Do More With Less Sales Bootcamp

February 7-9 PST

February 8-10 IST & GMT

Ben Ellgass

GPS Partner Sales Enablement

Lead: Azure, Security & Modern
Work
benellgass@microsoft.com
Ben Ellgass | LinkedIn
FY23 H1
Partner Sales Bootcamps: On-Demand

Azure Modern Work Security Business Applications

Selling the value of the Microsoft Cloud

5 Sales Bootcamps Presentation Decks & Recordings Additional On-demand Resources

Microsoft empowers you to Do More with Less

“No company is better positioned than

Microsoft to help organizations deliver on
their digital imperative so that they can do
more with less. From infrastructure and
data to business applications and hybrid
work, we provide unique differentiated
value to our customers.”
– Satya Nadella, CEO
Today’s Agenda - Modern Work & Security
Time Duration Topic Session Details Speaker​

Ben Ellgass – Partner Sales

9:00 – 9:05 5 min​ Welcome Intro to event
Enablement Lead

9:05 – 9:25 20 min Do More with Less – What is it? Why now, concept and pitch perfect, what’s in it for a seller?
Jens Humbert – Director, Modern
Opportunity orchestration end to end, using real life customer Work Sales GBB
9:25 – 9:55 30 min Anatomy of a customer win
examples

Nina Rapp – Business Group

9:55 – 10:25 30 min DMWL in practice / Demo Scenario based examples with a live demo of Value Calculator
Lead, Modern Work & Security

Sheki Heinsohn – WW Modern

10:25 – 10:55 GTM strategy, tools and assets for sellers to leverage
Work Partner Strategy

40 min The DMWL Toolbox for Sellers Olga Gordon – Modern Work
Architect
10:55 – 11:25 Deep dive into the DMWL workshop
Zahid Saeed – Modern Work
Architect

11:25 - 11:30 5min​ Wrap Up What’s coming next for enablement Ben Ellgass
Day 2 - Azure
Time Duration Topic Session Details

9:00 – 9:05 5 min​ Welcome Intro to event

Do More with Less Introduction and

9:05 – 9:35 30 min DMWL – Win & SQL Migrations campaign & End-to-end customer journey
Partner Led Campaign

9:35 – 10:00 25 min Azure Migrate Key customer triggers, customer targeting and proposal building

Win with Microsoft Intelligent

10:00 – 10:30 30 min How MIDP can differentiate your approach and help find more opportunities
Data Platform

Analytics in MIDP DREAM Demo In Action + Overview of the Analytics in MIDP pattern and to see the Analytics in MIDP DREAM
10:30 – 10:50 20 min DREAM Demo Assets for Partners Demo in action!

Azure Do More with Less Customer Deep dive into partner resources, tools and readiness to help identify and close
10:50 – 11:20 30 min
Journey opportunities

11:20 – 11:25 5 min Wrap up What’s coming next for enablement

Day 3 - Business Applications
Time Duration Topic Session Details

9:00 – 9:05 5 min​ Welcome

Do More with Less – Business DMWL Narrative, customer examples & why, including category
9:05-9:45 45 min
Applications Narrative view

9:45-9:50 5 min Break

Extend the value of Do More with Less with your customers by

How Partners can capitalize on this
9:50-10:35 45 min leveraging partner offers, including where to go for all resources
moment
available for partners

10:35-10:40 5 min Break

Low code pitch and how to sell the platform, not just building apps,
10:40-11:25 45 min Do More With Less Through Low Code to make more money as a Business Applications partner by
enabling your customers

11:25-11:30 5min​ Closing What's Next for Sales Enablement

 Before we get started
Please use the Q&A panel to ask
1
questions

Help us continue to build valuable content

2
by participating in our event survey located on
your taskbar in the training console

Webinar recordings & Bootcamp Presentation

3
will be available within 8-10 business days

Sales badges
4 will be provided within 5 business days and
are shareable on your various social
channels
 THANK YOU
&
Let’s Get Started
 Do More with Less
Partner Sales Bootcamp

Do More with Less –

What is it?
February 7, 2023

Jens Humbert
Director Modern Work Sales EMEA
Microsoft Corporation
Outline :: Do More with Less – What is it?

In this session, we will

learn how we can help

understand different
understand what “Do our customers and
value conversation
More With Less” means create a win-win-win
categories
situation

11
Microsoft 365 empowers you to Do More with Less

“No company is better positioned than

Microsoft to help organizations deliver
on their digital imperative so that they
can do more with less. From
infrastructure and data to business
applications and hybrid work, we
provide unique differentiated value to
our customers.”
– Satya Nadella, CEO
Microsoft 365 empowers you to Do More with Less

“No company is better positioned than

Microsoft to help organizations deliver
on their digital imperative so that they
can do more with less. From
infrastructure and data to business
applications and hybrid work, we
provide unique differentiated value to
our customers.”
– Satya Nadella, CEO
 Microsoft 365 empowers you to Do More With Less

Eliminate Cost & Simplify Protect Employees

Redundant Solutions
• Consolidate complex licensing structure
• Eliminate redundant capabilities, benefit from
seamless, native integration
• Cut consulting, deployment, and integration costs
with a single integrated solution
IT Management
• Automate system updates to reduce device
management cost, optimizing IT administration
• Improve IT efficiencies for new devices, apps and
infrastructure
• Simplify onboarding with automated provisioning
• Enable the flexibility to securely work from anywhere
• Lessen data breaches and protect identities, devices,
apps, and data
• Reduce identity and access management costs with
a zero-trust security model
• Improve visibility across all identities and endpoints

What will you do with more?

Spend more time Recruit, develop and Secure access for a

with customers retain top talent connected world

Improve productivity Enable flexibility with

through easier collaboration better employee experience
 How We can Help Customers – DMWL Conversations
Conversation/Benefit Category Description Examples

• Elimination of cost for on-prem HW & SW

Ease to land the benefit

Reduce complexity and consolidate to single best-of-
• System consolidation
suite platform vs. buying standalone for different
• Elimination of cost for 3rd party solutions
capabilities
• Elimination of helpdesk cost

• Reduction of onboarding and role orienteering cost

Reduce onboarding and role orienteering cost, toll
• Reduction of toll charges (to business)
…With Less

charges, T&E, office space, business user equipment, cost

• Reduction of cost for equipment, T&E, and office space
for external business partners
• Elimination of cost for external business partners

• Removal of on-prem administration and operations

Simplify and automate IT operations, avoid low-value • Reduction of admin. efforts by consolidation of IT
admin tasks, and re-deploy IT staff to value-add business landscape
enablement • Elimination of low-value activities and automation of
repetitive tasks

Complexity of conversation
Increase security posture and reduce exposure,
Do More…

• Lowering cost of risk by increase of security posture

translating into avoided cost for mitigation, remediation
• Avoidance future cost for mitigation or remediation
and brand damage

Enable a secure and seamlessly integrated hybrid • Increase users’ inclusion, motivation and engagement
workplace leading to less disruptions and better • Increase end-users' productivity on their core tasks
productivity for business users • Avoid media breaks and technology-caused disruptions

Help employees to thrive and unlock their full potential

• Fasten decision making time and time-to-market
with technology and data, which leads to increased
• Improve customer retention and sellers’ close rates
employee engagement and sales outcome.
Recap :: Do More With Less

CHALLENGING COMPELLING POSITIVE CUSTOMER COMPREHENSIVE

TIMES EVENT TURNAROUND PERSPECTIVE TOOLSET

Times are getting more Do More with Less creates It helps leading customer It is key is to have full A lot of customer ready
and more challenging for a compelling event to conversations on cost understanding of the DMWL material and a
our customers, economic identify potential for win- savings and value customers situation comprehensive toolset is
circumstances getting win-win realization realization benefits available for you to
worse and threat position services and the
landscape increases Microsoft 365 platform.

16
 Business.
Do More with Less
Partner Sales Bootcamp

Anatomy of a Customer
Win
February 7, 2023
Value.
Jens Humbert
Director Modern Work Sales EMEA
Microsoft Corporation
Outline :: Anatomy of a Customer Win

In this session, we will

understand that a
business case is just see a typical
see how we bring learn how to apply
one part of selling anatomy and
“Do More with the Forrester
the business value proved practices for
Less” to life Consulting model
selling of the a customer win
Microsoft platform

18
Do More with Less – Bringing It to Life

IDEA ENGAGEMENT OUTCOME HOW IT IS DONE

As part of selling the business
value of the Microsoft 365
platform, conducting a
business value analysis to
identify potential for win-win-
win realization
Business value conversation
about the Microsoft platform
with the customer. This is
ideally a joint effort with the
customer, but can be run as
an “outside-in analysis” as
well.
Joint business value analysis
including a solid and realistic
business case for potential
decisions on customer’s side
Assessment will be done
based on a business value
model from Forrester
Consulting, created on real
customer data, inquiries,
feedback, insights and
intelligence.
Business Value Analysis Approach
Purpose, Customer Customer Target Complexity Reduction,
Audience, Scope Context Current State Scenario Vendor Consolidation

• Why are we doing this • What is customers • What Microsoft solutions • What are workloads in • How does current 3rd
assessment? business about and in has customer currently scope for the analysis? party landscape look like
which industry? deployed already? regarding
• Who is audience? • How would a realistic • Communications
• What are the industry • What is the current deployment plan per • Collaboration &
• Do we have a sponsor on trends? Microsoft licensing state? (sub-)workload look like? Productivity
customer side?
• Employee Engagement &
• What are customers • How many user will be Organizational Insights
• What is our targeted business priorities? considered? • Modern Endpoints
scenario?
• Security
• What specific challenges • Are there specific user
• Compliance
is the customer facing? profiles or personas with
• Business Intelligence
specific demands?
• Which of these solutions
can be replaced by
Microsoft technology and
by when?
 Making the Business Value Analysis
Customer Specific Analysis based on Forrester Consulting Model
1 | Real customer experience & insights by Forrester Consulting
Through interviews and surveys with 350+ Microsoft customers who deployed Microsoft
solutions, Forrester collected detailed insights and data across regions, industries and
segments, to identify financial impact to their digital business transformation.

3 | Customer specific parameter

• Business priorities & challenges
4 | Customer specific
• Business & IT Initiatives Business case output
• Specific scenarios and use cases
• Personas and profiles • Summary of cost & benefits
• Detailed cost & benefit calculations
• System landscape • Financial metrics (ROI, NPV, payback)
• Deployment – AS-IS & TO-BE • Qualitative cost & benefit description
• Deployment plan • Customer-specific case summary
• Licensing state

2 | Business Cost & Value Model – Foundation for further BVA

This model builds the foundation for further BVA

Up to 22 cost & 100 benefit outputs

• Cost categories • Industry specific output
– each with calculation rational and
• Benefit categories • Scaling effects
proper risk adjustment
Typical Engagement

2-4 weeks 1-2 weeks

Kick-off joint business value Joint collaboration on Outcome validation &

engagement assessment presentation
z

 Purpose & scope of  Conversations ~1-4h per  Joint validation of outcome

exercise
 Customer sponsorship
 Kick-off for joint
collaboration
 Agree on timeline
 Finalize team setup
workstream, e.g.  Sanity checks
 Collaboration/Communication
 Preparation of presentation
 Security & Zero Trust
depending on audience
 Regulatory compliance
 Business intelligence
 Employee experience
 Modern Endpoint
Recap :: Anatomy of a Customer Win

IT IS NO
ROCKET CLEAR DO MORE WITH LESS CUSTOMIZED START SMALL
SCIENCE GOALS RESOURCES PROCESS – BUT START

Selling the business value Before starting, make sure Make sure you know the It is key is to have full Do not get hold back
of Microsoft 365 and purpose, goals and plenty of resources understanding of the because you are missing
doing a value analysis is desired outcome are available – it will make customers situation information. The flexible
not as complex as it might clearly defined. your life easier model allows to start
seem to be – try it! high-level and make
assumptions, and to do a
more detailed analysis
later (if needed)

23
 Do More with Less
Partner Sales Bootcamp

Do More with Less in

Practice & Demo
February 7, 2023

Nina Rapp
Business Group Lead, Modern Work and
Security
Do More with Less:
Modern Work & Security
GTM Resources

Sheki Heinsohn
WW Modern Work Partner Strategy
 Do More with Less Modern Work & Security Motion
3
Partner’s Customer Journey

TOP OF FUNNEL LISTEN & CONSULT INSPIRE & DESIGN EMPOWER & ACHIEVE REALIZE VALUE MANAGE & OPTIMIZE

Partner-Led
Demand Generation 1 Build Intent and showcase value 2 Position solution to secure sale 3 Drive usage

Share and track opportunity in Partner Center

 TOP OF FUNNEL LISTEN & CONSULT INSPIRE & DESIGN EMPOWER & ACHIEVE REALIZE VALUE MANAGE & OPTIMIZE

Partner-Led
Demand Generation 1 Build Intent and showcase value 2 Position solution to secure sale 3 Drive usage

Identify top customers through targeting scenarios DMWL Campaign in a box (CiaB) 1:many DMWL Workshop

Upsell from O to M365 ME3

Accounts already on the cloud with lower premium SKU
mix (OE3, Business offers) and actively using Teams.
Partner-Led

On-premises to M365 E3
1 2 Position solution to secure sale 3 Drive usage
Accounts with Microsoft on-premises (Exchange, Office,
SharePoint) and 3rd party security solutions.

EOS for Office 2013

Customer with small number of OE3/5 licenses (<50% of
total users) and Office 2013 EOS (end of support) licenses.

EOS for M365 Services connectivity with Office

2016 and 2019
Customer on 2016 or 2019 EOS (end of support).​
 TOP OF FUNNEL LISTEN & CONSULT INSPIRE & DESIGN EMPOWER & ACHIEVE REALIZE VALUE MANAGE & OPTIMIZE

Partner-Led
Demand Generation 1 Build Intent and showcase value 2 Position solution to secure sale 3 Drive usage

Increase value updated MW & SCI pitch Business Value Calculator Deliver 1:1 Workshop as needed

• Shift the conversation from price

to value Digital Workforce Workshop
• Show the value of the Microsoft Designed to introduce and expand the value of
Partner-Led
Identify customer’s business needs, uncover key Microsoft 365 to customers who are starting their
priorities and outcomes 1 3 Drive usage
365 platform Position solution to secure
2 sale
cloud transformation to a secure hybrid work
• Satisfy the demands from
environment
procurement or finance for a
business case
• Win competitive deals by demonstrating TCO
Endpoint Management with Security Workshop
savings
Gain insight into your customer’s device security
• Simplify the value conversation for complex deals posture and showcase the best ways to leverage
that involve multiple SKUs and complex
Microsoft Intune, Azure Active Directory and
deployments
Defender for Endpoint as part of a Zero Trust security
• Calculations are based on third-party analyst strategy
research and can be easily explained
• Easily model multiple scenarios to compare
licensing options
 TOP OF FUNNEL LISTEN & CONSULT INSPIRE & DESIGN EMPOWER & ACHIEVE REALIZE VALUE MANAGE & OPTIMIZE

Partner-Led
Demand Generation 1 Build Intent and showcase value 2 Position solution to secure sale 3 Drive usage

Engage Microsoft Account Team Utilize eligible promos and/or offerings

Partner-Led
1 2 Position solution to secure sale 3 Drive usage

Partner

Customer MS
Account
Team
 TOP OF FUNNEL LISTEN & CONSULT INSPIRE & DESIGN EMPOWER & ACHIEVE REALIZE VALUE MANAGE & OPTIMIZE

Partner-Led
Demand Generation 1 Build Intent and showcase value 2 Position solution to secure sale 3 Drive usage

Develop deployment & adoption rollout plan Secure post-sales resources & incentives

Partner-Led
1 2 Position solution to secure sale 3 Drive usage
 Do More with Less E SKU Motion | Partner’s Customer Journey
TOP OF FUNNEL LISTEN & CONSULT INSPIRE & DESIGN EMPOWER & ACHIEVE REALIZE VALUE MANAGE & OPTIMIZE

Partner-Led
Demand Generation 1 Build Intent and showcase value 2 Position solution to secure sale 3 Drive usage

Share and track opportunity in Partner Center

Prioritize top HERO

targeted customer MOTION
scenarios 1) Needs ROI / Value Justification • Microsoft 365 E3
DMWL Offers*
• Business Value Calculator Deep dive
Microsoft session
1:Many DM • FastTrack Ready • FastTrack for Dep
365 E3 loyment Support
WL Worksh 2) Ready to Purchase partners: NEW! • Online Services Usa
op • Licensing Proposal Migration & ge Incentive
DMWL E SKU Cam Deployment Offer*
paign in a box • Do More With Less Pi 3) Needs additional workload selling:
tch Deck • Digital Workforce Workshop • Utilize ECIF for pre-sal
Questions es and post-sales
• Endpoint & Security Workshop

1. Engage with PDM
2. Drive DMWLs demand
gen recommendations
with Campaign-in-a-
box content, followed
by 1:many workshop
1. Are they interested in 1. Is the customer ready for a 1. Are there clear goals for 1. Do you have a clear 1. Secure OSU-M365
eliminating redundant licensing proposal? Or do they rolling out customer deployment plan in incentive for each
need a workshop to build intent?
solutions and simplifying IT adoption plan? place? eligible workload
management?
2. Do you need help from a 2. MS Account Executive or 2. Have you leveraged
2. Does the customer Microsoft seller in accelerating Solution Specialist to FastTrack for
understand the full value of customer engagement? nominate for deployment deployment
the M365 E3 suite across customer vouchers support?
3. Has the customer agreed on the
Office 365, EMS, Windows
next logical steps to accelerate 3. Collaborate with Microsoft
Ent?
the opportunity? Account Team to secure ECIF

NOTE: Not every activity is mandatory, use as needed to accelerate and close deals
 Partner Resources
LISTEN & CONSULT EMPOWER & ACHIEVE

Bookmark the dedicated1 Microsoft 365 & Security Do More

2 with Less site 3
3
Small and medium businesses (SMBs) Do More with Less resource site

Partner Center Announcements for the latest updates

Utilize Technical Presales and Deployment Services (TPD)

Microsoft 365 Adoption customer resource site

Partner-Led
1 2 Position solution to secure sale 3 Drive usage

MCI Build Intent Workshops

Microsoft Commercial Incentives

Download full guide of incentives
Online Service Usage - M365 POE Template

Utilize Co-Op Funds

FY23 Partner Incentives Co-op Guidebook
Microsoft 365:
Do More With Less
Workshop Overview

Olga Gordon
Zahid Saeed
Architects, M365 Center of Excellence
We hear from our customers that they need to:
• Cut costs and eliminate redundant solutions
• Get best-of-breed protection and productivity
• Deliver simple to use solutions, designed to work together
Why Do More With Less? What’s in it for you?
 Acquire new customers
 Accelerate every interaction into an upsell conversation with existing customer base
 Door opener to position value-add managed services for greater profitability
 Unlock incentives throughout customer journey
Microsoft 365:
Do More With Less
Workshop Overview

Scope:
• 90-minute workshop with high value scenarios, demos,
short videos, guided simulations for ITDM, Security
audiences
• Requires minimum 5 customers to attend
• This is flexible - execute in-person or virtual as you prefer

Packaged experience provides partners:

• Customer invitation and pre-event questionnaire
• Do More With Less deck
• Case Studies and Value Calculator Advanced scenarios
with pre-populated data
• Videos and Guided simulations from CDX platform
• Post-event customer survey and follow up guidance

@aka.ms/DMWLworkshop @
aka.ms/domorewithless4e
Who should attend Security Lead/Architect
Microsoft 365: Do More
With Less Workshop
For the best experience and impact, IT
Decision Makers and/or Security
Lead/Architects should be in attendance.

We require at least one attendee per

customer organization.

IT Decision Makers
 Microsoft 365: Do More With Less Workshop
Art of the Possible
Pre-Workshop Call to Action

Pre-engagement Do More with Less introduction Request business value

questionnaire assessment
Sample case study with the Value Calculator Request 1:1 deep dive
workshop
Post-workshop customer
survey

High value scenarios to eliminate redundant solutions

Zero Trust foundations Simplified endpoint management Productivity and collaboration

• Secure & manage identities
• Defend against threats across all
your endpoints
• Protect sensitive information across
your data estate
• Deliver the best experience with Windows 11 • Get everyone connected and working
• Deploy to virtually any endpoint from the together
cloud • Enable new patterns of work
• Improve support and reduce threats • Engage and empower your employees
Microsoft 365 E3
Secure collaboration
Zero Trust foundations

Secure & manage Defend against threats Protect sensitive information

identities on multi-platforms across data estate

Simplified endpoint management

Improve support and Deploy any endpoint Deliver the best experience
reduce incidents from the cloud with Windows 11

Productivity and collaboration

Get everyone connected Enable new patterns Engage and empower

and working together of work your employees
Explore an advanced scenario with the Value Calculator
Explore the Value Calculator
The Value Calculator uses real customer data to show the ROI that
organizations can achieve by adopting solutions across Modern Work,
Security, Surface and more!

Costs and benefits are calculated based on values from third-party

Forrester TEI studies. The tool provides standardized and custom
calculations to help you create a business case specific to your
customer’s environment and needs.

Access the Value Calculator @https://vc.transform.microsoft.com/

Use the Value Calculator to win with business value
Generic value slides are great to set the stage But nothing beats a custom report

Pros Cons Use the Value Calculator to:

Easy to present Static numbers Facilitate the value conversation
Generate interest Not accurate Gain customer buy-in by using their data
May not be relevant CFO-ready reports to secure funding
Produce fully customized numbers
 Start

1. In the Pre-Workshop/Value Calculator Assets folder, you will find three documents for
your review (Make sure to unblock macros when you download the files) :
• Case Studies.docx
• Company A scenario for 1000 users.xlsm (Advanced (Excel) Value Calculator)
• Company B scenario for 3000 users.xlsm (Advanced (Excel) Value Calculator)

Using the Prepare

Value Calculator
2. Select the best scenario to lead with during the workshop.
• To build out the business case in the Online Value Calculator, you would have to pre-
populate the online tool in advance of the workshop, therefore we recommend using
the offline version (Company A and Company B scenarios) which already contains all
the pre-built content, numbers and calculations for this exercise.

Deliver

3. Showcase the Company A scenario for 1,000 users and its Modern Work and Security
ROI Analysis output generated by the Value Calculator.
Workshop Call to Action
1. Estimate your return on investment with Microsoft
365 by visiting roi.transform.Microsoft.com

2. Request a business value assessment with us to

create a business case specific to your environment
and needs
3. Engage with us in 1:1 deep dive workshops to:
• Discuss your business needs and technology challenges

• Develop customized ROI analysis for your organization

through the Value Calculator

• Discover how Modern Work and Security solutions can

drive organizational productivity at a lower cost
• Build an actionable plan to implement recommended
solutions
How to get started
Visit the Do More with Less Portal
@aka.ms/domorewithless4e
• Understand how to engage
customers in a
value-centered M365 conversatio
n
• Watch our on-demand webinar to
learn more about the Do More
with Less initiative
• Use our brief
how-to video tutorial about the
workshop delivery
Download the workshop kit
@aka.ms/DMWLworkshop
• Pre-Engagement Questionnaire
• Workshop Delivery Guide
• Workshop Overview
• OFT for your customers
• Value Calculator Assets: Case
Studies and Advanced Excel
Spreadsheets
• Workshop Deck
$1,000
per workshop
Get nominated to deliver the
Do More With Less Workshop
• Work with your local Modern
Work Partner Development
Manager (PDM) or Cloud Solution
Architect (CSA) to get nominated
for the workshop
• Provide your Partner One ID and
MPN ID to your PDM to proceed
• Event registration steps: @
aka.ms/mcapsevents/stepbystepE
45
Lessons from the field
 This new economic climate is challenging
Enterprises to evolve quickly

Pandemic Economic Recession

Survival Efficiency

Just in Time Purchasing Cost Consolidation

Insights from customer meetings:
• Listen to customer stories
• Identify business drivers, short term and long-term goals
• Ask questions
• Elaborate end to end solution
• Common mistakes
• Define next steps
 Reduce costs with Microsoft 365 E3
• Cut licensing costs by 60% or more compared to a patchwork approach of dedicated solutions
• Cut deployment, integration, management and related costs that come with a patchwork approach of dedicated solutions
• Reduce wasted time and effort, investing in a solution designed for more seamless integration

Reduce operation costs Reduce license costs

Reduction in the likelihood of a data breach $91
through conditional access, detailed and
integrated security logs, and MFA
35% PER USER / MONTH

Communication
e.g., Zoom, Webex

Cut spending on employee devices

with BYOD models through Intune 23% Collaboration
e.g., Slack, Google Meet / Hangouts
60%
File Sharing
savings
Cut time deploying, managing new software
25%
e.g., Box, Confluence

through Azure AD and Microsoft Intune Endpoint Mgmt.

e.g., Workspace ONE, MaaS360
Cut endpoint configuration times $36
75%
+
through Windows Autopilot’s low-touch Email PER USER / MONTH
e.g., Gmail, MDaemon
capabilities
Storage

15%
e.g., Box, Dropbox
Cut help desk tickets and resolution time
through self service password reset Mobile Device Mgmt.
e.g., Mobile Iron, Airwatch

Identity & Access Microsoft 365 E3

Cut costs on travel and expenses
through virtual meetings 25% e.g., Okta, Hennge

Labeling & Encrypt

$36

e.g., SolarWinds, CoSoSys

Improvement of the end user productivity
though Microsoft 365 collaborative apps
60h Endpoint Protection
e.g., CrowdStrike, Fortinet

Savings of $18.35 / user / month Savings of $55 / user / month

Source. Forrester Consulting, The Total Economic Impact™ of Microsoft 365 E3, commissioned by Microsoft, October 2022. Results based on a composite organization made up of 15 organizations as stated in the linked study. - https://aka.ms/Microsoft365/E3/TEI
Modern Work & Security Value Calculator Overview
Access
Microsoft Value Calculator
• Online Value Calculator:
• Web-based application
• For quicker, on-the-spot
calculations
• Updated twice-a-year
• Advanced Value Calculator:
• Excel-based tool
• For more robust business cases
• Updated weekly
Examples
Microsoft Value Calculator Business Cases
• Real-life business case examples
• Each asset has been anonymized
to protect customer privacy
• Organized by workload, customer
area, and industry
Training & Support
Microsoft Value Calculator Training
• Newly redesigned learning site
• On-demand video series on how
to use the Value Calculator
• Solution Plays
• Building Business Cases
• FAQs and more
50
Thank you.
Wrap Up & Next Steps
Please Fill Out
the Event Survey
 Resources to Partners with SMB focus
Partner benefits for you:

Digital Marketing Content OnDemand

with Do more with less campaigns to
increase your sales aka.ms/dmc

Technical presales & Deployment

team to guide you with your Do more
with less customer’s cloud scenarios
aka.ms/TPD
Day 2 - Azure
Time Duration Topic Session Details

9:00 – 9:05 5 min​ Welcome Intro to event

Do More with Less Introduction and

9:05 – 9:35 30 min DMWL – Win & SQL Migrations campaign & End-to-end customer journey
Partner Led Campaign

9:35 – 10:00 25 min Azure Migrate Key customer triggers, customer targeting and proposal building

Win with Microsoft Intelligent

10:00 – 10:30 30 min How MIDP can differentiate your approach and help find more opportunities
Data Platform

Analytics in MIDP DREAM Demo In Action + Overview of the Analytics in MIDP pattern and to see the Analytics in MIDP DREAM
10:30 – 10:50 20 min DREAM Demo Assets for Partners Demo in action!

Azure Do More with Less Customer Deep dive into partner resources, tools and readiness to help identify and close
10:50 – 11:20 30 min
Journey opportunities

11:20 – 11:25 5 min Wrap up What’s coming next for enablement

Day 3 - Business Applications

Time Duration Topic Session Details

9:00 – 9:05 5 min​ Welcome

Do More with Less – Business DMWL Narrative, customer examples & why, including category
9:05-9:45 45 min
Applications Narrative view

9:45-9:50 5 min Break

Extend the value of Do More with Less with your customers by

How Partners can capitalize on this
9:50-10:35 45 min leveraging partner offers, including where to go for all resources
moment
available for partners

10:35-10:40 5 min Break

Low code pitch and how to sell the platform, not just building apps,
10:40-11:25 45 min Do More With Less Through Low Code to make more money as a Business Applications partner by
enabling your customers

11:25-11:30 5min​ Closing What's Next for Sales Enablement

 Partner Sales Enablement
On-Demand

Partner Sales Acceleration Program (P

Sales Enablement Guide SAP)

Microsoft Partner Sales Bootcamp Series

FY22
Thank you.