Microsoft and Partner Confidential.

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2 Microsoft and Partner Confidential.

3 Setup your MPN Commerce Dashboard Full instructions in Appendix: See IUR Instructions Microsoft and Partner Confidential.

4 Partner Portal Benefits Microsoft and Partner Confidential.

5 Partner Portal Setup: Step 1 Sign in using the Microsoft Account/ Windows Live ID associated with your MPN membership. Same ID used to sign in to partner.microsoft.com

6 Partner Portal Setup: Step 2 Click on Microsoft Office 365 link to Get started

7 Partner Portal Setup: Step 3 Start here if you do not have an Office 365 account Start here if you do have an Office 365 account

8 Partner Portal Setup: Step 4 Click on the Partner tab

11 Solution Selling Topics Microsoft and Partner Confidential.

12 What Keeps Your Customers Up At Night? Our IT managers are tied to our servers. We can t risk attacks from spam or viruses especially if it impacts our customers. Users still need to get their work done when they are travelling. Our mobile workers need access to more than just , and without using a VPN. We need productivity tools with a TCO we can afford. It s hard to keep track of all our licensing costs. We need our tools to work together out of the box. Managing complex infrastructure takes our IT staff away from the important projects. Microsoft and Partner Confidential.

Office 365 For Enterprises User Segments: The right features for the right users Kiosk Worker Information Worker Low cost offering to workers that do not have messaging and collaboration capabilities

Lite) ActiveSync and POP Support Messaging, calendar, contacts Anti-Virus / Anti-Spam Site search capabilities Office Web Apps Key Differentiators User Segment Offers: Plan E Family 50GB mailbox

13 Office 365 For Enterprises User Segments: The right features for the right users Kiosk Worker Information Worker Low cost offering to workers that do not have messaging and collaboration capabilities today Rich feature offering that meets an IW's full messaging and collaboration needs User Segment Offers: Plan K Family 2GB mailbox No SharePoint storage allocation Outlook Web Access (full OWA, not Lite) ActiveSync and POP Support Messaging, calendar, contacts Anti-Virus / Anti-Spam Site search capabilities Office Web Apps Key Differentiators User Segment Offers: Plan E Family 50GB mailbox 500MB SharePoint storage & 25 GB SharePoint SkyDrive Full Client Connectivity Mobility Lync (real time communications) Advanced Exchange & SharePoint capabilities Office Professional Plus On-premises access rights

14 Capex vs. Opex Analyze costs over a 5 year period Most CFO s prefer Opex model Opex model offers predictable spending Leverage the SMB Cost Comparison Tool Microsoft and Partner Confidential.

15 Focus On MS Data Center Investments High availability: Geo Redundant data centers with published uptime status and 99.9% uptime guarantee. Will on-premises solution/alternate solution match high-availability of MS data center? Leverage the Office 365 Trust Center Microsoft and Partner Confidential.

16 Office 365 Trust Center

17 Focus On User Productivity Transition conversation from "messaging replacement" to improved user productivity Give users industry leading tools for Communication and Collaboration Initiate Lync chats and web conferences from Outlook Work on SharePoint Online content right in Outlook Sync SkyDrive documents to local drive. Initiate Lync chats from SharePoint Online and Office docs Leverage new SharePoint Online social tools: Microblogging, tagging, mentioning, following etc Demo the Office 365 productivity experience Microsoft and Partner Confidential.

18 Focus On The Access Anywhere Story Address existing VPN/data sharing problems Best experience across all devices All that is needed is an Internet connection Microsoft and Partner Confidential.

19 Convert Existing IT Staff Into Strategic Assets Shift IT s focus to strategic projects, not keeping the infrastructure up and running Uncover strategic opportunity in SharePoint Online: i.e. business process improvement through forms and workflows Upsell Windows Intune to create greater IT efficiency Basic Standardized Rationalized Dynamic IT is a Cost Center IT is an Efficient Cost Center IT is a Business Center IT is a Strategic Asset Microsoft and Partner Confidential.

20 Office 365 Technical Sales Challenges

21 Google Compete Is Google Business ready? Privacy concerns? Will a Good enough solution work? Does one size fits all work for my business?

22 Demo Office 365 Microsoft and Partner Confidential.

23 MEC Demo

24 What Is MEC Demo? An updated MEC program offering delivered via a single Windows laptop & companion device, powered exclusively by Office 365 Provides the same, rich day-in-the-life experience of a fully-facilitated MEC session, but in the format of shorter, individualized demos Lightweight demo only tool Best for 1:1 conversations or 1:many events Full MEC Demo sessions are ~30 minutes, while individual modules/scenarios can be delivered in 5 and 15 minute increments Go to and request access for MEC Demo Microsoft and Partner Confidential.

25 MEC Demo MEC 1:1 or 1:Many Delivery Office 365 Tenant and Internet Connectivity BYOD Laptop w/ Windows 8 and Demo Buddy Laptop/Slate MOD Demo Script Primary Demo Companion Buddy MEC mobile kit or permanent location Contain 10 Windows 8 PCs & Phones Local Server required for on premise MEC Sessions Windows 8 Laptop Surface Pro/RT or Laptop

Requirements Office 365 and Windows 8 Better Together Bring Your Own Device Office 365 Identity Windows Account Identity Primary Demo Companion Buddy karenb@<yourdemo>.onmicrosoft.

com Windows 8 Laptop Surface Pro/RT or Laptop Logs into all Office applications and SharePoint Sites / SkyDrive Pro Logs into Windows 8 machine, has access to applications and Windows Store

26 Requirements Office 365 and Windows 8 Better Together Bring Your Own Device Office 365 Identity Windows Account Identity Primary Demo Companion Buddy karenb@<yourdemo>.onmicrosoft.com karenb@<yourdemo>.onmicrosoft.com Windows 8 Laptop Surface Pro/RT or Laptop Logs into all Office applications and SharePoint Sites / SkyDrive Pro Logs into Windows 8 machine, has access to applications and Windows Store Requirements 1 or 2 people can deliver MEC Demo easily Internet Connectivity Demonstration Script with Setup Bring Your Own assets (no kits, shipping) Training Requirements Train the Trainer Event + Office Hours Demonstration Videos MEC Demo Script Personas as demonstration tools Keep to the script Content is already created, in place, with permissions Story flows outside of this is what I do and more along business and feature scenarios to land the new modern Office messaging.

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