Selling Infrastructure to Small Business – Monetizing The Opportunity

1. Selling Infrastructure to Small Business – Monetizing The Opportunity Rosemary Stark Product Manager, Server & Infrastructure Solutions

2. Australian Server Market Small Business Mid-size Business Lower Small Business (1-4 PCs) Core Small Business (5- 24 PCs) Lower Mid-Size (25- 49 PCs) Core Mid-Size (50 - 249 PCs) Upper Mid-Size (250 - 499 PCs) Target Market Businesses w/ PCs[1] 1.7 M 248K 50K 28K 5,900K Server Penetration[2] 21% 36% 49% 86% 86% Windows Home Server Windows Small Business Server 2011Essentials Windows Small Business Server 2011Standard • FY12 hardware growth 6.9% YoY • SMB = 51,636 units • Windows penetration = 79.7%

3. Windows Small Business Server 2011 Essentials • Ideal First Server • Easy-to-use solution • Cloud integration • Helps protect data • Helps organize information • Access from virtually anywhere Simplify your life Your business with you, virtually anywhere Get Ready for the future • Automatic local backup, simple restore of server and client computers • Easily connect to online services • Ideal for work force that travels • Increase business productivity • Simple, secure, dependable network • Easy-to-use storage and sharing Everything Your Business Needs in a Server, Nothing It Doesn’t.

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5. Small Business Top 4 • Work from anywhere • Work together better • Be more productive, do things quicker • Provide the same or better than our larger competitors

6. What does an SBSE customer look like? • Their current IT: • No server • PC as a server • NAS • Up to 25 PCs/laptops • Minimal IT expertise – has ability to set up a PC • Price sensitive • Needs access to information when they are outside the office • Need to collaborate • Require regulatory compliance/auditability

7. Questions to Ask • How do you store and access your important documents? • How do you protect your documents? Are there documents that only some people should access? • How do you backup your PCs/laptops? • Is it easy for you to access all the information you need about your customer? Quickly when you need it? • Do you want to be able to work from the road or home, not just the office? • Do you need to provide HR/payroll to your employees? • Would you like to be able to work together more effectively? Would you like to have a group calendar, be able to IM or video conference?

8. Extending your business • Email • Office 365 • You as a hoster • Reselling hosted solutions • Other SMB apps • Server backup • Payroll • Accounting • LOB & franchises • Repeatable business – getting creative with financing

9. The Details

10. SBS 2011 Essentials ADD ON CAL ONLY Premium Add-On SBS 2011 Essentials + Core Solutions Remote Access Hyper V Identity Protection Simplified Management Backup + File & Print Sharing Need to add RDS CALs RDS Windows Server Platform 365 + Other Web Apps

11. System Requirements for SBS2011 * Due to Exchange requirement

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13. SMB Windows Server Family SOLUTION SERVERS TRADITIONALSERVERS Customizable Server platform for businesses of any size Complete server platform,integrated and optimized • Store, protect, access • Simplified setup and management • Centralized backup • Anywhere access • Customizable for exact requirements • Storage • Infrastructure • LOB platform • Communication &collaboration tools • Any other app orinfrastructure service • Standard deploymentand managementtools and processes • Virtualization • Run your business • LOB application platform • Unified/federated identity management • Communications & Collaboration Suite

14. SBS Key Differences Both will be available in the standard channels as SBS today