Clara Maldonado: clmald@microsoft.comPartner Channel Development Manager – Cloud

Découverte Office 365

pour les partenaires

Microsoft

Need a simpler and

more cost effective

way to sell Office

apps to SMBs

We need to move

between plans as

our needs and

business grow.

We expect the ability to

combine plans to meet

our needs – without

worrying about which

plans work together.

I need functionality

available in the

Enterprise plans

Simplify the

upsell and cross-

sell process

Fewer blockers and

dead ends in the

sales process – no

‘gotchas’ or ‘catchs’

More simple on-

ramps to the cloud,

to get customers

started.

Choosing the right

plan for me & my

employees needs to

be easier.

The Modern Workplace

The “Modern Workplace” Outcome

Deliver info on your device, wherever you are

IT without worries, secure

IT brings added value instead of being a cost

Agility: Innovation not blocked by investment needs

Attract Gen-Y

Office 365 Components

New Office 365 SKU’s

Office 365 in Open

Trust, Privacy, Security

Good-To-Know

Q&A

Cloud Services Perpetual

Always up-to-date

Office + Cloud Services 2013 versions

Office on-premises

Better for Customers

• Always latest version of Office

• Most complete version of Office

• Install on 5 devices (PC’s/Mac’s) per user

• Word, Excel, PowerPoint on Mobile Devices & iPad

• 1TB OneDrive for Business (Managed Box, DropBox…)

Less file server back-up challenges

• Value of the bundle (+Cloud Services)

• IT without worries

• 50GB mailbox including AV/AS, EAS

• Access anywhere

• Less back-Up challenges: mail server

• Natural collaboration

• Reduced cost for hardware, management & security

• Customer discounts via Renewal promo+ Add-Ons

Better for Resellers

• Partner Model via Distributor Tech Data

• Margin = Price at Tech Data - Retail Price

• Office 365 = Recurring Revenue Model

• Incentive Cash-Back : Up to 25%

Business-

class Email

50GB

HD Video

Conferencing

File

Sharing

1TB

Plus

Anywhere

Access

Simple IT

Management

Financially-

backed SLA

Technical

Support

Office Desktop Apps

Office Mobile

Office Online

365 Pro Plus

Any Device Any Browser Any Where

One single, scalable admin experience

Why is this great for customers?

Included Office 365 services

Office 365 BusinessPlan description Target customer

1-250 seats

Using Office 2003, 2007, 2010,

wants the latest Office apps

Wants to access and edit Office

files on tablet and smartphone

Has employees using point-

solutions for collaboration and

storage like Dropbox and Google

Drive/Apps

$8.25 per user/month

Business-

class email

& calendar

(Exchange)

Online

meetings,

IM, video

chat (Lync)

Team sites

& internal

portals

(SharePoint)

Private

social

networking

(Yammer)

Plan notes

Included apps: Word, Excel, PowerPoint, OneNote, Outlook, Publisher

Apps can be fully installed to a PC or Mac, available offline

1TB of OneDrive for Business cloud storage

No domain setup required

Supports on-premises Active Directory sync for single sign on

300 user cap

Financially-backed 99.9% uptime service level agreement

24/7 support for business critical issues

Included Office 365 services

Office 365 Business EssentialsPlan description Target customer

1-250 seats

In need of a new email solution –

either first professional email or to

replace aging email server

Wants to access and edit Office

files on tablet and smartphone

Has many point-solutions for

collaboration, storage & online

meetings and would like to

manage holistically, while saving

money$5 per user/month

Office apps

on up to 5

PCs & Macs

Office apps

for tablets &

smartphones

Plan notes

50 GB mailboxes with custom domains (me@mybusiness.com) & shared calendaring

1TB of OneDrive for Business cloud storage

Online meetings for up to 250 participants, with screen sharing, audio and video, virtual

whiteboards, polls, and shared notes.

Supports on-premises Active Directory sync for single sign on

300 user cap

Financially-backed 99.9% uptime service level agreement

24/7 support for business critical issues

Included Office 365 services

Office 365 Business PremiumPlan description Target customer

1-250 seats

Using Office 2003, 2007, 2010,

wants the latest Office apps

In need of a new email solution –

either first professional email or to

replace aging email server

Has many point-solutions for

collaboration, storage & online

meetings and would like to

manage holistically, while saving

money$12.5 per user/month

Plan notes

Included apps: Word, Excel, PowerPoint, OneNote, Outlook, Publisher

Apps can be fully installed to a PC or Mac, available offline

50 GB mailboxes with custom domains (me@mybusiness.com) & shared calendaring

1TB of OneDrive for Business cloud storage

Online meetings for up to 250 participants, with screen sharing, audio and video, virtual

whiteboards, polls, and shared notes.

Supports on-premises Active Directory sync for single sign on

300 user cap

Financially-backed 99.9% uptime service level agreement, 24/7 support for business

critical issues

Office ApplicationsOffice 365

Business

Office 365

ProPlus

Word, Excel, PowerPoint, OneNote, Outlook, Publisher ● ●

Access, Lync ●

Core ValueOneDrive for Business cloud storage 1TB 1TB

Office Online ● ●

Core Excel BI features: PowerMap, PowerQuery (public data) ● ●

Enterprise ValueEnterprise Excel BI features: PowerPivot, PowerQuery (enterprise data), PowerView, spreadsheet controls (compare/inquire)

●

Compliance: create IRM mail, email retention, data loss, prevention, archiving

●

IT controls: group policy, app telemetry, update controls ●

Enterprise voice ●

Shared computer activation (RDS) ●

LicensingPrice/user/month $USD (with annual commitment) $8.25 $12

Seat Cap 300 N/A

PC/Mac installs 5 5

Tablet installs 5 5

iOS/Android smartphone 5 5

iPad Apps ● ●

Office 2013 RT commercial use rights ● ●

BusinessBusiness

Essentials

Business

Premium

Co

re

Deta

ils Price per user per month $USD (with annual commitment) $8.25 $5 $12.5

Seat Cap 300 (for each plan)

Off

ice

Ap

pli

cati

on

s

Word, Excel, PowerPoint, Outlook, OneNote, Publisher

Install Office desktop applications on up to 5 Windows PCs or Macs

Access to core Office apps and documents from all major smartphones, Windows tablets and iPad

Office Online - online versions of Word, Excel, PowerPoint and OneNote for collaborating on documents

Sta

nd

ard

Serv

ices

OneDrive for Business – 1TB personal online document storage & access on PCs, smartphones and tablets

Email - 50 GB email, contacts, shared calendars (Exchange)

Online meetings - Web conferencing, IM, video, presence (Lync)

Sites - team collaboration & internal portals, public website (SharePoint)

Private social networking (Yammer)

Oth

er

valu

e

99.9% financially-backed uptime guarantee

24/7 phone support from Microsoft for critical issues

On-premises Active Directory synchronization for single sign on

Business Enterprise

BusinessBusiness

Essentials

Business

PremiumProPlus E1 E3

Targ

et

Cu

sto

mer Price per user per month $USD (with annual commitment) $8.25 $5 $12.5 $12 $8 $20

Seat Cap 300 (for each plan) Unlimited

24/7 phone support from Microsoft1 Critical issues All issues

Sta

nd

ard

Serv

ices

Install Office desktop applications on up to 5 computers per user (Office) Business2 Business2 ProPlus3 ProPlus3

Access to Office apps and documents from all major smartphones and iPad

Office Online - online versions of core Office apps for collaborating on documents

OneDrive for Business – 1TB personal online document storage

Email - 50 GB email, contacts, shared calendars (Exchange)

Online meetings - Web conferencing, IM, video, presence (Lync)

Sites - team collaboration & internal portals, public website (SharePoint)

Private social networking (Yammer)

Ad

van

ced

Serv

ices

On-premises Active Directory synchronization for single sign on

Supports hybrid deployment with on-premises servers

Upcoming services: Oslo, Video content management

Legal compliance & archiving needs for email – archiving, eDiscovery, mailbox hold

Information protection – message encryption, rights management, data loss prevention

1. Business plans include business hours support for all non-critical issues

2. Includes Word, Excel, PowerPoint, Outlook, OneNote, Publisher

3. Adds Access, Group Policy, Telemetry, Shared Computer Activation (RDS), Push Deployment, Update Controls, IRM, DLP, BI, Enterprise Voice, Site Mailboxes, Archiving & Retention

Core needs Advanced needs

Business ProPlus

Business Essentials Enterprise E1

Business Premium Enterprise E3

• Doesn’t work on RDS : Since 1/9/2014 Shared Computer Activation is supported for Office 365 ProPlus (standalone or as part of E3/E4)

• Doesn’t work when Offline : Office client apps are still installed locally & works when offline

• Doesn’t work with Central Image / Deployment Tools : Office 365 PP (standalone or as part of E3/E4) supports Push Deployment and is as such supporting central Image & all existing deployment tools.

• Security, Privacy, Data must reside in Country : Office 365 Pro Plus is still installed on the local PC and works exactly as Office 2013.

• Too Expensive :

• As of Oct 1st we have Office 365 Business & Office 365 ProPlus.

• Also if you take the bundle with Exchange into account?

• CAPEX Customers (My customers prefer to buy) :

• All customers?

• Evolution is going so fast. Do we really want to stand still for 5 years? Customers who bought O2013PP 18 months ago don’t have: Office Mobile, 1TB OneDrive for Business

Incentive Overview

Baseline incentives for

initial sale and ongoing

management

Tiered accelerator

incentives based on

annual seat counts

external

Office 365 SKUs avalable per audience: Commercial; Government; Academic

Available in Open License, Open Value, Open Value Subscription

Up-front payment only with 12 months subscription

5 License minimum order requirement waived for Open (can order 1 license)

5 desktop minimum still applies to start OV/OVS Organization-Wide commitment

Automatically comes with some Software Assurance like benefits since it’s a service

No volume discounts available

No Automatic Renewal (Customer&POR receive notices at T-90 days of renewal)

Keys are valid for 5 Years (Once activated: 12 months subscription)

• Sold as 1 year subscription

• Up-front payment only

• Available as “Additional Product” and may be ordered in any quantity

• No minimum threshold once program minimums are met

• Customer and partner receive order confirmation email, per existing process with link to Volume Licensing Service Center (VLSC)

• 5x5 Product Keys stored in customer’s VLSC account (1 Dynamic PIN Since Aug 1st)

• In Open License, customer signs VL contract that contains Cloud Terms post order submission

• Input 5x5 product keys on http://www.office.com/setup365 to activate service

• If customer has an O365 tenant already, then log in to the account to input the product keys

• 1-year service subscription term begins the date the keys are redeemed

• “Partner of Record” set up needed to

ensure you receive communications

about renewal for your customers and

secure future Advisor Fees for any

additional transactions processed at

Office 365 Portal (if applicable).

Oct 1st Yr. 2

Year 1 Year 2 Year 3

Jan 1st Yr. 1 Jan 1st Yr. 2 Jan 1st Yr. 3

1 Org-Wide committed customers with Office and/or CAL Suite will qualify for reduced

price.

Calculation:

• 25 seats are added 3

months after the

renewal of the 365

Subscription, meaning

the additional months

for the 25 users are

evenly split across the

complete account (55

users)

• 25 added seats x 92

‘extra’ days = 2300

days worth of O365

subscription

• 2300 days / 55 seats

= 41.8 days. Rounded

= 42 days is added to

all 55 users therefore

the complete a/c

renews on the 12th of

August

July 1st Yr. 1 July 1st Yr. 2 July 1st Yr. 3

Aug 12th Yr. 3

Anniversary flag is NOT to be checked/not requiredo These subscriptions are independent from the agreement anniversary dates

Commercial SKU’s OV/OVS only. For missing SKU’s OL, GOV, EDU Contact your distributor for clarity

OV OVS

Data Maps

Customers know where

their data is stored

Role based Access

Customers know who can

access their data and why

Compliance

Notifications

Customers can stay in the

know by choosing to

receive updates regarding

changes to security,

privacy and audit

information

No advertising We don’t build advertising

products out of customer

data

No data mining We don’t scan the contents

of customer email or

documents for analytics

or data mining

No co-mingling Business data and

consumer data are stored

separately

Data is portable Customers own the data

and can remove their data

whenever they choose

Independently Verified

ISO 27001

EU Model Clauses

HIPAA-HITECH

FERPA

FISMA

U.K. G-Cloud IL2

CJIS

Relentless on Security

24 hour monitored

physical datacenters

Logical isolation of data

between tenants

Segregation of internal

datacenter network from

the external networks

Encryption at rest and

in transit (AD-RMS)

Securing access to

services via identity

Data loss prevention

Anti-virus/anti spam

Service Continuity

99.9% uptime

Financial guarantees

on uptime

Redundancy in both

functionality as well data

Automated monitoring

and recovery systems

24x7 on-call engineering

team available to handle

issues

• There is no generic LAW in Belgium that specifies data should be

stored in Belgium

• Some HR Related documents need to be present physically in

the office (that does not mean they can’t be stored digitally in

another EU country)

• We comply with EU Model clauses and put them in the DPA

• OCMW/CPAS: We comply with guidelines

• Always ask for: Contacts, Art Nrs, text

- Stay up-to-date about weekly new added features

- Monthly livemeeting for Office 365 Resellers (every 1st Monday of the month 12PM)

- Deck+Recorded version+Q&A always available on:http://aka.ms/demystifying

http://technet.microsoft.com/en-us/library/office-365-service-descriptions.aspx

The topics in this library provide detailed descriptions of the services and features that are available with Office 365.

To get started, see the following service descriptions:

•Office 365 Platform Service Description

•Exchange Online Service Description

•Exchange Online Archiving Service Description

•Exchange Online Protection Service Description

•SharePoint Online Service Description

•Lync Online Service Description

•Office Web Apps Service Description

•Office Applications Service Description

•Project Online Service Description

•Yammer Service Description

To compare features across plans, see Office 365 service comparison.

Partner Ready : Http://aka.ms/Demystifying

Partner “Portals”

• Partner Dashboard• Only your customers (=if you are the POR) will appear

• Used to follow up Sales Activity (Renewals, …)

• Partner O365/Intune Admin Center• You need to activate your IUR to

have the PARTNER tab

• Invite customers to Try/Buy

• Invite customers to be managed by you (=Delegated Admin)

• Administer your “Delegated Admin” Customers

Create trial invitations

Create purchase offers

Create delegated admin requests

Search for customers (by domain)

Perform delegated admin tasks

All previous Partner features +

Streamlined customer administration

View customer list on single page

Improved customer search

Service health dashboard for a customer

Service requests for a customer

Previous Partner features New Partner admin center features

New features focus on making it easier and faster to view & administer customers

Previous Partner features focused on trial & purchase offers, delegated admin actions

Available to Microsoft Cloud Partners; existing cloud Partners will automatically get updates

Partners sign into their Office 365 tenant to access the Partner features

Extends existing Partner

features in the Office 365

admin center

Microsoft Cloud Partner

Note: Cloud Partner programs and benefits are changing in CY2014.

Please see how benefits and Internal Use Rights are transitioning.

partner

digital download

site

At the partner digital download site,

sign in using the Windows Live ID

associated with your MPN

membership. NOTE: You will need to

have administrative permissions for

your organization’s MPN account in

order to access this site. Please refer

to the MPN Program Administrator

Guide for additional information.

Select

Microsoft

Online

Services link

after you’ve

signed in

Select the Partner

Features option

within the Microsoft

Online Services menu

Select the Microsoft

Office 365 option

within the Microsoft

Online Services menu

to claim your IuR’s

Start here if

already have

a tenant

Start here if you

don’t have a

tenant

Create both your Office

365 ID and Domain

name here

Log in to Office 365 at

https://login.microsoftonline.com

Sign in using your

Office 365 ID

Jane Doe

Two ways to add a new user

To ensure this user in

your company can see

and use the Partner

features, select Yes

Office

365 admin portal

Select a customer to view summary

information, subscription info,

perform admin tasks for the

customer

Note: This will only show the customers

in which you have delegated admin

privileges

Under the client admin quick links,

go directly into the customer’s

Office 365 admin center

Partner sees the

service health

dashboard for an

individual customer

Partner can view all service requests

associated with a customer, search for a

service request by reference number or search

for an individual customer

Selecting the + icon enables the Partner to start

creating a new service request for a customer

Enter the details of the service

request

Select the SKU for

the trial

Remember to check this box

to include an offer for

delegated administration.

Select the details of the purchase

offer, include SKU and number of

licenses

Remember to check

this box to include an

offer for delegated

administration.

Copy and paste the delegated

admin request link into an email and

send to you customer

Online Services Advisor (OSA) attach form

Microsoft Cloud Partner

• How do Partners get access to the Partner admin center? Partners must be a Microsoft Cloud Partner, have an Office 365 account and have their Office 365 internal use rights (IUR) license(s) activated.

• What type of Partners should use the Partner admin center? The Partner admin center is relevant for a variety of Partner types, including resellers, system integrators and managed service providers. Partners that manage or administer any aspect of Office 365 on behalf of their customers would benefit from the Partner admin center.

• Where can Partners find the Partner Admin Center? Qualifying Partners access the new Partner Admin Center similar to how they access the existing partner tools. Partners log into their own Office 365 admin portal and select Partner from the top navigation bar. This will take the Partner into the Partner Admin Center experience.

• Do Partners who had access to the previous Partner tools in their Office 365 admin center automatically get updated to the new Partner Admin Center? Yes. Partners who previously had access to the Partner tools within their Office 365 admin center will automatically receive the updated Partner Admin Center when it rolls out.

• What are the main differences between the previous Partner tools and the Partner Admin Center? The new Partner Admin Center provides Partners a list of all the customers in which it has delegated admin privileges (DAP). From here, Partners are able to select a customer and perform admin tasks on behalf of the customer, view the service health of the customer’s Office 365 environment or view the service incidents associated with this customer. In addition to seeing a list of customers, Partners also have the option to search for customers by name.

• What about the previous Partner tools? Are those capabilities still available? Yes. The Partner admin center offers the tools that were previously available to Partners, including the ability for Partners to send delegated admin requests, send trial invitations and send purchase offers to customers.

• What defines a “customer” that appears in the Partner admin center customer list? Customers that have given the Partner delegated admin permissions will appear in the Partner admin center customer list.

• What languages is the Partner Admin Center localized in? The Partner Admin Center is localized in the same languages as the Office 365 admin center

• Is there a limit to how many customers the Partner admin center will support? The Partner admin center is designed for Partners that have fewer than 100 customers (based on the delegated admin relationship). If Partners have more than 100 customers, they will still have the option to search for their customers by domain name.

• Is there an API that Partners can use to perform the same functions as the Partner admin center? Currently Partners can only perform these functions within the Partner admin center. We are evaluating delivering an API at some point in the future.

• Are there more updates coming to the Partner admin? We plan on delivering additional capabilities in the Partner admin center throughout CY 2014. Stay tuned!

- Stay up-to-date about weekly new added features

- Monthly livemeeting for Office 365 Resellers (every 1st Monday of the month 12PM)

- Deck+Recorded version+Q&A always available on:http://aka.ms/demystifying