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Office365 and GAPE The Real Story

Lee HickinOffice365 Technical Specialistlhickin@microsoft.comSESSION: AP059Lets begin by understanding the size of the challengeWhere is Google in the Productivity Market

From a financial standpoint, in Q2 FY11, approximately 97% of revenues came from advertising, with 69% coming from ads on Googles own web sites and 28% from others web sites through its AdSense program these ratios are identical to the previous quarter and have remained roughly the same for the past few years. Just 3% - or $310 million (compared to $269 million for Q1 FY11) of income came from Other Revenues**. This figure was UP 20% year-on-year and UP 15% sequentially.From a six-month perspective, in the first half of FY11, Other Revenue generated $580million, up 4% from $558million for H1 FY10. Google stated that it had hired approximately 2,452 employees in the past quarter, increasing headcount to 28,768 in Q2 up 9% from 26,316 at the end of March. (**The Other Revenues line item is made up predominately of revenues from Googles Enterprise division (including Google Apps, Google Search Appliance, Postini, Google Maps and Google Earth) AND DoubleClick display advertising fees. Google does not break out Other Revenues in its 10Q so the split between DoubleClick and Enterprise is unclear. The Google Search Appliance and Postini are however understood to provide the majority of Enterprise revenue.)In his speech, and again during the Q&A, he said he thinks of Google in three parts:Search and advertising, which drive revenue today and are therefore still a huge area of focus.Popular consumer products like Android, YouTube, and the Chrome browser. That's an area of investment now, but he's confident that they will figure out how to monetize them -- just like they figured out how to monetize search back when everybody said it was a dead-end business.Long-term investments like Google+, Offers, and other local products, which are just rolling out now.Placeholder : Google QuotesA dose of reality..Unable to use Office 365Seeing near enough as good enoughAre Challenged with deploymentPotentally have no SAIE 6 support Windows XP

60%Even though 2007 is supported remember that this is not a cloud enabled clientOffice 2003 prior is 60%90% are making a desktop decision by the end of FY12 45% of business PCs are still running Windows XPOffice 2010 Velocity Deployment is 5 x higher than 2007TechReady138/25/2011 2011 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.7AgendaDefining Google and their CustomersIf you can win, what to targetIs this a fight in the WebChallenge the MythsHow to win*Best Practices

* Not a guarantee, actual results may vary ..lets face it, if Google was the same price as Microsoft, we wouldnt be having this conversation..Defining GoogleDefine who Google are and what market they are in

Born on the Web. 3M businesses, examples include InterContinental Hotels Group, National Geographic, Virgin America, NYU, the state of Wyoming and the US General Services Administration. Underscore that Office 365 is still about the desktop and software, so it will always be tied to laborious and costly updates.Designed for Teams. Google Apps is the better choice for teams. Playing up the collaboration features of Google Docs. No specific comparison to the collaboration experience offered by Office/Office 365.Productive Anywhere. Google Apps is designed to work well on any device, on any operating system; whereas Office 365 is optimized for Windows-based PCs and Windows Phone 7.Simple & Affordable. Simplicity. Arguing lower price is a plus and the options available are clearer than Office 365. Also, saying there is no vendor lock-in with Apps.Security & Reliability. This year Gmail has been available 99.99% of the time, which translates to less than 5 minutes of downtime per month. That includes all downtime, of any duration, for any and all users. We don't plan for our users to be down, even when we're upgrading our services or maintaining our systems, and we make zero exceptions when calculating our uptime. If something does go wrong, we're transparent about it.

2 Types of Google customersDefine the 2 types of Google customers we see

Buying Google because they just cant justify buying Microsoft anymoreBuying Google because it seems to be good enoughBuying Google because its the future of computingIf you can win, where to targetWeve seen this cycle many times before

NovellIBMNetscapeWordPerfect / Harvard Graphics / Lotus 1-2-3Linux

The fight is the same and so is the adversary the only this different this time is money and a desire to upset the establishmentMyth 1 : This is all about the Web

Office Web Apps - Isnt that Office in the cloud ?

Selling Against GoogleDont make the fight about the web-only experience

Myth 2 : Google is good enough

The Devil is in the DetailsMore Fails.

Beyond Email.

Myth 3 : Google is Enterprise businessreadyAccess & SLA

Technology Ultimatum

Security & Privacy

Support

Innovation / Roadmap

Business Productivity

WHY?HumourMemorable / RecallPRISM FY118/25/2011 2010 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.22

Over 2 week period in May Google had a torrid time IT helpdesks were running overtime, with no idea when they would resolve it.

Note Google has 1MB file XLSXFile FidelityRich Content

NOTE these are such basic requirements, many that we had in outlook Express 10 years ago. 36Product Ideas for Google Tasks (Nov,2010)Why cant I sync my Tasks?"I'd like the ability to create recurring tasks. That way monthly bills or weekly items can be added and checked off.""Visual distinction for missed/overdue tasks - like highlighting or something.""Reminders! I would like be able to set reminders in an identical manner to the calendar event system, but for tasks (including SMS reminders).""Allow Shared Task Lists. This would be useful at home (e.g. sharing grocery lists) and at work (sharing project-stage to do-lists). Assigning tasks to people with whom the list is shared would be a nice bonus.""Task right now are kind of a stand alone feature, It would be nice to see them fully integrated. Such as a uniform task bar in Calendar, Gmail .."Better integration with Calendar (i.e. showing tasks at their due date & time, show overdue tasks, daily task agenda).""I'd like the ability to set a due date for certain tasks, to assign priority, to assign tasks to others, and to sync tasks."Include Reminders, Notifications, and Daily Agenda in Tasks Calendar.""It should be easy to convert a email message into a task, and to convert a task into a calendar entry. Drag and drop would be nice. A backwards link to the original item (email or calendar entry) would be much valued.""I would like to be able to assign CATEGORIES to tasks, rather than having to create multiple to-do lists. Added bonus: tasks can be assigned to multiple categories."I need to be able to sort tasks by due date and priority. That way I can view only tasks due today, only due in the next week, or all dates, and then arranged by priority on those days."I would like to be able to prioritize the task lists instead of only allowing it to be in alphabetical order.

Product Ideas for Google Taskshttps://www.google.com/moderator/?icon&expr#16/e=31b21

For example: set reminder, recurring, delegate, quick creation from email, Sync to mobile or offline, appear adjacent to calendar, etc.

8/25/201137Offline Support Removed!

Source: http://docs.google.com/support/bin/answer.py?hl=en&answer=176376

Irresponsible Innovation.

Google Gears Unsupported. Even when was available didnt allow creation of Doc/XLS, Edit of XLS/PPT.PRISM FY118/25/2011 2010 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.38

Technology UltimatumService DeliveryChina, Turkey .???, ???, ???Client AccessFile FidelityOutlook Connector Training Wheels for GmailOffline Fixed

WHY?Tie Gmail to no Outlook/Office (due to poor performance/support)

8/25/201140

Gartner: Will Microsoft and VMware Dominate the Cloud Landscape? http://blogs.pcmag.com/miller/2010/10/gartner_will_microsoft_and_vmw.php8/25/201141SupportMigrationBinaryTree exits Partner ProgramPost Deployment

It's also their lack of professional customer support. Enterprise counts for 2 to 3 percent of their business and I think they put 2 to 3 percent of their effort into it, whereas enterprise is Microsoft's wheelhouse.Ron Brister, Director of IT Serena Software Inc.SupportIt's also their lack of professional customer support. Enterprise counts for 2 to 3 per cent of their business and I think they put 2 to 3 per cent of their effort into it, whereas enterprise is Microsoft's wheelhouse.Ron Brister, Director of IT Serena Software Inc.

http://event.on24.com/view/presentation/flash/EventConsoleMVC.html?titlecolor=000000&eventid=235578&sessionid=1&username=&partnerref=&format=fhaudio&key=F952B045EB2F9D98EBB9A5E886D1C826&text_language_id=en&playerwidth=950&playerheight=680&silverlight=true&eventuserid=41927257&contenttype=A&mediametricsessionid=36375197&mediametricid=610922&usercd=41927257&mode=launch# 8/25/201143Users who forwarded an e-mail with an attachment while Gmail was offline would sometimes have that attachment strippedwithout warning when it arrived at its destination. Google's support team told Serena to disable the offline feature in Gmail, an untenable solution in Brister's opinion.

Google Apps Replaced by Microsoft for Immature Products, Servicehttp://www.eweek.com/c/a/Messaging-and-Collaboration/Google-Apps-Replaced-by-Microsoft-for-Immature-Products-Service-Serena-Says-107680/1/

Analyst ValidationGartner Magic QuadrantNicheVisionaryChallengerLeaderUnified Communications2010Enterprise Wireless E-mail Software2009Web Conferencing2009Horizontal Portal Products2010Enterprise Content Management2009Web Content Management2009Information Access2009Business Intelligence Platforms2010Social Software2009IT Project & Portfolio Management2009Business Process Analysis Tools2010http://sharepoint/sites/calsuites_community/ECAL%20Suite%20Wiki/Gartner%20Magic%20Quadrants%20for%20ECAL.aspx8/25/201145How to Win: The FundamentalsNoProduct Based Cloud PitchFeature/Function ComparisonLack of Clear Approach and ProcessUnderstand and Research the CustomerDevelop and Express an Informed OpinionOur Process & Methodology are our StrengthNow46Dos and DontsDODontDODontDO-A sample set of 20.000 users in any given month shows that nearly every command in Office is used at least one time. Of all of the clicks on commands within our applications there are thousands of commands that represent a total of 0.001% (one-thousandth of a percent) of the total. But if you took away any 10 of those commands, youd actually impact about 5% of our user base. Reducing the functionality by just a few seldom-used commands has the potential to impact 30 million people. For one example, the command to update a table of contents in Word only accounted for 0.0004% of occurrences yes is a really useful/critical feature when you need it.MGX FY118/25/2011 2010 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.47Tips to successful sellingSell Productivity not PlatformUse the CIE it is hugely compellingRibbon Hero, Office Labs, OfficeTalkAvoid a feature war but know the important featuresLose the battle to win the war, Google advocates are worse than Linux zealot Nothing beats experiencehands on scenarios

Demo and Trial - Best PracticesGet Office 2010 deployedLeverage DDPS and Jumpstart POC PilotsKnow your customers scenarioDont demo a blank tenantPut yourself on your customers tenant

DDPSWindows 7 Accelerate40 MillionO365 content to be addedTechReady138/25/2011 2011 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.49