Deep Dive on the Next Wave of Dynamics Licensing CE172w #WPC16 Deep Dive on the Next Wave of Dynamics Licensing Catherine Smith – Senior Business Planner Michelle Gleason – Senior Business Planner Michelle Mathis – Senior Business Planner

Agenda Microsoft Dynamics 365 Packaging Overview Q&A Wrap-up 9/16/2018 5:48 PM Agenda Microsoft Dynamics 365 Packaging Overview Q&A Wrap-up © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Microsoft Dynamics 365 9/16/2018 5:48 PM © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Two Dynamics 365 Editions Business Enterprise Optimized for 10-250 Employees Comprises Project ‘Madeira’ & Future Sales & Marketing Solutions Cloud Only Max 300 seats Optimized for 250+ Employees Comprises AX & CRM Dual Use Min 20 seats on select offers

Current Skus Mapped To Dynamics 365 CURRENT CRM COMPONENTS CURRENT ‘AX7’ MARKETING FIELD SERVICE SALES CUSTOMER SERVICE PROJECT SERVICE AUTOMATION OPERATIONS

Microsoft Dynamics 365 Team Members Apps Plans 9/16/2018 5:48 PM Microsoft Dynamics 365 Liberating customers from traditional Business Apps Licensing Team Members Light Use, Knowledge Sharing & Embedded Business Intelligence “light users” Apps Plans Operations Sales Field Service Customer Service Full Extensibility, Workflow, & Embedded Business Intelligence App Specific Extensibility, Workflow, & Embedded Business Intelligence “full users” © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Dynamics 365 Packaging DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) POWERAPPS FLOW SALES FIELD SERVICE CUSTOMER SERVICE PROJECT SERVICE AUTOMATION MARKETING OPERATIONS DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION

Team Members Extends Access To Light Users DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) $ DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) READ DATA FROM ALL DYNAMICS 365 APPLICATIONS POWERAPPS FLOW SALES FIELD SERVICE CUSTOMER SERVICE PROJECT SERVICE AUTOMATION MARKETING OPERATIONS $ DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION SIMPLE & INCLUSIVE: One SKU covers ALL light use, and knowledge sharing use rights SHARE INSIGHTS: Common collaboration tools, business intelligence, and limited PowerApps and Flow LOWER TCO: Lower per seat price at higher user counts INCLUDED IN ALL APPLICATIONS & PLANS

Apps & Plans For Full Users DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) $ PLAN 1 + OPERATIONS CURRENT CRM + NEW APPS POWERAPPS FLOW MARKETING FIELD SERVICE SALES CUSTOMER SERVICE PROJECT SERVICE AUTOMATION OPERATIONS NEW APPS CURRENT CRM COMPONENTS CURRENT ‘AX7’ $ DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION INCREASE INSIGHTS: Embedded business intelligence with PowerBI EXTENSIBILITY: Microsoft PowerApps and Flow for in-application data only NO DOUBLE LICENSING: Included Team Members use rights give read rights to all other apps UNCONSTRAIN EMPLOYEES: Employees have access to any functionality to get the job done UNLIMITED EXTENSIBILITY: Full use of PowerApps and Microsoft Flow to extend across applications FUTURE PROOF: Adjust what an employee uses or assign to other employees over time LOWER TCO ON PLAN 1: Lower per seat price at higher user counts

Why Plans Over Apps? $ $ 3 reasons to choose plans over apps DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) $ POWERAPPS FLOW SALES FIELD SERVICE CUSTOMER SERVICE PROJECT SERVICE AUTOMATION MARKETING OPERATIONS ----new apps---- --------------formerly included in CRM------------ ----formerly AX ---- $ DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION App PLAN 3 reasons to choose plans over apps 1. Require flexibility to work in more than one app 2. Leverage full extensibility of PowerApps and Flow 3. Economically more favorable due to tiered pricing

Business Edition For SMBs DYNAMICS 365, BUSINESS EDITION (FUTURE PLAN) POWERAPPS FLOW FINANCIALS SALES MARKETING DYNAMICS 365 FOR TEAM MEMBERS, BUSINESS EDITION Fall 2016 Future Dynamics 365 for Financials (‘Madeira’) Dynamics 365 for Team Members, Business edition Dynamics 365 for Sales Dynamics 365 for Marketing Dynamics 365, Business edition plan

Discounted Pricing To Customers Who Purchase More Seats Of Select Offers Available on Plan 1, Team Members, Enterprise edition, and (Future) Business Plan Tier qualification for new seat purchased based on total number of qualifying seats at end of the purchase Previously purchased seats remain at their price point until renewal In addition to programmatic discounts $ 5 seats All 15 @ Renewal 10 Seats $ 10 seats 20 seats 30 seats

9/16/2018 5:48 PM Q&A Session © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What Are The Two Ways You Can License Full Users? 9/16/2018 5:48 PM What Are The Two Ways You Can License Full Users? Applications Plans © 2014 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.

What Are Dynamics 365, Enterprise Edition Deployment Rights? 9/16/2018 What Are Dynamics 365, Enterprise Edition Deployment Rights? In the Cloud On Premises or © 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.

What Is Included In Team Members Licensing? A single low cost/high value offering for your entire company Knowledge sharing Light task use scenarios Read data from any Dynamics 365 application ORGANIZATIONAL-WIDE ENGAGEMENT LIGHT USE ACTIVITIES INSIGHT SHARING ACROSS THE ORG

Is Team Members Included In Plans And Apps? 9/16/2018 Is Team Members Included In Plans And Apps? PLANS Enterprise edition, (Plan 1) Enterprise edition, (Plan 2) APPS Sales Customer Service Field Service Project Service Automation Operations Marketing PowerApps Flow TEAM MEMBERS © 2015 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.

Can I Mix And Match Plans And Apps? 9/16/2018 Can I Mix And Match Plans And Apps? Mix and Match Each user may be licensed for the functionality they need via a Plan, an App, or a Team Members SKU PLAN 2* PLAN 1* SALES* OPERATIONS* TEAM MEMBERS CONTOSO EMPLOYEE BASE *Includes Team Members functionality © 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.

What Channels Are Dynamics 365 Available In? Microsoft Office365 9/16/2018 What Channels Are Dynamics 365 Available In? ---------------------------------------- Enterprise edition--------------------------------------- Business edition OPERATIONS CUSTOMER ENGAGEMENT APPS & TEAM MEMBERS PLAN 1 PLAN 2 FINANCIALS & TEAM MEMBERS EA ● MPSA Open Cloud Solution Provider Web Direct (MOSP) © 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.

Are There Minimums Or Maximums? 9/16/2018 5:48 PM Are There Minimums Or Maximums? Enterprise edition 20 user minimum for Operations & Plan 2 No minimum for Customer Engagement Apps or Plan 1 Business edition 300 user max © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What Offers Have Tiered Pricing? DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION FIELD SERVICE CUSTOMER SERVICE SALES PROJECT SERVICE AUTOMATION MARKETING OPERATIONS POWERAPPS FLOW DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) $ $ Will apply to the Business Plan in the Future

Which Offers Contribute to Tiered Pricing Levels? Both Plan 1 and Plan 2 users count towards Plan 1 tiers DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION FIELD SERVICE CUSTOMER SERVICE SALES PROJECT SERVICE AUTOMATION MARKETING OPERATIONS POWERAPPS FLOW DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) $ $

Which Offers Contribute Tiered Pricing Levels? Only Team Members, Enterprise edition users counts toward the Team Members tier DYNAMICS 365 FOR TEAM MEMBERS, ENTERPRISE EDITION FIELD SERVICE CUSTOMER SERVICE SALES PROJECT SERVICE AUTOMATION MARKETING OPERATIONS POWERAPPS FLOW DYNAMICS 365, ENTERPRISE EDITION (PLAN 2) DYNAMICS 365, ENTERPRISE EDITION (PLAN 1) $ $

Can You Provide An Example of Enterprise Tiered Pricing? Purchase 1 Plan 2 Purchase 1 3 P2 seats 5 P1 seats Purchase 2 Purchase 3 8 P2 seats 15 P1 seats 5 P2 seats 10 P1 seats 5 Enterprise Plan 1 seats 3 Enterprise Plan 2 seats 8 Total Enterprise Seats Plan 1 Tier 1 10 Enterprise Plan 1 seats 5 Enterprise Plan 2 seats 15 Additional Enterprise Plan Seats 23 Total Enterprise Plan Seats Purchase 2 Price Tier 2 Tier 3 Tier 4 1 10 20 30 Total Plan Seats 15 Enterprise Plan 1 seats 8 Enterprise Plan 2 seats 23 Total Enterprise Plan seats Renewal Purchasing all at once, all 15 Plan 1 seats receive tiered pricing

Are There Device Licenses For Dynamics 365? 9/16/2018 5:48 PM Are There Device Licenses For Dynamics 365? Operations Device Field Service Device Customer Service Device Light User Functionality Full User Functionality Full User Functionality © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

What Happens To Existing CRMOL & AX7 SKUs? Existing SKUs will be replaced by Dynamics 365 SKUs Customers with an existing subscription or agreement will be able to add additional seats of existing SKUs until renewal.

How Does CRMOL Map To Dynamics 365? CURRENT CRMOL APPLICATIONS ENTERPRISE PLAN Enterprise Plan 1 Sales Professional Plan 1 Customer Service Sales Basic Plan 1 Customer Service Essential Team Members ESS Field Service Add-on Field Service Plan 1 Proj Service Add-on Project Service Plan 1

How Does ‘AX7’ Map To Dynamics 365? APPLICATIONS ENTERPRISE PLAN CURRENT AX7 Enterprise Operations Plan 2 Task Team Members Self-serve Device Device

What Are The Existing Customer Options? Microsoft Office365 9/16/2018 What Are The Existing Customer Options? Online Customers On Premises Customers STAY ON SUBSCRIPTION STAY WITH PERPETUAL PERPETUAL + CLOUD ADD-ON MOVE TO SUBSCRIPTION ONLY Transition options to new SKUs Renewal Keep paying SA or Enhancement Renewal Keep paying SA or Enhancement + cloud add-on SKU Act anytime Stop paying SA or Enhancement + From SA SKU Anniversary or renewal © 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.

What Is A Cloud Add-on and From SA? Full USL Cloud Add-on From SA 15% Cloud Add-on From SA Optimal for customers who want to maintain their SA/Enhancement benefits Available at mid-term, anniversary, renewal Drop SA/Enhancement and move to subscription Available at anniversary/renewal

Where Can I Find Additional Resources Microsoft.com PartnerSource Microsoft.com Resources will be available at Launch Quick Reference Guide Licensing Guide Support Plans Availability & Localizations Pricing & Licensing Page Resources After WPC WPC Monetization Deck Datasheet FAQ Resources Coming Soon Licensing Guide Existing Customer Guide Additional Decks Quick Reference Guide Online Training

What Are The Calls-to-action For Microsoft Partners? More Licensing at WPC Tuesday 4:00–6:00 Ask the Experts: Expo Floor in the Dynamics Space Additional WPC sessions Tuesday 4:00–5:00 CE152: Expand Your Cloud Offering Using Project Madeira Review materials View currently available resources on PartnerSource and continue to watch for updates and additional materials Additional training Stay tuned for more training opportunities in August and September: Ask the Expert Sessions, Blitz Session, and a recorded Pricing & Licensing Training

9/16/2018 5:48 PM Wrap-up © 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

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