Selling the new Office to SMB

Learn how to sell to SMB by understanding...

What are the sales scenarios

What to sell

How to drive demand

Introducing the new Office

Cloud Services Perpetual

Always up-to-dateSame brand across

segments

2013 versionse.g. Home and Business

2013

Power of choice

Office Home & Business 2013

Office Professional Plus 2013

Office Professional Plus 2013

Office Home & Student

2013 and RT

Office 365 Small Business

Premium

Office 365 Enterprise / Government

Office 365 Midsize Business

Office 365 Home

Premium

Target users 1-10 Advanced IT needs11 - 250Consumer

$8.25 $12.50 $15 $20 (E3)Cost per

month

$139 $219 $499 $499

Latest version of Office as a subscription

Per user licensing across 5 PC/Mac and 5 mobile

Roaming documents, applications, and settings

Office on demand to stream the full Office to a PC

Office

Office 365 at a glance

Hosted business class email and shared calendar

25 GB of storage space per user

Use your own domain name to send emails

Premium spam and malware protection

Exchange Online

Multiparty HD video conferencing

Real-time note taking and document sharing

Instant messaging and presence across firewalls

Skype federation with presence, IM, and voice

Lync Online

Document sharing and management in the cloud

Internal and external sites for working together on

projects

Online and offline access to your documents

Build your company public website with easy-to-use

templates

SharePoint Online

Trends impacting small and midsize businesses

Source: IDC

of the world's online population engages in social networking

$542B

50% Cloud adoption will cross 50% in midsize firms by 2013

SMBs on one or more Cloud Services in next 3 years

60% More than 60% of midsize businesses provide smartphones to employees

Worldwide SMB IT spending will approach $542 billion in 2012

Selling the business value of the new Office

AnywhereAccess

WorkTogether

LookProfessional

SimplifiedIT

BestValue

Targeting small and midsize businesses

Sales scenarios to simplify your pitchPitch:

Cloud vs. on-premisesScenario 1:

Old server

No upfront costAlways up to dateAffordable monthly fee

Spam/malware protectionOne admin consoleRemote data wipe

Best value Simplified ITProfile:• Running an old email server• Worried about security and cost• Open to the cloud, but not

familiar

Probing questions:• Are server costs preventing an

upgrade?• How often is email down?• How much time is spent

managing servers?

Current Challenges:• Budget is affecting upgrade

decisions• Reliability and availability issues • Overtaxed IT staff is de-

prioritizing strategic work

Sales scenarios to simplify your pitchPitch:

Turn-key productivityScenario 2:

Growing needs

One admin consoleEasy to add usersIntegrated services

Effective meetingsEasy to share filesFollow sites/docs

Simplified IT Working together

Best value

No upfront costAlways up to datePredictable cost

Profile:• Fast-growing with multiple offices• Limited IT staff• Very strong advocate of the cloud

Probing questions:• How much time is spent managing

collaboration tools?• Is the current infrastructure

scalable?• Are there tools in place for

collaboration?

Current Challenges:• Want to deliver latest capabilities

easily and quickly• Lack of modern collaboration tools• Limited IT budget

Sales scenarios to simplify your pitchPitch:

Microsoft cloud / competeScenario 3:

Hosted mail

Reliability & securityAutomatic backupIntegrated services

Best-in-class toolsFamiliar experienceUse your own domain

Simplified IT Look professionalProfile:• Using hosted or web-based email• Self-service IT, prefer simpler

solutions• Open to the cloud

Probing questions:• How protected is your data?• How reliable is your hosted mail?• Are your collaboration tools easy

to use?

Current Challenges:• Concerned about data protection• Issues with unplanned downtime • Users frustrated with unfamiliar

and multiple dis-connected tools

Sales scenarios to simplify your pitchPitch:

The new OfficeScenario 4:

Old Office

Roams with youMultiple devicesOffice on demand

Business-class mailEffective meetingsEasy to share files

Anywhere access

Working together

Best value

No upfront costAlways up to datePredictable cost

Profile:• Using older versions of Office• Traditional view of IT, only upgrade

when needed

Probing questions:• What is the biggest obstacle in

upgrading Office client?• How do you currently support your

mobile workers?• Are there tools in place for

collaboration?

Current Challenges:• Budget is affecting upgrade decisions• Limited support for mobile workers• Users frustrated with limited

capabilities

Understanding our customers

Segmentation

1-25 PCs = Small Business

25-250 PCs = Midsize Business

Cloud Supporter

SMB Customer Profiles

Cloud Champion

SelfService

Traditiona-list

OldServer

Sales Scenarios

GrowingNeeds

HostedMail

OldOffice

TARGETING

MESSAGING

CAMPAIGNS

COMPETE

EVIDENCE

CompanySize

CurrentTechnology

Attitudes towards Technology

Introducing Office 365 BEST Campaign

http://aka.ms/BEST

Webinar-in-a-Box

Web Syndication Content

Google Compete

Tele Discussion Guide

The one and only below-the-line campaign for Office in SMB

Introducing the newOffice

Coming soon! The Office Pre-Launch Offer

14

Offer available for consumers, students, small businesses

Microsoft manages program support and fulfillment of the offer

Customers redeem online for free* on office.com

Buy Office Now,Get The Next Version Free!

* Internet access required

Key takeaways and resources

Start selling using the sales scenarios

A great year selling to SMB

Drive demand using BEST http://aka.ms/BEST

Microsoft Confidential – Internal Only

Tele discussion guide

What you get

• Discussion guide

• Training video

Why care

• Tested & proven• Used by

Microsoft• Great for

training

What it is

• Simplified pitch• Scenario-based• Google compete

Webinar-in-a-box

What you get

• Decks & script• Demos & script• Guidance

Why care

• Scalable• Relevant • MVPs’

experience

What it is

• Everything you need to run webinars

• Five industries

Webinar-in-a-box

Construction

ProfessionalServicesReal Estate

Health servicesLawyer

Web syndication content

What you get

• Choice of banners

• Latest microsite• Two platforms

Why care

• Easy to implement

• Best practice

What it is

• Banner• Microsite• Latest content

Google compete

What you get

• Two-pager• Regular updates

Why care

• Research-based• Backed by facts• Be prepared

What it is

• High level• Head-to-head• Rebuttal

Google compete

Introducing the new Office

What you get

• To-customer• To-partner and

Through-Disti BOM (see next slide)

Why care

• Value of the new Office

• Office and Windows better together

• End of Support

What it is

• High-level overview

• Modular content

To Customer

Customer Pitch Deck

Customer Leave Behind

Best on Windows 8 Leave Behind

Power of Choice Leave Behind

End of Support Leave Behind

Email template

Web banners

Introducing the new Office BOM

24

To Partner/Through Disti

Partner How to Sell Deck

Tele-sales guide for Office on-premises

Office 365 Open and FPP Licensing Deck

Disti email template

Disti web banners