Before you successfully land an offer, its recommended you become your own Copilot customer zero. To help get familiar with Copilot, take advantage of partner training and demo assets.
Talking to your customers about how you use Copilot in your own operations can give customers confidence that your solution knowledge is matched with a practical understanding of its business benefits.
Consider how you can shape a Copilot offer that is an ‘easy-get’ for customers that are keen to get started quickly. Data security is often a key consideration, so check out this article on how you can give them confidence in a secure Copilot implementation.
Consider how your offer may vary based on customers that are entirely new to Copilot vs. those that are already up and running.
A comprehensive “getting started” offer should include a set of services, user enablement, and Copilot licenses. Focus on the ease and simplicity of onboarding, and the role you’ll play in helping customers to quickly evaluate Copilot’s benefits.
Those already engaged with AI can extend their usage to additional cohorts or departments. Promote the benefits of using your offer to expand integration across teams and accelerate the results with workshops and training.
These bundled components provide a comprehensive solution for customers at different stages of their AI journey.
Targeting Guidance
Focus on existing Microsoft 365 customers, particularly those with upcoming renewals. It is useful to consider the timing of a new offer to take into account renewal cycles, which usually happen between January and March.
If you miss the window to shape your Copilot offer for the renewal cycle in H1, don’t worry! The next key seasonal cycle is the start of a new financial year. Having an offer in market a few months ahead may increase the chances of being included in budget requests and approved allocations for H2.
Tailor your marketing approach to drive awareness and capture interest.
Develop a narrative that addresses key customer challenges by highlighting different aspects of Copilot.
For new users, emphasise the possibilities AI offers and how it can empower their team.
For existing users, focus on how it can boost their productivity and help them achieve their best work.
Showcase how quickly and confidently Copilot can transform their workflow, providing them incredible value from the start.
By following this GTM strategy, you can effectively promote the Copilot offer and drive customer engagement.
Check out this additional guidance from Microsoft on developing an effective Copilot offer.
To achieve an attractive price point and minimize commitment, consider co-terming licenses. Co-terming aligns the subscription end date of a new Copilot for Microsoft 365 subscription with an existing Microsoft 365 subscription, reducing upfront licensing costs.
Example:
Existing Subscription: Microsoft 365 Business Premium, ending January 31, 2025.
New Copilot Subscription: purchase on November 1, 2024, for one year.
Result: The Copilot subscription is pro-rated to three months, ending January 31, 2025.
This enables customers to start using Copilot with reduced financial risk and commitment of 3 months. Remember, co-terming is available only to customers who have purchased the underlying Microsoft 365 licenses from you.
Copilot for Microsoft 365 is revolutionising the way we work by integrating AI across the suite of Microsoft 365 apps.
Promoting how Copilot aligns to your customers’ uplift goals for workplace productivity shows you are on the pulse with modern workplace trends.
Position yourself to respond for the growing SMB appetite for AI and their increased spending intent in this solution domain.
By promoting Copilot, you can help your customers:
Crayon has an established track record of delivering Data and AI solutions to enterprise organisations. Our channel team leverages in-house expertise from around the globe to support accelerated learning for partners in the APAC region.
We provide a full stack perspective that ensures partners receive in-depth, strategic enablement to secure immediate opportunities with Copilot, and enjoy long-term growth in the age of AI.
Partners can engage our channel team to organise on-site or virtual workshops, facilitate information sessions with their customers, and to discuss ongoing SureStep training and enablement.
A comprehensive overview of how we can help is available on our Copilot page and through our enablement webinars.
If you are interested in discussing any of the enablement, training and workshops available, please get in touch with the Technology Advisory Group for Productivity, and we will be in touch!
Sales and Marketing
Business leaders don't live in the tools. They live in the outcomes. The metrics they care about most are not always limited to compliance and risk. So how do you connect data protection to the big-ticket objectives, when they're less obvious? Our in-house pre-sales expert, Michael Brooke explains.
Guides and eBooks
As SMBs mature in the Data Protection lifecycle, they need help to optimise spend, reduce the compliance burden and ensure results align to business objectives. The third installment of our Data Protection Playbook series provides practical guidance for partners on how to address emerging pressure and connect ongoing investment to measurable business value.
Training
Copilot Agents: what are they and how do they differ from AI assistants and chatbots? Our in-house Copilot expert Ksenia Turner explains the use cases and service opportunities for partners.
Blogs
Fragmented data protection systems and processes create compliance proof-gaps for SMB customers. Scott Hagenus, Director, Cybersecurity here at Crayon explains.
Sales and Marketing
Ever wonder why a pitch has some IT Managers leaning forward, while others glaze over? Michael Brooke, Cybersecurity Pre-Sales Lead offers some insight on how to tune your approach to chime with different technical mindsets.
Guides and eBooks
How can partners help their SMB customers to move from silos of security and continuity to a more cohesive, measurable and insurable data protection framework? The second edition in our Data Protection Playbook series maps out their journey, and yours.
Vendor Announcements
Copilot for Business has landed at Microsoft Ignite 2025, levelling the GenAI playing field for SMB customers. Learn all about it from our man on the ground, Andreas Bergman.
Press Release
Press Release
Blogs
As cybersecurity and continuity converge in platforms and in practice, partners need new playbooks to address modern Data Protection standards. Our in-house cybersecurity pre-sales lead, Michael Brooke explains why.
Guides and eBooks
What triggers an SMB customer to begin exploring their need for better Data Protection? The first of our four Data Protection Playbooks for partners breaks down how to position and win in the Pre-Adoption and Exploration stage.
Insights
Data Protection priorities are shifting for SMBs. Ramp up your ability to respond with curated insights, articles and resources to help you guide every customer conversation with confidence.
Partner Spotlight
In this Partner Spotlight, Acceltech Managing Director Ivy Tarrobago shares how Crayon’s responsive support enhances client outcomes and business growth.
Whitepapers
Data Protection is a must for all SMBs but how can partners align solution investment with critical business objectives? Our latest paper shows you how.
Press Release
Crayon has been recognised with a huge double win at the CRN Channel Asia awards ceremony.
Insights
All the latest insights, articles and resources on M365 Copilot, curated into one place.
Insights
SMB customers are storing greater volumes of sensitive data in more places than ever. Secure backup and recovery practices are essential to how they protect it.
Partner Spotlight
Bigfish Technology saved AU$20,000 on its annual Microsoft licensing after one call with Crayon and has since built a strong partnership that enabled Bigfish to get access to Crayon’s expertise and vendor ecosystem.
Insights
Insider risk is a subtle and continuous challenge for SMB customers. Turn it into a manageable and quantifiable aspect of their Data Protection strategy.
Blogs
From rethinking backup to governance frameworks and behavioural analytics, what's involved in building a complete Data Protection strategy for SMB customers?
Insights
We explore the evolution of Microsoft's channel strategy over the past ten years, and what can be learned by viewing it through a Value Cycle lens.
Guides and eBooks
The Microsoft Fabric Partner Guide curates our recent articles, videos and resources to accelerate Crayon partner learning.
Webinars Series
Designed by our M365 Copilot SureStep experts, the workshop will help you to start selling and deploying Copilot and AI projects for your customers.
