Microsoft Online ServicesThe end customer value proposition

Jim CarterStefan JansenLee Hickin

http://www.zha.nl/

Microsoft’s Software + Services PortfolioON

PREMISESPARTNER HOSTED

MICROSOFT HOSTED

C H O I C E

Applications

Platform

Our goal today is... Before the break (session 1):

“ That you will learn more about MS Online Services, why customers buy, how you can sell and compete, and to excite you about the opportunity by becoming a MS Online Reseller!”

After the break (session 2):

“ to have a good understanding how to make money from reselling and implementing MS Online Services, how to access your partner benefits, and how to best engage with Microsoft and Telstra”

... And to make 2 attendees happy with a brand new HTC phone!

Rising Expectation

s of Technology

Increasing Diversity

and Complexity

Mounting Economic Turbulence

Today's Business World

Market OpportunityTotal software revenue forecast for SaaS delivery within the application-software markets, 2007-2012 (in $M)

Communicationsand Collaboration4,715(21.7%)

Office Suites1,941(99.2%)Document

Control467(96.1%)

CRM3,258(20.8%)

ERP1,884(12.5%)

Supply ChainManagement1,438(19.0%)

Other applicationsoftware1,049(27.7%)

Gartner Dataquest: Market Trends: Software as a Service, Worldwide, 2007-2012, Sept 2008.

• High Security• High Availability

• Lower, predictable costs

• Scarce IT resources

• Best in class collaboration

• Stay up to dateBest

Experiences

Accelerate Time to Value

Business Class Security & Reliability

Customer ChallengesMicrosoft Online Services

Enterprise class software delivered via subscription services hosted by Microsoft and sold with partners

Business Productivity Online Suite

Microsoft Online Services

Microsoft Online TodayBusiness Productivity Online Suite Reference CustomersMore than 500,000 paid seats

“Microsoft is likely to be the leading vendor in this space for the foreseeable future.”  - Matt Cain, Gartner, InternetNews

“We are able to reduce our IT operational costs by roughly 30% of what we are spending now.”- Ingo Elfering, GlaxoSmithKline ComputerWeekly

Microsoft Online Success in Australia

New Deskless Worker improves information to non IT users at low cost. OH&S, HRUsers: >20,000 within 12 months

First step to run their business in the cloud. Whole company running BPOS. Azure benefits tomorrow.Users: 350

Quick deployment of SharePoint Online. Custmised workflow to manage training compliance globally.Users: 5,800

Reduce costs and improve information

Compliance Training and Monitoring

Rapid deployment. Immediate Business benefits through

collaboration suite.

Business Value of Microsoft Online

• Faster deployment

• Better productivity through ‘anywhere access’

• Simplified management

• Enables IT staff to focus on adding business value

• Helps meet the challenges of workforce reduction

• Helps IT adapt to mergers and acquisitions quickly

• Business class availability backed by SLAs

• Highly secure operations

• Assurance of world class operational standards

• Makes your costs even and predictable

• Reduces both capex and opex

• Priced simply: includes both software and hardware

Finance Process Technology People

Customer Segment Propositions

• Lower cost of entry and predictable monthly costs

• Easy access to e-mail and customer contacts while outside the office

• Reduce travel costs and improve staff meetings with Office Live Meeting

• Stores data in several locations and needs to centralise

• Wants to invest in latest technology but no IT skills in-house to manage

• Experts running your software

Large Enterprise Customer

Mid-Sized CustomerSmall Business

• Reduce overall IT costs and capital expenses

• Enables co-existence with on-premise capabilities

• Guaranteed service levels

• Integrated with existing, familiar infrastructure

• Upgrade and stay up to date with latest software at lower cost

• Need solution to collaborate with customers and offices in disparate locations

• Better utilise skills of IT administrator

• Speed of deployment and reduced operating costs

• Fully integrates with existing Microsoft IT investments - choice

• Blackberry integration with Exchange Online

• Extend access to deskless workers

• Simplify IT environments, minimise network disruptions, and keep important data highly secure

• Empower IT staff to focus on business applications

Types of end-users

• Outlook connectivity with OWA• Full Exchange Online, SharePoint Online• 5GB Exchange mailbox• 250MB SharePoint storage• ActiveSync device support

Information Worker

• 500MB Exchange mailbox• Mailbox accessed via OWA Light• SharePoint capabilities (no storage)• Lower cost

Deskless Worker

Total Cost ComparisonDriving down the

bottom line

On-premises cost

General costs

Hardware and maintenance $174,814

Software $1,496,893

Operations $2,668,100

Deployment and migration $212,663

Running total $4,552,470

High availability

Hardware and maintenance $104,150

Software $101,985

Operations $8,800

Deployment and migration $14,209

Running total $4,781,614

25% over-allocation for future growth

Hardware and maintenance $34,301

Software $168,901

Running total $4,984,816

Included $104,150

Included $101,985

Included $8,800

Included $14,209

$2,732,082 $2,049,532

Microsoft Online cost Savings

Included $174,814

$1,196,726 $300,167

$1,427,425 $1,240,675

$107,931 $104,732

$2,732,082 $1,820,388

n/a $34,301

n/a $168,901

$2,732,082 $2,252,734

TOTAL $4,984,816 $2,732,082 $2,252,734

Per user per month $55.39 $30.36 $25.03

For 2,500 total users:• 2,250 using e-mail,

collaboration, IM/presence

• 250 using deskless worker e-mail & collaboration

• 1,000 using web conferencing

45% savings over 3 years

Winning ScenariosLotus Notes

Large ProjectsMergersAcquisitions

Deskless Worker Attach

Consolidation…Capital

Expense Good BPOS Target

s

Collaboration

SharePoint

Prospecting“What is your view of the cloud?”“What is your preferred purchasing model?”

Enterprise Agreement

Telstra value proposition • National fixed and mobile broadband

networks (Next G, Next IP)• Customer reach• Value add services: Broadband, MMES• T-Suite self service• 30 day free trial• Simplicity and One Telstra Bill• Single point of contact for all support needs

Telstra RRP (ex GST, 1-99 users)

Exchange Online Standard$15.41

Office Communications Online (IM and Presence)

$4.27Office Live Meeting Standard

$6.77

Office SharePointOnline Standard

$10.41

Deskless Worker Suite

$4.50

Business Productivity Online Suite

Includes:Exchange StandardSharePoint Standard

Office CommunicationsLive Meeting Standard

$22.68

38%off

Exchange OnlineDeskless Worker $3.14

SharePoint OnlineDeskless Worker $3.14

28%off

Enterprise Agreement scenario• Separate Trial area• Microsoft sets price• Step Up discounted Pricing• Microsoft level 1 Support• Blackberry Support• Aligned to world wide roadmap

Contact your PAM for EA related opportunities

Enterprise Agreement

Customer trials and purchasing experience

T-Suite – BPOS Product Page

‘Try’: take 20-seat, 30-day trial‘Buy’: buy services

Shopping Cart (BPOS trial)

Register as new T-Suite user

Valid ABN required

Enter dealer code

Customer enters Telstra dealer code here

Emails

• Public Folders• Sync & Migration• ActiveSync Policy• Free/Busy• Unified Messaging• Off-boarding

Technical Limitations

• Mail enabled lists• Server side custom

code• mySites• Cross Site searching• BI & Excel Services

Call to Action• Receive your memory stick and upload the MS Online Sales Kit at

the Telstra booth• See a demo at the Telstra Booth, and learn how to sell MS Online• Resources:

– www.discoveronlineservices.com– www.telstra.com/t-suite– www.microsoft.com/online

• Speak to your PAM about engaging the MS Online sales team around customer opportunities

• .... and, please attend the next session about “How to make $$”

Q & A

15 minute breakComing up: “how to make money... “

© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after

the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.