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Selling Office 365 in SMBSYNNEX Microsoft O365 Webinar Series
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What are the sales scenarios
What to sell
How to drive demand
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What are the sales scenarios
What to sell
How to drive demand
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Target users 1-10 Advanced IT needs11 - 250Consumer
$8.33 $12.50 $15 $20 (E3)Cost per
month
$139 $219 $369 $499
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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
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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
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“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”
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What are the sales scenarios
What to sell
How to drive demand
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Targeting small and midsize businesses
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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
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Four typical conversations when selling Office 365
More for your investment Simplify, stay in control
Link to “Office 365 Midsize Business Tele Discussion Guide”
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Simplify, with control Work better together Best investment
Four typical conversations when selling Office 365
Link to “Office 365 Midsize Business Tele Discussion Guide”
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Simplify, stay in control Look more professional
Four typical conversations when selling Office 365
Link to “Office 365 Midsize Business Tele Discussion Guide”
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Be productive anywhere Work together Best investment
Four typical conversations when selling Office 365
Link to “Office 365 Midsize Business Tele Discussion Guide”
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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”
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BDM Pitch TDM Pitch
Three cross-sell opportunities for Office 365
Link to “http://aka.ms/CRMOandO365”
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Cloud Productivity On-Site Data Control
Three cross-sell opportunities for Office 365
Link to “Office BEST for SMB”
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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”
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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”
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What are the sales scenarios
What to sell
How to drive demand
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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
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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
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[email protected]://synnexmicrosoft.com/programs/spla/
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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
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Start selling using the sales scenarios
SYNNEX is the right partner for Microsoft Clou
Drive demand with Office BEST http://aka.ms/readytogo/office
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