why aren't you selling office 365 yet?

Doug ElieSeema Galish

Group Access

Accelerating Growth. Together.

Loryan StrantDirector, Office 365 MVPParadyne

Why aren’t you selling Office 365 yet?

The history of ParadyneFounded in February 2010Focus on cloudCustomers by reference

Trusted brandSeen as leadersDefault choice

Thank you for your business

February 2010 – July 2013

Feb-10

Apr-10

Jun-1

0

Aug-10

Oct -

10

Dec -1

0

Feb-11

Apr-11

Jun-1

1

Aug-11

Oct -

11

Dec -1

1

Feb-12

Apr-12

Jun-1

2

Aug-12

Oct -

12

Dec -1

2

Feb-13

Apr-13

Jun-1

3

0

2

4

6

8

10

12

14

TEAM GROWTH

14

250

CUSTOMER GROWTH

Feb-10 Jul-13

FY11 FY12 FY13 FY14$0

$500,000

$1,000,000

$1,500,000

$2,000,000

$2,500,000

$3,000,000

$3,500,000

REVENUE GROWTH

Jan-10

Jan-11

Jan-12

Jan-13

$0 $5,000 $10,000 $15,000 $20,000 $25,000 $30,000

DEAL SIZE

Where does our revenue come from?

Commissions15%

Professional Services

85%

Income

Commissions Professional Services

New70%

Repeat30%

Customers

New Repeat

Why Office 365?

Microsoft is promoting it

Customers demand it

Competitors are selling it

The key is focusIt is not another line item• Many SKUs and services available

It is not the same as on-premises• Sales, marketing & technical knowledge required

You need to be leading the conversation• Your competitors already are

Things to help you succeed

Share case studies & customer stories

Specialise in an industry with domain

knowledge

Provide feedback

Remaining market size

Up

gra

de c

ycl

e

Part

ner

eco

syst

em

Key p

layers

MicrosoftGoogle

Established partnersNew to market partners

ShrinkingMoving to cloud

What can you do?START

Selling Office 365

STOP

Competing

CHANGE

Your models and

offerings

Business Model

Transformation

Distributor Marketing Support

Ready-To-Go Partner

Marketing

Engage with Microsoft

Time is running out

E: lstrant@paradyne.com.au

T: @TheCloudMouth

© 2013 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.