$10B Get2Modern OpportunityPresenter's NameTitle

Microsoft Confidential. NDA required.

G2M Video – Embed or Play Here

Key Elements of Get2Modern for Partners

Investments to Support Execution

Get Excited About the Opportunity

Making $ with G2M Campaign

Market Opportunity

End of Support for Windows XP and Office 2003

Customers will no longer receive security updates

EOS is coming on April 8, 2014

Office is a key revenue driver

Pitching a modern desktop is critical to seize the addressable market

The new Office doesn’t run on Windows XP

Customers will need to refresh both hardware and software

Great opportunity to move customers to the cloud

Huge opportunity for partners

$10B

Only 55% of SMBs are aware of EOS

Understanding of the impact of EOS is even lower

70M SMB PCs are impacted

Why Should Customers Care About EOS?Partners need to inform customers about the risks associated with not updating their softwareNo New Updates

Includes security and non-security hot fixes

Exposure of Company to Potential ThreatsRunning non-supported software putting your business and customer information at risk and limiting your ability to get the most out of your IT investment

No SupportElimination of free or paid assisted support option or online technical content updates

The Value of a Modern Platform

Tablets and PCs for every business need

Everything in one place, on all your devices

Be more productive from anywhere

Stay secure and always up-to-date

Reduce complexity, increase flexibility

What is Get2Modern?

Great Offers Available Now!

OEM Hardware Offers

Volume Licensing and FPP Offers

Partner-Led Servicing offers

Microsoft Partners Supporting Customers

Engage to understand the migration needs of each unique SMB

Sell Devices, Office Attach, VL Upgrades, SA Add-Ons and Migration Services

Drive Bundled Offers in partnership with Distribution Partners

Great Products Available Now!

Windows 8 and Windows 8.1

Office 365 and Office 2013

Great new Touch Devices

Making $$ with G2M

Get2Modern Sales Motion

Volume Activation

BitLocker

Flexible Payments

Windows 8 EnterpriseMDOP Rights

Application Side-Loading

Direct Access

Windows 8 Enterprise Other Windows SA Benefits24 X 7 Customer Support

Training Vouchers

Virtualization

Home-Use & Roaming Rights

Add VL Upgrades & SA Add-Ons to Deals

3Drive Devices1 Attach Office2

Rationale for Participating in Get2ModernGetting SMB customers 2 Modern is a $ billion opportunity for Microsoft partners

IntegratorResellerDistribu

tor

New Hardware + Office Attach

New PCs & tablets

Accessories, peripherals, comm devices

Office attach to every new device*

Volume Licensing and FPP

Services

Windows 8 upgrades

Office VL/FPP for upgrade in-place

New VL/FPP channel motion for Office 365Migration Assessment and Support

Set-up and Deployment

Managed Services

*Office 365 attach as hero motion

OEM

Midsize Business G2M Cloud Deal ExampleCustomer: 50 PC company, 14 New Pro Devices, 6 In-Place Upgrades, 20 total Office 365 attachNew Hardware

+ Office Attach

Volume Licensing and FPP

Services

*Price defined by local markets, conditions, and availability

Price/Unit* Price/Unit* Price/Unit*

$700

$180

14

14

$9800

$2520

$118

$180

6

6

$708

$3240

*

$100

*

-

14

-

*

$1400

*

Total Example Deal Size $17.7K

14 new Pro devices (notebooks/tablets)

Office 365 Midsize Business (Open L, first year)

Windows 8 Enterprise (OV, first year)

Office 365 Midsize Business (Open L, Years 1-3)

Migration Assessment and Support

Set-up and Deployment

Managed Services

Small Business G2M Cloud Deal ExampleCustomer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach

New Hardware + Office Attach

Volume Licensing and FPP

Services

*Price defined by local markets, conditions, and availability

$700

$150

4

4

$2100

$600

$175

$150

3

3

$525

$1350

*

$100

*

-

4

-

*

$400

*Total Example Deal Size $4975

2 new Pro devices (notebooks/tablets)

Office 365 Small Business Premium (FPP, first year)

Windows 8 Enterprise (FPP, first year)

Office 365 Small Business Premium (FPP, Years 1-3)

Migration Assessment and Support

Set-up and Deployment

Managed Services

Price/Unit* Price/Unit* Price/Unit*

Cross-sell & Upsell Opportunities

Additional Software/Hardware

Services

New PC Peripherals or HardwareE.g., File/Print Server, Printers

Communications Hardware & AccessoriesE.g., Lync Headsets, VoIP phones

Device ManagementE.g., Microsoft Intune

CRM or LOB SoftwareE.g., Microsoft Dynamics CRM

Advanced Features & Functionality E.g., Full Archiving Solution

Attaching Software Assurance (SA)E.g., Adding SA to on-premise Office VL sales

Pre-deploymentE.g., Assessment and Planning

DeploymentE.g., Migration, New User set-up, Training

Managed ServicesE.g., Help-desk, Updates, Training

Solution SupportE.g., Customization, LOB Integration

Advisory ServicesE.g., Long-term Planning, IT Infrastructure Design

Unlicensed SoftwareAn opportunity to “Get Genuine”

The Partners role• Determine which PCs have a qualified underlying OS• For those PCs that are non-qualified:• Quote and sell a Get Genuine Windows Agreement Pro SKU for

every unqualified PC. Government customers will have the option to use the special Get Genuine Windows Agreement SKU for Governments from July 1st, 2013 through June 30, 2014.

• A separate license for Office will need to be quoted.

Government G2M DriveGovernment BOM materials will support a focused effort between SMB, AP, PS and partners to target and reach government entities who are prone to be on older version of Windows and Office.

Why Governments? • Governments build the foundation for

Intellectual Property Rights awareness and enforcement. They drive adoption of practices in private sector. And, private sector companies are participating in programs and initiatives driven by the public sector.

• A high percentage of Governments are relying on Windows XP and Office 2003 to run their offices.

• Many have failed to maintain rigor in the qualified versions of the software they use.

• Governments are, in particular, at threat with loss of security controls and cyber security threats.

Anywhere from

15-97% of Microsoft Windows software use is unlicensed in emerging markets

# of unlicensed PC’s has DOUBLED

in the last 5 years

Investing in Your Success

How are We Investing in Your Success?

Awareness & Demand Generation

G2M website (59 locales) Partner Websites

G2M marketing assets

G2M Webinars

Tele-Campaigns

Offers

OEM Device Offers

Windows + Office promos

Office 365 + SA Q1 promo

Reseller / Distributor Bundles

Partner Program

Lead Sharing (C2PC)

Touch Wins

Channel Incentives

COOP $

Technical Partner Services

PLUS upsell to more Windows or Office, cross-sell with Windows Server and additional services & hardware!

Customer Motion Microsoft Offer* Key Partner Strategy

Upgrade an existing Windows Pro* PC

Actively target upgrade-eligible customersPitch standardization (most customers will need devices + upgrades)

Create H/W bundles with the VL offerMake SA upsell a default addition to H/W sale – link H/W and software selling motions

Purchase a new Windows 8 Pro PC

Upgrade a pirated, mis-licensed, or mis-versioned PC

Leverage AP engines to target mis-licensed customers with Office 365 discount

Window GGWA-SMO + Office 365 M20% off Office 365 when purchased with GGWA

Window Upgrade/SA + Office 365 M20% off joint purchase

Window SA Only + Office 365 M20% off joint purchase

Office 365 SBP Attach (details TBD)

Up to 20% off Office 365 Midsize Business

when purchased with Windows GGWA-SMO

Up to 20% off Windows Upgrade/SA + Office 365 Midsize Business

Up to 20% off Windows SA Only + Office 365 Midsize Business

20% off Small Business Premium when purchased with a new Win 8 Pro PC

*Offer availability will vary by geography. Windows SA only and Upgrade/SA offers require underlying qualified OS, SA Only SKUs may only be purchased within 90 days of purchase of Windows 8 Pro device. All bundled offers require 1:1 ratio of Windows and Office. Contact your PAM for additional details about each offer.

Overview of Get2Modern Promos

Partner PlaybookPartner Pitch DeckWebinar-in-a-boxEvent-in-a-boxInfographicWeb SyndicationEmail Signatures

Tele Sales Guide (includes PS assets)

Customer Pitch DeckCustomer Flyers (includes PS assets)Customer Emails (includes PS assets)Online Ad BannersVideos

Get all assets available at http://aka.ms/Get2Modern

Resources

Reseller Partner – GO DOs

Train with Distribution Partners on selling new OEM Devices

Know how to attach “right” Office product to device sales

Drive Volume Licensing and SA with migration packages

Leverage Local and Global Promos

OEM Offers, VL Offers, O365 Offers

Develop Migration, Financing Offers

Showcased on Pinpoint

G2M Lead-Sharing

Join Touch Wins Program

Leverage G2M BOM

http://aka.ms/Get2Modern

• Tele-Script

• Customer EDM, Banners, Flyers

Become a Get2Modern Partner

To Customer Marketing – Target Windows XP Customers

Drive Get2Modern Promos

Sell New Devices, Windows 8 and office 2013

This multi Billion $ opportunity is REAL and its NOW!

Aspects of Get2modern sales motion, resources and execution

Partner success stories with Get2Modern

How to make $$ with Get2Modern

How to land G2M in Fy14

What We Learned Together!

© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.

A Global Opportunity

$2.3B``

$1B$1.5B

$1.5B$2.3B

$1.3B

Why is the Time Right to Move Customers Now?Customers will not want to wait to make this transition off Windows XP / Office 2003

Partners can still get help from Microsoft if needed

Issue will be top of mind for customers

Strong mix of promotions are currently available

Midsize Business G2M On-premise Deal ExampleCustomer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach

New Hardware + Office Attach

Volume Licensing and FPP

Services

*Price defined by local markets, conditions, and availability

$700

$373

14

14

$9800

$5222

$476 6 $2856

*

$100

*

-

14

-

*

$1400

*Total Example Deal Size $19.3K

14 new Pro devices (notebooks/desktops)

Office Standard 2013 (Open L)

Windows 8 Pro Upgrade + Office Standard 2013 (Open L at promo price)

Migration Assessment and Support

Set-up and Deployment

Managed Services

Price/Unit* Price/Unit* Price/Unit*

Small Business G2M On-premise Deal ExampleCustomer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach

New Hardware + Office Attach

Volume Licensing and FPP

Services

*Price defined by local markets, conditions, and availability

$700

$219

4

4

$2100

$876

$175

$219

3

3

$525

$657

*

$100

*

-

4

-

*

$400

*Total Example Deal Size $4558

2 new Pro devices (notebooks/desktops)

Office Home and Business 2013

Windows 8 Enterprise (FPP, first year)

Office Home and Business 2013

Migration Assessment and Support

Set-up and Deployment

Managed Services

Price/Unit* Price/Unit* Price/Unit*

G2M and the Unlicensed Software Opportunity

The opportunity for customers to “Get Genuine” is large

G2M represents a window to correct unlicensed software use. Resellers and Managed Partners will be on point to determine if all PCs have a qualified underlying OS (see appendix for details)

Partner should leverage “get Genuine” SKUs so customers can leverage G2M promos

A separate licenses for both Windows & Office will need to be quoted % of Unlicensed

Windows software in Emerging Mkts

Ranges from 15 –

97%

Number of unlicensed PCs

2xIn the last 5 years

Opportunity to “Get Genuine” in Public Sector

Government G2M DriveGovernment BOM materials will support a focused effort between SMB, AP, PS and partners to target and reach government entities who are prone to be on older version of Windows and Office.

Why Governments? • Governments are under pressure to modernize and do things differently –

more with less. • Governments build the foundation for IP property rights awareness

and enforcement. They drive adoption of practices in private sector. And, private sector companies are participating in programs and initiatives driven by the public sector.

• Many have failed to maintain rigor in the qualified versions of the software they use.

• Governments are, in particular, at threat with loss of security controls and cyber security threats.