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Partner Overview of Office 365 (BPOS v2.0)
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Partner Overview of Office 365 (BPOS v2.0)

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This is a brief overview of Office 365 - the next version of BPOS.

This is a brief overview of Office 365 - the next version of BPOS.

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  • Microsoft® Office 365delivers the power of cloud productivity to businesses of all sizes, helping to save time, money and free up valued resources. Office 365 combines the familiar Office desktop suite with cloud-based versions of Microsoft’s next-generation communications and collaboration services: Exchange Online, SharePoint Online and Lync Online. Office 365 is simple to use and easy to administer – all backed by the robust security and guaranteed reliability you expect from a world-class service provider.Microsoft Office 365 Includes:Microsoft® Office Professional PlusThe world’s leading productivity tool now seamlessly connected and delivered with cloud services – for the best productivity experience across the PC, Phone and Browser.Exchange OnlineCloud-based email, calendar and contacts with always-up-to-date protection from viruses and spam.SharePoint OnlineCloud-based service for creating sites to connect colleagues, partners and customers.Lync OnlineCloud-based instant messaging, presence, and online meeting experiences with PC-audio, video conferencing and screen sharing. Key Microsoft Office 365 Benefits:Anywhere-access to email, documents, contacts, and calendars on nearly any device Work seamlessly with Microsoft Office and the other programs your users already count on everydayBusiness-class features including IT-level phone support,  guaranteed 99.9% uptime, geo-redundancy, and disaster recoveryPay-as-you-go pricing options which give you predictability and flexibility for all or part of your organizationLatest version of Business Productivity Online Suite (BPOS), which has millions of business users today Microsoft® Office 365 for small businesses offers an easy-to-use set of web-enabled tools for small businesses, independent consultants and professionals looking for business-class productivity services. Working with the tools people know and use today, Office 365 provides anywhere access to email, important documents, contacts, and calendars on nearly any device. It’s free for the first 30 days and then just $6 per user per month. Microsoft® Office 365 for enterprises brings together cloud versions of our trusted communications and collaboration software with our familiar Office Professional Plus desktop suite. It is designed to help meet your IT needs for robust security, 24/7 reliability, and user productivity.We have a variety of plans to meet the needs of businesses of all sizes and varying IT needs. Priced from $2 - $28 per month per user, each plan has the same 99.9% uptime guarantee and includes the security and support you expect from Microsoft. Office 365 offers great flexibility by allowing businesses to provide users access to only the services they need and pay-as-you-go pricing options. Microsoft® Office 365 for education provides your institution with the same great communication and collaboration experiences used in enterprises around the world while saving time and money. Microsoft Office 365 for education delivers all of this and more while training students on familiar software which employers depend upon.
  • The release of Microsoft Office 365 bring a wide range of improvements and enhancements over the current BPOS serviceA streamlined user experience across the entire serviceNew flexible billing options enables monthly or annual billing options. For Monthly, you can add/remove users as needed and only pay for what you need.New role based access enables more control and management within an organization. End Users, IT managers, Service procurement, user administration, help desk, etc.With the role based access comes a much simpler web interface and a single access portal for all users, weather they are end users or IT managers. each role.Microsoft Office 365 also brings true single sign on experience across all services. No more need for a Sign-in client to access the service, just run the Services Connector once on each PC for single sign on configuration.For more experienced users and more advanced IT control needs, a new Remote Power Shell access is available to manage the Exchange service with the goal of expanding this in the future to other servicesNew Active Directory Federation enables IT managers to manage users from their existing local AD system.For the individual productivity services, there are several changes and improvements as well:Microsoft Office 365 includes the Office Professional Plus suite as a new component to the service. This is the most up to date version of Office applications delivered as a subscription service, on a per person basis. It also comes with the Office Web Apps for viewing and light editing of documents via the web browserThe new Lync Online service combines the previous Office Communications Online with the Live Meeting service for a single integrated service and application. Easily escalate 1:1 conversations into an online sharing session or schedule a multiparty online meeting with Outlook integrationSharePoint Online and Exchange Online have been greatly improved with expanded features and new user interface.
  • All services have been improved across the board with new services, features, capabilities, and user experience. For specific detailed information about each major service, please see the specific service and technical information documentation and presentations.Office Professional Plus is the latest 2010 version of the applications and will always be up to date, along with Office Web Apps, companion applications to Office client apps.Exchange Online, SharePoint Online, and Lync Online are all based on the 2010 server technologies.
  • I’d like to spend a few minutes going deeper on the Microsoft Office 365 for Small Businesses and Professionals offer. First of all you’ll notice that it includes Exchange Online, SharePoint Online, Office web applications and Lync Online. It’s a complete experience that, as of today, most small businesses have not been able to take advantage of. Either because they did not have the expertise to deploy all of these products or they didn’t have the budget to do so.The offer is designed for a small business and we think the target customer is about 10 users although the service will scale up to 50 users. We’ve simplified the experience and minimized the levers that an administrator can pull so there’s no real need for IT to manage the service. It’s easy to try, it’s easy to buy, and most importantly it’s to administer and it works great with Office. It also includes a financially backed SLA.Another key feature is the ability for the customer to easily create and manage a public website. We hear time and time again from small businesses, that they are looking to create a professional presence for their organization. Microsoft Office 365 for Small business allows them to do that by creating a public website or by taking advantage of capabilities like Lync Online that allow them to host virtual meetings with their customers or suppliers.Now the last thing that I’d like to highlight on this slide is the naming convention that we’ll be using for the Microsoft Office 365 SKU line up. One of the challenges that we had when we looked at the full range of Microsoft Office 365 SKU’s that were going to be make available, was that it became increasingly difficult to describe what was coming in Enterprise vs. a Pro Plus vs. a standard vs. an individual workload vs. etc. and we realized that we did not have a series of names that we could use to appropriately describe the various skus. So we took a different approach. And the approach we took with naming the various Microsoft Office 365 offers is using first, a nomenclature called ‘Service Plan’ and second, a letter to describe a family and third, a number to describe which sku within a given family that represents. So as you can see on the slide, this is Microsoft Office 365 Service Plan P1. P standing for Professionals and Small businesses and 1 representing the first suite in that line up. When we launch Microsoft Office 365 later in the fiscal year, we will not have a second sku in the Professional line up but we’ve given ourselves the flexibility to introduce additional offers in the future, for example, a P2 and a P3. Finally as you can see on this slide, the Microsoft Office 365 Plan P1 will be priced at $6/user/month, which is a very low price point that allows a small business who has limited IT capabilities and limited IT budget to take advantage of a very powerful set of productivity services.
  • One of the more important questions that you’re going to ask yourself or talk to partners about is ‘when is Microsoft Office 365 for small businesses not enough?”And there are several key scenarios that are great triggers for you to talk to customers or partners about when Microsoft Office 365 for Enterprises is a more appropriate offer. So for customers using Active Directory for example to sync up their environment or manage their line of business applications… that’s a key reason to direct them to Microsoft Office 365 for Enterprise since Active Directory sync is not supported in Microsoft Office 365 for Small Business.Customers looking for email archiving for compliance or those that are using blackberry devices are more reasons to direct customers to Microsoft Office 365 for Enterprises. If they plan on growing beyond 50 users are already have more than 50 employees that will need the service, or see 24x7 phone support for their IT staff as a key feature and capability or want to use tools like Powershell to manage their environment, those are really key drivers to Microsoft Office 365 for Enterprise.We’re very excited about Microsoft Office 365 for small businesses that do not have these needs, but for those that do, these are some key triggers that will drive a customer to want to purchase Microsoft Office 365 for Enterprise and it’s important that you talk to both your customer and your partners about these key differences.
  • So we’ve been building up to this moment and it’s finally time to dive into Microsoft Office 365 for Enterprises. Now one of the key elements of this line up is that we are delivering the right features to the right users. So user segmentation is a key part of our strategy. Now much like our BPOS offers today with deskless worker, we’ll have a Kiosk worker offer as part of the K Family. This set of family plans is designed for the user that doesn’t have messaging and collaboration today so it’s a low cost way of expanding your footprint in an account and giving customers a common platform for communicating to their workers.There are a couple of key changes in this line up from our current deskless offer. The first and foremost is that we are moving from Outlook Web Access Lite to full OWA. In addition, we’ll add POP support for Exchange so this allows customers to access their mail via a client or device.As we shift to the right-hand side, it’s important to talk about the enterprise IW as well. This really is the high volume family plan. The Plan E family. Designed for your enterprise workers. It includes a larger mailbox at 25 gb, full client connectivity with MAPI, it’s mobility with Active sync, Lync for real-time communication (both instant messaging and conferencing), as well as enterprise features for exchange and Sharepoint. And of course Office Professional Plus. All of these capabilities are part of the Enterprise family. So let’s spend a few minutes diving into the Plan E Family…
  • The Plan E family is the set of offers for your Information Workers. Before we go deep on the sku’s, I’d like to discuss a few core principles with you. First and foremost, we are going to use Office to differentiate our cloud productivity service. So we will use Office the rich client and Office Web Applications as way to separate our offers from the competition. Second, we are going to compete on value and not price. Just like today, our BPOS offer is more expensive than Google and going forward our Microsoft Office 365 line up will continue to have higher price points. So don’t spend your time on price but instead spend your time on helping your customers understand the tremendous productivity gains they will have with our service. And then finally, we are not attempting to map Microsoft Office 365 to on premises offers directly. Instead, we have created a set of suites that customers can take advantage of to deliver the right set of productivity capabilities to the right users.So let’s start first with E1. Now E1 is the upgrade from BPOS. And it includes email from exchange, collaboration sites from sharepoint, and instant messaging and conferencing from Lync. We are really excited about Lync being part of this portfolio. First, Lync creates great new experiences and offers features that customers are excited about and second, the conferencing experience is a very powerful upgrade from Live Meeting. So although Live Meeting will remain for existing customers and we will help them transition, all new customers will get the Lync conferencing experience.E2 is the next sku in the line up where we have added the office web applications. This allows users to create and edit Office Web Apps.E3 is our hero offer. We see this as the high volume offer that the majority of information workers will want and need. It brings together a lot of really exciting features and capabilities. First, it includes the Office Pro Plus rich client. This is the full rich client experience now provided as a per user per month service. I just want to say that again… Office is now available on a per user basis not per device. This has been a key ask from customers for a number of years and we are now providing it as part of the Microsoft Office 365 sku line up. In addition to the Office Pro plus client, we’re also providing Exchange Voicemail and Archiving for compliance which is not available in BPOS today but part of the Exchange Enterprise CAL. In addition, we are including SharePoint features like access, excel and visio services which again today are not offered in SharePoint Online but are part of the SharePoint Enterprise CAL.[* Advanced archive capabilities refers to the ability to do Legal Hold on someone’s mailbox. This is required for anyone with compliance needs]You can think about E3 as a combination of the Office Pro Plus Client and the e-CAL Suite all offered for a single, simple per user per month subscription.Finally, E4 is the last SKU in the E family and it adds voice capabilities. Voice as a service will not be available at GA but it will come later and will be part of E4. Customers will have on premises rights to the Lync Plus Server with E4. This means that a user who purchases E4 will have the equivalent of a subscription CAL so that they can access their on prem Lync server that has been deployed by the customer to deliver voice to their end users. So this is a great example of a hybrid scenario where SharePoint and Exchange are running the cloud and work seamlessly with Lync that is running on prem.In fact, all of the E family SKU’s include on premises rights to the underlying workloads… Exchange, SharePoint and Lync. For example, if a customer wants to run a SharePoint on premises server for a particular line of business application but leverage SharePoint Online for their team sites, they can do that by deploying an on premises SharePoint server for their LOB. The SharePoint Online user then has the rights to access both the team sites that are hosted in the cloud as well as the line of business application that is running on the sharepoint on premises server. This is a very powerful way to offer both software + services in our Microsoft Office 365 SKU line up.
  • Now I would like to talk a little bit more about the K Family. Once again, these offers are targeted at the worker who does not have a corporate email account or access to company portals. These employees spend very little time at a PC, less than 5-10% of their working day and they may share a terminal with other kiosk workers. Some examples of Kiosk workers include manufacturing line workers, retail clerks and mail couriers.If we look at the K family SKU line up, the first thing you will notice are the workload components of these offers. As I mentioned before, we are upgrading the Exchange experience from OWA lite to full OWA. We will continue to offer an Exchange standalone SKU that is targeted at this user base. Exchange Kiosk will be priced at $2 per user per month. The next offer in the K family is K1. This suite brings together Exchange Kiosk and SharePoint Kiosk. We expect this to be the high volume offer for this user segment. Being able to provide a very nice email experience with the ability to view company portal sites and read (but not edit) office documents.The second suite in the line up is K2. And this adds the office webs apps for edit and creation. So the big difference here is that now uses can use the office web applications to create, edit and collaborate with other Office users. Although less common, we do see scenarios where kiosk workers need to do simple data input. For example, a retail clerk who is responsible for taking inventory and needs to input simple data into an Excel web app.So to summarize, we see K1 as the high volume offer for this segment of users. It’s priced aggressively and the email experience just got a lot better now that we are upgrading to full OWA. The K family presents a great opportunity for you to grow the number of users in your accounts that are using Microsoft technology
  • So how has the EA evolved? First its important to stress what has not changed. The EA remains the best licensing vehicle for our larger customers, supplying customers of 250 desktops or more with a 3 year agreement, with the predictability of Software assurance and the best possible pricing for their on premise purchases. All of these key elements stay in the updated EA. However they now have 6 important new features. First it provides customers with a single agreement to manage both their on Premise and their online software licenses and allows them to easily manage the transition.Next the updated EA provides customers the ability to match workloads of different types of users and fully use the capabilities of the new Microsoft Office 365 sku line.With the updated EA customers can adjust these workloads up and down at any time to meet their needsWe also have created an easy way for customers to transition from on premise to on line. In fact if they move an employee to the cloud during the year, they do not have to pay for the additional cost of the service until the next year and even then will only pay going forward, there is no retroactive paymentThe enterprise agreement supports the shift to a per user service model that customers have been asking forAnd finally customers with seasonal workers or light kiosk workers that have found it too expensive to purchase software licenses for in the past can now license them and have the flexibility to change the number of licenses when they need to.These are all great enhancements to the EA that will allow you and your customers to rapidly move from on premise to in the cloud services.
  • BPOS customers will all be moved to Microsoft Office 365 over time, starting shortly after Microsoft Office 365 is released. Transitioning to Microsoft Office 365 is designed to be as easy as possible, with the customer deciding when to move.With all the improvements and enhancements with Microsoft Office 365, there are new minimum requirements to prepare for. Most customers should not any trouble preparing in advance for these requirements and since Office 2010 is delivered as part of the service upgrading is simple.
  • Partner Example:A Germany partner (meetyoo is the name not sure we can use the name) who focuses on Communication and web conferencing in the SMB Space. In the past they were very limited to their own hosting infrastructure. It was very difficult to expand their business. When Microsoft Online Service became available they decided to leverage MSFT infrastructure and focus their business on providing manage services. Their customers would purchase BPOS, Communicator, LiveMeeting License, the partner attach a monthly service to manage customer experience and account. The partner was able to sell over 40 deals in the last 10 months.A another partner in the UK was able to increase their margin by over 40%, because they are able to bring in business consulting their business services offering. In the past it was very IT focus in solving an IT need of a customer, now the partner is able to identified customer business needs and provide IT solution to resolve the need.Talk Track:Microsoft Online Services provides Partners the opportunity to build long-term trusted relationships with their customers and be their trusted advisors for Online services. Partners will be able to see benefits in three core areas: expanded reach, revenue growth, and increased velocity. We conducted a survey of more than 700 partners and talked to 40 VARs/SIs on a 1-1 basis. We also met with more than 250 partners of various types during our Partner Advisory CouncilsPartners think 70% of the opportunity is incrementalOne the most interesting findings is that partners are telling that an estimated 70 percent of Microsoft Online Services sales will be to new customers that Partners would not otherwise have had access to. And sales to existing customers are expected to increase annually as well. This means new upgrades such as older version of Exchange, or (like Eddie Bauer) competitive upgrades like Notes, that they would not have been able without an Online delivery. It also means new scenarios such as selling the deskless SKU in specific verticals like retail, manufacturing or public sector Expansion to SMB - the ability to reach new customers who previously could not afford enterprise-class messaging and collaboration solutions Recurring revenuesPartner-added Managed Services that are built around Microsoft Online Services are expected to yield up to 50 percent recurring revenues. Manage Service opportunity rises with Microsoft Online Services. Partner can become customer IT support for Email, desktop and SharePoint management. MOS enable end user support.IncreaseCapacityPartner believe Online will reduce sales cycles but also delivery cycles as well as save on the cost of managing customer environments by taking advantage of the infrastructure we provide and the Online Administration Console. For instance I talked ABC Systemes in France and they are eager to use BPOS to enhance their SMB offering – now they feel they can scale to multiple customers with their existing sales force and delivery team.
  • What does this mean to you as a partner?Lead with the Future“Now is time to get on the Online train”Office 365 is a major step forward in productivity online service delivery. Now is the time for partners to accelerate their investment in online services and drive customer engagement.Office 365 is ready for customers of all sizes“Office 365 is a viable option for all of my customers”The new features and functionality of Office 365 will be able to satisfy the needs of all customer sizes. Office 365 brand drives market awareness and demand“Market demand will decrease my sales cycle”Office 365 brand will bring the market awareness and demand that was missing with BPOS. Customers will be asking for Office 365.Expanded Offering New Opportunity“I can make more money with Office 365 than ever”Office 365 brings new offering with additional bundles and pricing offers that will help drive new revenue opportunity. With new capabilities around SharePoint and Lync, partners can build additional services revenue.
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