Attaching Windows 10 Enterprise E3 to O365 and EMS SMB Sales Guide HOW TO USE THIS GUIDE Use this guide to engage select small and medium-sized customers with Office 365 (O365) and/or Enterprise Mobility Suite (EMS) in a conversation about how they can add the ability to get enterprise-grade security and help managing devices through Windows 10 Enterprise E3. Before beginning the conversation, familiarize yourself with the customer and determine if they might be a good candidate for Windows 10 Enterprise E3. (see “Customers to Target” below). Feel free to customize the discussion based on the situation, but the general flow is outlined here: 2 1 3 4 5 Target the right SMB customers (see below) Pitch the value of Enterprise E3 and why it works great with O365 and/or EMS Standardize on Windows 10 Pro by selling new devices or upgrading existing ones Attach other projects and recurring management services Strengthen your trusted advisor status by controlling the full IT stack Customers to target Windows 10 Enterprise E3 is ideal for organizations with more than 50 employees and/or the need for enterprise-grade security and control, such as companies who: Access, process or store highly sensitive data Operate in regulated industries Develop in-house software Healthcare providers and services Financial services Legal services Any service that collects PII, SSNs, credit card data, etc. Biotech, medicine and healthcare (FDA, HIPPA etc.) Insurance brokers or providers. Investment services (SEC, SOX etc.) Food processing and manufacturing (FDA etc.) Toys and device manufacturing (CPSIA, FCC etc.) Software consulting and application development Software-as-a-Service (SaaS) providers Online e-retailers Any company that is publicly traded or aspires to issue an IPO Enterprise E3 is also a good fit for any business that would benefit from additional (or full) IT support from a partner. references Partner Value of Windows 10 Enterprise E3 in CSP Presentation Windows 10 Enterprise E3 in CSP Customer Sales Presentation Enterprise E3 Cross-Sell Telesales Script (To Office 365 Customers) Enterprise E3 Cross-Sell Telesales Script (To EMS Customers) Windows 10 Enterprise E3 – SMB Sales Guide For Microsoft and Partner Use Only

Attaching Windows 10 Enterprise E3 to Office 365 and EMS SMB Sales Guide Why Enterprise E3 for SMBs? Get enterprise-grade security and control for your small business – without the enterprise-grade price. The most secure edition of Windows Secure your data, devices, user identities, and your business with the same protection used by some of the world’s largest organizations. Managed by your trusted partner Your IT managed by experts so you can focus on managing your business. With a small business price of $7 Per-user, per-month pricing and a pay-as-you go subscription model give you the flexibility to scale as your business needs change. Enteprise E3: The Most secure edition of windows Credential Guard Get additional protection for users authenticated on your network against malware running in the operating system. This helps prevent Pass the Hash attacks – one of the key tactics used in security breaches. Device Guard Get extra protection to keep your devices safe from malware, untrusted apps, and executables. AppLocker management Help prevent the execution of unwanted and unknown applications within your network by locking down which apps and sites you want – and don’t want – to run on devices. App-V Simplify application management. Because applications are not installed directly on end user devices, there are no conflicts or compatibility issues to worry about and your apps stay current and protected with the latest security updates and functionality. Managed User Experience Optimize security by customizing and locking down the user experience on specific devices – such as kiosks – so they can only perform certain functions. Why Enterprise E3 is Better with EMS Even more security Enterprise E3 enhances the advanced security features in EMS with additional protection from malware using features like Credential Guard and Device Guard. Dozens of devices, one dashboard Be ready for whatever devices employees bring to work and manage their mobile devices – whether iOS, Android, or Windows – from a single dashboard. EMS also enables customization and deployment of many of the features in Enterprise E3 on a large scale across your business. One and done login Employees can use the same password for Enterprise E3 that they use for EMS, improving productivity and efficiency and keeping users, groups and devices in sync. One partner, one invoice Save time and keep things simple with one, trusted partner and one monthly bill for all of your Microsoft cloud services. Why enterprise E3 is better with O365 One and done login Give employees access to Windows, Office 365, and other Microsoft services with one login. No need to remember multiple passwords or sign in again between apps. Stay productive across devices The flexibility you love with Office 365 is now available with Windows. Users get the additional security and management features of Enterprise E3 on up to 5 devices and they always have access to the documents they need in the cloud. One partner, one invoice Save time and keep things simple with one, trusted partner and one monthly bill for all of your Microsoft cloud services. Windows 10 Enterprise E3 – SMB Sales Guide For Microsoft and Partner Use Only

Attaching Windows 10 Enterprise E3 to Office 365 and EMS SMB Sales Guide Cross-sell opportunities Enterprise E3 is designed to be managed by a partner so it’s a great opportunity for you to sell other devices, cloud services, and managed services – helping you become a trusted advisor who controls the full IT stack. Sell new devices Attach services and manage upgrade Deepen the relationship Sell and provision new devices and any peripheral hardware identified in the upgrade assessment, such as new hardware needed for Credential Guard and Device Guard. Offer and contract for the project and recurring managed services from your organization. Deliver a managed migration offering for existing devices to Windows 10 Enterprise E3. Strengthen your trusted advisor status through continued management and support of Windows 10 Enterprise E3 and other cloud services. Add additional services over time to expand control of the full IT stack. FAQ AND OBJECTION HANDLING Objection Response Why would I want to move to subscription-based licensing? With subscription-based licensing you can save on up-front costs by paying monthly, only for the users you need. You’ll also spend less time managing devices and licenses and get a simpler process for staying compliant, since there is no more need for device counting and audits. And since other Microsoft cloud services, such as Office 365, use subscription licensing, you can now manage all of your cloud services with one partner, using the same easy, affordable per-user, per-month billing model. What’s the benefit of having a partner manage this? If your business has no or limited IT staff it can be time consuming to manage device purchasing and deployment. Being able to rely on a Microsoft partner like us– a company with years of experience in Windows and cloud deployments— for the day-to-day management of devices and subscriptions frees up your IT resources to focus on more strategic priorities like growing your business. We can also work with you to develop a customized device strategy based on your business needs and help manage your technology, including additional cloud services or other IT needs, as your business grows. Are my devices going to be secure since this is cloud-based? Yes, they may actually be more secure for two reasons: All devices will stay current with the latest security updates and patches through the cloud. Windows 10 Enterprise E3 is the most secure edition of Windows, relied on by many of the world’s largest companies and governments. Isn’t upgrading to Windows 10 Enterprise going to be the usual painful process? Instead of wipe-and-reload deployment, we can upgrade your qualifying devices “in-place” to Windows 10 Enterprise, preserving data and settings, as well as updating apps and drivers when possible. All with no reboot required. Before the upgrade, Windows will check for anything that is not compatible. We can provide an assessment of your current devices and software to identify and resolve any possible issues. Upgrading to Windows 10 Enterprise – either from Windows 10 Pro or an older version of Windows – is already easy, and with our assistance, it will be even easier. Why should I buy Enterprise E3 through CSP instead of Enterprise E3 with SA through Open? CSP offers monthly billing for Enterprise E3, which can be easier for a smaller business to manage than paying the up-front annual volume licensing fee required with Enterprise E3 with SA. The Enterprise E3 offer in CSP is available per user with up to 5 devices each, whereas Software Assurance offerings in the Open program only offer per device licensing. The CSP subscription will only activate Enterprise edition for licensed users, simplifying compliance. There is only a 1-seat minimum requirement and 1 year commitment with Enterprise E3 for CSP vs. a 5- seat minimum and 2 year commitment via the Open license option. Enterprise E3 with SA may require some in-house IT resources to manage it, whereas with Enterprise E3 for CSP we can manage all aspects of implementation and deployment. Do we get MDOP, VDI, LTSB, and downgrade rights? These services and features are not offered through Windows 10 Enterprise E3 for CSP. If they are critical to your business, you should consider Windows 10 Enterprise E3 through Open. How many seats do I have to buy? There is only a 1-seat minimum requirement, so you can purchase Enterprise E3 only for users who really need it. What’s the commitment? There is a 1-year commitment with Enterprise E3 for CSP vs. 2 years with an Open License. With Enterprise E3, you can also adjust the number of seats throughout the year, as your needs change. How many devices are covered per user? With Windows 10 Enterprise E3 for CSP each user can have up to 5 devices, enabling greater flexibility and productivity for your employees. 4b 5 6 Windows 10 Enterprise E3 – SMB Sales Guide For Microsoft and Partner Use Only