The Best of Both Worlds Office 365 and Windows Server 2012

1. The Best of Both WorldsOffice 365 and Windows Server 2012 NAME TITLE COMPANY

2. Today’s Session Seize the SMB server opportunity Why you should sell Windows Server + Office 365 Deliver the Best of Both Worlds Offer freedom and flexibility with protection and control Build your business Learn key customer scenarios and how you will make money

3. Today’s Session Seize the SMB server opportunity Why you should sell Windows Server + Office 365 Deliver the Best of Both Worlds Offer freedom and flexibility with protection and control Build your business Learn key customer scenarios and how you will make money

4. Get more from every SMB sale You’ve been selling Windows Servers… You’ve been selling Office 365… Value from adding Office 365 Value from adding Windows Server 76% of SMBs do not have a server. 87% of the mid-market are not virtualized4 33% of SMBs are expected to virtualize in the next 12 months, 73% of SMBs are considering5,6 72% of install base is running on Windows Server 20037 39% of SMBs will purchase cloud services in the next 3 years1 89% of mid-market companies have mobile workers2 >Devices Tablets sales set to outpace traditional PC sales by 20153 • Resell Office 365 through Open or FPP and capture top-line revenue and upfront margin • Offer customers the compelling value proposition of a flexible, cost-effective solution that grows with their business • Increase your revenue through value-added services like support, set-up and management, SharePoint customization, and LOB integration • Capture the first server opportunity and expand your business to include IT infrastructure • Complement Office 365 offerings with automated daily back-ups and identity integration • Host LOB applications on premises and support seamless remote login with AD integration • Capitalize on the $971B opportunity for virtualization in the SMB market8 1. Microsoft SMB Cloud Adoption Study, 2011; 2. AMI WW Market Opportunity Model: 2012-2017; 3. Morgan Stanley Research (2011); 4. AMI-Partners Server Market & Sizing Overview (2012); 5. Spiceworks Survey, Windows Server (2012); 6. CDW Small Business Server Virtualization Roadmap, 7; Microsoft Internal Research (2012); 8. AMI-Partners SMB Market IT/Telecom (ICT) Opportunity, 2012

5. Today’s workplace needs…Freedom and flexibility to work anywhere, while ensuring that data and apps are protected • Freedom & Flexibility • Mobile & remote access • Any device • Protection & Control • Data protection • Secure access

6. Today’s Session Seize the SMB server opportunity Why you should sell Windows Server + Office 365 Deliver the Best of Both Worlds Offer freedom and flexibility with protection and control Build your business Learn key customer scenarios and how you will make money

7. Get the Best of Both WorldsOffer customers the power of cloud productivity with the need for on-site data control • Cloud Productivity • Use latest Office on PC, Mac, tablet, or smartphone • Anywhere access to email, docs, and online meetings • Always up-to-date malware protection • On-Site Data Control • Keep critical data on-premises when needed • Access on-site apps like accounting & CRM remotely • Enjoy automated backup of your data and apps

8. Office 365Cloud-based productivity • Bring together the familiar Office apps with cloud services like email, file sharing, & HD videoconferencing • Use Office across your devices — PC, Mac, tablet, smartphone — and know it’s always up-to-date • Get robust security with automatic data backup, strict privacy policy, & always up-to-date malware protection • Enterprise-quality productivity tools at an affordable price and no upfront infrastructure investment

9. Windows Server 2012On-site data control • Provide seamless remote access to applications and data with highly secure, always-on connectivity Get the enterprise-level data protection you need, regardless of your business size • Increase the storage capacity available to your employees without downtime Easily manage your cloud and on-site environment to ensure everything is backed up and running smoothly

10. Flexibility & Peace of Mind for SMBsOffice 365 + Windows Server 2012 • Use cloud-based email, plus file sharing and HD video conferencing, all working seamlessly with the familiar and always up-to-date Office apps • Enjoy a predictable and affordable monthly cost for best-in-class productivity tools Enable easy, well-controlled remote login to on-site business applications, like accounting and CRM • Use virtualization to reduce costs and get the most out of your server hardware as you grow your business

11. Today’s Session Seize the SMB server opportunity Why you should sell Windows Server + Office 365 Deliver the Best of Both Worlds Offer freedom and flexibility with protection and control Build your business Learn key customer scenarios and how you will make money

12. 4 Key Sales Scenarios to Know Small Business Server Old Server No Server Old Exchange Create a sense of urgency Key Scenarios for Server Partners Key Scenarios for Office 365 Partners

13. Key Scenarios for Server Partners Pitch: Office 365 Midsize Business + Windows Server 2012 • Scenario 1: • Small Business Server • Profile: • Includes mobile and remote workers • Has LOB applications • Open to the cloud but concerned about data protection • Probing questions: • How much time do you spend managing and updating your productivity tools? • Are your employees able to access email, applications and documents remotely? • Are they able to access these on their mobile devices? • How much time do you spend managing line of business applications, such as accounting or ERP systems? • Do you have a plan for business continuity (disaster recovery)? Key Selling Points • Familiar Office apps, licensed as a subscription so they are always up-to-date • Cloud-based email, calendar, file sharing, and HD video conferencing Software updates, data back up, and server management, with a 99.9% financially-backed uptime guarantee • Access to your documents and productivity tools from almost anywhere, on any device, simplified with single sign-on through Active Directory • Virtual machines to host different workloads, like LOB apps, and get more from your hardware while streamlining management Built-in continuity capabilities so you can rebound quickly if downtime occurs

14. Key Scenarios for Server Partners Pitch: Office 365 Midsize Business + Windows Server 2012 • Scenario 2: • Old Server • Profile: • Has an email server or other infrastructure nearing end of life (five years or older) • Facing high capital costs for server upgrade or replacement • Availability and backup concerns • Requires mobile and remote access to email and applications • Probing questions: • Is cost a primary reason you haven’t upgraded your server(s)? • How much time do you spend managing and updating your email and productivity tools? • Are you virtualizing your server(s), or are you considering it moving ahead? • How much time do you spend managing LOB applications, such as accounting or ERP systems? • How well do your current tools support today’s more mobile work style? Key Selling Points • Latest productivity tools for a low, predictable monthly price and minimal upfront cost Software updates, data back up, and server management, with a 99.9% financially-backed uptime guarantee • Access to your documents and productivity tools from almost anywhere, on any device, simplified with single sign-on through Active Directory • Built-in capabilities to virtualize your new servers. Host different workloads, including LOB apps, and get more from your hardware while streamlining management

15. Key Scenarios for Office 365 Partners Pitch: Office 365 Small Business Premium + Windows Server 2012 Essentials • Scenario 3: • No Server • Profile: • Small business with less than 25 employees, including mobile and remote workers • Has not yet invested in a server, limited expertise • No need for more than a single server • Open to the cloud but concerned about data protection • Probing questions: • Is cost a primary reason you haven’t purchased a server? • Do your employees work on the road or remotely from home? • Are you concerned with the current level of security of documents and business data being shared on mobile devices? • How much time do you spend managing and updating your productivity tools? • How much time do you spend managing PCs & devices? Backing them up? Keeping them up-to-date? Key Selling Points • Access documents and allow employees to connect from almost anywhere and on any device • Affordable first server for all your on-site business needs, like on-site applications and data, print sharing, and centralized management of PCs • Cloud-based productivity tools for a low, predictable monthly cost Always up-to-date malware protection and automatic backup for your productivity tools and data in the cloud Software updates, data back up, and server management, with a 99.9% financially-backed uptime guarantee • Central management for on-site and cloud applications, including automated daily back-up of PCs and devices

16. Key Scenarios for Office 365 Partners Pitch: Office 365 Midsize Business+ Windows Server 2012 • Scenario 4: • Old Exchange • Profile: • More than 25 employees and some IT expertise • Has multiple workloads running on multiple servers (e.g., file/print sharing, email, database) • Requires mobile and remote access to email and applications • Has LOB applications • Probing questions: • How much time do you spend managing your existing email server? • How often do you experience unplanned downtime with your email solution? • Are you virtualizing your servers, or are you considering it moving ahead? • How much time do you spend managing line of business applications, such as accounting or ERP systems? • How well do your current tools support today’s more mobile work style? Key Selling Points Cloud-based productivity for simplified management, reduced IT workload, and a financially-backed 99.9% uptime guarantee • Familiar Office apps, licensed as a subscription so they are always up-to-date • Cloud-based email, calendar, file sharing, and HD video conferencing • Virtual machines to host different workloads, like LOB apps, and get more from your hardware while streamlining management • Access to your documents, productivity tools, and LOB apps and data from almost anywhere and on any device Single sign-on via synchronization with Active Directory for easy log-in across PCs and devices

17. Partner Opportunity Data migration Hardware set-up Exchange migration Prepare Active Directory Customization Hyper-V installation Support On-going maintenance

18. Next Steps Get and stay Ahead of the Game http://aka.ms/AheadoftheGame Drive Office 365 demand with BEST http://aka.ms/BEST Leverage the Best of Both Worlds campaign Contact your PAM to learn more about programs and offers available