Selling Business Email to SMB End Customers

1. Selling Business Email to SMB End Customers

2. Agenda • Quick solution Intro • Opportunity Overview • Hosted Exchange Business Email • And beyond • Best practices selling Hosted Exchange • Helping you succeed • Resources available to you

3. Quick solution intro

4. Hosted Exchange Solution Overview

5. What is Hosted Business Email?

6. End Customer Experiences Enabled End Customer Experience Experiences Enabled Server Product Richest Client Experience Easier to on-board end users Voice access to email, voicemail in email • Full Outlook Web Access • IE-based equivalent to rich client Basic Web Access Limited inbox functions without collaboration Mobility (Push email) Basic Consumer Email Inbox send/receive Introductory offer POP/IMAP Instant Messaging & Presence Know online and offline status, as well as Interact in with real time chat, voice, video SharePoint team sites + 40 templates Innovative ISV applications for verticals Internet Explorer

7. Opportunity Overview and Sizing

8. Hosted Solution Adoption is Growing Explosively Source: Gartner, Feb, 2005

9. What Our Market Research Tells Us

10. Sample Research – United Kingdom • Best Candidates: Willing to pay 15 £ and would consider adopting within 12 months. • Short-Term Opportunity: Willing to pay 7.50 £ or more and consider adopting within 12 months. • Mid-Term Opportunity: Willing to pay 7.50 £ or more and consider adopting in a 12-24 months time frame. • Long-Term Opportunity: Willing to pay 7.50 £ or more and consider adopting in a time frame > 24 months. • Additional Potential Opportunity: Would consider adopting at a very low price (2.50 £) • Non-Candidates: Did not indicate a willingness to adopt. • 52% (633k companies; 2.5m Mailboxes) of UK SMB Companies is the overall opportunity over the next three to four years Sample size: 4502 companies with 1 or more employees

11. Hosted Exchange Key SMB Buying Drivers “Best candidates” have multiple needs.

12. Selling business email

13. Companies with Windows Mobile users are significantly more likely to purchase Hosted Exchange Business Email Target Markets

14. How to Sell Hosted Business Email Private/White Label Up Sell Bundling

15. Monetizing the Up Sell Opportunity

16. Why Bundling Business Email?

17. Channels: Indirect Sales What do you see as the advantages to working with a Microsoft Hosting Service Provider? • This is not an automatic. Hosting Partners will need to build effective programs that address their needs and concerns Can free us up to work on more strategic projects for our customers. A new set of services that can have a significant and noticeable impact on the productivity of our customers. I can continue to maintain the client relationship and have the flexibility to meet special needs. We trust the Partners more than the large Corporate like (IBM, MS , HP ). Believe we would have greater flexibility for more specialized solutions.

18. Indirect Channels: Summary

19. Channels: Online

20. Web Marketing DO’s and DON’T’s

21. Up Selling Does Not Stop Here… Looking Beyond Business email

22. Platform for Growth and Up Sell • Over half of all Hosted Exchange customers plan to add at least one additional service • 30% will add two or more Hosted ISVs Hosted Unified Communications

23. Additional Hosted Services SMBs are Likely to Consider Within Next 12 Months Likeliness to Consider Additional Hosted Services in Next 12 Months Percents do not add to 100 because respondent could select more than one • Nordic Hosted Messaging and Collaboration Study, Edge Strategies, March 2005 Sample size: 904

24. Looking Beyond Business Email – Windows SharePoint Source: Edge Research

25. (Hosted) CRM Market Size Source: Gartner Research and Microsoft Estimates

26. Microsoft’s Hosted Solutions are Mobile Ready

27. Helping Partners Succeed

28. Microsoft’s Investment in Our Hosting Partners • Market research • Partner ecosystem development • TAP Programs • ADS - Architecture & Design Session • BDS – Business Development Session • Sales Training • Sales and Marketing Toolkit • End User Training • Go-To-Market Support • Premier Support

29. Summary and call to action

30. Summary and Call to Action

31. The opportunity is theretogether we can seize it!

32. THANK YOU!

33. Backup

34. Business Development Session • Overview and Objectives • Microsoft • Better understand your needs as service provider • Increase depth and value of relationship • Service Provider • Look critically at go-to-market plans • Determine best possible offers • Execute with practical tools & approaches

35. Hosted Exchange + SharePoint Sales Toolkit

36. Hosted Exchange Flash Demo

37. SharePoint Flash Demo

38. Industry Campaigns

39. NEW - HMC Sales Toolkit v2 • Table of contents • 8 Key Success Factors • Core Sales Materials • Telesales • Email Marketing • Exchange Hosted Services • Online Best Practices • Upsell Best Practices • Sales Training • Needs Analysis • TCD-TCO Tools • Supported Languages • V1: 11 languages • V2: English only today. Localization planned (FY08). What’s New and Improved? • MAPI Up Sell Best Practices • Guidance on running an effective MAPI campaign. • Business Email Sales Training • Trainer’s guide and training decks • Online best practices • Guidance on how to promote and sell HMC online. • Key Success Factors in selling HMC • Greatly improved instruction for deployment and online examples of • Total Cost of Ownership calculator, • Cost of Downtime calculator • Needs Assessment Tool • http://tools.muralconsulting.com/ • Exchange Hosted Service Toolkit • To help partners resell EHS.

40. Additional Up Sell Opportunities