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Microsoft Teams Exploratory Experience Conversation Guide for Partners Western Europe | April 2022 This document is meant to support Microsoft partners and resellers in approaching Teams Exploratory target customers in Western Europe, with the main goal to upsell these customers to a paid licensing option that includes Microsoft Teams and would allow them to keep using the full range of features without losing their data after 12 months of usage. Summary Microsoft Teams Exploratory Trials Partner opportunity in Western Europe Conversation Guide for Partners Call Script Resources Microsoft Teams Exploratory Trials The Microsoft Teams Exploratory experience allows users of commercial customers with Azure Active Directory (Azure AD) and not licensed for Teams (e.g., customers with Microsoft Apps for Business or Exchange Online) to initiate a 12-month Teams exploratory experience. Unlike other trials, the Teams Exploratory experience can only be initiated by end-users. Admins can't initiate this experience on behalf of their end-users. A specific version of this trials, that we call Teams Exploratory V1 trials (initiated between February 2020 and February 2021), allowed end-users to set up a trial with no expiration date (expiry year 2853). Trials initiated during that period are still active today, allowing users to benefit from a full Teams experience for free. Effective May 2022, Microsoft will initiate expiration of Teams Exploratory V1 trials. Message Center content that will be surfaced for tenants that will be manually ended after 30 days: TITLE: ACTION REQUIRED: Move users to a paid subscription that includes Microsoft Teams so they won’t lose access MC POST BODY: There are users in your organization that have Microsoft Teams Exploratory trials that expire June 1, 2022. To make sure these users can continue using Microsoft Teams, they will need a paid subscription to Teams. [When will this happen;] Your Microsoft Teams Exploratory trials expire on June 1, 2022. [How this will affect your organization:] If you don't move these users and they lose access to Microsoft Teams Exploratory, their customer data will be handled in accordance with the Microsoft Online Subscription Agreement and the Online Services Terms. [What you need to do to prepare:] Assign paid licenses for a Microsoft 365 subscription that includes Teams to users with a trial license. You can choose an upgrade path and then assign licenses. If you have a Microsoft partner or Microsoft account team, you can also work with them to upgrade your users. Learn how to upgrade users from the Teams Exploratory trial [Additional information:] Manage the Microsoft Teams Exploratory license Users will lose access to Teams 30 days after the experience's expiration date. As long as users are assigned a paid license within 60 days of the expiration date, they can regain access to Teams and all content still exists. However, after 60 days, the users’ data is deleted. After a new license is assigned to the users to enable Teams functionality, if they are added within the grace period time frame, all content remains. Partner Opportunity in Western Europe Context Teams Exploratory Experience had a pretty good traction in Western Europe, with over 200K SMB customers who signed for trial in 2020. This kind of offering was perfectly meeting customers needs, especially during the pandemic, when organizations were struggling to stay connected and keep working remotely. With the return to office and different market conditions, the way we work has now changed, but Microsoft Teams remains a major help for all-sized organizations productivity and communication, and can be the enabler of continuous innovation and flexibility. Teams Exploratory trials have 2-3x higher conversion rate when compared to regular trials. This is the opportunity for partners to expand their business with existing customers, both in terms of upsell to a higher paid license and/or to attach partner’s managed services. Partners can help the customer admin identify the most appropriate option to upgrade from Teams Exploratory to a paid subscription with Microsoft Teams. Conversion to paid guidance Teams Essentials is the best conversion path for customers that are on Teams Exploratory. Also, Teams Essentials can be an entry point for a future upsell to the full Microsoft 365 for Business suite. If the customer is already paying for Exchange Online or Apps for Business, the most cost-effective option for them is to upgrade to Microsoft 365 Business Basic or Microsoft 365 Business Standard, respectively. Ultimately, Microsoft 365 Business Premium, with advanced endpoint protection features included since Microsoft Defender for Business launch in March 2022, is an even more compelling offer for small and medium businesses, providing them with a comprehensive productivity and security solution to help them run their business securely, from anywhere.
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