Learn the new Office Open and FPP Tech Ready 15 4/2/2017 Learn the new Office Open and FPP Speaker Name Role Microsoft corporation © 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.

Agenda Target customer & Office 365 offer Overview of Open & FPP Microsoft Office 4/2/2017 Agenda Target customer & Office 365 offer Overview of Open & FPP Experience review Goals for today are: Understand the target customer & related Offers – Small Business Premium & Midsize Business Understand the sales model & compensation structure for O365 Open & FPP programs Get a high level understanding of the Open / FPP purchase & redemption experience Understand the most important business rules for Open / FPP program Share with Partners what to expect next and when Program business policies What’s next © 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.

Target customer & Office 365 offer Microsoft Office 4/2/2017 Target customer & Office 365 offer Office 365 Home Premium Consumer Office 365 Small Business Premium 1–10 Office 365 Midsize Business 11–250 Office 365 Enterprise / Government >250 Services Focus of today’s conversation will be on the Office 365 Small Business Premium & Midsize Business offers. Target users © 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.

Office 365 Open / FPP channel comparison Microsoft Office 4/2/2017 Office 365 Open / FPP channel comparison SKU Open Open Value Open Value Subscription Channel / price list Digital via VLSC Distribution Topline revenue Upfront margin Topline revenue Upfront margin Compensation Advisor fees for POR on direct purchases only Advisor fees Advisor fees for POR on direct purchases only Midsize Business FPP Physical via FPP, POSA & ESD Topline revenue Upfront margin Advisor fees for POR on direct purchases only Overview of the Midsize & Small Business Premium offers by channel/pricelist availability, distribution mechanism, compensation, & advisor fees on direct purchases. Small Business Premium © 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.

Scenarios New FPP customer New Open customer Add seats Renew seats Microsoft Office 4/2/2017 Scenarios New FPP customer New Open customer Add seats Renew seats Add Partner of Record (POR) We will cover the following 4 scenarios in the redemption experience: New O365 FPP Customer – O365 Small Business Premium New O365 Open Customer – O365 Midsize Business Common Scenarios across both products: Add & Renew Adding Partner of Record © 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.

New Customer: Small Business Premium 1

Office 365 Small Business Premium (SBP) Microsoft Office Office 365 Small Business Premium (SBP) 4/2/2017 Overview of Small Business Premium customer & how they buy. Amanda, a small business owner, buys Office 365 Small Business Premium from a VAR, SMB Reseller or Retailer. © 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.

The Office 365 FPP purchase experience Microsoft Office 4/2/2017 The Office 365 FPP purchase experience Purchase Partner purchases Product Key via FPP Acquire End customer purchases Product Key from Partner Redeem End customer redeems Product Key on office.com/setup365 The customer experience will be slightly different between the Office 365 Open / FPP sales motions. The Office 365 FPP is an end customer centric motion with physical inventory going thru the FPP pricelist. Office 365 FPP provide a physical inventory product where retailer, distributor and OEM partners will purchase physical inventory from Microsoft via FPP pricelists. The customer would then purchase Small Business Premium via physical FPP box, Product Key Card or POSA card as they buy Office 2010 at retail store or OEMs today. Customer can then redeem product key on Office.com. On Office.com customer would enter the PIN, setup an Office 365 account, sign the Online services agreement, setup the service, and download Office. The subscription service end date is set at redemption not at purchase. Office 365 FPP will be sold in 1 user / 12 month subscription increments. Customers can purchase multiple cards and apply to a single account for multiple users. Product Keys can be used for new accounts, additional seats, and renewals. © 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.

Partner purchases from Microsoft Microsoft Office 4/2/2017 Partner purchases from Microsoft FPP price list Partner purchases Product Key via FPP FPP ESD POSA Direct Partner or Distributor buys product from Microsoft. Small Business Premium is available in FPP, POSA, or ESD formats. PURCHASE © 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.

Customer purchase from partner Microsoft Office 4/2/2017 Customer purchase from partner End customer purchases Product Key from Partner End customer purchases product (FPP, POSA, or ESD) product from partner and gets a unique 5x5 key good for 1 user / 12 month subscription. 98765-98765-98765-98765-98765 ACQUIRE © 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.

Redeem 1 2 3 4 5 New SBP customer – Add 2 users Microsoft Office 4/2/2017 Redeem New SBP customer – Add 2 users Begin redemption at www.office.com/setup365 1 Enter Product Key 2 Create Office 365 account 3 Screen is not final. Builds will change. A screen details the process that the customer begins. It details the separate product key required per user (M will have a single product key in bundles), the 1st user becomes the default user, & users need to be added before they can download office. The steps for redemption are as follows: Navigate to Office.com/setup365 Enter Product Key / Keys Create an Office 365 Account Assign licenses to users if entering more than 1 product key Setup services and\or download Office Small Business Premium Subscription User license assignment 4 5 Admin setup / Office install Experience not final. Screens subject to change Experience not final. Screens subject to change © 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.

New Customer: Midsize Business 2

Office 365 Midsize Business (M) Microsoft Office Office 365 Midsize Business (M) 4/2/2017 Victor is a IT consultant at Montero Managed Services with a large base of SMB customers. He sells Office 365 Midsize Business plus his managed services to Fabrikam Inc. Overview of Midsize Business VAR Partner & a midsize business customer. © 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.

The Office 365 Open purchase experience Microsoft Office 4/2/2017 The Office 365 Open purchase experience Purchase Partner purchases from distributor Acquire Partner retrieves digital Product Key through VLSC Redeem Partner redeems Product Key on office.com/setup365 The Office 365 Open experience is sold via Microsoft’s Open License program with partner/reseller and distributor as the main motion. Office 365 Open leverages Open volume licensing system. Customer would order Office 365 with reseller/VAR. Reseller/VAR would then order thru Open price list via distributors. Reseller/VAR would then receive confirmation mail from Volume licensing center with an welcome mail to retrieve 5x5 product key code. This is a similar process to Office product key code delivery process today. Partner would then enter 5x5 product key code on Office.com/setup365. Office 365 Open is sold in 1 year increments with 5, 10, 25, 50 user bundles. Customers can purchase multiple bundles and combine them up to 300 users. Product Keys can be used for new accounts, additional seats, and renewals. © 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.

Partner orders product key Microsoft Office 4/2/2017 Partner orders product key Customer orders from Partner Disti orders from Open Price List Customer agrees to buy Midsize business from partner. Partner buys from Office 365 Midsize Businesss offer from Distributor. Distributor buys product from Microsoft. Partner orders Product Key from Disti via Open © 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.

Partner retrieves Product Key Microsoft Office 4/2/2017 Partner retrieves Product Key Microsoft sends welcome email Customer signs agreement & Partner retrieves Product Key from VLSC Midsize Business Office 365 Customer and partner receives notification email from Microsoft, customer signs VLSC agreement, partner obtains 5x5 digital product key and follows link to redeem on office.com/setup365. Partner and Customer Microsoft © 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.

Redeem 1 2 3 4 M New customer – Add 15 users Microsoft Office 4/2/2017 Redeem M New customer – Add 15 users Begin redemption at www.office.com/setup365 1 Enter Product Key M Product Key from VLSC portal 2 Create Office 365 account 3 Screen is not final. Builds will change. Customer navigates to “www.office.com/setup365” This is the same 1st screen regardless of what Sku is purchased. A screen details the process that the customer begins. It details the separate product key required per user (M will have a single product key in bundles), the 1st user becomes the default administrator, & users need to be added before they can download office. The steps for redemption are as follows: Retrieve Product Keys from Volume License Service Center Navigate to Office.com/setup365 Enter Product Key / Keys Create an Office 365 Account Administer the service – Add users, download office, customize the service Admin setup 4 © 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.

Existing Open/FPP Customer add seats midterm 3 Existing Open/FPP Customer add seats midterm

Experience not final. Screens subject to change Microsoft Office 4/2/2017 Add seats Open/FPP – Add 1 user http://www.office.com/365 Manage & purchase licenses 1 Enter Product Key 2 Screen is not final. Builds will change. To add a user, the person must be an administrator and logged into Office 365. Steps to add users are: Login to portal.microsoftonline.com as an Admin Click on the “Manage & purchase license” under licenses Click Add on your Midsize Business or Small Business Subscription Enter Product Key to redeem user. Assign License Experience not final. Screens subject to change © 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.

Existing Open/FPP Customer renew users 4 Existing Open/FPP Customer renew users

Renew seats 1 2 Open/FPP - Renew all users Manage & purchase licenses Microsoft Office 4/2/2017 Renew seats Open/FPP - Renew all users http://www.office.com/365 Manage & purchase licenses 1 Enter Product Key 2 Screen is not final. Builds will change. To add a user, the person must be an administrator and logged into Office 365. Steps to renew users are: Login to portal.microsoftonline.com as an Admin Click on the “Manage & purchase license” under licenses Click Renew on your Midsize Business or Small Business Subscription Enter Product Keys equal to the number of license you wish to Renew for another 12 months. © 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.

5 Add Partner of Record

Experience not final. Screens subject to change Microsoft Office 4/2/2017 Add Partner of Record Add Partner of Record http://www.office.com/365 Manage & purchase licenses 1 Welcome to Office 365 Midsize Business! Partner of Record (POR) is critical element of renewal lifecycle. Being labeled as POR enables partners to be CC’d on all Office 365 renewal correspondence to end-customer, see customer subscriptions in the Partner Dashboard (partnerdashboard.microsoft.com) , and get Advisor fee credit if customers adds Direct credit card subscriptions. Experience not final. Screens subject to change © 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.

Add Partner of Record 1 Add Partner of Record Manage & purchase Microsoft Office 4/2/2017 Add Partner of Record Add Partner of Record http://www.office.com/365 Manage & purchase licenses 1 Office 365 Midsize Business $15.00 Partner of Record is available to be added to Small Business, Midsize Business, Enterprise or Standalone subscriptions. Steps to add POR are: Login to portal.microsoftonline.com as an Admin Click on the “Manage & purchase license” under licenses Click on your subscription. In this case, “Office 365 Midsize Business” Click on Add under Partner section Enter your MOSPA partner #. Click OK. © 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.

Add Partner of Record 1 1 2 Add Partner of Record Microsoft Office 4/2/2017 Add Partner of Record Office 365 Small Business Premium http://www.office.com/365 Microsoft Office 365 Midsize Business $15.00 $225.00 Add Partner of Record Manage & purchase licenses 1 Manage & purchase licenses 1 Microsoft Office 365 Midsize Business $15.00 $225.00 Add Partner of Record 2 To the right side, there is the partner section. Customer / Partner should click “add” to begin POR add process. Steps to add POR are: Login to portal.microsoftonline.com as an Admin Click on the “Manage & purchase license” under licenses Click on your subscription. In this case, “Office 365 Midsize Business” Click on Add under Partner section Enter your MOSPA partner #. Click OK. © 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.

Add Partner of Record 1 2 Add Partner of Record Microsoft Office 4/2/2017 Add Partner of Record Office 365 Small Business Premium http://www.office.com/365 Microsoft Office 365 Midsize Business $15.00 $225.00 Montero Manage Services Add Partner of Record Add Partner of Record 2 Manage & purchase licenses 1 3647831 Enter Microsoft Partner ID #. You must be a registered MOSPA partner to get ID. Checkout microsoftcloudpartner.com to become a MOSPA partner. Steps to add POR are: Login to portal.microsoftonline.com as an Admin Click on the “Manage & purchase license” under licenses Click on your subscription. In this case, “Office 365 Midsize Business” Click on Add under Partner section Enter your MOSPA partner #. Click OK. © 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.

Add Partner of Record 1 2 Add Partner of Record Microsoft Office 4/2/2017 Add Partner of Record Office 365 Small Business Premium http://www.office.com/365 Microsoft Office 365 Midsize Business $15.00 $225.00 Add Partner of Record Add Partner of Record 2 Manage & purchase licenses 1 Microsoft Office 365 Midsize Business $15.00 $225.00 Montero Managed Services After POR is successfully attached, the partner’s name will appear under the partner information section. Steps to add POR are: Login to portal.microsoftonline.com as an Admin Click on the “Manage & purchase license” under licenses Click on your subscription. In this case, “Office 365 Midsize Business” Click on Add under Partner section Enter your MOSPA partner #. Click OK. © 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.

Renewal & business rules

Microsoft Office 4/2/2017 3 Options for Renewal 1 Customer buys new product key from Open / FPP and redeems online 2 Advisor sends customer order via MOCP, customer pays directly 3 Customer purchases seats directly on MOSP There are 3 options for renewal. Renewal motions #2 & #3 exist today via the MOSPA program and online service portal. Renewal motion #1 is New and is the hero motion for Office 365 Open & FPP programs. © 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.

Product Key business rules Microsoft Office 4/2/2017 Product Key business rules business policy A subscription cannot have more than two years of service outstanding. No cancellation or refund. Service continues until end-date. Product Key subscriptions will receive SLA credit via end-date extension. Office 365 Open/FPP will only be available for countries with direct purchases partner experience Must be listed as POR to receive notifications & fees on direct purchase. Advisor fees are not paid for Product Key purchases. Enabling Office 365 sale via partners required the creation of new business policies to accommodate this new business model. subscription management Users added midterm will result in a single new end-date for all users. The number of users renewed will be made effective immediately Grace period and data retention policies will be consistent with direct purchases Customers can utilize Credit Cards and Product Keys on the same account. © 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’s next? Become familiar with Microsoft Open & FPP programs Microsoft Office 4/2/2017 What’s next? Users Become familiar with Microsoft Open & FPP programs Look for Small Business Premium & Midsize Business on Q1 CY2013 Open & FPP pricelists Devices Review Office 365 Open & FPP purchase guide published in Q1 CY2013 A purchase guide for Open / FPP program will be available in Q1 CY2013. This program guide will contain the complete new user redemption & setup experience, how to add users via Product Keys, how to renew Product Key subscriptions, and the relevant business rules. © 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.

4/2/2017 © 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. 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. © 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.