1. Licensing Microsoft 365 Business
Today we will talk about licensing Microsoft 365 Business, comparing advantages of different plans, add-on capabilities and also giving an overview of customer targeting
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2. How do I choose the right plan for my SMB customer?
Microsoft 365 Business | Up to 300 Users
Microsoft 365 E5| Unlimited Users
Office 365 Business Premium + Advanced Security & Device Management
Hero plan for SMB customers across industries and sizes
Designed to serve technology needs for 90% of SMB customers
Relevant for customers with productivity and security needs
Office 365 Enterprise + Advanced Device & Threat Management
Designed for SMB customers with advanced productivity and security needs
< 5% of SMB customers should need functionality in E5
Specific examples:
Customer needs enterprise cloud voice
Customer needs on-prem CAL rights
Customer needs advanced security such as Conditional Access
Office 365 Business Premium
Microsoft 365 Business is the Hero SKU for SMBs under 300 users. Partners should consider selling Microsoft 365 Business to customers they would have traditionally sold Office 365 E3 in the past
Microsoft 365 Enterprise SKUs are fringe scenarios for SMB customers and apply when customers need advanced functionality such as:
Customer needs enterprise cloud voice
Customer needs on-prem CAL rights
Customer needs advanced security such as Conditional Access
Office 365 E5
Advanced offering for customers with sophisticated productivity needs, specifically:
On premises CAL rights for Exchange, SharePoint & Skype for BusinessEnterprise Voice &
PSTN conferencing
Entry offer for SMB customers moving to MSFT cloud
Enable customers to move from legacy client to cloud
Move to Microsoft 365 Business with upsell
Additional add-on services available (e.g. Project, Visio, Dynamics 365, Office 365 premium add-ons, EMS, etc.)
Only top plans for SMB listed. Business plans have 300 seat cap, per plan

3. Comparison of Microsoft 365 Business and Office 365 Business Premium
Features (new in blue)
O365 Business Premium
Microsoft 365 Business
ERP (user/month)
$12.50
$20
Get More Done + Work Better Together
Collaboration Tools
, Groups, Teams, Yammer 
Online Meetings & HD Conferencing
IM, Meetings, Audio & Video Conferencing
Online Document Storage
OneDrive for Business
Content Creation
Client Office apps on PC, Mac, Android & iOS
Build Your Business
Customer Management
Lightweight CRM, Bookings, Listings, Connections
Business and Expense Management
Invoicing, MileIQ, Business Center
Safeguard Your Business
Simplified Device Setup
Windows Auto-pilot, Automatic Office Install
Device Management
Intune MDM for Windows, MacOS, iOS & Android
Windows Management and Advanced Device Security
Enabling management of Win 10 Pro, BitLocker encryption, Upgrade rights to Windows 10 Pro for 7/8.1 Pro licenses
Data Security and Policies
Selective data wipe, Azure Information Protection P1+, Intune app protection
and Document Security
Data Loss Prevention*+, Office 365 ATP+, Exchange Online Archiving, Litigation Hold, eDiscovery
The following features are being added to Microsoft 365 Business at no additional charge
Office 365 Advanced Threat Protection
Data Loss Prevention
Exchange Online Archiving
Azure Information Protection Plan 1
Full Intune availability
Enhancements in the simplified management console
Enforcing Bitlocker Encryption
Enforcing Windows Exploit Guard
(see the blog post for customer-friendly descriptions of these features)
*Data Loss Prevention Features will be available Summer 2018
+Office client support for ATP, DLP, and Information Protection features will be available summer 2018

4. Comparison of Microsoft 365 Business and Office 365 E3
Features (new in blue)
Office 365 E3
Microsoft 365 Business
Estimated retail price per user per month $USD (with annual commitment)
$20
Maximum number of users
unlimited
300
Office Apps
Install Office on up to 5 PCs/Macs + 5 tablets + 5 smartphones per user (Word, Excel, PowerPoint, OneNote, Access), Office Online
ProPlus
Business
& Calendar
Outlook, Exchange Online
100GB
50GB
Chat-based Workspace, Meetings
Microsoft Teams 
File Storage
OneDrive for Business,
Unlimited
1 TB
Social, Video, Sites
Stream, Yammer, Planner, SharePoint Online1, Power Apps1, Flow1
Business Apps
Scheduling Apps – Booking, StaffHub
Business Apps – Outlook Customer Manager, MileIQ1 Business center2, Listings2, Connections2, Invoicing2
Threat Protection
Office 365 Advanced Threat Protection
Windows Exploit Guard Enforcement
Identity & Access Management
Azure Active Directory - SSPR Cloud Identities, MFA, SSO >10 Apps
Device & App Management
Office 365 MDM
Microsoft Intune, Windows AutoPilot, Windows Pro Management
Upgrade rights to Windows 10 Pro for Win 7/8/8.1 Pro licenses
Information Protection
100 GB Exchange Archiving, Office 365 Data Loss Prevention4
Azure Information Protection Plan 1, BitLocker Enforcement
On-Prem CAL Rights
ECAL Suite (Exchange, SharePoint, Skype)
Compliance
Litigation Hold, eDiscovery, Compliance Manager, Data Subject Requests
Significant value in Microsoft 365 Business vs E3 for same price
Partners should consider selling M365 Business to E3 customers, unless customers require on-prem CAL rights
[1] Indicates Office 365 has Plan 2 and Microsoft 365 Business has Plan 1 of the functionality
[2] Available in US, UK, Canada
[3] Currently in public preview in US, UK, Canada
[4] Data Loss Prevention Features will be available summer 2018

5. Detailed comparison of plans
Features (new in blue)
Office 365 BP
Microsoft 365 Business
Microsoft 365 E3
Microsoft 365 E5
Estimated retail price per user per month $USD (with annual commitment)
$12.50
$20
$32
$57
Maximum number of users
300
unlimited
Office Apps
Install Office on up to 5 PCs/Macs + 5 tablets + 5 smartphones per user (Word, Excel, PowerPoint, OneNote, Access), Office Online
Business
ProPlus
& Calendar
Outlook, Exchange Online
50GB
Chat-based Workspace, Meetings
Microsoft Teams 
File Storage
OneDrive for Business
1 TB
Social, Video, Sites
Yammer, SharePoint Online, Planner
Stream
Business Apps
Scheduling Apps – Booking, StaffHub
Business Apps – Outlook Customer Manager, MileIQ1 Business center2, Listings2, Connections2, Invoicing2
Threat Protection
Microsoft Advanced Threat Analytics, Device Guard, Credential Guard, App Locker, Enterprise Data Protection,
Office 365 Advanced Threat Protection
Windows Defender Advanced Threat Protection
Office 365 Threat Intelligence
Identity & Access Management
Azure Active Directory - SSPR Cloud Identities, MFA, SSO >10 Apps
Azure Active Directory - Conditional Access, SSPR Hybrid Identities, Cloud App Discovery, AAD Connect Health
Credential Guard and Direct Access
Azure Active Directory Plan 2
Device & App Management
Microsoft Intune, Windows AutoPilot
Microsoft Desktop Optimization Package, VDA
Information Protection
Unlimited Exchange Archiving3, Office 365 Data Loss Prevention*, Azure Information Protection Plan 1
Azure Information Protection Plan 2, Microsoft Cloud App Security, O365 Cloud App Security
On-Prem CAL Rights
ECAL Suite (Exchange, SharePoint, Skype, Windows, SCCM, Win. Rights Management)
Compliance
Litigation Hold, eDiscovery, Compliance Manager, Data Subject Requests
Advanced eDiscovery, Customer Lockbox, Advanced Data Governance
Analytics
Power BI Pro, MyAnalytics
Voice
PSTN Conferencing, Cloud PBX
Detailed view of functionality across plans.
For price point, M365 Business is best value plan for SMB customers
[1] Available in US, UK, Canada; [2] Currently in public preview in US, UK, Canada; [3] Unlimited when auto-expanding turned on
*Data Loss Prevention Features will be available summer 2018

6. Premium add-ons and their eligibility by plan
Add-ons are SKUs that can be added to an existing suite or service
Business Essentials or
Business Premium
Microsoft 365 Business
Office 365 Enterprise E3
Microsoft 365 Enterprise E3
Office 365 Enterprise E5
Microsoft 365 Enterprise E5
Price
(USD)
Security
Advanced Threat Protection
Add-on
Included $2
Office 365 Cloud App Security $3
Advanced Compliance $8
Threat Intelligence
Analytics
Workplace Analytics
N/A
$6/$2
MyAnalytics $4
Power BI Pro
$10
Voice
Audio Conferencing
Phone System
Calling Plan (Select countries)
Add-on Phone System Required
$12/$24**
Overview of addons and their eligibility by plan
Important to note that calling plans cannot be attached to Business plans
Neither can workplace analytics
1There are no technical blockers for customers to purchase Office 365 Cloud App Security, but usage can only be achieved if an Office 365 workload is deployed.
2Dial-out conferencing capabilities may incur additional per minute Communications Credits charges. Customers can disable these features to avoid additional billing. $24 includes both International and Domestic calling plans. Domestic only calling plans are available for $12. Tax is included in price in the US. Service usage limits exist to manage fraud, abuse, excessive use, and maintain service performance. Further details about these services can be found in our recently published Skype for Business Online Service Use Terms.
35,000 Seat Minimum. $6pupm for E1/E3, $2pupm for E5
*Exchange Online Protection required for on-premises mailboxes.

7. Microsoft 365 Business customer targeting best practice1 2 3
Target Medium SMB’s
Chose a profile
Use market moments
Focus on seat SMB customers
Most success in financial services, legal, consulting, healthcare and manufacturing
Office 365 Business Premium customers are ripe to move
SMB customers considering Office 365 E3 should move to Microsoft 365 Business
SMB customers currently using EM+S and/ or competitive security solutions can converge their technology investment into one solution
Customers on legacy Office and Windows should have a roadmap to get to Microsoft 365 Business
Security is top of mind for many SMB’s and is becoming a business issue vs technology issue
GDPR and similar regulation across the world is forcing SMB customers to think carefully about compliance
End of Support for Office 2010 and Windows 7 is a large moment for SMB with 50% of customers using one of these technologies
95% of SMB customers are right for Microsoft 365 Business
Important to target high propensity customers first to gain momentum, focusing on medium size SMB’s in specific industries (listed on slide)
Once you have identified target customers, chose a technology profile to further refine your targeting. Appropriate profiles are listed
Win the pitch with these customers through associating your pitch with common market moments that are top of mind for the customer
More information on the next slide

8. 1 2 3 4 SMB customer scenario Move to… Pitch value
Office 365 Business Premium
Office 365 E3
Office 365 Business
Office 365 Business Essentials
Microsoft 365 Business
Focus on advanced security and device management capabilities in Microsoft 365 Business 2
Pitch customers on ability to consolidate into one, integrated $20 price point. If the customer needs conditional access, consider attaching AAD P1
EM+S E3 customer
Other security vendors
Microsoft 365 Business 3
Pitch modern way to experience Office client and opportunity to transform Teamwork and Security scenarios within the organization
Office 365 Business Premium
then Microsoft 365 Business
Exchange Online Plan 1
These scenarios are prioritized from 1-4 in terms of customers propensity to move
Based on Microsoft sales data
Important for scenarios 3-4 to build a roadmap to Microsoft 365 Business. Don’t overwhelm the customer by moving all at once
Specific pitches will work for specific customers 4
Pitch opportunity to modernize their business using end of support for Office 2010 and Windows 7 as key moment. Attach move to Office 365 with new Windows 10 Pro device
Office perpetual (eg Office 2010)
Windows 7
Office 365 Business Premium
then Microsoft 365 Business

9. Thank you.
Thanks!

10. Detailed comparison of Office client commercial offerings
Microsoft Office
Detailed comparison of Office client commercial offerings
2/25/2019
Office 365 Business
Office 365 ProPlus
Word ●
Excel
PowerPoint
OneNote
Outlook
Publisher
Access
Microsoft Teams
Volume Activation
Group Policy1
Shared Computer Activation
App Telemetry
Update Controls2
Apply Personal Retention Policies3 ●7
Access Site Mailboxes3
Access In-Place Archive Folder3,4
Spreadsheet Compare & Inquire
Business Intelligence
Create IRM3
Data Loss Prevention3
Groups
Office Deployment Tool
Roaming Documents & Settings
1 TB OneDrive for Business
Licensing Model
Per User
License Type
Subscription
PC/Mac Installs8 5
iOS/Android Smartphone Installs8
Tablet Installs8
Office RT Commercial Rights
Office Online/Web Apps
Commercial Use Rights
Applications
Premium Value
Microsoft 365 Business includes the Office 365 Business client which has some differences to Pro Plus
Allows the organization to push certain configuration settings (security settings, app settings, Active Directory roaming, etc.) for Office to machines logging onto the corporate network. 
With Office Standard 2016 and Office Professional Plus 2016, IT has full control of updates using the MSI model. With Office 365 ProPlus, installation and updates are managed via Click-to-Run.
The suites provide different levels of integration with business productivity servers.
Archive from Outlook—no .pst files needed—and set retention policies that automatically archive or delete . IT admins can centrally manage the In-Place Archive.
Enterprise Voice includes several advanced calling features as well, such as delegation, team calling, Group Call Pickup, and Response Groups.
Subscription licenses available through the Enterprise Agreement Subscription, Open Value Subscription, and Enrollment for Education Solutions programs.
Requires additional online service(s)
Permits local installation via click-to-run of the licensed Office 365 apps included with the service. Does not include rights to install Office 2016 on-premises versions. Office supports PCs and Windows tablets running Windows 7 or higher, and Macs running MAC OS X 10.6 or higher. Office for iPad can be installed on iPads running version 7 or higher.
Includes rights to Office Online Server.
Cloud Value
Licensing
See speaker notes section for footnotes:
● Support for Business Client will be available Summer 2018
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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.