk about this new release of Office with customers, let’s take a look at the SKUs. <click>Always up-to-dateSame brand across segments2013 versionse.g. Home and Business 2013
3The new Office lineup One subscription for all your devices All of the Office apps*Premium servicesAlways up to dateEach suite is for Windows PC and Mac usersPerpetual rights on 1 PC or 1 Mac (non-transferrable)Apps vary by suiteCloud connected with SkyDriveSeparate suites for Windows PC or Mac users*Office Professional apps for Home Premium and University; Small Business Premium also includes Lync, InfoPath
4Office 365 at a glance Office Exchange Online SharePoint Online 4/11/2017Office 365 at a glanceLatest version of Office as a subscriptionPer user licensing across 5 PC/Mac and 5 mobileRoaming documents, applications, and settingsOffice on demand to stream the full Office to a PCOfficeHosted business class and shared calendar25 GB of storage space per userUse your own domain name to send sPremium spam and malware protectionExchange OnlineDocument sharing and management in the cloudInternal and external sites for working together on projectsOnline and offline access to your documentsBuild your company public website with easy-to-use templatesSharePoint OnlineMultiparty HD video conferencingReal-time note taking and document sharingInstant messaging and presence across firewallsSkype federation with presence, IM, and voiceLync OnlineWhen you describe Office 365 to a small and midsize business, it’s easiest to explain in four buckets. The first and foremost, and where most of the exciting investments are coming from for this release, is Office. This is the familiar rich Office client that your customers use and love, but now offered as a cloud service, so it’s always up to date. This Office “knows” you, meaning you now sign into Office so your latest documents and settings roam with you or follow you. Users can use this Office on multiple devices. And when you don’t have your laptop, you can now stream the full Office applications to any PC in minutes with Office on demand so you can work from anywhere.This Office, delivered as a service, is designed to work seamlessly with best of breed productivity services. <click> Exchange Online for hosted business-class , <click> SharePoint Online for document sharing and sites management, <click> and Lync Online for web conferencing and instant messaging. These are all enterprise-class services designed and optimized for SMB. There is a lot of features and capabilities packed into Office 365, so to start a conversation, Exchange Online is the best workload to lead with because everyone needs and understands .Now that we all understand what we are selling at a high level, (and btw, you will learn more about the SKUs in future Office sessions later today), let’s turn our focus on who we are selling to and why we think SMB is our sweet spot for the new Office. <click>
5Setting the Scene Office 2010 FPP Pre- Launch Offer Office Volume Licence availableOffice 2013FPP General AvailabilityOffice 365 for consumersOffice 365 Small Business PremiumOffice 365 Small Business PremiumThis is a time-limited slide and will be removed after availability of the SKUsOctober 2012December 201229 January 201327 February 2013 – Online1 March - Open
18Office Home & Student 2013 RT Preinstalled on ARM-based (RT) Windows RT devicesIncludes new Office applications: Word, Excel, PowerPoint, OneNoteOffice Home & Student 2013 RT commercial use rights are included in:Office 365* orOffice Standard/Professional Plus 2013 orCommercial use license via Volume Licensing<speaker notes>Brand new is Office H&S 2013 RT which ships OEM preinstalled on every RT device.It’s important to note that this is a non-commercial version of Office out of the box.However, anyone who has any of the Office 365 SKUs we’ve discussed today or the versions of VL Office will not need to buy a separate license to use Office H&S RT at work.Should a customer not have a license above for commercial use, they can buy a standalone commercial use license in VL that will permit that them to use for Office H&S 2013 RT at work.<click>Key concepts(1) Office Home & Student 2013 RT includes four apps and comes preloaded on RT devices(2) Commercial use requires additional licenses* Rights included in Office 365 ProPlus, Office 365 Small Business Premium, Office 365 Midsize Business, and Office 365 Enterprise E3/E4.
38Office 365 Advisor ModelCustomer aligns Partner of Record who receives Advisor FeeCustomerpurchases service direct from MicrosoftCustomer pays via Credit Card direct to MicrosoftFPP stands for ‘fully packaged product’, which today is a boxed (microscase) copy of Office such as ‘Office Home and Business’ targeted at small, commercial customers. Office 365 FPP will enable you to better reach these customers with services. In this case, with a box for 1 user for 1 year of Office 365Office 365 FPP: New PurchaseOffice 365 FPP will be sold as subscription for 1 user for 1 year, providing a SKU that retailers and OEM partners can purchase as PKC, Point-of-Sale Activation (POSA), microcase (boxed) or ESD from Microsoft via the FPP system. Inside all form factors, with the exception of ESD, is a physical card with a 25 digit code for Office 365Customers then purchase the product and receive a 5x5 product key, similar to today’s Office client.Customers then the redeem product key on Office365.com to activate service by entering the PIN, signing the Online services agreement and entering basic account information. The customer service end date is set at redemption. No credit card will be required.Additional Scenarios:Customers will be able to enter multiple product keys at redemption for more than one user.The same product key will able be used to add seats during the term and renew the subscriptionSeats added midterm will have a “blended” end date across the users. For example, if user 1 starts January 1st, her end date will be December 31st of that year. If they add a second user on March 1st, the end date for the initial user will be extended to January 31st, providing a single end date across both users. The user experience will explain these changes to the user and is designed to simplify the ongoing account management by having a single end dates across users, even if they join at different times.
39Office 365 Open Experience Partner redeems product key on Office365.comPartner purchases SKU from distributorCustomer retrieves digital product key through VLSCToday, the Open channel is targeted at SMB customers, enabling them to easily buy Microsoft products through a partner. Office 365 will be available on the Open, Open Value and Open Value Subscription price lists as 1 user for 1 year. This is available for all VARs simply by working with their local distributor.Office 365 Open: New Customer:VARs will place an order for Office 365 on behalf of their customer through their distributor. The product will be available in increments of 1, 5, 10, 25, 50 users for 1 year, which can be combined to meet the exact number of users in a customer’s organization.Customers will then then receive confirmation mail from Microsoft directing them to the Volume Licensing Service Center (VLSC) to retrieve the 5x5 product key code. They will sign the Open license agreement retrieve their product keys, similar to how Office product keys are distributed today. Partners will be cc’d on this communication if their is provided with the order.Partners can then then enter 5x5 product key code on Office365.com to redeem the service and begin setting up the customer account. No contracting or credit card will be required at redemption, enabling partners to streamline this experience and deploy the service for customers.Additional ScenariosCustomers will be able to enter multiple product keys at redemption for more than one user.The same product key will able be used to add seats during the term and renew the subscriptionSeats added midterm will have a “blended” end date across the users. For example, if user 1 starts January 1st, her end date will be December 31st of that year. If they add a second user on March 1st, the end date for the initial user will be extended to January 31st, providing a single end date across both users. The user experience will explain these changes to the user and is designed to simplify the ongoing account management by having a single end dates across users, even if they join at different times.The Office 365 Open experience is sold via Microsoft’s Open License program with partner/reseller and distributor as the main motion.Office 365 Open leverages Open volume licensing system. Customer would order Office 365 with reseller/VAR. Reseller/VAR would then order thru Open price list via distributors. Reseller/VAR would then receive confirmation mail from Volume licensing center with an welcome mail to retrieve 5x5 product key code. This is a similar process to Office product key code delivery process today. Partner would then enter 5x5 product key code on Office.com/setup365.Office 365 Open is sold in 1 year increments with 5, 10, 25, 50 user bundles. Customers can purchase multiple bundles and combine them up to 300 users.Customer renewalCustomer buys new product key from Open Programs & redeems onlineAdvisor sends customer order via MOCP, customer pays directly(3) Customer purchases seats directly on MOCP.
40Common confusions“I can sell all Office 365 services with Open pricing”Open licence rules apply!Open allows resellers to own the billing relationshipOffice 365 for Mid-sized Business is available on Open focused on Mid-market12-months upfront, buy from Distribution, activate via VLSC‘P’, ‘E’ and ‘M’ are different familiesOpen and FPP are the answers to all our prayers…Unable to mix and match between Small, Medium and Enterprise PlansWe expect most partners to sell a mix of Advisor and Open to meet customer needs
41Adding users mid-termCustomer buys 6 users of Office 365 via Open licence on Jan 1stAdd 1 new user on 1st July.Licence = 365 days of service creditJan 25thDec 31st185 days required for new user to get to Dec 31stJul 1st1 new userRemaining 180 days divided equally across all users to extend service.180/7=~25 daysNew end date for all users = Jan 25thJan 1st6 original users