Selling Office 365 Accelerate Sales with CIE Microsoft Office 9/11/2018 Selling Office 365 Accelerate Sales with CIE © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.

Start… CIE overview CIE showcase Become a CIE Partner Learn more about the CIE CIE showcase Experience a preview of CIE 4.1 Become a CIE Partner Figure out how you can get involved

CIE: An effective way to sell Simplify the Complex Change the way we communicate to customers about Microsoft and our platform & partner offerings Deliver practical, crisp messages that are easy to understand Enhance the Customer Experience Align to the priorities for BDMs Seamlessly land our competitive differentiation No feature names, no screenshots, no PowerPoint slides Close Revenue & Deliver Results Increase sales velocity and uncover new opportunities Increase upsell/cross-sell, competitive wins, and deployment Increase customer satisfaction

The CIE is a tool to accelerate sales A hands-on introduction to Windows 8 and the new Office Simplicity: Highlights flexible out of the box features that quickly deliver solution scenarios Experiential: Enables customers to create emotional and personal connections with the technology Facilitated in an environment that encourages discussion and participation A true-to-life user experience that demonstrates to our customers how we deliver on Device Innovation Cloud Social IT control

What do customers say? Title Overall Facilitator Facility Expectations Customer take-aways CEO 7 9 “Saw impact wide changes on horizon” CFO 8 CIO “Thanks for setting this up.” CMO “Improved email skills/productivity” “Better understanding of how SharePoint works” “Excited to deploy Lync functionality!” VP, CHRO 6 “New capabilities to help processes move along” “Governance is key to success” VP, COO “Really liked looking at Lync and SharePoint use” Director of Sales “More effective way of using Outlook” “Better understanding of SharePoint” “Better understanding of integration between outlook & other applications” Real Estate Manager “Mobile Lync client” Ent. Services Mgr “The power of Lync. Very good session.” Cust. Services Director “Validated the strategies and operational approach we are taking.” “Loved to see the conference and scheduling real-time.” Network/ Telecom Mgr 5 “Need to determine integration with I3 system and features compared to Lync.” Scale of 1-9 7.50 8.50 7.38 7.75

Impact of the CIE last year CIE sessions CSAT Influenced revenue + 5000 + $3.0 B 8.1 / 9

Plan a CIE early in the sales cycle Plan/Profile Prospect Qualify Solution Close Deploy Account Planning Enterprise Pitch CIE Best fit earlier in sales cycle; great conversation starter Engage BDMs and elevate conversation from product to platform Use to drive deployment conversations Leverage for end-user training and broader buy-in Drive EA renewal, ECAL upsell/ true-up/ cross-sell Effective in compete situations against Google

Selling with CIE Single sales motion impacts deployment, upsell Real-time customer pains uncovered/casual setting Engage more of the senses (higher retention) C-level top-down (multiple requests) Use what you own Services opportunities (quantified pain)

CIE storyline | “Day in the life” at Contoso Get a head start Manage your mail Rally your team Gain key insights Work from anywhere 1 2 3 4 5

Start… CIE showcase CIE overview Become a CIE Partner Learn more about the CIE CIE showcase Experience a preview of CIE 4.1 Become a CIE Partner Figure out how you can get involved

Start… CIE showcase CIE overview Become a CIE Partner Learn more about the CIE CIE showcase Experience a preview of CIE 4.1 Become a CIE Partner Figure out how you can get involved

 CIE FY13 Roadmap CIE 4.0 CIE 4.1 CIE 4.5 Incorporate beta products Office 15 Preview Windows 8 RP CRM Dynamics R8 New Storyline Optimized for Office 365 Support for Windows tablets Two variants CIE Cloud* CIE VHD Product updates Office 2013 RTM Windows Phone 8 Windows Server 2012 Storyline refreshes Integrated CRM Story Product updates Office 365 GA Windows Intune 2012* CRM Dynamics Online Project Server Online Storyline updates Support for Windows RT Q1, FY 13 Q3, FY 13 Q4, FY 13

Get involved Visit www.microsoftcie.com for more information The CIE is best leveraged by partners that meet the following criteria: Are actively managed with a Microsoft assigned Partner Account Manager (PAM) Have competencies in portals & communication AND messaging & communications Requirements vary slightly by region; to see if you qualify, speak with your PAM Visit www.microsoftcie.com for more information