2. Introductions and Welcome ATSC General Tour Cloud Overview BPOS Overview Sneak Peak of Office 365 Windows Intune Office Licensing Hands On Exercises CIE Survey 2

3. Name Title Organization Area of Expertise Do you currently use any cloud services? What do you hope to get out of this session? 2

4. platform as a service software as a service “SaaS” “PaaS” infrastructure as a service “IaaS”

7. Microsoft Online Services Overview * Optional capabilities at additional cost

8. 8 Exchange Online Standard $6.37 $6.37 Office Communications Online (IM and Presence) $2.55 $2.55 Office Live Meeting Standard $5.73 $5.73 Office SharePoint Online Standard $6.69 $6.69 Deskless Worker Suite $3.82 $3.82 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard $12.74 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard $12.74 40% off Exchange Online Deskless Worker 1 $2.55 SharePoint Online Deskless Worker 1 $2.55

9. | Copyright© 2010 Microsoft Corporation The BPOS Services Rebate Offer details: Offer date extended - February 3 – June 30, 2011. Purchase Business Productivity Online Suite and get $1k for 5-19 seats / $3k for 20+ seats Purchase Exchange Online only and get $500 5-19 seats / $1500 for 20+ seats Customer must purchase license first (indicate their Partner of Record) and then submit claim to quality – the customer/partner will only get $ if POR is identified Eligible Partners – ALL Cloud Accelerate, Cloud Compass, and Cloud Essentials Partners One claim per customer organization Offer Landing Page - http://www.microsoft.com/online/en-ca/bpos-offer.aspxhttp://www.microsoft.com/online/en-ca/bpos-offer.aspx

10. | Copyright© 2010 Microsoft Corporation What’s New in Office 365 10 New user interface Role based access Identity federation (eliminate sign-in client) Multi-factor authentication support Remove scale limitation New user interface Role based access Identity federation (eliminate sign-in client) Multi-factor authentication support Remove scale limitation Platfor m Capabili ties My Sites to manage and share documents Access documents offline Improved Team & Project Sites Document-level permissions to protect sensitive content Share documents securely with Extranet Sites Cross site collection search Flexible service offering with pay-as-you-go, per-user licensing The complete Office experience with services integration in Office 365 Always the latest version of the Office apps, including Office Web Apps Familiar Office user experience to access services Voicemail with unified messaging Integrated personal archiving Retention policies and legal hold Exchange Control Panel Free/busy coexistence Cross-premises management IM & Presence across firewalls GAL/Skill search in SharePoint Online meeting with desktop sharing Activity feeds Contact photos Click to communicate from Office contact cards Windows Live federation

11. | Copyright© 2010 Microsoft Corporation Plans for All Your Employees (CDN$) 11 Plan K1 $4.75/m Plan K2 $11.75/m Plan E1 $11.75/ m Plan E2 $18.75/ m Plan E3 $29.25/ m Plan E4 $33/m

12. Office 365 for small businesses KEY CAPABILITIES 1 One site collection, authenticated external user access enabled for up to 50 unique users/month. 2 Includes ready-to-use templates, option to add custom domain. 3 Online meetings limited to 50 participants. Office 365 (Plan P1) $7CDN/user/month 1-25 users (max of 50 allowed) No IT needed Easy to try out Simple and easy to use Works with Microsoft Office Financially-backed 99.9% uptime guarantee Self-Help and Community Support  Exchange Email, Calendar, Contacts & Personal Archive  25 GB Mailbox  ActiveSync Mobile Support  SharePoint Team Sites 1  Office Web Apps  Simple Public Website 2  Online Access databases  Lync Rich Client  Online meetings 3  Desktop Sharing  Multiparty IM & PC-to-PC Calling

13. Small Business Server 2011 Family File & Print Sharing Backup Identity Protection Remote Access WSUSOther Apps Hyper V RDS SBS 2011 Standard Windows Server 2008 R2 Other Web Apps SBS 2011 Essentials 365 + + + + Foundation Simplified Management

15. Setup, administration and configuring updates Using the client interface : How to request for remote assistance, and how to check for updates Inspecting malware and auditing the software installed on client computers

17. Open Volume License Programs Deep Look at Open Value Subscription The Funnel Current Promotions

18. 5 or more licenses needed LEAST MOST COMMITMENTS & BENEFITS  Includes Software Assurance  250-750 PCs  Three year renewable agreement  Priced like an Level A EA  Subscription option  Available through distributors OPEN VALUE LEVEL C  Includes Software Assurance  Add Software Assurance SELECT LICENSE  Requires 1500 point* commitment  Three year renewable agreement  Only from LARs OPEN LICENSE  Add Software Assurance  Requires 5 licenses  2-yr agreement  Upfront payment only OPEN VALUE  Requires 5 licenses  3 year renewable agreement  Annual or upfront payment  Company- wide options OPEN Value Subscription  Includes Software Assurance  Requires 5 PCs  Non-perpetual licenses  3 year renewable agreement  CW on at least 1 platform component  Includes Software Assurance  250 PCs minimum  Subscription option  Three year renewable agreement  Only from LARs ENTERPRISE AGREEMENT SELECT PLUS LICENSE  Requires 500* point purchase  Perpetual agreement  Full 36 month SA  Automatic leveling  Only from LARs  Add Software Assurance

19. Target Organization: Customers with limited budgets/cashflow Customers using older technology (N-2) 3 year term agreement Dedicated channel partner Payment Options: Spread subscription Payments Annual predictable payments Opex vs Capex (Class 52 expired, Class 50 still available) Count desktops, not licenses Software Assurance included Must standardize on one platform component Additional discount for full Platform.

20. Important: in this example, agreement runs from January to December!! 10 Desktops Peak of Activity: 50 Desktops Season Ends: back to 10 Desktops “Free” Deployments Important #2: ENTERPRISE products ONLY!

21. 20082009 2010 July – Add 7 PCs Start New OVS Agreement – 35 Office Pro+ 2 nd Year OVS order – 42 Office Pro+ 3 rd Year OVS order – 37 Office Pro+ 35 PC company, wants Office 2010 Pro Plus. Adds 7 PCs in year 1 & removes 5 PCs in year 2 Oct. – Removes 5 PCs Enterprise products billed annually at initial signing and at annual true-up/down Additional products are billed in the month they are deployed, then annually Enterprise Products: Annual true-up or down payments

22. Do you need to purchase less than 5 licenses or licenses for less than 5 computers? Do you want to stay current with the latest Microsoft software, have access to benefits and spread your payments over 3 years? Do you/Can you standardize on Windows 7, Office or a CAL Suite? Do you need a lower up-front cost and/or have you considered subscribing [renting] your software? No Yes Do you need to purchase more than 250 licenses? Consider OEM or Retail Open Value non-CW Includes Software Assurance benefits such as new version rights, spread payments and more! Open Value non-CW Includes Software Assurance benefits such as new version rights, spread payments and more! Open Value Company-Wide Provides additional discounts to customers standardizing on at least one enterprise product Open Value Company-Wide Provides additional discounts to customers standardizing on at least one enterprise product Open License Offers “buy as you need” transactional program Open License Offers “buy as you need” transactional program Open Value Subscription Company-wide non-perpetual program provides all benefits of SA at a low upfront cost Open Value Subscription Company-wide non-perpetual program provides all benefits of SA at a low upfront cost No Yes No Defining which program fits the customer’s needs

23. Drive a recurring revenue stream Build long term customer relationship Be the customer’s Trusted Advisor Increase customer touch points through SA Build on MS technology commitment Offer full end-to-end solution, from (designing), quoting to financing Secure your business through SA Benefits discussions / consumption. Offer more discounts and better prices.

25. Limited Time only: UTD N-x for Office [ends May 31st] Offer 50% off on the first year of their OVS agreement regardless whether they already own Office licenses or not! Still offer 50% off for N or N-1 versions of Windows Licenses the customer would already own Drive annuity revenue through OVS. Note: “N” is the current version of the product

26. Your customers provided feedback to our licensing models - we listened, and want to show how we can simplify software purchasing and provide low-cost solutions.Your customers provided feedback to our licensing models - we listened, and want to show how we can simplify software purchasing and provide low-cost solutions. To help them get started, Microsoft is offering customers a $2,000 instant saving on their next software purchase through an Open Value Subscription Agreement.To help them get started, Microsoft is offering customers a $2,000 instant saving on their next software purchase through an Open Value Subscription Agreement. Contact your customers to talk about the benefits of Open Value Subscription and help them take advantage of this offer!Contact your customers to talk about the benefits of Open Value Subscription and help them take advantage of this offer! Offer available early February – June 30 th 2011.Offer available early February – June 30 th 2011. One voucher per organization.One voucher per organization. *The saving is applied at the time of purchase and money will be refunded to the partner through Distribution every 60 days.

27. Big Easy is back again! 6.0 gives customers even more Partner subsidy dollars with a kicker to secure renewal business. Offer details: Offer available April 4 th – June 30 th Double Dip - Customers can double dip with the Customer Appreciation and UTD offer Product groups included – Project & Visio, Security, SharePoint, SQL, Office, Exchange, Developer Tools, System Centre, Lync, Windows Server, CRM, Look out for the soon to come Marketing resources - Customer and Partner Landing Page with claim form, To/Through Partner emails, Big Easy desktop calculator Rebate Subsidy Percentages New license purchaseSA Renewal Open Business License with SA - 5% Open Value – 15% Open Value Subscription – 30% Open Value – 30% Renewal rebate is only given when new annuity licenses are purchased – to help drive your cross sell Encourage customers to renew Open Bus agreements into Open Value to get rebate $’s

28. As a limited time offer from January 1, 2010 to June 30, 2011, Microsoft offers up to 20% discount on the price of any Windows 7 upgrade with software assurance! Eligible programs: Open L&SA Open Value Note: SKU are marked “WinPromo” in Pricelist

29. Office 2010 Pro (45 copies) Year 1Year 2Year 3Year 4Year 5Year 66 Year Total Open L $30,555--- - $ 61,110 Open L&SA $48,285- $17,730- - $83,745 Open Value $17,235 $8,460 $77,085 OVS without discount $10,350 $62,100 OVS with UTD discount $5,175$10,350 $56,925 UTD Discount applied (50%) -$2,000 (Cust Apprec. Prg)) $54,925 + BigEasy subsidy $$!

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31. “Presence” via the cloud A true synchronous communication! And how to email from Lync Starting a video conference Federation and security The future of your phone system Webcasts

32. Utilizing conversation view to optimize your time and achieve a Zero Inbox How mail tips can make you more efficient The easiest way to manage incoming email through rules and quicksteps Group policy and managing compliance

33. Internal VS external Portals Your Team Site and Shared Calendar Co-Authoring, and document management Customizing your own Website and assigning permissions