Microsoft Education Solutions - Partner Conversation Flow 9/17/2018 Microsoft Education Solutions - Partner Conversation Flow 2 3 4 5 1 Target the right customers Reach out to customers who are looking to purchase new devices (either additional devices or a device refresh), as well as current customers with volume licensing agreements up for renewal. You can also target new customers who aren’t familiar with Microsoft Education. Articulate the value of Microsoft Education solutions, which include: Microsoft 365 (see next page) A la carte offers consisting of Windows 10 devices, Office 365 for Education (free edition or per user pricing), and Intune for Education (per device or per user). Pitch the hero devices Discuss device options and goals with the customer including: Hero device features and capabilities If necessary, articulate the differences between Windows 10 S and Windows Pro and help the customer determine which one is the best fit If needed, handle objections and sell against Chromebooks. Hero device list, Windows 10 S vs. Pro questions (see Microsoft Education Telesales Guide), and battlecard are available on the Microsoft Education Partner Network Attach an offer Microsoft 365 Education Offers (see next page for more info): New solution for volume licensing customers Annual subscription with more flexibility Includes student use benefit Microsoft Education a la carte offers: Monthly subscription or upfront payment that covers the life of the device Ideal for customers with limited budgets (e.g., grants) Close the sale Leverage Microsoft Education marketing assets to help the customer choose the offer that’s best for them. Close the sale, guiding your customer through the purchase process. Full bill of materials available on the Microsoft Education Partner Network Unlock learning for every student Improve classroom collaboration Give all students access to devices and secure technology Here’s a step-by-step resource guide with additional content organized by the steps in your sales cycle. You can start with using resources from the Microsoft Education Partner Network. Download the Partner Readiness Kit containing everything you need to sell Microsoft Education Solutions: www.mepn.com MICROSOFT CONFIDENTIAL for Microsoft Education Partners only © 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft 365 Education - Partner Conversation Flow 9/17/2018 Microsoft 365 Education - Partner Conversation Flow 1 Target the right customers by reaching out to current Education Desktop customers with EES enrollments up for renewal. You can leverage Microsoft 365 Education marketing assets to help guide the transaction and make them aware of the expanded benefits. Full bill of materials available on the Microsoft Education Partner Network Articulate the value of Microsoft 365 Education which brings together Office 365, Windows 10, Enterprise Mobility + Security and Minecraft: Education Edition in a single, affordable solution built for education. 2 Inform customers about the many improvements in volume licensing including the modernized offerings for Education Desktop customers: Expanded student use benefits Helping institutions to the cloud with confidence Eliminating complex calculations and simplifying user definitions to streamline license count Enabling greater flexibility to adjust at anniversary Volume Licensing bill of materials is available on the Microsoft Education Partner Network Close the sale by guiding your customer through purchase process. If you experience any complexity or friction with the new knowledge worker count process, reference the L100 and L300 presentations in the Microsoft 365 Volume Licensing BOM, or contact your Licensing Executive for support. 3 4 Unlock creativity in each student Promote teamwork Provide a simple and safe experience Here’s a step-by-step resource guide with additional content organized by the steps in your sales cycle. You can start with using resources from the Microsoft Education Partner Network. Visit https://mepn.com and select ‘Products & Solutions’ to access all sales, marketing, and licensing materials MICROSOFT CONFIDENTIAL for Microsoft Education Partners only © 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.