1. Windows Server 2012 R2– SMB Tele Sales Guide For Microsoft and Partner Use Only Use this script to engage small and midsize businesses in a conversation about how Windows Server 2012 R2 with virtualization can help them simplify, scale, and grow cost-effectively. Customize your discussion based on the customer needs and situation. You may have heard Windows Server 2012 R2 can help simplify the way you run your business. It’s true, the right server solution can help you manage costs, boost productivity, and protect your critical business information. Virtualization is a key next step for maximizing the efficiency, availability, and security of your IT systems. I’d like to ask you a few questions to see if Windows Server 2012 R2 Standard or Datacenter could help you focus on what’s next in your business. 1 How many people currently work in your organization? How many do you expect 12-24 mo. from now? Seller, use number of employees to help determine OS edition and CAL requirements 2 What IT equipment do you use? Do you have servers? If so, how many and what operating system? If WS 2003: Windows Server 2003 reached end of support in July 2015, which means you’re no longer receiving security updates. Your business could be at risk until you upgrade. (More information available here)here If WS 2008: There are lots of improvements in Windows Server 2012 R2, including support for fluctuating workloads, innovative features and capabilities for storage, identity, networking, virtualization, and more.more 3 What you know about server virtualization? Do you have any virtual machines running now? If yes: Great! How many virtual machines do you currently have running? If no: Virtualization can help you transform your IT. Partitioning a physical server into smaller virtual servers, called virtual machines (VMs), helps maximize your server resources. Increase efficiency by running different workloads on each VM and run more software on each physical server. Gain the agility to move VMs between physical servers with no downtime or loss of data. 3 What applications are you running/do you plan to run in your server environment? Do you have anything running in the cloud? If you’re running lots of applications and haven’t yet virtualized, chances are you’re using only a fraction of your server capacity. By combining multiple workloads on the same physical hardware, you can get the most out of your server investment. 4 What precautions do you currently take against hardware failure, natural disasters, etc.? What’s your backup strategy? Protecting your company data and customer information makes smart business sense. Hardware failure is a common reason for business disruption. With failover clustering and live migration, you can minimize downtime by moving VMs between servers easily. 1 Federal Emergency Management Agency, fema.gov Hardware failure is a common reason for business disruption. With failover clustering and live migration, move VMs between servers to minimize downtime. Increase security and minimize the impact of malware by isolating different workloads in separate VMs. 40% of businesses hit by disaster never reopen. 1 Back up your virtualized environment more easily than you can with separate physical servers. Enable employees to do business from anywhere, any time, on any device. Use a single view dashboard to manage users, devices, storage, resources, and VMs. Built-in virtualization with Hyper-V, at no extra cost, lets you consolidate multiple servers and achieve maximum efficiency for a fraction of the cost of adding new hardware. OFFER Windows Server Standard OFFER Windows Server Datacenter

2. ObjectionResponse We don’t see the need to virtualize. Seventy-three percent of SMBs use or plan to use Windows Server 2012 R2 for server virtualization 1. They know that built-in virtualization means enterprise-level performance and flexibility. It also means lower costs through improved server utilization, higher availability and uptime, improved data protection, improved server and app management, and better disaster recovery and business continuity. I don’t know that we need to virtualize that much. Can I just buy something later if I need it? With Windows Server 2012 R2 Standard, you can purchase Standard Additional licenses with reassignment rights later, enabling you to reassign licenses to another server with Windows Server 2012 R2. As an alternative, you can save costs by stacking VM licenses up-front. Windows Server 2012 R2 Datacenter gives you unlimited VMs, so you can future-proof your business and expand virtualization without adding licenses. Why should I use Windows Server 2012 R2 to virtualize instead of VMware? Whether you’re virtualizing with Windows Server or VMware, you’ll need an underlying system license. Windows Server 2012 R2 includes a complete virtualization platform built-in at no additional cost. VMware charges for their virtualization software and in many cases offers less functionality than Windows Server. For example, vSphere Essentials lacks the ability to migrate VMs or virtual storage without downtime—key capabilities that enhance business continuity. It doesn’t include VM replication to provide fast recovery from a disaster. And it doesn’t include data encryption of remote servers in less secure locations. Windows Server 2012 R2 includes all of these features and more, built-in. My Windows Server solution works fine. Why should I upgrade now? Outdated servers can be expensive to maintain. Windows Server 2012 R2 helps to simplify your business with a range of centralized, easy-to-use management tools. With virtualization built-in, Windows Server 2012 R2 helps you get the most out of your server resources by combining multiple workloads on the same physical hardware. Windows Server 2012 R2 also includes new capabilities that help reduce downtime so you can focus more on business and less on IT. I already backup my data on an external hard drive. It’s easy to get real server backup started. Once you’re set up, you enjoy peace of mind with daily, automatic backup of every computer on your network and the server itself. A single dashboard lets you easily manage your users and control access to devices, storage, and programs. And with built-in disaster recovery you can minimize downtime. Plus virtualization makes it easy to backup your servers to a remote location or the cloud to stay protected in the event of fire, theft, or flood. Does Windows Server support the applications I need to run? You can run email, productivity, bookkeeping, payroll, HR, CRM, and many other business programs on Windows Server 2012 R2. Windows Server is a proven application platform, with thousands of applications already built and deployed, and a community of millions of knowledgeable and skilled developers already in place. You can deploy applications either on- premises, in the cloud, or both at once with hybrid solutions that work in both environments. Windows Server 2012 R2– SMB Tele Sales Guide For Microsoft and Partner Use Only Make immediate impact with Windows Server 2012 R2 Standard and the CALs you need for users and devices. Standard edition gives you all the same features as Datacenter, including secure file-sharing, simple management, data protection, and more. You can start small with virtualization, and then expand as needed. Support virtualization for your business apps with additional licenses (or consider Windows Server Datacenter). Add virtual machines to existing Windows Server 2012 R2 Standard license using Standard Additional license, as needed. Windows Server 2012 R2 Datacenter is ideal for a more heavily virtualized environment. With Datacenter edition, you get all the product features and unlimited instances of Windows Server with each license, enabling your virtual environment to grow as you do. Datacenter with Reassignment: Reassign your OS license to another server in the event of hardware failure, maintenance, or upgrade; enjoy the lowest TCO for your potentially demanding IT environments. Add CALs for more users and devices. 1 Spiceworks Survey: Windows Server 2012: SMB Adoption, Usage and Attitudes, May 2013.