Windows 8 Pro
Objection handling for SMB
Intended use of this document
1. This document is intended to help you engage small and medium size business owners as they
evaluate Windows 8 Pro for their businesses.
2. This document compliments the Windows 8 Pro value for SMB presentation which provides more
in-depth value and feature statements than this guide delivers.
3. Use the below conversation starters to help assess business owners needs and to naturally transition
the discussion to the Windows 8 Pro value propositions that best address their needs.
4. Top customer questions and the related answers to help prepare you for the most common objections
to Windows 8 Pro.
Conversation starters
Windows 8 Pro is the perfect solution for small and medium size businesses. The below questions are
designed to help you start the dialog with your customers.
1. How old are your current computers? Is your PC running slowly?
2. Do you currently use computers in customer facing situations? (for example, store front, presentations,
point of purchase) How important is image to your business?
3. Are you considering buying tablets for your business? Have you considered Windows based tablets?
(If the answer is no see objection handling below)
4. Do you have employees bringing their own computers and tablets to work?
5. Do you or your team need to be more connected to the office and work while on the go, out of the
office or away from your desk?
6. Would you like your employees to have faster access to email and data?
7. Are you working with sensitive or private information like customer data, trade secrets, and personnel
records? What do you think will happen to that info if you lost your computer?
8. Do you want better protection while browsing the internet? For example, are you worried about
protecting your computers from scenarios such as when you click an email attachment and it installs
a malware or virus?
9. Are you still on XP? Do you want your employees to be more productive? Do you want to lower your
IT costs?
Top customer questions
1. The new user interface for Windows 8 seems like a big change and my employees are already
comfortable with Windows 7 (or Windows XP). Why should I switch?
The new UI is different, but it’s designed to make the most common, everyday tasks easier and
faster, and to make you more productive. The new Start screen gives you instant access to your
most important apps, people, favorites, and other information. Common tasks like search, share
and print are just a swipe or click away. The new Windows interface makes Windows much easier
to use – whether working on new Windows apps or your familiar desktop apps. Plus, the familiar
desktop is just a click or touch away. So if you liked Windows 7, you’ll love Windows 8. Across the
board, the things people loved about Windows 7 like performance, power, and security have been
made even better in Windows 8.
Windows 8 Pro
Objection handling for SMB
Top customer questions
2. Will my current applications and peripherals be compatible? Will I need to buy new versions or
upgrade my current ones? What about Windows XP applications?
Good news! Most of your Windows 7 apps will run on Windows 8. In rare cases, some software
that works at a lower hardware level may need to be upgraded. With Windows 8 you also get
a suite of built-in apps for Mail, Calendar, People and more that connect your content from
multiple accounts into one place. You will have access to the Windows Store where you can
download more apps from many different categories like Productivity, Tools, Security and Business.
Windows XP applications that work with Windows 7 are likely to work on Windows 8 as well.
3. We are already planning a Windows 7 migration, or have already started the migration, why would
I switch to Windows 8 now?
You should feel great about your current investments as Windows 8 is built on the solid foundation
of Windows 7, but it’s been improved in nearly all areas. Windows 8 is built to deploy and work right
alongside your Windows 7 systems so most of your apps and peripherals that run on Windows 7 will
run on Windows 8. And Windows 8 devices will provide you with new levels of mobile productivity
and security. Windows 8 is built for both touch and mouse and keyboard. It is easy to use and
boots faster.
4. I am happy on Windows XP, why should I move to Windows 8?
Continuing to stay on Windows XP is a bad idea. Windows XP support will end on April 8, 2014.
End of support means an end to security updates and support services that result in PCs which
are vulnerable to malware, data loss, virus transmission and botnet hosting. You may fail an audit
impacting certification, or your customer data can be at risk. This may have costly results. Some
new applications and PC hardware may not be supported for Windows XP going forward. But even
more important than the higher risks and costs is the simple fact that modern times and business
needs demand modern tools. By running third-generation old technology you are missing out on
the new features in today’s hardware and software that help make getting it all done faster, easier
and better. We can help you move to a modern environment that gives you the latest productivity
and collaboration tools you need to compete and win.
5. In my business, I do most of my work at my desk on a laptop or traditional desktop. Does Windows 8
Pro make sense for me? I don’t have a touch enabled device, do I need Windows 8?
Windows 8 is not only for tablets and touch enabled devices – it also works great with mouse
and keyboard. Windows 8 is designed to do more whether you are on the go or at the office.
With support for mouse and keyboard, new security features, more powerful file explorer,
improved performance, reliability and more, Windows 8 Pro makes laptops and desktops better.
What’s more, when you have Windows 8 on your desktop and mobile device, you get a great
consistent experience. And with increased availability of touch monitors you can choose to add
touch to your desktop system.
6. Why doesn’t every Windows 8 device have touch?
Windows 8 is designed to work equally well with touch and mouse and keyboard. Not all devices
need to have touch. Microsoft provides you a choice in how you will like to work that meets your
work style and business needs. If you prefer a touch-based device, Microsoft has standardized the
touch capabilities of the software for these devices helping ensure high-quality, edge to edge screens,
and 5 or more points of touch to optimize accuracy and responsiveness. If you prefer a traditional
mouse and keyboard work style, Windows 8 gives you major improvements over Windows 7.
Windows 8 Pro
Objection handling for SMB
Top customer questions
7. Will my current hardware be adequate to run Windows 8? Will I need to buy new hardware?
Windows 8 is designed to work on certified Windows 7 PCs but please check with the manufacturer
for device support policy. Windows 8 is designed to run faster thanks to improvements in power
management and consumption, memory usage, and reduced boot times. And Trusted Boot means
Windows 8 will be more secure on you current Windows 7 hardware. New hardware will give you
more performance, security and mobility with a wide range of tablets, convertibles and laptops.
8. What new features come with Windows 8 Pro? What is BitLocker and why do I need to buy computers
with a Trusted Platform Module (TPM) to take advantage of it?
Windows 8 Pro includes all of the great new features in Windows 8 like new Start screen and
Windows Store. Windows 8 Pro adds key features for businesses and tech enthusiasts. One of
the most exciting new features in Windows 8 Pro is BitLocker. BitLocker is designed to protect
one of your most critical assets, your company data. BitLocker and BitLocker To Go encrypt your
hard disk and external drives so if your device or removable drives gets lost or stolen, then others
cannot access or view the data. On systems with TPM, the security module stores the BitLocker
key that’s necessary for encryption. Windows 8 Pro also includes features like Remote Desktop,
offline files and domain join that gives business a platform for easier data accessibility and
device management and control.
9. Why should I buy a Windows tablet over an iPad or Android device?
Most of today’s tablets are designed for consumption, but fail to deliver when it comes to getting
things done. Windows removes that compromise and gives you both. Unlike iPads and Android
devices, Windows 8 Pro tablets are built for business while still being compatible with your life.
Windows 8 and Windows RT tablets will meet and exceed the convenience and mobility of today’s
tablets and go beyond with the full web, great casual and immersive apps, support for Microsoft
Office productivity, hardware compatibility, and multi-user support. You can even transfer files
through USB straight from your Windows 8 or Windows RT tablet. Quite simply, Windows devices
are business tools while the others are more of business toys.
10. How should I choose between Windows 8 Pro and Windows RT?
Windows RT is great for a few specific business cases. First, If mobility is the most critical driver
for your tablet decision, then Windows RT tablets may be the answer as they provide solid
performance in a light-weight package that is built for mobile work styles. Second, for companion
and BYOD scenarios, that is to say scenarios in which you don’t plan to make it your primary
device, Windows RT devices are great. Windows 8 Pro tablets are for those businesses who
expect PC power and full capabilities with the functionality of a tablet. Plus Windows 8 Pro
tablets run familiar Windows 7 desktop apps, can connect to corporate networks and are
managed like any other PC in your business.