Selling the new Office to SMB

Selling the new Office to SMB
Microsoft Office 4/2/2017 Selling the new Office to SMB Welcome to the session “selling the new Office to SMB”. My name is <full name>, <title>, <company>. © 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.

Learn how to sell to SMB by understanding...
MGXFY13 4/2/2017 Learn how to sell to SMB by understanding... What to sell What are the sales scenarios How to drive demand For the next 45 min, you will learn how to sell the new Office to SMB by understanding: (at a high level) What to sell What are the sales scenarios What are the resources available to help you drive demand Let’s jump in to better understand what we are selling… <click> © 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.

Same brand across segments
Introducing the new Office Cloud Services Perpetual You have been hearing a lot about the new Office. I just want to make sure all of us understand when you speak about the next release of Office to customers, you always describe it as “the new Office”. It’s the first time we are introducing Office as our master brand, encompassing both the cloud services and perpetual products. For cloud services, we have Office 365 as the brand, and it’s the brand for all our cloud services, from consumers to businesses. For the perpetual business, we continue to have Office. This is the full Office client that your customers own the rights for, and they own the rights for a specific version of Office. That’s why for the perpetual SKUs, we will always include the version year in the product name, such as, “Office Home & Business 2013”. It’s important to note that we will never refer to this release as just Office 2013 because when you are referring to the entire release, cloud services is always part of that, and as you know, cloud services is always up to date and version-less. So once again, when you refer to this new release of Office, you simply refer to it as “the new Office” or the new release of Office. With these changes, we have also introduced a new modern logo. Now that you understand the brand and how to talk about this new release of Office with customers, let’s take a look at the SKUs. <click> Always up-to-date Same brand across segments 2013 versions e.g. Home and Business 2013

Power of choice Office 365 Small Business Premium Enterprise /
MGXFY13 4/2/2017 Power of choice Office 365 Small Business Premium Enterprise / Government Midsize Business Home Premium $8.25 $12.50 $15 $20 (E3) Cost per month Katy’s Tablet Katy’s Tablet Katy’s Tablet Target users 1-10 Advanced IT needs Consumer <click> Under the sub-brand of Office 365, <click again> these are all the cloud services spanning from consumers to enterprises, to give our customers the power of choice. The first on the left is our consumer offering, and the boxes on the right are all our commercial offerings. <click> And as you saw from the keynote, these are the prices broken down by month. <click> Just to complete the picture and product line up, here are the Office perpetual offerings and their prices. Because we are leading with the cloud in SMB, for the rest of this session, we will focus on helping you understand how to sell the commercial offerings of Office 365, specifically Office 365 Small Business Premium and Office 365 Midsize Business, to SMB. So to make sure we all have a good understanding of what Office 365 includes in the commercial offerings, let’s do a double click on that…<click> Office Home & Business 2013 Office Professional Plus 2013 Office Professional Plus 2013 Office Home & Student 2013 and RT $139 $219 $499 © 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.

Office 365 at a glance Office Exchange Online SharePoint Online
4/2/2017 Office 365 at a glance Latest version of Office as a subscription Per user licensing across 5 PC/Mac and 5 mobile Roaming documents, applications, and settings Office on demand to stream the full Office to a PC Office Hosted business class and shared calendar 25 GB of storage space per user Use your own domain name to send s Premium spam and malware protection Exchange Online Document sharing and management in the cloud Internal and external sites for working together on projects Online and offline access to your documents Build your company public website with easy-to-use templates SharePoint Online Multiparty HD video conferencing Real-time note taking and document sharing Instant messaging and presence across firewalls Skype federation with presence, IM, and voice Lync Online When you describe Office 365 to a small and midsize business, it’s easiest to explain in four buckets. The first and foremost, and where most of the exciting investments are coming from for this release, is Office. This is the familiar rich Office client that your customers use and love, but now offered as a cloud service, so it’s always up to date. This Office “knows” you, meaning you now sign into Office so your latest documents and settings roam with you or follow you. Users can use this Office on multiple devices. And when you don’t have your laptop, you can now stream the full Office applications to any PC in minutes with Office on demand so you can work from anywhere. This Office, delivered as a service, is designed to work seamlessly with best of breed productivity services. <click> Exchange Online for hosted business-class , <click> SharePoint Online for document sharing and sites management, <click> and Lync Online for web conferencing and instant messaging. These are all enterprise-class services designed and optimized for SMB. There is a lot of features and capabilities packed into Office 365, so to start a conversation, Exchange Online is the best workload to lead with because everyone needs and understands . Now that we all understand what we are selling at a high level, (and btw, you will learn more about the SKUs in future Office sessions later today), let’s turn our focus on who we are selling to and why we think SMB is our sweet spot for the new Office. <click>

Trends impacting small and midsize businesses
WPC 2012 4/2/2017 Trends impacting small and midsize businesses 60% 50% SMBs on one or more Cloud Services in next 3 years Cloud adoption will cross 50% in midsize firms by 2013 More than 60% of midsize businesses provide smartphones to employees $542B There are multiple trends impacting small and midsize businesses as a while. As you have seen in the Windows keynote, more than ever before, there is a proliferation of devices. Most of us have more than one device: laptops, tablets, and smartphones. <click> More than 60% of midsize businesses provide smartphones to employees. So whether it’s the company providing those devices to employees or users bringing their own devices to work, SMB has to make sure the users can access corporate data, do work on those devices, and the data on them is secured. And SMB needs help with this. Partners like yourself have a great opportunity to help SMB by introducing Office 365 to them in the context of how they can use Office and work across multiple devices. With more mobile devices, users are expecting to work remotely. One of the big areas SMB around the world are investing in are technologies that can help their employees be more productive outside of the office. <click> In total, worldwide SMB will invest in over $500 Billion dollars in IT Spending in Once again, you can take a piece of this opportunity by introducing Office 365 in the context of how it can help their users be productive on the go. And of course, there’s the cloud. <click> More than 50% of midsize firms will adopt the cloud by end of As they are considering the cloud, you have the opportunity to make sure they consider Office 365 and understand it is their best choice. So for cloud services like Office 365, SMBs have a strong need for, are investing in it, and are adopting it. Our job now is to learn how to pitch it effectively to these SMBs. <click> Sources: Worldwide SMB 2012 Predictions: Shifting Priorities, Opportunities, and Challenges as SMB Spending Exceeds $500 Billion Insight # | Mar 2012 | - Cloud adoption will cross 50% in midsize firms in the United States by the end of While SMB cloud adoption will not be as high in other regions, adoption growth rates will be higher. - Worldwide SMB IT spending will approach $542 billion in Spending will grow by single digits in developed regions and by double digits in some developing ones. Growth rates will not vary significantly between small and midsize firms, however. Mobility and remote worker empowerment will expand globally among SMBs, driven by smartphone adoption and growing interest in media tablets. SMBs in some countries may be overly enthusiastic in their support for employee-owned technology, given the potential security risks in allowing company network resources to be accessed on personal devices. Firms may not understand the danger associated with too liberal a policy (or no policy) in allowing access to corporate network resources. IDC believes there will be opportunities in 2012 for firms that can help SMBs improve remote access to customer-owned technology even as they keep company resources secure. SMBs will need to take appropriate precautions, and vendors have an opportunity to help ensure secure access to remote resources. Consumerization of IT in SMBs Worldwide: Developing Countries Outpacing Developed Ones in Leveraging Employee-Owned Technology Study # | Aug 2011 | - Independent of region, medium-sized firms are more likely to provide employees with advanced mobile devices than are small businesses (SBs). Just over one-fifth of small business survey respondents in developed countries (21.4%) and three-fifths of medium-sized firms in developed countries (60.2%) make smartphones available compared with the share of firms in developing countries where 29.1% of small business and 63.7% of medium- sized business (MB) indicate that smartphones are provided. Multiple generations in the work place are at play. According to the AARP, for the first time in modern history, workplace demographics now span 4 generations. Newer generations (particularly Gen Y) have different expectations of work and life. According to Cisco (Cisco, November 2011), three out of ten students globally (29%) feel that once they begin working, it will be their right – more than a privilege – to be able to work remotely with a flexible schedule. The ability to hire the youngest and brightest is being impacted by our ability to meet their expectations and provide the right communication and collaboration tools at work. Another aspect related to people is social networking. There is a lot of skepticism about social networking for business, but it is happening (plug for the Yammer acquisition – 200k companies using today with $5M users and adding 250,000 users per month). Just think for a second, how replaced all the former paper based formal communication vehicles in business. With social networking we face two challenges: first, how to make the most of the giant public networks such as Facebook, Twitter and LinkedIn for customer interaction; second, how to mimic the power of those social sites inside our businesses so we can accelerate collaboration and innovation. Worldwide SMB IT spending will approach $542 billion in 2012 of the world's online population engages in social networking Source: IDC © 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.

Selling the business value of the new Office
Microsoft Office 4/2/2017 Selling the business value of the new Office Targeting small and midsize businesses Anywhere Access Work Together Look Professional Simplified IT Best Value When introducing the new Office to small and midsize businesses, we need to speak in terms of what they care about. Because we are leading with the cloud in SMB, we’ll focus today on explaining the business benefits of Office 365 where Office is designed to work seamlessly with Exchange Online, SharePoint Online, and Lync Online. So to pitch Office 365 to a small and midsize business, these are the areas you want to focus on: You want to talk about how the new Office will enable you to access the latest documents and applications you need from anywhere so you can be productive on the go on the devices you use. There are new capabilities to help you work better together so you can stay connected to people and your business For the smaller firms within the SMB space, the new Office gives you big business tools designed for small businesses so you always look the best without breaking the bank Office 365 simplifies IT for you so whether you are a small firm without IT or a larger company with a IT generalist, you can set up Office 365 easily, have Microsoft handle the maintenance and security, but still have the controls you want Office 365 is a cloud service so it gives you the best value as you don’t need to pay upfront for server upgrades, you always get the latest versions, and it’s a predictable monthly fee so it’s easy to budget. This is the entire messaging framework of the new Office for SMB. But what we have learnt from the past year is that you don’t need to land every single point with each customer. If you know what technology they are currently using, you can win them over simply by landing 2 or 3 points out of these 5. There are four key sales scenarios that you can learn to simplify your sales pitch. We have developed and tested these scenarios for over a year based on speaking with customers who are early adopters of cloud and partners who have been successful selling cloud services. Let’s take a look at these scenarios one at a time. <click> © 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.

Sales scenarios to simplify your pitch
MGXFY13 4/2/2017 Sales scenarios to simplify your pitch Scenario 1: Old server Pitch: Cloud vs. on-premises Best value Simplified IT Profile: Running an old server Worried about security and cost Open to the cloud, but not familiar Probing questions: Are server costs preventing an upgrade? How often is down? How much time is spent managing servers? Current Challenges: Budget is affecting upgrade decisions Reliability and availability issues Overtaxed IT staff is de-prioritizing strategic work No upfront cost Always up to date Affordable monthly fee Spam/malware protection One admin console Remote data wipe The first and most popular sales scenario is customers who are currently running an old server. And they are feeling the pain. They tend to worry a lot about security and cost savings, but still fairly open to the cloud, though not very familiar with the concept. The questions you would ask to start the conversation are: Are server costs preventing them from upgrading to a newer version? How often is their server down? How much time do they spend managing and patching the servers? These questions should help you point to some of their existing challenges: Reduced IT budget is preventing them from upgrading to a new server They care a lot about reliability and availability issues Because their overworked IT staff is so tied to their servers, they have no time for more strategic work For these customers, because they are already feeling the pain of running the servers, in order to sell them Office 365, all you need to focus on is the benefits of cloud versus on-premises. <click> You want to talk about how Office 365 is a cloud service, meaning they can now upgrade and always use the latest version of the technology without the upfront server costs. And it’s very easy to manage from a budget perspective because it comes with an affordable monthly fee. You wan to talk about how Microsoft really simplifies IT for them not only by taking care of the daily maintenance and up-keep of the servers but also to make sure they have the best spam and malware protection. But you still get the control you want. There’s a single web-based admin console that you can log in to configure Exchange Online, SharePoint Online, and Lync Online. It even includes cool management tools like remote data wipe for any lost devices. So as you can see, if you understand what technology the customer is using and the pain they are feeling, you can successfully sell Office 365 with 2 simple points, rather than landing all 5 points in the previous slide. We have 4 of these sales scenarios, so let’s look at the second scenario now. <click> © 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.

MGXFY13 4/2/2017 Sales scenarios to simplify your pitch Scenario 2: Growing needs Pitch: Turn-key productivity Simplified IT Working together Best value Profile: Fast-growing with multiple offices Limited IT staff Very strong advocate of the cloud Probing questions: How much time is spent managing collaboration tools? Is the current infrastructure scalable? Are there tools in place for collaboration? Current Challenges: Want to deliver latest capabilities easily and quickly Lack of modern collaboration tools Limited IT budget One admin console Easy to add users Integrated services Effective meetings Easy to share files Follow sites/docs No upfront cost Always up to date Predictable cost The second scenario is customers who have growing needs. They are fast-growing businesses usually with multiple offices. But they still have limited IT staff. When it comes to the cloud, they tend to be very strong advocate of the cloud. The questions you would ask to start the conversation are: How much time do they spend managing and trouble-shooting their collaboration tools? How scalable are those tools to meet their growing needs? What tools do they have in place for collaboration to help workers from different offices work better together? What you want to listen for: IT wants to deliver the latest capabilities to their users but want to do it easily and quickly They realize that the lack of modern collaboration tools is affecting user productivity They have to deliver these capabilities with limited IT budget For these customers, you need to pitch how Office 365 is scalable and can give them a turn- key solution for productivity that supports their growing needs. <click> The three key points to land to win them over are: There is one admin console that they can login and within minutes add users from a new office location onto the same platform that everyone else is on. And this platform has an integrated suite of the best productivity services to help… …Everyone in their growing company work better together. It includes capabilities, regardless of where you are physically, to help you conduct effective meetings. There’s an easy way to share large files, within the company, and outside, with customers and partners. You can even (as shown in the keynotes) ways to follow people, sites, and docs so regardless of how fast the company is growing, you can always stay close to the projects you care about and get answers quickly, so you can provide the best customer service, something that is always important to growing companies as they continue to look for ways to differentiate themselves. For these customers, they need to know Office 365 gives them the best bang for their buck and provides the best value for productivity so they can stay focus on their core business. Now let’s take a look at the third scenario <click> © 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.

MGXFY13 4/2/2017 Sales scenarios to simplify your pitch Scenario 3: Hosted mail Pitch: Microsoft cloud / compete Simplified IT Look professional Profile: Using hosted or web-based Self-service IT, prefer simpler solutions Open to the cloud Probing questions: How protected is your data? How reliable is your hosted mail? Are your collaboration tools easy to use? Current Challenges: Concerned about data protection Issues with unplanned downtime Users frustrated with unfamiliar and multiple dis-connected tools Reliability & security Automatic backup Integrated services Best-in-class tools Familiar experience Use your own domain These are customers who are already using hosted or web-based through any free consumer services (like Gmail) or free hosted through their internet provider. They are usually smaller in size with self service IT so they prefer simpler solutions. Because they are already using the cloud, they are open to it. The questions you would ask to start the conversation are: Find out how confident they are that their data is protected How reliable is their ? Because they are usually smaller companies, they tend to pick and choose multiple and disconnected free or paid solutions for collaboration that don’t work together at all. So you want to ask if their collaboration tools are easy to use with similar interfaces. What you want to listen for: They are concerned about data protection They are not very happy with the unplanned downtime they experience with their s Users are frustrated with unfamiliar and multiple dis-connected tools For these customers, because they are already using cloud services, instead of selling the concept of cloud, you need to sell them the competitive advantage of Office 365, how we are more superior than any other cloud services in market, i.e. Microsoft’s cloud services <click>. The two key points to land to win them over are: You want to talk about how Microsoft is invested and committed in providing enterprise- class reliability and security with 99.9% uptime guarantee service level agreement. It provides automatic backup, with geo-redundant data centers so you always have business continuity. And Office 365 simplifies your IT because it’s one solution that comes with the best of breed, enterprise ready, productivity services that have been optimized for small businesses and they work seamlessly with each other out of the box. And because these customers are usually smaller, you want to talk about how Office 365 helps them look their best because it comes with the best in class tools, which is the Office rich client. Office has a familiar experience for most people and it’s a similar experience for all the collaboration services. They typically don’t have IT so it’s also good to mention how easy it is for them to set up their company domain name to use it for too. Let’s look at the last scenario <click> © 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.

MGXFY13 4/2/2017 Sales scenarios to simplify your pitch Scenario 4: Old Office Pitch: The new Office Profile: Using older versions of Office Traditional view of IT, only upgrade when needed Probing questions: What is the biggest obstacle in upgrading Office client? How do you currently support your mobile workers? Are there tools in place for collaboration? Current Challenges: Budget is affecting upgrade decisions Limited support for mobile workers Users frustrated with limited capabilities Anywhere access Working together Best value Roams with you Multiple devices Office on demand Business-class mail Effective meetings Easy to share files No upfront cost Always up to date Predictable cost The last sales scenario is customers who are still using an older version of Office. They could also be running old servers too but unlike the customers in the first scenario, they are not feeling the pain because these are typically bigger customers and have dedicated IT staff managing the servers. They also tend to have a more traditional view of IT and will only upgrade technology when they have to. The questions you would ask to start the conversation are: Understand what is their biggest obstacle in upgrading Office client? How do they currently support their mobile workers? Are there tools in place for collaboration? What you want to listen for are: Budget is affecting upgrade decisions Limited support for mobile workers Users are frustrated with limited capabilities in the older versions For these customers, you need to explain that Office is very different since the last time they purchased Office more than 6-8 years ago. Office is so much more than just Word, PowerPoint, and Excel. <click> You need to pitch them the concept of the new Office.<click> The three key points to land to win them over are: The concept that the rich familiar Office client is now delivered as a service meaning you now sign into Office so Office “knows” you, and your latest documents and settings roam with you. You can also use Office from multiple devices so you can productivity while you are on the go. In cases where you don’t have your laptop, you can now stream the latest version of the Office applications on any PC so you can truly work from anywhere and be productive wherever you are. You want to emphasize that with Office 365, in addition to the familiar rich Office client, it now includes productivity services for business-class and calendar, online meeting and web conferencing, and ways for you to share and collaborate on files in a secured way. Because Office 365 is a cloud service, it offers the best value not only for staying current with the Office applications, but can also replace all their collaboration tools. It doesn’t require upfront infrastructure cost and comes with predictable monthly costs. Now that you have learnt the pitches on how to sell, we still need to drive demand so you have customers to pitch to. The first step to driving demand is to understand who you want to target. <click> © 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.

Understanding our customers
WPC 2012 4/2/2017 Understanding our customers Attitudes towards Technology Cloud Supporter SMB Customer Profiles Cloud Champion Self Service Traditiona-list Targeting Messaging Campaigns Compete Evidence Current Technology Old Server Sales Scenarios Growing Needs Hosted Mail Office We definitely have been on a journey when it comes to understanding our customers, <click> from thinking about them simply by company size <click> to understanding what current technology they are using <click> to create simplified pitches tailored to their pain points and needs as seen in the sales scenarios we just looked at <click>. But we still don’t have an understanding of who are more likely to adopt the cloud and who will wait. We had a hypothesis that it’s really not about the size of the business, what technologies they are currently using, but really how they think about technologies and whether they think technology is an important investment for the success of their business. <click> It’s really their attitude towards technology that really sets them apart. We were able to test this hypothesis and conducted an extensive research with over 2000 respondents from 5 different countries. The result is <click> these SMB customer profiles that provide additional insights to the sales scenarios. E.g. Customers running an old server can be described as a cloud supporter who is open to the cloud but worry about security and cost saving. In addition to providing more colours to the sales scenarios, we are also including this insight into everything that we do <click>. We are sharing this research with all of you for your own reference and planning, along with everything you need to drive demand generation in one single campaign…and that is…<click> Company Size Segmentation 1-25 PCs = Small Business PCs = Midsize Business © 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.

Introducing Office 365 BEST Campaign
MGXFY13 4/2/2017 Introducing Office 365 BEST Campaign The one and only below-the-line campaign for Office in SMB Tele Discussion Guide Webinar-in- a-Box Web Syndication Content Google Compete Introducing the new Office Introducing the Office 365 BEST Campaign. This is the one and only, below the line campaign for everything Office in SMB. It is going to be an evergreen campaign with assets available now with on-going updates in the coming months to help you drive demand for the new Office. The highlights of BEST are these 5 Execution Packages that are all developed based on research, best practices, and feedback from partners and customers. We feel great that these Execution Packages will help you generate more demand, get better marketing ROI, and close more deals faster. Here’s a quick overview of each: Tele Discussion Guide – This guide is the number one asset in this campaign because it’s been road tested for over a year and heavily used by Microsoft internally as well. This guide provides a simplified approach to selling Office 365 to midsize businesses, leveraging the sales scenarios I outlined in the previous slides. It has a modular design so each scenario is a page so if you are running a campaign for a specific scenario, your sales reps can rip that page off and have that in front of them during the call. The latest version that you can now download and start using is about selling E3 to midsize businesses, it leveraged the customer profiles I mentioned, and included the latest Google compete points and customer evidence stories. This guide will be updated in the next few months to focus on selling the new Office, leveraging the same sales scenarios but with the new messaging from the previous slides. Even if you are not planning a tele sales campaign, this guide is also very good as a reference guide and for training purposes. Webinar-in-a-box – This is everything you need to deliver webinars customized for 5 industries. Content was built in close collaboration with MVPs (Most Valued Professionals) who have success selling Office 365 to midsize businesses in construction, real estate, lawyer, professional services, and health services industries. Each industry includes a deck with speaker notes, a SharePoint demo with scripts and deployment guide, and an end-to-end execution guidance doc. Web Syndication Content – This includes banners that you can put on your website which launches a microsite explaining what Office 365 is for your site visitors. That microsite is hosted by Microsoft so we will do the work to keep it updated and fresh. Google Compete – This is a two-pager customer-ready head-to-head messaging against Google Apps in SMB. We have done a ton of research speaking with customers and partners to understand what really matters to them when they are considering Google Apps vs Office 365. What we found is that it’s really not a feature by feature conversation but at a much higher level. This is just the beginning of the type of compete content we’ll continue to invest in and update as the market evolves. Last but definitely not least, by end of September, we’ll release a new Execution Package called “Introducing the new Office”. This is the first set of assets we are releasing for the new Office to help you sell the value of the latest version of the Office client, with an upsell to Office 365 cloud services. We’ll have assets to help you sell Office and Windows together, and specific sales scenarios for End of Support. Once again, this execution package will be made available by end of September. The rest of the execution packages are available now on the Partner Marketing Center, via to help you sell the current version in market now. Everything will be refreshed by end of November to focus on the new Office. There are also core content such as the customer pitch deck, datasheet, and to-partner messaging that is part of BEST. In addition to US English, we have localized key assets into 9 additional languages that are all available now: Global English, French, Germany, LATAM Spanish, Simplified Chinese, Arabic, Czech, Dutch, and Thai. So please, go check out the BEST campaign today. © 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.

Coming soon! The Office Pre-Launch Offer
Buy Office Now, Get The Next Version Free! Offer available for consumers, students, small businesses Microsoft manages program support and fulfillment of the offer Customers redeem online for free* on office.com Before we close, I want to give you a preview of the Office Pre-Launch Offer that will be in market a few months before launch. This offer will allow consumers, students and small businesses to buy eligible products of Office 2010 with confidence and allow your sales reps to continue to sell Office Eligible customers will be able to buy Office and get the next version of Office for free when it’s available. As we are finalizing the details of the offer, we can already tell you that Microsoft will handle the fulfillment of the offer so you can focus on selling Office More to come very soon! * Internet access required

Key takeaways and resources
MGXFY13 4/2/2017 Key takeaways and resources A great year selling to SMB Start selling using the sales scenarios Drive demand using BEST Key takeaways and resources are: It has never been a better time to sell to SMB. We have a great set of new offerings designed specifically for SMB, a global advertising to drive awareness, and strong set of assets to help you drive demand There are lots to say about the new Office. The sales scenarios can help you simplify your sales pitch so get your sales team ramped up and comfortable with selling it using those 4 scenarios. We have a global advertising coming that will help drive some air cover and awareness but we need all of you to actively drive demand using the great tools we have under the BEST campaign. The URL to bookmark is Thank you! © 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.

Tele discussion guide What it is Why care What you get
WPC 2012 4/2/2017 Tele discussion guide What it is Simplified pitch Scenario-based Google compete Why care Tested & proven Used by Microsoft Great for training What you get Discussion guide Training video © 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.

Webinar-in-a-box What it is Why care What you get
WPC 2012 4/2/2017 Webinar-in-a-box What it is Everything you need to run webinars Five industries Why care Scalable Relevant MVPs’ experience What you get Decks & script Demos & script Guidance © 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.

Webinar-in-a-box Real Estate Professional Services Construction Lawyer
Health services

Web syndication content
WPC 2012 4/2/2017 Web syndication content What it is Banner Microsite Latest content Why care Easy to implement Best practice What you get Choice of banners Latest microsite Two platforms English markets first © 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.

Google compete What it is Why care What you get High level
WPC 2012 4/2/2017 Google compete What it is High level Head-to-head Rebuttal Why care Research-based Backed by facts Be prepared What you get Two-pager Regular updates © 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.

WPC 2012 4/2/2017 Google compete © 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.

Introducing the new Office
WPC 2012 4/2/2017 Introducing the new Office What it is High-level overview Modular content Why care Value of the new Office Office and Windows better together End of Support What you get To-customer To-partner and Through-Disti BOM (see next slide) © 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.

Introducing the new Office BOM
MGXFY13 4/2/2017 Introducing the new Office BOM To Customer Customer Pitch Deck Customer Leave Behind Best on Windows 8 Leave Behind Power of Choice Leave Behind End of Support Leave Behind template Web banners To Partner/Through Disti Partner How to Sell Deck Tele-sales guide for Office on-premises Office 365 Open and FPP Licensing Deck Disti template Disti web banners © 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.

Selling the new Office to SMB

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Selling the new Office to SMB

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