1 / 24

Selling the new Office to SMB

Selling the new Office to SMB. Learn how to sell to SMB by understanding. What to sell. What are the sales scenarios. How to drive demand. Introducing the new Office. Cloud Services. Perpetual. Always up-to-date Same brand across segments. 2013 versions e.g. Home and Business 2013.

nanda
Download Presentation

Selling the new Office to SMB

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Selling the new Office to SMB

  2. Learn how to sell to SMB by understanding... What to sell What are the sales scenarios How to drive demand

  3. Introducing the new Office Cloud Services Perpetual Always up-to-date Same brand across segments 2013 versions e.g. Home and Business 2013

  4. Power of choice Office 365 Home Premium Office 365 Small Business Premium Office 365 Midsize Business Office 365 Enterprise / Government Cost per month Katy’s Tablet Katy’s Tablet Katy’s Tablet $139 $8.25 $219 $12.50 $499 $20 (E3) $499 $15 Target users 1-10 Consumer Office Home & Student 2013 and RT Office Home & Business 2013 Office Professional Plus 2013 Office Professional Plus 2013 11 - 250 Advanced IT needs

  5. Office 365 at a glance Office Exchange Online Latest version of Office as a subscription Per user licensing across 5 PC/Mac and 5 mobile Roaming documents, applications, and settings Office on demand to stream the full Office to a PC Hosted business class email and shared calendar 25 GB of storage space per user Use your own domain name to send emails Premium spam and malware protection Lync Online SharePoint Online Multiparty HD video conferencing Real-time note taking and document sharing Instant messaging and presence across firewalls Skype federation with presence, IM, and voice Document sharing and management in the cloud Internal and external sites for working together on projects Online and offline access to your documents Build your company public website with easy-to-use templates

  6. Trends impacting small and midsize businesses • 60% 50% Cloud adoption will cross 50% in midsize firms by 2013 SMBs on one or more Cloud Services in next 3 years More than 60% of midsize businesses provide smartphones to employees $542B Worldwide SMB IT spending will approach $542 billion in 2012 of the world's online population engages in social networking Source: IDC

  7. Selling the business value of the new Office Targeting small and midsize businesses Anywhere Access Work Together Look Professional Simplified IT Best Value

  8. Sales scenarios to simplify your pitch Pitch: Cloud vs. on-premises • Scenario 1: • Old server Best value Simplified IT • Profile: • Running an old email server • Worried about security and cost • Open to the cloud, but not familiar • Probing questions: • Are server costs preventing an upgrade? • How often is email down? • How much time is spent managing servers? • Current Challenges: • Budget is affecting upgrade decisions • Reliability and availability issues • Overtaxed IT staff is de-prioritizing strategic work No upfront cost Always up to date Affordable monthly fee Spam/malware protection One admin console Remote data wipe

  9. Sales scenarios to simplify your pitch • Scenario 2: • Growing needs Pitch: Turn-key productivity Simplified IT Working together Best value • Profile: • Fast-growing with multiple offices • Limited IT staff • Very strong advocate of the cloud • Probing questions: • How much time is spent managing collaboration tools? • Is the current infrastructure scalable? • Are there tools in place for collaboration? • Current Challenges: • Want to deliver latest capabilities easily and quickly • Lack of modern collaboration tools • Limited IT budget Effective meetings Easy to share files Follow sites/docs No upfront cost Always up to date Predictable cost One admin console Easy to add users Integrated services

  10. Sales scenarios to simplify your pitch Pitch: Microsoft cloud / compete • Scenario 3: • Hosted mail Simplified IT Look professional • Profile: • Using hosted or web-based email • Self-service IT, prefer simpler solutions • Open to the cloud • Probing questions: • How protected is your data? • How reliable is your hosted mail? • Are your collaboration tools easy to use? • Current Challenges: • Concerned about data protection • Issues with unplanned downtime • Users frustrated with unfamiliar and multiple dis-connected tools • Reliability & security • Automatic backup • Integrated services • Best-in-class tools • Familiar experience • Use your own domain

  11. Sales scenarios to simplify your pitch • Scenario 4: • Old Office Pitch: The new Office • Profile: • Using older versions of Office • Traditional view of IT, only upgrade when needed • Probing questions: • What is the biggest obstacle in upgrading Office client? • How do you currently support your mobile workers? • Are there tools in place for collaboration? • Current Challenges: • Budget is affecting upgrade decisions • Limited support for mobile workers • Users frustrated with limited capabilities Anywhere access Working together Best value Business-class mail Effective meetings Easy to share files No upfront cost Always up to date Predictable cost Roams with you Multiple devices Office on demand

  12. Understanding our customers Targeting Messaging Campaigns Compete Evidence SMB Customer Profiles Attitudes towards Technology Traditiona-list Cloud Supporter Cloud Champion Self Service Sales Scenarios Current Technology Old Office Old Server Growing Needs Hosted Mail Segmentation 1-25 PCs = Small Business Company Size 25-250 PCs = Midsize Business

  13. Introducing Office 365 BEST Campaign The one and only below-the-line campaign for Office in SMB Webinar-in-a-Box Web Syndication Content Google Compete Introducing the new Office Tele Discussion Guide http://aka.ms/BEST

  14. Offer available for consumers, students, small businesses Microsoft manages program support and fulfillment of the offer Customers redeem online for free* on office.com Coming soon! The Office Pre-Launch Offer Buy Office Now, Get The Next Version Free! * Internet access required

  15. Key takeaways and resources A great year selling to SMB Start selling using the sales scenarios Drive demand using BEST http://aka.ms/BEST

  16. Tele discussion guide • What it is • Simplified pitch • Scenario-based • Google compete • Why care • Tested & proven • Used by Microsoft • Great for training • What you get • Discussion guide • Training video

  17. Webinar-in-a-box • What it is • Everything you need to run webinars • Five industries • Why care • Scalable • Relevant • MVPs’ experience • What you get • Decks & script • Demos & script • Guidance

  18. Webinar-in-a-box Real Estate Professional Services Construction Lawyer Health services

  19. Web syndication content • What it is • Banner • Microsite • Latest content • Why care • Easy to implement • Best practice • What you get • Choice of banners • Latest microsite • Two platforms

  20. Google compete • What it is • High level • Head-to-head • Rebuttal • Why care • Research-based • Backed by facts • Be prepared • What you get • Two-pager • Regular updates

  21. Google compete

  22. Introducing the new Office • What it is • High-level overview • Modular content • Why care • Value of the new Office • Office and Windows better together • End of Support • What you get • To-customer • To-partner and Through-Disti BOM (see next slide)

  23. Introducing the new Office BOM To Partner/Through Disti Partner How to Sell Deck Tele-sales guide for Office on-premises Office 365 Open and FPP Licensing Deck Disti email template Disti web banners To Customer Customer Pitch Deck Customer Leave Behind Best on Windows 8 Leave Behind Power of Choice Leave Behind End of Support Leave Behind Email template Web banners

More Related