Module 1: SMB Value Proposition

Turning FREE into profit with

Windows 10 for SMBs

FREE Upgrade to Windows 10 for SMBs

Windows 8.1 & Windows 7*
Home & Pro editions*

Free upgrade starts July 29, 2015

and runs for one year
Upgrade delivered via Windows Update**
Perpetual Windows 10 license, tied to
device, for supported lifetime of device
* Free Upgrade not available for versions prior to Windows 7 (Windows XP, Windows Vista etc.), Windows RT or Windows
Enterprise Editions. Software Assurance customers get Windows 10 Enterprise as part of SA benefits
** ISOs and media creation tools available. Requires connection to Windows Update to complete free upgrade process

1,000,000,000

Windows 10 PCs & Devices within 2 - 3 years

The Free = Profit Framework

Open the door
with FREE!

Assess for
upgradability

Upsell Windows,
cross-sell Cloud

Attach partner
services

A familiar and productive

user experience

Light-touch management
that scales

Enterprise-grade security for

peace of mind

Start menu

Mobile Device Management

Secure boot

Continuum

Group Policy

Microsoft Passport

Cortana

In-place upgrade

Windows Hello

Microsoft Edge

Azure AD Join

Enterprise data protection

Windows Universal Apps

Business Store

Multi-doing & virtual desktops

Windows Update for Business

The Five SMB Customer Upgrade Profiles

Traditional

Cloud

Growth

Scale

Building
traditional onpremise IT
infrastructure
(Windows Server
etc.)

Building a cloud
infrastructure.
BYOD supported
or encouraged

Business
maturing. Focus
on operational
efficiencies,
productivity and
collaboration

Leveraging
company scale to
obtain favourable
deal terms

No Dedicated IT

Partial IT

Dedicated IT

Outsourced IT

Transaction
paths by SMB
customer
profile

Profile

Traditional

Growth

Scale

Complex

< 25

25 - 74

75 - 249

5 - 249

No dedicated IT

Partial IT

Dedicated IT

Outsourced IT

Focus on productivity
and collaboration

Leveraging company
size for volume
purchasing

Regulated industries,
publicly listed
companies, in-house
software dev

Seats
IT

Snapshot

On-premises
infrastructure (servers
etc.)

Cloud

Cloud infrastructure
only, BYOD supported
and/or encouraged

Open the door with free!

Windows 10 is the best Windows ever with features built for SMBs. Free upgrade valued at ~$160USD
per device. High likelihood of PCs and devices that qualify for free upgrade.

Assess customer PCs and devices for

upgradability

Does customer have PCs and devices that qualify for the free upgrade to Windows 10? If so, move on to
upgrade motion. If not, begin device refresh motion.

Upgrade to Windows 10

Upsell to Pro or Enterprise

Cross sell Cloud solutions via Modern

Biz
Supporting ModernBiz pillars

Attach high margin partner services

Free (however VL upgrade or Software

Assurance [SA] may be the best solution)

Free

Upsell to Pro VL or
Enterprise with SA

Upsell to
Enterprise with SA

Office 365,
CRM Online

Office 365

Office 365

Business Anywhere

Connect with
Customers

Grow Efficiently

Safeguard Your
Business

Project and Managed Services

Project, Managed
and IP Services

Project and IP
Services

Project Services

If PCs or devices running Home SKU, upsell to Pro

Office 365,
Windows Server

Office 365,
Azure Services

Upgrade Paths to Windows 10

Before Upgrade

Upgrade Method

Activation

Windows 7 Starter,
Home Basic or Home
Premium,
Windows 8.1

In-place upgrade via

Windows Update, GWX or
Media Creation Tool

No product key required

for pre-activated PCs &
devices

Clean install (wipe and

reload) via Media Creation
Tool

Windows 10 Home
Product Key

Windows 7
Professional, Ultimate,
Windows 8.1
Professional

In-place upgrade via

Windows Update, GWX or
Media Creation Tool

No product key required

for pre-activated PCs &
devices

Clean install (wipe and

reload) via Media Creation
Tool

Windows 10 Pro Product

Key

In-place upgrade via

Windows Update, GWX or
Media Creation Tool

No product key required

for pre-activated PCs &
devices

Clean install (wipe and

reload) via VL Image

Windows 10 Professional
VL Product Key (MAK or
KMS)

(OEM & Retail License SKUs)

(OEM & Retail License SKUs)

Windows 7
Professional VL
Windows 8.1
Professional VL

(Volume Licenses SKUs)

After Upgrade

Windows 10
Home
(Retail License SKU)

Windows 10
Pro
(Retail License SKU)

Windows 10 Pro
(Volume License SKU)

In this module, you learned to:

11