2015 – A Year of Grape Opportunity

Microsoft SMB&D

Windows 10Office for Windows 10

3

End of support for Windows Server

2003/R2

2/11/2015

155 Days Remaining

Optimistic EstimatesServer migration: 1- 3 monthsApplication migration: 2 months +

The Windows Server 2003 challenge!

<155Days Remaining

Millions of 2003

Instances Still

Running in the US

=

Huge Risk!

30-90 daysServer Migration –

minimum!

Huge partner opportunity

for hardware & software

refresh and from

assessment & migration

services

Opportunity across

Windows Server 2003,

SBS 2003, SQL Server

2005 and older versions

of Exchange

Windows Server 2003

End-of-Extended Support

JULY 14th 2015

60+daysApplication Migration

Optimistic migration estimates for small

to midsize business

4

Engage with customers and start planning their migration and modernizing their datacenter today

Discontinued support for many applications

Nowis the time to act

Increased cyber-security risks

Impact on Microsoft Small Business Server 2003

Impact on both physical and virtualized servers

Nosafe haven

Nosafe haven

Windows 2003/R2 servers will not pass a compliance audit

Nocompliance

Nocompliance

37 critical updates released in 2013 for Windows Server 2003/R2 – extended support ends July 14, 2015

Noupdates

Noupdates

What end-of-support means

5

Partner opportunity

A major upgrade opportunity | Windows Server 2003 EOS

7

Windows Server

2012 R2

Microsoft

AzureCloud OS Network

Evaluate options for each application and workload

Target their destination4. Migrate3. Target2. Assess1. Discover

Selling Approach:

1. Ask you customers if they have assessed for Server 2003 deployments

2. Upgrade customers to Windows Server 2012 R2 and Azure

3. Cross-sell hybrid cloud solutions like Microsoft Office 365 & Azure

How to buy Windows Server 2012 R2

*CALs are required for every user or device accessing a server. See the Product Use Rights for details

Licensing Model

Processor + CAL*

Processor + CAL*

Server (25 User Limit)

Server (15 User Limit)

Feature Comparison

Full Windows Server functionality with unlimited

virtual instances

Full Windows Server functionality with two virtual

instances

Simpler interface, pre-configured connectivity to

cloud-based services; one virtual instance of Essentials

General purpose Server functionality with no

virtualization rights

Ideal for…

Highly virtualized private and

hybrid cloud environments

Low density or non-virtualized

environments

Small business environments for

servers with up to two processors

Economical general purpose

server with a single processor

Edition

Datacenter

Standard

Essentials

Foundation

Windows Server 2012 R2 Standard and Datacenter editions include the new Windows Server Essentials Experience server role, offering features

such as Remote Web Access and client computer backup that previously were only available through the Windows Server Essentials edition.

10

Now You Know… After Today

1. Ask your VARs if they have assessed their

customer environments for Server 2003/R2 and

SQL 2005

2. Ask the Ingram’s Microsoft Team for help

with licensing and inclusion of Azure

3. Cross-sell like crazy! H/w, N/w gear,

Peripherals, Security, Cloud, etc.

4. Leverage Windows Server 2003 end of

support (EOS) to move deals forwardhttp://www.Microsoft.com/windowsserver2003eos

5. Learn More (training) http://aka.ms/AzureOpen

Huge Cross-sellOpportunity

Azure in Open

Azure In Open – key conceptsSKU• Single Azure Credit SKU on the price list

• Each SKU = $100 in the Azure Portal (or local currency equivalent)

• Can purchase unlimited units & multiple units are issued onto single OSA Key

• No minimum or limit for the number of OSA Keys a customer can activate

Terms• Prepaid service, can purchase additional credit any time

• Can be used against any eligible consumption-based Azure service

• Azure Credit expires 12 months from activation date

• No returns once service is activated in the Azure Portal

Eligibility• All Open programs and customer types

• Existing Online Service (OLS) in Open process

• Available in countries with Azure Direct and Open Volume Licensing Program Partners

13

• Deploy applications• Extend networks• Develop, test, and run applications

• Durable• Scalable• Cost-effective

• One common portal• Broad mobile device support• Support for Remote App & Remote Desktop• Flexible licensing models

• Simplify user access• Help protect sensitive date and applications• Offer authentication and access management

solution for developers

14

Core Microsoft Azure IaaS Scenarios

MICROSOFT CONFIDENTIAL

AccountabilityFiduciary responsibility to

shareholders and other

key stakeholders

ExpectationImpacts confidence and

retention of employee and

customers.

Competitive

advantageDowntime creates an

opportunity for

competitors to seize

market share.

Cost of

downtimeRevenue loss, employee

productivity loss, cash flow

fines, penalties.

2 of 9

Source: http://nationalpostnews.files.wordpress.com/2012/10/hurricane-sandy091.jpg

Protect data and applications with Azure

Backup Site Recovery

Azure Backup

Efficient backup

and recovery

Reliable offsite

data protection

Simple and integrated service

Azure Site Recovery

On-prem

VMs & Data

• site-to-site

• to Azure

Health

monitoring

Orchestrated

recovery

Automated protection

Summing it up

17

Win

do

ws

Serv

er

2003 E

OS

Jul 14

th2015 Making Migration Easier

App Migration with AppZero, Migrating Physical and VMWare VMs with MMA

Backup our hero offer (extend with DR) Simplified setup experience, 9yr retention, making the first backup easier

Disaster Recovery as a key SMB ScenarioAzure Site Recovery w/o SCVMM

Driving Higher ARPC – O365 customersEnterprise Mobility Suite in Open (Intune, Azure RMS, Azure Active Directory

Premium)

On PremisesCompetencies: All other

50 Advisory Hours, Pre-sales Support, Partner Support Community

20 Product Support Incidents

10 Signature Cloud Support Incidents*Unlimited Signature Cloud Support* 20 Product Support Incidents

20 Advisory Hours, Pre-sales Support, Partner Support Community

15 Product Support Incidents

5 Signature Cloud Support Incidents*Unlimited Signature Cloud Support* 15 Product Support Incidents

5 Advisory Hours (with first cloud sale), Partner Support Community

10 Product Support Incidents

Partner Support Community

Online Interactive Sessions

Gold

Silver

Action Pack

Network

*Currently limited to Office 365 and Microsoft Azure

1

8

Cloud PerformanceCompetencies: Cloud Platform

Cloud Productivity,

Small and Midmarket Cloud

HybridCompetencies: App Dev, Collab &

Content, Communication, Data Platform,

Datacenter, Dev & Deployment,

Messaging, Mid Market Solution

Provider, Project & Portfolio Mgmnt

Microsoft Confidential

Cloud SureStepEverything you need to build your Microsoft Cloud Practice

Bookmark this site:

http://aka.ms/CloudSureStep-O365

Cloud SureStep: AzureCloud SureStep: Office 365

Bookmark this site:

http://aka.ms/CloudSureStep-Azure

Anything to Ask

Microsoft Confidential

Microsoft Confidential. All Offers and Incentives subject to T&Cs 22

Get Offer-level creative assets from

Microsoft for quick and easy campaigns

to your customers and prospects. SMB Customer Offers and Channel Incentives campaign.

Get Ingram’s monthly update

summarizing Microsoft’s SMB

customer offers and partner incentives. US-new.ingrammicro.com/microsoft.

Microsoft Confidential. All Offers and Incentives subject to T&Cs 23

Integrate Microsoft Offers in your conversations and proposals

Leverage Ready-to-Go campaigns for quick and easy demand generation

Prep for SA renewals to expand deal size and establish a roadmap

Attach your profitable services and new Windows 8.1 devices

Lead with cloud, the new annuity!

Initiate customer conversations, build pipeline, close deals

Microsoft Confidential. All Offers and Incentives subject to T&Cs 24

Offer 20% discount on Office 365 ProPlus

15% discount on Office 365 Enterprise E3

On Pricelist through OV and OVS (mix Plans as desired)

Buy any O365 quantity at time of SA expiration for Open,

License, Open Value/OVS – 1 order only on Year-1 discount

August 1, 2014-June 30, 2015

Campaign Assets

ModernBiz

Safeguard

Grow

Anywhere

Connect

Microsoft Confidential. All Offers and Incentives subject to T&Cs 2525

Example Renewal: Customer Scenario

Good

Better

Best

Potential options on how we can serve this customer

What we want to try and ensure

Win for a customer | Win for you, our partners | Win for Microsoft.

Microsoft Confidential. All Offers and Incentives subject to T&Cs 26

Campaign Assets

Contact & Opportunity Management, Pipeline Management,

Workflows, Personalized dashboards & reporting, In-line Social

Collaboration.

ModernBiz

Safeguard

Grow

Anywhere

Connect