Accelerating Office 365

Accelerating Office 365

Our Office lineup today. Office 365 subscriptions Office 2013 5 PC/Mac + 5 tablets 2 PCs/Macs/Tablets 1 PC 1 PC 1 PC For Family For Higher Education Student 1 For Consumer use For Commercial use For Commercial use 2 See footnote description at the end of this presentation.

Looking Back in 2013. What we learned about Office 365 Consumers are seeking a right-sized subscription product with fewer installs. Likely to choose subscription if purchasing Office in an unassisted environment 24% say that a lower Office 365 price would shift them from perpetual

Introducing Office 365 Personal. For individuals who want Office in 1 PC/Mac and 1 tablet One year subscription Designed for an individual 1 PC/Mac and 1 Tablet All the Office applications: Outlook, Word, Excel, PowerPoint, OneNote, Access, Publisher 5 20GB of OneDrive storage 3 60 Skype world minutes 4 Always up to date 1 year subscription Non-commercial license $69.99 ERP See footnote description at the end of this presentation.

Office in OEM Office 365 subscriptions Office 2013 New! 5 PC/Mac + 5 tablets 1 PC/Mac + 1 tablet 2 PCs/Macs/Tablets 1 PC 1 PC 1 PC For Family For Individual For Higher Education Student 1 For Consumer use For Commercial use For Commercial use 2 See footnote description at the end of this presentation.

Office 365 Gives Customers More 1. For non-commercial use. 2. Current Office application versions for Office 365 are Office 2013 for Windows and Office 2011 for Mac. Customers with an active subscription will be entitled to the newest versions when available. 3. Application availability and features very by platform and device. Publisher and Access available for PC only. 4. Office Mobile comes pre-installed on Windows Phones and is also available on Android phones and iphones. See www.office.com/information. 5. Compatible only with Windows 7, Windows 8 and later. Office 365 is compatible only with Windows 7, Windows 8, Mac OS X 10.6 and later. 6. Compatible devices only; applications and features vary by device. Currently available on Windows tablets running Windows 7 and later. For more information see www.office.com/information. 7. Skype is not available in all countries. Calling to mobiles only available in select countries. Excludes special, premium and non-geographic numbers. See www.office.com/information. 8. Eligibility verification required. Only full & part-time enrolled higher education students, faculty and staff in the accredited institutions are eligible. Alumni of these institutions are ineligible. 9. Office Professional 2013 available via Digital Download. 10. One time purchase for the life of your PC; transferrable within 90 days of purchase.

Office 365 Selling Opportunity. Office 2013 Office 365 Personal Office 365 Home 1 PC only Limited applications Windows only Perpetual Individual All the applications Cross platform Always up to date Services Top Levers To move from perpetual to Personal: about $6/month All the applications, including Outlook Cross-platform PC, Mac, tablet Two devices 1 PC/Mac + 1 tablet Always up to Date OneDrive & Skype Household Multiple installs Family sized services Service benefit sharing To sell Home: More devices in household 5 PC/Mac + 5 tablets +20 GB OneDrive Reasonable price gap about $8/month

Lead with Office 365 for consumers. There are different types of Office 365 subscriptions. Each Office 365 subscription provides the best value to customers who need to install Office across multiple devices and want additional services. For individuals 1 PC/Mac + 1 tablet See footnote description at the end of this presentation. For households 5 PCs/Macs + 5 tablets For higher education students and faculty. 1 2 PCs/Macs/Tablets

Lead with Home & Business 2013 for Small Business. Office Home & Business 2013 is everything you love about Office in 1 PC for a small business owner. See footnote description at the end of this presentation. Outlook, Word, Excel, PowerPoint, OneNote. For 1 Windows 7 or Windows 8 PC. Licensed for business and household use One time purchase for the life of your PC; transferable within 90 days of purchase Save your documents online to OneDrive and share or access them from virtually anywhere (OneDrive 3 includes 7 GB of free storage. Use Office Web Apps to edit and share your documents, even if not at your PC.

How do I help a customer pick the right Office?

The best time to sell Office is with a new PC or tablet. In fact, did you know? More than half of customers buying a PC believe that Office is already included; negative customer experience when realize it s not. If a customer purchases a new PC without buying Office, fewer than 20% will return to the same store to buy Office.

Customers are 5x more likely to buy Office if you recommend.

Office Sales Motion 1. Always Ask and Sell Office Office is not included on this computer Do you need Outlook, Word, Excel, PowerPoint? Buy now & get a discount If needed: Excite the customer with key new features that resonate based on their needs. Yes, I need Office. 2. Qualify the Customer Are you looking to use Office to manage your business, or for your personal/household use? Business Use Personal /Household Recommend Office Home & Business 2013 Lead with Office 365 Home

Selling Office to Consumers 1. Always Ask and Sell Office Office is not included on this computer Do you need Outlook, Word, Excel, PowerPoint? Yes, I need Office. If needed: Excite the customer with key new features that resonate based on their needs. 3. Respond based on customer response. 2. Lead with Office 365 Home Office 365 Home is everything you love about Office and more. For $99/year or about $8/month you get: All the latest Office applications, including Outlook For up to 5 PCs/Macs PLUS 5 tablets Always up to date with great new features as they become available, like Office Mobile +20 GB OneDrive online storage 60 Skype world minutes per month What do you think? I ll take it! Sounds great, but I don t need Office on so many devices on that many devices. I don t want a subscription. Sale of Office complete. Recommend Office 365 Personal $69/year or about $6/month 1 PC/Mac + 1 Tablet You still get all the additional Office 365 services we discussed. Recommend Office 2013. No problem you can get just the Office applications Word, Excel, PPT, OneNote for 1 PC Do you need Outlook? If yes: Home & Business 2013 If no: Home & Student 2013

Scenario 1: Home/Family I need Office for Home/Family Recommend: Office 365 Home delivers the best value for your entire household on up to 5 PCs/Macs All the latest Office applications, including Outlook For up to 5 PCs or Macs PLUS up to 5 tablets Always up to date with great new features as they become available, like Office Mobile +20 GB OneDrive online storage 60 Skype world minutes per month One annual subscription for your entire household Sounds great, but I don t need Office on so many devices. Cross-sell opportunity: In that case it sounds like Office 365 Personal is the one for you. You get all the benefits of Office 365 we discussed with Office 365 Home, only this one is just for you your 1PC/Mac, 1 tablet. How does that sound?

Scenario 2: Individual I need Office for Myself I don t want a subscription or I need Office for 1 PC only Recommend: Office 365 Personal is targeted for individuals who want Office in 1 PC/Mac and 1 tablet All the latest Office applications, including Outlook For 1 PC/Mac and 1 tablet Always up to date with great new features as they become available, like Office Mobile 20 GB OneDrive online storage 60 Skype world minutes per month One annual subscription for you Cross-sell opportunity: In that case it sounds like Office Home & Student 2013 is the one for you. It comes with Word, Excel, PowerPoint and OneNote in 1 PC. Or, if you need outlook, you can upgrade to Office Home & Business 2013. How does that sound?

Scenario 3: Home and Business I need Office for both personal and business use Recommend: Office Home & Business 2013 is everything you love about Office in 1 PC for small business owner. Outlook, Word, Excel, PowerPoint, OneNote. For 1 Windows 7 or Windows 8 PC Licensed for business and household use One time purchase for the life of your PC; transferable within 90 days of purchase Save your documents online to OneDrive and share or access them from virtually anywhere (OneDrive includes 7 GB of free storage Use Office Web Apps to edit and share your documents, even if not at your PC. Great, I ll take it Upsell Opportunity: Upgrade to Office Professional 2013 2 and get Access and Publisher. If customer plans to purchase Office with more productivity tools, please refer to Distributor or Reseller cheatsheet. See footnote description at the end of this presentation.

There is a right Office for everyone. 1. For non-commercial use. 2. Current Office application versions for Office 365 are Office 2013 for Windows and Office 2011 for Mac. Customers with an active subscription will be entitled to the newest versions when available. 3. Application availability and features very by platform and device. Publisher and Access available for PC only. 4. Office Mobile comes pre-installed on Windows Phones and is also available on Android phones and iphones. See www.office.com/information. 5. Compatible only with Windows 7, Windows 8 and later. Office 365 is compatible only with Windows 7, Windows 8, Mac OS X 10.6 and later. 6. Compatible devices only; applications and features vary by device. Currently available on Windows tablets running Windows 7 and later. For more information see www.office.com/information. 7. Skype is not available in all countries. Calling to mobiles only available in select countries. Excludes special, premium and non-geographic numbers. See www.office.com/information. 8. Eligibility verification required. Only full & part-time enrolled higher education students, faculty and staff in the accredited institutions are eligible. Alumni of these institutions are ineligible. 9. Office Professional 2013 available via Digital Download. 10. One time purchase for the life of your PC; transferrable within 90 days of purchase.

Office 365 vs Google Drive + Google Docs 1 Lingo check: Google Drive is home to Google Docs. QuickOffice is the app you can install on ios and Android to create and edit Office documents, spreadsheets and presentations. What is Google Docs + Google Drive? Web-based productivity tools that let customers create different kinds of online documents, work on them real time with other people and store them in their Google Drive online account. Explaining the differences with common customer scenarios All I need to do is write documents, why would I want to get Office? Office 365 includes all the robust, full-featured desktop versions of the Office applications and has many more features than Google Docs. Features aren t just for power users think grammar check in Word and cropping photos in PowerPoint. ProTip: Are you sending documents to Office users? Many businesses and universities use Office and there is always a chance that formatting can change when you open Google Docs in Office applications too. I have to share my documents with people who don t have Office. Office 365 comes with an extra 20GB of OneDrive storage so you can also easily save things online and share them with others even if they do not have Office. People without Office can easily open and edit your docs in Office Online free, online version of Office applications. Office Online also lets you collaborate in real-time on Word, Excel and PowerPoint documents. ProTip: Unlike when you open Office documents in Google Docs all of your formatting, charts and SmartArt stay intact when you use Office Online or Office applications on your other devices. I work on my stuff on the go different computers, in coffee shops and on the train I need to work on my stuff no matter where I am. Office 365 gives you Office applications installed on all your devices, including PCs, Macs, and tablets. 2, 3 Office Mobile on smartphones lets you edit Word, Excel and PowerPoint documents on the go. 2 Save your documents to OneDrive and they sync across all your devices. Somewhere without Office? Edit your documents using Office Online. No matter where you are working, all your document content remains intact. 1. This information current as of February 2014. Information subject to change. 2. Office 365 currently supports PCs and tablets running Windows 7 or later; Macs running Mac OS X version 10.6 or later; Windows Phone 7.5 or later; iphone 4, iphone 4S, iphone 5, iphone 5c, iphone 5s, ipod touch (5th generation) running ios 6.1 or later. Android phones running Android OS version 4.0 or later. Visit office.com/information for applicable mobile devices..3. Access and Publisher PC only.

Key takeaways Office has updates to your favorite applications PLUS you can access your documents from virtually anywhere and across devices. Smarter applications Access anywhere Across devices What s New Office 365 Personal Sales Model has 3 key steps: 1. Always ask and sell Office 2. Qualify and recommend the right Office to your customer 3. Based on your customer s response, recommend the right office. 21

Office 365 Personal supporting slides FAQ

Who is Office 365 Personal for?

Office 365 Personal Customer Meet Becky. Becky has two devices she wants Office on - her Windows 7 laptop and her Windows 8.1 tablet. She also really likes the idea of accessing her Office documents easily from her iphone. Office 365 Personal is perfect for Becky s needs because it gives her all the Office applications on her devices and access to her Office documents wherever she goes.

Comparing Office 365 customer scenarios See footnote description on last slide.

Office 365 Personal Familiar, trusted applications Multiple devices Word, Excel, PowerPoint, Outlook, OneNote, Publisher, Access Install on 1 PC/Mac and 1 tablet Additional benefits 20 GB OneDrive lets you save, share and access your Office documents from anywhere Ongoing product and service upgrades with annual subscription Stream full Office to Windows 7 or 8 PCs with Office on Demand 60 Skype world minutes per month

You may hear these questions from your customers.

Frequently asked questions Why would I want to get a subscription and pay for Office every year? I m used to buying it once. Purchasing Office 365 is the most cost effective solution if you want all the Office applications on multiple devices and additional services. Plus, throughout the life of your subscription, you get ongoing service and product upgrades, such as shared benefits and additional OneDrive storage for household members. To look at it another way, Office 365 Personal gets you Office on your PC/Mac and a tablet for about $6/month. That s about 2 coffees a month! I have Office 365 Home, can I switch to Office 365 Personal? Yes! However, you will see the change in the number of installs and other subscription benefits immediately. We recommend that you wait until the end of your subscription to make the switch. What happens if I let my Office 365 subscription expire or don t renew? What happens to my files? The Office applications on the PC or Mac will no longer have full functionality, but you ll be able to open, view, and print documents. For full Office functionality, you can: Return to an earlier version of Office. Buy the single PC version of Office. Use the free Office Web Apps on OneDrive for basic editing. But Office 365 is such a great deal, why would you not renew?

Frequently asked questions What's new in this release of Office? The 2013 versions of familiar Office applications such as Word, Excel, and PowerPoint include new features that help you create, communicate and work even more efficiently from anywhere. In addition to updating the traditional Office suites, we ve developed brand new subscription versions of Office, specifically designed for the way you use Office today. Each new subscription offer will include the 2013 versions of the Office applications, for example Word, Excel and PowerPoint, plus offerings such as Skype world minutes and online storage with OneDrive. Subscribers will also receive version upgrades as well as use rights across 1 PC or Mac, 1 tablet, and on multiple smartphone devices - including iphone and Android phone. Note: The Office applications you can use across PCs, Macs and other devices vary by platform. What is the difference between the Office 2013 suites and Office 365 plans? Microsoft Office is still the name we use for our familiar productivity software. Office suites have traditionally included applications such as Word, Excel, PowerPoint, and Outlook. All Office 2013 suites include the latest versions of the applications, for use on a single PC. We use the name Office 365 for products that include cloud services, such as additional OneDrive online storage, features like Skype minutes for home use, Lync web conferencing or Exchange Online hosted email for businesses. Cloud services are features that are enabled over the Internet. Most Office 365 plans also include the full-featured Office 2013 applications, which users can install across multiple computers and devices. All Office 365 products, such as Office 365 Personal, are paid for on a subscription basis, annually. Active subscribers will receive version upgrades as a benefit of their subscription. Entitlements vary by product.

Frequently asked questions Is Internet access required for Office? Internet access is required to install and activate all the latest releases of Office suites and all Office 365 plans. After purchase, you must visit www.office.com/setup to enter a product key and create an account (using a Microsoft account). For subscription versions of Office including Office 365 Personal you will need to go online to manage your subscription account, for example to install Office on other machines, or to change billing options. You will also need to connect to the Internet regularly to keep your version of Office up-to-date and benefit from automatic upgrades. Internet connectivity is also required to access the Office 365 cloud services such as OneDrive and Skype world minutes. Can I install the new Office on my Mac? If you buy an Office 365 subscription, you can install Office applications such as Word, Excel, and PowerPoint on your Mac. The applications available for Mac users and the version numbers may be different from those available for PC users. Microsoft Office for Mac 2011 is also available for purchase as a standalone product. What are Skype world minutes? Skype world minutes let you easily call people internationally. And now Office 365 Personal comes with 60 minutes per month of Skype calls to phones in over 60 countries. Its easy. Just dial from Skype and your friends and family can pick up on their phone. Skype world minutes are included with Office 365 Personal at no additional cost.

Footnote Descriptions 1 Eligibility verification required. Only full & part-time enrolled higher education students, faculty and staff in the accredited institutions are eligible. Alumni of these institutions are ineligible. 2 Office Professional 2013 available via Digital Download 3 Internet and/or carrier network connectivity required; charges may apply. 4 See office.com/information for details. Skype account required. Excludes special, premium, and non-geographic numbers. Calls to mobile phones are for select countries only. Skype available only in select countries. 5 Application availability and features vary by platform and device. Publisher and Access available for PC only.