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Office 365 Open
Steve DemingPartner Solutions AdvisorMicrosoft Corporation
Introducing the new Office
Cloud Services Perpetual
Always up-to-dateOffice + Cloud Services
2013 versionsOffice on-premises
Your familiar Office applications and documents, business-grade email, calendar, and video conferencing across nearly all your
devices – from PCs to smartphones to tablets.
Latest version of Office as a subscription
Per user licensing across 5 PC/Mac and 5 mobile
Roaming documents, applications, and settings
Office on demand to stream the full Office to a PC
Office
Office 365 at a glance
Hosted business class email and shared calendar
25 GB of storage space per user
Use your own domain name to send emails
Premium spam and malware protection
Exchange Online
Multiparty HD video conferencing
Real-time note taking and document sharing
Instant messaging and presence across firewalls
Skype federation with presence, IM, and voice
Lync Online
Document sharing and management in the cloud
Internal and external sites for working together on projects
Online and offline access to your documents
Build your company public website with easy-to-use templates
SharePoint Online
RetailRetail Retail
Advisor Advisor
Open
AdvisorAdvisorAdvisor AdvisorOffice 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Office 365 Pro Plus
Consumer Services Commercial Services
Office 365 Small
Business
Office 365
Enterprise (E2)
Business
Office 365
Enterprise (E3)
Office 365
Enterprise (E4)
Office 365
Enterprise (E1)
Office 365 Small
Business
Office 365
Enterprise (E1)
Office 365
Midsize Business
Office 365
University
Office 365
Home Premium
Business ConsumerStudent
Office 365 Small
Business Premium
Office 365
Enterprise (E3)
Office 365
Enterprise (E4)
Subscription licensing choice
Applications
Office Home & Student 2013
Office Home & Business 2013
Office Professional
2013
Office Standard 2013
Office Professional Plus
2013
Office 365 Professional Plus
Word 2013 ● ● ● ● ● ●Excel 2013 ● ● ● ● ● ●PowerPoint 2013
● ● ● ● ● ●
OneNote 2013 ● ● ● ● ● ●Outlook 2013 ● ● ● ● ●Publisher 2013 ● ● ● ●Access 2013 ● ● ●Lync 2013 ● ●InfoPath 2013 ● ●
Enterprise ValueGroup Policy ● ● ●RDS Rights ● ● ●*VDI Rights ● ● ●App Telemetry ● ● ●Compliance, Archiving
● ●
Business Intelligence
● ●
Enterprise Voice
● ●
Licensing
License TypePerpetual per Device
Perpetual per Device
Perpetual per Device
Perpetual per Device
Perpetual per Device
Subscription per User
Use RightsNon-CommercialNon-Transferable
CommercialNon-Transferable
CommercialNon-Transferable
CommercialTransferable
CommercialTransferable
CommercialTransferable
PC/Mac Installs 1 1 1 2 2 5Mobile Installs N/A N/A N/A N/A N/A 5Win 8 Apps and RT
N/A N/A N/A Commercial Commercial Commercial
Office Web Apps N/A N/A N/A Commercial Commercial Commercial
Office Suite Comparison
Retail Volume Licensing Office 365
Provides all the productivity tools a small business needs, including the full Office client
Office 365 Small Business Premium Est. USD $149 / yr
CUSTOMER PROFILE
For small businesses with 1-10 users
Simple setup
No IT required
Office Client Subscription
Office client apps1-year subscription5 PCs/Macs + select mobile devices when available1
1-user license (25 user cap)24x7 Web, community, and basic telephone support
Email, Collaboration and Communication
Exchange, Lync, and SharePoint
1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.
A new offer designed specifically to address the end-user and IT needs of midmarket customers
Office 365 Midsize BusinessEst. USD $180 / yr
CUSTOMER PROFILE
Generalist IT
Enterprise quality
Value Focused
Typically 10-250 users
Full email with Exchange Online Document sharing with SharePoint Online IM and virtual meetings with Lync Online
Admin Portal Active DirectoryPull deployment of Office Client
Office 365 ProPlusAlways up to date5 PCs/Macs + select mobile devices when available1
Email, Collaboration and Communication
1Smartphones and tablets added regularly. Availability of Office 365 apps varies by device.
What You Told Us
An economic model similar to the current one
Own the billing relationship
Ability to sell as you do today
End Customer
ORDER ORDER ORDER
INVOICE INVOICE INVOICE
Ordering and Billing Process in Office 365 Open / FPP
What we delivered
Office 365 FPP and Office 365 Open
PKC and DOEM
Volume License Advisor
FPP and ESD
Office 365 Open
Office 365 FPP
Own the customer billingSell as you do todayExpand your revenue
opportunity
Office 365 Commercial SKU availability
Office 365 Small
Business Premium
Office 365 Midsize
Business
Office 365 Enterprise
FPP1 *
Syndication
Direct
Advisor
Open*
EA
1FPP is sold to distributors, at retail, and through OEMs. OEM channel will resell subscription as an FPP license (not an DOEM license)
* Partners can bill customers direct!!!
Open/FPP versus Advisor Comparison
15
AdvisorOpen / FPP
Top Line Revenue
Margin at time of Sale
Backend Rebates
Little to no capital costs required
Fixed payment structure
More predictable revenue stream
Own the customer billing
Use existing systems & sales motions
Increased upsell & attach opportunities
M Customer Get Product Key1
The Office 365 Open purchase experience
Purchase
Partner purchases from distributor
Redeem
Partner redeems Product Key on office.com/setup365
Product Keys can be used for new accounts, additional seats, and renewals.
Acquire
Partner retrieves digital Product Key through VLSC
Click on VLSC welcome link1
VLSC product key retrievalM customer – Get Product Key
Congratulations on your newly accepted Open License with Microsoft, ending in [Last5LicenseNumber]. You have been assigned Administrator permissions on the Microsoft Volume Licensing Service Center (VLSC) site. To assist you in managing your licenses, including the activation of Online Services, Microsoft has granted your Reseller permission to access VLSC. You do not need to take action if you approve of his/her access. In order to access the VLSC site, you must first register and validate your business e-mail address, which was provided to Microsoft by ABC Reseller. To begin registration, click the link below. When prompted, enter your business e-mail as shown below: VLSC Registration: https://www.microsoft.com/licensing/servicecenter/registration.aspx?e=[EmailAddress] Required Business E-mail: JohnSmith@Contoso@comType of new Licensing ID: Open License How to activate your Online Services:1. Please obtain your Product Key from VLSC. The Online Service Activation (OSA) Keys can be found at either of the
following locations from the VLSC Homepage: Download & Keys > find the Product/Service name > click Key Licenses > Relationship Summary > Click on the License Number > Product Key 1. Copy the Keys and activate the Office 365 at http://www.office.com/setup365 …
VLSC product key retrieval
Click on VLSC welcome link1
M customer – Get Product Key
VLSC product key retrieval
Click on VLSC welcome link1 Click on VLSC welcome link1
VLSC sign-in & contract sign2
M customer – Get Product Key
VLSC product key retrieval
Click on VLSC welcome link1
VLSC sign-in & contract sign2
M customer – Get Product Key
Lucy William
VLSC product key retrieval
Open License Agreement VLSC sign-in & contract sign2 VLSC sign-in & contract sign2
Click on VLSC welcome link1
Licenses3
M customer – Get Product Key
Open License Agreement
Downloads & keys3a
VLSC product key retrieval
Get key4
VLSC sign-in & contract sign2
Licenses3
Click on VLSC welcome link1
M customer – Get Product Key
Licenses3a
VLSC product key retrieval
Get key4
VLSC sign-in & contract sign2
Click on VLSC welcome link1
M customer – Get Product Key
Open License Agreement
Licenses3a
VLSC product key retrieval
Get key4
VLSC sign-in & contract sign2
Click on VLSC welcome link1
M customer – Get Product Key
Office 365 M 1-seatOffice 365 M 25-seat 55555-55555-55555-55555-55555Office 365 M 5-seat 88888-88888-88888-88888-88888Office 365 M 5-seatOffice 365 M 50-seat
OSAOSAOSAOSAOSAOSA
OSA
ActivateM New customer – Add 26 users
Begin activation at www.office.com/setup3651
Activate
Begin redemption at www.office.com/setup3651 Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
M New customer – Add 26 users
Office 365 Midsize Business 25
25 user licenses
Activate
Begin redemption at www.office.com/setup3651 Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
M New customer – Add 26 users
Activate
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
M New customer – Add 26 users
a
Activate
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
M New customer – Add 26 users
Activate
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
M New customer – Add 26 users
Activate
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
M New customer – Add 26 users
Activate
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
M New customer – Add 26 users
Activate
Enter product key M Product Key from VLSC portal2 Enter Product Key M Product Key from VLSC portal2
Create Office 365 account3
Begin activation at www.office.com/setup3651
M New customer – Add 26 users
Office 365 Midsize Business
You’re about a minute away from your new account.
Activate
Enter Product Key M Product Key from VLSC portal2
Create Office 365 account3
Begin activation at www.office.com/setup3651
M New customer – Add 26 users
Activate
Enter Product Key M Product Key from VLSC portal2
Create Office 365 account3
Begin activation at www.office.com/setup3651
M New customer – Add 26 users
Activate
Enter Product Key M Product Key from VLSC portal2
Create Office 365 account3
Begin activation at www.office.com/setup3651
M New customer – Add 26 users
Experience not final. Screens subject to change
Create Office 365 account3
Admin
Admin setup4
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
Create Office 365 account3
M New customer – Add 26 users
Experience not final. Screens subject to change
Create Office 365 account3
Admin
Admin setup4
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
Create Office 365 account3
M New customer – Add 26 users
Midsize Business admin inserted here
Experience not final. Screens subject to change
Create Office 365 account3
Admin
Admin setup4
Begin activation at www.office.com/setup3651
Enter Product Key M Product Key from VLSC portal2
Create Office 365 account3
M New customer – Add 26 users
Midsize Business admin inserted here
Existing Open/FPP Customer add seats midterm2
44
Office 365 OpenAdding seats mid-subscription Year 1 Year 2
Month 1
Month 2
Month 3
Month 4
Month 5
Month 6
Month 7
Month 8
Month 9
Month 10
Month 11
Month 12
Month 1
Month 2
Direct Bill Only (today)
User 1 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10rene
w
User 2 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10
Monthly Bill $10 $10 $20 $20 $20 $20 $20 $20 $20 $20 $20 $20
Open/FPP Only
User 1 12 months of service +1
User 2 11 months of service -1
No monthly bill Total = 24 months of service
Open/FPP and Direct Bill
User 1 12 months of service
User 2 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10 $10
Monthly Bill $10 $10 $10 $10 $10 $10 $10 $10 $10 $10
Advisor: Prorate New Seats1. Customers have a yearly commitment,
but majority select monthly billing2. Users added mid-term are prorated to
maintain a single end date across subscription
Open/FPP: Blend End Dates1. Customer purchases new product key2. Customer signs in to admin portal and
redeems 3. End date is extended for existing seats to
maintain a single end dates across users
Mixed: Different subscriptions1. Customers may sign up with a product
key and add additional users with direct billing
2. Directly billed users will be on a separate subscription with a 1 year term
3. Licenses will be pooled across subscriptions
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Need to use M admin console
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Click Add2
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Enter Product Key3
Click Add2
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Add seatsOpen/FPP – Add 5 users
Manage & purchase licenses1
Need screenshot of the License screen with new licesnse count
Add Partner of Record3
Terms and conditions
• Must be listed as POR to receive notifications & fees on direct purchase.
• Advisor fees are not paid for Product Key purchases.
• Users added midterm will result in a single new end-date for all users.
• Customers can utilize Credit Cards and Product Keys on the same account.
• A separate Product Key is required for each user when extending a
subscription.
• A subscription cannot have more than two years of service outstanding.
• No cancellation or refund. Service continues until end-date.
• Product Key subscriptions will receive SLA credit via end-date extension.
business policy
subscription management
partnerexperience
Add Partner of RecordAdd Partner of Record
Manage & purchase licenses1
Add Partner of RecordAdd Partner of Record
Manage & purchase licenses1
Add Partner of RecordAdd Partner of Record
Add Partner of Record2
Manage & purchase licenses1 Manage & purchase licenses1
Add Partner of RecordAdd Partner of Record
Add Partner of Record2
Manage & purchase licenses1 Manage & purchase licenses1
Add Partner of RecordAdd Partner of Record
Add Partner of Record2
Manage & purchase licenses1 Manage & purchase licenses1
Add Partner of RecordAdd Partner of Record
Add Partner of Record2
Manage & purchase licenses1 Manage & purchase licenses1
Need screen with POR attach
3 Options for Renewal
1
Customer buys new product key from Open and redeems online
3
Customer purchases seats directly on MOSP
2
Advisor sends customer order via MOCP, customer pays directly
Hero Motion
© 2012 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.