A universal toolkit built for teamwork Teamwork with Microsoft 365 A universal toolkit built for teamwork An integrated suite of best- of-breed tools to empower every kind of teamwork in the modern workplace. Collaboration is our culture. So, the more we share ideas, the more we drive innovation and creativity…We see the collaboration tools in Microsoft 365 as essential for our business transformation.” Simon Sproule, Vice President and Chief Marketing Officer, Aston Martin Microsoft 365’s highly integrated solution meets the needs of today’s team-oriented work environment. With chat, files, meetings, voice, apps, and social, all backed by Microsoft’s enterprise-grade security and reliability, it provides employees with the tools they need to collaborate any time, any place, and on any device. Teamwork powered by Microsoft 365 helps you to… Create higher performing teams: Teamwork in your inner-loop (who you work with every day) 5x more likely to be high performing when a company promotes teamwork1 A hub for teamwork that includes chat, files, built-in Office 365 apps, tools, and a complete voice and online meeting solution, complemented by purpose-built devices. Intelligent Communications uses AI to make experiences insightful and more connected. 1 i4CP, “Purposeful Collaboration: The Essential Components of Collaborative Cultures,” 2017 Elevate employee engagement: Teamwork in your outer-loop (who you connect with across the org) 21% higher profits when employees are highly engaged2 Build an ongoing, two-way connection between leaders and the rest of your organization to drive clarity of purpose. Transform internal communications to keep people informed and involved. Foster a culture of open sharing and learning. 2 Gallup, “State of the American Workplace Report,” 2017  Focus on what matters to you: mobile-first communications solutions that are secure and intelligent 2x emails and attachments shared by financially successful companies3 Adopt effortless email, search and calendar with AI infused messaging to help prioritize and plan what’s important, proactive people and document suggestions, data protection and encryption, and a compelling experience designed for screens of all sizes. 3 The study analyzed usage telemetry signals from applications and services of Office 365 commercial customers in Microsoft Graph Visit Teamwork and the Productivity Library.

Inner-Loop: Hub for Teamwork Outer-Loop: Employee Engagement Last updated 6/15/2018 TEAMWORK PLAYCARD Key Customer Concerns Inner-Loop: Hub for Teamwork Outer-Loop: Employee Engagement Collaboration and Files (Multiple logins, Shadow IT) Communication (Disorganized, unengaged meetings, incomplete and complex solutions) Teams-enabled devices (Poor and non-interactive experiences) Intelligent Communications & AI (Missed opportunity to make communication experiences more connected and insightful) Leadership connection (Difficult to drive cultural change and align people around purpose)  Internal communications (Challenges keeping people informed and engaged, including Firstline Workers) Learning and sharing across the org (Desire to connect people with each other to find expertise and share knowledge) Online Meetings Enterprise Voice Challenger Questions (For IT) How easily can you manage your solutions while providing the tools your employees need to effectively collaborate? Microsoft 365 provides centralized management with intelligent, built-in security and compliance in a single platform with the tools your users need. If you don’t provide the collaboration tools that workers want, then they will find a work-around – 80% of users report using non-approved SaaS apps. How could an integrated user experience help you discover and share, in context? Teams provides a single app for chat, files, meetings, voice, apps. With a single login and no context switching, users stay more productive. Do you want deeper employee engagement aligned to your company’s mission and purpose? Do they have a community for learning and sharing? Our tools help communicate vision and mission to the entire workforce to help keep them engaged. By providing them with a voice and recognizing great acts by workers, employee engagement improves, as does profitability. Do employees have a secure way to stay connected and organized when on the go? Outlook for iOS and Android with OneDrive offers intelligent and secure connections to people and documents, plus integrated time management tools. Steps to Sell & Drive Usage Best Practices Accelerate adoption of existing workloads through consumption governance, leveraging FastTrack, and end user adoption programs. Identify customer pain points using challenger questions, VDWs, CIEs to uncover new sales and usage opportunities. Tell the Microsoft 365 Teamwork and IC story using demos, thought leadership and BDM customer success resources. Address cloud blockers with cloud compliance resources. Show ROI and savings with TEI Data, and Value Calculator. Position FastTrack onboarding benefits. Develop a quality customer success plan to document scenario success measures and help drive end user engagement. Don’t start with point solutions – No other single vendor can offer the teamwork solution we offer at the price we offer. Use the adoption guide to ensure usage is part of the conversation. (Fruit of the Loom) Talk about business solutions in your customer’s language – Don’t talk about products. Identify inner-loop and outer-loop scenarios and focus on identifying business needs, using customer language to ask open-ended, clarifying questions. Foster the BDM relationship leveraging thought leadership on social media. (Lowe's Home Improvement) Talk about our leadership position in Intelligent Communications (deck) – AI capabilities differentiate our solution and drive insights. Adoption won’t happen without a test drive – Customers need hands-on experience and demos of Teams and Yammer. Demonstrate on our devices. Take IT on the journey when engaging BDMs – If you sell BDMs on a solution but don’t get IT buy-in first, then you might get blocked.  Advise customers on Skype, Teams based on situation – If not on Skype for Business, go straight to Teams. Skype for Business orgs should evaluate Skype and Teams side-by-side and develop an upgrade plan. Planning is the key to Skype to Teams upgrades – Understand the Skype to Teams roadmap, FAQ, interoperability, and how to leverage the customer assistance model to advise your customers on planning their upgrades. Leverage adoption resources and change management partners. Compelling Events for Sales and Consumption End of Life for Office 2010, Win 7 New leadership, shift in culture of work Undergoing digital transformation Not using Outlook for iOS and Android High EXO, SPO adoption, but low for Teams, Yammer Competitors detected VDW Scenarios Cross-functional Teams Enterprise Social Online Meetings

Product and Customer Value Inner-Loop: Hub for Teamwork Outer-Loop: Employee Engagement Collaboration and Office apps Secure location that brings together everything a team needs to be more productive – chats, calls, meetings, files and tools. Word, PowerPoint, Excel, Stream and SharePoint built-in. Communication Online meeting solution in the cloud.  Voice solution: phone system, calling plans, third-party voice connections (direct routing/third-party). Teams-enabled devices Purpose-built devices for everywhere work happens. Devices that are easy to deploy and manage, delivering consistent quality and experiences. Leadership connection A single solution for connecting, communicating, and engaging with people across geographic and organizational boundaries. Internal communications Communicate announcements using modern storytelling tools. Engage your audience. Measure your impact to drive improvement. Learning and sharing across the org Foster a culture of learning and knowledge sharing across organizational silos by building communities where people can crowdsource knowledge, share best practices, and discuss their interests. Online Meetings Ent voice Customer Value Intelligent Communications & AI – More connected, insightful experiences across chat, meetings & calling with AI thought leadership.