3. Introduction

4. ApplicationsClients and ServersServices Full Office streamed to your PC on demand Roaming documents, applications and settings Delivered as a subscription to businesses

5. Business Value

6. Devices 1 billion smartphones, 4 years ahead of predictions Cloud 50 % of enterprise customers are “on the road” to cloud People For the first time in modern history, workplace demographics now span 3 generations

7. OnlineOn Premises Hybrid Cloud on your terms Messaging Voice & Video Content Management Enterprise Social Reporting & Analytics Best experience across devices Integrated best-of-breed solutions

8. $3bn+ investment in cloud infrastructure Dark Fiber between hubs with multiple international edge points ISO27001, EU Model Clauses, HIPPA, FISMA, IL2 DC, physical, softwareBenchmark setting Power Usage Effectiveness (PUE)

9. If we have a problem, we need somebody who is going to be responsive. Teams need to be able to collaborate on the same documents. We have to make sure everything works on everyone’s mobile devices. We still need to get our work done when we are travelling. Our mobile workers need access to more than just email, and without using a VPN. Managing complex infrastructure takes our IT staff away from the important projects. We are cost conscious nowadays more than ever. In some cases, we want more control over what tools some of our employees have. Anywhere Access Best Value Work Together Easy IT

10. Products & Licensing 101

11. Online meeting with desktop sharing IM & Presence across firewalls GAL search with contact card Windows Live federation Access documents offline Document-level permissions My Sites to manage and share documents Share documents securely with Extranet Sites Free/busy coexistence Integrated personal archiving Retention policies and legal hold 25Gb mailbox with voicemail & unified messaging Always the latest version of Office and Office Web Apps Complete Office experience with services integration Familiar Office user experience Per-user licensing

14. FPP Open Syndication Advisor/MOCP EA FPP Open Syndication Advisor/MOSA EA

19. IT ProfileNo IT (1-10 users)IT Generalist (10-250 users)IT Specialist/IT Partner (250+) IT ConsoleStreamlinedFullAdvanced SupportBasic Phone SupportBusiness Hours Phone Support24x7 support, priority response Office DeploymentClick to Run Push, Click to Run Office Web Apps and Collaboration 1 site collection20 sites3000 sites Active Directory●● Virtual Meetings●● Archiving, Legal Hold, Data Loss Prevention ● Excel/Access/Viso Services ● Voicemail, Rights Management ● Price$12$15$20 IT ProfileNo IT (1-10 users)IT Generalist (10-250 users)IT Specialist/IT Partner (250+) IT ConsoleStreamlinedFullAdvanced SupportBasic Phone SupportBusiness Hours Phone Support24x7 support, priority response Office DeploymentClick to Run Push, Click to Run Office Web Apps and Collaboration 1 site collection20 sites3000 sites Active Directory●● Virtual Meetings●● Archiving, Legal Hold, Data Loss Prevention ● Excel/Access/Visio Services ● Voicemail, Rights Management ● Price£10.10£9.80£15

20. Exchange Online Kiosk1 GB email, calendar Exchange Online (Plan 1)25 GB Email, calendar, personal archive, eDiscovery, AV/AS Exchange Online (Plan 2)Unlimited storage, voicemail, advanced archiving, Data Loss Prevention, encryption,, site mailboxes Exchange Online ProtectionProtection from spam, viruses, phishing and policy violations Exchange Online ArchivingLegal hold and compliance SharePoint Online (Plan 1)Collaboration with sites, drag and drop, site mailboxes SharePoint Online (Plan 2)Forms, Data visualization, Access/Excel/Visio Services, eDiscovery, Compliance, PowerView SharePoint Online StorageAdditional 1GB of storage Lync Online (Plan 1)Instant messaging & presence, AV Lync Online (Plan 2)Virtual Meetings Lync Online (Plan 3)Enterprise Voice Office Web Apps with SharePoint Online (Plan 1) Web Apps, collaboration with sites, fast search, drag and drop, site mailboxes Office Web Apps with SharePoint Online (Plan 2) Web Apps, Forms, Data visualization, Access/Excel/Visio Services, eDiscovery, Compliance, PowerView Office 365 ProPlusOffice subscription, PC/Mac, roaming, mobile rights Existing SKU/Feature New SKUs/Features

21. Visio Pro for Office 365 Subscription version of the advanced diagramming software, including roaming access and click to run Project Pro for Office 365Subscription version of Project Professional client software with roaming access and click to run Project Online Online-only version of project server, delivering enterprise Project, Program and Portfolio Management Project Online with Project Pro for Office 365Subscription version of Project Professional client with online capabilities of Project Online App Hosting for Office 365 Additional app hosting resources for solutions provisioned in Microsoft’s hosting environment, sold per app per month

23. Streaming installation allows Office apps to run almost instantly & features load based on usage Use Office 365 both online and offline Works with existing Office add-ins, customizations, macros and legacy Office file formats Unobtrusive background updates with IT control Support for update testing & push deployment Office apps are streamed from Office 365 or on premises tools Office side-by-side means that you will not need to uninstall previous versions of Office in order to use the new Office

24. Recently used document list roams with you Office knows your settings and preferences when logged-in Your documents available and in sync across all your devices, on-line or offline Resumes where you left off in docs and presentations Get back to where you left Save to cloud with SkyDrive Pro Sign-in to Office

25. The Bing Maps app in Excel, maps the addresses highlighted The Bing Maps app detects and address in the email and maps the location Work across Office apps and Office Web Apps

26. Your Partner Opportunity

27. Sales Sell New Enterprise Agreements in Corporate accounts to earn channel incentives (joint sell fees) Secure EA Renewals in Major and Corporate accounts to earn channel incentives Earn Advisor Fees for Office 365 MOSA Sales Invoice customers direct with Open Solutions Deliver value-added services Assessments & Proof-of-Concepts (PoCs) Deployment & Migration Management & Support Deploy Office 365 to earn EA Online advisor fees Sell Lync Solutions to earn solutions incentives

29. Partner Customer

30. Topline revenue Upfront margin FPP Open Open Value OV Subscription Channel / price list Physical via FPP, POSA & ESD Digital via VLSC DistributionSKU Midsize Business Small Business Premium Why sell this way? Topline revenue Upfront margin Integrate with your own services Single invoice to the customer

31. = Included in product

32. Plan, Deploy, and Manage Office 365 Average 1st year revenue range Based on 5,000 seat customer, total revenue and per seat calculations IT training Support Organizational changes Updates New services Customization LOB integration End user education Acquisitions New hires Business requirements change Manage £82K – £248K (£16 – £49 per seat) *Source: Forrester Consulting, “The Partner Opportunity For Office 365 Hybrid Deployments,” July 2012

34. Running an old email server Worried about security and cost Budget is affecting upgrade decisions Reliability and availability issues Overtaxed IT staff is de-prioritizing strategic work Fast-growing with multiple offices Limited IT staff Want to deliver latest capabilities easily and quickly Lack of modern collaboration tools Limited IT budget Needs Using web-based email Self-service IT, prefer simpler solutions Concerned about data protection Issues with unplanned downtime Users frustrated with unfamiliar and multiple disconnected tools Using older versions of Office Traditional view of IT, only upgrade when needed Budget is affecting upgrade decisions Limited support for mobile workers Users frustrated with limited capabilities

35. Join the Cloud Essentials / Cloud Accelerate programs Visit www.microsoftcloudpartner.com Connect with your PAM or MPN/Office365.com to learn more

36. Access targeted cloud technical and sales training courses, including Ignite for Office 365, learning paths and Practice Accelerator to help you build your cloud expertise and deployment capabilitiessales training Ignite for Office 365learning paths Practice Accelerator Access to online technical support communities 25 seats of Office 365, Windows Intune, and CRM Online Access to online technical support communities and 5 advisory hours MarketingMarketing kits, priority listings in the Microsoft Pinpoint online marketplace and Microsoft Office 365 marketplace Cloud Accelerate badge & press release, marketing kits, priority listings in the Microsoft Pinpoint online marketplace, and Microsoft Office 365 marketplace Channel Incentives Internal Use Rights 250 seats of Office 365 and CRM Online, 100 seats of Windows Intune Delegated administration and partner dashboard to manage customer trials and customer accounts Core advisor incentives available for qualified partners Earn advisor accelerator incentive for both MOSA and Enterprise agreements Training Marketing Support Tools Cloud Deployment Partner designation & press release. Partner Technology Consultant onboarding a and pre-deployment support plus break fix support Cloud deployment planning tools Earn advisor accelerator incentive for EA plus opportunity to participate in deployment component of EA Customer Special Offer (effective: Oct 1, 2012 – March 31, 2013) RG1 5HL