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Go-to-Market Guidance

Go-to-Market Guidance

To design a Copilot offer for customers, you need a solid GTM plan.  Our GTM Guide is packed full of practical tips to help you get underway.

 

Be Your Own Customer Zero.

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.

Positioning.

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.

Designing an Offer

Consider how your offer may vary based on customers that are entirely new to Copilot vs. those that are already up and running.

  • New Copilot customers:

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.

  • Existing Copilot customers:

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. 

Message to Market

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. 

Sample Messaging 
Start with Confidence: Get started with professional guidance and support to help navigate the setup and initial use of Copilot, ensuring value from day one. 
Evaluate Copilot with Less Commitment: Hands-on experience with Copilot without long-term commitments, offering flexibility to evaluate its benefits at your own pace. 
Flexible Billing Options: Take advantage of the recently launched annual commitment monthly billing option, as well as Nonprofit pricing options available. 
Simplify AI Preparation: Review security recommendations to optimize rollout and identify initial users, all with expert guidance. 

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.  

Achieve an attractive price point with Co-Terming

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.

Learn more about co-terming. 

Why promote Copilot to your customers?

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. 

  • Licensing: Co-terming licenses can reduce the initial cost for customers. 
  • Services: Incorporating services in the designed offer helps partners achieve better margins. Delivering this offer is cost-effective and represents substantial value to the customer. 
  • Training & IP: Microsoft provides training valued at $5,000 USD, adding significant value without additional costs. 

By promoting Copilot, you can help your customers: 

  • Enhance Productivity: Automate repetitive tasks and allow their teams to focus on more strategic work. 
  • Improve Collaboration: Use AI to streamline workflows and improve communication. 
  • Gain Insights: Leverage AI to analyse data and generate actionable insights. 

 

How Crayon can Help

How Crayon can Help

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!

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