Goals and objectives To be able to develop a winning sales plan Understand how Google approaches your customers Effectively position Microsoft versus Google Stall Google’s sale: accelerate yours React to Google’s presence within your customers Reduce the risk of Google penetrating your accounts

Organize the world‘s information and make it universally accessible and useful. We provide a variety of services and tools for advertisers of all sizes, from simple text ads to display and mobile advertising, and to publishers, whether small or large. Revenue: $23.6b (2009), $29.3b (2010), $37.9b.(2011), $21.3 (H1 2012) Google Ad Revenue - $36.5b (2011), of which Google Sites: $26.1b, 69% of total revenues Google Network: Google’s partner sites (AdSense) $10.3b, 27% of total Other: $1.4b (2011), 4 percent includes Enterprise, Enterprise include Google Apps Help people and businesses throughout the world realize their full potential. Our customers use our software to find creative solutions to business problems, develop breakthrough ideas, and stay connected to what's most important to them Revenue: $58.4b (2009), $62.4b (2010), $69.9b (2011), $74.3b (2012) Windows/Windows Live: $18.3b, 26 percent total Microsoft Business Division: $23.9b, 32percent total Server & Tools: $18.6b, 25 percent total Entertainment & Devices: $9.5b, 13 percent total Online Services: $2.9b, 4 percent includes Search

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Google Sites A DMIN C ONTROL P ANEL Google Docs Gmail G OOGLE A PPS F OR B USINESS Target: Any size 25GB 25GB storage 99.9% 99.9% uptime SLA Ad-Free Ad-Free 3 rd party 3 rd party services and add- ons 24/7 24/7 phone support Extensibility APIs Google Talk Google Calendar Google Video M ESSAGING C OLLABORATION G OOGLE A PPS Target: Target: <10 users 25GB 25GB storage Ads Ads in Gmail Online support only Online support only No No Google Video No No Google Groups No No Google Vault Not covered by the SLA Not covered by the SLA $50/user/year $0/user/year Google Drive Google Groups Google Vault* Google Contacts * Google Vault is only available as an additional cost add-on, and only available with Google Apps for Business and Google Apps for EDU G OOGLE A PPS FOR E DUCATION Target: Education 25GB 25GB storage 99.9% 99.9% uptime SLA Ad-Free Ad-Free 24/7 24/7 phone support Extensibility APIs More storage More storage for Google Sites and Video than GAFB G OOGLE A PPS FOR G OVT Target: US Federal, State & Local FISMA certification FISMA certification Gmail data segregation Gmail data segregation Ad-Free Ad-Free $0/user/year $50/user/year G OOGLE A PPS FOR N ON - P ROFIT Target: US NFP 501(c)(3) Free for <3000 users (EDU) Free for <3000 users (EDU) 40% discount >3000 users 40% discount >3000 users Ad-Free Ad-Free US only US only $30/user/year

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Microsoft just wants to sell the Office client Roche, BBVA, Costco, etc. have gone Google! Google has a simple solution for all your users Users want an easy way to collaborate on documents Innovation is not installed! Google will locate data close to your users globally Cloud should be highly affordable! Google will give you flexible payment options.

What: A file storage and sync service announced April 2012 extension of Google Docs 5GB free storage “10million users in 10 weeks” “make living in the cloud easy” Chrome, Firefox, Safari IE (N-2) Windows XP, Vista & 7 Mac OSX 10.6 & 10.7 Linux – “Google Drive isn't currently available for the Linux operating system” Android 2.1+, iOS 3.0+ What it means: 5gb free vs. 1gb in Doc’s Free Opt-in upgrade from Doc’s New/Different views & navigation Centralized storage purchasing Assigned per user.20¢ GB to.08¢ GB/month Chrome add-in required for offline* View only in iOS

What:  Google Enterprise addition 28 March 2012  eDiscovery, archiving and legal hold for:  Gmail  “on the record” chats  Define retention policies  Run reports on user activity and actions in the archive.  $5/user/month  Part of GAFB control panel  Pain points addressed  Instant-on integrated deployment  No data duplication– uses native data store  Eliminates Postini headaches  Adds Enterprise credibility to GAFB What it means:  A confusing story  Does not yet replace Postini  Does not work with anything but Gmail/Chat  Is not cheaper than Postini ($33/u/y vs. $60/u/y)  Different storage architecture than Postini  No clear roadmap on either product  We already have Postini winbacks  Leverage our integrated story  Wave 15  Roadmaps  Win on price & capabilities! Exchange Plan 2 or stand-alone archiving

Maintain We both do well Attack We do uniquely well Point of Differentiation Defend Competition does uniquely well Point of deficiency for us Explore We are both weak

Google Apps for Business: videos Video to watch now latest Google Apps Intro Video Google Apps Videos to watch later

Maintain We both do well Attack We do uniquely well Point of Differentiation Counter Competition does well Change the criteria Explore We are both weak

Getting Started Microsoft’s Strengths