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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
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 $$!
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