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Productivity Applications Drive Growth and Margins
Microsoft Hosting Service Providers
Conversation #3
1
Stepping out of a crowded marketplace
Drastically reduce competition by attaching Lync to Hosted Exchange offer
Hosted Messaging
10,000+ providers
Hosted Messaging
+ Lync
250 providers
2
Surround Exchange and Drive App Growth
Exchange only
12% Exchange Growth
Partners with other applications are seeing stronger Exchange growth
Exchange + Any Other App
25% Exchange Growth
Partners with greater App business diversity are seeing stronger Exchange growth
Exchange Share of
Apps
>80%60-80%40-60%
Exchange Growth
+14%+25%+47%
Introduce Offers Accelerate GTM
Apps Growt
h
+9%+12%+32%
3
Disparate Tools as SMBs evolve
Current Situation – SMBs have stitched together a variety of non-integrated applications and devices
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Source: 451Research, 2013
Customers want Communication and Collaboration solutions
Business applications
Unified Communications
Application development
Virtual Desktop Hosting/ VDI
Other
Web serving/Web site
Collaborative applications
Storage/File Serving
Decision support applications
Database
Media Streaming
0% 10% 20% 30% 40% 50% 60%
51%
41%
40%
37%
35%
30%
29%
22%
21%
20%
19%
1%
Applications preferred to be purchased as bundled package
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SPLA Productivity Suite T9A-00002
Hosted Applications Productivity Suite SKU52% discount vs Stand Alone SKUs:• Exchange Standard• SharePoint Standard• Lync Enterprise
“Purchase Exchange and Lync, offer SharePoint at no cost”• Productivity Suite SKU cost is 30%
less than Exchange Standard Lync Enterprise
Stand Alone SAL Productivity Suite
Lync Enterprise
Productivity Suite
SharePoint Standard-52%
Exchange Standard
License cost per seat / month
-30%
Prices effective June 1, 2014
6
Expand the portfolio toward UCaaS
Email (Exchange)
+ Instant Messaging (Lync Standard)
+ Web conferencing (Lync Enterprise)
+ Voice (Lync Enterprise Plus)
+ Communications Enabled Business Processes (3rd party ISV)
ARPU
By adding greater functionality for your customers, you will better differentiate your offer
+ Collaboration (SharePoint)
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Leverage the Vendor Ecosystem
Integration
White Label
Network
Value Added Component
Control Panel
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GTM Motions to Expand ARPU
Create hero offer with Exchange, Lync, and SharePoint1
Cross-sell missing products to existing Exchange users2
Upsell to higher-end SKUs (Lync Conferencing, Voice, and Exchange Ent.)3
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Resources
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• To-Partner datasheet• Productivity Suite GTM templates• Telesales scripts
Do it now!
Microsoft Hosting Service Providers
Call to Action!
11
Take action today!
Download the Productivity Suite Materials: Go to our website: www.rhipe.com
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Useful rhipe ANZ Sales ContactsTeam/Region Contact Name Phone Number Email
Australia Julie CooperD +61 2 84840511 M +61 433496323 [email protected]
Australia / North Matt DewsnapD +61 2 8484 0554 M +61 412 110 767 [email protected]
Australia / North Leticia ZannierD +61 02 84840512 M +61 432158391 [email protected]
Australia / South Leanne Barry M +61 412 164 810 [email protected]
Australia / South Sandhya VaishnavD +61 3 8102 1606 M +61 420 892 109 [email protected]
New Zealand Keryn Algie M 021 552 582 [email protected]
New Zealand Amy KnoxM +64 211 700045
Useful rhipe SEA Sales ContactsTeam/Region Contact Name Email
SingaporeSmita Roy – Country Manager Ivan Lim – Business Development Manager
[email protected] [email protected]
ThailandKasem Pornananrat – Country Manager Gade Kochamas Kanchanaromon – Business Development Manager
[email protected]@rhipe.com
IndonesiaIskandar Myrza – Country Manager Budi Sutandar – Business Development Manager
[email protected]@rhipe.com
MalaysiaKok-Leong Ong – Country Manager Gooi-Lee Tan – Business Development Manager
[email protected]@rhipe.com
PhilippinesEmmanuel Romualdez – Country Manager Lana Pineda – Business Development Manager
[email protected]@rhipe.com
SEAPatara Yongvanich – Managing Director SEAMarilyn Ng – Senior Licensing Specialist SEAMun Yee Lau – Partner Services coordinator SEA
© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
