1. Microsoft 365 A new world of partner opportunities
Microsoft Inspire
4/23/2018 7:04 AM
Microsoft 365 A new world of partner opportunities
Welcome and thank you for joining me today.
I will give you an overview of Microsoft 365, how we talk about it, is and what it means for you.
Name
Title
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2. Introducing
Microsoft 365
A complete, intelligent solution to empower employees to be creative and work together, securely.
Office 365
Windows 10
Enterprise Mobility + Security
When you leave this presentation I hope you’ll take with you two ideas – there’s a new brand, and with it, our partners have a new role to play.
The new Microsoft 365 brand stands for bringing together the best of what Microsoft has to offer to empower people. It’s composed of Office 365, Windows 10, and Enterprise Mobility and Security suite. It will bring even deeper integration across these products to address customers and their end-to-end productivity needs.
Microsoft 365 also opens up a new role for you, since partners are central to unlocking all the value it brings.
Microsoft 365 covers a lot and can solve a vast arrays of customer problems. Partners play a bigger role – from workload deployment to being an agent of change. For example:
Do you want to help customers migrating from Exchange Server to Exchange Online?
Or do you want to help them build a vision for how technology can change their culture?
With Microsoft 365, you have the opportunity to build a deeper and rewarding relationship with your customers.

3. You are the catalyst Microsoft Inspire 4/23/2018 7:04 AM
When I think about the partner opportunity of Microsoft 365, a particular word comes to my mind: catalyst. What's a catalyst? It's something that precipitates an event. Sparks action. Drives lasting change. 
In recent years, we’ve seen a recurring theme. Great ideas – even ones that are breakthrough innovations – fail if they're poorly nurtured. What determines innovation success isn't just a great idea and the underlying technology behind it. 
More and more, we’ve come to realize that the ecosystem, the interdependent partner network needed to generate, develop and deliver technology-based or business-model innovation can be the ultimate defining factor. In other words, YOU – our partners – are the catalysts that spark exponential growth and market success!
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4. How will it help you succeed?
Microsoft Inspire
4/23/2018 7:04 AM
What is Microsoft 365?
Let's spend a few minutes talking more specifically about Microsoft 365. We want to make sure you know the Microsoft 365 story, the most important points to make with your customers, and give you get a chance to see it in action. 
We'll talk about why this opportunity matters, and why it's an incredible opportunity for your business. 
And finally, we'll share the investments and tools we're making to help ensure your success with Microsoft 365. 
Why should
it matter to me?
How will it help you succeed?
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5. Digital transformation
Marketing All Hands
4/23/2018 7:04 AM
Digital transformation
So what’s the Microsoft 365 story for customers?
It all starts with this – digital transformation. I don’t need to tell you that digital transformation is the most exciting, game-changing technology shift happening across businesses today.
But what I do want to remind us of is this…
Digital transformation – and in fact, any critical business transformation – is…
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6. Marketing All Hands 4/23/2018 7:04 AM …driven by people.
This isn't just a technology revolution. It’s a revolution made up of people across functions – from IT to HR to Marketing to Operations – who see a better way to do business, and look to technology to make new things possible. 
And the Microsoft mission is to empower these people and their organizations to achieve more. 
So, at its essence, Microsoft 365 is a declaration that people are at the center of digital transformation. 
Our job is to give them the very best technology has to offer so that they can do their best. To conceive better. Collaborate stronger. Execute faster. Dream farther.
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7. Trends in the workplace
4/23/2018 7:04 AM
Trends in the workplace
Sense of purpose
Harnessing ingenuity
Multi-generational teamwork
Expertise without boundaries
Increased transparency
Today, the expectations at work are changing. The workforce is becoming increasingly diverse and mobile. There’s a shift from routine tasks to an emphasis on critical thinking and creativity.
Teamwork has been increased….organizations are more networked, helping to make people & information more discoverable.
These expectations are creating a new culture - a culture that should provide people a stronger sense of purpose, transparency, and sense of belonging.
Customers are telling us that they need to better empower their people and embrace this new culture of work.
All these factors came into play with our creation of Microsoft 365.
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8. Microsoft 365 Microsoft 365 Enterprise Microsoft 365 Business
4/23/2018 7:04 AM
Microsoft 365
Built on foundation of
“Secure Productive Enterprise”
Microsoft 365 Enterprise
NEW
Designed for small and midsize businesses
Microsoft 365 Business
So what is Microsoft 365, and who is it designed for?
M365 is a complete, intelligent solution for our commercial customers that includes Office 365, Enterprise Mobility + Security, Windows 10 Enterprise empower everyone to be creative and work together, securely. It’s an overarching brand across our commercial audiences – SMB to Enterprise.
Microsoft 365 Enterprise is what you’ve known as Secure Productive Enterprise, and is available in E3 and E5 versions. It’s a complete, intelligent solution that empowers everyone to achieve their best work together, on a secure, always-on platform. This offering is designed for our Enterprise customers with more complex IT environments and compliance needs.
M365 Business is designed for small and midsize businesses, bringing together Office 365 with device management and security solutions. This offering is best for small and medium businesses without formal IT and dedicated IT infrastructure such as Group Policy and on-premises Active Directory. .
Microsoft 365 Enterprise is available starting August on 1 and Microsoft 365 Business is in public preview on August 2.
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9. 4/23/2018 7:04 AM
Microsoft 365
A complete, intelligent, secure solution to empower employees
Intelligent security
Unlocks creativity
Integrated for simplicity
Built for teamwork
With Microsoft 365, we’re fostering the new culture of work. And behind that new culture are four core principles:
Unlocks creativity
Built for teamwork
Integrated for simplicity
Intelligent security
They’re all important components of the Microsoft 365 value proposition for customers, so I’ll go into a bit more detail on each.
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10. Unlocks creativity Work naturally with ink, voice and touch
4/23/2018 7:04 AM
Unlocks creativity
Work naturally with ink, voice and touch
Visualize information in new ways
Create compelling content with intelligent apps
Build on the work and expertise of others
Unlock creativity
First, we want to empower people to express their ideas more effectively and to spark innovation. Our goal is build technology that augments human creativity. We aim to provide the tools for creators to do their best work, whether that’s writing a term paper or drafting a business plan, crunching numbers for a sales report or building a predictive model for game design, creating a pitch deck for a big customer meeting or designing the next skyscraper.
Unlocking creativity also requires that you know what’s going on so you can build on the work of others. The magic is to harvest the power of AI and machine learning to empower people to do things in ways they could not do before.
Two examples….
With new PowerPoint Designer – you can create beautiful slides using AI
With Delve, you can keep up with others and build on top of each other’s ideas
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11. Built for teamwork Enterprise-class email, voice and video
Connect everyone with company-wide communities
Share and collaborate on documents in real time
Includes Microsoft Teams, the new chat-based workspace
Built for teamwork
Teams are unique and have different needs, which requires that all workers be empowered with a universal toolkit for collaboration – where teams have choice and ownership in how they work together and collaborate in real-time. We make it easier for teams of all sizes to connect – from smaller 1:1 conversations to company-wide townhalls. And we offer the broadest and deepest set of apps and services that make collaborating on docs, sharing files and working seamlessly wherever a person wants on any device even easier.
Microsoft Teams is at the center of all this as the central hub for teamwork that enables people to work together with others, while keeping their information and tools at their fingertips.  
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12. Integrated for simplicity
4/23/2018 7:04 AM
Integrated for simplicity
Always up-to-date
Self-service deployment
Cloud-based management
Rich telemetry from your environment
Reduce TCO with consolidated solutions
Integrated for simplicity
Nobody likes fragmentation – that goes for users and IT admin. Microsoft 365 provides an integrated experience for both
We ensure that IT management is streamlined across users, devices, apps, and services; the siloes between services are broken down so that disparate data can be combined and reasoned over in new ways, and business process can be transformed. We can integrate with existing infrastructures, enabling IT to consolidate and simplify solutions and save money. Our offerings support hybrid environments, providing companies with the flexibility to integrate cloud and on-premises solutions. IT can receive predictable updates and data-based deployment insights. We also know it’s important to be open, so we’ve invested deeply in the Microsoft Graph as a single API for developers across the stack.
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13. Intelligent security Protect identity, apps, data & devices
4/23/2018 7:04 AM
Intelligent security
Protect identity, apps, data & devices
Thwart advanced threats
Manage data archiving, governance & discovery
Powered by Microsoft Intelligent Security Graph
Accelerate GDPR compliance
Intelligent security
We want to ensure that customer data, company data and IP are safeguarded, without impeding productivity. The cyber-threat landscape continues to evolve, and security challenges are real for IT and have real impact on individuals and businesses. Information loss is now the most expensive consequence of cyber-crime, closely followed by business disruption and loss of employee productivity according to Ponemon Institute's HP 2016 Cost of Cyber Crime Study & the Risk of Business Innovation, October 2016.
Microsoft leverages trillions of data signals and the power of the Microsoft Security Graph with machine learning to identify, block and tackle evolving malware and hacking threats. We are unique in that we can protect the physical layer, the network layer, the infrastructure, and the apps. And we do it with the most compliant infrastructure on the planet, adhering to industry standards.
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14. Why should Microsoft 365 matter to me? Microsoft Inspire
4/23/2018 7:04 AM
Why should
Microsoft 365 matter to me?
So we’ve now seen what makes Microsoft 365 such an exciting offering for our customers.
Let’s talk about why you should care about Microsoft 365.
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15. Microsoft 365 Partner Opportunity
4/23/2018 7:04 AM
Microsoft 365 Partner Opportunity
Engage your customers in strategic conversations
Because Microsoft 365 is so broad in scope, it will enable all of us to engage customers in strategic conversations – perhaps ones you haven’t had the chance to have with all your customers.
For example, Microsoft 365 is a great way to spark dialogue about the growing threat of cyber attacks and why all enterprises need the advanced security capabilities.
It’s also a chance to talk to customers who have a vested interest in protecting privacy, especially in context of GDPR regulations. Talk to customers about LEADING in this GDPR era – vs reacting to it.
You can also start a conversation about collaboration and what the teams of today need to get work done together.
Or discuss the tangible promise that Microsoft 365 powered device has to offer businesses.
Perhaps your customers want to empower firstline workers.
Microsoft 365 is an exciting chance for us to engage any customer in these and other strategic conversations!!
Advanced security
GDPR
Collaboration and
Cloud Voice
Microsoft 365 powered device
Firstline workers
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16. Grow your business with Microsoft 365.
Microsoft Inspire
4/23/2018 7:04 AM
Microsoft 365 Enterprise provides you with unique customer value-creating opportunities.
We believe that Microsoft 365 presents unprecedented value-creating opportunities you as a partner, in three key areas.
Grow your business with Microsoft 365.
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17. Grow with Managed Services
Microsoft Inspire
4/23/2018 7:04 AM
Grow with Managed Services
Accelerate cloud migration by using Microsoft security solutions such as EM+S, Office 365, and Windows 10 Enterprise.
Expand your business by modernizing customer desktops and keeping them up to date on Windows 10 and Office 365 ProPlus.
Seize compelling events such as GDPR and solve emerging cybersecurity threats.
Modernize your customer’s
environment, leading with security
First, 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.
Accelerate cloud migration
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.
Modernizing customer desktops
You want to be a thought leader and provide new innovation to your customers. Most customers face A never-ending cycle of expensive maintenance and low-value upgrades demand their company devote approx. 75% of its technology spend to maintaining legacy applications, leaving little for creating the new systems that differentiate their business. You can help them modernize their environment and drive innovation. Encourage customers to move to utilize Microsoft 365 Enterprise and your Microsoft 365 powered device managed services.
Compelling events
If your customers are highly regulated industries, they are likely to have some trepidation as they move to the cloud. You can seize proactive compelling events like the GDPR regulation, or reactive compelling events like the recent cybersecurity attacks to mobilize your most reluctant customers to migrate to the cloud. The time is now. Partners, who are ready, can seize these compelling events.
For example, Partners, who know how to utilize Azure Information Protection as part of the Enterprise Mobility + Security, and Office 365 Advanced Compliance, can offer data classification and policy recommendation as a managed service.
References
1Gartner: Smarter with Gartner, Why a No-Cloud Policy Will Become Extinct, February 2, 2016, 2KPMG: 2014 Cloud Survey Report, Elevating business in the cloud, December 10, 2014
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18. Differentiate your offering
Microsoft Inspire
4/23/2018 7:04 AM
Develop on the Microsoft Graph to customize solutions like smart workflow.
Help customers interpret and respond to risks surfaced from threat detection dashboards such as Cloud App Security and Threat Intelligence.
Empower your customers with data- driven insights with tailored solutions build on analytical platforms such as Power BI and Excel.
Differentiate your offering
Offer advanced enterprise services based on the intelligence capabilities of Microsoft 365
There are also many different ways you can differentiate your offering with advanced enterprise services.
Microsoft Graph
Partners can use the Microsoft Graph API based on insights from Microsoft 365 to connect to the data that drives productivity – mail, calendar, contacts, documents, directory, devices, and more. Additionally, you can create simple apps within 10 mins with PowerApps.
Interpret and Respond to Risks
To provide effective managed services and actionable insights on global attack trends for your customers, partners can leverage security and compliance dashboards like Threat Intelligence or Cloud App Security, to understand risk and respond to attacks.
Cloud App Security provides deep visibility and control of data inside cloud applications, and threat protection. Threat Intelligence provides information about malware families, both inside and outside your organization, including breach information with details down to the actual lines of code that are used for certain types of malware.
Data-driven Insights
Enabling everyone in the organization to accelerate the change management needed in digital transformation by embracing a culture of data, and seeing data as an empowerment lever.
Partners can help business leaders create and leverage dashboards using Power BI and Excel as they are championing the digital transformation in their organizations.
Accessible data helps to enlist buy-in from their employees, with tangible and easy to understand insights that crystalize recommendations, questions, or improvements. This kind of empowerment is necessary to support the new culture of work.
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19. Microsoft Inspire
4/23/2018 7:04 AM
Expand your offering to serve not just information workers but all employees, including firstline workers.
Enable teamwork and customer success with collaboration tools such as Microsoft Teams and SharePoint
Leverage the Microsoft Intelligent Security Graph, powered by billions of data points, to provide end-to-end security solutions for your customers.
Increase deal size
Elevate the customer conversation by leveraging the broad value of Microsoft 365
Another way to grow your business is driving bigger deals, leveraging the broad value of Microsoft 365 the elevate the customer conversation.
Expand your offering
Microsoft 365 vision expands the Total Addressable Market for partners by providing advanced security and compliance capabilities to address the needs of highly regulated industries and innovative collaboration capabilities to enable new solutions in industries with high numbers of frontline workers.
For example, there are:
366M users Knowledge workers
461M users Firstline workers
Enable teamwork
Partners can help customers to collaborate seamlessly by using Microsoft team and Microsoft SharePoint. Today, many partners earn big revenues by providing consulting services to clients such as building knowledge based portal, intranet-in-a-box, and transform business process, and create custom apps using SharePoint and Microsoft Teams.
Leverage the Microsoft Intelligent Security Graph
Partners can gain trust from CISOs more easily with the Microsoft Intelligent Security Graph. You can rely on an unparalleled body of threat intelligence created from the vast sources Microsoft analyzes—over 450 billion authentications processed per month, 400 billion s scanned for malware and phishing, and one billion Windows devices updated.
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20. The Partner Opportunity
Microsoft Inspire
4/23/2018 7:04 AM
The Partner Opportunity
with Microsoft 365 Enterprise
Margin
$700/user
Revenue
$1,500/user
50% more vs offering only Office 365
nearly
Microsoft 365 represents a significant opportunity to increase deal size, differentiate offerings, and grow managed services revenue. According to a Forrester Total Economic Impact Study, Microsoft 365 Enterprise increases partner revenue opportunity by more than 50 percent versus selling and deploying Office 365 alone.
And check out the individual deal estimates shown here of nearly $1500 revenue per user and $700 per user in margin.
Source:
Forrester TEI Study, Microsoft 365 Partner Opportunity, July 2017
Source: A commissioned study conducted by Forrester Consulting on behalf of Microsoft
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21. How will we help you succeed?
Microsoft Inspire
4/23/2018 7:04 AM
Build your business
How will we help you succeed?
Close deals
Accelerate customer success
We’ve seen that there’s a big opportunity. I’d now like to show you the rich set of practical tools we’re putting into place, designed specifically for Microsoft 365 partners.
First, we’ll help you establish Microsoft 365 as a core offering for your business to grow your practice.
When it comes to selling, you’ll want to position your offering the most effectively to spark the right kinds of dialogue with customers. We have support for you across the customer journey.
And finally, there’s driving customer success, which is the basis for long-term, lucrative customer relationships. We offer tools to help you ensure that Microsoft 365 is being adopted and used across your customers’ businesses.
Let’s drill down into each of these…
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22. Microsoft 365 powered device
Microsoft Inspire
4/23/2018 7:04 AM
Build your business
Introducing the Modern Workplace Practice Areas
Collaboration
NEW
Microsoft 365 powered device
NEW
Security & Compliance
NEW
Cloud Voice
We’re making investments in several different areas to accelerate your success.
We’ll support each of the four partner practice areas with training and more.
We’re aligning partner & customer strategies, bolstering partner co-selling with a simpler field engagement model.
We’ll provide helpful business insights, for example: the Forrester Total Economic Impact study, a Gartner Industry study, and the Security Partner Playbook.
You’ll also have access to a new set of tools, including the GDPR Assessment, and an Office 365 Adoption content pack.
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23. Build your Business Increase product knowledge
Microsoft Inspire
4/23/2018 7:04 AM
Build your Business
Increase product knowledge
New field roles & practices areas
Simpler field Engagement
Roles & compensation
alignments
Insights to build your business
Example:
Gartner Industry Study
Tools to reduce time to market
Example: GDPR Assessment
We’re also setting up structures to give you access to people to help you increase your knowledge on core product areas, and realigning our field resources for a simpler engagement model.
Better research will be available to help you make informed decision on where to invest. For example, publishing a Gartner report we commissioned to help you make decisions on how to go to market in industry solutions.
We’re releasing new tools to accelerate your time to market, such as GDPR Assessments.
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24. Close deals Prove the value Value Discovery Workshop
Microsoft Inspire
4/23/2018 7:04 AM
Close deals
Customer needs
Prove the value
Value Discovery Workshop
Show the experience
Customer Immersion Experience
Understand the ROI
Value Calculator
So let’s talk about closing deals. While 86% of CEOs believe technology would transform their business, only 26% of the respondents think their CEO has set a clear vision for digital transformation, and only 19% believe they have the necessary technology to transform.
To help your customers along their transformation journey, Business Value Tools can help, with specific tools for each stage along the way.
It starts with Value Discovery Workshop that leads into the Customer Immersion Experience, and we finish it off with the Value Calculator. The Total Economic Impact studies, or TEI studies, that Forrester had conducted helps build the foundation to these tools.
Value Discovery Workshop, or VDW, is a framework to help you listen and understand what your customers’ pain points are. Using 18 different scenarios that cut across our Microsoft 365 solution, we’re able to have a rich dialogue with the customer without going deep into products. You are essentially a consultant, trying to tease out the process and the inefficiencies our customers are going through.
Then a Customer Immersion Experience, or CIE, is a great way to show the art of the possible. Using the scenarios that you walked the customers through in VDW, you can now show in CIE the solution that helps solve their problem. This is a great tool as everything now becomes real to the customer, because right in front of them, you can show how Microsoft 365 can solve the inefficiencies they had discussed during the VDW.
Lastly, with the Value Calculator you can prove the economics of why Microsoft 365 is the solution for the customer with a detailed cost benefit analysis.
All of these are embedded with the Total Economic Impact studies as the foundation, where it helps show us the economic value of a company moving from on-prem to the cloud, in different industries, can benefit from using Microsoft 365.
So now they know the value, the experience, and the ROI, but of course they’ll want to see what they can expect in the future. That’s where the IT Roadmap comes in.
Tools for Partners
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25. IT Roadmap for Microsoft 365
Microsoft Inspire
4/23/2018 7:04 AM
Close deals
Show me the IT plan
The IT Roadmap for Microsoft 365 is your tool to help your customers build IT plans
Whether your customers are new to Office 365, Windows 10 or Enterprise Mobility + Security, IT Roadmap helps you inform your customers of their options around the core capabilities in Microsoft 365 spanning productivity, device management, identity and security and more.
First you assess your customer’s IT services mapped against 4 optimization levels, then you work with them to select the level you want to get to, and it build you a detailed and tailored action plan based what your customers have in place and the optimization level they want to reach.
These plans will be different from customer-to-customer based on their current IT investments and priorities. You can customize the plan with your information, branding, timelines and more then continuously check-in with your customers to track progress and expand the scope of optimization over time.
You can find the IT Roadmap for Microsoft 365 at
Announcing
IT Roadmap for Microsoft 365
Available late July 2017 at:
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26. Accelerate customer success
Microsoft Inspire
4/23/2018 7:04 AM
Accelerate customer success
Partner-led Deployment with FastTrack Support
At the end of the day, 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. And this year, Fast Track works only through partners.
FastTrack partner-led deployment is a great way for you to provide more value for your customers.
Core untapped benefits:
There is a very big opportunity for partners to leverage Fast Track Migration services.
As an enhanced benefit, you’ll have access to remote assistance from Fast Track managers & engineers
We’re also offering new Performance based benefits, such as:
Special adoption incentive and special Microsoft 365 powered device accelerators to drive client refresh
FastTrack Center will direct 300+ customer referrals per month
We will have dedicated account management & Access to tier-2 technical SMEs
Check out the Fast Track partner site to learn more at aka.ms/FastTrackOpportunity
Access to deployment and adoption resources
Take advantage of data migration services
Request assistance for onboarding & adoption
Unlock performance based benefits
aka.ms/FastTrackOpportunity
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27. 4/23/2018 7:04 AM
Partner Call to Action
Build a practice: Learn more at Microsoft 365 Partner Opportunity site 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.
2.) Use the Business Value Tools we just discussed to accelerate your selling motion.
3.) Tap into FastTrack to drive more success – for your customers, and yourself.
Drive customer success: Sign up for FastTrack Partner Opportunity 3
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28. Microsoft 365 Be the catalyst Microsoft Inspire 4/23/2018 7:04 AM
I’d like to finish where we started and re-emphasize that…You are the catalyst that will inspire many customers to be creative, collaborate as a team, increase security in the cloud, and manage IT with agility.
THANK YOU!
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29. Microsoft Inspire 4/23/2018 7:04 AM
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.