Office 365 from the ground to the cloud
Webinar 3 – Building Your Practice
The Series
The Basics Making Money From Selling Microsoft Cloud Building Your Office 365 Practice How to Demo Office 365 Compellingly Cross-Selling and Upselling Opportunities Office 365 FastTrack Windows Azure and Windows Intune Preparing for Exam 74-325Selling Microsoft Office 365 offers you many different opportunities
for business and revenue growth and the ability to deepen your
customer relationships
We Offer you
-•
Dedicated cloud support (0365 & SPLA)
•
10 Active Microsoft Certified Professionals
•
BDM available in field
•
Dedicated Microsoft training and marketing portal – Learn Smart: Earn Smart
• Videos, Webinars, Workshops, Training Events, MSPU, MDF
Upcoming Events
Prizes can be won through buying
the following Microsoft products
and services from Ingram Micro;
Microsoft Licensing
Microsoft Office 365 Open &
SPLA’s
Specific Windows Device Sales
Checklist
•
Offerings
•
Sales Route
•
Customers to Target
•
Marketing Resources
•
Promotions
Office 365 Offerings
Who is it for? Student Consumer SMB 1–10 SMB 11–250 Enterprise >250
Consumer Services Commercial Services
Services
Cost per month £1.25 From £6.67 From £8.40 £9.80 £15 (E3)
Offerings
OFFER / PRODUCT COMMERCIAL
OPEN OV / OVS
Office 365 Midsize Business
Office 365 E1
Office 365 E3
Office 365 E4
Office 365 Midsize Business, E1 and E3 Add-On (Org-wide) X
Project Online
Project Pro
SharePoint Online Plan 1
SharePoint Online Plan 2
Offerings
OFFER / PRODUCT COMMERCIAL
OPEN OV / OVS
Exchange Hosted Encryption X
Exchange online Plan 1
Exchange Online Protection
Lync Online Plan 1
Lync Online Plan 2
Office 365 ProPlus
Office 365 ProPlus SA Transistion
OneDrive for Business with Office Online
Visio Pro
Sales Route
Assist the
customer in
purchasing Office
365 from
Office365.com
Receive 16-23%
of the sale for first
year, 4% each
year for life of
customer
Typically best for
new or smaller
partners with no
current distributor
or existing billing
and CRM systems
Purchase from a
distributor; resell
to customers
adding margin
Use your existing
billing, CRM and
compensation
systems; full
control over price
Typically best for
existing partner
looking to
leverage existing
systems & billing
relationships
Advisor
Business Model Comparison Calculator
Comparision of Office 365 in Open verses Office (On-premise) in Open
INSTRUCTIONS:
1 - Place your assumptions into the gold colored boxes (Column G) inside the "Inputs" box 2 - Analyze the output in the green "Summary" box on the right hand side of this tab
3 - If deeper insight is required, go to "O365 Open v. Office Open Model" tab to the "Summary Tables" on the RHS
INPUTS: SUMMARY:
General Inputs Units Totals Key Profitability Metrics:
Number of Seats Sold: # 1
Office 365 Open Inputs
Sales Price of O365 SKU to End Customer: $ 180 Purchase Price of O365 SKU from Disti: $ 162 Incentive Percentage for O365 (if applicable): % 6.0%
Office (Open) Inputs
Sales Price of Office SKU to End Customer: $ 369 Purchase Price of Office SKU from Disti: $ 332 Incentive Percentage for Office (if applicable): % 2.9%
CHARTS:
2
Incremental Margin ($) by Switching to Office 365 in Beginning of Year 6
% Increase in Margin by Switching to Office 365 in Beginning of Year 6
60 70%
Crossover Point for Office 365 v. Office (Year)
0 200 400 600 800 1,000 1,200 1 2 3 4 5 6
Cumulative Revenue (Office 365 v. Office)
Office 365 Office (VL) 0 20 40 60 80 100 120 140 160 1 2 3 4 5 6
Cumulative Margin (Office 365 v. Office)
Office 365 Office (VL) TBD TBD TBD TBD TBD TBD TBD TBD TBD TBD
http://aka.ms/Gididi
Resources
http://bit.ly/1nj4NK6
Target 1
•
SMB organisations already using
hosted email
•
These are typically consumer
services and don’t look
professional
•
Demonstrate the benefits of an
Target 2
•
Small Business Server EOL
•
Old email server
•
Worried about security and cost
•
Disparate versions of Office
•
Demonstrate cost savings
•
Predictable monthly costs
Office 365 vs On-Premises
Local Office Client (5 installs per user)
Windows Server + CALs
Exchange Server + CALs
Lync Server + CALs
SharePoint Server + CALs
Hardware
Storage
Power & Cooling
Maintenance
Office 365 compares to:
£37,000
£10,000-£15,000
Target 3
•
Users with Smartphones
•
Users with iPads
•
Users with both PC and Mac
•
Users who commute
•
Users who work from home
Target 4
•
Data protection requirements
•
Business intelligence
•
Kiosk workers
•
Unified communications
Target 5
•
Fluctuations in staff numbers
•
Subscription-based licensing
can go hand-in hand with
device-based
Target 6
•
Fast growing
•
Wants to invest in the business,
not IT
•
Rapid time to market
•
Future proofing
•
Get up and running with office
365 in a matter of hours
Sell More; Sell Faster
•
Low-touch sales model
•
The customer must be cloud-ready
•
Don’t create custom demos or trials
•
Have a separate cloud practice
Resources
http://aka.ms/Nt7tss
Five Keys to Partner Success in
SMB with Office 365
Marketing Resources
•
From Microsoft
Microsoft Marketing Resources
Office 365 Midsize Business pitch deck
Office 365 Small Business Premium pitch deck Office 2013 pitch deck
Tele discussion guides Customer leave behinds
Webinar in a box (industry-specific content) Web syndication assets
Copy blocks
Office BEST Campaign for SMB
Customer Pitch Deck
Tele Discussion Guides
Webinar-in-a-box (industry-specific)
for M, SBP, ExO
Office 365 Customer Evidence
Written case studies Video Case studies
ROI analysis on financial return from moving to Office 365
Total Economic Impact studies from Forrester
Office365.com YouTube blog
www.microsoft.com/en-us/office365/customer-stories.aspx www.youtube.com/playlist?list=PLC45FCBD8409F78C7 blogs.office.com/b/microsoft_office_365_blog
Ingram Marketing Resources
Email templates
Targeted Reseller Marketing Videos
Webinars Workshops Training Events
Managed Service Provider University Marketing development funds
Ingram Marketing Resources
Email templates
Targeted Reseller Marketing Videos
Webinars Workshops Training Events
Managed Service Provider University Marketing development funds
Promotions and Incentives
https://mspartner.microsoft.com/en/uk/Pages/Licensing/Promotions.aspx
https://mspartner.microsoft.com/en/uk/pages/membership/premium/partner-incentives.aspx
Keep up to date with Promos
Pricelist promotions Other promos via Ingram
Increase revenue with Incentives
Resources
http://aka.ms/Vqgksv
Advisor Incentive
Additional 8% sell incentive for eligible Office 365 seats Offer valid until June 24th
Resources
Monthly Spotlight Call
Second Wednesday in each month (excluding June)
Pricelist Update Guide
Internal Use Rights (IUR)
•
Grab an Action Pack
•
Earn a Competency
Customer Objections
Resources
http://bit.ly/1lRg583
Contents Include:
Why Office 365? (One pager) What is Office? (One pager)
Getting Started with Office 365 Open and FPP (One Pager)
Customer Targeting (One Pager) SBP and M Tele-discussion Guides (highlighted content from BEST 2.0)
Customer Pitch Deck (highlighted content from BEST 2.0)
Resources
http://www.imageframe.co.uk/
