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Selling Office 365 in SMBSYNNEX Microsoft O365 Webinar Series
What are the sales scenarios
What to sell
How to drive demand
What are the sales scenarios
What to sell
How to drive demand
Target users 1-10 Advanced IT needs11 - 250Consumer
$8.33 $12.50 $15 $20 (E3)Cost per
month
$139 $219 $369 $499
Business-
class Email
HD Video
Conferencing
File
Sharing
Plus
Anywhere
Access
Simple IT
Management
Financially-
backed SLA
Technical
Support
Office Desktop Apps
Office Web Apps
Office Mobile
Ready for the cloudAlways up-to-date Office plus services
Multiple devices per user
Low upfront cost
Office 365
Small Business
Premium
• Complete solution for 1-10 users with no IT
• Need business email, file sharing, conferencing
• Turnkey needs for all users across company
• 24/7 technical phone support for critical issues
Not ready for the cloudLatest Office desktop apps only
One install per PC
Single version, perpetual rights (except SA)
• Room to grow beyond 250 users
• eDiscovery and advanced archiving
• Data Loss Prevention, Information Rights Management
• Access, Excel, Visio Services, InfoPath forms, Voicemail
• Different user types and access to your own servers
• 24/7 technical phone support for all issues
Office 365
Enterprise (E3)
Office
Home &
Business
2013
• Office client for small business
• Latest Office desktop apps including Outlook, Excel, PowerPoint, Word, OneNote
• No server integration
• No pricing discounts
Turn
key
need
sM
axi
mum
Flexi
bili
ty
Office
Standard
2013
• Latest Office desktop apps including Outlook, Excel, PowerPoint, Word, OneNote, Publisher
• Limited support with server integration
• Pricing discounts over 5 seats
• Simple deployment and transfer rights
Office
Professional
Plus 2013
• Everything in Standard, plus Lync, Access, and InfoPath
• Support advanced server integration like voice, IRM, BI, compliance, and archiving
• Pricing discounts over 5 seats
• Simple deployment and transfer rights
Office 365
Midsize
Business
• Complete solution for 10-250 users with some IT
• Supports Active Directory integration
• 24/7 support for critical; business hours for non-critical
“Get modern now with Windows 8 Pro and Office 365”
Pitch
“Get the best of both worlds: Power of cloud productivity
combined with on-site data control”
“One cloud solution for customer engagement and
workforce productivity”
What are the sales scenarios
What to sell
How to drive demand
Targeting small and midsize businesses
Four typical conversations when selling Office 365
Three cross-sell opportunities for Office 365
Two types of customers to pitch Office only
One competitor you want to beat
Four typical conversations when selling Office 365
More for your investment Simplify, stay in control
Link to “Office 365 Midsize Business Tele Discussion Guide”
Simplify, with control Work better together Best investment
Four typical conversations when selling Office 365
Link to “Office 365 Midsize Business Tele Discussion Guide”
Simplify, stay in control Look more professional
Four typical conversations when selling Office 365
Link to “Office 365 Midsize Business Tele Discussion Guide”
Be productive anywhere Work together Best investment
Four typical conversations when selling Office 365
Link to “Office 365 Midsize Business Tele Discussion Guide”
Three cross-sell opportunities for Office 365
Reduce complexity, increase flexibility
Stay secure and always up-to-date
Be more productive from anywhere
Everything in one place, on all your devices
Tablets and PCs for every business need
Link to “Get Modern with Windows 8.1 and Office”
BDM Pitch TDM Pitch
Three cross-sell opportunities for Office 365
Link to “http://aka.ms/CRMOandO365”
Cloud Productivity On-Site Data Control
Three cross-sell opportunities for Office 365
Link to “Office BEST for SMB”
Excel PowerPoint Word
Two types of customers to pitch Office 2013
Link to “Office Selling Guide: Make the Right Sale”
Link to “Product Comparison Guide: Choose your new Office”
One competitor you want to beat
Microsoft has credibility in productivity tools
Google’s core business is advertising
Office 365 offers functionality that users expect
Save time and effort with best-of-breed tools
Google Apps may cost more than advertised
Trusted
Privacy
Familiar
Efficient
Predictable
Costs
Link to “Google compete messaging for SMB”
What are the sales scenarios
What to sell
How to drive demand
Demand gen, sales enablement, and readiness content, plus execution guidance
http://aka.ms/readytogo/office
for M, SBP, Office, Exchange Online
Tele Discussion Guides Web Syndication
link
each design comes with 3 different sizes
Digital Web Banners
generic SMB, plus 5 industries
Webinar-in-a-box
Direct Email Templates
pitch decks, leave-behinds, demo scripts
1-to-1 Engagement
Who We Are: ISV based in Seattle, founders come from Microsoft
Mission: To enable our partners to profitably and easily migrate their SMB customers to Office 365. 100%
through partner. 100% Office 365-focused business.
“Migration Project Automation”: SkyKick Application Suite automates the entire email migration project to
Office 365, not just the email migration. Make it easy for partners to get in the game and scale
Experience: Partners have used SkyKick to successfully migrate thousands of SMBs
Register today at www.skykick.com/synnex
"We partnered with SkyKick in hopes of scaling our Office 365 practice at
a faster rate... goal achieved. SkyKick allowed us to simplify our
migration model; completing more migrations, with less risk of error, and
at less cost to the customer.“
– Thomas Allen, CyberStreams, Office 365 Sales Division Manager
[email protected]://synnexmicrosoft.com/programs/spla/
Marketing
Support
Cloud Desk
Training &
Enablement
Tiered Program
• Program designed support partner in their understanding of Microsoft O365
• Dedicated Sales & Technical support to help with all of your pre-sales questions
• From a Cloud Starter Kit to assets for seasoned cloud professionals SYNNEX makes it easy for you to have the tools you need for success
• Marketing• Reseller Marketing Services• End User Demand Generation Programs• Marketing Development Funds
Start selling using the sales scenarios
SYNNEX is the right partner for Microsoft Clou
Drive demand with Office BEST http://aka.ms/readytogo/office
