2. Discover the opportunities with selling the cloud Partner economics in selling Office 365 to SMBs Build a strong Office 365 business Best practices for selling the cloud to the SMB segment Choose the business model that fits your needs Review of the Office 365 business models offered today

3. Discover the opportunities with selling the cloud Partner economics in selling Office 365 to SMBs Build a strong Office 365 business Best practices for selling the cloud to the SMB segment Choose the business model that fits your needs Review of the Office 365 business models offered today

4. Little to no capital costs required Fixed payment structure More predictable revenue stream Own the customer billing Sell as you do today Increased upsell and attach opportunities Advisor Office 365 Open & FPP

5. Expansion of the Open Channel

6. 1-10Advanced IT Needs11 - 250Home / K-12Student Advisor Office 365 SKUs Key Customer Segments Open FPP Though Distribution

7. Discover the opportunities with selling the cloud Partner economics in selling Office 365 to SMBs Build a strong Office 365 business Best practices for selling the cloud to the SMB segment Choose the business model that fits your needs Review of the Office 365 business models offered today

8. Office 365 Licensing Revenue Deployment & Migration Services Managed Services and Support Add-on Projects and Solutions Help desk (i.e. Tier 1 / Tier 2 support) New user set-up Updates End-user training Expansion Customization LOB integration IT infrastructure design IT planning IT training Upgrades & desktop remediation Assessment / planning Migration of data Establishment of service = Recurring

9. $10,800 $4,000 $5,300 $9,250 U.S. Dollars

10. Office 365 Licensing Revenue Deployment & Migration Services Managed Services and Support Add-on Projects and Solutions

11. Other Products and Services Office

12. Takes the complexity out of the sale so you can focus on selling rather than deploying Can resell these tools to customers for a healthy margin Dont need technical engineers to complete the process Support with a centralized set of employees Able to scale resulting in improved profitability over time Can easily address most problems remotely Most SMBs will not have familiarity with some of the workloads in Office 365 Most of this baseline information will be the same for all SMB customers Build once and then resell the IP to other customers Many partners focus on templates for certain industries Can sometimes lead to follow- up work around customizing it to fit a certain need / purpose Standardized Services that Partners Sell Successfully Today

13. Discover the opportunities with selling the cloud Partner economics in selling Office 365 to SMBs Build a strong Office 365 business Best practices for selling the cloud to the SMB segment Choose the business model that fits your needs Review of the Office 365 business models offered today

15. Invest in digital marketing to drive demand generation Take advantage of remote service delivery Incubate the Office 365 sales team from mainline sales team Leverage tele sales and support with smaller customers

16. ++= $0.84 User Cost / Day $25.83 User Cost / Month $18.6K Cost in 60 User Company 24% of a Starbucks 37% of an avg. cell phone bill 22% Cost of an IT Pro Explain the cost in the context of something that the customer can understand Highlight the simplicity and cost predictability that moving to the cloud provides Discuss the relative up-front cost of replicating the same functionality with an on-premise solution Example:

18. Join the Cloud Essentials / Cloud Accelerate programs Learn more about building a successful cloud business (IDC Research & Office 365 White Paper)IDC ResearchOffice 365 White Paper In the next 60 days, attach at least one seat of Office 365 to an existing Open/FPP customer Dont forget to join the Office 365 Yammer group! www.yammer.com/office365partners

21. Makes transition from Office VL to Office 365 easier Increased Upside Potential

22. = Recurring $1,500 $667 $884 $1,542 U.S. Dollars

23. 1-10Advanced IT Needs11 - 250ConsumerStudent Office 2013 Office 365 SKUs Key Customer Segments Open FPP Though Distribution

24. Office 365 Licensing Revenue Deployment & Migration Services Managed Services and Support Add-on Projects and Solutions