1. Collaboration conversation card
Unlocks creativity
Built for teamwork
Integrated for simplicity
Intelligent security
Collaboration conversation card
PREPARE
Goal: Get ready for your call.
Target
High propensity for Collaboration
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
Buyers
VP of Operations
VP of HR
VP of Communications
CIO
CISO
Head of Digital
Review
Collaboration Play Card
This conversation card and resources referenced in this card
Get Ready
Ensure a copy of this conversation card and relevant demonstrations are on your desktop prior to your call.
1. OPEN
Goal: Generate interest
I’ve been working with other companies in your industry and have information that may help your organization…
COLLABORATE
Be more productive by providing a secure platform that enables users to easily share, collaborate, and communicate efficiently and effectively.
CREATE
CONNECT
COMMUNICATE
COORDINATE
Easily share files and collaborate more cohesively via real-time co-authoring across the desktop, online, and mobile devices.
Bring the expertise of your workforce and partners together by sharing information quickly and efficiently.
Simplify IT infrastructure and costs with a single platform for calling, conferencing, and sharing across almost any device.
Empower users to transform business processes and improve management of projects, tasks, and deadlines.
Request permission
Do you have 10 minutes to explore this with me? Before we start, let me be sure I understand the challenges you are facing.
Last updated: 10/13/2017

2. 2. PROBE
Goal: Ask questions to uncover their current situation and desired state.
Pain
What are the challenges you face….
Listen for needs around:
CREATE
Creating, sharing, and accessing documents with multiple authors?
When individuals or teams use different file storage solutions?
Supporting collaboration with mobile workers using multiple devices on different platforms?
Managing mobile devices and what is your current device strategy (BYOD, etc.)?
Co-authoring
Real-time collaboration
Secure storage or access
Sharing notes
Spark ideas or innovate
COMMUNICATE
With the current tools you use to communicate with individuals and teams in your organization or outside your organization?
With users that have diverse set of devices they prefer to use?
With a mobile workforce that needs to communicate in real time?
Instant messaging
Video conferencing
Discussion groups
Company town halls
COORDINATE
With the tools you are currently using to manage, coordinate, and share documents for a given project?
With managing content creation including version control?
Coordinating and collaborating across teams that include remote and or mobile users?
Sharing, assigning, and updating tasks efficiently?
Team work
Project coordination
Project management
Process improvement
Manage meetings
CONNECT
With the current tools you use to connect with partners and customers?
Bringing together large virtual teams (or the entire organization) and sharing rich data in real time?
Building, sourcing, or managing knowledge across your organization or with partners?
Discover expertise
Build communities
Knowledge sharing
Knowledge management
Solicit input or feedback
It would help me to better understand your current environment if I could ask you a few questions…
SECURITY
How do you currently safeguard your data?
Describe your ability to detect and respond quickly to security breaches (e.g., theft, intrusion) or accidents (data loss, back-up).
Do users currently have multiple login IDs across devices or applications?
Security
Privacy
Multiple logins
COMPLIANCE
How well can you address current or upcoming industry or government compliance requirements?
Compliance
DESKTOP
Are you lacking the tools needed by employees to be productive?
Explain how you enable remote or mobile workers to be productive?
How are you managing system upgrades today?
Desktop
Diverse devices
Upgrades

3. 2. PROBE (continued)
Goal: Ask questions to uncover their current situation and desired state.
Plan & Prioritize
Where would you like to go and how will you get there? Would your organization benefit from…
CREATE
Collaborating on documents in real time or on your own time to simplify and ease the co-creation process?
Storing and sharing files inside and outside your organization to work seamlessly across organizational boundaries?
COMMUNICATE
Communicating and conversing with your team to stay informed, solicit input, and build cohesion and consensus?
Communicating with partners, colleagues, and customers around the world for scheduled and real-time calls and online meetings with groups of all sizes?
COORDINATE
Empowering users to transform business processes and increase efficiency?
CONNECT
Shaping the company culture and breaking down silos by informing and engaging employees and connecting people across the organization?
Harnessing collective knowledge and expertise by empowering people to discover, share, and progress files, information, and ideas across your organization?
OR pivot to alternative conversation
For improved security, stop here and go to Security Conversation Card.
To address compliance, stop here and go to Compliance Conversation Card.
For upgraded desktop capability, stop here and go to Modern Desktop Conversation Card.
Process
What solutions are you planning on evaluating?
When are you planning on deploying?
Who makes the decisions?
Listen for Collaborate competitors:
G Suite, Google Drive
Box
Dropbox
Slack
Workplace by Facebook
IBM Notes
Listen for Communicate competitors:
Citrix
Cisco
Avaya
Chime
People
Do you have the staff or a partner who can help you get there?
Price
Have you already allocated budget?
Summarize
Great. Let me see if I’ve captured what you are trying to do. I understand that you would like to further explore the following scenario(s): (insert only prioritized scenarios)
Collaborate on documents in real time or on your own time to simplify and ease the co- creation process.
Store and share files inside and outside your organization to work seamlessly across organizational boundaries.
Communicate and converse with your team to stay informed, solicit input, and build cohesion and consensus.
Communicate with partners, colleagues, and customers around the world for scheduled and real-time calls and online meetings with groups of all sizes.
Empower users to transform business processes and increase efficiency.
Shape the company culture and break down silos by informing and engaging employees and connecting people across the organization.
Harness collective knowledge and expertise by empowering people to discover, share, and progress files, information, and ideas across your organization

4. 3. SHARE BENEFITS
Goal: Describe benefits and business value to be achieved.
I think we can help you…
CREATE
Scenario Benefits
Easily create polished and professional documents, presentations, and spreadsheets by coauthoring with team members in real time or on your own time, whether you’re together or apart.
Access a single document from a secure, centralized location and go back to it whenever you’d like.
Enable multiple people to edit a document at the same time, so that everyone can see what others are working on.
Get valuable inputs from coauthors in different locations more efficiently, workers can chat within the document, as well as meet via audio or video calls, share their document or screens to meeting attendees, and resolve outstanding issues.
Set up notifications to let you know when a colleague has made changes to a tracked document, when a new file or item has been added, or when a relevant message has been posted on a social network site.
Harness the collective knowledge of your workforce by tapping into the power of integrated tools, secure shared workspaces, and artificial intelligence.
Evidence
JWT breaks new ground with Microsoft collaboration tools.
Marks and Spencer is a UK retailer using all the Office 365 apps to collaborate across teams.
Demonstrate Office Apps, One Drive, SPO
Show Word co-authoring demo, including Mobile and Security
COMMUNICATE
Find and instantly communicate with colleagues and experts in real time via audio or video meetings, as well as IM.
Bring your company’s local and remote employees together for a "town hall" meeting to engage employees at every level.
Deliver virtual conferences with full voice and HD video for up to 10,000 attendees, who can join from anywhere, and on almost any device.
Chat in real time about issues, work together on deliverables in a seamless coauthoring experience, and pull in experts
African mining operations connect in the cloud despite the remotest of locations.
Scandinavian outdoor brand chose Office 365 as their company’s communication and social platform.
Demonstrate Outlook, Skype
Show Teams meeting demo
Show Skype meeting broadcast demo

5. 3. SHARE BENEFITS (continued)
I think we can help you…
COORDINATE
Benefits
Connect your employees so they can stay informed, solicit input, and build cohesion and consensus.
Communicate, collect feedback, and share content quickly and reliably to stay ahead of the curve.
Enable your remote workers to coordinate and collaborate on deliverables from almost any device.
Provide your workforce with instant messaging (IM), calling, video calling, sharing, and collaboration, all in one solution for better organization-wide coordination.
Establish a secure place to store, organize, share, and access information, from almost any device.
Evidence
Carlsberg uses Office 365 for global collaboration and business efficiency.
Demonstrate Teams
Show Teams demo.
CONNECT
Connect your workforce in a single location that allows them to access the documents, pages, news, lists, and business apps they need from a centralized location.
Store and share in-progress documents and easily find the resources they need to stay connected.
Quickly surface content your workforce might be interested in based on their current activity or search terms—whether that content is in a document, an , or a post on a social network.
Bring the expertise and experience of your workforce together by sharing information across the company, both quickly and efficiently.
Connect your teams in a single, efficient platform so they can effectively communicate and eliminate information silos.
Aon moves to the cloud to unlock productivity and connect its global workforce.
Land O' Lakes is cultivating connections and greater efficiency using data.
Textile and apparel supplier uses Yammer to connect its far-flung operations and varied businesses.
Demonstrate Teams, Yammer
Show Yammer demo.
Confirm
Would this be of interest to you?

6. 4. QUALIFY FOLLOW UP Goal: Confirm opportunity
Here is what I heard…
Confirm pain, vision, budget, timeline, and decision maker
Objections
Do you have any questions?
See play card to answer questions or objections.
I’m concerned about the security of my organization’s documents stored in your datacenter in the cloud.
Change is hard and I think it will be too hard to change the way our employees work.
I don’t think our employees will be open to migrating all of the data and learning a new way of working.
I’m not sure this will be flexible enough to meet our needs.
I already have Google docs and am happy with it. I don’t see a need to change.
I just invested in my on-premises technology and don’t have additional budget.
What I have today is good enough.
Close
VDW with Microsoft (offered based on Microsoft Field availability and opportunity criteria)
Based on our conversation, we can offer you a no-cost Value Discovery Workshop. This workshop can be conducted online and enables us to jointly assess and prioritize your business goals.
As a result of the workshop, you will receive recommendations and actionable next steps to develop momentum toward addressing your challenges and achieving your goals.
Expect a call from <insert name> who will follow up and schedule a Value Discovery Workshop.
VDW with Partner
Based on our conversation, I would recommend a Value Discovery Workshop. This workshop can be conducted online or locally with one of our partners and enables you to assess and prioritize your business goals.
Do you have a partner that you work with?
YES: I can set up a call with you and your partner. What time would be good next week?
NO: Would you like me to connect you with a local partner who can assist you? What time would be good next week?
Ready to buy
Based on our conversation, I would like to share with you an offer to help you achieve the goals we spoke about today and realize the benefits of this collaboration solution. I will be sending you a proposal, and expect a follow-up call from <insert name> on my team that can answer any of your questions.
Thank you
Thank you for your time
FOLLOW UP
Goal: Complete next steps with field, customer, and/or partner.
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