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SECURE PRODUCTIVE

ENTERPRISE

BIENVENIDOS!!! Ya vamos a

empezar

La sesión será grabada y será compartida junto

con el deck

Enterprise Cloud Suite

Secure Productive Enterprise E

Office 365 Enterprise E

Enterprise Mobility + Security E

Windows 10 Enterprise E

Secure Productive Enterprise E

Office 365 Enterprise E

Enterprise Mobility + Security E

Windows 10 Enterprise E

W HAT W E H AVE T O DAY!

JULY 2016 AUG 2016 OCT 2016

New!

New!

Intune, AIPP P1, Azure AD Premium P

PSTN Conferencing/Cloud PBX

PSTN Calling

Power BI PRO, Delve Org Analytics

Skype for Business Plus CAL

Equivio Analytics, Customer Lockbox

SharePoint Online, Yammer, Delve, O365 Video

Office / Office 365 Pro Plus (E3+E5 Only)

Office Online, Exchange Online, Skype/One Drive for Bus

Core CAL

ECAL Suite

Exchange Server Standard CAL

Skype for Business Standard CAL

SharePoint Standard CAL

Exchange Enterprise CAL

SharePoint Enterprise CAL

Exchange Online Archiving

Skype for Business Enterprise CAL

System Center Endpoint Protection

Windows Server CAL

System Center Configuration Manager

Windows Enterprise E

Windows Enterprise E

Advanced Threat Analytics

Cloud App Security, AIPP P2, AADP P

Windows

Productivity

CALs

Core CAL

ECAL Suite

Windows Rights Management Services CAL

On Premise

Cloud Services Bridges Add-ons Pro

Dktp

Ent

Dktp

SPE

E

Core CAL

E

Core CAL

Bridge for

EMS

Win E5 User Add-On

EMS E

Add-on

ECAL

Win E3 User Add-On

Office Pro Plus

Cloud

Services

E

Add-

On

E

Add-

On

E

Add-

On

Add-on

ECAL

Bridge for

EMS

Core CAL

Bridge for

O

ECAL

Bridge for

O

E

E

E

Core CAL

ECAL

EMS E

Add-on

Add-on

Add-on

Manage-

ment CALs

Windows VDA

VDA

EMS E

SPE

E

EMS E

EMS E

EMS E3 Add-

on

Win E

Win E3/E5 User Add-on

Windows E5 = Win E3 + WDATP

Paths to Secure Productive Enterprise E

SECURE PRODUCTIVE ENTERPRISE E

SECURE PRODUCTIVE

ENTERPRISE E

STEP UP

$

ENTERPRISE

PLATFORM

SECURE PRODUCTIVE

ENTEPRISE E5 FROM-

SA

$

E5 FULL USL

$

SECURE PRODUCTIVE

ENTEPRISE E5 ADD-

ON

$

New

Customers

Existing

Customers

What is the path for existing Office 365 E

customers?

Offi ce 365 E

Windows E

EMS E

Secure

Productive

Enterprise

E5 Step Up*

Secure

Productive

Enterprise

E

Secure

Productive

Enterprise

E

Move the Customer to Secure

Productive Enterprise E

5%

platfor

m

Apply a 5% platform Discount to

EMS,

use platform SKU for Windows

Step up from Secure Productive

Enterprise E3 to Secure Productive

Enterprise E

What is the path for existing E1 customers?

O365 E

Windows E

EMS E

Step-up to Secure

Productive

Enterprise E

Secure

Productive

Enterprise

E

Secure

Productive

Enterprise

E

5%

5%

Apply a 5% platform Discount to

the components

Step-up to O365 E

Move the Customer to Secure

Productive Enterprise E

Step up from SPE E3 to Secure

Productive Enterprise E

Current Licensing

Position

End State Licensing Position

What they have What they want New SKUs New Price**

Office 365 E

↑

SPE E

EMS E

+ Windows E

+$8 EMS

+ $5 Windows

Office 365 E

↑

SPE E

Office E3 Step Up

+ EMS E

+ Windows E

+$12 Step Up

+$8 EMS

+ $5 Windows

ECS/SPE E

↑

SPE E5 SPE E5 Step up SKU + $25 Step Up

ECS/SPE E

↑

Component E5 Component E5 Step Up SKU Varies

Office E3 + EMS E3 +

Windows E

↑

SPE E5 SPE E5 Step up SKU + $25 Step Up

Device ECAL + Office

ProPlus Platform

↑

SPE E5 SPE E5 Add On +$32 Add On

*Note: For any component Step-up customer wants in the future, the “Optional” Future Pricing Table must be used to price

lock on CPS.

**New Price is in addition to what customers are currently paying for existing Office 365 SKUs that they are upgrading from

Scenario summary

How do Add-ons help achieve customer goals?

Customer need

1. Ease of transacting SPE Midterm

2. 5 installs per user and Office on-prem rights

3. A way to buy SPE when I don’t have SA

4. A single per user license after I migrate to SPE

Guidance: Add-on vs. Full USL

The Winner Why

1. Add-on

No Transitions; No bridges; No EA contract changes

2. Add-on

With Add-on, I can migrate Office to the cloud at my own

pace

3. Full USL

The Add-on option is only available to users with SA

4. Full USL

After I am deployed on the cloud, I don’t need perpetual

rights

The Answers:

Introductory SPE E5 launch promotion

Availability: October 2016 – March 2017

At launch, SPE E5 will be available up to 25% off in all channels* where available

*EA/EAS, Commercial, GOV (MT)

** Example and rounded NL pricing – exact final pricing to be available on 9/1/2016 Price List Preview

SPE E5 SKU NL Price** before

Promo

Promo

Price**

Effective %

Discount

SPE E5 Step-up (FUSL & FSA)

SPE E5 Full USL From SA

SPE E5 Full USL

SPE E5 w/o PSTN Step-up (FUSL &

FSA)

SPE E5 w/o PSTN Full USL From SA

SPE E5 w/o PSTN Full USL

Customers moving from Office 365 E3 position midterm will need to add components to get to SPE E3 and then utilize SPE

E5 step-up SKU

• 500 seat minimum

Add-on, From SA, and Full USLs

Move

Add

Existing EA customer New EA/CSP customer

Platform EA

Windows

Enterprise

CAL Suite

Office Pro

Plus

SPE E Add-on

Windows 10

Enterprise E

EMS E

Office 365 E

≡ ≡

>

EMS E

Windows 10

Enterprise

E

SPE E3 From SA

EMS E

Windows 10

Enterprise

E

SPE E3 Full USL

From the Field…

What factors contribute to a successful

SPE deal?

Early engagement: 9-12 months before Renewal

What’s the best bet customer?

Platform EAs and/or some Office 365 E

85% of SPE customers come from Platform EAs

Using price as a lever

Renewing Desktop Platform

Customer with the Office 365 E

Add-on

Discuss the Delta

Benefits Summary

Add extra devices at no cost

Stop paying for on-premises Office servers

No need to count devices in the EA – true user licensing

Windows 10 Enterprise E3 licensed per user

Access to security and management tools of EMS to manage the

increasing devices

Summary

Platform EA + Office 365 E3 Add-on

with the Core CAL Suite licensed by

user

Devices = Users: SPE E3 is slightly cheaper

Devices > Users: SPE E3 becomes increasingly cheaper

Platform EA + Office 365 E3 Add-on

with the Enterprise CAL Suite

licensed by user

Devices = Users: SPE E3 is cheaper

Devices > Users: SPE E3 becomes increasingly cheaper