Cloud Champion - Week 6: Selling Office 365

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This is round six of our Cloud Champion course, focusing the Office 365 product capabilities, SKU details and how the operational aspects of placing an order.

Cloud Champion is Microsoft Australia's 12-week step-by-step program to help our partners be successful with selling Cloud solutions. For more information on the course, please visit www.aka.ms/CloudChampionBlog.

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Cloud Champion - Week 6: Selling Office 365

  1. 1. www.aka.ms/CloudChampionBlog
  2. 2. Product Overview and Positioning Ordering and Provisioning Office 365 through Open Renewal Strategy
  3. 3. Product Overview and Positioning Ordering and Provisioning Office 365 through Open Renewal Strategy
  4. 4. Forrsights Software Survey, Q4 2011
  5. 5. Business- class Email HD Video Conferencing File Sharing Plus Anywhere Access Simple IT Managemen t Financially- backed SLA Technical Support Office DesktopApps Office WebApps Office Mobile
  6. 6. o Microsoft manages the servers for you o Keep the control you want o All services work together o No servers to set up HD Video Conferencing Business- Class Email File Sharing Anywhere Access Simple IT Management Financially- Backed SLA Technic al Support Full Office HD Video Conferencing o Office is always up-to-date o Use Office on 5 devices/user o Everything you need in one place, across all devices o Sync files to devices for offline viewing and editing
  7. 7. o All services work together o No servers to set up o Office is always up-to-date o Use Office on 5 devices/user o Everything you need in one place, across all devices o Sync files to devices for offline viewing and editing Business- Class Email HD Video Conferencing File Sharing Anywhere Access Simple IT Management Financially- Backed SLA Technic al Support Full Office Work Better Together Be More Productive Anywhere o Microsoft manages the servers for you o Keep the control you want Simplify, But Stay in Control
  8. 8. Turnkey Capabilities Midsize Business Cloud-based Security for On-Prem Exchange Online Protection The 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+EOA A3
  9. 9. Advanced Standalone Email Exchange Online Plan 2 Standalone Collaboration & File Sharing SharePoint Online Plan 1 with Yammer SharePoint Online Plan 2 with Yammer Standalone Communications & HD Video Conferencing Lync Online Plan 1 Lync Online Plan 2 Full Suite + Voice Enterprise E4 Advanced Diagrams and Project Management Visio Pro for Office 365 Standalone Online Storage Project Pro with Project Online and Project Pro for Office 365 OneDrive for Business
  10. 10. Secure online storage for employees
  11. 11. $5/user/month standard Special $2.50/month ($1.50/month for SA customers) promo pricing available through September 2014 Client Document StorageEmail Exchange Online Office 365 ProPlus OneDrive for Business with Office Online Add workloads (e.g., E1) or move to full suite (E3)
  12. 12. Business- Class Email HD Video Conferencing File Sharing Anywhere Access Simplified IT Managemen t Financially- Backed SLA Technical Support Full Office Office 365 Midsize Business Full suite designed for 10-250 users with some IT Turnkey needs for all users across the company Supports Active Directory integration 24/7 technical phone support for critical issues $15USD per user per month (ERP)
  13. 13. Business- Class Email HD Video Conferencing File Sharing Anywhere Access Simplified IT Managemen t Financially- Backed SLA Technical Support Full Office Office 365 Enterprise (E3) Full suite designed for room to grow beyond 250 users Supports different user types, access to your own servers eDiscovery and advanced archiving Access, Excel, Visio Services, InfoPath forms, Voicemail 24/7 technical phone support for all issues Data Loss Prevention, Information Rights Management $20USD per user per month (ERP)
  14. 14. Office 365 Enterprise E1 Office 365 Enterprise E3 Advanced Services Standard Services Office 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  Linkto theCompareAll BusinessPlans onOffice.com
  15. 15. The Pivotal 5 Questions The Pivotal 5 Small Business Premium Midsize Business Enterprise (E3) 1. How many users will you have? ≤10 10+ 10+ 2. Do you want to integrate to Active Directory or On-Prem Servers? 3. Will some only need access to e-mail (mixed environment)? 4. Do you need advanced e-mail capabilities such as IRM, Archiving? 5. Do you have compliance requirements? Upsell Questions Do you have mobile workers? Yes = the need for multi-device on Office and an upsell to one of the Suites Are you running Office 2003? Yes = End of support upgrade needed > value of Office 2013 + Hosted Mail (and other workloads)
  16. 16. Product Overview and Positioning Ordering and Provisioning Office 365 through Open Renewal Strategy
  17. 17. Partner Purchases Product Keys from Distributor Partner or Customer Redeems Product Key on office.com/setup365 Partner or Customer Retrieves Digital Product Key through VLSC
  18. 18. Partner Purchases Product Keys from Distributor Partner or Customer Redeems Product Key on office.com/setup365 Partner or Customer Retrieves Digital Product Key through VLSC
  19. 19. Welcome email with OLS activation instructions. Email also sent to reseller ifidentified as part of PO.
  20. 20. • Office 365 SKUs; specific per audience1 • Available in Open, Open Value, OVS and OVS-ES • Up-front payment only with 12 months subscription • 5 License minimum order requirement waived for Open License • 5 desktop minimum still applies to start OV/OVS/OVS-ES Organization-wide commitment • No Volume discount available 1Plans available for Commercial, Academic, and Government customers.
  21. 21. • Order allowed only where O365 is available o O365 through Open is “Additional Product” rather than “Enterprise Product” • Product Type is Monthly Subscription Unit (MSU) o All MSU SKUs show up on Pricelist with Monthly Price o When ordered, the billing price is Monthly Price x 12 months (OV/OVS/OVS-ES) o For Open License, annual price shown on the price list • No Automatic Renewal • OV/OVS Organization wide customers may qualify for reduced price (Commercial Only) • OVS-ES Organization wide customers may qualify for A3 Add-Ons (Academic Only)
  22. 22. Product Key activated on www.office.com/setup365 Year 1 Year 2 Year 3 Renew Office 365 subscription by reordering SKU through Open/OV/OVS/OVS-ES Office 365 co-terminus policy: When seats are added midterm, the extra months of usage are spread over all seats within the subscription, such that they all have the same end date
  23. 23. • Target existing OV/OVS Customers with organization-wide commitment on Office Pro and/or Client Access License (CAL) Suite • Target customers interested in migrating to the Cloud before their agreement expires • Customers can experience cloud services at their own pace • Recognize ongoing organization-wide investments in SA benefit • Maintain existing sales motions via distributors and resellers • Microsoft provides discounts to the distributor • Discounted price allows partners to pass on the discount to their customers • Microsoft does not control the reseller‟s price to customer • The discount increases based on the amount of functionality the customer has already purchased through on-premises
  24. 24. Commercial Government Education M E1 E3 E1 E1+ Archiving E3 A3 Core CAL N/A1 -14% N/A -10% -7% N/A Faculty: -15% Student: -12%E-CAL1 N/A N/A N/AOffice Pro Plus -39% -25% -11% Faculty: -38% Student: -56% Core CAL or E-CAL + Office Pro Plus -66% -45% -36% Faculty: -51% Student: -56% 1 CAL Suite to M SKU scenario, as well as E-CAL only customer scenario are no longer supported. This offer attempts to give price reduction for equivalent O365 functionality already purchased in the VL Program. There is no equivalent offer in O365.
  25. 25. Partner Purchases Product Keys from Distributor Partner or Customer Redeems Product Key on office.com/setup365 Partner or Customer Retrieves Digital Product Key through VLSC
  26. 26. • Email is sent to the End Customer and Reseller1 within a few hours of order acceptance Open License Welcome Letter Open Value/OVS/OVS-ES Order Confirmation *Reseller is copied only if Reseller email address is captured on the PO *Both End Customer and Reseller will receive the email. 1Open Value, Open Value Subscription and OVS-ES Order Confirmation Email is also sent to Reseller.
  27. 27. • Product Key is 25 digit alpha numeric number Example: GG9BT-989TR-637JY-6T6T2-QD7BN • Key Type is Online Service Activation (OSA) Key • 5x5 Product Key appears in VLSC at the same location as Product Keys for On-Premise Software • Each SKU purchased will generate a key for the number of seats purchased
  28. 28. • Keys organized per customer1 ▼ Product Keys 1Organized per License Number. In Open License, each order generates unique License Number. In Open Value Programs, each Agreement has one License Number. Multiple O365 orders in Open Value will result all keys to be displayed on the same screen.
  29. 29. Licenses ▼ Relationship Summary ▼ License ID ▼ Product Keys Click here to export keys to Excel Link to redemption site inside FAQ Contoso Inc. 1234 Fifth Street Anytown, USA Filter by „OSA‟ key type to view O365 Keys 12345678
  30. 30. • Keys are organized per Product Family • Each SKU is a different Product Family Download and Keys ▼ Select Product ▼ Key
  31. 31. Download and Keys ▼ Product ▼ Key For Partners managing key retrieval on behalf of many end customers, all of customer‟s License ID and Organization Name shows up here.
  32. 32. Partner Purchases Product Keys from Distributor Partner or Customer Redeems Product Key on office.com/setup365 Partner or Customer Retrieves Digital Product Key through VLSC
  33. 33. Product Overview and Positioning Ordering and Provisioning Office 365 through Open Renewal Strategy
  34. 34. Renewal and reactive churn in-product messaging, ema il, web and customer support Build a relationship with customers across the lifecycle
  35. 35. Email:“Here‟syour expiringcustomers” To Partner To Customer Outbound:“Customers willbeexpiring” Inproduct:“Your O365isexpiring” Email:“YourO365is expiring” Bootcamp:“Howto driverenewals” PartnerAdminCenter: “ServiceyourO365 customers” SHOOTtool:“Your resellers‟expiring customers” OnlineServices Dashboard:“Your expiringcustomers” OnlineHelp: “HowdoI renew?” Bootcamp:“Howto driverenewals” Inbound:“Need helprenewing?”
  36. 36. expiration deprovision E-0 E+30E-60 E-30E-90 E+120E+90 disable E-120 E+60 Email In-product msging Resellers (POR) Dashboard Partner opportunity to drive Co-opportunity Open/FPP Customers
  37. 37. MPN Hosted - Online Services Dashboard New SHOOT/MCOIT Excel Tool Version – MPATT (Microsoft Partner Account Targeting Tool)
  38. 38. Additional information and resources on Open programs and detailed licensing guidance is available. Learn more at: Licensing on MPN https://mspartner.microsoft.com/en/us/Pages/Licensing/volume-licensing.aspx http://www.microsoft.com/licensing/licensing-programs/licensing-programs.aspx
  39. 39. Small Business Small Business Premium Midsize Business Enterprise Office 365 ProPlus Exchange Online E1 E3 Target Customer Price per user per month $USD (with annual commitment) $5 $12.5 $15 $12 $4 $8 $20 Target Customer Size 1-10 11-250 Any Seat Cap 25 300 Unlimited IT Profile Limited IT Some IT IT/partner Phone support from Microsoft    Standard Services Email - 50 GB email, contacts, shared calendars (Exchange)       Online meetings - Web conferencing, IM, video, presence (Lync)      Sites - team collaboration & internal portals, public website (SharePoint)      OneDrive for Business - 25GB personal online document storage (SharePoint)      Install Office desktop applications on up to 5 computers per user (Office)     Private social networking (Yammer)   Advanced Services On-premises Active Directory synchronization for single sign on      Supports hybrid deployment with on-premises servers ○1     Email management features: eDiscovery, transport rules and journaling    2 Email protection features: preservation of mail (legal hold), rights management & data loss prevention3, 4  Integrated voicemail capabilities (for local phone system) 
  40. 40. Differentiators across SKU categories include IT controls, support, Office deployment, and advanced services OFFER / PRODUCT COMMERCIAL GOVERNMENT ACADEMIC OPEN OV OVS OPEN OV OVS OPEN OVS-ES Office 365 E1 + Archiving    Office 365 A3 for Faculty   Office 365 A3 for Students  Office 365 ProPlus Open       Office 365 ProPlus Open for Faculty   Office 365 ProPlus Open for Students  Office 365 Plan E1 Open       Office 365 Plan E3 Open       Exchange Online Plan 1 Open       Exchange Online Protection Open      
  41. 41. Demand gen, sales enablement, and readiness content, plus execution guidance http://aka.ms/BEST for M, SBP, Office, Exchange Online Tele Discussion Guides link Web Syndication link each design comes with 3 different sizes Digital Web Banners link generic SMB, plus 5 industries Webinar-in-a-box linktogeneric Direct Email Templates link pitch decks, leave-behinds, demo scripts 1-to-1 Engagement linkto MMdeck

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