Phase 1: Open the Door
Goal: Start a strategic conversation with the customer about the agentic AI era. This is the land.
The Pitch
Section titled “The Pitch”- 1.3 billion AI agents projected by 2028 — this is happening whether customers are ready or not
- Copilot is becoming the UI for AI: the single interface where users consume first-party and custom agents
- The Copilot Control System gives IT the governance layer to manage the entire AI stack
- New SMB motion: Copilot Business bundles starting at $27/user/month make this accessible to every customer
Key Differentiators to Articulate
Section titled “Key Differentiators to Articulate”- Copilot Chat (free): Web-grounded chat, Pages, pay-as-you-go agents, IT controls
- M365 Copilot ($30): Everything in Chat PLUS personal assistant across all M365 apps, advanced management, analytics, and full agent support
- Copilot Business ($21, up to 300 seats): Same Copilot power at an SMB price point
Architecture Story (for technical buyers)
Section titled “Architecture Story (for technical buyers)”Walk through the M365 Copilot architecture — RAG pipeline, Graph grounding, Azure OpenAI (Microsoft-maintained, OpenAI has no access), Responsible AI checks, Purview compliance integration. Key reassurances: data stays in the M365 service boundary, prompts/responses don’t train foundation models, everything encrypted at rest and in transit.
Opportunity Stage: DISCOVER
Section titled “Opportunity Stage: DISCOVER”- Activities: Discovery meeting, AI readiness assessment, demo Copilot Chat
- Deliverable: AI Transformation Briefing (1-2 hours)
- Exit Criteria: Customer agrees to explore Copilot adoption