1. Microsoft & Partner Confidential. 2015 March.
Microsoft Corporate Accounts
Microsoft & Partner Confidential March.
Battlecard At-A-Glance: Google Apps for Work
How To Win
If/Then
Understand the customer’s needs, pains, challenges and, goals. Pitch the value of Office 365 in that context.
Engage early with stakeholders/BDMs in the organization.
Escalate to your partner contact at Microsoft early to assist you through the deal.
Sign up the customer for the Office 365 trial.
Engage with your partner contact at Microsoft to apply for BPCIP BIF, Office 365 Adoption Offer or FastTrack FY15 programs to accelerate adoption.
If Your Customer’s Deployment Status Is:
Then, You Should:
Google Apps for Work deployed/trial: With IT involvement (high risk) or without IT involvement (medium risk).
Prevent loss: Engage account and understand customer needs and Google footprint/BDM contacts. Escalate immediately to your partner contact at Microsoft.
Google Apps for Work deployed (Google Loss).
Engage customer/BDM to understand customer reasons and Win-back case. Develop a Win-back Plan.
Low Microsoft deployment or at risk accounts with legacy (XP and Exchange Server 2003/2007, dark EAs or kiosk).
Engage customer/BDM and lead with the cloud and Office 365. Invite customer to CIE and/or Office 365 trial. Leverage BPCIP BIF and program offers e.g. FastTrack via your partner contact at Microsoft and escalate your opportunity if necessary.
Microsoft deployed.
Engage early with customer/BDM early. Understand customer needs for additional cloud workloads that improve customer productivity. Leverage BIF and program offers via your partner contact at Microsoft.
What to Avoid?
Don’t engage customers late in the sales process since you will be on the defensive. Don’t forget to engage with BDMs as they are adopting cloud services outside of IT. Don’t get caught in a pricing and feature discussion. Don’t forget to leverage the full inventory of offers, support and escalation possibilities within Microsoft – engage early with your partner contact at Microsoft!
Questions To Ask Your Customer
Google’s Sales Tactics
Additional Resources
May I schedule a demo (or CIE, or MEC) or arrange a trial for you to try Office 365? How does your organization plan to deal with remote and mobile workers?
Have you considered how you can automate business processes through communications? Are you interested in connecting with Skype users? (Lync can enable that.)
Can Google Apps for Work perform the required productivity tasks? How does Google maintain the privacy of your information? What mechanisms are available for backup of your data and offline access? How does Google’s roadmap align with your needs?
Engages Microsoft accounts with a Surround, Seeding & Microsoft Co-existence sales strategy – to deploy single workloads and then expand to other workloads.
Google targets at-risk Microsoft accounts and in verticals where they are strong e.g. in retail, manufacturing, government, and education.
Google develops strong relationships with BDMs capable of taking IT decisions outside of IT and/or without IT’s knowledge.
Google lead with simplicity, low cost and innovation taking advantage of their innovator brand recognition, “good enough” features, simple license terms and lower perceived cost. Develops “anti-Microsoft” sponsors in accounts.
Are you having a challenge competing with Google in your account? Escalate to your partner contact at Microsoft!
CIE/MEC
Differentiated Value Propositions
FastTrack Portal
WhyMicrosoft, Office 365 Trust Center & A Day in the Life (public)
Disclaimer: The material contained within this presentation is Microsoft Confidential. Do not share, forward, or otherwise disseminate without the explicit written permission of Microsoft. The financial models and statements contained herein are provided to you for illustrative purposes only, and should not be considered or relied upon as the actual or potential income, sales, profits, or earnings which you will realize, in whole or in part, as a result of deployment of Microsoft products and technologies.

2. Microsoft & Partner Confidential. 2015 March.
Microsoft Corporate Accounts
Microsoft & Partner Confidential March.
Objection Handling: Google Apps for Work
NOTE: If your customer has detailed objection escalate to your partner contact at Microsoft.
Google Apps is a hosted service and, therefore, does not require the installation, configuration, and complex infrastructure required by Microsoft Exchange.
It is a myth that Google requires no software to be installed. For the productivity apps, Google requires users to install Google Chrome for an offline experience. For features similar to those in Lync Server, users must download the GTalk application and Video Add-On. In addition, users must deploy the Outlook Sync Tool to every machine to enable partial connectivity to Gmail. Google promotes installed apps such as OffiSync, Memeo, and Quickoffice to achieve tasks that are natively handled in Office 365. On the IT side, Google requires organizations to maintain several servers and connectors on-premises to enable Lightweight Directory Access protocol (LDAP) and line-of-business (LOB) Apps to talk to Google Apps.
Google Apps is integrated and easy to use. I don’t need anything else.
Google Apps lacks deep business process integration and sharing. Common enterprise technologies such as Office, Exchange Server, Lync Server, and SharePoint Server all have native integration in both the on-premises and cloud versions. They are part of the same technology stack.
Google claims offline access, but it is limited. The company suggests not using files offline that are shared with others. Google does not have any kind of conflict-resolution engine to deal with conflicting changes. If someone edits a file while you are offline and your edits conflict, the last editor writes over the changes.
Would the time lost and pain incurred in fixing these conflict issues be considered “easy to use?” How about the time lost in reformatting documents that have been munged? Can those documents ever be trusted again? Furthermore, Google offers partner solutions or add-ons that must be installed to achieve integration with Microsoft Office and Exchange Server, but the solutions are partial and much functionality is lost.
The Google Apps offering is simple for me to understand. Why does Office 365 have so many offerings?
Office 365 offers you the choice and flexibility to adopt all or a subset of the capabilities according to your unique needs. On the other hand, Google forces you into a one-size-fits-all approach for its limited set of capabilities. Microsoft Office 365 offers capabilities to help support complete business productivity for organizations of all sizes.
Google is a well-known services company and is well-respected, so why is the privacy of information a concern?
Microsoft takes customer privacy, security, and compliance very seriously. The company’s efforts in developing Office 365 Trust Center are to help increase the transparency for these issues.
On the other hand, Google has had several privacy-related issues recently, which has led to widespread criticism of its privacy policies.
Disclaimer: The material contained within this presentation is Microsoft Confidential. Do not share, forward, or otherwise disseminate without the explicit written permission of Microsoft. The financial models and statements contained herein are provided to you for illustrative purposes only, and should not be considered or relied upon as the actual or potential income, sales, profits, or earnings which you will realize, in whole or in part, as a result of deployment of Microsoft products and technologies.