Demand Generation for Microsoft Solutions: Sales and Licensing Scenarios

Demand generation for Microsoft Solutions: Sales and licensing scenarios

This course is taught in online format and consists of videos, demos, practice exercises and materials . The course lasts 70 hours . distributes between the content and the collaboration tools. Upon completion, the student will receive a certificate of completion.

The training is conducted through our Virtual Campus, With this option, you will have access to all the course content on the platform, 24 hours a day, 7 days a week, from the first day of the course. Students will also have access to participation forums , as well as a continuous tutoring .

• Access to the platform: 3 months
• Individualized support

Microsoft Demand Generation - Consultative Selling - Sales Scenarios - Microsoft 365 Licensing - Microsoft Azure - Microsoft Security - Business Opportunities

Introduction to the Microsoft Solutions Demand Generation course

This hands-on Microsoft Solutions demand generation course teaches you how to identify opportunities, design consultative sales proposals, and master licensing across Microsoft 365, Azure, Security, and Power Platform. With 70 hours of training and 65 real-world sales scenarios , you'll learn to align customer needs with Microsoft's offerings, calculate business impact, and accelerate the pipeline from qualification to close. The training combines demos, exercises, and industry-specific use cases so you can apply conversational frameworks, upselling/cross-selling, and subscription bundles. Ideal for sales, pre-sales, BDM, and marketing professionals looking to improve lead generation, conversion, and average return on investment (ARR) with Microsoft cloud solutions.

Who is the Microsoft Solutions Demand Generation course aimed at?

IT professionals who want to boost their business with Microsoft solutions, CEOs, managers, business developers, IT professionals who want to optimize their customer relationships by selling more and better, sales representatives, pre-sales engineers, marketing professionals, executives, and all those who wish to improve their performance and profitability ratios in their organization, as well as meet their annual objectives.

Training objectives

Upon completion of the training, the participant will be able to:

• Understand the overall value of Microsoft and how it relates to generating business opportunities.
  
• Identify real-world sales scenarios in organizations, from education, remote work, digital transformation, collaboration, cloud migration, and security.
  
• Analyze customer needs and translate them into Microsoft 365 and Security solutions with a value-driven approach.
  
• Apply methodologies to identify needs, formulate key questions, and propose solutions based on Microsoft 365.
  
• Understanding Microsoft 365 licensing plans and models for SMEs and Enterprise companies.
  
• Develop a simplified and effective sales pitch, prioritizing high-impact scenarios.
  
• Develop an action plan applicable to the participant's organization or client portfolio.

Course Content: Demand Generation for Microsoft Solutions

Unit 1

• The overall value of Microsoft's proposition. Digital transformation. A company's digital transformation plan. Microsoft: a sales universe - M365, Power Platform, Security, and Azure
• Phases of digital transformation and how to build customer loyalty with a strategic transformation plan and Microsoft technologies
• Identifying sales scenarios. From different Microsoft solutions
• M365 Licensing. Licensing Documentation
• Remote work in organizations: Opportunities in organizations
• Security: How Microsoft allows you to adapt to any area of ​​the organization
• Secure Device Management: XDR and Intune facilitate secure, integrated device management.
• Security Licensing
• Conclusions: We analyzed 12 sales scenarios for Microsoft 365 and 19 for security solutions.

Unit 2

• Session presentation: Power Platform and Azure
• Business intelligence: the potential of Power BI
• Automation processes with Power Automate and RPA
• Automation processes for approvals and notifications
• Identification of sales scenarios.
• Cloud migration processes: Azure
• Main migration scenarios in SMEs. Identifying opportunities
• AI and its application for license sales: Microsoft Copilot, GitHub Copilot, M365 Copilot, Edge, Windows 11
• AI scenarios with Azure OpenAI and ChatGPT, Dall-E, and other models
• Conclusions
  

Activities

What is Microsoft 365? Advantages and the differentiating value of each edition for the customer. The Microsoft solutions roadmap. The SaaS, PaaS, and IaaS business models.

• Capex versus Opex: examples
• Practice: How to activate a trial account on the Microsoft 365 client.

Understanding each organization's business model, defining different improvement scenarios, identifying Microsoft technology solutions for each case, and generating opportunities to turn them into sales.

• Practice: Design a strategic digital transformation plan for the client.

Analysis of methodologies for identifying sales needs, real-world scenarios, customer questions, and situation analysis based on different scenarios. Group work.

• Practice: Description of a typical company, how to license it.
• Practice: Productivity scenarios with Outlook 365.
• Practice: Collaboration and productivity scenarios with Teams Demo

Secure Access, Authentication, Protection against threats

• Advantages of security with Microsoft. Demo
• Practice security analysis with Intune and Microsoft Defender
  

Access to a customer trial license with Power BI

• Practical exercise: how to create a demo with Power BI

Demos on PBIX and AI solutions for decision making

• Practice: How to automate an approval process in an organization

Analysis of methodologies for identifying sales needs, real-world scenarios, customer surveys, and situation analysis under different scenarios. Group work.

• Main services available
• Demo and group work
  
• Demo on AI and decision making
  
• Examples and opportunities
  
• Action plan: activities to be developed to convert opportunities into sales.
  

Prerequisites

The course does not require advanced technical knowledge, but it is recommended that the participant have:

• Interest or participation in sales, consulting, productivity or business management activities.
  
• General familiarity with Microsoft 365 as a productivity suite and its main applications.
  
• Willingness to analyze real customer scenarios and participate in practical activities such as opportunity identification exercises.
  
• No prior technical experience or knowledge of Microsoft 365 administration is required.

Other training modalities

If you are interested in taking this course in person or remotely, please contact us:

• Mail: info@nanforiberica.com
• Phone: +34 91 031 66 78
• WhatsApp: +34 685 60 05 91