2. Migrating from hosted Exchange to Office 365: What should you know
HMSP07
#WPC16
Migrating from hosted Exchange to Office 365: What should you know
Andrew David, Monish Sood, Greg Taylor, Rajeev Vij

3. Are you falling behind?

4. #FOMO

6. Competition is everywhere
IT Solution Providers
Other
Providers
Your customer

7. Top-selling products through Hoster CSPs
Customers want more than standalone

8. Top-selling products through Hoster CSPs
Customers want more than standalone

9. Hosted Exchange vs. Office 365
Customizable
Requires Manual Updates
Has Infrastructure requirements
Missing Key O365 features (Groups, Clutter, Analytics, etc.)
Features lag behind Office 365 (months for some, years/major releases for others)
Out-of-the-box
Automatic updates
Manageable stable costs
Cutting-edge security practices
Simple administration
Up to date – new features are rolled out Office 365 customers regularly

10. Partner Discussion

11. Global Outlook—India Rajeev Vij Global Outlook Facts
Joined CSP in 2015
Rajeev Vij
Chief Executive Officer
Global Outlook Facts
Established: 2009
#Employees: 21
#Customers: >16K Office 365 users with over 200 customers
Core Business: / Productivity Cloud Solutions
Target Customers: Mid-Market & Enterprise

12. Why are partners migrating?
“There’s no way we can keep our hosted Exchange offering as current as Microsoft can.”
– Doug Endersbee, CEO, OzHosting.com
Latest and greatest versions
Feature and product parity is getting wider from Server to Service
Ability to scale
Partners are focusing on adding more customers
Higher ARPU
Partners are attaching value added services to Office 365 subscriptions
Focus on core business
Managing customers not mailboxes
New business opportunities
Adding new cloud services such as Microsoft Azure
“Partners have to focus on value-added services.”
– Rajeev Vij, CEO, Global Outlook

13. HEX to O365 (ExO) migration
Guidance document at for additional details

14. Pre-requisites and initial considerations
MOVE OF INSTALLED BASE
PARTNER IS FULLY ONBOARDED TO CSP
FAMILIARITY WITH CSP TOOLS
OFFER (SKU) DEFINITION
Existing, typically on-premises, hosted mail platform that provides (and potentially other related) functionality to customers
Planning to move your entire or significant percentage of your installed base to Office 365
Fully onboarded to CSP (nomination  final contractual agreement)
Partner has access to CSP Partner Center
Highly recommended that partner is transacting in CSP
Partner must be familiar with CSP tools i.e. Partner Center, workload-specific Admin Centers (e.g. O365 Admin Center, Exchange Admin Center, etc.), Partner Center SDK, other APIs (as needed)
CSP offers (SKUs) are listed in Partner Center
Partners must evaluate and select target offers carefully as CSP Office 365 offers have been carefully curated with particular customer archetypes in mind and partners also have to be capable of supporting those offers
ONE AAD TENANT PER CUSTOMER
CUSTOMER ENGAGEMENT
EXCHANGE SERVER VERSIONS
RESOURCING
Each customer must be associated with one customer tenant in Azure Active Directory (AAD)
Early customer engagement can significantly reduce downstream project risk
Customers will ideally have custom domain/s in addition to their default domain
Partner is responsible for DNS management but this is often dependent on customer responsiveness
Hosted environment must be running Exchange Server 2010, or 2016 at the latest patch levels
Partner should plan for appropriate availability of resources
Skills required include project management, PowerShell development, RESTful development (as needed), test, etc.

15. Overall migration process
Customer Engagement
CSP readiness
Mail migration
Close out
CSP onboarding
The partner must be on- boarded to CSP prior to starting the migration of their hosted Exchange customers to Office Partner has gone through nomination, invitation, credit check, enrollment and contract agreement and should have been granted access to the Microsoft Partner Center.
Transacting in CSP
Not required but highly recommended that the partner be transacting in CSP. At a minimum partner should be ready to transact.
Customer requirements
Ensure that each customer conforms to particular requirements e.g. tenant name, subdomain and custom domain, culture settings (location, language).
Confirm Outlook client versions i.e. must be ≥ Outlook 2010.
Customer expectations
Set and manage expectations with respect to DNS management, migration- related planned outages, support expectations, etc.
Execute mail migration
Preparation
Directory synchronization
Mailbox data migration
Cutover
DNS updates
Clean up and completion
Customer management
Ensure customers are updated, issues addressed, etc.
Deprecate hosting environment
Remove on-prem AD, etc.

16. Mail migration steps PROCESS DESCRIPTION
Migrations are essentially cut-overs, using MRS moves
MRS-based moves keep the Outlook profiles working
MRS moves require proper Dirsync to be in place (we recommend AAD Connect as it will also sync users’ passwords)
Moves for each tenant are batched and cut over all at the same time
A tenant cannot exist both on-prem and in O365 at any time
Once mailboxes are moved, DNS and mail flow paths are updated and the process is complete
Exchange Hybrid is not supported for anyone but the last remaining tenant
Mail migration steps
Clean Up and Completion
DNS Updates
Cutover
Mailbox Data Migration
Directory Synchronization
Preparation
Mailboxes are brought fully up to date and then users begin connecting to Office 365 for the first time
The end of the process where Directory Sync gets removed, objects are deleted from the on-prem Exchange installation and any final configuration steps taken
Objects in the tenant on-prem are synchronized to the tenant in the cloud
Creating the tenants in O365, validating any custom domains the tenant uses, identifying any configuration objects that need migrating etc.
Mailboxes are moved to Office 365
DNS is updated so mail delivery and client AutoDiscover services are updated to point directly at Office 365

17. Mail migration caveats
DNS & CUSTOM DOMAINS
Partner needs to be able to add verification records to a customer’s DNS zone to get the process rolling.
Partner needs to update MX/AutoDiscover records as soon as possible post- move.
DIRECTORY SYNC AND PASSWORDS
Sync’ing from AD to AAD with passwords can be done with AAD Connect but if users change their AAD passwords in O365 currently they get out of sync.
Only one tenant per AAD Connect installation – so concurrency is an issue.
LARGE TENANTS
If partner has many large tenants they will have to reduce the data somehow to allow moves to complete at the same time for any one tenant.
If partner has only one large customer tenant, leave it to the end and go hybrid.
OUT OF DATE OUTLOOK VERSIONS
Outlook 2007 cannot connect to Office 365 – partner needs to ensure that users aren’t using out-of-date software

19. Migration program

20. Migration offer SPLA to CSP
5/7/2018 2:57 PM
Migration offer
SPLA to CSP
Migrate seats from Hosted Exchange to Office 365
Up to 3 months’ credit for qualifying plans
Exchange Online Plan 1 & 2 (up to 1,000 seats per tenant), Business Essentials, Business Premium, E1, and E3 (up to 300 seats per tenant)
Credit applied to partner’s MCRA invoice
Credit will be applied towards the partner’s invoice following the completion of the migration
Migration Support
Technical documentation and promotional pricing for 3rd party tools (Audriga, BitTitan, Ricketts Corp., and SkyKick)
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

21. Requirements CSP Direct (1-Tier) Partner
5/7/2018 2:57 PM
Requirements
CSP Direct (1-Tier) Partner
Commitment to complete migration within 90 days
Be in “good standing” with Microsoft
Sign migration addendum to MCRA
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

23. Keys to success Be proactive
Don’t let someone else have the cloud conversation with your customer
Expose all services, but consume gradually
Educate customers on all they can do, but no need to do it all at once
Add professional services
Wherever customers struggle is an opportunity to provide support
Communication is crucial
Convey value, show security, set proper expectations
Get a complete customer profile
Understand each customer’s specific needs

24. Monday July 11, 2016 Tuesday July 12, 2016 Wednesday July 13, 2016
Program Key
GTM & Partnership
Infrastructure
Licensing
Applications
HMSP01
Empowering digital transformation with Microsoft cloud solutions for hosting, cloud and managed service providers
North 105
1:00 – 2:00 PM
HMSP02
Success with Azure: Transform your business with Microsoft Azure
South 713AB
2:30 – 3:30 PM
HMSP03
Selling SQL: Grow your SQL business with SQL offers and programs for hosting partners
4:00 – 5:00 PM
Tuesday July 12, 2016
HMSP04
Skype for Business Online: Overview, sales scenarios, go-to-market motions for SMB through the Cloud Solution Provider (CSP) program
South 713AB
1:00 – 2:00 PM
HMSP05
What is the magic Office 365 customer formula for partners in the Cloud Solution Provider (CSP) program? Top lessons learned from GoDaddy and Rackspace
2:30 – 3:30 PM
HMSP06
Building a best practice partnership: The evolution of cloud, collaboration and opportunity
South 709
HMSP07
Migrating from hosted Exchange to Office 365: What should you know
4:00 – 5:00 PM
HMSP08
A practical look at CSP offers, billing and monetization
Wednesday July 13, 2016
HMSP09
The next frontier: Managed services on Microsoft Azure – seize the opportunity and grow revenue and profits
South 713AB
1:00 – 2:00 PM
HMSP10
Hybrid licensing
South 709
HMSP11
Keys to building a strong EMS offer and sales practice with the Cloud Solution Provider (CSP) program
2:30 – 3:30 PM
HMSP12
How to drive consumption through an improved customer journey
HMSP13
Making hybrid cloud real with Azure Stack
4:00 – 5:00 PM

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