Midsize Business Tele Discussion Guide

texturegainfulΚινητά – Ασύρματες Τεχνολογίες

10 Δεκ 2013 (πριν από 3 χρόνια και 8 μήνες)

78 εμφανίσεις









Midsize Business


Tele

Discussion

Guide


This tele

discussion

guide
is designed
to help
scale resellers and value
-
added resellers (VARs)
prepare for, conduct, qualify, and close
outbound
customer call
s

to drive
Microsoft®
Office 365
sales

with small and midsize businesses
.

Office 365

represents

the future of productivity at Microsoft and
will help you tap into
new sources of revenue
.


For more information on the partner opportunit
y, please visit
www.QuickStartOnlineServices.com
.

MUST READ
-

How to use this guide:

This guide has a
modular

design to
help you get
access to
the
information you need

quickly
:



The core of this guide is the
introduction of the four customer scenarios
,
developed based on
market
research and validated by partners who have
been successful in selling online services. These scenarios
represent the types of customers most likely to be
interested in Office 365
. Each scenario has
its own dedicated page
. Based on your customer base or targeting list, you may decide to focus on just one of these scenarios:

o

Scenario
1. Old server

(53% of midsize companies are
still running old servers
1
)

o

Scenario
2. Growing needs

(82% of midsize companies have a mobile workforce
2
,
which is just a proxy of companies with increasingly demanding needs)

o

Scenario 3
. Hosted m
ail

(33% of midsize companies are already using hosted mail
3
)

o

Scenario 4
. Office 2003 or earlier

(
41% of US business users are still using Office 2003 or older
4
)



The
Executive Summary

summarizes all the supporting value points from the four scenarios into one page for easy read

and training.



This is the
general
flow of the guide:

Executive Summary

>
Prepare

>
Call

-

Scenarios Overview
,
Scenario 1
,
Scenario 2
,
Scenario 3
,
Scenario 4
,
Objections Handling
,
SKU

>
Close

>
Evidence

1
Source: Email Tracker 2010. Based on organizations using Exchange Servers.
2
Source: Email Tracker 2010. Percent of organizations with mobile email penetration
.

3
Source: Email Tracker 2010.
4
Source:

comScore TechMetrix, US Work panel consists of businesses
with Microsoft Office, March 2011
.


2

|

Office 365 Midsize Business Telesales Guide


Executive Summary


An Office 365 sales call typically
focuses

on five core value pillars:


Productivity



Familiar, intuitive experience:

L
ess end user training, higher adoption rate



Single sign

on access

(
to email, shared calendars, shared documents, instant messaging
[
IM
]
, and web conferencing
)
:
S
impler

and

faster access
, fewer user disruptions




Central o
nline content storage

and management

(
Microsoft
SharePoint
® Online
)
:

F
aster and easier access to conten
t, easier file sharing with customers



People search

(SharePoint

Online
):
F
aster access to internal subject
matter
experts



Multimedia capabilities

(video editing

and
storage

with
Microsoft
PowerPoint
® presentation graphics program

and
SharePoint

Online
)



Data analysis

(Microsoft Excel® spreadsheet software, Microsoft Excel Services, Microsoft Access® Services):
I
mproved business insight, single version of the truth



Electronic forms

(
Microsoft
InfoPath
®

Forms

Services
)
:

R
educed risk of errors

and waste,
imp
roved efficiency



Out
-
of
-
the
-
box workflows and process visualization

(SharePoint

Online
,
Microsoft
Visio
®

Services)
:
F
aster document approvals, better process insight

and efficiency

Anywhere a
ccess



Access
to
email
from
virtually anywhere

(with
nearly any browser
[
including the Windows® Internet Explorer® browser, Firefox, and Safari
]

and
nearly any
device
[
including PC, Mac, Windows Phone, iPhone, Android, Blackberry
]
)

(
Microsoft
Exchange

Online
)
:
F
aster email responses
, less downtime when away
from the workplace



Access to files

from virtually anywhere
(
Microsoft
SharePoint Workspace

2010
,

Office Web Apps)
:
More flexibility in where
and how
users work,
seamless
online/offline
experience
,

ability
to review and make minor edits from virtually any
Internet
-
connected computer with a browser
, no need for a virtual private network (VPN)




Collaboration from virtually anywhere

(
co
-
authoring,
online meetings
, IM, audio and video calls
, digital notebooks
)

(
SharePoint Online,
Microsoft
Lync


l湬n湥

䵩捲oso
晴 l湥乯t斮 湯te
-
t慫i湧 progr慭
)
W

B
整t敲 癥vsio渠捯湴rolI
r敤畣敤 捹捬c tim敳I e
慳y
o湬n湥

捯湮散nio湳

l敳s
tr慶al

r敭ot攠
慣捥ss to t敡洠e湦潲m慴楯渠慮a 湯n敳

Value



No upfront server investments

(unless requiring voice)
:
T
he latest enterprise
productivity
tools without having to invest in (or upgrade) server infrastructure



P
redictable monthly cost
s
:

P
ay
ing

for just what you need

from a
variety of available plans
, opportunity to eliminate point solutions



Simplified per
-
user rather than per
-
devi
ce licensing
:

L
ess time spent tracking licenses, more options for users

Security



Financially backed 99.9 percent availability guarantee
:

L
ess worry
about
downtime



Always
-
up
-
to
-
date antivirus and anti
-
spam protection

(Exchange

Online
)
:
L
ess worry about
malicious

software
,
lower
IT burden



R
obust security

(
continuous data backup,
disaster recovery capabilities,
geo
-
redundant data centers,
strict privacy policy
)
:
L
ess worry
about data
security

and privacy
,

ability to recover data in the event of
hardware fa
ilure or loss, accidental deletion, or corruption

Easy IT



No server management
:

A
bility to refocus IT resources on strategic projects



Fast and easy deployment
:

M
inimal lag time to get new users up and running with core productivity tools, instant
scalability



Single, central administration console
:

S
implified administration for better IT productivity



Automatic patches, updates, and back
-
end upgrades
:

L
ess IT administration while retaining control over deployment of major changes




24
-
hours
-
a
-
day,
seven
-
days
-
a
-
week (
24×7
)

IT
-
level phone support
:

Peace of mind that help is always there;
F
aster problem resolution



Designed for integration
:

Less time

spent

dealing with problems
with
and add
-
ons

for integrating productivity tools



Although all
five
pillars are relevant to
all

customers,
the ideal

messages
to
emphasize first will depend on the individual customer’s situation or “scenario” (for detailed scenario descriptions, see
page 4
):



Scenario 1: Old server

More detail:
page 5

Scenario 2: Growing needs

More detail:
page 6

Scenario 3: Hosted mail

More detail:
page 7

Scenario 4: Office 2003 or earlier

More detail:
page 8

Description

Has
an
aging email or other server

Needs
an
easy way to add capabilities

Using hosted or web email

Using Office 2003 or earlier

Pitch

On
-
premise
s

versus

online

Turnkey p
roductivity

Microsoft cloud/compete

The

湥n


䵩捲oso晴
l晦楣f

Lead message

Value

Easy IT

Security

P
roductivity
/a
nywhere access





3

|

Office 365 Midsize Business Tele

Discussion

Guide


Prepare


What is Office 365?

Office 365
b
ring
s

together
Microsoft
Office 2010 with cloud
-
based shared documents, instant
messaging

(IM)
, web conferencing
,

and the power of Exchange Online

an

industry
-
leading
business
-
class email
service
with 25
-
gigab
y
te (
GB
)

mailboxes
and

built
-
in layers of antiv
irus and
anti
-
spam protection
.

Office 365
provides
enterprise
-
grade tools for a predictable monthly cost and
no upfront infrastructure investments

and it’s
backed by the robust security and guaranteed
reliability expect
ed

from a world
-
class service provide
r.


What does
Office
365
include
?

Office Professional Plus

The world’s leading productivity tool now seamlessly connected
and delivered with cloud services.
Learn more
.

Exchange Online

Cloud
-
based email, calendar, and contacts with always
-
up
-
to
-
date protection from viruses and spam.
Learn more
.

SharePoint Online

Cloud
-
based service for creating sites to connect colleagues,
partners, and customers.
Learn more
.

Lync Online

Cloud
-
based IM, presence, and online meetings with PC
-
audio,
video conferencing, and screen sharing.
Learn more
.


Who is the target customer/audience?

Customer

Midsize businesses with 50

250 PCs with IT services provided by

internal IT employees or a partner

Audience

Business owner or IT
decision maker


What
are the pricing options
?

Office 365
has different plans
designed to fit
different company sizes and needs:



Plan
P1

for
professionals and small businesses



Plan K Family

for kio
sk workers



Plan E Family

for
midsize businesses and enterprises

The focus of this guide is to help partners sell Plan E Family which can be described as:



With more th
an 25 PCs

today.



Needing Microsoft Active Directory® to sync/manage user groups
.



Needing advanced
email
archiv
ing

capabilities for legal compliance
.



Needing support for Blackberry Enterprise Server (BES)
.



Growing to
more than
50 PCs
in the near future
.



Wanting 24×7 phone support rather than just community support
.

IMPORTANT: Plan P does not allow more than 50 users

and there is currently
no easy
migration path

from Plan P to Plan E. This means a Plan P customer growing beyond 50 users
will have to rebuild its environment and platform under Plan E.


Which
specific
plan

should I sell
?



Ideal:

Office 365 Plan E3 (includes the Office Professional Plus subscription
)



Other
Plan E
options:



Plan E4:
A
dds voice capabilities (note: currently requires an on
-
premises Lync Plus Server)



Plan E2 or E1: For customers
not

interested in a subscription to Office Professional Plus



Secondary:

C
omponents of Office 365

(
Exchange Online
,
SharePoint Online
,
Lync Online
)



Additional opportunity:

Office 365 Plan K suites, for kiosk workers (
workers that
spend
about
5

to
10 percent

or less
of
their
time at a PC or share a terminal
; examples include
manufacturing
line workers, retail clerks, and mail couriers)

Office 365 Plan
E Family for Information Workers

Components

Suites







Voice
1








Plan
E4

$27/
user/
month
3

Office Professional Plus

(per
-
user

licensing
,
not

per
-
device)


Plan E3

$24/user/
month
3


Voice mail and advanced
archiv
ing
2

capabilities







I
nfoPath F
orms

and

Access,
Excel, and Visio Services







Office Web Apps




Plan

E2

$16/user/
month
3



Email, calendar, antivirus/


anti
-
spam, personal archive


Plan
E1

$10/user/
month
3




Collaboration portal





Conferencing





IM and presence





1

Voice
currently
requires
an
on
-
premises server
.

2

All plans include
basic archiving (
personal archiv
e
, e
-
discovery,
and
retention policies
)
; advanced
archiving
adds

archiving for

com
pliance
(ability to do a legal hold on a mailbox)
and has no
storage or time limitations.

3

Pricing
in US markets
.


Office 365 Plan K Family for Kiosk Workers

Components

Suites






Office Web Apps




Plan K2

$10/user/month
1

SharePoint Online Kiosk


Plan K1

$4/user/month
1


Exchange Online Kiosk



1

Pricing
in US markets
.


Learn more

about the Plan E and Plan K options.




4

|

Office 365 Midsize Business Telesales Guide


Call

This is a h
igh
-
level view of
the
recommended
call
sequence
:

1. Qualify

need


2. Sell the value of Office 365

by customer scenarios


3. Manage objections


4. Identify the best SKU

Identify customer scenario
(s)

and top
pain points


Scenario 1.

Old server


Respond to objections


Propose the best Office 365
stock
-
keeping unit (
SKU
)

for the customer

Scenario 2.

Growing needs

Scenario 3.

H
osted mail

Sc
enario 4.

Office
2003 or earlier

Work through the following detailed guide to identify areas of opportunity, sell the value of Office 365, manage objections
,

and
ultimately
propose the best SKU for the customer:

1.

Qualify need

W
hat email solution
are
you using today and how long have
you
been using it?

Probing questions:



How many mailboxes are you managing today? What’s your mailbox size?




How do you serve users with remote/mobile access needs?




How many of your users don’t have email today?



What are
you paying for separately (
for example,

antivirus/anti
-
spam, remote archiving,
Blackberry
Enterprise Server [BES]
)? How much are you spending for
these
?



Do you currently use Microsoft Office for your office productivity software? If so, what version?

If n
ot, what are you using?



What additional communication/collaboration capabilities do you provide users?

Listen for:



Concerns over
security




Heavy IT maintenance burden with existing IT infrastructure



Using older versions of Microsoft Office (in particular
Office 2003 or earlier
) or using
a mixed environment
,

creating compatibility issues and productivity challenges



Lack of communication/collaboration capabilities hindering productivity



Reliability issues and user frustration


Identify
relevant
scenario(s):

Scenario
1. Old server

Pitch:
On
-
premise
s

v
ersus

online

Go to
page
5

Scenario
2.
Growing needs

Pitch:

Turnkey p
roductivity

Go to
page
6

Scenario
3. H
osted mail

Pitch:

Microsoft
cloud/compete

Go to
page
7

Scenario
4. Office 2003 or earlier

Pitch:

The

湥n


䵩捲oso晴
l晦楣e

Go to
page
8

Profile



Has an email server or other infrastructure
nearing end of life (5 years

or fewer
)

(
for example

Exchange Server 2003,
Windows Small Business Server 2003,
GroupWise, Lotus Notes)



Fast
-
growing business with m
ultiple offices



Starting a
business

or
merger/
acquisition



Users demanding better collaboration tools



Limited IT staff

or
expertise



Currently using a hosted or web
-
based
email solution (
for example,

hosted
Exchange,
Internet service provide
r

[
ISP
]

pro癩d敤 敭慩lI
䝭慩l
)



Using Office 2003 or
an
earlier version

Top pain
points



Downtime



Facing high capital expenses for
server
upgrade

or
replacement



Heavy IT burden distracting IT from more
strategic activities



User dissatisfaction with limited capabilities



Lack of enterprise messaging and
collaboration capabilities lowering
productivity



Remote access for new satellite o
ffices



Lost time

or
fragmented experience from
separate point solutions for email,
collaboration,
instant messaging (
IM
)
, or
communications security



Problems with integration, functionality,
and ease of use



Concern over reliability

or
security




Lack of
control over email administration



Downtime



Facing high capital expenses to upgrade
(typically ties productivity suite upgrade
with PC refresh cycle)



Limited support for mobile workers



User frustration at limited capabilities

Selling

points



No server upgrade costs



P
redictable monthly costs



Robust security and 24×7 reliability




Easier IT



Easy deployment of enterprise
-
grade tools



N
o upfront infrastructure investments

and
predictable monthly cost



Integrated experience with access from
virtual
ly anywhere/any device



Integrated, familiar productivity platform



Robust security and financially backed
99.
9

percent availability guarantee



Easier IT



24×7
IT
support



T
he latest productivity
features

in Microsoft
Office,
integrated with

web
-
based
communica
tion/collaboration
services



Support for flexible, mobile work style



No need to purchase licenses upfront


2.

Sell
the value of
Office 365.

Use scenario
-
specific guidance based on what you have learned about the customer
.




5

|

Office 365 Midsize Business Tele

Discussion

Guide


Scenario
1:
Old server

Probing questions:



Are upgrade costs preventing your business from having the latest messaging and
collaboration capabilities?



Are you under pressure to increase storage and mailbox size while keeping costs down?



How often do you experience unplanned
downtime with your email solution?



How much time do you spend managing your existing email solution and troubleshooting
problems?



Do you have a plan for business continuity (disaster recovery)?

Listen for:



Prohibitive capital expenses a hurdle to
upgrading technology



Reliability and availability issues



Significant burden on IT resources to manage existing infrastructure, pulling staff away from
more strategic work



User frustration with limited capabilities



Concern over ability to recover data in e
vent of loss (stolen PC, natural disaster)

Pitch: On
-
premise
s

v
ersus

online


VALUE


Avoid server upgrade costs
.

You get the latest enterprise tools

i湣汵ni湧 b畳i湥ns
-
捬css 敭慩l wit栠㈵
-
gig慢yt攠E䝂) m慩lbox敳

wit桯畴⁨h癩湧 to 異gr慤攠yo畲 s敲癥vEs).

Predictable monthly costs.

You
get predictable monthly costs

with a variety of available plans
,
pay
ing

for just t
he services you need
.


Convergent Computing

p慶a湧
mor攠t桡渠r.p.A
㔱OI〰〠慮湵慬ay t桲o畧栠l敳s 䥔f慤mi湩ntr慴楯測 r敤畣敤 桡hdw慲攠湥敤sI 慮a s慶a湧s o渠t桩hd
-
p慲ty prod畣us
.

Crisis C慬l C敮e敲

q
rimm敤 t散桮ology m慮慧敭敮e work by ␲〬〰〠慮湵慬ay 慮a 敬imi湡n敤 愠r散畲ri湧 捡cit慬 數p敮e攠o映␱㔬〰M
.

mo慲捨cB慮a o映Cr敥e 䥮di慮a

A
癯id敤 愠␳〬〰〠捡cit慬 數p敮ee

pl畳 ␳I〰〯y敡e 景r s数慲慴攠m慩l
-
晩ft敲i湧 s敲癩捥c慮a s数慲慴攠disast敲 r散e癥vy 晡捩lity.




SECURITY


Don’t worry about data

availab
ility
.

You get a financially backed 99.9

percent availability guarantee
, with geo
-
redundancy and carrier
-
class data centers
.

Don’t worry about security

or
privacy.
Microsoft helps protect your
email with always
-
up
-
to
-
date antivirus and anti
-
spam protection and provides robust security, disaster
recovery capabilities, and a strict privacy policy.

Microsoft data centers use state
-
of
-
the
-
art hardware and redundant power supplies and have 24
-
hour se
cured access.


Poarch Band of Creek Indians


B敦
or攠䕸捨慮c攠l湬n湥I w攠桡h 敭慩l o畴慧敳 o湣攠愠w敥eI 慮a 湯n 敭慩l is 異 慬l t桥htime
.”

ptimso渠iumb敲


䥴 畳敤 to t慫攠異 to 慮a桯畲 p敲 敶敮琠瑯er敳tor攠
敭慩l s敲癩捥c tit栠䕸c桡湧攠l湬nn攬 w攠b敮敦楴e晲om g畡u慮a敥e p敲景rm慮捥a慮a 慶ail慢ility.


mri癡捹 by
a
敳ign

䵯r攠t桡渠㐰 䵩捲oso晴 敭ploye
敳 景捵c o渠priv慣a 晵汬 tim攠慮a 慮at桥h 㐰〠s異port pri癡捹 慳 part o映t桥楲 jobs.

C敲ti晩捡tion

䵩捲oso晴 捬c畤 i湦n慳tr畣u畲攠桡h 慣桩a癥v pAp 㜰 呹p
攠䤠f湤 呹p攠䥉 慴a敳t慴楯湳 慮a 䥓l⽉䕃 ㈷〰1W㈰〵 捥cti晩捡tio渮




EASY IT


Reduce

your

IT burden.

You will eliminate the associated server
maintenance
when you eliminate your server(s). You just deploy quickly and easily and then
manage your Office
365 services and users from a single, central administration console.

Stay up to date easily.

Patches, updates, and back
-
end upgrades are automatically applied, while you retain control over when to deploy major changes.


Kindering Center

p
p敮es ㄵ p敲捥湴 l敳s tim攠o渠敭慩l m慩nt敮慮c攠慮a ro畴i湥n慤mi湩ntr慴楶攠t慳ks
;

i湣牥慳敤 syst敭 r敬i慢ility
.

BridgeView IT


As 愠湯湴散n湩捡n p敲so測 䤠捡渠慤d 愠畳敲 癥vy 敡eily 畳i湧 t桥h
o湬n湥n捯湳ole
.”

CIO,

Coca
-
Cola Enterprises

as quoted by Chris Capossela, Senior VP, Microsoft Office Division

“I’m not going to
beat my competition by running Exchange better than them…I’m
betting on you to run Exchange for me, and I’m going to actually take that money and those people and I’m going to focus them

o渠str慴敧i挠䥔fproj散es t桡h 桥汰 m攠di晦敲敮ei慴攠
晲om my 捯mp整ito
r.”




Key
messages

Proof
points

Key
messages

Proof
points

Key
messages

Proof
points


6

|

Office 365 Midsize Business Tele

Discussion

Guide



Scenario
2:
Growing needs

Probing questions:



What tools do you have in place to enable employees in
different
locations to work
together (
for example,

instant messaging [
IM
]
, file sharing, collaborating on content,
meeting online)?



How do your
mobile workers access information and stay productive on the road? Do
they have anywhere access to their email and shared calendars?



How many times each day do your users need to log in to a different service or tool?



How much time do you spend managing an
d troubleshooting your communications and
collaboration tools?



Do you feel your current IT infrastructure gives you the flexibility you need to grow?

Listen for:



Only limited capabilities for communication: limited or no remote access to email and files,
no
shared calendars, consumer
-
grade IM service separate from company address book and email
system



No online meeting tools or using an expensive third
-
party solution that is separate from
email/calendar tools



Struggle to integrate point solutions, costing
time for IT resources and productivity for users



Upfront capital expenses a blocker to investing in more advanced capabilities

Pitch:
Turnkey p
roductivity


EASY IT


Deploy
and add users
quickly and easily
.

You avoid the need to deploy and manage on
-
premises servers for communications. It’s simple to sign up and add users as required

yo甠m慮慧攠慬l o映yo畲 s敲癩捥c 慮a 畳敲s 晲om 愠si湧l攬 捥湴r慬 慤mi湩ntr慴楯渠捯湳ol攮 䥴 will 敡eily s捡c攠to m敥e yo畲 湥
e
ds 慳 yo畲 b畳i湥ns grows.


Archiver

s


t攠w敲攠慢l攠to roll o畴 t桲敥e慰pli捡cio湳 to 㐵 stor敳 i渠j畳t t桲敥ed慹s
.”

pt慳敲 Co湳畬瑩湧 䝲o異

“If we need to support 150 people
, we can get 150 people up and running in a matter of days.”




PRODUCTIVITY


Deliver integrated tools.

You get single

sign on access to enterprise
-
grade
email, shared calendars,

shared documents,

IM
,
and
web conferencing
,

plus
Office
2010
. Imagine how
much more productively your users will work with integrated features such as access to presence information in their email pr
ogram, the option to initiate an IM or audio call from
a shared workspace, and the ability to edit a document at
the same time as someone else.


Competitiveness

䵯癥v 晲om 䝯ogl攠AppsI t敢䕸I 慮a ot桥h tools to o癥v捯m攠t
桥hm畬瑩uli捩瑹 o映p慳swords 慮a 畳敲 i湴敲晡捥fI poor i湴敧r慴楯測 a湤 i湣潮nist敮e l敶敬s o映
晵湣tio湡nity
; 湯n 桡h
si湧l攠sign


I

“frictionless”

i湴敧r慴楯渠
b整we敮e慰pli捡cio湳I 慮a
o湬n湥na
湤 o晦汩湥n
慣捥as.


If the customer relies on customer relationship management (CRM), consider pointing out how Office 365 and Microsoft Dynamics
®

CRM Online
business software
are designed to
work together to provide a familiar and
integrated experience. (
Learn more

about selling Microsoft Dynamics CRM and Office 365 together.)




ANYWHERE
ACCESS


Enable access from virtually anywhere.

Y
our staff can work from virtually anywhere on nearly any device

mCI 䵡挬
ti湤ows m桯湥h
imho湥n A湤roidI 慮a Bl慣ab敲ry. As lo湧 慳
t桥h

桡癥h
t桥楲
l慰topI r敧慲dl敳s


w桥h桥h
they’re
i渠

桯瑥氠or
t桥
o晦楣攬
t桥h
桡癥h
慣a敳s to
t桥hs慭攠捡c慢iliti敳
I

i湦潲m慴楯n
I

慮a p敯pl攬 wit桯畴敥hi湧 愠癩rt畡u pri癡瑥v
湥nwork Esm丩.
䕶敮bwit桯ht 愠
l慰topI
t桥h 捡渠still
慣捥as

t桥楲
m慩l
t桲o畧栠愠
brows敲

Ei湣汵ni湧 iy湣n景r 䥍f慮a o湬n湥nm敥ei湧s).


Archiver

s

“W
e set up a mailbox and it is instantly available. Our users can work from anywhere and they don’t have to change any
s整ti湧s
.”




VALUE


Avoid

upfront infrastructure investments.

You get the latest enterprise tools without having to invest in a server infrastructure. You pay for just the services you ne
ed, choosing
from a variety of plans based on what your users require (
for example,

the kiosk option provides lower
-
cost, basic ca
pabilities for users without a desk).

Eliminate point solutions.

You get a suite of integrated productivity capabilities, so you can minimize the cost and hassle of integrating point solutio
ns.


EurosportBET


tit栠癩rt畡uly 湯n異
-
晲o湴 捯stsI w攠捯畬u 慬lo捡c攠mor攠r敳o畲捥c to b畩udi湧 o畲 w敢sit攬 sig湩晩捡湴ly r敤畣楮u t桥htim攠t桡h it took to st慲t

r敡eizi湧 r敶敮略


k敹 b敮敦楴e景r 慮a 湥n 捯mp慮a
.”

Br慤s桡h C t敩l


cor o湬n 慢o畴 x售p.z

$100 a month, we’ve solved all the initial problems we had with Google Apps, and we’re adding extensive instant messaging, do
捵m敮e
s桡hi湧 慮a stor慧攬 work晬fwI 慮d 捯湦敲敮捩湧 捡c慢iliti敳. 呯 g整 t桩
s ki湤 o映t散桮潬ogy 畳i湧 tr慤itio湡n on
-
sit攠t散e湯nogy wo畬u cost 畳 慴敡et ␱㔬〰〮




䭥h
m敳s慧敳

mroo映
poi湴s

䭥h
m敳s慧敳

mroo映
poi湴s

Cross
-
s敬l

䭥h
m敳s慧敳

mroo映
poi湴s

䭥h
m敳s慧敳

mroo映
poi湴s


7

|

Office 365 Midsize Business Tele

Discussion

Guide




Scenario
3
:
H
osted mail

Probing questions:



How confident are you that your information is adequately protected against viruses and spam?



Do you know where your
data is stored and the privacy policy that governs its management?



Are you able to control the email settings you care about,
such as

user permissions and when updates
are installed?



Are you getting the reliability that you require from your hosted solutio
n?



How is your information protected in case of natural disaster? Is
it

replicated on geo
-
redundant servers?



How easily can your users switch between their productivity, communication, and collaboration tools?
Do these tools work in the same way, with a si
milar interface?



How much effort does it take to connect your communication and collaboration tools?



Do you have access to support as and when you need it?

Listen for:



Concern about security



Concern about privacy



Issues with reliability: unplanned
downtime costing productivity



User frustration with unfamiliar interface or having to juggle multiple different
tools



Too much time spent troubleshooting problems with integration



Limited or no support available

Pitch: Microsoft cloud/compete


SECURITY


Get robust security.
Office 365 provides
continuous data backup, disaster recovery capabilities, geo
-
redundant data centers, and a strict privacy policy
.

Get
24×7

reliability
.

Microsoft provides a financially backed 99.9 percent availabi
lity guarantee.

Stop worrying about viruses and spam.

Exchange Online
includes

built
-
in antivirus
/
anti
-
spam filtering protections

(through
Microsoft
Forefront
®

Online Protection for
Exchange)

that handle over 90 million messages to 7 million users around
the world every day, so they’re updated to address new virus and spam threats

慳 soo渠慳 t桥h app敡e.


Apm䕑 iimit敤


t攠桡癥h湯t 桡d 慮ao畴慧攠si湣攠w攠d数loy敤 䕸捨慮ce

l湬nne
.”

Br慤s桡h C t敩l

“…
t桥h攠w敲攠a f
敷 tim敳 w桥渠䝯ogl攠異gr慤敳 k湯捫敤 o畴 o畲 敭慩l 捯mpl整敬y.


䝯ogl攠r敬i慢ility

f
ss略u wit栠i湡捣敳sibility o映䝯ogl攠
䑯捳 r散敮ely 慦晥捴敤 㐠p敲捥湴 o映glob慬 畳敲sI i湣汵ni湧 som攠敮e敲pris攠捵ctom敲s.

呲畳t敤 by l慲g攠敮e敲pris敳

Co捡cCol愠䕮b敲pris敳 E㜲I〰〠敭ploy敥e); ey慴a eot敬s E㔶I〰〠employ敥e); 䝬dxopmith䭬h湥nE㄰〬〰〠employ敥e; 捯湦楤敮ei慬 p
慴楥湴 d慴愩
.


PRODUCTIVITY


Get more than just email
.

Y
ou get email (including 25
-
GB mailboxes and a full offline experience)
plus

the latest and most complete set of business tools available from Microsoft,
all seamlessly integrated.

Provide a
familiar experience.

With tools that work like and with the tools your users already know, you won’t need to worry about time
-
捯湳畭i湧 tr慩湩湧 s敳sio湳 慮a
dow湴im攠w桩h攠yo畲 畳敲s 慤j畳t. t桥t桥h 慣捥asi湧 敭慩l 晲om t桥hr mobil攠p桯湥hor worki湧 o渠愠
do捵c敮t t桲o畧栠t桥hbrows敲I t桥 tr慮aitio渠is s敡浬敳s.


䥮t敲te挠Co湳畬瑩湧

tit栠th攠mo癥v晲om 桯ht敤 iot畳 乯t敳I e
m慩l
異time

w敮e

晲om 㠹 to 㤹.9

p敲捥湴

慮a prod畣ui癩ty i湣牥慳敤 慴敡et o湥n桯畲

p敲
d慹

p敲
敭ploy敥e

C敮e
e
r m慲捳


周攠l慣a o映b慳i挠晵湣tio湳 i渠䝯ogl攠AppsI lik攠捵c
-
慮a
-
p慳t攠b整w敥渠慰pli捡cio湳I res畬瑥u i渠桵hdr敤s o映桯畲s o映lost prod畣ui癩ty 敡捨emo湴h
.”

l癥vl慮a pol畴io湳


tit栠䵩捲oso晴I w攠got 捯ll慢or慴楯渠捡c慢iliti敳 慮a t桥h晵汬I
ri捨c數p敲i敮捥eo映l晦楣fI i湳t敡e o映愠癥vy limit敤 敮癩ro湭敮e wit栠䝯ogle
.”

呡湤敭 B畳i湥ns pp散e慬ists

䕭ploy敥e 慲攠s慶a湧 t桲敥eto 晩f攠桯畲s

p敲
w敥e 慦a敲 t桥hmo癥v晲om m畬瑩ul攠poi湴 sol畴io湳.


EASY IT


Minimize IT labor.

You get productivity, communication, and collaboration capabilities designed to work together and with the tools you’re alrea
dy 畳i湧 so yo甠捡渠sp敮e l敳s
tim攠d敡ei湧 wit栠i湴敧r慴楯渠probl敭s 慮a 慤d
-
o湳. cor 數慭pl攬 bx捨慮c攠l湬nn攠w慳 慲捨楴散t敤 to

work 晬fwl敳sly wit栠
t桥h䵩捲oso晴
l畴look
® m敳s慧i湧 慮a 捯ll慢or慴楯渠
捬c敮e
. ft 捡渠慬so s異port
Bl慣ab敲ry 䕮b敲pris攠p敲癥v E
B䕓
)
.


Get 24×7

support.

Office 365 offers IT
-
level phone support 24 hours a day, every day of the week.


Datatune



we’re getting everything we had with Google Apps, but we don’t have to spend all that time managing and gluing the pieces tog
整桥h
.”

䥮t敲te挠Co湳畬瑩湧

㌰ p敲捥湴 less work 景r 䥔fst慦映慦a敲 mov
i湧

晲om 桯ht敤 iot畳 乯t敳 m敳s慧i湧 syst敭.

A
isle
T

“[With Google],
th敲攠w慳 慬most 湯ns異port 慴⁡ll
.” “
䤠捡渠捡cl 䵩捲oso晴 慮atim攠慮a r
敡捨e愠s異port p敲so渠wit桩渠愠晥f mi湵n敳
.”

Apm䕑 iimit敤


䵩捲o
so晴 w慳 慬w慹s 慶ail慢l攬 r敡eyI 慮a respo湳i癥
.”

Br慤s桡h C t敩l


䤠浡f攠s敶敲慬 畮u畣捥us晵氠慴aempts to 捯湴a捴 䝯ogl攠景r 桥汰.


Bridge
s
i敷 䥔


t攠捯畬u o湬n de慬 wit栠䝯ogl攠o癥v t桥hw敢

. te 捯畬u s畢mit 慮a敭慩l m敳s慧攬 b畴 w攠數p敲i敮捥e 愠㜲
-
桯畲 t畲湡ro畮u
.”

Key
messages

Proof
points

Key
messages

Proof
points

Key
messages

Proof
points


8

|

Office 365 Midsize Business Tele

Discussion

Guide




Scenario
4: Office

2003 or earlier

Probing questions:



Are you ready to upgrade your
productivity suite? What is the biggest hurdle?



How well do your current tools support today’s more mobile and flexible work style?
C慮a
畳敲s

慣捥as t桥hi湦潲m慴楯渠t桥h 湥敤 to st慹 prod畣ui癥v晲om 慮aw桥h政



How many different productivity software licens
es do you have to track for your various
users
,

computers
, and versions
?

Listen for:



Limited support for mobile workers; p
ersonal e
mail or USB drives used to transport files

(
no
web
-
based access to files or email
)



User frustration at limited and dated fun
ctionality



Software license cost an impediment to upgrading software

Pitch:
The

new


Microsoft
Office


PRODUCTIVITY


M
icrosoft Office is m
ore than just Word, PowerPoint, and Excel

-

Office 365 introduce
s

some great features to help
you

do more
.

Create
,

manage
, and share

content more easily.

Whether your users are
collaborating

wit
h each other or with customers,
working with
content can be easier than ever:



By m
anag
ing

documents centrally
online

with personal (My Site), team, and intranet sites
, you can make it easier for users to find

content
, share

files without having to
email them around
, and even
work in the same file
simultaneously
.

Users can
also
quickly save Office
files

online
right from

within their document with Backstage™ view.



People
S
earch helps users find and collaborate
on content
with the right person based on skills, reporting line, or location.



With extranets, you can simplify how you share content with customers, particularly
when files are too large to email or version control is important.


And i
f you can’t
m敥e wit栠c畳tom敲s i渠p敲so測 yo甠捡渠湯n bro慤捡ct pr敳敮e慴楯湳 i湳t慮aly o湬n湥n rig桴 晲om mowermoi湴.



PowerPoint now includes video
-
editing tools, while SharePoint provides
multi
media management capabilities (for organizing and storing video files).



F
or improved
business
insight, you can use data analysis tools (such as sparklines and slicers) to spot tre
nds, plus you can share data internally through Excel
Services
or
Access Services in the browser (for a single “version of the truth”).

Manage your business better
.

Office 365 can help you understand and manage your business better:



You can help eliminate
waste and inefficiency by replacing paper forms with electronic forms.



With out
-
of
-
the
-
box workflows, you can eliminate the need to email documents around for approval. Furthermore, with Visio Services, you can g
et a visual
overview
of
the process and actu
ally see
where your document
is at
within the workflow
.



ASPEQ Limited

呲慮aitio湥n 晲om l晦楣攠㈰〳 to 䝯ogl攠Apps b畴 d散e
敡e敤 晵湣tio湡nity 慦晥捴敤 prod畣ui癩ty; lf晩捥f㈰㄰ pro癩d敳 f慭ili慲 數p敲i敮捥e慮a 敮桡e捥c 晥慴fr敳.

B敬s桩hs 䵡湡n敭敮e pi湧慰or攠mt攠itd

torks 慢o畴 ㈰ p敲捥湴 晡st敲 wit栠i湴畩瑩癥ui湴敲晡捥c

䕲r
慥湥asi 䭯湳tr畫si湤o

呩m攠sp敮e o渠d慴愠r数orts r敤畣敤 by
abo畴
㈵ p敲捥湴.

䵥lo C慭pos Ad癯g慤os Asso捩cdos

n
畩捫 r慭p
-
異 wit栠癥vy littl攠敮e 畳敲 tr慩湩湧 r敱畩u敤.



ANYWHERE ACCESS


Stay in touch from virtually anywhere.

Users can access email

from nearly any device (PC, Mac, Windows Phone, iPhone, Android, Blackberry) and browser (Internet Explorer,
Firefox, Safari).

Support distributed and mobile work.

Office 365 makes it easier for users to work from virtually anywhere

without having to use a virtual private network (VPN)
. For example:



With Office Web Apps users can view and make light edits to
Microsoft
Office files from almost any device with a browser.



SharePoint Workspace provides a seamless online/offline experienc
e for shared documents.



Co
-
authoring lets people in different locations
edit the same file
online at the same time.



When users are collaborating, they can see if a
colleague

is free or busy and start a call or instant messaging (IM) conversation right from within their Office document.




O
nline meetings
help improve collaboration at a distance and reduce the need for travel
.



Shared online digital notebook
s

with OneNote make it

easy to capture team
ideas and
notes in a central location from virtually anywhere.


Atkins Ferrie Chartered Accountants

p慶as 慮a敳tim慴敤
㄰ mi湵t敳

p敲
d慹

p敲
敭ploy敥ewit栠敡ei敲 do捵c敮t s桡hi湧.

i3solutions

䕡bi敲 do捵c敮e 慣捥ss

慮a
敤iti湧 景r r敭ot攠敭ploy敥e 慮a 捵ctom敲s pl畳 捯
-
慵a桯hing 桥汰敤 r敤畣攠proj散e r敶e敷 tim敳 by 㤰 p敲捥湴.

䵥lo C慭pos Ad癯g慤os Asso捩cdos

䑯捵c敮t t畲湡nou湤 tim敳 桡h癥v wit栠捯
-
慵a桯hi湧.



VALUE


Stay current without buying
licenses upfront.
A subscription to Office 365
Plan E3 or E4
include
s

a subscription to Office Professional Plus

2010
, giving you access to
the latest
Microsoft Office productivity suite without having to purchase
licenses

outright
. This can help significantly lower your
capital expenses when upgrading versions
. It can also

simplify

licensing,
because
Office 365 licenses are per

user, not per

device
. Office Professional Plus 2010 includes
Microsoft
Word, Excel, PowerPoint, Outlook, OneNote, Publisher, Access,
InfoPath, Sha
rePoint Workspace, and Lync, plus Office Web Apps.


If
the customer is interested in upgrading to Office 2010 along with a PC refresh to Windows 7, consider introducing Windows Int
une
™ software and services
I w桩捨hd敬i癥v 捬c畤
-
b慳敤 mC
m慮慧敭敮t 慮a s散畲ity 捡c慢iliti敳 慬o湧 wit栠異gr慤攠rig桴s to ti湤ows 㜠䕮b敲pris攮 E
ie慲渠more

慢o畴 ti湤ows 䥮tu湥n)


Key
messages

Proof
points

Key
messages

Proof
points

Key
messages

Cross
-
sell


9

|

Office 365 Midsize Business Tele

Discussion

Guide


3.

Manage
o
bjections

Google

Google Apps is easy to use and
provides all
the functionality we
need.



After switching to Google Apps, many users find that even routine tasks take more time than necessary because of the unfamili
ar interface and
limited

online help.
Sometimes features appear not to work, and tasks that used to be e
asy to complete take extra steps.
Show your customer a view of the same document opened in
Word
Web App vs. Go
ogle Documents

or the same spreadsheet opened in
Excel Web App vs. Google Spreadsheets
.



With Office 365, y
ou get a familiar Microsoft Office experience natively integrated with shared documents,
instant messaging (
IM
)
, and online meeting capabilities. To
integrate Google with
Microsoft
Office and Exchange requires partner solutions and add
-
ons, and you still l
ose some functionality in the process.

Google Apps is cheaper or even
free.



The price may seem attractive, but Google Apps is missing critical features and functionality that you get at no additional c
ost with Office 365. The labor and cost of
adding third
-
party solutions or add
-
ons (such as for directory services; Outlook integra
tion; bulk email migration; mobile sync of email, calendar, and contacts) can
quickly add up.
See the
Counting the Hidden Costs of Google Apps

white paper for more information.



The “free” option is only available for up to 10 users; after that it is $50 per user per year.

Google Apps will be easier for
me to deploy
and manage.



The process of
migrat
ing

email messages, contacts, tasks, folders, and other data from messaging solutions such as Exchange Server

to
Google Apps
can be a real
burden
for
IT teams
.



You need to install special software to migrate contacts from
Outlook and an add
-
on to migrate organization
-
wide contacts. You can’t migrate tasks or distribution
listsI so yo甠m畳t re
-
捲敡瑥et桯h攮
See the
10 Ways that Microsoft Exchange Works Better with Microsoft Outlook than Google Gmail Does

white paper for more
information.



Some customers report issues with getting support from Google. With Office 365, you have 24×7 access to IT
phone
support with a native speaker of your language.

Google is a trusted company.
Why should I worry about
privacy?



Google can see and save all customer data and
reserves the right to use it at will
.



Contextual ads in Gmail for the free Google Apps (formerly known as the Standard Edition) require

the scanning of company and personal email and conversation
content, which may not be appropriate for the workplace.

Google
Apps is simple

for me to
understand
.



Google’s approach is “one size fits all.”



Office 365 has a variety of plans for different segments and even
different
types of workers (information workers
versus

kiosk or deskless

workers), so you pay for just
the services you need.



Office 365 gives you the option of combining online services with on
-
premises solutions if you already have those in place.

Find

guidance
,

information
, and resources

on

Google Apps v
ersus

Office 365

at
http://sharepoint.microsoft.com/businessproductivity/en
-
us/Why
-
Microsoft/Pages/google
-
apps.aspx
.

Data
loss
/availability

How can I be sure you
will keep
my data safe?



Microsoft Online Services
, including Office 365,

are designed from the ground up to be
highly
secure.
They use
multiple virus scanning engines to provide premium
anti
-
spam and antivirus protection. Your data is replicated in geo
-
red
undant data centers to help protect against data center

wid攠or lo捡ciz敤 湥nwork 晡fl畲敳. A湤
䵩捲oso晴 桡h
愠m畬瑩uim敮eio湡n 慰pro慣栠to 桥汰 s慦敧畡ud
t桥

ser癩捥c 慮a pri癡捹 of yo畲 d慴愬 i湣汵ni湧 pAp

㜰T
呹p攠䤠f湤 呹p攠䥉 慴a敳t慴楯湳
慮a
䥓l⽉䕃
㈷〰ㄺ㈰〵
捥cti晩f慴楯n.



To create a trusted environment for customers, Microsoft develops software, services, and processes with privacy in mind. Mic
rosoft is vigilant in compliance with
global privacy laws: its privacy practices are derived, in
part, from privacy laws gathered from around the world
.
The privacy statement for Microsoft Online Services
can be found at

http://www.microsoft.com/online/legal
.

How do I know my data will be
available when I need it?



Office 365 provide
s

peace of mind with
a
financially backed
99.9

percent
uptime guarantee: i
f your data is not available 99.9 percent of the time,
Microsoft
will give
you some money back
.


Reluctance to upgrade now

Office 2003/2
007 is working just
fine for us. Why should we
upgrade now
?



Moving to current software
can help
enhance your productivity

and

professionalism.
Beyond new features and capabilities,
Office 2010 has
improved everyday
essentials, which
can
help
make your people
immediately
more productive on the tasks they do every day
.



Office 2010 makes it easier to work with
both
the cloud services included with Office 365 and
modern servers (
such as

SharePoint and Exchange)
.



Mainstream support for Office 2003
ended in 2009. Extended support ends April 2014.

I’d rather not move to a new
捬c畤 s敲癩捥cso soo渠慦a敲 its
release. Shouldn’t we wait until
慮a probl敭s 桡癥hb敥渠
慤dr敳s敤?



Although
it’s
愠湥n s敲癩捥co晦敲i湧I
l晦楣攠㌶㔠
draws on Microsoft’s extensi
癥v數p敲i敮捥c
worki湧 wit栠b畳i湥ns敳

慮a
i渠
t桥h捬c畤.

䵩捲oso晴 桡h o癥v ㄵ y敡es o映
數p敲i敮捥ei渠d敬i癥vi湧 捬c畤 s敲vi捥c 慮a o癥v ㈰ y敡es o映數p敲i敮捥ei渠b畩udi湧 敮e敲pris攠so晴w慲攮



There are over 40 million paying customers of Microsoft Online S
ervices
,

including 5
0

percent of Fortune 500 companies.
T
he
Microsoft
Business Productivity Online
Suite,
the predecessor to Office 365,
is trusted by companies like
McDonald’s, Coca
-
Col愠䕮b敲pris敳
I 䕮敲biz敲
I 慮a pt慲b畣歳 Corp.




There are 16,000
partners committed to Office 365
,

and it’s available in 40 countries

慮a lo捡ciz敤 i湴o ㈰ l慮a畡u敳
.







10

|

Office 365 Midsize Business Tele

Discussion

Guide


4.

Identify the best SKU


IMPORTANT:
For customers who are

only

interested
in m
oving

a particular workload to the cloud,
mention the stand
-
alone offerings of
Exchange Online
,
SharePoint Online
, and
Lync Online
.

Close

1.

Confirm pain, vision, budget, timeline, and decision maker.


2.

Identify

follow
-
on
activities

needed to close the sale
.
These may
include migration planning, competitive differentiation, or a training plan. Resources include
:

Office 365
Beta

Encourage
your

customer to sign up for
the public beta
.

Point customers to:
http://www.office365.com

Office 365 demos

Invite
your

customer to view Office 365 demos. The Demo Showcase site
includes several demos designed to help customers visualize the potential
benefits of Office 365.

Point

customers to:
http://demoshowcasesuite.com/Theme/ThemePage/Office365

Why Microsoft?

For customers considering competitive offerings from Google Apps, IBM,
Cisco, and OpenOffice, the
Why Microsoft
?

site can address some of their
questions and give them information on why they should choose Microsoft.

Point customers to:
http://www.whymicrosoft.com

Webcast:
Transforming Your
Communications
and Productivity
with Office 365

Invite your customer to watch this 100
-
level on
-
demand webcast to learn
more about Office 365 and how it can help them save time and money and
free up valuable resources. (Visit the
Microsoft World Wide Eve
nts site

for a
list of additional Office 365 webcasts and events.)

Point customers to:
https://msevents.microsoft.co
m/CUI/WebCastEventDetails.aspx?EventID=1032
458333&EventCategory=5&culture=en
-
US&CountryCode=US


Datasheets and
other supporting
content

Send your customer information on Office 365 to help them learn more
about its potential for their business. Examples i
nclude:



Office 365
d
atasheet



Office 365 Beta datasheet for enterprises



Office 365 Top Reasons to Buy



Office 365 Enterprise
c
ustomer
l
eave
-
b
ehin
d



Service Level Agreement for Microsoft Online Services



The Microsoft Office 365 Buyer’s Guide for the Enterprise

Technical
resources

Email
your customer
links to technical resources

for IT decision makers
.
Examples include:



TechNet articles:

o

Microsoft Office 365: Boost Your Business Productivity

o

Microsoft Office 365: Make a Smooth

Move to the Cloud


o

Microsoft Office 365: Stepping Stone to the Cloud



Online help:

o

Introduction for Office 365 Administrators


o

Prepare for Email Migration or Coexistence

o

Migrate All Exchange Mailboxes to the Cloud

o

Migrate a Subset of Exchange Mailboxes to the Clo
ud with a Staged
Migration



Office 365 Beta Deployment Guide for Enterprises



Of
fice 365 Beta Service Descriptions




Plan E3

Customer doesn’t want to license Office
2010 with Office 365.

Plan E2

Customer doesn’t want Office
Web Apps.

Plan E1

Plan E4

Customer wants voice capabilities.

The starting
point for every
call and the
most common
plan selected by
midsize
customers.

Typically
selected by
customers that
also want to
replace or
enhance a PBX.

Typically
selected by customers who have purchased Office 2010
licenses already. For customers with Office 2007 licenses, the best
way to upsell from E2 to E3 is to:


Emphasize advanced functionality that comes with E3, such as
voice mail and advanced archiving.


Expl
ain the pricing discount built into E3. For example, it costs
$4 to add standalone archiving to E2, or $16 (E2) + $4
(archiving) = $20; E3 costs $24, which essentially adds an
Office 2010 subscription for only $4 per user per month.

Typically selected by customers who are currently using the
Business Productivity Online Suite and don’t see the need for
Office Web Apps. The best way to upsell from E1 to E3 is to:


Use the “new” Microsoft Office pitch on
pag
e 8
.


Explain the value of Office Web Apps: users can view and edit
documents in full fidelity, through a browser on virtually any
computer (regardless of whether Microsoft Office is installed).




11

|

Office 365 Midsize Business Telesales Guide


Customer Evidence


This section includes BPOS case studies that were used throughout this guide to provide proof points to the Office 365 value
pillars.

Customer

# of
employees

Industry

Summary

A
isle
7

30

Advertising

After moving its 30 users from on
-
premises Exchange Server to
Google Apps
, Aisle7 had chronic problems with its email system. In the
nine months that the company used the Google unified message solution, it faced
daily issues with synchronizing email to Outlook,
managing meeting invitations, and managing contacts and

distribution lists

慮a t桥h捯mp慮a 桡d
difficulty getting support
from Google
.
After switching to the
Business Productivity Online Standard Suite
, the company’s IT department no longer has to field
d慩ly s異port 捡cls

慮a

Aisl攷eis
saving money

and taking

advantage of
advanced features that work seamlessly
.

Archiver

s

ㄲ1

pp散e慬ty 剥瑡楬i湧

Archiver’s

had established 45 retail outlets across the United States in less than eight years. The company’s POP3
-
b慳敤 敭慩l syst敭 湯n
longer suited the enterprise into which Archiver’s was evolving
I b畴 b
畩udi湧 慮aon
-
pr敭is敳 i湦n慳tr畣u畲攠wo畬u b攠捯stlyI 慮a
Archiver’s
t桲敥
-
p敲so渠䥔ft敡m did 湯琠桡癥ht桥htim攠or t桥hr敳o畲捥c to s異port it

tith

Exchange Online
, Archiver’s gained the
enterprise
-
class
features and services

it needed

without the cost of building

or the burden of managing

in
-
house infrastructur
e
.

ASPEQ Limited

99

Professional
Services

ASPEQ Limited wanted to reduce its IT management burden and focus on delivering solutions for its customers. But when the com
pany
adopted
Google Apps
, its messaging environment suffered from
decreased performance and functionality
. By migrating to
Exchange

Online
,
ASPEQ
restored the email functions

that its employees need while
enhancing its business performance
.

Atkins Ferrie Chartered
Accountants

20

Accounting
Services

Atkins Ferrie Chartered Accountants


pro晥fsio湡n b畳i湥ns s敲癩捥c w敲攠桩湤敲敤 by old敲 t散桮潬ogy t桡h m慤攠
i湴ra
-
o晦楣攠
捯mm畮楣慴楯湳

i湥晦楣ne湴

慮a re慭s o映捬c敮e do捵c敮ts 慮a 晩f敳 di晦楣畬t to m慮慧e.
Office 2010

has
helped them

streamline
document sharing and scheduling

and

enhanced email and file
-
sorting

capabilities
,

boost
ing

productivity to new levels
.

Belships Management
Singapore Pte Ltd

33

Transpor
tation &
Logistics

Belships upgraded to
Office 2010

with a view to enhancing productivity and its competitive edge.
The solution not only allowed users to
create
effective

presentations
, it also
saved employees time spent

creating corporate collateral
.

Bradshaw & Weil

9

Insurance

Bradshaw &

Weil sought a cloud
-
based solution to reduce its internal IT burden. The insurance agency initially selected
Google Apps
Standard Edition
, but after experiencing
difficulties with reliability, usability, and interoperability with email and wireless device
s
,
it switched to the
Business Productivity Online Standard Suite
. Now, the company spends
50 percent less time on IT management

and is in the process of implementing much richer document, communications, and workflow capabilities
.

BridgeView IT

45

Professional
Services

To provide customers with fast answers and employees with easy
-
to
-
use and reliable communications tools, BridgeView IT replaced its
on
-
premises email environment and Google document
-
sharing and instant
-
messaging services with
the

Business Productivity Onli
ne
Standard Suite
. By running email in Microsoft data centers, BridgeView IT is free to
focus on its core business

and
enjoys higher email
reliability
. The company
avoided spending $13,000

on a new messaging infrastructure and
saves $8,200 annually

on serv
er
maintenance and third
-
party backup software
.

Cent
e
r Parcs

5,000

Travel Services

Center Parcs deployed
Google Apps

to 250 employees for 18 months. After discovering that it
did not provide the

enterprise
-
grade
performance

that employees needed, it replaced Google Apps with the
Business Produ
ctivity Online Standard Suite
. Now, it
benefits

from
increased productivity

and a platform that supports
responsive guest service
.

Competitiveness

50

Management
Consulting
Services

Competitiveness
h
ad been running its virtual
global business using
Google Apps

and a dozen other
w
eb
-
based tools.
T
he
multiplicity of
passwords and user interfaces, poor integration, and inconsistent levels of functionality

were subtly undermining its ability to
conduct bu
siness effectively.
With
the
Business Productivity Online Suite
,

Competitiveness can now
access the majority of services it
needs from one provider, with
single sign

on and better integration between online and offline applications
.

Convergent Computing

80

Professional
Services

Convergent Computing (CCO) wanted to improve
reliable access to network resources for its 65 mobile consultants and reduce IT
administration for the 12 employees

at headquarters.
By combining
Microsoft Online Services

with its existing on
-
premises solution
,
CCO can manage its IT budget more closely and retire third
-
party products

saving $512,000 in costs annually

w桩h攠optimizi湧 its
b畳i湥ns prod畣ui癩ty sol畴io渠to 慣捯mmodat攠敶el癩湧 b畳i湥ns 湥敤s
.

Crisis C慬l C敮e敲



乯湰ro晩琠
lrg慮az慴楯湳

cor y敡esI t桥h湯湰ro晩琠Crisis Call C敮e敲 r慮aits 敮eir攠op敲慴楯渠o渠o湥n慧敤 s敲癥v t桡h w慳 slow 慮a 畮牥lia
bl攬 b畴 t桥h攠w敲攠湯n
晵湤s to 異gr慤攠it.
A晴敲
li捥湳i湧

t桥h
Business Productivity Online Standard Suite
,

its

employees
can now
access the latest
communications and collaboration software over the Internet. The strategy has
trimmed technology management

work by

$20,000
annually
and

eliminated a recurring capital expense of $15,000
.




12

|

Office 365 Midsize Business Tele

Discussion

Guide


Customer

# of
employees

Industry

Summary

Datatune

25

Software
Engineering

After 10 years of running Exchange Server onsite, Datatune moved to
Google Apps

to cut costs. Productivity diminished as users
struggled with navigating the unfamiliar interface and had difficulty managing their schedules

without the calendarin
g features of
Outlook to which they were accustomed.
When they switched to the
Business Productivity Online Standard Suite

w
ith Exchange Online
and the
familiar

Outlook

client software, Datatune gain
ed

an
enterprise
-
class communications solution

for a low
monthly fee and
without the expense or effort of

maintaining an on
-
premises e
mail infrastructure
.

Erraenersi Konstruksindo

100

Civil Engineering

To maximize productivity and client service, Erraenersi needed a tool that would allow its 100+ employees to work together mo
re
efficiently when creating marketing materials, analyzing data, and managing email and calendars.

After
upgrading from Office 200
3 to

Office 2010
,
Erraenersi has seen a
significant uplift in everyday productivity and communications
.

EurosportBET

75

Media and
Entertainment

As a startup, EurosportBET wanted to provide email and collaboration tools for staff while
conserving IT resources to build its website
.
It
achieved this goal with
Microsoft Online Services

communication and collaboration services
.
Instead of sinking IT re
sources into an on
-
premises infrastructure with excess capacity, EurosportBET can
grow its employee count and scale its essential IT services in tandem
.

Intertec Consulting

300

Professional
Services;

IT Services

For
midsize IT services firm Intertec Consulting
,

email communication with one another and with customers is vital.
However, with their
hosted Lotus Notes messaging system
,
frequent downtime

and
s
luggish performance

frustrated employees and deprived them of
needed messages and contacts. Since
they made the
switch

to the
Business Productivity Online Standard Suite
,
email availability has
soared from 89 percent to 99.9 percent
,
messaging costs have
dropped 37 percent
, and the

IT staff has 30 percent less work
.

i3solutions

72

IT Services

At
i3solutions
,

a 65
-
person IT consultant
, half of the business was still using
Office 2003
, with
Office 2007

sprinkled around. By moving
to
Office Professional Plus 2010

in combination with
SharePoint

and Windows 7, i3solutions saw
productivity gains of roughly
$100,000 a month
,
reduced project review times by 90 percent
, and

reduced email attachment space by 50 percent
.

Kindering Cent
er

100

Healthcare

The
Kindering Center for early childhood intervention had a
POP3 email technology

infrastructure with so many potential points of
failure that the system crashed several times a year,
disrupting communication

among staff members.
After
the center adopted

the
Business Productivity Online Standard Suite
, staff members each
gained two hours per week

in increased productivity, which is spent
on more and better client service.
The center’s

IT professional spends 15 percent less time on email
maintenance and routine
administrative tasks
, and the center sees

increased system reliability
.

Melo Campos Advogados
Associados

40

Legal Services

T
o achieve the efficiency needed to uphold their lofty service standards,
Brazilian law firm
Melo Campos
upgraded to

Office 2010
,
transitioning directly from
Office 2003
. Although the
IT team anticipated a steep learning curv
e, they were

pleasantly surprised by the
quick ramp
-
up, with very little end user training required
.

The upgrade has helped
eliminate bottlenecks

in document authoring
,
simplify email and calendar man
agement
, and
improve collaboration and efficiency
.

Overland Solutions

1,000

Insurance

After evaluating the
Google Apps

suite of online productivity tools, the company instead adopted the
Business Productivity Online
Standard Suite
. By delivering collaboration tools to its employees online, Overland Solutions can help keep its field staff
be
tter
connected
, deliver
advanced yet familiar tools

to more employees,
reduce its IT management burden
, and
enhance

the return on its
IT investment
.

Poarch Band of Creek
Indians

288

Local Government
Agencies

To avoid an expensive messaging system upgrade,
t
he Poarch Band of Creek India
ns

tribal government

migrated to
Exchange Online
.
The group
avoided a $30,000 capital expense
and
eliminated email maintenance work
. It also instantly gained the latest email
software, improved business continuity, and better service for remote workers
.

Staser Consulting Group

50

Management
Consulting
Service
s

To handle a
recent four
-
fold growth
,
Staser Consulting Group (SCG)
needed enterprise
-
class communication and collaboration software,
but deploying an on
-
premise
s

solution was not economically feasible, nor was it practical considering SCG’s virtual busin
敳s mod敬.
tith
t桥h
Business Productivity Online Suite
,

SCG’s highly dispersed team
捡渠
work together effectively

and have
access to the latest
documents and contact information
.

Stimson Lumber

900

Forestry Industry;
Pulp, Paper, and
Wood Industry;
Manufacturing

Stimson Lumber had relied on Microsoft
Exchange Server 2003

and wanted to t
ake advantage of subsequent versions of the technology
that include tightened security and advanced mobile capabilities.
With the

Business Productivity Online Standard Suite
,

the company
benefits from
simplified data backup and recovery
,
improved mobile ac
cess to email
, and the assurance of
99.9 percent network
availability
.

Tandem Business
Specialists

8

Professional
Services

Tandem Business Specialists was paying too much for its online intranet, email, and instant messaging
(IM)
services.
After moving to the
Business Productivity Online Standard Suite
, it has

a complete solution that’s
more secure and
reliable, interoperable, and easy to
use and manage

and
that
cost only
half the price of its former intranet service alone. The firm expects to
gain more than $150,000 a
year in increased productivity and new business
.