1. Internal primer Transform Your Products
HOW TO USE: This content is intended to provide you with a general understanding of Microsoft’s solutions for midsized customers, specifically those who want to transform their products, processes and experiences to create new revenue opportunities. This document is for INTERNAL use and should not be directly provided to customers. Instead, use this content as directional guidance to inform your customer engagement marketing activities and initiate a conversation about how you can help your customers solve their business challenges with a Microsoft solution.
Target Audience
Top Microsoft Products
Core Midmarket ( employees) and Large Midmarket ( employees) businesses. Business Decision Makers (BDMs). Role titles may include: Owner, President, CXO (e.g., Chief Operating Officer, Chief Marketing Officer, etc.), VP, Director, Senior Manager, etc.
Good: Microsoft Azure, Office 365 
Better: + Dynamics 365, SQL Server 2016, Power BI 
Best: + Cortana Intelligence
Pillar Value Proposition
Customer Benefits
Supporting Solution Points
Transform how you run your business. 
Redesign business processes to stay ahead of the marketplace.
Guide your employees to optimal outcomes and connect various aspects of your business with intelligence embedded into business processes (e.g. financial management, sales, accounting, inventory) using Office 365 and Dynamics 365.
Stay nimble and adapt in real-time as you innovate through flexible cloud-based applications and services like Office 365 and Dynamics 365 – enabling you to build what you want and buy just the capabilities you need. 
Use big data and machine intelligence to predict what’s next and enhance your business applications with Cortana Intelligence.
Reinvent your market offering. 
Deliver new products and services that anticipate the needs of your customers. 
Advanced analytics capabilities offered by Power BI and SQL Server 2016 provide your team with predictive insights that can be turned into new market offerings. Power BI provides flexibility to quickly build interactive dashboards and delivers intelligence to users throughout the business. Advanced analytics, rich integrated reporting, and end-to-end mobile BI is built-in to SQL Server 2016.
Use intelligent cloud solutions, like Office 365 and Dynamics 365 to collect, analyze and develop a deep understanding of your customers’ wants and needs, and help you design highly differentiated and relevant products or services.
Take advantage of advanced smart, connected technologies, to gather and analyze real-time product usage and more using Azure IoT Suite. Azure IoT Suite is a collection of preconfigured solutions that enable companies to quickly start and scale IoT projects to address common business needs. 
Enable near-continuous flow between ideas and production with Surface and Surface Hub
Protect your evolving business. 
Get cutting-edge security to safeguard your business as you innovate and grow.  
Reduce risk and exposure to threats through advanced threat protection, detection, and removal in Microsoft technologies, including its intelligent cloud solutions. Data that is collected using various feedback mechanisms combined with global research and collaboration help promote fast discovery of protection against new threats. 
The world’s leading businesses and government agencies use and trust secure Microsoft intelligent cloud solutions.
Choose technology where security and privacy are built into the development process. Microsoft trains its developers, testers, and program managers to build more secure software code, following an approach known as the Security Development Lifecycle (SDL). 
Innovate with Agility: Technological innovation is reinventing business at a dizzying pace. Data volumes continue to rise. Software is increasingly embedded into products. And people and processes can now be intelligently connected to support predictive insights and optimal outcomes. A smart cloud platform can transform the way you use data to run your business and power innovation. Microsoft provides flexible, intelligent cloud solutions to help you nimbly innovate business processes, products, and experiences – creating new revenue opportunities, and keeping you a step ahead of your customers and the competition.
Customer Challenges
Effectively use business, customer, and marketplace data. 
Anticipate market needs and innovate offerings. 
Protect our data and identities in ways that keep up with business innovation.
Evaluate opportunity/impact of IoT (embedding software and technology directly into products and service) for my business.
Conversation Starters
Objection Handlers
Shareable Data Points
Supporting Resources
“How are you taking advantage of new business models?”
“How do you use data to make decisions today? Are you using data to its full advantage?”
“How much visibility do you have into the performance of your business?”
“Is the amount of business data and information always growing?”
“How do you store, secure, and analyze all your data?”
“Do you use cloud technologies for any part of your business? “
“Which business operations are most important to your business -- such as financial management and accounting, inventory, and reporting?” 
“How do you ensure all the right business teams are connected and can efficiently communicate and collaborate?”
I’m concerned about cloud security. Office 365 is designed from the ground up to be highly secure and uses multiple scanning engines to provide premium malware protection. With Azure, you can have peace of mind knowing your applications and data get the same level of protection chosen by Microsoft’s enterprise customers, including many of the world’s largest financial institutions.
We don’t have data expertise. Cloud-based visualization tools give you a way to maximize the value of cloud data insights. By tapping into the power of large data centers combined with user-friendly data exploration and visualization tools, virtually any user can get the power of data to make better, faster decisions. The familiar Office environment of Power BI lets almost anyone get started quickly, creating dashboards, charts, and interactive data visualizations that help everyone see the best way forward.
Information overload wastes 25% of workers’ time costing the U.S. economy alone $997 billion each year (as of 2010) – published research by Basex, a member of The Information Overload Research Group; The Information Overload Research Group’s Media Release Feb 3, 2011; Harvard Business Review ‘Conquering Digital Distraction’ June 2015 
 41% of employees say mobile business apps are already changing the way they work - CCS Insight's Employee Mobile Technology Survey, February 2015 (surveyed 1,200 employees in the US and five countries in Western Europe)  
Nearly 40% of respondents said predictive analytics held the most potential to predict business events. Deliotte 
In 2020, 25 Billion Connected "Things" Will Be in Use. Gartner
Microsoft Partner Network (MPN)
MPN: Digital Transformation
MPN: Marketing Campaigns
MPN: Smart Partner Marketing
Microsoft ISV App Catalog