1. Microsoft Education Telesales Guide
Windows 10 ODR – SMB Tele Sales Guide
Use this script to prepare for and engage buyers in K-12 educational institutions in a conversation about how Microsoft 365 and the Microsoft Education solution, which includes Windows 10 devices, Intune for Education, and Office 365 for Education, can help them achieve their goals.
Prep for the call by understanding the overall Microsoft Education go-to-market, as well as the Microsoft 365 Education solution. Visit MEPN for more information.
Understand common scenarios: in most cases, customers you are targeting will fall into one of the following three scenarios:
Buying new devices or replacing older ones and customer expresses interest in Chromebooks (compete situation)
Buying new devices or replacing older ones and customer knows they want Windows devices
New prospect who is not familiar with Microsoft Education
Understand customer roles: your contacts are technology buyers – typically IT decision makers or district leaders – who have different needs.
IT Decision Makers (ITDMs): are focused on supporting classroom technology needs, making the most out of technology investments, and meeting security and compliance requirements.
School Leaders: are focused on improving student performance and outcomes, meeting the needs of all types of learners, and making the most out of technology investments.
How to use
Start the conversation
Use the following questions to gain an understanding of the customer’s environment and priorities. Use this information to adapt ongoing discussion to each customer’s needs. If you’re already familiar with their environment, ask only the questions that are useful, probe on any additional questions you may have, and then proceed to the Why Microsoft Education and Why Windows Devices sections.
Scenario
Current customer
New customer
Opening
I’m calling to talk to you about Microsoft Education solutions, which include new, affordable devices with easy management and Office 365 for Education at no cost for students and teachers in schools with existing agreements.
I’m calling to talk to you about Microsoft Education solutions that can help drive better learning outcomes, save teachers time, and make devices more affordable and easier to manage.
Validate
I’d like to speak to the person at your school or district who is authorized to make technology decisions, like the purchase of new devices or classroom software and applications. Is that you, or can you connect me with that person? [If reconnected, repeat greeting and correct opening above to the validated buyer.]
Identify priorities and verify environment
Thank you for speaking with me. Before I describe Microsoft Education solutions, may I first ask a few questions about what you’re trying to achieve in the classroom with technology?
How well are your current devices meeting your needs?
What goals are you hoping to achieve with any new devices you purchase?
Have you considered buying new Windows 10 devices that would put full versions of Office 365 for Education plus amazing learning apps in your students’ and teachers’ hands? If they’re interested in Chromebooks, see “Windows vs. Chromebooks” on the next page.
If you invested in new devices, would you purchase for one classroom, one grade, one school, or an entire district?
How are you currently managing your device environment?
What tools and processes do you currently have in place to foster teamwork and collaboration in the classroom?
What types of computers are you using in the classroom? How many? How old are your devices?
Is your platform on-premises or in the cloud?
Do you have a Microsoft Education Desktop-licensed account running Office on-premises?
Why Microsoft Education?
Microsoft Education solutions empower every student to create the world of tomorrow
Better learning outcomes
Improve learning outcomes with personalized learning tools and immersive, intuitive experiences that help increase reading and language skills, ignite interest in STEM, and spark creativity..
Saves teachers time
Help teachers work more efficiently and effectively with tools that help them stay organized, monitor student progress, and easily locate and distribute content through a digital collaboration hub.
Affordable, easy to manage devices
Give more students access to devices and technology with a wide selection of devices to fit every need and budget, on a platform designed for the needs of both staff and students, Speed up enrollment and deployment by managing users, data and devices with a single dashboard​.
Microsoft Education solutions also help you protect your entire organization with technologies that safeguard identities, apps, data and devices.
Microsoft Education Telesales Guide For Microsoft and Partner Use Only

2. Microsoft Education Telesales Guide
Windows 10 ODR – SMB Tele Sales Guide
Why Windows devices?
If the customer has already made it clear that they want Windows devices, you can skip to Windows 10 S vs. Windows 10 Pro at the bottom of this page.
Windows 10 devices can help you:
Maximize your budget and give more students access to devices and technology with notebooks starting at $189 and 2-in-1s with pen and Windows Ink starting at $279
Simplify device setup to get students up and running faster and save time by managing your devices from a central console in the cloud with Intune for Education
Deploy with confidence with features that range from ruggedized and spill-proof for student use to all-day battery life
Decrease total cost of ownership with affordable Windows 10 devices, ease of deployment and management, and compatibility with existing infrastructure solutions
Promote teamwork and better learning outcomes with free access to Office 365 for Education for students and teachers, designed to work great on Windows devices
Unlock creativity with over 669K+ easy-to-deploy Windows Store apps designed to work with touch and pen input or in desktop modes
Protect your institution and get superior performance with Windows 10 S. Designed to work great with Microsoft Education, it’s streamlined and simplified to run faster and longer and is easy to deploy and manage.
Windows vs. Chromebooks
We’re considering Chromebooks. Why should we choose Windows?
Full featured Windows 10 devices are available at the price of a Chromebook starting at $189
Save more than 70% v. Chrome management console with Microsoft volume licensing for Intune for Education1
According to IDC, Office is the only software listed as one of the top five requested job skills by employers
Improve comprehension, reading speed and writing scores with Learning Tools
Save teachers time and improve collaboration with a single hub for classes and teams
Get students excited about learning computer science with Minecraft: Education Edition Code Builder
Improve comprehension and boost creativity with the most complete 3D experience and inking platform in computing
Windows 10 S or Windows 10 Pro?
Use these questions to determine whether Windows 10 S or Windows 10 Pro is the best fit for the customer
Are you currently using Azure Active Directory? If yes, then they are a good fit for Windows 10 S. If they’re not using AAD and are using technology like Systems Center, direct them to Windows 10 Pro.
What kinds of apps are you using in the classroom? Do you use apps from the Microsoft Store exclusively? If not, who in your institution is using non-Microsoft store apps?
If they mention Chrome apps, see Windows vs. Chromebook section above.
If their students & teachers use non-Microsoft Store apps, direct them to Windows 10 Pro.
If they’re only using apps from the Microsoft Store, then Windows 10 S is a great option.
What browsers do your teachers rely on? If Chrome, inquire why and ask “Have you tried Microsoft Edge with integrated read- aloud tools, a free PDF editor and extra protection against phishing and malicious software? If Chrome is essential, direct them to Windows 10 Pro.
What size is your IT department? Do you have enough bandwidth and tools to manage and update devices for all of your teachers and students?
If they need lighter touch management, Windows 10 S is the best fit.
If they already have a robust IT department with a lot of tools, direct them to Windows 10 Pro.
Do you use shared carts? If they’re using shared carts with multiple profiles, direct them to Windows 10 S
1 When licensed for all faculty and staff via the student use benefit. Based on a calculation of 500 faculty and staff, 2000 devices, a device refresh cycle of 4 years and a Google MSRP of $30 per device for the lifetime of the device.
Microsoft Education Telesales Guide For Microsoft and Partner Use Only

3. For resources or more info, visit <website>
Microsoft Education Telesales Guide
Hero Devices
We have partnered with our OEMs to bring out affordable, intuitive devices loaded with Office 365 for Education and Windows apps, as well as Microsoft Store for Education access.
Devices to fit any budget, with notebooks starting at $189
Unlock creativity in each student with pen and ink-enabled devices
Promote teamwork with seamless access to Office 365 Education
Partner, please customize
Lenovo N24
$284
HP ProBook X EE
$299
Acer TravelMate Spin B1
$299
How to get there
Get started for free with Office 365 for Education or purchase Microsoft 365 Education to get access to Office 365 for Education, Intune for Education and Microsoft Education solutions
MICROSOFT 365 EDUCATION
A single, affordable, safe solution built for education
Microsoft 365 Education brings together Office 365, Windows 10 and Enterprise Mobility + Security to empower educators with a single, affordable solution for better learning outcomes.
Get started with free Office 365 for Education and/or Intune for Education
If you’re not ready for a new volume licensing agreement, you can get started with Microsoft Education by choosing from one or more of the following options:
Attach Office 365 for Education – Free!
Attach Intune for Education
Per device: A great option if you have budget this year only. Priced at $30, this is a one-time expense with no annual fee and no limit to the number of users licensed on the device.
Per user: If you have annual budget, subscribe to Intune for Education per user for $8.28 per year with student use benefit.
Sign up for a free trial of Intune for Education
Student use benefits included with purchase of A3 or A5 †
Microsoft 365 Education (A3)
Additional benefits:
Office ProPlus
Threat protection
Identity access and management
Device and information protection
Device and app management
Minecraft: Education Edition
Microsoft 365 Education (A5)
Advanced threat protection & Intelligence
Advanced compliance & analytics
PSTN conferencing & cloud PBX
Includes Office 365 for Education
Includes Microsoft 365 Education (A3)
Transition to the cloud at your own pace with simple licensing to address both on-premise and cloud needs for all your users
Extend access to students with student use benefits when your institution purchases Microsoft 365 for faculty and staff
For resources or more info, visit <website>
† Student use benefit: Purchase Microsoft 365 for faculty and staff and include students at no additional cost
Microsoft Education Telesales Guide For Microsoft and Partner Use Only