…and the Microsoft Cloud

1. …and the Microsoft Cloud Microsoft Office

2. Why Talk About Cloud Computing? “A recent IDC survey of IT executives, CIOs, and their line of business (LOB) colleagues shows that cloud services are ‘crossing the chasm’ and entering a period of widespread adoption.” IDC, October 2008 “The bottom line: Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.” Forrester, August 2009 “... among large enterprises, cloud computing is gaining critical mass, with more than 80 percent of respondents at least in trial stages for public and private cloud computing deployments.” F5, August 2009 “...most enterprises will eventually exploit cloud-based services for a significant portion of their information services over time and, in the long run, a majority of these implementations will be hybrids.” Gartner, December 2008

3. Microsoft Online Services

4. Microsoft delivers the Cloud every day! Plus over 150 more sites and services

5. Microsoft Online Services Datacenters www.globalfoundationservices.com

6. Generation V Datacenters

7. Microsoft Online Services Datacenters • Virginia with backup in Washington • United States • Canada • Mexico • Puerto Rico • Dublin with backup in Amsterdam • Austria •  Belgium • Czech Republic •  Denmark •  Finland •  France •  Germany • Greece • Hungary • Ireland • Italy • Israel • Netherlands •  Norway •  Poland • Portugal •  Romania • Spain •  Sweden •  Switzerland •  UK • Singapore with backup in Hong Kong** • Australia • China • Hong Kong • India • Japan • Malaysia • Brazil with backup in US (March 2010)* • Brazil • Colombia • Chile • New Zealand • Singapore • South Korea • Taiwan

8. Why is Microsoft Hosting? I need my IT costs to be lower and more predictable… I want to give users the features of the latest platform but we don’t have the resources to upgrade right now… I need to free up my people to work on strategic projects instead of maintaining existing systems… Our IT budget isn’t big enough to get the security and reliability we need…

9. Accelerate Speed To Value and Save $ Always up-to-date capabilities at a predictable cost • Key Benefits • Up and running quickly • Latest software • No more server upgrades • Subscription-based • OpEx not CapEx • Best tools for the job • Enterprise class delivery • 99.9 % SLA • Financially Backed! Software + Services Accelerate the Journey Basic Rationalized Standardized Dynamic IT Is An Efficient Cost Center IT Is A Business Center IT Is A Strategic Asset IT Is A Cost Center Infrastructure Optimization Infrastructure Optimization 9

10. Enterprise class software delivered via subscription services hosted by Microsoft in Singapore Microsoft Online Services Business Productivity Online Suite

11. Desktop, mobile, Web Access Seamless user experience Team collaboration, conferencing, RTC Key Investment Areas Streamlined Communication • Always up-to-date technology • Lower rollout and operating cost • Improved agility and resource utilization Simplified Management $ • Multi-layered antivirus and spam filtering • Highly secure data access via HTTPS • Geo-redundant, Cyber-trust and SAS70 Business-Class Security and Reliability

12. Seamless Collaboration E-mail Web Conferencing Instant Messaging Document Sharing Presence Calendaring Work Flow Mobility Offline Access Archiving

13. Simplified Administration and Access Anywhere Access without VPN! • Trial and Buy • User Management • Settings • Support • Tools • Single Sign On • Application Access • SharePoint Links • Downloads • Password Reset IT Pro End User Web Access Rich Client Access Subscription and Trial Service Administration

14. Demo Administration Console Sign In Client

15. UserSegmentation Information Worker • Rich client Outlook connectivity with web access • Full Exchange Online, SharePoint Online capabilities • Larger storage • Active Sync device support Deskless Worker • Web access only • Limited Exchange, SharePoint capabilities • Smaller mailbox size • Lower cost

16. RetailPricing in NZ$ Exchange Online Standard $8.62 Business Productivity Online Suite Includes: Exchange Online Standard SharePoint Online Standard Office Communications Live Meeting Standard $17.24 Office SharePointOnline Standard$9.05 40%off Office Communications Online $3.45 Office Live Meeting Standard$7.76 Exchange OnlineDeskless Worker $3.54 Deskless Worker Suite $5.31 SharePoint OnlineDeskless Worker $3.54 16

17. How the Services are Sold Licensing Channels • Web shopping experience at www.microsoft.com/online. • Customer signs up and chooses a POR (Partner of Reference). • Any Partner can be POR as long as they are registered in Online Partner Program. • All PORs are eligible for Advisor Fees. • All BPOS components are available as stand alone or suite via MOSP. • Only LARS can sell through EA. • Process is same as selling other solutions through EA. • Require Core Cal or E-Cal and purchase of entire BPOS Standard Suite as a Step-Up SKU. 1. Microsoft Online Subscription Program 2. Enterprise Agreement (EA Direct & Government)

18. Enabling Transition to Online Additional Step-Up USL Agreement USL Agreement New or Existing SA Agreement User Subscription License Software Assurance Credit for Software Assurance Step-Up User Subscription License with Perpetual Client Access License Services Are Licensed on a Per User Basis 18

19. BPOS Capabilities Deskless Worker • 25GB (default) • Outlook and Web access • Anti-virus / Anti-spam - Forefront • Shared calendars, contacts and tasks • Active Sync mobile devices • Blackberry device support (BES)* • Compliance archiving* • 500 MB mailbox • Outlook Web Access Light only • Mail, calendar, contacts • Anti-virus / Anti-spam • Compliance archiving* • No mobile access Deskless Worker • Read-only access to most content • Read-write access to wikis, blogs, forms • Set e-mail alerts • Search capabilities • No mobile access • Collaboration • Portal • Enterprise Content Management • Search • Business process forms • Business intelligence • Platform and extensibility • Web conferencing • Small group collaboration to large events • Desktop sharing, chat, question manager • Training support and virtual breakout rooms • VOIP or PSTN voice support • Live 360 degree panoramic video • Instant messaging and presence • Group IM • Address book search • Distribution list expansion • File transfer • 1:1 audio and video (on the same LAN) * Optional capabilities at additional cost

20. Microsoft Online Subscription ProgramBusiness Policy Rules

21. Why Should You Sell It?

22. We are not alone…

23. Partner Model for MS Online Over 70 Partners are selling this in NZ! • Customers that buy subscription software are more inclined to buy subscription partner services • MANAGEDSERVICES CONSULT CUSTOMIZE INTEGRATE SELL Sales Motion & Partner Fees Example PARTNER REVENUEOPPORTUNITIES 12% Net-add 6% Residual 18% year one Microsoft Desktop Management and Optimization, end user support RecurrentRevenue Business Process consulting, SharePoint workflow design, Intranet customization Repeat Revenue Fees Sale Microsoft Partner Customer Migration and Integration Project Based Revenue Billing Resell/Host TransactionalRevenue

24. Total Cost ComparisonDriving down the bottom line For 250 total users using e-mail, collaboration, IM/presence US$ Example 41% savings over 3 years

25. OvercomingMost Common Objections • I want to try before I buy • A 30-day free trial is available – this can be extended month by month via Service Request. This is the full offering. • I need to retain my data from a non-MS platform • We can recommend a strong MS Services Partner that specializes in this type of migration and integration • Do you offer Blackberry service? • Yes! MS offers BIS support out of the box along with Active Sync connectivity. A Full BES experience is available via Service Request – US$10/user/month • We have data privacy or security issues • The solution has very strong Security and Compliance team staffed by people from industry • MS is a signatory to Safe Harbor and understands U.S. & European data privacy issues • MS is regularly audited by 3rd party Cybertrust to ensure the strictest levels of security and provides customers results of their regular SAS-70 audits

26. Kiwis fly to the cloud… …over 1500 Exchange mailboxes across 70 businesses today 70 Microsoft Partners signed as Microsoft Online resellers! … they WILL compete against you!

27. Register to sell Microsoft Online Services www.QuickstartOnlineServices.com Quickstart for Microsoft Online Services: A partner onboarding experience Starting with Business Productivity Online Suite Discover Activate Enroll Sign the Online Services Partner Agreement and pass the assessment • Promote your Solution Participate in Resource Center

28. Microsoft Partners <250 Seats FREE for a year! Eligibility Duration of Benefit • MSPP Partners who have signed the Microsoft Online Services Partner Agreement (MOSPA) via process defined at http://www.quickstartonlineservices.com • Partners will receive the benefit per the terms below. • Microsoft may change the benefits with 60 days notice Active partners who meet the above eligibility criteria will be able to receive the following Business Productivity Online Suite IUR Benefits: • The benefit can only be used in countries where service is available. • IUR benefits not to exceed 500 seats per country.

29. Perpetual Demo Account Eligibility Duration of Benefit Approved Usage Partners will receive benefit for the duration of the purchase agreement Microsoft may change the benefits with 60 days notice MSPP Partners who are also enrolled in the Microsoft Online Services program Providing a demo to customers Testing of features/functionality Not Approved Personal accounts for home/family use Multiple accounts per employee Active partners who meet the above eligibility criteria will be eligible to get demo accounts of Business Productivity Online Suite: 20 seat licenses (default) Customize your environment Perpetual environment Use existing seat count Keep your current configuration Perpetual environment Leverage Existing Account New Demo Accounts • * Partners will only be given one trial per year. It is recommended that you do not use the same Windows Live ID for your demo account and accounts you purchase for risk of losing free trial

30. Demo Quickstart Online Services Partner Portal

31. Enterprise class software delivered via subscription services hosted by Microsoft in Singapore Microsoft Online Services Business Productivity Online Suite

32. Questions?