1. Licensing Microsoft 365 Business
Matt Hall
SMB Partner Lead
Microsoft
Dave Padget
Senior Product Marketing Manager
Microsoft

2. 8/7/ :38 AM
Microsoft 365 SMB Webinar Series Sign up today for our bi-weekly webinar series on all things SMB!
Understanding the Microsoft 365 Business Technology Stack on January 30th
Compelling Moments for Discussing Microsoft 365 Business on February 13th
Basics of Microsoft 365 Business on February 19th
Deploying Microsoft 365 Business on February 26th
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

3. Quick SMB updates
Laplink offer: free profile migration for Microsoft 365 Business
aka.ms/profilemig
Launchpad updates adding Why Cloud
aka.ms/partner launchpad
Microsoft 365 Business Scholarship program going quickly
aka.ms/microsoft365b scholarship2019
Digital readiness launched for sales and technical
aka.ms/m365bpa rtners

4. Licensing Microsoft 365 Business
Capabilities
M365 B vs O365 BP
M365 B vs O365 E3
Add-ons

5. A single integrated solution to securely run an SMB
Device management
Cloud identity management
Data archiving
Advanced threat protection
Microsoft 365 Business
A single, integrated solution
Data loss prevention
Device antivirus
filtering
Chat-based teamwork
USD20
Online meetings
File storage
Productivity software
~USD100
3rd party solutions

6. What is Microsoft 365 Business
Microsoft Office
8/7/2019
What is Microsoft 365 Business
Productivity
Advanced Security
Device management
Office Applications Word, Excel, PowerPoint, Outlook, and more
Online Services Exchange, OneDrive (1TB), Teams, and more
Advanced Services Exchange Online Archiving
External Threat Protection Office 365 Advanced Threat Protection Multi-Factor Authentication Enforce Windows Defender to be on Enforce Bitlocker to be turned on
Internal data leak prevention Data Loss Prevention Azure Information Protection
Device management Microsoft Intune SSO > 10 apps
Deployment assistance Windows AutoPilot Auto-installation of Office apps AAD Auto-enroll + +
Additional Benefits
Consistent security configuration across Windows 10, macOS, Android, and iOS devices
Upgrade from Windows 7 Pro or Windows 8.1 Pro to Windows 10 Pro ad no additional cost
99.9% financially-backed uptime guarantee; 24x7 online and phone support
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
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.

7. Licensing Microsoft 365 Business
Capabilities
M365 B vs O365 BP
M365 B vs O365 E3
Add-ons

8. Comparison of Microsoft 365 Business and Office 365 Business Premium
Features
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
Outlook Customer Manager, Bookings
Business and Expense Management
Invoicing, MileIQ
Safeguard Your Business
and Document Security
Data Loss Prevention., Office 365 ATP, Exchange Online Archiving, Litigation Hold, eDiscovery
Data Security and Policies
Selective data wipe, Azure Information Protection P1+, Intune app protection
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
Simplified Device Setup
Windows Auto-pilot, Automatic Office Install

9. Microsoft 365 Business and Windows 10 Pro
8/7/ :38 AM
Microsoft 365 Business and Windows 10 Pro
Microsoft 365 Business does not include a Win 10 license
Customers who have Windows 7 Pro or 8.1 Pro can upgrade to Windows 10 Pro for free with an M365B subscription
Customers with Windows Home need to purchase an upgrade. This can be done in select geographies through CSP
Eligible Indirect providers currently authorized for Software on CSP can sell Home to Pro upgrade SKU
50% discount vs Windows store purchase + ability to bulk purchase
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

10. Licensing Microsoft 365 Business
Capabilities
M365 B vs O365 BP
M365 B vs O365 E3
Add-ons

11. Why Microsoft 365 Business?
Partners have traditionally sold Office 365 E3 to SMB customers, but now Microsoft 365 Business offers a more complete security solution
Data Loss Prevention Does content analysis to easily identify, monitor, and protect sensitive information (eg SSN) from leaving org
Exchange Online Archiving 100GB Archiving & preservation policies such as eDiscovery to remain complaint
Office Message Encryption Encrypt messages, including adding do not forward and encryption properties
Additional security only available in Microsoft 365 Business
Office 365 Advanced Threat Protection Attachment scanning & ML detection to catch suspicious attachments +link Scanning/Checking to prevent users from clicking suspicious links
Azure Information Protection Controls & Manages how sensitive content is accessed by providing classification labels on documents and
Intune Manages devices and apps from the cloud, enabling device security and protecting company information on employee devices
Security features available in Office 365 E3 and Microsoft 365 Business

12. Data Loss Prevention (DLP)
This feature is included in both O365E3 and M365B
What is it?
Data Loss Prevention (DLP) policy help you prevent sensitive information such as credit card numbers, social security numbers, or health records from inadvertently leaking outside your organization.
Locations to apply the policy
Rule 1
Conditions
Actions
Rule 2
Data loss prevention policy
What you need to know
A DLP policy contains a few basic things:
Where to protect the content – locations such as Exchange Online, SharePoint Online, and OneDrive for Business sites.
When and how to protect the content by enforcing rules comprised of:
Conditions the content must match before the rule is enforced – for example, look only for content containing Social Security numbers that's been shared with people outside your organization.
Actions that you want the rule to take automatically when content matching the conditions is found – for example, block access to the document and send both the user and compliance officer an notification.

13. Office Message Encryption
This feature is included in both O365E3 and M365B
What is it?
Office Message Encryption helps protect information from leaking outside the organization through enabling encryption
What you need to know
Two default Office Message Encryption options:
Do Not Forward
Encrypt
Microsoft 365 Business also includes AIP for additional labels:
Confidential / All Employees
Highly Confidential / All Employees
Recipient experience
Office 365 recipients see restricted alert in reading pane and open normally
Gmail / Yahoo recipients see a link and must sign in to view
Other recipients must request a one-time passcode to view the message in a web browser

14. Exchange Online Archiving
This feature is included in both O365E3 and M365B
What is it?
Cloud-based archiving solution for compliance
Helps solve archiving and eDiscovery challenges
100GB Archives created automatically as users fill them up
What you need to know
Compliance features
Retention policies
In-place hold and litigation hold
In-place eDiscovery
Security features
Encryption between on-premises servers and Exchange Online Archiving
Encrypting between clients and Exchange Online Archiving
Auditing features
Administrator and audit logging

15. Advanced Threat Protection (ATP)
Included in Microsoft 365 Business only
Not included in Office 365 E3
Advanced Threat Protection (ATP)
What is it?
Office 365 Advanced Threat Protection (ATP) helps to protect organizations from malicious attacks and malware
What you need to know
Scanning attachments with ATP Safe Attachments
Scanning web addresses (URLs) in messages and Office documents with ATP Safe Links
Identifying and blocking malicious files in online libraries with ATP for SharePoint, OneDrive, and Microsoft Teams
Checking messages for unauthorized spoofing with spoof intelligence
Detecting when someone attempts to impersonate users and an organization's custom domains with ATP anti- phishing capabilities in Office 365

16. Azure Information Protection (AIP)
Included in Microsoft 365 Business only
Not included in Office 365 E3
Azure Information Protection (AIP)
What is it?
Azure Information Protection (AIP) is a cloud-based solution that helps an organization to classify, label, and protect its documents and s.
What you need to know
AIP works by classifying data based on sensitivity. You configure policies to classify, label, and protect data based on its sensitivity.
Classification and protection information follows the data—ensuring it remains protected regardless of where it’s stored or who it’s shared with.
Define who can access data and what they can do with it— such as allowing to view and edit files, but not print or forward.
AIP is turned on with a default set of labels in Microsoft 365 Business

17. Intune What is it? What you need to know
Included in Microsoft 365 Business only
Not included in Office 365 E3
Intune
What is it?
Manages mobile devices and apps from the cloud
Enables device security and ensures it’s on and configured
Protects company data on employee devices
What you need to know
Baseline policies created by Microsoft 365 Business configuration wizard
Custom policies created by Microsoft 365 Business tiles such as Device Actions
Advanced customization available in Intune portal

18. Scenarios where Office 365 E3 makes sense for SMB
Customer is over 300 users
Customer needs enterprise cloud voice (PSTN conferencing and calling)
Customer needs on-prem CAL rights
Customer needs shared computer activation (SCA)
Group policy support & Excel BI Tools (Power Map, Power Pivot, Power Query, Power View)

19. Comparison of Microsoft 365 Business and Office 365 E3
Features
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 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 Prevention
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
[1] Indicates Office 365 has Plan 2 and Microsoft 365 Business has Plan 1 of the functionality
[2] Available in US, UK, Canada

20. Partner Value Prop: Microsoft 365 Business vs Office 365 E3 NEW Customer
Example: 50 seat new customer in the US
Partner can earn additional year 1 incentives of $1,190 when selling Microsoft 365 Business
Office 365 E3 Incentive
Microsoft 365 Business Incentive
8% across rebate and accelerators, plus margin
24% across rebate and accelerators, plus margin
$768
in Y1 incentives, plus margin
$1,958
in Y1 incentives, plus margin
$653
Rebate – 8% 1
$163
Cust Adds Accelerator – 2%
WW Strategic Product Accelerator – 2%
$979
US Strategic Product Accelerator – 12% 2
$576
Rebate – 6% 1
$192
Cust Adds Accelerator – 2%
Starting Jan 1, 2019:
Base rebate will be reduced from 8% to 6% for Office 365 SKUs. Microsoft 365 SKUs will remain at 8%
M365B accelerator increases to 14% and begins paying on both new & existing customers

21. Partner Value Prop: Microsoft 365 Business vs Office 365 E3 Existing Customer
Example: 50 seat existing Office 365 Business Premium customer in the US
Partner can earn additional year 1 incentives of $1,219 when selling Microsoft 365 Business.
Office 365 E3 Incentive
Microsoft 365 Business Incentive
6% across rebate and accelerators, plus margin
22% across rebate and accelerators, plus margin
$576
in Y1 incentives, plus margin
$1,795
in Y1 incentives, plus margin
$576
Rebate – 6% 1
$653
Rebate – 8% 1
$163
WW Strategic Product Accelerator – 2%
$979
US Strategic Product Accelerator – 12% 2
Starting Jan 1, 2019:
Base rebate will be reduced from 8% to 6% for Office 365 SKUs. Microsoft 365 SKUs will remain at 8%.
M365B accelerator increases to 14% and begins paying on both new & existing customers

22. Licensing Microsoft 365 Business
Capabilities
M365 B vs O365 BP
M365 B vs O365 E3
Add-ons

23. 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
Office ATP P1
Add-on
Included $2
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**
Dial-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.
5,000 Seat Minimum. $6pupm for E1/E3, $2pupm for E5
*Exchange Online Protection required for on-premises mailboxes.

24. Next steps Sell Microsoft 365 Business vs Office 365 E3
Lead with security value and understand what customers can get from the features!
If customers aren’t willing to pay $20 start by attaching Office 365 ATP to existing Office 365 deals
Get more information at aka.ms/m365bpartners

25. Resources Microsoft 365 Business Licensing Deck: aka.ms/m365bld
Microsoft 365 Business Service Description: aka.ms/m365bsd
Microsoft 365 Business Partner Tools: aka.ms/m365bpartners
SMB Tech Community: aka.ms/smbtc

26. Questions Please submit your questions via the chat window
8/7/ :38 AM
Questions
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© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

27. 8/7/ :38 AM
Thank you
© Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.