office 365 enterprise customer decision framework and joint evaluation plan
TRANSCRIPT
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Office 365 Enterprise Customer
Decision Framework and Joint Evaluation Plan
Presenter NameTitle
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Decision Framework and Joint Evaluation Plan
• Decision Framework Overview• Confirm Initiative Executive Sponsors• Confirm Full Project Teams on Both
Sides• Confirm Events & Timelines Driving
Project• Define Detailed Evaluation Plan and
Resources Required
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Office 365 Decision Framework Summary
Capability & Technical Fit
Business ValueSecurity, Privacy, Data Sovereignty
Legal and Compliance
Transaction GovernanceServices and
SupportPartner
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Office 365 Decision Framework Summary
Today
Go No Go?
Vision for Project?Need?
Business & Tech
Alignment?
Business Case?
Fit? Gaps?Mitigation?
Migration Deployment
Plan Feasible?
ENVISION(0%)
ALIGN(10%)
PREPARE/MIGRATE/ DEPLOY(100%)
EVALUATE(20%)
CONFIRM FIT
(40%)
DUE DILIGENCE
(60%)
FINALIZE& SIGN(80%)
1 2 3 4 5 6 7
Capability & Technical Fit [ 5 steps]
Legal and Compliance [ 3 steps]
Security, Privacy, Data Sovereignty [ 1-3 steps]
Business Value [ 3 steps]
Governance [Ongoing]
Transaction / Procurement [ 4 steps]
Services & Support [7 steps]
Partners [7 steps]
Cloud Briefing
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Office 365 Enterprise Decision Framework
Decision Points & Conversations
Customer Stakeholders
Customer Questions Answered & Decisions Made
Capability & Technical Fit
ITWhat is BPOS? What is Office 365? How will these solutions work in my environment? Why, when and how should I transition to Office 365? How do I get ready?
Legal & Compliance
Legal & Procurement
What are the risks and legal / regulatory considerations?
Security, Privacy, Data Sovereignty
CSO,Legal
Is my data secure and private? Where will it be located?How does this solution comply with local regulations?
Business Value
LOB Groups, CIO, CFO
What is the specific shareholder value from this project?
GovernanceCIO & key
stakeholders
Who in my organization will own key decisions cloud strategy and BPOS / Office 365 specifically? How can I ensure all stakeholder needs are met, buy-in is achieved?
TransactionProcurement
& Finance
How do I buy the solution? How do I get a deal that is advantageous to our shareholders? Why would I be interested in the updated EA (EA Amendment)?
Services & Support
ITWhat deployment consulting services do I need? How do I prepare for the migration? How do I migrate?Which support offerings underpin Office 365/BPOS?
Partners IT Which partner can / should / will provide services needed? What is the partner’s role?
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The Journey to Deployment Start: Key Events
Capability & Technical Fit
Cloud Svc/O365 Briefing
Solution/Tech Briefing
Joint Evaluation
Plan
Solution Alignment Workshop
• Migration Due Diligence
• Tech Reviews
Legal & Compliance
Cloud Principles Briefing
Initial ProposalContract /
SOW Negotiations
Security, Privacy, Data Sovereignty
Cloud Svc Briefing
SecurityBriefing
Solution Alignment Workshop
Business Value
BV Development
Session
Initial Bus. Case
Final Business Case
Governance EvaluationPlan
Regular C-Level Reviews
Transaction/Procurement
Cloud PrinciplesBriefing
Initial ProposalContract /
SOW Negotiations
Contract & SOW Signed
Services & Support
Assessments(optional)
Value AddSvc Definition
Online Contract & Svc. SOW
Prov. & Migr.Proposal (>2,400 seats)
Partners Partner Role Definition
Solution Alignment
Migration Proposal
Outcomes: Vision Definition
C-Level Review
Evaluation Plan
• SAW Report• Migration
Scope
• Feasibility Report
• Validation
• Signed Contracts
• Migration Preparation
Go / No GoDecisions:
Vision for Project?Need?
Business & Tech
Alignment?
Valid Business Case
Fit? Gaps?Mitigation?
Migration Deployment
Plan Feasible?
ENVISION(0%)
ALIGN(10%)
PREPARE/MIGRATE/ DEPLOY(100%)
EVALUATE(20%)
DUE DILIGENCE
(60%)
FINALIZE& SIGN(80%)
1 2 3 4 5 6 7
EvaluationPlan
Deployment Planning/Design
Prepare / Migrate/ Deploy
CONFIRM FIT(40%)
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Cloud PrinciplesHighly Configurable - Not Customizable
Services Under the Microsoft Security Policy
Data Location and Transfers
No Customer Right to Audit
Capped Liability
Customer must Remain Current
Comfortable with our Roadmap
Comfortable with Deployment Lifecycle
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Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
Timeline(Date Range)Accountable Responsible Support
• What is Microsoft’s vision and value proposition for the cloud? What is BPOS? What is Office 365?
Cloud Services/Office 365 Briefing
EPG: AM EPG: ATS
ITCAM-S: AM CAM-S: OM
CTM: ITM CTM: ITM
• Does BPOS/Office 365 address my needs? What is the roadmap? Is my IT environment ready for BPOS/Office 365? What does the deployment lifecycle and Microsoft’s deployment offer or a Microsoft recommended deployment partner’s offer look like?
Solution/Tech Briefing
EPG: SSP Prod EPG: TSP BPOSSE in Major where assigned. IT
CA: PAM CA: PartnerCA: SSP Prod
• What are the steps to evaluate the solution? Who is responsible for what? Who makes decisions in my organization?
Joint Evaluation Plan
EPG: SSP Prod BPOS
EPG: SSP Prod BPOS
EPG: TSP BPOS IT
CA: PAM CA: PartnerCA: SSP Prod BPOS
• How will BPOS/O365 work in my environment? Are there any gaps?
• Are there acceptable solutions to fill these gaps? • How long will it take to deploy? • What is Microsoft’s Premier Deployment (MPD) or
Microsoft’s recommended deployment partner’s deployment offering? Who will do my deployment (MPD, Partner, Self?)
• What is the expectation or plan for support coverage, once live?
• What value added services will be needed to deploy, migrate support the solution?
• Do we move forward to Migration Due Diligence? (need to confirm MPD vs. Partner first)
•Solution Alignment Workshop (SAW)
•Customer confirms deployment choice
EPG: SSP Prod BPOS
EPG: TSP BPOS (w/ BOSG SA review & close SAW actions)
EPG1.SE or Service Desk if no SE assigned*. 2.BOSG SA IT
CA: PAM CA: PartnerCA: TSP BPOS
• What is the final technical feasibility report based on my unique environment?
• Is our coexistence and migration approach valid?• How do we close on outstanding items?
Migration Due Diligence, Technical Review
EPG: SSP Prod BPOS
EPG: TSP BPOS orchestrates, Customer Deployment Team (BG) executes
EPG1.BOSG SA 2.MPD Architect 3. MPD TZ Lead as escalation
IT
CA: PAM CA: Partner CA: TSP BPOS
Decision Framework in Detail-Capability & Technical FitEnvision(0%)
Align(10%)
Evaluate(20%)
Confirm Fit(40%)
Due Diligence(60%)
Insert names
*For Deployment Discussions at Confirm Fit/40%: SE in Major and where assigned. Services Desk or partner equivalent for in all other accounts. SE: If appropriate, follow up on Premier Support needs. If technical requirements not met for BPOS/O365 opportunity, discuss Microsoft’s remediation options.
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Decision Framework in Detail-Business Value
Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
Timeline(Date Range)Accountable Responsible Support
•What is or can be the business value of a cloud solution?
Cloud Services Presentation (include vision for Business Value)
EPG:AM EPG: SSP Prod CIO
CAM-S: AMCA: Partner
CTM: ITM
•What are my business needs? Strategic imperatives? •Which business needs can a Microsoft Online Services solution address?•What business outcomes do I need to achieve? ( savings, efficiencies etc.)• Is a Microsoft Online Services solution better than my next best alternatives?
Business Value Development Session with customer(where customer presents in detail pain, business need)
EPG: AM EPG: SSP Prod
CIO,CFO, LOB Groups
CA: PAM CA: Partner CA: SSP Prod
•How does this solution address business needs? Which business challenges can I address?•What are the potential cost savings?•What are the potential risk factors and mitigations?
C-level Review (project value, show scenarios)
EPG: AM EPG:SSP Prod BPOS
CXO-Level,Exec sponsor,Project Teams,User Comm. Rep
CA: PAM CA: Partner CA: SSP Prod BPOS
•What is the initial business case?Initial Business Case, Initial Proposal
EPG: AM EPG: SSP Prod BPOS
ProcurementFinanceSponsorsLOB GroupsCA: PAM CA: Partner
CA: SSP Prod BPOS
•What is the final business case ?•What is the risk of not implementing the solution?
Final Business CaseEPG: AM
EPG: SSP Prod BPOS
CA: PAM CA: Partner CA: SSP Prod BPOS
Envision(0%)
Align(10%)
Evaluate(20%)
Confirm Fit(40%)
Due Diligence(60%)
Insert names
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Decision Framework in Detail-Legal & Compliance
Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
Timeline(Date Range)Accountable Responsible Support
•What are the standard legal & compliance principles under which Microsoft will operate a standard service for me?• In particular, what are the warranties, remedies, limits of liabilities & privacy standards? What is the risk allocation package? •What is Microsoft’s approach for legal and regulatory compliance?
Cloud Principles Briefing
EPG: SSP Prod EPG: LSSEPG 1.LE 2.Field LCA Legal &
Procure-mentCIO,LOB, Stake-holders
CA: PAM CA: Partner
CA: 1.OM2.LSS3.SSP Prod
•Does the initial proposal meet my organization’s needs? (Documentation Request and Review)
Initial Proposal
EPG: SSP Prod BPOS
EPG: LSSEPG:1.LE 2.Field LCA
Legal & Procurement
CA: PAM CA: Partner
CA: 1.OM2.LSS3.SSP Prod BPOS
•What are the Gives & Gets?
Deployment Services SOW, Final Business Case, Negotiations
EPG: SSP Prod BPOS
EPG: LSS
EPG:1.LE2.Field LCA3.MPD4.SE or Service Desk
Legal & Procure-ment
CA: PAM CA: Partner
CA: 1.OM2.LSS3.SSP Prod BPOS
Align(10%)
Evaluate(20%)
Due Diligence(60%)
Insert names
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Decision Framework in Detail-Security, Privacy & Data Sovereignty
Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
Timeline(Date Range)Accountable Responsible Support
• Is my data secure and private? • Where will it be located?
Cloud Services Presentation
EPG: AMEPG: SSP Productivity
IT
CAM-S: AMCTM: ITM
CAM-S: AMCTM: ITM
CA: SSP Prod
• What are Microsoft’s core principles around security, privacy and compliance?
Solution / Tech Briefing
EPG: SSP Prod
EPG: SSP Prod
EPG:1) SSP
Prod BPOS
2) TSP BPOS IT
CA: PAM CA: Partner
CA: 1) SSP
Prod BPOS
• What is behind the Microsoft core security principles? How does Microsoft ensure my data is safe?
• Does this solution comply with my regulatory environment?
• How are we meeting these needs today?
Cloud Principles: Data and Security Deep Dive
EPG: SSP Prod BPOS
EPG: SSP Prod BPOS
EPG: TSP BPOS
CSONetworking,
Service Side,
Operations
team
CA: PAM CA: Partner
CA: 1) SSP
Prod BPOS
• Security and Privacy follow-up questions
Solution Alignment Workshop
SSP Prod BPOS
TSP BPOS BOSG SA
IT
CA: PAM CA: Partner1) CA: SSP
Prod BPOS
Envision(0%)
Align(10%)
Insert names
Evaluate(20%)
Confirm Fit(40%)
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Decision Framework in Detail- Services (Part 1)Customer Questions and
Decision PointsMilestones
Microsoft R&R
Partner R&R
CustomerR&R
Timeline(Date Range)Accountable Responsible Support
• How can Microsoft and/or a partner help transform my IT org and allow it focus on value added tasks?•What services can Microsoft offer in the customer lifecycle (i.e. Risk Assessment Workshops etc.)•What is my network, client and Active Directory state relative to BPOS/Office 365 requirements? •What should I know about Microsoft’s Offer (Big 8) and how deployments typically work?•What value added services are needed?•What is the partner landscape?• If outsourcers, what is their role? Who can / should provide services?•What is my current procurement strategy and vendor roadmap (partner)?
Solution / Tech Briefing
Cloud Principles Discussion
Define Value Added Services Strategy
EPG: SSP ProdEPG: SSP ProdTech Briefing: TSP BPOS
Remediation support:
SE in Major where assigned. Service Desk for all other 2,400+ seat opportunities IT
CA: PAM CA: Partner CA: SSP Prod
•What are the milestones for evaluating the solution?•What does deployment look like? What proactive pre-Microsoft Premier Deployment services will better prepare the customer or address identified gaps?
Joint Evaluation Plan
EPG: SSP Prod BPOS
EPG: TSP BPOS
EPG: SE or Service Desk if no SE assigned IT
CA: PAM CA: PartnerCA: SSP Prod BPOS
• What will it take to migrate and provision the solution? What is MPD’s offering for deployment? Who will do my deployment (MPD, Partner, Self?)
• Do we move forward to Migration Due Diligence (customer first confirms deployment intentions (MPD, Partner Self). If partner, customer should validate partner has similar process to ensure appropriate migration due diligence.
• What is the expectation or plan for support coverage, once live?
• What value added services will be needed to deploy, migrate support the solution?
• How do I manage the project? • How do I prepare our infrastructure? • How do I migrate to the Cloud?• How do I configure our collaboration systems?•Who runs the services? •Will this be standard or non-standard services work? (complex AD, need for ADFS, complex SharePoint)• If non-standard, Microsoft or Partner Services?
Solution Alignment Workshop
Present MPD Standard Services Description and Rate card
EPG: SSP Prod BPOS
EPG: TSP BPOSEPG: 1.SE or Service Desk if no SE assigned*2.MPD Architect (>2400); MPD TZ Lead for escalation3.PAM/ Partner IT
EPG: SE or Service Desk: Custom & Value Added Svcs:
EPG: PAM/Partner: Deployment, Custom & Value Added Services:
CA: PAM CA: Partner CA: TSP BPOS
Align(10%)
Evaluate(20%)
Confirm Fit(40%)
Insert names
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Decision Framework in Detail-Services (Part 2)
Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
Timeline
(Date Range)Accountable Responsible Support
• Is the solution technically feasible (Technical Feasibility Report)? Is the coexistence and Migration approach validated?•How can / will partners help in the migration to BPOS/O365? •What will it take to migrate and provision the solution? •Who helps with value added professional services once initial service solution has been provisioned - MCS or partner?•What are the steps to designate a Microsoft Partner of Record?•What is the joint plan to implement the value add services?
Migration Due Diligence
Deployment Services SOW
EPG: SSP Prod BPOS
EPG: 1.SE or Service Desk 2.PAM/Partner
EPG1.BOSG SA 2.MPD Architect (<2400)3.PAM/ Partner
IT
CA: PAM CA: Partner
CA: 1.BPOS TSP2.MPD (>500 seats)
•Preparation for directory, messaging coexistence, messaging data migration (mail, calendar, contacts) etc.
Migration Preparation;Svc. Provisioning, Messaging Migration
EPG:1.EM2.Project Mgr
EPG: MPD Consultant
EPG: MPD Architect
CA: PAM CA: Partner
CA: 1.BPOS TSP2.MPD (>500 seats)
Due Diligence(60%)
Prepare/ Migrate/ Deploy 100%)
Insert names
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Decision Framework in Detail-Support
Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
Timeline(Date Range)Accountable Responsible Support
• What kind of support offerings underpin Office 365 / BPOS?
• Is support available 24x7?• Which countries/languages do I
require support coverage in?
Value Add Services Definition (Partner/Svc Strategy)
EPG: AM EPG: AM
EPG: 1.SE 2.SISR (where no SE assigned)
IT,LOB
CAM-S: AM CAM-S: AMCA: SSP Prod
CTM: ITM CTM: ITM
• What is the expectation for availability and hours of support ?
• How does this compare to what I have in place today?
• What is our expectation for response time after we submits a service request? How does this compare to the current “on premise”/alternative support?
• How do we use our existing IT support services?
• What activities are needed to ensure successful adoption?
• What is the plan for support coverage once live?
• How is level 1 and possibly level 2 helpdesk integrated with customer’s existing support structure?
• How do I obtain a dedicated support resource?
•Solution Alignment Workshop
•Customer confirms Premier support choice
EPG: AM
EPG: Std Support (right-size or new): AM EPG:
•SE •SISR (where no SE assigned)EPG: Custom
Support (right size or new) = SE or Service Desk
CA: PAM CA: PartnerCA: SSP Prod BPOS
• Escalation processes, response times, SLAs
• How are we notified of updates and downtime?
• How many languages are supported?
Initial Proposal, Contracts & SOWs, Negotiations
SSP BPOS
EPG: Std Support: (right size or new): MPD
EPG: SPM
IT
EPG: Custom Support (right size or new): SE/SISR or Service Desk
CA: PAM CA: PartnerCA: SSP Prod BPOS
Align(10%)
Confirm Fit(40%)
Due Diligence(60%)
Insert names
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Decision Framework in Detail-Partner
Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
TimelineDate RangeAccountable Responsible Support
•What value added services are required to ensure a successful customer journey to BPOS/Office 365 ? •What is my current procurement strategy and vendor roadmap?
Role of partner definition
EPG: AM EPG: SSP Prod EPG: PAM/Partner
IT and Procureme
nt
•What is the joint go-forward plan to ensure Microsoft, partners and customer achieve success on this project?
Joint Evaluation PlanEPG: SSP Prod BPOS
EPG: SSP Prod BPOS
EPG: PAM/Partner
IT
•Does the business case account for the value added services needed to successfully deploy and adopt BPOS or Office 365?
Initial Business CaseEPG: SSP Prod BPOS
EPG: SSP Prod BPOS
EPG: PAM/Partner
Procurement,
Finance, Exec
Sponsor, LOB
Groups
•Which solution fits? How will BPOS /Office 365 work?•Are system requirements met? •What preparation is required to deploy? What is the deployment & value added services strategy? •What is Microsoft’s recommended deployment partner’s deployment offering? Will we use their deployment services?•What activities are needed to ensure successful adoption? What is the plan for support coverage once live? Does the customer have a Premier support agreement?
•Solution Alignment Workshop
•Customer confirms partner deployment choice
SSP Prod BPOS TSP BPOS
1.BOSG SA2.PAM/Partner3.SISR or MSPA Services sales contact
IT
•Will partner perform a Migration Due Diligence equivalent process? How can / will partners help in the migration to BPOS/O365?
Provision and Migration Proposal (MPD or Partner)
SSP Prod BPOS PAM/Partner
1.MPD Architect/Partner (>2400)2.PAM/ Partner (<2400)
IT, Procureme
nt
•What are the steps to designate a Microsoft Partner of Record?•What is the joint plan to implement the value add services?
Contract & SOW Finalization & Signature
SSP Prod BPOS PAM/Partner
1.MPD Architect/Partner (>2400)2. PAM/ Partner (<2400)
Procurement
•Preparation for directory, messaging coexistence, messaging data migration (mail, calendar, contacts) etc.
Preparation & Messaging Migration
SSP Prod BPOS PAM/Partner
1.MPD Architect/Partner (>2400)2.PAM/ Partner (<2400)
IT
Align(10%)
Evaluate(20%)
Confirm Fit(40%)
Due Diligence(60%)
Finalize & Sign(80%)
Prepare/ Migrate/Deploy(100%)
Insert names
Evaluate(20%)
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Decision Framework in Detail-Transaction
Customer Questions andDecision Points Milestones
Microsoft R&R
Partner R&R
CustomerR&R
TimelineDate RangeAccountable Responsible Support
•Who are the stakeholders to get the transaction completed?•How do I buy the solution?•What is the signature & PO process?
Evaluation Plan
EPG: SSP Prod BPOS
EPG: SSP Prod BPOS
Procurement, Legal &
Finance (optional)
CA: PAM CA: Partner
CA: SSP Prod BPOS
•What is the business value of the updated EA? Why should I sign now vs. waiting?•How do we get a deal that is advantageous to our shareholders?
Initial Proposal; Business Analysis and Planning, Procurement
EPG: SSP Prod BPOS
EPG: SSP Prod BPOS
EPG:1.LSS2.LE
Procurement Project
team, User Groups
CA: PAM CA: Partner CA: LSS
•What are the mechanics of the agreement?•How does it fit with other agreements I have today with Microsoft?•How can the subscription be activated?
Deep Dive with Procurement on “Mechanics of the Deal”
EPG: SSP Prod BPOS EPG: LSS
EPG: LE
Procurement Project
team, User Groups
CA: PAM CA: Partner CA: LSS
Evaluate(20%)
Confirm Fit(40%)
Due Diligence(60%)
Insert names
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Decision Framework in Detail-Governance
Customer Questions andDecision Points
Milestones
Microsoft R&R
Partner R&R
CustomerR&R
TimelineDate RangeAccountable Responsible Support
• Who will make the decision for cloud strategy and BPOS specifically?
• Who are the decision influencers? • Why do they care?
Opportunity Management Plan (Internal MS)
EPG: AMEPG: SSP Prod
CIOCAM-S: AM
CA: PartnerCA: SSP ProdCTM: ITM
• Can we agree on all decision influencers needed? (incl Legal, Security, Procurement etc.)
C-Level Review
(ongoing; includes key milestones and conversations)
EPG: AM EPG: SSP Prod
CXO-Level,Exec
sponsor(s),
Project TeamsUser
Community Rep
CA: PAM CA: PartnerCA: SSP Prod BPOS
• What steps will customer have to take to get the solution?
• How will we evaluate?• How will we deploy?
Evaluation Plan Meeting
EPG: SSP Prod BPOS
EPG: SSP Prod BPOS
CIOProject TeamKey
stakeholders who have to sign off
CA: PAM CA: PartnerCA: SSP Prod BPOS
• How do we keep track of all outstanding gives/gets?
Negotiations – Agreement Close Plan
EPG: SSP Prod BPOS
EPG: SSP Prod BPOS
CA: PAM CA: PartnerCA: SSP Prod BPOS
Align(10%)
Evaluate(20%)
Confirm Fit(40%)
Due Diligence(60%)
Insert names
Appendix
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CDF/MSSP Resource Orchestration SummaryEPG Non-Technical Roles EPG Technical Roles
Reference latest Office 365 Field Playbook for full details: http://businessonlineSMSP CAM-S SMSP CTM
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Acronym Glossary Acronym Detail
SOW Statement of Work
SAW Solutions Alignment Workshop
AM Account Manager
ATS Account Technology Strategist
SSP Solution Sales Professional
TSP Technical Sales Profession
SSP Prod SSP Productivity
SSP Prod BPOS SSP Productivity BPOS (dedicated to BPOS/O365)
BOSG Business Online Services Group
SA Solutions Architect
MPD Microsoft Premier Deployment
LSS Licensing Sales Specialist
LE Licensing Executive
LCA Legal & Corporate Affairs
SE Services Executive
PAM Partner Account Manager
EM Engagement Manager
SPM Service Practice Manager
TAM Technical Account Manager
MDD Migration Due Diligence (formerly known as CDD)