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Transcript of Selling Windows Small Business Server 2003 in Canada Pamela Lauz, SBS Product Manager Microsoft...
Selling Windows Small Business Server 2003 in Canada
Pamela Lauz, SBS Product ManagerMicrosoft Canada [email protected]
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Agenda
• About Windows Small Business Server 2003• Complete – Product Features • Affordable – Pricing and Licensing
• SBS 2003 Opportunity for Microsoft Partners in Canada
• Canadian Programs • Microsoft Partner Program • Technical Assessment Program • HP ProLiant Server Smart Buy Program • SBS Rebates for Open Licenses• Ideal Rewards for System Builders• CRM 1.2 Special Pricing for SBS Premium Customers• CRM 1.2 Partner Incentive
• SBS Resources• Partner Website: Announcements, Marketing Resources, Licenses• Partner Community• Technical Resources
The Microsoft Platform
Application Platform
Base-Platform Infrastructure
Information Work Infrastructure
Operational Infrastructure
The Microsoft Windows Server System
Windows Small Business Server 2003
is a complete and
affordable network solution designed
specifically for Small Business
CompleteProduct Features
Partner and Customer Tools
SBS 2003 is:
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SBS 2003 is complete
There are 2 editions for Small Business Server 2003: Standard and Premium Standard Edition introduced in October 2003.
SBS Standard includes:
Windows Server™ 2003 allows small business owners to keep their business up and running thanks to a security-enhanced, reliable operating system.
Microsoft® Exchange Server 2003 is Microsoft's messaging and collaboration server designed to help small businesses communicate more effectively using shared calendars and contacts and integrated e-mail.
Microsoft ® Office Outlook 2003 to manage e-email, calendars, contacts and team information The Premium Edition adds three components to SBS Standard:
Microsoft® SQL Server™ 2000 provides a powerful database system that allows small business owners to run line-of-business applications.
Microsoft® Office FrontPage® 2003 allows small business owners to create professional websites quickly, easily, and precisely.
Microsoft® Internet Security and Acceleration (ISA) Server 2000 provides a multilayered firewall and tools to manage and monitor internal Internet access.
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Additional Tools and Wizards
Qualitative Research commissioned by MS Canada consistently shows:
• Small business customers rely on technology partners to recommend, implement and maintain technology solutions
• SBS 2003 is an integrated solution that contains special tools designed for customers and partners.
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Customer Tools
Top 3 Server Purchase Drivers• Backup and Security• Accessibility and Mobility• Cost Reduction/Profit increases
Customer Tools
Customer Tool Benefits
Cost Reductio
n
• Backup Utility• Volume Shadow Copy
Backup and Security
• Intranet site powered by Windows SharePoint Services
Accessibility
• Remote Web Workplace• Outlook Web Access
Mobility
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Partner Tools
Partner Tools• Configuration To-Do List • Remote Monitoring and Management
Partner Benefits• Faster deployment • Greater customer satisfaction through proactive monitoring and responsive management • Opportunity to deploy Line-Of-Business applications based on SQL Server and SharePoint Services • Target SBS 2003 Standard to “First Server” small businesses
AffordablePricing &Licensing
Designed for Small Businesses
SBS 2003 is:
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Price Comparison – CAD Retail
SBS 2003 Standard$849 CAD
VS
Windows Server 2003 Std
$1439 CAD
Windows Server 2003Exchange Server 2003
Outlook 2003Customer + Partner tools
Windows Server 2003
Equivalent Standalone Solution Starts at: $4063
SBS 2003 Premium$2099 CAD
VS
SQL Server 2000$ 2099 CAD
SBS 2003 StandardSQL Server 2000
ISA Server 2000/2004FrontPage 2003
Customer + Partner tools
SQL Server 2000
Equivalent Standalone Solution Starts at: $8,556
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Available SKU’s
OEM
System BuildersRetail/FPP Open Business Open Value
WSBS Standard $849 T72-00020 T72-00117 T72-00111 E72-00956
WSBS Premium $2099 T75-00035 T75-00193 T75-00144 E75-01028
5-Pack CALs $689Device: T74-00001
User: T74-00002Device: T74-00245
User: T74-00192Device: T74-00239
User: T74-00186
20-Pack CALs $2719Device: T74-00003
User: T74-00004Device: T74-00137
User: T74-00084Device: T74-00131
User: T74-00078
Product Upgrade (Standard to Premium)
$1279 T75-00140
Version Upgrade (from 2000 to 2003)
$849 T75-00037
Transition Pack Std (Standard to Standalone) $1940 T75-00346
Transition Pack Premium (Premium to Standalone)
$4323 T75-00039
Part NumbersProduct
ERP
(CAD)
Canadian Pricelist (all products):http://www.microsoft.com/canada/pricelists/
SBS Pricing and Licensing: http://www.microsoft.ca/sbs/default.aspx#pricing
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Designed for Small Business
Scalability Optimization
• Supports up to 75 clients • Server SKU includes 5 Client Access Licenses (CALs)• There are 2 types of SBS CALs: Device and User: http://www.microsoft.com/windowsserver2003/sbs/howtobuy/CALs.mspx • SBS CALs cover CAL requirements for any additional Windows server in an SBS network. However, if TS is installed on additional server, TS CALs must be acquired. http://www.microsoft.com/WindowsServer2003/sbs/techinfo/overview/licensingfaq.mspx
• All components must be installed on the same server box
• Transition Packs SKU’s are available to enable separation of server components by granting standalone licenses to each server component
•There can only be 1 SBS in any SBS network – SBS must be the root of the Active Directory forest
• Additional Windows Servers can be added to SBS network as ‘secondary’ domain controllers
•Terminal Services in Application Sharing Mode is disabled on SBS 2003 for Security and Performance reasons.
• Terminal Services in Application Sharing Mode can be securely deployed on an additional Windows Server. http://www.microsoft.ca/partner/products/windows/smallbusinessserver2003/terminalservices/
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Transition Packs: Grow with your business
• Formerly known as: “Migration” Packs• SBS Transition Packs grant licenses to standalone versions of SBS components• Facilitate Small Business growth – addresses 2 key scenarios:
• Customer exceeded the 75 client limit• Customer would like to install SBS components on separate hardware
•2 types of SBS Server Transition Packs: • SBS Transition Pack Standard ($1,940; T75-00346) - Grants licenses to standalone versions of Windows Server 2003 and Exchange Server 2003• SBS Transition Pack Premium ($4,323; T75-00039) – Grants licenses to standalone versions of Windows Server 2003, Exchange Server 2003, ISA Server, SQL Server 2000
• 1 type of SBS CAL Transition Pack (available in 5 and 20 Packs):• Grants licenses to standalone CAL versions of Windows Server 2003 and Exchange Server 2003
• SBS Transition Packs are available through the Retail/FPP Licensing Program• For more information: http://www.microsoft.com/WindowsServer2003/sbs/techinfo/overview/licensingfaq.mspx
SBS Opportunity in Canada
242.5242.5KK
LANLAN
157.6K157.6KServerServer
Prime SBS Sales Opportunity = 204.4K customers who have multiple PC’s but do not have a server
931K931K
1-25 PCs1-25 PCs362K362K
4-25 PCs4-25 PCs
SBS Opportunity in Canada
The Canadian Small Business PC MarketSource: AMI Partners, March 2004
• SBS Sales Opportunity: 22% of Small Business (204.4K) have more than 4 PCs but no server:
• First Server: •More than 4 PC’s but no network: 119.5K•Peer-to-peer network (no server): 84.9K
• Upgrade: Of the 157.6K small businesses with a server, many may be due for hardware and software upgrades. SBS is available pre-installed on 3 HP ProLiant Server models.
IDC Study: Paths to Opportunity for SBS 2003 Partners
Published in January 2005
Investigates the business practices and business models of successful Microsoft partners that provide SBS services
28 Microsoft partners interviewed, including 4 from Canada
Seizing the SBS Opportunity: Profit is generated mostly through services revenue (25%-68% service margins). Small Businesses rarely have IT personnel on staff. Service opportunities exist in the following areas:
Initial server deployment Ongoing IT operations Enhanced IT capability
Customers are more comfortable with fixed-bid proposals. For the partner, this leads to repeatable service offerings with improved profit margins Revenue for SBS installations: $7000 US for 5 users; $100,000 US for 50 users
IDC Study: Paths to Opportunity for SBS 2003 Partners (cont’d)
SBS 2003 4 Phase Life Cycle – 7 case studies included in Whitepaper depict real-life examples and prescriptive guidance on fulfilling each phase in the SBS life cycle.
1. Identifying SBS Opportunities: SBS Partners share best practices on how the generate leads including marketing and initial sales discussions with potential customers.
2. First Server Deployment: SBS functionality is installed in phases, providing
partners with recurring service opportunities to gradually add functionality.
3. Ongoing Maintenance: Remote management capabilities of SBS 2003 allow for increased profitability because services can be provided without the need to travel to client sites
4. Value-Added Services: Includes the addition of document management applications running on SharePoint Services, Line-of-Business applications on SQL Server 2000, addition of client PC’s, and mobile devices
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Technology Partners are Fundamental to seizing Server Opportunity in Small Business
Qualitative End-customer Research Consistently Shows:
• Most Small Businesses do not have an IT Pro in-house
• Small Businesses rely on their Technology Partners to:
Recommend, Implement, Maintain IT Solutions
• Small Business customers forge long-term business relationships with their selected Technology Partner. Software and Hardware sales are often the beginning of a profitable services revenue stream for Technology Partner.
SBS Opportunity in Canada
3rd Party Research focusing on Business Value
For Partners: IDC Study: Paths to Opportunity for SBS 2003 Partnershttps://partner.microsoft.com/US/smallbusiness/40017503
IDC Study Addendum: Mobility Solutionshttps://partner.microsoft.com/global/smallbusiness/40017615
Study Explores Resurgence in SBS 2003 Business Opportunities https://partner.microsoft.com/US/smallbusiness/40017504
For Customers:Fortune: ROI Whitepaperhttp://www.microsoft.com/windowsserver2003/sbs/evaluation/roi/outofboxROI.mspx
SBS Case Studies: http://www.microsoft.com/canada/smallbiz/products/sbs/casestudies.mspx
- Over 30 case studies sorted according to industry vertical. 5 of these are Canadian.
- Each case study features partner and customer - If you have an innovative SBS deployment story that you would like to
feature in a case study, contact [email protected]
Canadian Programs
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The Microsoft Partner Program• 3 Membership Levels:
• Registered (no membership fee)• Exclusive Content• Newsletter• Single point of contact for Partner Program Support
• Certified (fee and training requirements)• Exclusive Content and Certified Partner Newsletter• Telephone-based account management• Welcome Kit and monthly shipments (TechNet and MSDN)• Online technical support• Additional optional benefits
• Gold Certified (fee and training requirements)• All benefits of Certified level plus incremental support• Priority listing on Microsoft Resource Listing• 40 hours of Technical Support
• Competencies:• Define your area of specialization• Pre-requisite: Certified level membership• Competency for Small Business Server: Network Infrastructure Solutions
• For more information: https://partner.microsoft.com/global/program/programbenefits/
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Technical Assessment Program• Target audience: Technology Partners who sell and provide consulting
services on SBS-based solutions • Program Components:
1.Must be Registered Member of MS Partner Program2.Register in Tech Assessment Program – partner company to be listed in
customer site: http://www.microsoft.ca/smallbiz/serversforsmallbiz/default.mspx
3.Complete at least 1 SBS Hands-on-Lab (HOL)4.Conduct Technical Assessments using Technical Assessment
Questionnaire • Marketing Tools available at: http://www.microsoft.ca/partner/sbs
5.Claim $50 for each of the first 5 Tech Assessments completed6.Claim Rewards (options)
• ProLiant Server Smart Buy Program (includes SBS Standard)• SBS Rebate (Open Licenses) • System Builder Ideal Rewards (COEM Licenses)
• For more information: http://www.microsoft.com/canada/partner/gtmrebates/server.aspx
• Program extension: to run from March 1st – June 30th, 2005
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HP ProLiant Server Smart Buy Program• SBS Standard Edition is now available with 3 HP ProLiant Server
SKU’s:• HP ProLiant ML 110• HP ProLiant ML 330• HP ProLiant ML 350
• HP Reseller SPIFF’s available!
• Additional information to be provided by HP later this afternoon
• Lead Transfer: Opportunity to list HP Resellers on Microsoft Small Business website
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SBS Open License Rebate
• Target audience: Technology Partners who sell SBS server SKU’s under the Open License system
• Program Requirements:
1. Must be Registered Member of MS Partner Program2. Sell 1 SBS 2003 license and claim a $250 rebate; sell 2 SBS 2003
licenses and claim a $600 rebate
• For more information: http://www.microsoft.com/canada/partner/gtmrebates/server.aspx
• Program availability: until June 30th, 2005
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System Builders Ideal Rewards Program
• Target audience: System Builders selling SBS COEM licenses
• Benefits:• Collect points that can be exchanged for AMEX Gift Card
• Steps:• Get 30 points for every SBS unit • Get an additional 30 points for every SBS + Intel XEON Processor (total 60
points)
• Prize levels: • 100 points = $100 • 500 points = $250• 1750 points= $500
• For more information:• http://www.theidealreward.com/
• Program availability: until June 30, 2005
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Special CRM 1.2 Pricing for SBS Premium Customers
Beginning Feb 1, 2005 for
these editionsSpecial Pricing for Small Business
(Open Business)Microsoft CRM 1.2(Open Business)
Microsoft CRM Sales Professional
$760/user $1321/user
Microsoft CRM Sales Standard
$303/user $698/user
Microsoft CRM Sales Module
$776 $1634
System Requirement
Windows Small Business Server 2003 Premium Edition
Windows Small Business Server 2003 Premium Edition or Full versions of Windows,
Exchange, and SQL
User limit Up to the first 15 users. Additional users full price
Unlimited
License Program Availability
FPP, Open Business, Open Volume, Open Value
All programs
Benefits of MS CRM 1.2: Gain and keep more customers. Make sales and customer service processes more efficient and cost-effective. Share customer information quickly and easily.
http://www.microsoft.com/canada/partner/sbscrmpromo/default.aspx
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CRM and SBS Partner Incentive
• Target audience: VARs selling SBS Premium and CRM
• Benefits:• Receive a for-resale copy of CRM 1.2 (1 server + 5 CALs)
• Steps:1. PASS Online Assessment Test2. ADD CRM 1.2 to SBS Premium network
GET: 1 for-resale copy of MS CRM Sales Professional (est. value $5,300 US) 3. Use MS CRM internally in your company and submit story
GET: Testimonial showcased on Microsoft CRM Online http://www.microsoft.com/partner/smallbizcrm
• For more information: https://partner.microsoft.com/productssolutions/business/40016370
• Availability: while quantities last
SBS Resources
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SBS Resources
SBS 2003 for Canadian resellers/partners: http://www.microsoft.ca/partner/sbs
• Offers, Promotions and Rebates• Marketing Materials: templates, boxshots, guides, 180-day evals, co-marketing
tools• Readiness and Training• Project Guides• Licensing• Upcoming Events
Have you heard the latest?
MS Canada Partner Newsletter: https://partner.microsoft.com/global/40010458
MS Canada TechNet Flash: http://www.microsoft.com/technet/canada/flash/
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SBS Community
SBS Community Site http://www.microsoft.com/windowsserver2003/sbs/community/default.mspx
SBS MVP’s in Canada Calvin McLennan – Waterdown, Ontario Les Connor – Winnipeg, Manitoba Jeff Loucks – St Catherines, Ontario
SBS Newsgroups• http://groups.yahoo.com/group/sbs2k/
technical group, users of all levels plus partners, VAR's, consultants• http://groups.yahoo.com/group/smallbizIT/
more on the sales and management of SMB market, partners, VAR's, consultants
Canadian Usergroups•Toronto Windows Server User Group (TWSUG) http://www.twsug.com •Toronto North SBS Consultants Group http://groups.yahoo.com/group/SBSCanada/ •Montreal IT Pro User Group (MITPUG) – [email protected] •Winnipeg IT Pro User Group – http://www.witpug.org •Vancouver Technology User Group (VANTUG) - http://www.vantug.com/ •Montreal GUMSNET – http://www.gumsnet.org
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SBS Technical Resources
Online:http://www.microsoft.com/windowsserver2003/sbs/techinfo/productdoc/alpha.mspx
MS Press WSBS 2003 Administrator’s Companion:http://www.microsoft.com/MSPress/books/6796.asp
Partner Training: http://www.microsoft.ca/partner/products/windows/smallbusinessserver2003/default.aspx
Also recommended: • Harry Brelsford’s SMB Consulting Practices: http://www.smbnation.com/smb_pubs.htm • Harry Brelsford’s Advanced Windows Small Business Server 2003 Best Practices http://www.smbnation.com/smb_pubs.htm
Upcoming SMB Nation Workshops in Canada: http://www.smbnation.com • Montreal - May 18 • Toronto - May 20 • Calgary - May 27 • Vancouver - June9