Agenda 2

The customer

One platform for all customers Enables small businesses around the world, powers many of the worlds largest data centers, and delivers value to organizations of all sizes Automated virtualization & management Virtualization & management Windows Server 2012 Hybrid environment Virtualization First server Automated virtualization & management of private cloud Small businessMid-marketEnterprise

First server Virtualization Grow your business through SMB opportunities Up-sell and cross-sell opportunities across Microsoft products and services Virtualization and upgrade in mid-market First server in small business Ongoing revenue streams through managed services 6

The target customer Size Businesses with approximately total PCs Servers Businesses with 1-5 total servers Decisions Purchase decisions primarily made by a BDM 7

Customer business situation I want IT to be a catalyst for growing my business. Show me how to translate technology investments into real business value. Help us identify ways to reduce costs while getting more from our IT investments. I want to simplify the way we manage and benefit from our IT investments. 8

I want IT to be a catalyst for growing my business. Show me how to translate technology investments into real business value. Help us identify ways to reduce costs while getting more from our IT investments. I want to simplify the way we manage and benefit from our IT investments. Do more, with less work, for less money Customer business situation 9

Upgrade aging servers Virtualization Achieving customer goals 10

Heres how we map it Robust virtualization Simplified management Affordable storage Better availability Improved access Increased productivity 11

Heres how we map it Affordable storage Better availability Improved Access Increased productivity Robust virtualization Simplified management Windows Server 2012 Features that deliver Server Manager Storage Spaces Expanded Device Support Rich PowerShell templates Hyper-V Replica Simplified DirectAccess Windows NIC Teaming De-duplication BranchCache Storage Live Migration Network Virtualization Robust virtualization Simplified management Affordable storageBetter availabilityImproved accessIncreased Productivity Simplified VDI Configuration and Management

Heres how we map it Affordable storage Better availability Improved Access Increased productivity Robust virtualization Simplified management Windows Server 2012 Features that deliver Server Manager Storage Spaces Expanded Device Support Rich PowerShell templates Hyper-V Replica Simplified DirectAccess Windows NIC Teaming De-duplication BranchCache Storage Live Migration Network Virtualization Robust virtualization Simplified management Affordable storageBetter availabilityImproved accessIncreased Productivity Simplified VDI Configuration and Management Windows Server ® 2012 delivers a complete virtualization platform on which you can develop managed services.

Your opportunity

Today's situation Upgrade Approximately 77% of SMBs run Windows Server, with the majority on Windows Server Virtualization Slightly more than 75% of SMBs expect to be using server virtualization by end of Growth The SMB IT segment is growing faster than the Enterprise IT segment – a $500B market growing at 6.5% annually Microsoft Internal Research 2 Gartner, Inc., User Survey Analysis: Next Steps for Server Virtualization in the Midmarket, October IDC, Worldwide Small and Medium-Sized Business Forecast: IT Spending Changes by Size Category and Region for Hardware, Software and Services, doc #233740, March 2012

What's in it for you? Rapid deployment Simple infrastructure integration Simplified management Managed services What you can offer your customers: Deliver a single solution Provide built in management Simplify deployment Improve customer satisfaction Upgrade and virtualization solutions for your mid- market customers that: 17

Professional services $14 Other software $2 Business applications $4 Security products $2 Networking products $4 Storage products $8 For our partners, every $1 in Microsoft server virtualization software generates an additional $34 in sales of complementary products and services How partners are making money Average deal size is ~$5K for Microsoft server virtualization $170K in solution sales for our VAR and SI partners $34 $34 in additional products & services Source: Microsoft Internal Research

How can you make money with this opportunity? Upgrade Help your customers to harness the power of Windows Server 2012 by upgrading their existing servers so they can grow their business, save money, and simplify IT. Virtualize and consolidate Guide customers through virtualization and workload consolidation, preparing them to move to the cloud when they are ready. Advise As a trusted advisor to your new and existing customers, help them assess their needs and map IT to their business objectives. 19

Why Microsoft? Familiar, complete, cost-effective solution 20

Microsoft is a leader in x86 server virtualization infrastructure Gartner, Inc. ( an independent technology research and advisory company, published a report titled Gartner Magic Quadrant for X86 Server Virtualization Infrastructure* by analyst Tom Bittman on June 11, 2012 and named Microsoft a Leader in this category. The report also cited Microsofts success in this category among mid-market customers, noting its strength of solution for midsize enterprises and low price. *The Magic Quadrant is copyrighted 2012 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

Path to success Learn about product features and capabilities that can help you grow your practice. Find training opportunities to strengthen your expertise on the latest technologies. Generate more sales leads with customizable marketing campaigns, tools, and resources. Help customers decide faster with exclusive sales tools, and leverage incentives to open new revenue streams. Utilize Microsoft solutions and support to provide a seamless transition from concept to implementation. With Windows Server 2012 as the platform, help your customers understand the power of Windows 8 and Office 365. PlanEnableCreate demand SellDeployUp-sell & cross-sell Mid-market upgrade and virtualize opportunity:

Windows Server 2012 Editions

Your opportunities beyond virtualization Upgrade & Virtualization Managed Services Up-Sell & Cross-Sell Opportunities Application Migration Services Reusable IP