1. Practice solution selling with Office 365 and Skype for Business
Microsoft 2016
3/20/ :29 PM
THR2074
Practice solution selling with Office 365 and Skype for Business
Thomas Poett
Business Unit Leader Skype for Westcon UCC
(MVP Office Server and Services)
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

2. Introduction Work with Unit Leader SfB Bad Wiessee, Germany
Meet Booth Number (2348) Integrated Research
Work with
Unit Leader SfB
@thomaspoett
Bad Wiessee, Germany
Hobby: Paragliding
MVP since 2012
+ Microsoft SfB
Elite Team
westcongroup.com

3. Agenda Communications are at the heard of productivity
Compare Amazon, Google and Cisco
Office 365 – Selling PBX
Office 365 vs On-Premise
Skype for Business benefit with Office 365 Pro
TCP/ ROI advantage with Office 365 (E5)

4. Communications are at the heard of productivity

5. Redefining the category of communication and collaboration
MGX FY16
3/20/ :29 PM
Redefining the category of communication and collaboration
One Skype
Skype inspired UI and connectivity with network
In Office 365
Connected and integrated experience
Lower TCO
FLEXIBLE for IT
Faster user adoption
Unlock collaboration
Complete Meetings Solution
Service and hardware
Voice Built for IT
Office 365 manageability and deployment options
Ecosystem
Office 365 mainstream sales and deep Partner specialization
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Why PBX from Office 365/Microsoft
Most complete and integrated solutions and experiences
Leader in 20 of Gartner’s Magic Quadrants
One single Enterprise Level Support for all your workloads
Leading the Hybrid Cloud in a hybrid world
Microsoft offers the most connected, comprehensive set of cloud solutions (Windows Azure, Office 365, Microsoft Dynamics), with an unmatched breadth and depth of capabilities from platform to productivity apps to business solutions.
Microsoft is present in 40 Gartner's Magic Quadrants, 20 of them as a leader.
June 2016
Instead of contacting different customer support services for each of your workloads and their corresponding SLAs, you can contact a single vendor with more than 20 years of enterprise-relationship experience and get end-to-end support from the infrastructure to your operating system and applications.
Our Cloud Platform architecture embraces the cloud on your own terms  leading the Hybrid Cloud in a hybrid world. From a customer perspective this means a seamless integration with their current infrastructure and the ability to decide what applications and data will be on-premises and which ones will be in the cloud.
Most complete and integrated solutions and experiences

7. Compare Amazon, Google and Cisco
Google, Cisco and Co..
Web Services (Amazon, Google)
Virtualization (Amazon, Google)
Online Apps (Google)
UC (Cisco, Google)
PBX (Cisco via partner)
MICROSOFT:
All Service Offerings
Desktop Apps
PBX/PSTN Provider (calling plan)
Fully integrated
PSTN integrated in homogenous solution

8. Office 365 – Selling PBX

9. $35B $13B $22B GO AFTER NEW BUDGET LINES NEW MARKET OPPORTUNITY
MEETINGS AND PBX
NEW MARKET OPPORTUNITY
Web conferencing
PBX (on-prem)
$13B
$35B
TODAY
PSTN Audio conferencing
PBX (cloud) & calling plans
$22B
Data from IDC May 2015 WW Software Tracker, Telegeography and ITU. 1 Subject to channel availability by country

10. Be prepared for both pitches
CHANGE YOUR MIND
Unified Communication and PBX are still differently understood in most heads of IT vs. PBX departments!
Be prepared for both pitches

11. PBX is usually sold over FEATURES
Competitors PBX:
Cisco
Avaya
NEC
Alcatel-Lucent
Unify
Competitors UC:
Cisco
Avaya
-- here Microsoft
Alcatel-Lucent
Mitel
Google catching up
Source for PBX/UC: Dell’Oro Group,

12. PBX selling requires : Complete solution: 1. incl. Licenses
2. incl. Hardware
3. incl. Managed Services
How match with Cloud?
Office 365 E5 or CloudPBX
Phone, Headset, SBC, …
CSP Program

13. OFFICE 365 ENTERPRISE SUITES
Features Office 365 Services $8
$20
$35
Business Class and Calendars Exchange Online
50 GB
Unlimited
Social, Video, Sites, Work Management Yammer, O365 Video, SharePoint Online, Planner
New ●
IM, Online Meetings, Meeting Broadcast Skype for Business
File Storage, Sharing, Information Discovery OneDrive for Business, Delve
Office Online
Office Client Apps Office 365 ProPlus
Archiving, Rights Management, Data Loss Prevention, Encryption
Office 365 Advanced eDiscovery, Secure Attachments and URLs, Access Control
End User and Organizational Analytics Power BI Pro, Delve Analytics
Cloud PBX Skype for Business
PSTN Conferencing* Skype for Business
Enterprise Plan Add-ons
PSTN Calling** Skype for Business (US only, UK preview available June 2016)
+$24
*Toll-free and International Dial-out conferencing capabilities will incur additional per minute consumption charges when available. Customers can disable this feature to avoid additional billing.
**$24 includes both International and Domestic calling plans. Domestic only calling plans are available for $12. Tax is included in price in USA. Add-On price to E1 & E3 is $32, which includes Cloud PBX

14. Skype for Business PBX Add On
PSTN Conferencing
Cloud PBX*
PSTN Calling
Features $4 $8
$12 Domestic
$24 International
End-user call handling: (answer, hold, transfer, sim ring) ●
Setup and use call designation
Team Calling
Visual access to Voic
Use IP Desk Phone
Set and enforce calling policies
Emergency calling
Skype for Business Plus CAL
Dial-in for Skype Meetings
Meeting dial out to PBX/PSTN users
Default join from PBX/PSTN phones
Phone number assignment
Inbound calling
Outbound calling (domestic/int’l)
*Cloud PBX comes with dual access rights with Skype for Business Plus CAL on-prem

15. Office 365 vs On-Premise

16. Office 365 vs On-Premise On-Premise – HAVE’s
Connect to local PBX App’s (e.g. Contact Center, analog lines, …)
Features like RGS, Shared Line (note: Office 365 will have on-premise features add over time)
Office 365 – HAVE’s
Cloud Connector Edition
Now you can use local PBX App’s

17. Flexible deployment options
S4 Solutions Specialist Summit
3/20/ :29 PM
Flexible deployment options
ON-PREMISES
HYBRID
ONLINE
NEW
CALL MANAGEMENT
SFB Server
SFB Server
Cloud PBX
NEW
Cloud PBX
PSTN BREAK-OUT
PSTN Connectivity via SFB Server
PSTN Connectivity via SFB Server
PSTN Connectivity via SFB Server
NEW
NEW
PSTN Connectivity via Cloud Connector
PSTN Connectivity via Cloud Connector
NEW and partially enhanced
NEW and partially enhanced
PSTN Calling
PSTN Calling
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

18. Office 365 vs On-Premise – Value of SfB online
Opportunities
DRAFT

19. Skype for Business benefit with Office 365 Pro Plus (E3)

20. Selling the ROI Story (E3 vs. E1 Save Costs)
PER USER STANDALONE
The costs of the security products alone justify the incremental E5 suite cost of $15
SharePoint Online, Yammer, O365 Video, Planner
Exchange Online
Skype for Business
OneDrive for Business, Delve
E1 Step up to E3
$12
PER USER E3 SUITE DISCOUNT
Office Online
Office Client App (Pro Plus)
Archiving, RMS, Data Loss Prevention, Encryption
PSTN Conferencing $4
PER USER E3 ADDON for
PSTN CONFERENCING

21. Selling the ROI Story (Office 365 Pro Plus)
S4 Solutions Specialist Summit
3/20/ :29 PM
Selling the ROI Story (Office 365 Pro Plus)
BASIC CALCULATION TODAY
(food for thought)
Office 365 Pro plus (Office 2016 client app) approx. Price
$ 900
D Office 365 E3-E1 Upgrade/ year
$ 144
ROI Calculation over 4 years
D Cost for 4 Year = 4x144$
$ 576
Savings = $900 - $567 = $324
ROI positive
Savings – Initial Investment Initial Investment
ROI =
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

22. Summary ROI Story
Starts being valid with Office 365 Pro Plus vs. Desktop App
If we calculate the saving and change possibilities with news products, e.g. Exchange, SharePoint and Skype for Business
We will end up with much higher ROIs

23. TCP/ ROI advantage with Office 365 (E5)

24. Today, where do we capture share of wallet?
S4 Solutions Specialist Summit
3/20/ :29 PM
Today, where do we capture share of wallet?
MEETINGS
VOICE
OTHER
Audio conferencing
Station licensing
Handsets, Headsets, Gateways IM
Service access
Voic
Voic
PBX
PBX
Presence
Web
Conferencing
Minutes of usage
Last mile connection
Video conferencing
Number blocks
Hardware
Managed Service & Maintenance for PBX
Conferencing trunking
Meeting hardware
With Skype for Business New Services
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

25. Voice is a PBX PSTN Conferencing Cloud PBX PSTN Calling
Use a tolled dial-in number to join meetings from any device
Dial out to bring participants into the meeting X
Cloud PBX
Centrally manage users for communications, , and content from Office 365
Eliminate separate PBX systems and transition to the cloud
PSTN Conferencing
PSTN Calling
Subscribe to calling plans from Office 365
Use existing phone numbers or get new ones
Cloud PBX
PSTN Calling

26. Selling the ROI Story (E5 vs. E3 Save Costs)
PBX solution
PSTN conferencing solution
Analytics
$90+
PER USER FROM COMPETITORS
eDiscovery solution
Advanced visibility
Data access control
Advanced security
Only $15 justify the incremental E5 suite
PBX +Analytics, adv. Security
$35 (E5)
PER USER STANDALONE
Delve Analytics
Power BI
PSTN Conferencing
Cloud PBX
Office 365 Advanced eDiscovery
Advanced Threat Protection
Customer Lockbox
Advanced Security Management
E3 Step up to E5
$15
PER USER E5 SUITE DISCOUNT

27. Selling the TCO Story (Cost of Communication)
S4 Solutions Specialist Summit
3/20/ :29 PM
Selling the TCO Story (Cost of Communication)
BASIC COMMUNICATION COST TODAY (fix and yearly costs)
Audio Conferencing /min/path(Y)
$ 86
Maintenance(Y)
$ 22
MACs (Changes, Adds) (Y)
$ 40
VOICE MAIL (Y)
$ 24
DN – Local Loops, Number blocks(Y)
$ 20
STATION LICENSING (f)
$ 376
HANDSETS/ headsets (f)
$ 400
TOTAL fix
$ 776
TOTAL YEARLY
$ 168
VIDEO CONFEERENCING
PBX
HANDSET
$968
per user
IM/ PRESENCE
WEB- MEETINGS
AUDIO CONFERENCING
TRUNKING
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

28. Selling the ROI Story (Cloud PBX)
S4 Solutions Specialist Summit
3/20/ :29 PM
Selling the ROI Story (Cloud PBX)
BASIC CALCULATION TODAY
Office 365 D E5-E3/ year
$ 180
D Cloud Connector EDT /Year Appl (1)
$ 2.5
Phone or Headset /YEAR (2)
$ 45
Total Cost ($227.50/year)
$ 910
Simple calculation approach
(food for thought)
Savings = $968 - $910 = $58
$58 – $ $910
ROI positive
ROI =
= -0,93 = 57%
(1) = CCE Appliance approx $ /5.000 user over 4 years = $2.5/Year (2) = calculated over 4 years
© 2015 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

29. Customer Sales past and future
Sales Engagement along with Microsoft
Product Life Cycle
Install/ Disengage
Sales Engagement with Office 365 & Skype for Business
Migrate ENGAGE with Value Add
Sales Engagement
Product Life Cycle
Sales Engagement
Product Life Cycle
Long-term customer engagement throughout contracts and business process
Run your own managed service
vulnerable for competition and technology change

30. Conclusion & Discussion

31. Let’s discuss the last minutes of this session together 
Selling Thoughts
Add your “Managed Service”
Build a PBX Solution (incl. Phones, Headset, SBC and more)
Sell seamless UC solution (IT)
Sell a PBX where necessary (PBX)
Avoid On-Premise SfB if you other options
CCE can handle local PBX and analog with SBC
Let’s discuss the last minutes of this session together 

32. Meet me @ Booth Number (2348) Integrated Research
Thank you so much for your attendance
Have a great 2016
Meet Booth Number (2348) Integrated Research
@thomaspoett

33. Please evaluate this session
3/20/ :29 PM
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