Upsell Guide for Partners

Microsoft 365 Business Standard  Microsoft 365 Business Premium

IT Partners and Sellers: Use this document to understand the sales journey for Microsoft 365 Business
Premium and guide your upsell conversations with customers. Do not share this document directly with
customers.
Microsoft 365 Business Premium is a comprehensive productivity and security solution for
businesses with 1-300 employees. It includes everything that Business Standard offers, plus
advanced security and device management to help protect against cyberthreats like
phishing and ransomware and protect sensitive work data.

Microsoft 365 Business Standard Microsoft 365 Business Premium

Cloud Services Cloud Services

Desktop Apps Desktop Apps

(PC Only) (PC Only)

Comprehensive Security

Azure AD Azure Virtual Microsoft

Premium P1 Desktop Defender

HOW TO UPSELL- START WITH DISCOVERY QUESTIONS

1. Did you know that approximately 1/3 of all cyberattacks are targeted at small businesses? (ref)
2. Have you had any recent security incidents like Phishing or Ransomware?
3. How do you protect against lost or stolen devices & passwords, especially for mobile/remote workers?
4. How do you help ensure confidential work and customer data is not accidently leaked ?
5. Do you have a process to secure data when an employee leaves your company?
6. Do you have a way to quickly identify attacks and mitigate risk and liability?

FOLLOW THE SALES JOURNEY BELOW

DISCOVER NEEDS PITCH THE SOLUTION HANDLE OBJECTIONS MANAGE & DEPLOY

• Identify customers in Use these customer facing • For objection handling • Review the
Cloud Ascent. assets in discussions: refer to the IT Checklist for securin
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to uncover needs. • Cybersecurity Simplifie discussion with the Microsoft 365 Business
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SMB Workshop with
For additional resources, go to: Microsoft 365 Business Premium Partner Playbook
your customers.
 Upsell Guide for Partners
Microsoft 365 Business Standard  Microsoft 365 Business Premium

Microsoft 365 Business Premium Advanced Security Capabilities

Secure Devices
Control which devices and users can access business information with
Intune Device Management. Apply security policies to protect data on any devices. Keep
company data within approved apps on mobile devices. Remove business data from lost or
stolen devices with Intune selective wipe.

Protect Business Data

Encrypt sensitive emails. Block sharing of sensitive information like credit card numbers with
Azure Information Protection. Restrict copying and saving of business information. Enable
unlimited cloud archiving.

Defend against cyberthreats

Activate Microsoft Defender for Office 365 to guard against unsafe attachments, suspicious links,
phishing and ransomware with Safe Links. Detect malware with sandbox analysis of email
attachments with Safe Attachments. Enable anti-phishing policies.
Enable advanced multi-factor authentication.

Enable secure remote access and protect identity

Enable employees to securely access business apps, wherever they work. Help protect against lost
or stolen passwords with advanced multi-factor authentication. Conditional Access helps provide
the right access to the right people, while keeping hackers at bay.

Microsoft Defender for Business1

Enterprise-grade endpoint protection with next generation AV, Endpoint Detection and Response,
Threat and Vulnerability Management and Automatic Investigation and Remediation, that works
across all devices and platforms - Windows, macOS, Android, and iOS

Compare the Microsoft 365 Business Plans and understand the upgrade process from
Business Standard to Business Premium.

1
Microsoft Defender for Business is available in Microsoft 365 Business Premium and as a standalone SKU. Read the blog
post to learn more.
Upsell Guide for Partners
Microsoft 365 Business Standard  Microsoft 365 Business Premium

Customer Conversation talking points

1. Comprehensive and cost effective: A complete productivity and security solution, that’s easy to
manage and deploy and cost effective vs. point solutions.
2. Simple activation: No need to deploy additional products; just activate protection capabilities in
the same way as other Office features.
3. Streamlined: Designed for Office apps and Windows, so it protects without hogging system
resources or requiring special add-ins.
4. Top rated security vendor. Gartner recently released Magic Quadrant reports across Endpoint
Management, Access Management and more and Microsoft was a leader in these.
5. Top rated antivirus capabilities. Microsoft Defender AV is now ranked as a top AV product by
tests such as AV Test, AV comparatives, SE labs are more.
6. Designed for a distributed environment. Microsoft 365 Business Premium provides a
comprehensive solution for work from anywhere- with real time collaboration, online meetings,
secure remote access and advanced cyberthreat protection to let you run your business from
anywhere while helping safeguard your business data.
 Microsoft 365 Microsoft 365 Microsoft 365

Reimagine productivity with Business Basic

$6.00 User/month4
Business Standard
$12.50 User/month4
Business Premium
$22.00 User/month4
Microsoft 365 and Microsoft Teams (annual commitment) (annual commitment) (annual commitment)

Teamwork and communication

Online meeting and video call hosting for up to 300 people with Microsoft Teams2   
Bring together all your team’s chats, meetings, files, and apps with Microsoft Teams   
Team sites to share information, content, and files throughout your intranet
  
using Microsoft SharePoint

Desktop, web and mobile versions of Office apps

Fully installed and always up-to-date versions of Microsoft Outlook, Word, Excel, PowerPoint, and
 
OneNote (plus Access and Publisher for PC only) on up to 5 PCs or Macs1
Web versions of Word, Excel, PowerPoint, and OneNote (plus a web version of Outlook)   
Always up-to-date versions of Word, Excel, PowerPoint, and OneNote (plus Outlook)
  
for iOS and Android on up to 5 mobile devices and 5 tablets1
Real-time coauthoring so multiple users can work in the same document, simultaneously   

Email and calendaring

Microsoft Exchange Online email with 50 GB mailbox   
Use your own custom domain name (for example, [email protected])   
Manage calendars, share available meeting times, and schedule meetings   
Exchange Online Archiving 

File storage and sharing

1 TB of OneDrive storage for each user to access, and sync files on any device   

eDiscovery and Audits

eDiscovery 
Litigation Hold 
Email Archiving 

Information Protection
Azure Information Protection Plan 1 

Data Loss Prevention

Message Encryption 
Data Loss Prevention 
Cloud App Discovery 

Email and Collaboration Security

Safe Links in email, chat 
Safe Attachments for email 
Anti-Phishing 

Device Management
Windows device setup and management 
Autopilot
Mobile Device Management 
Mobile App Management 

Identity and Access Management and Security

Conditional Access 
Multi-Factor Authentication 
Shared Computer Activation and AVD
Shared Computer Activation 
Azure Virtual Desktop Win10/11

Endpoint Security – NEW Microsoft Defender for Business3

Cross Platform Next Gen AV (Windows, MacOS, iOS, Android) 
Endpoint Detection and Response, Automated Investigation and Remediation, Threat and Vulnerability

Management

1. Compatible with Windows 10 or later. For complete requirements for PC and Mac see system requirements.
2. For HD calling, compatible HD hardware and broadband connection with at least 4 Mbps required.
3. Microsoft Defender for Business is available in Microsoft 365 Business Premium and as a standalone SKU. Read the blog post to learn more.
4. Price is subject to change based on subscription term, currency and region.

For the most current Microsoft 365 Business Premium SKU information,
please refer to Microsoft 365 Business Premium service description
© 2020 Microsoft Corporation. All rights reserved. This material is provided for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESSED OR IMPLIED.