2. Cloud ServicesPerpetual Always up-to-date Same brand across segments 2013 versions e.g. Home and Business 2013

4. Latest productivity services running in a Microsoft Data Centre together with Office

5. Office 365 University Office 365 Home Premium Office 365 Small Business Premium Office 365 Midsize Business Office 365 Enterprise (E3) 4 yearsAnnual 2 per user5 per household5 per user 2 per user5 per household2 per user £59.99£7.99 / £79.99£8.40 / £100.80£9.80 monthly£15.00 monthly +20GB Plan 1 (+SkyDrive Pro) Plan 1 (+SkyDrive Pro) Plan 2 (+SkyDrive Pro) N/A Plan 1 Plan 2 60 mins/month Plan 2 Business servicesConsumer services

6. The Reseller Opportunity for the New Office Understand the revenue and margin opportunities and services attach for Microsoft Office Embracing New Opportunities An Overview of the New Office Get to know the basics about the new release of Office including Office 365 Current Market Dynamics Review where the market is at and where it is heading in relation to the modern office

7. The Reseller Opportunity for the New Office Understand the revenue and margin opportunities and services attach for Microsoft Office An Overview of the New Office Get to know the basics about the new release of Office including Office 365 Current Market Dynamics Review where the market is at and where it is heading in relation to the modern office Embracing New Opportunities

8. DEVICES WORLDWIDE SMALL-MID SIZED BUSINESS IT SPENDING ESTIMATED AT Source: IDC Worldwide SMB Predictions BILLION. 95% USING AT LEAST ONE SELF- PURCHASED DEVICE FOR WORK. OF WORKERS REPORT Source: Forrester Research Inc., 71% REQUIRE TECHNOLOGY THAT ENABLES THEIR STAFF TO WORK ANYWHERE AT ANY TIME. OF BUSINESS USERS Source: Edge Strategies survey commissioned by Microsoft Corp $542

9. Market Saturation

12. 6.2 billion impressions globally Advertising campaigns in more than 22 countries 70% UK Managed resellers selling O365 One of fastest growing offers in our history

13. The Reseller Opportunity for the New Office Understand the revenue and margin opportunities and services attach for Microsoft Office An Overview of the New Office Get to know the basics about the new release of Office including Office 365 Current Market Dynamics Review where the market is at and where it is heading in relation to the modern office Embracing New Opportunities

15. Practise 1

16. Practise 2

17. Practise 3 “By standardising packages we avoid delays in negotiations and make it easier for our sales people to sell this”

18. Practise 4

19. Practise 5

20. Little to no capital costs required Fixed payment structure More predictable revenue stream Advisor Own the customer billing Sell as you do today Increased upsell and attach opportunities Office 365 Open & FPP

21. Increase upsell and attach Own the billing relationship Sell as you do today

22. Partner purchases Product Key via FPP End customer purchases Product Key from partner End customer activates Product Key on office.com/setup365 Product Keys can be used for new accounts, additional seats, and renewals.

23. Partner Purchases Product Keys from Distributor Partner or Customer Redeems Product Key on office.com/setup365 Partner or Customer Retrieves Digital Product Key through VLSC

24. Little to no capital costs required Fixed payment structure More predictable revenue stream Own the customer billing Sell as you do today Increased upsell and attach opportunities Advisor Office 365 Open & FPP

25. Little to no startup costs required No inventory costs No infrastructure investment needed

26. Customer purchases direct from Microsoft Customer aligns partner of record who receives advisor fee Customer pays via credit card or direct to Microsoft

27. Incentive Overview  Baseline incentives for initial sale and ongoing management  Tiered accelerator incentives based on annual seat counts

28. Year 6Year 5Year 4Year 2Year 3Year 1 Timing for Payments on Sales of Office 365 Fixed Amount (Paid Quarterly) Fixed Amount (Paid Quarterly) Fixed Amount (Paid Quarterly) Fixed Amount (Paid Quarterly) Fixed Amount (Paid Quarterly) Fixed Amount (Paid Quarterly) Fixed Amount (Paid Quarterly)

29. Year 1Year 2Year 3Year 4Year 6 Year 5 Shift from being reactive to proactive Allows for deeper customer relationships Opportunity to attach & upgrade 1 2 3

30. Little to no capital costs required Fixed payment structure More predictable revenue stream Own the customer billing Sell as you do today Increased upsell and attach opportunities Advisor Office 365 Open & FPP

31. The Reseller Opportunity for the New Office Understand the revenue and margin opportunities and services attach for Microsoft Office An Overview of the New Office Get to know the basics about the new release of Office including Office 365 Current Market Dynamics Review where the market is at and where it is heading in relation to the modern office Embracing New Opportunities

32. Target users 1-10>25011 - 250ConsumerStudent Consumer Services Commercial Services

33. CUSTOMER PROFILE Office Client Subscription Collaboration and Communication 1 Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.

34. CUSTOMER PROFILE Office Client Subscription Email, Collaboration and Communication 1 Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.

35. Admin Portal Office 365 ProPlus Email, Collaboration and Communication 1 Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.

37. Exchange Online Kiosk1 GB email, calendar Exchange Online (Plan 1)25 GB Email, calendar, personal archive, eDiscovery, AV/AS Exchange Online (Plan 2)Unlimited storage, voicemail, advanced archiving, Data Loss Prevention, encryption,, site mailboxes Exchange Online ProtectionProtection from spam, viruses, phishing and policy violations Exchange Online ArchivingLegal hold and compliance SharePoint Online (Plan 1)Collaboration with sites, drag and drop, site mailboxes SharePoint Online (Plan 2)Forms, Data visualization, Access/Excel/Visio Services, eDiscovery, Compliance, PowerView SharePoint Online StorageAdditional 1GB of storage Lync Online (Plan 1)Instant messaging & presence, AV Lync Online (Plan 2)Virtual Meetings Lync Online (Plan 3)Enterprise Voice Office Web Apps with SharePoint Online (Plan 1) Web Apps, collaboration with sites, fast search, drag and drop, site mailboxes Office Web Apps with SharePoint Online (Plan 2) Web Apps, Forms, Data visualization, Access/Excel/Visio Services, eDiscovery, Compliance, PowerView Office 365 ProPlusOffice subscription, PC/Mac, roaming, mobile rights Existing SKU/Feature New SKUs/Features

38. Visio Pro for Office 365 Subscription version of the advanced diagramming software, including roaming access and click to run Project Pro for Office 365Subscription version of Project Professional client software with roaming access and click to run Project Online Online-only version of project server, delivering enterprise Project, Program and Portfolio Management Project Online with Project Pro for Office 365Subscription version of Project Professional client with online capabilities of Project Online App Hosting for Office 365 Additional app hosting resources for solutions provisioned in Microsoft’s hosting environment, sold per app per month

39. Four typical conversations when selling Office 365 More for your investmentSimplify, stay in control Link to “Office 365 Midsize Business Tele Discussion Guide”

40. Simplify, with controlWork better togetherBest investment Four typical conversations when selling Office 365 Link to “Office 365 Midsize Business Tele Discussion Guide”

41. Simplify, stay in controlLook more professional Four typical conversations when selling Office 365 Link to “Office 365 Midsize Business Tele Discussion Guide”

42. Be productive anywhere Work togetherBest investment Four typical conversations when selling Office 365 Link to “Office 365 Midsize Business Tele Discussion Guide”

43. Understand Incentives and align with Ingram Start planning your market strategy Enroll for Online Services and Internal Use Rights

44. © 2013 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.

45. Office 365 University Office 365 Home Premium Office 365 Small Business Premium Office 365 Midsize Business Office 365 Enterprise (E3) Professional applications in both consumer and business SKUs Lync client in business SKUs

46. Office 365 Home Premium Office 365 Small Business Premium Office 365 Midsize Business Office 365 Enterprise Direct Advisor Syndicatio n EA FPP 1 Open 2 1 FPP is sold to distributors, at retail, and through OEMs. OEM channel will resell subscription as an FPP license (not a DOEM license.) 2 Office 365 Enterprise E1/E3, A1/A3 (Academic) and Exchange Online Plan 1 are available options within Enterprise family plans on Open

47. Targeting small and midsize businesses