Choose the business model that fits your needs
Review of the Office 365 business models offered today
Discover the opportunities with selling the cloud
Partner economics in selling Office 365 to SMBs
Build a strong Office 365 business
Best practices for selling the cloud to the SMB segment
Choose the business model that fits your needs
Review of the Office 365 business models offered today
Discover the opportunities with selling the cloud
Partner economics in selling Office 365 to SMBs
Build a strong Office 365 business
Best practices for selling the cloud to the SMB segment
Office 365
Open & FPP
Advisor
Own the
customer
billing
Sell as you do
today
Increased upsell
and attach
opportunities
Little to no capital
costs required
Fixed payment
structure
More predictable
revenue stream
Expansion of the Open Channel
Key
Customer
Segments
Student
Home / K-12
1-10
11 - 250
Advanced IT Needs





Office 365
SKUs
Though
Distribution
Advisor
Open
FPP



Choose the business model that fits your needs
Review of the Office 365 business models offered today
Discover the opportunities with selling the cloud
Partner economics in selling Office 365 to SMBs
Build a strong Office 365 business
Best practices for selling the cloud to the SMB segment
Add-on Projects
and Solutions
Managed Services
and Support
Deployment &
Migration Services
Office 365
Licensing Revenue
• Assessment / planning
• Migration of data
• Establishment of service
• Help desk (i.e. Tier 1 /
Tier 2 support)
• New user set-up
• Updates
• End-user training
•
•
•
•
•
•
•
Expansion
Customization
LOB integration
IT infrastructure design
IT planning
IT training
Upgrades & desktop
remediation
= Recurring
Office 365 Deal Economics - Open
(Assumes a 60 Seat Customer)
35,000
$9,250
30,000
U.S. Dollars
25,000
$5,300
20,000
$4,000
$4,000
15,000
10,000
$10,800
= Recurring
5,000
0
Licensing
Deployment &
Migration
Annual Support
Recurring
One-Time
Add-on Software
Projects
Office 365
Licensing Revenue
Deployment &
Migration Services
Managed Services
and Support
Add-on Projects
and Solutions
Office 365
Licensing Revenue
Other Products and Services
Office
Deployment &
Migration Services
Managed Services
and Support
Add-on Projects
and Solutions
Office 365
Licensing Revenue
Standardized Services that Partners Sell Successfully Today
Deployment &
Migration Services
Managed Services
and Support
Add-on Projects
and Solutions
Choose the business model that fits your needs
Review of the Office 365 business models offered today
Discover the opportunities with selling the cloud
Partner economics in selling Office 365 to SMBs
Build a strong Office 365 business
Best practices for selling the cloud to the SMB segment
Incubate the
Office 365
sales team
from mainline
sales team
Leverage tele
sales and
support with
smaller
customers
Invest in
digital
marketing to
drive demand
generation
Take
advantage of
remote
service
delivery
+
• Explain the cost in the context of something
that the customer can understand
+
$0.84
=
$25.83
$18.6K
User Cost / Day
User Cost / Month
Cost in 60 User Company
24%
37%
22%
• Highlight the simplicity and cost predictability
that moving to the cloud provides
• Discuss the relative up-front cost of replicating
the same functionality with an on-premise
solution
of a Starbucks
of an avg. cell phone bill
Cost of an IT Pro
Learn more about building a successful cloud business
(IDC Research & Office 365 White Paper)
Join the Cloud Essentials / Cloud Accelerate programs
In the next 60 days, attach at least one seat of Office 365
to an existing Open/FPP customer
Don’t forget to join the Office 365 Yammer group!
www.yammer.com/office365partners