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Small and medium business

Small and medium businesses (SMBs) account for more than 60 percent of the global workforce.1 With their cloud spend continuing to grow, SMBs represent a significant cloud sales and services opportunity for Microsoft partners.
 
Learn about the three SMB plays
 

1About, World SME Forum, worldsmeforum.org/.

Start with the right sales play

Establish yourself as a trusted advisor and cloud expert, expand your services offerings, and improve profitability through any or all of three SMB sales plays—Teamwork, Get Modern, and Advanced Security. The plays build on one another to help you meet your SMB customers where they are today and to help you guide them along their cloud journeys.

Show SMBs how getting modern with cloud-based services and up-to-date software can benefit their businesses with Office 365 Business Premium.Build your practice for cloud-reluctant SMBs.Get Modern69% of SMBs have little to no awareness of the endof support dates for Windows 7 and Office 2010.3Offer cloud-reluctant SMBs a low-stakes cloud win that saves time and helps their teams work more productively, with business class email and Teams solutions in Office 365 Business Essentials.Build a practice that introduces these businesses to the cloud.Teamwork6 times as many small businesses agree than disagreethat dynamic team structures will become the norm.2Provide SMBs advanced security capabilities and simplified data control through a security solution built on Microsoft 365 Business.Maximize your profitability with established cloud customers.Offer solutions to meet your customers’ evolving needsSecurityRealityfor SMBsHow you can helpHow it helps you71% of SMBs feel vulnerable to cyber attack.4
2Upwork, Upwork Future Workforce Report, April 2018.
3TechAisle, Microsoft SMB PC Study , July 2018.
4YouGov and Microsoft, Small and medium-sized business security concerns and practices online survey , April 2018.
One-time engagementMonthly licenseRecurring partner services• Device management• Security, compliance, and support• Identity management• Threat protection• Compliance management• App modernization• User change management and adoptionOne-timeengagementMonthly licenseOne-time engagement (20-35% margin)Potential services revenue (35-65% margin)License revenueOne-timeengagementMonthly license5Office 365 Business EssentialsMicrosoft 365 BusinessOffice 365 Business PremiumRecurring partner services• Backup• Custom proactive support• User education• User change management and adoptionIncrease profitability and customer lifetime valueRecurring partner services• Break-fix managed services
5These packages don’t include Microsoft cloud license fees. These are example fees. For information purposes only. Microsoft makes no warranties, express or implied, in this summary.

Teamwork

In today’s workplace, no employee is an island. Individual success often hinges on each person’s ability to work with others in an effective and productive way. And teams aren’t made up of only those employed by a single business. More and more, people across different organizations are coming together to achieve a common goal.

Teamwork is a fantastic opportunity to demonstrate the power of the cloud to your small business customers with minimal risk and great upside. Teamwork customers can collaborate with one another on Office documents, share information about projects, and maintain a history of a team’s work together in a central, secure location.

2xSmall companiesaretwice aslikely to hireremote employees652%of the globalworkforce worksfrom home at leastonce per week66xas many smallbusinesses agreethat dynamic teamstructures willbecome the norm7
6Owl Labs survey, March 2019.
7Upwork, Upwork Future Workforce Report, April 2018.

Get Modern

SMB customers need to simplify their IT environments, provide employees with both familiar and new tools to be more productive, and protect themselves from security attacks. And end of support for Windows 7 and Office 2010 coming in 2020 drives customer urgency to make these changes soon. You can play a significant role in enabling them to modernize their workplaces and future-proof their technology decisions.

By helping your customers embrace cloud-based modern workplace solutions, you can grow your practices and improve profitability while you help set customers up for success.

FastTrack portal self-service access for planning and trainingOngoing access to FastTrack engineers or approved FastTrack partners*Data migrationPartner opportunity* 50+ Office 365 seats: have access to FastTrack services for questions and answers about Office 365. FastTrack services for education and nonprofit plans require 1,000+ paid seats. See additional details at https://aka.ms/fasttrackservicedescription500+ seats150+ seatsAll customersOne-time engagementMonthly licenseFastTrack portal self-service access for planning and trainingOngoing access to FastTrack engineers or approved FastTrack partners*Data migration500+ seats150+ seatsAll customers1. 2. 3...Cost savingsImproved securityEasy access to documents and applications from multiple locations.Managing costsFinding new customersKeeping current on technologyGet more doneChoose how you work94% of small businessesreport security benefitssince moving to thecloud.7SMBs can significantly reduce IT admin and maintenance costs by moving to the cloud.Help protect businessKeep costs in lineFunctionalityFlexibilitySecuritySavingsof SMB workloadsrun in publicclouds8of cloud migrationand modernizationrevenue comesfrom SMB9Assessment phasesSMB Security realityRecurring partner services• Device management• Security, compliance and support• Identity management• Threat protection• Compliance management• App modernization• User change management and adoptionOne-timeengagementMonthly licenseOne-time engagement (20-35% margin)Potential services revenue (35-65% margin)License revenueOne-timeengagementMonthly license5Exchange Online Office 365 Business Premium Microsoft 365 BusinessRecurring partner services• Backup• Custom proactive support• User education• User change management and adoptionIncrease profitability and customer lifetime valueRecurring partner services• Break-fix managed servicesOffer cloud-reluctant SMBs a low-stakes cloud win that saves time, with a business-class email solution built on Microsoft Exchange Online.Help SMB teams work better together from anywhere through a teamwork solution built on Office 365 Business Premium.Provide SMBs advanced security capabilities and simplified data control through a security solution built on Microsoft 365 Business.Build your cloud practice for cloud-reluctant SMBs.Expand your profitability with customers already in the cloud.Maximize your profitability with established cloud customers.Offer solutions to meet your customers’ evolving needsWhy CloudTeamworkSecurityRealityfor SMBsHow you can helpHow it helps youSMB owners spend 33 hours every month on admin tasks.280% of employee time is spent collaborating.371% of SMBs feel vulnerable to cyber attack.78%91%Business leaders who see empowering FirstlineWorkers as critical to their long-term strategies.1Business leaders who indicate an increase in Firstline Workerperformance and productivity when workers are digitally empowered.2Companies with great employee experiences outperform theStandard & Poor’s (S&P) 500 by more than 122 percent.3+122%The cloud enables advanced capabilities for collaboration, productivity, and insight.The cloud makes it easier for SMBs to use the devices of their choice from anywhere.SMBs stand to gain a lot from the cloud2x50%more2xSMBs mistakenly think they’retoo small71% of SMBs feel vulnerableto cyber attack.1160% of targeted SMBs go outof business.12Those that don’t go out ofbusiness spend US$900,000on remediation.13Not aware of the threatMultiple needs and obligationspull attention away from securityUnless it’s an immediate issue,SMBs may not be proactive.Many SMBs just don’t know where to start with security.Concern is not urgentSMBs typically spend about 15%of their budgets on security orUS$1,320 per user annually.14Buying security solutions fromthree or more vendors doesn’tfit in their budgets.Limited budgetTwo-thirds of SMBs already use cloud54%expect to increase cloud investments666%are considering it6One-third of SMBs do not use cloud yet75%43%Reasons SMBs considercloud services10Top SMBs challenges10
9Microsoft internal research.
10Microsoft research with Bredin, Supporting SMB Plays, March 2019.

Advanced Security

Too many SMBs don’t understand the depth and breadth of cybersecurity threats. In fact, they’re oftentimes overwhelmed and uncertain about what more they can do to secure their businesses. By building your security solutions around Microsoft 365 Business, you can build a thriving practice as you help your SMB customers protect their businesses and assets, simplify their security strategy, and confidently embrace new technology.

FastTrack portal self-service access for planning and trainingOngoing access to FastTrack engineers or approved FastTrack partners*Data migrationPartner opportunity* 50+ Office 365 seats: have access to FastTrack services for questions and answers about Office 365. FastTrack services for education and nonprofit plans require 1,000+ paid seats. See additional details at https://aka.ms/fasttrackservicedescription500+ seats150+ seatsAll customers62%$120KUSOne-time engagementMonthly licenseFastTrack portal self-service access for planning and trainingOngoing access to FastTrack engineers or approved FastTrack partners*Data migration500+ seats150+ seatsAll customers1. 2. 3...58%of breachestake place at smallbusinesses.11Get more doneChoose how you work94% of small businessesreport security benefitssince moving to thecloud.7SMBs can significantly reduce IT admin and maintenance costs by moving to the cloud.Help protect businessKeep costs in lineFunctionalityFlexibilitySecuritySavingsAverage cost of anSMB data breach.1262%of SMBslack theskills in-house to dealwith security issues.13Assessment phasesSMB Security realityRecurring partner services• Device management• Security, compliance and support• Identity management• Threat protection• Compliance management• App modernization• User change management and adoptionOne-timeengagementMonthly licenseOne-time engagement (20-35% margin)Potential services revenue (35-65% margin)License revenueOne-timeengagementMonthly license5Exchange Online Office 365 Business Premium Microsoft 365 BusinessRecurring partner services• Backup• Custom proactive support• User education• User change management and adoptionIncrease profitability and customer lifetime valueRecurring partner services• Break-fix managed servicesOffer cloud-reluctant SMBs a low-stakes cloud win that saves time, with a business-class email solution built on Microsoft Exchange Online.Help SMB teams work better together from anywhere through a teamwork solution built on Office 365 Business Premium.Provide SMBs advanced security capabilities and simplified data control through a security solution built on Microsoft 365 Business.Build your cloud practice for cloud-reluctant SMBs.Expand your profitability with customers already in the cloud.Maximize your profitability with established cloud customers.Offer solutions to meet your customers’ evolving needsWhy CloudTeamworkSecurityRealityfor SMBsHow you can helpHow it helps youSMB owners spend 33 hours every month on admin tasks.280% of employee time is spent collaborating.371% of SMBs feel vulnerable to cyber attack.78%91%Business leaders who see empowering FirstlineWorkers as critical to their long-term strategies.1Business leaders who indicate an increase in Firstline Workerperformance and productivity when workers are digitally empowered.2Companies with great employee experiences outperform theStandard & Poor’s (S&P) 500 by more than 122 percent.3+122%The cloud enables advanced capabilities for collaboration, productivity, and insight.The cloud makes it easier for SMBs to use the devices of their choice from anywhere.SMBs stand to gain a lot from the cloud2x50%more2xSMBs mistakenly think they’retoo small71% of SMBs feel vulnerableto cyber attack.1160% of targeted SMBs go outof business.12Those that don’t go out ofbusiness spend US$900,000on remediation.13Not aware of the threatMultiple needs and obligationspull attention away from securityUnless it’s an immediate issue,SMBs may not be proactive.Many SMBs just don’t know where to start with security.Concern is not urgentSMBs typically spend about 15%of their budgets on security orUS$1,320 per user annually.14Buying security solutions fromthree or more vendors doesn’tfit in their budgets.Limited budgetTwo-thirds of SMBs already use cloud54%expect to increase cloud investments666%are considering it6One-third of SMBs do not use cloud yetSMBs stand to gain a lot from the cloudSMBs stand to gain a lot from the cloudSMBs stand to gain a lot from the cloudSmall businesses are most vulnerable
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