1. Sales Readiness Series
Ford EBC
7/18/2018 1:33 PM
Microsoft 365 Business
Sales Readiness Series
Hi and welcome to the Microsoft 365 Business Sales Readiness series. In this video we are going to introduce you to different Customer Scenarios for Selling Microsoft 365 Business.
We are going to cover six customer scenarios you may come across while selling Microsoft 365 Business.
Because our customers are so diverse, you’re going to see a range of situations where the size of the organization and the present IT situation will be considered and we’ll walk through those considerations together.
So let’s get started with our first customer Jane.
Sales Scenarios

2. Customer #1: Jane What we know about our customer: Retail industry
7/18/2018 1:33 PM
Customer #1: Jane
What we know about our customer:
Retail industry
10 employees
Currently using Windows 8 & 10 PCs
Office Home & Business 2016
Using another cloud service for
I’ve got this customer who runs a small retail shop. She’s got 10 employees and she buys her PCs and Microsoft Office from a local retailer. Jane uses G-Suite for but doesn’t use it for much else. She’s growing her business and was going to go to the store but we were chatting and she was expressing some frustration with having to spend so much time on “IT” and dealing with Office 2019 that she just heard was coming.
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3. Customer #1: Jane It appears that they need:
7/18/2018 1:33 PM
Customer #1: Jane
It appears that they need:
Better collaboration features
Ability to work from anywhere
Windows, Office, and all in one place
Enable her to scale by using Azure Active Directory for login
If you remember in the first couple of videos in this series, I talked about Chad from Urban Agriculture… Jane’s issues are very similar. He was in a similar situation and so I definitely would make sure I told his story to Jane because it will resonate with her. Some of the collaboration features and the ability to work from anywhere is good but I think the simplicity and bringing her Windows, Office, and all together and enabling her to scale will really resonate and she won’t have to worry about different versions.
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My objective is to help Jane see that there are key features within Microsoft 365 Business that could give her peace of mind.
Office 2019 is just catching up to where the apps in Office 365 are currently at so Jane could be always up-to date.
For the last 25 years we’ve been saying that if you have more than 10 PCs or users that you should look at centralizing your identity. Azure Active Directory can help Jane control her users access to PCs and with Windows AutoPilot she can have that easy deployment process.
Chad manages Microsoft 365 Business himself and he’s shared with me how easy it is for him to grow and add users. Jane will love this as well.
Since Jane may object to paying for Office again since she has Home & Business 2016, I may actually recommend that she considers Office 365 Business Essentials in the short term with an eye toward Microsoft 365 Business when Office 2019 gets released. That said, a good salesperson will sell Jane on the cool features in Office 365 such as PowerPoint Designer or the intelligence features in Word like Editor or Researcher.
The security and data protection capabilities in Microsoft 365 Business are other ways to convince Jane to move now.
Recommended Solution:
Office 365 Business Essentials
Microsoft 365 Business
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4. Customer #2: Bruce What we know about our customer Insurance industry
7/18/2018 1:33 PM
Customer #2: Bruce
What we know about our customer
Insurance industry
25 employees
Using Azure Active Directory
On Office 365 Business Premium
Upgraded to Windows 10
Our second customer founded an insurance agency 10 years ago. Bruce has 25 employees and is always on the latest and greatest. He has been asking about some of the EMS capabilities but doesn’t really want to pay that much for it. It seemed complex to him and he doesn’t want or need all the features.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

5. Customer #2: Bruce It appears that they need:
7/18/2018 1:33 PM
Customer #2: Bruce
It appears that they need:
A simple way to protect their company data on company and personal devices
Not much needed before Bruce can move over to Microsoft 365 Business
Recommended Solution:
Microsoft 365 Business (hero scenario)
this seems like a totally unrealistic scenario, but I’ll tell you that while I did ask Jacob to set me up with this softball… it is a real scenario and the ideal scenario. There are customers that I have personally spoken to that have joined their PCs to Azure Active Directory via an Office 365 subscription and are on Windows 10 Pro.
For this customer, he is on Windows 10 Pro but he needs to upgrade to the latest version of Windows 10 Pro, Creators Update. That’s a minimal task for him.
His company is absolutely ready for Microsoft 365 Business. His chief concern with EMS was the cost and complexity of of implementing it which is the #1 reason why we see SMB customers pass on the solution..
With Microsoft 365 Business, we’re going to give our customers a very simple way to protect their company data across both company-owned and personal-owned devices.
Also, did you know that your Office 365 customers can use Azure Active Directory for logging into their PCs as long as they are on Windows 10? Not many people knew that…
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

6. Customer #3: Ashley What we know about our customer Staffing agency
7/18/2018 1:33 PM
Customer #3: Ashley
What we know about our customer
Staffing agency
35 employees
No formal identity solution
Office 2013
Business Essentials for and Skype
Our third customer is Ashley. She is the founder of a staffing firm that manages a large network of contractors working for clients all around the world. Her business is constantly bringing on additional contractors and the team is starting to take on bigger projects for higher profile clients.
Her contractors are on a variety of versions of Office and Windows with no formal identity solution. She got them on Business Essentials for and Skype but needs to get some consistency and also some peace of mind that the work her contractors manage is protected for her clients.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

7. Customer #3: Ashley It appears that they need:
7/18/2018 1:33 PM
Customer #3: Ashley
It appears that they need:
Files always accessible to share with clients
Get all hardware up-to-date with Windows 10
Identity management through Azure Active Directory
Windows AutoPilot for onboarding
It sounds like we have a ton of opportunity here. The big things for me are the following:
Getting all PCs up to date onto Windows 10 and joining them to Azure Active Directory will start to give her the ability to manage the devices and enforce security policies.
Windows AutoPilot will be useful as she onboards/offboards new PCs and employees.
Microsoft 365 Business can help to get all her contractors on the latest version of office and also enforce policies to save all documents to OneDrive for Business. This will be a great way to show to her customers that she has a good business continuity plan in place, in the event that a device goes missing.
Now one of the hurdles that customers have is getting Windows 10 Pro so that they can meet Microsoft 365 Business system requirements. Microsoft 365 Business does not come with a full license of Windows 10 Pro, but if your customer has a 7 or 8 Pro license they do get a free upgrade to Windows 10 Pro.
Recommended Solution:
Microsoft 365 Business
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

8. Customer #4: Heyward What we know about our customer Food manufacturer
7/18/2018 1:33 PM
Customer #4: Heyward
What we know about our customer
Food manufacturer
40 employees w/ more in other facilities
Have Windows 7, Active Directory, Office 2007, and an on-prem Exchange server
Our fourth customer is Heyward. He owns a food manufacturing business with 40 information workers and another 80 that work across the 4 manufacturing plans. They have Windows 7 Pro, Active Directory, Office and an On-Prem Exchange server.
Heyward’s IT director, Brad is interested in replacing some servers and since Office 2007 has reached its end of support lifecycle he wants to look at the latest version of Office.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

9. Customer #4: Heyward It appears that they need:
7/18/2018 1:33 PM
Customer #4: Heyward
It appears that they need:
Simplicity in ongoing management / less time spend on future upgrades
Would like to replace aging on-prem servers
Update from Office 2007
Recommended Solution:
Microsoft 365 Business
This one is going to be a heavy lift for this customer. Heyward and Brad can absolutely benefit from Microsoft 365 Business, but it’s going to be a big deployment. A Microsoft partner should jump in to help them out.
In the licensing video, we spoke about some compelling events that might help facilitate a conversation to Microsoft 365 Business. A hardware refresh and Office 2007 end of support are two key moments.
Brad may be resistant at first since he will have to forego on-premises resources, but he will really appreciate the simplicity of ongoing management and he’ll spend far less time managing upgrades while keeping his data and devices secure.
I also want to highlight that we also have our Microsoft 365 F1 plan that is a part of our Enterprise offerings. The plan is perfect for their manufacturing workers and is very cost effective. With the ability to mix and match plans, Heyward is going to appreciate the savings he gets by not having to supply all his floor workers with a full Office subscription.
I also would use the upcoming release of Office 2019 to sell Brad on Office 365. He can get the most up-to- date Office today and future proof for when Office 2019 is generally available.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. Customer #5: Ryan What we know about our customer
7/18/2018 1:33 PM
Customer #5: Ryan
What we know about our customer
Office supply company
50 employees
Using Small Business Server
Mix of Office and Windows versions
Running an aging server at end-of-life
Ryan has 50 employees and has been running on Small Business Server to manage his office supply company. He has a mix of Office and Windows versions and been resistant to abandoning his current solution because of the simplicity that Small Business Server brings him. His server has died twice now, and he is concerned that he won’t be able to resurrect it a third time.
It’s time for something new and he’s exploring options.
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11. Customer #5: Ryan It appears that they need:
7/18/2018 1:33 PM
Customer #5: Ryan
It appears that they need:
Maintain functions of Small Business Server
Want to protect his business & future-proof
Standardize to one operating system
Updated version of Office
Reduce support costs
This is the right inflection point to introduce Microsoft 365 Business to this customer. Apart from the print server capability, all of the functionality for Small Business Server is available in Microsoft 365 Business. Your customers employees now can use Office 365 Groups and Microsoft Teams for file storage and collaboration, Exchange Online for and calendaring, and Azure Active Directory for authentication.
He can stop worrying about the outdated server because Microsoft 365 Businesswill protect his business and future proof him. You also mentioned different versions of Office and Windows, that is an absolute headache to manage. Standardizing on one operating system and version of Office will cut support costs and vastly enhance collaboration.
Now like Heyward, Ryan is facing a large deployment given the disparate systems. It’s worth it though and the cost that he would have spent on the new hardware will help offset the deployment cost via a Microsoft Partner.
Recommended Solution:
Microsoft 365 Business
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

12. Customer #6: Nick What we know about our customer Healthcare industry
7/18/2018 1:33 PM
Customer #6: Nick
What we know about our customer
Healthcare industry
75 employees w/ varying Windows editions
Uses AD Connect (formerly DirSync)
Is a current Office 365 E3 customer
now it’s time to meet our final customer, Nick who is the IT Director for a healthcare company.
He’s got 75 employees, on-premises Active Directory, a mix of Windows versions AND is an Office 365 E3 customer. He business requires compliance capabilities such as eDiscovery and legal hold. Also worth noting that he also has AD Connect or what was formerly called DirSync to sync his on-prem AD to the cloud.
He’s coming to chat with us today because he read the Microsoft 365 Business announcement and as it so happens Ryan is in the market for some new hardware. Two birds and only one available stone .
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

13. Customer #6: Nick It appears that they need: New PCs and new server
7/18/2018 1:33 PM
Customer #6: Nick
It appears that they need:
New PCs and new server
Advanced compliance capabilities
Maintain his on-prem infrastructure
Data protection for his business
Recommended Solution:
Microsoft 365 Enterprise
This customer is a prime example of when we need to consider introducing the enterprise offerings. When you mentioned healthcare, I immediately thought he may have more advanced needs than are available with Microsoft 365 Business and you confirmed that.
Since he has AD Connect, it makes it much harder for him to move off of his on-premises infrastructure and could take some additional time. He could overcome AD Connect and abandon his on-premises servers altogether, which does make sense and we should explore that with this customer longer term.
That said, since he does need more advanced compliance capabilities we should talk to him about Microsoft 365 Enterprise. He can keep his on-premises infrastructure if he wants while still getting the data protection and comprehensive productivity solution for his business.
Please watch the Constructing and Delivering the Perfect Microsoft 365 Pitch Video to learn the best practices to introduce a brand-new customer to Microsoft 365. This video also includes a bonus sample of a 90 second elevator pitch you can prepare to give to any customer, anywhere, at anytime.
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

14. Customer perceived need?
Scenario Overview
Scenario
Company Type
Size of Company
Identity State
Windows Versions
Office Versions
Current
Customer perceived need?
Recommended Solution 1
Retail 10
Workgroup
Windows 8 & 10
Home & Business 2016
G-suite
Better collaboration
Office 365 Business Essentials 
Microsoft 365 Business 2
Insurance Agency 25
AAD
Windows 10
Business
Business Premium
Data protection
(hero scenario) 3
Staffing Agency 35
2013
Business Essentials
Files always accessible to share with clients 4
Food Manufacturing 40
Active Directory
Windows 7
2007
Exchange on-prem
New Office due to End of Support. Ready for hardware refresh 5
Office Supplies 50
Windows 7, 8, 10
New Server/Office due to SBS on its last legs 6
Healthcare 75
AD Connect
Windows 7 & 10
ProPlus E3
New PCs and New server. Ready for hardware refresh
Microsoft 365 Enterprise
And that brings us to the end of this session in which we looked at six very different scenarios each with unique needs.
The overall takeaway from looking at customer scenarios is to use the examples as a starting point with your real-life customers. Understanding the context of their business, will help you determine where they will see business value and help you create a Microsoft 365 story that will resonate with your customers.

15. Next steps    Match your customers to different licensing scenarios
7/18/2018 1:33 PM
Next steps
Match your customers to different licensing scenarios 
Practice your pitch, know the licensing options 
Download the sales readiness decks 
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.