HEX-Office 365 – key areas to an upsell campaign

Categories: Productivity
Tags: Hosted Microsoft Exchange Microsoft 365
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Instant messaging, social networking and chat, are becoming increasingly important communication streams within the workplace. However, email remains the tool of choice for communication internally and externally for the majority of businesses.

Today 269bn business emails are sent daily – and this figure is expected to rise to 319.6bn in 202.

Microsoft Exchange remains at the heart of email communication, with Hosted Exchange (HEX) the most viable platform for most organisations – until now, with businesses across industry, size and make-up increasingly making the move to Microsoft Office 365.

Oliver Moazzezi, Vuzion Technical Architect, Projects, Development and Innovation, says, “The last two years have seen significant advances in technology and a paradigm shift to the cloud.

“Microsoft Exchange hosting providers deliver a high quality service, and remain as enthusiastic as ever to deliver these services.

“However, the issue for most of your customers will lie in the fact that Microsoft operates with ‘Cloud First, Mobile First’ and ‘Intelligent Cloud’ mantras. This means that new features and capabilities will appear in Office 365 first, and with only a certain percentage coming to hosted customers. This is due to the complexity of the service being offered, as well as some of the features – such as PowerBI and Delve, that use big data and analytics – requiring hyperscale cloud architecture to operate fully.

“The gap in service features between hosted and Office 365 will be widening each quarter.”

Exchange Online is a strong product, and there are many reasons for a customer wanting a modern email system to choose to migrate to Exchange Online. Benefits to the customer on moving to Office 365 – including improved communication, collaboration and productivity, enhanced security, and the advantages of monthly billing and infrastructure-free and evergreen software – represent a major upselling opportunity for the partner.

But it isn’t always easy to persuade customers to migrate. Most are extremely happy with HEX – otherwise they would already have moved.

We’ve, therefore, put together a list of key areas to consider that can help when putting together an upsell campaign.

Our eBook, Migrating Hosted Exchange (HEX) Customers to Microsoft Office 365: THREE KEY AREAS TO AN UPSELL CAMPAIGN, looks at the importance of:

  • Segmenting your customer database and focusing campaigns depending on organisation size
  • Defining your offerings up-front (incorporating multiple add-ons), migration and support packages
  • Creating a dedicated upsell campaign, incorporating sales training, the creation of supporting collateral, for example.

And Vuzion can help with advice and resource to cover any capability or capacity requirements.

Craig Gordon, Head of Vuzion, comments, “We are seeing an increasing number of partners moving from Hosted Exchange to Office 365.

“We’re finding those resellers offering HEX only to be most at risk at the moment, and are here to help those partners to make the transition to taking their customers on the digital transformation journey.

“And, migration to Office 365, is only the first stage in a customer’s journey to Microsoft 365 – the one complete solution to empower customers, incorporating Office 365, Windows 10, and Enterprise Mobility + Security (EM+S).

“The increased profit opportunities are massive with these additional services.”

Our eBook, Migrating Hosted Exchange (HEX) Customers to Microsoft Office 365: THREE KEY AREAS TO AN UPSELL CAMPAIGN is free to download.

We’ve also published Microsoft Office 365: Introduction to Email Migrations which you’re welcome to download, and created a series of technical briefing documents (Level 3 Standard Definition) covering the three migration types, managed staged, assisted migration, and managed cutover.

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