Antti Roine CEO/Senior Consultant Onsight Helsinki Oy Microsoft Certified Solutions Associate: Office 365 Microsoft Certified Trainer MCSE MCSA MCITP MCTS MCP Luentomateriaali: http://dy.fi/xb5 Onsight
Transform your business Build a practice around adoption Realize its no longer just about deployment Design offerings that promote adoption Lead the sales process with adoption in mind Use adoption as a means to uncover new projects
Integrate and Extend LOB connectivity ISV Solutions Adoption Establish Outcomes Align with company goals Role-based Objectives Shift your customer conversations Be a part of the transformation Drive Engagement Tactical specifics Entice and Incent
Shift conversation to outcomes versus technology Bring business leaders into the conversation Discuss the impact of people using the solution Help quantify the value of outcomes for customers What is it worth if people have the solution? What is the business impact if people don t have the solution? Shift your customer conversations Help reveal the value of adoption for every customer and every solution When discussing the solution, build adoption into the milestones and process Monitor/Assess usage: The solution hasn t been deployed if no one is using it Each milestone discusses the real impact of real users Talk about outcomes as the measure of success Outcomes require adoption Adoption must be driven to achieve outcomes
Adoption Focused Offerings How will these offerings strengthen your relationship with customers? Strategic Consulting will: Get you close to business leadership Ensure that your technology offerings add immediate value Get you closer to real business issues Communications and Training will: Make you the voice of success Introduce you to other business units Help secure you as the trusted advisor
Adoption Focused Offerings Change Management Services Strategic Consulting Services Business/Industry Process Mapping Governance and Compliance Technology and Innovation Enablement Goal Setting and Attainment Communications Programs Training and Readiness Program Learning and Development Community Management Offerings Awareness and Excitement Program Champion/Ambassador Program
60% of Fortune 500 companies have purchased Office 365 in the last 12 months 7 out of 10 Fortune 500 Manufacturing companies have a Microsoft cloud enterprise service 1B + Office users # of SMB partners transacting Office 365 grew 2.5x Y/Y More than 3 of 4 Office 365 customers deployed by partners Office 365 is now on an annual revenue run rate of $2.5B >50% Office 365 Revenue comes from International Markets Office 365 commercial seat growth in emerging markets of 174% Y/Y
Small Business (1-25) Midsize Business (1-300) Enterprise (unlimited) Simplified admin experience Full Enterprise admin experience Full Enterprise admin experience
from customers 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 from partners Selling (and upselling) are unnecessarily complex More simple onramps to the cloud, to get customers started Choosing the right plan needs to be easier I need functionality available in the enterprise plans Insufficient differentiation between Small Business Premium and Midsize Business plans Office 365 ProPlus is not competitively priced for smaller businesses
9,60 user/month Hero offer for SMB rich tools for most SMB productivity needs Evolution of Small Business Premium & Midsize Business 8,80 user/month For customers who want just the Office apps Move customers off Office on-premises 3,8 user/month Competitively priced/featured for entry-level cloud services Evolution of Small Business All plans include: 300 seat cap 99.9% financially-backed uptime guarantee 24/7 phone support for critical issues Active Directory integration
Peruspalvelut Office -sovellukset Perustiedot Business Business Essentials Business Premium Kaikkiin Office 365 - palvelupaketteihin sisältyy Hinta (alv 0%) 8,80 3,80 9,60 Käyttäjämäärä 300 (per palvelupaketti) Office-työpöytäsovellukset ipad, Windows RT & älypuhelinsovellukset 99.9% taloudellisesti turvattu palveluaikatakuu 24/7 puhelintuki kriittisissä tapauksissa Active Directory -integraatio Office Online Rajoittamaton tallennustila (OneDrive for Business) Sähköposti, kalenteri (Exchange) Verkkokokoukset, pikaviestit (Skype For Business) Työryhmäsivustot, sisäiset portaalit (SharePoint) Enterprise Social (Yammer)
Business Core needs Enterprise Advanced needs One single, scalable admin experience Combine ANY of these plans in a single Office 365 account Business plans have 300 seat cap, per plan Enterprise plans have no seat cap
Kehittyneet palvelut Peruspalvelut Office Kohderyhmä Business Enterprise Business Business Essentials Business Premium ProPlus E1 E3 Hinta (alv 0%) 8,80 3,80 9,60 12,90 6,10 18,20 Käyttäjämäärä 300 (per palvelupaketti) Rajoittamaton 24/7 puhelintuki Microsoftilta 1 Kriittiset tapaukset Kaikki tapaukset Word, PowerPoint, Excel, Outlook, OneNote, Publisher 2 2 ipad, Windows RT & smartphone apps Office Online Access Rajoittamaton tallennustila (OneDrive for Business) Sähköposti, kalenteri, yhteystiedot (Exchange) Verkkokokoukset, pikaviestit (Skype For Business) Työryhmäsivustot, sisäiset portaalit (SharePoint) Enterprise Social (Yammer) Active Directory -integraatio Tukee hybridi-toteutuksia Tukee jaetun tietokoneen aktivointia (RDS) Office 365 Video Vaatimustenmukaisuus arkistointi, ediscovery, mailbox hold Tiedon suojaus viestien salaus, RMS, DLP
Why is this great for partners?
Why is this great for customers?
Tuote Silver Gold Hinta/vuosi Microsoft Office 365 (E3) Seats 25 100 21 840,00 Microsoft Visio Pro for Office 365 1 2 240,00 Microsoft Project Pro for Office 365 1 2 460,80 Microsoft Project Online 5 20 6 000,00 Microsoft Project Lite 20 30 1 944,00 Enterprise Mobility Suite (seats) 25 100 7 200,00 Edut vuodessa: 37 684,80
Pitching the right suite plan Customer asks: Core needs Advanced needs Office Business ProPlus Email Business Essentials Enterprise E1 Move me to the cloud Business Premium Enterprise E3
Upsell opportunities Add email, online meetings and other cloud services Customer profile 30 users Using Office 2007/2010 Has mobile devices (smartphones or tablets Has point solutions for collaboration & storage (Box, Dropbox, etc) Email, calendar (Exchange) Business Unlimited online meetings, IM (Skype For Business) 8,8 user/month Office desktop apps - Word, PowerPoint, Excel, Outlook, OneNote, Publisher Team sites, internal portals (SharePoint) Enterprise Social (Yammer) Office mobile apps on tablet & smartphones A more 1 TB cloud advanced storage set built-in of Office to apps Office apps Office Online Add Access Enterprise business intelligence Shared computer activation (RDS) Support for Exchange, SharePoint & Skype For Business on-premises setups 9,6 u/m 12,9 u/m
Upsell opportunities Add Office to complete the suite Customer profile 75 users Looking to replace aging email server OR for a more professional email solution Possible cloud storage needs May be using point solutions for storage & online meetings Office desktop apps - Word, PowerPoint, Excel, Outlook, OneNote, Publisher Business Essentials Office mobile apps tablet, smartphone 3,8 u/month 50GB inbox with custom domain, shared calendars 1 TB cloud storage built-in to Office apps Access on almost any device Office Online Built in malware and spam filters 9,6 u/m Additional Additional online online services services 1TB of storage (OneDrive), unlimited online meetings, IM (Lync), team sites, internal portals (SharePoint), Yammer Delve Video content management Supports hybrid deployment 6,1 u/m
Upsell opportunities Support advanced needs Customer profile 150 users Running out of date productivity infrastructure, looking to go to the cloud Add Access Business Premium Enterprise business intelligence Shared computer activation (RDS) 9,6 user/month Office apps on desktop, tablet & smartphones + Office Online Hybrid deployment Archiving, ediscovery, information protection (DLP, RMS) Business class email (Exchange) 1 TB cloud storage built-in (OneDrive) Cover other user types Unlimited online meetings (Lync) And more! Combine with any other plan Deskless workers, contractors Add other online services like Project, Visio & Dynamics CRM Online 18,2 u/m
Exchange Online Plan 1 3,10 user/month Business 8,80 user/month
Exchange Online 50GB inbox with custom domain Shared calendars Access on almost any device 3,10 u/m Add unlimited storage and additional services for 0,7 Unlimited cloud storage & collaboration (OneDrive) Unlimited online meetings, IM (Skype) Team sites, internal portals (SharePoint) Enterprise Social (Yammer) Built in malware and spam filters Add Office apps & additional services for 6,5 3,80 u/m Combine with any other plan Deskless workers, contractors Add other online services like Project, Visio & Dynamics CRM Online 9,60 u/m
Vertical 20% $48 Function (HR, etc.) Packaged IP Managed Services 50% Margin Channel Incentives $10 $125 40% Margin Deployment Project Services
Making Money Today Money from Microsoft Money from clients for email migrations Money from clients for support Money from Clients for updating environments Money for Cross-Sells, Intune, CRM, Azure etc. Money for hardware, Skype For Business Phones, etc.
The Mo Money Program Microsoft Special Programs SharePoint Planning & Migration Customization & Development Packaged IP Enabling Features (i.e. Encryption) Third Party ISVs Money from who? For what?
Making Money Tomorrow Client: I heard about this great new feature Microsoft launched. You: I don t know anything about that. Client: Okay, I guess I will find another partner who does. Make the time to look ahead or get rolled over by a partner who does.
Microsoft s Pace of Expansion in Cloud Services?
Who Generates Recurring Revenue?
Making Money from Others
Partnering with Partners SharePoint CRM Azure Skype For Business
1. 2. How to grow your Office 365 business? 3.
1. Shift conversations from IT to business value Mobile productivity Social collaboration Personalized insight Sales productivity Get work done more easily Increase employee engagement Know business performance Adapt to buying patterns Get the most from BYOD Innovate and stay competitive Make better decisions, faster Drive top-line revenue faster Engage and excite customers Be more responsive to customers Get ahead of market shifts Increase deal size CIO VP HR VP Comms CEO VP Sales
Project services Managed services IP services 8 6 4 2 0 8 6 4 2 0 8 6 4 2 0
Sell $25.83 User Cost / Month Adopt $18.6K Cost in 60 User Company 24% Manage of a Starbucks 37% of an avg. cell phone bill Bundled offering licensing revenue Evolve your business apps to meet new needs Help your business make faster decisions Ensure infrastructure will scale to meet demand $180 / user $65 / user $65 / user $310 / user / year Explain the cost in the context of something that the customer can understand Highlight the simplicity and cost predictability that moving to the cloud provides Discuss the relative up-front cost of replicating the same functionality with an on-premise solution
$ global advertising Partner features Fixed $ per seat % recurring 100+ hours training courses Productivity campaign Deskless Worker campaign Office 365 Partner Admin Center Renewal process Lead generation OneDrive for Business FY15 Adoption offer Advisor Open Cloud Solution Provider EA Drumbeat sales readiness Ignite technical readiness MPN
http://www.microsoft.com/emea/mos/
http://intranet-ostajanopas.fi
http://www.hankintailmoitukset.fi
Takeaways
Provide industry-leading support to and through partners at all stages of selling, deploying and maintaining Office 365 solutions Empower partners to provide great support to their Office 365 customers Provide best-in-class partner support for Office 365
Technical training/ troubleshooting guides Product training Support Tools Parity with Microsoft support staff Practice builder/guidelines for creating a support practice
To help partners execute against their business plan for customer support Clear Partner support investment guidance Help Partners building a long-term plan
Cloud Performance Competencies: Cloud Productivity, Small and MM Cloud, Cloud Platform Hybrid Competencies: Messaging, Communication, Collab & Content, SMB Infra, Data Platform, Datacenter, App Dev On Premises Competencies: All other Gold 50 Advisory Hours, Pre-sales Support, Partner Support Community 20 Product Support Incidents Unlimited Signature Cloud Support* 10 Signature Cloud Support Incidents* 20 Product Support Incidents Silver 20 Advisory Hours, Pre-sales Support, Partner Support Community 15 Product Support Incidents Unlimited Signature Cloud Support* 5 Signature Cloud Support Incidents* 15 Product Support Incidents Action Pack 5 Advisory Hours (with first cloud sale), Partner Support Community 10 Product Support Incidents Network Partner Support Community 1:Many Online Interactive Sessions *Currently limited to Office 365; Microsoft Azure coming end of Sept.
Before Signature Cloud Support
Specialized support in Office 365 now available to MPN partners Cloud Specialized Support Partner-centric Solutions-oriented
After Signature Cloud Support
90,00% 80,00% Office 365 Partner Support Satisfaction Past 3 Fiscal Years Signature Cloud Support introduced 70,00% 60,00% 50,00% 40,00% 30,00% 20,00% 10,00% 0,00% Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 Q1 Q2 Q3 Q4 FY 2012 FY 2013 FY 2014 % Top Box % Bottom Box
Problem resolution support Service delivery management Proactive services
Great new opportunities AND new challenges Adopt! You need to give you customer a great support experience But you no longer control the infrastructure Sell and deliver together, focus on the opportunities! Increase your quality, aim for bigger and more complex projects
Manufacturing Retail Financial Healthcare Education Government Office 365 Key Industries Adopting microsoft.com/casestudies (150+ US based case studies)
We will lose the ability to manage our servers I must pay monthly for Office 365 ADFS must be used for single sign-on Office 365 users must store their data in the cloud
Key Take Aways! KISS Keep it simple No SKU s speak to user workload needs Don t lead with ADFS Have answers to common objections in hand Compliance know the lingo Battlecards create by vertical References (yours are best)
Key Take Aways! Know Yammer! (huge compete tool) Deploy Yammer alongside other initiatives Have your personal demo ready Get agreement on an eval plan Properly set expectations Create an adoption plan show it!
Pilven tietoturva
HYÖDYT HUOLET Pilvipalveluissakin on punnittava saavutettavia hyötyjä, riskejä ja toimenpiteitä riskien pienentämiseksi Skaalautuvuus Parantunut ketteryys Joustavuus IT infrastruktuuri Vaatimustenmukaisuus Yksityisyydensuoja Tietoturvallisus Luotettavuus
Asiakas ja pilvipalvelun tuottaja hallitsevat riskejä yhdessä Asiakkaan vastuulla olevat riskit Responsibility Tiedon luokittelu ja Vastuu tiedosta Oma laitetila IaaS PaaS SaaS Tiedon luokittelu Päätelaitteet Päätelaitteiden suojaaminen Identiteedin ja pääsyn hallinta Yhteiset riskit Identiteetin ja pääsyn hallinta Sovellustason kontrollit Verkkotason kontrollit Pilvipalvelun tuottaja vähentää asiakkaan riskejä Palvelinten turvallisuus Fyysiset tilat Verkko Fyysinen turvallisuus Asiakas Palveluntuottaja
Luottamus on avain Onko pilvipalvelu tietoturvallinen? Tietoturva Minne data on tallennettu ja kenellä on pääsy? Miten täytän säännökset, jotka meihin kohdistuvat? suoja Vaatimustenmukaisuus Miten yksityisyyden suoja hoidetaan? Käytetäänkö tietoja mainontaan? Yksityisyyden- 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation.
Vaatimustenmukaisuuden seuraavat taso täyttyy vuonna 2015: ISO/IEC 27018 yksityisyydensuojan kontrollit pilvipalveluissa
Läpinäkyvyys Turvallinen kehittäminen (SDL) Turvallinen tuotantotoiminta (OSA) Viranomaisten tietopyyntöjen tilaston julkaiseminen Salassapitomääräysten vastustaminen Liioiteltujen tietojen luovuttamisvaatimusten vastustaminen Mahdollisuus lähdekoodin katselmointiin Varmistuminen siitä, että ohjelmistoissa ei ole takaovia
Läpinäkyvyys käytännössä Azuressa asiakas voi määritellä alueen, jonne tieto tallennetaan ja jossa tietoja käsitellään (Europe, US, Asia) Selkeät kartat ja maantieteellisten alueiden määrittelyt tietojen sijainnista (tietokartta) Asiakkaan tietoja käsitellään vain vikaselvitystilainteissa Haittaohjelmien torjunta käsittelee asiakkaan tietoja Asiakastietoa saavat käsitellä vain määritellyt avainhenkilöt Alihankkijoiden läpinäkyvyys Sopimusehdot koskevat myös alihankkijoita Ilmoitamme muutoksista tietokartoissa Ilmoitamme uusista alihankkijoista Jaamme pyynnöstä yhteenvedot palvelujen auditointiraporteista
Olemme sitoutuneet turvaamaan asiakkaitamme ja edistämään verkkoturvallisuutta maailmanlaajuisesti Vahvat periaatteemme ja menettelytytapamme varmistavat, että asiakas hallitsee itse omia tietojaan. Investoimme runsaasti luotettavan tietojenkäsittelyympäristön rakentamiseen ja tietoturvallisuuden osaamiseen Torjumme vahvasti verkkorikollisuutta ja toimimme aktiivisesti verkkoturvallisuuden edistämiseksi Vaatimustenmukaisuus Yksityisyydensuoja Riskienhallinta Turvallisuus Läpinäkyvyys Hallinta
Yli kolmen miljardin investoinnit datakeskuksiin Musta kuitu ja useita kansainvälisiä päätepisteitä Datacenter Fyysinen ja ohjelmistot Alhainen datakeskuksen energiankulutuksen suhde (PUE)
I don t understand how Office 365 service updates are managed and what happens if there is a service interruption. I am unsure of my role and how I am notified. Office 365 Service Health Dashboard Public roadmap Admin app for Windows, ios and Android
When the pace of change outside your company is faster than the pace of change inside your company, then the end is in sight Jack Welch
Sisältö ja signaalit populoidaan Office 365:stä automaattisesti tiimien käyttöön Office Graphiin. Insights derived with machine learning to help YOU get the job done right NOW
Mikä Office Graph? Kati Dokumentit Ihmiset Keskustelut
Mikä on Office Graph? Manager Presented to me Shared with me Direct report Liked by me Trending around me Viewed by me Works with
Mikä on Office Graph? Manager Presented to me Shared with me Direct report Liked by me Trending around me Viewed by me Works with
Yksityisyydestä huolehditaan julkisten ja yksityisten signaalien osalta. Email Presented to me Manager Direct report Shared with me Public Groups Viewed by me
Delve & Office Graph
Delve & Office Graph
Laajennettavuus Delve Line of Business External Content External Services
Laajennettavuus Delve Tukitiketit CRM Tuotekataloogi Arviot
http://www.pcworld.com/article/2686872/delve-office-graph-must-transcend-office-365-to-be-revolutionary.html
Yhdistää ihmiset, profiilit, keskustelut, sähköpostit, kalenterit ja tiedostot Office 365:ssä ja muissa palveluissa.
Office 365 Video (Powered by Azure Media Services) Tietoturvallinen, pilvipohjainen videoiden lataus ja säilytys. Optimoitu toisto. Luo, hallitse ja tilaa erilaisia kanavia. Kuvaa, jaa ja tutustu videoihin kaikilla laitteilla.
Office 365 Video architecture Uploader Viewers Office 365 Video SharePoint Online Azure Media Services Secure Delivery Content Storage Metadata Transcoding Thumbnail
http://office.com/roadmap https://about.yammer.com/success/engage/grow -your-network/release-schedule/ http://success.office.com/
File, Sync, and Share (FSS) A category with an opportunity for deeper penetration, especially in commercial Population Who Use Cloud Storage on Consumer-Owned Devices Population Who Use Cloud Storage on Commercial-Owned Devices 44% 56% 31% 69% Use Cloud Storage Don't Use Cloud Storage With penetration under 50%, this is still a category with high growth potential, particularly in commercial. Use Cloud Storage Don't Use Cloud Storage No winner has emerged: we do have an opportunity to drive toward a leadership position.
OneDrive is Microsoft s cloud storage brand In two flavors
OneDrive for Business Anywhere, anytime access for users. Simple and secure for IT.
The journey so far
Q3 2014 Q4 2014
https://blog.onedrive.com/taking-thenext-step-in-sync-for-onedrive/ https://blog.onedrive.com/saveattachments-directly-to-onedrive-from-outlookcom/
No Cloud Customers Some Cloud Customers Net new Customers Pro Plus Easy first workload Offers simple upgrade path to more Office 365 offerings
OneDrive for business partner opportunity Flexible path to the Cloud Data migration Solutions
Our customer engagement has depended on client s view of Cloud
What we ve seen Interest in solutions on top of OneDrive and the Office365 stack
How we win with ODFB Elevate the conversation from file sync & share it s not about just getting files into the Cloud it s about how you get things done. Integration with Office across platforms Built in security, compliance, privacy & transparency Financially backed 99.9% uptime SLA Offers co-authoring, contextual social, content management and workflow Cost effective Huge value for customers as part of Office 365 suite Aggressive roadmap
Enables on premises farms to redirect OneDrive for Business library to the cloud Allows users to access personal site content from anywhere, anytime on multiple devices Users can log into Office 365 using their existing credentials no separate username and password necessary Content can then also be easily shared with other users, or even people in other organizations