2. Office 365 Open scenarios Moving customers to the cloud For Microsoft partner use January 2014 Volume Licensing

3. New customer guidance 3 Recommended guidance Purchase Office 365 through Open License or Open Value (non-organization wide) New customer No current license Licensing guidance Open License is a flexible and easy to use option for small and medium sized business customers to move to the cloud Put all of your customer’s IT spend onto a single bill Customers are able to purchase as they normally do while continuing to work with their partner of choice, no credit card required Easily plan for and manage your customer’s budget by purchasing a year subscription at a time Note : the Open program 5 license minimum order requirement has been waived for Office 365 Licensing scenario 3

4. Existing Open License customer guidance 4 Midterm customer guidance Purchase Office 365 through Open License Licensing position Open License Licensing guidance Midterm customers with an existing Open License can purchase Office 365 anytime Renewal customers with expiring SA can purchase Office 365 through Open License. Guidance is for partner supported renewals due to increased customer satisfaction and retention rate Office 365 subscription purchase may not necessarily be coterminous with Open License end date Currently, there is no licensing migration offer for Open License or Open License + Software Assurance (SA) customers Purchase Office 365 through Open License Renewal customer guidance Licensing scenario 4

5. Existing Open Value (non-organization wide) customer guidance 5 Midterm customer guidance Purchase Office 365 through existing Open Value agreement Licensing position Open Value (non-organization wide) Licensing guidance Customers can purchase Office 365 or purchase additional seats anytime. Note: Add-on SKUs are not applicable for non-organization wide customers Midterm customers with an existing Open Value agreement can purchase Office 365 anytime. Currently, there is no migration offer for Open Value customers At renewal, partner is strongly recommended to assess customer’s future needs and remove potential redundant coverage including SA or CAL. Note: Windows Server CAL is not a component of Office 365 Renew Open Value and purchase Office 365 If customer already has Office 365, renew Office 365 and renew SA for products and services not covered by the Office 365 subscription Renewal customer guidance Licensing scenario 5

6. Existing Open Value (organization wide) customer guidance 6 Purchase Office 365 Add-on SKUs Licensing position Open Value (organization wide) Licensing guidance Midterm customers can purchase Office 365 Add-on SKUs at a discounted price and in any quantity that is appropriate for their existing commitment Expiring Open Value (organization wide) customers are recommended to renew through Open Value (non-organization wide), which will provide more customer flexibility Renew through Open Value (organization wide) if customer values organizational wide SA+ price benefit Renewal customer guidance Options for alternative customer revnewal scenarios Licensing scenario Renew through Open License if customer needs full licensing flexibility Renew through Open Value (non-organization wide) 6 Midterm customer guidance

7. Open Value Subscription customer guidance 7 Purchase Office 365 Add-on SKUs Licensing position Open Value Subscription Licensing guidance Midterm customers can purchase a licensing position appropriate Office 365 Add-on SKUs at a discounted price Expiring Open Value Subscription customers are recommended to determine what on-premises products to keep and the velocity in which to move those products to the cloud. See additional information in the speaker notes. Open Value Subscription customers cannot renew SA solely in Open License. License + SA must be purchased If customer renews through Open Value Subscription and purchases Office 365, partner should assess which specific CALs should be purchased from Open License to maintain proper license coverage Renewal customer guidance Licensing scenario Renew through Open License if customer needs full licensing flexibility Renew through Open Value (non-organization wide) Renew through Open Value Subscription if customer values subscription to Windows/CAL enterprise products and other additional subscription products 7 Midterm customer guidance

8. 8 Resources Additional information and resources on Open programs and guidance is available. Learn more at: Licensing on MPNLicensing on MPN

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