Office 365 from the ground to the cloud

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1 Office 365 from the ground to the cloud Webinar 3 Building Your Practice May 2014

2 The Series The Basics Building Your Office 365 Practice Cross-Selling and Upselling Opportunities Windows Azure and Windows Intune Making Money From Selling Microsoft Cloud How to Demo Office 365 Compellingly Office 365 FastTrack Preparing for Exam

3 Selling 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

4 Go to Market Templates

5 Upcoming Events Register at

Microsoft Licensing Microsoft Office 365 Open & SPLA s

6 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

7 Checklist Offerings Sales Route Customers to Target Marketing Resources Promotions

8 Offerings Office 365 Offerings Who is it for? Student Consumer SMB 1 10 SMB Enterprise >250 Services Consumer Services Commercial Services Cost per month 1.25 From 6.67 From (E3)

9 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 SharePoint Online Extra Storage (1GB) X

10 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 Power BI

11 Offerings

12 Sales Route Open & FPP 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 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

13 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: # TBD 1 Incremental Margin ($) by Switching to Office Office 365 Open Inputs Sales Price of O365 SKU to End Customer: $ TBD in Beginning of Year 6 Purchase Price of O365 SKU from Disti: $ TBD 162 % Increase in Margin by Switching to Office 365 Incentive Percentage for O365 (if applicable): % TBD 6.0% in Beginning of Year 6 TBD 60 TBD 70% Office (Open) Inputs Sales Price of Office SKU to End Customer: $ TBD 369 Purchase Price of Office SKU from Disti: $ TBD 332 Incentive Percentage for Office (if applicable): % TBD 2.9% Crossover Point for Office 365 v. Office (Year) TBD 2 CHARTS: Cumulative Revenue (Office 365 v. Office) Cumulative Margin (Office 365 v. Office) 1, , Office 365 Office (VL) Office 365 Office (VL)

14 Resources Incentives guide for Advisor role

15 Target Customers

16 Target 1 SMB organisations already using hosted These are typically consumer services and don t look professional Demonstrate the benefits of an enterprise service and SLA

17 Target 2 Small Business Server EOL Old server Worried about security and cost Disparate versions of Office Demonstrate cost savings Predictable monthly costs Opex vs Capex

18 Office 365 vs On-Premises Office 365 compares to: 37,000 10,000-15,000 Local Office Client (5 installs per user) Windows Server + CALs Exchange Server + CALs Lync Server + CALs SharePoint Server + CALs + SQL Hardware Storage Power & Cooling Maintenance

19 Target 3 Users with Smartphones Users with ipads Users with both PC and Mac Users who commute Users who work from home Users who work on the road

20 Target 4 Data protection requirements Business intelligence Kiosk workers Unified communications Anywhere access

21 Target 5 Fluctuations in staff numbers Subscription-based licensing can go hand-in hand with device-based

22 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

23 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 Increase service margins

24 Resources Five Keys to Partner Success in SMB with Office 365

25 Marketing Resources From Microsoft From Ingram

26 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 Toolkits (poster, template, banner)

27 Cloud SureStep

28 Office BEST Campaign for SMB Customer Pitch Deck Tele Discussion Guides for M, SBP, ExO Webinar-in-a-box (industry-specific) with decks, e-books, and content

return from moving to Office 365 Total Economic Impact studies from Forrester www.

29 Office 365 Customer Evidence Office365.com YouTube blog Written case studies Video Case studies ROI analysis on financial return from moving to Office 365 Total Economic Impact studies from Forrester blogs.office.com/b/microsoft_office_365_blog

30 Ingram Marketing Resources 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

31 Ingram Marketing Resources templates Targeted Reseller Marketing Videos Webinars Workshops Training Events Managed Service Provider University Marketing development funds

microsoft.com/en/uk/pages/licensing/promotions.aspx https://mspartner.microsoft.com/en/uk/pages/membership/premium/partner-incentives.

32 Promotions and Incentives Keep up to date with Promos Pricelist promotions Other promos via Ingram Increase revenue with Incentives e.g. Office 365 Advisor bonus

33 Resources Advisor Incentive Additional 8% sell incentive for eligible Office 365 seats Offer valid until June 24 th

34 Resources Monthly Spotlight Call Second Wednesday in each month (excluding June) Pricelist Update Guide (registration and a lot of patience required)

35 Internal Use Rights (IUR) Grab an Action Pack Earn a Competency

36 Customer Objections Data Sovereignty

37 Open Forum

Targeting (One Pager) SBP and M Tele-discussion Guides (highlighted content from

38 Resources 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) Partner How To Deck

39 Resources A Massive 40% off all courses when you book in May. Use promo code MayDiscount when you register.

40 Last Week s Homework Activate your Partner Features

41 Homework Explore ReadyToGo.Microsoft.com and microsoft.ingrammicro.co.uk

Office 365 from the ground to the cloud

Office 365 from the ground to the cloud Webinar 5 Cross-sell and Upsell June 2014 The Series The Basics Building Your Office 365 Practice Cross-Selling and Upselling Opportunities Microsoft Azure and Windows