1. Presented by: Phil Tricand Product Sales Champion – Microsoft Surface Surface Introduction

2. Surface Product Center – Live ! http://www.techdata.ca/content/cen/Surface/ Tech Data Surface Team SurfaceCanada@Techdata.ca Key Tech Data Resources 2 Phil Tricand Product Sales Champion – Microsoft Surface phil.tricand@techdata.ca 905-286-6800 x22268 Microsoft Surface Site http://www.microsoft.com/surface/en-ca

3. 3 The Device Dilemma Surface Book Perfect for those who want the ultimate laptop with discrete graphics. Beats laptops because: it works in clipboard mode, works with touch and pen, and integrates Windows Hello and Cortana. Surface Pro 4 Perfect for those who want a larger 12.3” screen and extra processing power. Beats notebooks because: it’s thinner, lighter, and more versatile, with instant on and touch and pen functionality. Large r scree n, more power Laptop design with ultima te power Surface 3 Perfect for those who prioritize thin, light and ultra-portable at a great price. LTE Available! Beats iPad because: it runs desktop software, has many ports, plus type, mouse, and pen functionality. The new Surface lineup makes up the most productive devices on the planet perfect for designers, architects, engineers + more Ligh test Surf ace

4. 4 Hardware Overview

5. 5 Technical Specifications Surface 3Surface Pro 3Surface Pro 4Surface Book Display 10.8” screen, 920 x 1280 resolution12” screen12.3” screen, 2736 x 1824, (267 ppi)13.5” display, 3000 x 2000 (267 PPI) 10 point multi-touch Ntri G52160 x 1440 resolution10 point multi-touch Ntri G5 OS Ships with 64-bit Windows 8.1 Pro10 point multi-touch Ntri G4 Ships with 64-bit Windows 10 ProShips with Windows 10 Pro Upgradable to Windows 10Ships with 64-bit Windows 8.1 Pro Thickness 8.7mm (.34”) Upgradable to Windows 10 8.45 mm (0.33”) Length 232.1 mm x Width 312.3 mm x Height 13.0-22.8 mm 9.1mm (0.36”)(Length 9.14” x Width 12.30” x Height.5-.9”) Weight 622g (1.37 lbs)800g (1.76 lbs)786g (1.73 lbs)1576g (3.48 lbs) Processor/RAM/Storage Quad Core Intel® ATOM™ x7 processor with 4GB RAM and 64GB storage 4th gen Intel® Core™ i5 with 4GB RAM and 128GB storage All include a 6 th gen Intel® Core™ processor Quad Core Intel ATOM x7 processor with 4GB RAM and 128GB storage 4th gen Intel® Core™ i5 with 8GB RAM and 256GB storage Intel® Core™ M: 4GB RAM and 128GB storage Configurations with GPU: Intel® Core™ i5: 4GB RAM and 128GB storage Intel® Core™ i5: 8GB RAM and 128GB or 256GB storage Intel® Core™ i5: 8GB RAM and 256GB storage Intel® Core™ i5 and i7 16GB RAM and 256GB or 512GB storage Intel® Core™ i7: 8GB RAM and 256GB storage Configurations without GPU: Intel® Core™ i7: 16GB RAM and 512GB storage Intel® Core™ i5: 8GB RAM and 128GB storage Battery life Up to 10 hours of video playback 1 IncludedUp to 9 hours of video playback 3 Up to 12 hours of video playback 4 Surface Pen Sold separatelyNoNew and improved (Included) 4G/LTE option Available in limited marketsNo Cameras 8MP AutoFocus Rear, 5 MP FF front5MP FF Front and Rear8MP AutoFocus Rear, 5 MP FF front Ports USB 3.0, mDP, microSD, headphone jack, 2 USB 3, mini DisplayPort, full-size SD™, headphone jack, Surface Connect micro USB for chargingSurface Connect Starting price $549$799$899$1,499 Biometrics No facial recognition system Windows Hello: facial recognition system Wireless 802.11ac Wi-Fi wireless networking; IEEE 802.11a/b/g/n compatible Bluetooth 4.0 wireless technology 802.11 a/b/g/n/ac, BT 4.0/LE 802.11ac Wi-Fi wireless networking; IEEE 802.11a/b/g/n compatible Bluetooth 4.0 wireless technology Kickstand 3-positionMulti-position n/a Pen 256 levels of pressure, sold separately256 levels of pressure, included in box1024 levels of pressure, included in box

6. 6 Surface Ecosystem Surface 3Surface Pro 3 Covers 3 rd Party Accessories Wired & Wireless Adapters Mice Charging Accessories Pen and Pen Kits Docking Stations Screen Protector Warranty Surface Pro 3 Surface Pro 4 Pro 4 Type Covers Surface Book Surface 3 Covers

7. 7 Surface Pen Surface Dock New Surface accessories Power Supplies Adapters

8. 8 3 rd Party Accessories

9. Accessories compatibility AccessorySurface Pro 3 Surface Pro 4 Type Cover (Surface Pro 3) Type Cover (Surface Pro 4) Surface Pen 36 W PSU** Docking Station (Surface Pro 3) WITH FREE SHIM New Surface Dock Mini Display Port to VGA Adapter Mini Display Port to HD AV Adaptor Screen Protector (Surface Pro 3) X AccessorySurface Pro 3 Surface Pro 4 Surface Book Type Cover (Surface Pro 3) X Type Cover (Surface Pro 4) X Surface Pen 36 W PSU 24W PSU**X CORE MX Docking Station (Surface Pro 3) WITH FREE SHIM X New Surface Dock Mini Display Port to VGA Adapter Mini Display Port to HD AV Adaptor Screen Protector (Surface Pro 3) XX

10. Channel discount programs Bid Grid Deal Registration Special Pricing 10

11. 11 Bid Grid ThresholdDiscount 1-4No discount 5-241.0% 25-491.0% 50-991.5% 100-2492.5% 250+3.5% Available to all customers Automatically applied when threshold is met Hardware only Surface Pro 4 Surface Pro 3 Surface Book Surface 3 Productivity hard and soft bundles eligible No registration required Qty. must be invoiced all at once for discount to apply Stackable with Deal Reg Overview ThresholdDiscount 1-40.0% 5-241.0% 25-492.0% 50-992.5% 100-2494.5% 250+5.5% Surface Pro 3 / Pro 4 / Surface Book Surface 3

12. 12 Deal RegistrationSpecial Pricing Offer 3% (off Net MSRP)Varies (4-11%) Minimum Order Quantity >50 units>500 units Eligible Devices Surface Pro 3 / Pro 4 / Book / Surface 3 First Come, First Serve First Partner in with BANT secures registration (Budget, Authority/Decision Maker/Need/Timeframe) Valid for 9 months + 3 month extension Open to all DVAR’s, evaluated case by case. Valid for 9 months + 3 month extension Deal Stacking Deals can be stacked with Bid Grid/Special Pricing/Bundles Deals can be stacked with Deal Registration. Bid Grid pricing no longer stackable Country-by- Country Registrations Completed in the country where the deal is transacted unless both Reseller and Customer are located in the EU/EFTA region SAME Overview cont’d

13. 13 Deal Registration and Special Pricing Application and process

14. 14 EligibilityValidation & NotificationTransactionCompensationDistributor Pricing High Level End to End Process (DVARs)

15. 15 Deal Registration/Special Pricing Form Provided by Tech Data Resellers fill out PSC Reviews and makes recommendations

16. 16 Getting Approved QuestionsExampleNoted Q: What is the opportunity, project name or department inside the company that has made this request for Surface Devices? Laptop Replace Project for US Sales Division.Registrations are at the opportunity level. By letting us know the project name and/or department we are better able to distinguish one deal from another. Q: Who is the Authorized Decision Maker? Q: Who is their title/role at the company? John Doe COO. Owns budget and final decision maker. Providing both title/role and full name of the decision maker also helps us distinguish between deals as well as provides a better view of deal investment. Q: Is this Opportunity part of a RFP/RFQ/Public Tender process Yes or No (it is a dropdown menu)If the ADR has executed pre-sales activities in support of the opportunity before the RFP process please detail the activities for consideration of being granted deal registration. Q: Provide all related pre-sales activity related to this project Engaged John Doe and others in June and proposed Surface solution. Performed a live demo with the group on 6/25. Completed seeding some demo units on 7/14. Now need to secure some initial pricing for a phased rollout. Examples of qualifying activities are: providing Surface demo units, sales meetings for Surface with qualified buyers, preparing a requirements/scoping document for Surface, account meeting with Microsoft employees regarding Surface opportunities. Q: Please provide details about the opportunity, including how the end customer plans to use the devices. Using these for outside salespeople to use in the field for client presentations, proposals, and onsite contract signings. Focus primarily on the scope of the project and how the end customer plans on using the Microsoft device.

17. 17 Resellers may extend a deal if it demonstrates to the Business Desk that such an extension is warranted. A deal can be extended up to an additional 90 days (from the original deal registration/special pricing expiration date) Extensions This applies to net new Deal Registration/Special Pricing registrations on July 1 and later. Deals that are open and have not expired can request to be extended to 9 months from the original approval date. These same deals are eligible for the 3 month extension at the end of 9 months. Deals that are closed cannot be re-opened except through exception request. Details As of July 1 st, 2015 Deal Registrations and Special Pricing Discounts will be valid for 9 months from initial approval date. All transactions for an approved deal made in this time period will receive approved discounts. There is no longer a requirement to transact within a certain time period. Discount Timeline

18. 18 Deal Denial Reasons Deal Registration Desk will inform the Reseller as to why it denied the request. Primary reasons for a denied request could include: Opportunity is already registered in our system Product registered is not eligible Proof of investment, via activities and details are insufficient Microsoft is already working directly with the customer on the opportunity and does not require reseller support Discount has already been provided for this opportunity Reseller that is denied for a deal may reapply with additional or modified information

19. 19 Email Examples Special Pricing Processed email - Sent to DVAR

20. 20 Email Examples Approved email - Sent to DVAR Deal Reg and Special Pricing decisions are sent to ADR/Disti within 2 business days

21. 21 Email Examples Denial email - Sent to DVAR Denial emails are sent to the ADR within 2 business days

22. 22 DVAR Deal Reg Demo Program Allows DVAR to purchase demo unit at 50% off Deal SizeDemo Units 50-991 100-2492 250-4993 500-9994 1000-24996 2500-45998 5000 +10

23. 23 Surface Loaner Program – Exclusively from Tech Data It’s now easier than ever to showcase, demo or conduct POCs with prospective clients. Authorized Surface resellers have the opportunity to sign out a Surface Demo Kit for a period of 10 business days. There are three types of kits available: The Surface Pro 4 Demo kit *includes new Surface Dock and SP4 type cover. (2 units available) Available as of December 10 th, 2015 The Surface Pro 3 Demo Kit (1 unit available) Surface 3/Pro 3 Combo Kit (2 units available). Each kit also includes the following accessories: Surface pen, black type cover, ARC touch mouse, L2 VGA adapter and docking station and is shipped in a custom Surface branded hard shell case. Direct link: https://www.techdataloanerprogram.com/https://www.techdataloanerprogram.com/ Please use credentials below to sign in! Username: TD_SURFACE Password: TD_SURFACE

24. 24 Surface Bundles Productivity Bundle Education Bundle

25. 25 Productivity Bundle + Surface Pro 3 i5 128 │ i5 256 Black Type Cover Only Manuf. Part No. Sku NumberMSRPDesc. 1Desc. 2IR TS2-000020010ZA$1,358SP3 128GBI5 BNDL CMMR SCENG CANADA HDWR$50 TS2-000030011ZA$1,358SP3 128GBI5 BNDL CMMR SCFR CAN CAN HDWR$50 TQ4-000020012ZA$1,728SP3 256GBI5 BNDL CMMR SCENG CAN HDWR$100 TQ4-000030013ZA$1,728SP3 256GBI5 BNDL CMMR SCFR CANADIAN CAN HDWR$100 Now Available until January 31 st 2016!!!

26. 26 Productivity Autumn “Soft” Bundle Now Available until January 31 st 2016!!! + Surface Pro 3 i5 128 │ i5 256 Any Active Type Cover Color Microsoft #TD#DescriptionMSRP TW3-00102BN9988Surface Pro 3 128GB i5 w/ Black Type Cover English Commercial Canada1308.99 TW3-00103BN9989Surface Pro 3 128GB i5 w/ Blue Type Cover English Commercial1308.99 TW3-00104BN9990Surface Pro 3 128GB i5 w/ Bright Blue Type Cover English Commercial1308.99 TW3-00105BN9991Surface Pro 3 128GB i5 w/ Purple Type Cover English Canada Commercial1308.99 TW3-00106BN9992Surface Pro 3 128GB i5 w/ Red Type Cover English Canada Commercial1308.99 TW3-00107BN9993Surface Pro 3 128GB i5 w/ Black Type Cover French Canadian Canada Commercial1308.99 TW3-00108BN9994Surface Pro 3 128GB i5 w/ Blue Type Cover French Canadian Canada Commercial1308.99 TW3-00109BN9995Surface Pro 3 128GB i5 w/ Bright Blue Type Cover French Canadian Canada Commercial1308.99 TW3-00110BN9996Surface Pro 3 128GB i5 w/ Purple Type Cover French Canadian Canada Commercial1308.99 TW3-00111BN9997Surface Pro 3 128GB i5 w/ Red Type Cover French Canadian Canada Commercial1308.99 TW4-00102BN9998Surface Pro 3 256GB i5 w/ Black Type Cover English Commercial Canada1628.99 TW4-00103BN9999Surface Pro 3 256GB i5 w/ Blue Type Cover English Commercial1628.99 TW4-00104BN100ABSurface Pro 3 256GB i5 w/ Bright Blue Type Cover English Commercial1628.99 TW4-00105BN101ABSurface Pro 3 256GB i5 w/ Purple Type Cover English Canada Commercial1628.99 TW4-00106BN102ABSurface Pro 3 256GB i5 w/ Red Type Cover English Canada Commercial1628.99 TW4-00107BN103ABSurface Pro 3 256GB i5 w/ Black Type Cover French Canadian Canada Commercial1628.99 TW4-00108BN104ABSurface Pro 3 256GB i5 w/ Blue Type Cover French Canadian Canada Commercial1628.99 TW4-00109BN105ABSurface Pro 3 256GB i5 w/ Bright Blue Type Cover French Canadian Canada Commercial1628.99 TW4-00110BN106ABSurface Pro 3 256GB i5 w/ Purple Type Cover French Canadian Canada Commercial1628.99 TW4-00111BN107ABSurface Pro 3 256GB i5 w/ Red Type Cover French Canadian Canada Commercial1628.99

27. 27 Program Components EDU Bundle: 10% discount reflected in sku Surface 3 / Surface Pro 3 / Surface Pro 4 / Surface Book Stackable with Deal Registration (2% off MSRP additionally) Not eligible with Bid Grid Surface EDU bundles Microsoft #TD#DescriptionMSRP U3M-000010252ZESurface Pro 4 512GB i7 16GB Commer EDU Bundle english$2,762.00 U3M-000020253ZESurface Pro 4 512GB i7 16GB Commer EDU Bundle French$2,762.00 U2M-000010258ZESurface Pro 4 256GB i7 16GB Commer EDU Bundle English$2,267.00 U2M-000020259ZESurface Pro 4 256GB i7 16GB Commer EDU Bundle French$2,267.00 TZ7-000010262ZESurface Pro 4 256GB i5 8GB Commer EDU Bundle English$1,664.00 TZ7-000020263ZESurface Pro 4 256GB i5 8GB Commer EDU Bundle French$1,664.00 U29-000010281ZESurface Pro 4 256GB i7 8GB Commer EDU Bundle English$2,042.00 U29-000020282ZESurface Pro 4 256GB i7 8GB Commer EDU Bundle French$2,042.00 TZ5-000010301ZESurface Pro 4 128GB M 4GB Commer EDU Bundle English$1,214.00 TZ5-000020302ZESurface Pro 4 128GB M 4GB Commer EDU Bundle French$1,214.00 TZ6-000010306ZESurface Pro 4 128GB i5 4GB Commer EDU Bundle English$1,304.00 TZ6-000020307ZESurface Pro 4 128GB i5 4GB Commer EDU Bundle French$1,304.00 W45-000013801ZESurface Book 128GB i5 8GB CmmrEDU SC English US/Canada$1,754.00 W45-000023802ZESurface Book 128GB i5 8GB CmmrEDU SC French Canadian Canada$1,754.00 QK2-000161930CVSurface Pro 3 128GBi5 Bndl EDU Cmmr SC English Canada$1,223.10 QK2-000171929CVSurface Pro 3 128GBi5 Bndl EDU Cmmr SC Can French Canada$1,223.10 QL2-000161934CVSurface Pro 3 256GBi5 Bndl EDU Cmmr SC English Canada$1,556.10 QL2-000171933CVSurface Pro 3 256GBi5 Bndl EDU Cmmr SC Can French Canada$1,556.10 NR6-000018567DESurface 3 128GB EDU BndlCmmr SC English US/Canada$881.09 MW6-000018569DESurface 3 32GB EDU Bndl SC English US/Canada$753.70 MW6-000028570DESurface 3 32GB EDU Bndl SC FrenchCanadian Canada$753.70 NR5-000018571DESurface 3 64GB-4GB EDUBndlCmm SC English US/Canada$827.09 NR6-000210775ZBSurface 3 128GB EDU BndlCmmr W10 SC English US/Canada$881.09 NR6-000220776ZBSurface 3 128GB EDU BndlCmmr W10 SC FrenchCanadian Canada$881.09 NR5-000028572DESurface 3 64GB-4GB EDUBndlCmm SC FrenchCanadian Canada$827.09

28. 28 Extended Warranty

29. 29 Standard Extended Hardware Service Plan Microsoft Complete for Business Plan Basics Warranty coverage IncludedWith purchase Plan length 1 year3 or 4 years Activation Activated from day device is received by customer Can add up to 45 days from date of purchase Can add up to 45 days from date of purchase Exchange timeline (business days) 5-8 (varies by country)3-5 (varies by country) Hardware Service Manufacturing defects for your Surface device including bundled power supply and battery Accidental Damage Protection Coverage for drops, spills, power surges, etc. Support for your Business Surface set-up support 90 days 3 or 4 years Prepaid shipping Advanced Exchange Microsoft Store Exchange (see FAQs for details)* Transferrable extended warranty * Defective batteries are limited to one battery replacement during the warranty term, provided the battery is the original rechargeable unit supplied by Microsoft at time of initial purchase. Surface accessories that are sold separately, including video adapters, Touch or Type Covers and Surface Pens are covered by a the Surface accessory warranty included in the box at time of purchase. ** Maximum 2 claims for Accidental Damage. Does not cover units that have been knowingly tampered by the user (opening of the device housing). *** Standard Response time is 8 hours, Premier Customer response time is within 4 business hours. Surface Support Plan Basics

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32. 32 Questions ?