Why aren't you selling Office 365 yet?

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This strong-worded presentation was presented at the Microsoft Worldwide Partner Conference in 2013 and said a bunch of things that Microsoft themselves couldn't say.

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Why aren't you selling Office 365 yet?

  1. 1. Trusted brand Seen as leaders Default choice
  2. 2. 0 2 4 6 8 10 12 14 Feb-10 Apr-10 Jun-10 Aug-10 Oct-10 Dec-10 Feb-11 Apr-11 Jun-11 Aug-11 Oct-11 Dec-11 Feb-12 Apr-12 Jun-12 Aug-12 Oct-12 Dec-12 Feb-13 Apr-13 Jun-13 TEAM GROWTH 4 250 1 CUSTOMER GROWTH Feb-10 Jul-13 $0 $500,000 $1,000,000 $1,500,000 $2,000,000 $2,500,000 $3,000,000 $3,500,000 FY11 FY12 FY13 FY14 REVENUE GROWTH $0 $5,000 $10,000 $15,000 $20,000 $25,000 $30,000 Jan-10 Jan-11 Jan-12 Jan-13 DEAL SIZE
  3. 3. Commissions 15% Professional Services 85% INCOME Commissions Professional Services New 70% Repeat 30% CUSTOMERS New Repeat
  4. 4. Microsoft is promoting it Customers demand it Competitors are selling it
  5. 5. It is not another line item • Many SKUs and services available It is not the same as on-premises • Sales, marketing & technical knowledge required You need to be leading the conversation • Your competitors already are
  6. 6. Share case studies & customer stories Specialise in an industry with domain knowledge Provide feedback
  7. 7. Upgradecycle Partnerecosystem Keyplayers Microsoft Google Established partners New to market partners Shrinking Moving to cloud
  8. 8. START Selling Office 365 STOP Competing CHANGE Your models and offerings Business Model Transformation Distributor Marketing Support Ready-To-Go Partner Marketing Engage with Microsoft
  9. 9. E: lstrant@paradyne.com.au T: @TheCloudMouth

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