1. Reinventing Productivity: Our Shared Opportunity
Need to think about the title. It’s long but on-target.
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2. PRISM FY16
4/19/2018 7:25 AM
Microsoft’s mission
Empower every person and every organization on the planet to achieve more
This mission is at the core of how we hire and enable our own employees, how we design and create our products and services, how we go to market, including our partnerships with you, and how we compete. It’s a mandate for every one of our employees to do their jobs in way which is accretive to this goal every day. It’s not easy, and we have our share of “learning moments”, but we keep at it relentlessly. So today I hope you find the information and ideas we share to be useful and helpful in empowering you to be even more successful in running your businesses.
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
Create more personal computing
Digital Transformation
Build the intelligent cloud platform
Reinvent productivity & business processes
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
Reinvent productivity & business processes
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Digital trends are changing the way people work

6. Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
Employees work on nearly 2x
the number of teams,
compared to 5 years ago
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
People working remotely has increased
2015 4x
1995
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
Information is more widely available… 90 %
of the world’s data was generated over the last 2 years
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
and it’s being shared more freely… 87 %
of senior managers admit to uploading work files to a personal account
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. Office 365 The most complete, secure cloud productivity service
4/19/2018 7:25 AM
Office 365 The most complete, secure cloud productivity service
Authoring
Word
Excel
PowerPoint
OneNote
Sites & Content Management
OneDrive
SharePoint
Delve
Mail & Social
Outlook
Exchange
Yammer
Chat, Meetings & Voice
Skype
Analytics
Power BI
MyAnalytics
Secure and Compliant
Manageable
Extensible
Always up to date
© Microsoft Corporation. All rights reserved.

11. Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
Built for hyper-scale
265 petabytes of data stored
300B user authentications handled
200B s analyzed for malware
110M Skype meetings
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. 70M + Office 365 commercial monthly active users 4/19/2018 7:25 AM
© 2014 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.

13. Microsoft…has more than 80% share of companies using cloud email with revenue above $10 billion”“
February 2016
Gartner Press Release, “Gartner Says Cloud Is Gaining Traction Among Enterprises Worldwide”, February 1, 2016
Gartner does not endorse any vendor, product or service depicted in its research publications, and does not advise technology users to select only those vendors with the highest ratings or other designation. Gartner research publications consist of the opinions of Gartner's research organization and should not be construed as statements of fact. Gartner disclaims all warranties, expressed or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

14. New advanced value for enterprise customers
PRISM FY17
4/19/2018 7:25 AM
New advanced value for enterprise customers
SECURITY
Built-in enterprise protection
ANALYTICS
Extending advanced analytics to all
VOICE
Complete cloud communication
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. PRISM FY17
4/19/2018 7:25 AM
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

16. Traditional opportunity
WW IT spend ($T)
8% CAGR (’80–’15)
Today 5% of WW GDP
Worldwide IT growth has had a consistently amazing rate of around 8% and the opportunity looks as bright as ever, representing 5% of Worldwide GDP.
Sources: IMF, Gartner, IDC, CSI Market, Microsoft analysis

17. Digitally connected places and things
Exec Retreat 2016
4/19/2018 7:25 AM
New opportunity
GLOBAL GDP
% of GDP
SURPLUS
~15%
COGS
~60%
Digitally connected places and things
NON-IT OPEX (PEOPLE)
~20%
Efficiency
Decision making
Productivity IT
~5%
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Combined total addressable market
MGX FY17
4/19/2018 7:25 AM
Addressable market
ANALYTICS
$30B
PRODUCTIVITY
$49B
$160B+
Combined total addressable market
Slide Objective: Discuss addressable market opportunities
The combined addressable market opportunity of the workloads underlying our SPE offering is estimated at about $160B, consisting of:
$49B Productivity market, our bread and butter business
$35B Security market, where we can think of ourselves as the “largest security company, nobody has ever heard of” (Julia White)
$47B Voice market, which we are conquering with our new Skype for Business offerings
$30B Analytics market, where we are gaining market share with offerings like Power BI
VOICE
$47B
SECURITY
$35B
Source: IDC Worldwide Semiannual Software Tracker, 2015H1, Real-Time Communications & Meetings data from Wainhouse
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

19. A vibrant Office 365 partner community
Microsoft Worldwide Partner Conference 2016
4/19/2018 7:25 AM
A vibrant Office 365 partner community
YoY growth in partners driving Office 365 active usage
50%
100% increase in usage of 3rd party Office apps in the last 6 months
19% higher margins earned by Microsoft partners than key competitors*
Phenomenal growth
50% YoY growth in partners driving active usage of Office 365
Very active community
In Q3 we announced that Office 365 had exceeded 70M Monthly Active Users -- The vibrancy of our Partner community has been fueled by customer interest and momentum
Seen 100% increase in usage of 3rd party Office apps in the last 6 months.
AMI-PARTNERS research shows Microsoft cloud partners 19% more profitable than with key competitors.
You are the community
Each one of you in the room has helped build this community.
Thank you for all your work.
* SOURCE: AMI-PARTNERS 2016
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

20. Partner paths to growth
Build first-party apps
Bundle with hardware and third-party apps
ENHANCE WITH SOLUTIONS
Manage on behalf and extend support
Drive continuous user training and adoption
DELIVER MANAGED SERVICES
BUILD NEW PRACTICES
Content & Collaboration
Security
Analytics
Voice
This is what we at MS believe it takes to drive growth in the new model…
Each of you has an existing foundation. For many this is and Office apps.
Grow by building new practices, delivering managed services and enhancing the platform with solutions.
Build new practices:
Branch out by building new practices around the 4 major innovation areas.
Managed Services:
Delivering managed services for Office 365 is different to the traditional on-prem model. It means:
Managing the tenant and infrastructure on behalf of the customer vs. operating the Exchange server 24 x 7.
Driving continuous user training and adoption vs. once off change management.
Example: Partners that are leading are offering QoS for voice.
Solutions:
Differentiate yourself by building and packaging solutions that enhance the platform.
Examples: Skype Certified Hardware like phones, devices like tablets, ISV solutions like DocuSign, etc.
If you can deliver these elements in a repeatable way, you can get to a long and thin model.
OFFICE
FOUNDATION

21. 4/19/2018 7:25 AM
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