Patrick Viaene Cloud Sales Manager Microsoft Belgium & Luxemburg patrickv@microsoft.com @patrickvia
Topics To Cloud or Not to Cloud 2 new Office 365 versions: for Midmarket & Small Business Premium New ways of selling: FPP (retail) and Open/OV/OVS Pricing & margin Partner of Record? How to get there Your business model
Office 365 Main components 25GB Mailbox Outlook and Outlook Web App Premium antivirus/anti-spam (Forefront) Shared calendars, contacts, and tasks Mobile email for most mobile devices including BlackBerry, iphone, Nokia, Windows Phone Email archiving and compliance capabilities Store important documents Share expertise using personal My Sites Share documents, task lists, and schedules in sync using team sites Work effortlessly with partners and customers by creating sites to share information securely 10GB per tenant + 500 MB per user + 7GB Skydrive Pro per user Instant messaging and presence PC-to-PC audio and video calling Click-to-communicate from Outlook, SharePoint, and other Office Applications Online meetings with PC-audio, video conferencing & screen sharing Single click meeting creation & join from Outlook Calendar integration with Outlook and Exchange Pay-as-you-go, per-user licensing Complete Office experience with services integration in Office 365 Simplified user set-up to pre-configure services The latest full, rich version of the Office apps, including Office Web Apps Familiar Office user experience
The slide you (should) all know by heart
Office 365 versions for all employees
Office 365 versions for all employees
Standard Services Office Advanced Services Office 365 SMB suites: the differences Office 365 Small Business Premium Office 365 Midsize Business Office 365 Enterprise E3 Voicemail, Archiving, Data Loss Prevention Rights Management Active Directory Full Office Click to Run Deployment Office Web Applications Support IT Administration Console IM, Collaboration, Storage, Email 1 st 60 days Business Hours 24/7 Basic Expanded Full Pull Pull Push Seat targets 1 10 11 250 10+ Seat max 25 250 50.000+ Payment Monthly, Annual Annual Monthly, Annual
Principles Existing SKUs remain in existing channels New SKUs in existing channels New SKUs in 2 new channels: SBP in FPP, M-SKU in Open Sufficient margin between MS online (ERP) and disti purchase price Office 365 Home Premium Office 365 Small Business Premium Office 365 P-SKU Office 365 Midsize Business Office 365 Enterprise (E-SKU) FPP (retail) Online Open / Open Value (Subscr) Syndication (Belgacom Telenet) Enterprise Agreement
Open/OV/OVS (M-SKU) 1, 5, 25 and 50 packs in the pricelist a 25 pack generates 1 activation code on VLSC, for 25 subscriptions Also in government pricelists (TBC) No link between agreement timing and O365 subscription (1 year) M-SKUs are language independent All M subcriptions in 1 tenant end at the same time Open order may be renewed online and vice-versa E-SKU can not transition to M and vice-versa. (Idem for P and SBP)
Office Pro Plus in Office 365 Has no real Software Assurance (but many SA-like benefits) Is OS - independent upgrades the Office RT to commercial rights Can be installed on up to 5 devices for the same user Gives right to access Office Pro Plus on a TS/RDS
Pricing & Margin Principles Online (direct) order: Partner of Record (PoR) gets margin Open / FPP order: partner margin = sales price - cost For all O365 versions, an ERP is published online Sufficient marging between ERP and disti purchase price 16% If customer renews Open in Online, PoR gets margin 4% Manage (recurring) 20% Accelerator 4% Manage (recurring) 22% Accelerator 4% Manage (recurring) 23% Accelerator 4% Manage (recurring) 12% Sell 12% Sell 12% Sell 12% Sell 1 149 seats Cloud Essentials 150 499 seats 500-2,499 seats Cloud Accelerate 2,500+ seats
Why be a PoR on FPP/Open? You can view/administer the contract in your partner dashboard You can administer his O365 environment from your console O365 in Open seats count towards your PCA status (150 seats) You are copied in all communications to customer If customer renews online, you get PoR fee
Small Business Competency: The way to the Cloud Become Cloud Essentials partner Use Office 365 yourself (you get 25 IUR) 2 assesments + 1 MCP Small Business Sales & Marketing Assessment -> The first 100 get a free Kinepolis ticket Licensing Overview Assessment Pass the Administering Office 365 for Small Business Exam (74-324) -> Subscribe the free preparation training 20/03/2013 or prepare Online Let customers testify & Pay the fee Sell more & become Partner Cloud Accelerate
The world is changing, partners are changing their business model ISVs/Web builders/erp partners, starting infrastructure services Small Business Server customers upgrading to the Cloud Cloud allows partners to service more customers New marketing tactics to reach customers & prospects Integration of mobile devices, telephony, free-lance workers,