UC Opportunities For Service Providers

Agenda

• Software + Services recap• Services through SPLA

– Exchange Hosted Services– Live Meeting– Dedicated Hosted UC

• Resources

Software + Services Recap

Software + Services AssetsDesktop Servers Services Devices

Platform and Tools

Services

UC Segments and Offer Delivery

ServersCustomer

On Premise

ServicePartner Hosted

ServiceMicrosoft

Hosted

Online

ExchangeSharepoint

Office Communications

ExchangeSharepoint

Office Communications

Small Business Server

Software via Outsourcer Enrollment

Hosted Messaging and Collaboration

v4.0

Exchange Hosted

Services

Office Live

Meeting

Microsoft Managed Services (MMS)

Enterprise

Mid Market

Small Business

Dedicated Hosted UC

How Do Partners Take UC To Market?

Bundle Opportunities

OCS TrunkingOCS + PBX

Exchange UM Device Partners

Conferencing

IP Centrex OCS SIP Trunking

Mobile OCS Services

Network & Remote Mgmt

Trusted Federation

Communication Services Framework (CSF): Integrated Service Experience

Go to Market

Opportunities

Drive Higher ARPU

Retain/Grow Network Services

Unify Mobile, Hosted and Premises Solutions

Attach Network and Managed services

(SIP Trunking, WAN QOS, Mobile, EHS, LM, etc)

Leverage UC & CSF Framework

for Service Mash-ups

Service ProviderHosted

Hosted UC Services

MicrosoftHosted

Online UC Services

Managed UC Services

System Integration & Management

MMSDedicated

Hosting

HostedApplications

Services Through SPLA

Exchange Hosted ServicesFilter, Encrypt, Archive, Recover

Microsoft Exchange Hosted Services is a comprehensive

set of fully-managed, “in the cloud” services fore-mail security and management

Continuous e-mail during outages

Multi-layer spam and virus protection

E-mail retention for compliance

Policy-based e-mail encryption

How To Sell EHSNew Exchange Prospects: Easy attach to Exchange whether on-premise or hosted to ensure a more secure messaging environment for customers

Existing Exchange Customers: Upsell opportunity (filtering, archive, encryption, continuity)

Non-Exchange Customers: Filtering service also supports non-Microsoft e-mail platforms such as IBM Lotus Domino, Novell Groupwise, and other SMTP-compliant servers

Vertical Markets: Assists specific vertical industries such as financial services, healthcare, and insurance in meeting regulatory compliance requirements through archive and encryption services

Microsoft Offering: Enables greater customer satisfaction by offering a comprehensive solution from a single, trusted vendor

Partner Benefits From Hosted Services

New Revenue Opportunity: Hosted services provide a new revenue stream for Microsoft partners

Leading Edge: Provides a tangible example for partners to demonstrate how they are already acting on Microsoft’s “software + services” strategy

Robust Back-end Management: Microsoft manages all back-end provisioning and service support for customers, so partners can stay focused on developing their pipeline

Easy Customer Deployment: No hardware or software installation requirements – customers simply order the services through Microsoft Licensing channels (Volume Licensing or Service Provider License Agreement Program) and the service is activated

EHS – SPLA Pricing

Filtering USL ERP Net

SPLA $1.76 $1.50

Encryption USL ERP Net

SPLA $1.88 $1.60

Archive (USL) ERP Net

SPLA $8.60 $7.30 Monthly per user price

Monthly per GB price for extra storage

Archive (SSL) ERP Net

SPLA $4.79 $4.07

All pricing based on USD. For alternative currency, Partners should check http://www.explore.ms

Monthly per user price

Monthly per user price

Live Meeting 2007

Engaged Attendees

Enterprise-classReliability

New Client Experience

Trainings and EventsConnected

Organizations

Operational Excellence

Integrated Media

Live Meetings 2007 OverviewWhat’s in?

Primary SKU equivalent to a CAL - known as USL

Requiring a USL for every internal user who conducts or attends a meeting

Capacity changes: Professional = 1250 (from 25) Standard = 15 (no change)

Full standardized 60-day trial

Better reporting

What’s out?

Eliminating Shared Seats through all channels

Eliminating Rooms through all channels

Eliminating Pilots

Conferencing Choices “Software + Services”

OCS2007 Live Meeting 2007Software Services

Features Enterprise Standard Professional

Meeting Attendee Capacity 250 15 1250

Storage Days 90 365

Shared Recordings IMPROVED √Registration IMPROVED √Virtual Breakout Rooms NEW √Advanced Testing/Grading NEW √Pre-meeting Handouts NEW √Live Meeting Web Access

IMPROVED √ √

End user support √ √Account Management (LM

Manager) √ √

Reporting Some √ √Client (Windows-based) IMPROVED √ √ √Audio bridge integration √ √ √Video (Webcam & Roundtable)

NEW √ √ √

Application Sharing √ √ √In-meeting File Transfer NEW √ √ √Rich Media Presentations NEW √ √ √Scheduling Add-In f. Outlook √ √ √Personal Recordings NEW √ √ √

Training

Events

Collaborative Meetings

Live Meeting 2007 – SPLA Pricing

SPLA SKUs Net Price Paid To Microsoft (per user/month)

USL SKU Professional

$12.80

USL SKU Standard $3.80

All pricing based on USD. For alternative currency, Partners should check http://www.explore.ms

Dedicated Hosted UC

Dedicated Hosted UCFull Enterprise UC solutionCustom designDedicated Offered in SPLA

HostersHost infrastructureSubcontract Voice Partners

UC Voice Partners 20 across D3+WE+CEEExpert customizersIncluding network design

Each deal is Win-Win-Win for all parties in plan, build, and run

Customer Premises

Dedicated Hosted Server Roles

IP Network

Service Provider E-mail/Fax

CalendarUnifiedMessaging

IM VideoConf.

Web Conf.

AudioConf.

VoiceMail

SIP-CSTA & Media Gateway

Media (RTP) PathSignaling (SIP) Path

VoIP CallProcessing

PSTN

Resources

• Service Information– Exchange Hosted Services and Live Meeting– http://www.microsoft.com/online

• Trials– Exchange Hosted Filtering (60-day trial)

• http://www.microsoft.com/exchange/services/trial.mspx

– Live Meeting (60-day trial)• https://trials.messaging.microsoft.com/site/