Microsoft Partner Briefing Introduction

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Microsoft Partner Briefing Introduction Agenda
Paul Mason SMB Senior Group Manager pmason_at_microso
ft.com
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Acronyms To Know

• OEP Operational Efficiency And Productivity
• IOE Increasing Operational Efficiency
• CPI Connected Productivity Infrastructure
• GTM Go-to-market
• MSPP Microsoft Partner Program
• WSS Windows Sharepoint Services
• RMS Rights Management Services
• AD Active Directory
• MOM Microsoft Operations Manager
• SMS Systems Management Server
• SBS Windows Small Business Server

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Agenda

• 8.00am Registration
• 8.30am Introduction and Market Opportunity for
  Partners
• 8.45am Campaign Introduction
• Servers for Small Business Campaign
• Driving your margins with the Microsoft Office
  System
• Increasing Operational Efficiency with the MS
  Platform Campaign
• 9.45am Microsoft Partner Program
• Best practice before your renewal
• 10.00am Technical Support
• As a Microsoft partner / reseller what are my
  options?
• 10.15am Wrap up / QA

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Setting the scene

• Market Opportunity
• IT Spend Increase 04 05
• MSFT Partner Growth Opportunities
• SfSB
• Office Attach
• NT4 Exchange 5.5 Migrations
• Security (SP2) National Security Day
• Deployment

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Campaign Introduction
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• Servers for Small Business GTM
• This GTMs focus is to drive awareness and
  adoption of SBS 2003 amongst small businesses in
  Ireland, through the broad partner channel

Mary Ashe Winton Marketing Manager marywint_at_micros
oft.com
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Agenda

• Objectives
• Key Strategies
• Target Audience Ideal Customer Profile
• Key Messages
• Promotional Offer
• Marketing activity
• Partner Call to Action

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Campaign Objectives
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Key Strategies

• 1. Communicate the value of SBS 2003 as the
  essential server for small business thru broad
  awareness lead generation activities
• Advertising PR
• Partner driven marketing
• 2. Engage Enable the broad channel
• Sales Technical readiness
• Marketing collateral support
• Disti visits
• PTS visits
• 3. Pull through Office Revenue
• Build in Office messaging in all to thru
  partner materials messages
• 4. Affinity Marketing
• Work with non-traditional partners to further
  bolster awareness demand

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Target Audience Ideal Customer Profile

• Target Audience is Owner/manager in small
  businesses
• Ideal Customer Profile
• 5-30 Employees
• 5-20 PCs
• typically in the Services Sector
• High ratio of PCs to employees
• Information Workers
• Technology drivers
• Collaboration Sharing and collaborating on
  documents
• Security Protection against viruses, spam and
  internet controls
• Data protection back-up centrally manage data
  including accounts, customer, employee data,
  reliably back up solution
• Mobility need to access e-mail when out of
  office, remote management
• Have or can get broadband easily

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Customer Issues

• Driving Efficiencies, driving costs down
• Growing the business
• Getting value out of IT

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Key Messages
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Computer Associates E-Trust anti-virus Promotion

• 6 free antivirus nodes (1 Server and 5 CAL) of CA
  eTrust v 7.1 Antivirus bundled with a license of
  Windows Small Business Server 2003
• Valid on SBS Standard and Premium editions
• COEM, FPP and Open licence types
• Valid from Oct 1-Dec 31
• Heavily promoted by MS Ireland
• Ask you Disti for more details

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Broad Awareness Demand Gen Activity

• National Press advertising campaign
• Leveraging Corp look feel
• Offer driven
• North South
• PR Program big push into small business space
  in October
• Reposition MS as small business provider, stack
  message, Paul Mason profiling, photocall, press
  release
• Computers in Small Business Sponsorship
• Channel Partner support, events, case studies,
  wins
• Self-Diagnostic Toolkit
• Partner Marketing
• Partner Campaign Centre
• Collateral

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Artwork
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Gearing up for Growth Event

• Targeted at owner/managers of businesses lt100
  employees
• Speaker line-up includes
• Dan McLaughlin, Chief Economist, BOI
• Patricia Callan, SFA
• Paul Mason, Microsoft
• David McWilliams, Economist, Broadcaster
• Tuesday, November 16, Four Seasons Hotel
• Register your customers for this event

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Partner Call to Action

• Check out campaign details on partner campaign
  centre www.microsoft.com/ireland/partner
• Identify a campaign owner in your organisation
• Register for Hands on Labs
• Identify ideal customer profile amongst your
  database
• Send out eDM, promote anti-virus offer
• Follow up with Telesales customer visits
• Tell you customers about the Gearing up for
  Growth event

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• Questions/Comments/feedback
• marywint_at_microsoft.com
• 01-7063111

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Enhancing Business Productivity with Microsoft
Office Small Business Edition

• Clive Ryan
• Business Group Lead
• cliver_at_microsoft.com

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PC/Server Shipment numbers
PC Shipment Growth Ireland EMEA
WE World FY04 12.6 13.5 12.4 12.9 FY05
9.5 9.7 7.7 8.3 Server Shipment Growth
Windows x86 Non x86 Total FY04 20 13.5
(5.9) 11.5 FY05 19 14 (12) 12
Source Microsoft Internal Analysis
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I.T. Expenditure Trends

• 12 of PCs will be upgraded
• 15 of Servers will be upgraded
• PCs replaced by laptop in 9 of cases
• The overall number of organisations who have
  provided mobile access to email is 23 - with 16
  planning to do so in next 12 months.

Source IDC IT Trends and Expenditure in Ireland
2004 Edition, John Gilsenan (August 200 4 , IDC
SR13
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Overview

• Goal Get small businesses using Office Small
  Business Edition 2003
• Our challenges
• Perception that Office 97 and Office 2000 is
  good enough
• Customers can not articulate version and edition
  differences
• Economic challenges leading to longer upgrade
  cycles
• Low adoption of Windows 2000 / Windows XP
• Worldwide piracy issue particularly in the
  small business segment
• Microsoft activities
• Partner sales and technical training
• New resources for customers and partners
• Broad marketing activities

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Office Small Business Edition 2003

• Office Small Business Edition 2003 includes
• Excel 2003
• Outlook 2003
• Outlook 2003 with Business Contact Manager
• PowerPoint 2003
• Publisher 2003
• Word 2003
• Office Professional Edition 2003 adds
• Access 2003
• Additional support for Extensible Markup Language
  (XML) and Information Rights Management (IRM)
• Support for Visual Studio Tools for the Microsoft
  Office System

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Revenue Opportunities

• Deliver Microsoft Office Small Business Edition
• New PC
• Upgrade license
• New license
• Software installation or system deployment
• Configuration
• Microsoft Outlook with Business Contact Manager
• Windows SharePoint Services
• End-user training
• plus several follow-on projects!

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Additional Service Opportunities

• Windows XP Professional upgrade
• Windows SharePoint Services implementation
• Windows Small Business Server 2003 deployment
• Security audit
• License audit

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Why Preinstall Office 2003?

• Small businesses expect the latest version of
  Office Small Business Edition with each new PC
• The most cost-effective way for customers to
  acquire Office Small Business Edition is
  preinstalled on a new PC
• Set the stage to sell a server with Microsoft
  Windows Small Business Server 2003 preinstalled

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Call to Action

• Use Outlook 2003 with Business Contact Manager
• Help move customers to Office Small Business
  Edition 2003
• System Builders Offer Office Small Business
  Edition 2003 on each PC sold to small business
  customers
• Service Partners Promote Office Small Business
  Edition 2003 to local businesses

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Increasing Operational Efficiency

• For Microsoft Partner Business Decision Makers
• Clive Ryan
• Business Group Lead
• cliver_at_microsoft.com

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IT Expectations Do More with Less
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IT Blues Lifecycle Complexity70 of resources
locked in maintenance
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Windows Server System

• What is Windows Server System?
• A brand for all Microsoft server products
• A program to drive common engineering
• An opportunity for partners to deliver greater
  value
• Windows Server System Goals
• Improve the synergy between servers
• Alter the balance between feature and integration
  
• Address the entire product lifecycle

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Market Opportunity

• Server Shipments
• Businesses are still using Windows NT4
• gt15K NT4 Servers Still Installed
• NT4 Servers are still being deployed (albeit
  decreasing)
• NT4 is out of support (end of year)
• Exchange 5.5. out of support next year

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Increasing Operational EfficiencyGo-To-Market
Initiative

• Improved Operational Efficiency
• Windows NT 4.0 migration
• Novell migration
• Custom application migration with Virtual Server
  2005
• Active Directory deployment
• Management
• Connected Productivity Infrastructure
• Exchange 5.5 migrations
• Windows SharePoint Services
• Outlook and Outlook Web Access
• Mobility Tools

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Market Opportunity

• Increased Operational Efficiency
• Security Solutions (Secure, reliable messaging)
• Automate day-to-day management
• Do more with mission critical technology
• Conquer daily IT challenges
• Connected Productivity Infrastructure
• E-mail with Exchange
• Mobile Technologies
• Remote Access

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Customer Opportunity

• Pains
• Security
• Particularly protection from viruses and spam is
  extremely important in the overall value
  proposition
• Multi-platform infrastructure
• Justifying resources toward non-business value
  activities
• critical patching, software distribution, and
  server availability
• User identities, credentials, and access to
  information assets.
• Burden on IT of adding new functionality while
  keeping the infrastructure running
• Managing remote users
• Need to increase team collaboration yet
  maintaining security

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Revenue Opportunities

• Server Consolidation Reduce Cost Complexity of
  Core Infrastructure
• Simplify Infrastructure Management Upkeep
• Implement advanced infrastructure features
  including remote and mobile access
• Keep the business running
• Active Directory
• Migrate Exchange 5.5 to Exchange Server 2003
• Deploy SharePoint Services

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Call to Action

• Build skill sets, align strategic partnerships,
  and attain membership in Advanced Infrastructure,
  Information Worker and Security Competencies
• Review the Improved Operational Efficeincy Sales
  Quick Reference
• Visit the Campaign Center for the latest
  information on the IOE campaigns
  http//members.microsoft.com/certpartner/campaign/
  campaigncenter.aspx

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Customer Message ITDMs

Everyday your companys infrastructure demands
more attention, but so does your budget. You
need the right solution.
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Customer Message IT Pros
Every day brings you more challenges managing an
aging infrastructure, deploying updates, and
delivering new functionality on an a tight
schedule and even tighter budget. You need the
right solution.
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Customers

• Siemens
• Motorola
• Toyota
• Reuters

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Must-Have Partner Resources
Dont miss these!

• OEP Assessment Tool
• Help customers understand the gains they can make
  by upgrading their infrastructure. (NT
  migrations to Windows Server 2003, Exchange
  migrations)
• Performing an IOE Assessment with customers
• Offer to your customers using this Guide
• 5-10 question short version for prospecting
• 60-80 question long version for qualifying

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Questions?
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More Information

• http//www.microsoft.com/dsi
• http//www.microsoft.com/serverconsolidation
• http//www.microsoft.com/msm
• http//www.microsoft.com/windowsserver2003
• http//www.microsoft.com/windowsserversystem

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MSPP (Microsoft Partner Program)What you need
to know and do before Jan 31st 2005
Colin Cassidy Partner Development
Manager ccassidy_at_microsoft.com
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What do these changes mean to me?
If your business is an existing or striving to
become a Registered, Certified or Gold Certified
Partner then you need to take note of
this otherwise you can nod off for the next
10 mins
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Why did MS change the Program?

• From a Customer Perspective
• Easier to identify partners with appropriate
  skill solution offering through competency
  model
• Introduction of the Referral Directory for
  customers to find the appropriate partners in a
  geography
• Technology changes! The program needs to be
  flexible enough to evolve with our customers needs

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Why did MS change the Program?

• From a Partner Perspective
• To unify tailor the benefits into one program.
• To reward partners based on their commitment
• Ensuring customers understand the solutions and
  services your business offers and where to find
  you
• To build a channel of Specialists not
  Generalists

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Competencies allow customers to identify your
focus
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MSPP Program Levels
Note Expectation is that most Certified Partners
will attain at least 1 Competency

• 2 certified employees or 1 certified product
• 3 references

• 120 Partner Points
• Membership in at least One Competency
• Meet Certified Partner Terms Conditions
• Pay Fee

• 50 Partner Points
• 2 certified employees or 1 certified solution
• Meet Certified Partner Terms Conditions
• Pay Fee

• No Partner Points
• Web Profile
• Optional subscription to MAPs
• Signed Terms and Conditions

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What happens on Jan 31st 2005?

• If you are an existing partner you need to Renew
  and Re-Profile your organization by above date
• NOW is the time to..
• Work toward gaining a Competency
• Understand the criteria involved, most require 2
  MCPs and 3 customer references
• Get your technical staff skilled
• ISVs take the Platform Test..its FREE!

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What are the benefits my business?

• Account Management with dedicated MS resource
• Tailored benefits specific to your Competency
• Leveraging the Microsoft brand
• Internal Use Software
• Access to tech sales training (classroom,
  online press)
• Access to technical support
• Pre-Sales Resource (via phone)
• 5-Pack Professional Support Incidents

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Next steps

• Check the Partner Points calculator today get
  estimate of your points total
• Identify match a competency to your business
  goals
• Calculate how many active MCPs you have put
  time aside to take necessary training exams.
  We can help with this!

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Available Service Plans
Standard Plan
Plus Plan
Foundational support needs in fixed price package
Fully customized service options designed for
complex partner needs

• Fixed-price, prepackaged service plan
• Phone-based, pooled technical service
  coordinator business hour availability
• Prioritized 24x7 technical support
• Limited phone-based support consulting services

• Customizable, scalable service plan
• Designated services account management with
  in-depth partner experience
• Prioritized 24x7 technical support with enhanced
  escalation
• Greater access to proactive support consulting
  services and custom consulting services
• Access to enablement tools

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Advantages for MSPP Partners

• Designated MS resource for all your service needs
• Prioritized 247 break-fix incident support
• Increased amount of service hours and incidents
• Access to proactive consulting services and
  workshops

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Enhanced MSPP Services Benefits

• 40 TSC hours
• 20 TAM hours
• 20 Consulting hours
• 5 IT PRO professional support incidents
• Upgrades to 5 Premier Incidents - 24/7!
• Premier Online / Technet / MSDN

• 5 IT PRO professional support incidents
• Upgrades to 5 Premier Incidents - 24/7!
• 20 TAM Hours
• 20 Consulting Hours
• Premier Online / Technet / MSDN

• Buys 5 Premier Incidents
• 20 TAM hours
• 20 Consulting hours
• Premier Online!

Registered

• Can NOT buy Partner Advantage

Non-Profiled
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Standard Plan Packages (SI)

•  Access to proactive consulting services
• Support Assistance
• Support Workshops
• Supportability Reviews
• Phone based support consulting services
• Designated Technical Account Manager
• Escalation management
• Account Management
• Service Delivery Planning
• Proactive information distribution (Alerts,
  Hotfixes)
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• Prioritized 24x7 break-fix incident support
• Break-fix incidents (5 Professional incidents are
  upgraded
• to 5 Premier Incidents)
• Rapid onsite support service (for fee)
• Multi-vendor coordination 
• Access to Online Support Services

Price Range approx. 8,000 to 26,000. NB
Discounted offer for first 5 partners. Plan A
6,000 Gold Partners get Plan B for Price of
Plan A
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Plus Plan Packages (SI)

• Access to proactive consulting service
• Development consulting and lab services
• Infrastructure consulting and lab services
• Support Assistance
• Support Workshops
• Supportability Reviews
• Custom Project Based Consulting
• Designated Technical Account Manager
• Escalation management
• Account Management
• Service Delivery Planning
• Proactive information distribution (Critical
  Security Alerts,
• Information Alerts, Hotfixes etc)
•  
• Prioritized 24x7 break-fix incident support
• Break-fix incidents (5 Professional incidents are
  upgraded
• to 5 Premier Incidents)
• Rapid onsite support service

Price Range approx. 18,000 to 155,000 Different
offerings for ISV and SIs
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• Contact Point for Partner Advantage
• Karen Curtis
• karencur_at_microsoft.com

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