SpeakerTitleCompany

What's Next for Office 365

Today’s Session

Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview

What’s Next

Today’s Session

Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview

What’s Next

Industry trends

DevicesDEVICESCloud Mobility

WORLDWIDE SMALL-MID SIZED BUSINESS IT SPENDING ESTIMATED AT

Source: IDC Worldwide SMB 2012 Predictions

BILLION .

95%USING AT LEAST ONE SELF-PURCHASED DEVICE FOR WORK.

OF WORKERS

REPORT

Source: Forrester Research Inc., Welcome To The Multidevice, Multiconnection World, Jan. 2011 Base: 3,900 US online adults

71%REQUIRE TECHNOLOGY THAT ENABLES THEIR STAFF TO WORK ANYWHERE AT ANY TIME.

OF BUSINESS USERS

Source: Edge Strategies survey commissioned by Microsoft Corp., “SMB Business in the Cloud 2012,” Feb. 8, 2012

$542

Office 365 is your complete office in the cloud

Business-class Email

HD Video Conferencing

FileSharing

Plus

Anywhere Access

Simple ITManagement

Financially-backed SLA

Technical Support

Office Desktop AppsOffice Web AppsOffice Mobile

Today’s Session

Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview

What’s Next

Office 365 partner business models

Little to no capital costs

required

Fixed payment structure

More predictable

revenue stream

Advisor

Own the customer

billing

Sell as you do today

Increased upsell and

attach opportunitiesOffice 365

Open & FPP

Office 365 Open and FPP

Increase upsell and attach

Own the billing relationship

Sell as you do today

Office 365 FPP Process

Purchase

Partner purchases Product Key via FPP

Acquire

End customer purchases Product Key from partner

Activate

End customer activates Product Key on office.com/setup365

Product Keys can be used for new accounts, additional seats, and renewals.

Office 365 Open Process

Purchase

Partner Purchases Product Keys from Distributor

Activate

Partner or Customer Redeems Product Key on office.com/setup365

Acquire

Partner or Customer Retrieves Digital Product Key through VLSC

O365 service related communications sent to administrator on record

Order

Office 365 Open Process

MicrosoftDistributor

Invoice

11

Reseller

Order confirmation is sent to customer and reseller, per existing process

Order Order

InvoiceInvoice

End Customer Help activate O365

Today’s Session

Key industry trends & cloud offerings for SMBsOffice 365 Open & FPP model overview

What’s Next

Investing in Office 365

More SKUs in the Open Channel

Customer & Partner

Communications

Product Availability Subscription ValueRetention &

RenewalEnhanced Apps & Services

Office 365 Open Expansion

Office 365 Midsize Business

$15/user/month

Exchange Online Plan 1$4/user/month

Office 365 Enterprise E1$8/user/month

Office 365 Enterprise E3$20/user/month

Office 365 ProPlus$12/user/month

Exchange Online Protection

$1/user/month

Office 365 Open

Exchange Online Plan 1$3.50/user/month

Office 365 Enterprise E1 + EOA

$8/user/month

Office 365 ProPlus$8.50/user/monthExchange Online

Protection$1/user/month

Office 365 Enterprise E3$16.50/user/month

Office 365 Plan A3 for Students

$2.50/user/monthOffice 365 Plan A3 for Faculty

$4.50/user/month

Office 365 ProPlus for Faculty

$2.00/user/month

Office 365 ProPlus for Students

$1.50/user/month

Midsize Business Enterprise Plans Government Academic

Pricing figures in US Dollar figures rounded to nearest $.50.

Turnkey Capabilities

Midsize Business

Cloud-based Security for

On-Prem

Exchange Online

Protection

Office 365 OpenThe right Office for your customer

Flexible SKU configuration

Enterprise-grade

services

Enterprise E1

Standalone Office as a

Service

Office 365 ProPlus

Full Office with

Compliance &

Management

Enterprise E3

Standalone Business

Class Email

Exchange Online

Tailored Offerings for Government & Academic

E1+EOAA3

Pitch the right path for your customerQualify the

customerStart them on the right path

Does your customer have >10 users or will grow to >10 users in the near future?

Does your customer have advanced IT needs, like data loss prevention or archiving?

Pitch the email workload

Only $6/user/month and includes full range of services

Growth option value from easy addition of SBP

Office 365 Small

Business

Combine easily with Small Business Premium

Add Office to complete the Suite

Cost-effective way to buy Office with per-user licensing

Small business optimized IT admin experience

Office 365 Small

Business Premium

Combine easily with Small Business

Offer turnkey when needed

Out of the box value for customers to standardize

Simple, easy to use IT

Strong price point against E suites

Office 365 Midsize

Business

Must exist in a tenant with only Midsize Business

Lead with Enterprise flexibility

Cloud at your own pace; start with email or Office

Mix/match user types

Full admin and advanced features

Exchange Online, Office 365 ProPlus, Office 365 E1

and E3All Enterprise

plans can easily combine in a single tenant

No

Yes

What are the key differences?Office 365

Enterprise E1Office 365

Enterprise E3A

dvan

ced

Serv

ices

Sta

ndard

Serv

ices

Offi

ce

Office Web Apps

Seat targets unlimited unlimited

IRM, Archiving, Legal Hold (Unlimited Storage)

eDiscovery Center for Compliance

Office Desktop Applications

Price (per user/month in US Dollars) $8 $20

Expanded Full

Push

For all issues For all issues

Full Full

Push

Email, Web Conferencing, IM, File Sharing

Click to Run Office Deployment

On-Premises Servers Integration

24/7 Technical Phone Support

IT Administration Console

Excel, Access, Visio Services, InfoPath Forms

Office 365 Midsize Business

11–250

$15

Expanded

Pull

For critical issues

Expanded

Pull

Active Directory® Integration

Link to the Compare All Business Plans on Office.com

Delivering on subscription value

Always up-to-date

Break the upgrade

cycle

Continuous innovation

Simplified licensing

Enhancing Office Web Apps

New online services

Office Mobile for iPhones & Android phonesExclusively available to Office 365 Subscribers*

Access Office documents from anywhere

Office documents look great

Make quick edits and share

Only available for Office 365 subscribers*

Read, edit, and create documents with Word.

View, edit, and create spreadsheets with Excel.

View and edit presentations with PowerPoint.

Access your documents via SkyDrive.

*Office Mobile is included in the following Office 365 subscription plans: Office 365 Home Premium, Office 365 University, Office 365 Small Business Premium, Office 365 ProPlus, Office 365 Midsize Business, Office 365 Enterprise E3 and E4, Office 365 Education A3 and A4. 

Integrating partners into renewal Visibility into Microsoft’s lifecycle campaigns Program details and all content available to partners on Partner Marketing Center.

Connecting customers with partnersPartner of record contact information dynamically populated in all lifecycle emails throughout the subscription year

Renewal Communications

E-30

Expiration

E+30

Churn/disabledStart

E+113

De-provisioning

E+119E-60 E-7 E-1 E+23 E+29E-90 E+60

Customer

Partner

Your Office 365 subscription expires in 30 days

Customer emails: Always contains Partner of Record contact information.

Partner emails: Monthly aggregated list of customers in renewal.

October Update: Customers renewing Office 365

New focus on lifecycle marketingBuilding and nurturing customer relationships across the entire lifecycle

Welcome Reactive Churn

Getting Started

Retention

Predictive Churn

Usage

Depth and breadthWin Back

Renewal

Expirationnotifications

Trial

Buy

Next steps

Drive demand with Office BESThttp://aka.ms/BEST

Learn more about how to sell and deploy Office 365Join Cloud Partner Programs and attend Ignite

Start building your Office 365 pipeline nowLeverage the Open expansion to confidently pitch any SMB customer

Don’t forget to join the Office 365 Yammer Group!www.yammer.com/office365partners