How to leverage Modern Workplace programs in your sales cycle

Last month, we wrote about how to integrate Microsoft funding into your sales cycle, a high-level overview of Microsoft’s Partner Investments Engine (PIE). We outlined pre- and post-sales activities, giving suggestions for how partners can most effectively utilize Microsoft resources to accelerate deal conversion and digital transformation with customers.

This month, our goal is to drill one level deeper and discuss how partners leverage Modern Workplace programs to drive wins with Windows 10, Microsoft 365, Office 365, and Microsoft Teams. We also plan to dig deeper into programs specific to Apps & Infrastructure, Business Applications and Data & AI in upcoming posts.

Pre-sales programs

Let’s do a quick refresh. Integrating Microsoft offers at the beginning of a sales cycle helps partners demonstrate the value of the Microsoft stack and removes barriers customers might have in adopting new technology into their business. Through December 31, 2019, there is one Modern Workplace pre-sales program that partners can leverage: M365 Everywhere.

M365 Everywhere

Microsoft’s M365 Everywhere program funds pre-sales activities that partners use to drive M365 with US managed customers. The program is open to US-managed customers (EDU and SMB excluded) and customers are eligible for one M365 Everywhere engagement per fiscal year.

The program supports seven activities that partners can utilize to accelerate deal conversion with customers: Security Briefing/CISO Workshop, Security proof of concept (POC), CCO Workshop, Compliance POC, Customer Immersion Experience (CIE), Security & Compliance Assessment, and Advanced Workloads POC. For more details on these activities, eligibility requirements, and payouts, reference the M365 Everywhere program guide on the PIE Portal resources page.

Post-sales programs

Once a customer is sold on partnering together, Microsoft funding can help bridge budget limitations, so that customers leverage the full capability of the products and licenses they own for accelerated digital transformation. Within Modern Workplace, there are two post-sales programs that partners can use effective through December 31, 2019: Modern Desktop Adoption and Teams Adoption.

Modern Desktop Adoption

Microsoft’s Modern Desktop Adoption program funds post-sales activities that showcase the capabilities and drive adoption of Office 365 Pro Plus and Windows 10 Enterprise. This program is open to US-managed customers (EDU and SMB excluded) and customers must be <40% deployed for the target workload.

The program funds six activities that partners can utilize to accelerate digital transformation with customers: Post-sales Assessment, Post-sales Proof of Concept, Technical Deployment or Migration, Discovery and Planning session, Organizational Change Management, and End-user Adoption Training. For more details on these activities, eligibility requirements, and payouts, reference the Modern Desktop Adoption program guide on the PIE Portal resources page.

Teams Adoption

Microsoft’s Teams Adoption program funds post-sales activities that showcase the capabilities and drive adoption of Teams. This program is open to US-managed customers (EDU and SMB excluded) and customers are eligible for one Teams Adoption engagement per fiscal year.

The program funds seven activities that partners can utilize to accelerate digital transformation with customers: Teamwork Assessment, Post-sales Proof of Concept, Technical Deployment or Migration, Discovery and Planning session, Organizational Change Management, End-user Adoption Training, and Customer Immersion Experience (CIE). For more details on these activities, eligibility requirements and payouts, reference the Teams Adoption program guide on the PIE Portal resources page.

Next steps: leveraging pre- and post-sales Modern Workplace programs

Without funding through PIE and ECIF, partners are restricted to their customer’s budget when closing deals and onboarding Microsoft technology. If end-customers meet the requirements listed above for M365 Everywhere, Modern Desktop Adoption and Teams Adoption programs, the best ways to get started on integrating Microsoft funding into your sales cycle is to:

  1. Read through the PIE how-to guide
  2. Request funding and find full offer details on the PIE portal
  3. Register for weekly partner office hours on US investments
  4. Contact the PIE tier 1 support alias with any questions

Weekly office hours calls

The Partner Investments team hosts a call every Wednesday that allows you to: learn about updates and enhancements to partner investment programs, get previews of new programs coming to market, and ask support questions directly to the Investments team. During each call, we also offer time for Q&A with the audience so you can learn more about the aspects of each presentation that are most relevant for you.

Register for the Partner Investments office hours calls today!

Other posts you may like

How to integrate Microsoft funding into your sales cycle

The five attributes of successful Microsoft partners

Develop talent to retain talent