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Selling Office 365 through Open Volume Licensing
Product and Operations OverviewApril 2014
Session Overview
Product Overview and Positioning
Ordering and Provisioning Office 365 through Open
Renewal Strategy
Session Overview
Product Overview and Positioning
Ordering and Provisioning Office 365 through Open
Renewal Strategy
Industry trends are driving cloud momentum
Source: Forrester Research Inc., Forrsights Software Survey, Q4 2011
95%WORKERS REPORTUSING AT LEAST ONE SELF-PURCHASED DEVICE FOR WORK.
Source: Forrester Research Inc., Welcome To The Multidevice, Multiconnection World, Jan. 2011 Base: 3,900 US online adults
71%SMBs REQUIRE TECHNOLOGY THAT ENABLES STAFF TO WORK ANYWHERE AT ANY TIME.
Source: Edge Strategies survey commissioned by Microsoft Corp., “SMB Business in the Cloud 2012,” Feb. 8, 2012
Agility Devices Mobility
74%COMPANIES LOOKING TO INCREASE AGILITY VIA THE CLOUD.
What is Office 365?
Business-class Email
HD Video Conferencing
FileSharing
Plus
Anywhere Access
Simple ITManagement
Financially-backed SLA
Technical Support
Office Desktop AppsOffice Web AppsOffice Mobile
o Microsoft manages the servers for you
o Keep the control you want
o All services work together
o No servers to set up
Why choose cloud?
HD Video Conferencing
Business-Class Email
FileSharing
Anywhere Access
Simple IT Management
Financially-Backed SLA
Technical Support
FullOffice
HD Video Conferencing
o Office is always up-to-date
o Use Office on 5 devices/user
o Everything you need in one place, across all devices
o Sync files to devices for offline viewing and editing
St
o All services work together
o No servers to set upo Office is always up-to-date
o Use Office on 5 devices/user
o Everything you need in one place, across all devices
o Sync files to devices for offline viewing and editing
Why choose Microsoft cloud?
Business-Class Email
HD Video Conferencing
FileSharing
Anywhere Access
Simple IT Management
Financially-Backed SLA
Technical Support
FullOffice
Work Better Together
Be More Productive Anywhere
Get More for
Your Investme
nt
o Microsoft manages the servers for you
o Keep the control you want
Simplify, But Stay in Control
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
More plans for tailored selling
10
Advanced Standalone
EmailExchange Online Plan 2
Standalone Collaboration &
File Sharing
SharePoint Online Plan 1 with Yammer
SharePoint Online Plan 2 with Yammer
Standalone Communications
& HD Video Conferencing
Lync Online Plan 1
Lync Online Plan 2
Full Suite + Voice Enterprise E4
Advanced Diagrams and
Project Management
Visio Pro for Office 365
Standalone Online Storage
Project Pro with Project Online and Project Pro for
Office 365
OneDrive for Business
All my files in one place
25GB StorageAnywhere Access
Sync client
Get work done. Together.
Office client integrationCo-authoringEasy sharing
A trusted enterprise-grade
service
SecurityManagementAdmin Control
Secure online storage for employees
$5/user/month standardSpecial $2.50/month ($1.50/month for SA customers) promo pricing available through September 2014
Customer Paths to the Cloud
Client Document StorageEmail
Exchange Online Office 365 ProPlus OneDrive for Business with Office Online
Add workloads (e.g., E1) or move to full suite (E3)
The right choice for many SMBs
Business-Class Email
HD Video Conferencing
FileSharing
Anywhere Access
Simplified IT Management
Financially-Backed SLA
Technical Support
FullOffice
Office 365 Midsize Business
Full suite designed for 10-250 users with some IT
Turnkey needs for all users across the company
Supports Active Directory integration
24/7 technical phone support for critical issues
$15USD per user per month (ERP)
Hero offering for advanced needs
Business-Class Email
HD Video Conferencing
FileSharing
Anywhere Access
Simplified IT Management
Financially-Backed SLA
Technical Support
FullOffice
Office 365 Enterprise (E3)
Full suite designed for room to grow beyond 250 users
Supports different user types, access to your own servers
eDiscovery and advanced archiving
Access, Excel, Visio Services, InfoPath forms, Voicemail
24/7 technical phone support for all issues
Data Loss Prevention, Information Rights Management
$20USD per user per month (ERP)
Key SKU ComparisonOffice 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
The Pivotal 5 QuestionsThe Pivotal 5
Small Business Premium
Midsize Business
Enterprise (E3)
1. How many users will you have? ≤10 10+ 10+2. Do you want to integrate to Active Directory or On-Prem Servers?
3. Will some only need access to e-mail (mixed environment)?
4. Do you need advanced e-mail capabilities such as IRM, Archiving?
5. Do you have compliance requirements?
Upsell Questions
Do you have mobile workers? Yes = the need for multi-device on Office and an upsell to one of the Suites
Are you running Office 2003?Yes = End of support upgrade needed > value of Office 2013 + Hosted Mail (and other workloads)
Session Overview
Product Overview and Positioning
Ordering and Provisioning Office 365 through Open
Renewal Strategy
Scale of Reseller + Disti. Channel
Software + Service via 1 Agreement
Migration to the Annuity Business
Increased Value of Partners
Why Office 365 Open
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
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
Ordering Process Overview
End Customer
Microsoft O365 portal
Reseller
End Customer
Ordering process
Service provisioning process (triggered post order process above)Welcome email with OLS activation instructions. Email also sent to reseller if identified as part of PO.
Step2: Activate OLS. Reseller has option to activate service.
Service provisioned.
End Customer Reseller Distributor Microsoft
MicrosoftMicrosoft
VLSC
Step1: Obtain key. Reseller has option to obtain key.
Reseller
End Customer
Partner Purchases SKU
from Open/OV/OVS/
OVS-ES Price List
Closer Look at Office 365 Open SKUs
• Office 365 SKUs; specific per audience1
• Available in Open, Open Value, OVS and OVS-ES
• Up-front payment only with 12 months subscription
• 5 License minimum order requirement waived for Open License
• 5 desktop minimum still applies to start OV/OVS/OVS-ES Organization-wide commitment
• No Volume discount available
1Plans available for Commercial, Academic, and Government customers.
Partner Purchases SKU
from Open/OV/OVS/
OVS-ES Price List
Closer Look at Office 365 Open SKUs
• Order allowed only where O365 is availableo O365 through Open is “Additional Product” rather than
“Enterprise Product”
• Product Type is Monthly Subscription Unit (MSU)o All MSU SKUs show up on Pricelist with Monthly Priceo When ordered, the billing price is Monthly Price x 12 months
(OV/OVS/OVS-ES)o For Open License, annual price shown on the price list
• No Automatic Renewal
• OV/OVS Organization wide customers may qualify for reduced price (Commercial Only)
• OVS-ES Organization wide customers may qualify for A3 Add-Ons (Academic Only)
Product Key activated on www.office.com/setup365
Open Agreement vs. Office 365 Dates
Year 1 Year 2 Year 3
Open LOV/OVS/OV-ES
Open Agreement
Begins
Order Office 365 through
Open
Office 365 term begins at activation
Office 365
Office 365
Renew Office 365 subscription by reordering SKU through Open/OV/OVS/OVS-ES
Added seats
Office 365 co-terminus policy: When seats are added midterm, the extra months of usage are spread over all seats within the subscription, such that they all have the same end date
Office 365 Add-ons for Open ValueDiscounted Office 365 SKU “Add-on” available on OV/OVS Pricelists for Org-wide customers
• Target existing OV/OVS Customers with organization-wide commitment on Office Pro and/or Client Access License (CAL) Suite
• Target customers interested in migrating to the Cloud before their agreement expires
• Customers can experience cloud services at their own pace
• Recognize ongoing organization-wide investments in SA benefit
• Maintain existing sales motions via distributors and resellers
• Microsoft provides discounts to the distributor
• Discounted price allows partners to pass on the discount to their customers
• Microsoft does not control the reseller’s price to customer
• The discount increases based on the amount of functionality the customer has already purchased through on-premises
Office 365 Add-ons Covered ScenariosFollowing is provided as a guidance purpose only. Refer to the program pricelist for exact pricing and per billing currencies.
Commercial Government Education
M E1 E3 E1 E1+Archiving E3 A3
Core CALN/A1
-14%N/A
-10% -7%N/A Faculty: -15%
Student: -12% E-CAL1
N/A N/A N/A Office Pro Plus -39% -25% -11% Faculty: -38%Student: -56%
Core CAL or E-CAL+ Office Pro Plus -66% -45% -36% Faculty: -51%
Student: -56%
1 CAL Suite to M SKU scenario, as well as E-CAL only customer scenario are no longer supported. This offer attempts to give price reduction for equivalent O365 functionality already purchased in the VL Program. There is no equivalent offer in O365.
Customer purchases
Current customer licensing position
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
Acquiring the Product Keys• Email is sent to the End Customer and Reseller1
within a few hours of order acceptance
Retrieve Digital 5x5
Product Key through VLSC
Open LicenseWelcome Letter
Open Value/OVS/OVS-ES
Order Confirmation
*Reseller is copied only if Reseller email address is captured on the PO
*Both End Customer and Reseller will receive the email.
1Open Value, Open Value Subscription and OVS-ES Order Confirmation Email is also sent to Reseller.
Closer Look at the Product Keys• Product Key is 25 digit alpha numeric number
Example: GG9BT-989TR-637JY-6T6T2-QD7BN
• Key Type is Online Service Activation (OSA) Key
• 5x5 Product Key appears in VLSC at the same location as Product Keys for On-Premise Software
• Each SKU purchased will generate a key for the number of seats purchased
Retrieve Digital 5x5
Product Key through VLSC
Where in VLSC are keys stored? Path #1
• Keys organized per customer1
Licenses▼
Relationship Summary
▼License ID
▼Product Keys
1Organized per License Number. In Open License, each order generates unique License Number. In Open Value Programs, each Agreement has one License Number. Multiple O365 orders in Open Value will result all keys to be displayed on the same screen.
Where in VLSC are keys stored? Path #1
• This is the recommended path to retrieve multiple Online Service Activation (OSA) Keys from a given order
Licenses▼
Relationship Summary
▼License ID
▼Product Keys
Click here to export keys to Excel
Link to redemption site inside
FAQ
Contoso Inc.
1234 Fifth StreetAnytown, USA
Filter by ‘OSA’ key
type to view O365
Keys
12345678
Where in VLSC are keys stored? Path #2
• Keys are organized per Product Family• Each SKU is a different Product Family
Download and Keys
▼Select Product
▼Key
Where in VLSC are keys stored? Path #2 • Keys can be redeemed at Office365.com/setup365
• Cut and Copy function will work
Download and Keys
▼Product
▼Key
For Partners managing key retrieval on behalf of many end customers, all of customer’s License ID and
Organization Name shows up here.
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
Adding Partner of Record (POR)
Adding Users
Session Overview
Product Overview and Positioning
Ordering and Provisioning Office 365 through Open
Renewal Strategy
Trial conversion emails
Getting started emails
Usage emails
New feature emails
Renewal and reactive churn in-product messaging, email, web and customer support
Upsell monthly to annual or across SKUs
Customer Lifecycle Marketing
TrialGet startedand deploy
Ongoing usage
Renewal andretention
Upsell and x-sell
Build a relationship with customers across the lifecycle
FY14 Cross-Channel Renewal Approach
Distributor Reseller/Advisor Customer
Email: “Here’s your expiring customers”
To Partner To Customer
Outbound: “Customers will be
expiring”
In product: “Your O365 is
expiring”
Email: “Your O365 is expiring”
Bootcamp:“How to drive renewals”
Partner Admin Center: “Service
your O365 customers”
SHOOT tool: “Your resellers’ expiring
customers”
Online Services Dashboard: “Your
expiring customers”
Online Help: “How do I renew?”
Bootcamp:“How to drive renewals”
Inbound: “Need help
renewing?”
Renewal Communicationsexpiration deprovision
E-0 E+30
E-60 E-30E-90 E+120
E+90
disable
E-120
E+60
Email In-product msging
Resellers
(P
OR
)
Dashboard
Partner opportunity to drive Microsoft opportunity to drive Co-opportunityOp
en
/FP
P
Cu
sto
mer
s
Customer Renewal Email ExamplesDriving partner attach (Expiration-120 days) Renew through your partner (Expiration-60 days)
FPO FPO
Partner Email and DashboardTo-Partner Renewal Email
MPN Dashboard
FPO
Renewing Office 365 subscriptions through Open
MPN Hosted - Online Services Dashboard Launched on MPN (Microsoft Partner Network) in February 2014 Partner Of Record dashboard Identified deployment and renewal opportunities Partner statement format
New SHOOT/MCOIT Excel Tool Version – MPATT (Microsoft Partner Account Targeting Tool)
Launched and available in Excel format Accessible via PAM/PSE for download in March. Disti & Top-VAR versions New Office 365 subscription data (includes active subscriptions and first end-date) Data Refreshed quarterly Includes Next-Logical Purchase & Upsell/Cross-sell potential by customer
Office 365 Renewal Dashboards & Reports
69
Partner Resources
Additional information and resources on Open programs and detailed licensing guidance is available.
Learn more at: Licensing on MPNhttps://mspartner.microsoft.com/en/us/Pages/Licensing/volume-licensing.aspxhttp://www.microsoft.com/licensing/licensing-programs/licensing-programs.aspx
Questions?
Appendix
Basic v. Advanced IT needs
Fitting the budget is most important
Basic IT needs Advanced IT needs
Having the right technology is most important
One size fits all - users have similar needs for technology Mix and match - different user types with different needs
Business intelligence tools in Excel, as well as Access, Excel and Visio Services, InfoPath forms
Legal compliance & archiving needs for email – preservation of mail (in-place hold), ability to search (eDiscovery) and journaling
Full IT administration and management features Simplified IT administration and wizard based setup
Other advanced email needs - voicemail and email protection (i.e. rights management, transport rules, data loss prevention)
Need for 3rd-level domains like marketing.fourthcoffee.com
Looking to enable hybrid cloud and on-premises setup
Deliver Office apps to PCs with existing software delivery systems (i.e. System Center 2012), and use Group Policy to manage them
Core needs for email, Office desktop applications, document storage & online meetings
Key differences between other top SMB plans Small
Business
Small Business Premium
MidsizeBusiness
Enterprise
Office 365
ProPlus
Exchange Online
E1 E3
Target
Customer
Price per user per month $USD (with annual commitment) $5 $12.5 $15 $12 $4 $8 $20
Target Customer Size 1-10 11-250 Any
Seat Cap 25 300 Unlimited
IT Profile Limited IT Some IT IT/partner
Phone support from Microsoft
Standard Services
Email - 50 GB email, contacts, shared calendars (Exchange)
Online meetings - Web conferencing, IM, video, presence (Lync)
Sites - team collaboration & internal portals, public website (SharePoint)
OneDrive for Business - 25GB personal online document storage (SharePoint)
Install Office desktop applications on up to 5 computers per user (Office)
Private social networking (Yammer)
AdvancedServices
On-premises Active Directory synchronization for single sign on
Supports hybrid deployment with on-premises servers ○1
Email management features: eDiscovery, transport rules and journaling
2
Email protection features: preservation of mail (legal hold), rights management & data loss prevention3, 4
Integrated voicemail capabilities (for local phone system)
Office 365 Open SKUs by SegmentDifferentiators across SKU categories include IT controls, support, Office deployment, and advanced services
OFFER / PRODUCTCOMMERCIAL GOVERNMENT ACADEMIC
OPEN OV OVS OPEN OV OVS OPEN OVS-ES
Office 365 E1 + Archiving
Office 365 A3 for Faculty
Office 365 A3 for Students
Office 365 ProPlus Open
Office 365 ProPlus Open for Faculty
Office 365 ProPlus Open for Students
Office 365 Plan E1 Open
Office 365 Plan E3 Open
Exchange Online Plan 1 Open
Exchange Online Protection Open
Office BEST: Single campaign for Office in SMBDemand gen, sales enablement, and readiness content, plus execution guidance
http://aka.ms/BEST
for M, SBP, Office, Exchange Online Tele Discussion Guides
link
Web Syndication
link each design comes with 3 different sizes
Digital Web Banners
link
generic SMB, plus 5 industries Webinar-in-a-box
link to generic
Direct Email Templates link
pitch decks, leave-behinds, demo scripts 1-to-1 Engagement
link toMM deck
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