1. The new Microsoft Office provides access from virtually anywhere to your familiar Office applications, email, calendar, video conferencing, and most up-to-date documents, across your devices—from PCs to smartphones to tablets. Customer Scenarios Scenario 1: Old Hardware (Customer Pitch: Designed for Today’s Devices) Scenario 2: Older versions of Office (Customer Pitch: Beyond Individual Productivity) Customer Profile  Has PCs and/or an email server nearing end of life (five years or older)  Using Windows XP but looking to upgrade  Using Office 2003 or an earlier version  Updates technology based on need only; not concerned with the “latest and greatest” Pain Points  Poor performance from existing hardware  Pressure from users to support newer devices  Inability to adequately support mobile work style  Ineffective collaboration  User frustration at limited capabilities  Facing end of support for current productivity suite  Concerned about making a professional impression on customers  Ineffective collaboration Selling Points  Support for modern devices and modern interfaces, including touch  Anywhere access to documents and online file editing  Simplified teamwork, easy file sharing, real-time communications  Latest software with technical support  Simplified teamwork, easy file sharing, real-time communications  Tools to maintain a professional image ANYWHERE ACCESS  Save your documents to your harddrive or store them in SkyDrive and access your work from virtually anywhere with an Internet connection  The new Office is great across devices, but on Windows 8, it gives you an immersive and touch-optimized experience with features such as touch to zoom in/out while presenting on PowerPoint, or pinch and zoom your Outlook calendar for a month view  The Office experience extends to all your mobile devices and smartphones with Office Mobile available on Windows phone, iOS & Android phones. Office mobile gives a consistent, yet platform-optimized experience  (New Office + Exchange Server) Access your email, calendar, and contacts from virtually anywhere, on any device, including PCs, smartphones, and tablets WORK TOGETHER  Collaborate effectively, with document storage in SkyDrive and coauthoring in Office Web Apps multiple people can edit Office documents, spreadsheets, or presentations at the same time  Send out a link to let others read your documents even if they don’t have Office  (New Office + SharePoint) SkyDrive Pro gives you the same benefits as SkyDrive, while also providing business-level control and security  (New Office + Lync) Check your team’s availability, use instant messaging, audio and video calling, and high-definition video conferencing  (Exchange + SharePoint) Create a shared team email folder, calendar, documents, or task list that the whole team can access with Site Mailboxes SECURITY  Save your files to SkyDrive and get seamless data backup  (New Office + Exchange) Information rights management lets you control who can read or open confidential email messages or documents  (New Office + SharePoint) Store and access your files online while retaining full control and security with SkyDrive Pro and ensure you are always working on the latest version of a document  (New Office + Exchange) PolicyTips notify you when there is sensitive information in your email message, so you can make informed decisions about what you are sending WORK TOGETHER  Store documents on SkyDrive, and you can work in the same file at the same time as others using Office Web Apps  Use OneNote digital notes, to connect your notes to meetings in Outlook, embed presentations, record audio from the meeting, and document it all using touch, pen, or keyboard  (New Office + Lync) Host online meetings with high-def videoconferencing, real-time note taking and screen sharing  (New Office + Exchange + Lync) Use Outlook Social Connector to view updates from Facebook and LinkedIn contacts within Outlook. People Card also delivers social feeds from Facebook and LinkedIn for your Lync contacts ANYWHERE ACCESS  Use Office Web Apps to post, view, and make light edits to Office files from anywhere via a browser (Internet Explorer, Firefox, Safari, Chrome). You can even make light edits to Office attachments from your smartphone  The Office experience extends to all your mobile devices and smartphones with Office Mobile available on Windows phone, iOS & Android phones. Office mobile gives a consistent, yet platform-optimized experience  (New Office + Exchange Server) Access your email, calendar, and contacts from virtually anywhere, on any device LOOK PROFESSIONAL  Open and edit PDF documents in Word; Word now makes PDF content act like familiar Word documents  Use built-in templates, easy-to-use photo and video-editing tools, read speaker notes while presenting, and navigate between slides easily to deliver killer presentations with PowerPoint  Find new ways to visualize your data, with a single click using Excel Quick Analysis tool and Recommended Charts  Create highly visual, professional brochures, newsletters, posters, documents, spreadsheets, and more with built-in photo-editing capabilities and pre-formatted templates; personalize them for customers with text, photos, and links.  Don’t worry about formatting for different devices, document formatting stay intact on PCs, tablets, and phones  Use InfoPath to improve efficiency, and reduce errors and waste by replacing paper forms with electronic forms  (New Office + SharePoint) Build professional apps without any software development knowledge with Access SECURITY  Support for Office 2003 ends in April 2014. Running Office 2003 after the end-of-support may expose your company to security and compliance risks, and technology limitations due to a lack of ongoing updates  (New Office + SharePoint) Share files with customers, partners, and colleagues online while you stay in control using SkyDrive Pro

2. Customer Objections and Proposed Responses Office 2003/2007 works fine for us… Features in the new Office help you stay productive on all your mobile devices no matter where you are working from. It is designed for touch, pen, and keyboard; it’s great on Windows 8 but also works on iOS and Android devices; and it supports access to your content from virtually anywhere, whether through a browser or smartphone Mainstream support for Office 2003 ended in 2009. Extended support ends April 2014 We are concerned about compatibility & hardware issues… The new Office can co-exist side-by-side with older versions of Office, this mitigates deployment costs and complexity New Office apps are optimized for PC’s, smartphones and tablets I don’t need Office Pro Plus… Only with Office Professional Plus 2013 can you get: New data analysis and visualization capabilities with Excel (PowerView & PowerPivot) Real time communications with Lync client (voice & HD video), data loss protection and archiving with Outlook Latest version of the Office productivity apps We use iPad/Android… The Office experience goes to all your mobile devices and smartphones with Office Mobile available on Windows phone, iOS & Android phones. Office mobile gives a consistent, yet platform-optimized experience The Lync and One Note Office apps are available for iOS and android My email system is good enough… Exchange delivers a wide array of features that help IT lower storage and maintenance cost, improving on uptime, and safeguard company communications, while enabling your users to have a productive experience from virtually any platform, device or browser Why should I pay for the new Office instead of Google Apps? Top Line: Microsoft has strong credibility and reliability when it comes to providing businesses with productivity tools. Google uses your business data to sell advertising. Familiar: Office offers functionality that users expect that are not natively available in Google Apps Efficient: Save time and effort by avoiding unnecessary formatting errors that may occur when editing Office content in Google Docs Costs: Google Apps may cost more than advertised because of potential add-ons and hidden costs Privacy: Google’s core business is in advertising; don’t trust an advertising company with your company’s or your customers’ private data Get the most value from the New Office? (Cross Sell) Customers that prefer an on-premises deployment model can get the most value from the new Office with Office Professional Plus 2013 in combination with these Microsoft server solutions: Exchange Server Exchange provides business email, calendar, and contacts for your PC, phone, tablet, or browser. Examples of features designed for Office include: Site Mailboxes, so you can assign an email folder to a team project PolicyTips, for warnings before sending email against company policy Support for mobile and browser email access SharePoint Server SharePoint provides a new way to work together by sharing files and information, connecting through social tools, and searching for content and experts. Examples of features designed for Office include: Team sites and public websites Site Mailboxes, giving team members access to shared documents SkyDrive Pro, for remote access that keeps your files in sync The ability to follow sites, documents, and discussions Lync Server Lync provides business-grade presence, instant messaging, audio and video calling, and online meetings. Examples of features designed for Office include: High-definition video conferencing Windows 8–style, touch-based app for mobile devices Office 365 Customers who are open to a Cloud model, can use the full functionality of the Office applications, by subscribing to Office365, that includes Online versions of Exchange, SharePoint and Lync Word PDF Reflow, open and edit PDF documents in Word; Word now makes PDF content act like familiar Word documents | Insert online videos in your document with a few easy clicks without ever leaving Word PowerPoint Touch-enabled Presenter View to pinch, zoom and navigate your presentation | Insert online videos in your presentation with a few clicks without ever leaving PowerPoint Excel Flash Fill automatically recognizes patterns and auto-completes cells | Recommended charts looks at your data patterns and proposes the best chart to use | Built for all skill levels, Power View allows you to compile data, charts, and graphs into a single view to help you better understand your data Outlook Touch enabled | Minimized ribbon to maximize inbox displayed | Hover over calendar, people or tasks to get the information you need without ever leaving your inbox | Respond faster, inline replies enable you to reply with one click by typing your response right in the reading pane OneNote Touch-enabled Radial Menu, puts a context aware menu at your finger tips; initiate an action (like highlight text) and dial of options pop up allowing you to choose various font options App StoreQuickly find and add Apps from the Office Apps Store to extend and personalize the way you create and consume information in Office All-UpEasier commenting (for better collaboration), save to the cloud by default (for better access and sharing), and all apps redesigned for Touch UI (for better on devices)