and the Microsoft Cloud

Microsoft Office

The bottom line: Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.Forrester, August 2009A recent IDC survey of IT executives, CIOs, and their line of business (LOB) colleagues shows that cloud services are crossing the chasm and entering a period of widespread adoption.IDC, October 2008Why Talk About Cloud Computing?... among large enterprises, cloud computing is gaining critical mass, with more than 80 percent of respondents at least in trial stages for public and private cloud computing deployments.F5, August 2009

...most enterprises will eventually exploit cloud-based services for a significant portion of their information services over time and, in the long run, a majority of these implementations will be hybrids.Gartner, December 2008

2009 Microsoft Corporation. This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. 2Microsoft Online Services

Plus over 150 more sites and services

Microsoft delivers the Cloud every day!

4Microsoft Online Services Datacenterswww.globalfoundationservices.com

Generation V Datacenters

Virginia with backup in WashingtonUnited StatesCanadaMexicoPuerto RicoSingapore with backup in Hong Kong**

Australia China Hong Kong India Japan MalaysiaBrazil with backup in US (March 2010)*BrazilColombiaChile New Zealand Singapore South Korea Taiwan

Microsoft Online Services DatacentersDublin with backup in Amsterdam Austria Belgium Czech RepublicDenmark Finland France Germany Greece Hungary Ireland ItalyIsrael NetherlandsNorway Poland Portugal Romania Spain Sweden Switzerland UK

I need my IT costs to be lower and more predictableI want to give users the features of the latest platform but we dont have the resources to upgrade right nowI need to free up my people to work on strategic projects instead of maintaining existing systemsOur IT budget isnt big enough to get the security and reliability we need

Why is Microsoft Hosting?4/16/2010 4:11 PM8Always up-to-date capabilities at a predictable costAccelerate Speed To Value and Save $Key BenefitsUp and running quicklyLatest software No more server upgradesSubscription-basedOpEx not CapExBest tools for the jobEnterprise class delivery99.9 % SLA Financially Backed!

BasicStandardizedRationalizedDynamic

IT Is A Cost CenterIT Is An Efficient Cost CenterIT Is A Business CenterIT Is A Strategic Asset Software + Services Accelerate the Journey9Infrastructure OptimizationInfrastructure Optimization9Enterprise class software delivered via subscription services hosted by Microsoft in SingaporeBusiness Productivity Online Suite

Microsoft Online Services10Key Investment AreasStreamlined CommunicationBusiness-Class Security and ReliabilitySimplifiedManagement

Always up-to-date technologyLower rollout and operating costImproved agility and resource utilizationMulti-layered antivirus and spam filteringHighly secure data access via HTTPSGeo-redundant, Cyber-trust and SAS70$Desktop, mobile, Web AccessSeamless user experienceTeam collaboration, conferencing, RTC

11Instant MessagingE-mailWeb ConferencingDocument SharingPresenceCalendaringWork FlowMobilityOffline AccessArchiving

Seamless Collaboration12

Subscription and Trial

Web Access

Service AdministrationTrial and BuyUser ManagementSettings SupportToolsAnywhere Access without VPN!Single Sign OnApplication AccessSharePoint LinksDownloadsPassword Reset

Rich Client Access

IT Pro

End UserSimplified Administration and Access13DemoAdministration ConsoleSign In ClientUser Segmentation Web access only Limited Exchange, SharePoint capabilities Smaller mailbox size Lower cost Rich client Outlook connectivity with web access Full Exchange Online, SharePoint Online capabilities Larger storage Active Sync device supportInformation WorkerDeskless Worker

15Retail Pricing in NZ$

16Exchange Online Standard$8.62Office Communications Online $3.45Office Live Meeting Standard$7.76Office SharePointOnline Standard$9.05Deskless Worker Suite

$5.31Business Productivity Online Suite

Includes:Exchange Online StandardSharePoint Online StandardOffice CommunicationsLive Meeting Standard

$17.2440%offExchange OnlineDeskless Worker $3.54SharePoint OnlineDeskless Worker $3.54 4/16/201016 2008 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.How the Services are Sold Licensing Channels Web shopping experience at www.microsoft.com/online. Customer signs up and chooses a POR (Partner of Reference).Any Partner can be POR as long as they are registered in Online Partner Program.All PORs are eligible for Advisor Fees.All BPOS components are available as stand alone or suite via MOSP.

Only LARS can sell through EA.Process is same as selling other solutions through EA.Require Core Cal or E-Cal and purchase of entire BPOS Standard Suite as a Step-Up SKU.1. Microsoft Online Subscription Program 2. Enterprise Agreement (EA Direct & Government)17Enabling Transition to OnlineStep-Up UserSubscription LicenseNew or ExistingSA AgreementUserSubscriptionLicense USLAgreementCredit for Software AssuranceSoftware AssurancePerpetualClient Access LicenseAdditional Step-Up USLAgreementwithServices Are Licensed on a Per User Basis1818BPOS Capabilities

25GB (default) Outlook and Web accessAnti-virus / Anti-spam - ForefrontShared calendars, contacts and tasksActive Sync mobile devicesBlackberry device support (BES)*Compliance archiving*CollaborationPortalEnterprise Content ManagementSearchBusiness process formsBusiness intelligencePlatform and extensibility

* Optional capabilities at additional costWeb conferencingSmall group collaboration to large eventsDesktop sharing, chat, question managerTraining support and virtual breakout roomsVOIP or PSTN voice supportLive 360 degree panoramic video

Instant messaging and presenceGroup IMAddress book searchDistribution list expansionFile transfer1:1 audio and video (on the same LAN)

500 MB mailboxOutlook Web Access Light onlyMail, calendar, contactsAnti-virus / Anti-spamCompliance archiving*No mobile accessRead-only access to most contentRead-write access to wikis, blogs, formsSet e-mail alertsSearch capabilitiesNo mobile accessDeskless WorkerDeskless Worker 2009 Microsoft Corporation. This presentation is for informational purposes only. MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY. 19Microsoft Online Subscription ProgramBusiness Policy Rules4/16/2010 4:11 PM 2007 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.

20Why Should You Sell It?

We are not alone

Partner Model for MS OnlineSELLMANAGEDSERVICESINTEGRATECUSTOMIZECONSULTPARTNER REVENUE OPPORTUNITIESMicrosoftBillingFeesSale18% year one12% Net-add6% Residual

MicrosoftPartnerCustomerMigration and IntegrationProject Based RevenueBusiness Process consulting, SharePoint workflow design, Intranet customizationRepeat RevenueResell/Host TransactionalRevenueDesktop Management and Optimization, end user supportRecurrentRevenueCustomers that buy subscription software are more inclined to buy subscription partner servicesOver 70 Partners are selling this in NZ!Sales Motion & Partner Fees Example

23Total Cost ComparisonDriving down the bottom lineOn-premises costGeneral costsHardware and maintenance$73,123`Software$192,702Operations$298,827Deployment and migration$101,803Running total$666,455High availabilityHardware and maintenance$16,048Software$2,301Operations-$840Deployment and migration$10,445Running total$694,599Included$16,048Included$2,301Included-$840Included$10,445$317,311$377,098Microsoft Online costSavingsIncluded$73,123$130,119$65,884$153,012$145,815$34,180$67,623$317,311$349,144TOTAL$694,599$317,311$2,2Per user per month$77.00$35.33$31.67For 250 total users using e-mail, collaboration, IM/presence

US$ Example41% savings over 3 years24Overcoming Most Common ObjectionsI want to try before I buyA 30-day free trial is available this can be extended month by month via Service Request. This is the full offering.I need to retain my data from a non-MS platformWe can recommend a strong MS Services Partner that specializes in this type of migration and integrationDo you offer Blackberry service?Yes! MS offers BIS support out of the box along with Active Sync connectivity. A Full BES experience is available via Service Request US$10/user/monthWe have data privacy or security issuesThe solution has very strong Security and Compliance team staffed by people from industryMS is a signatory to Safe Harbor and understands U.S. & European data privacy issuesMS is regularly audited by 3rd party Cybertrust to ensure the strictest levels of security and provides customers results of their regular SAS-70 audits25Kiwis fly to the cloudover 1500 Exchange mailboxes across 70 businesses today

70 Microsoft Partners signed as Microsoft Online resellers! they WILL compete against you!Quickstart for Microsoft Online Services: A partner onboarding experienceStarting with Business Productivity Online Suite ActivatePromote your SolutionEnrollSign the Online Services Partner Agreement and pass the assessment

DiscoverParticipate in Resource CenterRegister to sell Microsoft Online Services

www.QuickstartOnlineServices.com 27EligibilityDuration of BenefitPartners will receive the benefit per the terms below.

Microsoft may change the benefits with 60 days noticeMSPP Partners who have signed the Microsoft Online Services Partner Agreement (MOSPA) via process defined at http://www.quickstartonlineservices.com

Active partners who meet the above eligibility criteria will be able to receive the following Business Productivity Online Suite IUR Benefits:

First Year250 SeatsNo CostSubsequent YearsSell at least 2 new deals > 25 seats in prior yearNo CostSell less than 2 deals > 25 seats in the prior year$5/USL/monthThe benefit can only be used in countries where service is available.IUR benefits not to exceed 500 seats per country. Microsoft Partners