Recommended Lead Seller Last update: 3/10/2018 Creativity Simplicity Teamwork Security WHY NOW I Generating a sense of urgency for moving to the cloud (Microsoft 365) Where to start with SMC customers not yet on Microsoft 365 Customers are often happy with the status quo. Too often, we try to convince customers still using on-premises solutions to move to the Microsoft 365 cloud (or even just Office 365) before they a) see the value of the cloud and b) understand why they should move sooner rather than later. How moving to the cloud can benefit a customer Reimagining how people, data, and processes are brought together in the cloud enables digital transformation which can create value, enable connected experiences, drive efficiencies, and generate competitive differentiation in a business. Enhance teamwork, unlock innovation, and drive culture change, wherever your employees work ͏Simplify IT management, removing the headaches of managing hardware without losing control of your environment ͏Improve security by delivering end-to-end protection from cyberthreats with capabilities that you can’t provide yourself on-premises; stay up to date on security patches. Helps enable compliance. ͏Reduce costs by eliminating the cost of hardware, reducing administration costs, and retiring third party products. Increase your business’s agility, ability to stay current, scale, and roll-out new capabilities quickly and cost effectively. Targeted Customers and Key Actions WW # Accounts Customer Position Recommended Lead Seller Actions Outcome Tracking 3,144 ❶ Non-O365 customers with existing O365 pipeline Current opportunity owner (Inside/Field AE, OM, SSP or Partner). Leverage H2 investments to accelerate opportunity to close and maximize win rate New O365 Customer Add O365 Acquisition Dashboard posted here (mid February) O365 MAL penetration report here 388 ❷ Office on-premise customers renewing in H2 with no O365 pipeline Current opportunity owner (Inside/Field AE, OM, SSP or Partner) Ensure that 100% of Non O365 customers renewing in H2 have O365 in Opportunity/Proposal Lead seller orchestrates partner (P-Seller) & specialists to deliver VDW/CIE/MTC to customer, leverage LSS as appropriate. Use the NEW SMC Renewal Playbook for Field Seller Renewed Customers with O365/M365 adoption / migration New O365 Customer adds 4,409 ❸ Existing O365 customers with less than 50 seats (evaluation) Partner of record & TCM Move customer from trial/evaluation to adoption Inside/Field AE/MW SSP supporting as appropriate Customer commits to O365/M365 deployment at scale New O365 Customer adds 1,918 ❹ Non-O365 customers with Office on-premise pipeline Inside/Field AE Ensure that 100% of Non O365 customers have O365 in Opportunity/Proposal Lead seller orchestrates partner (P-Seller) & specialists to deliver VDW/CIE/MTC to customer. AE to deliver O365 proposal to customer Customer commits to adopt O365/M365 9,925 ❺ Non-O365 customers with no pipeline Prioritize high propensity accounts to engage Lead seller to orchestrate territory planning with Specialists, TCM, OM, SAM&C and Key MW Partners Discuss and agree on account prioritization and engagement responsibilities New O365 Customer pipeline creation STEPS TO SELL If your customers are not yet comfortable with the cloud, leverage the “Why Now” assets to address their concerns. Use the Midsize Cost Savings Estimate to get started. (Refer to Cost Savings flyer) Land the value and benefits of moving to M365 cloud now by leveraging the Value Discovery Workshop (VDW) along with the Customer Immersion Experience (CIE) tools. Once the customer is open to the idea of the cloud, move forward with the other Microsoft 365 sales play cards. Find these on partners.office.com/salesreadiness Utilize your solutions, services teams, and your Microsoft field counterparts to perform a full Cost-Benefit Analysis using the Value Calculator. Not moving to the cloud can result in: a disconnected workforce, wasting time on IT maintenance, being at an increased risk for security breaches and noncompliance, higher costs, and inability to ramp up new functionality quickly. Be sure to leverage all content and assets at partners.office.com/salesreadiness