Welcome to the Office 365 Starter Kit for Resellers

We’re excited you’re here.

This kit includes great resources to help you quickly make your first Office 365 sale.

Why Office 365?

Need to Know: Service Basics

Need to Know: Getting Started

Customer Targeting

Tele-discussion Guides

Customer Pitch Decks

Partner How To Guide

Roadmap to Additional Resources

1

2

3

4

5

6

7

1

Go All In

Get Smart on the Service and Process

2

3

Put it to WorkEach piece of this kit aligns to a stage of the selling process. The content here is designed to get you started—use the links to more information and details for when you are ready to go deeper.

Customer Targeting

4

5

Land the Pitch

6

Be a Service Star

7

Pre

-Sale

sH

ow

to

Sell

Dep

loy

Table of Contents

Learn about the opportunity that Office 365 offers your business and your customers

Master the service basics with a one pager for easy reference

Navigate the basic licensing and operations process for Office 365 Open and FPP purchases

Identify key customer sales scenarios to build your pipeline

Deliver a great telesales moment using our tested guides for Small and Midsize Businesses

Tell the customer benefit story of Office 365 and show off how the service will deliver for their organization

Learn the basics of account set-up and management to give your customers a great experience and get ready for renewal

Reseller ValueSo what does this opportunity look like for resellers? It means an ongoing relationship with your customers and recurring revenue. Office 365 can also be sold through multiple business models, so you can decide which one is right for your business and your customer. This includes:

Resell Office 365 through Open or FPP

Resell Office 365 Midsize Business through Open VL or Office 365 Small Business Premium through FPP and capture top-line revenue and margin on the resale. Eligible partners can also earn channel incentives (rebates and/or co-op funding). Sell as you do today and own the billing process with your customers.

Become an Advisor

As part of the Advisor program, you earn incentives (advisor fees) on Office 365 purchases your customers make directly with Microsoft.

Sell Value-Added Services

With both models, partners can sell value-added services like admin console support, set-up, and management to their Office 365 customers to increase revenue.

Traditional perpetual Office products are sold at a single point in time—and typically only every 5-7 years. By building an Office 365 practice and renewal muscle, resellers can develop a reliable and profitable annuity relationship with customers.

Customer ValueOffice as a service brings modern capabilities to customers. Documents, applications, and settings roam with you and are customized for the device you are using. With Office on Demand, you can use any Windows 7 or 8 PC to pull down Office to do your work, then wipe it clean when you are done. The new Office delivers values to SMBs across four major areas:

Anywhere Access

Work from anywhere with access to your latest documents and files using familiar Office applications optimized for use across PCs, smartphones, and tablets.

Work Together

Work together easily using your familiar Office applications with business email, shared calendar, document sharing, and high definition video conferencing.

Easy IT

Get access to easy-to-use admin controls and the ability to install Office without uninstalling previous versions, all backed by industry-leading security features and a 99.9% financially-backed uptime guarantee.

Best Value

Always have access to the latest technology for an affordable subscription with no up-front infrastructure costs.

Take advantage of the opportunity that Office 365 presents for your business and your customers by signing up to be a Microsoft partner today. Get trained and get started selling Office 365 through Open or FPP.

1) Cloud Partners Programs: http://aka.ms/cloudbenefits

2) Get trained: http://aka.ms/PartnersAndTheNewOffice

3) Drive demand: http://aka.ms/BEST

Contact your distributor to learn more about the products, services, and pricing they offer, and the tools available to help you be successful selling Office 365 and cloud productivity to your customers.

Office 365 is cloud-based productivity, hosted by Microsoft. At its heart is Office itself—the familiar, rich Office client customers use and love—now offered as a cloud service, so it’s always up to date. But Office 365 is also so much more. It’s about bringing enterprise-grade services to organizations of all sizes, from HD video-conferencing to sharing documents to business-class email. Per user licensing means customers can download and use Office on their favorite devices (online or off), while IT administrators keep control over the organization’s workloads from a single, easy to use console. Ultimately, Office 365 delivers tremendous value in one affordable subscription.

Why Office 365?

blank page in

Targeted Plans for all your SMB Customers

What is Office 365?

Latest version of the applications, licensed as a subscription

Enterprise-Grade Services

Email

Sharing Documents

Presence / IM / HD Video Conferencing

Office 365 is Office plus enterprise-grade services in one affordable monthly subscription

SKUs

$79.99/4 years $8.33/month $12.50/month $15/month $20/month (E3)PriceUSD

Target Users

Student(Higher Ed)

Consumer 1-10 11-250>250

Advanced IT needs

Full Office:5 PCs/MACs +

mobile/user Office

Services

Terms4 year

subscription

Monthly

Annual

Monthly

AnnualAnnual Annual

Office: 5 PCs/Macs + mobile

per household

Hero SKUs

Exchange Online Plan 1 Exchange Online Plan 2

SharePoint Online Plan 1

SharePoint Online Plan1

SharePoint Online Plan 2

Lync Online Lync Online Lync Online

FPP

Direct

Advisor

Open

Where to Buy

20 GB SkyDrive Storage

60 Skype World Minutes per month

Exchange Online Plan 1

Office: 2 PCs/MACs + mobile/user

Office 365 ProPlus: Full-featured Office applications, licensed by subscription and installable onto up to 5

PCs/Macs + 5 mobile devices per user

Ready for more details?Find more product information through the newly updated Disti Bootcamp content : https://aka.ms/PartnersAndTheNewOffice

Learn about partner support programs and get support resources at the new Cloud Partner Support page: https://mspartner.microsoft.com/en/us/Pages/Support/cloud-partner-support.aspx

Access technical training on Office 365 products through Ignite: http://officeignitelabs.cloudguides.com/

Use Office on nearly all your devices (online or off): Office 365 includes the latest version of all Office applications for download onto your PC or Mac, as well as optimized apps for tablets and smartphones. Each employee can download Office on up to 5 PC/Macs and 5 mobile devices.

Access your documents nearly wherever you go: Just sign in to Office 365 to access your files in SkyDrive Pro, and save documents to the cloud by default so they roam where you do.

Get Office on demand: Stream down the full applications you need to any Windows 7/8 PC. Once you are done with your work, save your documents to SkyDrive Pro and sign out, the application is then wiped clean from PC.

Create and edit docs from your favorite browser: Web apps have been improved to give you a richer experience and updated editing functionality.

Manage all services in one center: The simplified IT admin portal in Office 365 creates an easy single location for most tasks. Set-up anti-malware and anti-spam policies for the entire organization in a few clicks.

Add security to all mobile devices: Enable mobile access and policies from the integrated Exchange admin console to protect company data.

Deploy Office on desktops quickly and effortlessly: Office is now ready within moments of clicking “install” through deployment streamed from the Office 365 service. The new Office can run side-by-side with previous versions, so you don’t have to worry about legacy or compatibility issues.

Enjoy business continuity: Geo-redundant servers deliver continuous data back-up, and Microsoft offers a 99.9% financially-backed SLA and IT level phone support.

Anywhere Access

Easy IT

Conduct effective meetings: Host multi-party HD video conferences through Lync, share your screen, and collaborate with real-time note taking.

Manage teams and projects easily: Create a mailbox within a site to access team communications and documents directly from Outlook.

Share with customers and partners: Share documents, spreadsheets, and presentations directly from the preview pane in SkyDrive Pro.

Stay connected with your people: Office 365 provides an integrated social experience. Follow sites, documents and discussions with updates delivered to your newsfeed.

Gain insights faster: Excel now recommends charts based on patterns in your data and offers a quick peek so you can pick the best one.

Business-ready tools: Office 365 offers the broadest definition of what productivity and collaboration mean for business. You get big business tools at an affordable price for SMBs.

Latest technology: Office 365 is a cloud service that you subscribe to, so you will always have the latest version without the need to upgrade.

Low upfront costs: No hardware investment is required for Office 365. You get the latest enterprise tools (including business-class email with 25 BG mailboxes) without having to buy, upgrade, or maintain servers.

Per-user license: Pay-as-you-go, per-user licensing provides your organization purchasing flexibility. Spend less time tracking licenses, and provide more device options for users.

Best Value

Work Together

Key Features and Comparisons for SMBs

Office Desktop Applications

Click to Run Office Deployment

Key differences between the plans include IT control, support, advanced services, and deployment

Sta

nd

ard

S

erv

ices

Off

ice

Voicemail, Legal Hold, Data Loss Prevention

Rights Management

Active Directory Integration

Ad

va

nc

ed

Office Web Applications

Email, IM, Collaboration, Storage

IT Level Phone Support

IT Administration Console

Word, Excel, PPT, Outlook, OneNote, Publisher, Access, InfoPath, Lync

Pull

Small Business Premium + PowerPivot, Powerview, Monocole, Telemetry Monitoring and other rich BI and admin features

Pull

Small Business Premium + PowerPivot, Powerview, Monocole, Telemetry Monitoring and other rich BI and admin features

Push

During start-up (1st 60 days)

Business Hours 24x7

Basic Expanded Full

InfoPath Forms, Access, Excel, Visio Services

Buying Office 365 Midsize Business through Open

What is the Open Program?Open is a trusted, established Volume Licensing program from Microsoft—more than 40,000 resellers transact Office sales through Open today. The Open program consists of three pricelists: 1) Open License (Open L), 2) Open Value (OV), and 3) Open Value Subscription (OVS). Open License is a 2 year agreement that must be paid upfront, Open Value and Open Value Subscription are 3 year agreements and offer spread payments for customers. Customers wanting to standardize all the desktops in their organization can take advantage of additional benefits in the OV (company-wide) and OVS programs.

Office 365 Midsize business will be available on all three Open pricelists, and existing program rules and ordering processes associated with Open will remain the same.

Subscription ActivationOnce the product keys have been retrieved from VLSC, the next step is to redeem them on the Office 365 portal and get started with the subscription. We strongly encourage you to work with your customer to complete this process.

Step 1: Go to office.com/setup365

Step 2: Enter the 5x5 product keys you retrieved from VLSC. If you have multiple product keys to complete the desired user count, you can add them now by clicking “add more product keys.”

Step 3: Enter the required information regarding the customer organization. It’s particularly important to include accurate contact information so you can get back in if you are locked out!

You are now directed to the Office 365 Admin Portal. From this dashboard you can assign users to the licenses you purchased, check the status of your services and subscriptions, download Office, and add users in the future.

Be sure you are listed as Partner of Record in order to receive important updates regarding the customer’s account, including renewal notifications, see the customer’s subscription on the partner dashboard (partnerdashboard.Microsoft.com) and receive advisor fees if the customer decides to make direct purchases in the future. You must be a MOSPA partner in order to be listed as Partner of Record.

Place Order

CustomerResellerDistributor

ResellerDistributorMicrosoft

For Open L, submission of a PO by a new customer automatically starts the Open License Agreement. In OV/OVS, the contract is set up for the customer first. Orders can be submitted only after contract is signed.

Midsize Business is sold as a 1 year subscription in 1, 5, 25, and 50 user bundles. There is no minimum order.

Partners control the pricing and billing process to their customers. Upfront payment is required by Microsoft, and there are no cancellations or refunds once the product keys purchased have been activated. Existing Open program terms and conditions for payment apply.

Retrieve Product Keys through VLSC

A welcome email with a link to the Volume Licensing Service Center (VLSC) is sent to the customer and the reseller included on the PO. In VLSC, customers would now sign the Open L agreement and customers or the listed reseller can retrieve the order’s 5x5 product keys.

The subscription term begins when the product keys are activated to start the Office 365 service, and is independent from the Open license anniversary.

Invoice

MicrosoftDistributorReseller

DistributorReseller

Customer

Getting Started with Office 365 Open and FPP

What does Office 365 Open and FPP mean to Resellers?Office 365 Open and FPP allows you to sell as you do today, manage the billing process with partners, and expand your revenue possibilities. By selling Office 365 through the Open VL licensing program or as FPP (Full Packaged Product), you can earn topline revenue and upfront margin, as well as any incentives for which you may qualify.

Office 365 Midsize Business will be available through our Open Volume Licensing Program, while Office 365 Small Business Premium will be offered as FPP.

1 2 3

Buying Office 365 Small Business Premium as FPP

Subscription ActivationOnce the customer has received their FPP product (in any of the formats) and the unique product key, the next step is to redeem it on the Office 365 portal and get started with the subscription. Small Business Premium customers will typically complete this process on their own, but may have assistance from a partner.

Step 1: Go to office.com/setup365

Step 2: Enter the 5x5 product keys included in your FPP purchase. If you have multiple product keys to complete the desired user count, you can add them now by clicking “add more product keys.”

Step 3: Enter the required information regarding the customer organization and sign the online services agreement. It’s particularly important to include accurate contact information so you can get back in if you are locked out!

Step 4: Assign users to the licenses you have purchased and download Office.

If customers obtained the product key from a reseller partner, they should be sure to list that partner as Partner of Record in order to receive important updates regarding the customer’s account, including renewal notifications, see the customer’s subscription on the partner dashboard (partnerdashboard.microsoft.com) and receive advisor fees if the customer decides to make direct purchases in the future. You must be a MOSPA partner in order to be listed as Partner of Record.

Distributors and resellers purchase FPP products

1

Direct partners and distributors obtain FPP licenses through purchases off the FPP pricelist. Resellers purchase FPP from distributors.

Office 365 Small Business Premium FPP is only sold as a 12 month/1 user subscription by partners. Multiple cards can be purchased and added to a single tenant to reach the desired number of users.

Customers purchase FPP from the partner and receive the unique 5x5 product key good for 1 user subscription for 12 months.

Customer purchases FPP from resellers

2

Getting Started with Office 365 Open and FPP

What is FPP?FPP stands for “Full Packaged Product”—physical inventory by which software or digital products are distributed. Office 365 Small Business Premium will be available on the FPP pricelist to distributors in the following formats: 1) FPP (box with product key), 2) POSA (point of sale activation), and 3) ESD (electronic software distribution).

Distributors purchase products off the FPP pricelist when they receive orders from their reseller partners. They can also keep physical inventory in stock. Resellers should work with their distributor to see the products and formats available for purchase, as well as their price.

Looking for more help?Dive deeper into the purchasing, licensing, and key redemption processes for Office 365 Open and FPP with these key resources:

Office 365 Open/FPP Purchase Guide: https://aka.ms/partnersandthenewoffice

Cloud Partners Program: http://aka.ms/cloudbenefits

Overview of Microsoft Licensing Programs: www.microsoft.com/licensing

Volume Licensing Service Center information and trainings: www.microsoft.com/licensing/servicecenter

Profile:

• Running an old email server

• Worried about security and cost

• Open to the cloud, but not familiar

Current challenges:

• Budget is affecting upgrade decisions

• Reliability and availability issues

• Overtaxed IT staff is de-prioritizing strategic work

What to look for:

• Customers who purchased Exchange Server 2007 or earlier

• Customers who are nearing a server upgrade

Probing questions:

• Are server costs preventing an upgrade?

• How often is email down?

• How much time is spent managing servers?

Profile:

• Using hosted or web-based email

• Self-service IT, prefer simpler solutions

• Open to the cloud

Current challenges:

• Concerned about data protection

• Issues with unplanned downtime

• Users frustrated with unfamiliar and multiple disconnected tools

What to look for:

• Your smallest customers (high potential to move to the cloud)

• Customers who have not purchased an email server

• Customer who have multiple email solutions and/or no domain email

Probing questions:

• How protected is your data?

• How reliable is your hosted mail?

• Are your collaboration tools easy to use?

Old Server

Hosted Email

Profile:

• Fast-growing with multiple offices

• Limited IT staff

• Very strong advocate of the cloud

Current challenges:

• Want to deliver latest capabilities easily and quickly

• Lack of modern collaboration tools

• Limited IT budget

What to look for:

• Customers who are adding services and servers due to growth

• Customers who are using on-premises servers

• Customers with an on-premises UC solution or no UC solution

Probing questions:

• How much time is spent managing collaboration tools?

• Is the current infrastructure scalable?

• Are there tools in place for collaboration?

Profile:

• Using older versions of Office

• Traditional view of IT, only upgrade when needed

Current challenges:

• Budget is affecting upgrade decisions

• Limited support for mobile workers

• Users frustrated with limited capabilities

What to look for:

• Customers who are using Office 2003 or Office 2007

• Customers who are still running Windows XP

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?

Old Office

Growing Needs

Customer Targeting

Build a pipeline for Office 365 sales today by thinking about your customers through the lens of four key sales scenarios. These tested profiles will help you identify what type of customer you are talking to, so you can focus on landing the top two or three messages they need to hear. Once you have your targets, use the tele-discussions guides and other resources listed below to deliver a great pitch.

Land the PitchOffice 365 Midsize Business and Small Business Premium Tele-Discussion GuidesThe tele-discussion guides are the number one assets in the BEST campaign, the evergreen marketing campaign for Office 365. Building off the four scenarios described above, they provide a simplified pitch for Office 365 Small Business Premium and Midsize Business to SMBs, complete with the latest Google compete messaging, customer stories, and profiling insights.

Copy BlocksCopy blocks that are based on the four scenarios above are available to use in your web, email, and collateral-based marketing communications to help you sell Office 365 Midsize Business.

Industry-Specific Sales MaterialsIf you are targeting customers in Healthcare, Real Estate, Professional Services, Law, or Construction, take advantage of webinar-in-a-box resources and customer eBooks tailored for each of these industries.

These resources can be found at http://aka.ms/BEST

“I sold this customer a

server in 2003.”

“This customer just expanded to

a new office—out of state!”

“This customer bought Office

before, but I know they are using

Gmail for email.”

“I sold this customer Office Standard 2003.”