Secure Productive Enterprise Conversation Starter Secure Productive Enterprise (SPE) gives customers the most trusted, secure, and productive way to work, that brings together Office 365, Enterprise Mobility + Security, and Windows 10 Enterprise into a single licensing offering; that replaces the Enterprise Cloud Suite. Empower your employees by creating a Secure Productive Enterprise Key Business Decision Makers CISO CIO CTO CFO VP Sales BDM priorities VP Marketing VP Operations VP Human Resources VP Legal Affairs VP Communications Protect employee and customer information. Increase productivity through greater collaboration and mobility. Empower workers to work anywhere and on any device. Enable teams to collaborate and discover work related content. Gain deeper insights into industry and markets to make better decisions. Adopt digital technology to support agility and rapid innovation. Conversation strategy Empowering employees The Secure Productive Enterprise (SPE) conversation is part of a Digital Transformation conversation about helping to empower employees. SPE has four key value propositions: Trust, collaboration, mobility, intelligence. Lead the conversation with trust first—then be prepared to go into a discussion about productivity depending on the customer’s business challenges and priorities. Trust encompasses security, compliance, privacy, and transparency. Key messages about trust: “Protect your organization, data, and people.” “Trust is built into our products, not as an after-thought.” “We give customers ownership of their data.” “We are transparent and publish our policies through the Microsoft Trust Center.” “We support major compliance requirements.” Product bundle Keep in mind you are selling a bundle (Office 365, Windows 10, and Enterprise Mobility Suite). You might be meeting to talk about one or more of these solutions, but always approach the conversation using the value propositions that span all three solutions. Productivity (collaboration, mobility, intelligence) Productivity—the Secure Productive Enterprise story is about productivity as much as it is about security. Securing productivity, collaboration, and enterprise data is critically important as organizations digitally transform. Actively listen and envision what’s possible Actively listen and ask open-ended, clarifying questions to better understand business needs and where they are on their cloud journey (all on-premises, hybrid, all cloud). This is key before moving the conversation in a certain direction. What business challenges are you facing? What are the company’s priorities? How are you trying to compete? What are your plans for innovating? What are the blockers that are hindering your progress in reaching business goals? Tailor your questions based on the strength of your existing relationship—avoid asking invasive questions. When talking with customers about SPE, keep in mind you are selling a bundle (Windows 10, Office 365, and Enterprise Mobility + Security). Facilitate an envisioning conversation—what could the future look like, discuss what’s possible—and how could we help them get there? How could a secure productive enterprise help them modernize and get where they want to go? Secure Productive Enterprise versus Microsoft Secure SPE is separate from Microsoft Secure which is a very a specific conversation about security. The security conversation is usually targeted to a CISO. Check out the Microsoft Secure Conversation Starter to prepare for CISO conversations, find conversation starter questions, and see questions a CISO may ask you. Trust Protect your organization, data and people Collaboration Create a productive workplace to embrace diverse workstyles Mobility Enable your people to get things done anywhere Intelligence Provide insights to drive faster, better business decisions

Conversation starters Conversation starters Conversation starters Business challenges for BDMs | Use the questions to further understand business needs Empowering employees by creating a Secure Productive Enterprise. The innovations in Office 365, Windows 10 Enterprise, and Enterprise Mobility Suite + Security suite work in tandem with each other, and with partner solutions from across the security ecosystem to deliver a holistic, agile, security platform. Trust Collaboration Mobility Intelligence Protect your organization, data and people. Create a productive workplace to embrace diverse workstyles. Enable your people to get things done anywhere. Provide insights to drive faster, better business decisions. Trust encompasses security, compliance, privacy, and transparency. Securing productivity, collaboration, and enterprise data is critically important as organizations digitally transform. Collaboration is central to productivity. Employees now work on nearly twice the number of teams than they did five years ago, so they need the right tools to enable collaboration. Employees expect to take advantage of mobile capabilities to work from anywhere. Employees need to be able to work wherever they want and with the device that best fits their needs. As teams rapidly form and disband, it’s critical for people to be able to quickly discover the work of others and build upon it through a shared intelligent fabric. Business challenges Business challenges Business challenges Business challenges Managing privileged access levels. Integrating end-to-end security into a holistic, agile security platform that works across multiple security vendors. Proactively prevent attacks and respond to the malware on a machine or in their environment. Ensure we own our own data both on premises and in the cloud. Compliant with applicable standards and regulatory requirements. Enable teams to stay connected with stakeholders both inside and outside the company. Easily find files and share work with team members across desktop, online, and mobile. Ability to connect via voice or IM anytime, anywhere, across all devices. Support collaboration through social networking. Total cost of ownership (TCO) and liability of company issued devices vs. BYOD. Enable workers to do work on their own devices, anywhere and at any time. Be able to support apps that connect securely through VPN. Enable file and information sharing of content from phone, tablet, or desktop. Ability to get greater value out of business, customer, and social data. Gain deeper insights to drive faster, better business decisions. Ability to quickly discover the work of team members and build upon it through a shared intelligent infrastructure. Applications that provide greater guidance to users. Conversation starters Conversation starters Conversation starters Conversation starters Security: Can you quickly identify suspicious activities and attacks? How do you maintain visibility, control, and protection of your applications? How are you ensuring compliance of your IT systems? Legal and Human Resources: How are you ensuring employee and customer information is secure? How are you managing the databases that store financial, employee, and customer information? Finance: What tools are you using to ensure you have explicit control over financial and customer information? How do teams within your company collaborate today? Marketing: How do you communicate internally and externally about product launches? Sales: How do your sales teams collaborate on opportunities? What are you using today for remote meetings with customers? Human Resources: How do you communicate with employees and contractors? How are the company’s remote employees connecting with others? Security: How are you securing the platforms and devices in use? How are you managing devices and approving applications? How do you protect information, including rights management? Sales: How do your sellers stay connected on the road? Do your sellers have a secure means of connecting to corporate data? Operations: Are you able to get information in real time on performance indicators or customer feedback? How do you communicate with suppliers? Finance: How are you analyzing financial data to cut costs or increase revenue? Marketing: Would you like to get deeper insights into market trends? How are you analyzing customer data today? Sales: How do you get insights into current metrics in order to adjust sales plans? Would you like deeper insights into customer buying behaviors? Human Resources: Do you have adequate insights into how you are reaching employees?

Talking Points | Use the talking points as needed Trust Collaboration Mobility Intelligence Talking points Talking points Talking points Talking points Microsoft incorporates solid engineering and operational best practices to help ensure that products and services are continuously made more reliable, secure, and compliant. (Integrated) The innovations in Office 365, Windows 10 Enterprise, and Enterprise Mobility Suite + Security suite work together and with partner solutions from across the security ecosystem to give you greater threat protection. SPE provides comprehensive security: Windows Defender Advanced Threat Protection for end point detection Microsoft Cloud App Security for managing the SaaS apps employees are using Azure Information Protection to ensure information stays secure Office 365 Advanced Security Management to give greater visibility and control over Office 365. (Intelligence) Combined with insights from the intelligent security graph, these security features help prevent the accidental or intentional loss of data, prevent attacks, and respond to malware in your environment. (Privacy and transparency) Microsoft believes customers own their own data. We are transparent in how Office 365 maps to the security, privacy, compliance and risk management controls defined in the Cloud Security Alliance Cloud Control Matrix (CSA CCM). (Compliance) Our approach to compliance enables us to accelerate certification and helps to deliver services that are compliant with standards or requirements in a broad range of regulatory environments. Our group collaboration solution addresses the needs and workstyles of groups. OneDrive enables teams to easily share files from anywhere and on any device. Smarter email and calendaring with new experiences in Outlook helps you focus on what is most important. Real-time co-authoring in Office 365 provides users a more cohesive collaboration experience across the desktop, online, and mobile. Skype for Business lets you connect with anyone, anywhere, across devices. You can simplify your infrastructure with one platform for calling, conferencing, video, and sharing. Yammer groups enable teamwork by empowering workers to share and collaborate within the right context and with the right set of people. A critical part of enabling mobile productivity is about making it secure. Across Windows 10 Enterprise, EMS, and Office 365, Microsoft delivers the most comprehensive security protection for mobile workers. With secure per-app VPN connectivity in Windows 10, users can connect to their corporate line of business apps and content from anywhere, on any Windows 10 device, whether laptop, tablet, or phone. With Windows Intune teams can stay productive from anywhere on both corporate and BYOD devices while IT still maintains control. OneDrive for Business and SharePoint enables people to connect, share, sync, and collaborate on the content from their phone or PC—as well as staying connected via Skype calls & meetings. Stay on the top of your day with Outlook, the best mobile email client that connects to any email account, from Gmail to Exchange Online. Microsoft uses intelligent systems to empower organizations to help people understand more about the way they work, and with intelligent tools that help everyone get more out of Office. The Cortana personal digital assistant helps you be more productive through intelligent search capabilities that span your desktop, device, and the internet. Excel and Power BI makes it easy to move between tools as you go from building data models to performing analysis, visualizing insights, and refining your data. Delve helps you discover relevant content and people based on who you work with and what is trending around you. Integrating intelligence across Office 365 apps means you have access to intelligent information and insights right where you are working without leaving the app. PowerPoint Designer and Morph are intelligent tools that enable anyone to create polished slides and motion effects with just a few quick steps. Resources Secure Productive Enterprise marketing campaign https://partner.microsoft.com/en-us/marketing/campaigns#/secure-productive-enterprise?lang=English- Worldwide “Microsoft Introduces the New Secure Productive Enterprise Offer” https://blogs.partner.microsoft.com/mpn/microsoft-introduces-new-secure-productive-enterprise-offer/ Secure Productive Enterprise at Microsoft.com https://www.microsoft.com/en-us/secure-productive-enterprise/default.aspx

Secure Productive Enterprise | E3 and E5 Solutions Secure Productive Enterprise is our hero offer that standardizes packaging offers across Office 365, Windows 10 Enterprise, and Enterprise Mobility + Security. There are two tiers of the Secure Productive Enterprise offering: ECS will be renamed as Secure Productive Enterprise E3. Secure Productive Enterprise E5 includes advanced security capabilities, management, collaboration, and business analytics. Secure Productive Enterprise E3 Secure Productive Enterprise E5 (Formerly Enterprise Cloud Suite) Office 365 E3 Enterprise Mobility + Security E3 Windows 10 Enterprise E3 Office 365 E5 Enterprise Mobility + Security E5 Windows 10 Enterprise E5 Scenarios Products/solutions E3 E5 Authoring Word, Excel, PowerPoint, OneNote X X Sites and content management SharePoint, OneDrive X X Mail and social Outlook, Exchange, Yammer X X Meetings and voice Skype for Business X X PSTN Conferencing, Cloud PBX X Apps and device management Microsoft Intune, Azure Active Directory Premium P1 X X Windows Store for Business, Microsoft Desktop Optimization Package, VDA X X Analytics Power BI, Delve Analytics, Personal and Org Analytics Power BI, MyAnalytics X X Security and compliance Office 365: Encryption, Data Loss Protection, Rights Management X X Windows 10 Enterprise: Enterprise Data Protection, Windows Hello, Credential Guard, Device Guard, App Locker X X EMS: Microsoft Advanced Threat Analytics, Azure Information Protection P1 X X Office 365: Advanced Threat Protection, Advanced Security Management, Customer Lockbox, Advanced eDiscovery X Windows 10 Enterprise: Windows Defender Advanced Threat Protection X EMS: Azure Active Directory Premium P2, Microsoft Cloud App Security, Azure Information Protection P2 X