why aren't you selling office 365 yet?
DESCRIPTION
This strong-worded presentation was presented at the Microsoft Worldwide Partner Conference in 2013 and said a bunch of things that Microsoft themselves couldn't say.TRANSCRIPT
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
© 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.