Office 365 Add on Or Upsell
Office 365 Add On or Upsell
Outbound Call Guide
Purpose
The purpose of this call guide is to empower hosting partner with Microsoft go-to-market perspectives, campaigns, and resources.
Hosting Service Providers are emerging at the center of the shift toward the adoption of cloud computing. Microsoft is looking to continue to grow the partnership through deeper investments in comprehensive technology for their offers as well asgo-to-market campaignsto support growth for Hosting Service Providers.
These investments are reflected in the hosting scenarios and offers that Hosting Service Providers can add to their portfolio to help customers quickly scale, ease IT management, and lower capital expenditures.
Scenario
This call guide explains how a hosting partner can sell an Office 365 solution into a new customer or as an upsell to an existing Hosted Exchange customer.
Overview
Office 365 is a cloud-based service hosted by Microsoft that brings together familiar Microsoft Office desktop applications with business-class email, shared calendars, instant messaging (IM), video conferencing and file sharing.
-Office 365 provides a familiar, consistent user experience across PC, tablet, phone andbrowser that virtually eliminates the learning curve.
-O365 provides an integrated, easy-to-use solution that allows you to access documents online and offline, share calendars, instant message and make PC-to-PC calls — allowing customers to get work done virtually anytime,anywhere.
Business Benefits
Anywhere access.Businesses are no longer stationary. Mobility and devices have changed the way we work. The new Office recognizes the pervasiveness of mobility and devices in the workplace. Anywhere access capabilities give access to familiar Office applications across multiple devices, from PCs to smart phones to tablets.
-Work from virtually anywhere with access to email, calendar, latest documents and files using familiar Office applications, optimized for use across PCs, smartphones and tablets.
-Withits modernized, clean andfluid user interface that works great with touch, mouse and keyboard, or pen, Office has new and improved ways for you to work more efficiently and naturally.
-The new Office works great across nearly all devices, but on Windows 8 it shines; get a more immersive, touch-optimized experience. You will find delightful features, such as using fingertips to pinch and zoom in and out while presenting on PowerPoint, or pinch and zoom your Outlook calendar out for a month view. If you are on a mobile device, Office Mobile gives you a consistent, yet platform-optimized Office experience.
Work together. The new Office makes working together easier and more effective no matter where the team is, with video conferencing, shared documents, email and calendars.
-With the new Office you can easily host and participate in more effective online meetings, with multi-party HD video conferencing, document sharing and real-time note taking with OneNote.
-Sharing a document, workbook or presentation is now much simpler. You can share and collaborate just by sending a link to your files saved in the cloud. Manage and track only one version of your workbook. And, when it’s in the cloud, it’s backed up, so you don’t have to worry about losing your work.
-Site Mailboxes combine the power of Outlook, Exchange and SharePoint to create a single folder, calendar or task list that all members of your team can access. Store team emails and links to supporting documents while managing team communications.
Look professional. Customers are key to the success of your business. The new Office gives you access to professional tools that enable them to visualize data in Excel, edit PDFs and create highly professional documents and presentations to impress clients and drive revenue.
-Excel’s Recommended Charts feature offers you suggestions on different ways to visualize your data, including charts, tables, formatting options and trend analysis – all available with a single click from one easy-to-use menu.
-Word now makes PDF content act like familiar Word documents. Use content from PDFs easily and make it look great. Word now opens PDFs and makes content, such as paragraphs, lists and tables, act as familiar Word documents.
-Multimedia and graphics capabilities make it easy for you to create professional publications. Take the quality of your work to the next level – without investing more time. The easy-to-use, powerful video and photo editing tools help you add real impact to your communications, without the expense of professional fees.
Security and Reliability. Unlimited automatic product updates, no up-front infrastructure costs and affordable monthly subscription plans make the new Office 365 unbeatable value.
-The new Office is always logged in and saves to the cloud by default. When you sign into Office you get roaming settings and quick access to your documents stored in SkyDrive, SkyDrive Pro and SharePoint online.
-Data Loss Prevention tools in Office 2013 Professional Plus are about keeping business communications highly secure while in transit. These data loss prevention controls give you the flexibility to manage the passage of sensitive information in and out of your environment.
-Exchange’s Information Rights Management capability gives you the email and document confidentiality you need by allowing you to set permission on who can access, open or forward email and documents.
Best value. Get predictable monthly costs, simplify licensing, and keep Office always up to date.
-Business-grade tools designed for your business
-Always get the latest technology for a predictable monthly cost
-Simplified per-user licensing of up to 5 devices per user
-No upfront licensing costs
-Easily add or delete users as you need to
Scenarios
Scenario 1Old Server / Scenario 2
Growing Needs / Scenario 3
Hosted Mail / Scenario 4
Older version of Office
Profile / Has an email server or other infrastructure
nearing end of life (five years or older)
Open to the cloud, but concerned about
impact on IT staff, security, and cost savings / Fast-growing business with multiple offices
Limited IT staff
High advocacy for and interest in the cloud
Currently using hosted or web-based email
Self-service IT, prefers simpler solutions / Currently using hosted or web-based email
Self-service IT, prefers simpler solutions
Open to the cloud / Using Office 2003 or an earlier version
Updates technology based on need only;not concerned with having the “latest and greatest”
Pain Points / Reduced IT staff/budget, facing high capital
costs for server upgrade or replacement
Reliability/availability and backup concerns
Overtaxed IT resources
Regulatory compliance concerns
Inefficient employee collaboration / Staying focused on the core business whilegrowing the business
Customer service as a differentiator
IT efficiency: keeping thin-staffed
Collaboration/productivity challenges
Maintaining a “leading edge” image / Cash flow
Problems with integration, functionality,
and ease of use with collaboration tools
Compatibility of productivity tools with
multiple platforms/devices
Data loss/backups, downtime, privacy / Facing high capital expenses to upgrade(typically ties productivity suite upgrade toPC refresh cycle)
Achieving high availability/reliability
Limited support for mobile workers
User frustration at limited capabilities
Key
Points / No server upgrade costs & predictable monthly costs
Automatic updates and simplified
management, less work for IT staff
Robust security and reliability
Consistent applications deployed to all
employees / Simplified IT
Same tools for office and remote workers
Connected tools and easy file sharing
Easy deployment of the latest technology
Predictable costs, efficiency improvements
Robust security from trusted brand / Robust security and financially backed
99.9% uptime guarantee
Access from virtually anywhere to seamless,
familiar, connected productivity platform,
including collaboration capabilities / Familiar productivity software with thelatest features, together with web-based
communication/collaboration services
Support for flexible, mobile work style
Predictable costs
99.9% financially backed uptime guarantee
Navigation
Hello this is <Representative Name> calling from <Partner Name>.
I’m trying to get in contact with the <Desired Title> of the organization.
Would <Contact Name> be an appropriate person to speak with?
If Yes: Can you put me through to him/her?
If No: Who would be an appropriate person for me to get in touch with in regards tohosted applications like Microsoft Lync and SharePoint? Request name, title and phone number.
Thank you.
Greeting
Hello, Mr./Ms.______, this is <Representative Name> calling from <Partner Name>.
I wanted to talk to you today to discuss how Office 365 can help you upgrade and expand your business.
Microsoft Office 365 delivers anywhere access to e-mail, documents, contacts, and calendars, on almost any device, for businesses of all sizes - helping to save time and money and freeing up valued resources. Office 365 combines the familiar Office desktop suite with the next generation of Microsoft’s most trusted communications and collaboration services like SharePoint and Lync.
Are you interested in learning more about Microsoft Office 365? If so, I’d like to ask you a few short questions to better understand your current environment.
Qualification Questions
Field / Qualifying QuestionQ1. / How do you serve users with remote access needs?
Q2. / Do your employees have the tools they need to easily work together?
Q3. / Do you spend too much time and money managing and upgrading your servers?
Q4. / Are you able to keep up with demands from your users for larger mailboxes and more storage?
Q5. / Looking to expand, but not ready to pay for more servers?
Q6. / How do you share files with customers and partners?
Q7. / How do you manage web-based meetings?
Q8. / Would real-time team communication be of value?
Q9. / When you look at adding new capabilities, have you considered cloud-based solutions?
Q10. / Do you have a formal budget in place for this type of solution? If not, could funds be made available?
Q11. / What stage are you at in your decision making process?
Q12. / What is your anticipated timeframe for implementing a solution?
Common Objections
Objection / ResponseOur budgets have decreased. / Office 365 offers a great way to save money by moving productivity tools like email to the cloud and reducing server upgrade and maintenance costs. With affordable monthly subscription options, you can reduce your IT management costs, make your business more agile, and increase employee productivity.
We’re using (or considering) Google Apps. / Microsoft builds professional tools for businesses. Google uses your business data to sell advertising.
Microsoft Office 365 is the right choice for your business because it gives you the familiar and rich Office applications to use online or offline across your desktop, smartphone, and tablet.
Google Apps has limited email, calendaring, and formatting functionality. Office 365 offers functionality that your users expect and need.
The Google Apps for Business SLA doesn’t cover key business applications such as Voice for PC to PC calling, Google Contacts, and Google Video. Office 365 includes applications for these purposes.
It can require a lot of manual labor, add-ons, and third-party applications to migrate email, contacts, tasks, folders, and other data from messaging solutions such as Exchange to Google Apps, and to set up single sign-on and shared contacts.
Google’s support model is based on priority, and to get the highest priority support with the shortest turnaround time, the majority of your users must be down.
What we are using now works fine. Why should we upgrade now? / End of Support for Office 2003 and Windows XP is April 8, 2014. This will create potential security and compliance risks, or loss of software or hardware support. Your business could be vulnerable to issues that may cost you added time, money and a tarnished reputation including: malware, data loss, virus transmission, botnet hosting, audit failure, certification issues, and public notification of customer data at risk.
Office 365 is still pretty new. Shouldn’t we wait for any problems to be addressed? / Office 365 is trusted by companies like Coca-Cola Enterprises (72,000 employees), Starbucks, Campbell Soup, Hyatt Hotels (106,000 employees), the Department of Veterans Affairs (600,000 employees), Lowes (>200,000 employees), Hallmark (9,500 employees), Japan Airlines (20,000 employees), and Burger King (3,500 users).
How can we be sure our information is safe? / Office 365 is designed from the ground up to be highly secure and uses multiple scanning engines to provide premium malware protection.
For Online Subscription Services, data is replicated in geo-redundant data centers to help protect against data center or network failures. Microsoft is compliant with global privacy laws, uses ISO/IEC 27001:2005 certification, and undergoes an annual SSAE 16 Type II audit by an independent third-party auditor.
Is it easy to migrate from Exchange Server? / Yes! Many migrations are done overnight or over a weekend (with the right preparation and depending on the current solution, mailbox size, and number of users). You can choose to migrate all existing mailboxes, or to have a combination of on-premises and online mailbox storage. When the migration is done properly, you will be able to retain all of your old email, data, and folder structure.
How do I know my information will be available when I need it? / Microsoft Online Subscription Services provide a financially-backed 99.9% uptime guarantee, which free and consumer tools cannot promise. With Office 365 you get the performance and reliability you need for your business reputation.
All I really need is email. / With Office 365, you get a set of capabilities that work together—such as presence, IM, video conferencing, and file-sharing sites—to help you work more efficiently, make a professional impression, and reduce your IT staff burden.
Don’t I miss out on a lot of features with the online version? / Office 365 continues to close gaps in feature parity, shipping new innovation each quarter and often shipping updates for services first. The online and server versions are very similar, with a few key differences:
-Exchange Online permits you to aggregate mail from multiple external email accounts (not possible with Exchange Server). Plus Exchange Online includes more advanced antimalware filtering than the basic capabilities included with Exchange Server 2013. Exchange Online has presets for mailbox size, message size, recipient/message rate limits, and timeframes for deleted item and deleted mailbox recovery, whereas with Exchange Server you can configure these limits yourself.
-SharePoint Online is at near parity with SharePoint Server on-premises and includes external sharing plus one public website per tenant. The new cloud app model applies to SharePoint Online, enabling high-end solutions in Office 365. Core features not yet in SharePoint Online include PerformancePoint (business intelligence, e.g. scorecards, dashboards), some FAST capabilities (e.g. deep refinement, enhanced tunable relevancy), some Business Connectivity Services (BCS) components (e.g. rich client and profile pages), and full web content management (e.g. cross-site publishing, variations, and Content By Search [CBS] web parts).
-Lync Online is at near parity with Lync Server except it does not support enterprise voice capabilities (e.g. replacing a PBX, advanced calling features), persistent group chat, skill search, and public instant messaging (IM) connectivity to third-party services (such as Yahoo! and Google).
Close
Hot Close:
A partner Account Executive will be contacting you on (date and time). If you’d like, I can also send you a follow-up email that explains more about Microsoft Office 365.Is there anything else I can do for you today? Thanks very much for taking the time to speak with me and have a great day.
Cold Close:
It sounds like Office 365 is not of interest to your company right now, but please keep us in mind for any future integration requirements.Is there anything else I can do for you today? Thanks very much for taking the time to speak with me and have a great day.
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