October 2019

Learn more akamssalesprocspoffer

SMB Dynamics 365

Sales Professional OfferGrow and accelerate your SMB

Dynamics 365 Sales practice by cross-

selling Sales Professional to your

existing Office customer base

25 off Sales Professional seats

bull CSP only

bull Offer SKU is on the CSP Price List

bull Available in limited countries

Customer Type amp Offer Limit

bull Existing Office SMB customers (25 to 300 seats)

bull Net new Dynamics 365 Sales Professional seats

(10 to 75 seats)

bull Valid Nov 1 2019 to June 30 2020

Better Together with 25 Off

Capture NEW Dynamics 365 Sales customers

Take 25 off new Dynamics 365 Sales Professional seats for existing SMB Office Customers

Limited time offer from Nov 1 2019 to June 30th 2020 With this offer help your Microsoft Office customers lock the discounted price for up to 3 years

US WE (includes Austria Belgium Denmark Finland Iceland Ireland Italy Luxembourg Netherlands Norway Portugal Spain Sweden Switzerland) UK Canada France Germany Australia MEA (South Africa and UAE) CEE (Poland Czech Republic) APAC (New Zealand Singapore)

SMB CSP Offer ndash Additional Details

Microsoft Dynamics 365 Sales Professional Pilot Offer

bull Now extended to Australia

bull Not a programmatic offer nor a customerrsquos entitlement

bull Minimum 10 customer seats amp max 75 seats purchase required to qualify Deals larger than 75 seats not applicable for discount

bull Not valid for field or web direct purchases

bull Partners can leverage this offer for net new Dynamics 365 Sales Professional customers only who are Microsoft Office customers

bull Valid from Nov 12019 to June 30th 2020

bull The discounted offer SKU will be discontinued either when the qualifying licenses expire or after two annual terms At that point customers will need to

buy a relevant offering that fits their business needs at the regular price

Microsoft is pleased to offer you this promotional price on Microsoft Products and Services which represents a discount on your standard price (ldquoPromotional

Discountrdquo) Please note that this Promotional Discount is intended to benefit end customers For Government and State-Owned Entities you must ensure that

the customer price for Microsoft Products and Services does not exceed the Maximum Resell Price including if you are selling as a distributor ldquoMaximum

Resell Pricerdquo means the applicable ERP less the Promotional Discount

SKU DetailsOffer SKU Name ldquoDynamics 365 for Sales Professional (SMB Offer)rdquo

Offer SKU ID 0acf8d18-7b68-483c-abba-411736e6f0dc

SKU MRP ndash USD 4850

No change to standard billing payments and contract terms This offer shows up on the CSP Pricelist the same way as any other regular offer CSP Partners

should know how to access the Pricelist and find this offer

Learn more akamssalesprocspoffer

SMB Dynamics 365

Sales Professional OfferGrow and accelerate your SMB

Dynamics 365 Sales practice by cross-

selling Sales Professional to your

existing Office customer base

25 off Sales Professional seats

bull CSP only

bull Offer SKU is on the CSP Price List

bull Available in limited countries

Customer Type amp Offer Limit

bull Existing Office SMB customers (25 to 300 seats)

bull Net new Dynamics 365 Sales Professional seats

(10 to 75 seats)

bull Valid Nov 1 2019 to June 30 2020

Better Together with 25 Off

Capture NEW Dynamics 365 Sales customers

Take 25 off new Dynamics 365 Sales Professional seats for existing SMB Office Customers

Limited time offer from Nov 1 2019 to June 30th 2020 With this offer help your Microsoft Office customers lock the discounted price for up to 3 years

US WE (includes Austria Belgium Denmark Finland Iceland Ireland Italy Luxembourg Netherlands Norway Portugal Spain Sweden Switzerland) UK Canada France Germany Australia MEA (South Africa and UAE) CEE (Poland Czech Republic) APAC (New Zealand Singapore)

SMB CSP Offer ndash Additional Details

Microsoft Dynamics 365 Sales Professional Pilot Offer

bull Now extended to Australia

bull Not a programmatic offer nor a customerrsquos entitlement

bull Minimum 10 customer seats amp max 75 seats purchase required to qualify Deals larger than 75 seats not applicable for discount

bull Not valid for field or web direct purchases

bull Partners can leverage this offer for net new Dynamics 365 Sales Professional customers only who are Microsoft Office customers

bull Valid from Nov 12019 to June 30th 2020

bull The discounted offer SKU will be discontinued either when the qualifying licenses expire or after two annual terms At that point customers will need to

buy a relevant offering that fits their business needs at the regular price

Microsoft is pleased to offer you this promotional price on Microsoft Products and Services which represents a discount on your standard price (ldquoPromotional

Discountrdquo) Please note that this Promotional Discount is intended to benefit end customers For Government and State-Owned Entities you must ensure that

the customer price for Microsoft Products and Services does not exceed the Maximum Resell Price including if you are selling as a distributor ldquoMaximum

Resell Pricerdquo means the applicable ERP less the Promotional Discount

SKU DetailsOffer SKU Name ldquoDynamics 365 for Sales Professional (SMB Offer)rdquo

Offer SKU ID 0acf8d18-7b68-483c-abba-411736e6f0dc

SKU MRP ndash USD 4850

No change to standard billing payments and contract terms This offer shows up on the CSP Pricelist the same way as any other regular offer CSP Partners

should know how to access the Pricelist and find this offer

SMB CSP Offer ndash Additional Details

Microsoft Dynamics 365 Sales Professional Pilot Offer

bull Now extended to Australia

bull Not a programmatic offer nor a customerrsquos entitlement

bull Minimum 10 customer seats amp max 75 seats purchase required to qualify Deals larger than 75 seats not applicable for discount

bull Not valid for field or web direct purchases

bull Partners can leverage this offer for net new Dynamics 365 Sales Professional customers only who are Microsoft Office customers

bull Valid from Nov 12019 to June 30th 2020

bull The discounted offer SKU will be discontinued either when the qualifying licenses expire or after two annual terms At that point customers will need to

buy a relevant offering that fits their business needs at the regular price

Microsoft is pleased to offer you this promotional price on Microsoft Products and Services which represents a discount on your standard price (ldquoPromotional

Discountrdquo) Please note that this Promotional Discount is intended to benefit end customers For Government and State-Owned Entities you must ensure that

the customer price for Microsoft Products and Services does not exceed the Maximum Resell Price including if you are selling as a distributor ldquoMaximum

Resell Pricerdquo means the applicable ERP less the Promotional Discount

SKU DetailsOffer SKU Name ldquoDynamics 365 for Sales Professional (SMB Offer)rdquo

Offer SKU ID 0acf8d18-7b68-483c-abba-411736e6f0dc

SKU MRP ndash USD 4850

No change to standard billing payments and contract terms This offer shows up on the CSP Pricelist the same way as any other regular offer CSP Partners

should know how to access the Pricelist and find this offer

Licensing Dynamics 365 Sales Professional

Dynamics 365

Sales

Sales workloadndash how do I choose the right plan

Sales Navigator

Dynamics 365

Sales

Dynamics 365

Sales Insights

Dynamics 365 Sales

Microsoft Relationship Sales

Sales Insights

Dynamics 365

Sales

Dynamics 365

Sales

Sales Navigator

Dynamics 365

Sales

2 MRSs SKUs

bull MRSs

bull MRSs Plus

Sales Insights SKU2 Core Sales SKUs

bull Professional

bull Enterprise

Message with Office 365

Dynamics 365

Product Visualize

Product Visualize

Dynamics 365 Product Visualize (preview)

Dynamics 365

Sales Insights

Sales Navigator

Professional amp Enterprise comparison

Professional amp Enterprise comparison

1 Target Medium SMBrsquos

bull Focus on 25-300 seat SMB customers

bull Most success in High Tech Professional

Services FSI Manufacturing

2 Chose a profile

bull Office 365 customers using OCM manual

processes on prem CRM customers or those

using competitive CRM solutions are ripe to

move

bull SMB customers currently using on-prem

solutions such as NAV GP and planning to

move their ERP to the cloud and CRM

solutions can converge their technology

investment into one platform

bull Customers on legacy CRM and OCM

products should have a roadmap to move to

Dynamics 365 Sales

3 Use market moments

bull Increased seller productivity with sales

automation and embedded tools is top of mind

for many SMBrsquos and is slowing down their

business growth

bull Companies lacking a well-defined sales

process and sellers unclear of whatrsquos expected

bull Personalised and value based interactions are

expected by buyers

Dynamics 365 Sales customer targeting best practice

When Sales Professional SKU is the right fit

Dynamics 365 Sales Professional Dynamics 365 Sales Enterprise + LinkedIn

SALES PROCESS

COMPLEXITYSimple salesforce automation needs Sophisticated

KEY

CHALLENGE(S)

Poor seller productivity

Outgrowing basic sales tools

Customer experience and engagement need to be improved

Need to increase customer-facing time

Lacking the insights needed to build relationships and sell

effectively

COMPANY

SIZESMC and SMB Enterprise or Upper Unmanaged

INDUSTRY

TARGETS

Discrete Manufacturing Professional Services Banking amp

Capital Markets and Professional Services

High Tech Professional Services Financial Services and

Manufacturing

CURRENT

SALES

TECHNOLOGY

Using homegrown solution Outlook Contact Manager SMC

legacy customers (On-prem and CRMOL) basic CRM

Using a competitive CRM

Dynamics legacy customer (on-prem CRMOL)

MICROSOFT

TECH IN USE

Office 365Outlook Contact Manager

Microsoft 365 SMB SKUs

Legacy Dynamics CRM customers

Office 365 customers (Microsoft 365 Enterprise SKUs E3 E5

using Exchange and Outlook)

Existing LinkedIn Sales Navigator customers using legacy

Dynamics CRMOL and on-prem

SCENARIOS

TO AVOID

Complex sales needs entrenched Salesforce ecosystem

customers with long contracts extensive

customization integration needs

Price-sensitive SMBs with simple sales processes who may not

yet be able to derive value from intelligenceinsights

Position the overall application (Dynamics 365 Sales) not the individual SKUrsquos or Plays

Targeting partners

bull SMB Practices overview

bull Grow your SMB business

bull Cloud Ascent deck

bull Sales Playcard Handout

Engaging in conversations

bull Pitch Deck Office 365 amp Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional

Elevator Pitch

bull Office 365 amp Dynamics 365 Sales

Professional Pitch Deck

bull FAQ Dynamics 365 Sales Professional

bull Why Cloud playcard

bull Modernize Sales Productivity Pitch

Deck

bull Licensing and Pricing guide

bull Dynamics 365 Sales Professional

Pricing and Licensing training

bull Limited time CSP offer 25 discount

bull P2P preparation templates

Onboarding partners

bull MS Learning Paths

bull Role-based technical certifications

bull Technical Presales and Deployment

Services

bull Customer Guide Office 365 amp Dynamics

365 Sales Professional

bull PartnerSource

bull Marketing capability assessment tool

bull Smart Partner Marketing portal

bull DocsMicrosoftcom technical training

bull Joint marketing templates

Executing the business plan

bull Partner Technical Presales amp

Deployment Services walking deck

bull Partner Technical Journeys

bull Partner Enablement Team

bull Advanced Support For Partners

bull Sales Event Guide

bull Sales Event-in-a-Box

bull Microsoft Dynamics Partner Support

bull Contact Microsoft Dynamics 365

Skills and expertise

bull Sales enablement kits

bull Go-To-Market Services

bull Learning ndash Role-based Certifications

bull Dynamics 365 Competencies

bull Microsoft Certified Solutions Expert

Business Applications

Portfolio expansion

bull Power Apps amp Flow with D365

bull Building Process Flows

bull Dynamics 365 Business Central

bull Dynamics 365 for Marketing

Partner and customer success

bull Maximize Customer Loyalty

bull Customer Stories

bull Partner Case Studies

Business Applications strategy

bull Microsoft Partner Network (MPN)

bull PartnerSource

bull Business Applications playbook

Product information

bull Microsoft Dynamics Learning Portal

bull Messaging Framework Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional MPN

asset collection

bull Dynamics 365 for Sales Professional

technical asset collection

P2P value proposition

bull Guide Office 365 amp Dynamics 365

Sales Professional

Support resources

bull Microsoft Partner Support

bull Technical Support for Microsoft

Partners

bull Dynamics 365 Community

bull Business Applications Yammer Group

Sales Professional To-Partner BOMTarget amp Recruit Enable amp Execute Accelerate amp GrowLearn and Prepare

Dynamics 365

Sales

Sales workloadndash how do I choose the right plan

Sales Navigator

Dynamics 365

Sales

Dynamics 365

Sales Insights

Dynamics 365 Sales

Microsoft Relationship Sales

Sales Insights

Dynamics 365

Sales

Dynamics 365

Sales

Sales Navigator

Dynamics 365

Sales

2 MRSs SKUs

bull MRSs

bull MRSs Plus

Sales Insights SKU2 Core Sales SKUs

bull Professional

bull Enterprise

Message with Office 365

Dynamics 365

Product Visualize

Product Visualize

Dynamics 365 Product Visualize (preview)

Dynamics 365

Sales Insights

Sales Navigator

Professional amp Enterprise comparison

Professional amp Enterprise comparison

1 Target Medium SMBrsquos

bull Focus on 25-300 seat SMB customers

bull Most success in High Tech Professional

Services FSI Manufacturing

2 Chose a profile

bull Office 365 customers using OCM manual

processes on prem CRM customers or those

using competitive CRM solutions are ripe to

move

bull SMB customers currently using on-prem

solutions such as NAV GP and planning to

move their ERP to the cloud and CRM

solutions can converge their technology

investment into one platform

bull Customers on legacy CRM and OCM

products should have a roadmap to move to

Dynamics 365 Sales

3 Use market moments

bull Increased seller productivity with sales

automation and embedded tools is top of mind

for many SMBrsquos and is slowing down their

business growth

bull Companies lacking a well-defined sales

process and sellers unclear of whatrsquos expected

bull Personalised and value based interactions are

expected by buyers

Dynamics 365 Sales customer targeting best practice

When Sales Professional SKU is the right fit

Dynamics 365 Sales Professional Dynamics 365 Sales Enterprise + LinkedIn

SALES PROCESS

COMPLEXITYSimple salesforce automation needs Sophisticated

KEY

CHALLENGE(S)

Poor seller productivity

Outgrowing basic sales tools

Customer experience and engagement need to be improved

Need to increase customer-facing time

Lacking the insights needed to build relationships and sell

effectively

COMPANY

SIZESMC and SMB Enterprise or Upper Unmanaged

INDUSTRY

TARGETS

Discrete Manufacturing Professional Services Banking amp

Capital Markets and Professional Services

High Tech Professional Services Financial Services and

Manufacturing

CURRENT

SALES

TECHNOLOGY

Using homegrown solution Outlook Contact Manager SMC

legacy customers (On-prem and CRMOL) basic CRM

Using a competitive CRM

Dynamics legacy customer (on-prem CRMOL)

MICROSOFT

TECH IN USE

Office 365Outlook Contact Manager

Microsoft 365 SMB SKUs

Legacy Dynamics CRM customers

Office 365 customers (Microsoft 365 Enterprise SKUs E3 E5

using Exchange and Outlook)

Existing LinkedIn Sales Navigator customers using legacy

Dynamics CRMOL and on-prem

SCENARIOS

TO AVOID

Complex sales needs entrenched Salesforce ecosystem

customers with long contracts extensive

customization integration needs

Price-sensitive SMBs with simple sales processes who may not

yet be able to derive value from intelligenceinsights

Position the overall application (Dynamics 365 Sales) not the individual SKUrsquos or Plays

Targeting partners

bull SMB Practices overview

bull Grow your SMB business

bull Cloud Ascent deck

bull Sales Playcard Handout

Engaging in conversations

bull Pitch Deck Office 365 amp Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional

Elevator Pitch

bull Office 365 amp Dynamics 365 Sales

Professional Pitch Deck

bull FAQ Dynamics 365 Sales Professional

bull Why Cloud playcard

bull Modernize Sales Productivity Pitch

Deck

bull Licensing and Pricing guide

bull Dynamics 365 Sales Professional

Pricing and Licensing training

bull Limited time CSP offer 25 discount

bull P2P preparation templates

Onboarding partners

bull MS Learning Paths

bull Role-based technical certifications

bull Technical Presales and Deployment

Services

bull Customer Guide Office 365 amp Dynamics

365 Sales Professional

bull PartnerSource

bull Marketing capability assessment tool

bull Smart Partner Marketing portal

bull DocsMicrosoftcom technical training

bull Joint marketing templates

Executing the business plan

bull Partner Technical Presales amp

Deployment Services walking deck

bull Partner Technical Journeys

bull Partner Enablement Team

bull Advanced Support For Partners

bull Sales Event Guide

bull Sales Event-in-a-Box

bull Microsoft Dynamics Partner Support

bull Contact Microsoft Dynamics 365

Skills and expertise

bull Sales enablement kits

bull Go-To-Market Services

bull Learning ndash Role-based Certifications

bull Dynamics 365 Competencies

bull Microsoft Certified Solutions Expert

Business Applications

Portfolio expansion

bull Power Apps amp Flow with D365

bull Building Process Flows

bull Dynamics 365 Business Central

bull Dynamics 365 for Marketing

Partner and customer success

bull Maximize Customer Loyalty

bull Customer Stories

bull Partner Case Studies

Business Applications strategy

bull Microsoft Partner Network (MPN)

bull PartnerSource

bull Business Applications playbook

Product information

bull Microsoft Dynamics Learning Portal

bull Messaging Framework Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional MPN

asset collection

bull Dynamics 365 for Sales Professional

technical asset collection

P2P value proposition

bull Guide Office 365 amp Dynamics 365

Sales Professional

Support resources

bull Microsoft Partner Support

bull Technical Support for Microsoft

Partners

bull Dynamics 365 Community

bull Business Applications Yammer Group

Sales Professional To-Partner BOMTarget amp Recruit Enable amp Execute Accelerate amp GrowLearn and Prepare

Professional amp Enterprise comparison

Professional amp Enterprise comparison

1 Target Medium SMBrsquos

bull Focus on 25-300 seat SMB customers

bull Most success in High Tech Professional

Services FSI Manufacturing

2 Chose a profile

bull Office 365 customers using OCM manual

processes on prem CRM customers or those

using competitive CRM solutions are ripe to

move

bull SMB customers currently using on-prem

solutions such as NAV GP and planning to

move their ERP to the cloud and CRM

solutions can converge their technology

investment into one platform

bull Customers on legacy CRM and OCM

products should have a roadmap to move to

Dynamics 365 Sales

3 Use market moments

bull Increased seller productivity with sales

automation and embedded tools is top of mind

for many SMBrsquos and is slowing down their

business growth

bull Companies lacking a well-defined sales

process and sellers unclear of whatrsquos expected

bull Personalised and value based interactions are

expected by buyers

Dynamics 365 Sales customer targeting best practice

When Sales Professional SKU is the right fit

Dynamics 365 Sales Professional Dynamics 365 Sales Enterprise + LinkedIn

SALES PROCESS

COMPLEXITYSimple salesforce automation needs Sophisticated

KEY

CHALLENGE(S)

Poor seller productivity

Outgrowing basic sales tools

Customer experience and engagement need to be improved

Need to increase customer-facing time

Lacking the insights needed to build relationships and sell

effectively

COMPANY

SIZESMC and SMB Enterprise or Upper Unmanaged

INDUSTRY

TARGETS

Discrete Manufacturing Professional Services Banking amp

Capital Markets and Professional Services

High Tech Professional Services Financial Services and

Manufacturing

CURRENT

SALES

TECHNOLOGY

Using homegrown solution Outlook Contact Manager SMC

legacy customers (On-prem and CRMOL) basic CRM

Using a competitive CRM

Dynamics legacy customer (on-prem CRMOL)

MICROSOFT

TECH IN USE

Office 365Outlook Contact Manager

Microsoft 365 SMB SKUs

Legacy Dynamics CRM customers

Office 365 customers (Microsoft 365 Enterprise SKUs E3 E5

using Exchange and Outlook)

Existing LinkedIn Sales Navigator customers using legacy

Dynamics CRMOL and on-prem

SCENARIOS

TO AVOID

Complex sales needs entrenched Salesforce ecosystem

customers with long contracts extensive

customization integration needs

Price-sensitive SMBs with simple sales processes who may not

yet be able to derive value from intelligenceinsights

Position the overall application (Dynamics 365 Sales) not the individual SKUrsquos or Plays

Targeting partners

bull SMB Practices overview

bull Grow your SMB business

bull Cloud Ascent deck

bull Sales Playcard Handout

Engaging in conversations

bull Pitch Deck Office 365 amp Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional

Elevator Pitch

bull Office 365 amp Dynamics 365 Sales

Professional Pitch Deck

bull FAQ Dynamics 365 Sales Professional

bull Why Cloud playcard

bull Modernize Sales Productivity Pitch

Deck

bull Licensing and Pricing guide

bull Dynamics 365 Sales Professional

Pricing and Licensing training

bull Limited time CSP offer 25 discount

bull P2P preparation templates

Onboarding partners

bull MS Learning Paths

bull Role-based technical certifications

bull Technical Presales and Deployment

Services

bull Customer Guide Office 365 amp Dynamics

365 Sales Professional

bull PartnerSource

bull Marketing capability assessment tool

bull Smart Partner Marketing portal

bull DocsMicrosoftcom technical training

bull Joint marketing templates

Executing the business plan

bull Partner Technical Presales amp

Deployment Services walking deck

bull Partner Technical Journeys

bull Partner Enablement Team

bull Advanced Support For Partners

bull Sales Event Guide

bull Sales Event-in-a-Box

bull Microsoft Dynamics Partner Support

bull Contact Microsoft Dynamics 365

Skills and expertise

bull Sales enablement kits

bull Go-To-Market Services

bull Learning ndash Role-based Certifications

bull Dynamics 365 Competencies

bull Microsoft Certified Solutions Expert

Business Applications

Portfolio expansion

bull Power Apps amp Flow with D365

bull Building Process Flows

bull Dynamics 365 Business Central

bull Dynamics 365 for Marketing

Partner and customer success

bull Maximize Customer Loyalty

bull Customer Stories

bull Partner Case Studies

Business Applications strategy

bull Microsoft Partner Network (MPN)

bull PartnerSource

bull Business Applications playbook

Product information

bull Microsoft Dynamics Learning Portal

bull Messaging Framework Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional MPN

asset collection

bull Dynamics 365 for Sales Professional

technical asset collection

P2P value proposition

bull Guide Office 365 amp Dynamics 365

Sales Professional

Support resources

bull Microsoft Partner Support

bull Technical Support for Microsoft

Partners

bull Dynamics 365 Community

bull Business Applications Yammer Group

Sales Professional To-Partner BOMTarget amp Recruit Enable amp Execute Accelerate amp GrowLearn and Prepare

Professional amp Enterprise comparison

1 Target Medium SMBrsquos

bull Focus on 25-300 seat SMB customers

bull Most success in High Tech Professional

Services FSI Manufacturing

2 Chose a profile

bull Office 365 customers using OCM manual

processes on prem CRM customers or those

using competitive CRM solutions are ripe to

move

bull SMB customers currently using on-prem

solutions such as NAV GP and planning to

move their ERP to the cloud and CRM

solutions can converge their technology

investment into one platform

bull Customers on legacy CRM and OCM

products should have a roadmap to move to

Dynamics 365 Sales

3 Use market moments

bull Increased seller productivity with sales

automation and embedded tools is top of mind

for many SMBrsquos and is slowing down their

business growth

bull Companies lacking a well-defined sales

process and sellers unclear of whatrsquos expected

bull Personalised and value based interactions are

expected by buyers

Dynamics 365 Sales customer targeting best practice

When Sales Professional SKU is the right fit

Dynamics 365 Sales Professional Dynamics 365 Sales Enterprise + LinkedIn

SALES PROCESS

COMPLEXITYSimple salesforce automation needs Sophisticated

KEY

CHALLENGE(S)

Poor seller productivity

Outgrowing basic sales tools

Customer experience and engagement need to be improved

Need to increase customer-facing time

Lacking the insights needed to build relationships and sell

effectively

COMPANY

SIZESMC and SMB Enterprise or Upper Unmanaged

INDUSTRY

TARGETS

Discrete Manufacturing Professional Services Banking amp

Capital Markets and Professional Services

High Tech Professional Services Financial Services and

Manufacturing

CURRENT

SALES

TECHNOLOGY

Using homegrown solution Outlook Contact Manager SMC

legacy customers (On-prem and CRMOL) basic CRM

Using a competitive CRM

Dynamics legacy customer (on-prem CRMOL)

MICROSOFT

TECH IN USE

Office 365Outlook Contact Manager

Microsoft 365 SMB SKUs

Legacy Dynamics CRM customers

Office 365 customers (Microsoft 365 Enterprise SKUs E3 E5

using Exchange and Outlook)

Existing LinkedIn Sales Navigator customers using legacy

Dynamics CRMOL and on-prem

SCENARIOS

TO AVOID

Complex sales needs entrenched Salesforce ecosystem

customers with long contracts extensive

customization integration needs

Price-sensitive SMBs with simple sales processes who may not

yet be able to derive value from intelligenceinsights

Position the overall application (Dynamics 365 Sales) not the individual SKUrsquos or Plays

Targeting partners

bull SMB Practices overview

bull Grow your SMB business

bull Cloud Ascent deck

bull Sales Playcard Handout

Engaging in conversations

bull Pitch Deck Office 365 amp Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional

Elevator Pitch

bull Office 365 amp Dynamics 365 Sales

Professional Pitch Deck

bull FAQ Dynamics 365 Sales Professional

bull Why Cloud playcard

bull Modernize Sales Productivity Pitch

Deck

bull Licensing and Pricing guide

bull Dynamics 365 Sales Professional

Pricing and Licensing training

bull Limited time CSP offer 25 discount

bull P2P preparation templates

Onboarding partners

bull MS Learning Paths

bull Role-based technical certifications

bull Technical Presales and Deployment

Services

bull Customer Guide Office 365 amp Dynamics

365 Sales Professional

bull PartnerSource

bull Marketing capability assessment tool

bull Smart Partner Marketing portal

bull DocsMicrosoftcom technical training

bull Joint marketing templates

Executing the business plan

bull Partner Technical Presales amp

Deployment Services walking deck

bull Partner Technical Journeys

bull Partner Enablement Team

bull Advanced Support For Partners

bull Sales Event Guide

bull Sales Event-in-a-Box

bull Microsoft Dynamics Partner Support

bull Contact Microsoft Dynamics 365

Skills and expertise

bull Sales enablement kits

bull Go-To-Market Services

bull Learning ndash Role-based Certifications

bull Dynamics 365 Competencies

bull Microsoft Certified Solutions Expert

Business Applications

Portfolio expansion

bull Power Apps amp Flow with D365

bull Building Process Flows

bull Dynamics 365 Business Central

bull Dynamics 365 for Marketing

Partner and customer success

bull Maximize Customer Loyalty

bull Customer Stories

bull Partner Case Studies

Business Applications strategy

bull Microsoft Partner Network (MPN)

bull PartnerSource

bull Business Applications playbook

Product information

bull Microsoft Dynamics Learning Portal

bull Messaging Framework Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional MPN

asset collection

bull Dynamics 365 for Sales Professional

technical asset collection

P2P value proposition

bull Guide Office 365 amp Dynamics 365

Sales Professional

Support resources

bull Microsoft Partner Support

bull Technical Support for Microsoft

Partners

bull Dynamics 365 Community

bull Business Applications Yammer Group

Sales Professional To-Partner BOMTarget amp Recruit Enable amp Execute Accelerate amp GrowLearn and Prepare

1 Target Medium SMBrsquos

bull Focus on 25-300 seat SMB customers

bull Most success in High Tech Professional

Services FSI Manufacturing

2 Chose a profile

bull Office 365 customers using OCM manual

processes on prem CRM customers or those

using competitive CRM solutions are ripe to

move

bull SMB customers currently using on-prem

solutions such as NAV GP and planning to

move their ERP to the cloud and CRM

solutions can converge their technology

investment into one platform

bull Customers on legacy CRM and OCM

products should have a roadmap to move to

Dynamics 365 Sales

3 Use market moments

bull Increased seller productivity with sales

automation and embedded tools is top of mind

for many SMBrsquos and is slowing down their

business growth

bull Companies lacking a well-defined sales

process and sellers unclear of whatrsquos expected

bull Personalised and value based interactions are

expected by buyers

Dynamics 365 Sales customer targeting best practice

When Sales Professional SKU is the right fit

Dynamics 365 Sales Professional Dynamics 365 Sales Enterprise + LinkedIn

SALES PROCESS

COMPLEXITYSimple salesforce automation needs Sophisticated

KEY

CHALLENGE(S)

Poor seller productivity

Outgrowing basic sales tools

Customer experience and engagement need to be improved

Need to increase customer-facing time

Lacking the insights needed to build relationships and sell

effectively

COMPANY

SIZESMC and SMB Enterprise or Upper Unmanaged

INDUSTRY

TARGETS

Discrete Manufacturing Professional Services Banking amp

Capital Markets and Professional Services

High Tech Professional Services Financial Services and

Manufacturing

CURRENT

SALES

TECHNOLOGY

Using homegrown solution Outlook Contact Manager SMC

legacy customers (On-prem and CRMOL) basic CRM

Using a competitive CRM

Dynamics legacy customer (on-prem CRMOL)

MICROSOFT

TECH IN USE

Office 365Outlook Contact Manager

Microsoft 365 SMB SKUs

Legacy Dynamics CRM customers

Office 365 customers (Microsoft 365 Enterprise SKUs E3 E5

using Exchange and Outlook)

Existing LinkedIn Sales Navigator customers using legacy

Dynamics CRMOL and on-prem

SCENARIOS

TO AVOID

Complex sales needs entrenched Salesforce ecosystem

customers with long contracts extensive

customization integration needs

Price-sensitive SMBs with simple sales processes who may not

yet be able to derive value from intelligenceinsights

Position the overall application (Dynamics 365 Sales) not the individual SKUrsquos or Plays

Targeting partners

bull SMB Practices overview

bull Grow your SMB business

bull Cloud Ascent deck

bull Sales Playcard Handout

Engaging in conversations

bull Pitch Deck Office 365 amp Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional

Elevator Pitch

bull Office 365 amp Dynamics 365 Sales

Professional Pitch Deck

bull FAQ Dynamics 365 Sales Professional

bull Why Cloud playcard

bull Modernize Sales Productivity Pitch

Deck

bull Licensing and Pricing guide

bull Dynamics 365 Sales Professional

Pricing and Licensing training

bull Limited time CSP offer 25 discount

bull P2P preparation templates

Onboarding partners

bull MS Learning Paths

bull Role-based technical certifications

bull Technical Presales and Deployment

Services

bull Customer Guide Office 365 amp Dynamics

365 Sales Professional

bull PartnerSource

bull Marketing capability assessment tool

bull Smart Partner Marketing portal

bull DocsMicrosoftcom technical training

bull Joint marketing templates

Executing the business plan

bull Partner Technical Presales amp

Deployment Services walking deck

bull Partner Technical Journeys

bull Partner Enablement Team

bull Advanced Support For Partners

bull Sales Event Guide

bull Sales Event-in-a-Box

bull Microsoft Dynamics Partner Support

bull Contact Microsoft Dynamics 365

Skills and expertise

bull Sales enablement kits

bull Go-To-Market Services

bull Learning ndash Role-based Certifications

bull Dynamics 365 Competencies

bull Microsoft Certified Solutions Expert

Business Applications

Portfolio expansion

bull Power Apps amp Flow with D365

bull Building Process Flows

bull Dynamics 365 Business Central

bull Dynamics 365 for Marketing

Partner and customer success

bull Maximize Customer Loyalty

bull Customer Stories

bull Partner Case Studies

Business Applications strategy

bull Microsoft Partner Network (MPN)

bull PartnerSource

bull Business Applications playbook

Product information

bull Microsoft Dynamics Learning Portal

bull Messaging Framework Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional MPN

asset collection

bull Dynamics 365 for Sales Professional

technical asset collection

P2P value proposition

bull Guide Office 365 amp Dynamics 365

Sales Professional

Support resources

bull Microsoft Partner Support

bull Technical Support for Microsoft

Partners

bull Dynamics 365 Community

bull Business Applications Yammer Group

Sales Professional To-Partner BOMTarget amp Recruit Enable amp Execute Accelerate amp GrowLearn and Prepare

When Sales Professional SKU is the right fit

Dynamics 365 Sales Professional Dynamics 365 Sales Enterprise + LinkedIn

SALES PROCESS

COMPLEXITYSimple salesforce automation needs Sophisticated

KEY

CHALLENGE(S)

Poor seller productivity

Outgrowing basic sales tools

Customer experience and engagement need to be improved

Need to increase customer-facing time

Lacking the insights needed to build relationships and sell

effectively

COMPANY

SIZESMC and SMB Enterprise or Upper Unmanaged

INDUSTRY

TARGETS

Discrete Manufacturing Professional Services Banking amp

Capital Markets and Professional Services

High Tech Professional Services Financial Services and

Manufacturing

CURRENT

SALES

TECHNOLOGY

Using homegrown solution Outlook Contact Manager SMC

legacy customers (On-prem and CRMOL) basic CRM

Using a competitive CRM

Dynamics legacy customer (on-prem CRMOL)

MICROSOFT

TECH IN USE

Office 365Outlook Contact Manager

Microsoft 365 SMB SKUs

Legacy Dynamics CRM customers

Office 365 customers (Microsoft 365 Enterprise SKUs E3 E5

using Exchange and Outlook)

Existing LinkedIn Sales Navigator customers using legacy

Dynamics CRMOL and on-prem

SCENARIOS

TO AVOID

Complex sales needs entrenched Salesforce ecosystem

customers with long contracts extensive

customization integration needs

Price-sensitive SMBs with simple sales processes who may not

yet be able to derive value from intelligenceinsights

Position the overall application (Dynamics 365 Sales) not the individual SKUrsquos or Plays

Targeting partners

bull SMB Practices overview

bull Grow your SMB business

bull Cloud Ascent deck

bull Sales Playcard Handout

Engaging in conversations

bull Pitch Deck Office 365 amp Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional

Elevator Pitch

bull Office 365 amp Dynamics 365 Sales

Professional Pitch Deck

bull FAQ Dynamics 365 Sales Professional

bull Why Cloud playcard

bull Modernize Sales Productivity Pitch

Deck

bull Licensing and Pricing guide

bull Dynamics 365 Sales Professional

Pricing and Licensing training

bull Limited time CSP offer 25 discount

bull P2P preparation templates

Onboarding partners

bull MS Learning Paths

bull Role-based technical certifications

bull Technical Presales and Deployment

Services

bull Customer Guide Office 365 amp Dynamics

365 Sales Professional

bull PartnerSource

bull Marketing capability assessment tool

bull Smart Partner Marketing portal

bull DocsMicrosoftcom technical training

bull Joint marketing templates

Executing the business plan

bull Partner Technical Presales amp

Deployment Services walking deck

bull Partner Technical Journeys

bull Partner Enablement Team

bull Advanced Support For Partners

bull Sales Event Guide

bull Sales Event-in-a-Box

bull Microsoft Dynamics Partner Support

bull Contact Microsoft Dynamics 365

Skills and expertise

bull Sales enablement kits

bull Go-To-Market Services

bull Learning ndash Role-based Certifications

bull Dynamics 365 Competencies

bull Microsoft Certified Solutions Expert

Business Applications

Portfolio expansion

bull Power Apps amp Flow with D365

bull Building Process Flows

bull Dynamics 365 Business Central

bull Dynamics 365 for Marketing

Partner and customer success

bull Maximize Customer Loyalty

bull Customer Stories

bull Partner Case Studies

Business Applications strategy

bull Microsoft Partner Network (MPN)

bull PartnerSource

bull Business Applications playbook

Product information

bull Microsoft Dynamics Learning Portal

bull Messaging Framework Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional MPN

asset collection

bull Dynamics 365 for Sales Professional

technical asset collection

P2P value proposition

bull Guide Office 365 amp Dynamics 365

Sales Professional

Support resources

bull Microsoft Partner Support

bull Technical Support for Microsoft

Partners

bull Dynamics 365 Community

bull Business Applications Yammer Group

Sales Professional To-Partner BOMTarget amp Recruit Enable amp Execute Accelerate amp GrowLearn and Prepare

Targeting partners

bull SMB Practices overview

bull Grow your SMB business

bull Cloud Ascent deck

bull Sales Playcard Handout

Engaging in conversations

bull Pitch Deck Office 365 amp Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional

Elevator Pitch

bull Office 365 amp Dynamics 365 Sales

Professional Pitch Deck

bull FAQ Dynamics 365 Sales Professional

bull Why Cloud playcard

bull Modernize Sales Productivity Pitch

Deck

bull Licensing and Pricing guide

bull Dynamics 365 Sales Professional

Pricing and Licensing training

bull Limited time CSP offer 25 discount

bull P2P preparation templates

Onboarding partners

bull MS Learning Paths

bull Role-based technical certifications

bull Technical Presales and Deployment

Services

bull Customer Guide Office 365 amp Dynamics

365 Sales Professional

bull PartnerSource

bull Marketing capability assessment tool

bull Smart Partner Marketing portal

bull DocsMicrosoftcom technical training

bull Joint marketing templates

Executing the business plan

bull Partner Technical Presales amp

Deployment Services walking deck

bull Partner Technical Journeys

bull Partner Enablement Team

bull Advanced Support For Partners

bull Sales Event Guide

bull Sales Event-in-a-Box

bull Microsoft Dynamics Partner Support

bull Contact Microsoft Dynamics 365

Skills and expertise

bull Sales enablement kits

bull Go-To-Market Services

bull Learning ndash Role-based Certifications

bull Dynamics 365 Competencies

bull Microsoft Certified Solutions Expert

Business Applications

Portfolio expansion

bull Power Apps amp Flow with D365

bull Building Process Flows

bull Dynamics 365 Business Central

bull Dynamics 365 for Marketing

Partner and customer success

bull Maximize Customer Loyalty

bull Customer Stories

bull Partner Case Studies

Business Applications strategy

bull Microsoft Partner Network (MPN)

bull PartnerSource

bull Business Applications playbook

Product information

bull Microsoft Dynamics Learning Portal

bull Messaging Framework Dynamics 365

Sales Professional

bull Dynamics 365 Sales Professional MPN

asset collection

bull Dynamics 365 for Sales Professional

technical asset collection

P2P value proposition

bull Guide Office 365 amp Dynamics 365

Sales Professional

Support resources

bull Microsoft Partner Support

bull Technical Support for Microsoft

Partners

bull Dynamics 365 Community

bull Business Applications Yammer Group

Sales Professional To-Partner BOMTarget amp Recruit Enable amp Execute Accelerate amp GrowLearn and Prepare

Sales Professional To-Customer and Through-Partner BOM mapped to the customer journey

Learn amp Prepare Target amp Recruit Enable amp Execute Accelerate amp Grow

Discover Envision Validate Commit Onboard Optimize

Become aware of a business

problem or need which can be

solved with technology

Envision ways technology can

solve problems amp help achieve

company objectives

Evaluate amp validate solutions

which are best-suited to help

achieve company objectives

Dedicate budget amp resources to

purchase deploy and adapt

technology solutions

Direct support or participate

in solution implementation

deployment amp change mgmt

Direct support or participate

in solution usage adaption amp

optimization

To-C

ust

om

er

bull Landing page

bull Five Daunting Sales and

Marketing Gaps eBook

bull E Book 6 Strategies to

boost sales productivity

bull Webinar Modernize

Sales Productivity

bull E Book Reimagine

Productivity with

Dynamics 365

bull D365 + O365 Better

together video

bull Product video

bull Product feature video

bull Product demos

bull Messaging and

Positioning

bull Product trial

bull Better Together

messaging

bull Analyst Reports and

Awards

bull Product trial

bull Licensing and Pricing

guide

bull Product Capabilities

Playcard

bull A Framework to Drive

Sales Team Performance

Th

rou

gh

-Part

ner bull Discovery Guide

bull Five Daunting Sales and

Marketing Gaps eBook

bull Sales Partner

Opportunity

bull Pitch deck

bull Battle card

bull Product video

bull Product feature video

bull Product demos

bull Product trial

bull Dynamics 365 Sales

Datasheet

bull Product trial

bull Webinars bull Customer references

[LuckStone Centrisca]

bull Sales Event Guide

bull Sales Event in a Box

Learn how to modernize sales productivity with Dynamics 365 Sales

Watch

here

website