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MAKE THE TREND YOUR FRIEND
Clayton Moulynox & Bill Vlandis
Based on findings by Capitalis Research into 150 SMB’s running Microsoft software.
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A trend…is any form of behavior that develops among a large population and is collectively followed with enthusiasm for some period.
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SMB Pain PointsCash flow, system downtime and business growth cause SMBs most pain
Top 10 Pain Points for Australian SMBs, FY11
% of companies
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Resources: Open Value: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) Subscription Licensing: as above Microsoft Online Services: https://
partner.microsoft.com/Australia/productssolutions/productsonlineservices Hosting Services: Newlease or Express Data Dynamics: https://partner.microsoft.com/global/40146325 Aurora: https://connect.microsoft.com/aurora
Solutions for Improving Cashflow
Open Value
SubscriptionLicensing
Microsoft Online Services
HostingServices
Dynamics
Aurora
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Dynamics Lead Referral Program
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Resources: Software Assurance: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) Microsoft Online Services:
https://partner.microsoft.com/Australia/productssolutions/productsonlineservices Microsoft Blueprint for Managed Services Practice: partner.microsoft.com/australia (search
“managed services”) Intune: coming soon
Keeping IT systems up and running
Managed Services with SLA’s
Microsoft Online Services
Currency with Software Assurance
Intune
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SMB Technology Investment PrioritiesSMBs rebounding from GFC with renewed focus on IT upgrades and consolidation
Software as a Service (SAAS)
Security
Mobile solutions
IT consolidation
Storage
Backup
Virtualisation
Server OS upgrade or migration
PC OS upgrade
PC HW purchase
0% 2% 4% 6% 8% 10% 12% 14%
33%
37%
37%
40%
43%
47%
59%
Note: Multiple answers were allowed
Top 10 Technology Investment Priorities
% of companies
0% 10% 20% 30% 40% 50% 60%
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Resources: Windows 7: https://partner.microsoft.com/Australia/productssolutions/windows/wiwindows7 Windows Server: https://partner.microsoft.com/Australia/productssolutions/servers Windows 7 + WS better together: microsoft.com.au/smb/upgrade Virtualisation: microsoft.com/virtualisaton Mobility: http://www.microsoft.com/windowsmobile/en-au/default.mspx Solutions Messaging: Partner Marketing Centre (partner.microsoft.com/australia)
Addressing Top Investment Priorities
Windows 7
Windows Server 2008 R2
VirtualisationDesktop + Server
Mobility
SolutionsMessaging:
“Simplify IT”
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Best cost saving and technology investmentsServer virtualisation top of mind for SMBs in FY11
Security
Backup
IT management software
Server Solutions
Software as a Service
CRM
Financing and incentives
Unified communications
Mobile Solutions
IT consolidation
Desktop virtualisation
Other
Server virtualisation
0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%
n=1
n=2
n=2
n=2
n=2
n=3
n=3
n=3
n=6
n=8
n=12
n=36
n=68
Best cost saving technology
Backup
Desktop platform
Other productivity suites
Unified communications
CRM
Server solutions
Software as a Service
Storage
Mobile Solutions
IT consolidation
Desktop virtualisation
Other
Server virtualisation
0% 5% 10% 15% 20% 25% 30% 35% 40% 45%
n=1
n=1
n=1
n=1
n=3
n=3
n=3
n=3
n=6
n=9
n=18
n=39
n=59
Best technical investment
Note: (1) n = 148; (2) Excludes 2 non-responses
Notes: (1) n = 147; (2) Excludes 3 non-responses
% of companies % of companies
Server virtualisation rated best cost saving technology and technical investment by > 40% of SMBs
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SMB SaaS use and future intentions
SMB SaaS intentions• Of those not currently using SaaS, 17% expect
to do so by the end of FY11.
Yes
No
0% 10% 20% 30% 40% 50% 60% 70% 80% 90%
% of companies
83%
17%
“The top five most commonly used SaaS applications [by SMBs], in order, are: financials (accounting); e-mail; sales; expense management; and customer service and support.”- Gartner May 2010
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Resources: www.microsoft.com.au/smb (Communications and Collaboration) www.microsoft.com.au/online
Positioning Cloud Solutions
Flexibility
Pay only for what you use
No large up-front software costs
Always current
Security and reliability
Reduced costs and complexity
"Overall, our IT costs have reduced by 40%“ Trish Brown, Red Dingo
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Bringing the Cloud into the Microsoft Partner Network
3 cloud customer references
3 deals sold with 150 seat minimum in total
Partner solution plan (PSP)
USD $1,850 pa of no competency
Sign Agreement
Get Trained
Pass Assessment
http://www.microsoftcloudpartner.com
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What now?
• Start today• Take advantage of APC sessions• Distribute to team members.• Discuss with customers• Attend the workshops “Use the force” and “Sell yourself”
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Questions?