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By Adam Clements & John Lyons
Key note themes
Evolution of FastTrack
Microsoft’s annual partner conference
Spread over 4 days with product specific breakout sessions as well as C level keynote presentations
Commercial focused event aimed squarely at the partner ecosystem
16,000 attendees from 144 different countries
800 attendees from the UK
It’s all about the Cloud!
Digital transformation is the fourth industrial revolution
Cloud has moved from cost saving to profit generation
Cortana, Azure and Power Bi delivering business value
Hololense gaining momentum
Office365 feature growth
Dynamics 365 – doing to ERP software what Office 365 did to productivity software
Keynote | Day 1
As a percentage of GDP, IT is a healthy 5 percent… and growing
The entire GDP is being shaped by digital technology as we go forward.
Desire from CEOs to use digital technology to change their business outcomes.
Three ambitions: reinventing productivity and business process, building out the intelligent cloud, and more personal computing.
The last mile of customization
Keynote | Day 2
More than 90% of Microsoft revenue is driven through partners
More than 350 million devices run Windows 10
Windows 10 is in active pilot with 96% of Microsoft Enterprise customers.
Windows 10 Enterprise available on CSP
Microsoft “Surface as a Service”
Revenue for Surface has grown from $1B per annum to $1B per quarter
By 2020 over 80m mixed reality/VR/augmented reality devices will be shipped
Keynote | Day 3
Microsoft spent $7 billion last year on data centre infrastructure
100 data centres in over 40 countries
Drive for using renewable energy
Focus on a trusted, responsible and inclusive Cloud
Microsoft fighting multiple lawsuits governments to protect user data and privacy.
“We need an internet that respects people’s rights, we need an internet that is governed by good law.”
Supporting education to enable a workforce for the new world
Office 365 continues to grow at a rapid pace
Successful partners drive revenue by adding value further up the Office 365 stack
Partner with partners to provide a comprehensive solution
FastTrack is evolving to help Partners move customers along their Office 365 journey
Skype for Business evolving with new features and tooling to drive partner adoption
Opportunities may exist around Dynamics 365
Office 365 commercial Monthly Active Users
Fastest growing Microsoft product EVER!
CSP is the fastest growing sales model for Office 365
PATHWAYS TO OPPORTUNITY WITH OFFICE 365 E5
Build practices around the new scenarios
Reach new customers with advanced security, compliance and analytics
Upsell customers on cloud voice and meetings
Modern voice with Cloud PBX
Complete meetings with PSTN Conferencing
Customer controlled data access with Customer Lockbox
Secure attachments with ATP
Enhanced compliance with Advanced eDiscovery
Modern voice with Cloud PBX
Business analytics with Power BI Pro
Cross team effectives with Delve Analytics
STAGE OF OPPORTUNITY WITH OFFICE 365
Year 1 Engagement
$10-48 / seat
Stage of opportunity
Note: Based on Forrester TEI study 2015 completed in June 2015; Estimates based on partner interviews so actual numbers will differ from market to market. All revenue streams are recurring except for ‘Plan’ and ‘Onboard’ which are one-time events
NEW WORLD OF OFFICE 365 FOR PARTNERS
Partner to Partner collaborative model
Redefine Office 365 partner model to deliver the full enterprise value
CURRENT OFFICE 365 PARTNERS
2. MODERN VOICE
3. PERSONAL INSIGHTS
4. ORG INSIGHTS
* PSTN Calling is an add-on to E5
FastTrack is an approach aimed at driving customer acquisition AND adoption/usage across the Office 365 stack.
Professional services opportunity exists around taking customers through their Office 365 journey.
Microsoft have outlined a partner methodology similar to the Cloud Adoption Framework.
AN ADOPTION METHODOLOGY FOR SUCCESS
Achieving a successful Office 365 rollout means focusing on driving adoption and ensuring everyone understands the benefits of working in a new way.
PRIORITIZE SOLUTIONS & CREATE AN SUCCESS PLAN
COMMIT RESOURCES & EXECUTE AN SUCCESS PLAN
MEASURE, SHARE SUCCESS, & ITERATE
DEFINE A VISION & IDENTIFY BUSINESS SCENARIOS
A solution that people love and that helps them achieve business goals and get things done more effectively.
A strategy to drive adoption including communications, readiness, and community.
A benchmark, KPIs, and success stories to help demonstrate success internally, improve & expand.
A deep understanding of the business goals, as well as people challenges and needs to achieve them.
MICROSOFT FASTTRACK FOR OFFICE 365
The customer success service available with an Office 365 subscription*
MOVE TO OFFICE 365, SMOOTHLY AND WITH CONFIDENCE
DEFINE YOUR VISION AND PLAN FOR A SUCCESSFUL ROLLOUT
IT infrastructure design
Upgrades & desktop remediation
New user set-up
Establishment of service
METHODOLOGY & RESOURCES
TOOLS & INSIGHTS
BOOST USER ENGAGEMENT AND MANAGE CHANGE
*Paid customers with eligible SKUs and more than 150 seats
CUSTOMER | PARTNER
Define customer vision and plan for a successful rollout
Define customer’s vision
Identify and prioritize business scenarios
Collaborate with stakeholders to plan for successful rollout
Methodology & Resources
Adoption Methodology & Project Templates
Tools & Insights
Trial Experience: Get Started
Move customers to Office 365, smoothly and with confidence
Lead onsite engagement working with customer and Microsoft
Onboard customer’s users with remote assistance from Microsoft
Remote Onboarding services
Remote Migration services
Assessment & Remediation Tools
Boost user engagement and manage change
Generate more value by driving customer’s Office 365 usage
Leverage FY16 Adoption offers for high value services
Help customer IT staff prepare for and manage change
Adoption Planning Services
Office 365 Roadmap
Service Management Toolkit
Data migration to SharePoint Online & OneDrive for Business
Skype for Business onboarding expansion
Adoption planning services
Azure rights management onboarding
Project Online onboarding
Providing the customer success service
Yammer onboarding expansion
Skype for Business
Real-time communications technology is a $47 billion market opportunity.
To help partners, Microsoft have built the Skype Operations Framework – a blueprint for best practice deployment.
PSTN Conferencing available in 92 countries
PSTN Calling available in the UK providing in/outbound calls, voicemail, numbers and plans.
Automatic transcription and translation for Skype Meeting Broadcast (closed captions)
Gaining over 120,000 new Microsoft Azure subscriptions per month
Server 2016 and System Centre 2016 will launch at MS Ignite this autumn
General availability of Azure SQL Data Warehouse
Beyond Azure & O365
Better understanding of Cortana and PowerBi to deliver workflow improvements and business insight.
Develop sharepoint capability (potential avenue for Web Sol?)
Explore opportunities around Dynamics 365
Forge a stronger strategic relationship with Microsoft and other Microsoft partners
Microsoft have a well rounded strategy and a focus on partners to execute it.
All the disparate Microsoft technologies appear to be slotting in to place and complementing one another.
Chat with Martin Saunders, Claranet CTO.
Reporting 500k points on vmware covering their pan european vcloud platform, we report about 20k pts.
See a split of 90 percent traditional hosting (physical, colo, vcloud , managed) with 10 percent new world hosting (aws).
Referred to himself as the aws anti Christ vs Sam Bashtons desire to move it all to aws!
Will gradually decommission Colo space as contacts end.
They aren't an aws premier consulting partner. This isn't because they can't hit the required revenue targets ( they are doing this with ease) , it's just staff training and certification that stopping them for meeting the requirement.
Similar concerns to us about the future of Vmware and their relevance.
Magic quadrant appeance does bring through business opportunities but about 50 percent of them are not a good fit for them... Some opportunities are just too big!
They use nutanix, it was not as turn key or easy as they were led to believe. They advised us to be mindful of upgrades, they did one and it
© 2016 Microsoft Corporation. All rights reserved. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
Microsoft Worldwide Partner Conference 2016
Upsell Cloud PBX and PSTN Conferencing to customers.
Reach new customers with advanced security and compliance features.
Build new practices on voice, meetings and analytics
When we think about the anatomy of an Office 365 deal, we can break it down into several major buckets.
First-year revenue that partners can see is represented by the four squares: licensing revenue from the sale, along with planning, onboarding, and enabling revenue. After the first year, these revenue opportunities have already been taken advantage of.
Please note that for the sake of simplicity, all figures are in U.S. dollars, but the numbers translate into any currency worldwide. Also note that these numbers are trending upward and are based on Forrester research.
For a lot of Microsoft partners, this is where the engagement ends, especially for those that are only working with on-premises projects. These partners want to know, how do Office 365 partners continue to make money?
So, with an Office 365 opportunity, partners can now grow an annuity business. This is represented by the three circles here:
Managed services and support – This can be a variety of different activities, including new user setup and training, and help desk support. Partners on average can charge between $50-150 per user every year.
Add-on projects and solutions – This is where partners can really shine by supporting a customer’s expansion, offering customizations, and supporting the customer’s future IT strategy. For example, we’ve seen partners build a SharePoint application for HR. This can really enhance the total opportunity for Office 365. The revenue per user for these services varies a lot, but at a minimum partners generate $40 per user, per year and many times it is much, much more than that.
Additionally, annual renewals are another ongoing, revenue opportunity.
The vast majority of these revenue streams are recurring in nature. Partners can quickly develop an annuity stream through their Office 365 customers that is large and predictable.
Let’s look at an example that will help put this in perspective.
Develop worldwide selling and active usage partner capacity to deliver on the depth of the E5 offering
Empowering Office 365 generalist partners on new capabilities
2. Building a larger partner footprint by allowing specialized partners to assist generalist partners
Before rolling out Office 365, take a step back and think about why you acquired it in the first place. Was it led by specific technical requirements, as part of the IT upgrade cycle, or did you discover specific needs within the business? Driving adoption is about understanding the business challenges that you will address with solutions based out of Office 365. It is about ensuring that people across your organization understand the benefits and embrace the solutions you provide. At Microsoft, we want you to make the most of your investment in Office 365 and planning is core to achieving this. The sole purpose of this Adoption Guide is to assist you in the adoption process and it has been separated into four key steps:
Define a Vision and Identify Business Scenarios
Prioritize Solutions and Create an Adoption Plan
Commit Resources and Execute an Adoption Plan
Measure, Share Success & Iterate
© 2013 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
In the past, FastTrack was mostly associated with the Deployment stage of Office 365. Built on that success, we are expanding FastTrack to become the customer-success service for Office 365.
The Office 365 FastTrack service benefit spans three phases of the customer’s Office 365 journey: envision, onboard, and drive value.
By envision, we mean helping your customer to learn more about Office 365, as well as planning for a successful deployment of Office 365.
Onboarding is when partners, along with the Microsoft FastTrack Center, get their customers up and running as quickly as possible to start realizing the value of Office 365.
And finally, driving value is about increasing customer usage and engagement with Office 365. The more customers use Office 365, the more they experience the value they’ve been sold and partners have a great opportunity to sell additional solutions and services.
Let’s talk a little more about FastTrack…
The first phase is Envision. Here we are helping the customer to define and refine their vision. We look at business scenarios and work to determine where to focus and then create a successful rollout plan.
Coinciding with that, Microsoft provides resources and tools such as, an Adoption Guide and project templates, technical labs, and customer success scenarios.
In Onboard, partners lead the on-site engagement and enable users with remote assistance from Microsoft engineers.
To support the partner during the onboarding process, Microsoft provides an onboarding status, remote onboarding and migration services, as well as assessment and remediation tools.
The Drive Value phase is all about boosting user engagement and managing change. The partner focuses on generating additional value by driving Office 365 usage. Partners can leverage the FY16 Adoption offer and help customer IT staff to prepare for and manage this change.
In addition to the FY16 Adoption offer (which we will talk more about later in the session), Microsoft also offers workload guidance, adoption planning services, and a recommendation engine, among other things.
Let’s look at a real life example…
In other Drumbeat Start sessions, you’ve heard about the Office 365 roadmap. The roadmap was created because we received feedback from partners that they want more transparency on where Microsoft is taking Office 365.
FastTrack is also included in this roadmap. There are a lot of exciting things happening with FastTrack. I’d especially like to highlight the first bullet. Soon, we will be offering data migration for both SharePoint Online and OneDrive for Business.
Go to //roadmap.office.com to learn more.
soft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
The first phase is Envision. Here we are helping the customer to define