Demand Generation for Microsoft Solutions: Sales and Licensing Scenarios

Course Description

This course is taught in online mode . The approximate duration of the course is 70 hours That distributes between content and collaboration tools. Upon completion, the student will receive an accrediting diploma.

Training is done through our Virtual Campus , with this modality you will have all the didactic content on the course platform and it will be accessible, from the start day of the course, 24 hours a day, every day of the week. Access to the Campus will be available for 6 weeks.

The student will also have participation forums , as well as a continuous tutoring .

About this course

Microsoft technologies applied to organizations cover all areas of solutions that an organization has. Knowing the technologies and the scenarios where they can provide the most value are the main challenges we address in this course, with practices, 65 sales scenarios, real examples and advice.

Addressed to

Professionals in the ICT sector who want to boost their business with Microsoft solutions, CEOs, managers, business developers, IT professionals who want to optimize their relationships with customers by selling more and better, salespeople, pre-sales engineers, marketing professionals, managers and everyone those who wish to improve their performance and profitability ratios in their organization, as well as meet their annual objectives.


Unit 1:

  • The overall value of Microsoft's proposal. The digital transformation. The digital transformation plan of a company. 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
  • Identification of sales scenarios. From the different Microsoft solutions
  • M365 Licensing. Licensing documentation
  • Remote Work​ in organizations: Opportunities in organizations
  • Security​: how Microsoft allows you to adapt in any area of ​​the organization
  • Secure device management: how XDR and Intune facilitate integrated management with security
  • 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. Opportunities identification
  • 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


What is M365. Advantages, the differential value of each edition for the customer. The Microsoft Solutions Map. SaaS, PaaS, IaaS business models

  • Capex versus Opex​: examples
  • Practice: How to activate a trial account for the Microsoft 365 customer.

​Understanding the business model of each organization, definition of different improvement scenarios, identification of Microsoft technological solutions for each case and generation of opportunities to convert them into sales

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

Analysis of methodologies for the identification of sales needs, real scenarios, questions to clients, study of the situation according to different scenarios. Team 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, Threat Protection
  • Advantages of security with Microsoft. Demo
  • Practical security analysis with Intune and Microsoft Defender

Access to a client trial license with Power BI

  • Practice: how to make a demo with PowerBI

Demos on .PBIX and AI solutions for decision making

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

Analysis of methodologies for the identification of sales needs, real scenarios, questions to clients, study of the situation according to different scenarios. Team work

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


The course is taught in individualized teletraining mode with support as indicated in Individualized Support - Always by your side – nanforiberica

With videos, demos, practices and study materials.

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Soporte siempre a tu lado

Training support: Always by your side

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