2. HMSP05
#CSP #Office365 #SMB
What is the magic Office 365 customer formula for Cloud Solution Provider (CSP) partners? Top lessons learned from GoDaddy & Rackspace
Sara Gardeback
Director
Microsoft

3. Goal of the session: How do you find your Office 365 customer formula?
Who are your target customers?
Why would the customer buy from you?
What makes the customer stay?

4. Veronica Servantez Senior Director Kirk Averett Senior Director
9/13/2018 9:14 PM
Veronica Servantez
Senior Director
Kirk Averett
Senior Director
© 2014 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.

5. 60% 300,000 2 Billion Portfolio 10 6,200 Rackspace at a Glance
Design option 1
Rackspace at a Glance
Now Serving
60%
of the Fortune® 100
Customer Scale
300,000
Customers in 120 Countries
2 Billion
Annualized Revenue
Breadth & Depth
Portfolio
of Solutions includes Dedicated, Cloud, & Productivity, Security
Global Footprint 10
Worldwide Data Centers
Rackers
6,200

6. Office 365 @ Rackspace Background Why customers choose Rack
365 support added July ‘15
A little over 60,000 users
Average customer- 40 users
& SharePoint since ’05
4.6m supported users
Average lifetime > 7 years
Fanatical Support
Successful onboarding
Deep expertise

7. Making a Plan to Win Customer Targeting Customer Solution Go & Do
Results & Why

8. Making a Plan to Win Customer Targeting $$$ Core Capabilities
Who will pay?

9. Making a Plan to Win
Customer Solution
Resolve Pain
Increase Profit

10. Making a Plan to Win
Go & Do
Build
Sell

11. Making a Plan to Win Results and Why Learning from results
Who are your customers?

13. Making a Plan to Win More growth potential Happy, staying Customers
Customer Experience
More conversions

14. Making a Plan to Win Be different in a useful way
More growth potential
Happy, staying Customers
Customer Experience
More conversions

15. Drive Better Profit Be different in a useful way
Create Attractive Offers

16. Melissa Schneider Senior Director Product Marketing Irana Wasti
9/13/2018 9:14 PM
Melissa Schneider
Senior Director
Product Marketing
Irana Wasti
Senior Director
Product Management
© 2014 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.

17. GODADDY: VISION Kathy Fang
Our vision is to radically shift the global economy toward small business by empowering people to easily start, confidently grow and successfully run their own ventures
Kathy Fang
fangrestaurant.com
COPYRIGHT© 2016 GODADDY INC. · ALL RIGHTS RESERVED.

18. GoDaddy at a Glance 62 Million 14 Million 15 Billion 3,800+ 53Markets
Candis Jones
jonesmarket.com
GoDaddy at a Glance
Kathy Fang
fangrestaurant.com
Domains under mgmt
62 Million
20% of global total
Customer Scale
14 Million
Paying Customers
Cloud Platform Scale
15 Billion
DNS queries per day on average in 2015
Customer Care Pros
3,800+
Global Footprint
53Markets
In 44 currencies and 26 languages

19. Office 365 Challenge: How do we solve for Kathy and Candis?
COPYRIGHT© 2016 GODADDY INC. · N. HAYDEN ROAD SCOTTSDALE, ARIZONA (480) · ALL RIGHTS RESERVED.

20. It starts with speaking their language
Recipes for success with very small businesses:
Compelling messaging regarding professional benefits
Anchoring on Office as something familiar
Cloud Productivity education for the small business owner...not IT

21. Office 365 onboarding experience solves for key moments of truth…
Activation
First Use
Active Use

22. Office 365 onboarding experience solves for key moments of truth…
Activation
First Use
Active Use

23. “It's already on my phone
“It's already on my phone! Kudos to your department as I am no computer person and it's on my phone. I'd take credit but I wouldn't be able to tell anyone what or how I did it. Thank you.” Bob Davies, President Hartford Sand & Gravel LLC

24. Office 365 onboarding experience solves for key moments of truth…
Activation
First Use
Active Use
Customers who actively use the product are 3X likely to renew

25. What can you learn from our experience?
Know your customer
Know your advantage
Treat partnership as a product

26. Summary of the session: How you can find your Office 365 customer formula
Be different
in a
useful way
Create Attractive Offers
Know you customer
Know your advantage
Treat partnership as a product

27. HMSP CSP Sessions Tuesday July 12, 2016 Wednesday July 13, 2016 HMSP04
Program Key
GTM & Partnership
Infrastructure
Licensing
Applications
HMSP04
Skype for Business Online: Overview, sales scenarios, go-to-market motions for SMB through the Cloud Solution Provider (CSP) program
South 713AB
1:00 – 2:00 PM
HMSP05
What is the magic Office 365 customer formula for partners in the Cloud Solution Provider (CSP) program? Top lessons learned from GoDaddy and Rackspace
2:30 – 3:30 PM
HMSP06
Building a best practice partnership: The evolution of cloud, collaboration and opportunity
South 709
HMSP07
Migrating from hosted Exchange to Office 365: What should you know
4:00 – 5:00 PM
HMSP08
A practical look at CSP offers, billing and monetization
Wednesday July 13, 2016
HMSP09
The next frontier: Managed services on Microsoft Azure – seize the opportunity and grow revenue and profits
South 713AB
1:00 – 2:00 PM
HMSP10
Hybrid licensing
South 709
HMSP11
Keys to building a strong EMS offer and sales practice with the Cloud Solution Provider (CSP) program
2:30 – 3:30 PM
HMSP12
How to drive consumption through an improved customer journey
HMSP13
Making hybrid cloud real with Azure Stack
4:00 – 5:00 PM

28. THANK YOU!