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TRANSCRIPT
Nick MayhewGroup Manager, Partner Strategy
Stefan JansenHosting Manager
Christian LongstaffPartner Marketing Manager
Today’s Presentation
Purpose
Clarify Microsoft’s Software + Services strategy and outline how partners can engage
TopicsIntroduction to Software + Services
ISV Opportunity
Hosting Perspective
MS Online
Q&A
Market Opportunity for Hosted Services
32% CAGR for Worldwide SaaSforecasted, 2007-2011 (IDC)
25% of new business software will be delivered as a service by 2011 (Gartner)
SaaS is forecasted to exceed $20 billion in revenue by 2011 (Yankee Group)
8% CAGR for on premise
Software + Services Platform
Computers Networks
Building Block Services
3rd PartyApps & Solutions
Online ServicesLive Services
Datacenters
Rapid implementation
Anywhere-access
Rich extensibility
MS Hosted
Control & ownership
Strategic capabilities
Advanced integration
On-Premise PartnerHosted
Outsourced IT
Industry / Vertical configuration
Packaged solutions
Rapid implementation
Anywhere-access
Rich extensibility
MS Hosted
Control & ownership
Strategic capabilities
Advanced integration
On-Premise PartnerHosted
Outsourced IT
Industry / Vertical configuration
Packaged solutions
The Power Of ChoiceMicrosoft Software + Services
Hybrid
ISV Call To Action – Taking S+S to Market
Rapid implementation
Anywhere-access
Rich extensibility
MS Hosted
Control & ownership
Strategic capabilities
Advanced integration
On-Premise PartnerHosted
Outsourced IT
Industry / Vertical configuration
Packaged solutions
The Power Of Choice
Microsoft Software + Services
Full Integration
VerticalApps LOB
Own App
Managed Services Hoster
Custom Solutions
Partner Hosting Opportunity
WS 08
Hyper V
SQL 08
System Center
New Markets
Less Expenditure
Recurring Revenue
Web Hoster
Incremental growth
WS 08
Hosted CRM
HMC - Exchange
Targeted variations
Branding Control
Expanded reach
Private Label Hoster
VAR/SI Partnership
Core Application
Communication Services
Increased ARPU
Application Hoster
Trusted Advisor
OCS
SharePoint
Exchange
WS 08
Hosted CRM
3rd Party Apps
SPLA Changes for Service Providers
Aligning price of MOSS SAL with Online
Reducing by approx. 19%
Aligning price of OCS SAL with Online
Reducing by approx. 44%
Adding a Suite SAL that aligns with BPOS
38% discount on standalone
Enable customers to bring their own CAL to SPLA
Discounted SALs for Exchange, MOSS, OCS, Suite
MOSS SAL
OCS SAL
Suite SAL
STEP-UP SALs
*: available from Oct 1; final pricing to be determined and communicated by Microsoft and SPLA Reseller
Rapid implementation
Anywhere-access
Rich extensibility
MS HostedOn-Premise PartnerHosted
The Power Of Choice
Microsoft Software + Services
Microsoft Online Services
Microsoft Online Services
Enterprise class software delivered via subscription
services hosted by Microsoft and sold with partners
New Customers: 70% of sales expected to be to new customers*
New Segments: Expand to larger or smaller customers
New Scenarios: Business Process consulting services, intranet apps
Increase sales and deployment capacity
Scale by servicing multiple customer remotely – 40% savings*
Increase margins by increasing managed services attach rates
Partner Fees: 12% Net-add fees and 6% residual fees
New Services: SharePoint consulting, online migration and integration
Recurring Revenues: Up to 50% of new revenues are recurring
Partner Opportunity
New business, more customers, faster
Increase Velocity
GrowRevenue
Expand Reach
Source: MDC/MRM-Partner Opportunity Study 2007
Software + Service Go Do’s
Online…
Complete Microsoft Online Services Training
Pass the assessment
Create a profile in Solution Profiler
Use the software + services Partner Evolution Interactive Guide
Here And Now…
Sign SPLA and/or ISV Royalty Agreements
Join Quickstart for Microsoft Online Services
At The Office…
Asses your business model for Software + Services opportunities
Explore P2P Opportunities
Partner witha hoster
Online…
Complete
Pass
Create
Use
And please do your evals. Win a mouse.
© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.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.