The Roadmap for Hosting Partners

1. The Roadmap for Hosting Partners Philip MeyerSoftware Services – Technology Specialist philme@microsoft.com

2. Session Overview • This session is intended for: • Software Services / Hosting / SPLA partners • Partners including Dynamics ERP Partners selling to Franchisors • ISVs looking at Cloud or Hosting Options • System Integrators evaluating Managed Services • Outsourcers considering Shared Service offers • Web Hosting Providers and Messaging Providers seeking an understanding of Microsoft product directions for Hosting and Multi-tenancy • In this session, you will learn: • What changes are occurring in the Hosting Industry • What the different choices are now for customers in terms of acquiring and deploying software • What opportunities exist in the Small Business market for SaaS / S+S / Hosting • What is Microsoft Hosted Solutions exist today • How will the Hosted Solutions will evolve in the near future

3. Outline • Business landscape, customers and market opportunity • The opportunities software-plus-services brings to you • Microsoft’s hosting platform and its strengths • How can you grow by partnering with Microsoft? • Summary and next steps

4. Hosting Industry

5. Landscape Is Changing • New competition arrives • New business models emerging • Ad-supported , Web 2.0 • Bundled Solutions • Utility /Cloud • But can the new players address • Higher Degree of Customization? • Integration? • Responsiveness and Regional Presence? • Verticals and Specialization? • Breadth of Offerings? “Should I stay in the low-end server business?” “What does cloud computing mean to my business?” “How can I become a SaaS hoster?” “Will I make more money as a hoster, a reseller or both?”

6. Your Customers Today • SMB’s WOULD LIKE TO USE WEB TO COMMUNICATE, COLLABORATE AND TRADE USING WEB • CONSUMERS LOOKING AT THE WEB AS AN EXTENSION TO THEIR PC’S AND DEVICES • ISV’s • LOOKING FOR RELIABLE • PARTNERS TO HOST AND • MANAGE APPLICATIONS INFRASTRUCTURE

7. Small Business IT Sophistication • 61 percent of respondents said that professional-looking communications were either “critical” or “very important.” • 34 percent of respondents used an external IT service and support company. • In some countries (notably Australia) organizations seem to prefer the local IT provider.

8. Research: Online Hosting and Small Business

9. Useful Links #1. Microsoft sees growing SaaS opportunity among SMBs http://www.networkworld.com/news/2009/032509-microsoft-sees-growing-saas-opportunity.html #2. Microsoft Study Shows SMBs Using Technology to Cut Costs, Grow Business http://www.microsoft.com/presspass/press/2009/mar09/03-25SMBTechnologyPR.mspx #3. 2009 Microsoft SMB Insight Report http://www.microsoft.com/presspass/presskits/smb/docs/Microsoft2009SMBInsightsReport.doc

10. More Useful Links http://intacct.blogspot.com/2009/07/cloud-saas-total-cost-of-ownership.html http://www.ebizq.net/blogs/connectedweb/2009/07/comparing_the_cost_of_saas.php

11. The Opportunities Brought To You BySoftware-plus-Services

12. Software + Services – The Power of ChoiceManaged by Internal IT, Partners, or Microsoft Microsoft Servers On-Premise Microsoft Online Services Microsoft Partner Hosted • Control and ownership • Strategic capabilities • Advanced integration • Business owner andIT targeted • Industry/Vertical configuration • Solution and business model • IT targeted 50 seats and up • Pure Microsoft solution • Reseller

13. Mix, Match, Deliver and Grow Resell Microsoft Online Services Enterprise Class Software Hosted By Microsoft. Sold Through Partners as a subscribed service. COMMUNICATE . COLLABORATE . TRADE . IT INFRASTRUCTURE . WEB 2.0 EXPERIENCE TOTAL CUSTOMER EXPERIENCE YOU ? Host & Deliver License Microsoft Products On A Monthly Basis. Host and Deliver Subscription Based Software Services Source From White Label Providers Roll Out Your Own Brand Of Service By Sourcing From A Partner Ecosystem.

14. Resell Microsoft Online Services

15. Resell Microsoft Online Services Microsoft Online Services Business Productivity Online Suite Enterprise class software delivered as subscription service hosted by Microsoft and sold with partners Expand reach, increase velocity and grow revenue

16. Source From White-Label Providers

17. Source From White Label Providers Repackage & Accelerate Sign up as a reseller Deliver services under your own brand Own customer relationship Reduced operations and support costs No capital expenditures

18. The Challenges of Delivering Software As A Service • Operations • Data Centre Management • Production Application monitoring and administration • System Configuration management, fast server provisioning • System performance analysis and capacity forecasting • Firewalls, intrusion detection, data security • Tier 1 and 2 customer support • Disaster Recovery including user and account level data restore • Data migration and transformation • 24/7 Break-fix support • Controls for compliance with audit standards • SLA Management • Business • Automated customer and end user account / service provisioning • Usage metering, reporting and analytics by user and customer • Automated billing and collections with usage detail • Product cross-sell and up-sell during customer support calls

19. Host and Deliver

20. Host & Deliver Host and Deliver Windows Hosting Platform .. and more License Microsoft products on a monthly basis through the Service Provider License Agreement (SPLA). Use these products to host and deliver software services to your customers.

21. Host & Deliver Hosted Solutions • HMC 4.5 • Unified Communications • Hosting Deployment Accelerator (HDA) • Shared and Dedicated Hosting System Center • Technologies for hosting • Best practices • Dynamic Data Center Toolkit • Mobility • New services • Private label Exchange 2007 SP1 SQL 08 SharePoint Hyper V OCS 2007 WS 08 • Windows Server Hosting Guidance • Web Sites and Custom Applications • CRM 4.0 Planning & Deployment Guidance • High Margin Opportunities • PHP for Windows • Web PlatformInstaller • IIS.Net • HMC integration • Best practices CRM 4.0 PHP and .NET SQL 08 SQL 08 WS 08 WS08

22. Hosted Messaging & Collaboration Automated Deployment Scale Testing Multi-Tenancy Solution Products Customer Provisioning Service Health, Usage Reporting Delivery

23. What’s in HMC? Server Product Customer Experience Experiences Enabled Richest client experience E-Mail and personal information management including calendaring, contacts, and presence • Microsoft Office® Outlook ®Web Access • Internet Explorer 7–based equivalent to rich client Basic web access Limited inbox functions without collaboration Access via speech recognition Read e-mail, change appointments, send voice messages Document collaboration Provides teams with easy-to-use document collaboration, versioning, and editing space Instant messaging (IM), presence, and voice Know online and offline status, as well as interact in with real time chat, voice, and video The feature stack for unified communications is so comprehensive that we want to give our mutual customers an easy way to identify these services, and partners a simple sales approach

24. Software + Services Attached Services On-Premise and/or Hosted Multi-headed Client

25. Australian Case Studies Partner: Emantra Customer: Fluor Engineering Case: • Chose Microsoft Exchange 2007 for their 1,500 user Australian “FAST” joint-venture because of: • Compatibility with key Australian customers including BHP Billiton • Broaden core-email to full team collaboration, federation and unified comms using the features of SharePoint and OCS • Chose a Hosted Dedicated Deployment of Exchange, MOSS and OCS R2 because of: • Minimal exposure to software and operating risk • Minimal capital expenditure and enhanced Project ROIC • Time to deploy (including managed migration) • Local experts on tap, 24/7 • Very high availability SLA Partner: Enspire Customer: KNP Solutions Case: - “The system gives us the flexibility to grow and change …. Whether that is opening interstate offices or expanding our current office or whatever opportunity comes along” - “I can now run a workshop for clients in India as well as accessing to see emails and process client queries anywhere anytime.” - “We used to have 4-5 servers to invest in and operate in our office and now we have none. With the old way of doing things we soon as you buy something it is devalued and not a good investment...... Now... we always have the latest technology and our investment is not obsolete”

27. Australian Case Studies Partner: YourASP Customer: WA Electoral Commission Case: - Host the West Australian election site in a compressed timeframe – down from six months to 30 days - Address the challenge of peaks by using Hyper-V. YourASP was able to scale up on demand within minutes and appropriately manage resources. - Avoid upfront costs and move to Operating Expense model given IT systems only required for a period of the election. Partner: OBT Customer: Financial Foundations Australia Case: - Loss in productivity through various versions and inconsistencies of applications and documentation - Cost of operating traditional model of IT in a rapidly growing business - Solution: “Outlook Anywhere” - Central management of workflows and documentation using Exchange Server, Sharepoint and Terminal Services for Hosted Office applications

28. Hosted Messaging and Collaboration Provides Platform And Business + Technical Guidance To Enable New Scenarios Hosted CRM Unified Communications Mobility Enterprise-ClassE-mail Value-Add Hosted Services Solution Deliverables Hosting Platform

29. Other Opportunities and Considerations • Opportunities • Desktop As A Service • Presentation, Application and Desktop Virtualization • System Center Remote Operations Manager • Hosted Dynamics ERP (NAV, AX, GP) • Considerations • OSS / BSS • Billing, License Usage, Accounting • Control Panels • See Parallels Automation System in the Exhibition Area • Monitoring systems • See OSISoft • Data Centre Design • Check out the Gen4 Data Centre information on microsoft.com that explains how Microsoft is building Data Centres around the world

30. Roadmap for Hosted Solutions • HMC Support Continues • MS Lifecycle Support Policy • Solutions Support Addendum Required • “Wave 14” Evolution • Native Multi-Tenancy • Provisioning • Service Monitoring • Usage • Partners Essential • ISV, SI and NEP Ecosystem • Syndication == More Choices

31. Partner Opportunities • HMC is an opportunity to move users from simple Open Source POP3 mail to enterprise / business class email and add value • Collaboration -> Mobility -> UC • HMC+CRM is an opportunity to give customers a better CRM experience compared Salesforce.com • Dynamic Data Center Toolkit is an opportunity to deliver “private cloud” and save you and your customers money compared to VMware vSphere • Hosted Solutions deliver better TCO • Shared services, multi-tenancy, automation, provisioning • Much more than just virtualization • System Center Courseware specific to the Service Provider / Hosting Industry • Microsoft makes it easy for you with Hosting Deployment Accelerators (HDA) • White papers, best practice guidance, sample code

32. www.windowshda.com

33. Your Success Is Our Success 1 2 3 Microsoft is committed to the Partner model Microsoft seeks a win/win/win Microsoft delivers to Partners through MPN Partner Network 96% of Microsoft’s Revenue is Partner Driven AdvanceInnovation Build Trusted Relationships Connect & Engage Accelerate Growth

34. Helping You Grow Your Business • Sales Training and Tool Kits • Marketing email templates, brochure template, product manager guide, persona descriptions, battle card, objection handling, telesales script, sales presentation, web site template, TCO tool • Architecture & Design Sessions • Business Development Sessions • Service Provider Licensing • Pay As You Go • No upfront fees • Always current versions • And more …

35. Improving your Experience • Join our Monthly Live Meeting to the Software Services / Hosting Partner community • Past sessions have covered Hosted Desktop, System Center in the Data Centre, Hosting SQL Server and MOSS, Server Virtualization Licensing, Dynamic Data Center Toolkit, SPLA Fundamentals, IIS Extensions inc. PHP support, Windows Azure, VmwareMythbusters • Next session on Wednesday September 16 will provide an Update on SPLA and focus on “Desktop As A Service” • Email philme@microsoft.com to subscribe • Subscribe to the Microsoft Hosting Partner Community Newsletter via profile.microsoft.com • Learn using the Hosting Webcast Series • Work with your Partner Account Manager to be nominated for forthcoming specific segment campaigns

36. Hosting Community Solution Catalogs Reseller Catalogs • ISV Application Hosting and Consulting • S + S Incubation Center • Private Label Hosting of MS Server Applications • Reseller Web Hosting • SPLA Customer Catalogs • Hosted Applications • Hosted Business E-mail and Collaboration • Hosted Collaboration and Document Management • Hosted Customer Relationship Management • Hosted Managed Desktop Solutions • Managed Services and Dedicated Hosting • Web Presence and Web Applications https://members.microsoft.com/public/serviceproviders/authorization/cspp/membership.aspx?CommunityID=3

37. Customer Experience: Find A Hosting Provider

38. How to Buy / How to Deploy • “Host & Deliver” • Service Provider License Agreement (SPLA) • Contact SPLA Reseller • Express Data • Newlease • Email splaaus@microsoft.com for guidance • Resell Microsoft Online • EA Customers: work with LARs • Non-EA: Talk to Telstra • White Label • Email philme@microsoft.com for guidance

39. Summary

40. Microsoft’s Strategy for Next Gen Hosting Platform Next generation hosting and service delivery platform Windows Server 2008 with Hyper-V Services Applications you can deliver as a service Experience Delivering the digital lifestyle experience to your customers Mix and match components from Microsoft’s platform and services to accelerate your growth while delivering superior customer experience

41. Resources • Microsoft Hosting • http://www.microsoft.com/hosting • Microsoft Service Provider Licensing • http://www.microsoft.com/serviceprovider/licensing • Hosting Community Partner Portal • https://partner.microsoft.com/40057328 • Hosting Deployment Accelerator • http://www.microsoft.com/hosting/accelerate/demo.mspx • http://www.windowhda.com

42. Next Steps • If you don’t have a Data Centre today question whether you should “Host & Deliver”. Consider • Resell Microsoft Online Services • Partner with a White Label Provider • If you “Host & Deliver • Secure the Hosting Competency • Profile your Hosted offer in Solution Profiler • Get listed on the Microsoft “Find a Hosting Partner” site • Understand “Wave 14” • Key element is cross-platform parity – On-premise, Partner Hosted and Microsoft Online • Evaluate the Dynamic Data Center Toolkit • Leverage www.windowshda.com and microsoft.com/hosting • “Verticalize” to differentiate

43. thank you