MSFT Partnership with Service Provider MSFT Partnership with
Service Provider Preferred content provider 16%38% 19%46% Strong
reputation 27%37% 24%42% Complete product line 15%55% 16%56% Will
keep up with latest technologies 14%48% 16%54% Service Providers
are the new distributors in the on-line world Total all
countriesTotal US
Slide 5
Small businessMedium businessEnterprise WorkloadSaaS
InterestWorkloadSaaS InterestWorkloadSaaS Interest Web
conferencing37%Web conferencing37%Web conferencing51% IP
telephony33%E-mail21%E-mail34% Team collaboration29%Team
collaboration20%Team collaboration31% E-mail27%IP
telephony14%Productivity tools29% Productivity tools17%Productivity
tools9%IP telephony28% What is your willingness to buy your
software as a service (medium bus)? Software applicationsManaged IT
services/support Managed security solutionsManaged storage
solutions
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I feel like if its Google or Microsoft, I might be on board.
Youre trusting them with a lot of stuff. I think that is the
biggest thing. Either you have a problem, like myself, or you have
something that works. Either way, the pain and suffering of
transferring everything into a new system, top down, you really
want to make sure you get it right. Small business Theres something
about GoDaddy, for as common as they are, theyre just not big
enough for me to consider them reliable. You almost have to be a
Microsoft or a Google for me to believe you have enough
infrastructure and business power behind you to pull this off at
the level of reliability that is going to be expected for me to pay
for the service. Sole prop. Microsoft is perceived as being
business class stuff. Thats what you think youre buying if youre
buying Microsoft. Mixed versus
Slide 7
If the service we described earlier where you could download
Microsoft Office for your employees for a monthly per user fee were
made available only to users of the Exchange Service, how would
this affect the likelihood of you activating and using the Exchange
Service? Base: Non-activated customers, N=329 Very likely at same
price as retail Very likely at 15% less than retail Much more
likely to activate MCS 41%4% Somewhat more likely to activate MCS
32%39% Would not change likelihood of activating MCS 27%57% Dont
know 0% 100% 26%
Slide 8
Situation: % with productivity suite deployed Q1Q3 Microsoft
Office (net) 83.183.8 0.7 Office 2007* 21.429.4 8.0 Office 2003
44.741.5 -3.2 Other Office 18.814.3 -4.5 OpenOffice (net) 9.29.9
0.7 Microsoft Works 5.25.4 0.2 Other PS Client 5.14.3 -0.8 No PS
Client 9.29.6 0.4 More than half of commercial PCs have Office 2003
or earlier deployed 8 Indicates significant increase from Q1;
Indicates significant decrease from Q1 Sources: DUT Data
Integration | Base: Commercial PCIB (Companies with 1+ PCs) *Office
2007 includes Office 2010 beta | Q3: Microsoft Office only 71.8%;
Competitive productivity suite only 5.7% 55.8% of commercial PCs
have Office 2003 or earlier deployed
Slide 9
Once Outlook is desired by the business integration of many of
the other applications it becomes simply another access point to
their own information Subscription services connected to Microsoft
Outlook Entry to LOB apps Entry to web hosting Enhanced Outlook
(Exchange) Entry to mobile Subscription Software Microsoft Office
Full UC Entry to UC
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Find opportunitiesFind roadblocksExecute with a consistent
voice Marketing content Offer Sales person Sales person Activation
process Activation process Support Happy customer Key audience
Activation research Customer base research Customer base research
Awareness Loyalty communications Prospect communications Sales
training promotions Customer service portal Customer
Experience
Slide 13
Core Managed Services UC SaaS Productivity and Collaboration
Business Services Digital Advertising IT Consulting IT Help Desk
Tele- Centers Voice Broadband Wireless VoIP Web Conferencing E-mail
Video Conferencing PCs Servers Storage Security Network PBX Web
Hostin g E.g., Office 365 (P,K,E) CRM ERP Accounting HRM Business
Intelligence Data and Hosting Services SaaS Business Management
Office Professional Plus Lync Online Exchange Online SharePoint
Online Office 2010
Slide 14
80% of purchasers aware of offering, 40-50% adoption
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Awareness requires a majority of reps to bring it up
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20% time savings versus POP for information workers
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50-90% cost savings over servers
Slide 24
85% of purchasers/adoptees activate within 25 days
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26
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Pure play Volume discounts Hands on migration Hybrid premise
scenarios Vertical solutions UC Telecom Broadband connectivity
Mobile connectivity Financing Microsoft Outlook/Exchange (Microsoft
Office) End user support Hosting Domain services Hybrid POP
Integrated support Unified control panel Rich add-ons
Slide 28
50% + Growth YOY, meet or exceed business case targets
Slide 29
Imagine the Possibilities we Have! Core Managed Services UC
SaaS Productivity and Collaboration Business Services Digital
Advertising IT Consulting IT Help Desk Tele- Centers Voice
Broadband Wireless VoIP Web Conferencing E-mail Video Conferencing
PCs Servers Storage Security Network PBX Web Hosting E.g., Office
365 (P,K,E) CRM ERP Accounting HRM Business Intelligence Data and
Hosting Services SaaS Business Management Office Professional Plus
Lync Online Exchange Online SharePoint Online Office 2010
Slide 30
Microsoft is prepared to capture the opportunity raining from
the cloud TOGETHER!
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Cloud Hosting Providers Track and Telco and Managed Services
Track
