2. The SMB Cloud Opportunity: Office365, CRM Online, Azure, EMS and Windows

4. Cloud opportunity… SMBs account for 90% of the world’s businesses 25% of SMBs will replace on-premise capabilities with Cloud IT this year 50K+ New small businesses subscribed to Office 365 every month for the past 25 months. 1,000+ Resellers already transact CRM Online in CSP or OPEN 350M+ Windows 10 devices (over 1/3 rd of the way towards our goal of 1 billion) +40% Azure revenue currently from startups and ISVs. …and momentum Source: ISO.org

5. Selling cloud services @ scale in SMB Connect Insights Build Usage CAPTURE WHITESPACE UPSELL SOLUTIONS

6. Priority Win new customers and show legacy customers the opportunities Office 365 creates for them Opportunity Use CSP to create the right differentiated value for each customer Key Action Learn how with Drumbeat Resources Drumbeat Priority Drive customer value and satisfaction Opportunity Sell like your life[time value] depended on it! Key Action Ensure every deal has a success plan to drive rapid usage beyond mail and Office Resources Fast Track Priority Make Office 365 the foundation for your customers’ competitive success Opportunity Be the expert in industry and horizontal solutions that are better with Office 365 Key Action Attach Azure, CRM, Dynamics and ISV solutions to meet customer needs Resources Better with Office Connect Insights Drive Adoption

7. Priority Focus on Office 365 customers with more than 20% seats Opportunity Over 80% of these customers are willing to invest Key Action Upsell to Opportunity Management Resources Microsoft Dynamics CRM Online SureStep Priority Deploy with a packaged solution – fixed price Opportunity Take one of third-party solutions Key Action Take advantage of internal use rights Resources Catalogue of packaged deployment solutions Priority Add NAV Solutions to your portfolio Opportunity Financials and vertical solutions based on Azure Key Action Connect with a NAV partner Resources Microsoft Dynamics NAV Connect Insights Drive Adoption

8. Priority EMS | Focus on Customers > 20 seats Azure | Focus on Customers with, or ready to move off, on-prem servers Opportunity EMS | Security is a top concern for all customers especially those using SaaS Azure | Disaster recovery, SMBs struggle with costs of existing backup solutions Key Action Leverage the Azure SureStep resources Priority Sales are important but deployment is paramount Key Action Understand, learn, and pitch the value proposition Develop skills to manage customers Priority Additional workloads are key to driving ARPC Opportunity EMS | Start with one service, then deploy the other Azure | Deploy additional service back-up  disaster recovery  VMs Key Action Monitor customers’ usage and look for opportunities to upsell Connect Insights Drive Adoption

9. Introducing: Windows 10 Enterprise E3 for the Cloud Solution Provider program

10. Windows 10 Enterprise Edition Current Branch (CB) or Current Branch for Business (CBB) 5 device installs per user 1 seat minimum, no seat limit $7 per user, per month Alignment with Office 365 plans Rollback to Pro functionality when subscription lapses (90 day grace)

11. Priority NEW SMB customer opportunity with Windows 10 Enterprise E3 for CSP Opportunity Enterprise grade security & control for SMBs, without enterprise grade pricing Key Action Focus on SMBs that deal with sensitive customer data, operate in regulated industries, or develop in-house IP (~30% of SMBs in DMs) Resources MPN Drumbeat Priority Accelerate deployments and adoption of the most secure edition of Windows ever Opportunity Seamless deployment from Windows 10 Pro Anniversary Update via AAD sign-in Key Action High usage scenarios: secure the device, secure the data, secure the ID Resources MPN MPN Drumbeat Priority Build “full stack” managed IT solutions delivered via CSP Opportunity Increased margin and profitability Frictionless O365 and EMS attach (and vice versa) Key Action Employ outsourced IT managed by experts, customized device strategy, and flexibility so your customers can grow Resources MPN MPN Drumbeat Connect Insights Drive Adoption

12. Aka.ms/MPN-Cloud-SureStep