What are the licensing & pricing options? <Presenter>Microsoft

Office 365 Overview

What’s my opportunity as a partner?

How do I pitch to my customers?

How do I show customer value using demo?

What are the licensing & pricing options?

How do I transition to high value services?

How do I get support and help my customers?

How do I handle major objections to Office 365?

Drumbeat: Office 365 Sales Readiness for Enterprise Partners

Lower Core Upper

50-1000 employees

Corporate

1000-5000 employeesMajor

>5000 employees

Customer segmentsMidmarket Enterprise

• Single tailored offer

• Designed for generalist IT

• Targeted up to 250 users

• Hard cap of 300 users

• Available via Open/OV/OVS, Direct, Syndication

• Data isolation (US only)

• Advanced admin tools

• Range of offers by user type

• Available in EA, Direct, Open

• Free email and collaboration

• Enterprise admin tools

• Education-specific features

• Available in CASA-EES, Direct, Open

• Range of offers by user type

• Advanced admin tools

• Enterprise IT capabilities

• No hard cap

• Available in EA, Direct, Syndication, Open

Office 365 Business Premium Office 365 EducationOffice 365 Enterprise & Government

Office 365 Enterprise

1-250 ($12.50 USD/month) >250 ($20 USD/month; E3)

EnterpriseBusiness Premium EducationGovernment

Office 365 SKUs and targeted offers Office 365 ProPlus Business Premium Enterprise (E3)

IT profile IT generalist (1+ users) IT generalist (1-250 users) IT specialist/IT partner (250+)

Office apps ● ● ●IT console Full Advanced

Support Business hours phone support Business hours phone support 24x7 support, priority response

Office deployment Click-to-run Click-to-run Push, click-to-run

Office web apps & collaboration 20 sites 3,000 sites

Active directory ● ● ●Virtual meetings ● ●Archiving, legal hold & DLP ●Excel/Access/Visio services ●Voicemail, rights management ●Yammer enterprise ● ●Channel Advisor, MPSA, Open & EA ● Not available on EA ●Price $12 USD per month $12.50 USD* per month $20 USD* per month

Customer can also buy standalones

Exchange Online P2Exchange Online P1

SharePoint Online P2SharePoint Online P1

Lync Online P2Lync Online P1

Web Apps w/ SP2Web Apps w/ SP1

ProjectProject Online

VisioOneDrive for Business

Before I go on…Office 365 is the name for the product suites

Exchange Online

SharePoint Online

Lync Online

Office 365 ProPlus

Mix and matchCustomer can mix and match plans and standalone products (within rules)

Office 365 licensing models

E3 Add-on

E3 USL

Customer license position

O365 license comparison

Cloud licenseOn-premises license

Add-on (EA-only)Full USLCustomer stops paying for underlying software assurance (SA)

No true-up required for Office on up to 5 devices per user

Customer receives no SA benefits

Best for customer with many devices per user, that is comfortable with change in underlying EA, and is familiar with the cloud

ECAL SA+

Office professional

plus SA

Customer maintains underlying SA payment

License true-up motion remains the same for net new devices

Customers retains SA benefits

Best for customer that is risk adverse: values perpetual rights, the ability to move at their own pace, and no change to their EA

Two ways to earn advisor incentives • Drive awareness and generate demand for Online

Services • Identify, qualify and develop Online Services

opportunity • New/adds subscription• Discuss deployment planning/timeline • Discuss cloud principles with customers

Sell

Manage• Manage customer relationship on Microsoft Online

Services• Provide advice on customer questions regarding

Microsoft Online Services• Offer professional services• Upsell/cross-sell platforms

Deploy• Drive awareness and generate demand for Online

Services • Identify, qualify and develop Online Services

opportunity • Complete deployment

Manage• Manage customer relationship on Microsoft Online

Services• Provide advice on customer questions regarding

Microsoft Online Services• Offer professional services• Upsell/cross-sell platforms

Earn sell and manage incentives through MOSA deals

Sell partner Customer

Sell partner

Microsoft Online Services

12b

2a 2c

3Advice

Select partner through MOP form

Purchase through MOP

Systems updated

Incentive earned

Earn deploy and manage incentives through EA deals

Customer

LAR

Microsoft Online Services

Advisor

1

Purchase Online Services through enterprise agreement with LAR/EA direct advisor

3

Systems updated upon deployment

2

Select deployment partner through form, and agree upon deployment services

4

Reward upon deployment

Channel AvailabilityMultiple ways to acquire Office 365

EnterpriseBusiness Premium

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●

●

●

●

●

Advisor

Open

MPSA

EA

Licensing offers

OneDrive for Business

FY15 Adoption Offer

Office 365 Adoption OfferService promotion provided tocustomers to help with onboarding& adoption

Who / When

Customers who buy 150+ seats of Office 365Office 365 Enterprise plans (E1, E3, E4)

Exchange Online Plan 1 and Exchange Online Plan 2

Office 365 Pro Plus, SharePoint Online standalone plans, Lync Online standalone plans, OneDrive Standalone plans.

Office 365 Government plans (G1, G3, G4)

Paid Office 365 Education plans (A3, A4)

September 1, 2014 – March 31, 2015

What

Partner-Led Adoption Activities Option Customers earn funds on a per seat basis to pay for qualified adoption activities by Cloud Productivity Competency Partners or Cloud Deployment Partners (by exception)

• $15 per seat for 150-1000 seats, then $5 per seat above 1000 seats

• $60K limit for customer

Or

Email Migration OptionOffice 365 Onboarding Center will complete email migration for all offer-eligible customer mailboxes

Activities may include

Office 365 FY15 Adoption Offer

Partner led project management of onboardingPartner led Data migration (Email, OneDrive or SharePoint) Partner led Remediation activitiesPartner led SharePoint, Lync, and Yammer adoption activitiesOrMicrosoft provided mail migration

Launch PromotionDuration: 6 months (April – Sep 2014)

Pricing:

$2.50/user/month for all customers

$1.50/user/month for Office SA customers

Office 365 ProPlus customers get 1TB of OneDrive for Business storage as part of their subscription

Programs: OV/OVS, EA/EAS, MPSA

OneDrive for Business New standalone offer and promo available April 1st, 2014

Standalone OfferName: OneDrive for Business with Office Online

Pricing: $5/user/month

Availability: Commercial/Government

Programs: Direct, Syndication, Open/OV/OVS, EA/EAS, MPSA

Drumbeat: Office 365 Sales Readiness for Partners

3. Become a Cloud Partnerwww.microsoftcloudpartner.com

2. Get your Office 365 demo tenant set upwww.microsoftofficedemos.com

1. Join the Office 365 Partner Yammer groupyammer.com/office365partners

© 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.