Microsoft Confidential, INTERNAL USE ONLY Microsoft Confidential, INTERNAL USE ONLY

75% 49%

10K 40% 75% allow personal

mobile devices for

business use

~49% of work

requires network

contribution

10K new federal &

industry regulations

created in last 5 years

80% of employees

are ineffective at

collaboration!

only 24% have a BYOD

policy in place

93% of employees

admit to violating

compliance policies

40% growth in

global data

generated / year

62% can’t use info

for effective decision-

making!

¥ Computing Technology Industry Association's (CompTIA) 2nd annual Trends in Enterprise Mobility study from February 2013. *The Future of Corporate IT 2013-2017

** CEB Survey of 165,000 employees †2012 Survey on Self-Service BI and Analytics, Unisphere Research

2

2017

$107Bil

67% 84%

$107 Billion

84% want an established relationship

with a vendor to trust them as a Cloud

Service Provider

Spending on public IT cloud services

is expected to be more than

$107Billion in 2017

67% of customers expect to

purchase a wide variety of cloud

services from a single vendor

59% look to their cloud provider for

planning, integration and ongoing

management

IDC Successful Cloud Partners 2013 l IDC Buying Into the Cloud 2014 l 2014 Forrester TRUE Brand compass

59% 3

Microsoft Confidential, INTERNAL USE ONLY

What partners want

Own the customer relationship

Service the complete customer lifecycle

Attach Partner services

5

Microsoft Confidential, INTERNAL USE ONLY

Cloud Solution Provider

Offer monthly billing

Provision and manage subscriptions

Provide technical support

6

Microsoft Confidential, INTERNAL USE ONLY

CSP Value Prop

LSP

SI

VAR

HSP

OC

ISV

Disti

Achieve scale

and higher

margins

Grow revenue

and retain

customers

Build

profitable

Cloud

business

Increase reach

and grow

revenue with

bundled

solutions

CSP Partner-type agnostic

Partner Services to drive partner profitability

Value-driven model 8

Microsoft Confidential, INTERNAL USE ONLY

CSP Office 365/EMS Potential Sales Scenarios

LSP

SI

VAR

HSP

OC

ISV

Disti

CSP

9

Enterprise Mobility Suite (EMS) in Open

Microsoft Confidential, INTERNAL USE ONLY

SMBs want to work remotely and collaborate with cloud solutions

SMBs use productivity apps

on multiple devices3

of SMB employees work at more than one location2

• Deliver complete mobile productivity solutions

combining cloud, server, and devices

• Sell Office 365 combined with Windows 8.1 devices for

seamless access and built-in data protection

• Offer remote access to onsite LOB apps with Windows

Server 2012 R2

Business opportunity

of SMBs plan to use cloud-based collaboration

software within two years1 77%

43% Average number of devices on which app is deployed

1.1 1.1 1.4 1.4

1.8 2 1.9

2.4 2.7

Word Processing Calendar Email

All SMB Workers

SMB Smartphone Users

SMB Smartphone & Tablet Users

1 Forrsights Software Survey, Forrester Research, Q4 2013. 2 Forrester Technographics Workforce Apps & Collaboration Survey Q4 2013. 3 Forrester Technographics Workforce Apps & Collaboration Survey Q4 2013.

Microsoft Partner Confidential

The time to address enterprise mobility is now

Data leakage resulting from device loss or theft is a top smartphone security risk – European Union Agency for Network and Information Security

29% of today’s global workforce use 3+ devices, work from multiple locations and use many apps.

67% of people who use a smartphone

for work and 70% of people who use a

tablet for work choose the devices

themselves

80%+ employees admit to using non-

approved software-as-a-service (SaaS)

applications in their jobs

Windows Intune

Mobile device settings

management

Mobile application

management

Selective wipe

Azure Active Directory Premium

Group management,

security reports, and

audit reports

Self-service password

reset and multi-factor

authentication

Connection between

Active Directory and

Azure Active Directory

Introducing the Enterprise Mobility Suite

Azure Rights Management Service

Information protection Connection to on-

premises assets

Bring your own key

Enable

secure access

Enterprise Mobility

Suite (EMS)

Windows Server 2012

R2 and/or Microsoft

Azure

4 key sales scenarios

17

Help customers improve

productivity while making sure the

right people have the right access

Deliver

business apps

to any device

Offer remote access to server-

based business apps running on-

site or hosted in the cloud

Protect

shared

information

Enable customers to share

information with greater control—

on mobile devices and beyond

Manage

devices & apps Cost-effectively manage PCs and

mobile devices from the cloud

Azure Active

Directory

Premium

Microsoft Intune

Azure Rights

Management

Service

RDS and/or Azure

Remote App

Scenario Enabling product

Help customers connect the right people to the right information and resources

Enable secure access

Make access easier for those who should have it.

Prevent access for those who should not.

Microsoft Azure Active Directory Premium

Protect customer

data with

affordable

multi-factor

authentication.

Reduce support

requests with

self-service

functionality

like password

reset.

Easily offer

customers a

single sign-on

to access all of

their apps, across

PCs and devices.

18

Azure Active Directory Editions Features Free edition Basic edition Premium edition

Common features

Directory as a service

Up to 500K objects

No object limit

No object limit

Provides Single Sign-on (SSO) to more than 2500 SaaS applications

Up to 10 apps per user

Up to 10 apps per user

No app limit

User-based application access management and provisioning

Directory synchronization tool – For syncing between on-premises Active

Directory and Azure Active Directory

Standard security reports

Premium and Basic

features

High availability SLA uptime (99.9%)

Group-based application access management and provisioning

Customization of company logo and colors to the Sign In and Access Panel

pages

Self-service password reset for cloud users

Application Proxy to publish internal web applications for secure remote access

Premium-only feature

Self-service group management for cloud users

Self-service password reset with on-premises write-back

Microsoft Identity Manager (MIM) server licenses – For syncing between on-

premises databases and/or directories and Azure Active Directory

Advanced anomaly security reports (machine learning-based)

Advanced application usage reporting

Multi-Factor Authentication service for cloud users

Multi-Factor Authentication server for on-premises users

Cost-effectively manage PCs and mobile devices from the cloud

Manage devices & apps

Give customers the mobile flexibility they want, while

getting control over “BYOD”.

Combine with

Office to prevent

copy-and-paste

from company

apps into personal

ones.

Remotely remove

corporate data

and apps when a

device is lost,

stolen, or retired

from employee

use.

Microsoft Intune

Easily manage the

devices and apps

your customers use

at work, whether

company-issued or

employee-owned.

21

Help customers protect their information, wherever it goes

Protect shared information

Enable information sharing, while keeping data

protected.

Help protect

information sent

in email by

preventing

viewing, editing,

and forwarding.

Restrict editing,

copying, and

printing files

to specific people

and groups.

Microsoft Azure Rights Management Service (RMS)

Enable customers

to easily apply

rights

management

protection to

information and

files.

22

Enable global access to your business resources from any device

Bring global access to your business resources

Make it easy to access corporate apps, hosted

on-site or in the cloud, from anywhere.

Help customers be

more productive

anywhere by

delivering server-

based applications

hosted in Azure to

any device, while

maintaining data

compliance.

Deploy a solution the

way that fits your

customers’ business

needs, whether on

the server, in the

cloud, or hybrid.

Windows Server

2012 R2 RDS

Deliver a consistent

Windows desktop

experience regardless

of device with

desktop

virtualization on

premises.

Microsoft Azure

RemoteApp

Windows Server

2012 R2 RDS and/or

Microsoft Azure

RemoteApp

24

$

Offer SMBs mobility with protection & control using a complete, affordable cloud-based solution

Enterprise Mobility Suite (EMS)

New recurring revenue stream: Offer unparalleled value with three products

combined into one cloud-based solution — all for an affordable subscription.

Azure Active

Directory Premium Microsoft Intune

Azure Rights

Management Service

25

EMS in Open Licensing

*Estimated USD retail price per user per month with annual commitment

Enterprise Mobility Suite (EMS) is licensed as a user-

based subscription to license Microsoft’s identity

management, mobile device management and

information protection products in a single convenient

SKU. It is licensed per user per month with an annual

commitment, and it allows up to 5 devices per user.

For EMS sold in Open, partners will pay the distributor

and bill the customer directly for the services.

Partners will receive up-front margin like other Open

Programs purchases. Additional rebates will be

available for qualified partners. Partners will continue

to receive up-front margins when additional seats are

ordered and if they renew the customer.

Azure AD

Premium

Azure Rights

Management

Microsoft

Intune

$6* $2* $6*

Azure AD

Premium

Azure Rights

Management

Microsoft

Intune

Enterprise Mobility Suite

_

$14 purchased separately

$7.60/month* purchased together

26

Thank you