Post on 21-Dec-2015
transcript
Office 365 Overview
What’s my opportunity as a partner?
How do I pitch to my customers?
How do I show customer value using demo?
What are the licensing & pricing options?
How do I transition to high value services?
How do I get support and help my customers?
How do I handle major objections to Office 365?
Drumbeat: Office 365 Sales Readiness for Enterprise Partners
Lower Core Upper
50-1000 employees
Corporate
1000-5000 employeesMajor
>5000 employees
Customer segmentsMidmarket Enterprise
• Single tailored offer
• Designed for generalist IT
• Targeted up to 250 users
• Hard cap of 300 users
• Available via Open/OV/OVS, Direct, Syndication
• Data isolation (US only)
• Advanced admin tools
• Range of offers by user type
• Available in EA, Direct, Open
• Free email and collaboration
• Enterprise admin tools
• Education-specific features
• Available in CASA-EES, Direct, Open
• Range of offers by user type
• Advanced admin tools
• Enterprise IT capabilities
• No hard cap
• Available in EA, Direct, Syndication, Open
Office 365 Business Premium Office 365 EducationOffice 365 Enterprise & Government
Office 365 Enterprise
1-250 ($12.50 USD/month) >250 ($20 USD/month; E3)
EnterpriseBusiness Premium EducationGovernment
Office 365 SKUs and targeted offers Office 365 ProPlus Business Premium Enterprise (E3)
IT profile IT generalist (1+ users) IT generalist (1-250 users) IT specialist/IT partner (250+)
Office apps ● ● ●IT console Full Advanced
Support Business hours phone support Business hours phone support 24x7 support, priority response
Office deployment Click-to-run Click-to-run Push, click-to-run
Office web apps & collaboration 20 sites 3,000 sites
Active directory ● ● ●Virtual meetings ● ●Archiving, legal hold & DLP ●Excel/Access/Visio services ●Voicemail, rights management ●Yammer enterprise ● ●Channel Advisor, MPSA, Open & EA ● Not available on EA ●Price $12 USD per month $12.50 USD* per month $20 USD* per month
Customer can also buy standalones
Exchange Online P2Exchange Online P1
SharePoint Online P2SharePoint Online P1
Lync Online P2Lync Online P1
Web Apps w/ SP2Web Apps w/ SP1
ProjectProject Online
VisioOneDrive for Business
Before I go on…Office 365 is the name for the product suites
Exchange Online
SharePoint Online
Lync Online
Office 365 ProPlus
Mix and matchCustomer can mix and match plans and standalone products (within rules)
Office 365 licensing models
E3 Add-on
E3 USL
Customer license position
O365 license comparison
Cloud licenseOn-premises license
Add-on (EA-only)Full USLCustomer stops paying for underlying software assurance (SA)
No true-up required for Office on up to 5 devices per user
Customer receives no SA benefits
Best for customer with many devices per user, that is comfortable with change in underlying EA, and is familiar with the cloud
ECAL SA+
Office professional
plus SA
Customer maintains underlying SA payment
License true-up motion remains the same for net new devices
Customers retains SA benefits
Best for customer that is risk adverse: values perpetual rights, the ability to move at their own pace, and no change to their EA
Two ways to earn advisor incentives • Drive awareness and generate demand for Online
Services • Identify, qualify and develop Online Services
opportunity • New/adds subscription• Discuss deployment planning/timeline • Discuss cloud principles with customers
Sell
Manage• Manage customer relationship on Microsoft Online
Services• Provide advice on customer questions regarding
Microsoft Online Services• Offer professional services• Upsell/cross-sell platforms
Deploy• Drive awareness and generate demand for Online
Services • Identify, qualify and develop Online Services
opportunity • Complete deployment
Manage• Manage customer relationship on Microsoft Online
Services• Provide advice on customer questions regarding
Microsoft Online Services• Offer professional services• Upsell/cross-sell platforms
Earn sell and manage incentives through MOSA deals
Sell partner Customer
Sell partner
Microsoft Online Services
12b
2a 2c
3Advice
Select partner through MOP form
Purchase through MOP
Systems updated
Incentive earned
Earn deploy and manage incentives through EA deals
Customer
LAR
Microsoft Online Services
Advisor
1
Purchase Online Services through enterprise agreement with LAR/EA direct advisor
3
Systems updated upon deployment
2
Select deployment partner through form, and agree upon deployment services
4
Reward upon deployment
Channel AvailabilityMultiple ways to acquire Office 365
EnterpriseBusiness Premium
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Advisor
Open
MPSA
EA
Office 365 Adoption OfferService promotion provided tocustomers to help with onboarding& adoption
Who / When
Customers who buy 150+ seats of Office 365Office 365 Enterprise plans (E1, E3, E4)
Exchange Online Plan 1 and Exchange Online Plan 2
Office 365 Pro Plus, SharePoint Online standalone plans, Lync Online standalone plans, OneDrive Standalone plans.
Office 365 Government plans (G1, G3, G4)
Paid Office 365 Education plans (A3, A4)
September 1, 2014 – March 31, 2015
What
Partner-Led Adoption Activities Option Customers earn funds on a per seat basis to pay for qualified adoption activities by Cloud Productivity Competency Partners or Cloud Deployment Partners (by exception)
• $15 per seat for 150-1000 seats, then $5 per seat above 1000 seats
• $60K limit for customer
Or
Email Migration OptionOffice 365 Onboarding Center will complete email migration for all offer-eligible customer mailboxes
Activities may include
Office 365 FY15 Adoption Offer
Partner led project management of onboardingPartner led Data migration (Email, OneDrive or SharePoint) Partner led Remediation activitiesPartner led SharePoint, Lync, and Yammer adoption activitiesOrMicrosoft provided mail migration
Launch PromotionDuration: 6 months (April – Sep 2014)
Pricing:
$2.50/user/month for all customers
$1.50/user/month for Office SA customers
Office 365 ProPlus customers get 1TB of OneDrive for Business storage as part of their subscription
Programs: OV/OVS, EA/EAS, MPSA
OneDrive for Business New standalone offer and promo available April 1st, 2014
Standalone OfferName: OneDrive for Business with Office Online
Pricing: $5/user/month
Availability: Commercial/Government
Programs: Direct, Syndication, Open/OV/OVS, EA/EAS, MPSA
Drumbeat: Office 365 Sales Readiness for Partners
3. Become a Cloud Partnerwww.microsoftcloudpartner.com
2. Get your Office 365 demo tenant set upwww.microsoftofficedemos.com
1. Join the Office 365 Partner Yammer groupyammer.com/office365partners
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.