Transition from Client Access Licenses (CALS) to Online Services for Partners (Oct 2017) REVENUE GROWTH SELL
REVENUE GROWTH SELL GUIDE FOR ON-PREMISE TO ONLINE SERVICES
Customer profile
Customer bought on-premise servers with CALS (Client Access Licenses). Their Did you Know?
trusted Microsoft partner is working with them to help them transition from Partner Profitability: Worldwide Public IT Cloud Services Revenue in 2017 - $107.2B, with the US representing 44%
traditional on-premise servers to reduce costs and unlock new enhanced (Source Worldwide and Regional Public IT Cloud Services 2013-2017 Forecast (Source IDC)
capabilities with latest cloud services
Exchange Server CAL (part of Core CAL)  Office 365
(Modern Biz – Grow Efficiently Business Anywhere, Safeguard your Business)
• Are you running an old version of Exchange Server? Is it time to upgrade
your Exchange server without incurring additional hardware deployment
and server management costs? How do you now extend your investment in
Exchange Server platform to enable real-time communications?
• Reducing IT management overhead
• Streamlining costs and improving IT efficiencies
• Improve productivity by using the latest technology
• Get advanced data protection built-in at every level of your IT
• Eliminate need for expensive traditional software deployment by provisioning
Exchange Online service provided with Office 365
• You can save IT costs as your day- to-day server management tasks are taken
care of by the Office 365 service
• You benefit from full enterprise capabilities of Office 365 enabling your
people to access their emails and work together in real-time from different
locations across a range of mobile devices including file sharing and online
meetings
• My current version of Exchange Server is good enough
 Exchange 2016 helps you get more done through faster search, more personalized intelligent
mailbox, coexistence with Exchange 2013 for easier upgrading plus enhanced security and
compliance. There is better collaboration through a new approach to attachments in
Outlook, making it easier to work on documents
• Exchange Server CAL  Office 365
 On renewal (or anniversary for OVS) purchase Office 365 E1, E3 or E5. E3 and E5 gives you
Office as well as your server productivity workloads in the cloud. If you would like to
transition to the cloud prior to renewal, for OV consider Office 365 Add-On SKU’s
Productivity Server Workloads
Transition from On-Premise to Online Services
CUSTOMER UPGRADE CONVERSATIONS
SharePoint Server CAL (part of Core CAL)  Office 365
(Modern Biz – Business Anywhere)
• Are you using SharePoint Server on-premise? Was the cost of deploying
SharePoint a factor in not using SharePoint? If you do have SharePoint on-
premise, how old is your SharePoint Server? How would it benefit you to
upgrade to latest collaboration platform as part of Office 365 at a fraction
of the cost of upgrading and managing SharePoint on-premise?
TOP BUSINESS NEEDS
• Reduce overhead and cost of managing infrastructure
• Agility through modern collaboration and social networking
• Stay connected and make faster informed decisions
• Empower social connections
WHY TRANSITION TO CLOUD SERVICES
• Work together on projects with team sites that help keep related documents,
notes, tasks, and conversations organized together
• Manage and index your documents and improve searching across documents
and people in your organization
• Use OneDrive to work on and offline synchronizing your documents across
your devices
• Yammer collaboration software and business applications allow your
employees to connect with the right people, share information across teams
COMMON QUESTIONS AND OBJECTIONS
• How should I plan my migration to SharePoint Online when costs could be high?
 For efficiency and affordability SharePoint Online and OneDrive for Business has been
simplified with the Office 365 Import Service which saves time in migrating to Office 365 over
traditional migrations which relied on using the network to upload large amounts of data. A
simple tool is available to package up your on-premises SharePoint or file share content and
prepare it to be imported into Office 365
LICENSING TIPS
• SharePoint Server CAL  Office 365
 On renewal (or anniversary for OVS) purchase Office 365 Enterprise E1, E3 or E5. E3 and E5
gives you Office as well as your productivity server workloads in the cloud. If you would like to
transition to the cloud prior to renewal, for OV consider Office 365 Add-On SKU’s
RESOURCES
Selling opportunities
Discuss how integrated, cloud-based productivity tools can help
your customer worry less, work easier and work together
effectively
Skype for Business Server CAL (part of Core CAL)  Office 365
(Modern Biz - Grow Efficiently, Business Anywhere)
• Have you deployed Skype for Business Server on-premise? Or, are you using an
older version of Lync Server on-premise? Would you like to know more about the
benefits of completely modern meeting solution as part of Office 365, enabling
calling and conferencing supporting the modern way people like to work from
virtually any device?
• Reduce your overhead and capital expenditure
• Improve productivity by using the latest technology
• Be always up-to-date
• Instant communication and social collaboration using familiar tools
• Reduce upgrade costs. No burden of traditional software deployment when you
grow your business and bring on new users
• Work across teams get instant messaging, voice calls, video calls, share presence
• With Office 365 E5 get cloud PBX and PSTN Conferencing (Public Switch
Telephone Network). Make and receive traditional phone calls in Skype for
Business. Cloud PBX enables customers to eliminate separate PBX systems for
information workers with the requirements for call management delivered directly
from Skype for Business
• We are very concerned about putting our data in the cloud?
 It is Microsoft’s highest priority to protect you most important assets – your customer data and
proprietary information. We have built our business on the highest, world-class caliber privacy
controls for your data. Customer controls are within the service. It’s your data, you own it, you
control it. Reference Office 365 Trust Center for deep discussion on built-in security, privacy by
design, continuous compliance and transparent operations. Guaranteed 99.9% uptime.
• Skype for Business Server CAL  Office 365
 On renewal (or anniversary for OVS) purchase Office 365 Enterprise E1, E3 or E5. For PBX and
PSTN Conferencing capabilities purchase E5. If you would like to transition to the cloud prior to
renewal, for OV consider Office 365 Add-On SKU’s
Transition from Client Access Licenses (CALS) to Online Services for Partners (Oct 2017) REVENUE GROWTH SELL GUIDE FOR ON-PREMISE TO ONLINE SERVICES
Customer profile Did you Know? Selling opportunities
Customer bought on-premise servers with CALS (Client Access Licenses). Their
Microsoft was placed in the “Visionary” quadrant for our completeness of vision and our ability to execute. Discuss how integrated, cloud-based productivity tools can help
trusted Microsoft partner is working with them to help them transition from
“Microsoft recognized in Visionary Quadrant of Garner’s Magic Quadrant for Identity as a Service, a key component your customer worry less, work easier and work together
traditional on-premise servers to reduce costs and unlock new enhanced
of Enterprise Mobility Cloud Services Gartner-Magic-Quadrant effectively
capabilities with latest cloud services.

Infrastructure Server Workload Management & Security

Transition from On-Premise to Online Services

CUSTOMER UPGRADE CONVERSATIONS

Windows Server CAL (part of Core CAL)  Core CAL Suite Bridge for Office 365 System Center CAL  (Core CAL Suite Bridge for EMS, or EMS)
(Modern Biz – Grow Efficiently) (Modern Biz – Grow Efficiently, Safeguard your Business)
• Did you know that you have a bridge licence to cloud services that recognizes your on-premises licensing while • How do you protect against external and internal attackers that reside within your network until they are detected
enabling moving to the cloud? gathering classified data and information and waiting to strike at any moment?
• Would you be interested in discussing the benefits of extending your existing management platform to cloud • May I talk to you about how you can integrate mobile device management provided by EMS cloud services and Systems
services for mobile and device management and realizing additional costs saving? Center, your on-premise management platform?

TOP BUSINESS NEEDS

• Cost effective path to the cloud. You can move to the cloud at your own pace and at the same time protect current
investment in hybrid deployment for your existing server infrastructure platform. This means that you simply transition
to cloud services with Microsoft’s new flexible “bridge” and “Add-on” licensing offerings for SMB customers. You
also gain the additional advantage associated with running the latest applications and solutions as a cloud service
providing predictable and cost effective payment terms
• Protection to ensure files security and integrity at all times. Ability to encrypt and apply access restrictions to data and
providing secure access to company resources consistently across devices
• Protect current investments in on-premise management deployments with the ability to have a hybrid environment for
your servers and mobile device management

WHY TRANSITION TO CLOUD SERVICES

• Eliminate need for managing on-premise server workloads for pc and mobile device management and security
• You can free up time and your IT staff can be more productive as Microsoft cloud services are designed to work
together from the ground up, avoiding the need for costly and complicated integration efforts across point capabilities.
It’s the fastest and most cost-effective way to meet new business challenges and accommodate new devices, new apps,
and new hires
• You can keep your employees productive on their favorite apps and devices – and your company data is protected
• System Center Integration with EMS cloud services. Enterprise Mobility Suite is simple to set up, always up to date, and
connects to your on-premises datacenter. System Center helps customers gain a unified datacenter management experience
with out-of-the-box monitoring, provisioning, configuration, automation, protection and self-service capabilities
• You will save money with Enterprise Mobility with Microsoft – it is up to 50% less than the cost of buying standalone,
non-integrated solutions from other vendors

COMMON QUESTIONS AND OBJECTIONS

• How does Microsoft’s new Open licensing offerings help me transition to the cloud?
 CAL Suite Bridges are used when you are transitioning from a CAL Suite to a comparable Online Service. A CAL Suite Bridge may be licensed
only in conjunction with its qualifying Online Service. Current CAL Suite customers retain access rights to CAL Suite workloads that are not
included in matching Enterprise Mobility Suite or Office 365 online services. CAL Suite Bridges satisfy the enterprise-wide requirement for Core
CAL Suite when paired with corresponding Enterprise Online Services. With CAL Suite Bridges, you receive enterprise and platform discounts at a
level that is comparable to that of the suite that is being replaced. There is no reason not to make the change now. Go for it!
• How can Enterprise Mobility address my security concerns?
 Identity, mobile management plus enterprise security keeps employees productive while your company data is continuously protected. It is the only
solution designed to protect your Office emails, files, and apps. It is simple to set up, up-to-date, and connects to your on-premises datacenter. We
help you to identify security breaches before they cause damage. We protect iOS, Android, Windows, and over 2,500 popular SaaS apps. My
suggestion is everything securely backed-up providing a consistent experience across all your devices in real time.

LICENSING TIPS

• Windows Server CAL (part of Core CAL)  Core CAL Suite Bridge for Office 365 • System Center CAL  Core CAL Suite Bridge for Enterprise Mobility Suite (EMS), or Enterprise Mobility Suite (EMS)
 On renewal purchase Core CAL Suite Bridge for Office 365. Bridge CALs are only available in OV/OVS (not Open License).  If you are looking to provision Enterprise Mobility Suite, you will need Core CAL Bridge for Enterprise Mobility Suite (EMS). If
Office 365 Business Plans cannot be used in combination with a Bridge CAL you require Office 365 Enterprise Plan 1-5 and Enterprise Mobility Suite (EMS), no bridge is required

RESOURCES

Access 'Product Licensing Search' for licensing terms Why Microsoft Enterprise Mobility?