1. For Microsoft and Microsoft Partners only Which one best describes you? This is what you get with that solution:G OOD B ETTER B EST Basic business PC productivity Protect sensitive company information on PCs and USB sticks Access apps, data, and personal settings from any device Simplified management with single image, policy control, PC recovery Access to Microsoft Desktop Virtualization technologies & VDI rights Secure access to corporate resources from home or on the road Upgrade rights to new software versions Easy, cost effective way to cover all PCs with Enterprise products Integrated PC management, on premises or in the Cloud Anti-virus/anti-malware solutions, on premises or in the Cloud Opening questions What are your plans for deploying Windows 7 and Office 2010? Are you planning to buy new PC hardware soon? Has your desktop strategy been reviewed and updated lately? Pain- probing questions How do you protect sensitive data on notebooks/portable memory devices? How do your employees access corporate resources from home/on the road? How do you deliver more desktop services on the same or declining budget? Are you considering using desktop virtualization technologies? Are you considering cloud-based management systems? Windows® 7 Enterprise – Sales Guide Helping you sell Enterprise Agreements to businesses with more than 250 PCs “Microsoft® has three packages for a more productive, secure, and manageable business desktop that enable today’s diverse workstyles. Let me describe them, to help you choose which best fits your needs…” G OOD (OEM) for smaller businesses who need basic PC productivity with limited or no IT staff B ETTER for businesses that have a need for a more flexible, productive and secure desktop B EST for businesses that have outgrown their PC infra- structure and want integrated management G OOD (OEM) B ETTER B EST For links to case studies, videos, and evidence, see www.GBBreferences.comwww.GBBreferences.comOPENING WORKSTYLE SOLUTIONS PRODUCTS See back-page for when to use System Center or Windows Intune

2. For Microsoft and Microsoft Partners only DATA PROTECTION: How are you protecting sensitive data on PCs, laptops, slates, tablets, and memory sticks? IDC estimates 10% of laptops and 70% of USB sticks are lost annually; 800,000 laptops/year are lost at airports Forrester found 1 out of 7 help desk calls are due to unauthorized software Policy-enabled security features PC disk & USB encryption can be enforced by IT with BitLocker & BitLocker-To-Go Block unauthorized application installation (AppLocker) Miami, Florida Municipal Gov. replaced a third party security solution with BitLocker and saved more than $100,000 PAINSOLUTIONEVIDENCE ANYWHERE DESKTOP ACCESS: Can your employees access their files from any PC (a home PC or Bring-Your-Own-PC)? In the latest Forrester consumerization research with 150 companies, 37% of ITSMs reported that they support some flavor of a Bring Your Own Computer program and additional 26% had plans to do so Roaming Profiles and User State Virtualization User State Virtualization makes it possible to access your corporate desktop from any corporate PC Remote Desktop Services or VDI Adding RDS or VDI to Roaming Profiles and User State Virtualization makes it possible to access corporate data and applications from any device XR Logistik a Swedish transport company, has computers in over 500 trucks; they improved access “on the road” while ensuring data compliance using folder redirection and Remote Desktop Services (RDS) with application streaming SIMPLIFIED MANAGEMENT: Do you spend too much time and money supporting end users with different configurations? Forrester found that the Windows Optimized Desktop reduced IT labor, help desk, data loss, power use, band- width, and lost user time for 182% ROI, savings of $222/PC Gartner values individual MDOP components at $84.50/PC Tools for Windows image management and MDOP (AGPM, AIS, DART, DEM) Single company-wide image WW (Windows 7 Enterprise) Control & maintain PC settings / configurations in & out of the office (APGM) PC error monitoring (DEM) & recovery (DART) Partners HealthCare in Boston expects an 80% decrease in desktop image management efforts with Windows 7 Enterprise VIRTUALIZATION: Are you considering using desktop virtualization technologies? Forrester found Application Virtualization saved $46/PC/year (1.5 hrs/PC in SW install, 2 help desk calls/PC, and 2.5 FTEs in application testing) Microsoft portfolio of desktop virtualization technologies Access to personalized work desktop and resources from any device Quickly replace lost or stolen PC without losing personal settings and productivity Easier and faster application deployment, application compatibility, and higher business service levels (App-V, Med-V, VDI rights) ‐Application compatibility testing and deployment ‐Self-provisioning ‐Disaster continuity (App-V, Med-V, Hyper-V, VDA) Expedia used App-V to stream Microsoft Project and Office, reducing support costs with remote software deployment and maintenance, saving $300,000/year Hansa|GCR documents TCO savings of up to $82/PC/year with MDOP Application Virtualization ANYWHERE ACCESS TO CORPORATE RESOURCES: How do your employees access corporate resources from home or on the road? Forrester estimates 10% of helpdesk calls are VPN-related Access corporate resources from any connection Enables access to desktop and company resources from any personal or corporate device Connect through firewall without extra steps (no VPN using Direct Access) Reduce WAN traffic with BranchCache local storage Holland America, a leading cruise ship operator, used Direct Access to securely connect from ships at sea to systems inside the corporate network RIGHTS TO LATEST AND BEST VERSIONS: How complicated is your Software Asset Management? Yankee Group survey shows that 90% of companies worldwide have had to deal with software licensing non- compliance Software Assurance benefits (active contracts) Access to current and future versions of Windows Enterprise and MDOP with no additional costs Training vouchers, and 24/7 support for your IT staff Consistent inventory and license reporting AIS provides automatic asset discovery and compliance monitoring reports to optimize license management IDC estimated Companies employing Software Assurance save up to $292/user/year Full SA benefits description available at www.microsoft.com/workstyle DESTKOP SOLUTION SELLING – “BETTER” For links to case studies, videos, and evidence, see www.GBBreferences.comwww.GBBreferences.com

3. For Microsoft and Microsoft Partners only INTEGRATED ENTERPRISE MANAGEMENT & SECURITY: Do you need an integrated PC and device management solution? IDC analysis shows savings of $702/PC/year by using Windows Intune Gartner: Well-managed PCs can save companies 42% in four-year TCO over unmanaged PCs Integrated Management and Security with System Center and Forefront Endpoint Protection Update, configure, image and deploy centrally Unified view for reporting and system health Windows Intune provides a cloud-based standardized management infrastructure Manage remote, branch & contractor PCs anytime they’re on connected, from any location All-in-one cloud-based management, anti-virus, malware solution, and non-domain PC support Software distribution (to be available in 2011) Forrester found that the Windows Optimized Desktop delivered savings of $222/PC/year, with a 182% ROI David A Noyes & Company, a financial services firm, cut costs by $500/PC/year by resolving issues with Windows Intune remote assistance Gartner expects over 50% of US corporations to implement a cloud service by the end of 2012, up from 8% at the end of 2010 OBJECTIONRESPONSE Windows XP is fine, I will skip Windows 7 Windows XP is 10 years old and support will stop in 2014 (even extended support) Analyst IDC found Windows 7 reduces PC/OS support cost by 55%, a 7 month payback Windows 7 is faster and easier, with improved networking, data protection, and backup/recovery Elite Personnel in Washington DC got a 20% productivity gain leveraging new Search and Navigation features Compatibility issues Windows 7 is designed to be compatible with the most popular hardware and software Centrally manage Windows XP application capability across enterprise PCs with MED-V (MDOP) OS upgrade is a big task Windows 7 Enterprise + MDOP on EA simplifies PC imaging, deployment, migration, and support Microsoft tools help you upgrade your desktop (Microsoft Deployment Toolkit, Microsoft Assessment and Planning, Application Compatibility Toolkit, User State Migration, Windows Automated Installation Kit) Windows 7 Professional has all I need … Why pay for the OS again? Windows 7 Enterprise features not in Pro include: ‐BitLocker®, BitLocker To Go™, AppLocker™ – Why risk your data and your customer’s privacy? ‐Mobility (Direct Access, BranchCache™) – Make remote workers more productive. ‐Enterprise Search (Federated Search) – Find what you need across portals, SharePoint, data stores. ‐Multi-language capabilities (MUI) – Support a multi-language workforce. The platform value is in the complete package and Windows 7 Enterprise is key to the platform We don’t have the budget! Windows 7 Enterprise saves money by simplifying desktop management, improving security and compliance, reducing deployment costs and improving service to users – you get a 7 month payback. An IDC study showed IT labor costs can fall by 56% per desktop per year with the Optimized Desktop. An Enterprise Agreement or Software Assurance allows licensing costs to be spread over 3 years. I’m considering VMware® VDI Regardless of the VDI solution you choose, you need Windows licenses that are only available through Windows SA (VDA) “Microsoft has long offered the broadest portfolio of client virtualization technologies in the industry” – IDCIDC Employees are asking for Apple iPad™ or Mac® If you are considering deploying a Windows image for your productivity tools and business applications you will need a VDA license which costs $100 per device, per year PCs are a better value, offer more choice, have better compatibility, familiarity, connectivity, without the complexity of dual-booting or virtualizing Windows on a Mac®. What about the Cloud? Microsoft provides cloud-based security and management tools via Windows Intune (see back-page for details) Microsoft also offers a full cloud-based PC productivity solution in Office 365 Why should I renew my EA? Access to the future versions of Windows Enterprise + MDOP for all your PC with no additional costs (see back- page for details) Rights to re-assign licenses to replacement PCs with no additional costs EASY, COST EFFECTIVE WAY TO COVER ALL PCs: Are you asked to deliver more desktop services on the same or declining budget? IDC estimated 30% - 35% IT labor savings by standardizing on one version of Windows & Office Best Price for ALL PCs via Enterprise Agreement Most cost effective way to buy for all PCs The best available discounts and terms Platform EA provides single framework for all current and future Microsoft licenses Rights to re-assign licenses to replacement PCs with no additional costs Franklin Covey saves ~65% on licensing through their Platform EA, which provides a predictable cost structure and reduces license management time PAINSOLUTIONEVIDENCE “BETTER” continued SOLUTION SELLING – “BEST” FAQ AND OBJECTION HANDLING For links to case studies, videos, and evidence, see www.GBBreferences.comwww.GBBreferences.com

4. For Microsoft and Microsoft Partners only Choose the most effective way to manage your devices Microsoft Strategy Microsoft strategy is to offer the best PC management solutions in the industry, either on- premises or in the Cloud, to provide the best user experience and TCO. What solution today? Sell Windows Intune if customers: Have basic management needs Manage PC outside the corporate network Sell System Center if customers: Need advanced management capabilities Have a competitive on-premises solution CLOUD:ON-PREMISES: Key Differences No server infrastructure required Easily extends to unmanaged PCs Includes Client security solutions Full-featured solution Active Directory integration Operating System distribution User experience The end-user experience is the same, regardless of whether you use Windows Intune or on-premises security and management tools How it is sold Monthly per-PC subscription with SLA and Microsoft Support Services Traditional Desktop, Server License and Client Access (CAL) licensing (perpetual or subscription) How it is deployed You load a desktop agent, Microsoft does the rest Traditional deployment based on your desired architecture 2 Licensing Pricing Scenarios to Illustrate Impact of EA & Platform Discounts 2 Initial Customer Scenario Current Cost $/PC/Yr. Talking Point Discounts With WIn 7 EA 2 $/PC/Yr Customer has no EA, buying Windows Upgrade 1 w/SA & MDOP through Select Lower your PC/Year cost by $40 with EA 31% Windows EA Discount Customer has both Office and Core CAL on EA Windows 7 Enterprise and MDOP is only $20/PC/Year 31% Windows EA Discount 15% Platform Discount 1 Windows Professional License is required on OEM HW as foundation for all volume licensing (both Initial and Platform) 2 All prices in $ per PC per Year, based on sample Volume License Pricing for US, Level “A” (Local prices will vary). CoreCAL prices change 8/1/2011 Win 7 Ent. Upgrade 1 & MDOP Select $127 Office Pro+ EA$268 Core CAL EA $99 $367 Win 7 Ent. Upgrade 1 & MDOP EA $87 Add Windows Intune Add-on for 5$/PC/Month 2 Office Pro+ EA$228 Core CAL EA $84 Win 7 Enterprise Upgrade 1 & MDOP EA$75 $387 Add Windows Intune Add-on for 5$/PC/Month 2 LICENSING Three Key Concepts for Licensing Get Software Assurance (SA) for access to Windows 7 Enterprise and MDOP (optional) future upgrade rights, spread payments, and help with deployment With a Platform EA you get the best discounts, simplify licensing across all your PCs, and only report changes once a year EA is an easy, cost-effective and flexible way to buy software on-premises, move to the cloud – or do both Core CAL: you get System Center Configuration Manager, plus standard editions of Windows Server, Exchange, SharePoint, Lync (beginning August 2011), and Forefront Endpoint Protection (beginning August 2011) Enterprise CAL: For additional $101/PC/year you also get the Full System Center Client Management Suite, Forefront Protection Suite and UAG, and add Enterprise editions of Exchange, SharePoint, and Lync via the E-CAL LICENSING LEVERS CONCEPTS CLOUD OR ON-PREMISES CAL SUITES For links to case studies, videos, and evidence, see www.GBBreferences.comwww.GBBreferences.com