The SBS 2003 Opportunity for System Builder Partners

1
The SBS 2003 Opportunity for System Builder
Partners

• Pamela Lauz, SBS Product Manager
• Phil Burtscher, Partner Technology Specialist

2
Agenda

• White Box Server Opportunity in Canada
• Windows Small Business Server 2003
• SBS 2003 R2 Preview and Technology Upgrade
  Program
• Identifying a Server Opportunity
• SBS Resources

3
Server Opportunity in Canada The Canadian Small
Business PC MarketSource AMI Partners, March
2005

• 948,031 Businesses in Canada with 1-50PCs
• First Server Opportunity 619,047 (65) do not
  have a server
• - 85,000 (14) intend to buy their first server
  in 2006
• Upgrade Opportunity 328,984 (35) who
• have a server
• 20,000 (6) intend to upgrade in 2006
• Server install-base projected to grow by approx
  10 in Small Business segment

4
IDC Whitepaper White Box Server Opportunities
for System Builders

5
White Box Server Opportunities for System
Builders key findings

• The move to assemble servers is typically driven
  by customer demand for one IT provider,
  especially amongst customers with less than 100
  employees.
• Server deals provide significant opportunities
  for the sale of additional products and services,
  as well as improved profit margins.
• A server sale can pull an average of 10 PCs.
• Margins for white box servers are almost double
  that of PCs.
• Servers under 3,000 are expected to grow
  compound annual growth rate (CAGR) of 28.1
  between 2003 and 2008.
• http//oem.microsoft.com/downloads/BSBB/WhiteBoxOp
  portunities_WP.pdf

6
White Box Server Opportunities Best Practices

• Provide staff with both technical and solution
  sales training. The transition to assembling
  servers as well as desktops is a matter of weeks,
  rather than months, and in most cases is
  primarily accomplished using existing resources.
• Demonstrate ability to support servers by
  providing shorter response times via email and
  telephone.
• Attain a deep level of understanding of customer
  buying cycles and IT infrastructure. This is a
  great opportunity for partners to leverage their
  trusted advisor status and emphasize the value
  of their proximity to the customers
  infrastructure over larger manufacturers.
• Cultivate partnerships with other industry
  players such as component manufacturers, system
  integrators and other resellers in order to share
  leads and deliver sales.
• http//oem.microsoft.com/downloads/BSBB/WhiteBoxOp
  portunities_WP.pdf

7
Windows Small Business Server 2003

8
SBS 2003 is complete
There are 2 editions for Small Business Server
2003 Standard and Premium Standard Edition
introduced in October 2003. SBS Standard
includes Windows Server 2003 allows small
business owners to keep their business up and
running thanks to a security-enhanced, reliable
operating system. Microsoft Exchange Server
2003 is Microsoft's messaging and collaboration
server designed to help small businesses
communicate more effectively using shared
calendars and contacts and integrated e-mail.
Microsoft Office Outlook 2003 to manage
e-email, calendars, contacts and team
information The Premium Edition adds three
components to SBS Standard Microsoft SQL
Server 2000 provides a powerful database system
that allows small business owners to run
line-of-business applications. Microsoft Office
FrontPage 2003 allows small business owners to
create professional websites quickly, easily, and
precisely. Microsoft Internet Security and
Acceleration (ISA) Server 2004 provides a
multilayered firewall and tools to manage and
monitor internal Internet access.

9
Additional End-user Tools
10
Additional IT Management Tools
11
SBS 2003 is affordablePrice Comparison CAD
Retail
12
Designed for Small Business
13
Transition Packs Grow with your business

• Formerly known as Migration Packs
• Facilitate Small Business growth addresses 2
  key scenarios
• Customer exceeded the 75 client limit
• Customer would like to install SBS components on
  separate hardware
• SBS Transition Packs grant licenses to
  standalone versions of SBS components
• 2 types of SBS Server Transition Packs
• SBS Transition Pack Standard (2,299 T72-00634)
• SBS Transition Pack Premium (5,349 T75-00752)
• 1 type of SBS CAL Transition Pack (available in
  5 and 20 Packs)
• Grants licenses to standalone CAL versions of
  Windows Server 2003 and Exchange Server 2003
• For more information http//www.microsoft.com/Wi
  ndowsServer2003/sbs/techinfo/overview/licensingfaq
  .mspx

14
Available SKUs including SBS Service Pack 1
Part Numbers

ERP (CAD)
Product
COEM System Builders
Open Value
Open Business
Retail/FPP
WSBS Standard
809
T72-00632
T72-00117
T72-00111
T72-00661
WSBS Premium
1,999
T75-00749
T75-00193
T75-00144
T75-00798
Device T74-00001
Device T74-00245
Device T74-00239
5-Pack CALs
659
User T74-00002
User T74-00192
User T74-00186
Device T74-00003
Device T74-00137
Device T74-00131
20-Pack CALs
2,589
User T74-00004
User T74-00084
User T74-00078
Product Upgrade (Standard to Premium)

1,219
T75-00754
Canadian Pricelist (all products) http//www.micr
osoft.com/canada/pricelists/ SBS Pricing and
Licensing http//www.microsoft.ca/sbs/default.a
spxpricing
Version Upgrade (from 2000 to 2003)
809
T75-00750
Transition Pack Std (Standard to Standalone)
2,299
T72-00634
Transition Pack Premium (Premium to
Standalone)
5,349
T75-00752
15
Coming Soon SBS 2003 Release 2Estimated
Availability Q2 CY 2006

16
SBS 2003 Release 2Technical Benefits

• Automated, network-wide patch and update
  management for all Microsoft Update supported
  products, lowering the costs of managing a
  Microsoft-based network and helping to maintain a
  more secure infrastructure
• The green check of software health indicates
  that your computers running Microsoft software
  are up-to-date or the daily report details
  actions necessary for attaining green check
  status.
• Increased mailbox limits from 16 GB to 75 GB,
  enabling improved productivity for employees
• Inclusion of SQL Server 2005 Workgroup Edition
  technology in SBS 2003 R2 Premium Edition

http//www.microsoft.com/windowsserver2003/sbs/r2/
default.mspx
17
SBS 2003 Release 2Licensing Benefit

• Expanded client access license (CAL) rights
  including access to additional Exchange Server
  2003 and SQL Server 2005 Workgroup Edition
  servers in the SBS 2003 R2 network, allowing
  customers more flexibility in growth
• Expanded CAL benefit apply to existing SBS CALs
  upon upgrading to R2. Existing SBS CALs do not
  need to be upgraded.

18
SBS 2003 Release 2Technology Upgrade
The Technology Upgrade Program provides eligible
customers with a copy of the Microsoft Windows
Small Business Server 2003 R2 Upgrade Media Kit
if they purchase Windows Small Business Server
2003 with SP1 (Standard or Premium Edition)
preinstalled on a new server from an original
equipment manufacturer (OEM) or System Builder
during the eligibility period English
Language versions March 1, 2006 - July 31,
2006 Non-English Language versions March 1, 2006
- August 31, 2006 http//www.microsoft.com/wi
ndowsserver2003/sbs/r2/default.mspx

19
SBS 2003 Release 2Technology Upgrade

• Technology Upgrade Eligibility Requirements
• Only OEM and System Builder licenses qualify for
  the program. FPP (full packaged products) and
  Volume Licensing options do not qualify for this
  program.
• Customers will need to have purchased Microsoft
  Windows Small Business Server 2003 with SP1
  (Standard or Premium Edition) with a new server
  during the eligibility period.

20
SBS 2003 Release 2Technology Upgrade

• Technology Upgrade Procurement
• Customer need to follow these instructions
• Retain Proof-of-Purchase Information and Locate
  Certificate of Authenticity Upon purchasing on
  or after March 1, 2006, retain all relevant
  documents for the proof-of-purchase, including
  but not limited to the invoice. In addition,
  locate the Certificate of Authenticity of the
  product that should be adhered to the server
  chassis. Customers will need this information
  when requesting the Upgrade Media Kit. For
  information on locating your Certificate of
  Authenticity, see http//www.microsoft.com/resourc
  es/howtotell/en/default.mspx
• Revisit this Page to Place the Order Customers
  should bookmark this page or www.microsoft.com/sbs
  in the near future. Once customers see
  Microsofts Release-to-Manufacturing
  announcement, they can place their order for the
  Microsoft Windows Small Business Server 2003 R2
  Upgrade Media Kit. Please note that while there
  is no charge for the Media Kit itself, there will
  be a nominal fee for shipping and media
  fulfillment operations.
• Order Your Kit Eligible customers must order the
  Windows Small Business Server 2003 R2 Upgrade
  Media Kit by the following dates
• English Language versions September 15, 2006
• Non-English Language versions October 15, 2006

21
SBS 2003 Release 2Technology Upgrade

• Technology Upgrade Media Kit Contents
• R2 Technologies CD
• Premium Technologies CD (2 CDs) Premium
  Edition only
• A Getting Started poster
• Certificate of Authenticity for the Upgrade,
  which will need to be adhered to the server
  chassis.

22
SBS 2003 Release 2

• Pricing Upgrade SKU price to be announced upon
  RTM
• SBS customers with Software Assurance will be
  able to obtain SBS 2003 R2 without purchasing a
  new server license for a nominal shipping and
  handling fee.
• SBS customers without Software Assurance will
  be able to purchase a new version upgrade SKU via
  retail, which will enable them to
  cost-effectively upgrade from any version of SBS
  (4.0, 4.5, 2000, 2003) to SBS 2003 R2.

23
Identifying a Server Opportunity

24
Clue Words, Needs, Challenges
You're on the phone with a customer who currently
uses a peer-to-peer network. You want to convince
this customer to purchase his first
server Listen for clue words Your first step is
to listen for words that tell you this customer
would benefit from a server One of the best
questions to ask is, What do you need to
do? OR Listen for things customer challenges
What do they need to fix?
25
Needs, Challenges If the customer says.
26
Needs, Challenges If the customer says.
27
Upgrade Advantage

• Be ready to explain the benefits of upgrading
  old, single servers to SBS 2003.
• Benefits of SBS 2003 vs. SBS 2000
• SBS 2003
• Provides remote access to information and
  resources from any Internet-enabled PC
• Allows users to find, share, and communicate
  business information in one central locationa
  preconfigured internal company website
• Retrieves deleted files and restores earlier
  versions of files
• Has improved and faster performance
• Is easier to use with its integrated user
  interface, easy setup and management
• Benefits of SBS 2003 vs. NT4 (includes all the
  benefits mentioned above)
• Support of NT4 operating systems ended on
  December 31, 2004.
• SBS 2003 provides additional security and
  enhanced performance.
• Current servers offer much improved performance
  and reliability.

28
SBS Resources
29
SBS Partner Website

• SBS 2003 for Canadian resellers/partners
  http//www.microsoft.ca/partner/sbs
• Offers, Promotions and Rebates
• Marketing Materials templates, boxshots,
  guides, 180-day evals, co-marketing
• tools
• Readiness and Training
• Project Guides
• Licensing
• Upcoming Events

30
Build Servers, Build Business Website

• Joint Microsoft and Intel site for System Builder
  partners http//www.microsoft.ca/buildserverswithi
  ntel
• Marketing materials email templates, banners,
  etc.
• Local offers
• Technical and Business Training

31
OEM Solutions Competency

• The OEM Hardware Solutions Competency is
  specifically designed to help recognize and
  support partners with proven expertise in the
  following solution specializations
• System Building SpecializationIf your company
  builds and promotes client or server hardware
  systems preinstalled with genuine Microsoft
  software and you provide key support services to
  customers
• Device Manufacturing Specialization If your
  company designs and manufactures hardware devices
  used as computer parts, peripherals, or
  accessories
• https//partner.microsoft.com/oemov

32
Small Business TechnologyAssessment Program

• Enhanced Program Now offered by Microsoft Corp.
  to technology partners worldwide
• Small Business Technology Assessment Toolkit
• - Detailed "Business Assessment" guide
• - Comprehensive "Technical Assessment" guide
• - Microsoft Small Business Solution Selling
  guide
• - Three-year planning template
• - Sample proposal template
• - Server deployment guide
• - Customizable sales and marketing tools
• Complete monthly report and earn credit towards
  Microsoft Merchandise
• http//www.microsoft.ca/technicalassessment

33
Small Business Specialist Community (SBSC)

• Partner Program designed for technology partners
  who sell to and support Small Business
• Use of SBSC logo
• Exclusive rebates and benefits
• Training
• http//www.microsoft.ca/sbsc

• Webcast Benefits of the Small Business
  Specialist Community
• Tuesday, March 28th
• 200 pm EST
• http//msevents.microsoft.com/CUI/EventDetail.asp
  x?EventID1032292145Cultureen-CA

34
Newsletters
Have you heard the latest? MS Canada Partner
Newsletter https//partner.microsoft.com/global/4
0010458 MS Canada TechNet Flash
http//www.microsoft.com/technet/canada/flash/
35
SBS Community24x7 Peer Support

• SBS Community Site http//www.microsoft.com/window
  sserver2003/sbs/community/default.mspx
• SBS MVPs in Canada
• Calvin McLennan Waterdown, Ontario
• Les Connor Winnipeg, Manitoba
• Jeff Loucks St Catharines, Ontario
• SBS Newsgroups
• http//groups.yahoo.com/group/sbs2k/
• technical group, users of all levels plus
  partners, VAR's, consultants
• http//groups.yahoo.com/group/smallbizIT/
• more on the sales and management of SMB market,
  partners, VAR's, consultants
• Canadian Usergroups
• Toronto Windows Server User Group (TWSUG)
  http//www.twsug.com
• Toronto North SBS Consultants Group
  http//groups.yahoo.com/group/SBSCanada/
• Montreal IT Pro User Group (MITPUG)
  www.mitpro.ca/
• Winnipeg IT Pro User Group http//www.witpug.org
  
• Vancouver Technology User Group (VANTUG) -
  http//www.vantug.com/

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Resources for Customers
List of SBS Service Providers http//go.microsoft
.com/?LinkID1380728 SBS 2003 Product
Information http//www.microsoft.ca/sbs
Networking Basics For Small Business http//www.
microsoft.com/windowsserver2003/sbs/evaluation/net
working/default.mspx Recoup your SBS investment
in less than a month http//www.microsoft.com/wind
owsserver2003/sbs/evaluation/roi/outofboxROI.mspx
Case Studies http//www.microsoft.com/canada/sma
llbiz/products/sbs/casestudies.mspx
37
Thank you

• pamlauz_at_microsoft.com
• philbur_at_microsoft.com