office 365 overview for ms partners
DESCRIPTION
Microsoft Office 365 is the next generation in cloud productivity that brings together Microsoft Office, SharePoint Online, Exchange Online and Lync Online in an always-up-to-date cloud service. This overview shows how partners participate in the Office 365 platform including marketing opportunities and overview of how it is sold.TRANSCRIPT
Office 365SharePoint Online for ISVsBruce KyleISV Architect EvangelistDeveloper & Platform Evangelism, West Region US Partner TeamMicrosoft Corporation
Portions of this presentation are NDA – Microsoft Confidential
| Copyright© 2011 Microsoft Corporation
Office 365 Overview
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Announcing Microsoft Office 365
BRINGING TOGETHER CLOUD VERSIONS OF OUR MOST TRUSTED COMMUNICATIONS AND COLLABORATION PRODUCTS WITH THE LATEST VERSION OF OUR DESKTOP SUITE FOR BUSINESSES OF ALL SIZES.
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The Next Generation of BPOS
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Improved management and control
• Simplified web access with streamlined user interface
• New role based user access
• New end-user access without a sign-on client
• Federation with on-premises Active Directory enables single sign-on
• New command line PowerShell access to manage Exchange Online services
• New flexible billing options
• New Office Professional Plus 2010 available as a subscription service, including Office Web Apps
• New Lync Online combines instant communications and online meetings in a single service
• Improved SharePoint Online and Exchange Online with new 2010 versions
• Richer browser experience
New productivity features and capabilities*
* Not all features are available in all subscription plans
Improved managementand control
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Plans
• 1-25 users (max of 50 allowed)
For Small Businesses
• Kiosk Workers• Information Workers
For Enterprise
• 5 SKUs
For Education
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Office 365 for Small Businesses and Professionals
Includes…
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• Exchange Email, Calendar, Contacts & Personal Archive
• 25 GB Mailbox• ActiveSync Mobile Support• SharePoint Team Sites 1
• Office Web Apps• Simple Public Website 2
• Online Access databases• Lync Rich Client• Online meetings 3
• Desktop Sharing• Multiparty IM & PC-to-PC Calling• Self-Help and Community Support
KEY CAPABILITIES
1 One site collection, authenticated external user access enabled for up to 50 unique users/month. 2 Includes ready-to-use templates, option to add custom domain.3 Online meetings limited to 50 participants.
Office 365(Plan P1)
$6/user/month
• 1-25 users (max of 50 allowed)
• No IT needed• Easy to try out• Simple and easy to use• Works with Microsoft Office• Financially-backed 99.9% uptime guarantee• Self-Help and Community Support
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Core Principles:• Use Office to differentiate our cloud productivity service• Compete with premium value and not on price• Microsoft Office 365 offers not tied to on-premises suites and naming
Add-Ons: SP Online Storage (1GB) – $2.50Extranet (PAL) – $2.00Blackberry Support (BES) – $10.00
SuitesComponents
Microsoft Office 365 E1*$10/mo
Includes:Exchange Plan 1SharePoint Plan 1
Lync Plan 2
For Information Workers – Plan E Family
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Office Web Apps
Email, calendar, AV/AS, Personal Archive
Collaboration Portal
Conferencing
IM & presence
Office Pro Plus
Forms, Access/Excel/Visio Services
Voicemail & advanced archive capabilities Microsoft Office
365 E3$24/mo
Includes:Exchange Plan 2SharePoint Plan 2
Lync Plan 2Office ProPlus
Office Web Apps
Microsoft Office 365 E4$27/mo
Includes:Exchange Plan 2SharePoint Plan 2
Lync Plan 2Office ProPlus
Office Web AppsLync Plus (Voice)
Offer Details: Plan 2 include Plan 1 featuresOffice Web Apps requires SharePoint OnlineVoice requires on-premises servers
Voice
Prices shown at ERP
Microsoft Office 365 E2$16/mo
Includes:Exchange Plan 1SharePoint Plan 1
Lync Plan 2Office Web Apps
*Service Plan that maps to current BPOS
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For Kiosk Workers – Plan K Family
Profile of a typical Kiosk Worker:• Spends 5-10% or less of their time on a PC• Shares a terminal with other kiosk workers• Hasn’t had access to a corporate mailbox in the past• Examples: manufacturing line worker, retail clerk, mail couriers
Plan K Suites built to address different Kiosk worker needs:
Microsoft Office 365 K1: high volume offer for this segment• Addresses most kiosk worker scenarios, where customers want to provide light email and access to a company portal• Provides capability to view Office documents
Microsoft Office 365 K2: • Addresses kiosk workers that require information access & simple data input• Includes Office Web Apps editing capabilities for an additional cost
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Components Suites
Microsoft Office 365 K1$4/moIncludes:
Exchange KioskSharePoint Kiosk
Office Web Apps$6.00
SharePoint Online KioskNot offered standalone
Exchange Online Kiosk$2.00
Microsoft Office 365 K2$10/mo
Includes:Exchange KioskSharePoint KioskOffice Web Apps
Partnering Models
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Partnering Models
Office 365 Syndication
Office 365 Advisor
Office 365 Marketplace
Partner Hosted
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Partnership Models
Hosted Solutions
Combined Offerings
Syndication
SPLA/HVS
Attached Services to MS Online
AdvisorVARs/SIs
Service Providers
Primary Target Model
MS Online Services
Objective
• Office 365 Syndication• Office 365 Advisor• Partner Hosted
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Partner ComparisonAdvisor Syndication Partner (Reseller)
Service Delivery
• Microsoft • Microsoft
Customer Support
• Microsoft • Reseller provides Tier 1, Tier 2
• Microsoft provides escalation support (Tier 3)
Customer Billing
• Microsoft bills the Customer • Reseller bills the customer
Offering • BPOS • Combined Offering = BPOS + Reseller’s value added subscription service(s)
Pricing • Microsoft sets price • Reseller sets the retail price to the end-customer
• Reseller bills for the combined offering
Branding • Microsoft Brand Only • Power of combined brands
License • End-user has license with Microsoft .
• Reseller owns customer and has the rights to resell units of service licensed from Microsoft
Incentive • Advisor is paid commission (advisor fees) by Microsoft for selling and enrolling the customer
• Transaction Fee: 12% of net sale price paid quarterly for 1 year
• Residual Fee: 6% of net sale price paid quarterly for as long as customer remains a subscriber
• Total of 18% of net sale price in year 1
• Microsoft sells services to Reseller at wholesale price
• 20% discount off ERP for BPOS-Standard and its component services
• Discount may vary for future Microsoft Online Services
• Up to 5% Performance Rebate
Marketing and Sales Support
• Published content
• http://www.quickstartonlineservices.com
• Conferences
• 250 free seats for internal use and demo (free in 1st year, free in subsequent years if 2 deals of 25+ seats are sold)
• All resources available to Advisors
• PSAM support
• OAM support
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Sales Motion & Partner Fees Example
Microsoft On-Line Partner Model: Advisor
Example: 500 seats of Suite
Year One (18%) $10,800
Subsequent Years (6%) $3,600
12% Net-add6%
Residual
18% year one
Microsoft Partner Customer
Fees Sale
$ SELL
$ MANAGEDSERVICES
$ INTEGRATE$ CUSTOMIZE
$ CONSULT
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Partner Hosting• We are revising our existing SPLA
components and adjusting both the components and pricing
• In January 2010 we substantially reduced exchange pricing on HVS by up to 40%
• In January 2011 new adjustments to components and pricing
Prior to January 2011 January 2011
SPLA Suite $5.75Exchange StandardSharePoint StandardOCS StdLiveMeeting
$4.98Exchange StandardSharePoint StandardLYNC Ent (IM+Web Conf)
SharePoint Standard $3 $2.65
OCS Std (IM) $1.00 $0.90
OCS Ent(IM+Conf+Voice) $6.2 N/A
Lync End (IM+Web Conf) N/A $3.99
Lync Plus (IM+Telephony) N/A $3.99
Lync Ent Plus (IM+Web Conf +Telephony) N/A $7
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Marketplace
• ISVs list applications available to businesses and consumers:• Exchange Online• SharePoint Online• Lync Online• Office
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ISV Resources
• Public Site for Office 365 Beta http://www.microsoft.com/en-us/office365/online-software.aspx
• Microsoft Partner Network Online Services Sales Guideshttps://partner.microsoft.com/40053541
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Partners Call to Action
• Develop for Office 365• SharePoint Online Development Guidelineshttp://www.microsoft.com/downloads/en/details.aspx?FamilyID=4387e030-73dc-48e7-ac95-abc043b9335a • Developer Training Kit Coming Soon
• Post applications in Marketplace• http://
office365.pinpoint.microsoft.com/en-US/getlisted
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© 2009 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.