Software + Services Xavier Lamote Director Business and Marketing Organization Microsoft BeLux.
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Transcript of Software + Services Xavier Lamote Director Business and Marketing Organization Microsoft BeLux.
Hands up! – if…
…You understand the concept of SaaS …You’ve heard of S+S… You understand the difference between SaaS and S+S …You attended WPC / Houston… You feel comfortable explaining the difference here on stage?
agenda
Back ground & Drivers for changeS+S pillarsTypes of ServicesThe Partner opportunityGet ready for action
The revolution of “fast and cheep”
Technology
The race for “a free long tail”
Business
Two strong drivers for change
Google CEO Says Software
to Play a Bigger Role
“Let me just say it: We want native third-party applications on the iPhone, and we plan to have an SDK in developers' hands in February” - Steve Jobs
Apple Reverses on Third-Party iPhone Apps
"Ajax and Web 2.0 are great technologies for casual use, but for mission critical you need the capabilities of a desktop app." Greg Gianforte, CEO ,RightNow
The Microsoft Strategy: Best of both worlds
Software + ServicesWeb 2.0 SOASaaS+ +
Monetization Composition FederationDeliveryExperience
PCBrowserMobileTV
SoftwareLicenseSubscription
ServiceTransactionAdvertising
On PremisePartner HostedMicrosoft Hosted
Aggregation of Services
Directory federationStorageComputer resources
Services PlatformBig Picture
EssentialServices
Building BlockServices
Finished Services
Windows Server
Platform & Application Servers
StorageComput
eMgmt …
Database
Server
Integration
Server
IdentityMgmt
App.Services
…
SharePoint Server
ExchangeServer
…OC
Server
Office Servers
OfficeLive
SharePoint
Online
ExchangeOnline
OCOnlin
e…
“Live” (Consumer) & “Online” (Business)
Live Platform Services & “Project Zurich”
Windows Cloud Services (“Red Dog”)
StorageComput
eMgmt …
Device Mesh
DatabaseServices
IntegrationServices
IdentityMgmt
…
On Premise Servers Servers Hosted Off Premise
Software + Services For IT Choice
Control and ownershipCustomization
Outsource ITto Partner or Microsoft“Microsoft Online”
Delivery Options
HybridApproach
Microsoft Online ServicesEnterprise class software delivered via
subscription services hosted by Microsoft and sold with partners
Microsoft Online Services
Starting with…
Introducing: Business Productivity Online Suite (BPOS)
Partner-driven Sales ModelEnable sales and supporting services through Microsoft partnersMicrosoft service delivery option through service providers
Streamlined Communications
Business Class Reliability and
Security
Simplified Management
$
Enterprise Class Software Delivered as Subscription Services
Sell today!
Standard and Dedicated PlatformsStandard Dedicated
Multiple Customers, One Architecture
Customer Needs Rapid Deployment
Self service for management and admin
Single sign-in client for identity
Single Customer per Architecture
Businesses Greater than 5,000 Users
Customer Needs all Server Features
VPN connection with MSFT for identity12
An Evolving World
Examples within our Ecosystem:TCP IP codingSystem Builders > VAR > Solution Partner
Examples Out of our Ecosystem:Kodak vs FujiPolaroid
Who wants to be the next Polariod?
The “SaaS opportunity”IDC, a revised prognosis
WW Software on Demand Rev-enue Growth 2006 - 2011:
Comparison of May 2006 and March 2007 Forecasts
2006 2011 $-
$2,000
$4,000
$6,000
$8,000
$10,000
$12,000
$14,000
$16,000
Worldwide Software on De-mand Revenue, 2006 and 2011
($B
)
Source: Worldwide Software on Demand 2007.2011 Forecast: A Preliminary Look at Delivery Model Performance, IDC #206240 March 2007
2005 2006 2007 2008 2009 2010 20110
2000
4000
6000
8000
10000
12000
14000
16000
WW Software on Demand Revenue, 2005 - 2011:
Comparison of May 2006 and March 2007 Forecasts
March 2007 forecast (M$) May 2006 forecast (M$)
• CAGR world wide > 30% over the next 5 Years
Partners: Services Path To Revenue
Customers that buy subscription software are
more inclined to buy subscription partner
services
Resell/Host
ManagedServices
Integrate
Customize
Migration and IntegrationProject Based
Revenue
Business Process consulting, SharePoint workflow design, Intranet customization
Repeat Revenue
Resell/Host Transactiona
lRevenue
Desktop Management and Optimization, end user support
RecurrentRevenue
Consult
Business Productivity Online Suite Business Model
Transaction
Depth
Bre
adth
Solution
Partners with a Services Model
Today….
…Will Still Add Services
Partners who Sell and Influence
Today…..
…. Will Still Sell and Influence
Online Business Model
Program Based Upfront & Residual Fees
Customer or Partner
(on behalf of the customer) Places Order
MSFT Sets Price and Does Billing
Partner receives a fee
Contract Based Exceptions for Pass Thru Billing
Services Scenarios
Exchange Upgrades
Migrations
SharePoint Opportunities
Managed Services
Partner Opportunity70% New Seat Opportunity
32% Compound Annual Growth
Up to 85% Increase in Partners’ Exchange Sales Expected
US pricing example
18
$ 10.00
$ 7.25
$ 4.50
$ 2.50
$15.00
Sum of Components = $ 24.25
Exchange Online
SharePoint Online
OfficeLiveMeeting
Office CommOnline
BPO Standard Suite
38% Discount
Software +Services in Belux
19
Q1Jul Aug Sep
Q3… Jun
To C
usto
mer
To P
art
ners
Q2Oct Nov Dec
Q3Jan Feb Mar
Q4MayJune
Partner Signup• Agreement• Beta account
WPC
International Technical Airlifts•Technical/Licensing training
V1 Launch• BPOS
Standard• US Only
International Launch
• International versions
• OCS capability Beta
Sales & Marketin
g Update
How to prepare best?
General information and awareness:• Read more about your S+S your business opportunity via
http://partner.microsoft.com/online• Download & Read the S+S booklet from the Partner Portal• Check out S+S the Q& A reflecting the questions raised during
WPC
Get ready for action:1. Follow the online training (1h) 2. Do the assessment online by responding a list of questions3. Sign the Microsoft Online Services Partner Agreement
= Mandatory steps in order to be selected amongst the 20 BPOS Pilot partners for launch in Belux
Call To Action•Discover your business opportunity and go to http://partner.microsoft.com/online1•Sign the Online Services Agreement
2•Follow the training online and do the Online Services Assessment3•Check out the partner newsletter in coming months4
Additional Resources
Category Resource URLSoftware-plus-services:Training & Information
Microsoft Partner S+S Whitepaper
https://partner.microsoft.com/spluss
Innovate-On http://www.innovate-on.com
Hosting Partners http://www.microsoft.com/serviceproviders/directory/saashostingpartners.mspx
Office Live Office Live Small Business Resources (Public)
http://dev.officelive.com/US/Pages/Training.aspx
Customer Offer http://officelive.com
Partner Offer http://dev.officelive.com
Licensing Microsoft Online Services Guide – Volume Licensing Brief:
http://www.microsoft.com/licensing/resources/volbrief.mspx
Microsoft Online Services Business Reference Guide for
https://partner.microsoft.com/global/licensing/licensingprograms/40047805
Windows Live Windows Live Partner Portal https://www.quickstartwl.com
CRM Microsoft Dynamics CRM (Internal)
https://mbs.microsoft.com/partnersource/
Microsoft Dynamics CRM (External)
http://www.microsoft.com/dynamics/crm/default.mspx
Customer-Facing http://crm.dynamics.com
http://www.microsoft.com/downloads/
© 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.