Selling Office Activating resellers to capture the Office business opportunity. Tele Discussion Guide. Goal of this document:

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1 Selling Office 2016 Activating resellers to capture the Office business opportunity Tele Discussion Guide Goal of this document: Activate Resellers and help them identify target customers, pitch Office 2016, uncover sales opportunities and manage objections. FOR MICROSOFT AND MICROSOFT PARTNER USE ONLY

2 Prepare What s new in Office 2016? Help your customers do their best work anywhere, anytime, and with anyone. New, modern versions of the classic desktop applications, Word, Excel, PowerPoint, and OneNote, are built for maximum productivity. With Office 2016, your customers will have access to their docs in the cloud whenever they need them. And it s easy to get the team on the same page. Share, present and work together on projects with built in collaboration tools across the suite. Modern desktop productivity. Do great work with smart tools that help you stay on task Do great work, anywhere, anytime. Experience the power of desktop applications with easy access to files in the cloud so you can create, edit and view your work from anywhere Made for teamwork. Get your team on the same page using built-in collaboration tools to share and co-author documents, spreadsheets, presentations and notes Office 2016: Consistent experience across ecosystem and form factors With Office 2016, you will experience a world class Office experience that is cross platform (Windows, iphone, Android, ios) and available on every device. It is important to note how Office fits into Windows 10 and Mac. Office Mobile apps: For phones and small tablets with screen size of 10.1 Microsoft is offering Office Mobile apps. Office Mobile apps include Word Mobile, Excel Mobile, and PowerPoint Mobile. The Mobile apps offer free viewing and core editing capabilities throughout the life of the device. This is a great entry point for customers to use Office to stay productive on their smaller devices. The full experience can be unlocked with an Office 365 subscription. Office 2016: For tablets, laptops, and desktops with screen size of greater than 10 inches customers can purchase perpetual licenses of Office 2016, or buy an Office 365 subscription to download the latest versions. This is your opportunity to drive sales of Office 2016 perpetual suites for customers purchasing new devices of greater than 10 inches. Who are the customers for the new Office? 1. Buying new devices [consumers or businesses] 78% of customers buy Office when they buy new PCs. Remember Office is now cross-platform so if your customer is a Mac users, or has an Android device there is an Office for him. 2. Using older versions of Office [consumers or businesses] End of Life is September 2015 for Office Customers who do not update their software will be exposed to viruses and malware. 3. Have a traditional view of IT - they only upgrade when needed 4. Looking to leverage cloud services There are 3 ways for your customers to experience the new Office: Get ready to help your customers experience the most powerful Office yet, with smarter versions of their favorite applications and new cloud services that connect them to their documents and settings when and where they need them. Is your customer a home user, a college student, a small business owner? How many PCs or mobile devices do they have? Whatever your customers do or number of devices they have, you can recommend the Office that s just right for each of them. Office 365 Full desktop application and mobile app experience across all your devices, always up to date. An additional 1 TB OneDrive storage and 60 minutes monthly Skype calling per user Office 2016 Suites The new Office 2016 Suites deliver powerful new versions of the applications your consumer or small business customers know and trust. These are perfect for customers who need Office for only one device Office Mobile App Office Mobile apps are new, mobile versions of Word, Excel and PowerPoint built for maximum productivity on tablets and phones. Available on all your devices, you ll have access to your docs in the cloud whenever and wherever you need them Office 2016 for Mac: Includes new, modern versions of Word, Excel, PowerPoint, Outlook, and OneNote have the familiar look and feel of Office, and are thoughtfully designed for Mac. You ll have access to your docs in the cloud whenever you need them. And it s easy to share your work and have others review it, since several people can edit the same document simultaneously. 2 The Office 2016 Tele Discussion Guide FOR MICROSOFT AND MICROSOFT PARTNER USE ONLY

3 Call Always ask for the Office sale: 1. Tell every customer Remember, you will need Word, Excel, or PowerPoint on this device. 2. Most customers think Office always comes on new PCs. Remember, Office is not included on this device. Let s add it to your order. 3. Remember that the best time for your customers to buy Office is with a new device. This is a high-level view of the recommended call sequence: 1. Qualify need 2. Qualify the number of devices 3. Identify the need for collaboration and sharing 4. Recommend the right Office 5. Manage objections Work through the following detailed guide to identify areas of opportunity, sell the value of the new Office, manage objections, and ultimately propose the best SKU for your customers: 1. Qualify need Probing questions: Do you use Microsoft Office for your office productivity software? If so, what version? If not, what are you using? What additional communication/collaboration capabilities do you provide users? Do you currently run any server software to support communication and collaboration? If so, what type and version? How do you access your files and documents and s when you are on the road? Are you using Office for home use? Are you a student? Listen for: Using older versions of Microsoft Office (in particular Office 2013 or earlier) or using a mixed environment, create compatibility issues and productivity challenges User frustration with older or limited support for technology Frustration with slow, older hardware (PCs and/or hardware) Lack of remote access to files and documents Using Office for homework and family use 2. Qualify the number of devices Probing questions: Do you have other PCs now that need the new Office? Are you planning to buy additional computers in next few months on which you would like to install Office? How many PCs do you have at home? or Do you use multiple devices at work and at home (PC, tablet, smartphone)? to help determine which Office is right for them. Listen for: Plans to purchase additional computers for employees Customers using multiple PCs at home and at the office Plans to purchasing a tablet or notebook for mobile working Multiple devices being used by same individuals 3. Identify need for collaboration and sharing Probing questions: Do you: Need an easy way to share and collaborate Have an aging or other server? Use hosted or web ? Are they currently using or do they plan to begin using cloud services? Have any budget constraints? Listen for: Using older versions of Microsoft Office (in particular Office 2013 or earlier) or using a mixed environment, creating compatibility issues and productivity challenges Using an older server (e.g. Exchange Server 2003, Windows Small Business Server 2003, GroupWise, Lotus Notes) Lack of communication, collaboration and sharing capabilities Frustration with slow, older hardware (PCs and/or hardware) and/or limited support Concern over budget required to upgrade 3 The Office 2016 Tele Discussion Guide FOR MICROSOFT AND MICROSOFT PARTNER USE ONLY

4 4. Recommend the right Office SKU Your customers look to you to recommend the Office that best meets their needs. Office 2016 provides options for your customers to get the Office that best meets their current and future needs. For customers who need Office on 1 PC or a Mac, recommend Home & Student 2016 or Home & Business For Consumers For Small Business & Consumers Office 365 Personal Office 365 Home Office Home & Student 2016 Office Home & Business 2016 Office Professional 2016 MSRP $69.99 $99.99 $ $ $ Included applications Included applications Included applications Included applications Included applications Install on 1 PC or Mac + 1 tablet + phones. 1 TB OneDrive for 1 user. Store & share files anywhere Install on up to 5 PCs/Macs + 5 tablets + phones Versions for 1 PC or 1 Mac One-time payment 1 TB OneDrive per Non-commercial use user 1 PC or 1 Mac One-time payment Commercial use rights 1 PC One-time payment Commercial use rights 60 min / month for 1 60 min / month per user Office 2016 will also be available through Electronic Software Distribution (ESD) *Office Professional 2016 available through ESD only. Upgrades always included Non-commercial use Upgrades always included with annual subscription Non-commercial use 4 The Office 2016 Tele Discussion Guide FOR MICROSOFT AND MICROSOFT PARTNER USE ONLY

5 5. Manage objections I don t want to buy Office with a new PC, or upgrade to a new version. Commercial: If your company fits one of these four scenarios, then it s time for you to consider upgrading to the new Office. Old Office. Are you using Office 2003 and experiencing compatibility issues or concerns about end of support? Growing needs. Is your company growing and looking for technology to help meet your business and collaboration needs? Consumer: The new Office provides access from virtually anywhere to familiar Office applications, , calendar, video conferencing, and most upto-date documents, across your devices from PCs to smartphones to tablets. You will need Office 2016 if you need to access files from anywhere or are using multiple devices. What s the difference between Office 365 and Office 2016 Suites? Office 365 is always up to date and gives you the tools you need for today s business. There are Office 365 subscriptions for families, higher education, and small businesses. An Office 365 subscription provides the best value to customers who need to install Office across multiple devices and want additional services. Microsoft Office 365 subscriptions include the latest versions of the Office applications you know and trust, delivered when and where you need them. Microsoft Office is still the name used for the familiar productivity software. Office suites have traditionally included applications such as Word, Excel, PowerPoint, and Outlook. All Office 2016 suites include the latest versions of the applications, for use on a single PC. Why should I buy Office 2016 when I have Office Mobile apps on my device? Why should I buy Office 365 when I can use a competitive product such as Google Apps? Office Mobile Apps have been designed for phones and small tablets, optimized for touch and are great for getting work done on the go. They are not designed for full professional content creation on larger devices, which typically requires the precision of a keyboard and mouse. Office desktop apps are perfect for that. The Office Mobile apps are NOT a replacement of the desktop apps, as they have a subset of the desktop features. Word Mobile, Excel Mobile and PowerPoint Mobile are view-only apps on devices >10.1 inches. An Office 365 subscription is required to unlock the core editing features. Office 365 Provides: A familiar, and consistent user experience across all your devices. World s best and most popular productivity applications that allows you to access documents online and offline, share calendars, instant message, and make PC-to-PC calls allowing you to get work done virtually anytime, anywhere. Office 365 Competitive Advantage: Office 365 does not scan Office 365 customers for ad targeting. There is no ad-supported version of Office 365. Office 365 does not require customers to use a number of individual solutions to meet their business needs. Why choose Office? With Office, employee productivity increases because with Google Docs, there are the following challenges: Difficulties with reliability, usability, and interoperability Office is most commonly used, so when an employee s uses Google, there are compatibility problems between Microsoft Office and Google docs (Word, Excel, PPT file fidelity losses). 5 The Office 2016 Tele Discussion Guide FOR MICROSOFT AND MICROSOFT PARTNER USE ONLY

6 Close 1. Confirm pain, vision, budget, timeline, and decision maker. 2. Identify follow-up on activities needed to close the sale. These may include migration planning, competitive differentiation, or a training plan. Resources include: Reseller Offers and Promotions Resources Enter information on your current local offers and promotions. OEM Partner Center: Microsoft Partner Marketing Center: Syndicated Microsites and assets: 1. Windows: Office 2016 versions of Word, Excel, PowerPoint, OneNote, Outlook, Publisher, and Access. Windows 7 or later required. 2. Mac: Office 2016 versions of Word, Excel, PowerPoint, and Outlook. Office 2016 for Mac requires Mac OS X or later. 3. Office Mobile applications (Word, Excel, PowerPoint, and OneNote) require Windows The Office 2016 Tele Discussion Guide FOR MICROSOFT AND MICROSOFT PARTNER USE ONLY

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