Transcription

RACKING UPOFFICE 365 SALESA STEP-BY-STEP GUIDETO RESELLING OFFICE 365FOR VARS & MSPS

TABLE OF CONTENTSIntroduction. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3Why resell Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3Partner Benefits from Selling Office 365 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 4What can you learn from this Office 365 Sales Guide? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5Step 1: Understand the Solution. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 6What is Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7What are popular add-on solutions for Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8What are the most popular Office 365 business plans?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 8Does Office 365 work for mobile businesses?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10What are the most important Office 365 capabilities?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .10What are the benefits of Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11Step 2: Identifying Prospects. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .12How do I find customers who may benefit from Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . 12Step 3: Connect with the Client . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .14How do I initiate a conversation about Office 365 with a potential client? . . . . . . . . . . . . .14Step 4: Assess Client Needs. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16How do I assess client needs for Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .16Step 5: Sign Up to Resell Office 365 . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 18How do I become a Rackspace Reseller?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .18What’s the advantage of partnering with a Microsoft CSP?. . . . . . . . . . . . . . . . . . . . . . . . . . .19Step 6: Present the Solution. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20What are the key objectives for using Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 20What are the use cases for Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 21How can I add greater value?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 23Step 7: Handle Objections. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24What are common objections to Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 24Step 8: Close the Sale. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 25How can I lock down the Office 365 sale?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 26Are there additional incentives for my clients to select Office 365?. . . . . . . . . . . . . . . . . . 26Step 9: Implement the Solution. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 27What is the roadmap for implementing Office 365?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 28What are the technical challenges to deploying the Office 365 Solutions? . . . . . . . . . . . 29What are the impacts of Office 365 on users?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 30Step 10: Follow Up. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .31What are follow-on revenue opportunities with Office 365? . . . . . . . . . . . . . . . . . . . . . . . . . . 31Conclusion . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32Why consider Rackspace as your Office 365 partner?. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 32Rackspace Office 365 Reseller Program Benefits. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 34About Rackspace. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 351-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS2

INTRODUCTIONOffice 365 is one of the most well-known cloud solutions on the market, due in no smallpart to having the Microsoft marketing machine behind it as well as a readymadecustomer base in traditional Office users. Microsoft reported in March 2016 that there are1.2 billion users worldwide using an Office product or service. Of those, it says 60 millionare active Office 365 commercial customers, with 50,000 small business customers beingadded every month.For many organizations considering a move to the cloud, Office 365 is an obvious place tostart; they already know the value of many of the apps because they use them every day.Accordingly, reselling Office 365 can be a good way for value added resellers (VARs) andmanaged services providers (MSPs) to start to build a cloud practice.WHY RESELL OFFICE 365?If you’re reading this guide, you are at leastcurious about reselling Office 365 – and withgood reason. Nearly four in five (78 percent) ofenterprises are using or planning to use Office365, according to a 2016 survey from Gartner.The momentum for Office 365 is growingeven – or perhaps especially – among users ofon-premises Office software. That’s becauseOffice 365 is the platform through whichMicrosoft plans to deliver its next-generation1-800-961-2888EMAIL USPercentage of enterprises using orplanning to use Office LLERS33

unified communications and collaboration tools. According to Gartner analysts – “Formost enterprises, it’s no longer a question of whether they should implement Office 365services — it’s a question of which ones, in what order and how.”That’s where you come in. Most companies – small and large – are going to need guidanceon how best to migrate to Office 365 and how to manage it afterwards. You already areacting as a trusted IT adviser to your existing clients, so it only makes sense for you toeducate and help them move to Office 365 as well. Your advice could be the differencebetween a good and bad customer experience, not to mention ROI, if you bring the rightexpertise and technology partner to the table.But it isn’t philanthropy; there are a host of benefits for your business – not the least ofwhich is preventing your clients from moving to the cloud without you by either goingdirect to Microsoft or with another reseller who might then be positioned to supplant youas the go-to IT resource.PARTNER BENEFITS FROM SELLING OFFICE 365The upside of reselling Office 365 is clear. The downside? Like any new product or serviceyou’ve added to your portfolio, you’ll have to learn how it works, and how to sell andimplement it successfully. That means some homework on your part. If you’re thinking afew shortcuts might be helpful at this point, you’ve come to the right place.ACCOUNT PROTECTIONPROFESSIONAL SERVICES FEESPrevent clients from moving to theCharge consulting fees for assessingcloud without you — either goingcustomer needs, planning the migration anddirect or with another reseller.implementing the solution, etc.NEW RECURRING REVENUEONGOING SUPPORT CONTRACTSEarn monthly recurring revenueMaintain the customer connection andfrom markups on Office 365recurring revenue by fielding requests forservices subscriptions from youradds/moves/changes and help desk support.preferred Microsoft Cloud ServiceProvider like Rackspace.CUSTOMER RETENTIONAvoid costly churn with layered solutionsMORE RECURRING REVENUEthat solve business problems.Add-on cloud services from yourpreferred Microsoft Cloud ServiceINCREASED WALLETSHAREProvider like Rackspace.Get more of your customers’ overall ITspend by offering a suite of solutions.1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS4

WHAT CAN YOU LEARN FROM THIS OFFICE 365 SALES GUIDE?There’s a lot of information available about Office 365, so what’s new here? We’ve cutthrough the clutter to give you the essential information you need about selling Office365 in a format that aligns with your sales process. Each section focuses on a step in thesales lifecycle that you follow every day – from understanding the solution to following upon client deployments and all the steps in between. Just say no to information overload.We’ve right-sized our guidance – with plenty of handy checklists and diagrams -- to helpyou through your initial sales of Office 365.Step 10:Follow UpStep 9:Implementthe SolutionStep 1:UnderstandtheSolutionTHESALES CYCLEStep 8:Close theSaleStep 7:HandleObjections1-800-961-2888Step 2:IdentifyProspectsStep 3: Connectwith ClientStep 4:Assess ClientNeedsStep 6:PresenttheSolutionEMAIL USStep 5:Sign up toResell Office365 LERS5

STEP 1: UNDERSTAND THE SOLUTIONStep 1 in the sales lifecycle is to understand the solution – both features and benefits.It should go without saying, but many a technical expert turned salesperson could usea gentle reminder not to get so caught up in how it works that they forget to explainhow it helps the customer. This product knowledge will be the foundation for the needsassessment and presentation parts of the sales process.With that in mind, let’s look at Office 365, starting with the features and following with thebenefits.1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS6

WHAT IS OFFICE 365?Put simply, Office 365 is the Microsoft Office Suite and/or email in the cloud. Morespecifically, it refers to the cloud-enabled versions of Microsoft Office productivityapplications plus email and additional online services for both home and business. AllOffice 365 plans are paid for on a subscription basis. Office 365 for Business plans includevarious combinations of popular Microsoft Office applications as well as other onlineservices, such as:OFFICE 365 APPLICATIONS & SERVICESSTANDARD FEATURESOUTLOOKEXCELWORDPOWERPOINTEmail Client & CalendarSpreadsheetWord ProcessingSlide PresentationsEXCHANGEACCESSONENOTEPUBLISHEREmail ServerDatabaseShared NotebooksGraphic DesignONEDRIVESHAREPOINTSKYPEFile SharingCollaborationIM, Conferencing, CollaborationADVANCED FEATURESDELVEYAMMERTEAMSData & Content DiscoveryEnterprise Social NetworkingGroup Chat-based WorkspacePOWER BIVISIOPROJECTData AnalyticsDiagrams & ChartsProject ManagementSWAYBOOKINGSDYNAMICSInteractive ContentAppointment SchedulerCustomer Relationship Mgmt.1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS7

WHAT ARE POPULAR ADD-ON SOLUTIONS FOR OFFICE 365?Up the value of Office 365 for your customers with affordable add-on solutions — availableexclusively from Rackspace — that help your customers address their compliance andregulatory needs as well as security concerns.RACKSPACE ADD-ON SOLUTIONS FOR OFFICE 365UNLIMITED EMAIL STORAGEAND RETENTIONKEEP YOUR DATA SAFEAdd Microsoft Azure Rights ManagementAdd Rackspace Email Archiving for Officeto any plan to get advanced message365 to any plan to help meet regulatoryencryption, content filtering and data losscompliance requirements.prevention (DLP).WHAT ARE THE MOST POPULAR OFFICE 365 BUSINESS PLANS?Office 365 for Business apps can be purchased standalone, but they also come in packages with varyingcombinations of features and functionality. They are divided into families based on the target customer size.For small and medium businesses (SMBs) with less than 300 users, there are three plans: Business Essentials — Exchange email, online versions of Office, 1TB OneDrive storage and file sharing,Yammer corporate social networking and Active Directory integration Business — Full desktop, online and mobile versions of Office, 1TB OneDrive storage and file sharing,Skype for Business online meetings and IM, SharePoint and Active Directory integration Business Premium — All the features of Business Essentials and Business in one integrated planFor organizations with more advanced needs or a large number of users, Rackspace offers threeMicrosoft Office 365 plans: Enterprise E1 — Exchange email, online versions of Office, 1TB OneDrive storage and file sharing,Yammer corporate social networking, Active Directory integration, Delve search and discovery,enterprise management of applications, Advance Skype for Business (Internet broadcast for up to10,000 people) and Intranet site for teams Enterprise ProPlus — Full desktop, online and mobile versions of Office, 1TB OneDrive storage and filesharing, Skype for Business online meetings and IM, SharePoint, Access database and Active Directoryintegration Enterprise E3 — All the featres of Enterprise E1 and ProPlus along with unlimited OneDrive storage andsecurity (Compliance and Azure Rights Management)1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS8

Cost/  Cost/Seats  SeatsSupportSupportOfficeOfficeRACKSPACE OFFICE 365BUSINESS PLANSBusinessBusinessBusinessPrice  (per  user,  per  month)BusinessEssen,alsBusinessEssen,als 8Price  (per  user,  per  month)*Seat  CapSeat  CapFree  Email  Migra,on24/7/365  Fana,cal  Support14- ‐day  free  trial,14- ‐day  free  trial,No  long- ‐term  contractsFully  Installed  versions  of  Outlook,  OneNote,  Word,  PowerPoint,No  long- ‐term  contractsPublisher,  ExcelFully  Installed  versions  of  Outlook,  OneNote,  Word,  PowerPoint,Online  versions  of    Outlook,  OneNote,  Word,  PowerPoint,  Publisher,Publisher,  ExcelExcelOnline  versions  of    Outlook,  OneNote,  Word,  PowerPoint,  Publisher,Mobile    versions  of    Outlook,  OneNote,  Word,  PowerPoint,  Publisher,ExcelExcelMobile    versions  of    Outlook,  OneNote,  Word,  PowerPoint,  Publisher,OneDrive  for  Business  (Cloud Drive  for  Business  (Cloud  Storage)Exchange  (Email,  calendar,  50GB  mailbox)EnterpriseProPlusE1ProPlus 11.50 23 15 11.50 11.50Unlimited 23300 Unlimited 8 11.50 8 8300 - ‐- ‐ - ‐Business -- - ‐ 1TB unlimited1TB 1TB- ‐1TB 1TB 1TB- ‐unlimited - ‐ SharePoint  (Team  sites,  internal  portals)Access  (Database)- ‐ - ‐- ‐ - ‐ - ‐ - ‐- ‐ - ‐ - ‐- ‐ - ‐ - ‐ Yammer  (Corporate  social  network)Delve  (Personalized  search  and  discovery  across  Office) - ‐- ‐- ‐Delve  (Personalized  search  and  discovery  across  Office)Ac,ve  Directory  Integra,on- ‐ - ‐ - ‐ Azure  Rights  Management  (message  encryp,on,  info  rightsCompliance  (na,ve  archiving,  eDiscovery  and  mailbox  holds)management,  data  loss  preven,on)Azure  Rights  Management  (message  encryp,on,  info  rightsEnterprise  Management  of  apps  (group  policy,  telemetry,  sharedmanagement,  data  loss  preven,on)computer  ac,va,on)Enterprise  Management  of  apps  (group  policy,  telemetry,  sharedAdvanced  Skype  for  Business  (Internet  broadcast  up  to  10,000  people)computer  ac,va,on)- ‐op,onal- ‐op,onal- ‐op,onal- ‐op,onal- ‐op,onalop,onal- ‐op,onal- ‐op,onal- ‐op,onalop,onal- ‐- ‐- ‐- ‐- ‐- ‐ - ‐- ‐Advanced  Skype  for  Business  (Internet  broadcast  up  to  10,000  people)Intranet  site  for  teams  with  customizable  security  se ngs- ‐- ‐- ‐ - ‐- ‐- ‐- ‐ Intranet  site  for  teams  with  customizable  security  se ngs - ‐ - ‐EMAIL US - ‐1TB- ‐1-800-961-2888 1TBSkype  for  Business  (Online  mee,ngs,  IM)SharePoint  (Team  sites,  internal  portals)* All prices are Rackspace retail pricing; reseller discounts apply.E3 1TB- ‐ Access  (Database)Yammer  (Corporate  social  network) E3- ‐1TB - ‐Exchange  (Email,  calendar,  50GB  mailbox)Skype  for  Business  (Online  mee,ngs,  IM)Ac,ve  Directory  Integra,onCompliance  (na,ve  archiving,  eDiscovery  and  mailbox PremiumBusinessPremium 15 Free  Email  Migra,on24/7/365  Fana,cal  SupportEnterprise - ‐ - ‐ - ‐ - ‐- ‐- ‐ - ‐- ‐WWW.RACKSPACE.COM/OFFICE-365/RESELLERS 9

DOES OFFICE 365 WORK FOR MOBILE BUSINESSES?Many Office 365 plans include the desktopversion of the latest Office applications,including Word, Excel, PowerPoint, OneNote,Outlook, Publisher, and Access. (Publisherand Access are available on PC only.)And you can install them across multipledevices, including PCs, Macs, Androidtablets, Android phones, iPads, and iPhones.Office 365WorksAcrossDevicesWHAT ARE THE MOST IMPORTANT OFFICE 365 CAPABILITIES?Exchange Online is far and away the most important capability of Office 365 bothanecdotally and statistically. Gartner’s 2016 survey shows 50 percent of respondentsranked it as No. 1. Other capabilities ranking in the top 5 including OneDrive, the ProPlusplan, SharePoint Online and Skype for Business.MOST IMPORTANT OFFICE 365 CAPABILITIESSource: Gartner 20161-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS10

WHAT ARE THE BENEFITS OF OFFICE 365?Understanding all the components of the Office 365 solution is critical to recognizing allthe benefits the product offers its customers. Fortunately, there are many benefits.Gartner’s 2016 survey found organizations that were most impressed with Office 365cited performance and breadth of features, continuous rollout of new capabilities and theability to offload their IT workload.CUSTOMER BENEFITS FROM OFFICE 365COST SAVINGSAUTOMATIC UPDATESOffice 365 is a bundled cloudOffice 365 is updated automatically,service and costs less than on-so customers don’t have to worrypremises point solutions.about fixes and patches.SECURITYMOBILE ENABLEDNot only are Office 365 applicationsOffice 365 gives users access tokept up-to-date on the latesttheir applications from any devicesecurity protocols, they are hostedconnected to the internet.in secure data centers.INTEGRATED SOLUTIONSLOW UPKEEPOffice 365 seamlessly integratesOffice 365 requiresusers, devices and data since it’s allless systemon the same platform.administration.ENGAGED COMMUNITYFUTURE-PROOFINGOffice 365 has a large userOffice 365 includes access to thecommunity, so information on bestlatest releases of all applications,practices is only a web search away.including new features andfunctionality.1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS11

STEP 2: IDENTIFYING PROSPECTSThe second step in the sales process, prospecting, is literally searching for customers. Thisis done ideally by mining your prospect and client databases for profiles that align withthe attributes of customers who are using the solution you are selling.HOW DO I FIND CUSTOMERS WHO MAY BENEFIT FROM OFFICE 365?With Office 365, the running joke is that anyone whocan fog a mirror is a prospect. More seriously, it’sbeen suggested that any company that uses email isa potential customer for Office 365. That may be true,but to maximize your sales and marketing resources,you’ll want to narrow down your target list by runningthem through a few filters.Office 365 is great for allfirms — small and largeNumber of Users/Share 107%10-4933%1,000 15%OFFICE 365TARGETS BYSIZE50-9913%249-99914%100-24920%One filter might be customer size. According to a2015 survey of Microsoft Partners by MDC Research,the sweet spot is small businesses. More than halfof all Office 365 customers have less than 100employees. That said, there are customers to befound spanning the continuum from small businessto enterprise.A more effective “filter” consists of a few queries youcan run through your CRM system or even pose to anexisting client during a follow-up consultation.Source: MDC Research, 20151-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS12

IDEAL TARGETS FOR OFFICE 365IF YOUR PROSPECT.THEN OFFICE 365 MIGHT BE A GOOD FIT BECAUSE.Operates an Exchange serverin-house they may want to offload server management by movingExchange to the cloud.Uses Microsoft Officeapplications.they already are familiar with the applications and may beinterested in eliminating the hassle of upgrades and patches, whichare automatic with Office 365.Uses dedicated SharePoint orSkype for Business it’s included in the Office 365 suite so they can reduce their costsand administrative requirements. Plus, they can add single sign-infor end users.Needs advanced security encrypted email, unlimited archiving and data loss prevention areall easy add-ons for Rackspace resellers.Outsources IT services they may be more likely to view cloud-delivered servicesfavorably.Is ready to move to the cloud Office 365 offers an effective proof point for the benefits of cloudservices.Is growing quickly they can scale much more easily with Office 365 than with onpremises software.Employs a mobile workforcethat needs to collaborate Office 365 enables collaboration among users anywhere on anydevice that’s connected to the Internet. Plus, real-time meetingswith whiteboard and desktop sharing reduce travel costs.Is facing end of life on supportfor legacy applications great opportunity to upgrade with cloud alternatives for apps likeExchange 2007 and the MX Logic encryption platform.Operates using paper-basedprocesses collaborate across platforms anywhere, anytime.Does not want to manage inhouse infrastructure working with a reseller plus a Cloud Service Provider likeRackspace gives small business the best of both worlds. Theconvenience of a local partner along with the expertise of bestengineers and security experts in the world.Wants to get business donefaster.integrated applications reduce time spent switching betweenapps.Wants to integratefragmented applications andprocesses.Office 365 applications are designed to work together.Is using and paying for toolssuch as Dropbox or Webex these types of tools already are integrated into Office 365, savingmoney and time.1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS13

STEP 3: CONNECT WITH THE CLIENTArmed with data about your targets gleaned from the prospecting process, you can tailoryour approach to certain segments of your database, different decision-makers or evento individual companies or buyers.HOW DO I INITIATE A CONVERSATIONABOUT OFFICE 365 WITH A POTENTIAL CLIENT?Based on your research in Step 2, you’ll want to decide which prospects to target first.Keep in mind that the more narrow your criteria, the more targeted your messaging andapproach can be.Ideally, you’ll want to start with buyers you oryour team members know personally. Even ifthey are not the ultimate decision-makers, theycan make a warm handoff to the individual whois. However, unless your prospect is a very smallbusiness, it’s likely that the decision will be made bymore than one stakeholder as well as several influencersrepresenting various user groups within the organization.COMPANY SIZE(e.g., SMB, enterprise, etc.)VERTICAL INDUSTRY(e.g., health care, education,financial services, etc.)FUNCTION(e.g., sales, marketing, HR,accounting, etc.)This is important to understand because it requires you toprepare solution-benefit statements that will resonate withDECISION-MAKERdifferent people who sometimes have competing agendas(e.g. CIO, CFO, CEO, CMO,(e.g. users vs. finance). Your job in this scenario is to help find anbusiness owner, officeadvocate (possibly your initial contact) and help them to drivemanager, etc.)consensus among all stakeholders.1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS14

A similar approach – using targeted messaging – also can be used for cold calling,advertising and content marketing programs to certain prospect groups. Since thesetactics require a considerable amount of effort and expense, consider starting withcampaigns focused on targets with which you have had success in the past. So, forexample, if most of your clients are in the health care market, your ability to translate theirneeds to Office 365 solutions is much greater than a vertical you haven’t served.But you don’t have to recreate the wheel. Take advantage of the sales scripts andmarketing tools offered by Rackspace. You can leverage their marketing muscle to createads, presentations, case studies and more that will help you connect with potential clients.The table below offers some high-level examples of the messaging required for yourtargeted prospect. Finding the right hot buttons for each prospect is critical to gettingtheir attention and buy-in for an initial meeting. You also can leverage this work later inStep 6 when you present the solution.CATEGORYTARGETSAMPLE PITCHES FOCUSED ON BUSINESS OUTCOMESCompanySizeSMB Offload IT headaches Use enterprise-class applications Enable remote workersEnterprise Enable collaboration across geographic regions, time zones andusers Offload management of Exchange servers Focus on more business-impacting IT projectsHealthCare Keep up with patient care from anywhere Get an informed second opinion more quickly Support regulatory compliance requirements with messageencryption, email archiving and information rights managementFinancialServices Run analytics without the help of IT Store financial data centrally Support regulatory compliance requirements with messageencryption, email archiving and information rights managementSales Enable access to the sales knowledgebase and experts from anydevice Enable real-time access to updated sales forecasts spreadsheetsHR Support video interviews with job candidates Enable simultaneous collaboration on job descriptions or employeereviewsCIO Ensure security for applications and infrastructure Ensure regulatory complianceCFO Move from CapEx to OpEx spending on IT Move to predictable IT spending Right size (lower) IT spending per userCMO Enable collaboration with internal and external teams Enable simultaneous editing of content as well as version control Enable project management for events and 0-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS15

STEP 4: ASSESS CLIENT NEEDSCongratulations! You’ve gotten an initial meeting with your potential customer. Now,it’s time to assess their needs – arguably, the most important step in the sales process.The discovery process begins by asking a lot of questions. Unlike the queries in theprospecting phase, the questions in the discovery phase are meant to help you determinewhat solution will best meet your potential client’s requirements as well as help theprospect explore issues they may not have considered. They’re also an opportunity toshowcase your solution’s features and benefits.HOW DO I ASSESS CLIENT NEEDS FOR OFFICE 365?Because Office 365 is not a single product but a customized bundle of products, thediscovery phase can be extensive. But you can start with a few probing questions todetermine their hot button issues, which will help to justify an initial deployment and buildon it from there.1-800-961-2888EMAIL USWWW.RACKSPACE.COM/OFFICE-365/RESELLERS16

? !DISCOVERY QUESTIONS FOR OFFICE 365QUESTIONSAMPLE ANSWERRECOMMENDATIONWhat applications do you havetoday?We use a lot of the Office software,Dropbox for file sharing, Slack for IMand Vonage for voice calling.With Office 365, you can have the samefunctionality, but eliminate costs forDropbox, Slack and Vonage by using builtin features in Office 365. Plus, they aredesigned to work together.What are your current pain points?We struggle to enable mobile workersto have access to the data and appsthey need.Office 365 not only allows you to accessshared files but it allows you to collaboratewith your teams from any device.What are your business/revenuedrivers?Our primary revenue driver isunrivaled technical support.Office 365 apps like Delve can help youshare knowledge across your field techteams to more quickly and effectivelyserve your customers.What are your impending events/changes?We are planning to expand withbranch offices in other states.With Office 365, you can add usersanytime, anywhere and give them accessto your apps as well as shared files andcollaboration tools.Where do you want to be tomorrowand why?We want to be known for ourcustomer commitment so that we canreduce churn and grow faster.Office 365 offers you tools to improveefficiency of communication within yourteams and also with your customers.Who manages the applications andinfrastructure you have today?We have one IT director.Sourcing Office 365 through a Rackspacereseller gives you access to FanaticalSupport for migration and adding usersso that your “IT guy” can focus on highervalue tasksHow do you prioritize the following? Cost Business Continuity Security User Accessibility Server Level Access/ManagementSecurity is our top concern.Good news! Office 365, through aRackspace reseller, gives you easy addons for enterprise-level encrypted emailand archiving.How do you communicate internallyaside from email?It depends on who you are talking to– some use Slack, others use GoogleHangouts or Skype.With Office 365, you can standardize onYammer for internal messaging or useTeams to collaborate.Wh

PARTNER BENEFITS FROM SELLING OFFICE 365 The upside of reselling Office 365 is clear The downside? Like any new product or service you’ve added to your portfolio, you’ll have to learn how it works, and how to sell and implement it successfully T