SELLING WINDOWS SMALL BUSINESS SERVER 2011PARTNER SALES OPPORTUNITIES

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Agenda

1. Product Overview

2. Partner Opportunities

3. How to Sell SBS 2011

4. Upsell and Cross-sell Opportunities for SMB Segment

5. Partner Sales and Training Resources

SMB Customer NeedsSMB customers are seeking to avoid complex and costly IT, improve data security, and increase employee productivity

Customer desires: Simple and cost-effective IT Reliable data protection Maximize return on IT

investment Improve employee

productivity

Customer challenges solved with Windows SBS 2011: Delivers a single solution Helps secure and protect data Provides a reliable, affordable solution

Windows Small Business Server 2011 Family

File & Print Sharing

Backup

Identity Protection

Remote Access

Core

Solu

tion

sWSUS

Other Apps

Hyper V

RDS

Pre

miu

m A

dd

-On

SBS 2011 Standard

Windows Server 2008 R2

Other Web Apps

SBS 2011 Essentials

365

+

+

Foundation

Sim

plifi

ed

Managem

en

t

Ideal first server Easy-to-use solution Cloud integration

Simplify your life Your business with you, virtually anywhere

Windows SBS 2011 Essentials

Get Ready for the future

Automatic local backup, simple restore of server and client computers

Easily connect to online services Work virtually anywhere, anytime

Helps protect data Helps organize information Access from virtually anywhere

Increase business productivity Simple, secure, dependable network Easy-to-use storage and sharing

Everything a Business Needs in a Server, Nothing it Doesn’t.

Windows SBS 2011 Standard

Includes: Windows Server® 2008 R2 Standard technologies; Microsoft® Exchange Server 2010 SP1; Windows® SharePoint® Foundation; Windows Server Update Services 3.0

Designed and priced for small business

Affordable, all-in-one solution Protect your information

Functionality includes: E-mail Internal Web sites Remote Access File and printer sharing

Automatic local backup, simple restore Easily connect to online services Scalable platform can grow with business Simple, secure, dependable network

Work virtually anywhere, anytime Easy-to-use storage and sharing Complete on-premise control

A Complete On Premise Solution for Business Needs!

Simplify your life Be More Productive Your business with you, virtually anywhere

Moving to an add-on model offers more choices if customers want the flexibility to purchase additional servers either up front or as needed.

SBS 2011 Premium Add-on

Windows Small Business Server Premium Add-on offers:

SQL Server 2008 R2 for Small Business

Windows Server 2008 R2 Standard

Ability to run a vast number of line-of-business applications on an additional server Capacity to make more informed business decisions with the rich analysis and reporting technologies Cost effective solution for a small business environment Ideal for:

Line-of-business (LOB) applications Terminal Services Application Mode Backup domain controller Virtualization with Hyper-V Technologies Other Standalone Uses

Essentials vs. Standard - SummarySmall Business Server Solutions Differentiators Essentials StandardA Fully On-Premise Small Business Solution. Incorporates best-of-breed 64-bit product technologies to deliver a complete server solution environment well suited for small businesses. The product technologies include Exchange Server 2010, SharePoint Foundation 2010 and Windows Server Update Services.

Tailored to Online Services. Provides a cross-premise solution, allowing small businesses to retain core infrastructure and enables simple, single sign-on experiences with cloud-based services.

SBS 2011 Key DifferencesFeatures SBS 2011 Essentials SBS 2011 Standard

Target End User SoHo & Micro Business Owner Small Business Owner

IT Knowledge Minimal Understands strategic use of technology

IT Influencer Reseller and/or VAR/VAP VAR/VAP

Key Scenarios • Backup of PCs• File storage• Remote access• Business applications (LOBs)• SaaS biz apps

• Website hosting• Exchange email• SharePoint• Remote access• Business applications (LOBs)

End User Value Server solution for small business users, to protect, centralize, stream, and access business data

All in one server suite for enhanced productivity and a professional business image

PC/User Limit 25 75, users or devices

On-premise Management Near-zero Simplified

Both will be available in the standard channels as SBS today

Partner Opportunities

Why Sell SBS 2011?

SMB Opportunities

Partner Opportunities by Type

Deployment and Customization Scenarios

Why Sell SBS 2011?

Both SBS 2011 Essentials and Standard:

SBS 2011 Essentials:

SBS 2011 Standard:

• SBS value-added services are more profitable than software-only sales

• Provides an opportunity to enter the SaaS market

• Provides a platform for maintenance, services, cross-sell and upsell opportunities

Partner Opportunities with SBS 2011

Acquire New Customers

First server for SB customers still on peer-to-peer or right server for customers on legacy or competitive solutions

Increase penetration in midmarket

Earn higher margins and build long-term relationships

Market research shows that average profit margins for SBS partners offering value-added services are between 40-60% vs. single digit percentage margins achieved on software sales only.

Value billing vs. time & materials Build ongoing revenue with BPOS subscription fees on

BPOS/Essential Installations

Save Costs

Build repeatable methodology and standardize deployments

Lower training costs with a repeatable, predictable platform

Easy to purchase

Increase Hardware/Software License Revenue

High rate of new hardware attach with SBS 2011 sales.

SBS 2011 also drives additional software revenue such as Windows 7, Windows Phones and Microsoft Office

Deployment – OEM and VAR’s

• Can pre-install the server software manually• Can pre-install the server software in unattended modeOEM/VAR Pre-installation

• VAR or End-user can manually configure the pre-installed server• VAR can configure the server in unattended mode

Server Configuration (OOBE)

• OEM decides which languages to include during pre-installation• VAR or End-user can choose the language of the server while configuring it

Support for multi-lingual deployment

• VAR can order Reseller Option Kit (ROK) for particular server brands and hardware combinations

Support for Reseller Option Kit

• Support for online and offline servicing• SBS 2011 Essentials only

Support for OEM servicing of components

Server Deployment Scenarios:

How to Sell SBS 2011

Generating Customer Interest

Key Selling Scenarios

Meeting Customer Needs

Dealing with Customer Objections

Customer Pain Points

Data Protection• I am afraid of losing data if my PC crashes• I need to protect sensitive data • I need to restrict data access

Data Access and Employee Productivity• It is difficult to access data from outside the office• Business data I was working on offline doesn’t

synchronize with the content on the server• I have multiple versions of the same document

stored in various locations

IT Maintenance• Troubleshooting computer problems is a headache• It is time-consuming to manage multiple PCs and servers• I find servers too complex and costly to manage and maintain

Save Time and Get Organized by consolidating data and organizing documents for easy file access and information sharing across the business.

Spend less time worrying about their company’s IT (because it is in good hands, yours!)

Stay Connected and quickly access files and information in the office or from the road through virtually any Web browser or Internet-enabled phone.

Help Protect Data with automatic, daily backups that enable easy restore of important business information in the event of a disaster.

Generating Customer InterestEmphasize that by using Windows Small Business Server 2011 , your customers can:

Key Selling Scenarios

SBS 2011 Essentials

SBS 2011 Standard

• First Server: The total first server opportunity equals 27M* entities worldwide and is mostly untapped. The market for selling and installing a first server is poised for continued growth worldwide at faster rate than the overall server market.

• Right Server and Upgrades/Migrations: SBS 2011 Standard offers an ideal combination of technologies and management capabilities for core SBs (5-24 PCs) and LMMs (25-50 PCs) seeking to grow their business capacity at an affordable, manageable pace.

*Source: AMI, SMS&P Data, MS Update data and MS Sales

Migration opportunities

Migration to SBS 2011 Standard is an option for:• SBS 2003 SP1 and R2

customers• SBS 2008 SP2 customers• Windows Server customers• SBS 2011 Essentials customers• SBS 2011 Standard customers

– for hardware upgrades

SBS 2011 EssentialsStandard

SBS 2011 Standard

Competitive Overview Peer-to-peer (P2P) networks

Local client file sharing, USB external drives

Appliances, NAS, etc Local storage, backup, remote access

Non-Windows Server (Linux, Apple, Lotus) Preconfigured environments for small businesses

Fully hosted environments No server, infrastructure services in the cloud

Why Windows SBS 2011?

A Client Server Network based on SBS 2011 gives more functionality, more safety and offers a reliable IT infrastructure with long term savings for your customers

Dealing with Objections

Objection Response

SBS is only a “lite” version of Windows Server and its component technologies

SBS 2011 comprise a high performance suite of solutions that contains the latest releases of core technologies, including Windows Server 2008 R2. Standard adds Exchange Server , and SharePoint Foundation . Premium Add-on includes Windows Server 2008 R2 and SQL Server 2008 R2 for Small Business.

You can’t add servers or domain controllers or branch offices

SBS 2011 can include additional member servers, domain controllers, and storage servers (Standard).

SBS doesn’t support line-of-business applications, and existing applications will be incompatible with SBS

SBS 2011 integrates with existing systems, and include tools to help ensure compatibility with older applications. The Premium Add-on additionally offers a dedicated, highly effective data management solution that supports a large number of applications with minimal IT resources.

Servers are too costly and complex, and SBS requires more IT expertise than the limited IT resources SMB’s typically have.

SBS 2011 features simplified setup, deployment, migration and daily management, reducing IT costs and complexities and total cost of ownership.

P2P networks are “good-enough” SBS 2011 provides a simple, automated, and easy-to-deploy solution to help secure and protect business data, share information, run line-of-business (LOB) applications, and recover quickly from crash/theft/loss.

Licensing

SBS 2011 Essentials:• Does not use Client Access Licenses (CALs)

SBS 2011 Standard:• Uses Server and CAL licensing

model ,where CALs can be assigned to Users or Devices

• All External users also need a CAL

• SBS Standard CALs can be used to access other Windows Servers and Exchange Servers on the domain

Premium Add-On:• Any authenticated connect to SQL Server

requires a CAL, whether user is internal or external

Upsell and Cross-Sell Opportunities

Upsell Opportunities

Cross-sell Opportunities

Growing Within and Out of SBS 2011 Essentials and Standard

to SBS 2011 Essentials

Upsell Opportunities

Windows Home Server

Windows Server 2008 Standard + BPOS

SBS 2011 Essentials

to SBS 2011 Essentials/Standard + Premium

SBS 2011 Essentials/ Standard

to Windows Server Foundation or Windows Server 2008 Standard

SBS 2011 Standard

Cross-sell Opportunities

Cross sale Examples

SBS 2011 Essentials/Standard + hardware

Server (or servers with Premium)Higher-spec server if using Hyper-VClient computers + Windows 7

SBS 2011 Essentials/Standard + software

Office Windows 7Third-party applications

SBS 2011 Essentials/Standard + services

Domain registrationWindows IntuneBPOS

Standard + software/hardware

Windows Storage Servers

Standard + hardware Windows phones, with Exchange for remote email

Growing within and out of SBS 2011

Within: SBS 2011 Essentials + BPOS Standard + BPOS Standard Server + BPOS Additional servers

Out of: SBS 2011 Essentials to

Standard SBS 2011 Essentials to

Standard Server Standard to Standard Server

SBS 2011 Essentials

SBS 2011 Standard

Windows Server

Standard

BPOS

No BPOS integration with SBS UX

No integration out-of-the-box w/ BPOS on the server

BPOS integration with SBS 2011 Essentials UX

BPOS

BPOS

Add Windows servers to support additional workloads

Resources

Sales and Marketing resources

Training Resources

Promotions and Offers

SBS 2011 Sales & Marketing Resources

• Brochures• FAQ Sheets• Product Datasheets• Top Reasons to Buy Sheets• Event-in-a-Box (Sales

Presentation, Email Invites, Event Agenda)

• Business Opportunity Guide• Sales Discussion Guides• Telesales Scripts• Web Banners• Product Tour Overview Video

SBS 2011 Training Resources

• Distributor Sales Representatives Training

• Reseller Sales Training• Partner Academy Live Sales

Training (Classroom and Online Versions)

• Training Videos and Webcasts

© 2009 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.

Exciting Market Opportunity

Small Business (1-25 PC’s) Broadband, multi-PC SBs

without a server

WW SB with PCs

36M

No Server27M (75%)

Broadband connected24M (90%)

1+ Server9M (25%)

SBS 2000 and SBS 20031 -1.5M (20%)

*Source: AMI, SMS&P Data, MS Update data and MS Sales

36M small business entities worldwide. Of these*: 11M are lower small business (1-4 PCs) 25M are core small business (5-25 PCs) 27M (75%) do not own a server The total market for these

organizations is roughly $93B in hardware software and services.

This market represents a large, untapped opportunity*: Small business software spend worldwide

was $6B in 2009, growing at 4.5% a year (2.8% in servers).

1.7 million new servers in just top 5 markets

Average spend on a first server is $1,360 Roughly 40%-50% of Windows Small

Business Server sales in the past have seen the Distributors-System Builders Channel involved in one or more stages of the sales motion.

WW SB with PCs 36M

No Server 90% - 27M

More than 5PCs11M1-4 PCs

1+ Server25% - 9M

Broadband, multi-PC SBs without a server

Sources: [1] Estimated using IDC data[2] Based on 2008 data from IDC Workloads Tracker (2009 release)[3] Total SMBs w/ PCs based on 2009 data from AMI (2H09)

Bridging the SMB Cloud OpportunityTarget: < 75 PCs

On-PremiseWindows SBS

Standard 30-35%On-

PremiseSolution

s 65-70%Use Hosted

(SaaS) Solutions

[4] Microsoft Email Tracker, Jan. 2010. .

Target: < 25 PCsCross-PremiseWindows SBS

Essentials