The training deck covers several topics related to selling Microsoft academic volume licenses through the Authorized Education Reseller (AER) program, including: 1) An overview of software licensing basics, the AER program requirements and benefits, and academic volume licensing options such as the Open Value Subscription for Education Solutions (OVS-ES) and Campus and School Agreement (CASA+EES). 2) Details on the Education Experience Suite (EES) offering, including how to determine customer eligibility, count full-time employees, license desktop products, and add Office 365. 3) Opportunities for partners related to Office 365 deployment services and training. Resources like the Cloud SureStep program and Microsoft Virtual Academy

1. Training Deck

2. Topics
Software Licensing Basics
Companion Offerings: Windows MultiPoint Server, the IT
Academy and DreamSpark
Academic Volume Licensing Including Office 365
Service opportunities for Partners and further training
The e-Agreement: Filling out the OVS-ES contract
AER Qualifications, responsibilities and benefits

3. Software licensing
basics

4. Key concepts
Software licensing
Software acquired through Microsoft Volume Licensing is for software licenses only. A
software license provides the right to run a Microsoft software product which can be
used only within the parameters defined by the license agreement.
Microsoft software can be used only in accordance
with the terms of:
• The Product Use Rights (PUR) documentation and your Volume Licensing
agreement for all Volume Licensing purchases. AER sales fall into this category.
• The End-User License Agreement (EULA), for full-packaged product and OEM
licenses..
All resellers offering Microsoft academic volume
licenses must be authorized through the AER
program, and must renew their authorization annually.

5. AER program
requirements,
responsibilities,
and benefits

6. AER Requirements, Responsibilities and Benefits
Requirements to become an AER
• Partner must be member of the MPN
• One person in the organization must
pass the Academic Volume Licensing test
(Two for Licensing Solutions Partners)
• Complete the AER application
Responsibilities of all AERs
• Must offer Academic Licenses only to
qualified educational users (QEUs)
• Must renew authorization annually to
continue to buy and sell academic
volume licenses
Benefits of an AER authorization
• Listing in the AER worldwide directory and the Microsoft Pinpoint online marketplace*
• Use of the AER logo
• A printable AER certificate
• A Joint Microsoft / Partner Press Release template for your PR
• Specialized resources, such as:
o The AER global communique
o Live training webinars
o Access to Microsoft Education Partner Network forums, news, and resources at
www.mepn.com/aer
o Additional training opportunities through distributors
*Partner must opt in through the MPN portal to appear in Microsoft Reseller Directories and complete a Pinpoint Profile in the Pinpoint Portal.

7. Academic
Volume Licensing

8. Qualified Educational Users
Academic Volume Licensing is available to all Qualified
Educational Users, including educational institutions,
administrative offices, and boards of education.
For a complete definition of QEUs around the world, visit the
Microsoft Volume Licensing site.
It is the responsibility of the Authorized Education Reseller to
verify that the customer is a QEU prior to making an Academic
Volume Licensing offer.

9. Licensing Solutions
Partners (LSPs)
Value Added Resellers
(VARs)
Through a Distributor
Open Value Subscription for Education Solutions - OVS-ES (5 FTE or more)
Open License for Academic
School Agreement (available only in certain markets)
Direct with Microsoft
CASA-EES (1,000 FTE or more)
Academic Select
License Types
Subscription
Perpetual
Academic licensing options for AERs
Note: the CASA-EES and OVS-ES programs are the same offering with the
same licensing rules and benefits but executed through different partner
channels.

10. “EES Offering”: Choosing between OVS-ES
and CASA+EES Agreements
TheEES offeringis the premier academic subscriptionofferingthat scalesfrom the smallestto
largest academic customers. Thesame core licensing rulesand benefitsapply whether
customerssign theCASA+EEScontractsor theOVS-ES agreement.
Thesize of the organizationis the primary factorin choosingbetween Open Value Subscription
for EducationSolutions(OVS-ES)and Enrollmentfor EducationSolutions(EES).
Allprogramfeatures,suchasannualFTEcount,licensingadditionalproducts,SoftwareAssurance,andstudentlicensing,remain
thesame,regardlessoftheorganization’ssize.
5 or more
FTE* employees
• OVS-ES, licensed
through an AER
VAR or AER LSP
and a Distributor
1,000 or more
FTE* employees
• EES, licensed
through a
Licensing
Solutions Partner
(LSP) only,
directly through
Microsoft
OVS-ESisthepremier
licensingoptionfor
AER VARs tosell.
CASA-EESisthepremier
licensingoptionforAER
LSPsto sell.

11. Why the EES Offering is Good for Customers
Applies to both CASA+EES and OVS-ES
Flexible Access
Flexible access with
Windows and Office
Roaming Use Rights,
expanded rights for bring-
your-own-device scenarios,
Windows Virtual Desktop
Access (VDA), and electronic
deployment of Home Use
Program (HUP) software.
Lower Total Cost of
Ownership (TCO)
Maximize the value of your
investment with access to
current technology, Work at
Home (WAH) rights, student
licensing, evaluation rights,
Software Assurance, Up-to-
Date Discount, and more.
Cloud on Your Terms
Free* access to Office 365
Plan E1 via Microsoft Online
Subscription Program or
CASA+EES.
Free* O365 ProPlus for
Students with the Office 365
ProPLus Benefit.
Easy Compliance
Count employees once per
year and fully covered for
all on-premises platform
products licensed.
Customized
Solutions
Add additional products,
either institution-wide,
departmental-wide, or for
individual devices at any
time
Simplified
Administration &
Asset Management
Eliminates the need to track
licenses for the selected
desktop platform products on
every PC.
Easily track and manage
software assets with self-
service online tools such as
Microsoft Volume Licensing
Service Center (VLSC)
Whether licensed through the CASA+EES contract or OVS-ES agreement, we refer to the
academic subscription offering as “EES”.

12. Why the EES Offering is Good for Education Resellers
Applies to both CASA+EES and OVS-ES
Simplified Sales Motion
• One set of program
rules, versus multiple
guidelines makes it
easier for Partners to sell
• Automated e-Agreement
streamlines terms and
signing process for small
and medium sized
customers
• Device count of School
enrollment is outdated,
FTE count better fits the
academic market today
• Simplified contract
reduces the complexity
for both customers and
partners
Competitive Advantage
of the Offering
• Program features (e.g.
FTE counting) present
new opportunities to
combat competitive
threats
• The Education Desktop
offers the best of breed
productivity software in
a single easy-to-order
SKU
• Licensing options cover
spectrum of customers,
enabling Partners to go
after new accounts
• Up-to-Date Discount
helps you drive annuity
through OVS-ES
Deepen the Customer
Relationship
• Enhance the value of
subscription with the
free* Office 365 E1 Plan
available through
CASA+EES and to OVS-
ES agreement customers
through the Microsoft
Online Services Program
(www.office365.com)
• Add the Office ProPlus
Benefit at no cost.
• Upsell to E3 and E4
using add-on SKUs

13. Entire institution
with or without
affiliates
department,
school site or
other defined
user grouping
Define the
Org
Calculations
factor in full-
time/part-time
Count FTE
Employees
and/or
Students
•Minimum of 5
FTE to qualify
for OVS-ES
agreement
•Minimum of
1000 to qualify
for CASA+EES
Determine
Contract
Qualification
Tiered pricing
on Desktop
Platform
Products
License at
Least One
DPP Org-
Wide
Extend to the
Cloud using
E1, Office 365
ProPlus Benefit
and E3/E4
Add-ons
Add office
365
Available org-
wide or in
specific
quantities
Choose
Additional
Products
Getting Started with EES
Applies to both CASA+EES and OVS-ES

14. For example, an organization has 2,000 full-time faculty, 3,000 part-time faculty, 1,000
full-time staff, and 1,000 part-time staff. The FTE employee count is calculated as follows:
2,000 + (3000  3) + 1,000 + (1000  2) = 4,500 FTE employees
Note: In EMEA, FTE Employees = faculty and staff who work more than 200 hours per year.
Total FTE
employees
Part-time
faculty  3
Full-time
faculty
Full-time
staff
Part-time
staff  2
Counting FTE faculty and staff
Applies to both CASA+EES and OVS-ES
EES offers the convenience of licensing products based on the
number of FTE faculty and staff in the organization.
FTE formula

15. Desktop platform product options
Applies to both CASA+EES and OVS-ES
• Desktop platform products must be licensed organization-wide based on FTE employee count and may
be licensed individually or together in the Desktop suites.
• Individual CAL Suite components are not desktop platform products, but must be licensed organization-
wide.
• The Microsoft Desktop Optimization Pack (MDOP) for Software Assurance can be added as part of the
Professional Desktop Platform Suite or Enterprise Desktop Platform Suite.
• When customers license Microsoft Office 2013 and Microsoft SharePoint Server 2013 Enterprise or
Standard client access licenses (CALs) for faculty and staff organization-wide, the customers’ students and
their parents can use Microsoft Office Web Applications for educational purposes at no charge.
Windows Pro Upgrade
Microsoft Office Professional Plus
Core CAL Suite
Windows Pro Upgrade
Microsoft Office Professional Plus
Enterprise CAL Suite
Enterprise Desktop Platform Suite:Professional Desktop Platform Suite:

16. Up-To-Date (UTD) Discount for OVS-ES
for Net New Subscription Customers

17. Additional software products
Applies to both CASA+EES and OVS-ES
A broad selection of software and
services are available as “Additional
Products” and can be acquired as
individual licenses in any quantity.
Qualifying products include:
• Certain desktop applications
• Certain CALs
• Server products
• Microsoft IT Academy
Exceptions may apply. A complete list of additional products is available on the Microsoft
Product List at http://www.microsoft.com/contracts

18. Now add Office 365
to the customer’s
Annuity agreement

19. Office 365 At a Glance
Work across PCs, Macs, tablets, the web, and mobile devices
SharePoint Online
Lync Online
Exchange Online

20. Office 365 Education Plans Summary
E1 E3 E4
Available channels (Microsoft Online Portal and Volume Licensing: OVS-ES and
EES)
MOP, EES MOP, EES, OVS-ES MOP, EES, OVS-ES
Email, Calendar, Contacts, Anti-Malware, Role-based permissions, IRM, 50 GB
mailbox
● ● ●
IM, Presence, Audio/Video Conferencing, Online meeting with desktop sharing ● ● ●
Office Web Apps (create/view/edit/co-edit) ● ● ●
Collaboration, OneDrive for Business (1 TB), Sites (up to 3,000), App Catalog, e-
Discovery
● ● ●
Meeting Recording, View Multi-Party Video (Full Lync Client) ● ● ●
Yammer Enterprise ● ● ●
Office applications (Office 365 ProPlus) ● ●
Voicemail, Archiving, Data Loss Prevention ● ●
Excel/Access/Visio Services ● ●
Rights Management Services ● ●
Enterprise Voice ●
Price (Faculty/Student) Free US $4.5/$2.5 US $6/$3

21. Available Channels for Office 365 Education
http://office.microsoft.com/education
* Office 365 E3 and Office ProPlus Subscription are also available through the Open Academic program

22. Office 365 ProPlus Benefit:
Free Office for Students, Faculty and Staff
of faculty and staff
100% of students, faculty
and staff
100%
free for
Academic institutions that have a
Volume Licensing agreement via EES or
OVS-ES covering Microsoft Office as a
DPP organization-wide are eligible to
provide Office 365 ProPlus to all their
students at no additional cost.
ALWAYS add Office 365 ProPlus Benefit to new or renewing Annuity Agreements
Enrol 1 License 2 Provide 3

23. Summary: How to sell to Academic institutions
Sell an OVS-ES annuity
agreement with the
Education Desktop or
OfficeProfessional Plus
Upsell Faculty and Staff to
Plan E3, providing cloud
and compliance benefits
Enables Students, Faculty
and Staff to learn the full
capabilities of Microsoft
products
1 3
The Office 365 ProPlus
Benefit provides Office365
ProPlus to the entire
Student body
2
License Office 365 Plan E1
for cloud-based
communications and
collaboration (via MOP)

24. Deployment
Services and
Training
Opportunities

25. Use NEW Office 365 FastTrack to deploy
The best way for customers to evaluate and deploy Office 365
 Deployment
methodology with step-
by-step guidance
 Customers get up and
running quickly, easily
 No throw away effort –
this is a production pilot
 Multiple data migration
and identity options
 Extend and deliver new
capabilities such as app
integration, federation
http://fasttrack.office.com

26. • No need to purchase no-cost licenses
• Institutions with annuity licensing for office can now sign up themselves– licensing
happens automatically
 Students sign up at
office.com/getoffice365
 Teachers sign up at
office.com/teachers
 Verify eligibility
 Create an account*
 Plan: Office 365 Education for
students / for faculty
 Auto Assigned: Yammer**;
Office Online; SharePoint
Online; Office 365 ProPlus
 Unassigned: Exchange and Lync
Office 365 ProPlus benefits and NEW Self-sign up
* must be over 13 years old – age may vary by market **Available soon

27. Office 365 Services Opportunities for Partners
 Cloud productivity with Office 365 is a new platform for partner services
 Many partners begin with planning & deployment services, then manage cloud
lifecycle with data migration, mobile integration, and support
 Partners see application development, SharePoint solutions, and identity
services as high-margin practice areas
 Experienced cloud partners innovate with scalable, low-cost offerings
Data migration,
Identity, Directory
Mobile devices
integration
Monitoring and
Management
services
Ongoing support
and training
Deployment:
Up-front planning
and pilot
Deployment:
Organization-wide
App
Integration
Reporting Social

28. Remain up-to-date on service
blogs.office.com/b/office365tech
Office 365 sales readiness
drumbeat.office.com
Remain up-to-date
yammer.com/office365partners
Office 365 technical readiness
ignite.office.com
Learn latest Microsoft technology
www.microsoftvirtualacademy.com
Further Training and Resources for Partners
Yammer
www.yammer/mepnOnline Microsoft Education Partner Network
www.mepn.com

29. Use Cloud SureStep for a structured
approach to gaining cloud skills for
your organization
http://aka.ms/cloud-surestep
SMB Cloud SureStep
See Appendix for more details
Microsoft’s Cloud
SureStep roadmap is
designed to help
partners get their cloud
business started and
assist cloud-savvy
partners scale and
maximize their potential.

30. AER specific Training
Access additional EES and OVS-ES licensing
information and resources on the Microsoft Partner
Portal and the Microsoft in education portal.
Readiness
• Presentations: AER webcast recordings
• Licensing guide: Details about EES program features for AERs and LSPs
• FAQs: Extensive coverage of relevant scenarios
• Learn about Microsoft Academic Products and Education Solutions
Sales
• Marketing Campaigns
• Customer Presentations
• Academic Discounts
• Reseller Promotions
• Customer Resources to manage, deploy and renew licenses

31. Alternatives to Selling OVS-ES
For small and medium sized customers
Academic Open Licensing
(Perpetual)
• Two-year licensing agreement
• Minimum initial order of five licenses
• No minimum requirement for
additional orders
• Pay-as-you-go approach
• Option to include Software Assurance
• No paperwork to sign; terms and
conditions accepted the first time the
customer activates licenses online
• Sold through distributors and AERs
• No media pack; available for purchase
separately as required
School Agreement *
(Subscription)
• Only available in designated markets
• 1-year or 3-year renewable licensing
agreement
• Minimum initial order of 300 units
(varies by region)
• Pricing based on number of desktop
PCs
• Additional orders charged a pro-rated
price
• Upgrade and downgrade rights
• Work at Home Rights
• Software Assurance included
• Sold through AERs and LSPs
** Where available
Where possible, convert Open
customers to OVS-ES with the
Up-To-Date Discount

32. The e-Agreement:
Filling out the
OVS-ES contract
Automated electronic agreement
to enable AER VARs to scale sales
efforts among small to medium
sized customers.

33. The OVS-ES e-Agreement advantage

34. Completing the OVS-ES e-Agreement
1. Select at least one desktop
platform product. Check all
three to license the Education
Desktop.
2. Check to receive Up-To-Date
discount on three-year
agreement, if a new
subscription customer.
3. Check one-year or three-year
licensing period.

35. Completing the OVS-ES e-Agreement
4. Define the organization.
5. Check to receive Level F
pricing if the organization’s
FTE count is greater than
1,000.

36. Terms and extensions
At the end of an OVS-ES one- or three-year term, the customer can
choose to extend the agreement one time, for three years. After the
extension period is over, the customer must start a new OVS-ES to
continue their OVS-ES coverage.
New OVS-ES
1- or 3-Year
Term
3-Year
Extension
Start of
term
End of
term
End of
extension

37. Windows
MultiPoint Server,
the IT Academy
and DreamSpark

38. Windows MultiPoint Server benefits
You can offer Windows MultiPoint Server to educational
institutions for use in classrooms, labs, and libraries. It
enables multiple users to simultaneously share one
computer, while using their own monitors, keyboards,
and mice—and enjoy an independent and familiar
Windows computing experience. LAN connect
(thin client)
Direct connect
(videoor PCI card)
USBconnect
(USBclient)

39. The Microsoft IT Academy Program
This Programprovidesinstitutionswithaccessto afull curriculumsolution for teachingtechnologycourses
andlearningtools thathelp studentsachievesuccess.Institutionscanoffer trainingon basic technology
skills throughto technicalcoursesfor studentsinterestedin pursuing acareerin ITaftertheygraduate.
CoursesthroughtheITAcademyProgrammapto industryrecognizedcertifications,supportinginstitutions
to offer skills for employabilityand‘buildtheworkforceof tomorrow,today’.
Microsoft IT
Academy Benefits at
a Glance:
“The Microsoft IT Academy
is a perfect example of how
our state is leading the way
in preparing high school
students for college and
career”
Bill Harrison, Chairman,
North Carolina State Board
of Education

40. The Microsoft Certification Program
InstitutionswhodeliverMicrosoftITAcademyProgramcoursesto studentsarepreparingthemfor globally
recognizedMicrosoftCertifications. Withcertification,educatorsand studentscanvalidatetheirtechnology
skills,whichhelps themstandout from thecrowdand enhancetheireducationandcareerprospects.
MicrosoftCertificationpacksarenowavailablethroughVolumeLicensing. Sellthe MicrosoftITAcademy
Program& MicrosoftCertificationpackstogetheras a powerfuland valuableemployabilitysolution.
Validate overall comprehension
and deep expertise of Microsoft
Office Skills that businesses
require.
Validate core technology
concepts in infrastructure,
database and development,
helping students prepare for
more advanced technology
education and/or certifications.
Validate crucial skills for IT careers
as students work toward earning
Microsoft Certified Solutions
Associate [MCSA], Microsoft
Certified Solutions Expert [MCSE],
or Microsoft Certified Solutions
Developer [MCSD] certifications.
Site Pack 500 exams Site Pack 250 exams Class Pack 30
Available SKUs: H5T-00004,
H5T-00005, H5T-00006
Available SKUs: H5T-00007,
H5T-00008, H5T-00009
Available SKUs: H5T-00001,
H5T-00002, H5T-00003
Microsoft IT Academy Microsoft

41. Add DreamSpark as a benefit
Through DreamSpark, customers can outfit their labs with the latest
developer, design, and server tools to support personal or in-class
learningfortheirstudentsand educators. Software can be used for
instructional purposes only.
DreamSpark Standard
• No cost to OVS-ES and EES customers. Include with for-fee offers to enhance value
for customers.
DreamSpark Premium
• No cost to qualifying higher education science, technology, engineering, and math
departments only.
• Windows operating system is for lab use only; it cannot be used on student-owned
devices or devices that are shared across departments.

42. Appendix

43. EES & OVS-ES at a glance
Feature EES and OVS-ES offerings
Channel License through AER and distributor
Contract OVS-ES through eAgreements
Pricing Pricing for desktop platform products: Levels E and F
Customer focus Primary and secondary schools, and higher education
Organization-wide counting Faculty and staff as defined by FTE formula; 5 FTE minimum
Subscription term 1- or 3-year term
Extensions Extensions: one-time, 3-year extension option
Platform products Windows operating system upgrade, Office Professional Plus 2013, Core CAL and Enterprise CAL Suite;
individually or in desktop bundle
Additional products May be licensed institution-wide, department-wide, or individually
Student licensing Student option with no-cost electronic software download
Minimums
5 faculty and staff FTE or 5 student FTE through the OVS-ES agreement (AER only)
1,000 faculty and staff FTE or student FTE if licensing through CASA - EES agreements (LAR only)
Cloud services
Available to license through CASA - EES option (through LARs only). No-cost Office 365 Plan E1 available to
all qualified education customers through Microsoft Online Services
WAH rights Can be offered by organizations to their faculty and staff members only, with no additional license charge
Software Assurance benefits Included. New Version Rights, Downgrade Rights, Home Use Program, E-Learning, and more (“Category 5”
benefits available to all EES customers = same set of benefits available in CASA today)
DreamSpark No-cost DreamSpark membership – design and development software for instructional use only.
Office Web Apps No cost to students and their parents when institution licenses Office 2013 and SharePoint CAL 2013
organization-wide.

44. Optimize Your Business
.
Microsoft’s Cloud
SureStep roadmap is
designed to help
partners get their cloud
business started and
assist cloud-savvy
partners scale and
maximize their potential.
Grow Your Business
.
Cloud SureStep
Getting Started
Understand the opportunity.
Learn about the cloud business,
its growth projections, and how
to gain advantage.
3 Deals
Complete
Ready to
start
creating
scale
24 Deals
Complete
Time to
stand apart
and lead the
pack
25+
Deals Per
Year
$
Cloud growth
compared to the
overall industry
2016 Public IT
cloud services
spending
5x $98BCloud-oriented partners
made more gross profit1.6x
Deploy for
Success
Drive
Demand
& Sell
Get
Engaged
Getting to
Know
Office 365
The Cloud
Opportunity
Capitalize on
the Cloud
Opportunity
Increase
Lead
Generation
Maximize
Sales
Efficiency
Increase
Services
Margins
Optimize
Business
Process
Optimize
Business
Performance
Build Your
Specialized
Offering
Scale Demand
and
Drive Leads
Differentiate. Provide
a comprehensive
solution across
multiple services.
Build profitability by
scaling demand,
maximizing sales, and
increasing margins

45. 1
2
3
4 5
1
Collaborate in the Office 365 Yammer
community.
2
Three cloud SureStep Pillars (Start/
Grow/Optimize) with building block
stages.
3
Hear from partners who have built
successful cloud services businesses.
4 Scan the industry trends.
5
Engage in the other Office 365
communities.
MPN Site: Overview Page

46. 1
For each pillar, the spotlight resources
are at the top of the page.
2
Pillar stages (steps) to lead the partner
to success
3
Aligned to stages, resources and assets
are specific to partner needs.
4
Additional resources enable deep dive
learning.
5 Watch and hear partner success stories.
1
2
3
4
5
MPN Site: Pillar Pages

47. Cloud SureStep on MPN Portal: ”Get Started” Resources
The Cloud Opportunity
AssetResources
IDC InfoDoc: Practices of
Successful Cloud Partners:
What IT Solution Providers need
to know to build high
performing Cloud Businesses.
Meet Office 365: Get a high
level overview of the
capabilities of Office 365.
Microsoft Cloud Privacy &
Security Overview: An
introductory look into how
Microsoft instills confidence in
customers through world-class
data security.
Making Money with Office
365: Learn how other successful
partners are generating revenue
in the cloud with Office 365.
LearnMoreResources
Office 365 Trust Center:
See the full story behind
Microsoft's relentless
commitment to customer
privacy and security.
Office 365 Security
Whitepaper: The details on
how security is built into
Office 365, how data is
handled within the data
centers, and compliance to
industry standards.
Getting to Know Office 365
AssetResources
Office 365 Starter Kit: An
overview of Office 365, how to
sell it, and how to deploy, and
migrate it.
Pitching the right Office 365
plan to SMBs: Learn how to
pitch the appropriate Office 365
plan to SMB customers.
Office 365 Open Licensing
FAQ: Frequently Asked
Questions for partners looking
to sell Office 365.
Customer Evidence: Aston
Martin: See how this market
leader is benefiting from Office
365.
LearnMoreResources
Customer Evidence: Steve
Moore Chevrolet: See how
market leading partner
Palmetto Technology Group
helped this customer achieve
success.
Office Videos: New Office &
Office 365 short product
feature videos.
Licensing Model
Comparison Calculator
Overview: Compare channel
incentive models: Open
licensing & Advisor.
License Model Comparison
Calculator
Register and Get Engaged
AssetResources
Subscribe to the Microsoft
Action Pack: Gain cost-
effective access to software
licenses, technical communities,
training, and marketing tools.
Find a Distributor: Locate a
distributor in your region, who
can help with readiness, sales
training and activation,
technical and licensing support,
and account management.
Join the Office 365 Yammer
Group: Join the Office 365
community to learn from and
share with other partners.
Join the Office 365
Technology Blog: Join the
Office 365 technical community.
LearnMore
Resources
Microsoft Competencies
Overview: Show your
customers that you have
proven capabilities, and can
set your company apart from
the competition.
Drive Demand and Sell
AssetResources
How to Sell & Pitch Office
365: Learn how to sell Office
365 and positioning it against
the key selling scenarios.
Office 365 Pitch Deck: Use this
deck to help sell to prospective
buyers (Small Business version
also available via Office BEST
Campaign).
Office 365 Tele Discussion
Guide: Use this resource to help
you drive the Office 365
conversation.
Office Demo Site: Free Online
Demo resources to help you
show your prospects the power
of Office 365.
LearnMoreResources
Office 365 Customer Leave
Behind: A great summary of
the service to share with
prospective buyers
Office Overview: Choose
Your New Office: Help your
prospective buyers make the
right decision on which
Office offering makes sense
for their needs.
Deploy with Success
AssetResources
Office Ignite Technical
Readiness: Get access to
technical training for Office 365.
Office 365 Policy and
Activation Guide: Get
guidance on how to activate
and get ready to use Office 365.

48. Cloud SureStep on MPN Portal: ”Grow” Resources
Capitalize on the Cloud Opportunity
AssetResources
Setup Your Business for Cloud: Learn
about proven strategies to build a
profitable business with Microsoft Cloud.
Cloud Business Model Optimization:
Detailed discussion on core drivers of
profitability in a Cloud Business.
Changing Customer Buying Behavior—
Why it Impacts Everything: Learn how to
develop, sell, market and deliver Cloud
solutions.
Changing Customer Buying Behavior—
Why it Impacts Everything: Slides:
Supporting Slides for "Changing
Customer Buying Behavior—Why it
Impacts Everything."
LearnMoreResources
Microsoft Competencies Overview:
Show your customers that you have
proven capabilities, and can set your
company apart from the competition.
Get2Modern Campaign: A joint
campaign between Windows and
Office to help Windows XP and Office
2003 SMB customers migrate to
Windows 8 Pro and the new Office.
Best of Both Worlds Campaign: A
combined campaign featuring Office
365 and Windows Server - the power
of cloud productivity, combined with
on-site data control.
Create Demand and Drive Leads
AssetResources
Marketing Cloud Solutions: Learn what
marketing strategies and tactics work in
attracting a web centric buyer looking for
cloud solutions.
Achieving High Impact Prospect
Engagement—Why Won’t My
Prospects Respond? Improve your
marketing ROI by increasing response
rates.
Office 365 Best Campaign: Office BEST
Campaign is the single, evergreen
campaign for selling Office 365 in SMB
and includes over 70 assets for partners.
Microsoft DigitalStride: Leverage
DigitalStride to boost the discoverability
of your web site and optimize your digital
marketing capabilities.
LearnMoreResources
Marketing in the Cloud: Slides: Slides
used in the training video "Marketing
in the Cloud."
Trial Syndication: Add an Office 365
microsite to your web site to educate
prospective buyers and initiate trails.
Web Banners: Download and use this
large collection of banners on your site
to generate traffic and entice
prospective buyers.
Copy Blocks for Marketing
Materials: Leverage these to generate
marketing campaigns to educate and
inspire prospective buyers.
Maximize Sales Efficiency
AssetResources
Selling in the Cloud—What’s Different
and How Do We Adapt? Understand how
to adapt your traditional solution sales
approach for Cloud.
Accelerate the Sales Cycle—How to Sell
More by Doing Less: Learn how to
accelerate your sales cycle and increase
your close rate.
Cloud Sales Playbook: Step by Step
guidance on how to build an efficient
sales process.
LearnMoreResources
Selling against Google - Marketing
Campaign: Campaign Assets to help
sell Office 365 in Google Compete
scenarios.
Accelerated Sales Process Flowchart:
Overview flow for the end to end cloud
sales process
Action, demonstration, and trial
plan: Overall plan for managing the
sales process.
Discovery questions: profiling
questions to gain insights into a
customer’s business.
Proposal template: Proven business
value-focused presentation model
designed to surface objections and
secure decisions.
Buy-in demonstration template:
Outlines how to document a buy-in
demonstration.
Engagement communication
samples: Examples of voicemails,
emails, to compel prospects to engage.
Increase Service Margins
AssetResources
Keys to Partner Success with Office 365:
Learn about key attributes of success with
Office 365.
Packaging and Delivery of Cloud
Services: Learn how to increase margins
by adding packaged and managed
services.
Fast Track: Deployment Resources for
Office 365.
Office 365 Practice Accelerator: A
comprehensive set of reusable tools and
best practices to help identify customer
requirements, scope projects, analyze
customer needs, and deploy Office 365.
LearnMore
Resources
Packaging and Delivery of Cloud
Services - Slides: Slides from the
readiness session "Packaging and
Delivery of Cloud Services"