Hidden Slide: How to use the Customer Decision Framework Presentation with Customers

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Office 365 Enterprise Customer

Decision Framework and Joint Evaluation Plan

Presenter NameTitle

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Decision Framework and Joint Evaluation Plan

• Decision Framework Overview• Confirm Initiative Executive Sponsors• Confirm Full Project Teams on Both

Sides• Confirm Events & Timelines Driving

Project• Define Detailed Evaluation Plan and

Resources Required

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Office 365 Decision Framework Summary

Capability & Technical Fit

Business ValueSecurity, Privacy, Data Sovereignty

Legal and Compliance

Transaction GovernanceServices and

SupportPartner

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Office 365 Decision Framework Summary

Today

Go No Go?

Vision for Project?Need?

Business & Tech

Alignment?

Business Case?

Fit? Gaps?Mitigation?

Migration Deployment

Plan Feasible?

ENVISION(0%)

ALIGN(10%)

PREPARE/MIGRATE/ DEPLOY(100%)

EVALUATE(20%)

CONFIRM FIT

(40%)

DUE DILIGENCE

(60%)

FINALIZE& SIGN(80%)

1 2 3 4 5 6 7

Capability & Technical Fit [ 5 steps]

Legal and Compliance [ 3 steps]

Security, Privacy, Data Sovereignty [ 1-3 steps]

Business Value [ 3 steps]

Governance [Ongoing]

Transaction / Procurement [ 4 steps]

Services & Support [7 steps]

Partners [7 steps]

Cloud Briefing

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Office 365 Enterprise Decision Framework

Decision Points & Conversations

Customer Stakeholders

Customer Questions Answered & Decisions Made


ITWhat is BPOS? What is Office 365? How will these solutions work in my environment? Why, when and how should I transition to Office 365? How do I get ready?

Legal & Compliance

Legal & Procurement

What are the risks and legal / regulatory considerations?

Security, Privacy, Data Sovereignty

CSO,Legal

Is my data secure and private? Where will it be located?How does this solution comply with local regulations?

Business Value

LOB Groups, CIO, CFO

What is the specific shareholder value from this project?

GovernanceCIO & key

stakeholders

Who in my organization will own key decisions cloud strategy and BPOS / Office 365 specifically? How can I ensure all stakeholder needs are met, buy-in is achieved?

TransactionProcurement

& Finance

How do I buy the solution? How do I get a deal that is advantageous to our shareholders? Why would I be interested in the updated EA (EA Amendment)?

Services & Support

ITWhat deployment consulting services do I need? How do I prepare for the migration? How do I migrate?Which support offerings underpin Office 365/BPOS?

Partners IT Which partner can / should / will provide services needed? What is the partner’s role?

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The Journey to Deployment Start: Key Events


Cloud Svc/O365 Briefing

Solution/Tech Briefing

Joint Evaluation

Plan

Solution Alignment Workshop

• Migration Due Diligence

• Tech Reviews

Legal & Compliance

Cloud Principles Briefing

Initial ProposalContract /

SOW Negotiations

Security, Privacy, Data Sovereignty

Cloud Svc Briefing

SecurityBriefing


Business Value

BV Development

Session

Initial Bus. Case

Final Business Case

Governance EvaluationPlan

Regular C-Level Reviews

Transaction/Procurement

Cloud PrinciplesBriefing

Initial ProposalContract /

SOW Negotiations

Contract & SOW Signed

Services & Support

Assessments(optional)

Value AddSvc Definition

Online Contract & Svc. SOW

Prov. & Migr.Proposal (>2,400 seats)

Partners Partner Role Definition

Solution Alignment

Migration Proposal

Outcomes: Vision Definition

C-Level Review

Evaluation Plan

• SAW Report• Migration

Scope

• Feasibility Report

• Validation

• Signed Contracts

• Migration Preparation

Go / No GoDecisions:

Vision for Project?Need?

Business & Tech

Alignment?

Valid Business Case

Fit? Gaps?Mitigation?

Migration Deployment

Plan Feasible?

ENVISION(0%)

ALIGN(10%)

PREPARE/MIGRATE/ DEPLOY(100%)

EVALUATE(20%)

DUE DILIGENCE

(60%)

FINALIZE& SIGN(80%)

1 2 3 4 5 6 7

EvaluationPlan

Deployment Planning/Design

Prepare / Migrate/ Deploy

CONFIRM FIT(40%)

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Cloud PrinciplesHighly Configurable - Not Customizable

Services Under the Microsoft Security Policy

Data Location and Transfers

No Customer Right to Audit

Capped Liability

Customer must Remain Current

Comfortable with our Roadmap

Comfortable with Deployment Lifecycle

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Customer Questions andDecision Points

Milestones

Microsoft R&R

Partner R&R

CustomerR&R

Timeline(Date Range)Accountable Responsible Support

• What is Microsoft’s vision and value proposition for the cloud? What is BPOS? What is Office 365?

Cloud Services/Office 365 Briefing

EPG: AM EPG: ATS

ITCAM-S: AM CAM-S: OM

CTM: ITM CTM: ITM

• Does BPOS/Office 365 address my needs? What is the roadmap? Is my IT environment ready for BPOS/Office 365? What does the deployment lifecycle and Microsoft’s deployment offer or a Microsoft recommended deployment partner’s offer look like?

Solution/Tech Briefing

EPG: SSP Prod EPG: TSP BPOSSE in Major where assigned. IT

CA: PAM CA: PartnerCA: SSP Prod

• What are the steps to evaluate the solution? Who is responsible for what? Who makes decisions in my organization?

Joint Evaluation Plan

EPG: SSP Prod BPOS

EPG: SSP Prod BPOS

EPG: TSP BPOS IT

CA: PAM CA: PartnerCA: SSP Prod BPOS

• How will BPOS/O365 work in my environment? Are there any gaps?

• Are there acceptable solutions to fill these gaps? • How long will it take to deploy? • What is Microsoft’s Premier Deployment (MPD) or

Microsoft’s recommended deployment partner’s deployment offering? Who will do my deployment (MPD, Partner, Self?)

• What is the expectation or plan for support coverage, once live?

• What value added services will be needed to deploy, migrate support the solution?

• Do we move forward to Migration Due Diligence? (need to confirm MPD vs. Partner first)

•Solution Alignment Workshop (SAW)

•Customer confirms deployment choice

EPG: SSP Prod BPOS

EPG: TSP BPOS (w/ BOSG SA review & close SAW actions)

EPG1.SE or Service Desk if no SE assigned*. 2.BOSG SA IT

CA: PAM CA: PartnerCA: TSP BPOS

• What is the final technical feasibility report based on my unique environment?

• Is our coexistence and migration approach valid?• How do we close on outstanding items?

Migration Due Diligence, Technical Review

EPG: SSP Prod BPOS

EPG: TSP BPOS orchestrates, Customer Deployment Team (BG) executes

EPG1.BOSG SA 2.MPD Architect 3. MPD TZ Lead as escalation

IT

CA: PAM CA: Partner CA: TSP BPOS

Decision Framework in Detail-Capability & Technical FitEnvision(0%)

Align(10%)

Evaluate(20%)

Confirm Fit(40%)

Due Diligence(60%)

Insert names

*For Deployment Discussions at Confirm Fit/40%: SE in Major and where assigned. Services Desk or partner equivalent for in all other accounts. SE: If appropriate, follow up on Premier Support needs. If technical requirements not met for BPOS/O365 opportunity, discuss Microsoft’s remediation options.

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Decision Framework in Detail-Business Value


Milestones

Microsoft R&R

Partner R&R

CustomerR&R


•What is or can be the business value of a cloud solution?

Cloud Services Presentation (include vision for Business Value)

EPG:AM EPG: SSP Prod CIO

CAM-S: AMCA: Partner

CTM: ITM

•What are my business needs? Strategic imperatives? •Which business needs can a Microsoft Online Services solution address?•What business outcomes do I need to achieve? ( savings, efficiencies etc.)• Is a Microsoft Online Services solution better than my next best alternatives?

Business Value Development Session with customer(where customer presents in detail pain, business need)

EPG: AM EPG: SSP Prod

CIO,CFO, LOB Groups

CA: PAM CA: Partner CA: SSP Prod

•How does this solution address business needs? Which business challenges can I address?•What are the potential cost savings?•What are the potential risk factors and mitigations?

C-level Review (project value, show scenarios)

EPG: AM EPG:SSP Prod BPOS

CXO-Level,Exec sponsor,Project Teams,User Comm. Rep

CA: PAM CA: Partner CA: SSP Prod BPOS

•What is the initial business case?Initial Business Case, Initial Proposal

EPG: AM EPG: SSP Prod BPOS

ProcurementFinanceSponsorsLOB GroupsCA: PAM CA: Partner

CA: SSP Prod BPOS

•What is the final business case ?•What is the risk of not implementing the solution?

Final Business CaseEPG: AM

EPG: SSP Prod BPOS

CA: PAM CA: Partner CA: SSP Prod BPOS

Envision(0%)

Align(10%)

Evaluate(20%)

Confirm Fit(40%)

Due Diligence(60%)

Insert names

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Decision Framework in Detail-Legal & Compliance


Milestones

Microsoft R&R

Partner R&R

CustomerR&R


•What are the standard legal & compliance principles under which Microsoft will operate a standard service for me?• In particular, what are the warranties, remedies, limits of liabilities & privacy standards? What is the risk allocation package? •What is Microsoft’s approach for legal and regulatory compliance?

Cloud Principles Briefing

EPG: SSP Prod EPG: LSSEPG 1.LE 2.Field LCA Legal &

Procure-mentCIO,LOB, Stake-holders

CA: PAM CA: Partner

CA: 1.OM2.LSS3.SSP Prod

•Does the initial proposal meet my organization’s needs? (Documentation Request and Review)

Initial Proposal

EPG: SSP Prod BPOS

EPG: LSSEPG:1.LE 2.Field LCA

Legal & Procurement

CA: PAM CA: Partner

CA: 1.OM2.LSS3.SSP Prod BPOS

•What are the Gives & Gets?

Deployment Services SOW, Final Business Case, Negotiations

EPG: SSP Prod BPOS

EPG: LSS

EPG:1.LE2.Field LCA3.MPD4.SE or Service Desk

Legal & Procure-ment

CA: PAM CA: Partner

CA: 1.OM2.LSS3.SSP Prod BPOS

Align(10%)

Evaluate(20%)

Due Diligence(60%)

Insert names

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Decision Framework in Detail-Security, Privacy & Data Sovereignty


Milestones

Microsoft R&R

Partner R&R

CustomerR&R


• Is my data secure and private? • Where will it be located?

Cloud Services Presentation

EPG: AMEPG: SSP Productivity

IT

CAM-S: AMCTM: ITM

CAM-S: AMCTM: ITM

CA: SSP Prod

• What are Microsoft’s core principles around security, privacy and compliance?

Solution / Tech Briefing

EPG: SSP Prod

EPG: SSP Prod

EPG:1) SSP

Prod BPOS

2) TSP BPOS IT

CA: PAM CA: Partner

CA: 1) SSP

Prod BPOS

• What is behind the Microsoft core security principles? How does Microsoft ensure my data is safe?

• Does this solution comply with my regulatory environment?

• How are we meeting these needs today?

Cloud Principles: Data and Security Deep Dive

EPG: SSP Prod BPOS

EPG: SSP Prod BPOS

EPG: TSP BPOS

CSONetworking,

Service Side,

Operations

team

CA: PAM CA: Partner

CA: 1) SSP

Prod BPOS

• Security and Privacy follow-up questions


SSP Prod BPOS

TSP BPOS BOSG SA

IT

CA: PAM CA: Partner1) CA: SSP

Prod BPOS

Envision(0%)

Align(10%)

Insert names

Evaluate(20%)

Confirm Fit(40%)

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Decision Framework in Detail- Services (Part 1)Customer Questions and

Decision PointsMilestones

Microsoft R&R

Partner R&R

CustomerR&R


• How can Microsoft and/or a partner help transform my IT org and allow it focus on value added tasks?•What services can Microsoft offer in the customer lifecycle (i.e. Risk Assessment Workshops etc.)•What is my network, client and Active Directory state relative to BPOS/Office 365 requirements? •What should I know about Microsoft’s Offer (Big 8) and how deployments typically work?•What value added services are needed?•What is the partner landscape?• If outsourcers, what is their role? Who can / should provide services?•What is my current procurement strategy and vendor roadmap (partner)?

Solution / Tech Briefing

Cloud Principles Discussion

Define Value Added Services Strategy

EPG: SSP ProdEPG: SSP ProdTech Briefing: TSP BPOS

Remediation support:

SE in Major where assigned. Service Desk for all other 2,400+ seat opportunities IT

CA: PAM CA: Partner CA: SSP Prod

•What are the milestones for evaluating the solution?•What does deployment look like? What proactive pre-Microsoft Premier Deployment services will better prepare the customer or address identified gaps?

Joint Evaluation Plan

EPG: SSP Prod BPOS

EPG: TSP BPOS

EPG: SE or Service Desk if no SE assigned IT


• What will it take to migrate and provision the solution? What is MPD’s offering for deployment? Who will do my deployment (MPD, Partner, Self?)

• Do we move forward to Migration Due Diligence (customer first confirms deployment intentions (MPD, Partner Self). If partner, customer should validate partner has similar process to ensure appropriate migration due diligence.

• What is the expectation or plan for support coverage, once live?

• What value added services will be needed to deploy, migrate support the solution?

• How do I manage the project? • How do I prepare our infrastructure? • How do I migrate to the Cloud?• How do I configure our collaboration systems?•Who runs the services? •Will this be standard or non-standard services work? (complex AD, need for ADFS, complex SharePoint)• If non-standard, Microsoft or Partner Services?


Present MPD Standard Services Description and Rate card

EPG: SSP Prod BPOS

EPG: TSP BPOSEPG: 1.SE or Service Desk if no SE assigned*2.MPD Architect (>2400); MPD TZ Lead for escalation3.PAM/ Partner IT

EPG: SE or Service Desk: Custom & Value Added Svcs:

EPG: PAM/Partner: Deployment, Custom & Value Added Services:

CA: PAM CA: Partner CA: TSP BPOS

Align(10%)

Evaluate(20%)

Confirm Fit(40%)

Insert names

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Decision Framework in Detail-Services (Part 2)


Milestones

Microsoft R&R

Partner R&R

CustomerR&R

Timeline

(Date Range)Accountable Responsible Support

• Is the solution technically feasible (Technical Feasibility Report)? Is the coexistence and Migration approach validated?•How can / will partners help in the migration to BPOS/O365? •What will it take to migrate and provision the solution? •Who helps with value added professional services once initial service solution has been provisioned - MCS or partner?•What are the steps to designate a Microsoft Partner of Record?•What is the joint plan to implement the value add services?

Migration Due Diligence

Deployment Services SOW

EPG: SSP Prod BPOS

EPG: 1.SE or Service Desk 2.PAM/Partner

EPG1.BOSG SA 2.MPD Architect (<2400)3.PAM/ Partner

IT

CA: PAM CA: Partner

CA: 1.BPOS TSP2.MPD (>500 seats)

•Preparation for directory, messaging coexistence, messaging data migration (mail, calendar, contacts) etc.

Migration Preparation;Svc. Provisioning, Messaging Migration

EPG:1.EM2.Project Mgr

EPG: MPD Consultant

EPG: MPD Architect

CA: PAM CA: Partner

CA: 1.BPOS TSP2.MPD (>500 seats)

Due Diligence(60%)

Prepare/ Migrate/ Deploy 100%)

Insert names

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Decision Framework in Detail-Support


Milestones

Microsoft R&R

Partner R&R

CustomerR&R


• What kind of support offerings underpin Office 365 / BPOS?

• Is support available 24x7?• Which countries/languages do I

require support coverage in?

Value Add Services Definition (Partner/Svc Strategy)

EPG: AM EPG: AM

EPG: 1.SE 2.SISR (where no SE assigned)

IT,LOB

CAM-S: AM CAM-S: AMCA: SSP Prod

CTM: ITM CTM: ITM

• What is the expectation for availability and hours of support ?

• How does this compare to what I have in place today?

• What is our expectation for response time after we submits a service request? How does this compare to the current “on premise”/alternative support?

• How do we use our existing IT support services?

• What activities are needed to ensure successful adoption?

• What is the plan for support coverage once live?

• How is level 1 and possibly level 2 helpdesk integrated with customer’s existing support structure?

• How do I obtain a dedicated support resource?

•Solution Alignment Workshop

•Customer confirms Premier support choice

EPG: AM

EPG: Std Support (right-size or new): AM EPG:

•SE •SISR (where no SE assigned)EPG: Custom

Support (right size or new) = SE or Service Desk


• Escalation processes, response times, SLAs

• How are we notified of updates and downtime?

• How many languages are supported?

Initial Proposal, Contracts & SOWs, Negotiations

SSP BPOS

EPG: Std Support: (right size or new): MPD

EPG: SPM

IT

EPG: Custom Support (right size or new): SE/SISR or Service Desk


Align(10%)

Confirm Fit(40%)

Due Diligence(60%)

Insert names

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Decision Framework in Detail-Partner


Milestones

Microsoft R&R

Partner R&R

CustomerR&R

TimelineDate RangeAccountable Responsible Support

•What value added services are required to ensure a successful customer journey to BPOS/Office 365 ? •What is my current procurement strategy and vendor roadmap?

Role of partner definition

EPG: AM EPG: SSP Prod EPG: PAM/Partner

IT and Procureme

nt

•What is the joint go-forward plan to ensure Microsoft, partners and customer achieve success on this project?

Joint Evaluation PlanEPG: SSP Prod BPOS

EPG: SSP Prod BPOS

EPG: PAM/Partner

IT

•Does the business case account for the value added services needed to successfully deploy and adopt BPOS or Office 365?

Initial Business CaseEPG: SSP Prod BPOS

EPG: SSP Prod BPOS

EPG: PAM/Partner

Procurement,

Finance, Exec

Sponsor, LOB

Groups

•Which solution fits? How will BPOS /Office 365 work?•Are system requirements met? •What preparation is required to deploy? What is the deployment & value added services strategy? •What is Microsoft’s recommended deployment partner’s deployment offering? Will we use their deployment services?•What activities are needed to ensure successful adoption? What is the plan for support coverage once live? Does the customer have a Premier support agreement?

•Solution Alignment Workshop

•Customer confirms partner deployment choice

SSP Prod BPOS TSP BPOS

1.BOSG SA2.PAM/Partner3.SISR or MSPA Services sales contact

IT

•Will partner perform a Migration Due Diligence equivalent process? How can / will partners help in the migration to BPOS/O365?

Provision and Migration Proposal (MPD or Partner)

SSP Prod BPOS PAM/Partner

1.MPD Architect/Partner (>2400)2.PAM/ Partner (<2400)

IT, Procureme

nt

•What are the steps to designate a Microsoft Partner of Record?•What is the joint plan to implement the value add services?

Contract & SOW Finalization & Signature


1.MPD Architect/Partner (>2400)2. PAM/ Partner (<2400)

Procurement

•Preparation for directory, messaging coexistence, messaging data migration (mail, calendar, contacts) etc.

Preparation & Messaging Migration


1.MPD Architect/Partner (>2400)2.PAM/ Partner (<2400)

IT

Align(10%)

Evaluate(20%)

Confirm Fit(40%)

Due Diligence(60%)

Finalize & Sign(80%)

Prepare/ Migrate/Deploy(100%)

Insert names

Evaluate(20%)

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Decision Framework in Detail-Transaction

Customer Questions andDecision Points Milestones

Microsoft R&R

Partner R&R

CustomerR&R


•Who are the stakeholders to get the transaction completed?•How do I buy the solution?•What is the signature & PO process?

Evaluation Plan

EPG: SSP Prod BPOS

EPG: SSP Prod BPOS

Procurement, Legal &

Finance (optional)

CA: PAM CA: Partner

CA: SSP Prod BPOS

•What is the business value of the updated EA? Why should I sign now vs. waiting?•How do we get a deal that is advantageous to our shareholders?

Initial Proposal; Business Analysis and Planning, Procurement

EPG: SSP Prod BPOS

EPG: SSP Prod BPOS

EPG:1.LSS2.LE

Procurement Project

team, User Groups

CA: PAM CA: Partner CA: LSS

•What are the mechanics of the agreement?•How does it fit with other agreements I have today with Microsoft?•How can the subscription be activated?

Deep Dive with Procurement on “Mechanics of the Deal”

EPG: SSP Prod BPOS EPG: LSS

EPG: LE

Procurement Project

team, User Groups

CA: PAM CA: Partner CA: LSS

Evaluate(20%)

Confirm Fit(40%)

Due Diligence(60%)

Insert names

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Decision Framework in Detail-Governance


Milestones

Microsoft R&R

Partner R&R

CustomerR&R


• Who will make the decision for cloud strategy and BPOS specifically?

• Who are the decision influencers? • Why do they care?

Opportunity Management Plan (Internal MS)

EPG: AMEPG: SSP Prod

CIOCAM-S: AM

CA: PartnerCA: SSP ProdCTM: ITM

• Can we agree on all decision influencers needed? (incl Legal, Security, Procurement etc.)

C-Level Review

(ongoing; includes key milestones and conversations)

EPG: AM EPG: SSP Prod

CXO-Level,Exec

sponsor(s),

Project TeamsUser

Community Rep


• What steps will customer have to take to get the solution?

• How will we evaluate?• How will we deploy?

Evaluation Plan Meeting

EPG: SSP Prod BPOS

EPG: SSP Prod BPOS

CIOProject TeamKey

stakeholders who have to sign off


• How do we keep track of all outstanding gives/gets?

Negotiations – Agreement Close Plan

EPG: SSP Prod BPOS

EPG: SSP Prod BPOS


Align(10%)

Evaluate(20%)

Confirm Fit(40%)

Due Diligence(60%)

Insert names

Appendix

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CDF/MSSP Resource Orchestration SummaryEPG Non-Technical Roles EPG Technical Roles

Reference latest Office 365 Field Playbook for full details: http://businessonlineSMSP CAM-S SMSP CTM

http://businessonline/

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Acronym Glossary Acronym Detail

SOW Statement of Work

SAW Solutions Alignment Workshop

AM Account Manager

ATS Account Technology Strategist

SSP Solution Sales Professional

TSP Technical Sales Profession

SSP Prod SSP Productivity

SSP Prod BPOS SSP Productivity BPOS (dedicated to BPOS/O365)

BOSG Business Online Services Group

SA Solutions Architect

MPD Microsoft Premier Deployment

LSS Licensing Sales Specialist

LE Licensing Executive

LCA Legal & Corporate Affairs

SE Services Executive

PAM Partner Account Manager

EM Engagement Manager

SPM Service Practice Manager

TAM Technical Account Manager

MDD Migration Due Diligence (formerly known as CDD)

Documents

Hidden Slide: How to use the Customer Decision Framework Presentation with Customers