1 2 3 Office 365 Value Discovery Workshop Table of Contents Partner Get Ready Kit Table of Contents What is VDW? ………………………………………………… 2 Where Should I Start? ……………………………………… 3 Leading a Workshop ……………………………………...… 7 Resources & Contacts ……………………………………… 10 1 Get familiar with Value Discovery Workshop content and workshop structure Identify a facilitator and conduct an internal planning or readiness session Target customers and use demand generation assets 2 Help customers envision how they can achieve more with Office 365: 3 Defining a clear vision and strategy is key in driving adoption of new technology capabilities. The Value Discovery Workshop helps you work with a customer to perform a step-by-step assessment of key process improvement opportunities that can be addressed with Office 365 capabilities $3.2M from reduced decision-making time 75% reduction in number of data breaches 42% of organizations improve mobile productivity Source: Forrester Total Economic Impact of Office 365 Study, 2014

What is VDW? 15% Outcomes 2X Value Discovery Workshop Overview Microsoft Office365 1/5/2018 What is VDW? 15% More high-performing companies than low-performing companies deploy a consultative selling approach Value Discovery Workshop Overview The Value Discovery Workshop (VDW) is a new sales program to help you improve the effectiveness of your Office 365 sales initiatives. It’s a pre-sales customer workshop to enable you to conduct an easy-to-facilitate, value-based discussion tailored for enterprise Business Decision Makers (BDM). The VDW is designed to help you offer a consultative approach with customers in a custom, interactive format. Office 365 VDW includes a simple, automated tool to prepare and ultimately facilitate a workshop. The duration of the workshop can vary by customer and may range from 2-4 hours. How Can VDW Help Drive Revenue? Using this approach, you can enhance your role as trusted advisor, deepen your engagement and relationship with customers, and increase sales while driving longer-term revenue streams. Outcomes Customers expect providers to help solve business problems where value is measured on outcomes rather than on lowest price Source for all stats: http://www.bain.com/publications/articles/is-complexity-killing- your-sales-model.aspx 15% more high-performing companies than low-performing companies deploy a consultative selling approach. Source = Bain & Company Customers expect providers to help solve business problems, where value is measured on outcomes rather than on lowest price. Source = Bain & Company Spending on vertical industry offerings will grow 2X as fast as general enterprise software spending through 2015. Source = Gartner, quoted in Bain & Company article 2X Faster growth in spending on vertical industry offerings compared to general enterprise software through 2015 © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Get familiar with the workshop structure Microsoft Office365 1/5/2018 Get familiar with the workshop structure The Office 365 Value Discovery Workshop consists of a pre-work session focused on priority business objectives on business strategy and a main workshop. The automated tool supports each component of the workshop, helping you establish a clear and logical flow to progress from a business strategy discussion to business pains, uses cases, and solutions. By the end of the workshop, you will be able to help your customer land on prioritized business initiatives with agreed-on next steps. 30 minutes recommended 1 – 2 hours recommended 30 – 60 minutes recommended 15 – 30 minutes recommended Pre-Workshop Determine what is needed to achieve organizational goals by selecting: Customer profile (industry) Priority business objectives High value activities Map Capabilities Map high value activities to organizational capabilities needed to help achieve business goals by selecting: Capabilities Products Benefits Determine Implementation Priorities Prioritize implementation based on: Adoption ability Technical complexity Business Impact Get Started Identify actionable next steps to develop internal momentum and adoption 1 2 3 4 Output: Pre-Workshop Summary Output: HVA/Capability Summary Output: Implementation Priorities Summary Your Action: Draft a proposal © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Identify a facilitator Microsoft Office365 1/5/2018 Identify a facilitator A Facilitator guides and manages a group event to successful achievement of established objectives with clear thinking, thought-provoking engagement, participation and buy-in from all. Top Facilitation Skills Establish workshop ground rules and set strategic context Create momentum and energy for the discussion Develop inclusive, participatory environments Guide group discussion through agenda, process, and timeline Recognize and understand group dynamics and group norms Enable a group to arrive at their own conclusions Drive meaningful engagement and balance member participation Intervene in discussions to foster creativity and output Listen and guide, listen and guide © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Professional Services Microsoft Office 1/5/2018 Target Customers Vertical Markets The VDW is designed to help you have meaningful engagements on customer-specific needs and business aspiration priorities within the context of a vertical industry. Audience Enterprise Business Decision Makers who are focused on achieving business results through technology directly or via your technology sponsor. VDW Participants VDW should involve the people in the customer organization who will drive and support the adoption of new technology capabilities, including: Executive sponsors and department leads (Sales, Marketing, HR, and Finance) Employee Advocates or In-Role Champions Project Managers IT Managers Retail Hospitality Professional Services Healthcare Telecommunications Government Education Financial Services Manufacturing © 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Pre-Workshop Conduct the pre-workshop session Start the pre-work session by stating outcomes and setting context. Use the automated tool to select the relevant vertical industry and priority business objectives. Identify priorities and summarize Close the pre-work session by prioritizing priority business objectives, summarizing the results, and validating selections.

Workshop Align to high-value activities Map activities to capabilities Use the tool to review the prioritized business objectives from the pre-work session. The tool automatically aligns the selected business objectives with relevant high-value activities needed to achieve organizational goals. Map activities to capabilities The VDW tool generates slide sets of content for each high-value activity giving you a solid foundation to explore key process improvement areas, rate them, and discuss actions to align with industry best practices.

Action Plan Determine implementation priorities Discuss key implementation criteria with your customer and together rate the organization’s ability to adopt new capabilities, technical complexity, and overall business impact. Use the findings to summarize an implementation approach. Identify actionable next steps Summarize the workshop and agree on next steps.

Demand Generation Kit Sample emails: Ready-made kit of parts that can be customized by your company to help you generate interest and demand: Guidance for creating interest Invite email Reminder email Thank you email Social blog Sample emails:

Resources & Contacts Value Discovery Workshop Resources Contacts Go to: http://drumbeat.office.com This Partner Get-Ready Kit Demand Generation Kit (invite, reminder, Thank You, Blog) Tool User Guide FAQs Contacts Kapil Tandon and Andres Caldera Office 365 Go-To-Market team