$10B Get2Modern OpportunityPresenter's NameTitle
Microsoft Confidential. NDA required.
G2M Video – Embed or Play Here
Key Elements of Get2Modern for Partners
Investments to Support Execution
Get Excited About the Opportunity
Making $ with G2M Campaign
Market Opportunity
End of Support for Windows XP and Office 2003
Customers will no longer receive security updates
EOS is coming on April 8, 2014
Office is a key revenue driver
Pitching a modern desktop is critical to seize the addressable market
The new Office doesn’t run on Windows XP
Customers will need to refresh both hardware and software
Great opportunity to move customers to the cloud
Huge opportunity for partners
$10B
Only 55% of SMBs are aware of EOS
Understanding of the impact of EOS is even lower
70M SMB PCs are impacted
Why Should Customers Care About EOS?Partners need to inform customers about the risks associated with not updating their softwareNo New Updates
Includes security and non-security hot fixes
Exposure of Company to Potential ThreatsRunning non-supported software putting your business and customer information at risk and limiting your ability to get the most out of your IT investment
No SupportElimination of free or paid assisted support option or online technical content updates
The Value of a Modern Platform
Tablets and PCs for every business need
Everything in one place, on all your devices
Be more productive from anywhere
Stay secure and always up-to-date
Reduce complexity, increase flexibility
What is Get2Modern?
Great Offers Available Now!
OEM Hardware Offers
Volume Licensing and FPP Offers
Partner-Led Servicing offers
Microsoft Partners Supporting Customers
Engage to understand the migration needs of each unique SMB
Sell Devices, Office Attach, VL Upgrades, SA Add-Ons and Migration Services
Drive Bundled Offers in partnership with Distribution Partners
Great Products Available Now!
Windows 8 and Windows 8.1
Office 365 and Office 2013
Great new Touch Devices
Making $$ with G2M
Get2Modern Sales Motion
Volume Activation
BitLocker
Flexible Payments
Windows 8 EnterpriseMDOP Rights
Application Side-Loading
Direct Access
Windows 8 Enterprise Other Windows SA Benefits24 X 7 Customer Support
Training Vouchers
Virtualization
Home-Use & Roaming Rights
Add VL Upgrades & SA Add-Ons to Deals
3Drive Devices1 Attach Office2
Rationale for Participating in Get2ModernGetting SMB customers 2 Modern is a $ billion opportunity for Microsoft partners
IntegratorResellerDistribu
tor
New Hardware + Office Attach
New PCs & tablets
Accessories, peripherals, comm devices
Office attach to every new device*
Volume Licensing and FPP
Services
Windows 8 upgrades
Office VL/FPP for upgrade in-place
New VL/FPP channel motion for Office 365Migration Assessment and Support
Set-up and Deployment
Managed Services
*Office 365 attach as hero motion
OEM
Midsize Business G2M Cloud Deal ExampleCustomer: 50 PC company, 14 New Pro Devices, 6 In-Place Upgrades, 20 total Office 365 attachNew Hardware
+ Office Attach
Volume Licensing and FPP
Services
*Price defined by local markets, conditions, and availability
Price/Unit* Price/Unit* Price/Unit*
$700
$180
14
14
$9800
$2520
$118
$180
6
6
$708
$3240
*
$100
*
-
14
-
*
$1400
*
Total Example Deal Size $17.7K
14 new Pro devices (notebooks/tablets)
Office 365 Midsize Business (Open L, first year)
Windows 8 Enterprise (OV, first year)
Office 365 Midsize Business (Open L, Years 1-3)
Migration Assessment and Support
Set-up and Deployment
Managed Services
Small Business G2M Cloud Deal ExampleCustomer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach
New Hardware + Office Attach
Volume Licensing and FPP
Services
*Price defined by local markets, conditions, and availability
$700
$150
4
4
$2100
$600
$175
$150
3
3
$525
$1350
*
$100
*
-
4
-
*
$400
*Total Example Deal Size $4975
2 new Pro devices (notebooks/tablets)
Office 365 Small Business Premium (FPP, first year)
Windows 8 Enterprise (FPP, first year)
Office 365 Small Business Premium (FPP, Years 1-3)
Migration Assessment and Support
Set-up and Deployment
Managed Services
Price/Unit* Price/Unit* Price/Unit*
Cross-sell & Upsell Opportunities
Additional Software/Hardware
Services
New PC Peripherals or HardwareE.g., File/Print Server, Printers
Communications Hardware & AccessoriesE.g., Lync Headsets, VoIP phones
Device ManagementE.g., Microsoft Intune
CRM or LOB SoftwareE.g., Microsoft Dynamics CRM
Advanced Features & Functionality E.g., Full Archiving Solution
Attaching Software Assurance (SA)E.g., Adding SA to on-premise Office VL sales
Pre-deploymentE.g., Assessment and Planning
DeploymentE.g., Migration, New User set-up, Training
Managed ServicesE.g., Help-desk, Updates, Training
Solution SupportE.g., Customization, LOB Integration
Advisory ServicesE.g., Long-term Planning, IT Infrastructure Design
Unlicensed SoftwareAn opportunity to “Get Genuine”
The Partners role• Determine which PCs have a qualified underlying OS• For those PCs that are non-qualified:• Quote and sell a Get Genuine Windows Agreement Pro SKU for
every unqualified PC. Government customers will have the option to use the special Get Genuine Windows Agreement SKU for Governments from July 1st, 2013 through June 30, 2014.
• A separate license for Office will need to be quoted.
Government G2M DriveGovernment BOM materials will support a focused effort between SMB, AP, PS and partners to target and reach government entities who are prone to be on older version of Windows and Office.
Why Governments? • Governments build the foundation for
Intellectual Property Rights awareness and enforcement. They drive adoption of practices in private sector. And, private sector companies are participating in programs and initiatives driven by the public sector.
• A high percentage of Governments are relying on Windows XP and Office 2003 to run their offices.
• Many have failed to maintain rigor in the qualified versions of the software they use.
• Governments are, in particular, at threat with loss of security controls and cyber security threats.
Anywhere from
15-97% of Microsoft Windows software use is unlicensed in emerging markets
# of unlicensed PC’s has DOUBLED
in the last 5 years
Investing in Your Success
How are We Investing in Your Success?
Awareness & Demand Generation
G2M website (59 locales) Partner Websites
G2M marketing assets
G2M Webinars
Tele-Campaigns
Offers
OEM Device Offers
Windows + Office promos
Office 365 + SA Q1 promo
Reseller / Distributor Bundles
Partner Program
Lead Sharing (C2PC)
Touch Wins
Channel Incentives
COOP $
Technical Partner Services
PLUS upsell to more Windows or Office, cross-sell with Windows Server and additional services & hardware!
Customer Motion Microsoft Offer* Key Partner Strategy
Upgrade an existing Windows Pro* PC
Actively target upgrade-eligible customersPitch standardization (most customers will need devices + upgrades)
Create H/W bundles with the VL offerMake SA upsell a default addition to H/W sale – link H/W and software selling motions
Purchase a new Windows 8 Pro PC
Upgrade a pirated, mis-licensed, or mis-versioned PC
Leverage AP engines to target mis-licensed customers with Office 365 discount
Window GGWA-SMO + Office 365 M20% off Office 365 when purchased with GGWA
Window Upgrade/SA + Office 365 M20% off joint purchase
Window SA Only + Office 365 M20% off joint purchase
Office 365 SBP Attach (details TBD)
Up to 20% off Office 365 Midsize Business
when purchased with Windows GGWA-SMO
Up to 20% off Windows Upgrade/SA + Office 365 Midsize Business
Up to 20% off Windows SA Only + Office 365 Midsize Business
20% off Small Business Premium when purchased with a new Win 8 Pro PC
*Offer availability will vary by geography. Windows SA only and Upgrade/SA offers require underlying qualified OS, SA Only SKUs may only be purchased within 90 days of purchase of Windows 8 Pro device. All bundled offers require 1:1 ratio of Windows and Office. Contact your PAM for additional details about each offer.
Overview of Get2Modern Promos
Partner PlaybookPartner Pitch DeckWebinar-in-a-boxEvent-in-a-boxInfographicWeb SyndicationEmail Signatures
Tele Sales Guide (includes PS assets)
Customer Pitch DeckCustomer Flyers (includes PS assets)Customer Emails (includes PS assets)Online Ad BannersVideos
Get all assets available at http://aka.ms/Get2Modern
Resources
Reseller Partner – GO DOs
Train with Distribution Partners on selling new OEM Devices
Know how to attach “right” Office product to device sales
Drive Volume Licensing and SA with migration packages
Leverage Local and Global Promos
OEM Offers, VL Offers, O365 Offers
Develop Migration, Financing Offers
Showcased on Pinpoint
G2M Lead-Sharing
Join Touch Wins Program
Leverage G2M BOM
http://aka.ms/Get2Modern
• Tele-Script
• Customer EDM, Banners, Flyers
Become a Get2Modern Partner
To Customer Marketing – Target Windows XP Customers
Drive Get2Modern Promos
Sell New Devices, Windows 8 and office 2013
This multi Billion $ opportunity is REAL and its NOW!
Aspects of Get2modern sales motion, resources and execution
Partner success stories with Get2Modern
How to make $$ with Get2Modern
How to land G2M in Fy14
What We Learned Together!
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.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.
A Global Opportunity
$2.3B``
$1B$1.5B
$1.5B$2.3B
$1.3B
Why is the Time Right to Move Customers Now?Customers will not want to wait to make this transition off Windows XP / Office 2003
Partners can still get help from Microsoft if needed
Issue will be top of mind for customers
Strong mix of promotions are currently available
Midsize Business G2M On-premise Deal ExampleCustomer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach
New Hardware + Office Attach
Volume Licensing and FPP
Services
*Price defined by local markets, conditions, and availability
$700
$373
14
14
$9800
$5222
$476 6 $2856
*
$100
*
-
14
-
*
$1400
*Total Example Deal Size $19.3K
14 new Pro devices (notebooks/desktops)
Office Standard 2013 (Open L)
Windows 8 Pro Upgrade + Office Standard 2013 (Open L at promo price)
Migration Assessment and Support
Set-up and Deployment
Managed Services
Price/Unit* Price/Unit* Price/Unit*
Small Business G2M On-premise Deal ExampleCustomer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach
New Hardware + Office Attach
Volume Licensing and FPP
Services
*Price defined by local markets, conditions, and availability
$700
$219
4
4
$2100
$876
$175
$219
3
3
$525
$657
*
$100
*
-
4
-
*
$400
*Total Example Deal Size $4558
2 new Pro devices (notebooks/desktops)
Office Home and Business 2013
Windows 8 Enterprise (FPP, first year)
Office Home and Business 2013
Migration Assessment and Support
Set-up and Deployment
Managed Services
Price/Unit* Price/Unit* Price/Unit*
G2M and the Unlicensed Software Opportunity
The opportunity for customers to “Get Genuine” is large
G2M represents a window to correct unlicensed software use. Resellers and Managed Partners will be on point to determine if all PCs have a qualified underlying OS (see appendix for details)
Partner should leverage “get Genuine” SKUs so customers can leverage G2M promos
A separate licenses for both Windows & Office will need to be quoted % of Unlicensed
Windows software in Emerging Mkts
Ranges from 15 –
97%
Number of unlicensed PCs
2xIn the last 5 years
Opportunity to “Get Genuine” in Public Sector
Government G2M DriveGovernment BOM materials will support a focused effort between SMB, AP, PS and partners to target and reach government entities who are prone to be on older version of Windows and Office.
Why Governments? • Governments are under pressure to modernize and do things differently –
more with less. • Governments build the foundation for IP property rights awareness
and enforcement. They drive adoption of practices in private sector. And, private sector companies are participating in programs and initiatives driven by the public sector.
• Many have failed to maintain rigor in the qualified versions of the software they use.
• Governments are, in particular, at threat with loss of security controls and cyber security threats.
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