Now Is the Time to Sell Windows 7 Professional to Small and Medium Businesses

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Module One - Selling Windows 7 Professional in the SMB Market Contents

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Locating Windows 7 Professional Sales Resources

Identifying Customer and Partner Opportunities

Product Versions and Markets

Why Migrate Customers Now?

Why Customers Care about Windows 7 Professional

Top Reasons Customers Buy Windows 7 Professional

Customer Messaging and Benefits

Windows 7 Professional Partner Opportunity

Using Genuine Microsoft Software

The Windows 7 Professional Sales Motions

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Product Versions and Markets

Windows 7 Enterprise

Small and Medium Businesses

• Optimized for small and medium businesses

• Enables you to join a managed network

• Protects data with advanced network backup and Encrypted File System

Windows 7 Ultimate

Windows 7 Professional

Consumers

• Aero® Glass and advanced interface navigation

• Provides easy networking and sharing

• Includes enhanced Windows Media Center

Low-specification Netbook

Emerging market “first computer”

• Incorporates broad application and device compatibility

• Provides a safe, reliable, and supported OS

• Includes ability to join a HomeGroup

Medium and Enterprise Businesses

• Provides data protection • Connects seamlessly to your corporate network • Decreases wait time to open file across a network • Prevents unauthorized software from running

Windows 7 Home Premium

Windows 7 Starter

Who’s Buying? Why?

Enthusiast

• Gives users everything Windows 7 has to offer

• Functionally equivalent to Windows 7 Enterprise but with a retail, not a volume license

• Ability to use multiple languages

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Windows Intune provides upgrade rights to Windows 7 Enterprise

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Why Migrate Customers Now?

Small and Medium Business (SMB) IT spending is rising

– SMBs are expected to spend $800B on IT in 20101

Windows 7 has momentum—SMBs are requesting it

– 78% of SMBs reported having plans to upgrade to Windows 7 at some point over the next two years2

Windows 7 Professional starts the conversation with SMBs about additional IT needs and services

– Many SMBs report they will be thinking about other IT needs and improvements when they migrate to Windows 74

Sources: 12010 SMB / Partner Insight Report; 2Spiceworks Voice of IT Market Research; 3SMB Research 2010 4Spiceworks Voice of ITTM market research IDC White Paper sponsored by Microsoft, The Benefit of Using Windows 7 in Small and Medium-Sized Businesses, Doc #223595, June 2010

Help your customers be more profitable5

• Deploying Windows 7 achieves average ROI of 375%

• Payback in around 8 months

• Moving from Windows XP to Windows 7 can increase productivity by up to 43 hours per computer per year

• ~US$1,400+ in annual labor and productivity savings per computer

The Factors… …that drive these outcomes

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Safeguarding my business is critical—I need to make sure all my information is backed up, protected, and highly secure

I just need things to be easy, so I can get more done each day

Speed, reliability, and compatibility — these are my absolute must-haves

Why Customers Care About Windows 7

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WORKS THE WAY THEY WANT

GET MORE DONE SAFEGUARD THEIR WORK

These features are only available in Windows 7 Professional, Enterprise, or Ultimate

Domain Join: connect to your work network easily and securely

Windows XP Mode: run applications that only work on Windows XP

Location-Aware Printing: easy to print out documents on the right printer

Advanced Back-up & Restore: recover data if your computer fails

Encrypting File System: protect company confidential data on your laptop

Windows 7 Professional Partner Opportunities

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Sell more computers with Windows 7 Professional installed

Cross-sell with additional hardware, consumables and other Microsoft products

Encourage the move to 64-bit computers

Upgrade customers to Windows 7 Professional, and other hardware components

Standardize customer environments

Reduce support costs

Generate recurring revenues

Provide additional services, such as Windows Intune

Increase customer satisfaction

Earn greater customer loyalty

Improve the user experience with dedicated graphics adapters

Upgrade

• 55% of Windows installs will occur on existing machines2

• Combing upgrade with refresh gives your customers a better experience

Attach

Refresh

• 40% of computers in small businesses are over 3 years old1

• Many SMB customers agree that it is time to buy new computers

• Every conversation about Windows 7 is an opportunity to sell Office and other Microsoft products—and vice-versa

• Running Office 2010 on Windows 7 provides a faster and more secure productivity experience

1 Techaisle 2010, 2 Spiceworks Voice of IT Research 2010

Windows 7 Professional provides you with three sales motions

The Windows 7 Professional Sales Motions

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Selling Windows 7 Professional with New Computers

Opportunity

Sales Process

Case Study

Guidelines

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The Refresh Opportunity

SMB IT spending is rebounding in 2010

• 63% of partners forecast increased SMB spending1

• Investment in Windows 7 expected to double

Modern computers boost performance and features

• SMBs would benefit significantly from replacing older computers

• 45% of SMBs planning to upgrade to Windows 7 will replace their computers

• Windows 7 Professional is the best desktop OS for this investment

The natural fit

10 Source: 1 Microsoft 2010 SMB / Partner Insight Report; 2 Spiceworks Voice of IT Market Research; 3 Microsoft 2010 SMB / Partner Insight Report

“There's been over 100 million licenses or PCs sold with Windows 7 since the launch. So far, there's been about seven licenses sold every second since the launch occurred. So, we're seeing phenomenal growth in terms of the PC ecosystem. “ Steve Guggenheimer Corporate VP, OEM Division

The Refresh Sales Process

•Increased competition

•Greater security threats

•Requirement for mobile working

•Need for reliability and productivity

Focus on customer challenges

•Enable faster working

•Increase security

•Improve reliability

•Empower mobile workers

•Reduce troubleshooting

Position Windows 7 on new computers •Application compatibility toolkit

and XP Mode

•New security tools

•Integration with Windows Server 2008 R2

•Support services

Show differentiation to add value

•Partner promotions

•Microsoft promotions

Incentivize to action

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500

1,125

3,000 4,625

0

2,000

4,000

6,000

Chris, a UK-based VAR

The Refresh Case Study

Total opportunity from refreshing 25 computers at a 67 computer company = $4,625

Total Services Hardware Software

Profits Generated

Faster operating environment Greater security Enhanced customer satisfaction Increased productivity Positive experience of Windows 7

• Install Office 2007 and update • Migrate software and data • Move personal settings

• Check LOB application compatibility • Provide two vendor quotes • Include Windows 7 Professional

• Deferred refresh • Aging laptops 1

2

3

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Guidelines for Selling Windows 7 Professional with New Computers

“Did you know Windows 7 Professional is optimized for your business?”

Buying a new computer with Windows 7 Professional now will provide you

with these benefits immediately

• Provides an up-to-date OS that takes advantage of new technology

• Requires less training than with a Mac or Linux

• Offers core features that are essential to your business needs

• Improves system performance with features such as ReadyBoost™

• Minimizes downtime with faster startup, shutdown, sleep, and resume

• Works seamlessly with critical line-of-business applications

• Offers protection and security for essential business data

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Upgrading Existing Computers to Windows 7 Professional

Opportunity

Sales Process

Case Study

Guidelines

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The Upgrade Opportunity

The Standardization Opportunity

The Revenue Opportunity

The Volume License Opportunity

The Software Authentication

Opportunity

Standardizing on Windows 7 Professional maximizes your customers’ productivity and streamlines your operations and costs for managing those customers.

By helping customers standardize all of their company computers, partners can increase customer loyalty, increase top-line revenues and improve operating costs by reducing the time spent on computer migration and ongoing help desk support per customer.

69% of SMBs reported having plans to upgrade or refresh their desktop OS at some point over the next two years.

58% of currently-owned computers could easily be upgraded to Windows 7 Professional, yet less than 1% of the SMB installed base has upgraded to Windows 7.

Volume Licensing helps you retain customers by offering a cost-effective licensing path. Standardizing computers ensures all the benefits of Windows 7 Professional.

A cost-effective way to get Windows 7 Professional is through upgrading your installed base through Volume Licensing. Earn margins and returns on each computer by selling Windows 7, Software Assurance, the Microsoft Desktop Optimization Pack (MDOP) and additional services.

Eliminate your customers’ unexpected risk by properly licensing their copies of Windows® 7 Professional. Standardizing on Windows 7 to correct improper licensing is easy with Get Genuine Licensing Solutions.

Organizations using improperly licensed software encounter more system failures that result in data loss and downtime.

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The Upgrade Sales Process

Engage

Assess

Propose Close

Position Windows 7 Professional with customer

Highlight benefits over Windows XP

Highlight benefits over Windows Vista

Use Windows 7 Upgrade Advisor to check suitability

Initiate pilot deployment with technical stakeholder

Include current promotions in sales proposal

Follow up on satisfaction ratings

Automate upgrade process

Ask customers for referral

Incorporate suitable training package

Confirm if customer has qualifying OS* for upgrade

If customer does not have qualifying underlying OS, rectify with Get Genuine Windows Agreement

*For a definition of a qualifying OS, see http://www.microsoftvolumelicensing.com/userights/ProductPoints.aspx?pid=232 16

525

7,000

7,525

0

2,000

4,000

6,000

8,000

The Upgrade Case Study

Richard, a Dallas-based VAR

Simplified troubleshooting with Problem Steps Recorder Improved service revenues Cross-sell to Microsoft Dynamics Increased clients with same staff

Total opportunity from upgrading 70 computers = $7,525

Total Services Software

Profits Generated

• Demonstrate customer upgrade path • Ensure application compatibility • Upgrade computers to Windows 7 • Train help desk staff

• Realize benefits of standardization • Improve productivity with new tools • Increase service revenue

• Needs to manage costs • Must compete more effectively 1

2

3

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Guidelines for Selling Windows 7 Professional as an Upgrade

Do you realize that when you upgrade your computers to Windows 7 Professional you will get the benefits of a better, faster, and

more stable operating system?

Upgrading to Windows 7 Professional will provide you

with these benefits

• Provides the easiest way to standardize your computers

• Improves productivity while lowering support costs

• Minimizes downtime during upgrade (depending on data migration)

• Transfers data and user settings with User State Migration Tool and Windows Easy Transfer

• Enables regularization of licensing status

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Attaching Sales to Windows 7 Professional

Opportunity

Sales Process

Case Study

Guidelines

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The Attach Opportunities

Windows Mobile devices

Printers

Paper

Ink

Toner

Backup devices

Server hardware

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The Attach Sales Process W

hat

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ain

use

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ute

rs?

Up-sell

Connect securely to the network? Save branch office WAN costs? Reduce costs with Virtualization?

Connect to network resources

Up-sell

Enable users to work from anywhere? Handle all workloads from one server? Minimize administrative support?

Increase productivity in a small business

Cross-sell

Increase sales with better contact management? Create more accurate sales reports?

Enable higher sales volumes

Cross-sell

Connect with mobile employees? Implement legal control of email? Manage e-mail and mailboxes effectively?

Enhance employee mobility

Track and manage documents? Control document versions? Apply workflow to documentation?

Create and edit documents

Do you want to... We use them to...

Printers Ink Paper Toner

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Cross-sell

The Cross-Selling Case Study

Total opportunity from Windows 7, Office and Windows Server 2008 R2 = $11,015

Ryan, a London-based VAR

Gains multiple revenue streams Minimizes on-site time Increases satisfaction with cooperating products Maximizes ROI for customer

225 150

5,850

105

3,710

975

11,015

0

2,000

4,000

6,000

8,000

10,000

12,000Total

PC

Service Windows 7

Profits Generated

Office

Server

Licenses

Servers

Service

from

Servers

• Attach Windows 7 to Server and Office sales • Create a compelling business case • Upgrade the customer in one job

• Start business need conversation • Discuss server updates • Combine setup and installation services

• Think holistically about customer needs • Use links between products • Aim for the package sale

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Guidelines for Attaching Sales to Windows 7 Professional

Did you know that Office (or Microsoft SharePoint® or Microsoft Dynamics®) gives you a great experience on Windows 7 Professional?

• Combining Microsoft products makes them work

more effectively

• Having the latest products on an up-to-date

desktop means you will realize improved

productivity, efficiency and value

• Windows 7 Professional and Microsoft Office

help reduce downtime losses

• Windows 7 Professional and Windows Server

2008 R2 together improve productivity, improve

mobile working, and reduce bandwidth costs

If you bring in multiple Microsoft Products together, you get added

benefits

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Locating Windows 7 Sales Resources

Call to Action

Demonstrations

Further Training

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Call to Action

Take the Windows 7 Sales and Technical Training: https://partner.microsoft.com/varwindows7training

Achieve the Desktop Platform competency:

– https://partner.microsoft.com/desktopcompetency

• Learn about Windows Intune:

– https://partner.microsoft.com/windowsintune

Download and install Windows 7 Internal Use licenses: https://partner.microsoft.com/digitaldistribution

Take Windows 7 Professional for a test drive: http://www.microsoft.com/windows/business/windows-7-test-drive/

Experience Windows Intune: http://www.microsoft.com/windows/windowsintune/windowsintune-experience.aspx

Go to market with Windows 7 Professional and Office 2010: http://www.mspartnerdirect.com/action/microsoft/site/library/CampaignView?campaignID=2075

Create a Windows 7 and Office 2010 deployment Proof of Concept: http://technet.microsoft.com/en-us/windows/ff603537.aspx

Leverage Window Intune sales materials at product launch to help frame your customer conversations. New sales material will be posted to: https://partner.microsoft.com/windowsintune

For more information on the Microsoft Partner Network, visit https://partner.microsoft.com/windows7vars

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For more information, visit INSERT DISTI URL HERE

Window 7 Demonstrations

Microsoft Demo Showcase https://partner.microsoft.com/40029037 Windows Demo Toolkit https://partner.microsoft.com/US/productssolutions/windows/40103571 Windows 7 Videos and Tours http://www.microsoft.com/windows/windows-7/videos-tours.aspx Windows Client Demos and Tutorials http://technet.microsoft.com/en-us/windows/dd421892.aspx Windows 7 Walkthroughs http://technet.microsoft.com/en-us/windows/dd320282.aspx

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Further Microsoft Training

Upgrading to Windows 7 for Small and Midsized Business http://technet.microsoft.com/en-us/library/ee523218(WS.10).aspx Partner Volume Activation Guide https://partner.microsoft.com/US/productssolutions/windows/40121023 Promote Proper Desktop Licensing https://partner.microsoft.com/global/40128467

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countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentations. 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.

Thank you for your attention

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