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SpeakerTitleCompany
What's Next for Office 365
Today’s Session
Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview
What’s Next
Today’s Session
Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview
What’s Next
Industry trends
DevicesDEVICESCloud Mobility
WORLDWIDE SMALL-MID SIZED BUSINESS IT SPENDING ESTIMATED AT
Source: IDC Worldwide SMB 2012 Predictions
BILLION .
95%USING AT LEAST ONE SELF-PURCHASED DEVICE FOR WORK.
OF WORKERS
REPORT
Source: Forrester Research Inc., Welcome To The Multidevice, Multiconnection World, Jan. 2011 Base: 3,900 US online adults
71%REQUIRE TECHNOLOGY THAT ENABLES THEIR STAFF TO WORK ANYWHERE AT ANY TIME.
OF BUSINESS USERS
Source: Edge Strategies survey commissioned by Microsoft Corp., “SMB Business in the Cloud 2012,” Feb. 8, 2012
$542
Office 365 is your complete office in the cloud
Business-class Email
HD Video Conferencing
FileSharing
Plus
Anywhere Access
Simple ITManagement
Financially-backed SLA
Technical Support
Office Desktop AppsOffice Web AppsOffice Mobile
Today’s Session
Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview
What’s Next
Office 365 partner business models
Little to no capital costs
required
Fixed payment structure
More predictable
revenue stream
Advisor
Own the customer
billing
Sell as you do today
Increased upsell and
attach opportunitiesOffice 365
Open & FPP
Office 365 Open and FPP
Increase upsell and attach
Own the billing relationship
Sell as you do today
Office 365 FPP Process
Purchase
Partner purchases Product Key via FPP
Acquire
End customer purchases Product Key from partner
Activate
End customer activates Product Key on office.com/setup365
Product Keys can be used for new accounts, additional seats, and renewals.
Office 365 Open Process
Purchase
Partner Purchases Product Keys from Distributor
Activate
Partner or Customer Redeems Product Key on office.com/setup365
Acquire
Partner or Customer Retrieves Digital Product Key through VLSC
O365 service related communications sent to administrator on record
Order
Office 365 Open Process
MicrosoftDistributor
Invoice
11
Reseller
Order confirmation is sent to customer and reseller, per existing process
Order Order
InvoiceInvoice
End Customer Help activate O365
Today’s Session
Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview
What’s Next
Investing in Office 365
More SKUs in the Open Channel
Customer & Partner
Communications
Product Availability Subscription ValueRetention &
RenewalEnhanced Apps & Services
Office 365 Open Expansion
Office 365 Midsize Business
$15/user/month
Exchange Online Plan 1$4/user/month
Office 365 Enterprise E1$8/user/month
Office 365 Enterprise E3$20/user/month
Office 365 ProPlus$12/user/month
Exchange Online Protection
$1/user/month
Office 365 Open
Exchange Online Plan 1$3.50/user/month
Office 365 Enterprise E1 + EOA
$8/user/month
Office 365 ProPlus$8.50/user/monthExchange Online
Protection$1/user/month
Office 365 Enterprise E3$16.50/user/month
Office 365 Plan A3 for Students
$2.50/user/monthOffice 365 Plan A3 for Faculty
$4.50/user/month
Office 365 ProPlus for Faculty
$2.00/user/month
Office 365 ProPlus for Students
$1.50/user/month
Midsize Business Enterprise Plans Government Academic
Pricing figures in US Dollar figures rounded to nearest $.50.
Turnkey Capabilities
Midsize Business
Cloud-based Security for
On-Prem
Exchange Online
Protection
Office 365 OpenThe right Office for your customer
Flexible SKU configuration
Enterprise-grade
services
Enterprise E1
Standalone Office as a
Service
Office 365 ProPlus
Full Office with
Compliance &
Management
Enterprise E3
Standalone Business
Class Email
Exchange Online
Tailored Offerings for Government & Academic
E1+EOAA3
Pitch the right path for your customerQualify the
customerStart them on the right path
Does your customer have >10 users or will grow to >10 users in the near future?
Does your customer have advanced IT needs, like data loss prevention or archiving?
Pitch the email workload
Only $6/user/month and includes full range of services
Growth option value from easy addition of SBP
Office 365 Small
Business
Combine easily with Small Business Premium
Add Office to complete the Suite
Cost-effective way to buy Office with per-user licensing
Small business optimized IT admin experience
Office 365 Small
Business Premium
Combine easily with Small Business
Offer turnkey when needed
Out of the box value for customers to standardize
Simple, easy to use IT
Strong price point against E suites
Office 365 Midsize
Business
Must exist in a tenant with only Midsize Business
Lead with Enterprise flexibility
Cloud at your own pace; start with email or Office
Mix/match user types
Full admin and advanced features
Exchange Online, Office 365 ProPlus, Office 365 E1
and E3All Enterprise
plans can easily combine in a single tenant
No
Yes
What are the key differences?Office 365
Enterprise E1Office 365
Enterprise E3A
dvan
ced
Serv
ices
Sta
ndard
Serv
ices
Offi
ce
Office Web Apps
Seat targets unlimited unlimited
IRM, Archiving, Legal Hold (Unlimited Storage)
eDiscovery Center for Compliance
Office Desktop Applications
Price (per user/month in US Dollars) $8 $20
Expanded Full
Push
For all issues For all issues
Full Full
Push
Email, Web Conferencing, IM, File Sharing
Click to Run Office Deployment
On-Premises Servers Integration
24/7 Technical Phone Support
IT Administration Console
Excel, Access, Visio Services, InfoPath Forms
Office 365 Midsize Business
11–250
$15
Expanded
Pull
For critical issues
Expanded
Pull
Active Directory® Integration
Link to the Compare All Business Plans on Office.com
Delivering on subscription value
Always up-to-date
Break the upgrade
cycle
Continuous innovation
Simplified licensing
Enhancing Office Web Apps
New online services
Office Mobile for iPhones & Android phonesExclusively available to Office 365 Subscribers*
Access Office documents from anywhere
Office documents look great
Make quick edits and share
Only available for Office 365 subscribers*
Read, edit, and create documents with Word.
View, edit, and create spreadsheets with Excel.
View and edit presentations with PowerPoint.
Access your documents via SkyDrive.
*Office Mobile is included in the following Office 365 subscription plans: Office 365 Home Premium, Office 365 University, Office 365 Small Business Premium, Office 365 ProPlus, Office 365 Midsize Business, Office 365 Enterprise E3 and E4, Office 365 Education A3 and A4.
Integrating partners into renewal Visibility into Microsoft’s lifecycle campaigns Program details and all content available to partners on Partner Marketing Center.
Connecting customers with partnersPartner of record contact information dynamically populated in all lifecycle emails throughout the subscription year
Renewal Communications
E-30
Expiration
E+30
Churn/disabledStart
E+113
De-provisioning
E+119E-60 E-7 E-1 E+23 E+29E-90 E+60
Customer
Partner
Your Office 365 subscription expires in 30 days
Customer emails: Always contains Partner of Record contact information.
Partner emails: Monthly aggregated list of customers in renewal.
October Update: Customers renewing Office 365
New focus on lifecycle marketingBuilding and nurturing customer relationships across the entire lifecycle
Welcome Reactive Churn
Getting Started
Retention
Predictive Churn
Usage
Depth and breadthWin Back
Renewal
Expirationnotifications
Trial
Buy
Next steps
Drive demand with Office BESThttp://aka.ms/BEST
Learn more about how to sell and deploy Office 365Join Cloud Partner Programs and attend Ignite
Start building your Office 365 pipeline nowLeverage the Open expansion to confidently pitch any SMB customer
Don’t forget to join the Office 365 Yammer Group!www.yammer.com/office365partners