1. Licensing & Training Deck

2. Benefits of being an AEP
Authorized Education Partner Program – Benefits
This deck is an overview of the Microsoft Education strategy, products, offers and licensing to help you gain your certification.
Once authorized, continue engaging with us to build your knowledge, skills and business growth opportunities. Authorization needs to be renewed yearly.
Benefits of being an AEP
Create a profile in Partner Center and receive referrals
Automatically listed in the AEP directory
Access to:
Use of the AEP logo
AEP certificate (printable)
Joint Microsoft / Partner Press Release template
Education Partner Newsletter
Live training webinars
Microsoft Education Partner Network, and Yammer private group
Additional training opportunities available through Distributors
Microsoft Confidential: Microsoft Education Partner use only

3. Authorized Education Partner Program – Fundamentals
To resell Microsoft Education offerings, a partner must be certified by Microsoft as an Authorized Education Partner (AEP); this also applies to Cloud Solution Providers (CSP) who transact Education offers.
Academic Volume Licensing is available to all Qualified Educational Users (QEU), including educational institutions, administrative offices, and boards of education.
It is the responsibility of Authorized Education Partners to verify that the customer is a QEU prior to making an Academic Volume Licensing offer.
For geography-specific definition of QEUs eligibility, visit the Microsoft Volume Licensing site.
Partners should be ready to provide documentation in the event of an audit by Microsoft.
Microsoft Confidential: Microsoft Education Partner use only

4. PRISM FY16
11/26/2019 2:40 AM
Digital Leadership
Empowering the students of today to create the world of tomorrow.
Microsoft Confidential: Microsoft Education Partner use only
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. 86% of Decision Makers consider Digital their #1 priority
PRISM FY16
11/26/2019 2:40 AM
86% of Decision Makers consider Digital their #1 priority
Trends that will transform business, next five years (%)
Technological advances
Demographic shifts
Shift in global economic power
Resource scarcity & climate change
Urbanization
Decision makers believe technology will transform their business more than any other global trend
Technology is playing an increasing role in everything we – and our customers – do, shaping growth, disrupting industry landscapes and providing the catalyst for transformation. In terms of impact, Digital Transformation can be considered the next industrial revolution, providing the catalyst for new business models, products, services and experiences that impact not only businesses but society overall.
Source: PWC CEO Survey
Microsoft Confidential: Microsoft Education Partner use only
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Microsoft Education value proposition
Empowering students today to create the world of tomorrow
Enabling the right environment for better learning outcomes
Enabling the right environment for better learning outcomes
An affordable and accessible learning platform
Experiences that spark creativity
Modern tools for classroom collaboration
An affordable and accessible learning platform
Modern tools for classroom collaboration
Experiences that spark creativity
Microsoft helps schools and communities build student-centered learning environments that are supportive, inclusive and relevant
Microsoft provides a platform simple to set up and manage, affordable and flexible to meet the needs of an individual, a classroom, an entire school or school district
Microsoft tools enable students to develop 21st century skills, preparing today’s students for tomorrow’s jobs
Experiences that unlock students and teachers to explore, experiment
and express ideas in ways that deepen understanding and connection
Microsoft Confidential: Microsoft Education Partner use only

7. DIGITAL TRANSFORMATION
Solution Areas and Desired Outcomes
MODERN WORKPLACE
Modern workplace
DIGITAL TRANSFORMATION
Business applications
APPS & INFRASTRUCTURE
Apps & infrastructure
ENAGAGE
STUDENTS
EMPOWER
EDUCATORS
OPTIMIZE
INSTITUTIONS
TRANSFORM
LEARNING
Engage
Students
Empower
Educators
Optimize
Institutions
Transform
Learning
DATA & AI
Data & AI
Find here the Education Solutions assets
Microsoft Confidential: Microsoft Education Partner use only

8. What’s new in Microsoft Education
Introducing Microsoft 365 Education
Empower educators with a single, affordable and safe solution for better learning outcomes​
Office 365
Windows 10
Enterprise Mobility + Security (EMS)
Includes Minecraft: Education Edition with Code Builder
Cloud-first
Modern licensing for education
Designed for Kindergarten-Higher Ed
Valuable student use benefits
A combination of these products and education devices is the suggested productivity solution for K-12
Microsoft Confidential: Microsoft Education Partner use only
Microsoft 365 Education not available in all regions; check with your Distributor for availability.

9. The Microsoft 365 Education offers
Microsoft 365 Education A3
Microsoft 365 Education A5
Office 365 A1 – No cost
Office 365 A3
Also available in OVS-ES
Office 365 A5
Office Online
Exchange Online
SharePoint Online
Skype for Business Online
Office 365 apps: Sway, Forms, Teams etc.*
Azure Active Directory Basic for Education
Office 365 A3 +
Advanced Threat Protection
Threat Intelligence
Advanced Compliance
MyAnalytics
Power BI Pro
PSTN Conferencing
Cloud PBX
Office 365 A1 +
Office 365 ProPlus
Skype Meeting Broadcast
Advanced Security Management
Windows 10 Education A3
Windows 10 Education A5
Windows 10 Education A3 +
Windows Defender Advanced Threat Protection
Enterprise Mobility + Security E3
Also available in OVS-ES
Enterprise Mobility + Security E5
Also available in OVS-ES
Intune for Education
Azure Active Directory Premium Plan 1
Azure Information Protection Premium Plan 1
Advanced Threat Analytics
EMS E3 +
Azure Active Directory Premium Plan 2
Azure Information Protection Premium Plan 2
Microsoft Cloud App Security
Minecraft: Education Edition
Minecraft: Education Edition
No-cost Microsoft 365 Education for students on qualifying offers with Institution-wide purchases
Microsoft Confidential: Microsoft Education Partner use only

10. Amazing & affordable new devices – K through College
11/26/2019
Amazing & affordable new devices – K through College
Windows 10 devices starting at $184 or $279 with Windows Ink*
2-in-1
Lenovo N23 (Touch)
$249
Acer TravelMate Spin B1
$299
Coming soon with Windows 10 S
Dell Latitude 3189
Diamond Creek
$299*
HP ProBook X EE
Lenovo N24
$279
Toshiba Altair-R
Asus VivoBook TP203
FUJITSU LIFEBOOK P727
Notebooks
Acer TravelMate B117
$229
Dell Latitude 3180
$199*
HP Stream 11 Pro
$189
Lenovo N22
$184*
Toshiba Altair ME+
Asus VivoBook E201 X
Samsung Notebook M
* Pricing is for US market, K-12 customers with Windows 10 Pro Education. Some devices may not be available in all markets. All configurations are 4GB/64GB except for Toshiba Altair-R & ME+ which are 4GB/128GB
Contact your local OEMs
At BETT 2017 we announced amazing, powerful and yet affordable devices starting at $184 for Notebooks and $299 for 2-in-1 with Pen. We now have notebook and 2-in-1 devices from the Top OEMs: HP, Lenovo, Dell and Acer for Back to School.
7 OEMs have committed to bringing devices preloaded with Windows 10 S with some of their best Education designs.
Between Windows 10 Pro Education and Windows 10 S, we now have 17 unique designs that our OEM partners are bringing to market.
Microsoft Confidential: Microsoft Education Partner use only
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.
© 2013 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.

11. Streamlined for security and speed
11/26/2019
Streamlined for security and speed
Introducing Windows 10 S – built to work with Microsoft Education
Tested for security uses only Microsoft-verified apps, for superior security levels
Performance that lasts streamlined to run faster and longer
Familiar Windows features on a range of devices gives schools familiar, robust and productive experiences
Cloud convenience plus the power of apps combines the speed and convenience of the cloud with full-featured apps 
Easy to deploy and manage side-by-side with other versions of Windows
Schools can switch free to Windows 10 Pro Education
Run fully-installed Office applications
Tested for security Windows 10 S uses only Microsoft-verified apps, for superior security levels day in and day out.
Performance that lasts streamlined and simplified to run faster and longer.
Familiar Windows features on a range of modern devices.
Gives schools the familiar, robust and productive experiences they expect.
Cloud convenience plus the power of apps.
Combines the speed and convenience of the cloud with full-featured apps.
Easy to deploy and manage side-by-side with other versions of Windows.
Schools can switch free to Windows 10 Pro Education.
Run fully-installed Office applications on Windows 10 S.
Affordable Windows 10 devices – K through College – starting at $184 or $279 with Windows Ink*
Windows 10 S devices configurable for educational use by applying SetEduPolicies.
All prices are US only and may vary based on geography and time
Microsoft Confidential: Microsoft Education Partner use only
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.
© 2013 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.

12. A simpler way to deploy and manage classroom devices
Microsoft Intune for Education
Designed for education to address common school scenarios and settings, such as shared devices where user gets different settings and apps Fast enrollment and streamlined deployment easily brings Windows 10 devices and apps under management Zero-touch management to change apps and settings applied by default to each enrolled device through the cloud Scales to the environment and is easy for part-time IT staff to use, yet integrates with System Center Configuration Manager (SCCM) Flexible purchase options per-device or per-user Import school, student and teacher info quickly with School Data Sync to automatically create classes and keep student data up-to-date
New Intune for Education is a cloud-based service that delivers easy setup and control of Windows 10 apps and devices in the classroom.
Intune for Education is at the core of a modern platform to deliver breakthrough learning experiences.
Microsoft’s cloud technologies can be deployed alongside or integrate easily with your existing infrastructure.
Let’s start with the one area where we have heard consistent feedback from our customers and partners – how about an easier way to set up and control devices? 
In response, we’ve created Intune for Education – we’re taking a rock-solid product built on top of our commercial Intune offering and making it easier to access
Easy deployment- With the new Windows 10, it is easier than ever to set up a new PC, including very light-touch device configuration using a USB key
Simple enrollment: Bring devices under management simply by AAD joining (Azure Active Directory)
Zero-touch management: Microsoft for Education and approved third-party apps, with appropriate settings applied to each enrolled device by default
Shared devices: Managed devices can be shared. Each user can get different settings/apps if required
Designed for Education: Smart defaults for schools and the ability to target granular policies by device or user groups after syncing SIS data via School Data Sync
Scales to your environment: Part-time IT staff can manage Windows 10 devices through a visual console. IT experts can apply custom policies and support iOS, Mac, and Android devices with a more full-featured console. Very large school districts using System Center Configuration Manager (SCCM) can take full advantage of Windows Intune for Education through an integrated management console
Easy to buy: Purchase per-device ($30/device lifetime) or through Volume Licensing
Microsoft Confidential: Microsoft Education Partner use only

13. Collaboration in and out of class
11/26/2019
Collaboration in and out of class
At no cost Office 365 A1 
Provide collaboration tools to your entire school with free Office 365 for Education Stay connected with the broadest suite of mobile collaboration apps Stay in control of your data with advanced security and compliance tools Students learn using the only software listed as a top employer demand for high-paying jobs Create, share and collaborate with intelligent services that save time
Work from any browser and any device with Office Online and Office Mobile apps
Office 365 Education is the most advanced and complete set of intelligent tolls and services to help teachers and students achieve more.
Office Online performance that matches teacher and student expectations.
Fill top Education feature gaps with authoring (equations editing in Word) and real-time collaboration (Classroom scale co-authoring).
Learning Tools in Office Online to create a more inclusive classroom.
The Office Mobile apps—Word, Excel, PowerPoint and OneNote—are built from the ground up for touch, offer the familiar experience that Office customers expect, and deliver the capabilities people need for on-the-go productivity tablets and small-screen devices. In each of the apps, users get full-fidelity viewing of their Office documents, knowing edits and changes made on any device will render perfectly across all their devices. 
Tightly integrated with OneDrive, the Office Mobile apps are fully cloud-connected, making it easy to access your documents from anywhere, pick up where you last left off, and co-author documents and projects. Files are now automatically saved for you, so you won’t lose changes and letting others see your edits as you work together. And there are new intelligent features, like Tell Me, that make it easier for you to do what you want in fewer steps.
Download Office 365 A1 from the 
Microsoft Online Portal (MOP) at:
Microsoft Confidential: Microsoft Education Partner use only
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.
© 2013 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.

14. Microsoft Teams in Office 365 A1
11/26/2019
Create modern collaborative classrooms
Microsoft Teams in Office 365 A1
Easily manage your class with always up-to-date student rosters from School Data Sync Engage students and personalize learning through persistent conversations, video, and voice Distribute, collect, and grade assignments without ever leaving the Teams app Create and share content as a class with familiar Office apps like OneNote, Word, Excel and PowerPoint Customize your classroom with integrations from education software developers like busuu, Canvas, Flipgrid, and Kahoot!
Office 365 for Education is a complete, intelligent, and highly secure service supporting excellence in teaching and learning. 
It offers a broad and deep toolkit for content creation, collaborative classrooms, and personalized learning. 
Microsoft Teams is a hub for teamwork in Office 365 for Education, and we recently introduced new classroom experience with Teams.  
Classroom experiences make Teams a digital hub for teachers and students by adding features specifically designed for teaching and learning. Teachers can now manage their entire classroom workflow in Teams. They can easily create classes with automatically populated student rosters from their school information system, share files and teaching materials, make announcements, divide the class into project groups, and distribute, collect, and grade assignments.  
To ensure schools can continue to provide safe and productive learning experiences for their students, we’ll also be introducing a new set of moderation controls for education customers later this year. Teachers will be able to delete inappropriate or offensives posts made by students or even mute a student for a select period of time.
These new features add to the controls available in Teams today that allow IT Admins or team owners to manage the types of interactions and content users can share within Teams. Existing controls apply to visual content use such as emojis, gifs, and memes and the ability to create or modify teams and channels.
Microsoft Confidential: Microsoft Education Partner use only
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.
© 2013 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.

15. Save time and eliminate handouts
OneNote Class Notebook
Stay organized in a digital binder for an entire class and organize course content your way Create and deliver interactive lessons to some or all students Collaborate and provide private feedback to individual students in their own personal section Create and grade assignments in your Class Notebook that show up in your Learning Management System (LMS) Quickly and easily generate read-only links for parents or guardians to review student work
OneNote Class Notebooks make class collaboration a snap.
Class Notebooks create spaces automatically for private notes, class-wide notes and communication between teacher and student
Organize course content
Create and deliver interactive lessons
Collaborate and provide feedback
Work with staff and colleagues just as well as with students
OneNote Class Notebooks improve the quality of classroom collaboration and interactivity around the globe, as evidence from Asli Yilmaz in Turkey: “We partnered with Microsoft to introduce a Windows 10-based tablet, plus Microsoft OneNote and OneDrive, to improve teaching and improve learning outcomes. The solution saves students a tremendous amount of time. What I teach in class now makes more sense because students can see visuals and directly engage with the material. When they go home they can access the lessons online, then review images and their notes, which helps them learn even better.” 
Asli Yilmaz Özel Dünya Koleji, Turkey
Microsoft Confidential: Microsoft Education Partner use only

16. A collaborative platform to build 21st century skills
Minecraft: Education Edition
Promote creativity, collaboration, and problem-solving Create and share lessons across STEM, Humanities, and the Arts In-game camera and student portfolio to capture evidence of learning Safe game environment for project-based experiences Empower educators to guide projects with Classroom Mode for Minecraft Promote computational thinking and creative coding with Code Builder for Minecraft Available now​ at
Minecraft: Education Edition – the popular game now tailored for education.
If you don’t know what Minecraft is like, ask a nine-year-old, Minecraft is:
A game about breaking and placing blocks, where players work together to create wonderful, imaginative things
One of the most popular video games in history that transcends all platforms (PC, console, mobile) and appeals to all players regardless of age, demographics, or geography
Can be played alone, with friends in the same room, or with other creators around the globe on community-run servers
Student engagement
Collaboration
Creative exploration
Tangible learning outcomes
Expanded with example:
We've made Minecraft: Education Edition very easy to deliver through the new platform.
It's now popular with lots of people. Those with kids already understand Minecraft as a game, but it's important to understand how it's being used in classrooms for all types of subjects.
One example is from a school in Seattle where they are using Minecraft to teach about conservation and river mechanics. The teacher there got inspired by an ecosystem recovery story and built a 3D model of the Elwha River Valley and used that to help kids understand how knocking down two early 1900-era dams would benefit the ecosystem. From there, kids were encouraged to build their own rivers with all the basic elements of source, flood plains, tributaries, etc. Working in teams of three, they excavated and constructed their rivers.
Microsoft Confidential: Microsoft Education Partner use only

17. Transform the experience of learning computer science
11/26/2019
Transform the experience of learning computer science
Introducing Minecraft Code Builder
An immersive, engaging, and collaborative approach to coding instruction
Deepen the Minecraft experience by connecting to learn-to-code platforms like Tynker, Scratch, and MakeCode 
Try the in-game companion “The Agent,” designed to help users start coding on day one 
Practice computational thinking in an open environment
Progress from basic blocks to JavaScript to learn how to program from beginner to advanced
Minecraft is transforming teaching and learning around the world. On May we announced Code Builder for Minecraft: Education Edition, an immersive, engaging, and collaborative approach to computer science and computational thinking.
Deepen the Minecraft experience by connecting to learn-to-code platforms like Tynker, Scratch, and MakeCode 
Try the in-game companion “The Agent,” designed to help users start coding on day one 
Practice computational thinking in an open environment
Progress from basic blocks to JavaScript to learn how to program from beginner to advanced
Microsoft Confidential: Microsoft Education Partner use only
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.
© 2013 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.

18. Support more inclusive classrooms
Microsoft Learning Tools
Improve comprehension and reading speed with Microsoft Learning Tools features by reducing visual crowding, highlighting and voicing of text, and breaking words into syllables
Encourage independent reading across devices in OneNote, OneNote Online, Word, Word Online, Office Lens and Microsoft Edge
Build confidence for emerging readers in more than 45 languages
Learning Tools has an immersive reader feature that can help improve people’s reading skills, including people with dyslexia, dysgraphia, ADHD, emerging readers or a combination of the broad range of unique student abilities.
The feature is available in the OneNote Desktop app, Word Desktop, OneNote Online, Word Online, Office Lens, and Edge browser for ePub files. The immersive reader feature helps educators create more inclusive classrooms. And, students often have more success when they can de-clutter screen views, animations and background images. It helps promote concentration and aids in comprehension, such as:
A Read Aloud feature reads text out loud with simultaneous highlighting improves decoding, fluency, and comprehension while sustaining focus and attention.
A Text Spacing feature optimizes font spacing in a narrow column view to improve reading fluency for users who suffer from “visual crowding” issues.
A Syllabification feature shows the breaks between syllables to improve word recognition and decoding.
A Parts of Speech feature supports instruction and improves writing quality by identifying verbs, nouns, and adjectives.
To access these new Learning Tools in Word Online or OneNote Online, go to the View menu and click Immersive Reader. In addition, Learning Tools for Word 2016 has Learning Tools built into Read Mode.
The Immersive Reader features help everyone on any device improve their reading skills, including those with dyslexia, dysgraphia, ADHD, emerging readers or a combination of the broad range of unique student abilities.
Learning Tools for Word Online and OneNote Online now available (see more here: online-and-onenote-online-now-available-plus-new-languages/)
Learning Tools are for everywhere you need to read (see more here:
The research about reading identifies three separate reading skills: decoding, fluency, and comprehension. (see more here: US&rs=en-US&ad=US)
We talked about how impactful the Learning Tools are… We thought why can’t you use them everywhere?
Learning Tools are moving beyond the OneNote Desktop app
For anything you make or find on the web, built-in reading and writing tools improve learning outcomes for all students
A reference point that reinforces the importance of merging the technology with the way kids work is Cal Armstrong, who tells us, “Keyboards get in the way of creativity and Windows 10 on a pen-based tablet is an ecosystem that finally takes all the advantages of paper and makes it more effective, collaborative, and efficient. Inking, either on Edge or OneNote, not only makes student thinking visible, it captures, stores and distributes their learning for their, and my, convenience.” Cal Armstrong, Mathematics Teacher, Appleby College, Canada
Microsoft Confidential: Microsoft Education Partner use only

19. Improve test scores and cognition
11/26/2019
Improve test scores and cognition
Windows Ink and Digital Inking
Windows 10 and Office provide a premier inking experience for better learning outcomes tactile pen-to-paper motion has been shown to be a huge part of learning* Pen use over keyboard improves conceptual application, studies indicate that diagramming one's thinking before solving a science problem leads to a 25%-36% higher score Windows Ink workspace helps show what a digital pen can do when you bring it close to the screen or tap a button Pen and touch instantly, edit and then replay - streamline creating and editing by simply picking up your pen to instantly annotate and highlight text Rewind and replay the sequence of mark-ups from others - move back and forth to watch thinking in action. Pre-populate content to reveal at your own pace only what's important
Windows 10 and Office provide a premier inking experience better than pen-to-paper, resulting in better learning outcomes.
Research has shown that a huge part of learning is the tactile pen-to-paper motion. Studies indicate that diagramming before doing key thinking processes leads to a 25-36% higher scores in math and science. (The Design of Future Educational Interface, 2013 S. Oviatt)
Fast action.  Quickly capture notes and turn ideas into action with Windows Ink.  Instantly create easy-to-manage checklists, write down reminders that will show up across your devices, and jot down a flight number to immediately bright up the status of the flight. It’s also quick and easy to bring up space (like sticky notes to drawing pads) for your pen to work – you don’t even need to log in to start inking.   
Pen and touch power.  Create with amazing speed when you combine pen and touch working together. Use natural two-handed coordination when working with drawings, like adjusting the thickness of a line or bringing up a digital ruler so you can trace along the straight edge, just like on paper. 
Awesome with Office.  Inking is extra awesome with Office apps.  You can pen edits and add notes to Word docs as easily as marking up a hard copy.  When you’re working with others, Windows can record the notations from colleagues, allowing you to replay the step-by-step sequence in their thought process, including math calculations, for better understanding and collaboration.
Instant inking - Streamline editing documents by simply picking up your pen and using it to instantly annotate and highlight text.
Ink Editor - Use ink intuitively to edit documents directly in Word. Strike through words to delete them, circle text to select it, and automatically snap highlighter ink to text.
Ink Replay - Rewind and replay the sequence of mark-ups made by others to better understand their thought process.
OneNote Ink Math Assistant - Handwrite an equation, then convert it into text and learn the steps to solve it.
And teachers have reported great things from their experience, like Scott Bricker, Director of Educational Technology who says, "OneNote is a complete game changer for schools where digital ink allows students to use handwritten notes on the device for class lectures, completing worksheets printed to OneNote, or even sketching art work into their portfolio, just to mention a few uses. Our program would not be where it is without the use of OneNote and digital ink on our Windows devices.“ Scott Bricker, Director of Educational Technology at Santa Margarita Catholic High School
Other research:
Pens are making a high-tech comeback -
Microsoft Confidential: Microsoft Education Partner use only
* Touch device with digital pen required for inking
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.
© 2013 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.

20. Selling Microsoft Education
MICROSOFT CONFIDENTIAL for Microsoft Education partners only

21. Guide your customer through purchase and licensing
Sales Guidance Summary for Partners
Guide your customer through purchase and licensing
Lead with org-wide offering
EES (for customers with 1,000 users and above): Sell the Microsoft 365 Education suite offers and on-prem software
For cloud only offers:
CSP: Sell the Microsoft 365 Education suite when available
Customer with on-prem needs:
OVS-ES (for customers below 1,000 users): Sell the Office 365 suite offers and on-prem software
SELL CORE OFFERING
UPSELL & GROW
Upsell your solutions, paid services and devices
Sell your solutions, packaged services, cloud migration
Paid Office 365 add-ons
Untapped opportunity in Enterprise Online Services
Microsoft Azure, servers
Include Windows 10 S devices
If needed partner to provide holistic solutions
INCLUDE STUDENTS
Deploy Student use benefit at no cost
Help customers deploy student use benefit for qualifying products
Attach Exchange Online integration and other services to your sales offering
Monitor usage and provide guidance/support to fully leverage power of available services
Microsoft Confidential: Microsoft Education Partner use only

22. Microsoft 365 Education Offerings update: Availability
Modern workplace licensing
EES*
OVS-ES
CSP
Web Direct**
Microsoft 365 Education A3 
Coming early 2018
Microsoft 365 Education A5
Office 365 A1 
Office 365 A3
Office 365 A5
Windows 10 Education A3 per User 
Windows 10 Education A5 per User
We’re going to consider four channels – the three programs we mentioned at the beginning of the session and “Web Direct” – this is the way that customers can buy products direct from Microsoft either through the retail website or the Store for Business
The two new suites are available through EES and CSP from October 1, 2017
Now the individual offerings: here’s the availability for the Office 365 plans where you can see that it’s only OVS-ES at launch that won’t have Office 365 A5
The Windows user-licensed offerings are available through EES and CSP
EMS A3 and A5 are (click) available through all channels
And Minecraft: Education Edition is not available through OVS-ES
Just a final note on the asterisks next to the headings at the top of the slide. EES has the most complete set of use rights available so even though here it looks like exactly the same offerings are available through EES and CSP, there are rights to, for example, install earlier versions of products if required, if licenses are acquired through EES – we’ll look more at this in the EES section of this deck
And for Web Direct, just to be clear about this, it’s Minecraft: Education Edition that’s available through Store for Business and the other products are available through the Microsoft Online Subscription Agreement or MOSA
EMS E3 
EMS E5
Minecraft: Education Edition 
* Expanded use rights are available in EES such as rights to install an earlier version of a product if required.
** Minecraft: Education Edition available through Store for Business, other offerings through MOSA. Your customers can receive a one-year subscription to Minecraft: Education Edition when they purchase a new Windows 10 device for their school*

23. Education Licensing Guidance
Per-User Online Services Guidance
New Customers
Existing Customers
Committed customers*
Lead with EES
Existing EES
Renew into EES
Over 1,000 USLs
All other customers
Lead with CSP
Existing MPSA**
Renew into CSP
Committed customers*
Lead with OVS-ES
Existing OVS-ES
Renew into OVS-ES
Under 1,000 USLs
All other customers
Lead with CSP
Existing Open
Renew into CSP
* Prepared to license all users across an organization ** Microsoft Products and Services Agreement
Microsoft Confidential: Microsoft Education Partner use only

24. Education Licensing Guidance – continued
Hybrid Guidance: Software + OLS**
New Customers
Existing Customers
Committed customers*
Lead with EES
Existing EES
Renew into EES
Over 1,000 Users
Existing MPSA
Renew OLS into CSP
All other customers
Lead with CSP for OLS
Lead with Select Plus or MPSA for software
Existing Select Plus or MPSA
Renew software into existing agreement
Committed customers*
Lead with OVS-ES
Existing OVS-ES
Renew into OVS-ES
Under 1,000 Users
Existing MPSA or Open
Renew OLS into CSP
All other customers
Lead with CSP for OLS
Lead with Open for software
Existing MPSA. Open or Select Plus
Renew software into existing agreement
* Prepared to license all users across an organization ** Online Service
Microsoft Confidential: Microsoft Education Partner use only

25. Open Value Subscription for Education Solutions
11/26/2019
Open Value Subscription for Education Solutions
For small and midsize organizations
OVS-ES overview:
With OVS-ES customers can:
Customize their platform and standardize their IT infrastructure
Recommended for fewer than users or devices
License
Organization-wide with simplified license management and academic discount
Count licenses annually and reduce their payment if the licensing count declines
Subscribe with no ownership rights
License
Student use benefits included to maximize customer investment
Get the lowest up-front cost of all Open agreements
© 2012 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.

26. Formula for counting FTE faculty and staff – for OVS-ES
OVS-ES offers licensing products based on the number of FTE faculty and staff in the organization.
Full-time faculty
Part-time faculty  3
Full-time staff
Part-time staff  2
Total FTE employees
For example, an organization has 2,000 full-time faculty, 3,000 part-time faculty, 1,000 full-time staff, and 1,000 part-time staff. The FTE employee count is calculated as follows:
2,000 + (3,000  3) + 1,000 + (1,000  2) = 4,500 FTE employees
In EMEA, FTE Employees = faculty and staff who work more than 200 hours per year.
Important Note: 
CSP and EES licensing are per-user based
CSP license terms are yearly, with monthly and yearly invoicing options available to partners
Microsoft Confidential: Partner use only

27. Alternatives to Selling OVS-ES For small and medium sized customers
Academic Open Licensing
(Perpetual)
School Agreement *
(Subscription)
Two-year licensing agreement
Minimum initial order of five licenses
No minimum requirement for additional orders
Pay-as-you-go approach
Option to include Software Assurance
No paperwork to sign; terms and conditions accepted the first time the customer activates licenses online
Sold through distributors and AEPs
Only available in designated markets
1-year or 3-year renewable licensing agreement
Minimum initial order of 300 units (varies by region)
Pricing based on number of desktop PCs
Additional orders charged a pro-rated price
Upgrade and downgrade rights
Software Assurance included
Sold through LSPs
* Only available in certain countries
Where possible, convert Open customers to OVS-ES with the
 Up-To-Date discount and add student use benefit
Microsoft Confidential: Microsoft Education Partner use only

28. The student use benefit
Customers licensing all faculty and staff for qualifying products are eligible for corresponding student use benefit licenses
The list of qualifying products is significantly increased from October 1, 2017
A qualifying product license enables an institution to order either 15 or 40 student use benefit licenses, dependent on the qualifying product
Relevant $0 SKUs are ordered to obtain student use benefit licenses which are then assigned to students to enable the services
Student use benefit licenses are available to customers who purchase qualifying products through EES, OVS-ES and CSP*
*Qualifying products differ by program. Full range of products to come to CSP in early 2018

29. Student use benefit—Details
New! Microsoft student use benefits
Office
Office 365 ProPlus1
Advanced Security Management
Advanced Threat Protection
Windows
Windows 10 Education2
EMS
Intune for Education
AADP Plan 1
Advanced Threat Analytics
AADP Plan 2
Minecraft: Education Edition2
Customer may acquire student use benefit by purchasing the Qualifying product via a suite/bundle or as Standalone
Student use benefits (SUB) are available in EES, OVS-ES, and CSP3 — CSP only for Intune currently
If customer purchases a suite/bundle containing a Qualifying product, they receive SUB only for the individual product, not for the entire suite/bundle
If a Qualifying product is purchased via a suite/bundle the supported faculty:student ratio is up to 1:40; if the Qualifying product is purchased Standalone the supported faculty:student ratio is up to 1:15
Available as $0 SKUs on pricelists  
For student use benefits (SUB), there are a number of changes in October Two key things: First, there is a new list of qualifying SUB products. Its considerably longer than we’ve had in the past, as there are more products on it. Office Pro Plus has always been on the list, but we’re also including Office Advance Security Management and Advanced Threat Protection, as well as Windows and Minecraft: Education Edition. Some covered products have bene around and some are new to the list. These will be available as $0 SKUs on pricelist, which is new and part of the effort to simplify the new offering.
Since these products are available via a suite, we want to be clear that if a customer gets just the Office A3, they would receive SUB for Office A3 but not for the full suite. In other words, individual products get individual that product benefit.
If a product is purchased via suite, the faculty to student ratio is 1:40. If the qualifying product is standalone, the faculty student ratio is 1:15.
Office 365 ProPlus benefit may be for a limited set of applications (W/X/P/On only)
Minecraft: Education Edition not available through OVS-ES. Minecraft through EES will continue to require uplift in Faculty price on standalone SUB acquisition ($5 per Faculty user standard, $13.20 per Faculty user to enable SUB)
SUB is not yet available in CSP, except for Intune for Education. M:EE SUB is not available as a standalone in CSP, but is included in the Microsoft 365 Education bundle SUB
Microsoft Confidential: Microsoft Education Partner use only

30. Identifying opportunities for growth
11/26/2019
Identifying opportunities for growth
Microsoft Education 1 2 3 4
Target and refine strategy Learn about current platform and needs and priorities
Pitch the value Describe the value of the solution and how it works
Prove value Share potential outcomes and results
Close Guide your customer through purchase
Telesales guide
Customer letter
Customer deck
Customer fact sheet
FAQs
Battlecard
CSP Partner site
Microsoft VL
Authorized Education Partner site
After identifying your opportunities, learn more about your customer needs and develop your strategy, pitch the value, prove the value and compete effectively, and then guide your customer through purchase. These resources will help you at every stage of your sales cycle.
Download the Partner Readiness Kit containing everything you need to sell Microsoft Education: aka.ms/thepartnerkit
Microsoft 365 Education and more resources available and updated on MEPN
Microsoft Confidential: Microsoft Education Partner use only
© 2013 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.

31. Maximize profitability with Microsoft 365 Education
Partner Average gross margins
(aka.ms/cloudprofit)
CSP margins & incentives
Direct CSP partner margins
Azure = 15%
Office 365 (paid SKUs), Intune for Education = 20%
Dynamics 365 = 25%
Incentives requirements & details
Active MPN ID and signed agreement
Managed partner list
Onboard to Incentive Payment Tool
8% for direct partners & indirect resellers (FY17 rate)
Local incentives may be available
Windows 10 has great customer momentum.  96% of our enterprise customers are actively looking at Windows 10 deployments!  On top of that, Windows 10 is the very foundation for your services business. In talking to many top partners from around the globe, it was proven that the strength of their services business depends on Windows, and Windows 10 in particular. With Windows, our partners make more money. While partners can manage other operating systems, those “mixed OS” environments cost more money to manage, and there is inherently less cross-sell and up-sell opportunity for partners.​ ​
So how do customers enter this “Windows 10 Revenue Ramp”? Two main ways:
There has been amazing press coverage for Windows 10 and customers love it. 350 million active devices are running Windows 10 and that number is still climbing quickly each day!
The other main customer entry-point for the Windows 10 deployment is around Device Refresh. You can now offer affordable Windows 10 devices to your education customers. ​
Windows 10 Deployments and Devices may be the start of the conversation with your customers but it’s really just the start. With Windows trusted boot, Device Guard, BitLocker, Credential Guard, Windows Information Protection, and Windows Defender Advanced Threat Protection, you can sell Windows Security Services as a high-value (and high margin) service for your customers that will ensure they, their data, and their customers’ data remains secure. ​
And don’t forget – with ongoing releases of Windows 10 features and product updates, there needs to be ongoing testing with a company’s applications and internal systems to ensure there are no compatibility issues. This is another ongoing, high-margin service that you can provide to your customers.​
And for those of you that have a strong Outsourced IT business, that business just gets more profitable for you as customers move to Windows 10 because management becomes more efficient with Azure AD integration and fewer support issues related to the user interface or application/driver compatibility issues. So your costs go down with Windows 10 while your revenues don’t need to. Of course, if you are locked into contracts where your revenues must go down on a periodic basis, then Windows 10 deployment presents a “reset” point for you while also granting cost efficiencies. In almost any scenario, you win when Windows 10 gets deployed!​
Of course, our other Microsoft Cloud products: Office 365, Enterprise Mobility + Security, and Azure AD, all work BEST on a Windows 10 operating system. Windows 10 enables touch features and APIs that allow for the best, fullest functionality of our Microsoft products. When we design our products, we design for our other products first to ensure best compatibility. This shows when customers are aligned across a Microsoft product stack. Thus, when you have sold or deployed Windows 10 to your customers, you have a clear opportunity to sell and manage these other Microsoft products and earn additional, recurring revenues at a high margin.​
Perhaps most importantly, let’s not forget about your own “Special Sauce” that you bring to the table for your customers. Whether it’s an industry-focused application that you have designed or a software “layer” that you have developed to better serve your customers across their various devices and software, many of you bring that extra ingredient to the customer which helps to ensure customer loyalty while returning high margins for you. This is something we strongly encourage you to continue to provide.

32. Education Licensing Fundamentals
It is the responsibility of AEPs to validate that education customers meet the Qualified Educational User criteria before transacting Microsoft education offers.
Detailed usage information for each Microsoft product can be found in the Product Terms.
Microsoft Confidential: Microsoft Education Partner use only