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The Best of Both Worlds Office 365 and Windows Server 2012. NAME TITLE COMPANY. Today’s Session. Seize the SMB server opportunity Why you should sell Windows Server + Office 365. Deliver the Best of Both Worlds Offer freedom and flexibility with protection and control. Build your business

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today s session
Today’s Session

Seize the SMB server opportunity

Why you should sell Windows Server + Office 365

Deliver the Best of Both Worlds

Offer freedom and flexibility with protection and control

Build your business

Learn key customer scenarios and how you will make money

today s session1
Today’s Session

Seize the SMB server opportunity

Why you should sell Windows Server + Office 365

Deliver the Best of Both Worlds

Offer freedom and flexibility with protection and control

Build your business

Learn key customer scenarios and how you will make money

get more from every smb sale
Get more from every SMB sale

You’ve been selling Windows Servers…

You’ve been selling Office 365…

Value from adding Office 365

Value from adding Windows Server

76%

of SMBs do not have a server. 87% of the mid-market are not virtualized4

33%

of SMBs are expected to virtualize in the next 12 months, 73% of SMBs are considering5,6

72%

of install base is running on Windows Server 20037

39%

of SMBs will purchase cloud services in the next 3 years1

89%

of mid-market companies have mobile workers2

>Devices

Tablets sales set to outpace traditional PC sales by 20153

  • Resell Office 365 through Open or FPP and capture top-line revenue and upfront margin
  • Offer customers the compelling value proposition of a flexible, cost-effective solution that grows with their business
  • Increase your revenue through value-added services like support, set-up and management, SharePoint customization, and LOB integration
  • Capture the first server opportunity and expand your business to include IT infrastructure
  • Complement Office 365 offerings with automated daily back-ups and identity integration
  • Host LOB applications on premises and support seamless remote login with AD integration
  • Capitalize on the $971B opportunity for virtualization in the SMB market8

1. Microsoft SMB Cloud Adoption Study, 2011; 2. AMI WW Market Opportunity Model: 2012-2017; 3. Morgan Stanley Research (2011); 4. AMI-Partners Server Market & Sizing Overview (2012); 5. Spiceworks Survey, Windows Server (2012); 6. CDW Small Business Server Virtualization Roadmap, 7; Microsoft Internal Research (2012); 8. AMI-Partners SMB Market IT/Telecom (ICT) Opportunity, 2012

slide5
Today’s workplace needs…Freedom and flexibility to work anywhere, while ensuring that data and apps are protected
  • Freedom & Flexibility
  • Mobile & remote access
  • Any device
  • Protection & Control
  • Data protection
  • Secure access
today s session2
Today’s Session

Seize the SMB server opportunity

Why you should sell Windows Server + Office 365

Deliver the Best of Both Worlds

Offer freedom and flexibility with protection and control

Build your business

Learn key customer scenarios and how you will make money

slide7
Get the Best of Both WorldsOffer customers the power of cloud productivity with the need for on-site data control
  • Cloud Productivity
  • Use latest Office on PC, Mac, tablet, or smartphone
  • Anywhere access to email, docs, and online meetings
  • Always up-to-date malware protection
  • On-Site Data Control
  • Keep critical data on-premises when needed
  • Access on-site apps like accounting & CRM remotely
  • Enjoy automated backup of your data and apps
office 365 cloud based productivity
Office 365Cloud-based productivity
  • Bring together the familiar Office apps with cloud services like email, file sharing, & HD videoconferencing
  • Use Office across your devices — PC, Mac, tablet, smartphone — and know it’s always up-to-date
  • Get robust security with automatic data backup, strict privacy policy, & always up-to-date malware protection
  • Enterprise-quality productivity tools at an affordable price and no upfront infrastructure investment
windows server 2012 on site d ata control
Windows Server 2012On-site data control
  • Provide seamless remote access to applications and data with highly secure, always-on connectivity

Get the enterprise-level data protection you need, regardless of your business size

  • Increase the storage capacity available to your employees without downtime

Easily manage your cloud and on-site environment to ensure everything is backed up and running smoothly

flexibility peace of mind for smbs office 365 windows server 2012
Flexibility & Peace of Mind for SMBsOffice 365 + Windows Server 2012
  • Use cloud-based email, plus file sharing and HD video conferencing, all working seamlessly with the familiar and always up-to-date Office apps
  • Enjoy a predictable and affordable monthly cost for best-in-class productivity tools

Enable easy, well-controlled remote login to on-site business applications, like accounting and CRM

  • Use virtualization to reduce costs and get the most out of your server hardware as you grow your business
today s session3
Today’s Session

Seize the SMB server opportunity

Why you should sell Windows Server + Office 365

Deliver the Best of Both Worlds

Offer freedom and flexibility with protection and control

Build your business

Learn key customer scenarios and how you will make money

4 key sales scenarios to know
4 Key Sales Scenarios to Know

Small Business Server

Old Server

No Server

Old Exchange

Create a sense of urgency

Key Scenarios for Server Partners

Key Scenarios for Office 365 Partners

key scenarios for server partners
Key Scenarios for Server Partners

Pitch:

Office 365 Midsize Business +

Windows Server 2012

  • Scenario 1:
  • Small Business Server
  • Profile:
  • Includes mobile and remote workers
  • Has LOB applications
  • Open to the cloud but concerned about data protection
  • Probing questions:
  • How much time do you spend managing and updating your productivity tools?
  • Are your employees able to access email, applications and documents remotely?
  • Are they able to access these on their mobile devices?
  • How much time do you spend managing line of business applications, such as accounting or ERP systems?
  • Do you have a plan for business continuity (disaster recovery)?

Key Selling Points

  • Familiar Office apps, licensed as a subscription so they are always up-to-date
  • Cloud-based email, calendar, file sharing, and HD video conferencing

Software updates, data back up, and server management, with a 99.9% financially-backed uptime guarantee

  • Access to your documents and productivity tools from almost anywhere, on any device, simplified with single sign-on through Active Directory
  • Virtual machines to host different workloads, like LOB apps, and get more from your hardware while streamlining management

Built-in continuity capabilities so you can rebound quickly if downtime occurs

key scenarios for server partners1
Key Scenarios for Server Partners

Pitch:

Office 365 Midsize Business +

Windows Server 2012

  • Scenario 2:
  • Old Server
  • Profile:
  • Has an email server or other infrastructure nearing end of life (five years or older)
  • Facing high capital costs for server upgrade or replacement
  • Availability and backup concerns
  • Requires mobile and remote access to email and applications
  • Probing questions:
  • Is cost a primary reason you haven’t upgraded your server(s)?
  • How much time do you spend managing and updating your email and productivity tools?
  • Are you virtualizing your server(s), or are you considering it moving ahead?
  • How much time do you spend managing LOB applications, such as accounting or ERP systems?
  • How well do your current tools support today’s more mobile work style?

Key Selling Points

  • Latest productivity tools for a low, predictable monthly price and minimal upfront cost

Software updates, data back up, and server management, with a 99.9% financially-backed uptime guarantee

  • Access to your documents and productivity tools from almost anywhere, on any device, simplified with single sign-on through Active Directory
  • Built-in capabilities to virtualize your new servers. Host different workloads, including LOB apps, and get more from your hardware while streamlining management
key scenarios for office 365 partners
Key Scenarios for Office 365 Partners

Pitch:

Office 365 Small Business Premium +

Windows Server 2012 Essentials

  • Scenario 3:
  • No Server
  • Profile:
  • Small business with less than 25 employees, including mobile and remote workers
  • Has not yet invested in a server, limited expertise
  • No need for more than a single server
  • Open to the cloud but concerned about data protection
  • Probing questions:
  • Is cost a primary reason you haven’t purchased a server?
  • Do your employees work on the road or remotely from home?
  • Are you concerned with the current level of security of documents and business data being shared on mobile devices?
  • How much time do you spend managing and updating your productivity tools?
  • How much time do you spend managing PCs & devices? Backing them up? Keeping them up-to-date?

Key Selling Points

  • Access documents and allow employees to connect from almost anywhere and on any device
  • Affordable first server for all your on-site business needs, like on-site applications and data, print sharing, and centralized management of PCs
  • Cloud-based productivity tools for a low, predictable monthly cost

Always up-to-date malware protection and automatic backup for your productivity tools and data in the cloud

Software updates, data back up, and server management, with a 99.9% financially-backed uptime guarantee

  • Central management for on-site and cloud applications, including automated daily back-up of PCs and devices
key scenarios for office 365 partners1
Key Scenarios for Office 365 Partners

Pitch:

Office 365 Midsize Business+

Windows Server 2012

  • Scenario 4:
  • Old Exchange
  • Profile:
  • More than 25 employees and some IT expertise
  • Has multiple workloads running on multiple servers (e.g., file/print sharing, email, database)
  • Requires mobile and remote access to email and applications
  • Has LOB applications
  • Probing questions:
  • How much time do you spend managing your existing email server?
  • How often do you experience unplanned downtime with your email solution?
  • Are you virtualizing your servers, or are you considering it moving ahead?
  • How much time do you spend managing line of business applications, such as accounting or ERP systems?
  • How well do your current tools support today’s more mobile work style?

Key Selling Points

Cloud-based productivity for simplified management, reduced IT workload, and a financially-backed 99.9% uptime guarantee

  • Familiar Office apps, licensed as a subscription so they are always up-to-date
  • Cloud-based email, calendar, file sharing, and HD video conferencing
  • Virtual machines to host different workloads, like LOB apps, and get more from your hardware while streamlining management
  • Access to your documents, productivity tools, and LOB apps and data from almost anywhere and on any device

Single sign-on via synchronization with Active Directory for easy log-in across PCs and devices

partner opportunity
Partner Opportunity

Data migration

Hardware set-up

Exchange migration

Prepare Active Directory

Customization

Hyper-V installation

Support

On-going maintenance

next steps
Next Steps

Get and stay Ahead of the Game

http://aka.ms/AheadoftheGame

Drive Office 365 demand with BEST

http://aka.ms/BEST

Leverage the Best of Both Worlds campaign

Contact your PAM to learn more about programs and offers available