1. Microsoft 365 F1 + Partner Offer Office 365 F1 + Partner Offer
Last updated 1/22/2017
Unlocks creativity
Built for teamwork
Integrated for simplicity
Intelligent security
Maximize the impact of your Firstline Workforce
Buyers
CEO, COO, CFO, CTO, CIO, CISO Line of Business: HR, IT/Technology, Learning/Development, Cust. Services/ Facilities/Ops/Store Management
Key customer concerns
Disenfranchised workers have higher attrition and do not contribute to, nor represent, the company at the highest possible level
Reducing costs by replacing inefficient or manual processes with more efficient digital solutions
Harnessing and sharing the collective knowledge and experience of Firstline Workers to improve or differentiate offerings
Examples of users: Field Technicians, Airline Flight Crew, Retail Sales Associates, Plant Floor Workers, Hotel Guest Services, Hospital & Care Workers
Product value
Customer value
Foster Culture and Community
Connect Firstline Workers to each other and the organization by opening communication channels to share in real time, amplify best practices, and stay updated on corporate news. (Yammer, Microsoft Teams, StaffHub, Skype for Business)
Communicate directly from the C-suite to the firstline by broadcasting live all-hands meetings and sending messages accessible on mobile devices. (Skype Meeting Broadcast, Exchange)
Better engaged Firstline Workers support a more connected culture that drives sales, customer service, and profits1
Insights provide management with ways to improve products and services, and to grow and establish new markets
Reduced costs due to better training, worker efficiency and optimization of process and operations (e.g. eliminating printed handbooks)
Reduced end-user security breaches2
1 Source: Building for success at the firstline of business, Harvard Business Review Analytic Services Survey, 2017
2 Source: Improving Firstline Worker Performance With Microsoft Office 365: A Forrester Total Economic Impact™ Analysis, a commissioned study conducted by Forrester Consulting on behalf of Microsoft, Sept 2017
Build secure environments to share information and hubs for teamwork that give teams instant access to content, tools, and people required for best productivity. (Microsoft Teams, SharePoint)
Train & Upskill Employees
Enable training via centralized video service and content portals. Provide access to technical, sales and marketing content from any device. (Microsoft Stream, SharePoint, OneDrive for Business)
Digitize Business Process
Provide a single app for Firstline Workers and managers to organize their workdays, simplifying schedule management, tasks, communication, and access to important resources, training documents, and company news. (StaffHub)
Digitize repetitive tasks and processes like request approvals with simple workflows that empower workers with modern LoB apps. (PowerApps and Flow*)
Deliver Real-time Expertise
Crowdsource new ideas and solutions and tap available talent when/where it’s needed.
Minimize Risk and Cost
Windows 10 S for Firstline Workers is streamlined for security at a low Total Cost of Ownership.
Provide device management, secure access to corporate apps and content with identity-driven protection.
DIFFERENTIATOR
Customer’s Firstline and Knowledge Workers share a common platform, building engagement by allowing easier communication and collaboration.
*F1 users can only consume PowerApps and Flows. Building them requires an E-suite.
Offer guidance
Offer Prioritization
Description
Compelling Events
Microsoft 365 F1 + Partner Offer
Hero Offer - Integrated solutions with Office 365, EMS, and Windows 10.
Customer considering Microsoft E3/E5
Has digital transformation initiative
GDPR if Firstline Workers access data
Renewal of O365 agreement
Office 365 F1 + Partner Offer
Alternative Offer – if customers do not envision deploying Windows 10 devices for their firstline workforce.
Engage your Firstline Workers to enable your Digital Transformation Empower users to transform business processes and increase efficiency
VDW scenario
FOR MICROSOFT PARTNER INTERNAL USE

2. Maximize the impact of your Firstline Workforce
Sales Playcard – Firstline Workforce | Partner Version
Maximize the impact of your Firstline Workforce
Steps to sell
Understand customer’s philosophy on Firstline Workers, competitive environment, and organization (HQ directing stores or hub & spoke).
Share the Microsoft 365 vision with the right audience (HR, Sales, Store Management, Customer Support) and emphasize value to company culture. Use the HBR study to establish the need to equip Firstline Workers.
Conduct ‘ride-along’ days to develop personas for Firstline Workers to identify challenges and legacy processes that can be modernized.
Demo capabilities like StaffHub to show ease of use; build a business case to show value of integrated solution and cost take-outs for point solutions.
Develop a high quality Customer Success Plan.
Discovery questions:
How do you connect Firstline Workers to your culture and enable your CEO to engage with them?
How do you gather and share the insights and knowledge of your Firstline Workers? 
How do you train, retrain, and onboard? 
How do you ensure your company data is secure and compliant on the devices used by Firstline Workers?
DISCOVER
ENVISION
VALIDATE
COMMIT
ONBOARD
REALIZE VALUE
Microsoft 365 Firstline Worker Partner Site
Firstline Worker FAQ
StaffHub FAQ
Firstline Infographic
Gartner Industry Addressability Study
F1 Video:
StaffHub Video
StaffHub Updates Video
HBR Whitepaper
Customer presentation
StaffHub deck; Demo
Windows 10S Presentation
Industry: Manufacturing, Retail, Hospitality
Firstline Worker Demo
Firstline Worker Business Value Assessment
VDW
Forrester TEI study
Microsoft Customer Evidence
VCA Customer Story & Video
CIE
F1 Trial
Enterprise Mobility and Security trial
F1 Plans & Pricing
Offers & Incentives*
FastTrack supports Microsoft 365 F1
Microsoft 365 Partner Portal
FastTrack Guide
StaffHub Getting Started for Firstline Manager, IT Admin
FastTrack Productivity Library
FastTrack Champions Program
*NOTE: Engage with your Territory Channel Manager for more information
Best Practices
Use the Harvard Business Review study to establish a need– 78% strongly agreed on connecting Firstline Workers with information and technologies like those in F1: communications, collaboration, learning, performance management.
Position StaffHub correctly– Establish StaffHub as the purpose-built app for Firstline Workers, streamlining core shift and workday management and expanding to deliver additional value through integration to business apps.
Engage the right decision-makers- Involve IT and someone from another group like HR or operations to help land the vision that investing in Firstline Workers can fundamentally shift engagement and effectiveness.
Look for Digital Transformation– Listen for discussions about transforming other parts of the business and think about ways they can incorporate their Firstline Workers into this process.
Understand a “day in the life”– Work with stakeholders to spend time with firstline employees to learn how they operate and to understand where F1 may help increase efficiency, provide cost savings, or meet company objectives.
Use industry-specific language and case studies– Customers look at their industry for guidance and applicability and view challenges as specific to their industry; so surfacing Microsoft 365 F1 in context can shorten the sales cycle.
Look to address Shadow IT issues– Understand where, how, and why Shadow IT is used and demonstrate the advantages of replacing it with Office 365.
Demo on customer’s preferred devices– When conducting a demo, use the platform that the user prefers (Example: iOS Mobile for Firstline Workers). That way, users can see themselves as they would be with the new tools. Showcase new Windows S devices, starting at $275.
Add services and solutions – Add professional and managed services and solutions to customize your offer to the needs of the customer and ensure successful deployment and adoption.
How to tailor the conversation
Situation
Talk to… (Role)
Focus on helping the customer understand…
Retail
Store Manager
(store workers)
How they can differentiate the customer experience by ensuring store associates are enabled with the right devices, can easily access product info, stay informed of promotions, and tap into their company’s knowledge network.
Manufacturing
Plant Manager (floor workers)
Workers can be better informed on safety guidelines and procedures; can reach experts quickly to resolve problems, eliminate bottlenecks, and improve quality.
Hospitality
Operations (hotel, restaurant workers)
Restaurant and hotel workers can stay informed on the latest news, announcements and promotions. Sales and service best practices can be easily shared.
Cross-Industry
Operations (field technicians)
Training can be delivered effectively via self-service videos. Announcements can be easily posted or delivered via Skype Meeting Broadcast.
FOR MICROSOFT PARTNER INTERNAL USE