Inner-Loop: Hub for Teamwork Outer-Loop: Employee Engagement Last updated 10/30/2018 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 Build digital transformation vision and support dark to cloud conversation with Business Value Tools 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. Show ROI and savings with TEI Data, and Value Calculator. Address cloud blockers with cloud compliance resources. Position FastTrack onboarding benefits. Develop a quality customer success plan to document scenario success measures and help drive end user engagement. Accelerate adoption of existing workloads through consumption governance, leveraging FastTrack, and end user adoption programs. Start with end-to-end solution story - 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 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) Bring the experience to live with demos  – Customers need hands-on experience to understand true business value of Teams and Yammer. Construct your demos to take customers from basic use cases to the art of the possible. 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.  Planning is the key to Skype to Teams journey – 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

THIS PAGE IS FOR MICROSOFT PARTNER USE ONLY. 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. Office apps, Stream and SharePoint built-in. Communication Cloud-based meetings and Enterprise voice solutions designed to be a simplified corporate end-user experience. Teams-enabled 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. Meetings Calling Customer Value Intelligent Communications & AI – More connected, insightful experiences across chat, meetings & calling with AI thought leadership. Supporting Offers and Recommended Add-ons Buyers/Stakeholders: VP of Operations, VP of HR, VP of Communications, VP of Marketing, CIO, CISO, Head of Digital Lead Offers Microsoft 365 E3 (hero) Microsoft 365 E5 (upsell) Add-ons (to E3) Phone Systems Calling plan (Domestic/International) Audio conferencing  Skype Room Systems MyAnalytics Workplace Analytics (E5/E3) For Partners: Microsoft 365 Teamwork Practices Good Better Best Licensing Microsoft 365 licenses upgrades Direct project services Assess current state technologies and build road map. Create personas and solution mapping. Microsoft 365 migration and deployment projects. Secure score and enterprise security assessments. Cloud security policy development and technology road map. Microsoft 365 pilots and deployment project services. Deploy critical identity, threat protection, communication, collaboration, and productivity tools. Managed services Modern desktop management. Technical and end-user support. Evergreen-as-a-service. Pull-through project services Change management and adoption consulting. SharePoint portals and Teams applications. Custom application development. Security policy implementation services. Governance, risk, compliance and GDPR assessments, and consulting services. Continuous innovation and learning services. Managed services Provide technical and end-user support. Manage first-line worker devices, kiosks, and applications. Server security monitoring and backup services. Managed services Security monitoring , dashboarding, reporting, and remediation services. Cloud application security. EMS and AD user onboarding and management. Device-as-a-service (DaaS). Bundled solutions delivered as a service. Resalable IP SharePoint social and intranet solutions. Microsoft 365 usage reporting and applications. IP to streamline Microsoft 365 migrations. Vertical and line-of-business (LOB) solutions. Data inventorying, mapping, and governance solutions. SharePoint Online user and AD synchronization. Additional Resources General Resources Microsoft 365 Partners- Teamwork Customer Evidence Programs Microsoft Mechanics videos Customer Ready Resources Employee Engagement Resources Employee Engagement eBook Intelligent Communications Webinar Ultimate Guide to Teamwork Tools Five Essentials of UC Teamwork Leadership Series (Forbes) Tools IT Roadmap Productivity Library

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.