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Hidden Slide: How to use the Customer Decision Framework Presentation with Customers

Hidden Slide: How to use the Customer Decision Framework Presentation with Customers.

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Hidden Slide: How to use the Customer Decision Framework Presentation with Customers

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  1. Hidden Slide: How to use the Customer Decision Framework Presentation with Customers • What is this: This presentation aims to set the context for the customer on how we will go from point A (learning) to point B (using the service). It sets up your evaluation plan (Eval Plan) and drives joint agreement & accountability on who will do what, with whom and by when. These conversations remain the same for BPOS and Office 365. • What message & tone do we set with this presentation: • We demonstrate expertise & methodology • We instill confidence that we have done this before and have experience. The eval plan process ensures we don’t miss anything and we take everything into account. • When to present: in Develop Phase • After: Deal Is well qualified (why cloud, why Microsoft, why now) • Solution/Tech Briefing & Showstopper (Cloud Principles) Discussion • Before: Solution Alignment Workshop

  2. Presenter NameTitle Office 365 Enterprise Customer Decision Framework and Joint Evaluation Plan

  3. Decision Framework and Joint Evaluation Plan • Decision Framework Overview • Confirm Initiative Executive Sponsors • Confirm Full Project Teams on Both Sides • Confirm Events & Timelines Driving Project • Define Detailed Evaluation Plan and Resources Required

  4. Office 365 Decision Framework Summary Capability & Technical Fit Business Value Security, Privacy, Data Sovereignty Legal and Compliance Transaction Governance Services and Support Partner

  5. Office 365 Decision Framework Summary ENVISION (0%) ALIGN (10%) EVALUATE (20%) CONFIRM FIT (40%) DUE DILIGENCE (60%) FINALIZE & SIGN (80%) PREPARE/ MIGRATE/ DEPLOY (100%) 1 2 3 4 5 6 7 Cloud Briefing Security, Privacy, Data Sovereignty [ 1-3 steps] Capability & Technical Fit [ 5 steps] Business Value [ 3 steps] Legal and Compliance [ 3 steps] Transaction / Procurement [ 4 steps] Governance[Ongoing] Services & Support [7 steps] Partners[7 steps]

  6. Office 365 Enterprise Decision Framework

  7. The Journey to Deployment Start: Key Events ENVISION (0%) ALIGN (10%) EVALUATE (20%) DUE DILIGENCE (60%) FINALIZE & SIGN (80%) PREPARE/ MIGRATE/ DEPLOY (100%) 1 2 3 4 5 6 7 CONFIRM FIT (40%) • Deployment Planning/ • Design • Evaluation • Plan • Prepare / Migrate/ Deploy

  8. Cloud Principles Highly Configurable - Not Customizable 1 Services Under the Microsoft Security Policy 2 Data Location and Transfers 3 No Customer Right to Audit 4 Capped Liability 5 Customer must Remain Current 6 Comfortable with our Roadmap 7 Comfortable with Deployment Lifecycle 8

  9. Decision Framework in Detail-Capability & Technical Fit Insert names Envision (0%) Align (10%) Evaluate (20%) Confirm Fit (40%) Due Diligence (60%) *For Deployment Discussions at Confirm Fit/40%: SE in Major and where assigned. Services Desk or partner equivalent for in all other accounts. SE: If appropriate, follow up on Premier Support needs. If technical requirements not met for BPOS/O365 opportunity, discuss Microsoft’s remediation options.

  10. Decision Framework in Detail-Business Value Insert names Envision (0%) Align (10%) Evaluate (20%) Confirm Fit (40%) Due Diligence (60%)

  11. Decision Framework in Detail-Legal & Compliance Insert names Align (10%) Evaluate (20%) Due Diligence (60%)

  12. Decision Framework in Detail-Security, Privacy & Data Sovereignty Insert names Envision (0%) Align (10%) Evaluate (20%) Confirm Fit (40%)

  13. Decision Framework in Detail- Services (Part 1) Insert names Align (10%) Evaluate (20%) Confirm Fit (40%)

  14. Decision Framework in Detail-Services (Part 2) Due Diligence (60%) Insert names Prepare/ Migrate/ Deploy 100%)

  15. Decision Framework in Detail-Support Insert names Align (10%) Confirm Fit (40%) Due Diligence (60%)

  16. Decision Framework in Detail-Partner Insert names Align (10%) Evaluate (20%) Evaluate (20%) Confirm Fit (40%) Due Diligence (60%) Finalize & Sign (80%) Prepare/ Migrate/ Deploy(100%)

  17. Decision Framework in Detail-Transaction Evaluate (20%) Insert names Confirm Fit (40%) Due Diligence (60%)

  18. Decision Framework in Detail-Governance Insert names Align (10%) Evaluate (20%) Confirm Fit (40%) Due Diligence (60%)

  19. Appendix

  20. EPG Non-Technical Roles EPG Technical Roles CDF/MSSP Resource Orchestration Summary Reference latest Office 365 Field Playbook for full details: http://businessonline SMSP CAM-S SMSP CTM

  21. Acronym Glossary

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