Session Outcomes Identify key reasons to buy Office. Recognize how to help customers choose the Office that is best for them. Explain how to deliver effective and engaging Office demos. Recognize key questions to understand your customer s needs Explain how best to sell Office. Provide answers to common customer questions.

4 OEM Training Zone

Welcome to Office 5

Smarter applications. Time-saving features help you quickly create and share your Office documents. Anywhere access. Office is now cloudconnected. Sign in with a Microsoft account and save, share, and access personal Office documents and settings from virtually anywhere. Across devices. Flexibility to use Office on the devices you choose PCs, Windows 8 tablets, Macs, or select mobile devices using touch, pen, or keyboard and mouse.

What s New in Office 365? 7

Office 365 is the Office that does more. Office 365 combines the familiar Office applications with additional services that give you the flexibility of access from virtually anywhere. Office 365 Personal now gives you an option for just you and your devices - one PC/Mac and one tablet. 8

Meet Office 365 Personal Office 365 Personal makes it easier to sell the right Office to the right customer. For an individual 1 PC/Mac, 1 tablet and 1 smartphone access 1,2 All the Office applications: Outlook, Word, Excel, PowerPoint, OneNote, Access, Publisher 3 +20GB of OneDrive storage so you can access documents from virtually anywhere, anytime. 60 Skype world minutes/month 4 Keep up to date with the latest Office applications and services 1 year subscription 9

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 + 1 Smartphone. ($69/year USD ERP) For households 5 PCs/Macs + 5 Tablets. ($99/year USD ERP) For higher education students and faculty. 5 Up to 2 PCs/Macs/Tablets ($79/4 years USD ERP) 10

Recommend the Right Office

Customers have choice Office 2013/Office for Mac The best value for customers who need Office across multiple devices and services For customers who need Office for a single PC or Mac.

Help your customers choose the right Office. Office 365 Personal Office 365 Home Office 365 University 5 Home & Business Home & Student Installs 1 PC/Mac +1 Tablet! 5 PCs/Macs + 5 Tablets 1 2 PCs/Mac/Tablets 1 1 PC or Mac only 6 1 PC or Mac only 6 Word, Excel, PowerPoint and OneNote 3 Outlook Publisher, 3 Access 3 Easy smartphone access 2 : View and edit Word, Excel and PowerPoint documents on the fly. 60 Skype world minutes/month to phones in 60+ countries 4 Additional OneDrive: save documents online for easy access and sharing virtually anywhere. +20GB +20GB/user up to 100GB +20GB Office is always up-to-date with an easy subscription. Renewal required. 1-year subscription for 1 user 1-year subscription for household 4-year subscription for 1 user

For each customer type: 1) Key questions to ask a customer 2) For each customer, identify the likely Office solution. If more than one solution, provide key differentiators.

When asking about Office I plan to install an existing version of Office on this new device. I don t think I need Office on this device, I plan on using Office only on my other PC/Mac.

Buy Office 365 Home at any time 1 year prepaid card in-store, partner site, or from Microsoft. Go to office.com/myaccount to extend subscription period Office 365 Home is the same price on renewal ($99 USD ERP) Not using all their installs? Renew with Office 365 Personal. Number of installs and other benefit changes will occur instantly, so they may want to wait until the end of their subscription. Email sent to subscribers 30 days prior to expiration In-product messages appear 15 days prior to expiration Expiration email sent at expiration; renewal reminder emails sent after expiration (renew with partner or from Microsoft)

Selling Office

Customers are 5x more likely to purchase Office if you recommend it Percentage of customers who buy Office when

1. Always Ask and Sell Office Office is not included on this computer Do you need Outlook, Word, Excel, PowerPoint? If needed: Excite the customer with key new features that resonate based on their needs Yes, I need Office. 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 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 I ll take it! Sounds great, but I don t need Office on that many devices. 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. What do you think? I don t want a subscription. Recommend Office Home & Student 2013 or need Outlook? Office Home & Business 2013

Always Ask and Sell Office 1 Office is not included on this computer. Do you need Outlook, Word, Excel, PowerPoint? If needed: Excite the customer with key new features that resonate based on their needs Most customers assume that Word, Excel, and PowerPoint are always included in the price of any PC they buy. What Why FACT: Most PCs do NOT include Office. Office applications are included on select tablets and all Windows RT devices; confirm by referring to the PC specs.

2 Office 365 Home is everything you love about Office and more. For $99/year or about $8/month you get all the Office Lead with applications including Outlook - on multiple devices, easy Office 365 access on smartphone and additional OneDrive storage and Skype world minutes. Since it is a subscription, you ll always be Home up to date with the latest features and updates. What Why Customer research shows us that most customers assume that they know what Office is the applications. Explaining to them all the benefits of Office 365 helps them see the value. Even if Office 365 Home you can easily recommend the right product based on how they respond.

Respond Based on Customer Response 3 Based on the customer s response, you can easily recommend the right product for them If they like Office 365 Home great! Office sale complete. If they like Office 365 but have fewer devices recommend Office 365 Personal. If they only want Office for their one PC or they don t want subscription Recommend Office Home & Business or Office Home & Student. With the launch of Office 365 Personal there is a middle of the road Office 365 offering for customers that do not have as many devices. There is an Office for every customer. Leading with Office 365 Home makes it easy to identify which Office they need. What Why

Summary 25

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 2. Lead with Office 365 Home 3. Based on your customer s response, recommend the right office. 26

2013 Microsoft Corporation. All rights reserved. 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.

What happens to the documents and pictures I have saved to OneDrive if I chose to not renew my Office 365 subscription? If you let your subscription expire you will still have access to your saved items on OneDrive. If you have reached your free OneDrive 7 gigabyte (GB) storage limit, you won t be able to add or edit documents until you reduce your OneDrive storage below your quota. However, you can access your documents saved on OneDrive and download them at any time.

How will I know that I am getting near the end of my subscription? 30 days prior to expiration, you will receive an email reminder from Microsoft telling you to come in and renew your subscription. Then 15 days prior to expiration, a reminder will appear in the applications, reminding you that it s time to renew.

How do I renew my Office 365 subscription? You can renew your Office 365 subscription any time by purchasing another Product Key for Office 365 from a retailer, online or direct from Microsoft. Just be sure that you activate the Product Key with the same Microsoft account for your existing Office 365 subscription. Once your subscription expires you can click the onscreen reminder in any of the Office applications to either purchase a new subscription direct from Microsoft, or enter in a new Product Key that you have already purchased.

What happens if I add more than one year at a time to my subscription, do I get +40GB of storage? No. If you activate multiple years of subscription at once, your expiration date extends but the other benefits do not stack. So, if you activate two years at once, you ll receive 2 years of Office 365, but you ll still only receive the +20GB of OneDrive and 60 Skype world minutes/month.

How much will it cost me to renew my Office 365 Home subscription? The Office 365 Home subscription costs $99.99.

What do you mean by ongoing service and product upgrades for Office 365 subscriptions? As a subscriber you will receive the continue to get the latest versions of Office applications as they become available. A great example of these updates is the new Office Mobile apps for iphone and Android phones. This is more than just security patches and updates.

What can I install Office 365 on? To install Office all of your devices must meet the following OS requirements: For PC: Windows 7 or later For Mac: Mac OS X version 10.6 or later With a subscription, you get the latest applications available for that platform.

I have Office 365 Home, can I renew with Office 365 Personal? Yes. The only thing to be aware of is that your subscription benefits will change immediately when you renew. You may want to wait until the end of your subscription to make the switch.