Sell it right eroberts@microsoft.com

ELEVATOR PITCH A game about placing and breaking blocks, where players work together to create imaginative things. One of the most popular video games in history that transcends all platforms and appeals to all players regardless of age, demographics, or geography. Minecraft: Education Edition is built specifically for the classroom and offers features such as Classroom Mode and extensions including Code Builder. There are hundreds of online lessons, pre-built Worlds and a variety of Professional Development option. Minecraft is the perfect for engaging all students in all subjects, teaching and assessing 21st Century Skills and enabling students to design, code and build!

METRICS & IMPACT Revenue – Sell through EES, A3 & A5 Cloud Suite and CSP to drive incremental growth in all sized accounts Windows 10 Sales & Activations – M:EE requires Windows 10 Office 365 Activations – M:EE requires an O365 ID to log in and authenticate Relevance – We are a leader in the category of game-based learning and properly positioned as a platform for all ages and subjects; M:EE is a competitive differentiator

AUDIENCES IT Decision-maker Minecraft: Education Edition can be purchased for your organization through your EES agreement and is included in the new Cloud Suite It can also be purchased through CSP for individual users It is delivered through the secure Windows Store for Education and adheres to all O365 use policies Instructional Decision-maker Minecraft: Education Edition is a tool for all ages and subjects It offers the ability for students to collaborate, design, construct Students works can easily be assessed Code Builder offers a unique block-based and JavaScript coding experience for students and connects to popular code platforms including Tynker, Scratch and MakeCode

POSITIONING Be sure to cover these main points in customer conversations: K12 & HI ED Flexible learning platform All grades All subjects Game-based Learning One of the most popular games ever; now built for the classroom Free Code Builder add-on for introducing Computer Science & Computational Thinking Requires Windows 10 & Office 365 Professional Development provided by Authorized Trainers

OFFERS & CAMPAIGNS Use these BOMS to help start the conversation with key audiences. Offers & Campaigns Get Minecraft: Education Edition at No Cost when you purchase a Windows 10 device for your school (IT) Code Builder (Instructional)

PRICING & LICENSING Minecraft: Education Edition can be procured by eligible academic customers through these programs.  EES: Use the Faculty SKU for organization-wide purchase (and free student SKU) and the Student SKU for partial (i.e. classroom) purchases. EES Cloud Suite: M:EE is now included in the A3 and A5 Cloud Suites. CSP: For non-EES schools. Purchase as many licenses as needed. PROGRAM PRODUCT NAME SKU   OFFER ERP   EES MinecraftEdu ALNG SubsVL MVL PerUsr w/Faculty   2ZA-00001   Student   $0   MinecraftEdu ALNG SubsVL MVL PerUsr   2ZA-00002   Additional Product   $5.04   MinecraftEdu ALNG SubsVL MVL PerUsr    Faculty   $13.20   CSP Minecraft: Education Edition AAA-43680 NA

DEPLOYMENT & PD Map out a deployment plan with your customer using the tools provided in the playbook or on MEPN. Be sure your customer has a PD plan and quote from an Authorized Training Partner and access to the free online resources in MEC and the M:EE public web site.

PARTNERS Downloaded the full M:EE BOM from the Microsoft Education Partner Network (MEPN).  Get a demo O365 account by attending a 90-minute online training through MEPN. Understand the SKUS and which to use for organization-wide with free students and which to use with partial organization purchases.

GO DO Learn the pitch positioning and basic demo Drive the value of the new EES Cloud Suite for A3 & A5. Attach to current EES if Cloud Suite is pushed to FY19. Handhold the attach & redeem all Enterprise W10 device deals post May 2, 2017. Reach out to meesupport@Microsoft.com for assistance Create fans of teachers to assure activation and consumption Lead with Game-based Learning, Code Builder and other free extensions Leverage and direct Microsoft Learning Consultants and Microsoft Innovative Educators to drive PD and awareness Attach our Authorized Training Partners. For assistance contact amyme@microsoft.com Showcase at teacher conferences including non-IT such as social studies teachers associations, science teachers associations and computer science teachers associations

SOLUTION PITCH Use the customer-ready deck and materials in the playbook or on MEPN for full length presentations, demos...

SALES EXCELLENCE APPENDIX See the following slides to learn more about Field Empowerment, OPTY management in MSX and Brand Compliance.

BRAND COMPLIANCE Brand compliance is very important. Be sure you and your partners understand the Brand and Asset Usage Guidelines. You have approval to use the assets in the Playbook. Please do not modify or apply co- branding without prior approval. If you have any questions about branding and the use of materials, please email meesupport@microsoft.com.

FIELD EMPOWERMENT Standard Field Empowerment applies. No discounts beyond Standard Field Empowerment No discounts on CSP licenses No free licenses. Limited trials available No license extensions Work directly with your LSS on all discounting