Partner Seller Readiness Handbook for Cloud Services
This document offers guidance and resources to help partners prepare their sellers to effectively sell Microsoft cloud services. It covers key resources, readiness planning, ongoing training, and best practices for engaging customers and closing sales. Explore step-by-step recommendations and tools to enhance seller readiness and boost service usage.
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Hosting and Cloud Services Partners This document provides guidance and links to product, sales and technical training and resources that will help Partners ready their sellers to effectively sell Microsoft cloud services. Partner Seller Readiness Handbook 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 Enterprise Mobility + Security Azure OneDrive for Business Skype 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 Best Practices: Best Practices: Guide to Readying your Sellers Guide to Readying your Sellers
Back to Start Back to Start Guide to Readying your Sellers Guide to Readying your Sellers Introduction 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, training courses and resources that will help ready sellers to sell Microsoft cloud services.
Best Practices: Guide to Readying your Sellers Best Practices: Guide to Readying your Sellers Back to Start Back to Start Table of Contents The following pages provide guidance and recommended steps to take to ready your sellers to sell Microsoft cloud services. Step 1: Key Partner Resources Step 2: Seller Readiness Planning Service Offering and Value Seller Incentives Product Training Internal Sales Experts Sales Meetings and 1:1 Coaching Technical Training Sales Training Sales Conversation Assessment Sales Guides and Tools Step 3: Keeping Up to Date Step 4: New Hire Onboarding Step 5: Refresher Training Step 6: Sales Skills Growth
Step 1: Key Partner Portals and Resources 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 Administrator Technical PresalesMPN Updates Partner University A MPN Membership ID is required to access many of the important seller resources we will reference in this guide i.e. Drumbeat, Learning Paths, Partner University, Demos Portal To access these resources, your staff/sellers will need to associate 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, SQL... MPN log-in. Seller Readiness Toolkit Access guidance on how to ready sellers to sell Microsoft cloud services and supporting resources including sales training materials, sales aids, on demand webinars Requires Cloud Partner Portal log-in. Email obcsteam to request access provide Partner name + email addresses. 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. 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 Step 2: Create and Execute Seller Readiness Plan Back to Start Back to Start At least 60-days prior to launch, create a Seller Readiness Plan for each sales channel that 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. Continued
Step 2: Create and Execute Seller Readiness Plan Step 2: Create and Execute Seller Readiness Plan Back to Start Back to Start Your Seller Readiness Plan should include the following components: 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 Continued
Step 2: Create and Execute Seller Readiness Plan 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 Continued
Step 2: Create and Execute Seller Readiness Plan Step 2: Create and Execute Seller Readiness Plan Back to Start Back to Start Your Seller Readiness Plan should include the following components: 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 Continued
Step 2: Create and Execute Seller Readiness Plan 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. 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. Continued
Step 2: Create and Execute Seller Readiness Plan Step 2: Create and Execute Seller Readiness Plan Back to Start Back to Start Your Seller Readiness Plan should include the following components: 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 Continued
Step 3: Keep up to Date Step 3: Keep up to Date Back to Start Back to Start Microsoft services are continuously optimized to meet customer needs and Microsoft is continuously developing and delivering new trainings, tools, and resources to help Partners sell our services. See recommended update resources by service: Office 365 Enterprise Mobility+Security Azure See also key Partner Portals and Resources. Continued
Step 4: New Hire Onboarding Step 4: New Hire Onboarding Back to Start Back to Start 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. Continued
Step 5: Refresher 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. 20% of what they learn from audio-visual. 10% of what they learn when they ve learned from reading. 5% of what they learn when they ve learned from lecture. 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. Continued
Step 6: Sales Skills Growth Step 6: Sales Skills Growth Back to Start Back to Start 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 sales 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 Training and Resources by Service Training and Resources by Service
OFFICE 365 for BUSINESS The following provides recommended product, sales and technical training and tools for Partner sellers of Office 365. Back to Start Back to Start PRODUCT TRAINING Sellers complete online product training. Choose relevant resources below. Office 365 Product Site Learn about key services, features, usage scenarios and plans for SMB, Enterprise. Service Descriptions. tutorials and assignments. SALES TRAINING AND TOOLS Sellers complete Microsoft-provided sales training. Choose courses and resources relevant to seller role from below. A.Drumbeat Start Training Learn Office 365 & E5 business value and how to sell via on demand, video tutorials. Multiple languages. MPN log-in required. Sales Specialist, E5 Sales Pitch Perfect. MPN log-in. handle objections. [TBD: Feb 2017] Sales Guides Business Anywhere Campaign (MPN) Office 365 Sales Materials (MPN) Sales Conversation Guide (CPP) SMB Cross/Upsell Guides (MPN) Telesales Guide: Office 365 (MPN) Telesales Guide: Business Anywhere Office 365 LATAM Guide TECHNICAL TRAINING AND GUIDANCE Sellers complete technical training. Choose courses and resources relevant to seller role from below. Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. Technical Specialist, Customer Support Training. MPN log-in. Learning Partners. KEEP UP TO DATE Partner s Sales and Product Leads leverage below resources to keep up to date on service and sales resources. Service Roadmap See planned and released Office 365 service updates. updates via 10 minute videos. Business blog. Subscribe to updates. Usage Scenario Training Learn about Office 365 business usage scenarios through video FastTrack Webinars Learn how to use Office 365 via live, instructor-led sessions with demos and Q&A. Also Office 365 Resources. Immersion Experience Give your sellers/staff a true-to-life, hands-on user experience with Office 365, remote or in-person. MPN log-in. Video Channel Watch informational videos and tutorials for Office 365 and individual products. B.Sales Learning Path Learn O365 business value and how to sell via on demand sales training. Includes skills assessments. See also C.Live Sales Webinars Join quarterly, live Sales Training Webinar Series for Office 365. Topics: business value, key features, use scenarios, plans, how to sell and D.Drumbeat Grow/Optimize Attend in-person sales training workshops to refine solution selling and cross/upsell skills. Contact your Microsoft Lead or see scheduled sessions: events.microsoft.com/ Sales Tools Discovery Hub lets sellers create personalized microsites for prospects. Office 365 Value Calculators Office 365 FastTrack Why Office 365 over Competitors Customer Evidence E.Custom Sales Training Contact your HMSP Microsoft Lead to see if you are eligible to receive live, custom sales training delivered by a skilled Microsoft Trainer. For Hosting & Cloud Services Partners. Sales Training Materials Download sales training materials used in HMSP live, custom sales training. In multiple languages. Email obcsteam to request access. Demos Demos.microsoft.com portal lets sellers setup & deliver Office 365 demos, includes scenario-based scripts. MPN log-in. Online Test Drive of Office 365. Customer-facing. Customer Immersion Experience (CIE) lets you 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. Technical Learning Paths Learn how to deploy and support Office 365 via on demand training. See Technical for Office 365, Pre-Sales Competencies and Certification Get certified and earn Microsoft cloud service competencies. See Cloud Productivity Competency and training content and exams. Also Microsoft Microsoft Virtual Academy Level 200 400 technical training. TechNet Virtual Labs Office 365 Support Webcasts Microsoft Mechanics Show Office for IT Pros(Deploy, Support) Admin Guide Help Desk Guide Troubleshooting Guide Deploy/Support Interactive Guides Ask the Experts TechNet Office 365 Security and Trust Center Monthly Update Videos Learn about the latest Office services Business Blog Get the latest news via the Office 365 Partner Blog The US Partner Enablement blog provides Office 365 updates. Seller Readiness Yammer Get latest seller readiness-related news, updates, trainings schedules
ENTERPRISE MOBILITY + SECURITY The following provides recommended product, sales and technical training and tools for Partner sellers of EM+S. Back to Start Back to Start PRODUCT TRAINING Sellers complete online product training. Choose relevant resources below. Partner Practices Site (C+E) Access EM+S solution overviews, product and sales training. Watch EM+S Overview video. See also Microsoft Secure. EM+S Public Website Learn about EM+S via on demand webinars, datasheets, whitepapers. EM+S Video Channel Watch informational videos and tutorials for Microsoft s Enterprise Mobility + Security services. EM+S FastTrack Learn how EM+S can help manage mobility, identity and access and protect info. Also EM+S Resources. Hands-on Experience Get hands-on experience with EM+S via self-paced labs and request in-person sessions. SALES TRAINING AND TOOLS Sellers complete Microsoft-provided sales training. Choose courses and resources relevant to seller role from below. A.Drumbeat Start Training Learn EM+S business value and how to sell via video tutorials. MPN log-in required. assessments. See Secure Pitch Perfect, EMS Sales + Presales, EM+S and Office 365. MPN log-in. B.Sales Learning Paths Learn EM+S value and how to sell via online sales training and skills C. Cloud Platform University Learn how to sell and support EM+S via webcasts and virtual, instructor-led courses. MPN log-in. See also on demand sessions. D. 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/ E. 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 Materials Download sales guides, presentations EM+S Sales Materials (MPN) Download EM+S SMB Partner Toolkit. EM+S Go to Market Materials (CSP) EM+S Sales Materials (C+E) Customer Evidence Sales Tools EM+S Solution Selling Hub includes sales scenarios, labs and videos. EM+S Value Calculator helps build the business-case. MPN log-in. EM+S Everywhere Program accelerate sales with a 1-day, customer session. Demos Demos.microsoft.com portal lets sellers deliver EM+S demos. Includes scenario-based scripts. MPN log-in. See also Deliver amazing EMS demos - Part 1, Part 2, Part 3 Click-thru Demos Resources let you run click-thru demos of key features. Sales Training Materials Download sales training materials by Partner Practice area. Click on Mobility & Security , Topic Area, then Training . MPN log-in. Download sales training materials used in HMSP live, custom sales training sessions. In multiple languages. Email obcsteam for access. TECHNICAL TRAINING AND GUIDANCE Sellers complete technical training. Choose courses and resources relevant to seller role from below. Technical Services Get personalized presales and deployment training and assistance. Available via Partner Network (MPN) membership. Path. See also Recommended Learning Plan and Learning Partners. Competencies / Learning Paths Earn Enterprise Mobility Management competency. See Competency Learning Path, Deployment Learning Partner Practice Enablement Attend advanced, in-person technical training. Contact your Microsoft Lead to request or search events.microsoft.com/ Technical Deep Dive Training Microsoft Virtual Academy TechNet Virtual Labs Channel 9 Tutorials Technical Guidance Implementation Guides Partner Practices Site How to Guides TechNet KEEP UP TO DATE Partner s Sales and Product Leads leverage below resources to keep up to date on service and sales resources. Service Roadmap See planned and released Enterprise Mobility service updates. the EM+S blog. EM+S Blog Get the latest news and updates via 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.
AZURE The following provides recommended product, sales and technical training and tools for Partner sellers of Microsoft Azure. Back to Start Back to Start PRODUCT TRAINING Sellers complete online product training. Choose relevant resources below. Partner Practices Site (C+E) Access Azure solution overviews, product and sales training, marketing materials. Select applicable workload. demand webinars and whitepapers. Azure Public Website Learn about Azure services and features. Check out Azure events, on 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. SALES TRAINING AND TOOLS Sellers complete Microsoft-provided sales training. Choose courses and resources relevant to seller role from below. A.Drumbeat Start Training Learn Azure business value and how to sell via video tutorials. MPN log-in required. skills assessments. See Azure Pitch Perfect, Sales Specialist. MPN log-in. also on demand training. B.Sales Learning Path Learn Azure business value and how to sell via online sales training and C. Cloud Platform University Learn how to sell and support Azure via webcasts and virtual, instructor-led courses. MPN log-in required. See D. 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 sales training materials by Partner Practice area. MPN log-in. E. 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 Materials Download sales guides, presentations Azure Go to Market Materials (CSP) Azure Sales & Mktg Materials (C+E) Azure Sales & Mktg Materials (MPN) Demos Demos.microsoft.com portal lets sellers setup & deliver Azure demos. Includes scenario-based scripts. MPN log-in. Sales Tools Why Azure over Competitors Customer Evidence Download sales training materials used in HMSP custom sales training sessions. Email obcsteam for access. TECHNICAL TRAINING AND GUIDANCE Sellers complete technical training. Choose courses and resources relevant to seller role from below. Technical Services Get personalized presales and deployment training and assistance. Available via Partner Network (MPN). Demystifying Azure Series Collection of short videos covering key Azure topics. KEEP UP TO DATE Partner s Sales and Product Leads leverage below resources to keep up to date on service and sales resources. Service Roadmap See planned and released Azure services and features. the Azure blog. Microsoft Competency Earn a competency in Cloud Platform. See Azure Technical Learning Path, Azure Tech Series, Fast Start, Partner Readiness Catalogue. MPN log-in required. * Discounted Exam Vouchers Partner Practice Enablement Attend advanced, in-person technical training. Contact your Microsoft Lead or search events.microsoft.com/ Azure Skills Training Online Microsoft Virtual Academy TechNet Virtual Labs Channel 9 Tutorials. Technical Guidance Implementation Guides Partner Practices Resources Get Started Guides Ask the Experts Azure Blog Get the latest news and updates via Partner Azure Blog The US Partner Enablement blog provides regular Azure updates. Seller Readiness Yammer Get latest seller readiness-related news, updates, trainings schedules.
SKYPE for BUSINESS The following provides recommended product, sales and technical training and tools for Partner sellers of Skype for Business. Back to Start Back to Start PRODUCT TRAINING Skype for Business Site Learn key features, benefits, usage scenarios and plans for Skype Meetings and Voice. See also Skype for Business 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 AND TOOLS Drumbeat Start Sales Training Learn Skype business value and how to sell via video tutorials. MPN log-in required. Sales Materials Download sales guides, presentations . 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. Sales Tools Download customer-ready sales decks and customer evidence slides. See Skype business usage scenarios and sales resources on FastTrack. TECHNICAL TRAINING AND GUIDANCE Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. Skype Online Academy Join the online webcast series that provide in- depth technical training on upcoming services for Partners. Microsoft Virtual Academy Access on demand technical training. Skype Technical Training Options Technical Webinars Channel Technical Guidance Pre-sales and Customer Support Skype for Business Help 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. 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.
ONEDRIVE for BUSINESS The following provides recommended product, sales and technical training and tools for Partner sellers of OneDrive for Business. Back to Start Back to Start 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 TOOLS Sales Materials OneDrive Datasheet (MPN) Customer Pitch Deck Office 365 (MPN) Use Guide for OneDrive for Business (MPN) Demos Demos.microsoft.com lets sellers setup & deliver OneDrive for Business demos, includes scenario-based scripts. MPN log-in required. Telesales Guide Office 365 (MPN) Telesales Guide Business Anywhere (MPN) TECHNICAL TRAINING AND GUIDANCE Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. Technical Guidance TechNet for OneDrive Office for IT Pros Help Desk Guide Office Admin Help Ask the Experts Microsoft Virtual Academy Access on demand, level 100 400 technical training. 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.
EXCHANGE ONLINE The following provides recommended product, sales and technical training and tools for Partner sellers of OneDrive for Business. Back to Start Back to Start 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 TOOLS Sales Materials OneDrive Datasheet (MPN) Customer Pitch Deck Office 365 (MPN) Use Guide for OneDrive for Business (MPN) Demos Demos.microsoft.com lets sellers setup & deliver OneDrive for Business demos, includes scenario-based scripts. MPN log-in required. Telesales Guide Office 365 (MPN) Telesales Guide Business Anywhere (MPN) TECHNICAL TRAINING AND GUIDANCE Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. Technical Guidance TechNet for OneDrive Office for IT Pros Help Desk Guide Office Admin Help Ask the Experts Microsoft Virtual Academy Access on demand, level 100 400 technical training. 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 ONLINE The following provides recommended product, sales and technical training and tools for Partner sellers of SharePoint Online. Back to Start Back to Start 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 TOOLS Sales Materials Customer Pitch Deck Office 365 (MPN) Use Guide for SharePoint Online (MPN) Demos Demos.microsoft.com lets sellers setup & deliver SharePoint Online demos, includes scenario-based scripts. MPN log-in required. Telesales Guide Office 365 (MPN) Telesales Guide Business Anywhere (MPN) TECHNICAL TRAINING AND GUIDES Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. Technical Guidance TechNet for SharePoint Online SharePoint Online Planning Guide Office for IT Pros Help Desk Guide Office Admin Help Ask the Experts Microsoft Virtual Academy Access on demand, level 100 400 technical training. 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 The following provides recommended product, sales and technical training and tools for Partner sellers of Power BI. Back to Start Back to Start 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 TOOLS Sales Materials Power BI Overview ModernBiz Connect with Customers (MPN) Power BI for Vertical Industries Power BI for Business Departments Demos Demos.microsoft.com lets sellers setup & deliver Power BI demos, includes scenario-based scripts. MPN log-in required. See also Power BI Demo Videos. Sales Tools Download Power BI (Desktop, Mobile, On Premises, For Excel) Sign-up for Free TECHNICAL TRAINING AND GUIDES Technical Services Get personalized presales and deployment training and assistance. Available through your Microsoft Partner Network (MPN) membership. Technical Guidance Power BI Service Description Power BI Documentation Power BI Support Power BI Community Microsoft Virtual Academy Access on demand technical training for Power BI. 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 The following provides recommended product information and training for other services in Office 365. Back to Start Back to Start 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
Partner Seller Readiness Key Portals and Training Resources Key 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 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. Seller Readiness Toolkit Access guidance on how to ready sellers to sell Microsoft cloud services and supporting resources including sales training, sales aids, on demand webinars Requires Cloud Partner Portal log-in. Email obcsteam to request access provide Partner name + email addresses. 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.
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 online 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 Requires Cloud Partner Portal log-in. Email obcsteam to request access. 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
