1. BPIO U Enterprise Content Management FY09
Selling Office 2010
with New PCs
R4.895F
Objective of Slide & Key Message
This is module 5 of the Selling Office ILT course.
This module is estimated to take about minutes to deliver.
The module covers how to Sell Office with New PC’s.
Presenter’s Name
Date

2. Selling Office 2010 for New PCs
Agenda
Introduction
Installing the Office Image on a New PC
Selling the License
Positioning Office Starter
Summary & Resources
Objective of Slide & Key Message
This section of the course is an introduction to the Module and covers Office 2010’s primary pillars to the OEM/SB partner base.
The pillars are the same as the general reseller pillars, but the benefits are ones more relevant to the OEM/SB partners.
There will be some resellers in the audience too who will be interested in reselling new PCs, so some of the module will appeal to them as well.

3. The Value of Office 2010 to YOU Our Partner
Why Partners Should Sell Office 2010
Office 2010 is
Easier to Buy & Sell
Single pre-loaded image
Streamlined product lineup
Product Key Cards
Office 2010 Enhances
Partner Revenue
Focus on simplicity improves sales rep productivity
Easy add-on sale
Clear upsell path to premium SKUs
Meets Evolving
Market Needs
Best experience across the PC, phone, and browser
Better OPK experience
Office Web Apps and Starter will drive demand
1) Easier to Buy and Sell
With a single, preloaded image and an intuitive SKU lineup, Office 2010 makes it easier to attract customers and drive PC sales with in-demand products.
One image, many versions of Office 2010 Simplify your production, management, and planning with a single, preloaded image that delivers the most popular Office 2010 suites for consumers and small businesses. This alleviates the need to differentiate customer types, customize manufacturing cycles, or match specific Product Keys to specific PCs.
More focused product lineup The Office 2010 product lineup is streamlined (from eight to three SKUs), with each product more closely aligned to customer needs, and clearly named.
Product Key Cards
Value-priced Product Key Cards encourage the purchase of Office with new PCs, and generate sales conversations that provide upsell opportunities for customers who want the traditional disc media.
2) Better Revenue Opportunities
Office 2010 provides more opportunities to boost your revenue and bottom line.
Focus on Simplicity
The Office 2010 focus on simplicity means it takes less time and effort to sell – improving sales rep productivity.
The straightforward product line with clear progression of applications and a simpler sales process makes Office easier to understand and sell effectively.
Easy add-on Sale
Leverage customer hardware upgrades – the best time to sell Office is often with new computers.
Research shows that most customers want/expect Office to be preinstalled on their PCs (from MS Office Usage & Needs Research 2008).
Office2010 is an easy add-on sale that is optimized for Windows 7, but not dependent on it.
Clear upsell path to premium SKUs with higher margins will help your bottom line.
A logical progression of applications makes upselling premium versions easier.
You’ll realize more revenue and higher margins with Office 2010 thanks to a clear upsell path, from Home and Student to Home and Business, and from Home and Business to Professional.
3) Meets Evolving Market Needs
Office 2010 meets evolving customer and channel needs to drive demand from satisfied customers.
Office 2010 incorporates innovative breakthroughs that provide the best productivity experience across the PC, phone, and browser – no other productivity suite can match the complete experience.
Customers want Office; it’s the most popular productivity software in the world with over 500 million users.
Office 2010 will be in high demand because no other productivity suite harnesses the power of the PC, phone, and browser so effectively.
New features such as Excel Sparklines, PowerPoint Broadcast Slide Show, and Outlook Conversation View are powerful tools that are easy to use and will improve customer productivity.
Dramatically improved OPK experience makes it easier for System Builders to preinstall the Office image and sell Office at the time of sale.
The OPK experience has been redesigned to allow for easy pre-installation of Office 2010, enabling System Builders to take full advantage of the Product Key Cards to attach Office to new PCs at the point of sale.
Office Web Apps and Office Starter 2010 will drive awareness and increase customer demand .
The Office Web Apps are generating unprecedented amounts of awareness and interest in the Office Suites. This innovation coupled with the news of Office Starter as the Works replacement showcases innovation and drives demand for the product.

4. Great Business Opportunity on New PCs
At Point of Manufacture, Point of Sale, and After Market
1. Pre-loaded Office Image
Pre-load single image on all PCs
OEM
2. Drives Attach at Point-Of-Sale
Product Key Card price drives volume
Faster, easier installation with pre-loaded PCs
Reseller
Objective of Slide & Key Message
Now that we have seen some of the key benefits offered by Office 2010, we need to look at the business model that will help deliver those benefits.
It all starts with Coverage. Office 2010 dramatically simplifies the process OEMs and System Builders use to preload the Office SKU images on new PCs.
Single image used for preinstall
Preloaded image is ~40% smaller; faster to load
The next step involves driving the attach of Office at the point of sale.
The best time to sell Office is often with a new PC, so Product Key Cards have been designed and priced to encourage that behavior.
The PKCs have also been designed based on significant research to provide a fantastic customer experience.
Finally, Office Starter 2010 captures non-buyers and gets them on the path toward a full suite.
Office Single Image with Starter drives awareness and familiarity of Office, and provides after-market upsell opportunities.
3. Increases After-Market Up-Sell Opportunity
Perpetual in-product upgrade through Office Starter 2010
Home

5. Selling Office 2010 for New PCs
Agenda
Introduction
Installing the Office Image on a New PC
The Office 2010 OPK at a Glance
What’s In the Office 2010 OPK
Selling the License
Positioning Office Starter
Summary & Resources
Objective of Slide & Key Message
Section Transition: This section covers Installing the Single Image on a New PC through the OPK.
We take a closer look at:
The Office 2010 OPK at a Glance
What’s In the Office 2010 OPK

6. The Microsoft Office 2010 OPK at a Glance
Microsoft Office 2010 Single Image OEM Pre-Installation Kit
New PC
New PC pre-loaded with Office 2010
OPK Disk with
Office Single Image
Objective of Slide & Key Message
The Office 2010 OEM Pre-installation Kit (OPK) is a disk that allows OEM partners (including system builders) to preload an Office image onto a new PC.
The Office 2010 OPK image is a combination of applications and tools including Office 2010.
The image enables the use of the Product Key Cards to unlock the software any of the Consumer or Small Business SKUs., providing the best out of box customer experience.
The Office 2010 OPK pre-installation process has been dramatically simplified and improved as compared to the Office 2007 OPK process.
The Office 2010 OPK is available for download at a site dedicated to OEMs and System Builders.
The Microsoft Office 2010 Single Image OEM Pre-installation Kit (OPK)
Available for OEMs and System Builders, it provides tools, instructions and programs needed to build a machine with Office 2010.
The OPK is available for download at

7. Office 2010 OPK vs. Office 2007
Improvements in OPK 2010 Mean Savings and Opportunities to the Partner
2010 OPK
2007 OPK
Number of Images
A Single Image
2 (for every SKU)
Installation method
OEM loads Office single image on PC
OEM installs
Office and Works on PC
Trial Program No
Yes
Installation options
Single command line to execute custom scripts
Manually edit config.xml
Installation time *
*Varies by PC
*Varies by language
<2 min (only load bits)
>5 min (product Installation) plus
>3 min delay on first PC boot (user side for each installed language)
Objective of Slide & Key Message
The purpose of this slide is to highlight all the new additions that the Office 2010 OPK brings in comparison with its 2007 counterpart. The instructor should particularly highlight:
Single image for all 3 SKUs
Loading as opposed to installing which saves partner time and money

8. Selling Office 2010 for New PCs
Agenda
Introduction
Installing the Office Image on a New PC
Selling the License
SKUs – Product Lineup
Product Key Cards
Upselling from PKC to FPP
Positioning Office Starter
Summary & Resources
Objective of Slide & Key Message
Section Transition: Now that we have covered how to install the single image with the 3 SKU’s, this section covers how to sell the licenses, the SKU’s, and the Upselling process to FPP from PKC.

9. Office 2010: Simplified Suite Line-up
More Value in Each Suite
Licensing Benefits Across Suites
Licensing Benefits
New Suite Line-up
New PCs Only
OEM, PKC and FPP Only
Volume License Only
Starter*
Home & Student
Home & Business
Professional
Standard
Pro Plus
Word Starter
Excel Starter
Word
Excel
PowerPoint
OneNote
Word
Excel
PowerPoint
OneNote
Outlook
Word
Excel
PowerPoint
OneNote
Outlook
Publisher
Access
Word
Excel
PowerPoint
OneNote
Outlook w/BCM
Publisher
Word
Excel
PowerPoint
OneNote
Outlook w/BCM
Publisher
Access
InfoPath
Communicator
New SKU
New
New
New
New
New
New SKU
New
SharePoint Workspace
New Features
Includes advertising
Reduced functionality
Optimized for server integration
SharePoint Integration
Advanced IRM
IM and presence
Pro Support
Outlook w/ BCM included only in Volume Licensing Suites
Install 1 copy on up to 3 licensed devices
Product Key Card to unlock single image
New PCs only
1 license / 1 device
Unlocks the SKUs preloaded with Office Single Image
Does not include media
Full Package Product
1 license / 1 device (Home & Student: 3 devices)
Portable device rights
License is transferable
Includes media
Volume Licensing
Unlimited installs per licensed device
Downgrade rights
Portable device rights
Choice of physical media or download
Software Assurance can be Purchased
Software Assurance
Lowers the Price of Acquisition
Flexible Annual Payment
Moves expense from CAPEX to OPEX
Reduces upgrades tied to hardware
Preinstalled on new PCs only
1 license / 1 device
Does not include media
Objective and Key Messages
The idea here is to focus on what the SKU’s are for each one of the three Retail and OEM/PKC SKU’s and the two VL SKU’s to highlight the new apps (One Note and Web Apps) and the new SKU (Office 2010 Home and Business).
Starting with the left side of (more pertinent to OEM/PKC/FPP) the first four columns on the left.
Some key points to highlight include:
New Home and Business SKU
PKC’s
New PCs only
1 license for 1 device
Used to unlock the SKUs preloaded with Office Single Image
Does not include media
Applies across all OEM, PKC and FPP Suites
Increased functionality adds value
Starter being OEM only
Includes advertising
Reduced functionality
Web Apps with Windows Live for the OEM/PKC/FPP
As for the two VLs, some key points to highlight include:
Lowers the Price of Acquisition ( N-1 UTD)
Flexible Annual Payment
Moves software expense from CAPEX to OPEX
Reduces upgrades tied to hardware
Optimized for server integration
IRM protection
Workflow
XL/Access services
Presence
BCM only included in Volume Licensing Suites
Web Apps included in VL suites 
Deployed on SharePoint for manageability & control
Access Web Apps on Windows Live

10. The Simplified Office 2010 SKU Line-Up
The Pre-loaded Single Image includes three Office 2010 SKU’s:
Office Home and Student 2010
Office Home and Business 2010
Office Professional 2010
Word
Excel
PowerPoint
OneNote
Outlook
Access
Publisher
New
SKU
Objective of Slide & Key Message
This slide details what each Office 2010 SKU includes- all of which are included in the Office Single Image.
Dropped down to 3 SKUs
Highlight that there is a NEW SKU, which is the Home and Business edition.
The Home and Business SKU is expected to be a big hit.
Note the logical progression of applications from SKU to SKU as you move up the line up – makes it easier to explain the differences and justify the premium skus.
Same SKUs across OEMs, System Builders, and Retailers

11. Preloaded Single Image Makes It Easier to Attach
Customers now have more choice
Option 1
PKC
PC pre-loaded with
Office 2010
Activated by user in minutes using the Product Key Card.
Option 2
Traditional
Disc
Objective of Slide & Key Message
Introduce concept of the single pre-loaded image as exciting innovation that enables a great customer experience and benefits the partner
Introduce Product Key Card as exciting new SKU/way to buy
PKCs are new and improved version of MLKs (Medialess License Kits)
Point out that the traditional discs also unlock the Office Single Image
PKCs – 1 installation on 1 machine, non transferable, lives and dies on a single machine, no media
FPP
Office H&S FPP -3 installs / non commercial use, includes disc
Office H&B FPP – 1 install + 1 portable device, entry level commercial SKU, transferrable, includes disc
Office Pro –1 install + 1 portable device, transferrable, includes disc
Activated by user in minutes using the product key from the box.
Disc is available for backup, but not necessary for activation.
No need to remove Office Single Image

12. Introducing the Product Key Card
PKCs make it easier to sell Office with new PCs
Designed for new PCs pre-loaded with Office 2010
Everyday PC attach SKU
Single license, no media
Quick and easy to activate with pre-loaded Office 2010
Great for Netbooks
Customers love concept, are OK without disc
More customer choice
“This is more modern, more innovative.”
“I’m glad they are offering this new way. I’m happy to have the choice.”
“This is more ecologically friendly.”
Objective of Slide & Key Message
Get partners excited about Product Key Card
Make them feel comfortable that customers will want and be comfortable with this way of buying Office
Key Messages
Product Key Card is the everyday attach SKU and is designed for purchase with a PC pre-loaded with Office 2010
The PKC enables a lower price on Office when purchased with a pre-loaded PC, without additional programs or infrastructure needed
Our research shows that customers really like this concept and way of buying Office. They think it’s cool and innovative, eco-friendly, and that it makes sense with netbooks
“Would work well with netbooks since they don’t have disc drives.”

13. Matching PKC With Pre-loaded PC
Ensure the best customer experience
If You are Building a PC:
Install the Single Image using the OPK tools and clearly identify the PC as pre-loaded in the PC spec
Sell the appropriate Office PKC to unlock the Image
If You are Reselling a PC from another OEM:
Determine if the PC has Office single image pre- loaded and sell the appropriate Office PKC
If Office single image is not pre-loaded sell the appropriate FPP
Objective of Slide & Key Message
Highlight that PKCs are for use with new PCs preloaded with Office Single Image.
If a customer is upgrading an existing PC, or if the PC is not preloaded with Office single image, FPP is the correct choice.
Key Messages
It’s critical that we support customers who are buying a PKC, and make sure they have a great customer experience
The key to doing this is making sure that PKCs are only sold for PCs preloaded with Office Single Image
We are working with OEMs and System Builders to make sure that they identify pre-loaded PCs in the PC spec
Resellers need to read the PC spec and identify pre-loaded PCs
Resellers also need to educate sales teams about when they can offer a customer a PKC and when they should tell a customer to buy Disc instead
We are helping ensure the right match through packaging and sales rep training, and with a website that customers can visit to learn what steps to take if they buy a PKC for a PC without Office Single Image.

14. Upselling Customers from PKC to FPP
Enhances partner revenue opportunities
PKC price point creates more Office sales conversations
Customers who want media, multiple licenses, transferability will choose FPP
PKC packaging highlights differences to help inform choice
Objective of Slide & Key Message
The idea is to first and foremost attach Office at the Point of Sale.
For PCs preloaded with Office Single Image, the first step is to convince the client to attach a PKC.
The lower PKC price point makes it a great place to start the conversation.
Be sure to mention that it does not include media (in other words, the discs), is good for just 1 installation, and cannot be transferred to another machine.
Once that is done and the customer understands the PKC, try to upsell them to the FPP, with the benefits of having media (the discs), ability to stall on more than one PC, and the ability to move from one machine to another.
Be careful when talking about the ability to install FPP on more than one machine – H&S FPP - 3 non-commercial machines; H&B FPP 1 desktop / 1 portable for same user; Pro FPP 1 desktop / 1 portable for same user.

15. Selling Office 2010 for New PCs
Agenda
Introduction
Installing the Office Image on a New PC
Selling the License
Positioning Office Starter
Summary & Resources
Objective of Slide & Key Message
This section is about Microsoft Office Starter. It is important to position Starter correctly… it is a good product for home users who are not ready to purchase a full suite, but it is not a replacement for the full suites.

16. What is Office Starter 2010 Office Starter 2010
New Base Productivity Offer
Replacement for Works
Pre-loaded by OEMs on new PCs, with Office 2010 Single Image
Includes Word Starter and Excel Starter
Limited functionality versions of Word and Excel
Does not include Outlook, PowerPoint, and OneNote
Ad-Supported
Includes in-product upsell/purchase messaging
Office Starter
H&S or H&B
PowerPoint X ✓
Outlook
H&B
OneNote
Smart Art Graphics
Page Layout Tab
Table of Contents, Bibliography, Footnotes
Document review with Track Changes, Comments
Macros
Organize data with Pivot Table, Pivot Chart, Slicers
Integration with Web Apps
In-product Ads
Objective of Slide & Key Message
Describe what Starter is – a limited version of Word and Excel, fully compatible with the other Office suites and designed for home users who are not ready to buy a full suite. However, make sure to highlight that on an overall feature basis, Starter doesn’t come close to the full Office suites, and that most users will want more functionality than what is available in Starter.

17. Office Starter 2010 is for Customers Not Ready to Buy
Office 2010 Starter Offers Customers an Upgrade Path to Office 2010
Starter helps home users, who are not yet ready to buy, access their existing Word and Excel® files, get familiar with a limited selection of Office 2010 features, and upgrade easily to a complete Office 2010 suite whenever they’re ready.
Purchase PC
pre-loaded with
Office 2010
No Office purchase
Post-PC Purchase
Home
Starter offers:
Objective of Slide & Key Message
Now that Office Starter 2010 has been explained, it is important for the instructor to emphasize that Starter is for customers not yet ready to buy and that Microsoft is making sure that customers can easily transition from basic and limited functionality of Word Starter and Excel Starter to the full functionality by upgrading to a PKC or FPP (Full Packaged Product). The next slide explains how this could be done from within Starter.
Transition
Ability to access Word and Excel files created on previous PCs
Learn
Risk-free way to get familiar with Office
Upgrade
Easy, perpetual
in-product upgrade

18. Promoting Up-Sell in Office Starter 2010
In-product upgrade:
Ribbon
Task pane
Ad unit
Backstage
Objective of Slide & Key Message
Up sell
Purchase option promoted in the ribbon, outspace, task pane, house ad unit, and help
Task pane
Links in the task pane designed to deepen customer engagement while promoting up sell
Ad unit
Rotating Microsoft house ads will promote up-sell and cross-sell
Ads will be served by Microsoft’s Display Ad platform
Ads will be visible online and offline
Features
Streamlined ribbon
4 tabs only (missing review, view, references, and developer tabs)
Features removed from Starter will be viewable but not editable in Starter
Purchase

19. Selling Office 2010 for New PCs
Agenda
Introduction
Installing the Office Image on a New PC
Selling the License
Positioning Office Starter
Summary & Resources
Objective of Slide & Key Message
Transformation Slide: Let’s go ahead and summarize what we have seen and some key partner Next Steps

20. Summary & Partner Action Items
With Office 2010, we are making it easier for you to sell Office with new PCs.
Office Single Image and Product Key Cards are useful innovations that provide our partners with new opportunities.
Action Items: :
Build machines with Office 2010
Educate your sales reps and customers on the Office 2010 options and benefits
Sell a PKC or FPP at Point of Sale to activate a full Office suite
Objective of Slide & Key Message
System Builders and Resellers are very important to the success of the new business model
We have made significant investments in improve the Office experience for channel partners and customers
Office 2010 is easier to buy and sell:
Streamlined SKU lineup – 3 SKUs, which are the same across OEM, PKC, and Retail
Office Single Image contains images for all 3 SKUs and provides a great customer experience
Product Key Cards are priced to encourage attach at the point of sale
Office 2010 creates more revenue opportunities
The focus on simplicity encourages greater sales rep productivity
It is a logical add on sale for new computers – compatible with Windows 7, but not dependent on it
The clear upsell path to premium SKUs will help boost your bottom line
Office 2010 meets evolving market and channel needs
Product innovations offer the best experience across the PC, phone, and browser
A dramatically improved OPK experience takes the hassle out of preloading Office
Innovations like Web Apps and Office Starter will increase awareness and familiarity, and drive demand
 Build machines with Office 2010 Starter w/ Single Image for all SMB and consumer PCs
Better OPK Experience makes preloading Office much easier.
Smaller installation image
Educate
Your sales reps
 Your partners
 Your end users  
Sell
 Very important for you to actually sell the PKC or FPP at the point of sale
If you are building new machines, be sure to preinstall the single image with starter on all machines.
Then sell office via PKC or FPP
If you are reseller, you should not use the OPK, but you should ask for machines with Office Single Image on them so you can sell the PKC.
If you do not have machines with OSI on them, you should sell FPP instead to avoid an unpleasant customer experience. 

21. Get the Latest Resources & OPK
The OEM Resource Center
Partner will find information on:
Sales & Marketing Collateral
Products & Solutions
Technical Guidance
Licensing & Piracy
Training
OEM Pre-Installation Kit:
Download Office 2010
Download Localized OEM System Builder License
See OEM Part Number List
Access COA and Holograms
Review FAQ’s …
Objective of Slide & Key Message
Where to get OPK
Link to get more ‘technical’ training (OPC)
Discoverability communication guidelines

22. Office 2010 Resources for Partners
A great resource for partners wanting a head start
Product Introductions
How-To Videos
Articles
Interviews with Microsoft Product Managers
Technical Previews
Links to Blogs
Links to Discussion Forums
Objective of Slide & Key Message
Here are some recommended Next Steps and Resources

23. End of Module