BIS TCO Assessment ToolBIS TCO Assessment Tool

Mark AlexieffSenior Product ManagerExchange Server marketing

December 16th, 2004

Mark AlexieffSenior Product ManagerExchange Server marketing

December 16th, 2004

AgendaAgenda

Overview

Website (Thin Client)

.NET Application (Thick Client)

Why TCO Assessment Tool?Why TCO Assessment Tool?

Objective Provide a tool to assess cost-effectively the benefits

of migrating to Windows Server 2003 and Exchange Server 2003 for mid-size organizations

Provide a scalable platform to support assessments for other Microsoft products

Tool Components Website (Thin Client) .NET application (Thick Client)

End-users Microsoft Partners Microsoft Partner Account Managers Customers (Thin Client only)

BIS TCO Tool ComponentsBIS TCO Tool Components

Website(Thin Client)

PreliminaryAssessment

• Generates leads on assessment candidates

Registration

• Offers a teaser of the potential benefits of an assessment

.NET Application(Thick Client)

Assessments

• Captures basic customer contact and demographic information

Profile

• Takes client’s operational data and calculates TCO costs and financial metrics

Input Customer Registration Data

Select Prequalification

Evaluation

Fill out Prequalification

Evaluation

LegitimateLead?

Yes

No

Partner/Telesales& Customers

Partner Account Manager (PAM)

Partner Central

Another Evaluation?

SIEBEL creation and/or record annotation of

activity

Yes

No

Done

Result report generated

(Screen, Print, E-mail)

HardwireProcess

BISTACServer

FormattedTxt. file

Direct Marketing Campaigns

(Batch Input)

Call Center Verifies

-Contactable Customer Key- Preferred Partner

Profile Deleted

US: >200K

US: <200K

BIS TCO-Thick Client-

- Customer Key- Preferred Partner Full report

generated(Screen, Print, E-mail)

-Customer Key-Download Customer Info

Engages Customer

BISTACServer

-Anonymous Data UploadPAM – Lead for

Country/Sub

All Non-US

BIS TCO Tool Process

Microsoft

Website

.NET App

Integration Points

Step 1: RegistrationStep 1: Registration

Data Requested

• Promotion code• First Name *• Last Name *• Title * • Business Name *• Address *• City *• State *• Zip/Postal Code *• Country/Region *• Phone *• E-mail *• Purchase Timeframe• Company size• Job function• Industry• Contactability• Preferred Partner

* Required

Step 2: Complete Preliminary AssessmentStep 2: Complete Preliminary Assessment

Available PreliminaryAssessments

• Windows Server 2003• Exchange Server 2003

Step 2: Complete Preliminary EvaluationStep 2: Complete Preliminary Evaluation

Questions

1. Please choose the Windows Server 2003 migration path you are following

2. Please check the solutions you are interested in migrating to Windows Server 2003:

3. Please rate the below operational goals as High, Medium, or Low priority for your company:

4. How many network users do you support?

5. How many server locations do you oversee?

6. How many servers do you support? 7. Do non-IT personnel use terminal

services? 8. How much of your company's daily

activity relies on terminal services? 9. Who maintains your routine IT

operations? 10. How many in-house IT staff do you

have?

Step 3: Preliminary ResultsStep 3: Preliminary Results

Dear <Customer Name>

Thank you for taking a preliminary assessment for<Windows Server 2003>. Given your infrastructureneeds, these are the benefits companies similar toyours have seen:

- Companies in our study cut their systems administration time by an average of 32%

- Windows Server 2003 users spend 36% less time and 27% less money on systems management and desktop administrations

- Companies with networks of your size see the greatest return--from 25% to 50% in time and dollar savings

Created for: <Customer Name>Company: <Company Name>Partner: <Chosen Partner>Date: <Date>

On-screen E-mail

What software are you currently running?

# server crashes x # servers x time to repair (hrs) x IT hourly wage

Crashes per month per server = 2

Windows 2003 Server Administration Cost Y1 to Y3

Netware 4.2Server AdministrationY1 to Y3

VS

Net Present ValueReturn on Investment

Netware 4.2 Crashes per month per server = 3

1. Takes basic client profile and network information

2. Matches the client with a survey profile to suggest cost and operational default metrics

3. Allows client to override suggested costs and operational defaults

4. Uses the cost and operational metrics to compute costs, organized by Gartner’s TCO chart of accounts

5. Projects changes in costs for the migration scenario

6. Calculates financial metrics using cash flow analysis, where the difference in costs = cash flow

Cost of server crashes per month in IT wages

Payback PeriodRate of Return

How an Assessment Works…How an Assessment Works…

Demo…Demo…

Next steps…Next steps…

Try out and become familiar with the BIS TCO Assessment Tool – (hand out USB drives!)

Access the training provided on the USB Drive Use this tool with your customers Provide feedback to: <Hilary to proved name?>