1. Partner Cloud Voice Offer Guidance
September 2017

2. Past vs. Future Offers will be aligned to OCP Solutions Catalog
What has changed
What has not changed
Offers will be aligned to OCP Solutions Catalog
Offers will be listed on Skype for Business Partner Solutions page
People and process emphasized more in service offers and delivery models
Offer guidelines aligned FastTrack delivery model of Envision, Onboard and Drive Value
Journey to increased capabilities within Skype for Business and Teams
Our continued commitment to drive awareness of partner offers to customers and field sellers
Service quality emphasis in offers and deliver models
Best practice and practical guidance provided for quality deployments
Offers will highlight business value
Long-term managed services and lifecycle opportunity emphasis

3. Partner Website Landing Page
What: The partner-hosted web presence detailing Cloud Voice services partner offer(s)
Why: This is where customers can go to learn more about the partner offer(s), services and contact information.
Suggested Guidelines:
Include links to material detailing offer(s) (i.e. one pager)
Include how to contact the partner for more information (i.e. form, , phone)
Align to Envision, Onboard, and Drive Value outcomes to easily integrate with Microsoft FastTrack service structure and remove SOF-specific graphics from current offer content
Strongly encourage having offer for managed service operations as sustained engagement
Mention partner differentiators

4. Partner Offer One Pager
What: This the material that describes each Cloud Voice services partner offer.
Why: This details what the customer should expect to be delivered in this offer
Suggested Guidelines:
Create one per offer
Include an offer name
Include workloads that will be delivered (i.e. Phone System, Audio Conferencing, Teams)
Include phase/outcome/activity mapping (example 1) (example 2)
Include link back to partner offer landing page(s)
Include contact information (i.e. , phone, link to ‘contact us’ form)
Include offer differentiators
Reference: Link to outcomes deck -

5. Partner Blurb to be published http://partnersolutions.skypeforbusiness.com/partners
What: This is what will be posted in on the Skype for Business partner solutions page
Why: This will be the elevator pitch on why a customer should view your offers
When: Once your local Partner Development Manager has submitted the offer into the OCP Solutions Catalogue, the offer
will be submitted for listing on the public Skype for Business product website by your PDM.
Suggested Guidelines:
Include the company name
Include a high quality company logo in either jpg or png format with a transparent background
Include the names and purposes of your offer(s)
Include workloads that will be delivered (i.e. Cloud PBX, Cloud PSTN Conferencing, Teams)
Provide operating regions
Provide an organizational summary (max 175 words) with focus on Skype for Business online
Include partner differentiators
When: This is what will be posted in on the UC services solution partners webpage
Why: This will be the elevator pitch on why a customer should view your offers
Provide the blurb in English

6. Appendix
Examples

7. Differentiator Examples
Partner Differentiators
Offer Differentiators
Location (i.e. global presence, local to area, region specializations)
Specific industry experiences
Ability to deliver multiple workloads including Microsoft Teams
Relevant certifications
MSP operations post-delivery
History with product/awards
Expertise across all Office 365 products
Partnerships with device vendors
Partner-specific activities beyond standard service deliverables
Phone / conference room deployment services
Partner specific IP
Onsite/remote services
Additional methodologies employed (i.e. ProSci change management)
Note: This list is not exhaustive; rather a list of examples

8. Sample Offer Phase/Outcome/Activity Mapping
Outcomes
Key Activities
Envision
Capture business requirements
Define architecture and approach
Assess current state capabilities for people, processes and technology (network, devices, clients, etc.)
Undertake remediation and preparation
Build people and process change adoption plans
Define business use cases and success criteria
Persona analysis
Define adoption success
Network assessment
Baseline health assessment
Readiness assessment
Operations role mapping
Issue remediation
Onboard
Perform role-based resource readiness analysis
Ensure appropriate skill staffing
Deliver high quality UC services on a site by site basis
Drive technology adoption and operations management through prescriptive change management practices
Identify personas to target new features and capabilities as these are released
Site surveys
User acceptance testing
Client upgrades
Adoption activities
End user training
Drive Value
Identify action triggers to extend adoption through new product capabilities or business value opportunities
Maintain and enhance the delivery of high quality and reliable services to end users over time
Monitor service quality and usage
Training in use of tools (if no full operate offer)

9. Sample Offer Phase/Outcome/Activity Mapping (example 2)
Envision
Onboard
Drive Value
Outcome
Capture business requirements.
Define architecture and approach.
Assess readiness.
Undertake remediation and preparation.
Deliver high quality Skype for Business Online services on a site by site basis while driving adoption and initiating operations.
Identify personas to target new features and capabilities as these are released.
Maintain and enhance the delivery of a high quality and reliable Skype for Business Online service to end users over time.
Activity 1
Activity 2
Activity 3
Activity 4