Drive New Revenue Opportunities with the Business Servers Campaign

Topics How this Campaign can help you Market Opportunity Customer Profiles & Key Pain Points Where’s the Business Opportunity? Key Customer Scenarios Recommending the Right Server Cross-sell Opportunities Next Steps and Resources Appendix

The Business Server Campaign Helps You Drive New Server Sales

Sales and marketing resources help you find new customers: Prospecting sales guide

and call script Web banners and Web

copy Customer leave-behind

fliers (customizable) Needs analysis guidance

for which server to recommend

Campaign guidance

Web and PR initiative creates demand for Microsoft® partners:

Customer testimonials and product videos demonstrates how a Windows Server® can help your customers be more efficient, more competitive, and reduce costs.

1 2

What is the market opportunity?Over 25m SMBs with at least 2 PCs around the world

Of these SMBs, 63% do not have a server and are a great opportunity for a first server.

Within the remaining 37% there is a great opportunity to sell an updated server solution to replace old infrastructure.

Size of Company

2009 WW Entities (in millions)# PCs 2-24 25-49 50-249 Total: 2-249

# Employees 1-49 50-99 100-499 Total: 1-499

# Entities with 2+ PCs   23.6 0.94 0.66 25.2

# Entities with LAN (P2P & Server)   12.67 0.66 0.52 13.85

# Entities with Server-based LAN   8.4 0.46 0.52 9.38

# Entities with 2+ Servers   1.19 0.14 0.18 1.51

Source: AMI Global Model (2H '08)

Who is the SMB decision maker?

“I can’t afford data loss or theft.”

“We need to reduce IT costs and complexity.”

“I want to increase employee productivity.”

“In today’s tough times, I have little time and a limited budget to operate my business so I need to be convinced that any IT products and services I purchase will protect my business and positively impact the bottom line as soon as possible.”

– Business Owner

Opportunity: First Server

Profile: Customer has peer-to-peer networking only (no server)

Biggest business challenge is growing revenues, followed by local competition and increasing customer satisfaction/loyalty.*

*Source: AMI-Partners 2008-09: SB Market Overview

Look for:

Business has two or more PCs

No one on staff to focus on IT Unaware of what a server is;

technology is not top of mind

Solve customer challenges with a server that:

Organizes information centrally for easy, secure access.

Enables connection to their business and customers from virtually anywhere.

Protects business information from disaster or theft.

Improves productivity by connecting employees to shared resources (printers, business applications).

Opportunity: Upgrade InfrastructureProfile: Customer has existing server infrastructure Biggest business challenges are growing revenues and increasing customer satisfaction and loyalty. Is motivated to adopt collaborative solutions that promote productivity and sharing of knowledge, especially within the company.*

*Source: AMI-Partners 2008-09: SB Market Overview

Look for:

Server hardware being replaced

Server proliferation creating operational inefficiencies

Acquiring or upgrading a line-of-business application

The IT Generalist spends majority of time “putting out fires”

Solve customer challenges with a server that:

Enables employees to be more productive with access to key business applications from anywhere (home, on the road, or from a branch office).

Helps protect their business with servers that are more secure by default and easier to keep updated.

Simplifies IT management by reducing physical servers through consolidation and virtualization.

Partner Business Opportunity

• Recommend the right server from Microsoft’s comprehensive family of servers based on unique customer needs

• Conduct business and technology assessments to become a strategic advisor

Expand your Role as Trusted Advisor

• Help customers to save time and get organized by improving productivity, staying connected on the road, and reducing travel with advanced communication and collaboration

• Reduce IT costs and risks for customers by reducing complexity, and preventing downtime, data loss and theft

Deliver Increasing Business Value

• Acquire new customers by upgrading small businesses from peer-to-peer networking, legacy servers, or competitive solutions

• Earn incremental revenue through up-sell and cross-sell opportunities such as mobility and remote access, communication & collaboration, LOB app deployment, security & management

Win More Business

Collaborative online workspace and file sharing

Secure access to business contacts, calendars, and communication

E-mail and data access from virtually anywhere

Save Time and Get Organized

Improve productivity and efficiency in the office

Stay connected and up-to-date while out of the office

Reduce travel costs

Reduce IT Risks and Costs Reduce IT complexity Prevent downtime Prevent data loss and theft

SMBs need to:

Technology that delivers what customers need

Consolidated IT infrastructure Reduced IT management time and

costs Automatic software updates and

upgrades, scheduled to minimize downtime

Better control of user access to files Scheduled, automatic data backups Disaster recovery

You can provide solutions for:

Success Computer Consulting Drives Sales with Microsoft Products and ResourcesRestaurant/retail/entertainment industry, Minneapolis, Minnesota, 20 employees:

• Microsoft Gold Partner, Microsoft Small Business Specialist

• 10-150 SMB primary customer segment

• 15 years in networking infrastructure practice

• 80% percent networking infrastructure customers

Microsoft products/solutions focus:

• Information Workers Solutions• Microsoft® SharePoint® products

and technologies• Windows® Small Business Server,

Windows Server

“When customers don’t need to pay as much money to deploy the technology, they can use the money to let us help capitalize on the technology for higher-value services.”

Erik Thorsell, President, Success Computer

Consulting• More case studies and success stories.• Articles on how partnering with

Microsoft helps you.

Key Customer ScenariosProduct

Product Positioning Statement

Scenarios Limitations

Entry level server operating system for running business applications and sharing information and resources.

• Needs First Server for shared file/print, document management and collaboration, centralized backup, LOB application (typically has existing Exchange Server or Hosted Exchange)

• Additional Server for LOB application or remote access

• 15 users• Single

Processor only

Advanced server operating system with built in virtualization capabilities for increased reliability and security.

All Foundation scenarios plus:• Workload upgrade• IT Efficiency with easier management• Improved Security

• Single Virtual Host

All-in-one server suite designed for small businesses for enhanced productivity and a more professional business image.

All Standard Scenarios Plus:• Advanced collaboration with professional email & shared

calendars • Mobility solutions & remote PC access• Simplified administration (user access, network health)

• 75 users• Single

Domain

Enterprise-class server suite designed for midsize businesses for enhanced manageability and security.

All SBS Scenarios Plus:• Infrastructure consolidation and reduced network

complexity with integrated management, messaging, and security workloads

• Simplified IT management via single Administration Console to view and manage entire network.

• 300 users• Single

Domain

Advanced server operating system with built in virtualization capabilities and high availability for increased business agility. 

All Standard Scenarios Plus:• Server Consolidation through Virtualization• High Availability and Failover Clustering• Optimizing branch office with Branch Cache

• Up to 4 Virtual Hosts

Recommending the Right Server

Need Multiple

Domains/Trusts, Mail

or Authentication Stores?

SBS

# Users

Consider a software firewall?

EBS

WS Foundation

WS Standar

d

WS EE

Shared e-mail and

calendars?

More than 1 processor?

Need a database

?

EBS Premiu

m

SBS Premiu

mNeed a

database?

Fewer than 300 PCs in 2

yrs

Recommend This

Solution

Key Decision FactorsInitial Need

Yes

Yes

No

Yes

No

No

Yes

No

Yes

No

Yes Yes

No

No

No

Yes

Yes

Need High Availability or Branch

Operations Efficiency?

>300 PCs ~ 2 yrs

50-250 PCs today

< 300 PCs ~ 2 yrs

< 50 PCs today < 75 PCs ~ 2 years

NoLess than 15

users in 2 years?

Need e-mail on-premises?

Yes

Yes

No

Need for server identified

(first Server or upgrade)

After assessing client needs, use the flowchart to determine the best server solution. See next slide for more detail on key considerations. Please refer to the virtualization flowchart in the appendix when identifying best virtualization solution.

Key Considerations

Number of users / expected business growth What is the business vision? Where do they expect to be in the next 2-5 years? How many users do they have today? How many users will they be within the next

2 years?

On-premises e-mail required? Do they need shared calendars and mobile access to e-mail while on the road? Is there an existing Exchange Server or they need/prefer Hosted Exchange or

Exchange Online? Does their LOB application require on-premises e-mail integration?

LOB application or BI needs? Does their LOB application require a database? Do they have business intelligence needs that require a database with reporting

and analysis?

Security Do they need to upgrade their current security solution? Will they consider a software firewall?

High Availability & Branch requirements Do they need failover clustering (always up) with minimal downtime? Do they have a highly distributed environment and require highly efficient branch

operations?

On PremisesHosted at customer & server/deployment costs paid upfront or with per user per month licensing

OnlineHosted at third-party location with per user per mo. licensingThird-party hosted servicesMicrosoft Online Services (Exchange Server and SharePoint Portal Server)

Budget Constraints or prefer to avoid capital expense?

Control/trust or compliance issues, or need LOB app/e-mail integration?

Yes

No

No

Yes

On Premis

es

Online

On-premises versus Online

Cross-sell Opportunities Windows Server® Foundation

Windows Server® Standard

Windows® Small Business Server

Windows® Essential Business Server

Windows Server® Enterprise Edition

Remote Access to centralized LOB appsTS or RDS CALS

√ √ √ √ √

PC Remote Access & PC Backup Windows® Home Server √ √

√ Remote access

included

√Remote access

included

Mobility SolutionsWindows Mobile® * * √ √ *Management from a Single ConsoleSystem Center Essentials

√ Already included Already included √

Improved Software Firewall/SecurityForefront Threat Management Gateway

√ Already included Already included √

Data Protection/ Enhanced Disaster RecoveryData Protection Manager

√ √ √

* Needs Exchange Server or Exchange Online

What customers are saying…

E Squared C

9 employees

Founded in 2001, E Squared C offers IT infrastructure services, including IT management and procurement, to small-business customers in northern Nevada. Its nine employees serve 300 customers annually.

“Running our time-tracking system on Windows Server 2008 Foundation is a big improvement… Our billing rate is around 70 percent, [up from] 59 percent. At $110 per hour, that really makes a difference. “

John Endter, President,E Squared C

Lee Company

550 employees

Lee Company, based in Franklin, Tennessee, provides heating and cooling, plumbing, electrical, construction, and maintenance services for commercial and residential customers nationwide.

“Because we have immediate access to event logs, we can spot issues early and avoid costly server problems. A typical server crash involves anywhere from 10 to 250 users and 30 to 45 minutes of downtime for that particular service. So the savings in terms of increased productivity are significant.”

Tom Goddard, Director of Information TechnologyLee Company

Carson Valley Golf Course

20 employees

HP Carson Valley Golf Course is located near Lake Tahoe.  Owner Tom Brooks aims to provide an affordable, friendly course, but business success depends on efficiency and great customer service.

"With Windows Small Business Server 2008, we can do more with the people we have and at the same time increase customer loyalty. Our productivity and customer service are going up, which helps us grow the business."

Tom Brooks, OwnerCarson Valley Golf Course

Windrush Frozen Foods Ltd.

100 employees

Windrush Frozen Foods is a leading manufacturer and supplier of specialty frozen foods to caterers, restaurants, and other food service companies in the United Kingdom.

“Windows Server 2008 and Rights Management Services superbly meet our needs to provide easy access to our documents, both inside and outside of the company, with high security and manageability.”

Robbie Roberts, IT Manager, Windrush  Frozen Foods

Securities and Commodities Authority

135 employees

The Securities and Commodities Authority is a government agency that protects and regulates the financial markets in the United Arab Emirates. Established in 2000, it employs 135 people.

“With Hyper-V™, Microsoft has vastly increased the benefits of virtualization. We’ve reduced operational expenses by about 60 per cent, and now we can provision a new server in less than an hour. “

Afnaz Abootty AhamedTechnical Architect,Securities and Commodities Authority

What to Do Next

Learn more about Microsoft Servers and become a trusted advisor to your SMB customers. The Windows Server 2008 Web site can help.

Recommend the right solution by assessing the needs of your small and midsize prospects with the Business and Technology Assessment Toolkit.

Visit the OEM Partner site to learn more about Business Servers and the sales and marketing portal to help you find customers and close deals.

Find Resources that Help YouReach Customers and Drive Sales

Create Awareness and DemandVisit the Partner Marketing Center and the OEM Partner Center to find the following: Solution Profiler

• Customer Stories on Microsoft.com

• Online Marketing Resources

• E-mail marketing portal

• Webcasts and Webinars

Ready Your Business• Partner Learning Center• OEM Business Server Portal• Small Business Specialist Community

Licensing and Financing• Licensing Reseller Handbook

and SmartPay• Microsoft Financing

Drive Sales• Business Technology Assessment Toolkit• Demo Showcase• Server Rebate• Beyond the Box• Microsoft Reseller Option Kits (ROK)

Expand Your Business• Partner Vertical Resource Center• Microsoft Competencies

Collaborate with Other Partners• Channel Builder• Partner Communities

APPENDIX

Business Server Campaign Featured Products Windows Server 2008 Foundation R2 –Entry level server operating

system for running business applications and sharing information and resources.

Windows Server 2008 Standard R2 – Advanced server operating system with built in virtualization capabilities for increased reliability and security.

Windows Small Business Server 2008 – All in one server suite for enhanced productivity and a more professional business image at an affordable price for small businesses.

Windows Essential Business Server 2008 – Enterprise class server suite for enhanced manageability and security priced for midsize businesses.

Windows Server 2008 Enterprise R2 –Enterprise-class platform for deploying business-critical applications and provides the foundation for a highly dynamic, scalable IT infrastructure.

Choosing the right Virtualization Solution

Existing ServersInitial Need Recommended Solution

Virtualized Apps

Need for Desktop

Connectivity

Virtual Hosts Virtual Instances on Server

# of virtualhosts on one

physical server

WS DC

# of virtualhosts on one

physical server

2nd Copy of WS Standard in SBS/EBS

Premium Edition

Virtualize SBS/EBS on one physical

server

Need Server Consolidation, App Compat, DR, remote

app or desktop

connectivity

Users need Secure, Remote

Access to Apps/Data ?

Yes

No

1-2 Centralized

Apps

Full DesktopVirtualized

Windows Server

Enterprise Edition

Up to 4 for App Compat/Centralizati

on

WSStandard

# of virtualhosts on one

physical server

Which Server do they have or

need?

WS EE(R2 for Live Migration)

TS or RDS CALs

(WS 2008 R2)

VDI CALs

Level of desktop

centralization

Add WS EE in SBS/EBS

network

Fully Virtualized

for DR/ServerConsolidation

Single Instance for App

Compat/Centralization

Windows Server

Foundation or Standard

Unlimited

Unlimited

Single Instance

Up to 4

Small Business Server or

Essential Business Server

Up to 4

Use the flowchart with your clients to walk through some of the key decisions to determine the best virtualization solution for their unique business needs.

Take Microsoft technical training offered thru

distributors or MNA OEMs

What is Beyond the Box?

• Untapped market - 70% of SMBs WW don’t own a server; 61% are virtualizing

• Participating partners sold more servers - 30% >sales volume

Partner Opportunity

• Provides technical training and readiness • Helps accelerate server sales • Grows revenue through services as trusted technology

advisor

Take advantage of the opportunity

Work with your Microsoft Account team on additional ways to grow server sales or

visit the Online Partner Center

Identify ways to integrate Beyond the Box into your sales and training plans

Beyond the Box Helps Sell More (Servers & Services)

1 2 3

What is ROK?

OEM Packaged Windows Server 2008, Standard, Premium, with or without Hyper-V

Windows Server 2003 R2 Standard or Enterprise Edition, 32-bit & 64-bit

Small Business Standard, or Premium 32-bit

“Server + Five” CALs BIOS Locked to OEM Servers OEM Option

Purchased like an option Stocked like an option

Why Sell ROK?

OEM SMB Market Potential Alternative to Pre-install

Reseller Lower Acquisition Cost Lower Inventory Cost Lower Support Cost Convenience

Disti Sales Rep Promotions Sales Against Quota

Server Services Rebate Details

* For complete terms and conditions, please refer to the terms and conditions at www.serveroffer.com.

When July 1, 2009 to December 31, 2009*

Where Submit claims at www.serveroffer.com

Who Sellers and providers of services for the eligible server operating systems

What Sell and deliver deployment services for the following server operating system to be eligible for the listed rebate amounts:

How 1. Purchase eligible server operating system from your distributor2. Sell a minimum of TWO eligible server operating systems with deployment

services 3. Once approved for TWO, you can be eligible to claim up to 23 additional rebates4. All claims must be submitted by July 31, 2009

© 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows Server, Windows Small Business Server, Windows Essential Business Server, Windows Essential Business Server, the Windows Server logo, the Windows Small Business Server logo, and the Windows Essential Server logo are trademarks of the Microsoft group of companies.

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.