Key

Activities Planning Budgeting Finalization ROB

Corp

• FY Field Execution

Playbook is available now

to provide detailed

guidance for subsidiary

planning

• An Excel file with all Go-

Do’s and activities with the

Priorities, Services, MBS

and Partners, for easy

reference and sorting

• Advocating for and

acquiring budget to support

National Plan marketing

efforts is a success measure

of every National Plan. A

portion of the M&O

marketing communication

budget should be allocated

to Real Impact PR and

marketing efforts targeting

government and national

elites.

• National Plans for FY need to

be revised, updated and

posted by end ofJuly

TBD

Field

FY planning should already be started in your geography with the SAW process officially kicked off.

The National Plan rhythm owner should work with their M&O leaders to ensure that local budgets are allocated for National Plan.

EU Framework for National Plan Alignment operational calls with D3, CEE, WE and EU LCA NP stakeholders following successful rhythm of in prvious FY

Trust in the Cloud

Russian Crisis Youth UnemploymentCompetitiveness EuroscepticismNSA/Prism/Privacy

Win back Government/Enterprise and consumers thrust in the cloud

Improve local engagement with PDMswith our Value Proposition for Cities

Improve the competitivenessof SMBs trough Public Cloud Services

Improve Employability of youth through better IT education

Nationalcloud

SMEs and the Cloud

Youth & EDU

National Plan priorities should follow Microsoft priorities

European agenda priorities

Cloud first, Mobile first

EU Institutions Plan

NP/EU should be customized to the local political agenda

CityNext

Toolbox

Cloud Maturity Model

Microsoft CityNextlanding framework

Cloud & SMBs NP framework

Cyber-security implem. guidance

YouthSparkactivities

4

Data Privacy and Sovereignty

GM engagement & NP RoB consistency

Telling the "One Microsoft" Story

Engagement with relevant Policy Makers

Government procurement preference

More subs in Europe are green this quarter, with only Poland in red, Russia and Italy in yellow, as PS teams see portion of the

expiring PS revenue now as shown with the Revenue at risk tool.

PS Q3 revenue VTB

14 out of 23 subs are showing positive VTB in Q3, driving PS revenue in Europe to green. But pxoxies for public cloud, private

cloud and devices in educ are still showig issues in most of the countries against scorecard targets.

Although the NSA issue is creating a more challenging environment, we see strong Gov Elites engagement in most of the

countries with specific plans to maximize the impact of the Article29 endorsement. No regulatory issues raised during the last

9 months. From an EU perspective, IGES scores remain solid. FY14 brings a new elites CRM mapping tool, with dedicated LCA

PR and campaigns to build image and reputation to the elite policy maker community.

The European storytelling framework has been endorsed by all key stakeholders; key campaigns are identified and being

worked as stakeholders' plans are falling into place; earned/owned media being integrated - especially online. NP outputs in

real impact stories form the basis of all proactive corporate PR communications. Best examples are the Berlin Center and the

EU Microsoft Centre, both serving as core platforms for bring the One MSFT story to life.

Most subs in Europe are showing a consistent NP v-team execution capabilities lead by the GM. There are only few subs

where we see room for improvement.

The NSA topic is lengthening public cloud sales cycles, increasing cost of sales and giving opportunity for the European cloud

providers to make the case, although the impact varies from country to country in Europe, in general, the permanent

background noise in the media is impacting negatively the policy debate in the context of security and privacy. The model

clauses recommendation may nevertheless impact positively the debate in the coming quarters. Fortunately enough, the

reasoned endorsement letter from Article29 will change the debate and the perception with a beneficial impact of Microsoft

being the only company having the endorsement.

National Plan Full Deck

Austria

Denmark

Ireland

Netherlands

Portugal

Sweden

France

UK

CzechRepublic

Hungary

Romania

Slovakia

Austria

Belgium

Denmark

Finland

Ireland

Italy

Netherlands

Norway

Portugal

Spain

Sweden

Switzerland

France

Germany

UK

Brussels

CzechRepublic

Greece

Hungary

Poland

Romania

Russia

Slovakia

Ukraine

National Cloud Deals

CityNext SMEs and the Cloud

Cyber Security

Youth & Employability

Country

NP Alignment Framework

Link toFull Deck