$10B Get2Modern Opportunity

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G2M Video – Embed or Play Here

Key Elements of Get2Modern for Partners Get Excited About the Opportunity Making $ with G2M Campaign Investments to Support Execution

Market Opportunity

Why Should Customers Care About EOS?

Partners need to inform customers about the risks associated with not updating their software No New Updates Includes security and non-security hot fixes Exposure of Company to Potential Threats Running non-supported software putting your business and customer information at risk and limiting your ability to get the most out of your IT investment No Support Elimination of free or paid assisted support option or online technical content updates

The Value of a Modern Platform

Tablets and PCs for every business need Everything in one place, on all your devices Be more productive from anywhere Stay secure and always up-to-date Reduce complexity, increase flexibility

What is Get2Modern?

Windows 8 and Windows 8.1

Office 365 and Office 2013 Great new Touch Devices OEM Hardware Offers Volume Licensing and FPP Offers Partner-Led Servicing offers Engage to understand the migration needs of each unique SMB Sell Devices, Office Attach, VL Upgrades, SA Add-Ons and Migration Services Drive Bundled Offers in partnership with Distribution Partners

Making $$ with G2M

Get2Modern Sales Motion

1 2 3 Windows 8 Enterprise Windows 8 Enterprise Other Windows SA Benefits

Rationale for Participating in Get2Modern

Getting SMB customers 2 Modern is a $ billion opportunity for Microsoft partners OEM Distributor Reseller Integrator New PCs & tablets Accessories, peripherals, comm devices Office attach to every new device* Windows 8 upgrades Office VL/FPP for upgrade in-place New VL/FPP channel motion for Office 365 Migration Assessment and Support Set-up and Deployment Managed Services

Midsize Business G2M Cloud Deal Example

Customer: 50 PC company, 14 New Pro Devices, 6 In-Place Upgrades, 20 total Office 365 attach Price/Unit* Price/Unit* Price/Unit* 14 new Pro devices (notebooks/tablets) Office 365 Midsize Business (Open L, first year) $700 $180 14 14 $9800 $2520 Windows 8 Enterprise (OV, first year) Office 365 Midsize Business (Open L, Years 1-3) Migration Assessment and Support Set-up and Deployment Managed Services

Total Example Deal Size

$118 $180 * $100 * 6 6 14 $708 $3240 * $1400 *

$17.7K

Small Business G2M Cloud Deal Example

Customer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach Price/Unit* Price/Unit* Price/Unit* 2 new Pro devices (notebooks/tablets) Office 365 Small Business Premium (FPP, first year) $700 $150 4 4 $2100 $600 Windows 8 Enterprise (FPP, first year) Office 365 Small Business Premium (FPP, Years 1-3) $175 $150 Migration Assessment and Support Set-up and Deployment Managed Services

Total Example Deal Size

* $100 * 4 3 3 $525 $1350 * $400 *

$4975

Cross-sell & Upsell Opportunities

New PC Peripherals or Hardware

E.g., File/Print Server, Printers

Communications Hardware & Accessories

E.g., Lync Headsets, VoIP phones

Device Management

E.g., Microsoft Intune

CRM or LOB Software

E.g., Microsoft Dynamics CRM

Advanced Features & Functionality

E.g., Full Archiving Solution

Attaching Software Assurance (SA)

E.g., Adding SA to on-premise Office VL sales

Pre-deployment

E.g., Assessment and Planning

Deployment

E.g., Migration, New User set-up, Training

Managed Services

E.g., Help-desk, Updates, Training

Solution Support

E.g., Customization, LOB Integration

Advisory Services

E.g., Long-term Planning, IT Infrastructure Design

Unlicensed Software

An opportunity to “Get Genuine”

Anywhere from

15-97

% of Microsoft Windows software use is unlicensed in emerging markets # of unlicensed PC’s has

DOUBLED

in the last 5 years

• • The Partners role Determine which PCs have a qualified underlying OS For those PCs that are non-qualified: • Quote and sell a Get Genuine Windows Agreement Pro SKU for every unqualified PC. Government customers will have the option to use the special Get Genuine Windows Agreement SKU for Governments from July 1 st , 2013 through June 30, 2014. • A separate license for Office will need to be quoted.

Government G2M Drive

Government BOM materials will support a focused effort between SMB, AP, PS and partners to target and reach government entities who are prone to be on older version of Windows and Office. • • • • Why Governments?

Governments build the foundation for Intellectual

Property Rights awareness and enforcement. They drive adoption of practices in private sector. And, private sector companies are participating in programs and initiatives driven by the public sector.

A high percentage of Governments are relying on Windows XP and Office 2003 to run their offices.

Many have failed to maintain rigor in the qualified

versions of the software they use.

Governments are, in particular, at threat with loss of security controls and cyber security threats.

Investing in Your Success

How are We Investing in Your Success?

Overview of Get2Modern Promos

Customer Motion Microsoft Offer* Window SA Only + Office 365 M 20% off joint purchase 20% off Small Business Premium when Office 365 SBP Attach (details TBD) Key Partner Strategy Create H/W bundles with the VL offer Make SA upsell a default addition to H/W sale – link H/W and software selling motions Window Upgrade/SA + Office 365 M 20% off joint purchase Actively target upgrade-eligible customers Pitch standardization (most customers will need devices + upgrades) Window GGWA-SMO + Office 365 M 20% off Office 365 when purchased with GGWA Leverage AP engines to target mis-licensed customers with Office 365 discount PLUS upsell to more Windows or Office, cross-sell with Windows Server and additional services & hardware!

*Offer availability will vary by geography. Windows SA only and Upgrade/SA offers require underlying qualified OS, SA Only SKUs may only be purchased within 90 days of purchase of Windows 8 Pro device. All bundled offers require 1:1 ratio of Windows and Office. Contact your PAM for additional details about each offer.

Resources

Partner Playbook Partner Pitch Deck Webinar-in-a-box Event-in-a-box Infographic Web Syndication Email Signatures Tele Sales Guide (includes PS assets) Customer Pitch Deck Customer Flyers (includes PS assets) Customer Emails (includes PS assets) Online Ad Banners Videos Get all assets available at http://aka.ms/Get2Modern

Reseller Partner – GO DOs

http://aka.ms/Get2Modern

What We Learned Together!

This multi Billion $ opportunity is REAL and its NOW!

Aspects of Get2modern sales motion, resources and execution Partner success stories with Get2Modern How to make $$ with Get2Modern How to land G2M in Fy14

© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

A Global Opportunity

Why is the Time Right to Move Customers Now?

Customers will not want to wait to make this transition off Windows XP / Office 2003 Strong mix of promotions are currently available Partners can still get help from Microsoft if needed Issue will be top of mind for customers

Midsize Business G2M On-premise Deal Example

Customer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach Price/Unit* Price/Unit* Price/Unit* 14 new Pro devices (notebooks/desktops) Office Standard 2013 (Open L) $700 $373 14 14 $9800 $5222 6 $2856 Windows 8 Pro Upgrade + Office Standard 2013 (Open L at promo price) $476 Migration Assessment and Support Set-up and Deployment Managed Services

Total Example Deal Size

* $100 * 14 * $1400 *

$19.3K

Small Business G2M On-premise Deal Example

Customer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach Price/Unit* Price/Unit* Price/Unit* 2 new Pro devices (notebooks/desktops) Office Home and Business 2013 $700 $219 4 4 $2100 $876 Windows 8 Enterprise (FPP, first year) Office Home and Business 2013 $175 $219 Migration Assessment and Support Set-up and Deployment Managed Services

Total Example Deal Size

* $100 * 4 3 3 $525 $657 * $400 *

$4558

G2M and the Unlicensed Software Opportunity

The opportunity for customers to “Get Genuine” is large G2M represents a window to correct unlicensed software use. Resellers and Managed Partners will be on point to determine if all PCs have a qualified underlying OS (see appendix for details) Partner should leverage “get Genuine” SKUs so customers can leverage G2M promos A separate licenses for both Windows & Office will need to be quoted

Opportunity to “Get Genuine” in Public Sector

Government G2M Drive Government BOM materials will support a focused effort between SMB, AP, PS and partners to target and reach government entities who are prone to be on older version of Windows and Office. • • • • Why Governments? Governments are under pressure to modernize and do things differently – more with less.

Governments build the foundation for IP property rights awareness and

enforcement. They drive adoption of practices in private sector. And, private sector companies are participating in programs and initiatives driven by the public sector.

Many have failed to maintain rigor in the qualified versions of the software they use.

Governments are, in particular, at threat with loss of security controls and cyber security threats.