1. What are the licensing & pricing options? Microsoft

2. Office 365 Overview What’s my opportunity as a partner? How do I pitch to my customers? How do I show customer value using demo? What are the licensing & pricing options? How do I transition to high value services? How do I get support and help my customers? How do I handle major objections to Office 365? Drumbeat: Office 365 Sales Readiness for Enterprise Partners

3. LowerCore Upper 50-1000 employees Corporate 1000-5000 employees Major >5000 employees

4. IT profile IT generalist (1+ users)IT generalist (1-250 users)IT specialist/IT partner (250+) ●●● ●●● ●● ● ● ● ●● ●●

5. Customer can also buy standalones Exchange Online SharePoint Online Lync Online Office 365 ProPlus Mix and match Customer can mix and match plans and standalone products (within rules)

6. Add-on (EA-only)Full USL

7. Sell Manage Deploy Manage Earn sell and manage incentives through MOSA deals Earn deploy and manage incentives through EA deals

8. ● ● ● ● ● ● ● Advisor Open MPSA EA

9. Licensing offers OneDrive for Business FY15 Adoption Offer

10. Who / When Customers who buy 150+ seats of Office 365 Office 365 Enterprise plans (E1, E3, E4) Exchange Online Plan 1 and Exchange Online Plan 2 Office 365 Pro Plus, SharePoint Online standalone plans, Lync Online standalone plans, OneDrive Standalone plans. Office 365 Government plans (G1, G3, G4) Paid Office 365 Education plans (A3, A4) September 1, 2014 – March 31, 2015 What Partner-Led Adoption Activities Option Customers earn funds on a per seat basis to pay for qualified adoption activities by Cloud Productivity Competency Partners or Cloud Deployment Partners (by exception) $15 per seat for 150-1000 seats, then $5 per seat above 1000 seats $60K limit for customer Or Email Migration Option Office 365 Onboarding Center will complete email migration for all offer-eligible customer mailboxes

11. Launch Promotion Duration: 6 months (April – Sep 2014) Pricing: $2.50/user/month for all customers $1.50/user/month for Office SA customers Office 365 ProPlus customers get 1TB of OneDrive for Business storage as part of their subscription Programs: OV/OVS, EA/EAS, MPSA OneDrive for Business New standalone offer and promo available April 1st, 2014 Standalone Offer Name: OneDrive for Business with Office Online Pricing: $5/user/month Availability: Commercial/Government Programs: Direct, Syndication, Open/OV/OVS, EA/EAS, MPSA

12. Drumbeat: Office 365 Sales Readiness for Partners 3. Become a Cloud Partner www.microsoftcloudpartner.com 2. Get your Office 365 demo tenant set up www.microsoftofficedemos.com 1. Join the Office 365 Partner Yammer group yammer.com/office365partners