Office 365 E5 Suite

Sales Playbook
Table of Contents
1 Understand E5

2 Target the right customers

3 Know the winning formula for selling E5

3a Build the Digital Transformation vision

3b Bring the vision to life

3c Shape the business case

3d Understand the appropriate offers

3e Accelerate co-selling and usage of priority workloads

4 Resources

5 Appendix and supporting slides

Office 365 E5 is part of Secure Productive Enterprise E5
SPE E5 is our hero offer for Digital Transformation
Office 365 E3 +
Advanced value in Security,
Voice and Analytics
Office 365
E5
SPE E5 is designed to address a sizeable security
market opportunity, enable a cohesive premium
selling motion and should be positioned as our
SECURE PRODUCTIVE primary offer for helping a customer transform.
ENTERPRISE
Windows 10
E5 Sales Insight: Lead with SPE E5. It provides the breadth of
EMS E5 value that helps CxOs and senior decision markers realize their
Enterprise E5
digital transformation goals.

Windows 10 Enterprise + EMS E3 +

Windows Defender ATP Cloud App Security
Premium P2
Information Protection P2 (“Samos”)
 O365 E5 provides a compelling value prop for enterprise
customers

Security Analytics Voice

Advanced Threat Protection Power BI Pro PSTN Conferencing

Advanced Security Management MyAnalytics Cloud PBX

Advanced Compliance (NEW) PSTN Calling*

Threat Intelligence (NEW)

Built-in Enterprise Advanced Analytics Complete Cloud

Protection for All Communication
*PSTN Calling is an add-on to Office 365
Learn the high propensity customers to target
E3/E4 Customers are critical to win and engage early.

One area of execution should be around E3/E4 Customers. These customers are critical because…
• Existing Cloud Footprint: These customers have already purchased our cloud solutions and have a demonstrated interest in
providing the latest productivity solutions to their employee base.
• Incremental Value: Office 365 E5 provides incremental value that expands our cloud footprint and address key challenges
and opportunities in Security, Analytics and Voice.

> CRITIAL CHANGE: The initial HiPo Customer definition (E3/4 w/ >40% EXO Usage) for targeting is being sunset in favor of the propensity
model that accounts for a broader set of data and machine learning to inform targeting lead identification.

Use indicators in the Targeting Tool to identify the right starting points for a conversation.

The targeting tools provide a rich data set that can be used to further refine and identify opportunities and strategies.
For example:
• Propensity Model: A robust targeting model has been developed and is continuing to be refined as additional data
sources are available and our data sets expand. Customer opportunities have been structured around High / Medium / Low
based on their propensity purchase our advanced cloud services.
• Lead Offer: Based on a customers profile, our strategic priorities and the adoption patterns of other customers, the
targeting tool denotes a recommended lead offer to aid the sales conversations.
MICROSOFT CONFIDENTIAL – INTERNAL ONLY
Leverage the available management tools
Utilize the available management tools to identify high propensity accounts, track performance and
gain insights customized by your area.

O365 E5 Targeting Tool .v2 O365 E5 Performance Dashboard Office Insights Portal
Identify Microsoft Managed Enable Executive Reporting of O365 Gain insights and review reports
Accounts with high propensity to E5 Performance across Revenue, from the O365 Data Science team
purchase E5 Sales, Pipeline and Partner (i.e. Bridge View, Twister Chart, etc.)

• Please note: Dashboard views and reports are restricted by your geography access in MS Sales. Visit here
to update or request access to MS Sales.
• For Targeting Tool and Bridge View related questions, please contact Yan Chen
• For Performance Dashboard and Twister Chart related questions, please contact Joyce Eastaff

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

Review the capabilities of the new targeting tool
Power BI Report – Link to Dashboard A. Propensity Logic Tree
What is it? Existing rule based E5 propensity scoring broken down by
C Voice, Analytics, and Security to focus on the most relevant features
How to use it? Select the propensity – High (H), Medium (M), Low (L)

B B. Scenario and Compete Filters

What is it? Core business scenarios used to help identify and target
relevant accounts. Renewal covers both Cloud and On-Prem expirations
How to use it? Select the filters- hold down CTRL to select multiple filters
A
C. Report and Page Level Filters

D What is it? Use these to filter on Area, Segment, Dark to Cloud, Cloud
Expiration Quarter and other relevant account details, e.g. TPID, customer
name or account manager, etc.
How to use it? Click on the filter you want to use– for basic filtering,
search through the list, or use advanced filtering for a keyword search

D. Management View
What is it? Provides an informative management view for quickly
assessing business health and trends

C E How to use it? Hover over the charts to see additional details (e.g. total
customer count, etc.). Click the ellipsis menu to sort or select Focus mode
to see a larger version

E. Account Level Detail

What is it? A simplified target view of the customer through the lifecycle
How to use it? Click on the ellipsis menu and export this to Excel

The user experience will continue to evolve following user feedback and local best
practices. MICROSOFT CONFIDENTIAL – INTERNAL ONLY
Understand how to sequence the right conversations and
outcomes
Digital Transformation: Engage your customer, Empower your employees, Optimize your operations and
Transform your products.
Outcome: C-level support, engagement and understanding of how Microsoft can enable a complete Digital Transformation.
Sales Insight: Leading with Digital Transformation allows for a broader and strategic discussion. It also provides the breadth Priority Offer
required to engage a range of CxOs.

Secure Productive Enterprise: Empower your employees by creating a secure productive enterprise.
Conversation Level

Outcome: Deeper understanding of the value proposition and the breath of value Secure Productive Enterprise has to offer.
Sales Insight: Broader and strategic discussion on how SPE brings together Office 365, Enterprise Mobility Suite, and Windows 10
Enterprise. Articulate the breadth of value of SPE to CxOs.

Reinventing Productivity: Collaboration, Mobility, Intelligence & Trust.

Outcome: Deeper understanding of the value proposition and potential that can be unlocked with Office 365.
Sales Insight: Landing the Reinventing Productivity pitch allows for a deeper conversation on how Office 365 E5 can transform
an organization and empower it’s employees with the latest productivity solutions and services.

Office 365 E5 Specific Discussion: Voice, Security & Analytics.

Outcome: Tactical discussions on the key workloads and suite value associated with Office 365 E5.
Sales Insight: Discussing the specific and advanced value available in Office 365 E5 helps position the premium services against
our existing cloud portfolio (E3) and enables deeper follow-on conversations.

Conversation Depth
MICROSOFT CONFIDENTIAL – INTERNAL ONLY
Learn from the sales best practices portal to understand real-
life customer success
Sales Best Practices Portal

• Learn more about the sales best

practices demonstrated through
the Atkins, Discovery
Communications, and Cushman
& Wakefield deals.
• For a full list of O365 E5 Sales
Best Practices, refer to the portal
located here.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY


Leverage the best practices to develop a winning formula to
sell SPE and O365 E5
Use the Targeting tool to identify accounts. Focus on High Propensity accounts.
1 2
Build the Digital
Transformation
vision with your
customer
 Sell to the CxO and gain
business sponsorship with
BDMs and TDMs
 Land the Security vision to
the CISO
 Understand the
customer’s priorities,
desired end-state
 Showcase and educate
them on our vision and
latest capabilities at an
MTC or EBC
1 2 3 4 5
3 4 5
Bring the vision to Shape the business Understand and Accelerate co-selling
life through the case and show ROI leverage: and usage of
Value Discovery with the Value of priority workloads
Office tool  SPE E5 Launch
Workshop and through key
Offer partners and MCS
Customer  Show cost take out of at  O365 E5 Step Up
Immersion least 3 competitive Promo  Engage resources to
Experience solutions
And ensure all cloud deploy workloads and
 Run pilots/POCs to firmly renewals adhere O365 drive usage (FastTrack,
 Leverage internal
solidify our claims and E5 Mandatory Attach partners, Premier, etc.)
resources to bring the
service to life ensure customer feasibility Motion Program (where
applicable)
 Validate customer  Engage partner and MCS to
scenarios based on the help with strong expertise
Digital Transformation to execute as appropriate Present and lead with SPE E5
vision and the Security E5 suite options designed to
 Leverage BIF and Area Win
vision meet varied customer needs
Rooms
with Best (SPE E5), Better
(O365 E5), and Good (O365
E5 Step Up Offer) structure.
MICROSOFT CONFIDENTIAL – INTERNAL ONLY
 1 2 3 4 5
Build the Digital Transformation vision
1. Sell high and engage the right stakeholders to position O365 E5.
For a summary of how to frame your conversations with the VP of HR, CFO, CSO and CIO, please refer to the short bios located in the appendix section. For more details on
each of these personas, as well as marketing and sales leaders, please refer to the BDM Playbook located on OnRamp.

2. Land the Security vision to the CISO.

Security is enabling us to engage potential customers. Begin to understand how to engage the CSO/CISO using the short bio located in the appendix, then review the
BDM Playbook located on OnRamp for more details. Understand the value of our security offerings by referring to the SPE OnRamp page or the security workload OnRamp
page.

3. Understand the customer’s priorities and desired end-state.

Take time to learn about the customer in order to better prepare for meetings. Leverage the GBB four-step framework to learn how to prepare for and run a successful
meeting. Refer to the appendix slides for an overview of the GBB Framework.

4. Showcase and educate them on our vision and latest capabilities at an MTC or EBC.
Help your customers visualize and prepare for the future through strategic roadmap discussions and hands-on demos. Please refer the to the slide in the appendix section to
understand the usage scenarios and outcomes associated with an EBC or MTC.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 1 2 3 4 5
Bring the vision to life
1. Leverage a Value Discovery Workshop (VDW).
VDWs have shown a material impact on increasing the close rate of sales. Take them through a Value Discovery Workshop to understand their priorities.
For more details around usage scenarios, outcomes and links to learn more, please refer to the Business Value Programs overview slide the appendix section.

2. Take them through the Customer Immersion Experience (CIE).

Show them the capabilities of our solutions through a Customer Immersion Experience.
For more details around usage scenarios, outcomes and links to learn more, please refer to the Business Value Programs overview slide the appendix section.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 1 2 3 4 5
Shape the business case
1. Show cost take out of at least three competitive solutions.
Show the ROI using the Office 365 E5 Calculator and Value of Office. Share a Total Economic Impact study by Forrester and illustrate the features and cost benefits of Office
with the Office 365 E5 pricing slide. For more details on the E5 Calculator and TEI studies, please refer to the business tools overview slide in the appendix section.

2. Run pilots/POCs to firmly solidify our claims and ensure customer feasibility.
Invite your top potential E5 customers to the free Power BI Dashboard in a Day training in your districts.

3. Engage a partner and MCS to help with strong expertise to execute as appropriate.
Leverage the O365 High Touch Partners or MCS Cloud Portfolio to help drive deals to close. For a comprehensive summary of the MCS services by workload, please refer to
the MCS overview slide in the appendix.

4. Leverage BIF and Area Win Rooms.

Consider the appropriate funding sources (FY17 Security Accelerate Program, Skype Accelerate Eng. Support and E5 Accelerate). Leverage Area Win Rooms or
the Digital Win Room to resolve sales blockers with short customer deadlines.
For a quick overview of the usage scenarios and outcomes, please refer to the details outlined on the programs overview slides in the appendix section.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 1 2 3 4 5
Understand and leverage the appropriate offer
1. Present and lead with SPE E5 or leverage the SPE E5 Launch Promo.
Leverage the SPE E5 Launch Promo to close opportunities.
For more details on the offer, please refer to the detailed promo SKU slide in the appendix section.

2. Understand the Best (SPE E5), Better (O365 E5), and Good (O365 E5 Step Up Offer) structure.
E5 Suite options are designed to meet varied customer needs. Understand the appropriate offers to close opportunities by reviewing the offer structure slide in the appendix.

*Ensure all cloud renewals adhere to O365 E5 Mandatory Attach Motion Program (where applicable)

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 1 2 3 4 5
Accelerate co-selling and usage of priority workloads
1. Engage resources to deploy workloads and drive usage.
Leverage the O365 High Touch Partners or MCS Cloud Portfolio to help drive deals to close. For a comprehensive summary of the MCS services by workload, please refer to
the MCS overview slide in the appendix.
FastTrack is available to help drive usage with ATP and Voice, with additional security workload support to be added in the future. Visit Office OnRamp to learn more about
how FastTrack works and how to engage customers. Understand the benefits of FastTrack by visiting the FastTrack Center.
Embedded in the FastTrack portal are additional End User Adoption Resources. These resources are available at each stage of the FastTrack lifecycle. Leverage these
resources to drive customer usage and satisfaction.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

Suite & Security Resources
Suite
Top Office 365 E5 Resources
• O365 E5 OnRamp
• Win Showcase
• ASG OneList Issues
• Sales Playbook
• Universal Portal for Sales Tools
• O365 E5 Sales Playbook
• Americas - SPE / E5 Targeting Tool
• Asia - SPE / E5 Targeting Tool
• EMEA - SPE / E5 Targeting Tool
• WW - SPE / E5 Targeting Tool
• O365 E5 Exec Deal Sponsorship
• Office 365 E5 Workload Playbooks
• Office University Bootcamp Homepage
• Office 365 in CIE Guide
• E5 Value Discovery Workshops
• E5 Proposal For Dark to Cloud Customers
• Office
E5 Proposal 365
for E3 andE5 Offers
E4 Customers
and Sales Guidance
• Office 365 E5 Step Up Offer
• Office 365 E5 Attach Guidance
Advanced Compliance
• Office 365 Compliance Solutions
• Advanced eDiscovery BDM Customer Presentation​
• Office 365 eDiscovery Partner Overview​
• Analyze Data w/Equivio Zoom​
• Advanced eDiscovery BDM/TDM Customer Presentation​
• Office 365 Archiving eDiscovery Auditing Overview​
• Microsoft Ignite Series – eDiscovery Redefined: Real Time a
nd In-Place
​ •
• Advanced eDiscovery - Microsoft Mechanics​
• Advanced eDiscovery User Guide​
• Office 365 Advanced eDiscovery Setup Video​
• Customer Lockbox BDM Presentation
• Customer Lockbox Public Blog Post
• Customer Lockbox Overview Video
• Customer Lockbox Screenshots
• Customer Lockbox TDM Presentation
• Office 365 E5: What is Customer Lockbox? | Presentation
• Office 365 E5 Battle Card: Customer Lockbox
• Customer Lockbox FAQ
MICROSOFT CONFIDENTIAL – INTERNAL ONLY
Security
Advanced Security Management Advanced Threat Protection
• Advanced Threat Protection & Exchange Online Protection BDM Pres
• Advanced Security Management Customer Presentation
entation
• ASM demo: Click Thru | Video
(non-NDA version)
• Instructions on accessing click through demo content in De • Advanced Threat Protection & Exchange Online Protection BDM Pres
mos tenant entation with Roadmap
• Advanced Security Management Datasheet (NDA required)
• ATP Product Guide
• Advanced Security Management Introduction Email Templa
• ATP Product Overview Datasheet
te
• Advanced Threat Protection Infographic
• Advanced Security Management Discussion
• Advanced Threat Protection TDM Presentation
Advanced Security Management Sample Delivery and Dem
• ATP Demo Script
o
• Microsoft Ignite Series – Advanced Threat Protection Overview recor
• Advanced Security Management One Slider ding
• Advanced Security Management FAQ (MSFT Internal Only) • Microsoft Ignite Series – Advanced Threat Protection Deep Dive Sess
ion recording
Threat Intelligence
• Advanced Threat Protection FAQ for End Users
• Threat Intelligence BDM Presentation • Office 365 E5: What is Advanced Threat Protection? | Presentation
Office 365 E5 Battle Card: Advanced Threat Protection
• Threat Intelligence Overview Video
•
• Exchange Online Advanced Threat Protection FAQ
ATP Guidance for FY16 Q4 and Beyond
•
FireEye Compete Battle Card
•
• Mimecast Compete Battle Card
• Symantec Compete Battle Card
• Cisco AMP Compete Battle Card
• ProofPoint Compete Battle Card
• Evolving Email security with Exchange Online Protection and Advanc
ed Threat Protection
(TechReady Presentation)
• Implementing & Troubleshooting Exchange Online Protection
Analytics & Voice Resources
Analytics
Power BI MyAnalytics
• Power BI video from James Philips
• MyAnalytics Overview Presentation
• Office University Bootcamp
• MyAnalytics Infographic | Print Version
• S4 session on How to position & sell Power BI
• Recent Work Analytics Press: Wall Street Journal |
• Field & Partner session on Power BI for O365 E5
Harvard Business Review
• Office 365 E5 Battle Card: Power BI
• MyAnalytics Privacy Overview and FAQ
• Power BI general content
• MyAnalytics Demo: Click Thru | Video
• MyAnalytics Blog Post (April 2016)
• HBR Article: The Paradox of Workplace Productivity
• HBR Article: Meetings that work for both Managers a
nd Makers
• HBR Article: What makes great salespeople
• MyAnalytics Product Guide
• Break Down Organizational Silos and Gain New Insig
hts with Office Graph and Office MyAnalytics
• MyAnalytics Mechanics Video
MICROSOFT CONFIDENTIAL – INTERNAL ONLY
Voice
Skype for Business
Cloud PBX with Office 365​
•
Skype for Business Customer Presentations​
•
New Skype for Business Licensing Overview​
•
Skype for Business Industry Solutions​
•
Skype for Business Meetings​
•
Skype for Business Momentum Deck​
•
• Skype for Business - NDA Futures Presentation​
• Skype for Business Technical Readiness Catalog
• Skype for Business Survival Guide for Launch​
• TechReady22 Featured Sessions - Skype for Business​
• February S4 Skype for Business Presentations​
• February S4 Skype for Business Presentations​
• February S4: Built for Teams and Networks Presentati
on
​
• Field Advisories for Skype for Business​
• Skype Operations Framework Field Advisory
© Copyright Microsoft Corporation. All rights reserved.
 Back to
Summary 1 2 3 4 5
Prepare and sell as a team
Checklist: assemble Sales Orchestration for Office 365 E5 by Sales Stage and Role
your Win Team E5 GBB Productivity/Communications/Risk & Compliance (20–100%)
Expert on communications & security topics

AE
Services (20–100%)
Services AE/SSSP lead engagement with Productivity experts and Digital Advisors to drive deal closure and deployment.
SSP-Prod
Partners (20–100%)

Deal Co mp lex it y & Competit iv eness

Prioritized partners aligned deals by 20% to assist in deal closure and drive deployment.

TSP-Prod Communications TSP

Drives Cloud PBX, PSTN Conferencing & PSTN Calling (Add-on) conversations.

TSP-Comms App Plat SSP/TSP

Drives Power BI Pro conversations.

SSP-AppPlat Productivity TSP (0-100%)

Supports the opportunity end to end with a focus on security

Productivity SSP (0-100%)

TSP-AppPlat Partners with AE in Account Planning process to identify targets. Migrates on-prem Office to
O365, grows Office. Will engage the GBB when customer is new O365 (Prod GBB).

Industry Team (IMDM) AE (0-20%)

Relationship ownership throughout opportunity life cycle.
The DATA PLATFORM OR AA BlackBelt seller can provide
AE owns Account Planning process including the secondary support to the Productivity seller for PowerBI
Licensing Specialist definition of an AIO with Prod via partnership with Prod
SSP.

Services AE-SSSP 1. Select Lead, Qualify 2. Present and Prove Value 3. Negotiate and Win

0%-20% 40%-60% 80%-100%

Partner
MICROSOFT CONFIDENTIAL – INTERNAL ONLY
 Back to
Summary 1 2 3 4 5
Sell high and engage the right stakeholders to position O365
E5
How to position Office 365 E5 and new Skype for Business capabilities with the VP of HR
• Communicate with thousands of employees through Skype Meeting Broadcast. Potentially replace multiple costly communications solutions.

VP of HR •
•
Allow meeting organizers to dial-out to attendees.
Help protect employees and their data. Safe Attachments opens documents attached to emails in a cordoned-off virtual environment to detect malicious
behavior. Safe Links provide time-of-click protection against malicious URLs.
• Identify key employee trends such as reach, influence, and work-life balance with MyAnalytics.

How to position Office 365 E5 with the Chief Financial Officer

CFO
• Access the financial and organizational data you need with Power BI Pro. Dashboards, interactive reports, and compelling visualizations help
finance get a more accurate view of financial performance.
• Understand the dynamics and how your financial team actually works with MyAnalytics.
• Accelerate eDiscovery with Duplicate Detection & Thread Analysis for email review and improvements in the document review process.

How to position Office 365 E5 with the Chief Security Officer

• Legal and security can maintain complete control over company data, because Microsoft can only access company data with explicit permission.

CSO/CISO Approved access is given on a just-in-time basis and documented for total transparency.
• Security can better protect employees and their data. Safe Attachments opens documents attached to emails in a cordoned-off virtual
environment to detect malicious behavior. Safe Links provide time-of-click protection against malicious URLs.
• Legal can accelerate eDiscovery with Duplicate Detection & Thread Analysis for email review and improvements in the document review process.

How to position Office 365 E5 and new Skype for Business capabilities with the Chief Information Officer

CIO
• CIOs can reduce reliance on costly PBX systems with features directly delivered from Office 365.
• Domestic and international calling services (PSTN Calling) can be added to Cloud PBX to provide a complete enterprise telephony experience.
• IT can ensure they maintain complete control over company data with Customer Lockbox.
• CIOs can better protect corporate data with advanced threat protection capabilities such as Safe Attachments and Safe Links.

For more details and the most up-to-date persona guidance– including marketing and sales personas – please refer to the BDM Playbook on OnRamp.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Be ready for a CxO meeting
Based on GBB Four-Step Framework

1 Learn how you can help

the customer
2 Validate what you’ve
learned
3 Create value prop, demo,
& sales strategy
4 Sell the value of the
digital enterprise

Key actions: Key actions: Key actions: Key actions:

• Study annual reports
• Read industry publications
(MS Library)
• Review investor relations
calls
• Visit customer site
• Hold internal MS cloud
workshop
• Talk to customer
advocates
• Interview employees
• Shadow key roles in target
LOBs
• Leverage industry decks • Execute the evaluation
• Use social selling plan to close the deal
• Connect with partner,
Productivity Services,
FastTrack to create
OneMicrosoft team

Outcomes: Value proposals for

Outcome: Value chain & business
Outcome: Abridged cloud
outcome statements for every
workshop deck
LOB target scenario
each LOB target scenario; Outcomes: Completion of
customer-facing eval plan; customer eval plan; signed EA;
platform-based, customer-specific deployment and adoption plan
demo

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Engage key decision makers at the EBC or MTC
Executive Briefing Center
Outcome: A customized engagement, arranged and supported by our industry-focused specialists, can help your customer visualize and prepare
for the future through strategic roadmap discussions and hands-on demos.
Usage Scenarios: Customer is likely challenged in dealing with today’s megatrends in cloud, big data, mobile, and social enterprise.
Learn more at the Executive Briefings Infopedia, request an EBC or manage your current requests here.

Microsoft Technology Center

Outcome: Help close deals faster and expand deal size, while increasing customer satisfaction.
Usage Scenarios: Customer is likely challenged in dealing with today’s megatrends in cloud, big data, mobile, and social enterprise and would like
a hands-on experience.
Learn more at the MTC SharePoint or request an MTC.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Bring the vision to life through Business Value Programs

Take them through a Value Show them our solution

Discovery Workshop to
understand their priorities
Usage scenario: Leverage this pre-sales program to help
improve the acceleration of O365 sales initiatives.
Outcome: Determination of the key high value activities
needed to achieve organizational goals and the next steps
to achieve them.
Learn more at the VDW OnRamp page located here.
Then… capabilities in action with a
Customer Immersion Experience
Usage scenario: Consider a CIE when it’s an EA renewal
time, new EA, evaluating switching to a competitor or
deploying Office.
Outcome: Shift the conversation to a platform discussion
from a product discussion and demonstrate solution
capabilities in real-life scenarios.
Learn more at the CIE OnRamp page located here.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Look ahead to what’s coming in the Office Roadmap
Office 365 Roadmap Website

Understand the Office Roadmap

• The Office 365 Roadmap lists product updates
that are currently planned for applicable
subscribers
• Updates are at various stages from being in
development to rolling-out to customers to
being generally available for applicable
Office 365 Roadmap Deck customers world-wide
• The Roadmap deck contains customer-ready
slides detaining the exciting features coming
soon to Office 365

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Leverage the available tools and assets to shape the business
case
Office 365 E5 Calculator
Outcome: This tool enables you to accurately
estimate the costs and savings your customers may
experience if they choose Office 365.

Usage scenarios: It can be quickly set up to produce

a “door-opener” report or with a little more effort,
the tool can produce a detailed ROI analysis to help
close a deal.

Total Economic Impact

Outcome: Customer has interest and wants to dive
deep to understand the scenarios.

Usage scenarios: Used to demonstrate the value that

their peers (customers) are getting from Office 365
E5.

Studies available here by industry and customer type.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Demonstrate how Office 365 E5 helps save costs
$90+ PER USER FROM
COMPETITORS

PBX solution
The security
PSTN conferencing solution
products alone
justify the
incremental E5 suite
$49 PER USER
STANDALONE cost!
Analytics Cloud PBX
PSTN Conferencing
MyAnalytics

Power BI
eDiscovery & Compliance
solution
(New) Threat Intelligence $15 PER USER
E5 SUITE DISCOUNT $10 PER USER
E5 SUITE DISCOUNT

(New) Advanced Compliance

Advanced security E3 Step up
Data access control Advanced Threat Protection to E5 Step Up
Promo
Advanced visibility Advanced Security Management

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Run pilots/POCs to firmly solidify our claims and ensure
customer feasibility
Power BI Dashboard in a Day Usage scenario: Customer is interested in learning more about our data insights solution.
Outcome: Accelerate your customers Power BI experience with a comprehensive training
program in a single day.

Power BI DIAD Schedule

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Leverage additional programs to unblock or accelerate your
deals
Win Rooms Usage scenario: Account Team encounters a sales blocker with short customer deadline or is
about to lose to competition, requiring immediate final decision.
Outcome: Implement a resolution in the fastest possible manner, unblocking the blocker
allowing a path forward to close the O365 deal.

Area Win Rooms

Digital Win Room

Accelerate & BIF Funding* Usage scenario: Leverage appropriate funding sources to push forward slowing or blocked
deals.
Outcome: Accelerate close rates of strategic deals.

E5 Accelerate
FY17 Security Accelerate Program *Note that funding sources and scenarios may change in FY18
Skype Accelerate Eng. Support
O365 E5 Executive Usage scenario: Determine customer pain points and align Microsoft subject matter experts.
Sponsorship Outcome: Drive Microsoft advocacy, deepen relationships and expand out productivity and
platform portfolio.

Executive E5 Deal Sponsorship

MICROSOFT CONFIDENTIAL – INTERNAL ONLY
 Back to
Summary 1 2 3 4 5
FY17 Productivity Acceleration Program for SMS&P CA
CREATE, SELECT DEVELOP STRATEGY PRESENT VALUE DRIVE
PROVE VALUE NEGOTIATE TERMS
& QUALIFY LEAD USAGE

Productivity Acceleration Program

20% 40% 60% 80% 100%

Predictive Selling Productivity Acceleration Program

Data-driven
Accelerate top O365 Drive net new O365 Drive Security and Accelerate O365
predictive selling mac
hine E5/SPE and large E1/E3 customer adds from on- Compliance Solutions workload adoption and
drives monthly opportunities in the prem. Defend & displace within the E5/SPE usage and Win 10
O365/SPE lead Partner (HT) pipeline competition Security stack deployment
generation in MSX
Cloud Jumpstart
Through Partner
Mktg. demand
generation &
enablement program

Partner Pre-sales Migration Deployment

LINK: Proof of Concept
White-boarding Architecture & Services Services
Productivity Acceleration & Pilots,
Assessments
Program VDW/CIE

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
FY17 Productivity Acceleration Program for SMS&P CA
CREATE, SELECT DEVELOP STRATEGY PRESENT VALUE DRIVE
PROVE VALUE NEGOTIATE TERMS
& QUALIFY LEAD USAGE

Productivity Acceleration Program

20% 40% 60% 80% 100%

Predictive Selling Productivity Acceleration Program

Data-driven
Accelerate top O365 Drive net new O365 Drive Security and Accelerate O365
predictive selling mac
hine E5/SPE and large E1/E3 customer adds from on- Compliance Solutions workload adoption and
drives monthly opportunities in the prem. Defend & displace within the E5/SPE usage and Win 10
O365/SPE lead Partner (HT) pipeline competition Security stack deployment
generation in MSX
Cloud Jumpstart
Through Partner
Mktg. demand
generation &
enablement program

O365 & O365 O365 Security O365 ‘Go Back’ Windows 10

LINK: E5 Acceleration Dark to Cloud Compete Acceleration Usage Deployment
Productivity Acceleration
Program

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

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FY17 Productivity Acceleration Program for SMS&P CA
Call-to-Action

 Review and bookmark the

new
Productivity Acceleration P
rogram

 Familiarize with the Field

Quick Reference Guides
that will highlight
requirements and eligible
activities under each
program tile

 Review Program decks for

additional details on each
program tile

 Request Funds by selecting

drop down menu option
within program tiles

 Contact Program Owner if

you have questions or
feedback

MICROSOFT CONFIDENTIAL – INTERNAL ONLY


Microsoft Services offerings deliver E5 value
Security
Enterprise Threat Detection
Yearly managed service to analyze/identify threats
Cloud Security Planning
Roadmap for secure Office 365 adoption
Azure AD Implementation Services
Implementation of Azure AD
Advanced Threat Analytics Implementation
Threat detection response plan/implementation
Info Protection using Azure RMS
Implementation of Azure RMS
Productivity Governance and Compliance
Plan to secure SharePoint Online apps & data
ATA Onboarding Accelerator*
Advanced Threat Analytics Demo Kit*
*NEW to be released in FY17
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Summary
Step 3
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Summary
Step 5
1 2 3 4 5
Analytics Voice
Data Visualization JumpstartPower BI insights Skype for Business Planning Workshop
from their own data Plan & roadmap to accelerate sale and deployment
Connected Collaboration Jumpstart Optimize Enterprise CommunicationsTechnical
Delve-focused jumpstart vision & design review to boost service consistency
MyAnalytics* Network Assessment for Lync and SfB
Dashboards that unlock productivity insights Critical input for planning and
network design
Assistance for Skype for Business Onboarding
Accelerated service enablement and onboarding
Skype for Business Foundation Hybrid and on-
premises design & implementation
Digital Workplace Solution
Offers to promote an innovative, empowered workforce
Virtual Health Experiences on Skype for Business
Telehealth solution to promotes collaborative care
Services Offerings Cloud Productivity Targeting Tool
http://aka.ms/portfolio http://aka.ms/cp-targeting-tool
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Understand the value of our offers
SPE E5 Launch Promo O365 E5 Step Up Promo
Accelerate Office 365 E5 Opportunities.
SPE E5 is available with up to 25% off in all channels*
Deliver immediate value and coverage.
Available: until June 30, 2017
Available: until June 30, 2017

SPE E5 SKU NL Price** Discount $ Promo Effective

before Amount Price** % +$15/u/m
Promo Discount

SPE E5 Step-up (FUSL & FSA) $25 $6.25 $18.75 25%

+$10/u/m
SPE E5 Full USL From SA $52 $6.25 $45.75 12% Office 365
SPE E5 Full USL $57 $6.25 $50.75 11% Enterprise E5 Office 365
Enterprise E5
SPE E5 w/o PSTN Step-up (FUSL $25 $6.25 $18.75 25%
Step Up Promo
& FSA)

SPE E5 w/o PSTN Full USL From $52 $6.25 $45.75 12% Excludes Power BI Pro
SA and Cloud PBX
• Provides all components Office 365 E5, except Power BI Pro and Cloud PBX, at $10 per
SPE E5 w/o PSTN Full USL $57 $6.25 $50.75 11% user per month
• Delivers $29 in standalone value across Security, Voice and Analytics
 Customers moving from Office 365 E3 position midterm will need to add • Designed to provide immediate enterprise wide coverage and value
components to get to SPE E3 and then utilize SPE E5 step-up SKU • Available in all markets until June 2017
• No longer restricted to the business desk - now available on the public price list
 500 seat minimum
• Additional offer and customer criteria apply 1
*EA/EAS, Commercial, GOV (MT)
** Example and rounded NL pricing – exact final pricing to be available on 9/1/2016 Price List Preview
1
Available in markets with PSTN Conferencing. Corporate and Government Customers. Requires active EA/EAS and Office 365 E3/E4.

MICROSOFT CONFIDENTIAL – INTERNAL ONLY

 Back to
Summary 1 2 3 4 5
Use our portfolio of E5 services & offers to close
opportunities
Winning E5 suite opportunities remains our priority and maximizes value creation.
Sales Insight
We have a structure in place to meet varied customer demand. 3

Best
Microsoft Value

2 Secure Productive
Enterprise E5
Better
1
Office E5 Suite

Good
Office 365 E5 Step Up
Promo
Standalone
Advanced Services

Customer Value
MICROSOFT CONFIDENTIAL – INTERNAL ONLY

FastTrack Playbook for sellers
Driving Office 365 Commercial usage.
Helping customers transform.
What’s included in the playbook:
Context:
• Usage landscape in FY17
• What’s new in FastTrack in FY17
• Understand taxonomy and tools
• Readiness resources
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Summary 1 2 3 4 5
Use this playbook guidance to
drive customer success! Through
conversations at the account level.
Available here on Office OnRamp.
How to guides:
• Adoption enabler persona overview & profiles
• Recommended actions based on customer status
• Detailed opportunity owner battle cards
• Workload-specific adoption guidance
• Function-specific adoption guidance