Effective Seller Readiness for Microsoft Cloud Services

Seller Readiness Handbook Seller Readiness Handbook Managed Services Partners This document provides guidance on how to ready your sellers to effectively sell Microsoft cloud services and includes links to recommended product, sales and technical training and resources. Updated: June 2017 WW Hosting and Cloud Services Team

Partner Seller Readiness Handbook Table of Contents Table of Contents Guide to Readying your Sellers Introduction Key Partner Resources Create & Execute Seller Readiness Plan (Product, Sales, Technical) Keep Up to Date New Hire Onboarding Refresher Training Sales Skills Growth Training and Resources by Service: Office 365 for Business Security as a Service / Enterprise Mobility + Security Azure Skype for Business Exchange Online OneDrive for Business SharePoint Online Power BI Other Office 365 Services General Partner Resources: Partner Portals and News Sources Sales Training and Tools Technical Training and Resources

Partner Seller Readiness Guide to Readying your Sellers Guide to Readying your Sellers Readying your sales teams to sell Microsoft services is an important component of your service launch and sales delivery model. When sellers are trained and confident, they can effectively engage customers, hold value-focused sales conversations, close more sales, and help increase service usage. Partner sellers that are ready to sell Microsoft cloud services understand and can demonstrate: Key service and product features Common business usage scenarios and customer benefits Service plan details and customer fit Partner + Microsoft cloud service value proposition How to identify and engage target customers, hold value-focused conversations, showcase service value and features that meet customer needs, handle customer concerns and close sales In this guide,we will share best practices and training courses and resources that will help ready sellers to sell Microsoft cloud services.

Step 1: Key Partner Portals and Resources Back to Start Back to Start All Partners should sign up for the Microsoft Partner Network. The Microsoft Partner Network (MPN) will be one of your primary resources for Partner services, training, tools, and resources. Sign up and become familiar with MPN offerings: Quick Start Guide MPN 101 MPN Updates MPN Learning Paths Partner University Technical Presales A MPN Membership ID (MPN ID) is required to access many of the important seller resources we will reference in this guide i.e. Office 365 Partner Portal, Learning Paths, Partner University, Demos Portal To access these resources, your staff/sellers will need to associate their email address with your organizations MPN account. Additional Resource Portals Partner Training Programs & Resources Review and access all available Partner training programs and resources. Cloud and Enterprise Resources The C+E Partner Resources microsite will help you build your Partner Practices. Provides guidance, training, sales, and marketing materials, incentives and offers, and more for EM+S, Azure, and SQL. Cloud and Hosting Services Access program guidance and tools that will help you build your Microsoft cloud services business. Includes Cloud Solution Provider Program information. Keep Up to Date Newsletter: Hosting & Cloud Sign up for the monthly Partner Hosting and Cloud Services newsletter for the latest news and seller readiness resources. Blog: Microsoft Partner Network Keep up to date on the latest resources, services, and trainings from MPN. Twitter: Hosting & Cloud Follow the Hosting and Cloud Services team on Twitter and get real-time updates.

Step 2: Create and Execute Seller Readiness Plan(s) Back to Start Back to Start At least 60-days prior to launch, create a Seller Readiness Plan for each sales channelthat includes required seller learning and training. Communicate plan and curriculum to sellers and have sellers complete within 30-days prior to service launch. The closer to launch your sellers are trained the more they will retain and can put into practice with customers, but they also need an appropriate amount of time to schedule and complete trainings, practice their sales conversations, download and review sales guides, and ask questions. You ll need to determine the right timing for your org/sales channels. Consider rewarding on-time completion of required learning/training to help motivate your sellers, require proof of completion, and assessments to test knowledge. Your Seller Readiness Plan should include the following components: A. Service Offer and Value Educate your sellers on what your specific Microsoft service offering is/will be, your target customers, value of the offering for each target customer segment (value proposition), and how it s different from other providers (why buy Microsoft service from you). Provide supporting documentation. Consider testing seller understanding. B. Seller Incentives Determine and implement incentives that will motivate sellers to meet your specific Microsoft cloud service goals (sales, usage, upsell ) and/or desired behaviors. The Maximize/Customer Journey Workshop and your Microsoft lead can provide additional guidance. Communicate available incentives to sellers prior to product and sales training to help motivate them to engage in and complete training. C. Product Training Before your sellers can effectively sell a Microsoft service, they need to understand what the service is, its key features, business usage scenarios, and value to your customers. Sellers should complete Microsoft-provided product training. Product training needs vary greatly by Partner and seller role. You will need to review available product training and determine which courses are right for your sellers and staff. See recommended product training by service: Office 365 Enterprise Mobility+Security Azure

Step 2: Create and Execute Seller Readiness Plan Back to Start Back to Start Your Seller Readiness Plan should include the following components: D. Sales Training To effectively sell Microsoft cloud services, sellers must be able to identify and engage target customer in value-based (not price) conversation, uncover customer s specific needs, communicate how the Microsoft service can help solve their challenges, show the value, handle objections and concerns, and recommend the right service plan. The most successful sellers will engage with customers in a consultative manner (understand and help solve their needs) versus a transactional push to buy service based on price/special offer. Selling Microsoft services based on their value/benefit to the customer versus price also significantly increases service usage rates. Microsoft offers a wide variety of on demand and live, online sales training courses that will help your sellers sell Microsoft services. Sales training needs vary greatly by Partner and sales role. You will need to review available sales training and determine which courses are right for your sellers and staff. Use Microsoft Partner Learning Path to create learning plans for your teams (MPN log-in required). See recommended sales training by service: Office 365 Enterprise Mobility+Security Azure E. Sales Conversation Practice and Assessment Once seller has completed sales training, have seller complete a sales conversation role play with their Sales Supervisor or Sales Expert (see G. Sales Experts ) to assess their readiness to sell the service. Sales Supervisor plays role of target customer and seller must engage target customer in sales conversation and sell the value of Office 365. Require additional training/learning and additional practice role plays as needed. Award sellers for best sales conversation role plays. Consider that we retain approximately 10 percent of what we see; 30 to 40 percent of what we see and hear; and 90 percent of what we see, hear, and do. Give your sellers the time and opportunity to practice (do) what they have learned prior to your service launch. F. Sales Guides and Tools Ensure your sellers have access to, read, and use applicable Microsoft service content, sales guides, and tools that will help them close sales. Microsoft offers a wealth of content and resources for Partners, including sales discussion and telesales guides that sellers find very useful. Select and download the content/resources most relevant to your sales channel and train sellers on this content during a regularly scheduled sales meeting. Post centrally for easy seller access. See recommended sales guides and tools by service: Office 365 Enterprise Mobility+Security Azure

Step 2: Create and Execute Seller Readiness Plan Back to Start Back to Start Your Seller Readiness Plan should include the following components: G. Internal Sales Experts Developing internal Sales Experts to support your Microsoft service can help you meet your sales goals and increase close rates. These Sales Experts would be your internal champions and subject matter experts for the Microsoft service. Their role should include driving service sales goals, helping sellers close deals, answering seller s questions, providing sales coaching, keeping up-to-date on service, and sharing available sales tools and resources with sellers. Team Leads or sellers with seniority typically make the best Sales Experts . Incentivizing Sales Experts to fulfill this role and including Sales Expert role and responsibilities in their job description and performance review process will increase their engagement and effectiveness. Internal Sales Experts should complete all sales training recommended for sellers, have advanced solution selling skills and in-depth knowledge of relevant sales guides, tools and resources. See recommended sales training, guides, and tools by service: Office 365 Enterprise Mobility+Security Azure H. Sales Team Meetings and 1:1 Coaching Motivate sellers and keep Microsoft service top of mind by allocating time in weekly/bi-weekly/monthly sales team meetings to review sales targets and attainment, sales incentives, sales best practices, service updates, new tools Your designated Sales Experts can prepare for and lead these discussions. Your Sales Experts can also provide individual sales coaching sessions as needed or consider requiring a quarterly sales coaching session for each seller to help optimize their selling. I. Technical Training Microsoft offers a wide variety of on demand, live, and in-person technical training courses and Microsoft competency/technical certifications. Microsoft Learning Partners also deliver online and in-person technical training. Technical training needs vary greatly by Partner and sales/technical role. You will need to review available technical training and determine which courses are right for your specific sellers and staff. Use Microsoft Partner Learning Path to create learning plans for your teams (MPN log-in required). See recommended technical training and guidance by service: Office 365 Enterprise Mobility+Security Azure

Step 3: Keep up to Date Back to Start Back to Start Microsoft services are continuously optimized to meet customer needs and Microsoft regularly develops new trainings, tools, and resources to help Partners sell our services. To keep up to date on Microsoft services and Partner sales resources, sign up key Partner resources for recommended updates by service: Office 365 Enterprise Mobility+Security Azure. Step 4: New Hire Onboarding To ready sellers that join your sales channel after your service launch, have them complete the Seller Readiness Plan/Curriculum you created for each of your sales channels. Include a 1:1 sales coaching session with your Sales Expert . If you have a New Hire Training Program , consider including product and sales training for the Microsoft Service within the Program curriculum. If you have an internal Learning & Development Department, consider having Learning Leads/Trainers complete your Seller Readiness Plan/Curriculum, use Microsoft- provided materials to create an internal Microsoft product and sales training course(s) and have your internal Trainers or Sales Experts deliver the training.

Step 5: Refresher Training Back to Start Back to Start When and how often to hold product and sales refresher training depends on the unique variables of your organization. Consider that learners retain approximately: 90% of what they learn when they teach someone else/use immediately. 75% of what they learn when they practice what they learned. 50% of what they learn when engaged in a group discussion. 30% of what they learn when they see a demonstration. 5% of what they learn when they ve learned from lecture. 20% of what they learn from audio-visual. 10% of what they learn when they ve learned from reading. If you allocate time in sales team meetings to discuss Microsoft service sales and have Sales Experts in place to support sellers, you will essentially be providing continuous training . If you want to provide a refresher training course , we recommend you poll sellers for topics they would like to cover and develop custom training internally to meet their needs. You can leverage the slides decks from available Microsoft product and sales training courses to develop your materials (see Office 365, Enterprise Mobility+Security, Azure). Leverage your Learning and Development department or Sales Experts to develop and deliver. Step 6: Sales Skills Growth If your sellers have completed their Seller Readiness Plan but are struggling to engage customers, close sales and/or drive upsell/cross-sell, consider sending sellers to a Microsoft Drumbeat Grow or Optimize workshop. Sellers will be exposed to a variety of solution selling techniques that will help improve and advance their customer engagements and refine and extend their sales skills. Contact your Microsoft Lead to discuss workshop opportunities and search Microsoft Events for scheduled sessions in your region.

Partner Seller Readiness Back to Start Back to Start Training and Resources Training and Resources Product Training Technical Training Sales Training Sales Materials Updates Product Training Technical Training Sales Training Sales Materials Updates

OFFICE 365 Product Training Back to Start Back to Start Before your sellers can effectively sell Office 365, they need to understand what Office 365 is, its value to business customers, key features and benefits, and primary business usage scenarios. Review below product training, determine which resources are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . Ideally, all sellers should have an Office 365 account and use Office 365 during their work. Sellers that have hands-on, daily experience with Office 365 can more easily demonstrate Office 365 usage scenarios and communicate value to customers. PRODUCT TRAINING Office 365 Product Site Learn about Office 365 value proposition, key services, features, usage scenarios and plans for SMB and Enterprise. See also Office 365 Service Descriptions for further details on what services and features are included in each Office 365 plan. FastTrack Webinars Learn about Office 365 key features, value to customers and how to use Office 365 via live, instructor-led sessions with demos and Q&A. These are customer-facing webcasts but also recommended for any Partner staff that sells or supports Office 365. Online Immersion Experience Give your sellers/staff a true-to-life, hands-on user experience with Office 365, remote or in-person. While the CIE was developed to provide a hands-on experience to customers, it is a useful tool to show your sellers/staff the key features of Office 365. MPN ID/log-in required. Drumbeat Start Learn about Office 365 value and key features via Drumbeat Start training for Enterprise and SMB. Select Overview session. Usage Scenario Training Learn about Office 365 business usage scenarios and value to customers through short video tutorials with accompanying hands-on lessons. Highly recommended all Office 365 sellers complete the tutorials for each usage scenario Work Together, Collaboration and Documentation, Meetings, Email and Calendars. Video Channel Watch informational videos and tutorials for Office 365 and individual services within Office 365. See also Office 365 Sales Materials

OFFICE 365 Technical Training OFFICE 365 Technical Training Back to Start Back to Start Microsoft offers a variety of on demand, live and in-person technical training courses and Microsoft competency/technical certifications. Microsoft Learning Partners also deliver online and in-person technical training. Technical training needs vary greatly by Partner and sales/technical role. Review below technical training and guidance, determine which courses are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . You can also use Microsoft Partner Learning Path to create learning plans for your teams (MPN ID/log-in required). TECHNICAL TRAINING AND GUIDANCE Technical Services Get personalized pre-sales and deployment assistance. Available through your Microsoft Partner Network (MPN) membership. Customer Support Training Access on demand training and guides to learn how to support your Office 365 customers. Customer Support Training Office 365 Support Webcasts Help Desk Guide Admin Guide Deploy/Support Interactive Guides Troubleshooting Guide Office for IT Pros Access Office technical information, programs, and services. Find what you need to evaluate, set up, and use Office 365. Ask the Experts Discuss Office 365 sales, compete, design, deployment, and best practices with an Office 365 expert. Competency and Certification Get certified and earn Microsoft competencies for Office 365. Review the Cloud Productivity Competency and access training content and exams. See also Microsoft Learning Partners. Microsoft Virtual Academy Get on demand level 200 400 technical training. TechNet Office 365 Get technical details and guidance for Office 365 services, features and plans. Technical Learning Paths Learn how to deploy and support Office 365 via on demand training. You can also create learning plans for your teams. MPN ID/log-in required. Technical for Office 365 Pre-Sales Technical Specialist Customer Support Training TechNet Virtual Labs Access virtual hands-on lab and experience the product first hand. Security and Trust Center Learn about Microsoft s commitment to Office 365 security, privacy, and compliance Microsoft Mechanics Show On demand webcasts provide latest tech updates and tutorials from Microsoft experts.

OFFICE 365 Sales Training Back to Start Back to Start To effectively sell Office 365, we recommend sellers employ a solution selling (consultative) approach that focuses on Office 365 value to customer versus a transactional approach that focuses on price. Office 365 sellers should be able to engage customers, uncover their specific productivity challenges and needs, land Microsoft service value and benefits, show how service can meet their needs, handle customer concerns, recommend the right plan and close the sale. Microsoft offers a variety of on demand and live sales training courses that will teach your sellers how to engage customers, land the value of Microsoft services and close sales. Review below sales training, determine which courses are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . You can also use Microsoft Partner Learning Path to create learning plans for your teams (MPN ID required). SALES TRAINING Drumbeat Start Training Learn Office 365 and E5 business value and how to sell via on demand, video tutorials. Available in multiple languages. MPN log-in required. Live Webcast Series Join quarterly Office 365 Sales Training webcast series to learn Office 365 value, key features and benefits, business usage scenarios, business plans, compete, and how to sell, demo, and handle objections. Sessions were delivered live in English by HMSP Sales Trainer and are available on demand. Click here to view the series. Sales Training Materials Download Microsoft s Office 365 training materials to deliver sales training internally to your sellers. Drumbeat Start Sales Training Materials (SMB, Enterprise) enroll in course, click on session and download accompanying deck. HMSP Office 365 Sales Training Materials select language to download sales training materials used in HMSP live, custom sales training. Email obcsteam to request access. Sales Learning Path Learn Office 365 business value and how to sell via on demand training with skills assessments. Includes Drumbeat Start. MPN log-in required. Office 365 Sales Specialist E5 Sales Pitch Perfect Custom Sales Training Select Market Maker HMSP Partners are eligible to receive live, custom sales training delivered by a skilled Microsoft Trainer. Contact your Microsoft Lead. Available in English only. Sales training will cover Office 365 value proposition, key features and benefits, business usage scenarios, business plans, compete, how to sell, demo, and handle objections and sales guides and tools. Drumbeat Grow/Optimize Attend in-person sales training workshops to refine solution selling and cross/upsell skills. Prerequisite: Drumbeat Start. Contact your Microsoft Lead or search for scheduled sessions in your area at events.microsoft.com/.

OFFICE 365 Sales Guides Back to Start Back to Start Ensure your sellers have access to, review and use Microsoft-provided sales guides and sales tools that will help them engage customers and close sales. Review below sales guides and tools below, download the resources relevant to your sales channel, post internally/centrally and train sellers on these sales resources during sales team meetings or sales training sessions. Also include list of and links to these sales resources in their Seller Readiness Plan for Office 365. SALES GUIDES DEMOS SALES TOOLS Download customer presentations, sales conversation guidance, datasheets that will help sellers engage customers and sell Office 365. Demos.microsoft.com portal lets sellers setup & deliver Office 365 demos, includes scenario-based scripts. MPN log-in. Discovery Hub lets sellers create personalized microsites for prospects. Office 365 Value Calculators help sellers build a business-case for Office 365 with cost and benefit analysis for customer environment. MPN log-in required. Business Anywhere Campaign Office 365 Sales Materials Vertical Sales Guide SMB Cross/Upsell Guides Telesales Guide: Office 365 Telesales Guide: Business Anywhere Office 365 LATAM Guide Customer Immersion Experience (CIE) lets sellers provide a true-to-life, hands on user experience for Office 365 to your customers. Get trained as a Facilitator. Contact your Microsoft lead. MPN log-in. Office 365 FastTrack includes resources, tools, and experts to make rollout of Office 365 a success Online Test Drive provides a quick trip through Office 365 key services and benefits. Why Office 365 microsite shows customers why Microsoft productivity solutions deliver more value than competitor offerings. Customer Evidence microsite provides customer success stories by industry, size, country and language. Sellers can include tangible value/benefit proof points of similar customers in their sales conversations. CPP log-in required. Email obcs. Office 365 Cheat Sheet Sales Conversation Guide Handling Customer Concerns Compete Guide: Office 365 vs. Google Apps

OFFICE 365 Updates Back to Start Back to Start As a cloud-based service, Microsoft is continually improving Office 365, adding new features and services to meet customer needs. Microsoft also adds new trainings, tools and resources to help Partners sell our services. Below resources will help sellers keep up to date on Office 365 services. KEEP UP TO DATE Monthly Update Videos Learn about the latest Office services updates via 10 minute videos. Business Blog Get the latest news via the Office 365 Business blog. Subscribe to email updates. Seller Readiness - Yammer Get latest seller readiness-related news, updates, trainings schedules. Subscribe to this Yammer group run by HMSP Microsoft sales trainers/consultants. Partner Blog The US Partner Enablement blog provides Office 365 updates. Subscribe to email updates. Service Roadmap See planned and released Office 365 service updates.

Back to Start Back to Start Partner Seller Readiness Security as a Service (EM+S) Training and Resources Security as a Service (EM+S) Training and Resources Product Training Technical Training Sales Training Sales Materials Updates Product Training Technical Training Sales Training Sales Materials Updates

EMS Product Training Security as a Service (Enterprise Mobility + Security) Back to Start Back to Start Before your sellers can effectively sell Security as a Service, they need to understand what it is, its value to business customers, key features and benefits, and primary business usage scenarios. Review below product training, determine which resources are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . PRODUCT TRAINING Security as a Service Security as a Service is enabling partners to upsell Enterprise Mobility + Security (EM+S) with a focus on mobility and security and is a comprehensive solution for your customers base and enables you to upsell on every O365 seat. Keep your customers productive and secure on their favorite apps and devices and their company data protected. EM+S Video Channel Watch informational videos and tutorials for Microsoft s Enterprise Mobility + Security services. Hands-on Experience Get hands-on experience with EM+S via self-paced labs and request in-person sessions. EM+S Overview Get a descriptive overview with video of the Enterprise Mobility + Security opportunity, solutions and benefits. EM+S FastTrack Learn how EM+S can help manage mobility, identity and access and protect info. Also EM+S Resources. Partner Practices Resources (C+E) Visit the Cloud + Enterprise Partner Resources site for EM+S solution overviews and product sales training select Partners get started here under each practice area. Also watch the EM+S Overview video. MPN ID/log-in required. See also EM+S Sales Materials EM+S Product Site Learn about EM+S via on demand webinars, datasheets, whitepapers. See also Microsoft Secure.

EMS T echnical T raining Back to Start Security as a Service (Enterprise Mobility + Security) Back to Start Microsoft offers a variety of on demand, live and in-person technical training courses and Microsoft competency/technical certifications. Microsoft Learning Partners also deliver online and in-person technical training. Technical training needs vary greatly by Partner and sales/technical role. Review below technical training and guidance, determine which courses/resources are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . You can also use Microsoft Partner Learning Path to create learning plans for your teams (MPN ID required). TECHNICAL TRAINING TECHNICAL GUIDANCE Technical Services Get personalized presales and deployment training and assistance. Available via Partner Network (MPN) membership. Partner Practice Enablement Attend advanced, in-person technical training. Contact your Microsoft Lead to request or search events.microsoft.com/ TechNet Access technical documentation for Enterprise Mobility + Security to help deploy and use the services, develop applications, and troubleshoot problems. MPN Competency Earn an Enterprise Mobility competency and become EM+S expert. Get access to internal use software licenses, unlimited Signature Cloud Support, priority Microsoft Referrals placement... Technical Deep Dive Training Attend a 3-day technical training webcast to learn about learn about new capabilities of EM+S. Partner Practices Resources (C+E) Visit the Cloud + Enterprise Partner Resources site for EM+S technical training and guides select Partners get started here under each practice area then Training. MPN ID/log-in required. Microsoft Virtual Academy Get on demand level 200 400 technical training. EM+S Learning Path Guide Download the EM+S learning guide for level 100- 400 EMS training links. Sort by topics, technical level, modality, and length. See also: Enterprise Mobility Suite Learning Path (scroll to Products and Solutions > Enterprise Mobility Suite) Mobility + Security Deployment Learning Path Implementation Guides Download technical guides for EM+S solutions. TechNet Virtual Labs Access virtual hands-on lab and experience the product first hand. Technical Guides Download technical how to guides for EM+S solutions. Channel 9 Tutorials On demand webcasts provide latest tech updates and tutorials from Microsoft experts.

EMS Sales Training Back to Start Security as a Service (Enterprise Mobility + Security) Back to Start To effectively sell Security services, we recommend sellers employ a solution selling (consultative) approach that focuses on EM+S value to customer versus a transactional approach that focuses on price. Sellers should be able to engage customers, uncover their specific productivity challenges and needs, land Microsoft service value and benefits, show how service can meet their needs, handle customer concerns, recommend the right plan and close the sale. Microsoft offers a variety of on demand and live sales training courses that will teach your sellers how to engage customers, land the value of Microsoft services and close sales. Review below sales training, determine which courses are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . You can also use Microsoft Partner Learning Path to create learning plans for your teams (MPN ID required). SALES TRAINING Drumbeat Start Training Learn EM+S business value and how to sell via video tutorials. MPN log-in required. Cloud Platform University Learn how to sell and support EM+S via webcasts and virtual, instructor-led courses. MPN log-in required. See also on demand sessions. Custom Sales Training Contact your HMSP Microsoft Lead to see if you are eligible to receive live, custom sales training for EM+S delivered by a skilled Microsoft Trainer. For Hosting Partners. Sales Learning Paths Learn EM+S value and how to sell via online sales training and skills assessments. MPN log-in required. Secure Pitch Perfect EMS Sales + Presales EM+S and Office 365 Drumbeat Grow/Optimize Attend in-person sales training workshops to refine solution selling and cross/upsell skills. Contact your Microsoft Lead or search events.microsoft.com/ Sales training materials Download EM+S training materials to deliver sales training internally to your sellers. Drumbeat Start Sales Training Materials (SMB, Enterprise) enroll in course, click on session and download accompanying deck. C+E Partner Sales Training Materials by Partner Practice area. Click on Mobility & Security , Topic Area, then Training . MPN log-in required.

EMS Sales Guides Security as a Service (Enterprise Mobility + Security) Back to Start Back to Start Ensure your sellers have access to, review and use Microsoft-provided sales guides and sales tools that will help them engage customers and close sales. Review below sales guides and tools below, download the resources relevant to your sales channel, post internally/centrally and train sellers on these sales resources during sales team meetings or sales training sessions. Also include list of/links to these sales resources in their Seller Readiness Plan for Office 365. SALES GUIDES DEMOS SALES TOOLS Download customer presentations, sales conversation guidance, datasheets that will help sellers engage customers and sell EM+S. Demos.microsoft.com portal lets sellers deliver EM+S demos. Includes scenario-based scripts. MPN log-in. EM+S Solution Selling Hub includes sales scenarios, labs and videos. EM+S Value Calculator helps build the business- case. MPN log-in required. EM+S Sales Materials (MPN) Download EM+S SMB Partner Toolkit. Learn how to deliver amazing EMS demos - Part 1, Part 2, Part 3. EM+S Everywhere Program accelerate sales with one-day, Microsoft-funded customer business and technical review sessions. MPN log-in required. EM+S Go-to-Market Materials (CSP) Click-thru Demos Resources let you run click-thru demos of key features. EM+S Sales Materials (C+E) EM+S FastTrack site provides resources to get started, deploy, and to train your employees to make the best out of the technologies. Customer Evidence Customer Evidence microsite provides customer success stories by industry, size, country and language. Sellers can include tangible value/benefit proof points of similar customers in their sales conversations.

EMS Updates Security as a Service (Enterprise Mobility + Security) Back to Start Back to Start Microsoft is continually improving Security solutions to meet customer needs. Microsoft also frequently adds new trainings, tools, and resources to help Partners sell Security as a Service solutions. Below resources will help sellers keep up to date on Security solutions. KEEP UP TO DATE Service Roadmap See planned and released Enterprise Mobility service updates. Partner EM+S Blog The US Partner Enablement blog provides regular EM+S updates. Seller Readiness - Yammer Get latest seller readiness-related news, updates, trainings schedules. Subscribe to this Yammer group run by HMSP Microsoft sales trainers/consultants. EM+S Blog Get the latest news and updates via the EM+S blog.

Back to Start Back to Start Partner Seller Readiness Azure Training and Resources Azure Training and Resources Product Training Technical Training Sales Training Sales Materials Updates Product Training Technical Training Sales Training Sales Materials Updates

Azure Product Training Azure Back to Start Back to Start Before your sellers can effectively sell Azure services, they need to understand what Azure is, common workloads, value to business customers, key features and benefits, and primary business usage scenarios. Review below product training, determine which resources are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . PRODUCT TRAINING Azure Public Website Learn about Azure services and features. Check out Azure events, on demand webinars and whitepapers. Azure Fundamentals Training Learn about what Microsoft Azure is, how it works, what are the services it provides and how best you can leverage them Partner Practices Site (C+E) Access Azure solution overviews, product and sales training, marketing materials. Select applicable workload. Azure Video Channel Watch informational videos and tutorials for Azure services. Hands-on Experience Get hands-on experience with Azure via self-paced labs and request in-person sessions. Compete Learn why Azure over Amazon Web Services. See also Azure Sales Materials

Azure T echnical T raining Back to Start Azure Back to Start Microsoft offers a variety of on demand, live and in-person technical training courses and Microsoft competency/technical certifications. Microsoft Learning Partners also deliver online and in-person technical training. Technical training needs vary greatly by Partner and sales/technical role. Review below technical training and guidance, determine which courses/resources are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . You can also use Microsoft Partner Learning Path to create learning plans for your teams (MPN ID required). TECHNICAL TRAINING TECHNICAL GUIDANCE Technical Services Get personalized presales and deployment training and assistance. Available via Partner Network (MPN) membership. Azure Skills Training Online Get your teams up to speed on Azure with 3 training options. See also Azure Fundamentals, Azure for AWS experts, Intro to Dev Ops. Partner Readiness Catalogue Access on demand technical training to help ready your Azure teams. See also C+E University for live MOOC sessions. Partner Practice Enablement Attend advanced, in-person technical training. Contact your Microsoft Lead to request or search events.microsoft.com/ Azure Documentation Access getting started guides and video tutorials for Azure. Download technical how to guides for Azure. Partner Practices Resources (C+E) Visit the Cloud + Enterprise Partner Resources site for Azure technical training and guides select Partners get started here under each practice area then Training. MPN ID/log-in required. Demystifying Azure Series Collection of short videos covering key Azure topics. MPN Competency Earn an Cloud Platform competency and become Azure experts... Discounted Exam Vouchers Technical Learning Paths Get on demand technical training. Create learning plans for your teams. MPN ID/log-in required. Azure Learning Paths (scroll to Product ) Azure Technical Learning Path Azure SMB Tech Series Cloud App Development Cloud Infrastructure Data Platform Internet of Things Mobility + Security Fast Start - Deploy Implementation Guides Download technical guides for Azure solutions. Ask the Experts Participate in an Ask the Experts session to discuss Microsoft Azure sales, compete, and design best practices with a Microsoft Azure expert Microsoft Virtual Academy Get on demand level 100 400 technical training. TechNet Virtual Labs Access virtual hands-on lab and experience the product first hand. Channel 9 Tutorials On demand webcasts provide latest tech updates and tutorials from Microsoft experts.

Azure Sales Training Back to Start Azure Back to Start To effectively sell Azure services, we recommend sellers employ a solution selling (consultative) approach that focuses on Azure value to customer versus a transactional approach that focuses on price. Sellers should be able to engage customers, uncover their specific productivity challenges and needs, land Microsoft service value and benefits, show how service can meet their needs, handle customer concerns, recommend the right plan and close the sale. Microsoft offers a variety of on demand and live sales training courses that will teach your sellers how to engage customers, land the value of Microsoft services and close sales. Review below sales training, determine which courses are right for your sellers and include in the Training Curriculum portion of their Seller Readiness Plan . You can also use Microsoft Partner Learning Path to create learning plans for your teams (MPN ID required). SALES TRAINING Drumbeat Start Training Learn Azure business value and how to sell via video tutorials. MPN log-in required. Cloud Platform University Learn how to sell and support Azure via webcasts and virtual, instructor-led courses. MPN log-in required. See also on demand sessions. Custom Sales Training Contact your HMSP Microsoft Lead to see if you are eligible to receive live, custom sales training for Azure delivered by a skilled Microsoft Trainer. For Hosting Partners. Sales Learning Path Learn Azure business value and how to sell via online sales training and skills assessments. MPN log-in. Azure Pitch Perfect Training Sales Specialist Learning Path Cloud App Dev Sales Drumbeat Grow/Optimize Attend in-person sales training workshops to refine solution selling and cross/upsell skills. Contact your Microsoft Lead or search events.microsoft.com/ Sales training materials Download Microsoft s Azure training materials to deliver sales training internally to your sellers. Drumbeat Start Sales Training Materials (SMB, Enterprise) enroll in course, click on session and download accompanying deck. C+E Partner Sales Training Materials by Partner Practice area. Click on Mobility & Security , Topic Area, then Training . MPN log-in required. Azure Fundamentals Training Learn about what Microsoft Azure is, how it works, what are the services it provides and how best you can leverage them. See also Intro to Dev Ops.

Azure Sales Guides Azure Back to Start Back to Start Ensure your sellers have access to, review and use Microsoft-provided sales guides and sales tools that will help them engage customers and close sales. Review below sales guides and tools below, download the resources relevant to your sales channel, post internally/centrally and train sellers on these sales resources during sales team meetings or sales training sessions. Also include list of/links to these sales resources in their Seller Readiness Plan for Office 365. SALES GUIDES DEMOS SALES TOOLS Why Azure over Competitors microsite shows customers why Microsoft productivity solutions deliver more value than competitor offerings. Download customer presentations, sales conversation guidance, datasheets that will help sellers engage customers and sell EM+S. Azure Go to Market Materials (CSP) Azure Sales & Mktg Materials (C+E) Azure Sales & Mktg Materials (MPN) Demos.microsoft.com portal lets sellers deliver Azure demos. Includes scenario-based scripts. MPN log-in. Customer Evidence microsite provides customer success stories by industry, size, country and language. Sellers can include tangible value/benefit proof points of similar customers in their sales conversations.

Azure Updates Azure Back to Start Back to Start Microsoft is continually improving Azure services to meet customer needs. Microsoft also frequently adds new trainings, tools and resources to help Partners sell Azure solutions. Below resources will help sellers keep up to date on EM+S solutions. KEEP UP TO DATE Service Roadmap See planned and released Enterprise Mobility service updates. Partner Azure Blog The US Partner Enablement blog provides regular Azure updates. Seller Readiness - Yammer Get latest seller readiness-related news, updates, trainings schedules. Subscribe to this Yammer group run by HMSP Microsoft sales trainers/consultants. Azure Blog Get the latest news and updates via the Azure blog.

Back to Start Back to Start Partner Seller Readiness Other Services Training and Resources Other Services Training and Resources Skype for Business Exchange Online OneDrive for Business SharePoint Online Power BI Other Services Other Services Skype for Business Exchange Online OneDrive for Business SharePoint Online Power BI Groups Delve / MyAnalytics Planner Teams Yammer Office 365 Video Sway OneNote

SKYPE Resources Back to Start Back to Start The following provides recommended product, sales and technical training and tools for Partner sellers of Skype for Business. PRODUCT TRAINING Skype for Business Site Learn key features, benefits, usage scenarios and plans for Skype Meetings and Voice. See also Service Description. Features/Usage Training Learn key features and how to use Skype Meetings and Voice. See Discover Skype, Webinars, How-to Tutorials, Demo Video. Video Channel Watch informational videos and tutorials for Skype for Business. Compete Learn why Skype over Google Hangouts and Cisco. SALES TRAINING Drumbeat Start Sales Training Learn Skype business value and how to sell via video tutorials. MPN log-in required. SALES MATERIALS Skype Sales + Pre-Sales Materials (Hosting) Skype Sales & Marketing Materials (MPN) Conversation Starter Skype (MPN) Telesales Guide Office 365 (MPN) Telesales Guide Business Anywhere (MPN) DEMOS Demos.microsoft.com lets sellers setup & deliver Skype demos, includes scenario-based scripts. MPN log-in. See also Demo Videos. Customer Immersion Experience (CIE) lets sellers provide a true-to-life, hands on user experience. MPN log-in. SALES TOOLS Download customer-ready sales decks and customer evidence slides. Discovery Hub lets sellers create personalized microsites for prospects. See Skype business usage scenarios and sales resources on FastTrack. TECHNICAL TRAINING Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. TECHNICAL GUIDANCE Pre-sales and Customer Support Skype for Business Help Office for IT Pros Help Desk Guide Office Admin Help Ask the Experts Learning Path Access on demand technical training. See also Communication Competency Learning Path. Skype Operations Framework Learn about the SOF through on demand training, assessments and resources. Skype Technical Training Access on demand training plus local training vendors. Microsoft Virtual Academy Technical Webinars Channel Skype Technical Series Join live technical training webcasts. MPN Competency Earn a Communications competency and become Skype experts. Skype Online Academy Join live technical training webcasts. KEEP UP TO DATE Service Roadmap See planned and released Office 365 services updates. Skype Business Blog Get the latest news and service updates. Skype Business Community Ask questions and get updates from the Skype Team. Seller Readiness Yammer Get latest seller readiness-related news, updates, trainings schedules.

Back to Start Back to Start The following provides recommended product, sales and technical training and tools for Partner sellers of Skype for Business. PRODUCT TRAINING Exchange Online Product Site Learn key features, benefits, usage scenarios and plans. See also Service Description, Business-class Email, Features/Usage Training Learn key features and how to use Exchange Online/business-class email. See Email and Calendars, Mail on the Web, Groups. Security and Compliance Learn about available advanced features: Exchange Online Protection, Office 365 Advanced Threat Protection and Exchange Online Archiving. Video Channel Watch informational videos and tutorials for Exchange Online. SALES TRAINING SALES MATERIALS DEMOS SALES TOOLS Drumbeat Start Training Learn Office 365 and E5 business value and how to sell via on demand, video tutorials. Available in multiple languages. MPN log-in required. Office 365 Sales Materials (MPN) SMB Cross/Upsell Guides (MPN) Telesales Guide: Office 365 (MPN) Telesales Guide: Business Anywhere (MPN) Office 365 LATAM Guide Demos.microsoft.com lets sellers setup & deliver demos, includes scenario-based scripts. MPN log-in.. Customer Immersion Experience (CIE) lets sellers provide a true-to-life, hands on user experiences. MPN log-in. Discovery Hub lets sellers create personalized microsites for prospects. See business-class email usage scenarios and sales resources on FastTrack. TECHNICAL TRAINING TECHNICAL GUIDANCE Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. Learning Path Access on demand technical training. Technical Training Access on demand training. See also Microsoft Virtual Academy. Technical Webinars Channel Access on demand tutorials from Microsoft experts on Channel 9. Exchange Admin Center TechNet Library Office for IT Pros Office 365 Admin Help Ask the Experts KEEP UP TO DATE Service Roadmap See planned and released Office 365 services updates. Exchange Blog Get the latest news and service updates. Skype Business Community Ask questions and get updates from the Skype Team. Seller Readiness Yammer Get latest seller readiness-related news, updates, trainings schedules.

Back to Start Back to Start The following provides recommended product, sales and technical training and tools for Partner sellers of OneDrive for Business. PRODUCT TRAINING OneDrive for Business Site Learn about OneDrive for business value, features and benefits, usage scenarios and plans. See also OneDrive for Business Service Description. Features/Usage Training Learn key features and how to use OneDrive for Business. See Overview Videos, Me and My Docs Tutorial, Work Together Seamlessly Tutorial, Quick Start Guide. Video Channel Watch informational videos and tutorials for OneDrive for Business. SALES MATERIALS DEMOS SALES TOOLS OneDrive Datasheet (MPN) Customer Pitch Deck Office 365 (MPN) Use Guide for OneDrive for Business (MPN) Telesales Guide Office 365 (MPN) Telesales Guide Business Anywhere (MPN) Demos.microsoft.com lets sellers setup & deliver OneDrive for Business demos, includes scenario-based scripts. MPN log-in required. Discovery Hub lets sellers create personalized microsites for prospects. See business-class email usage scenarios and sales resources on FastTrack. Customer Immersion Experience (CIE) lets sellers provide a true-to-life, hands on user experience. MPN log-in. TECHNICAL TRAINING Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. TECHNICAL GUIDANCE Microsoft Virtual Academy Access on demand, level 100 400 technical training. TechNet for OneDrive Office for IT Pros Help Desk Guide Office Admin Help Ask the Experts KEEP UP TO DATE Service Roadmap See planned and released Office 365 services updates. OneDrive Business Blog Get the latest news and service updates. OneDrive Tech Community Ask questions and get updates from the OneDrive Team.

SharePoint Resources Back to Start Back to Start The following provides recommended product, sales and technical training and tools for Partner sellers of SharePoint Online. PRODUCT TRAINING SharePoint Online Site Learn business value, features and benefits, usage scenarios and plans. See also SharePoint Online Service Description. Features/Usage Training Learn key features and how to use SharePoint Online. See Tutorial Videos, Collaborate with Team Sites, Tips for Collaborating. Video Channel Watch informational videos and tutorials for SharePoint. SALES MATERIALS DEMOS SALES TOOLS Customer Pitch Deck Office 365 (MPN) Use Guide for SharePoint Online (MPN) Telesales Guide Office 365 (MPN) Telesales Guide Business Anywhere (MPN) Demos.microsoft.com lets sellers setup & deliver SharePoint Online demos, includes scenario-based scripts. MPN log-in. Discovery Hub lets sellers create personalized microsites for prospects. See business-class email usage scenarios and sales resources on FastTrack. Customer Immersion Experience (CIE) lets sellers provide a true-to-life, hands on user experience. MPN log-in. TECHNICAL TRAINING Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. TECHNICAL GUIDANCE Microsoft Virtual Academy Access on demand, level 100 400 technical training. TechNet for SharePoint Online SharePoint Online Planning Guide Office for IT Pros Help Desk Guide Office Admin Help Ask the Experts KEEP UP TO DATE Service Roadmap See planned and released Office 365 services updates. SharePoint Blog Get the latest news and service updates. SharePoint Tech Community Ask questions and get updates from the SharePoint Team.

Power BI Back to Start Back to Start The following provides recommended product, sales and technical training and tools for Partner sellers of Power BI. PRODUCT TRAINING Power BI Site Learn business value, features and benefits, usage scenarios and plans. See also Power BI Service Description. Features/Usage Training Learn key features and how to use Power BI. See Tutorial Videos, Knowledge Articles, Samples, Webinars, Demos. Video Channel Watch informational videos and tutorials for Power BI. SALES MATERIALS DEMOS SALES TOOLS Sales Tools Download Power BI (Desktop, Mobile, On Premises, For Excel) Sign-up for Free Power BI Overview ModernBiz Connect with Customers (MPN) Power BI for Vertical Industries Power BI for Business Departments Demos.microsoft.com lets sellers setup & deliver Power BI demos, includes scenario-based scripts. MPN log-in required. See also Power BI Demo Videos. TECHNICAL TRAINING Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. TECHNICAL GUIDANCE Microsoft Virtual Academy Access on demand technical training for Power BI. Power BI Service Description Power BI Documentation Power BI Support Power BI Community KEEP UP TO DATE Power BI Blog Get the latest news and service updates. Power BI Community Ask questions and get updates from the Power BI Team.

OTHER OFFICE 365 SERVICES Other Services Back to Start Back to Start The following provides recommended product information and training for other productivity services and features. Office 365 Groups Microsoft Planner Office 365 Groups Overview Help and How-to for Groups Outlook Groups App Yammer and Office 365 Groups eDiscovery and Office 365 Groups Microsoft Planner Overview Working with Microsoft Planner Microsoft Planner for Admins Microsoft Teams Office Delve MyAnalytics Microsoft Teams Overview Working with Microsoft Teams Quick Start for Microsoft Teams Activate Microsoft Teams Microsoft Teams on Mobile Devices Teams Tech Community Delve Overview (Search and Discovery) How to get Delve Working with Delve Delve for Office 365 Admins MyAnalytics (Formerly Delve Analytics) How to get MyAnalytics Outlook add-in MyAnalytics for Office 365 Admins Sway Sway Overview Working with Sway Sway Video Tutorials Sway App for iOS Sway App for Windows Admin Settings for Sway Office 365 Video Office 365 Video Overview Plans with Office 365 Video Office 365 Video Training Office 365 Video App for iPhone Yammer OneNote Yammer Overview Working with Yammer Yammer Video Tutorials Yammer Activation and Admin Guide Yammer for Mobile Devices Yammer and Office 365 OneNote Overview OneNote Training OneNote Tips & Tricks OneNote Help Move from Evernote to OneNote

Back to Start Back to Start Partner Seller Readiness Key Partner Portals and Training Resources Key Partner Portals and Training Resources

PARTNER PORTALS AND UPDATES PARTNER PORTALS AND UPDATES The following are key portals and news sources for Partner seller readiness training, tools and resources for Microsoft cloud servicers. Back to Start Back to Start RESOURCE PORTALS Microsoft Partner Network Sign up for MPN. MPN provides services, training, resources and guidance that will help you ready your sellers. Available in multiple languages. An MPN log-in is needed to access many other Microsoft Partner Portals. Quick Start Guide MPN 101 MPN Administrator Technical Presales MPN Updates KEEP UP TO DATE Cloud and Hosting Services Access guidance, program and tools that will help you build your Microsoft cloud services business. Includes Cloud Solution Provider Program information. Cloud and Enterprise Resources The C + E Partner Resources microsite will help you build your Partner Practices. Provides guidance, training, sales and marketing materials, incentives and offers and more for EM+S, Azure, SQL... MPN log-in. Newsletter: Hosting & Cloud Sign up for the monthly Partner Hosting and Cloud Services newsletter for the latest news and seller readiness resources. Blog: Microsoft Partner Network Keep up to date on the latest resources, services and trainings from MPN. Twitter: Hosting & Cloud Follow the Hosting and Cloud Services team on Twitter and get real-time updates.

SALES TRAINING AND TOOLS The following provides links to sales training courses, guidance and tools for Microsoft cloud services. Back to Start Back to Start ON DEMAND SALES TRAINING Drumbeat Start Through on demand video tutorials, Partner sellers learn cloud services value, key features and usage scenarios and how to engage customers. For Office 365, Skype, EM+S, Azure, Dynamics. MPN log-in required. Partner Learning Paths Access on demand sales training by product, seller role and Partner type. In multiple languages. Includes Drumbeat Start tutorials. MPN log-in required. Issues? Open in InPrivate Browsing . Partner University Access on demand sales training for all Microsoft products. In multiple languages. Includes Learning Path and Cloud Platform University courses. MPN log-in required. See also Partner Training Programs & Resources. Cloud Platform University Learn how to sell and support Microsoft cloud platform solutions (EM+S, Azure, SQL Dynamics) through webcasts and virtual, instructor-led courses. MPN log-in required. LIVE SALES TRAINING Drumbeat Grow and Optimize Attend in-person, regional sales training workshops to refine solution selling and cross/upsell skills. Trainings are not product- specific. Contact your Microsoft Lead to request or search for scheduled sessions: events.microsoft.com/ ( Drumbeat ) Sales Training Events Attend live/in-person, regional sales training events provided by Microsoft product groups and Partner Programs. Contact your Microsoft Lead for scheduled sessions near you and search: events.microsoft.com/ (select Partner ) Live Sales Training Webinars Join quarterly, live Sales Training Webinar Series for Office 365, EM+S and Azure. Topics include business value, key features, usage scenarios, how to sell and handle objections. Delivered by the HMSP Partner Seller Readiness Program. [TBD: March 2017]. Live, Custom Sales Training Contact your Microsoft Lead to see if you are eligible to receive live, custom sales training for your sellers delivered by a skilled Microsoft Trainer (in person, remote). Services covered: Office 365, EM+S, Azure. Provided by the HMSP Partner Seller Readiness Program. SALES GUIDANCE AND TOOLS To Partner Guidance WW Partner Seller Readiness Toolkit Access guidance on how to ready your sellers to sell Microsoft cloud services and supporting resources including sales training, sales aids, on demand webinars Demos Demos.microsoft.com portal lets sellers setup and deliver customer demos - by product, by audience. Includes scenario-based demo scripts. MPN log-in. Customer Immersion Experience (CIE) lets you provide a true-to-life, hands-on user experience for Office 365 to your customers or internal staff. Get trained as a Facilitator. Contact your Microsoft lead. MPN log-in. Online Test Drive of Office 365. Public-facing. Sales Materials Microsoft Partner Network (MPN) provides sales guides, pitch decks, datasheets. Search By Campaigns , then product. MPN log-in. CSP-in-a-Box provides Go To Market (GTM) materials including sales discussion guides and customer pitch decks. Cloud + Enterprise Partner Resources site provides sales materials for Partner Practices. Customer Success Stories are available for sales use. Search by product, company size, location, language. Sales Tools Discovery Hub lets sellers create a personalized, info microsite for Office 365 prospects. Include solution scenarios, proposals, ROI calculators, case studies In multiple languages. Business Value Programs is a customized value selling engine for Offie365. Includes Value Discovery Workshop, Office Calculators, Customer Immersion Experience (CIE). Multiple languages. MPN log-in.

TECHNICAL TRAINING AND RESOURCES The following provides links to technical training courses and resources for Microsoft cloud services. Back to Start Back to Start ON DEMAND TECHNICAL TRAINING Partner Learning Paths Access on demand technical training, technical assessments and exams. Select by product, seller role and Partner type. In multiple languages. MPN log-in required. Issues? Open in InPrivate Browsing . Microsoft Virtual Academy Access on demand training for IT Professionals, Developers and Data Pros. Level 100 400 technical training for all Microsoft products. Free to customers and Partners. Cloud Platform University Learn how to support Microsoft cloud platform solutions (EM+S, Azure, SQL Dynamics) through live and on demand webcasts and virtual, instructor-led courses. MPN log-in required. Microsoft Mechanics Microsoft show and video platform that showcases latest technologies staffed by Microsoft engineering experts. Access video channels, discussions, podcasts, screencasts and interviews. LIVE TECHNICAL TRAINING Technical Presales & Deployment Available through your Microsoft Partner Network (MPN) membership, access technical training and personalized presales and deployment assistance to accelerate your business. Partner Practice Enablement Attend Partner Practice Enablement Bootcamps for advanced, in-person technical training for Cloud and Enterprise workloads.. Contact your Microsoft Rep to request and search for scheduled sessions in your area at events.microsoft.com/ Competencies and Certifications Get solution specialists and staff technically certified and earn Microsoft cloud service competencies. Includes instructor-led training and examinations through local Microsoft Learning Partners. See also microsoft.com/learning/MPN Learning Partners From classroom to online training a local Microsoft Learning Partner can meet your technical training needs. Search for Learning Partners in your area: TECHNICAL RESOURCES Technical Services Technical Presales and Deployment Services are available through your Microsoft Partner Network (MPN) membership. Get personalized presales and deployment assistance to accelerate your business. Microsoft FastTrack provides resources, guidance and expertise for deploying Office 365 and EM+S. Support for Partners 1-800-MPN-SOLV (676-7658) Technical Guidance Technet provides technical details, guidance and latest updates for Microsoft products. Office for IT Pros provides technical information, programs, and services. CSP-in-a-Box for EM+S and Azure provides technical implementation guides. Cloud + Enterprise Partner Resources site provides technical guidance and materials for Azure and EM+S Partner Practice Areas. MPN log-in Hands-on Labs Hands-on Labs let you get familiar with the latest cloud products and services in a live environment and advance your cloud skills. Roadmap and Updates FastTrack provides roadmaps with planned and released service updates for Microsoft products. Office 365 for Business Blog Enterprise Mobility + Security Blog Azure Blog