Customer Needs• Familiar applications with easy access anytime, anywhere, and

on any device• Fast and simple deployment of new technology/services• IT control and security• A way to easily and quickly analyze data and create

consumable, shareable reports

Market Opportunity• $127B – Worldwide public IT Cloud services revenue in 20181

• 1 billion office users2

• 1 in 4 enterprise customers are on Office 3653

Partner Opportunity• Offer Office 365 adoption services to help with onboarding and

increased adoption• Increase margins by 20% and receive rebates up to 14% with

upselling Microsoft IT Academy• Use a low-touch, centralized sales and service model• Create simple packaged offerings that are easy to sell• Change conversations to focus on the capabilities of cloud• Sell on Premises annuity to allow free benefit of Office 365 Pro Plus

Office 365 Education Microsoft IT Academy* Power BI for Office 365Office 365 ProPlus

• Mobile devices need to be kept up-to-date with the latest software and security

• Extra capacity is necessary to meet peak demand, or service degrades under load

• Sharing and collaborating research is difficult with proprietary systems

• On-premises investment makes it difficult to pilot/scale new eLearning systems

• Facilities management: monitoring systems individually takes time

• Substantial money is being spent on Cloud in education -$180m this fiscal year1

• This will grow as Azure share is growing exponentially year over year – 136%2

• Significant delta between commitment and usage for education customers

• Only a fraction of purchased Azure is being consumed, creating significant opportunities for partners

• Compelling education scenarios across teaching and learning and business of schools

• Create a services revenue stream by helping customers to deploy

Mobility Cloud platform: the modern datacenter

Analytics and Insights Hosted e-Learning Energy efficiency and facilities management

.

Windows Server 03 EOS

Customer Needs Market Opportunity Partner Opportunity

Help customers leverage modern infrastructure around collaboration and coordination

Add managed services and become your customer’s outsourced IT department

Fold in education-specific applications, whether your own IP or 3rd Party Microsoft Azure Windows 10 Office 365

Packaged IP Average Revenue: $2.5-$7.5K3

Margin: 65%

• Online Training & Self-Paced Learning• 3rd Party Solutions• Turnkey BI Portals• Automated Consumption Monitoring

& Reporting• Automated Monitoring, Alerting, &

Logging • Industry-specific Workflows• Function-specific Workflows (e.g. HR,

Procurement)• Automated Backups & Disaster

Recovery• Pre-Configured Dashboards

Managed ServicesAverage Revenue: $2.5-$7.5K3

Margin: 45%

• Proactive Backups & Anti-Virus Monitoring

• Reactive Help Desk Support (Office, Lync, InTune)

• User Rights & Account Management• Desktop & Device Management &

Support• New Accounts Added & Removed• Hybrid Environment Support (Basic

Infrastructure)• Security Management & Identity

Protection • Critical Response Support • 3rd. Party Application Management • Disaster Recovery Monitoring &

Testing

Partn

er R

even

ueProject ServicesAverage Revenue: $5-$15K3

Margin: 35%

• Cloud Readiness Assessment• Solution Analysis, Scope, & Design• Office 365 Set up and Remediation• Simple File Server Migration• Remediation• Backup & Storage Deployment• Disaster Recovery Deployment• Workflow Creation in SharePoint• Training

Capitalize on themarket opportunity

74% of higher education CIOs say mobility and BYOD have increased as strategic priorities over the previous year1

10x increase in data every five years, with 85% being from new data types2

Insights to maximize profitability

Build long-term, value-added services for Education

MDC Research, Microsoft Cloud Profitability Scenarios May 2015