Business in the Cloud

Software Services+

Agenda

Introductions and WelcomeATSC General TourCloud OverviewBPOS OverviewSneak Peak of Office 365Windows IntuneOffice LicensingHands On ExercisesCIE Survey

2

Introductions

NameTitleOrganizationArea of ExpertiseDo you currently use any cloud services?What do you hope to get out of this session?

2

Types of cloud services

platform as a service

build on it

software as a service

consume it

“SaaS”“PaaS”infrastructure as

a service

migrate to it

“IaaS”

BUSINESS APPSCOLLABORATION DATABASE PLATFORMCOMMUNICATIONSPRODUCTIVITY DESKTOP MGMT IDENTITY

ON-PREMISES

Commercial Cloud ServicesSaaS IaaSPaaS

The Cloud on Your Terms

Best Productivity Experience

Across PC, Phone, and Browser

On-premises

Online

Business Intelligenc

e

Enterprise Content

Management

Collaboration

Enterprise Search

Unified Communication

s

The Future of Productivity

Microsoft Online Services Overview

* Optional capabilities at additional cost

25GB MailboxOutlook and Web AccessAnti-Virus/Anti-SpamShared Calendars, Contacts & TasksActive Sync Mobile DevicesBlackberry Device Support* ($10US/M/User)Compliance Archiving*

Web 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

250MB storage allocation per user CollaborationPortalEnterprise Content ManagementSearchBusiness Process FormsPlatform & Extensibility

CDN$ New Pricing (5-250 users)

8

Exchange Online Standard$6.37

Office Communications Online (IM and Presence)

$2.55

Office Live Meeting Standard$5.73

Office SharePointOnline Standard

$6.69

Deskless Worker Suite$3.82

Business Productivity Online Suite

Includes:Exchange StandardSharePoint Standard

Office CommunicationsLive Meeting Standard

$12.74

40%off

Exchange OnlineDeskless Worker1 $2.55

SharePoint OnlineDeskless Worker1 $2.55

| Copyright© 2010 Microsoft Corporation

The BPOS Services Rebate

Offer details: • Offer date extended - February 3 – June 30, 2011. • Purchase Business Productivity Online Suite and get

• $1k for 5-19 seats / $3k for 20+ seats • Purchase Exchange Online only and get• $500 5-19 seats / $1500 for 20+ seats

• Customer must purchase license first (indicate their Partner of Record) and then submit claim to quality – the customer/partner will only get $ if POR is identified

• Eligible Partners – ALL Cloud Accelerate, Cloud Compass, and Cloud Essentials Partners

• One claim per customer organization• Offer Landing Page -

http://www.microsoft.com/online/en-ca/bpos-offer.aspx

| Copyright© 2010 Microsoft Corporation

What’s New in Office 365

10

• New user interface• Role based access• Identity federation (eliminate sign-in client)• Multi-factor authentication support• Remove scale limitation

Platform

Capabilities

• My Sites to manage and share documents

• Access documents offline

• Improved Team & Project Sites

• Document-level permissions to protect sensitive content

• Share documents securely with Extranet Sites

• Cross site collection search

• Flexible service offering with pay-as-you-go, per-user licensing

• The complete Office experience with services integration in Office 365

• Always the latest version of the Office apps, including Office Web Apps

• Familiar Office user experience to access services

• Voicemail with unified messaging

• Integrated personal archiving

• Retention policies and legal hold

• Exchange Control Panel

• Free/busy coexistence

• Cross-premises management

• IM & Presence across firewalls

• GAL/Skill search in SharePoint

• Online meeting with desktop sharing

• Activity feeds• Contact photos• Click to

communicate from Office contact cards

• Windows Live federation

| Copyright© 2010 Microsoft Corporation

Plans for All Your Employees (CDN$)

11

E Family PlansK Family Plans

Office Web Apps

SharePoint Online Kiosk

Plan K1$4.75/m

Plan K2$11.75/

m

Components

Exchange OnlineKiosk

Office Web Apps

Email, calendar, AV/AS, Personal

Archive

Collaboration Portal

Conferencing

IM & presence

Office Pro Plus

Forms, AccessExcel, & Visio

Services

V.mail & Advanced Archive Capabilities

Voice

Plan E1$11.75

/m

Plan E2$18.75

/m

Plan E3$29.25

/m

Plan E4$33/m

Office 365 for small businessesIncludes…

KEY CAPABILITIES

1 One site collection, authenticated external user access enabled for up to 50 unique users/month. 2 Includes ready-to-use templates, option to add custom domain.3 Online meetings limited to 50 participants.

Office 365(Plan P1)

$7CDN/user/

month

• 1-25 users (max of 50 allowed)

• No IT needed• Easy to try out• Simple and easy to

use• Works with

Microsoft Office• Financially-backed

99.9% uptime guarantee

• Self-Help and Community Support

Exchange Email, Calendar, Contacts & Personal Archive

25 GB Mailbox ActiveSync Mobile Support SharePoint Team Sites 1 Office Web Apps Simple Public Website 2 Online Access databases Lync Rich Client Online meetings 3 Desktop Sharing Multiparty IM & PC-to-PC

Calling

Small Business Server 2011 Family

File & Print Sharing

Backup

Identity Protection

Remote Access

Core

Solu

tion

sWSUS

Other Apps

Hyper V

RDS

Pre

miu

m A

dd

-On

SBS 2011 Standard

Windows Server 2008 R2

Other Web Apps

SBS 2011 Essentials

365

+

+

Foundation

Sim

plifi

ed

Managem

en

t

Help Manage & Secure PCs AnywhereSimple Web-Based Administration Console: $14CDN/PC/month + $2CDN/PC/Month for MDOP

Protect PCs from malware

Manage updates

Proactively monitor PCs

Provide remote assistance

Inventory hardware and software

Set security policies

Enable a Mobile Workforce

Users can be managed from the office, branch office, or on the road

IT and partners can work from anywhere too

Exercise # 1 – Windows Intune

Setup, administration and configuring updatesUsing the client interface : How to request for remote assistance, and how to check for updatesInspecting malware and auditing the software installed on client computers

A Dose of Microsoft Licensing

Gail Moorhouse Field Sales Specialist, Microsoft

Building a Revenue Stream with Microsoft

Annuity Programs

Agenda

Open Volume License ProgramsDeep Look at Open Value SubscriptionThe FunnelCurrent Promotions

OVS vs other VL commercial programs

>55 or more licenses needed

LEAST MOSTCOMMITMENTS & BENEFITS

Includes Software Assurance

250-750 PCs

Three year renewable agreement

Priced like an Level A EA

Subscription option

Available through distributors

OPEN VALUE

LEVEL C

Includes Software Assurance

Add Software Assurance

SELECT LICENSE

Requires 1500 point* commitment

Three year renewable agreement

Only from LARs

OPEN LICENSE

Add Software Assurance

Requires 5 licenses

2-yr agreement

Upfront payment only

OPEN VALUE

Requires 5 licenses

3 year renewable agreement

Annual or upfront payment

Company-wide options

OPEN ValueSubscription

Includes Software Assurance

Requires 5 PCs

Non-perpetual licenses

3 year renewable agreement

CW on at least1 platform component

Includes Software Assurance

250 PCs minimum

Subscription option

Three year renewable agreement

Only from LARs

ENTERPRISE AGREEMENT

SELECT PLUS

LICENSE Requires

500* point purchase

Perpetual agreement

Full 36 month SA

Automatic leveling

Only from LARs

Add Software Assurance

Open Value – SubscriptionTarget Organization:

Customers with limited budgets/cashflowCustomers using older technology (N-2)

3 year term agreementDedicated channel partnerPayment Options: Spread subscription PaymentsAnnual predictable paymentsOpex vs Capex (Class 52 expired, Class 50 still available)

Count desktops, not licensesSoftware Assurance included Must standardize on one platform componentAdditional discount for full Platform.

“Free Desktops”?Example of a customer with seasonal activities

Janu

ary

Febr

uary

Mar

chApr

ilMay

June Ju

ly

Augus

t

Sept

embe

r

Octob

er

Novem

ber

Decem

ber

0

10

20

30

40

50

60

Number of Desk...

Important: in this example, agreement runs from January to December!!

10 Desktops

Peak of Activity: 50 Desktops

Season Ends: back to 10 Desktops

“Free” Deployments

Important #2: ENTERPRISE products ONLY!

Payment schedule

2008 2009 2010

July

– A

dd 7

PCs

Start New OVS

Agreement – 35 Office

Pro+

2nd YearOVS order – 42

Office Pro+

3rd YearOVS order – 37

Office Pro+

35 PC company, wants Office 2010 Pro Plus. Adds 7 PCs in year 1 & removes 5 PCs in year 2

Oct

. – R

emov

es

5 PC

s

Enterprise products billed annually at initial signing and at annual true-up/down

Additional products are billed in the month they are deployed, then annually

Enterprise Products: Annual true-up or down payments

Do you need to purchase less than 5 licenses or licenses for less than

5 computers?

Do you want to stay current with the latest Microsoft software, have access to benefits and spread your

payments over 3 years?

Do you/Can you standardize on Windows 7, Office or a CAL Suite?

Do you need a lower up-front cost and/or have you considered

subscribing [renting] your software?

No

Yes

Yes

Yes

Do you need to purchase more than 250 licenses?

Consider OEM or Retail

Open Value non-CWIncludes Software Assurance benefits such as new version rights, spread payments and

more!Open Value Company-

WideProvides additional discounts to customers standardizing on at least one enterprise

product

Open LicenseOffers “buy as you need”

transactional program

Open Value SubscriptionCompany-wide non-perpetual program provides all benefits

of SA at a low upfront cost

No

Yes

Yes

No

No

No

Defining which program fits the customer’s needs

Annuity Programs: partners benefits

Drive a recurring revenue streamBuild long term customer relationshipBe the customer’s Trusted AdvisorIncrease customer touch points through SABuild on MS technology commitmentOffer full end-to-end solution, from (designing), quoting to financingSecure your business through SA Benefits discussions / consumption.Offer more discounts and better prices.

Current Promotions

- UTD N-x for Office [ends May 31st]- Customer Appreciation Program [ends June 30th]- WinPromo [ends June 30th]- BigEasy 6 [end June 30th]

Customers Save 50% on the 1st year of

OVSwith the Up-to-Date (UTD) Offer

Limited Time only: UTD N-x for Office [ends May 31st]

Offer 50% off on the first year of their OVS agreement regardless whether they already own Office licenses or not!

Still offer 50% off for N or N-1 versions of Windows Licenses the customer would already own

Drive annuity revenue through OVS.

Note: “N” is the current version of the product

• Your customers provided feedback to our licensing models - we listened, and want to show how we can simplify software purchasing and provide low-cost solutions.

• To help them get started, Microsoft is offering customers a $2,000 instant saving on their next software purchase through an Open Value Subscription Agreement.

• Contact your customers to talk about the benefits of Open Value Subscription and help them take advantage of this offer!

• Offer available early February – June 30th 2011.

• One voucher per organization.

*The saving is applied at the time of purchase and money will be refunded to the partner through Distribution every 60 days.

Big Easy is back again! 6.0 gives customers even more Partner subsidy dollars with a kicker to secure renewal business.

Offer details: Offer available April 4th – June 30th

Double Dip - Customers can double dip with the Customer Appreciation and UTD offer Product groups included – Project & Visio, Security, SharePoint, SQL, Office, Exchange, Developer Tools, System Centre, Lync, Windows Server, CRM, Look out for the soon to come Marketing resources - Customer and Partner Landing Page with claim form, To/Through Partner emails, Big Easy desktop calculator

Rebate Subsidy Percentages

New license purchase SA Renewal

Open Business License with SA - 5% Open Value – 15% Open Value Subscription – 30%

Open Value – 30% • Renewal rebate is only given when new

annuity licenses are purchased – to help drive your cross sell

• Encourage customers to renew Open Bus agreements into Open Value to get rebate $’s

Win7 Upgd&SA Promo

As a limited time offer from January 1, 2010 to June 30, 2011,

Microsoft offers up to 20% discount on the priceof any Windows 7 upgrade with software assurance!

Eligible programs:Open L&SA Open Value

Note: SKU are marked “WinPromo” in Pricelist

Office 2010 Pro Plus 6-year cost analysis example

Office 2010 Pro (45 copies)

Year 1 Year 2 Year 3 Year 4 Year 5 Year 6 6 Year Total

Open L $30,555 - - - $30,555 - $ 61,110

Open L&SA

$48,285 - $17,730 - $17,730 - $83,745

Open Value

$17,235 $17,235 $17,235 $8,460 $8,460 $8,460 $77,085

OVS without discount

$10,350 $10,350 $10,350 $10,350 $10,350 $10,350 $62,100

OVS with UTD discount

$5,175 $10,350 $10,350 $10,350 $10,350 $10,350 $56,925

UTD Discount applied (50%)

- $2,000(Cust Apprec.

Prg))

$54,925

+ BigEasy subsidy $$!

Break

2

Exercise # 2 – Microsoft Lync

“Presence” via the cloudA true synchronous communication! And how to email from LyncStarting a video conferenceFederation and securityThe future of your phone systemWebcasts

Exercise # 3 – Outlook Optimization

Utilizing conversation view to optimize your time and achieve a Zero InboxHow mail tips can make you more efficientThe easiest way to manage incoming email through rules and quickstepsGroup policy and managing compliance

Exercise # 4 – SharePoint

Internal VS external PortalsYour Team Site and Shared CalendarCo-Authoring, and document managementCustomizing your own Website and assigning permissions

Thank You for Your Time, Business and Continued Support!!

Software Services+