Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Services Microsoft | EMEA Channel Partner Conference 2014 Let’s Break New Ground Together.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Office 365 Product Improvements and Updates Review the new product enhancements enjoyed by end users over the past few months Partner Opportunity with Office 365 Discuss Microsoft’s efforts to support partners as they make the shift to profitably selling the cloud Why Cloud? Why Office 365? Review the customer trends in the industry and discuss how Office 365 meets these customer needs Today’s Session

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Industry trends are driving cloud momentum Source: Forrester Research Inc., Forrsights Software Survey, Q % WORKERS REPORT USING AT LEAST ONE SELF-PURCHASED DEVICE FOR WORK. Source: Forrester Research Inc., Welcome To The Multidevice, Multiconnection World, Jan Base: 3,900 US online adults 71% BUSINESSES REQUIRE TECHNOLOGY THAT ENABLES STAFF TO WORK ANYWHERE AT ANY TIME. Source: Edge Strategies survey commissioned by Microsoft Corp., “SMB Business in the Cloud 2012,” Feb. 8, % COMPANIES LOOKING TO INCREASE AGILITY VIA THE CLOUD.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Full Office apps available offline Sign-in to Office to roam docs & settings Per user across Windows tablets, PCs & Macs Side-by-side installation with previous versions Use existing deployment tools and processes Office as a Service ProPlus

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Office 365 Product Improvements and Updates Review the new product enhancements enjoyed by end users over the past few months Partner Opportunity with Office 365 Discuss Microsoft’s efforts to support partners as they make the shift to profitably selling the cloud Why Cloud? Why Office 365? Review the customer trends in the industry and discuss how Office 365 meets these customer needs Today’s Session

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Social and collaboration Real time coauthoring and presence across Office Web Apps Improved online user experience Excel Web App New end user features for easier online spread-sheeting and improved support for Apps for Office Word Web App Improved formatting controls for richer document creation from the Web PowerPoint Web App Improved formatting and design controls for more polished presentations from the Web

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Azure AD Password Sync. Office Web Apps real-time co-authoring The New Office Improved Sharing s Office 365 Adapter Embedded Images PDFs in Word Web Apps Updated Lync mobile clients OneNote for iPhone and Android phones Q&A manager Power Map for Excel Directory Sync Max Objects Auto Increase Windows Azure Active Authentication DirSync Scoping and Filtering Exchange Online Inactive Mailboxes PDF support for SharePoint Online Lync Online Integrated Reporting Office Web Apps Update Windows Azure Active Directory Sync Tool-update Admin Add Retention policy and tag management Office 365 SSO with SAML 2.0 Identity Providers Exchange Online Address Book Policies Excel Web App update SharePoint Newsfeed App for Windows 8 Lync meeting scheduling from OWA Exchange Online Archiving add- on Rights Management Services OneNote for iPad Sample of New Product Features Delivered in 2013 SharePoint Online Platform Improvements IM mute EXO: 50 GB Mailboxes Exchange group naming policy Directory Sync Max Objects Auto Increase Office on the Web Yammer basic integration Encrypted Data Project codename “GeoFlow” preview for Excel Directory Sync Max Objects Auto Increase Office 365 Admin Mobile App SkyDrive Pro Sync for Windows Lync Online Remote PowerShell Lync mobile clients Office Mobile for iPhone & Android phones Go Daddy Integration OWA for iPhone & OWA for iPad Lync and SharePoint Service Reporting Connecting Skype & Lync SkyDrive Pro apps for Windows 8 & iOS Message Center Shared with Me 50 GB mailbox Office 365 Switch Plans SkyDrive Pro Storage increase Lync Online Q&A manager

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Secure online storage for employees

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Customer Paths to the Cloud ERP: $5/user/month Promo Price: $2.50/month ($1.50/month for SA customers) Promo available for 6 months starting April 1 st Client Document Storage Exchange OnlineOffice 365 ProPlus OneDrive for Business with Office Online Add workloads (e.g., E1) or move to full suite (E3)

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Office 365 Product Improvements and Updates Review the new product enhancements enjoyed by end users over the past few months Partner Opportunity with Office 365 Discuss Microsoft’s efforts to support partners as they make the shift to profitably selling the cloud Why Cloud? Why Office 365? Review the customer trends in the industry and discuss how Office 365 meets these customer needs Today’s Session

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Choice, Opportunity and Investments

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Office 365 Partner Opportunity 15 – 20 days per deployment Rollout Migration Governance Plan 40 – 50 days per deployment Identity Data Users Deploy 30 – 35 days per year Service Change Business Change Organization Change Manage 90 – 100 days per year Configuration App development LOB integration Build 2013 Forrester Research - A Total Economic Impact™ (TEI) Study - The Systems Integrator Opportunity For Office 365 Cloud Deployments – for an average 5000 seat deployment 2013 Forrester Research - A Total Economic Impact™ (TEI) Study - The Systems Integrator Opportunity For Office 365 Cloud Deployments – for an average 1000 seat deployment

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives $ Office 365 Partner Investments

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Create trial invitations Create purchase offers Create delegated admin requests Search for customers (by domain) Perform delegated admin tasks All previous Partner features + Streamlined customer administration View customer list on single page Improved customer search Service health dashboard for a customer Service requests for a customer Previous Partner featuresNew Partner admin center features  New features focus on making it easier and faster to view & administer customers  Previous Partner features focused on trial & purchase offers, delegated admin actions  Available to Microsoft Cloud Partners; existing cloud Partners will automatically get updates  Partners sign into their Office 365 tenant to access the Partner featuresOffice 365 tenant Extends existing Partner features in the Office 365 admin center

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Go-do: Visit Drumbeat & leverage its readiness assets Site is designed to serve as our “One-Stop Shop” for all the Office 365 sales readiness content that we create for the Enterprise This website provides the most current, up-to-date sales resources, tools, readiness events, etc. Additionally, partners can learn about the various offers that are available to facilitate the sales process

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives © 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 presentations. 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 CONFIDENTIAL – FOR PARTNER USE ONLY. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. Thank you.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Services Microsoft | EMEA Channel Partner Conference 2014 Let’s Break New Ground Together.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Working together to deliver breakthrough capabilities to improve the service experience for you our Partners, and our end customers. Big Picture

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Top opportunity areas identified for focus; Let’s Break New Ground Together in… End Customer Management Activation Process Overall Partner Experience

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Services Microsoft | EMEA Channel Partner Conference 2014 Let’s Break New Ground Together.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives 1. OLS Activation | Current Situation & Learnings Unintuitive Inability to Resend No Visibility No Reference Confusion 1.Partners want to be able to do more for their customers 2.Partners need more control 3.If not control, at least visibility end to end

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives 1. OLS Activation | Collaborative work & Implications Sign IN vs Sign UP Ability to resend Cc functionality VL Ref # Simple Activation Guidelines 1.Increased visibility 2.Reduced confusion 3.Faster activation resulting in more time to sell and grow 4.Reduced escalations resulting in potentially up to 15 hours saved per month

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Services Microsoft | EMEA Channel Partner Conference 2014 Let’s Break New Ground Together.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives 2. Customer Management | Current Situation & Learnings Time ConsumingUnintuitive Complicated Direct engagement is key enabler for working together Lack of visibility is a Sales blocker Cloud Data is a crucial component for Sales Business

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives 2. Customer Management | Collaborative work & Implications Quick Access Ability to export At-a-glance view Microsoft Online Services Partner Dashboard Estimated savings of 12 hours per month!

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Click to edit Master title style

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Services Microsoft | EMEA Channel Partner Conference 2014 Let’s Break New Ground Together.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives 3. Partner Experience | Where are we going? What we heard Purchase to Provision too long Azure too complex Readiness infrequent Multitenant error prone … What we delivered Quickstart Reservations Azure Simplification METEAOP Guidance OLS Support Matrix … What we still need to do OLS Readiness Curriculum Automation (POET) OneStopShop Pilot Activation Enhancements … IMPACT -Confusion -Frustration -Time Consuming -Credit and Rebills IMPACT -Faster Provisioning -Reduction in errors -Increased Clarity IMPACT World Class Service Experience! Did you know? Quickstart Reservations reduced provisioning time from an approx. 5days to a matter of hours? Azure simplification and METEAOP Guidance saves Partners up to 8 hours per month admin work

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives Partner Summary | Next Steps & Key Actions To Be Taken Access the new Activation Guide on the Readiness App now! Access the Dashboard now! Leverage this Saved Time for more selling! Continue to work with us by providing your Feedback Breaking New Ground Together! Microsoft Implement Activation works in progress - June 2014 Implement ability for Partners to resend activation s – early 2015 Continue to listen to Partners and drive change for a better Service Experience

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives © 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 presentations. 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 CONFIDENTIAL – FOR PARTNER USE ONLY. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. Thank you.

Microsoft | EMEA Channel Partner Conference 2014 Services Channel Incentives © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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 presentations. 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. Appendix: Readiness App Install