Microsoft Hosting

Building your
Office 365 Offer

Monish Sood
Sr. Marketing Manager
Microsoft
Mapping the customer opportunity
Existing Hosted
New Customer
Exchange Customer

Lead with Business Attach Business and

Office
Premium ProPlus

Lead with Business

Email Migration
Essentials
 Business Enterprise

Full plan lineup Business

Business
Essentials
Business
Premium
ProPlus E1 E3

Seat Cap 300 (for each plan) Unlimited

24/7 phone support from Microsoft1 Critical issues All issues

Word, PowerPoint, Excel, Outlook, OneNote, Publisher 2 2

Of iPad, Windows RT & smartphone apps

ce
Office Online

Access

1TB cloud storage (OneDrive for Business)

Sta
nda Email, calendar (Exchange)
rd
ser Online meetings, IM (Skype for Business)
vice
s Team sites, internal portals (SharePoint)

Enterprise social (Yammer)

Active Directory integration

Adv Supports hybrid deployment

anc
ed Support for shared computer activation (RDS)
ser
vice Upcoming services Office 365 Video
s
Compliance Archiving, eDiscovery, mailbox hold

Information protection message encryption, RMS, DLP

Partners are
selling more
than email:
Top two (2) selling
SKUs are Business
Premium and
Essentials (avg. of
42% share)

Five (5) of the top

seven (7) CSP SKUs
are suites and
account for 66% of
the share

5 of the top 20 hosting CSP partners sampled

Partners are
pricing
above
Microsoft
retail:
Experimenting with
pricing and
promotions

Charging for other

services: support,
migration, security,
etc.
Customers are Demanding More
CSP Partner Services
Opportunities

Security Advisory Date Management

Manage data backup and Access cloud readiness Deploy and configure
disaster recovery Become your customers IT applications
Protect company assets department Plan and execute
Enforce company security Add ongoing retainer hours migrations
policies (support and services) on
Perform audits and report your project
on status of health
Partner examples
Ensure your
value
proposition
and
positioning
is
differentiate
d
Dont go to
market with a
generic offer
http://www.rackspace.com/office-365
Simplify
messaging
for your
audience

Dont Include
more than your
audience
needs to know.
Leverage
service
offers to
drive
premium
SKUs (higher
ARPU)
Dont offer free
trials with no
customer skin
in the game
https://www.godaddy.com/business/office-365
Dedicate a
landing page
for each
offer

Dont land the

customer on a
multi-product
page and make
them look for
your offer

http://www.hawaiiantel.com/business/Business/SmallMediumBusiness/Promotions.aspx
The
customer
experience
should be
easy to
understand

Dont make
marketing
investments https://www.dandomain.dk/
without a simple
customer
experience.
Offer Creation & Messaging |
Summary

Study the
Premium
SKUs, which Differentiated Leverage
could work Simplify your
works for offer value offers to drive
for you, test messaging
your proposition premium
your offers
customers

Many
customers
will pay for a
Customer
valued One offer =
experience
managed one page
clear
service on
top of Office
365
Home.pl, Poland

Activate Office 365, migration, end customer

training, supplying local technical support and
billing in Polish.

One phone number that we call to solve every

problem,

Presenting Office 365 to all 350,000 of its

existing accounts

Sales force leads with the service to new

accounts

Read more:
https://customers.microsoft.com/Pages/CustomerStory.aspx?
https://home.pl/office365
recid=19046
Home.pl, Poland
We are using Office 365 to
increase our revenues and
enlarge our customer base.

About 40 percent of our

customers that have
purchased Office 365 are
new customers for us.

Marcin Kumierz
home.pl
Chief Executive Officer https://home.pl/office365
Ozhosting,
Australia
Best of Breed Package: Office 365 plus
backup, antivirus, onboarding and training
services, and discounts on migration
services.

Has single sign-on to services for customers

Contacts customers 30 to 45 days after an

onboarding is completed. Active use rates are
near 100 percent and churn rates are less
than 0.8%.

Margins for the Office 365 package are 56

percent, higher than for the companys
traditional Exchange package.

Move from expenses of maintaining their own

an email platform

Read more:
https://customers.microsoft.com/Pages/CustomerStory.aspx?
recid=23338
http://www.ozhosting.com.au/
Ozhosting,
Australia
"The best-of-breed package
around Office 365 is a key to
our success," says Anthony
Banek, CEO of OzHosting.

"Its a way to differentiate

our offering, deliver the
greatest customer value, and
drive customer adoption and
satisfaction."
http://www.ozhosting.com.au/
SherWeb, Canada
& US
Enterprise-grade support for Office 365 to
SMB customers, with 40-second phone
answer time for support calls and one-day
email ticket resolution

More flexibility for sales and support

teams in providing services that
customers want and need

Within a few weeks of launching Office

365,reached more than 1,000 new Office
365 seats. That drove a record sales
month for us.

Signification revenue growth since launch

with more than 116 percent revenue
growth month over month

Read more:
https://customers.microsoft.com/Pages/CustomerStory.aspx?
recid=21201
http://www.sherweb.com/office-365/
SherWeb, Canada
& US

At least 85 percent of our

Office 365 customers are
new customers coming from
other email solutions.

Jason Brown
SherWeb
Director of Product
Management

http://www.sherweb.com/office-365/
Partner example
Offer includes Free
Migration and Support

Rule of 3.
Keep things
simple

Call out the plan that

you want to draw
attention to. Best
Offer or Best Value
does the work for the
customer to understand
the options.

Quick comparison
and Buy Now high
on page
Activate: Sales & Marketing
3. Sales
Steps to
1. Create Offer 2. Offer Campaign Commitment &
Activate:
Incentives

Difculty to find offer Difculty to create

Known ideas campaign
CSP vs EA/Open/SPLA -
Difculty to define offer Limited resources to
Challenges value proposition implement campaign
price and partner
incentives challenges
: Public cloud vs partner Unclear how to execute
cloud and track campaign

Cloud Partner Marketing Resources (MPN) Aka.ms/partnerincentives

Content: Start, grow, and optimize your Office 365 sales (Drumbeat) (external: requires
Learn about MS Cloud products Microsoft account login)