1. Selling Office 365 Accelerate Sales with CIE
Microsoft Office
9/11/2018
Selling Office 365 Accelerate Sales with CIE
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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. Start… CIE overview CIE showcase Become a CIE Partner
Learn more about the CIE
CIE showcase
Experience a preview of CIE 4.1
Become a CIE Partner
Figure out how you can get involved

3. CIE: An effective way to sell
Simplify the Complex
Change the way we communicate to customers about Microsoft and our platform & partner offerings
Deliver practical, crisp messages that are easy to understand
Enhance the Customer Experience
Align to the priorities for BDMs
Seamlessly land our competitive differentiation
No feature names, no screenshots, no PowerPoint slides
Close Revenue & Deliver Results
Increase sales velocity and uncover new opportunities
Increase upsell/cross-sell, competitive wins, and deployment
Increase customer satisfaction

4. The CIE is a tool to accelerate sales
A hands-on introduction to Windows 8 and the new Office
Simplicity: Highlights flexible out of the box features that quickly deliver solution scenarios
Experiential: Enables customers to create emotional and personal connections with the technology
Facilitated in an environment that encourages discussion and participation
A true-to-life user experience that demonstrates to our customers how we deliver on
Device Innovation
Cloud
Social
IT control

5. What do customers say? Title Overall Facilitator Facility Expectations
Customer take-aways
CEO 7 9
“Saw impact wide changes on horizon”
CFO 8
CIO
“Thanks for setting this up.”
CMO
“Improved skills/productivity” “Better understanding of how SharePoint works” “Excited to deploy Lync functionality!”
VP, CHRO 6
“New capabilities to help processes move along” “Governance is key to success”
VP, COO
“Really liked looking at Lync and SharePoint use”
Director of Sales
“More effective way of using Outlook” “Better understanding of SharePoint”
“Better understanding of integration between outlook & other applications”
Real Estate Manager
“Mobile Lync client”
Ent. Services Mgr
“The power of Lync. Very good session.”
Cust. Services Director
“Validated the strategies and operational approach we are taking.” “Loved to see the conference and scheduling real-time.”
Network/ Telecom Mgr 5
“Need to determine integration with I3 system and features compared to Lync.”
Scale of 1-9
7.50
8.50
7.38
7.75

6. Impact of the CIE last year
CIE sessions
CSAT
Influenced revenue
+ 5000
+ $3.0 B
8.1 / 9

7. Plan a CIE early in the sales cycle
Plan/Profile
Prospect
Qualify
Solution
Close
Deploy
Account Planning
Enterprise Pitch
CIE
Best fit earlier in sales cycle; great conversation starter
Engage BDMs and elevate conversation from product to platform
Use to drive deployment conversations
Leverage for end-user training and broader buy-in
Drive EA renewal, ECAL upsell/ true-up/ cross-sell
Effective in compete situations against Google

8. Selling with CIE Single sales motion impacts deployment, upsell
Real-time customer pains uncovered/casual setting
Engage more of the senses (higher retention)
C-level top-down (multiple requests)
Use what you own
Services opportunities (quantified pain)

9. CIE storyline | “Day in the life” at Contoso
Get a head start
Manage your mail
Rally your team
Gain key insights
Work from anywhere 1 2 3 4 5

10. Start… CIE showcase CIE overview Become a CIE Partner
Learn more about the CIE
CIE showcase
Experience a preview of CIE 4.1
Become a CIE Partner
Figure out how you can get involved

11. Start… CIE showcase CIE overview Become a CIE Partner
Learn more about the CIE
CIE showcase
Experience a preview of CIE 4.1
Become a CIE Partner
Figure out how you can get involved

12.  CIE FY13 Roadmap CIE 4.0 CIE 4.1 CIE 4.5 Incorporate beta products
Office 15 Preview
Windows 8 RP
CRM Dynamics R8
New Storyline
Optimized for Office 365
Support for Windows tablets
Two variants
CIE Cloud*
CIE VHD
Product updates
Office 2013 RTM
Windows Phone 8
Windows Server 2012
Storyline refreshes
Integrated CRM Story
Product updates
Office 365 GA
Windows Intune 2012*
CRM Dynamics Online
Project Server Online
Storyline updates
Support for Windows RT
Q1, FY 13
Q3, FY 13
Q4, FY 13

13. Get involved Visit www.microsoftcie.com for more information
The CIE is best leveraged by partners that meet the following criteria:
Are actively managed with a Microsoft assigned Partner Account Manager (PAM)
Have competencies in portals & communication AND messaging & communications
Requirements vary slightly by region; to see if you qualify, speak with your PAM
Visit for more information