One of the most popular Office 365 plans that many partners are selling is Exchange Online Plan 1.
For just US$4/AU$5.60 per user per month, customers get 50GB of secure and reliable business-class mailbox, web-based access and outlook client on mobile devices, anti-malware, anti-spam protection etc. The best part is that partners and customers don't have to worry about the mundane management and maintenance of hosting their own mail servers anymore, and will be able to focus on activities that generate higher values and returns for their businesses.
However, Exchange Online Plan 1 offers little value when compared with Office 365 Business Essentials. With just additional US$1/AU$1.40, Office 365 Business Essentials plan offers users 50GB of Exchange Online mailbox space PLUS Office Online for productivity on the go, Microsoft Teams, Yammer - for corporate social networking, Skype for Business - for team collaboration, a huge 1TB of OneDrive for Business document storage and cloud attachments so that the attachment does not take up email space, SharePoint Online and more. This is not like topping up a dollar to get McDonald's Big Mac meal with fries and a coke. It is more like paying for fries and then paying a dollar more to get a Big Mac, soda, Chicken McNuggets and a ShakeShack burger. By educating and helping customers to adopt and use these Microsoft online services, our partner is no longer simply an email reseller, but a trusted, business advisor who partners with customers to improve business process and productivity.
I also mentioned SharePoint Online Plan 1 in the blog title. In fact, SharePoint Online Plan 1 costs the same as Office 365 Business Essentials, which also includes SharePoint Online Plan 1. So why get a burger when you can get the entire meal for the same amount of money?
For an Enterprise customer who needs email service for desk-less workers, a partner should offer Office 365 Enterprise K1 plan. The Enterprise K1 users only get 2GB of email storage space rather than 50GB, but this should not be a concern to these types of workers because they usually don't need to send or receive large attachments. Office 365 Enterprise K1 users get Exchange online with 2GB of mailbox space plus access to other Microsoft online services such as SharePoint, Yammer, Delve, Office 365 Groups, Sway and Office Online - for productivity on the go, for the same price as Exchange online (US4/AU$5.60). Again, if the customer has less than 300 users, why not add US$1/AU$1.40 per user per month to get Office 365 Business Essential plans?
The following table explains what your customer gets when they purchase Office 365 Business Essentials and Enterprise K1 instead of Exchange Online Plan 1 and Sharepoint Online Plan 1. it demonstrates the benefits customers can get just by adding US$1/AU$1.40 more. Therefore, please do not sell Exchange Online Plan 1 and SharePoint Online Plan 1 to your customers anymore. Your sales cycle might be slightly shorter, but you are missing out the opportunity to increase recurring license revenue, expand your business and gain customer stickiness.
By, Jye Yau (JY) Wong, Partner Enablement Specialist (CSP), rhipe