1. How do I handle major objections to Office 365?
Microsoft Office365
9/11/2018
How do I handle major objections to Office 365?
<Presenter>
Microsoft
© 2012 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.

2. Drumbeat: Office 365 Sales Readiness for Enterprise Partners
Office 365 Overview
What’s my opportunity as a partner?
How do I pitch to my customers?
How do I show customer value using demo?
What are the licensing & pricing options?
How do I transition to high value services?
How do I get support and help my customers?
How do I handle major objections to Office 365?

3. Office 365 Customer Objections
Microsoft Office365
9/11/2018
Office 365 Customer Objections
Cloud Trust & Security
Data Sovereignty
Service Updates & Continuity
The objective of this session is to arm partners with the various resources available to address and counter the customer objections we often hear based on their misperceptions of the cloud and Office 365
The 80/20 rule is in effect when customers voice their major objections to Office 365. Most major customer objections fall into one of the following categories:
Cloud Trust & Security…“The Cloud is new to me and I don’t trust it”
Data Sovereignty…“I don’t know how my data is handled in the cloud, who is accessing it and if it is secure”
Service Updates & Continuity…“I’m used to updating on-premises software. I’m afraid I lose control and don’t get informed when the Office 365 service is updated and/or interrupted.”
All other objections
© 2012 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.

4. Cloud Trust and Security
Microsoft Office365
9/11/2018
Cloud Trust and Security
“The cloud is new to me. The unknowns and perceived risks are daunting and make me distrustful of the cloud.”
“The cloud is new to me. The unknowns and perceived risks are daunting and make me distrustful of the cloud.”
Recommended response strategy:
Review the Office 365 trust principles -> Security, Compliance and Privacy
Refer to and invite customers to learn more by visiting the Office 365 Trust Center
Leverage the ‘Office 365 Trust and Security’ conversation in the Enterprise Pitch deck:
Enterprise Grade Cloud
Responsible Empowerment
© 2012 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.

5. Office 365 trust Built-in capabilities and customer controls Security
Best-in-class security with over a decade of experience building Enterprise software & online services
Physical and data security with access control, encryption and strong authentication
Security best practices like penetration testing, defense-in-depth approach to protect against cyber-threats
Unique customer controls with Rights Management Services to empower customers to protect information
Compliance
Commitment to industry standards and organizational compliance
Enable customers to meet global compliance standards in ISO 27001, EUMC, HIPAA, FISMA
Contractually commit to privacy, security and handling of customer data through Data Processing Agreements
Admin Controls like Data Loss Prevention, Legal Hold, E-Discovery to enable organizational compliance
Privacy
Privacy by design with a commitment to use customers’ information only to deliver services
No mining of data for advertising
Transparency with the location of customer data, who has access and under what circumstances
Privacy controls to regulate sharing of sites, libraries, folders and communications with external parties
Office 365 Trust has three main principles, realized in two distinct dimensions:
Built-in capabilities: which is what Microsoft builds into the service enabled by default
Customer controls: where customers have the flexible controls to achieve security, privacy, and compliance into their environments based on the needs of their organization
Let’s walk through each one of these principles.
Security:
Microsoft has deep experience in building on-premises or workplace environments. Using that knowledge and added operational best practices like regular penetration testing, we have built a security hardened service in the cloud.
Built-in capabilities: Physical security with 24-hour monitoring, seismic bracing, and multi-factor authentication for physical access to data centers. Data security with features like encryption, logical isolation of customer data and strong authentication. Operational best practices like prevent breach and assume breach to monitor, anticipate, and mitigate threats to protect your data.
Customer controls: Office 365 provides unique customer controls like Rights Management Services, Group policy settings empower you to tune up or tune down security controls based on your needs.
Compliance:
Microsoft is the experienced industry leader in cloud compliance for enterprise customers.
Built-in capabilities: Office 365 is verified to meet requirements specified in ISO 27001, EU model clauses, HIPAA BAA, and FISMA. We enable our customers to meet these compliance requirements through risk management processes refined over decades of experience in Enterprise IT. Our Data Processing Agreement addresses privacy, security, and handling of customer data which helps you comply with local regulations.
Customer controls: There are distinct capabilities that Office 365 provides with compliance controls like Data Loss Prevention, Legal Hold, and E-Discovery to comply based on the needs of your organization.
Privacy:
Microsoft is unique among major cloud service providers with over 10 year’s privacy experience and having a cloud specific privacy policy that provides strong commitments to customer data safeguarding and privacy protection.
Built-in capabilities: We contractually commit to not mine your data for advertising purposes. In fact we do not use your data for anything other than providing you world-class services. We are transparent with your data, everything from where it’s stored, to who has access to it and when. We make this information accessible to you in Further we give you flexibility so that if you decide to leave the service, you get to take your data with you.
Customer controls: Office 365 gives you capabilities to collaborate but also gives you the ability to regulate information sharing. Rights management allows users to encrypt information and apply policies to give explicit permissions to only do what they are allowed to do with that information (copy, share, print, etc.). Privacy controls are always top of mind when we build features (ex. presence sharing with Lync allows users to let others see their online presence status or block it).

6. The Office 365 Trust Center
Microsoft Office365
9/11/2018
The Office 365 Trust Center
The place where Microsoft shares our commitments and information on trust-related topics
Office 365 Trust Center
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© 2012 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.

7. Microsoft Office365
9/11/2018
Data Sovereignty
“I don’t know how MY data is handled and secured in the cloud. I am concerned that my data is not kept private and can be accessed without my knowledge.”
Responding to government legal demands for customer data
Privacy authorities across Europe approve Office 365 privacy commitments
“I don’t know how MY data is handled and secured in the cloud. I am concerned that my data is not kept private and can be accessed without my knowledge.”
Recommended response strategy:
Refer to specific points on how data is handled, protected and accessed on the Office 365 service
Refer to and invite customers to learn more by visiting the Office 365 Trust Center
Leverage the ‘Office 365 Trust and Security’ conversation in the Enterprise Pitch deck:
Responsible Empowerment
Refer to the following blog entries as specific evidence of Microsoft’s commitment to data sovereignty and privacy:
Responding to government legal demands for customer data (
Privacy authorities across Europe approve Office 365 privacy commitments ( privacy-commitments/)
© 2012 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.

8. Responding to government legal demands for customer data
Microsoft Office365
9/11/2018
Responding to government legal demands for customer data
Responding to government legal demands for customer data
demands-for-customer-data.aspx
© 2012 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.

9. Microsoft Office365
9/11/2018
Privacy authorities across Europe approve Office 365 privacy commitments
Privacy authorities across Europe approve Office 365 privacy commitments
across-europe-approve-office-365-privacy-commitments/
© 2012 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.

10. Service Updates and Continuity
Microsoft Office365
9/11/2018
Service Updates and Continuity
“I don’t understand how Office 365 service updates are managed and what happens if there is a service interruption. I am unsure of my role and how I am notified.”
Services Description
Office 365
Message Center
Services Update Wiki
“I don’t understand how Office 365 service updates are managed and what happens if there is a service interruption. I am unsure of my role and how I am notified.”
 Recommended response strategy:
Refer to specific points on redundancy, service continuity and the financially-backed SLA
Leverage the ‘Office 365 Trust and Security’ conversation in the Enterprise Pitch deck:
Enterprise Grade Cloud
Refer to specific customer service tools and resources targeted at keeping customers informed:
Office 365 Message Center
Office 365 Service Health Dashboard
Office 365 Services Descriptions
Services Update Wiki
© 2012 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.

11. Office 365 Message Center Recent improvements V3 improvements
Microsoft Office
9/11/2018
Office 365 Message Center
Recent improvements
Bell notification recent improvements
NS for new messages
Tenant-specific message targeting
V3 improvements
New message types for service changes and general awareness information
Message filtering added to help sort the different message types
Future
API
Account management communications
Admin App integration
Vision: single source for customer service communications
© 2012 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.

12. Office 365 Service Descriptions
Microsoft Office365
9/11/2018
Office 365 Service Descriptions
Office 365 Service Descriptions
© 2012 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.

13. Office 365 Technology Blog
Microsoft Office365
9/11/2018
Office 365 Technology Blog
Office 365 Technology Blog
© 2012 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.

14. Drumbeat: Office 365 Sales Readiness for Partners
1. Join the Office 365 Partner Yammer group
yammer.com/office365partners
2. Get your Office 365 demo tenant set up
There are some steps you have to clear to get Partner admin center access rights
Become a Cloud Partner

15. 9/11/2018
© 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.
© 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.