In this session you will…

Product/Service Focus greater emphasis on consulting and customizing off-premise greater emphasis on traditional reselling Resell, deploy and service premise-based hardware & software Typically on hourly, as-needed basis Emphasis on monthly managed service contracts IT outsourcing and/or traditional premise- based solution deployment Customized software solutions (e.g., CRM, SharePoint) Service expansion on a project or ongoing contractual basis Resell cloud solutions Custom development on cloud platforms (e.g., Azure) Embraces cloud through process of becoming Hybrid or Solution VAR Migration builds on competencies in customer support Sells Office 365 as a complement to managed services offering Sells Office 365 to expand solutions that can be used to build custom services (e.g., add Exchange expertise) Exclusively resells cloud solutions, making Office 365 a natural fit for platform offerings Cloud-SpecialistCloud-Specialist

Operating Profit $17.2k$16.2k$30.1k$30.5k$10.9k$15.5k Operating Margin T&M VARMSP Mixed Model VAR Solution VAR Premise Based Office 365 Operating Profit $12.0k$12.5k$23.9k$25.7k$3.3k$5.3k Operating Margin T&M VARMSP Mixed Model VAR Solution VAR

Example opportunity accelerators Implement a structured approach to identify and qualify leads Synchronize initial cloud conversation with early stages of refresh planning Provide "pre-demos" during customer webinars Sell on financial value and scalability Focus on educating customers and building evangelism inside the clients Accelerated time 100 Seat 2 weeks 6 weeks 1 day 2 days Avg. Time 1 day 4 weeks 2 weeks 2 days Variable ~11 weeks CurrentStage Initial Convo/ Sales Hooks Customer Education Product Demo Deal Closing Targeting & Lead Qual. Quote Prep. Treating Office 365 as investment similar to premise purchase Starting customer on 30-day trial or providing repeat demos Waiting to have cloud discussions until customer is considering refresh/upgrade Providing customer options instead of recommendation No standard lead qualification process Inhibitors to cloud service sales

Coordinate conversation with existing maintenance visits Leverage knowledge of customer business Optimize CustomerOptimize Customer Interaction Interaction Optimize CustomerOptimize Customer Interaction Interaction Maintain relationships for the eventual conversion Drive check-ins and educational conversations Seed CustomersSeed Customers Develop customer heatmap scoring system Prioritize Leads based on Readiness Awareness Ability Assess Customer Readiness “The cloud is transformative. It is not a matter of if, but when. It is a decision based on business value, not technology.” Engage BDMs and ITDMs in conversation Reinforce technical advantages and business value of cloud solutions Engage Beyond ITEngage Beyond IT Emphasize similarity of front end UI Decrease concern of need to learn new system Sell On FamiliaritySell On Familiarity Conduct cloud conversations during refresh planning Incorporate cloud expansion with other changes Synchronize Customer Transitions “SMBs want to be up to date, but not necessarily cutting edge. ‘The cloud’ can seem daunting…” Provide examples of cloud solutions used by similar size companies Leverage existing cloud customers as references Promote Lighthouse Wins Hold regular Webinar demos for customers Conduct customer education with multiple customers at once Scale Customer Education Designate one employee to serve as point of information for cloud Leverage deep knowledge to answer customer questions/concerns Develop Cloud Experts “SMBs need to witness organizations around them making the transition. Very few people want to be on the bleeding edge.” Provide phased roll out of Office 365 Ease customers transition to operating expense model Provide TCO and long-run savings statistics Introduce the economics of a subscription based service Get the customer up and running as a way to experience Office 365 Decrease sell time thru concept of lower upfront investment “ With cloud, the cost is so much cheaper than what you would pay for on-premise; it makes it very attractive.” Stage Initial Convo/ Sales Hooks Customer Education Product Demo Deal Closing Targeting & Lead Qual. Quote Prep. Avg. Time 1 day 4 weeks 2 weeks 2 days Variable ~11 weeks Current Example opportunity accelerators Implement a structured approach to identify and qualify leads Synchronize initial cloud conversation with early stages of refresh planning Provide "pre-demos" during customer webinars Sell on financial value and scalability Focus on educating customers and building evangelism inside the clients Accelerated time 100 Seat 2 weeks 6 weeks 1 day 2 days

Easy Ways to start conversations with your customers Questions you can use as a starting point 12 key best practices to accelerate sales

Partner Type Alternative Solution Seats 365 Version Price per Seat Attach Services Inclusion of Office CAL Customer Relationship

After today you should…

At WPC After WPC Moving Forward Enroll In Cloud Essentials Learn About Office 365 Determine How You Fit Build An Attached Service Business QuickStart for Microsoft Online Services: A partner onboarding experience