HOW TO USE: This content is intended to provide you with a general

Transform understanding of Microsofts solutions for midsized customers, specifically

Target Audience
Core Midmarket (50-249 employees) and Large
Top Microsoft Products
those who want to transform their products, processes and experiences to Good: Microsoft Azure, Office
Your Products create new revenue opportunities. This document is for INTERNAL use and
Midmarket (250-999 employees) businesses.
Business Decision Makers (BDMs). Role titles may 365
should not be directly provided to customers. Instead, use this content as
Internal primer directional guidance to inform your customer engagement marketing
activities and initiate a conversation about how you can help your
include: Owner, President, CXO (e.g., Chief Operating
Officer, Chief Marketing Officer, etc.), VP, Director,
Better: + Dynamics 365,SQL
Server 2016, Power BI
Senior Manager, etc. Best: + Cortana Intelligence
customers solve their business challenges with a Microsoft solution.
Pillar Value Proposition Customer Benefits Supporting Solution Points
Transform how you run Guide your employees to optimal outcomes and connect various aspects of your business with intelligence embedded into
Innovate with Agility: Technological innovation is your business. business processes (e.g. financial management, sales, accounting, inventory) using Office 365 and Dynamics 365.
reinventing business at a dizzying pace. Data Redesign business Stay nimble and adapt in real-time as you innovate through flexible cloud-based applications and services like Office 365 and
volumes continue to rise. Software is increasingly processes to stay ahead of Dynamics 365 enabling you to build what you want and buy just the capabilities you need.
embedded into products. And people and the marketplace. Use big data and machine intelligence to predict whats next and enhance your business applications with Cortana Intelligence .
processes can now be intelligently connected to Reinvent your market Advanced analytics capabilities offered by Power BI and SQL Server 2016 provide your team with predictive insights that can be
support predictive insights and optimal outcomes. offering. turned into new market offerings. Power BI provides flexibility to quickly build interactive dashboards and delivers intelligence to
A smart cloud platform can transform the way you users throughout the business.Advanced analytics, rich integrated reporting, and end-to-end mobile BI is built-in to SQL Server
Deliver new products and
2016.
use data to run your business and power services that anticipate the
needs of your customers. Use intelligent cloud solutions, like Office 365 and Dynamics 365 to collect, analyze and develop a deep understanding of your
innovation. Microsoft provides flexible, intelligent customers wants and needs, and help you design highly differentiated and relevant products or services.
cloud solutions to help you nimbly innovate Take advantage of advanced smart, connected technologies, to gather and analyze real-time product usage and more using Azure
business processes, products, and experiences IoT Suite. Azure IoT Suite is a collection of preconfigured solutions that enable companies to quickly start and scale IoT projects to
creating new revenue opportunities, and keeping address common business needs.
you a step ahead of your customers and the Enable near-continuous flow between ideas and production with Surface and Surface Hub
competition.
Customer Challenges Protect your evolving Reduce risk and exposure to threats through advanced threat protection, detection, and removal in Microsoft technologies,
business. including its intelligent cloud solutions. Data that is collected using various feedback mechanisms combined with global research
Effectively use business, customer, and marketplace
Get cutting-edge security to and collaboration help promote fast discovery of protection against new threats.
data.
safeguard your business as The worlds leading businesses and government agencies use and trust secure Microsoft intelligent cloud solutions.
Anticipate market needs and innovate offerings. you innovate and grow. Choose technology where security and privacy are built into the development process. Microsoft trains its developers, testers, and
Protect our data and identities in ways that keep up program managers to build more secure software code, following an approach known as the Security Development Lifecycle
with business innovation. (SDL).

Evaluate opportunity/impact of IoT (embedding

software and technology directly into products and
service) for my business.
Conversation Starters
How are you taking advantage of new business models?
How do you use data to make decisions today? Are you using
data to its full advantage?
How much visibility do you have into the performance of your
business?
Is the amount of business data and information always
growing?
How do you store, secure, and analyze all your data?
Do you use cloud technologies for any part of your business?
Which business operations are most important to your business
-- such as financial management and accounting, inventory, and
reporting?
Objection Handlers Shareable Data Points Supporting Resources
Im concerned about cloud security. Office 365 is Information overload wastes 25% of workers time Microsoft Partner Net
designed from the ground up to be highly secure and uses costing the U.S. economy alone $997 billion each year work
multiple scanning engines to provide premium malware (as of 2010) published research by Basex, a member of The (MPN)
protection. With Azure, you can have peace of mind Information Overload Research Group; The Information Overload
knowing your applications and data get the same level of Research Groups Media Release Feb 3, 2011;Harvard Business MPN: Digital Transfor
protection chosen by Microsofts enterprise customers, Review Conquering Digital Distraction June 2015 mation
including many of the worlds largest financial institutions. 41% of employees say mobile business apps are already MPN:
We dont have data expertise. Cloud-based visualization changing the way they work - CCS Insight's Employee Mobile Marketing Campaigns
Technology Survey, February 2015 (surveyed 1,200 employees in the
tools give you a way to maximize the value of cloud data
US and five countries in Western Europe)
MPN: Smart Partner
insights. By tapping into the power of large data centers Marketing
combined with user-friendly data exploration and Nearly 40% of respondents said predictive analytics held
the most potential to predict business events. Deliotte Microsoft
visualization tools, virtually any user can get the power of
data to make better, faster decisions. The familiar Office
ISV App Catalog
In 2020, 25 Billion Connected "Things" Will Be in Use.
environment of Power BI lets almost anyone get started Gartner