1. SECURE PRODUCTIVE ENTERPRISE LICENSING
Microsoft Office365
10/1/2017
SECURE PRODUCTIVE ENTERPRISE
LICENSING
© 2012 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 presentation. 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.

2. Empower your employees
Protect your organization, data and people
Trust
Create a productive workplace to embrace diverse workstyles
Collaboration
Enable your people to get things done anywhere
Mobility
Provide insights to drive better business decisions
Intelligence
Microsoft Secure Productive Enterprise
Enterprise Mobility & Security
Windows 10 Enterprise

3. Office 365 Enterprise capabilities
APPS
Cloud Productivity & Mobility
SERVICES
Rich Communication and Collaboration
SECURITY
Advanced Enterprise Protection
ANALYTICS
Insights for Everyone
VOICE
Complete Cloud Communication
Office Pro Plus:
Office apps on up to 5 PCs & Macs
Mobile Office Apps:
Office Apps for Tablet & Smartphones
Exchange : Business-class & Calendar
OneDrive: Cloud Storage and file sharing
SharePoint: Team sites & internal portals
Skype for Business: Online Meetings, IM, video chat
Microsoft Teams: Chat-based Collaboration
Yammer: Private social networking
Advanced Threat Protection: Zero-day threat and malware protection
Advanced Security Management: Enhanced visibility and control
Threat Intelligence: Actionable insights to global attack threats
Advanced Compliance: Identifying the relevant data quickly and enhanced customer data access controls.
Power BI Pro: Live business analytics and visualization
Delve Analytics: Individual and team effectiveness
PSTN Conferencing: Worldwide dial-in for your online meetings
Cloud PBX: Business phone system in the cloud
PSTN Calling: Cost effective cloud based dial tone (add-on)
Office 365 E3
Office 365 E5

4. Enterprise Mobility & Security capabilities
Microsoft Advanced Threat Analytics
Identify suspicious activities & advanced attacks on premises.
Microsoft
Cloud App Security
Bring enterprise-grade visibility, control, and protection to your cloud applications.
Identity Driven Security
Azure Information Protection Premium P1
Encryption for all files and storage locations. Cloud based file tracking
Existing Azure RMS capabilities
Information Protection
Azure Information Protection Premium P2
Intelligent classification, & encryption for files shared inside & outside your organization
Secure Islands acquisition
Identity and access management
Azure Active Directory
Premium P1
Single sign-on to cloud and on-premises applications. Basic conditional access security
Premium P2
Advanced risk based identity protection with alerts, analysis, & remediation.
Microsoft
Intune
Mobile device and app management to protect corporate apps and data on any device.
Managed Mobile Productivity
EMS E3
EMS E5

5. Windows 10 Enterprise capabilities
The most trusted platform
More productive
More personal
The most versatile devices
Enterprise Data Protection
Prevent accidental leaks by separating personal and business data
Windows Hello for Business
Enterprise grade biometric and companion device login
Credential Guard
Protects user access tokens in a hardware-isolated container
AppLocker
Block unwanted and inappropriate apps from running
Device Guard
Device locked down to only run fully trusted apps
Azure Active Directory Join
Streamline IT process by harnessing the power of the cloud
MDM enablement
Manage all of your devices with the simplicity of MDM
Windows Store for Business, Private Catalog
Create a curated store experience for employee self-service
Application Virtualization (App-V)
Simplify app delivery and management
Cortana Management
Create, personalize, and manage Cortana profiles through Azure Active Directory
User Experience Virtualization (UX-V)
OS and app settings synchronized across Windows instances
Granular UX Control
Enterprise control over user experience
Windows 10 for Industry Devices
Turn any inexpensive, off-the-shelf device, into an embedded, handheld, or kiosk experience
Windows 10 Enterprise E3
Windows 10 Enterprise E5
Advanced Threat Protection
Behavior-based, attack detection
Built-in threat intelligence
Forensic investigation and mitigation
Built into Windows

6. INTRODUCING SECURE PRODUCTIVE ENTERPRISE E5
Office 365 E3 +
Cloud UC
Personal and Org Analytics
Advanced Security & Compliance
On-Prem Capable*
Office 365 E5
Address the sizeable security market opportunity and enable a cohesive premium selling motion
SECURE PRODUCTIVE ENTERPRISE E5
Windows 10 Enterprise E5
EMS E5
Windows 10 Enterprise +
Windows Defender ATP
EMS E3 +
Cloud App Security
Premium P2
Information Protection P2 (“Samos”)
*New per user on-prem (productivity servers plus office professional plus) rights with both Secure Productive Enterprise E3 (formally ECS) and the new Secure Productive Enterprise E5

7. SECURE PRODUCTIVE ENTERPRISE SKU PLANS OVERVIEW
Microsoft Envision 2016
10/1/ :04 PM
SECURE PRODUCTIVE ENTERPRISE SKU PLANS OVERVIEW
SECURE PRODUCTIVE ENTERPRISE SKU PLANS
Office 365 E3
$20/user/
month
Office 365 E5
$35/user/
SPE E3*
$32/user/
Month
SPE E5*
$57/user/month
Authoring
Word, Excel, PowerPoint, OneNote, Access X
Sites & Content management
SharePoint, OneDrive
Mail And Social
Outlook, Exchange, Yammer
Meetings, Collaboration
& Voice
Skype for Business & Microsoft Teams, StaffHub
PSTN Conferencing, Cloud PBX
Apps & Device Management
Microsoft InTune, Azure Active Directory Premium P1
Windows Store for Business, Microsoft Desktop Optimization Package, VDA
Security & Compliance
Office 365: Encryption, Data Loss Protection, Rights Management
Windows: Enterprise Data Protection, Windows Hello, Credential Guard, Device Guard, App Locker
EMS: Microsoft Advanced Threat Analytics, Azure Information Protection P1
Office 365: Advanced Threat Protection, Advanced Security Management, Threat Intelligence, Advanced Compliance
Windows: Windows Defender Advanced Threat Protection
EMS: Azure Active Directory Premium P2, Microsoft Cloud App Security, Azure Information Protection P2
Analytics
Power BI, Delve Analytics, Personal and Org Analytics
*Productivity Server Rights – SharePoint, Exchange and Skype for Business productivity server rights for ALL SPE customers (Hybrid Rights unavailable in CSP Channel).
*Office Professional Plus – One copy of Office Professional Plus for each copy of From SA Full USL SPE purchased; enabled for the duration of their subscription and downgrade rights included.
Pricing is No Level – Final pricing may vary due to rounding and geo location
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Additional Hybrid Benefits for SPE Customers
HYBRID RIGHTS
FUSL & Step Up Licenses
From SA FUSL
Productivity Servers
Unlimited Server Installs
Access only for SPE Licensed Users
Customer Dedicated Hardware Server Deployments Only X
Office Professional Plus Download
One Copy of Office Professional Plus per From SA FUSL purchased
Rights to SPE for From SA users
Limited Rights to new users – up to the number of From SA FUSLs purchased (1:1 ratio)
Note: Office Professional Plus download Hybrid Rights do not include Remote Desktop Use (RDS), Roaming Rights, or transitional SA Benefits and are not available in the CSP Channel.
HYBRID CHANNEL AVAILABILITY
EA Direct, EA Indirect
All Productivity Server and Desktop Rights
MPSA
Productivity Server Rights
Office Desktop Rights ONLY for users coming from Active SA
CSP
Not On Premises Capable – Cloud only rights

9. Q. A. Q. A. Q. A. HYBRID STRATEGY QUIZ
Why do From SA Customers receive the Office Professional Plus while new SPE Customers do not? A.
This benefit is meant to ease the transition of our committed SA Customers to Cloud, rather than create a gateway for Cloud customers to remain On-Prem with Office. Q.
For Enterprise customers who would like hybrid rights but are not ready to fully move to the cloud, is SPE the best option? A.
SPE is a Cloud first motion and meant for Cloud first customers. SPE USLs would not be the recommended product in this case but the SPE Add- on should be considered as an option.
What if my customer has a mixed environment of some From SA SPE USLs and some SPE FUSLs – can everyone get the Office Professional Plus? Q. A.
Potentially. Copies of Office Professional Plus are available to FUSL users up to a 1:1 ratio of From SA USLs purchased.
Eg. You purchase 500 From SA USLs and 500 FUSLs – in this case all users could receive a copy of Office Professional Plus.

10. Q. A. Q. A. Q. A. Q. A. HYBRID STRATEGY QUIZ
Can customers with Office 365 E3, EMS and Windows purchased get the hybrid rights even though they haven’t purchased the SPE bundle?
Yes, any customer paying for the components of SPE will be entitled to the SPE Rights. Q.
If a customer currently has ECS and is paying for Productivity Server Licenses, what happens when they become a SPE E3 customer? A.
They will inherit the Productivity Server Rights as a SPE benefit and may discontinue the purchase of new server licenses. Q. A.
Do the On-Premise capable rights include Downgrade Rights?
Yes, users may install and use the latest or previous version of software. Q. A.
How can a customer license SPE for a user whose primary work device is a MAC?
1) If it is their first time licensing Windows in an EA, Mac is a QoS, but going forward they must purchase new devices with Windows Pro
2) License Pro Upgrade via MPSA
3) Componentize with VDA (w/ platform pricing) and apply 5% manual discounts to the O365 and EMS components

11. Included Dial Out Countries Pay as You Go Dial Out Countries
10/1/2017
PSTN SERVICES AVAILABILITY
Available for Commercial, EDU, Government1, and Non-Profit
PSTN Conferencing
Licensing Platform
Sell-To Countries
Included Dial Out Countries
Pay as You Go Dial Out Countries
EA Direct
EA Indirect
MOSP
CSP
EES/School
MPSA
Open4
Australia
Hungary
Russia
Austria
Ireland
Singapore
Belgium
Italy
Slovak Republic
Brazil2
Japan
Slovenia
Bulgaria
Luxembourg
South Africa
Canada
Malaysia
South Korea
Croatia2
Mexico
Spain
Czech Republic
Netherlands
Sweden
Denmark
New Zealand
Switzerland
Estonia
Norway
Taiwan
Finland
Poland
Thailand
France
Portugal
United Kingdom
Germany
Puerto Rico5
United States
Greece
Romania
Argentina
Jordan
Trinidad and Tobago
Bosnia & Herzegovina
Kenya
Latvia
Turkey
Chile
Lithuania
UAE3
Colombia
Malta
Ukraine
Costa Rica
Monaco
Uruguay
Cyprus
Panama
Venezuela3
Dominican Republic
Paraguay
Vietnam
Peru
Ecuador
Philippines
Egypt
Qatar
Indonesia3
Serbia
Israel
Sri Lanka
For Provisioning and Dial In Availability by Market visit the PSTN Conferencing Support page
For language availability visit the Skype for Business International Availability page
CSP
EES/School
MPSA
EA Direct
EA Indirect
MOSP
PSTN Calling
Puerto Rico5
United States
France
United Kingdom
Spain
For more details on PSTN Services, see the Skype for Business PSTN Services Overview deck
PSTN Consumption
EA Direct MOSP
EA Indirect EES/School
Available in all PSTN Conferencing Sell-To countries except: Brazil, Russia, South Korea, Taiwan
1Conferencing is launching as standalone on 9/1/ Full E5 still unavailable.
5 All PSTN services, including E5 Single SKU unavailable in Web Direct on 9/1/16. PSTN
2 EA Direct channel unavailable in Brazil & Croatia
Calling in VL EA/EES Direct/Indirect only.
3 No toll free dial-in access numbers in Venezuela, Indonesia & UAE
4 Open includes OLP, OV, OVS, and OVS-ES
© 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 presentation. 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.

12. SPE SAVES CUSTOMERS COSTS
Data Classification
Server Security
Endpoint Protection
$124+
PER USER FROM COMPETITORS
Compliance solution
Advanced Analytics
Advanced security
$65
PER USER STANDALONE
EMS Security
Windows Defender ATP
Azure Premium P2
O365 Advanced Compliance
O365 Advanced Security
O365 Advanced Threat Protection
Office 365 Analytics
The costs of O365 Analytics and Voice alone justify the incremental step up cost
Threat Intelligence
SPE E3 Step up to SPE E5
$32
SAVINGS PER USER WHEN COMPARED TO STANDALONES
Voice Competition
Office 365 Voice

13. PATHS TO SECURE PRODUCTIVE ENTERPRISE E5
Existing Customers
New Customers
SECURE PRODUCTIVE ENTERPRISE E3
STEP UP
$25
$36
$52
$57
SECURE PRODUCTIVE ENTEPRISE E5 ADD-ON
SECURE PRODUCTIVE ENTEPRISE E5 FROM-SA
E5 FULL USL
ENTERPRISE PLATFORM
All Above Pricing is No Level and final pricing may vary due to rounding and geo location
From-SA pricing is only available at anniversary or renewal

14. PATHS TO PREMIUM COMPONENTS
Office 365 E5
Enterprise Mobility+ Security E5
Windows 10 Enterprise E5
$15 $6 $5
Office 365 E3 Step-up to Office 365 E5
EMS E3 Step-up to EMS E5
Windows 10 Enterprise E3 Step-up to Windows 10 Enterprise E5
SECURE PRODUCTIVE ENTERPRISE E3
*Pricing is No Level – Final pricing may vary due to rounding and geo location

15. SCENARIO SUMMARY ↑ Current Licensing Position
End State Licensing Position
What they have
What they want
New SKUs
New Price**
LSS: Need to Know
Office E3 ↑
SPE E3
EMS E3
+ Windows E3
+$8 EMS
+ $5 Windows
Apply a 5% platform Discount to EMS,
use platform SKU for Windows
Use #1980 to add Hybrid rights.
Office E1
Office E3 Step Up
+ EMS E3
+$12 SU
ECS/SPE E3
SPE E5
SPE E5 Step up SKU
+ $25 Step Up
Component E5
Component E5 Step Up SKU
Varies
Manually add other component Step-ups to “Optional” Future Pricing Table on CPS*
Office E3 + EMS E3 + Windows E3
Device ECAL + OPP Platform
SPE E5 Add On
+$32 Add On
*Note: For any component Step-up customer wants in the future, the “Optional” Future Pricing Table must be used to price lock on CPS.
**New Price is in addition to what customers are currently paying for existing O365 SKUs that they are upgrading from

16. What is the path for existing E3 customers?
Secure Productive Enterprise E5
Step-up to Secure Productive Enterprise E5
Apply a 5% platform Discount to the components 5%
EMS E3
Secure Productive Enterprise E3
Windows E3 5%
O365 E3
Move the Customer to Secure Productive Enterprise E3
Step up from SPE E3 to Secure Productive Enterprise E5

17. What is the path for existing E1 customers?
Step-up to Secure Productive Enterprise E5
Secure Productive Enterprise E5
Apply a 5% platform Discount to the components
Secure Productive Enterprise E3 5%
EMS E3 5%
Windows E3
Step-up to O365 E3
O365 E1
Move the Customer to Secure Productive Enterprise E3
Step up from SPE E3 to Secure Productive Enterprise E5

18. What is the path for existing On-Prem customers?
SPE From SA FUSL
Secure Productive Enterprise
SPE Add On
At Renewal
Enterprise Platform

19. INTRODUCTORY SPE E5 LAUNCH PROMOTION
At launch, SPE E5 will be available up to 25% off in all channels* where it will GA!
SPE E5 SKU
NL Price** before Promo
Discount $ Amount
Promo
Price**
Effective % Discount
SPE E5 Step-up (FUSL & FSA)
$25
$6.25
$18.75
25%
SPE E5 Full USL From SA
$52
$45.75
12%
SPE E5 Full USL
$57
$50.75
11%
SPE E5 w/o PSTN Step-up (FUSL & FSA)
SPE E5 w/o PSTN Full USL From SA
SPE E5 w/o PSTN Full USL
Customers moving from Office 365 E3 position midterm will need to add components to get to SPE E3 and then utilize SPE E5 step-up SKU
500 seat minimum
Availability: October 2016 – June 30, 2017
*EA/EAS, Commercial, GOV (MT)
** Example and rounded NL pricing – exact final pricing to be available on 9/1/2016 Price List Preview

20. PSTN Services Tax Treatment
When PSTN Services are acquired through a purchase of Office 365 E5 and SPE E5, certain tax implications exist in several markets. The United States, Puerto Rico, and Canada are considered Tax Inclusive countries when billed for PSTN Services.
Taxes and regulatory fees imposed on PSTN services are more complex in the United States, Puerto Rico, and Canada.
In Tax Inclusive countries, a charge for PSTN services includes all required telecommunication taxes that apply to the sale.
Partners who sell Office 365 E5 and SPE E5 will need to break out charges on customer invoices to include the tax-exclusive Office 365 E5 components and the tax-inclusive PSTN Services component. Break out percentages are found on the next slide.
All other countries are considered Tax Exclusive and do not require special considerations when billed. In other words, PSTN Conferencing services are not taxes separately from Office 365 E5 or SPE E5.
Taxes and regulatory fees that need to be calculated and remitted include:
911 fees
Public Utility Commission Fees
License Taxes
Telecom Excise Taxes
National Contribution Regime (NCR)
Several other taxes and fees based on customer location

21. PSTN Services Tax Treatment – Invoice Breakout
Office 365 E5 and Secure Product Enterprise E5 are bundled offers that include PSTN Conferencing. There can be tax implications based on how these offers are presented on an invoice. For indirect channels, we recommend that partners contact their legal and tax departments for further assistance.
Impacted SKUs with PSTN Conferencing
% Invoice Breakout for PSTN Conferencing
EA, MPSA, and CSP
Office 365 E5 USL
5.71%
Office 365 E5 From SA
Office 365 E5 Add-Ons
Office 365 E5 Step Up from Office 365 E1
7.41%
Office 365 E5 Step Up from Office 365 E3
13.33%
Office 365 E5 Step Up from Office 365 E4
15.38%
Secure Productive Enterprise E5 (Add-on, FUSL, From SA)
3.51%
Office 365 Plan E5 w/out PBI/PBX (E5 Lite Step-up)*
20%
EDU
Office 365 EDU E5 USL
20.66%
Office 365 EDU E5 Step Up from Office 365 E1
Office 365 EDU E5 Step Up from Office 365 E3
27.57%
* Limited time promo SKU available on price list until June 30, 2017.

22. 10/1/2017
© 2015 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 presentation. 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.
© 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 presentation. 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.