3 SIMPLE STEPSTO BECOMING A MICROSOFT CLOUD SOLUTION PROVIDER

STEP 1: GET TO KNOW THE BASICSLearn what’s included with Office 365 & how to sell it.

Key  Benefits

OFFICE

Office   365  Pro  Plus/Office  BusinessFull  desktop  installed   applications   for  5  devices  per  user

Office 365 – Four Main Products

EXCHANGE

Exchange  Online50GB  mailboxes,   anti-­‐virus  &  anti-­‐malware

SKYPE

Skype  For  BusinessVideo  conferencing   &  instant  messaging

SHAREPOINT

SharePoint  OnlineDocument   storage,  collaboration   &  one-­‐drive  for  business

Products  can  be  sold  individually   or  packaged  as  a  suite,   allowing  you  to  offer  flexible   options   to  customers.  

Key  Benefits• Presence,  IM,  voice,  and  HD  video  conferencing

• Real-­‐time  note  taking  and  document  sharing

• Conduct  Skype  meetings  with  customers  and  partners

• Connect  with  Skype  contacts  using  presence,   IM,  and  voice

• Document  sharing  and  management  in  the  cloud

• Sync  files  to  your  devices  for  offline  access

• Share  documents  with  Site  Mailboxes

• Co-­‐author   real  time  on  documents

• Integrated  personal  archiving

• Retention  policies  and  legal  hold

• Set  and  manage  mobile  access  and  policies

• 50GB  mailbox  with  voicemail  &  unified  messaging

• Latest  version  of  Office  apps  licensed  as  a  subscription

• Per-­‐user  licensing  across  5  PCs/Macs  and  5  mobile  devices

• Use  Office  Online  web  apps  while  traveling  

• Deploy  Office  on  desktops  quickly  and  effortlessly

Product Details

OPEN

CSP

ADVISOR

Selling Office 365

You  control  the  billing,   subscriptions   are  sold  as  annual  SKU’s  via  Volume   Licensing.  You  get  

your  full  margin  upfront.

CSP  is  a  monthly   billing  option   allowing  you  to  control  the  billing.  Resellers  are  required  to  

either  provide   24x7  support   in-­‐house   or  purchase  through  Tech  Data,  enhancing  margin  by  

bundling   support   and  services.

Microsoft  controls  the  billing,   you  send  quotes  from  your  portal.  Customers  pay  Microsoft  on  a  

monthly   basis,   you  receive  a  quarterly  rebate  check.

There  are  three  options   for  selling  Office  365.

MODEL HOW  IT  WORKS

Comparing the Three Models

OPEN CSP ADVISOR

ü ü

ü ü

ü ü

ü

ü ü

ü

Own customer billing

Monthly billing option

Margin at time of sale

Expand margin, bundle services, support & IP

Increased opportunity for upsell

Diverse product portfolio

STEP 2: IS CSP A FIT FOR YOU? Determine if the business model is a fit and discover the

margins you can expect with CSP.

interested  in  bundling  their  own  services  with  Office  365.

familiar  with  reselling  Office  365  and  prefer  monthly  billing

Is CSP Right For You?

Managed  Service  Providers

Independent  Software  Vendors

HostingProviders

Cloud  Solutions  Providers

CSP  is  a  great  fit  for…  

who  are...

Office 365  E3  CSP $1,000

24x7  Help  Desk  3rd Party  Support   for  O365 $188

Managed  Security* $150

Managed  Mobile* $250

Total  Managed  Services/MonthOne-­‐Time  Email  Migration  Fee**

$1,588$600+

*Based  off   industry  averages   **Resellers  may  charge  more  depending  upon  the  migration  service

CSP Deal Scenario: How You Make MoneyPackaging  a  solution   with  services   is  the  best  way  to  capitalize.  

50 Seats of Office 365 E3 Total Monthly Revenue

*Based  on  market  research;  actual  margins  and  profitability  may  vary.  There  is  no  guarantee  and  should  not  be  considered  or  relied  upon  as  the  actual  or  potential  income,  sales,  profits,  or  earnings  which  you  will  realizes,  in  whole  or  in  part.  Source 1.  Markets  and  Markets  :  Managed  Services  Market  worth  $256.05  Billion  by  2018(c)  2014  M2  COMMUNICATIONS  IDC  Worldwide  and  Regional  Public  IT  Cloud  Services  2014–2018  Forecast  Oct  2014  |  Doc  #251730    4.  MDC  Research,  Microsoft  Cloud  Profitability  Scenarios  May  2015

CSP Deal Scenario: How You Make MoneyA  quick   look  at  the  market  opportunity   &  potential  margins.

35% 65%45%

POTENTIAL MARGINS

MARKET OPPORTUNITY

Managed  services  opportunity  by  

2018

Projected  worldwide  Public  IT  cloud  services  revenue

Run-­‐rate  Fastest  Growing  Business

$256B $2.5B$127B1 2 3

*4

STEP 3: ONBOARDING MADE EASY Directions for getting started and tools for accelerated

growth potential.

Key  Benefits

Place  your  first  order.Now  that  your  authorization  is  active  and  the  Cloud  Rider  is  signed,   you  can  go  online   to  our  StreamOne  Solutions   Store  and  begin  ordering  CSP  seats  for  your  customers.

Contact the  dedicated  Tech  Data  Microsoft  CSP  team  today  to  learn  about  training  and  your  CSP  opportunities.

Sign  our  CSP  Cloud  Rider  and  return  it  to  CSP2@techdata.com.  You  will  then  be  authorized  to  begin  purchasing   the  CSP  skus   through  Tech  Data.

Join  MPN.  Become  a  Microsoft  Partner  by  joining  the  Microsoft  Partner  Network.  Get  access  to  training,  certificates  and  competencies,  along  with  marketing  tools  and  resources.

You’re Four Steps AwayGetting  started  is  simple.

Key  Benefits

Net new end customer subscriptions** to the CSP

program are eligible

Get a Push Start From Tech DataPurchase  Office  365  via  the  Purchase  Office  365  via  the  Cloud   Solution   Provider   (CSP)  

program  and  get  your  first  30  days  FREE!*

*While  supplies  last.  Restrictions   may  apply.  Promotion   subject  to  change.    **Existing  CSP  tenants  do  not  qualify.  Net  new  seats  to  an  existing   CSP  tenant  are  not  eligible.

Orders must be placed between 9/16/15-­10/16/15

No seat cap or limit

Register for SMB Champions Club

• Marketing/Lead  Generation• Licensing/bid  desk  support• Pre/post  sale  tech  support• MEC  Demos  

Take Advantage of Your Internal

Use Rights

Increase Margin by Bundling Services

MCC  Registration  (Microsoft   Community  

Connections)

Leverage MDF Dollars

Tools for SuccessPackaging  a  solution   with  services   is  the  best  way  to  capitalize.  

How TDCloud Can HelpTDCloud  provides  a  set  of  products,   services   and  enablement  tools  to  help  VARs  and  Managed  Service  Providers  

find,   develop   and  close  cloud  opportunities.   Partner  with  Tech  Data  for  Microsoft  CSP   to:

1.  Build  Cloud  Solutions  with  the  TDCloud  Solutions  Store  offerings.

2.  Easily  automate  provision  and  manage  billing  with  the  StreamOne  platform

3.  Offer  Technical  Support  options  to  meet  your  customer’s  needs  

4.  Access  services  to  simplify  migration  to  the  cloud

CSP2@techdata.com

ExperienceTechDataCloud.com

1 -­ 800-­237-­8931 ext. 82031

@techdatacloud

For more information on Microsoft products and solutions, contact our

dedicated team.

The  content  contained  herein   is   provided   to  you   for  illustrative   purposes   only,  and  should  not  be  considered   or  relied   upon  as  the  actual  or  potential   income,   sales,  profits,   or  earnings  which  you  will   realizes,   in  whole   or  in  part,  as  a  result  of  deployment  of  Microsoft  products  and  technologies.  Some of the  assumptions   and   figures  provided  are  based  on  partner  interviews   and  a  survey  conducted  by  MDC  Research  of  over  1,260  partners   between  March-­‐May  of  2015,  which  you  may  find  useful   in  assessing   your  own  numbers.  Microsoft  makes  no  warranties,   express,   implied   or  statutory,   as  to   the  information   in  this   document.