DELL CA CommercialMicrosoft OEM

Luis Meza

Microsoft Brand Manager

30% 31% 30% 30%27%

29% 30%

32%

25%

32%

20%

32%

30%

Q1'12

Q2'12

Q3'12

Q4'12

Q1'13

Q2'13

Q3'13

Q4'13

Q1'14

Q2'14

Q3'14*

Canada SMB – Microsoft OEM

.

Windows Office Windows Server

Windows Pro Mix FY Goal

Office Attach Rate FY Goal

HIGHLIGHTS HIGHLIGHTS HIGHLIGHTS

LOWLIGHTS LOWLIGHTS LOWLIGHTS

• Consistent growth YoY• Great momentum across All SMB Teams. • Windows 7/8 Pro contest ended on Jan.31st with great

results across all teams (Dell Q4 @ 94%, +2 pts. YoY).

• MS H1 OS Mix: Win7 80% / Win8 20%.• Win8 Pro improving but still have room for growth (FY13 @

49% FY14 YTD @ 77%). - Sales enablement / action plan

• With the aid of the Office contest we’re able to stop the negative trend.

• Q1 EUC sales contest launched on Wk4. Contest targeted to drive Office H&B and Pro (ends on May 2nd).

• Office attached rate heavily impacted in Q4FY13 & Q1FY14 due to Legacy ShipsFast configs with 2010 image without the possibility to upsell to 2013. (60,000 PCs).

• Due to Office OEM 2013 well known issues customers exploring other solutions such as VL or sourcing their own copy of Office.

- Sales enablement / action plan

• FY14 YTD with great performance in:- GCC @ 53%, +8 pts. YoY- EB @ 46%, +6 pts. YoY and - SB @ 67%, +7 pts. YoY.

• WS Datacenter sells increasing YTD Y/Y by 30% and SQL +65%

• Server AR heavily impacted by MB customer (Avigilon) with naked server deals (customer growing +69% YTD Y/Y). Without Avigilon, Attach Rate would be @ 39% (+5 pt. YoY).

- Sales enablement / action plan

72%

88%92%94%

MSFY11

MSFY12

MSFY13

MSYTDFY14

86%

81%

92%92% 91%93% 91% 93%

94% 94%

86%

93%

94%

Q1'12

Q2'12

Q3'12

Q4'12

Q1'13

Q2'13

Q3'13

Q4'13

Q1'14

Q2'14

Q3'14*

27%29%28%

25%

MSFY11

MSFY12

MSFY13

MSYTDFY14

27%28%

30%30%

29% 30%28%

26%24%

27%

23%

27%

31%

27%

Q1'12

Q2'12

Q3'12

Q4'12

Q1'13

Q2'13

Q3'13

Q4'13

Q1'14

Q2'14

Q3'14*

31%30%30%27%

MSFY11

MSFY12

MSFY13

MSYTDFY14

* Q3’14: January * Q3’14: January * Q3’14: January

** Report based on shipped data and is only to be used for directional purposes – The EMOSR is the official KPI reporting **

Server Attach Rate FY Goal

31%35% 35% 33%

31%

37% 36%39% 40% 40%

37%

Server Attach Rate w/o Avigilon