1. A universal toolkit built for teamwork
Last updated: 10/23/2017
Unlocks creativity
Built for teamwork
Integrated for simplicity
Intelligent security
A universal toolkit built for teamwork
Buyers
VP of Operations VP of HR VP of Communications CIO CISO Head of Digital
Key customer concerns
Multiple logins and difficulty sharing and discovering information (users)
Shadow IT leads to security and compliance risk and limits agility (IT)
Incomplete toolkit leads to disengaged employees and costly, duplicate tools (business)
Teams have diverse needs for collaboration
Product value
Customer value
& Calendar (Outlook)
Use group and shared calendars to stay in sync with your team and share updates
Upgrade distribution lists to group inboxes with shared assets
Intranets & Content Management (SharePoint)
Provide a team site for deliverables and supporting content
Create an intranet, automate document workflows; share and work together on files with OneDrive to improve agility and reduce costly re-work
Connect Across the Organization (Yammer)
Seamless experiences for users. Connected experiences enable sharing and discovery across applications
Simplify IT. Centralized management with intelligent, built-in security and compliance
Maximize productivity within the business. Complete toolkit drives employee engagement and enables rationalization
Microsoft 365 provides a universal toolkit that meets the unique needs of every team in a highly secure way
Bring your company together across geographic and hierarchical boundaries
Create communities of interest, executive connections, and drive cross-organizational innovation
Co-Author (Office Apps)
Work together with real-time co-authoring, see who’s in the file with you, and track what’s changed by using version history
Hub for Teamwork – Chat, Calls, and Meetings (Microsoft Teams)
Connect and collaborate among groups that are working on core projects
Set up a channel (conversations grouped by subject matter), start a conversation, make calls, and have meetings; work with your files and Office apps within Teams without switching apps
Customize workspaces to include apps and services which meet their needs
Collaboration capabilities are built on a secure, compliant infrastructure. Office 365 Groups provide a single identity for teams across different applications, and Microsoft Graph uses machine learning to infuse intelligence into all your application experiences.
DIFFERENTIATOR
Microsoft 365 offers a universal toolkit: an unmatched set of integrated capabilities that are highly secure and always evolving to changing workstyle trends.
Offer Prioritization
Description
Compelling Events
Microsoft 365 E3
Modern workplace solution including Office 365 E3 + Enterprise Mobility & Security + Windows 10 that empowers everyone to be creative and work together, securely
Renewal
End of Life for 2010 & Win 7
Customers undergoing digital transformation
Microsoft 365 E5
Builds on Microsoft 365 E3 and adds Phone System, Audio Conferencing to reduce pay-per-minute costs, analytics, and security protection against sophisticated cyber attacks
Offer guidance
Collaborate on documents real time or on your own time to simplify and ease the co-creation process.
Harness collective knowledge and expertise by empowering people to discover, share and progress files, information and ideas across your organization.
Store and share files inside and outside your organization to work seamlessly across organizational boundaries.
Shape the company culture and break down silos by informing and engaging employees and connecting people across the organization.
Empower users to transform business processes and increase efficiency.
VDW scenarios
CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. © 2017 Microsoft. All rights reserved.

2. A universal toolkit built for teamwork
Sales Playcard – Collaboration | Partner Version
A universal toolkit built for teamwork
Steps to sell
Learn about current collaboration environment, obstacles and CISO’s security concerns about sharing company data in the cloud.
Share the Microsoft 365 vision and emphasize how secure collaboration capabilities align with the digital transformation story.
Work with a partner to set up a PoC of Microsoft Teams and other collaboration workloads to demonstrate value.
Complete a business case to demonstrate cost savings or takeouts for third-party meeting and collaboration tools.
Deliver a high quality Customer Success Plan.
Discovery questions:
How do you work together among employees, contractors, and others?
How are you ensuring employee and customer information is secure?
How many different tools do you use to share information?
How do you cater to different collaboration styles in your company?
DISCOVER
ENVISION
VALIDATE
COMMIT
ONBOARD
REALIZE VALUE
Microsoft 365 Partner Portal
Unblocking Workplace Collaboration
Five Essentials of UC
Ultimate Guide to Teamwork Tools
Mechanics
GEP, Web
Value Discovery Workshop
Microsoft 365 decks*
Teamwork Presentation*
Demos: Suite | Teams
CIE
Value Calculator 
Customer Evidence
Forrester Wave
FastTrack Architect
Gartner Industry Addressability Report
Offers & Incentives*
Battlecards
FastTrack and FastTrack Assets
Productivity Library
*NOTE: Engage with your Territory Channel Manager for more information
Talk about business solutions in your customer’s language– Rather than talking about capabilities and products, focus discussions on understanding business needs and use their language to ask open-ended, clarifying questions. Actively listen. Base questions on the strength of your existing relationship and avoid asking invasive questions.
Tell the single platform story– Tell the all-up Microsoft 365 story to show the full value of the stack to the customer. It’s hard to find one vendor that offers the products we offer that are interlocked and at the price we offer.
Test drive the capabilities– Solutions like Microsoft Teams should be experienced by the customer. New Microsoft 365 capabilities like this are important for attracting younger workers. Demonstrate remote, group collaboration on Surface Hub and on devices for mobile workers.
Get them up and running– If the customer is licensed for Office 365 but has not deployed, begin discussions at least 12 months before the renewal date to get on track for deployment.
Monitor dual usage– Even after sale and deployment, watch for use of competitive products.
Best practices
“Our challenge is to empower people to achieve a product launch pace unprecedented in 104 years. At the same time, how do we maintain that personal connection to the cars and our famous artisanal quality? We see the collaboration tools in Microsoft 365 as essential for our business transformation.” –Simon Sproule, Vice President and Chief Marketing Officer at Aston Martin
How to compete
Build strong, deep customer relationships, engage compete with a sense of urgency, and lead with Microsoft 365 (secure, complete solution, universal toolkit, and intelligent). Build your plan and escalate for help.
Competitor
Focus on competitive messages…
All
Trusted Services: others lack industry standards for security, compliance, and privacy. Microsoft provides industry-leading security, compliance, privacy, information protection, accessibility, SLAs, and the trust enterprises demand– see Trust Center.
Complete Solution: others have limited Office integration, lack functionality, and require 3rd party add-ons to fill service gaps. Microsoft 365 offers a universal toolkit for collaboration, intelligent services, and seamless experience for all employees.
Workplace by Facebook
Workplace lacks external sharing flexibility, can’t match Microsoft’s industry-leading security and compliance, and can’t provide teams with the shared resources needed to be productive (SharePoint site and document library, Outlook calendar, Planner, alias, OneNote).
Google
G Suite lacks enterprise capabilities, advanced analytics tools, IT controls, and security features. Shortcomings include limited offline editing, no hub for teamwork like Teams, no innovative features like Delve and MyAnalytics, fewer meeting controls, and no built-in accessibility checker.
Slack
Slack is a siloed application. Though it offers connectors and integrations– many of which are 3rd party– it is not a seamless experience like Microsoft 365. Slack lacks features like integrated calendar with Outlook.
CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. © 2017 Microsoft. All rights reserved.