The Pax8 and

Microsoft Playbook
Learn how our Microsoft expertise can help you
optimise and enhance your Microsoft experience.

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Guide navigation
The Pax8 and Microsoft Guide: A blueprint for your Microsoft journey . . . . . . . . . . . . . . . . . . . . . . . . 1-2

Solutions. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3-9
M365: Remote work and security . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 3
M365: Collaboration and communication . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .4
Keeping up with M365: New names, same features . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 5
Microsoft Teams Essentials: Connection and collaboration for SMB clients. . . . . . . . . . . . . . . . . . . . . .6
Azure: Unlock the power of IaaS. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 7
Azure: Going further with AVD, RIs, and DCO. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .8
Dynamics 365 / Power Platform: Business apps . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .9

Optimise and enhance . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10-11

Make the most of your Microsoft program . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 10
Technical presales and deployment consultation benefits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 11

Microsoft for nonprofits . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Technology for social impact. . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 12

Your Microsoft experts . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . .13-14

Why Pax8? . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 13
Do it all in the Pax8 Marketplace . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . . 14
The Pax8 and Microsoft Guide:

A blueprint for your

Microsoft journey

Microsoft and the shifting landscape of modern work

Microsoft is the cornerstone of modern business technology. In 2020, businesses of all sizes had to find ways
to enable remote collaboration while keeping their workers and data secure as the world shifted rapidly to
remote work on a global scale. Today, as some employees return to the office and others continue to work
remotely, employers have a responsibility to make work worth it for their teams. The integrated nature of the
Microsoft stack is foundational to driving hybrid workspaces that allow for seamless collaboration and strong
interpersonal relationships for all businesses, no matter where their employees are. To stay relevant, it’s vital for IT
providers and technology advisors to build a comprehensive Microsoft technology stack while maximising the
potential of their Microsoft program participation.

36% 43%
of organisations have dealt with a of business leaders say relationship-
security incident due to an unsecured building is the greatest challenge in
remote worker 1 hybrid and remote work 2

How Pax8 enhances your Microsoft experience

Growing your Microsoft practice is easier than ever with The Pax8 and Microsoft Guide. We simplify your
Microsoft experience to make it easy to adopt in-demand Microsoft solutions, optimise your Microsoft program,
and find opportunities to sell more – all while streamlining the management of your complete cloud tech stack.

• Expertise to help you earn more margins, optimise incentives and rebates, and keep up with program and
product changes.

• Modern marketplace to easily manage your licences with consolidated billing, instant provisioning, and
integrations with your preferred PSA tool.

• Technical support to quickly resolve your Microsoft issues with in-house Pax8 engineers – reducing the
need to escalate tickets to Microsoft.

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1
The Pax8 and Microsoft Guide:

A blueprint for your

Microsoft journey

Whether you’re brand new to Microsoft or already purchasing through another distributor, Pax8 can effortlessly
move your seats today. From expanding your existing Microsoft clients and migrating on-prem clients to landing
net-new clients, Pax8 enhances your entire Microsoft experience so that you can make more possible for the
modern workplace.

Accelerate cloud Secure remote workers Power business apps

Enable remote work
migration and achieve and ensure business to drive data-based
collaboration
digital transformation continuity decisions

How to maximise every step of your

Microsoft journey with Pax8

1. Set up the foundation of your program participation by 6. Power modern workflows and data visualisation with custom
choosing a competency and learning to optimise your business apps and dashboards through Dynamics 365 and
incentives and rebates. Power Platform.

2. Utilise your Technical Presales and Deployment Consultation 7. Be more profitable/Increase revenue by offering managed
membership benefits to gain confidence in your client services to harden Microsoft environments, secure remote
conversations and get expert help designing, pricing, and workers, deploy Azure Virtual Desktop, and build custom apps.
deploying solutions.
8. Expand your team’s expertise through education, upskilling,
3. Guide clients toward digital transformation with Azure and by and certifications.
migrating from on-prem to O365 or M365.
9. Advance even further with the Azure marketplace and
4. Standardise on integrated communication and collaboration optimise your Azure practice by leveraging Reserved
solutions for remote work, such as Microsoft 365, Microsoft Instances, Azure Hybrid Benefit, and Data Centre Optimisation.
Teams, and M365 Business Voice.

5. Tell a story about reducing risk (especially in remote work

environments) with the security and business continuity
features of M365 and Azure.

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2
Solutions

M365: Remote
work and security

Over 30 billion collaboration minutes per day! 3

Designed for the needs of small to mid-sized enterprises, Microsoft 365 More resources
Business Premium offers a single, integrated technology solution that Download
combines the Office productivity apps users know and love with granular Guide: Power up with
device management and best-in-class security features. Microsoft productivity
and unified security
Empower remote teamwork: With Microsoft Teams as a collaboration
hub, M365 empowers your clients to work from anywhere, while Azure Use
Virtual Desktop (AVD) protects remote workers’ data and devices by Teams training video:
allowing them to work securely on a virtualised Windows 10 desktop. free, white-labelled Teams end
user training video
Defend data, documents, and the inbox: Advanced security features add
a layer of defence against cyber threats to protect business data,
files, and emails.
Control and protect devices: The device management capabilities of
M365 simplify device configuration and deployment, allow full control
of company-owned mobile devices, and protect company data on
personal devices.

Advanced Device
Productivity
security management

Office applications External threat protection Device management

Word, Excel, PowerPoint, Outlook, - Microsoft Defender for O365 Microsoft Intune
and more - Multi-factor authentication - Microsoft Intune
- Enable Windows Defender - Windows Defender Credential
Online services Guard
- Enable BitLocker
Exchange, OneDrive (1 TB), Teams, - SSO > 10 Apps
and more Internal data leak - Conditional access
Advanced services prevention - Shared computer activation
- Data loss prevention
Exchange Online Archiving Deployment assistance
- Azure information protection
Remote enablement - Windows Autopilot
- Microsoft Defender for Business
- Azure information protection
Azure Virtual Desktop (AVD)
- Auto-installation of Office apps
- AAD auto-enroll

Each time we’ve described what’s included with Microsoft 365, clients want to move forward,
recognising immediately the value to their business, security, and success.
President | machineLOGIC

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3
Solutions

M365: Collaboration
and communication

Microsoft Teams
Over 115 million daily active users! 3
Microsoft Teams is the hub for collaboration and
teamwork inside M365 — integrating chat, video
meetings, calling, file sharing, screen sharing, document Persistent Chat
and Group Chats
Integrated
Calendar

collaboration, presence, calendaring, and expanded

capabilities through customisable app extensions. Document
Collaboration
Presence
Status

Popular Teams third-party app Microsoft Integrations

for Expanded Calling
extensions include:
Capabilities

Business Apps: Salesforce, ADP, Zoom,

Google Analytics Video Screen
Meetings Sharing

Project Management: Wrike, Trello File

Sharing

Marketing: HubSpot, Mailchimp, Constant Contact

MSP tools: GitHub, Zendesk, Jira

Microsoft 365 Business Voice

M365 Business Voice is a modern cloud-based telephony add-on to Microsoft Teams that enables you to make
and receive calls from anywhere, on any device. Together, they deliver an all-in-one communication solution.

• Cloud-based phone system for reliable and secure calling across your computer, mobile device, and/or
desk phone, with advanced features such as call transfer, auto-attendants, and call queues.
• Built-in audio conferencing with a dial-in number for up to 250 people per meeting.
• Included domestic calling plan – get a new number or migrate existing ones (or bring your own calling plan).

M365 Business Voice target user profile

M365 Business Voice is a great fit for employees that do a lot of external dialing, such as sales reps or teams who
often need to interface with external clients and partners.

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Solutions

Keeping up with M365:

New names, same features

What’s included in each M365 tier?

Microsoft 365 Business Basic

Cloud services

Microsoft 365 Business Standard

Cloud services and desktop apps

Microsoft 365 Business Premium

Cloud services, desktop apps, and advanced security

Microsoft 365 apps for Business

Desktop apps

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5
Solutions

Microsoft Teams Essentials:

Connection and collaboration for SMB clients

Microsoft Teams Essentials is a stand-alone offering for small and mid-sized businesses (SMBs) that brings
together the best of Teams with meetings, chat, calling, and collaboration. It provides a new entry point into
Microsoft 365 ecosystem for businesses with 300 or fewer employees that are specifically looking for rich
meetings, calling, and collaboration experiences.

Upgrade Enable Simplify document

online meetings dynamic chats storage and collaboration
Provide your clients with Persistent chat, searchable With access to Office in Teams
professional features including history, and in-line file sharing or online, your clients can create
virtual backgrounds, screen and collaboration let your documents, share in meetings and
sharing, and recording from clients keep conversations chat, and store files in the cloud.
any device. going internally and externally.

Teams Essentials lets you deliver a full Teams experience to SMB clients without having to deploy the full
Microsoft 365 suite, and it’s built for easy implementation. It works seamlessly with on-premises or hosted
exchange, integrates with a client’s existing email system, and allows for a single calendar view. It includes
access to cloud versions of Microsoft 365 apps and enables file and document sharing among users. It also
includes per-user cloud storage for documents and files.

Teams Essentials at-a-glance

Channel availability Partner only

General
Seat cap 300
Group meeting participants 300
Meeting duration 30 hrs
Unlimited chat ✓
Core Teams
1:1 calls/meetings and screen sharing ✓
experience
Virtual backgrounds ✓
Live closed captions ✓
Guest access ✓
Office Web and mobile Microsoft 365 apps ✓
Fire and document cloud storage (per user) 10 GB
Productivity Channels ✓
Third-party Teams integrations ✓
Admin Centralised Management ✓

Teams Essentials is an easy, cost-effective entry point into the world of Microsoft productivity
for SMB clients, so their people can connect naturally, stay organised, and bring ideas to life.

Reach out to your Pax8 rep to learn all about selling Teams Essentials.

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Solutions

Azure: Unlock the

power of Iaas

Microsoft Azure is a growing collection of integrated cloud services used to build, deploy, and manage data and
applications through Microsoft’s global network of data centres. With more than 90 compliance certifications,
including ISO, HIPAA, IRS, and ITAR, Azure also streamlines data compliance.

If your client stores data in a legacy system or if they need a better way to analyse data from current cloud
applications, migrating those workloads to Azure creates a new revenue stream for you and a single source of truth
for mission-critical business data. Unfortunately, data migrations can be costly without the right tools or expertise and
Azure can seem daunting due to the complexity of its 20,000 SKUs and usage-based billing model.

Adopt and unlock the power of Azure though Pax8

Pax8 has the deep Azure expertise necessary to help you develop an Azure practice. Our two-day Azure
Bootcamps help partners navigate the complexities of adopting and selling Azure, while the Pax8 Marketplace
simplifies Azure management through:

• Predictive cost analytics calculates data to enable optimisation of techniques and strategically lower costs.
• Threshold management notifies you when approaching customised, consumption-based thresholds.
• Detailed billing shows your clients’ granular billing data.

Additionally, Pax8 Professional Services can assist you with any Azure deployment, AVD implementation, or data
migration project. With the help of our team of cloud infrastructure architects, you can leverage the power of
Microsoft Azure with your clients to ensure regulatory compliance and improve data governance.

• Extend on-premises Active Directory to cloud-based Active Directory

• Enable MFA and SSO through identity management
• Migrate existing or new services to Azure
• Leverage Azure for disaster recovery and backup
• Harden Azure with Azure Defender for Servers
• Design and architect Azure environments

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Solutions

Azure: Going further with

AVD, RIs, and DCO

Azure Virtual Desktop (AVD) + Nerdio

AVD (which is included with M365) enables central management and security of users’
desktops by creating Windows 10 virtual desktops in Azure, allowing end users to work
remotely with a secure connection and securely store data in the cloud rather than on
their local device. AVD separates the computer environment from user devices, greatly
reducing the risk of confidential information being left on a personal device.

Pax8 works with industry leader Nerdio to help partners easily estimate costs,
automate, manage, and optimise AVD deployments.

Azure reserved VM instances + Azure hybrid benefit

Partners can realise major discounts on virtual machines by moving from a pay-as-you-go model to 1-year
or 3-year commitments on reserved VM instances (RIs). By reserving VMs in advance, you can better manage
costs across predictable and variable workloads – improving your forecasting with a single upfront payment or
lowering your upfront cash investment with monthly payment options. You’ll still have the flexibility to exchange or
cancel reservations should your needs evolve.

You can achieve even deeper discounts by stacking RIs with Azure Hybrid Benefit, which allows you to maximise
licence investments by utilising existing on-premises Windows Server licences or purchasing them through Pax8 for
your Azure deployment.

Pax8 Infrastructure Solutions Consultants can help you select the right VM solution to achieve the greatest savings,
determine when RIs and Azure Hybrid Benefit are relevant to your project, and build go-to-market strategies.

Data Centre Optimisation (DCO) Program

Partners with a mature Azure practice and an upcoming data centre migration project should look into
Microsoft’s Data Centre Optimisation program through Pax8. This program helps partners reduce cost and risk,
and accelerate migrations to deliver client success. Participants commit to an Azure revenue spend to gain the
benefits of:

• Significant offers and incentives

• Engineering escalation support
• Azure deal support and review
• Microsoft tools for building deals, aligning workloads, and planning migrations

If you’re interested in the DCO program, reach out to your Pax8 account manager to qualify!

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Solutions

Dynamics 365 / Power

Platform: Business apps

With the process automation capabilities of the Microsoft Dynamics 365 Power Platform, you can now take
direct control of workflows and customise solutions for your clients’ business challenges. With pre-built
templates, 275+ connectors, and ‘record, point, and click automation’, Power Platform enables you to easily build
apps, automate workflows, and analyse data to activate digital selling and drive data-based decision-making
across all departments.

• Power BI creates dashboards for Power Platform

powerful data visualisation.

• Power Apps makes it easy to

modernise processes by building
apps with little or no code, across
any system (on-premise or cloud) on
the platform they use today.
Power BI Power Apps
• Power Automate improves Business analytics Application development
productivity and reduces
manual processes with
workflow automation.

• Power Virtual Agents helps

businesses respond rapidly to
customer and employee needs — at
scale — using intelligent chatbots. Power Automate Power Virtual Agents
Intelligent virtual agents Process automation

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Optimise and enhance

Make the most of your

Microsoft program

We believe in rewarding Pax8 CSP partners for driving the activation and enablement of Microsoft clients. As
your Microsoft experts, we’ll show you how you can earn additional margins on net-new Microsoft clients and
navigate the Microsoft incentives and rebates requirements. Here’s your checklist:

1. Attain one of the six Solutions 4. Complete onboarding to the CSP

partner designations. Incentive tool.

2. See the list of available Microsoft incentives. 5. Take advantage of membership benefits
such as Technical Presales and Deployment
3. Actively sell with a valid Microsoft Cloud consultations.
Reseller Agreement.

The Microsoft Incentives/Rebate structure changed on 1st January, 2023. Read this guide to learn more.

Don’t leave money on the table from Microsoft!

Our Pax8 Microsoft experts created a guide to clear up the
confusion around competencies, incentives, and rebates.

Get the guide

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Optimise and enhance

Technical presales and deployment

consultation benefits

Your Silver or Gold membership includes several advisory hours that

you can use for technical, deployment, or presales consultations with More resources
Microsoft experts. Presales consultations are unlimited!
Learn
These benefits are meant to help you grow your Microsoft practice Using Technical Presales and
by expanding your technical capabilities, and building, pricing, and Deployment Services:
deploying solutions more effectively. By taking advantage of your Find out the requirements for
technical consultation benefits to progress your product knowledge, you these consultations and how to
submit a request in the
can move into higher revenue sales scenarios as you learn to identify
Partner Centre.
upsell opportunities from Modern Workplace solutions to Dynamics and
Azure projects.

• Technical consultations (uses advisory hours). Request a technical training session on any Microsoft product
to learn how to have high-level conversations with clients.
• Deployment consultations (uses advisory hours). Get expert advice to ensure client deals are deployed
correctly, on-time, and with a high level of client satisfaction.
• Presales consultations (unlimited for Silver and Gold membership). Access Microsoft presales consultants
and engineers for advice on client opportunities, including help designing and pricing solutions.

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11
Microsoft for nonprofits

Technology for
social impact

To help partners deliver affordable and innovative cloud solutions and drive digital transformation for eligible
not-for-profit organisations, Microsoft has donations and discounts available for M365, Azure, and Dynamics
365 licencing, as well as training and resources to help them succeed.

More resources
Learn
Program overview: learn more about Microsoft’s
Partners for Social Impact Program

Learn
FAQ and eligibility info: learn how to register
your not-for-profit clients

Download
eBook: Crash Course in M365
Business Premium for Nonprofits

Move your not-for-profit clients to

M365 Business - first 10 users are free!
To make the benefits of M365 Business more affordable to not-for-profit organisations of all sizes, Microsoft
has a special offer that provides not-for-profit organisations with free M365 Business for up to 10 users, and
discounted pricing of approximately $5.50 per additional user per month (M365 Business is typically $22.00 RRP).

Get started

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Your Microsoft experts

Why Pax8?

Pax8 enhances and simplifies your Microsoft experience with our modern marketplace, in-house expertise, and
technical support.

We’ve made Microsoft (and everything cloud) so straightforward that it’s easy to see why thousands of MSPs
and IT service providers across the US, Canada, Europe, and the APAC region are switching to Pax8.

2012 1,300+ 70+ 25,000+

Founded Employees Vendors Partners

IT Europa
IT Nation Evolve CRN
Channel Programme
Best Partner Program Partner Program
of the Year
2020 2020
2022

A modern partner experience

Pax8 simplifies the way organisations buy, sell, and manage cloud solutions, empowering our partners to
achieve more with cloud technology. Our born-in-the-cloud marketplace modernises the channel’s cloud
journey with consolidated billing, automated provisioning, and industry-leading PSA integrations. And our
technology is backed by our world-class partner experience that provides responsive support alongside the
education and resources you need to grow your cloud business. If you want to be successful in the cloud, you
need to work with Pax8.

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Your Microsoft experts

Do it all in the Pax8 Marketplace

Our dynamic marketplace helps partners seamlessly deliver and manage cloud solutions. Quote, order, bill, and
provision all of your cloud products in one place, with a single monthly invoice. And, with built-in data analytics and
business intelligence, the Pax8 Marketplace provides the insights you need to optimise your margins and sell more.

Ordering Managing clients

Buy Microsoft and other cloud products instantly from Get a comprehensive view of your entire Microsoft
one place with the intuitive ordering workflow of the client base and manage their overall cloud tech stack
Pax8 Marketplace. within the Pax8 Marketplace.

PSA integrations Channel-focused cloud products

The Pax8 Marketplace integrates with Autotask, Build your complete tech stack, with leading
ConnectWise, Kaseya, Syncro, Tigerpaw, and vendors across productivity, infrastructure,
RepairShopr — so you can manage everything from the continuity, and security.
convenience of your preferred PSA tool.
Business intelligence
Instant provisioning See targeted up-sell and cross-sell opportunities
Our marketplace integrates with Microsoft Partner in your client base and identify gaps in your clients’
Centre — enabling automated, instant provisioning. technology stacks through data visualisation.

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 Want to enhance your Microsoft experience
to make more possible for your clients?

Your Microsoft experts

are here to help.
Schedule a call

Sources
1. OpenVPN, Remote Work Is the Future — But Is Your Organization Ready for It?
2. Microsoft, 2022 Great Expectations Make Hybrid Work, Work
3. Microsoft, 2020 Microsoft Teams reaches 115 million MAU – plus, a new daily collaboration minutes metric for Microsoft 365

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