Module 2 - Technical Fundamentals

Partner Transform Platform

Presenter name
Date
Microsoft 365 Course agenda
Business Premium Module 0 Overview
Technical
Fundamentals Module 1
Introduction to Microsoft
365 Business Premium
2 hours
Day 1
Module 2 Partner Transform platform

Module 3 Security 2 hours

Teams administration and

Module 4 2 hours
Day 2 governance

Module 5 Device management 2 hours

Module 6 Business Voice 2 hours

Day 3
Module 7 Scenarios: Make it real 2 hours
In this module, Navigate the Modern Workplace sales tools
you learn to: Use and know the value of Transform
Leverage the Transform tools & resources
Session agenda Overview & business impact
Customer Digital Experiences (CDX)
Commercial Consulting Tool (CCT)
Building a business case
Overview &
business impact
Transform.microsoft.com

Tools built for Demos Value / ROI Consultative sales

partners & workshops
Transform utilization

Transform utilization is correlated with revenue and active product usage

4.8x 4.5x 2.1x

Higher average Higher average Higher average
qualified pipeline billed revenue active usage
Sales tools

1 3

2
Access for Partners and MVPs

Same work account Microsoft Partner Center

credentials for authentication

Partners are required to have enrolled in the

Microsoft Partner Center to access the site

Azure Active Directory only, MSA/Live ID is

not valid

Microsoft Partner Center help

https://partner.microsoft.com/en-us/support
/partner-center-help
Support email: [email protected]
Log on to Transform
Demo/Exercise
Pop quiz

01
Can customers also
log into CDX to use
the tool too?

YES NO
Customer Digital
Experiences (CDX)
Microsoft 365 PowerPoint
The world’s productivity cloud
Conditional
Access
Office 365 Windows 10 EMS

eDiscovery
Yammer BitLocker
Windows
Security Intune
OneNote

WaaS Windows Hello WDATP

Windows Ink Credential Guard

OneDrive
Teams T
Device Guard Project
AAD
Exchange DLP Excel
WIP

Word

IE
IE
IDAM AIP Outlook
Customer Digital Experiences
A story telling platform

2 Constructs
Environments
Experiences

3 Experience Formats
Customer Immersion Experiences
Demos
Interactive Guides
Customer Digital Experiences

Interactive digital experiences using fully functional Microsoft 365 environments

Why What How

Discover why Microsoft 365 is the right Understand what needs to be done to Learn how to implement, manage,

choice for your business achieve your business goals integrate and support

Microsoft 365
CDX environments
Demo/Exercise
Pop quiz

02
How many 90-day
tenants can a partner
have at one time?

1 3 6
CDX experiences
Demo/Exercise
Pop quiz

03
You want to explore CDX Experiences;
however, the assets are greyed out.
What should you do?

Open a support Enter the airspeed

Add yourself as
ticket in Partner velocity of an
the customer
Center unladen swallow
Commercial Consulting
Tool (CCT)
Commercial Premium SKU upsell machine
Consulting Tool Selling M365 = Art + Science (CCT)
Lowers price of admission
Drives seller and customer confidence
Customer talks themselves into M365

More than a SKU chooser

Enterprise guidance right sized for SMB
Detailed configuration checklist(s)
Commercial Consulting Tool
Enabling consultative sales conversations

2 Modes
Help your customer choose a solution
Conduct a workshop

2 Workshops (today)
Secure Remote Work
Business Voice
Commercial Consulting Tool Solution Finder

Helps partners conduct a tailored assessment of

their customer's needs, highlight the value of
Microsoft’s Modern Workplace solutions, and
provide a customizable recommendation.

It has three main sections:

Comprehensive assessment

Tailored recommendations

Exportable PowerPoint to share

https://cct.transform.microsoft.com/
CCT Solution Finder
Demo/Exercise
Pop quiz

04
Which section(s) are required in the
Solution Finder?

Security Communications Productivity

Surface Collaboration Deployment

CCT Workshop
Demo/Exercise
Pop quiz

05
Which section(s) are required in the
Solution Finder?

Security Communications Productivity

Surface Collaboration Deployment

Build a business case
Overview of Forrester
Total Economic Impact™
Industry analysts provide due diligence in purchasing

Customer data Customer interviews

What are the Why does the
“real” economic 01 organization believe
impacts. the impact is “real”.

04 02

Case study Composite

Reusable asset 03 Industry data combined
to spark ROI with “economic” and
conversations. “customer” sentiment data.
Why is Total Economic Impact Valuable in making decisions?

AREA OF IMPACT TCO ROI TEI

Value of a Business Case to ITDM (cost) (benefit)

Cost
IT Impact
Savings

60%
Efficiency
Business Impact
Effectiveness
ITDMs see as “very
important” in Mitigation
decision making Risk
Rewards

Scalability
Strategic Impact
Flexibility
Build a business case
User guide for Modern Work ROI Tools
What is the Value Calculator?

The Value Calculator helps determine the

ROI of deploying Modern Workplace
products. It has three main sections:

ROI Results

Cost Take Out

Exportable PowerPoint to share

Two Modern Work value calculators
Based on your business case needs

Standard VC (online) Advanced VC (Complex, Excel)

• Web-based tool • Excel workbook with macros

• Easy to use for initial estimates • More detailed cost/benefit inputs
• Starting point for customer dialogue • Deeper customer dialogue & iterations
• Simpler SKU combinations • More complex SKU combinations
• Basic output slides • Detailed output slides
Cost Takeout Opportunity (vendor replacement analysis)

Standard VC (online) Advanced VC (Complex, Excel)

• Includes competitor products and pricing by capability

• Allows for analysis across security, compliance, teamwork
and productivity, etc.
• Vendor replacement calculations can remain independent or
can be fully integrated into ROI calculations
Modern Work Sales Tools
Located on the Transform website

How to get to the Microsoft

1
365 Value Calculator
1. Go to http://transform.microsoft.com
2. Log in as a Microsoft partner

Follow numbered
directions on each slide
1
Transform website navigation

How to get to the Modern

Work + Security Value
Calculator
1. Select ‘Launch’ on the ROI
section of the portal

1
Transform website navigation

How to get to the

Modern Work + Security
Value Calculator
1. Click ‘Let’s Get Started’
2. Download the Advanced (excel) VC

1 2
Modern Work + Security Value Calculator

How to launch the

Modern Work + Security
Standard Value Calculator
1. Search for account or
2. Manually add new account if
not found
3. Use ‘This calculation is not for a
customer’ for testing and
internal use

1
2
3
Modern Work + Security Standard Value Calculator
Licensing

Building a Business Case -

Inputs
1. Choose a Sales play (licensing
path), License SKUs, or Devices
from the drop- down menu
2. To include more SKUs in the
analysis, click ‘Add SKU’
1

2
Modern Work + Security Standard Value Calculator
Deployment

Customizing Deployment
1. Adjust deployment schedule or
leave default settings
2. Click ‘Results’ or ‘Cost Take Out’

2
Modern Work + Security Standard Value Calculator
Cost Take Out (vendor replacement)

Competitor Comparison
1. Search by competitor name
2. OR - enter Competitor
Solutions by Capability (Primary
Solution field) or Sub-capability
3. Where competitor pricing is 4
available, it will pre-populate
based on the user count (can
also be overridden or entered if 1
blank) 1
4. Click ‘Results’ when complete

2 3
Modern Work + Security Standard Value Calculator
ROI Results

Building a Business Case

1. The Return on Investment page
displays the initial results of the
licensing selected

1
Modern Work + Security Standard Value Calculator
Benefits & Costs

Building a Business Case

1. Modify costs or leave default
settings
2. Filters for Hard (security, 2
compliance) and Soft
(productivity, teamwork) 1
Benefits
3. Ability to add ‘Custom Benefits’
and Custom Costs calculations

3
Modern Work + Security Standard Value Calculator
Customer Output

Building a Business Case

1. To generate a PowerPoint
presentation of the ROI results,
click ‘Export Full Report’

1
Resources
All content that is linked through out this document can be found at these sites.

Microsoft 365 Business Partner Page (https://www.microsoft.com/microsoft-365/partners/business):

The one stop show for all product content related to Microsoft 365 Business, including product pitch material,
licensing and deployment kits.

Microsoft SMB Tech Community (aka.ms/smbtc):

Forum for technical discussion & questions. The place for the experts.

Microsoft 365 Business Service Description ( aka.ms/M365BSD):

The place to answer all your questions on the product and what is included from a licensing perspective.

Microsoft 365 SMB Plays (aka.ms/mwsmb):

The place to get deep dive information on core SMB partner opportunities including partner playbooks,
customer marketing material & tele sales scripts.

Commercial Consulting Tool (https://cct.transform.microsoft.com/):

This tool empowers sellers to comprehensively assess complex customer scenarios, help customers discover the
benefits of the Microsoft's modern workplace solutions, and provide customer-friendly recommendations that
increase sales and customer success.
Thank you.

End of Module 2 - Technical Fundamentals

Partner Transform Platform

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