Welkom Microsoft Hosting Roadshow

16 december 2004

Wouter van HultenBusiness Manager Service Providers – Microsoft NL

13.00-13.25 Welcome to the Hosting Roadshow

Microsoft Hosting Strategy – Working together to build the market

Wouter van Hulten Business Manager Service ProvidersCommunication Sector - Microsoft NL

13.30-14.30 Windows Based Hosting Thomas de Klerk Hosting Specialists – InfoSupport

14.30-15:00 Break

15.00-15:20 Sybari Sasa Radosevic Product Manager EMEA

15.20-15:40 Fenestrae Chris Gerritsen Business Development Manager

15:40-16:00 ViaNetworks Pascal Walschots Director Private Label development

16.00-16:30 Software Spectrum - Working with Microsoft – Strategies for helping Microsoft Licensing work for you

Uko Pijnenborg Services Manager - Software Spectrum

16.30-17:00 The Microsoft Partner Programme

Closing remarks

Wouter van Hulten Business Manager Service ProvidersCommunication Sector - Microsoft NL

Questions & Answers

Agenda Hosting Roadshow - 16 dec

Partnering with Microsoft to build a successful Hosting business

A business that is maturing

Web Hosting is following the expected adoption pattern

After the fallout, survivors are becoming profitable

Hosted applications and other high-value-added services are gaining in popularity

The ASP Hype Cycle: A wild ride that isn’t over yet

Source: The Gartner Group – xSPs To Become Next Wave in Applications Outsourcing – 14/8/2002

Technology trigger

Peak ofinflated

expectations

Trough ofdisillusionment

Slope ofenlightenment

Plateau ofproductivity

SMB holygrail

Software“Templates”

E-businesshype”

ASPGold rush

Harder thanIt sounds

ASP failures

Dot-comimplosion

Investment dries up

Net – nativesoftware

ASP licensemodels

xSP getsthoughtful

consideration

StandardOption forAccessingSoftware

functionality

Vis

ibilit

y

Time

1998-1999 2000 2001 2002-2003 2004+

Market situation

1999 2004Market

ASP little awareness

High IT spend

Customized infrastructure

Top priority Time to market

No pay-as-you-go supplier model

SMBs technology adverse

Market

Customers aware of ASP model

IT focus on cost reduction and ROI

Customers focus on core business

Top priority ARPU & stickiness

Pay-as-you-go SPLA

SMBs see value on technologyTechnology

Expensive broadband

ASP ready apps scarce

No prescriptive solutions

No reference architecture

OSS / BSS not ready for hosted apps

Technology

Broadband commoditizing

More ASP apps

Prescriptive solutions available

Reference architecture available

OSS / BSS apps for hosted apps

Computing Services

Computing Services

Data Communication Services

Data Communication Services

“Coupled” Services

“Coupled” Services

Colocation

Colocation

Shift in Asset Location

Shift in Asset Location

Managed Hosting

Managed Hosting

Shift in Asset Management

Shift in Asset Capitalization

Shift in Asset Management

Shift in Asset Capitalization

Shift in IT Skills Location

Shift in IT Skills Location

Shift in Asset Ownership

Shift to Software as Service

Shift in Asset Ownership

Shift to Software as Service

Managed

Services

Managed

Services

Shift in Technology

Shift in Technology

Web hosting software as a service = .NET

Microsoft Hosting resources

Dedicated Solutions team in Redmond

Dedicated Sales and Marketing team in EMEA – Hosting Solution Sales Specialists

– Technical Hosting Specialists

– 2 EMEA-wide SPLA resellers: HP & SSI

– Dedicated marketing programmes and resources

Dedicated Netherlands team– Dedicated Outsourcing Technical Specialist

– SI Partners: eQuest, InfoSupport

Microsoft Hosting strategy

Partners

SolutionsLicensing

Technical Tools

Marketing Tools

What is a Microsoft ‘Solution’?

Product to Solution Paradigm Shift in Strategy

Product Company

Solutions Company

PartnerPartnerEco SystemEco System

Integrated solutions

Hoste

d E

xch

an

ge

Windows Based HostingWindows Based Hosting

Hoste

d S

hare

Poin

t

Sh

are

d W

eb

Hosti

ng

Ded

icate

d W

eb

Hosti

ng

MPSMPSADSADS MOMMOM

SMSSMS

ADAD

It is not only about great technology

End user white paper

End customer presentation

Service provider

TCO calculator

Service provider directory

http://www.spdirectory.com

Who are Solution Partners?

Software Partners– Ensim, Fenestrae, Sybari

System Integration– US: eQuest, Implement.com– Netherlands: InfoSupport, eQuest

Training– InfoSupport, eQuest

How about Licensing?

How about Marketing?

SharePoint Campaign

ServiceProviderServiceProvider

End-usersEnd-users

Hoster Readiness

Hoster Readiness

End-user Demand

End-user Demand

How about Technology?

How can we learn about technology?

Training & Knowledge Transfer– Hosting Roadshow– Architectural Design Sessions– Proof of Concepts– Prescriptive Architecture Guides (PAG) and

tech doc– Website: www.microsoft.com/hostingSales tools & Marketing kitsSupport– Solution specific Microsoft Support ServicesOnline support

SummarySummary

Market development

Microsoft Hosting Strategy

Solutions

Roadmap

Partners

Marketing

Market development

Microsoft Hosting Strategy

Solutions

Roadmap

Partners

Marketing

This afternoonThis afternoon

Windows Based Hosting

Software Partners

Service Provide Licensing

Question & Answer

Windows Based Hosting

Software Partners

Service Provide Licensing

Question & Answer