Modern collaboration Personalized insight People centric compliance

Customer Needs• People work across a variety of devices from different

locations and need a consistent, clean, and fast experience• Seamless way to work on files with a way to control versions

and changes• The right people working together in order to get work done

Market Opportunity• $127B: 2018 projected worldwide Public IT cloud services

revenue1

• 60% of the Fortune 500 have adopted Office 365 • Run-rate Fastest Growing Business: $2.5B3

• 3 out of 4 customer deployed by partners4

Partner Opportunity• Deliver an end-to-end solution complete with support,

applications, network, and hardware• Introduce hybrid scenarios, upgrades, and long-term journey

to the cloud options• Integrate with LOB apps and leverage APIs to build unique IP• Guide organizations through their transformation journey

and drive adoption

Worldwide and Regional Public IT Cloud Services 2014–2018 Forecast Oct 2014 | Doc #251730

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Annual Revenue: $60-$180+ per user1

Margin: 45%

• Tenant Management• Reactive Help Desk Support • Desktop & Device

Management & Support• Reports & View

Adjustments• Software Asset

Management • Security Management &

Identity Protection• Office Client Connectivity

Setup • Mobile Device Connectivity

& Management• Web defense ‘• Hybrid Environment

Support

Annual Revenue: $60-$150 per userMargin: 40%-50% 2

• Voice and video managed service offer

• User adoption management

• Outsourced Network Management

• Interop vendor management during phased roll out

• PSTN vendor consolidation

Annual Revenue: $12-$180 per user1

Margin: 70%

• SharePoint-Based Vertical Workflows

• Middleware for Hybrid Synchronization

• Industry-specific Workflows

• Function-specific Workflows (e.g. HR, Procurement)

• Automated O365 Telemetry (Availability & Performance)

• Office Connectivity & Other Plug-Ins & Add-ons

• External Portals for End Customer Information

• Pre-Configured Dashboards

Annual revenue per offer: $18-24 per userMargin: 80%-90%2

• Skype B2C Scenario solutions

• Video Enabled Business Processes

• Upsell to Modern Voicefrom video

• Packaged IP *Custom app development

• Omni Channel solution integration

• Customer service / CRM Integrations

• Vertical Solutions:• Healthcare• Financial • Education• Public Services

Average Initial Revenue: $50-$125K2

Margin: 42%-47%2

• Communication Strategy Workshop

• Planning for Modern Meetings

• Planning for Enterprise Video

• Voice Deployment Planning• Deployment Planning• Audio / Video Device

Bundles• Server to online Migrations• Interop Services

Average Revenue: $2.5K-$15K1

Margin: 35%

• Cloud Readiness Assessment

• Solution Analysis, Scope, & Design

• Office 365 Set up and Remediation

• Simple File Server Migration

• Workflow Creation in SharePoint

• Yammer Adoption• End User Training

Based on an average 1000 seat deal

Managed Services

Project Services

Packaged IP

1. MDC Research, Microsoft Cloud Profitability Scenarios May 2015 2. Results for a composite organization based on interviewed customers for Enterprise Meeting and Voice. The Partner Opportunity For Office 365, a commissioned Total Economic Impact(TM) Study conducted by Forrester Consulting on behalf of Microsoft, July 2016

Packaged IPAverage Revenue: $1-$15 per user/per month4

Margin: 70%

• SharePoint-Based Vertical Workflows• Middleware for Hybrid Synchronization• Industry-specific Workflows• Function-specific Workflows (e.g. HR,

Procurement)• Automated O365 Telemetry (Availability &

Performance) • Office Connectivity & Other Plug-Ins & Add-

ons• External Portals for End Customer Information• Pre-Configured Dashboards

Project ServicesAverage Revenue: $2.5K-$15K4

Margin: 35%

• Cloud Readiness Assessment• Solution Analysis, Scope, & Design• Office 365 Set up and Remediation• Simple File Server Migration• Workflow Creation in SharePoint• Yammer Adoption• End User Training

Managed ServicesAverage Revenue: $5-$15+ per user/per month4

Margin: 45%

• Office 365 Tenant Management• Reactive Help Desk Support (Office, Skype for

Business, Intune, CRM Online) and interface to MSFT

• Performance and Application Troubleshooting

• Desktop & Device Management & Support• Reports & View Adjustments• Software Asset Management (licensing

management & optimization)• Security Management & Identity Protection• Office Client Connectivity Setup • Mobile Device Connectivity & Management• Web defense (restricting URLs, phishing

malware, spam)• Hybrid Environment Support (Basic

Infrastructure)• VoIP Maintenance• Regulatory Compliance via Office 365

Infrastructure

Exchange Online Skype for Business OneDrive for Business SharePoint Online Yammer

Build long-term, value-added services for Office 365

Based on an average 25 seat deal

Partn

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ue

Pitch incremental project services to light up each Office 365 workload post deployment

Add managed services to your Office 365 practice and become your customer’s outsourced IT department

Create SharePoint templates and extension apps, package as repeatable IP and monetize

Capitalize on themarket opportunity

Insights to maximize profitability

Managed services opportunity by 2018: $256B1

2018 projected worldwide Public IT cloud services revenue: $127B2

Run-rate Fastest Growing Business: $2.5B3

1. Markets and Markets : Managed Services Market worth $256.05 Billion by 2018(c) 2014 M2 COMMUNICATIONS IDC Worldwide and Regional Public IT Cloud Services 2014–2018 Forecast Oct 2014 | Doc #251730 4. MDC Research, Microsoft Cloud Profitability Scenarios May 2015

Packaged IPAverage Revenue: $1-$15 per user/per month4

Margin: %

• SharePoint-Based Vertical Workflows• Middleware for Hybrid Synchronization• Industry-specific Workflows• Function-specific Workflows (e.g. HR,

Procurement)• Automated O365 Telemetry (Availability

& Performance) • Office Connectivity & Other Plug-Ins &

Add-ons• External Portals for End Customer

Information• Pre-Configured Dashboards

Project ServicesAverage Revenue: $5K-$75K4

Margin: 35%

• Cloud Readiness Assessment• Solution Analysis, Scope, & Design• Office 365 Set up and Remediation• Simple File Server Migration• Workflow Creation in SharePoint• Yammer Adoption• End User Training

Managed ServicesAverage Revenue: $5-$15+ per user/per month4

Margin: 45%

• Office 365 Tenant Management• Reactive Help Desk Support (Office, Skype for

Business, Intune, CRM Online) and interface to MSFT.

• Performance and Application Troubleshooting

• Desktop & Device Management & Support• Reports & View Adjustments• Software Asset Management (licensing

management & optimization)• Security Management & Identity Protection• Office Client Connectivity Setup • Mobile Device Connectivity & Management• Web defense (restricting URLs, phishing

malware, spam)• Hybrid Environment Support (Basic

Infrastructure)• VoIP Maintenance• Regulatory Compliance via Office 365

Infrastructure

Partn

er R

even

ue

Pitch incremental project services to light up each Office 365 workload post deployment

Add managed services to your Office 365 practice and become your customer’s outsourced IT department

Create SharePoint templates and extension apps, package as repeatable IP and monetize

Exchange Online Skype for Business OneDrive for Business SharePoint Online Yammer

Based on an average 400 seat deal

Capitalize on themarket opportunity

Insights to maximize profitability

Build long-term, value-added services for Office 365

Managed services opportunity by 2018: $256B1

2018 projected worldwide Public IT cloud services revenue: $127B2

Run-rate Fastest Growing Business: $2.5B3

1. Markets and Markets : Managed Services Market worth $256.05 Billion by 2018(c) 2014 M2 COMMUNICATIONS IDC Worldwide and Regional Public IT Cloud Services 2014–2018 Forecast Oct 2014 | Doc #251730 4. MDC Research, Microsoft Cloud Profitability Scenarios May 2015