1. The best way to experience Microsoft 365
Last updated 10/23/2017
Unlocks creativity
Built for teamwork
Integrated for simplicity
Intelligent security
The best way to experience Microsoft 365
(Microsoft 365 powered device)
CIO
ITDM
CISO
Desktop Infrastructure Manager (influencer)
Buyers
Key customer concerns
Upgrading the employee desktop infrastructure is too expensive and takes too long
Keeping up with modern security threats against existing infrastructure
Simplifying desktop infrastructure via cloud services
Integrating old technology with new cloud services while running a business
Managing the frequency of desktop updates is too daunting
Product value
Customer value
Easy to deploy and manage
Save time by leveraging lower-cost, self-service deployment via Windows AutoPilot
Ease transition to cloud-based management and let IT focus efforts on enabling employee productivity and protecting company data while staying in control
Rely on FastTrack program to plan deployment and accelerate user adoption
Deliver the latest features and security to ensure productivity and protect against modern threats
Make any new PC enterprise-ready via a simple self- service experience
Transition to cloud-based management at your pace while staying in control via a unified admin console
Get ongoing proactive insights to diagnose and fix PC issues before they happen
Always up to date (this is the foundation of modern IT)
Provide employees with the latest Office apps for their PC, Mac, mobile device, or from their browser
Protect against threats and potential vulnerabilities by keeping systems updated
Automatically deploy new features and quality updates for Windows 10 and Office 365 ProPlus
Proactive insights
Confirm readiness and compatibility for all your apps and add-ins using information from your environment, deep expertise from Microsoft, and the latest reports from ISVs
Ensure Windows 10, ProPlus, and all other apps are working and performing as expected
Intelligent security, built-in
Protect at the “front door” with robust identity protection and conditional access
Configure policy options to harden the platform and protect against advanced threats
Quickly detect and remediate attacks post-breach with powerful investigation tools
Leverage security powered by the Microsoft Intelligent Security Graph
DIFFERENTIATOR
The always up-to- date, secure, and easy-to-manage way for your employees to experience Microsoft 365.
Offer Prioritization
Description
Compelling Events
Microsoft 365 E3
Modern workplace solution including Office 365 E3 + Enterprise Mobility & Security + Windows 10
Renewal
Non-cloud customers taking the first step or next step to the cloud
End of Life:
Office 365 ProPlus required to connect to Office 365 services (Oct 13, 2020)
End of Support for Windows 7 (Jan 14, 2020)
Security Breach
Microsoft 365 E5
Builds on Microsoft 365 E3 and adds advanced analytics, phone system, advanced threat detection, and intelligence and quick remediation against sophisticated cyber attacks
Offer guidance
Work securely from anywhere, anytime on any device to achieve more while maintaining a flexible workstyle.
Harness collective knowledge and expertise by empowering people to discover, share and progress files, information and ideas across your organization.
VDW scenario
CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. © 2017 Microsoft. All rights reserved.

2. Sales Playcard – Modern Desktop | Partner Version
The best way to experience Microsoft 365 (Microsoft 365 powered device)
Steps to sell
Understand customer’s desktop infrastructure concerns (e.g., OS EOL, provisioning new PCs, managing updates, etc.)
Share Microsoft 365 vision and emphasize how a modern device infrastructure eases management and helps address security threats.
Set up demos that showcase the ease, security, and integration of running Microsoft 365 powered devices.
Build the business case and include frequency and cost of updates and upgrades, hardware purchase cycles, etc.
Develop a high quality Customer Success Plan.
Discovery questions:
How do you protect your data and devices against today’s modern threats?
What concerns you about the cloud?
What is your strategy to reduce the time IT spends on maintenance versus focusing on growth?
DISCOVER
ENVISION
VALIDATE
COMMIT
ONBOARD
REALIZE VALUE
Microsoft Partner Portal
Mechanics
GEP, Web
Microsoft powered device Event-in-a-Box*
Value Discovery Workshop
PoC | Pilot Assets
CIE
Value Calculator
Customer Evidence
FastTrack Architect
Offers & Incentives*
Battlecards
FastTrack and FastTrack Assets
Productivity Library
Champions Program
*NOTE: Engage with your Territory Channel Manager for more information
Best practices
Emphasize digital transformation– Some stakeholders will resist the cloud, but overcome this by aligning to business objectives and transformation.
Align desktop discussion to business strategy– Identify solutions that solve the customer’s business problems—use industry decks, VDW, BDM Playbook.
Showcase how a Microsoft 365 powered device addresses modern security threats– Capabilities in EMS, Windows 10, and Office 365 can replace third-party security products.
Identify cost savings of Microsoft 365 powered device infrastructure– Include IT administration, user training, elimination of third-party products. Use Value of Office tool.
Leverage MCS or FastTrack early to help develop a rollout plan for EOL customers– Get resources involved early to overcome deployment concerns.
Ensure cloud terms are signed before the deal closes to avoid potential deployment blockers.
“Microsoft 365 is at the heart of a digital worker proposition and really empowering our workforce. At Accenture we believe we’re at the very leading edge of keeping both ourselves and our clients totally relevant, totally secure and totally pivoted to the new digital world.”
– Andrew Wilson, CIO, Accenture
How to tailor the conversation
Situation
Talk to… (Role)
Focus on helping the customer understand…
EOL Customers
CIO, CTO
Strategy to replace devices with operating systems that will be EOL. Consider completing business case for staged device and/or OS rollouts.
Manufacturing
Operations
By providing collaboration services that are always up-to-date, employees can drive innovation and increase productivity.
Financial Services
Chief Compliance Officer
Microsoft is a compliance leader: GDPR, EU Model Clauses. Advanced Data Governance capabilities help you retain the right information, plus make it easy to search with Advanced eDiscovery.
Healthcare
CEOs
Merger integration can be accelerated by simplifying how new employees are added.
CONFIDENTIAL. Distribution Only to Partners Under Nondisclosure. © 2017 Microsoft. All rights reserved.