1. Microsoft 365 Enterprise Partner Opportunity
11/17/2017 7:07 PM
Microsoft 365 Enterprise Partner Opportunity
Hello everybody. Thank you for joining our session today on Microsoft 365.
Microsoft 365 is a new strategic imperative for our company—one that we hope will ignite a new culture of work in businesses big and small, across the globe!
It’s a bold vision of how we can rethink, reinvent, and retool how people achieve as individuals, across teams, and indeed, as whole companies.
And it is a vision that presents exciting new opportunities for partners – from SIs to ISVs to Resellers – because in order to bring the new culture of work to life, it will take a variety of capabilities, services, and relationships to surround, lead and support customers.
July 10, 2017
Microsoft Confidential
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2. 11/17/2017 7:07 PM
Microsoft 365
A complete, intelligent, secure solution to empower employees
Intelligent security
Unlocks creativity
Built for teamwork
Integrated for simplicity
Microsoft 365 Enterprise delivers on 4 key promises:
Unlocks creativity by enabling people to work naturally with ink, voice and touch, all backed by tools that utilize AI and machine learning.
Provides the broadest and deepest set of apps and services with a universal toolkit for teamwork, giving people flexibility and choice in how they connect, share and communicate.
Simplifies IT by unifying management across users, devices, apps and services.
Helps safeguard customer data, company data and intellectual property with built-in, intelligent security.
Let us look deeper into each of these promises.
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3. Modernize your customer’s environment, leading with security
Microsoft Inspire
11/17/2017 7:07 PM
Why does Microsoft 365 Enterprise matter to partners?
Increase deal size
Grow with Managed Services
Differentiate your offerings
We believe that Microsoft 365 presents unique value-creating opportunities for you in three key areas.
[Managed Services]:
Moving to a recurring model with managed services is a tried and true way to grow a partner business. With Microsoft 365, a good starting point is modernizing your customer’s environment, leading with security.
There’s some interesting research on customer cloud migration. By 2020, a corporate ‘no-cloud’ policy will be as rare as a ‘no-internet’ policy is today1. “The question is no longer: ‘How do I move to the cloud?’ Instead, it’s ‘Now that I’m in the cloud, how do I make sure I’ve optimized my investment and risk exposure?”2
Before organizations move to the cloud, they need to trust that their data will be managed securely, and the Advanced Security solutions in Microsoft 365 help accelerate cloud migration.
[Differentiate your offerings]
There are also many different ways you can differentiate your offering with Advanced Enterprise Services. You can use the Microsoft Graph API based on insights from Microsoft 365 to connect to the data that drives productivity—mail, calendar, contacts, documents, devices, and more.
Or, empower your customers with data-driven insights using tailored solutions built on analytical platforms such as Power BI and Excel.
And, think about the opportunities for repeatable IP, which definitely should be on your radar, if you’re not doing it already. Now’s the time! You can create simple apps within 10 minutes with PowerApps, and once done, replicate for other customers. It’s a build once, sell many model.
[Increase deal size]
Another way to grow your business is driving bigger deals. Because Microsoft 365 is such a robust solution, you’ll have more opportunities to cross-sell and up-sell. For example, if you’re a SharePoint partner who’s an expert in building intranet portals, your customers may also need real-time meetings.
And even beyond deal size, think about the way Microsoft 365 is actually expanding the total addressable market, by providing advanced security and compliance capabilities to address the needs of highly regulated industries, and innovative new solutions in industries with high numbers of frontline workers.
Modernize your customer’s
environment, leading with security
Offer enterprise services based on the intelligence capabilities of Microsoft 365
Elevate the customer conversation by leveraging the broad value of Microsoft 365
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

4. Microsoft Inspire
11/17/2017 7:07 PM
Forrester’s Microsoft 365 Enterprise Partner Opportunity
Capturing the Entire Customer Lifetime Value
Revenue
$1,500/user
50% more vs offering only Office 365
Margin
$700/user
Over the past few years, Forrester has interviewed Microsoft partners and their customers to understand the partner opportunity around Microsoft solutions. We recently asked them to look at what partners can achieve with Microsoft 365.
Based on their interviews, a major new theme that emerged this year. Partners and their customers no longer think about solutions as individual workloads, but as a coordinated multi-year journey to achieve business objectives.
Forrester learned that:
Microsoft 365 is central to customers’ digital transformation initiatives
Engagements are about helping customers with a multi-year journey
Microsoft 365 creates a wide range of additional revenue/service delivery opportunities for partners
After looking at the practice areas and the partner opportunity, Forrester was able to quantify an estimated revenue and margin opportunity. The results were pretty impressive:
Revenue of US$1,500 per user and
Margin of US$700/user
Here are a few other numbers for you from that same study:
From a per-user perspective, each 5,000-user three-year customer journey delivers a present value benefit of just over $500 over the three years.
The three-year revenue uplift of Microsoft 365 versus Office 365 is 50%.
The three-year managed services revenue uplift is 67%
And, they estimate a one-third increase in Microsoft 365 margins over three years based on greater efficiency and higher margin offerings.
Source:
Forrester TEI Study, Microsoft 365 Partner Opportunity, July 2017
Source: A commissioned study conducted by Forrester Consulting on behalf of Microsoft
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. New Investments to help you succeed
11/17/2017 7:07 PM
New Investments to help you succeed
Build Your Practice
Sell It Right
Drive Customer Success
4 Practice Areas
Collaboration, Microsoft 365 powered device, Security & Compliance, Cloud Voice
Updated Business Value Tools
Partner Led Deployment with FastTrack Support
Practice Development Teams
Market research
Solution IP and tools
Aligned to STU sales roles
New IT Roadmap for Microsoft 365
Value Discovery Workshop
Customer Immersion Experience
Value Calculator
Deployment & adoption resources for Microsoft 365
Remote Assistance on request
New FastTrack performance-based benefits
Now that you’ve seen the opportunity, let’s talk for a few minutes about new investments we’re making to help your success. We’ve put together a rich set of practical tools designed just for partners.
[BUILD YOUR PRACTICE]
In terms of building your practice, the first consideration is which best fits your capabilities and talent pool. I recommend that you consider these four practice areas, which will be our focus in FY18:
Cloud Voice – from FY17, and new for FY18 are: Collaboration, Security & Compliance, and Modern Desktop.
As part of our market research, we found that these are the areas customers are most interested in. Which means they also present the best business opportunities for you.
We’re putting together support including practice development teams, market research, solution-based IP and tools. We’re also putting a big focus on more closely aligning our partner and customer strategy, starting with greater alignment to STU sales roles.
[SELL IT RIGHT]
Once you’ve put the time in to build your practice, it’s time to introduce it to your customers in a way that drives more business. There’s a new IT Roadmap for Microsoft 365 to help accelerate sales.
Your customers will understandably want to know what the value is of your offer. Think about using a Value Discovery Workshop. Together you can identify their top areas of interest, and then you can show how Microsoft solutions will unpack value for them.
Once they know want they want, a Customer Immersion Experience is a great way to make it real for them, so they can see your solution in action.
After they’ve convinced of your offer’s value, and understand what type of experience they can expect, they’ll want a better picture of the actual ROI of your proposed solution. We have a Value Calculator you can use to show them just how it will impact them quantitatively.
[DRIVE CUSTOMER SUCCESS]
Your success comes down to making your customer successful.
FastTrack is our success service that can enable your customers to smoothly and confidently make the move to Microsoft cloud services.
For Microsoft 365, FastTrack is a partner-led deployment that offers change management IP and tools. new performance-based benefits, and a new Microsoft 365 powered device.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. 11/17/2017 7:07 PM
Partner Call to Action
Build a practice: Learn more at Microsoft 365 Partner Opportunity 1
Sell it right: Leverage Business Value Tools with your customers 2
With the incredible partner opportunity, I’d like to encourage you all to get started right away!
1.) Check out the Microsoft 365 Partner Opportunity site – it’s loaded with tools and resources to get you started. The link is
2.) Use the Business Value Tools we just discussed to accelerate your selling motion. The link is
3.) Tap into FastTrack to drive more success – for your customers, and yourself. The links is
Drive customer success: Sign up for the FastTrack Partner Opportunity communication and learn how to leverage FastTrack IP 3
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