how to get i no 365 guide final partner
DESCRIPTION
dTRANSCRIPT
Dynamics Partner Guide to Get IN Office 365
Microsoft Confidential
Topics
1 Understand the value of selling Office 365
2 Adopt Office 365 internally
3Think about which aspects of Office 365 to integrate into your Dynamics solution/messaging
4Decide if you want to partner with an Office 365 partner and/or sell it yourself
a If you choose to partner, identify which partner(s) is right for you
bIf you choose to become an Office 365 partner, decide which model is right for you
ii Train your people appropriately
iii Understand Office 365 licensing
5Decide if you want to partner with an Office 365 partner and/or sell it yourself
Why do Dynamics partners want to sell Office 365?
Microsoft Confidential
Why Office 365 with Dynamics ERP SMB?
Link to video
Microsoft Confidential
Choose your ideal model
Establish a business relationship with a current Office 365 partner.
Partner with an Office 365 partner Become an Office 365 partner
Grow an Office 365 business in house.
Why? • Extended sales force, lead generation
engine.• Low/no cost of domain knowledge.
Why?• Have a deeper, more complete
relationship with customer as their end-to-end IT provider.
• Recognize the additional revenue. • Lead generation engine, upsell to ERP.
Microsoft Confidential
Why Office 365 with Dynamics ERP SMB? PartnershipCompetitive differentiator
Differentiate yourself in the market by providing a complete business solution for your customers, helping you sell and close more Microsoft Dynamics deals.
Partner with an Office 365 reseller to:• Increase leads through
cross-customer marketing.
• Increase leads through cross-prospect marketing.
• Increase value to your customers through additional services.
Sell and implement Office 365 yourself:• Advisor incentives OR Get
Margin on resale of Office 365.
• Sell value-added services.
Economics
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Why Office 365 with Dynamics ERP SMB?Competitiv
e differentiator
Differentiate yourself in the market by providing a complete business solution for your customers, helping you sell and close more Microsoft Dynamics deals.
Shared UI Single Sign-On
Email and online meetingsOffice apps File sharing and
collaborationSharePoint web portals
Technical support
ERP tools to manage your business, including supply chain, procurement, financials, and projects.
Custom integration
What are the key benefits to Dynamics customers?
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Do your customers have these challenges?
“People need to work on many different devices.”
“Managing complex infrastructure takes our IT staff away from the important projects.”
“We are cost conscious nowadays more than ever.”
“People who don’t work in the same location need to work together.”
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Your customers want technology that fits their needs
Be more productive anywhere
Simplify, but stay in control
Get more for your investment
Work better together
Microsoft Confidential
St
Business-class email
HD video conferencing
File sharing
Anywhere access
Simple IT management
Financially-backed SLA
Technical support
Office 365 is your complete office in the cloud
Office Desktop Apps
Office Mobile
Office Web Apps
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Simplify, but stay in control • Microsoft manages the
servers for you.• Keep the control you want.
Work better together• All services work together.• No servers to set up.
Why choose office in the cloud?
HD Video ConferencingBe more productive
anywhere• Office is always up to date.• Use Office on five devices
per user.• Everything you need in one
place, across all devices.• Sync files to devices for
offline viewing and editing.
St
Business-class email
HD video conferencing
File sharing
Anywhere access
Simple IT management
Financially-backed SLA
Technical support
FullOffice
Get morefor your
investment
Microsoft Confidential
Why choose Dynamics with Office 365
St
Business-class email
HD video conferencing
File sharing
Anywhere access
FullOffice
Be productive from anywhere• Get to everything you
need from your browser.• online/offline access to
Dynamics ERP reports saved to Office 365.
• Save and work on Dynamics ERP files offline and then sync to either SkyDrive Pro or SharePoint Online.
Log in to your day• Single sign-on for
Office 365.• Instant connections
with presence.• Manage and connect
documents to your Dynamics ERP solution.
Connect and collaborate• Drill from Office 365
charts to your Dynamics ERP information.
• Share reports and documents to team sites.
• Stay connected by following sites, documents, and discussions
Become your first and best customer…for free!
Microsoft Confidential
Become familiar with and use your benefits!“We have observed that partners who utilize their internal-use software benefits see two times more success selling those products.” (MPN Disclosure Guide)
Access your internal use software: https://mspartner.microsoft.com/en/us/pages/downloads/accessing-software-benefits.aspx 2Get up and running quickly:1. Do it yourself: http://fasttrack.office.com
OR2. Leverage the full onboarding services or migration-only solutions offered by experienced providers.
3
Become familiar with your internal-use benefits: Effective February 2014, competency partners will have access to Microsoft cloud services internal-use software benefits. View details: MPN Disclosure Guide
1ERP CompetencySilver
Office 365 (E3):
25 seats
Windows Intune:
25 seats
CRM Online:
15 seats
Azure:
$100/month credit
ERP CompetencyGold
Office 365 (E3):
100 seats
Windows Intune:
100 seats
CRM Online:
60 seats
Azure:
$100/month credit
Become familiar with NAV/GP IN Office 365
Microsoft Confidential
Dynamics NAV 2013 R2 Demo EnvironmentSign up for your free 90-day Office 365 demo tenant environment now.
Leverage the Dynamics NAV/ Office 365 integration training to connect your instance of Dynamics NAV with your new Office 365 demo tenant.
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Dynamics GP 2013 Demo EnvironmentSign up for your free 90-day Office 365 demo tenant environment now.
Leverage the Dynamics GP/ Office 365 integration training to connect your instance of Dynamics GP with your new Office 365 demo tenant.
How do I get started?
Microsoft Confidential
Choose your ideal model
Establish a business relationship with a current Office 365 partner.
Partner with an Office 365 partner Become an Office 365 partner
Grow an Office 365 business in house.
Why? • Extended sales force, lead generation
engine.• Low/no cost of domain knowledge.
Why?• Have a deeper, more complete
relationship with customer as their end-to-end IT provider.
• Recognize the additional revenue. • Lead generation engine, upsell to ERP.
What are the benefits of partnering with an Office 365 partner?
Microsoft Confidential
Link to video
Why partner?• Get access to
Office 365 experts on day 1
• Exchange opportunities and customers with Office 365 partners
How do I become an Office 365 partner myself?
Microsoft Confidential
Dynamics Customer Experience: Purchase Office 365 from the Dynamics partner, most likely on the same bill as everything else they buy from them. Pays the partners on whatever schedule the partner builds into the customer contract.
Dynamics Partner Experience:Purchase Office 365 licenses from a Microsoft authorized distributor through the Open Licensing program. Commit to one year and pay upfront. Resell them to customers to capture top line revenue and up-front margin. Dynamics partner has full control over customer price and owns the billing relationship with the customer.
Dynamics Customer Experience: Purchase Office 365 directly from Office365.com and can add the Dynamics partner as the Advisor. Customer commits to one year and receives a bill from Microsoft monthly for the Office 365 usage.
Dynamics Partner Experience: Commission-based model paid to partners after customer adds partner as Advisor. Partner does not bill the customer for Office 365.
Become an Office 365 partner: choose the right model for youChoose to be an Advisor Choose to be a Reseller (Open)
Benefits of using a distributor
To become a reseller: Contact a distributor director. (Find one here.)
To become an Advisor: Sign up at http://aka.ms/cloudbenefits Enroll now.
Microsoft Confidential
Office 365 business model calculator
License margin compare exampleAdvisor versus Open
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Office 365 licensing revenue
IT planning, deployment, and migration services
Managed services and support
Add-on projects and solutions
Partner Revenue Opportunity
Note: Estimates are based on partner interviews, so actual numbers will differ from market to market.
Reven
ue t
o P
art
ner
per
seat
Structure of Office 365 deal
Baseline Good Better Best
Low
Hig
h
Outsource?
How do I tell the business solution from Microsoft story?
Microsoft Confidential
How to incorporate “In and On” into your existing marketing plan
Build “In and On” scenarios into your focal point value prop.
1
Do Message the broader business solution from Microsoft value prop within the context of your focal point.
Include “In and On” as an additional differentiator.
2
Don’t Build a separate campaign for “In and On.” It is a key differentiator but not a tipping point that instigates the purchase process.
Continue to execute “Always On” digital marketing.
3
Do Use and modify Microsoft-created materials to help augment your existing content library. Watch for announcement on new resources from Microsoft.
Listen to and learn from your customers.
4
Don’t Assume what prospects value. As you gain customers, learn from them and incorporate key learning into your marketing message.
Microsoft Confidential
Telling the Story resources
I
General Office 365 SMB materials (e.g., pitch decks, telesales guides, etc.) available on the Partner Marketing Center at aka.ms/BEST.
When needed, leverage Microsoft Office content to position the broader value proposition of Office 365. Thru-Partner materials found here.
Stay tuned for additional Business Solution from Microsoft resources:• Updated messaging• New social content• New demos• And more
Leverage and modify Microsoft Dynamics-produced content found on the ERP in SMB campaign landing page, here.
Stay tuned for additional Business Solution from Microsoft resources:• Updated messaging• New social content• New demos• And more
How do I train my employees?
Microsoft Confidential
Recommended O365 technical trainingIgnite technical readiness courses for partners and ITDMs available at ignite.office.comExample Ignite Sessions• Ignite: The New Office• Ignite: Office Deployment and Compatibility • Ignite: Exploring the Office 365 Administration Portal• Ignite: Exploring the Inbox• Ignite: Office 365 Overview for IT Administrators• Ignite: Identity Management—Installing and
Configuring Active Directory Synchronization (Part 2)• Ignite: Exchange 2010 Migration Scenarios—
Performing a Cutover Exchange Migration (Part 1)• Ignite: Exchange—Using the Exchange
Administration Center• Ignite: Exchange—Deploying Site Mailboxes
Microsoft Confidential
Dynamics NAV Office 365 Integration materialsDynamics GP Office 365 integration materials
Contact your local PDC for additional training courses available in your geo:https://mbs.microsoft.com/partnersource/partneressentials/partnerreadiness/partneracademy/trainingcenters
Dynamics GP/NAV integration
What Office 365 licensing options are typically best for Dynamics customers?
Microsoft Confidential
Available Office 365 plan families
Office 365 Enterprise, Academic,
and Government
Office 365 University
Office 365 Small
Business Premium
Office 365 Midsize Business
Office 365 Home
Premium
Student Home/K-12 1-10 11-250 Any size/advanced IT needs Any
Office 365 for Nonprofits
• Includes the Office desktop applications as an up-to-date service.
• Non-commercial user rights.• Services provided by Outlook.com,
SkyDrive, and Skype.
• Single tailored offer.• Designed for generalist IT.• Targeted up to 250 users.• Hard cap of 300 users.
• Tailored offer targeted at 1–10 segment.
• Little IT required.
• Hard cap of 25 users.
• Range of offers by user type.
• Advanced administration tools.
• Enterprise IT capabilities.• No hard cap.• Government pricing
available in most markets, data isolation for government in US only.
• Education includes free email and collaboration, additional discounted plans, and education-specific features.
• Free or discounted pricing.
• For qualifying nonprofits.
• Same features as the Enterprise plans.
Most Dynamics ERP customers will fit here.
Watch the Office 365 SKU training here to learn more
Microsoft Confidential
Differences between core SKUs
Enterprise
Office 365 ProPlus
E1 E3Exchange Online
$12 $8 $20$4
Full Office Full Office
Exchange Online Exchange OnlineExchange Online
SharePoint Online
Lync Online
SharePoint Online
Lync Online
Most Dynamics ERP customers will fit here.
MidSize
$15
Full Office
Exchange Online
SharePoint Online
Lync Online
MidSize
Most Dynamics ERP customers will fit here.
Unlimited Users300 Users Max
Microsoft Confidential
Differences between core SKUs (details) MidSize
Enterprise: Office 365
ProPlus
Enterprise: Exchange
Online
Enterprise: E1 Enterprise: E3
Price per user per month $USD (annual commitment) $15 $12 $4 $8 $20
Max Users Allowed 300 Unlimited Unlimited Unlimited Unlimited
Standard Services
Office desktop applications on up to five devices
50 GB email, contacts, shared calendars (Exchange Online)
Web conferencing, IM, video, presence (Lync Online)
Sites for team collaboration and info sharing (SharePoint Online)
Private social networking (Yammer)
25 GB personal document storage (SkyDrive Pro)
Advances Services
On-Premises Active Directory synchronization for single sign on
Allows adding CRM Online
Allows mixing and matching of Office 365 SKUs
Supports hybrid deployment with on-premises servers(NOTE: SP on-premises is req. for Dynamics GP business portal and workflow
See footnote 1
Email protection features: preservation of mail (legal hold), rights management, & data loss prevention 3, 4
2
Email management features: eDiscovery, transport rules and journaling
Most Dynamics ERP customers will fit here.
Most Dynamics ERP customers will fit here.
What should I do next?
Microsoft Confidential
How to get started
1Watch the Cloud 1-2-3 web serieshttp://blogs.technet.com/b/msuspartner/archive/2013/08/07/cloud-1-2-3-webcast-series-sales-marketing-and-technical-content-to-build-your-practice.aspx
2
3
Attend an eventSee list of events in your area. (US here and non-US here)
Start using it!Leverage your IUR to start using Office 365 internally and sign up for the Dynamics/Office 365 demo environment to start thinking how Office 365 can enhance your customer value prop.
Microsoft Confidential
Topics
1 Understand the value of selling Office 365
2 Adopt Office 365 internally
3Think about which aspects of Office 365 to integrate into your Dynamics solution/messaging
4Decide if you want to partner with an Office 365 partner and/or sell it yourself
a If you choose to partner, identify which partner(s) is right for you
bIf you choose to become an Office 365 partner, decide which model is right for you
ii Train your people appropriately
iii Understand Office 365 licensing
5Decide if you want to partner with an Office 365 partner and/or sell it yourself
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.
Appendix: additional best-kept Microsoft secrets to help partners
Microsoft Confidential
• Expand your reach by hosting technology events to your local business community.
• Generate new cloud opportunities. Last year, our MCC partners engaged with over 500k customers and generated over 16,500 leads.
• Leverage the MCC Event Kit, which includes free Microsoft software, customer offers, and Ready-to-Go marketing resources.• NOTE: Dynamics ERP does not have a specific kit available,
but Dynamics ERP partners can choose a different kit and still leverage the free Microsoft software and Office 365/CRM materials free of charge for their event.
• Take advantage of your exclusive benefit. Leverage the free device bar for events with 250+ attendees.
Learn more: www.mscommunityconnections.com
Generate new cloud opportunities
Expand your reach
Secret #1: Microsoft Community Connections (MCC)
“I have yet to see any program that has provided the DIRECT value to our business, our customers, and our local community… We’ve earned more business this past year using this program than with any other method including our own marketing. It’s so solid and easy that you just can’t go wrong.”
—Kevin McMillen, CEO, RyanTech
Drive new cloud business by connecting with local business organizations to educate small businesses on how to effectively manage and grow their business through technology.
Microsoft Confidential
MCC: more info
Register your event
Take advantage of your MCC Event Kit full of marketing resources.• Website: www.mscommunityconnections.com• Email: [email protected] • Phone: 888-834-8564 (6:00 A.M.– 4:30 P.M. PST)
Make a connection
Promote your services through a local business organization. • Chambers of Commerce• Small Business Association• Small Business Development
Centers• Women’s Business Centers• Trade and Industry Association
Choose your event topicHost a series of events, workshops, or webinars. New topics include:• Business Anywhere• Tap Your Data Goldmine• Be Lean & Stay Lean• Lync: Be there without
going there• Office BEST • Get to Modern
Microsoft Confidential
Secret #2: Microsoft Store for Partners Program
www.MicrosoftStore.com
Your business, our storePartners are able to leverage Microsoft Store technology, products, and services as an extension of their business.
We are here to helpAs a Microsoft Partner, the store provides free event coordination, and staff support for events. Contact your local store manager to get started!
A better experienceEnrich your business offerings through pre-sale demos, point of sale device and services coordination, in addition to post-sale educational workshops.
Grow your businessQualifying partners may participate in the Microsoft Store Customer-to-Partner Leads Program. For more information visit www.leads2partner.com.
Microsoft Confidential
Office 365 onboarding and migration solutions are a great option for partners who are new to Office 365 and/or any partner looking to offload a majority of the deployment motion.Top onboarding service providers:
Secret #3: Third-party onboarding solution examples
Microsoft Confidential
Migration project automation overviewProject Activity Hours
Sales, assessment, and SOW 4Hoster/registrar discovery 2Mailbox/alias/DG discovery 2Email architecture planning 6Office 365 account/user provisioning 4Client-side (POP/IMAP) migration per PC 1 per PC
Server-side migration, QA 8DNS changes, QA 1Project management 3Company/end-user communications 4Outlook setup 6
40hours
<2hours
Why partner with someone like SkyKick?On average, a typical 25-user project includes five major phases, 200+ tasks, 40 hours of effort, and takes 2–6 weeks to complete.*
* Source: SkyKick interviews with partners.
Web PlannerMailbox discovery, configuration, licensing.
1 Plan 3SkyKick AssistantSetup, local migration, and more.
Setup2Migration SyncData and DNS. We do everything.
Move
SkyKick value
Sell MoreNo delay due to resource availability.
Increase MarginsAutomation creates efficiency and fixed cost.
No SurprisesKeep scope creep out and customers happy.
Incremental ValueA successful start opens the door.
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US only: SkyKick offer to US Microsoft partnersFree-1-2-3.The more you migrate the more you profit.
Partners register here: http://www.skykick.com/turbo
Migration must be scheduled by March 15th, 2014 and completed by June 30th, 2014.See additional offer details in Appendix.
FREE1 First migration project: first 30 seats free. ($1500 max value)
20% OFF
2 Your second migration project. ($3200 max value)
30% OFF
3 Your third migration project. ($4800 max value)
Microsoft Confidential
Other options: top basic migration solutionsMigrationWiz (BitTitan) Provides self-service email migration solutions that work with most messaging systems and provide very high fidelity between them.
BinaryTree Provides cross-platform messaging migration and coexistence software with products that provide for the analysis of, and the coexistence and migration between, on-premises and online enterprise messaging and collaboration environments based on IBM Lotus Notes, IBM Lotus Domino, and/or Exchange Server.
Quest Software (now part of Dell) Provides migration solutions for Exchange Online, including migrations from IBM Lotus Notes and Novell GroupWise to Exchange Online. They also have an OnDemand Migration for Email tool that is focused on SMB.
MessageOps Office 365 Exchange Migrator ToolCloudMigrator 365 Mailbox Migration CloudMigrator365 migrates your Novell GroupWise, Lotus Notes, Microsoft Exchange, Google Apps, IMAP, Scalix, or Zimbra system to Microsoft Office 365 or Microsoft Exchange 2007/2010/2013.