making money with office
DESCRIPTION
Making money with Office. Speaker name. Today’s objectives. Partner business model. FY13 Office 365 Advisor program. Office 365 Open & FPP program. Today’s objectives. Partner business model. FY13 Office 365 Advisor program. Office 365 Open & FPP program. Business model. - PowerPoint PPT PresentationTRANSCRIPT
Making money with OfficeSpeaker name
Today’s objectivesPartner business modelFY13 Office 365 Advisor program
Office 365 Open & FPP program
Today’s objectivesPartner business modelFY13 Office 365 Advisor program
Office 365 Open & FPP program
Business model
Reseller
Services Provider
BusinessAdvisor
Trusted
Transactional Relationshi
p
High
Mar
gin
Low
Products &
Services
Office Incentive Principles
FPPOpen L
Open Annuity
Office 365
Services opportunityExample: 50 seats
Based on Office 365 partner interviews
Pre-deployment$500-$1,500
Deployment$1,500
Managed Services$12,000
Year One$12,000
Managed Services$12,000
Help deskNew user set-upUpdates
Services opportunityExample: 50 seats
Based on Office 365 partner interviews
Pre-deployment$500-$1,500
Deployment$1,500
Year One$12,000
Managed Services$12,000
Value Add Services
Business Advisor IT infrastructure
design IT planning
Solutions Provider Expansion Customizatio
n LOB
integration
Services Provider IT training End-user training Upgrades & desktop remediation
Today’s objectivesPartner business modelFY13 Office 365 Advisor program
Office 365 Open & FPP program
FY13 Office 365 advisor incentives
In effect October 10, 2012 – June 30, 2013, based on annual seat sales
Cloud Essentials
16%4% Manage(recurring)
12% Sell
1–149 seats
Cloud Essentials Sign Microsoft Partner Network (MPN) and Microsoft Online
Services Partner Agreement (MOSPA) Enroll in Cloud Essentials Receive training, marketing tools, Internal Use Rights (IUR) Earn 16% on all seats sold within the fiscal year when you
sell up to 150 seats
FY13 Office 365 advisor incentives
In effect October 10, 2012 – June 30, 2013, based on annual seat sales
Cloud Essentials
16%4% Manage(recurring)
12% Sell
1–149 seats
Cloud Accelerate
Cloud Accelerate
4% Manage(recurring)
12% Sell
150–499 seats
20%Accelerator Sell 3 deals
Sell cumulative 150 seats Earn 4% accelerator on all seats sold
within the fiscal year 150+ seats
FY13 Office 365 advisor incentives
In effect October 10, 2012 – June 30, 2013, based on annual seat sales
Cloud Essentials
16%4% Manage(recurring)
12% Sell
1–149 seats
Tier A/B
Cloud Accelerate
4% Manage(recurring)
12% Sell
150–499 seats
20%Accelerator 500 – 2,499
seats 2,500+ seats
4% Manage(recurring)
12% Sell
500-2,499 seats
22%Accelerator
4% Manage(recurring)
12% Sell
2,500+ seats
23%Accelerator
JunMayAprMarFebJanDecNovSepAugJul
FY13 Office 365 advisorOct
Cloud Essential Partner - Sell & Manage
100New seats 40
$40month
$16month
$1,440 $432
$10 per seat per monthIncentive formulasSell= $10/seat*(12/9) months * (100/40) seats *12%Manage= $10/seat *(12/9) months* (100/ 40) seats * 4%
TOTAL Annual Incentive $2,496
$624
$1,872
Year 1 Year 2 Year 3
ManageSell
Jul Oct
JunMayAprMarFebJanDecNovSepAugJul
FY13 Office 365 advisorOct
Cloud Accelerate Partner - Sell & Manage
100New seats 40
TOTAL Annual Incentive $5,768
$10 per seat per monthIncentive formulasSell =$10/seat * (12/9/5) months * (100/40) seats *12%Manage=$10/seat *(12/9/5) months* (100/40) seats * 4%Accelerator: $10/seat * (12/9/5) months* (100/40) seat *4%
$40month
$16month
$40month
$16month
$1,440 $432
ManageSell
Accelerator
Year 1 Year 2 Year 3
$1,648$624
$1,872
$40month
$600
$40month
100FebJul Oct
Office 365 Midsize Business SuiteFY13 Office 365 Advisor Program Revenue per seat
2500+500 – 2,499
Cloud Essentials Cloud Accelerate
4% Manage
12% Sell
500 – 2,499 2500+
12% Sell
Accelerator
20%
4% Manage
12% Sell
Accelerator
22%
4% Manage
12% Sell
Accelerator
23%
4% Manage
150-499seats
1-149seats
500-2499seats
2500+ seats
16%
$2,880
100 seats $19,800
500 seats
$103,500
2,500 seats
Not to scale$5,400
150 seats
$15/monthexample
$29$36
$40$41
Cloud Essentials Cloud Accelerate
Important program datesJunMayAprMarDecNovSepAugJul Oct201
2 2013
FY13 Accelerator seat count
FY13 statements & true up
Payments based on FY12 Rates Jul – Dec Accelerator
s
2/15Adjusted payments
FY13 rates take effect October 10, 2012
Oct
Jan Feb
Today’s objectivesPartner business modelFY13 Office 365 Advisor program
Office 365 Open & FPP program
Choose the right model for youNo startup or infrastructure
costsNo inventory
costs
More predictable
revenue stream
Own the customer
billingSell as you do today
Expand your revenue
opportunity
Advisor
Office 365 Open & FPP
Open renewal revenue
22%more revenue
OfficeOffice 365
Year 1
Renew
Year 2
Renew
Year 3
Renew
Year 4 Year 5
Renew
Office refresh
Open renewal revenue44%more revenue
OfficeOffice 365
Year 1
Renew
Year 2
Renew
Year 3
Renew
Year 4
Renew
Year 6Year 5
Renew
Office refresh
Renew
Year 7
Office refresh
44%more revenue
Evolving your sales motion
Office
Year 1 Year 2 Year 3 Year 4 Year 5
Office refres
hSell
Sell
Evolving your renewal motion
Office
Year 1 Year 2 Year 3 Year 4 Year 5
Office
Year 6
OfficeRenew
Renew
Sell
Service
Renew
Annual sales & renewalMarke
tPartner of record renewal admin
Contactable database training
Include renewal in campaign planning
Plan for peak periods
RenewalEngine
Attach & upgrade
14%likely to buy when not recommended
78%likely to buy Office when recommended
Dare to Ask
Double attach
Office 2003Windows XP
End of Support
Next stepsJoin Cloud Essentials/Cloud Accelerate Advisor programPrepare for Office 365 Open and FPP
Live the new Office
