Why Cloud SMB practice overview. Matt Hall SMB Partner Channels Lead Microsoft 365 Marketing

Transcription

1 Why Cloud SMB practice overview Matt Hall SMB Partner Channels Lead Microsoft 365 Marketing

2 Microsoft 365 SMB Webinar Series Sign up today for our bi-weekly webinar series on all things SMB! 1. Why Cloud deep dive on August 15 th 2. Security deep dive on September 5 th 3. Microsoft 365 Business pitch with Bryan Goode on September 19 th 4. Microsoft 365 Business deployment overview on October 3 rd 5. Microsoft 365 Business objection handling on October 17 th 6. Microsoft 365 Business management overview on October 31 st 7. Microsoft 365 Business and GDPR on November 14 th 8. Microsoft 365 Business hybrid deployment overview on November 28 th

3 Quick SMB updates Laplink offer: free profile migration for Microsoft 365 Business aka.ms/profilemig Launchpad datasheet builder launched! aka.ms/partner launchpad Microsoft 365 Business Scholarship program more details aka.ms/microsoft365b scholarship2019 Sales & technical readiness videos launched soon! aka.ms/m365b partners

4 Partner execution for Modern Workplace in SMB Create an offer Use sales plays Show value Drive deployment Odo Launchpad Why Cloud Teamwork Security Guided product tour Deployment guide

5 SMB Practice Development Guides Why Cloud Shift customers to cloud Security Keep customers secure and compliant Teamwork Increase stickiness and drive adoption aka.ms/m365bpartners

6 Mapping plays to outcomes Grow your profitability and customer lifetime value These three plays provide you the tools you need to guide your SMB customers along their cloud journey, and help you: Improve your profitability Develop high-margin project services (35%), managed services (45%), and packaged IP (65%) to complement cloud solutions. Expand your service offerings Create opportunities for additional cloud services by following the clear up-sell path for cloud solutions. Drive customer retention Establish your role as a trustworthy advisor capable of navigating across on-premises and cloud investments. One-time engagement (35%-65% margin) Recurring partner services: Backup Custom proactive support User education End user change management and adoption One-time engagement Monthly license Recurring partner services: Device management Security, compliance & support Identity management Threat protection Compliance management App modernization End user change management and adoption One-time engagement Monthly license Recurring partner services: Break/fix managed service Monthly license Exchange Online and Business Premium Office 365 Business Premium Microsoft 365 Business Why Cloud Teamwork Security

7 Why Cloud? Start with business-class in the cloud Bundle migration and managed support Deploy latest Office apps Establish device refresh approach

8 customer urgency Windows 7 Jan 2020 Office 2010 Oct 2020 Office 2016 and earlier Office 365 connectivity Oct 2020 $100B+ Partner opportunity

9 Why Cloud? Opportunity Plan Pitch

10 SMBs are loud, proud and spending on cloud 17% Plan to double their spend 62% Plan to grow their spend +20% SMBs account for 60% of the global workforce 1 SMB cloud spend is growing 2 1 World SME Forum, 2 RightScale, 2018 State of the Cloud Report, 2018.

11 Cloud-reluctant SMBs are not cloud adverse 2.5% 16% 13.5% 34% 34% We re in! It seems expensive and risky They just have concerns they need you to address It ll slow us down and cause disruptions Its more than I need/ It feels impersonal

12 Developing your SMB cloud practice pays off Improve your profitability by offering higher-margin services Sell more to each customer with a clear upsell path for additional cloud services Drive customer retention by establishing yourself as a trustworthy cloud advisor 35% 45% 65% 60% of SMBs want a partner s advice 1 20% Monthly license subscription Project services Managed services Packaged IP 1 Bredin, an SMB market research and content marketing agency.

13 Why Cloud? Opportunity Plan Pitch

14 Outdated cloud misperceptions haunt SMBs Limited to expensive security solutions Non-compliant with industry regulations Increased security exposure Security Overcharged for unnecessary junk Hidden subscription fees Cost Loss of data if we cancel Business disruption Migration SNAFUs Too complex for our team Random updates

15 Jumping in cloud first can trigger blockers Listen and learn through business discovery Propose a solution that s right for them Shout the benefits, whisper the cloud Address cloud concerns with empathy and facts Earn the right to advise them by knowing them Balance addressable pain points with their cloud comfort Focus on how the solution will help their everyday work Spend time validating their concerns and unpacking them from buzz words

16 Why Cloud? Opportunity Plan Pitch

17 Listen and learn through business discovery Listen for pain-points Processes undermine productivity Systems dictate how we work Security threats disrupt workflow Limited systems drain our budget Identify priorities Functionality Flexibility Security Savings Sample business questions Who are your clients? What do they need? Where do your employees work? How do you envision your company growing? Sample technology-use questions What is your company s view of technology? Do you have a dedicated IT person? What do you wish you could do better?

18 Lead with the benefits vs talking about cloud Ground the conversation in the larger story about the challenges their business faces today Talk about how big their job is, how hard they work, and how ridiculous it is for them to have to hassle with problems. Explain how a business-class solution will help address a specific problem they have Don t overwhelm your cloud-reluctant customer with all the possible capabilities keep your pitch focused on a problem they face. Illustrate how their solution will work in their environment Help you customer visualize the solution in her environment through demos and guided trials.

19 builds trust for cloud-reluctant SMBs Replace current technology with a low-cost, high-value solution SMBs use more than any other app or software today 1 Many still use in-house servers or free online and need a business-class solution that gives them the benefits of the cloud. Bring more value to something they already depend on Its high-touch experience maximizes cloud exposure and builds cloud comfort to pave the way for more deals. Remember: EOS for Exchange 2013 is coming in Bredin, an SMB market research and content marketing agency.

20 Cloud Office apps are a logical next step Enable effective collaboration and future proof their office experience with cloud Office apps in Office 365 Over 50% of SMB s use Office 2010 or Windows 7 Many SMB customers are using outdated client s and operating systems that will go end of support in 2020 Cloud connected client Exchange online customers must access their cloud based with a modern client from 2020 (Office 2019 or Office 365)

21 SMBs stand to gain a lot from the cloud Functionality Flexibility Security Savings Get more done Choose how you work Help protect business Keep costs in line The cloud enables advanced capabilities for collaboration productivity, and insight The cloud makes it easier for SMBs to use the devices of their choice from anywhere 94% of small businesses report security benefits since moving to the cloud 1 Forrester Consulting estimated SMBs can save $16,000 a year on IT with the cloud. 2 1 Microsoft, Cloud Security, Privacy and Reliability Trends Study, June The Total Economic Impact Of Microsoft Office 365, a commissioned study conducted by Forrester Consulting on behalf of Microsoft, November 2016.

22 Support materials for each of the 4 stages Why Cloud play materials Learn Market Pitch Close Playcard Targeting guide Conversation guide kit Social assets kit Flyer Print ad Postcard Elevator pitch Customer pitch Customer offer Proposal SOW aka.ms/m365bpartners

23 Call to Action Focus on acquiring new cloud customers Leverage Office 2010 and Windows 7 as key moment to start conversation Utilize Why Cloud support materials to market, pitch and close customers Begin to qualify select cloud customers for Security upsell

24 Thank you