Selling Online Services

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(No Transcript)
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Selling Online Services

• Thomas Kablau
• Licensing Marketing Manager
• Frederique Dennison
• Product Manager
• Philip Meyer
• Regional Hosting Specialist
• Communications Sector
• Oscar Trimboli
• Product Manager

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Online Services?

• Gaining momentum fast

• Central pillar of the companys business model
  make the organization easier, quicker and more
  efficient for customers and vendors alike

• fictional Online Services that are
  specifically mentioned or seen in works of
  fiction, rather than fictional websites that
  exist in reality are still regarded as Online
  Services.

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Online?

• Under the control of a central computer, as in a
  process or an experiment.
• Connected to a computer or computer network.
• Accessible via a computer or computer network an
  online database.
• In progress ongoing online editorial projects.

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Services?

• To make fit for use adjust, repair, or maintain
  service a car.
• To provide services to. To make interest payments
  on (a debt).
• Slang. To have sex with.

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Agenda

• Value Proposition
• Software As a Service OpportunityFrom a Partner
  Hosted Perspective
• Current Licensing Opportunities
• Summary
• QA

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Software Delivery Options
Conference
Live Meeting
Navision
Navision
Dynamics
Axapta
Axapta
MS CRM
MS CRM
CRM Live
Antigen
Antigen
EHS
WindowsServerSystem
HMCWbH
Server
Office Live
Office
Office
Windows Live
Desktop
Windows
Windows
On Premise
Partner Hosted
Microsoft Hosted
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Value Proposition

• Frederique Dennison
• Email fdennis_at_microsoft.com
• Telephone [phone]

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Opportunity - Software as a Service Market
IDC predicts worldwide spending on SaaS will
reach 10.7B in 2009
Worldwide spending on SaaS increased 39 from
2003 to 2004
5 - Year 21 CAGR
Source IDC Worldwide and U.S. Software as a
Service 2005-2009 Forecast and Analysis Adoption
for the Alternative Delivery Model Continues, IDC
33120, March 2005
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Opportunity - Adoption Status
Software upgrade triggering 60 respondents to
purchase and review SaaS
79 Now purchasing and/or reviewing SaaS offering
Source IDC, Software on Demand's Impact on the
Software Industry Transformation, Extinction, or
Rebirth?, 33558, July 2005
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Antigen E-mail and Collaboration Server Security
Live Communications Server
SharePoint
ISAServer
Collaboration
SMTP Server
Exchange Server
Internet
Users
Edge
E-mail
VirusesWormsSpam
VirusesWormsInapp. Content
Microsoft Operations Manager Antigen MP
Management
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The Software As a Service OpportunityFrom a
Partner Hosted Perspective

• Philip MeyerRegional Hosting Specialist
• Communications SectorMicrosoft Australia

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Agenda

• Software As a Service (SaaS) Opportunity
• Microsofts Software and Services
• Licensing
• Guidance
• Web-based Hosting for Applications Platform and
  Tools
• Support and Community
• Resources
• Questions

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SaaS impacts the entire consumption cycle, in
particular in the L.O.B. application space
Purchase
Deployment
End-Use
Management
FromCapEx ToOpExTry before you buy
FromCustomization ToConfiguration
FromOver served ToUnder served, but easier
to use
FromReliance on internal ITToSLAs
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From the Providers Perspective
Subscription (monthly, for example,
Salesforce.com)
Transaction Based Pricing (success-based, for
example, PayPal)
Usage Based Pricing (Cell phone limited
all-you-can-eat)
Ad-Based Revenue(success-based, Pay per click,
for example, AdCenter)

• Two recurring questions (no clear answers yet)
• How do I compensate my sales people?
• How does SaaS impact contracts, liabilities, and
  SLAs?

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SaaS and The Long Tail
Dozens of markets of millions or millions of
markets of dozens?
/ Customer

• Your Large Customers

Your Typical Customers
(Currently) Your non-addressable Customers
New addressable market gtgt current market
of Customers
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Winning Software Services with Microsoft
Support and Community
Licensing
Software Services
User Experience
Guidance
Platform and Tools
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Licensing

• Service Provider License Agreement (SPLA)
• No Up-Front Cost, No Commitment
• Pay for What You Use
• Two Model Per User or Per CPU
• Rights to Upgrade

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Licensing Whats New

• Service Provider License Agreement (SPLA)
• SPLA to ISVs
• Customer Evaluation Extended
• Cold-Disaster Recovery Grant
• SPLA Feedback Project

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On the first day we ran MOM, we found 33
critical events that we hadnt even known about.
We had simply never monitored them
before. Chris Munoz, Vice President Hosting
Services, Vertafore
Vertafore Lowers their TCO with Microsoft Solution

• Server Build 9 new servers/month111 min /server
• Event Monitoring
• 70 events 8 consoles
• Customer complains
• Patch/Updates
• 28 hrs/month

• Server Purposing Mod
• Monitoring and Reporting
• Update Management

• 7X Improvement Multiple Concurrent Builds 15 min
  /server
• First to Know- 30X Faster Resolution 9000 events
  - 1 console
• 4X Improvement 7 hours /month

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video
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Guidance
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Platform and Tools

• Solution for Windows-based Hosting for
  Applications Version 1.0

Platform, tools, and best practices to enable
applications for delivery as a service
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Windows-based Hosting for Applications

• Microsoft Solution for Windows-based Hosting for
  Applications Version 1.0
• Target Audience
• ISVs self-hosting applications
• Application hosting Service Providers
• Key Benefits
• Faster time-to-market
• Lower Total Cost of Ownership (TCO)
• Simplify application and infrastructure
  management
• Reference and Best Practices (App Hosting 101)

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Windows-based Hosting for Applications

• Application hosting specific guidance
• Step-by-step installation guide
• Guide for creating an application-specific
  management pack and reporting
• Automation of routine processes and tasks
• Delegate administration
• Sample code, control panel, SDK

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The Microsoft solution enabled Made2Manage
Systems to develop a hosted offering with a
minimum of risk and the potential for a strong
return on investment. Jeff Tognoni CEO
Made2Manage
Made2Manage offers a Hosted ERP using Microsoft
Technologies for Provisioning and Monitoring

• Customer needs advance features but an
  on-premises solution is cost prohibitive
• Need to deliver hosted offer in a multitenant
  environment to take advantage of cost savings of
  scale and providing a secure offering

• Quickly enable hosted offer without changing the
  application itself
• Automate complex provisioning steps to get
  consistency, security, and efficiency

• Create a hosted offer with the ERP product
• With Microsoft Solution for Windows-based Hosting
  for Applications Version 1.0

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Exchange Services Providing Choice
Choice of Messaging Platform

• On-premise Server

OR

• Hosted by Service Providers

Complementary Messaging Management and Security
Services

• Hosted Filtering
• Hosted Archiving
• Hosted Encryption
• Hosted Continuity

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Exchange Hosted Services
Multi-layer spam, virus and content filtering
E-mail retention for compliance, knowledge mgmt
Uninterrupted e-mail during unplanned outages
Gateway, policy-based e-mail encryption
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How We Engage With Partners

• Resellers (LARs, VARs, Distributors)
• EA, Select, Open Value, Campus and School.
• Service configured by the customer
• Microsoft support
• Hosted Service Providers
• License through SPLA.
• Partners configure services on behalf of the
  customer
• Partners provide Tier 1, Microsoft Tier 2, 3, and
  4

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Support and Community

• Microsoft Partner Program
• Market Development
• Training
• Support

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Resources

• Hosted ISV Landing Page (microsoft.com/serviceprov
  iders/applicationhosting )
• Service Provider License Agreement (SPLA)
  information
• Solution documentation and bits
• Case studies
• Solution Demo (http//www.solutiondemo.net)
• Self-guided, online demo
• Videos on advanced topics about hosting
• Components of the Windows-based Hosting Solution
• ISV Hosting Starter Kit (microsoft.com/hosting)
• Business and technical overview
• White paper and case studies
• Hosting Community
• Technical assistance from community experts
• Referral program (hostedisv_at_microsoft.com)
• Online Windows Hosting Forum (http//www.microsoft
  .com/hostingforums/)

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Resources to Get Started

• Invest in Microsoft Platform for Hosted
  Applications
• Engage with Microsoft to Develop Application
  Hosting Offerings
• Get started at http//www.microsoft.com/servicep
  roviders/solutions/applicationhosting.mspx

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Current Licensing Opportunities

• Oscar Trimboli
• Unified Communications Group
• Email oscartr_at_microsoft.com
• Telephone [phone]

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CALs by Functionality

Communications Server 2007 Standard CAL
Communications Server 2007 Enterprise CAL
Communications Server 2007 Call Management CAL
Voice Call Management
IM/Presence
Conferencing

• Rich presence
• Personal information manager integration (Address
  book synchronization and search, Calendar, OOF
  message)
• Enhanced Enterprise IM including Group IM

• Peer to peer video collaboration
• Peer to peer data collaboration
• Multiparty collaboration (data, video, IP voice
  in support of conferencing)

• Voice media on the Softphone
• Advanced call routing
• Ad-hoc multiparty voice
• Remote Call Control (i.e. former Telephony CAL)

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Office Live Meeting 2007 Addresses Core Meeting
Scenarios
Core Functionality

• Professional Edition
• 250 Meeting Capacity
• Registration
• Breakout Rooms
• Testing
• Other Training Events features
• Plus Standard Edition features
• Standard Edition
• 25 Meeting Capacity
• VoIP
• Video
• Application Sharing
• Other collaboration features

Professional Edition
Standard Edition
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Server and Service Conferencing Bundle

• Bundled SKU that includes both OCS Enterprise CAL
  and Live Meeting (service) Named User
• Target customers
• Larger organizations worried about deployment
• Organizations that need cross-platform support
• Smaller organization or companies with small
  population of users (departments) that need
  external meetings will use Live Meeting service
  at regular prices

Professional Edition
OCS w/ Enterprise CAL
Low-Priced Service Hosting Fee Attach to
Server
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FY07 RTC Promo vs. IC Promo

• RTC Promo operationally simpler given WWLP
  feedback (SKU based ordering)
• Desktop penetration similar to IC promo expanding
  the low end down to min of 500

FY06 IC Promo
FY07 RTC Promo
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LCS 2005 CAL (IM/Pres) L SA 12 / user / yr
LCS 2005 CAL (IM/Pres) L SA 12 / user / yr
Live Meeting - Pro 235 / user / yr
Live Meeting Pro 235 / user / yr
OCS 2007 Ent CAL (conf CAL) Rights
LSA 37/user/yr
OCS 2007 Ent CAL (conf CAL) Rights
LSA 37/user/yr
OCS 2007 Call Management CAL Rights L
only 50/user/yr
LCS Telephony CAL LSA NEW OCS 2007 Call
Management CAL Rights L only 50/user/yr
34 price is Select D pricing for customers not
buying Ent CAL Suite. Ent CAL Suite customers
only need LM therefore price is lower. LM portion
can be filled thru Telco or LAR channel
FY07 Starting Oct06
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Promotion Guidelines

• Available October 1, 2006 to June 15, 2007
• This promotion is not retroactive to contracts
  signed before October 1, 2006
• Minimums
• 5,000 CALs or 75 of orgs desktops which ever is
  less.
• Minimum of 500 desktops
• Available to all Microsoft customers with Select
  or Enterprise Agreements worldwide
• Promotion does not apply to SPLA, HVMS or
  Academic Select License and Campus/School
  Agreement/CASA customers

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Summary

• Great value proposition
• Growing market
• Options to suit all customers and Partner

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