12 09 11 Building Your Business with Windows Intune

120911

Building Your Business with Windows Intune

New Signature, © 2011 2

Founded in March, 2003 Headquartered in Washington, DC; branch office in Albuquerque, NM Microsoft Partner since 2004 55 Employees Our values drive our success. Honesty, ethics, customer service, entrepreneurial , education, experimentation,

and community.

2010 National Capital Business Ethics Award 2011 Inc. 500|5000 list of fastest growing companies in America 2011 CRN Next-Gen 250 List of best small, innovative and nimble business and

technology integrators 2011 CRN Fast Growth 50 Up and Coming list of fastest growing solution providers

in North America

New Signature


1. Gold Systems Management2. Gold Virtualization3. Gold Server Platform4. Gold Desktop5. Gold Hosting

6. Silver Messaging7. Silver Communication8. Silver Midmarket Solution Provider9. Silver Content Management10. Silver Data Platform11. Silver Mobility12. Silver Search13. Silver Portals and Collaboration

14. Silver Learning15. Silver Identity and Security16. Silver Software Asset Management17. Silver Volume Licensing

Cloud Accelerate Partner Microsoft Cloud Champions Club Windows Intune Black Belt Microsoft Small Business Specialist

Microsoft Competencies & Certifications

IDC found that partners that invested in more difficult or a greater number of Microsoft competencies enjoyed 68 percent larger deals and 28 percent more revenue per employee, compared with partners that invested less.


Public Cloud Windows Intune Office 365 Dynamics CRM Online

Business Productivity Infrastructure Optimization Unified Communications Collaboration

Core Infrastructure Optimization Data Center Services Client Services Identity and Security Services IT Process and Compliance

Practice Areas

Cloud

BPIO

Core IO


Services and Segments

CTM (250-750)

CAM (750-3,000)

SMB (1-250)

Transactional

Retained

Managed

Strategic


Integrated Campaigns Pinpoint Telemarketing Print Advertising Direct Email Direct Mail Social Media Social Media Advertising Search Engine Advertising Events & Conferences Referral Partnerships Blog Posts Case Studies

Approach

Solution and Evidence Based Consultative Cross Sell / Up Sell Forward Deployed Engineers SOW Follow Up

Sales and Marketing


Working with Asha Sharma, Windows Intune U.S. Product Marketing Manager

Co-marketing endeavor to help New Signature build Intune practice across 200+ qualified new accounts

Create an opportunity to upsell Windows Intune and complementary managed service

Build, qualify and target list of 3,000; execute campaign; onboard customer; upsell and follow up motion to create sustainable customer base

80+ Intune wins since Nov. 22nd

Windows Intune Taste Test


• Slower sales velocity, customers purchasing small numbers for trial and targeted use—branch office, mobile workers, non-domain joined PCs, and quick deployment scenarios.

• Upselling customers into greater number of licenses, and some opportunities developing to deploy Intune to all PCs in enterprise.

• Creating leads and converting opportunities: Customers looking for benefit of SCCM/SCOM for PCs without infrastructure complexity and maintenance.

• PC management is commodity that can be managed by the public cloud. The data center (private cloud) should be managed on-premises by the System Center product line.

CTM/CAM

• Creating leads and converting opportunities: Office 365 double-play, MSP, and direct sales. Almost no awareness of Windows Intune in market. Challenge with transactional sale is incumbent IT partner.

• Greatest sales velocity and highest conversion rate.• Solution selling around key pain points: out of date AV; Windows 7 licensing; Windows XP migration, security concerns; lack of visibility into health of network; unable to manage PCs centrally, remote support, software and hardware asset management, or increasing mobile workforce.

• Game changing product in terms of Windows 7 licensing for this segment.

SMB

Building a Market for Windows Intune


Office 365 & Intune Flat Account Setup Fee €750Per Migrated Account Fee €75

Audit Messaging Environment T&MGather Messaging Requirements T&MCreate Migration Project Plan Provision Office 365 Account Setup Directory Sync Service Install Desktop Setup Application T&MMailbox Migration Troubleshoot Migration Errors T&MMobile Device Configuration T&MUpdate DNS Records Decommission Exchange Server T&MEnd-user Training Session T&MOffice Application Setup T&MSharePoint: Site Customization T&MSharePoint: Data Migration T&MAdvisory Support Up to 2 hoursAdditional Support €112.50/hourDeployment Channels RemoteDesignated Migration Manager Optional Intune Installation Yes

Attaching Intune to Office 365


Manages and assumes responsibility for providing a defined set of services to their clients either proactively or in support of incidents.

Traditionally an MSP will bill an upfront setup fee and an ongoing flat or near-fixed monthly fee.

Benefits their clients by providing them with predictable IT support costs. Benefits the MSP with potentially higher margins than a traditional time and

materials IT support relationship.

Managed Services Provider (MSP)


Total Assurance Management Solution (TAMS)


Virtuous Cycle of the Microsoft Cloud

Reduce complexity

Create homogeneous

network

Improve manageability

Add new capabilities

Higher utilization and

project revenue

Earn Partner of Record Fees

and BIF

Leverage MDF for more leads

Differentiated solution

increases velocity and

win ratio

+


Windows 7Enterprise Upgrade Rights Microsoft Desktop Optimization Package (MDOP) – improve compatibility and

management (App-V/MED-V), reduce support costs (DaRT), improve asset management (AIS) and improve policy control (MBAM/AGPM).

Endpoint Protection PC Management Provides Infrastructure Optimization

Updates Alerts Software Deployment Policy

Windows Intune Integration with TAMS

Per PC Costs Drop

Source: Forrester Research, Inc., The Total Economic Impact of Windows 7, January 2010

A recent IDC study found that firms who deployed Windows Intune achieved a total savings of $702 per PC per year.


Business Value of Windows 7 Standardization

Annual Time Savings

IT Labor 9.7 hours

Common User Activities/Issues 43 hours

End User Productivity Features 7.9 hours

Total Benefit/PC 60.6 hours

Annual Time Savings

IT Labor €207

End User Labor €842

Total Benefit/PC €1,050

ROI Analysis

ROI (over 3 years) 375%

Pay back in months 7.2 months

Source: IDC White Paper sponsored by Microsoft, The Benefit of Using Windows 7 in Small and Medium-Sized Businesses, Doc #223595, June 2010


Windows 7Enterprise Migration DirectAccess BranchCache App-V/MED-V BitLocker and BitLocker To Go

New Transactional Revenue Opportunities with Intune


Office 365 E3 Plan 25 GB mailboxes and the ability to send attachments up to 25 MB (Exchange

Online) Team sites to share, manage and search for information and resources (SharePoint

Online) Integrated IM and presence, online meetings with audio and video conferencing

and multiparty data sharing (Lync Online) Industry-leading, always-up-to-date anti-virus and anti-spam solutions (FOPE) Latest version of Office Professional Plus Office Web Apps for viewing, sharing and minor editing of documents directly from

a browser

Office 365 Integration with TAMS


Upgrade to Office 2010 SharePoint Migration Deployment of Video Conferencing and Desktop Video Collaboration Systems

Optimized for Microsoft Lync Online (e.g., Polycom CX7000) Office, SharePoint and Lync Training

New Transactional Revenue Opportunities with Office 365


New Signature doesn’t manage your IT, it transforms it into a strategic asset and competitive advantage.

Always up-to-date: Windows operating system. Office productivity software. Industry-leading anti-virus and anti-spam solutions. Messaging and collaboration infrastructure (Exchange, SharePoint and Lync).

What makes it sexy: Co-authoring—multiple users to not only view the same document on their own computers

simultaneously, but also make changes in real time. When one user makes a change, the other users can see the changes and who just made them.

Integrated IM and presence, online meetings with audio and video conferencing and multiparty data sharing with Lync Online.

SharePoint Workspace takes SharePoint lists and document libraries offline. Office Web Apps for viewing, sharing and minor editing of documents directly from a browser.

Selling TAMS


Winning by the Numbers

20082009

20102011 (projected)

0%

10%

20%

30%

40%

50%

60%

MSP Margins

MSP as % of Total Revenues


“Companies that manage their IT investments most successfully generate returns that are as much as 40% higher than those of their competitors.” – Jeanne W. Ross, Peter Weill, “Six IT Decisions Your IT People Shouldn’t Make,” Harvard Business Review

Firm founded to address clients concerned over quality, unpredictability of cost, and insensitivity to the business effects of litigation.

To do this the firm uses alternative staffing structures to draw on needed subject matter expertise case-by-case.

Offices located in multiple cities, attorneys travel to handle civil, criminal and regulatory matters across the country.

Firm’s growth is limited by IT, unable to securely scale up and down to match demand and unreliable IT impeding service delivery.

Sales Case Study: Emerging National Law FirmChallenge: Acquire scalability, reliability and security.


TAMS provides an enterprise-class IT management solution and instant access to the latest information technology for a flat monthly fee.

Windows Intune, Windows 7 Enterprise, and MDOP provide better performance, availability and scalability; improved reliability, flexibility and compatibility; and enhanced security, management and control.

Combination empowers attorneys to focus on what they do best — develop and execute on winning strategies.

Sales Case Study: Emerging National Law FirmSolution: New Signature TAMS w/ Windows Intune.

Documents

12 09 11 Building Your Business with Windows Intune