How do I handle major objections to Office 365? <Presenter>Microsoft

Office 365 Overview

What’s my opportunity as a partner?

How do I pitch to my customers?

How do I show customer value using demo?

What are the licensing & pricing options?

How do I transition to high value services?

How do I get support and help my customers?

How do I handle major objections to Office 365?

Drumbeat: Office 365 Sales Readiness for Enterprise Partners

Cloud Trust & Security

Data Sovereignty

Service Updates & Continuity

All other objections

Office 365 Customer Objections

3

“The cloud is new to me. The unknowns and perceived risks are daunting and make me distrustful of the cloud.”

Cloud Trust and Security

Security Best-in-class security with over a decade of experience building Enterprise software & online services

Physical and data security with access control, encryption and strong authentication

Security best practices like penetration testing, defense-in-depth approach to protect against cyber-threats

Unique customer controls with Rights Management Services to empower customers to protect informationCompliance Commitment to industry standards and organizational compliance

Enable customers to meet global compliance standards in ISO 27001, EUMC, HIPAA, FISMA

Contractually commit to privacy, security and handling of customer data through Data Processing Agreements

Admin Controls like Data Loss Prevention, Legal Hold, E-Discovery to enable organizational compliance

Privacy Privacy by design with a commitment to use customers’ information only to deliver services

No mining of data for advertising

Transparency with the location of customer data, who has access and under what circumstances

Privacy controls to regulate sharing of sites, libraries, folders and communications with external parties

Office 365 trustBuilt-in capabilities and customer controls

The Office 365 Trust CenterThe place where Microsoft shares our commitments and information on trust-related topicshttp://trust.office365.com

Data Sovereignty“I don’t know how MY data is handled and secured in the cloud. I am concerned that my data is not kept private and can be accessed without my knowledge.” Responding to government legal demands for customer data

Privacy authorities across Europe approve Office 365 privacy commitments

Responding to government legal demands for customer data

Privacy authorities across Europe approve Office 365 privacy commitments

“I don’t understand how Office 365 service updates are managed and what happens if there is a service interruption. I am unsure of my role and how I am notified.”

Service Updates and Continuity

Message Center

Office 365 Services Description

Services Update Wiki

Office 365 Message Center

Vision: single source for customer service communications

Recent improvementsBell notification recent improvements

NS for new messages

Tenant-specific message targeting

V3 improvementsNew message types for service changes and general awareness information

Message filtering added to help sort the different message types

Office 365 Service Descriptions

Office 365 Technology Blog

Drumbeat: Office 365 Sales Readiness for Partners

3. Become a Cloud Partnerwww.microsoftcloudpartner.com

2. Get your Office 365 demo tenant set upwww.microsoftofficedemos.com

1. Join the Office 365 Partner Yammer groupyammer.com/office365partners

© 2014 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.