1. Skype for Business Direct Proposal Guidance for use: The Skype for Business Proposal is a document that will allow you as a Microsoft Partner to assemble your own proposals to customers or individuals, while achieving the highest possible content excellence and consistency with the Skype for Business brand. It should be used with the campaign emails for direct proposals if emailed.. Otherwise, it can be printed and delivered. Who should get this? The Skype for Business Proposal is targeted at IT / Business Decision Makers. How should they get it? This proposal should be sent with a follow-up email and phone call within 1-2 weeks. Recommended Next Steps Recommended next-steps are: 1) Schedule an immersive experience at a Microsoft technology Center, 2) Invite the customer to a local Microsoft demand generation event, 3) schedule a follow up meeting to discuss cost savings. INSTRUCTIONS: Delete this page after reading ☑ CHECKLIST:  Add your company’s name and logo and your customer’s name to the Master Slide footer. (View, Master Slide.)  Delete all “Guidance for use” pages like this one.  Delete all “Instructions” blocks on each page.  Include any desired additional content available on our official site using the template provided.our official site  Save As PDF or print for delivery to your customer. Do NOT deliver the PPT file. Skype for Business Proposal

2. Skype for Business New Fy16 Offers for you to customize in these proposals Overview Partner funding to drive Cloud PBX with On-Premises PSTN Connectivity and/or PSTN Calling deployments. Partners may leverage the FastTrack Center to help drive deployment of Cloud PBX with On-Premises PSTN Connectivity and/or PSTN Calling to deliver the following customer outcomes: Deployment of Cloud PBX Configuration of On-Premises PSTN Connectivity Configuration of PSTN Calling Eligible Partners: Communications competency partners Eligibility A customer who buys 150+ eligible seats of Office 365 (50 seats effective Feb 1, 2016) 1.Office 365 Enterprise E5 2.Office 365 Government G5 3.Skype for Business Plan 2 with Cloud PBX standalone 4.E1 or E3 with Cloud PBX add-on SKU 5.E3/E4 to E5 Step Up SKUs Offer available: December 1, 2015 – June 30, 2016 Partner Funding Customers earn funds on a per user basis to enable Cloud PBX deployment. $10,000 for configuration of Cloud PBX and completion of a 50 user deployment. Additional $10/seat up to $50,000 Maximum offering funding $60,000. Partner Proof of Execution for Payment: Customer has approved Success Plan in the FastTrack Center Validation of successful configuration of Cloud PBX with between 50-5000 users deployed utilizing On-Premises PSTN Connectivity and / or PSTN Calling with 90% of eligible seats deployed INSTRUCTIONS: Insert this offer customized for your target market, in the proposal on page 14. Delete this page after reading Skype for Business Proposal CLOUD PBX OFFER

3. Skype for Business New Fy16 Offers for you to customize in these proposals Overview Partner funding to drive Office 365 active seat usage for any single workload (SharePoint, Skype for Business, Office Pro Plus, Yammer, OneDrive, Project, Skype for Enterprise Voice) Eligible Partners: MCS, Cloud Productivity Competency, Small and Midmarket Cloud Solutions Competency, Project & Portfolio Management Competency Partners & FastTrack Center Integration Partners may leverage the FastTrack Center to help drive active seat usage, including activities like: Training and managed services Change management Building LoB applications Eligibility A new customer* who buys 150+ eligible seats of Office 365 & sets up a new tenant Office 365 Enterprise plans (E1, E3, E4, E5) Office 365 Pro Plus, SharePoint Online, OneDrive Online, Project Online, Project & Visio, Skype for Business SKUs, Yammer Enterprise, Business Essentials, Business, Business Premium SKUs Office 365 Government plans (G1, G3, G4) Office 365 Academic SKUs, K SKUs, Non-Profit SKUs (paid SKUs) September 1, 2015 – June 30, 2016 Partner Funding Partner Funding Customers earn funds on a per seat basis for CPC Partners to drive active seat usage 50+ eligible SKUs to qualify as of February 1, 2016 (150+ seats 9/1/15-1/31/16) $25 per seat for the first 149 seats, then $15 per seat for 150-1000 seats, then $5 per seat 1001+ seats $60,000 limit per customer Partner Proof of Execution for Payment: Customer approved Success Plan on fasttrack.microsoft.com 5% Active Seat Usage = 1/3 payment of eligible funds 15% Active Seat Usage = remaining 2/3 payment of eligible funds within 12 months of purchase INSTRUCTIONS: Insert this offer customized for your target market, in the proposal on page 14. We have a customer facing template for you to leverage. Delete this page after reading Skype for Business Proposal OFFICE 365 FY16 ADOPTION OFFER

4. Skype for Business in Office 365 in Retail Connecting people everywhere to achieve more, together. Proposal for Presented by Email: INSTRUCTIONS : Insert your customer's name INSTRUCTIONS: Insert your company name and contact information INSTRUCTIONS: Insert your company’s logo – larger than Microsoft Partner Logo

5. Bringing people together, everywhere Skype for Business in Office 365 Familiar and easy Anywhere, any device For all your conversations INSTRUCTIONS: Insert your company’s logo – larger than Microsoft Partner Logo

6. Drive compelling consumer experiences with better communication and collaboration

7. How Skype for Business enables success. Store Management Work from anywhere Refresh store layout and design Find experts from store floor to back office Stay in constant contact with suppliers to stock top sellers Store Associates Increase sales, upsell cross-sell by finding information faster Enable mobile-assisted selling Collaborate across store locations Provide a virtual shopping assistant Sales and Marketing Connect to your customer more effectively Connect marketing teams Buyers and Merchandisers Collaborate with partners Communicate with suppliers Call Center Agents Ask an expert Give virtual destination tours Offer translation services Enable remote call center agents administrative Executives Connect marketing and advertising teams Hold global meetings Design new products Interview remote job candidates Mind the store 24/7 Faster answers = more sales Better Customer Connections Effective, Broad Communication Experience inspired by Skype Unified Client on PC, Tablets, and Phones Anywhere Access Integrated with Office Presence, Location Contact Card Call Monitor Video Preview Interoperable with your existing systems Skype Directory Search Enterprise Voice Enterprise Calling Features Basic Calling Features PSTN Calling* Skype Meetings & Broadcast Meetings PSTN Conferencing ** Content Sharing High Performance Screen Sharing HD Video Gallery Skype for Business Web App Extensibility In Place Upgrade for Server Secure & Manageable Carrier Class reliability Integrated Networking Server & Service Monitoring Fully Managed Services Reach customers and partners effectively

8. Skype for Business helps you communicate with people worldwide and save on voice calls and meeting costs. With Office 365 & Skype for Business, audio, video & web meetings are combined in one connected user experience and platform, with high definition video and a broad range of devices from Microsoft and partners. — Shah Nagree, VP of IT and Store Systems, Sephora “Employees can take advantage of Skype for Business capabilities such as persistent chat rooms and multiparty high-definition videoconferencing, to educate our workforce on new products and promotions.” Inspired by Skype Skype for Business feels familiar. It isn't overwhelming or complex. It invites people in. Built on Skype for Business 2015 Full feature set for IM/P, meetings, voice First run experience to aid adoption Unified Client on PC, Tablets, and Phones Get all your communication and collaboration in one place. A single client for IM, voice, video, presence, content sharing, searchable contacts, contacts info, Office integration, and Skype consumer connectivity. Skype for Business is available on PCs, Macs, Windows and Android tablets, iPads®, conference room systems, and leading mobile platforms. Anywhere Access Skype for Business goes where you go Skype for Business is available anywhere there’s Internet and cellular access. By automatically adapting to Internet and other unmanaged network conditions, and providing encryption without the use of a VPN, the experience is reliable and set-up is less complex. Integrated with Office The powerful productivity of Office with Skype for Business Skype for Business and Office apps work together creating easier transitions and fewer interruptions. Skype for Business in Office 2016 for Windows Built on Skype for Business 2015 Full feature set for IM/P, meetings, voice First run experience to aid adoption Producer Controls for Meeting Broadcast Ability to start Office real-time co-authoring Video-based screen sharing for P2P

9. — Vara Arnold, Manager, Abercrombie & Kent, Travel Agencies “We discuss destinations on the traditional map table and then go into detail with footage on the TVs. Then, if a client wishes, we can fix up a Skype appointment with our representatives on the ground. “ Presence, Location, Contact Card Know who’s online, where they are, and how to reach them Throughout Office apps and in your contact list, It’s easy to see who’s available to chat or in a meeting. Click on their contact card to serve up all the ways you can communicate together — IM, voice, and video calling. Check out organizational info and location. More info + more context = quicker access and more productive conversations. Call Monitor Always know who’s talking — never miss a thing The speaker's name appears on their picture or video stream in a small window that floats on top of everything without getting in the way Video Preview Check that you’re camera ready Before you join a video call, make sure you’re camera- ‐ ready. You’ll see what you, the lighting, and you’re surroundings look like before going live. Interoperable with Your Systems and Hardware Skype for Business works with existing investments and technologies Skype for Business is interoperable with PBX phones, telephony infrastructure, and the most commonly used video conferencing systems. With the Call via Work feature, employees can keep using their phones — both desktop and mobile. Skype for Business works beautifully with traditional room systems making it easier than ever for people to join a Skype Meeting from a legacy room system Skype Directory Search Communicate with everyone With Skype for Business, you can search for anyone in the Skype directory. Then connect, communicate, and collaborate with everyone — consumers, other businesses, and friends and family — all without sacrificing security.

10. “We’re an agency, so clients don’t come to us—we travel to them. We can save 15 hours per week with Skype for Business because our staff can attend meetings from anywhere.” - Jaime Chong, Director, Operations & Special Projects, Crystal Edge Enterprise Voice As a part of your UC strategy, eliminate the need for separate PBX systems with Skype for Business. Simplify your system for a big reduction in telephony ‐ related cost. Skype for Business modernizes the stand-alone telephony experience, integrating a Voice over Internet Protocol (VoIP) offering with other modes of communications. Enterprise Voice users can call coworkers on your organization’s VoIP network or PBX, and they can also call any phone number, even outside your organization. Cloud PBX services Make, receive, and transfer calls with Cloud PBX, take advantage of telephony infrastructure while managing your users in Office 365 admin portal. Provide core functionality optimized for information workers (make and answer calls, forward, transfer, hold, sim-ring, delegation, voice mail and auto attendant, team calling, Static E-911) Enterprise Calling Features You can expect the must-have features for an enterprise including calendar, call routing, delegation, shared line appearance, team calling, and answering group calls. PSTN Calling PSTN Calling: PSTN Calling is an add-on to Cloud PBX that provides domestic and international calling services for businesses directly from Office 365. Subscribe to national and international calling plans from Office365. Use existing phone numbers or get new ones and sign up users for national or international calling plans. Supports inbound and outbound PSTN calling via O365 and includes DIDs & number porting On—premises PSTN connectivity with a hybrid topology uses Skype for Business Server technology to connect to existing PSTN trunks and PBX assets. Enables Office 365 users worldwide to use cloud enterprise voice features in geographies without a local Microsoft PSTN offer Available in H1 2016, first in US, and phased expansion into other geographies Basic Calling Features Calling basics for every kind of communication and collaboration With Skype for Business, the basics of voice are covered including answer, forward, transfer, and park. With a click of a button, a basic call can instantly transform into a collaborative session. Add text, video, or desktop sharing. Every mode of collaboration is available.

11. TBD “Using one meeting solution that works with existing technologies is wonderful. We have seen increased usage and satisfaction while saving costs associated with consolidating the tools.” Skype Meetings & Skype Meeting Broadcast Skype for Business is one solution for every kind of meeting Skype for Business is one solution for every kind of meeting. Your business can host every kind of meeting and gathering from relaxed, highly interactive collaboration sessions to more formal meetings with thousands of attendees. Audio, video and web conferencing are combined in one user experience and a unified platform. Skype Meeting Broadcast Present using Skype for Business client while thousands of attendees can participate with a browser (up to 10,000 attendees supported in initial release, using Skype for Business Online and Azure Media Services) Meetings can be real-time and recorded, with playback controls Integrated with Bing Pulse & Yammer; available online or as hybrid option PSTN Conferencing in Office 365 All call features that are critical for the enterprise Replace existing conferencing services with PSTN conferencing options in Office 365 from Microsoft Provides PSTN dial-in, dial-out conferencing for meetings Includes phone key commands including mute and unmute Dial-in available from more than 45 countries Cloud Meeting Recording Easily record Skype for Business meetings, including audio, video, and shared content, and store and publish in OneDrive for Business or other locations Quickly publish to Office 365 Video Supported for Broadcast meetings in H2 2015 Supported for all Skype for Business Online meetings and Skype for Business Server meetings in 2016 Content Sharing Screen Sharing Co-Authoring OneNote Sharing Skype for Business lets people focus on the things they're doing together like sharing an app, co ‐ authoring, or presenting. Full HD resolution screen sharing using H.264 at up to 15 FPS Faster setup than RDP-based system & more efficient use of bandwidth Launches meeting participants into co-authoring session and combines coauthoring screen with video conferencing Take meeting notes without having to switch between Skype for Business and OneNote. Meetings in Office Graph Office Graph makes meeting more effective before, during and after Automatic upload of content from invite when meetings starts Creation & storage of meeting summary, incl. attendees and content Add evidence quotes relevant to your local markets from here

12. tbd “All communications are safe and secure including mobile.” Secure and Manageable Security by design Rest easy knowing all your communications, especially mobile, are secured. There's a variety of technologies and services to keep proprietary data safe. Prevent credentials from being left on devices with secured certification. There's also passive authentication with ADFS technology, key management encryption with PIN algorithm, and Microsoft Intune integration form MDM/MAM solutions. Carrier Class Reliability Your service never takes a break We'll help you keep all your data centers up and running. If one goes offline, the other will take over. And that's not just for voice — it's everything: video, collaboration tools, and more. Get enterprise grade data center resiliency for unified communications. Simplified deployment and streamlined architecture means fast, cost- ‐ effective disaster recovery between two data centers. Integrated Networking Make sure your message gets through—no matter what Take total control of your data traffic and usage with Skype for Business. Prioritize and manage network voice, video, and app sharing with improved policies and call admission control (CAC). Skype for Business media sounds great on your wired and wireless networks. Be confident that Skype for Business will perform well while sharing your network with other types of data traffic. Server and Services Monitoring Always know the health of Skype for Business in your environment Skype for Business integrates with your existing hardware and systems. From servers to services, your environment is fully monitored ensuring a healthy ecosystem. Get notified in real time for swift and decisive troubleshooting. Proactively monitor for conditions and scenarios to avoid any surprises. Add evidence quotes relevant to your local markets from here

13. Drive the Connected Enterprise at [Company Name] [Instructions: Use actual company name and project name *Based on a Skype for Business Online deployment with PSTN Calling, PSTN Conferencing, and Cloud PBX. Benefits based on industry averages and the Forrester TEI of Lync 2013 reports. Use the Value of Office 365 calculator to determine the potential savings for your organization. Cut IT and Telephony Costs to save: $1017 per user/year Improve business results or reduce business costs: $891 per user /year Improve field service, call centers, and customer service to improve customer retention and increase revenues by $262 Increase cross selling with improved service, call centers, and remote sales agents to increase revenues by $31 Reduce travel for training, meetings, and interviews to save $75 Implement telecommuting to reduce office costs by $500 Use telecommuting and remote interviews to reduce recruitment costs by $23 Reduce telephony charges by $276 annually. Reduce web conferencing charges by $224 annually Reduce audio conferencing charges by $168 annually Reduce costs for PBX, IM, and voicemail by $349 per year.

14. Next Steps Customize offer for your local market by dragging the appropriate copy box onto slide image Include out Fy16 offers as appropriate! See pages 2-3 for offer details Learn more http://skype.com/en/business Schedule a conversation. Find out how Contact [Insert Partner Value Prop per instructions] INSTRUCTIONS Partner fills in Partner offer or next steps / call to action. Delete all unused copy boxes before publishing as pdf. NAME: distinctive descriptive name that conveys the essence of your proposition TAG LINE: A memorable phrase that with the name, captures and conveys the key benefits of the proposition TARGET: Describe who is likely to find it useful and why. Make it easy for the for them to answer that they are the target for this proposition PROBLEM SOLVED: Describe what problem this solves; what job does it do? EXPLANATION & BENFITS: Concisely explain how the proposition works, and why the customer should select you PROOF: Quantify your value X number of customers Y number of seats DIFFERENTIATION: State how it similar to; different from; or better than the alternatives the respondent is familiar with, accustomed to, or has used in the past.] Join us for a local event Would you like learn more about how Skype for Business can help your workforce become more efficient, collaborative and drive significant cost savings in your business? Contact us to join us for an exclusive roundtable. Schedule a strategic briefing for enterprise productivity Would you like to learn more about how can help you enable your mobile workforce? Contact us to schedule a strategic briefing and learn how we can address current and emerging trends affecting your business and the way employees and customers connect. This 1-day productivity briefing is designed to help you form an actionable vision and business case to use Skype for Business in your organization without compromising efficiency, security or control. Schedule a demonstration Would you like to learn more about how provides productivity solutions for mobile devices? Contact us to schedule a 1:1 demonstration and presentation on our mobile productivity solutions. Learn how Skype for Business enables better collaboration and unlocks significant cost savings for your business. Schedule a discovery workshop Would you to like learn more about how can help you enable your mobile workforce? Speak with your enterprise architect about scheduling a Value Discovery Workshop to learn more about how Skype for Business can help you drive your business goals and gain significant cost savings. Take advantage of the Office 365 Adoption Offer Act now and earn funds if you start deploying and using your purchased, eligible Office 365 E5 seats. Qualify by using 50+ eligible SKUs as of February 1, 2016 (150+ seats 9/1/15-1/31/16) and get additional dollars for additional seats you start using, up to a maximum amount of $xx,000 per customer. Contact us to learn more about how can help you deploy and start using the Office 365 E5 seats to achieve even greater cost savings. Take advantage of the Cloud PBX Adoption Offer – Now Act now and earn funds on a per user basis to enable your Cloud PBX deployment, and start saving telephony costs immediately. Learn more how can help you deploy Microsoft Cloud PBX, configure On-Premises PSTN Connectivity, and/or PSTN Calling with co-funding resources from Microsoft up to a maximum of $ 60,000 if you buy more than 150+ seats of eligible Office 365 workloads before June 30, 2016. (50 seats effective Feb 1, 2016)

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