Microsoft 365 Business Customer Targeting 2/6/18 9/18/2018 2:57 AM Microsoft 365 Business Customer Targeting 2/6/18 © Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

How do I choose the right plan for my SMB customer? Business Core needs Enterprise Advanced needs Microsoft 365 Business Everything in Office 365 Business Premium, plus A simple way to manage and help protect company data across devices Consistent configuration and enforcement of policies on Windows 10 PCs Suitable for customers who can move identity to the cloud Microsoft 365 Enterprise Everything in Office 365 Enterprise, plus Advanced device and data security capabilities Modern voice experience with cloud PBX Flexible on-premises or cloud identity options Office 365 Business Premium Office 365 Enterprise E3/E5 Best-in-class productivity and collaboration tools Tools to help growing businesses How you should think about Office 365 vs Microsoft 365? Let’s start with on the bottom left with Business Premium. If your customers are considering hybrid Exchange, deployment of Office via MSI instead of Click-to-Run, or they need Legal Hold or eDiscovery… that’s when you should look to the enterprise plans. But here’s where we want to drive a more holistic solution and shorten the sales cycle by selling a single product. Microsoft 365 Business brings that promise of protecting company data across devices, ensuring you’ve got the same configuration on your PCs to ease deployment pains, and enables you to bring your customer’s entire organization to the cloud. Now if your customers have more advanced needs such as hybrid identity, Cloud Voice or they simply need more than 300 licenses of a subscription plan then Microsoft 365 Enterprise would be the solution I would recommend. Support for hybrid deployment Remote deployment of Office and support for terminal services Additional security controls Additional add-on services (e.g. Project, Visio, Dynamics 365, Office 365 premium add-ons, EMS, etc.) Only top plans for SMB listed Business plans have 300 seat cap, per plan

Customer targeting guidance for small to midsize businesses Office 365 Microsoft 365 Business Microsoft 365 Enterprise Desired environment Mixed OS (Windows, Apple, etc.) Some on-premises IT Hybrid identity Compelling events Office 2007 EOS Multiple locations Need to support mobile. Desired environment Windows 10 Pro (Creator’s Update) Cloud identity for users and devices Protection of company data across personal & company owned devices Compelling events Small Business Server replacement Windows 7 EOS Hardware refresh Multiple locations Desired environment Mixed OS (Windows, Apple, etc.) Hybrid identity Advanced security controls Modern voice experience Compelling events Windows Server replacement Windows 7 EOS Hardware refresh Multiple locations Let’s talk through some of the customer needs that will help with targeting. The best way to think about what plan to offer is by determining the customer’s desired state. If your customer is ready to abandon on-premises solutions and they want always up-to-date Windows and Office and need to have control over their company data on devices then Microsoft 365 Business is right for them. If they aren’t quite ready to fully move to the cloud, then you can look at Office 365 Business Premium because they support some of the capabilities that might be considered a blocker to moving to Microsoft 365 Business such as the need for hybrid identity, on premises file shares, and domain controllers. If the customer has more advanced needs like cloud voice or advanced security and data protection, then Microsoft 365 Enterprise might be the right solution to help them. You can also use some compelling customer events to help facilitate a new plan conversation. The Office 2007 end of support is a great opportunity to re-engage your customer and get them onto Office 365. If customers have legacy on premises components like Small Business Server or Windows Servers then start the conversation holistic solutions like Microsoft 365 to serve their needs.

Microsoft 365 | Guidance on when to sell what to who in SMB Microsoft Envision 2016 9/18/2018 2:57 AM Microsoft 365 | Guidance on when to sell what to who in SMB Desired environment Always up-to-date Office & Windows Mixed OS Hybrid identity Advanced security controls Modern voice experience Windows 10 Pro (CU) Cloud identity for users and devices Protection of company data across personal & company owned devices Always up-to-date Office Some on-premises IT Considerations This is not an exact science, every customer is different Selection of plan is determined by IT complexity and organization size Customer’s desired environment drive the decision to purchase Choice, value, flexibility give customers options Customers can mix and match plans Windows 10 Enterprise Microsoft 365 Enterprise Office 365 Business Premium or Microsoft 365 Business + Add-ons Office 365 E3 Microsoft 365 Business IT complexity There is another pivot on this with a lot of the same data points and I will just orient you to some of the considerations. First, definitely take this as guidance. There is no hard and fast rule on the right plan for ALL SMB customers. We have to listen to their needs and pick a plan based on the size and complexity of the organization’s IT Infrastructure. You should really rely on the customer’s desired environment to pick the right plan. Since we are talking to a Business Decision Maker and not an IT pro over 80% of the time we should have a broader conversation about their business needs and the customer will let us take care of the IT decisions on their behalf. Office 365 Business Premium Windows 10 Pro Size of organization © 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Is Microsoft 365 Business right for my organization? 1-300 300+ How many employees? Do you need any of the following features from Office 365? eDiscovery, Legal Hold, Office apps delivered via Terminal Services (Remote Desktop Services [RDS]), Phone System, or Calling Plan. YES NO Do you require an on-premises Active Directory for one of the following technologies? Group Policy Objects, on-premises file shares, or Azure AD Connect (DirSync). Note: If you can discontinue use of Active Directory for all of these capabilities for your users, select No. YES NO Now to help you think about Microsoft 365 for your customers, we’ve created a simple decision tree. The first consideration is how many users do you want on Microsoft 365 Business? All SMB plans are capped at 300 seats. Customers that need more can choose another SMB SKU or consider Microsoft 365 Enterprise. Next, ask whether the customer needs eDiscovery, legal hold, remote desktop, terminal services or advanced voice capabilities. If they respond in the affirmative it is likely that either an Office 365 or Microsoft 365 Enterprise solution is best. Third, and this is important, if the customer uses Group Policy to manage their desktop experience or syncs identities from on-premise to the cloud via ADConnect or what was called DirSync, then they too should consider moving to our enterprise offerings. YES Do you require full mobile device management (MDM) for iOS/Android devices? Note: Microsoft 365 Business only provides app protection for Office mobile apps on iOS and Android. Customers who require full MDM for mobile devices should move to Microsoft 365 Enterprise. NO Microsoft 365 Business Microsoft 365 Enterprise