Microsoft 365 Licensing Upskill Marco Cattaneo Product Marketing Manager Microsoft 365 Microsoft Western Europe Introduction to Microsoft 365 Solutions and Licensing

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Microsoft 365 Licensing Upskill Marco Cattaneo Product Marketing Manager Microsoft 365 Microsoft Western Europe Introduction to Microsoft 365 Solutions and licensing

Microsoft 365 for SMB

Agenda Microsoft 365 for Enterprise

Microsoft 365 for Frontline Workers

Surface devices: ready for Microsoft 365 Business-as-usual will be anything but

of pre-COVID economic due to voluntary social distancing, leading to a output will become more fragile and uncertain 10% unviable going forward business environment1

of the US workforce will for multiple days per week2—up from the 7% be working from home who could regularly work 25-30% by the end of 2021 from home before 20203

of new enterprise app up from a projected 75% of new application purchases will be on software purchases before 95% the cloud by 2021 the start of the pandemic4

Link Link Link Link Microsoft 365 solution Lets you be more productive wherever you are

Office 365

Simplifies meetings and calling for your employees, external partners, and clients

Enterprise Mobility & Windows 10 Security (EMS)

Secures your business with technology you can trust Who are our customers? Microsoft 365 Portfolios

For Home

For Business

Microsoft 365 F1 For Deskless Microsoft 365 F3

Office 365 E1 Office 365 E3 / EMS E3 / Windows E3 For Enterprise Office 365 E5 / EMS E5 / Windows E5 Microsoft 365 E3 Microsoft 365 E5 Microsoft 365 A1 For Education Microsoft 365 A3 Microsoft 365 A5 Licensing programs

Open Value / Enrollment for Cloud Solution Open Value Enterprise MPSA Education Provider (CSP) Subscription / Agreement (EA) Solutions (EES) Open

Org size 1+ Users >5 Users >250 >500 >1,000 FTE

Online services + On-prem software On-prem software On-prem software On-prem software Product offers some on-prem sw and online services and online services and online services and online services Reseller/Disti Channel Reseller Reseller Direct & Reseller Reseller (MSP) Payment Partner Choice Partner Choice Partner Choice Partner Choice Partner Choice method 1 year (tokens) 3 years L/SA (Open) Commitment 1 year 1, 2, or 3 year(s) 3 years 1 year Up to 3 years OLS (OV/OVS) Cloud Solution Provider program

 Benefits • Deeper customer engagements • Increased profits • Provide managed services  Availability and Support • Most Online Services are available • Partners provide support and may sell the licenses as part of a business solution  Purchasing Rules • No minimums • Customers may add and reduce licenses as required • Payment upfront either annually or monthly

https://partner.microsoft.com/en-US/membership/cloud-solution-provider Microsoft 365 for SMB Microsoft 365 Portfolios

For Home

For Business

Microsoft 365 F1 For Deskless Microsoft 365 F3

Productivity

• Need to get work done from anywhere, with anyone • Change in team culture and ways people interact • Maintaining employee efficiency and morale

Communication

• Use of solutions that don’t play well together • Lack of unified experience with meetings and calling • Phone systems that weren’t designed to be used remotely

Security

• Risk of cyberattacks and phishing threats • Employees using free or consumer solutions with minimal security • Employees accessing work data from personal devices Reduced costs and increased ability to save

What small and medium- Protection sized businesses need from unseen risks today

Productivity and remote work What do we sell?

Cloud Services

Exchange Teams Sharepoint OneDrive Forms Web versions of Planner Power Automate Bookings Word, Excel, PPT & Power Apps

Desktop Applications

Outlook Word Excel PowerPoint Publisher Access

Advanced Security & Device Management Endpoint Information Conditional Windows Virtual Defender Defender for Cloud App Manager Protection Access Desktop Antivirus O365 Security SMB Hero SKUs

Microsoft 365 Apps

OneDrive Desktop Applications (+OneDrive) Forms Web versions of Outlook Word Excel PowerPoint Publisher Access Word, Excel, PPT

Microsoft 365 Business Basic

Exchange Teams Sharepoint OneDrive Forms Web versions of Planner Power Automate Cloud Services Word, Excel, PPT & Power Apps

Microsoft 365 Business Standard

Exchange Teams Sharepoint OneDrive Forms Web versions of Planner Power Automate Bookings Outlook Word Excel PowerPoint Publisher Access Cloud Services Word, Excel, PPT & Power Apps Desktop Applications

Microsoft 365 Business Premium Exchange Teams Sharepoint OneDrive Forms Web versions of Planner Power Automate Bookings Outlook Word Excel PowerPoint Publisher Access Cloud Services Word, Excel, PPT & Power Apps Desktop Applications Advanced Security & Device Management Endpoint Information Conditional Windows Virtual Defender Defender for Cloud App Manager Protection Access Dsktp Antivirus O365 Security Microsoft 365 offerings for small & medium businesses

Microsoft 365 Business Basic Microsoft 365 Business Standard Microsoft 365 Business Premium

Cloud Services Cloud Services Cloud Services

Desktop Apps Desktop Apps $5 per user/month

$12.50 per user/month Advanced Security

$20 per user/month

Note: Not all features/product logos shown. Common Value across all Microsoft 365 Business Suites

50GB Business Email service that helps collaborate on critical documents Chat, Meet, Call and Collaborate in a single app with Video and gives an intelligent inbox which prioritizes important messages and conferencing, Screen sharing, Custom backgrounds, Together adapts to your work style, so you can get more done–faster. A Powerful mode, File sharing and collaboration, Apps integration, Workflows calendaring to organize your time with a calendaring system that goes automation and built-in Privacy & Security. Teams Exchange beyond basic scheduling of appointments and commitments.

Company intranet packed with intelligent features and available Collect data and make better decisions with an easy form to create polls, from anywhere. surveys and quizzes. Built-in AI provides smart recommendations to do the Share and manage content, knowledge, and applications to heavy lifting for you. Visualize data in seconds with powerful, real-time empower teamwork, quickly find information, and seamlessly charts and automatically generated reports. collaborate across the organization. Sharepoint Forms

Enjoy 1TB storage per user to access and protect your business and Organize teamwork with intuitive, collaborative, visual task management. school work with this intelligent files app. Share and collaborate Create Kanban boards using content-rich task cards with files, checklists, from anywhere, on any device. labels, and more. Collaborate in Planner and Microsoft Teams and check Back up, protect and recover files from accidental deletes or visual status charts—all in the Microsoft cloud. malicious attacks OneDrive Planner

Access Word, Excel and PowerPoint from anywhere on your Include powerful workflow automation directly in your apps with a no-code favourite browser. Enjoy the familiar Office experience you know approach that connects to hundreds of popular apps and services and trust. Share your documents with anyone and work together in Build apps in hours -not months- that easily connect to data, use Excel-like real-time expressions to add logic, and run on the web, iOS, and Android devices. Web versions of Power Automate Word, Excel, PPT & Power Apps Additional Value with Microsoft 365 Business Standard and Premium

Personalized, intelligent inbox helps you focus on what matters most – by grouping your most important emails together. Quickly Design and publish customized materials for any purpose. view, edit and share documents even on the go with deep Outlook integration of all Office apps. Publisher

Build and share databases in just a few seconds. Run reports and queries to Create, edit and view PivotTables. Draw insights with functions such put your data into the format you want. Integrate data between Access and as New data types, Ideas, and XLOOKUP. line-of-business apps using the Access connector library. Excel Desktop Access

Enhance your content with Editor, Designer, Tap or the Presenter Streamline appointment scheduling and management with an easy to Coach and choose from various, customizable animations. Make customize tool. Help your staff stay on top of their schedule and avoid use of rich formatting options for texts and shapes. double-bookings. An easy to navigate webpage lets your customers find PowerPoint and book appointments around the clock. Desktop Bookings

Add captions, citations and bibliography and get support for advanced collaboration to merge, compare and combine documents. Work more time-efficient with features like Dictation, Researcher and always stay up-to-date with Version History, Shared with Me or While You Were Away feature. Word Desktop Additional Security Features in M365 Business Premium

Microsoft Defender Antivirus is the next-generation protection Gets endpoint security, device management, and intelligent cloud component of Microsoft Defender Advanced Threat Protection actions in a unified management platform with Microsoft Intune and (Microsoft Defender ATP). Next-generation protection brings together Configuration Manager. Helps secure, deploy, and manage all users, machine learning, big-data analysis, in-depth threat resistance research, Endpoint apps, and devices without disruption to existing processes. Defender and the Microsoft cloud infrastructure to protect devices in your Manager Antivirus enterprise organization.

Azure Information Protection for Microsoft 365 protects important Microsoft Defender for Office 365 safeguards your organization against information from unauthorized access, enforces policies that improve malicious threats posed by email messages, links (URLs), and data security, and helps enable secure collaboration. Defender collaboration tools. Information for O365 Protection

Identify and combat cyberthreats across all your cloud services with Conditional Access is a capability of Azure Active Directory that enables Microsoft Cloud App Security, a cloud access security broker (CASB) you to enforce controls on the access to apps in your environment, all that provides multifunction visibility, control over data travel, and based on specific conditions and managed from a central location. Cloud App sophisticated analytics. Conditional Security Access

Access Windows 10 desktops on any device, from anywhere. Provide employees the best virtualized experience with the only solution fully Windows optimized for Windows 10 and Office 365 Virtual Desktop Microsoft 365 Business Premium Comprehensive security and productivity toolkit, designed for businesses with 1-300 employees A cost-effective cloud solution for real-time collaboration and secure work from anywhere. It includes Microsoft Teams, cloud storage, and familiar Office apps with advanced security options. People can use it to chat, call, host online meetings, and collaborate in real time for remote and on-site work. Save with Microsoft 365 Business Premium

Security, Identity, and Device Management Remote access solutions $5 Advanced email protection $5 Enterprise-level Single sign-On $2 operations and security Conditional Access+ MFA $6 Endpoint antivirus protection ~$3 Device management $4 Collaboration and Productivity $20 Productivity apps and file storage $12 monthly Chat-based collaboration $6.67

Best for businesses that require secure, remote work solutions with collaboration tools Monthly cost of including Microsoft Teams, cloud storage, business email, and premium Office applications 3rd party solutions: across devices. With advanced cyberthreat protection and device management. >$401

1 Estimates based on published prices; File Storage and Productivity apps – GSuite $12 (unlimited storage) Online chat-based collaboration – Slack $6.67; Single Sign On– Okta $2; Adaptive MFA (Conditional Access+ MFA) – Okta $6; Device Management - IBM MaaS360- $4.00, Endpoint Protection – Kaspersky - $3.38, Proofpoint email protection - $5; Remote Access: Windows Terminal server CAL ($199 perpetual per user; over 3 years – per month would be around $5); TeamViewer - $49 per user per month What to sell when…

• “We have more than 300 users…”

• “We need mailboxes larger than 50Gb…”

• “We need OneDrive storage larger than 1T…”

• “We need Windows 10 Enterprise capabilities…”

• “We need advanced Business Intelligence capabilities…”

• “We need state-of-art Security & Compliance…” Microsoft 365 for Enterprise Microsoft 365 Portfolios

For Home

For Business

Microsoft 365 F1 For Deskless Microsoft 365 F3

Microsoft 365 Microsoft 365 Microsoft 365 Business E3 E5 Premium $32/u/m $57/u/m $20/u/m

Microsoft 365 Business Standard

Office 365 E3 Office 365 E5 Office 365 Defender for Office 365

Exchange Online Archiving

Microsoft Intune Enterprise Azure Information Mobility & Protection Plan 1 EMS E3 EMS E5 Security Azure Active Directory Plan 1

Windows 10 Windows 10 Enterprise E3 per Enterprise E5 per Windows Windows 10 Business user user (Including VDA (Including VDA rights) rights)

Commercial USD ERP shown Enterprise Hero SKUs Microsoft 365 E3

Exchange Teams Sharepoint Forms Planner Power Automate OneDrive Outlook Word Excel PowerPoint Publisher Access Delve My Analytics Yammer Stream & Power Apps Enterprise

Endpoint Information Conditional Windows Defender Data Manager Protection Access Virtual Dsktp Antivirus classification Bookings Windows E3

Microsoft 365 E5

Yammer Stream Exchange Teams Sharepoint Forms Planner Power Automate OneDrive Outlook Word Excel PowerPoint Publisher Access Delve My Analytics Enterprise & Power Apps

Endpoint Information Conditional Windows Defender Data Cloud App Defender Phone System & Power BI Pro Advanced identity Windows E5 Manager Protection Access Virtual Dsktp Antivirus classification Bookings Security for O365 Audio Conferencing management Microsoft 365 Microsoft 365 Microsoft 365 E3 vs Business Premium Business E3 Premium Additional Security and Compliance capabilities, Exchange Plan 2 Plan 1 Mailbox size 100 GB 50 GB

extra storage and services. Email, Email archiving ● ● scheduling No limit on the number of users. and calendar, Inactive mailboxes ●

Live events ●

calling, calling,

and chat and Meetings, Meetings, SharePoint Plan 2 Plan 1

and and 10

Social, OneDrive personal storage Unlimited 1 TB

storage intranet, intranet,

Microsoft Defender Credential Guard ●

tion protec Threat Threat Microsoft Defender for Office 365 Plan 1 Advanced Security Reports ● Microsoft 365 Groups ●

DirectAccess supported ● access access

Microsoft Advanced Threat Analytics ●

Identity and and Identity management Windows Store Access Management ●

Teams retention policies ●

governance Information Information

Core eDiscovery (including Hold and Export) ●

and and

very very

eDisco auditin

Windows 10 Edition Enterprise Business Windows From on-prem to Microsoft 365 E3

On-premises =$82

Productivity = $47 Productivity apps: $14 Meetings: $17 $50 Cloud-based file shares: $16 less per user per month Management = $11 MDOP: $2 Windows Defender Antivirus: $3 Direct access and device-level VPN: $3 BitLocker: $2 Desktop Analytics: $1 Microsoft 365 E3 = $32

Security = $24 Office 365 E3 MDM and MAM: $9 Multi-factor authentication: $7 Windows 10 Enterprise E3 Identity and access management: $5 Classifications, labels, permissions: $3 Enterprise Mobility + Security E3

Web direct/base price shown for Microsoft offerings. Prices are per user, per month. Multi-vendor prices based on publicly available estimated pricing for other vendor solutions and are illustrative. *MDOP includes App Virtualization, BitLocker management, Advanced Group Policy Management, User profile Virtualization, and diagnostics and recovery. Microsoft 365 for Frontline Workers Microsoft 365 Portfolios

For Home

For Business

Microsoft 365 F1 For Deskless Microsoft 365 F3

Your customers rely Their business depends Their brand & on the services they on the operational reputation is based provide tasks they perform on their success Microsoft 365 for Frontline Worker: Plan Comparison (core offers)

Microsoft 365 F1 Microsoft 365 F3 Office 365 F3 $2,25/u/m $8/u/m $4/u/m

Microsoft Intune ⚫ ⚫

Azure Active Directory P1 ⚫ ⚫ EMS SMS Sign In and Shared Device Sign Out1 ⚫ ⚫ ⚫

Azure Advanced Threat Analytics, Azure Advanced Information Protection P1 ⚫ ⚫

Windows 10 E32 ⚫ Windows Windows Virtual Desktop Rights ⚫

Microsoft Teams ⚫ ⚫ ⚫

Includes Calendar, Shifts, Tasks, and Walkie Talkie ⚫ ⚫ ⚫

Yammer, SharePoint3 ⚫ ⚫ ⚫

Office for the web and Office Mobile apps4 Read-only ⚫ ⚫

Forms (create/share/manage)5 ⚫ ⚫

OneDrive storage 2 GB 2 GB 2 GB Office 365 Exchange email6 2 GB 2 GB

Planner ⚫ ⚫ ⚫

To-Do ⚫ ⚫

Power Automate for Microsoft 3657 ⚫ ⚫

Power Apps for Microsoft 3657 ⚫ ⚫

Stream (consumption only)8 ⚫ ⚫ ⚫

1Available with any paid Teams offer, Office 365/Microsoft 365 suite, EMS, or standalone AAD P1 or higher. 2Windows 10 E3 per user includes cloud management and virtualization. 3Cannot be administrators. No site mailbox. No personal site. 1TB shared storage. 4Commercial use of mobile apps limited to devices with integrated screens 10.1” diagonally or less. 5Does not include Forms Pro capabilities. F1 users can complete/respond to forms/surveys as this does not require a Forms license. 6POP3 only. No MAPI support. M365 F1 includes Exchange K service plan to enable Teams calendar only with no email rights. 7Includes 2000 API requests/day. Additional capacity available by purchasing the Power Apps and Power Automate additional capacity add-on. 8Users can record meetings and consume Stream content but cannot publish to Stream. Surface devices are ready for Microsoft 365 Microsoft Surface & Microsoft Teams Premier devices to connect and collaborate remotely

Crystal clear meetings with Native collaboration with Bring every person and every high-end cameras, optimized precision engineered idea together on the microphones, and quality displays and pen for centerpiece of modern meeting speakers natural inking spaces: Microsoft Hub Deploy and manage from anywhere

Zero-touch deployment Built for Autopilot, Surface reduces IT complexity and eliminates time-consuming corporate re- imaging by shipping and deploying straight to your users’ hands. Every Surface ships from the factory enabled for Autopilot.

Cloud-first modern management and control Give users freedom but maintain control with Microsoft Endpoint Manager* and DFCI** for complete and seamless device management down to the firmware layer, with just a few clicks through the cloud.

Cloud Management of UEFI Settings When you use Intune to manage Autopilot devices, you can manage UEFI (BIOS) settings after they're enrolled, using the Device Firmware Configuration Interface* (DFCI). Multi-layered security from chip to cloud Every layer of Surface is maintained by Microsoft, giving you control, proactive protection, and peace of mind throughout the device.

Microsoft Endpoint Manager* UEFI Secure, integrated management solution Surface Unified Extensible Firmware including Microsoft Intune with DFCI**, Interface (UEFI) is built and Microsoft Defender Advanced Threat maintained in-house,** open-source, Protection, and Azure Active Directory. automatic, and consistent, minimizing risk and maximizing control before the device even boots.

Windows Hello for Business TPM 2.0 Chip Replace passwords with strong two- Discrete or firmware TPM chips help factor authentication through protect your most sensitive information. credentials using biometrics or PIN.

Windows 10 Pro Built-in security features and automatic updates, including BitLocker and cloud-powered intelligent security to protect your devices from modern threats. Windows Virtual Desktop on Surface

Go from fixed VDI endpoints to modern environments with Surface Using the premium Surface device form factor to access Windows Virtual Desktop provides exceptional value spanning user experience, portability, security, business continuity, and modern management.

Windows 10 modern device security and manageability Secured chip-to-cloud and agile deployment with Autopilot

Online, offline and on-device access for more productive experiences Get the best of both worlds without compromising Microsoft zero- trust security or seamless user experience.

Supporting environmental sustainability – PCF & TEC Extending Surface value to reduce Product Carbon Footprint (PCF) & Typical Energy Consumed (TEC)

Persistent, on-demand and just-in-time work scenarios Business Continuity readiness and support for evolving work scenarios

Flexible form factors with pen, touch and detachable keyboard Fully realized with broad Device Redirection support https://docs.microsoft.com/en-us/surface/forrester-tei-study

Commissioned By Microsoft, July 2020 Maximizing Your ROI From Microsoft 365 Enterprise With Microsoft Surface

OVERVIEW CUSTOMER JOURNEY BENEFITS COSTS SUMMARY APPENDIX