1. Introducing: Windows 10 Enterprise E3 for CSP

2. Simplified per-user licensing model, aligning with Office 365 and EMS
A better way for SMBs to access the latest security and control features in Windows Enterprise edition
Seamless deployment from Windows 10 Pro Anniversary Update via Azure Active Directory (AAD) sign-in
Simplified per-user licensing model, aligning with Office 365 and EMS
Designed for partner managed IT solutions delivered via CSP
Windows 10 Enterprise E3 is the latest addition to the Cloud Solution Provider program. Enterprise E3 gives small businesses access to enterprise-grade security and control capabilities through a simple, per-user, subscription licensing model that aligns with Office 365 (O365) and Enterprise Mobility Suite (EMS). Specifically designed for partner-managed IT solutions delivered through CSP, it offers a huge opportunity for you to reach new customers and provide a full-stack solution.
Windows 10 Pro and Enterprise features are now merged in RS1 – this is a BIG engineering change! It’s the first time this has ever been done. All Pro machines now have the Enterprise features sitting on the device but dormant.

3. Windows 10 Enterprise Edition Current Branch (CB) or Current Branch for Business (CBB)
No LTSB or downgrade rights
1 seat minimum, 1 year co-terminus
$7 per user, per month (list price)
Enterprise E3 for CSP offers CB and CBB feature upgrade options, but no LTSB, downgrade rights, or VDA rights.
There is only a 1 seat minimum and a 1 year commitment. The list price is $7 per user, per month. There is no seat limit and each user can get Enterprise E3 on up to 5 devices.
If a subscription lapses, it rolls back to Window 10 Pro functionality until it’s renewed. You can turn the full Enterprise feature set on or off month-to-month based on whether a subscription is active. In order to maintain device, data, and ID security, not all features are turned off when a subscription lapses. Some are put into a frozen state so that they still work but cannot be changed until the subscription is renewed.
No seat limit. 5 devices per user
Rollback to Pro functionality when subscription lapses (90-day grace)

4. Partner opportunity Simplified sales motion Seamless cloud deployment
Enterprise E3 in CSP makes it easier than ever before to sell Windows 10 Enterprise edition to SMBs and offers a huge sales opportunity for partners to reach new customers
Simplified sales motion
Per-user licensing model eliminates seat minimums and device counting
Easy add-on to your existing O365 and EMS business; no new partner sales motions required
Seamless cloud deployment
One-click configuration via MDM/GP; no labor-intensive deployments
Assignment and provisioning via AAD & CSP
SMB-friendly subscription model
Low barrier to entry with no up-front costs and low monthly payments
Reduced term commitments with flexible license re-assignment
Because Windows 10 Enterprise E3 for CSP is designed for partner-managed IT solutions, it creates a new opportunity for you to deliver enterprise-grade security and management features to a whole new category of SMBs. A simple sales motion that aligns with your current O365 and EMS business, one-click configuration, and low barriers to entry make it easy for you to reach new customers and grow your business.

5. ~30% of SMBs in developed markets
Customer Profiles
Select SMBs have extra security and management needs that make them strong candidates for Windows Enterprise E3
Access, process or store highly-sensitive customer data
Regulated industries
In-house software or IP development
~30% of SMBs in developed markets
Healthcare providers and services
Financial services
Legal services
Any service that collects PII, SSNs, credit data etc.
Biotech, medicine, healthcare (FDA, HIPPA)
Insurance, investment services (SEC, SOX)
Food processing and manufacturing (FDA)
Toys and device manufacturing (CPSIA, FCC)
Software consulting and application development
Software-as-a-Service (SaaS) providers
Online e-retailers
Certain SMBs have extra security and management needs that make them strong candidates for the upgrade to Windows 10 Enterprise E3. These four types of organizations – companies that process highly-sensitive data, operate in regulated industries, develop in-house software or IP, and/or are publicly traded or hoping to issue an IPO – have unique challenges that make them great candidates for the Windows 10 Enterprise edition.
With Windows 10 Enterprise E3 in CSP, the total addressable market (TAM) increases to 30% of SMBs in developed markets.
Any company that is publicly traded or aspires to issue an IPO
Will have dedicated IT department – either in-house or outsourced

6. “Get enterprise-grade security and control for your small business …without the enterprise-grade price”
The most secure edition of Windows
Managed by your trusted partner
With a small business price of $7
Secure your data and devices
Secure your user identities
Secure your business
Your IT managed by experts
Your own customized device strategy
You manage your business
With per user per month pricing
With pay-as-you-go subscription
With flexibility to scale as you grow
Here’s what you can tell your customers about Enterprise E3 in CSP:
Windows 10 Enterprise E3 is designed to help you save time and money with tools to better protect and manage your business now, and as you grow. It provides additional security and management options to support the specialized needs of businesses that process sensitive data, operate in regulated industries with strict compliance requirements, develop software in-house and/or are publicly traded or aspiring to issue an IPO.
If you fall into any of these categories, Windows 10 Enterprise edition benefits your business in 3 key ways:
Increased security: help make sure sensitive data, identities, and devices are protected from cybersecurity threats, give employees the freedom and flexibility to access sensitive data on a variety of devices, and help ensure employees see highly-sensitive data only on a need-to-know basis
Partner-managed IT: Small IT staff or no IT staff at all? No problem. Let us deploy, manage, and secure your devices so you can focus on more strategic priorities like growing your business.
Simplified licensing: Per-user, per-month pricing and a pay-as-you-go subscription model give you the flexibility to scale as your business needs change.
Examples of small and medium-size businesses that could benefit from the Windows 10 Enterprise edition include:
Healthcare:
Physician’s practice
Physical therapy clinic
Biotech startup
Retail:
Local drugstore chain
Financial/Professional Services:
Investment advisory firm
Legal firm
Insurance agency
Manufacturing:
Small food manufacturing company
Easy add-on to EMS or Office 365 – or as a stand-alone service

7. The most secure edition of Windows
Help prevent Pass the Hash attacks – one of the key tactics used in security breaches – with Credential Guard*, which offers additional protection for users authenticated on your network against malware running in the operating system.
Get best-in-class security and control. Safeguard your data, devices, and get greater levels of control and flexibility. We can work with you to determine how to implement these solutions in the way that best suits your business
Get extra protection to keep your devices safe from malware, untrusted apps, and executables with Device Guard*.
Help prevent the execution of unwanted and unknown applications within your network by locking down which apps and sites you want – and don’t want – to run on devices, using AppLocker management, which works with your existing infrastructure.
Credential Guard: While Windows 10 Pro features such as Microsoft Passport and Windows Hello strengthen and help protect user credentials, Credential Guard takes the next step and helps protect the user access tokens that are generated once your users have been authenticated. Credential Guard provides:
Identity protection: Credential Guard stores user access tokens within a virtualization-based security (VBS) environment running on Hyper-V technology. This helps prevent attackers from extracting the tokens from devices, even when the Windows kernel itself has been compromised. Malware running in the operating system, even with the highest privilege level, can‘t access tokens that are protected by Credential Guard.
Hardware-level security: Credential Guard uses hardware-based virtualization and Hyper-V to host Windows 10 security credentials and isolate them from malware. This helps prevent one infected virtual machine from damaging others running in the same datacenter.
Easy manageability: you can manage Credential Guard using Group Policy, Windows Management Instrumentation, a command prompt, and Windows PowerShell —environments very familiar to your IT staff.
Device Guard puts you in control of your environment—and a step ahead of malware—with rigorous access controls that help protect the Windows system core and prevent untrusted apps and executables from starting. Device Guard helps you to:
Eliminate malware: Help secure your environment and prevent untrusted apps and code from running by using the ultimate form of app control. Using virtualization-based security, the Device Guard feature in Windows 10 offers a solution more powerful than traditional app control products, providing rigorous protection from tampering and bypass.  
Get hardware-rooted app control: Device Guard uses hardware-based isolation and virtualization to protect itself and the Windows system core from vulnerability and zero-day exploits.
Only run trusted apps: Device Guard enables your IT department to decide which software vendors and apps can be trusted within your environment. IT can designate as trustworthy the right combination of apps for your organization, from internal line-of-business apps to everything from the Windows Store to apps from specific software vendors.
AppLocker management helps administrators determine which applications and files users can run on a device, also known as “whitelisting.” These include executable files, scripts, Windows Installer files, dynamic-link libraries (DLLs), packaged apps, and packaged app installers.
App-V:
Make applications available to end users without installing the applications directly on end user computers by streaming them using App-V. App-V transforms applications into centrally managed services that are never installed and don't conflict with other applications. It also helps ensure that applications are kept current with the latest security updates.
Managed User Experience:
Advanced lockdown capabilities in Windows 10 give your Internet of Things (IoT) devices an extra layer of security and provide a predictable experience for line-of-business device scenarios by allowing you to:
Protect a device from write operations: using Unified Write Filter (UWF), you can intercept all write attempts to a protected volume and redirect them to a virtual overlay instead. You can also specify any files, directories, and registry keys that should not be filtered.
Control the start screen layout and access to USB devices
Automatically boot to a Classic Windows app: using Shell Launcher in Windows 10, you can launch Classic Windows apps as a custom shell to create a dedicated device and app experience. You also gain flexibility and control by using multiple shells for different user groups.
Automatically boot to a Universal Windows app: using the Assigned Access setting, you can restrict a specific standard account to using only one Windows Store app. For example, you can restrict customers at your business to using only one app so your PC acts like a kiosk.
Simplify application management using App-V. Because applications are not installed directly on end user devices, there are no conflicts or compatibility issues to worry about and your apps stay current and protected with the latest security updates and functionality.
Optimize security by customizing and locking down the user experience on specific devices – such as kiosks – so they can only perform certain functions with Managed User Experience.
* Credential Guard and Device Guard may require specific hardware

8. Managed by your trusted Microsoft partner
Small IT staff or no IT staff at all? No problem. Let us deploy, manage, and secure your devices so you can focus on more strategic priorities – like growing your business
Windows 10 Enterprise E3 is designed to be delivered as a cloud service and managed by your trusted partner, so you can rely on us for comprehensive management and support related to implementation, users, subscription ordering, and configuration of services and devices.
Get scalable IT that grows with your business. We can manage as much or as little as you need, whether it’s just Windows 10 Enterprise E3 or all of your cloud services and support.
Save time with one single point of contact that knows and understands your business. We’ll handle the day-to-day IT tasks so you can focus on long-term initiatives.
With Windows 10 Enterprise E3, you get access to more technology – including the security and control you need – with less cost and hassle. We’ll serve as your single point of contact for all aspects of the purchase, deployment and management of devices, freeing you and your IT staff up to focus on growing your business.
We can also help you develop a strategy that uses the advanced features in Windows 10 Enterprise to provide the levels of protection and control that are ideal for your business, which could include:
Enabling a consistent, personalized, desktop experience for employees with multiple devices – making it easier to stay productive from device to device – with UE-V, which we can easily integrate into your existing infrastructure.
Making sure that all of your apps stay current and protected with the latest security updates and functionality using App-V.
Optimizing security and creating a predictable experience on specific devices that are critical to your business, such as kiosks, with Managed User Experience.
Let us help you get the most out of Windows 10 Enterprise E3. We’re experienced in Windows and cloud deployments and can work with you to develop a customized device strategy based on the specific needs and goals of your business.

9. With a small business price of $7
Take advantage of the latest security, management, and deployment features, while saving on capital expenses and lowering up front costs, with subscription-based access.
Reduce capital expenses, pay only for the number of users you need, and spend less time managing devices with a simple, flexible subscription licensing process
Eliminate the need for device counting and audits while getting a simpler, more consistent, process for managing licenses and staying compliant, with per-user licensing.
Let us quickly handle the routine tasks of onboarding new employees and re-assigning licenses from one user to another using licensing reassignment.*
Save time and hassle with a highly simplified and fast Windows 10 Enterprise upgrade. With no wipe and reload – and no reboot – required from Windows 10 Pro, seamless upgrades also preserve your documents and files so you don’t have to worry about things getting lost.
Subscription-based access lets you benefit from the high-powered security and control features in Windows 10 Enterprise while keeping your up-front costs low by paying monthly, only for those users who need access. This is a very similar model to the one used with Office 365. If a subscription lapses or ends, users simply roll back to Windows 10 Pro.
With Per-user licensing, you get an easier way to manage licenses and ensure you stay compliant. No more device counting and audits. You’re also able to reduce costs by granting access only to those users in your organization that really need it.
Licensing Reassignment simplifies the process of onboarding new employees and let’s us easily re-assign licenses if one employee leaves or no longer needs access.
Avoid time consuming wipe and reload processes and get users and devices up and running quickly with Seamless Upgrades.
With Cloud-based provisioning we can activate and maintain device licenses from anywhere as long as internet connectivity is available. This makes it easier and more cost-effective to manage licenses and keep devices up to date.
Streamline IT management and reduce costs with cloud-based provisioning which requires no on-premises infrastructure and enables activation and maintenance of device licenses from anywhere with internet connectivity (no corporate network access required).
* Licensing reassignment may not be available until a later date, TBD.

10. Completing the CSP Stack
Today
Enterprise Mobility Suite (EMS)
Windows Enterprise E3
Dynamics CRM Online
Office 365 E3
Cloud Mgmt
Operating System
CRM
Productivity
Coming September 1st 2016
CRM
Dynamics CRM Online
Productivity
Office 365 E3
Cloud Mgmt
Enterprise Mobility Suite (EMS)
Today there is no per-user, per-month subscription licensing option available through CSP, even though these models already exist for O365, EMS, and Dynamics CRM Online. That will change in September with the launch of Windows 10 Enterprise E3 for CSP.
Operating System
Missing
(Per device, perpetual licenses through Open)

11. The Complete Partner Managed IT Solution
CRM
Dynamics CRM Online
Windows 10 Pro Devices
Productivity
Office 365 E3
Partner added Management Services
Cloud Mgmt
Enterprise Mobility Suite (EMS)
Windows 10 Enterprise E3 for CSP will complete the CSP stack, enabling full-stack solution selling.
Partner added IP Services
Operating System
Windows Enterprise E3

12. Growing your business with Enterprise E3
Customer needs…
Basic infrastructure
Devices for work
Partner delivers…
Project Services:
Deploy and configure necessary infrastructure
Device refresh opportunities
Project Services Partner
Customer needs…
Enhanced security
Windows as a Service
Partner delivers…
Management Services:
Data, identity, device security
Windows as a Service rollout
Managed Services Provider
With Windows 10 Enterprise E3, you can move from a project services partner to a managed services provider or even to a full-stack solution partner.
Project services are for a partner that wants to come in, deploy, and exit an engagement – this works well for customers with basic infrastructure needs
Managed services are give you the opportunity to provide management for customers, such as security or Windows as a Service
As a full stack solution partner, you provide services and solutions across the entire customer stack, from the device to the OS and management of both, along with O365 productivity and other solutions.
Customer needs…
Enhanced management
Enterprise-grade OS & productivity solutions
Partner delivers…
Full-stack solution selling:
Add or strengthen your management solutions
Cross-sell the full Microsoft stack through CSP
Full-stack solution Partner

13. Maximize Profitability
Build long-term, value-added services for Windows and Devices
Packaged IP
Avg. Revenue: $2.5-$7.5K
Margin: 65%
Automated Monitoring, Alerting & Logging
Pre-Configured Dashboards
Automated Backups, and Disaster Recovery
Stolen Device Location & Geo-Fencing
Turnkey BI Portals
Capitalize on the market opportunity
Managed Services
Avg. Revenue: $2.5-$7.5K Margin: 45%
Microsoft Cloud Services:
Margin 10%-25%
Cloud Services Attach (Office 365, CRM Online, Microsoft Azure)
Critical Response Support
Remote Device Monitoring
Anti-virus & Hacker Checks
Data Breech Monitoring
Proactive Backups and Monitoring
Performance and Application Troubleshooting
Security Management & Identity Protection
Mobile Device Connectivity & Management
Network Monitoring
Mobile devices used include smartphones, tablets and PCs, with an average of 1.7 devices per user on a global scale1
Project Services
Avg. Revenue: $2.5-$15K
Margin: 35%
Deployment Services
Mobile Device Management
Identity, Access, and Information Protection
Desktop Virtualization
Cloud Readiness Assessments
Insights to maximize profitability
Up-sell Windows SA and enterprise. Approx. 30% of SMB have business needs that would benefit from enterprise Windows SA features
Build project services around the lifecycle management of a device
Build universal applications that run across form factors
Add device and security management as a managed service
Develop and deliver automated monitoring and alerts as your own IP
Device and Accessories Avg. Revenue: $5-$25K
Margin: 5%
Devices: 2 in 1, laptops, desktops, tablets, and phones
Accessories: Printers, docking-stations, monitors, keyboards, etc.
Partner Revenue
Windows 10 Enterprise E3 is part of the Microsoft vision to help partners build long-term, value-added services for Windows and Devices:
Over the next five years, the global BYOD market is predicted to exceed the $225 billion mark.1 Mobile devices used include smartphones, tablets and PCs, with an average of 1.7 devices per user on a global scale1
Extensive Windows 10 hardware revenue opportunities: new mobile devices, device upgrades, hardware refresh and accessories
Accelerate your cloud services attach with Windows 10 to enhance O365, EMS and CRM Online service revenues
Increased ROI from infrastructure services through managed services
Enhance your app profitability with universal application creation on Windows 10
Add Windows SA Sales (OV, OVS, SA-Add-On) for additional annuity revenues
Sources: 1. Global Bring Your Own Device (BYOD) Market Analysis, Size and Segment Forecasts To 2020." Grand View Research $ 1x $ $
Windows 10
Sources: 1. Global Bring Your Own Device (BYOD) Market Analysis, Size and Segment Forecasts To 2020." Grand View Research

14. Ultra small < 25 Employees
5/10/2018 7:09 PM
SMB Target Segments
Ultra small < 25 Employees
Small 25 – 74
Mid-sized
75 – 249
Any Size
< 249
Traditional
Building traditional on premise IT infrastructure (Windows Server etc.)
Cloud
Building a cloud infrastructure. BYOD supported or encouraged
Growth
Business maturing. Focus on operational efficiencies, productivity and collaboration
Scale
Leveraging company scale to obtain favourable deal terms
Complex
Operating in a regulated industry. Often publicly listed companies with in- house dev 1 2 3 4 5
It’s helpful to get a clear idea of your customer, so that you understand their needs and how to address them with Windows 10. We have identified distinct small and midsize business customer profiles: Traditional, Cloud, Growth, Scale, and Complex. Windows 10 Enterprise E3 is most relevant for Complex IT (profile 5) and Scale (profile 4) customers. These customers generally operate in regulated industries, process highly sensitive data, develop in-house IP, or are publicly-listed (or considering an IPO). For most organizations, Windows 10 Enterprise E3 will be a great choice, but some SMBs will still want Enterprise with Software Assurance via Open.
No Dedicated IT
Partial IT
Dedicated IT (FTE or Partner)
Windows 10 Pro Devices (OEM)
Windows 10 Pro VL
Windows 10 Enterprise
© 2014 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

15. What to sell to SMBs in FY17
Priority 1
Windows 10 Edition
Windows 10 Pro
Windows 10 Enterprise 2
Attach Enterprise 1
SMB Size (seats)
249
Windows 10 Pro VL Upgrade
Windows 10 Enterprise E3
Windows Enterprise with Software Assurance
via Open, per device
via CSP, per user
SMBs with very basic IT needs:
Domain Join
AAD Join
BitLocker
Windows Information Protection
Reimaging rights
VLSC
Existing Pro licenses unable or unwilling to take upgrade
Partner managed IT
Enterprise edition security, deployment and control
Per user, per month licensing and billing
Windows 10 Ready
Upfront agreement & cost
SMBs that require Windows Enterprise Edition AND Software Assurance benefits
Downgrade Rights
LTSB Access
MDOP
Virtualization rights
Microsoft delivered training and support
Familiar and productive experience
Range of affordable devices
Best-in-class security
Pay as you go
Simplified IT
Full deployment flexibility
Comprehensive management
Enhanced training and support
Considering the different types of SMB customers you may engage, here’s what you should consider selling:
For organizations <249, sell Windows 10 Enterprise E3 using per user, per month billing – this delivers better cash flow for you as the partner. This is a billing solution designed for SMBs. It requires a 1 year commitment; no SA benefits; and is partner-led. With Windows 10 Enterprise E3, you manage the tenant, you are part of the customer engagement for the duration of the commitment.
When an SMB is large enough and complex enough, they should consider Windows Enterprise with Software Assurance. This solution is more appropriate for customers who see you as a transactional partner only, rather than a managed service provider. Windows Enterprise with Software Assurance is device based and customers pay upfront (although there are options for financing), which means it is a billing solution not designed for SMBs.
KEY BENEFITS
Simple
IT Complexity
Most Complex

16. Example sales scenario
Profile
Complex
Customer snapshot
50 employee insurance brokerage firm
Two locations with mobile agent work force
Using a mix of Windows 7 and 8.1, Home and Pro, notebooks and desktops, as well as iPad devices for the sales team
Employees bring their own phones
Standardized on Office 2010
LOB apps and systems: brokerage management, insurance to value systems, CRM and accounting
Partial IT support: with point-in-time engagements with various IT partners
Seats 50 IT
Partial IT
Snapshot
Focus on regulatory compliance 1 2 3 4 5 6
Pitch the value of Enterprise E3 after assessing customer’s needs to make sure it is a good fit
Target the right SMB customers for a conversation about Enterprise E3
Standardize on Windows 10 Pro by selling new devices or upgrading existing ones
Cross-sell
Office 365, EMS, and other Microsoft cloud services
Attach other projects, recurring management services, and your own pre-packaged IP
Strengthen your trusted advisor status by controlling the full IT stack
Let me show you what we’re talking about by walking through an example sales scenario. Our customer here is a 50-employee insurance brokerage firm and you can see all the details about their situation.
Here’s how you could approach this opportunity:
1. Of course, start by targeting the right customers. Because insurance is a regulated industry AND they’re often processing PII and other sensitive data, they’re probably good fit for Windows Enterprise edition capabilities.
2. We’d want to start a discussion with the customer and ask them a few questions to assess their security and management needs, confirm that Enterprise E3 is a good fit, and then pitch the benefits that it can provide to their business.
3. Next, you’ll want to move them to new Windows 10 Pro devices, since being on Windows 10 Pro is a requirement for the Enterprise E3 upgrade.
4. Once the customer has bought in on the Enterprise E3 model, it’s easy to cross-sell other Microsoft cloud solutions, like Office 365 or EMS. With the same licensing and payment models, it’s a natural addition to their Enterprise subscription.
5. Now this is the fun part: sell your business. One of the most important pieces of Windows 10 Enterprise E3 is you, so share with your customer the value of partner- led IT. This is your chance to attach other services and offerings, including packaged IP, that can benefit their business.
6. And now that you’ve established yourself as their strategic advisor, you can deepen the relationship by recommending and selling additional project and recurring management services, moving toward becoming a full-stack solution partner.

17. Sample deal (50-seat customer example)
5/10/2018
Sample deal (50-seat customer example)
Opportunity
Product/Service
Unit price
Multiplier
Qty
Rev/year
Profit %
Profit $
Windows 10 Pro device
Windows 10 Pro 2-in-1 touch devices for sales team and SLT (replacing iPad 4 devices)
$750
per device 10
$7,500 5%
$375
Project services
Upgrade and cloud migration assessment services
$250
per hour
$2,500
40%
$1,000
Migration services
$120 50
$6,000
35%
$2,100
Managed services
(recurring revenue)
Windows 10 Enterprise E3
$7 (MSRP)
per user per month 35
$2,940
20%
$588
Office 365 Business Premium (new)
$12.50 (MSRP)
$1,500
Device support $3
$1,800
60%
$1,080
IP services
LOB B2B App Development
$40,000
per app 1
65%
$26,000
First year’s revenue
$68,240
$32,643
And when you follow this deal flow, your bottom line can be positively impacted. Now let’s look at that deal with our example customer. We’re looking at the combination of one-time device sales, project services, and IP services (in this case, app development) with the recurring revenue from Windows 10 Enterprise E3 and Office 365 Business Premium. It’s a nice deal, at just over $68,000 to start, and lots of upside for follow-on work.
But Microsoft also has some great partner incentives right now for CSP partners. We have a 14 percent channel incentive for every cloud subscription you sell in. So you’d get an extra $412 dollars back from Microsoft for that Windows 10 Enterprise E3 sale, then another $1,050 for the Office 365 Business Premium subscription. So that’s an extra $1,550 you just made on that deal. And you’d get that same additional 14 percent incentive if you added other cloud products into your deal, like Enterprise Mobility Suite or Dynamics CRM online.
Select Partner Incentive Programs
Product/Service sold
Incentive
Multiplier
Qty
Incr. Revenue
Deal Profit %
Gross Profit
CSP Program Incentives
Windows 10 Enterprise E3
14%
per product per month 35
$412
34%
$1,000
Office 365 Business Premium
per product 50
$1,050
$2,550
Enterprise Mobility Suite
new
Dynamics CRM Online 20
First year’s revenue, with Incentives
35% 39%
+$1,550
© 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.

18. Windows 10 Enterprise E3 Launch Timeline
JULY
AUG
SEP
Pilot Phase
WPC, July 12
Public Disclosure
WPC Keynote & Sessions
Press Briefings
September 1
Transactions Begin
August 3
Anniversary Update
July 29
End of Free Upgrade Offer
August 1
Preview Pricelist

19. Get Started Today Start Grow Optimize
Sell Windows Pro (via new devices)
Grow
Up-sell Enterprise
Primary: Enterprise E3
Secondary: Software Assurance via Open
Optimize
Cross-sell Office, Azure & CRM
+ future Windows services (ATP)
Become, or find, a device reseller
Become a Windows Managed Service Provider
Become a ‘full stack’ Managed Service Provider
Get started today with Windows 10 Enterprise E3. Start by selling Windows Pro via new devices – which means you can become or find a device reseller. Then you can grow by up-selling Enterprise, with Windows 10 Enterprise E3 as your primary sales motion and Windows Enterprise with Software Assurance via Open as your secondary sales motion. At this stage, you become a managed service provider. And finally, you can optimize by becoming a full-stack solution provider and cross-selling Office, Azure, CRM, and future Windows services.

20. Appendix

21. Additional protection, flexibility, and control
Enterprise
Enterprise-grade security
Windows Hello*
Windows Information Protection
BitLocker
Credential Guard
Device Guard
AppLocker Management
Managed User Experience
Deployment flexibility and enhanced controls
Dynamic Provisioning
Current Branch for Business
Mobile Device Management
Azure Active Directory Domain Join
Domain Join and Group Policy
Windows Store for Business
Windows Update
Windows Update for Business
Client Hyper-V
Remote Desktop
App-V
UE-V
Branch Cache
Direct Access
Telemetry
COIN
Simplified licensing
Subscription-based Access
Per-User Licensing
Central Partner Portal
Cloud-based Provisioning
Partner-managed IT H H H H H H H H H H
Additional protection, flexibility, and control H H H H H H H H
Windows 10 Enterprise E3 edition offers all of the features of Windows 10 Pro, along with extra layers of security and management features for those businesses that need them, such as:
Greater security to protect sensitive data and ensure compliance using Credential Guard, Device Guard, AppLocker Management, and Managed User Experience
Enabling a consistent, personalized, desktop experience for employees with multiple devices – making it easier to stay productive from device to device – with UE-V
Making sure that all of their apps stay current and protected with the latest security updates and functionality using App-V.
BranchCache, which allows users in remote locations to cache files, websites, and other content from central servers, so content is not repeatedly downloaded across the network
Direct Access, which allows remote users to more securely and easily access their internal network resources by simply connecting to the Internet
Windows 10 Enterprise E3 can also help you simplify device management and free up your resources to focus on more strategic priorities with:
A Subscription-based licensing model that helps your customers lower up front costs
Per-user licensing which eliminates device counting and make it easier to stay compliant
The ability to easily access all of their cloud services information in one Central Partner Portal
Cloud-based provisioning managed by a trusted partner, who handles all aspects of device deployment, subscription purchasing and support H H H H H H H H H H
* Windows Hello requires specialized biometric hardware

22. Enterprise Edition: Additional Requirements
Active Directory
MDM Solution
Device Hardware Requirements
Other Requirements
Credential Guard 
Modern PCs* TPM 1.2 or greater recommended
Device Guard †
Modern PCs* IOMMU (VT-d) required
All apps in environment must be signed
AppLocker Management
Managed User Experience
App-V
App-V streaming server
UE-V
Branch Cache
Direct Access
Remote access server OR OR
Enterprise Edition: Additional Requirements OR
To utilize Windows 10 Enterprise E3, the customer must meet certain requirements. For example, Credential Guard and Direct Access are required through Active Directory, and AppLocker Management and Managed User Experience are required through either Active Directory or an MDM Solution.
†Configurable Code Integrity (CCI) can be managed via MDM, Hyper-V requires Group Policy
*Modern PCs defined as devices containing UEFI or greater with Trusted Boot; Virtualization Extensions (VT-x); x64 version of Windows; BIOS Lock;

23. “Customers that need SA benefits, volume discounting, or want to manage their own Windows VL licenses, should continue to choose Software Assurance”
CSP vs SA
Windows Enterprise E3 in CSP
Software Assurance in Open
Software Assurance in Open Value (OV)
Software Assurance in Open Value Subscription (OVS)
Per User Software Assurance in MPSA
Pricing
$7 per user/month
$317 (2 years)
$276 (3 years)
$219 (3 years)
$252 (3 years)
License Type
Per User
Per Device
Devices Per Seat 5 1
Commitment
1 Year
2 Years
3 Years
Billing Cycles
Monthly
Annual
Renewals
N/A
$130 (2 years)
$186 (3 years)
$73 (1 year)
$84 (1 year)
Seat Minimum
250
Seat Maximum
None
Qualifying OS
Windows 10 Pro
Any Pro Version
Partner Managed Seat Assignment
Yes No
License Activation
Azure AAD
MAK
MAK/KMS
Volume Discounts
Limited
Yes (Level A, B, C, D)
SA Benefits: LTSB Rights
SA Benefits: Downgrade Rights
SA Benefits: MDOP
SA Benefits: MSFT Support and Training
SA Benefits: VDI Rights
All prices are ERP
All Prices are ERP (Level A/No Level)

24. Volume Licensing: Open/OV/OVS
Paths to Windows 10 Pro
Get from…
..to Windows 10 Home
..to Windows 10 Pro
Free Upgrade
Retail
Windows Store (ESD) VL
Volume Licensing: Open/OV/OVS
Windows XP/Vista Home No
FPP ($119)
N/A
Windows 10 Pro FPP ($199)
GGWA-SMO ($159)
Windows XP/Vista Pro
FPP ($119) (not recommended)
Pro VL Upgrade ($159)
Windows 7/8.1 Home
Yes, before 7/29
Windows 7/8.1 Pro
N/a
Windows 10 Home
Pro Pack ($99)
All pricing estimates only. Free Upgrade offer ends July