Goals and objectives To be able to develop a winning sales plan Understand how Google approaches your customers Effectively position Microsoft versus.

Competing with Google20th November 2012, Brussels, Belgium

Goals and objectives

To be able to develop a winning sales plan

• Understand how Google approaches your customers

• Effectively position Microsoft versus Google

• Stall Google’s sale: accelerate yours

• React to Google’s presence within your customers

• Reduce the risk of Google penetrating your accounts

Agenda Introductions Microsoft and Google Overview Latest with Google Google Presentation Differentiation (MS + You vs Google) Q&A

Ten reasons for cloud computing1. I need a productivity solution that is easy to deploy and doesn’t require

the on-going maintenance of desktop software.2. I want a solution that meets my needs today and automatically gets

better over time.3. I need a productivity solution that I can rely on.4. I need technology that was built with security in mind.5. My employees need to collaborate seamlessly across organizational,

geographical and linguistic barriers.6. I want my employees to move faster without being slowed down by

inflexible technology.7. My employees need to use a wide range of mobile phones and tablets

including Android, Blackberry, iPhone and Windows Mobile.8. My employees need to do more from mobile devices than just send

emails.9. I want a simple licensing model that is cost-effective and predictable.10.I want to spend half as much on IT as I do today.

The challenges you see?

Discussion

96

Company overview, quarterly resultsAs of Sept 8th 2012

Organize the world‘s information and make it universally accessible and useful.We provide a variety of services and tools for advertisers of all sizes, from simple text ads to display and mobile advertising, and to publishers, whether small or large.

Revenue: $23.6b (2009), $29.3b (2010), $37.9b.(2011), $21.3 (H1 2012)

Google Ad Revenue - $36.5b (2011), of which Google Sites: $26.1b , 69% of total revenuesGoogle Network: Google’s partner sites (AdSense) $10.3b, 27% of total

Other: $1.4b (2011), 4 percent includes Enterprise, Enterprise include Google Apps

Help people and businesses throughout the world realize their full potential.

Our customers use our software to find creative solutions to business problems, develop breakthrough ideas, and stay connected to what's most important to them

Revenue: $58.4b (2009), $62.4b (2010), $69.9b (2011), $74.3b (2012)

Windows/Windows Live: $18.3b, 26 percent total

Microsoft Business Division: $23.9b, 32percent total

Server & Tools: $18.6b, 25 percent total

Entertainment & Devices: $9.5b, 13 percent total

Online Services: $2.9b, 4 percent includes Search

What is Google Apps?

Google’s Enterprise Offerings

Social NetworkingGoogle Chrome Chromebook

Google Apps Editions

Google Sites

ADMIN CONTROL PANEL

Google Docs

Gmail

GOOGLE APPS FOR BUSINESSTarget: Any size

• 25GB email storage

• 99.9% uptime SLA

• Ad-Free

• 3rd party services and add-ons

• 24/7 phone support

• Extensibility APIs

Google Talk

Google Calendar

Google Video

MESSAGING

COLLABORATION

GOOGLE APPSTarget: <10 users

• 25GB email storage

• Ads in Gmail

• Online support only

• No Google Video

• No Google Groups

• No Google Vault

• Not covered by the SLA

$50/user/year

$0/user/year

Google Drive

Google Groups

Google Vault*

Google Contacts

* Google Vault is only available as an additional cost add-on, and only available with Google Apps for Business and Google Apps for EDU

GOOGLE APPS FOR EDUCATIONTarget: Education

• 25GB email storage

• 99.9% uptime SLA

• Ad-Free

• 24/7 phone support

• Extensibility APIs

• More storage for Google Sites and Video than GAFB

GOOGLE APPS FOR GOVTTarget: US Federal, State & Local

• FISMA certification

• Gmail data segregation

• Ad-Free

$0/user/year

$50/user/year

GOOGLE APPS FOR NON-PROFITTarget: US NFP 501(c)(3)

• Free for <3000 users (EDU)

• 40% discount >3000 users

• Ad-Free

• US only$30/user/year

Applications excluded from enterprise SLA

Productivity

Email (incl. Calendar & Contacts)

Collab

eDiscovery

AV/AM/AS

UC

Social

Suite

Microsoft

Microsoft Office

Exchange Online

SharePoint Online

Lync

Exchange Online, SharePoint OnlineExchange Online ProtectionSharePoint Online, Yammer

Office 365

Google

Google Docs

Gmail, Calendar, Contacts

Sites, Drive, Groups

Talk, Voice, Hangouts

Message Discovery, Vault

Gmail, Google Message Security

Google Plus

Google Apps

Compare workloads

Latest Google

How does Google sell?

Hired lots of MS, SalesForce & Oracle Rep’s Seasoned Enterprise Sellers Understand MS selling cycles Know our weaknesses

Leading with security (see web site) Building a compete team (France, UK, US…)

Dear COO & President, Selling

Around IT

Reference Selling

Future with no

Deployment

Avoid the Google traps

Microsoft just wants to sell

the Office client

Roche, BBVA, Costco, etc. have gone Google!

Google has a simple solution

for all your users

Users want an easy way to

collaborate on documents

Innovation is not installed!

Google will locate data

close to your users globally

Cloud should be highly

affordable!

Google will give you flexible payment options.

Sometimes we trap ourselves…

Your meeting starts like this…

and you respond with…

“Have you heard about Windows 8 on tablets?”

Looking the other direction

“that is not an enterprise device!”

“Did you know Office 365 works great on those?” A B C D

Be Confident and Embrace Devices

Google I/O Google’s 5th annual developer conference 6,000 attendees, 3 days, 110 technical sessions 100% developer focused, for the first time No Google Apps ‘track’, for the first time More consumer-focused than in past

Google Atmosphere Business focused conference in the fall Worldwide tour April through July 10, 2012 Invite only – typically CxO’s Watch for Customers to get invited & more news in the fall

Google DriveWhat:• A file storage and sync service

announced April 2012• extension of Google Docs• 5GB free storage• “10million users in 10 weeks”• “make living in the cloud easy”• Chrome, Firefox, Safari IE (N-2)• Windows XP, Vista & 7• Mac OSX 10.6 & 10.7• Linux – “Google Drive isn't currently

available for the Linux operating system”

• Android 2.1+, iOS 3.0+

What it means:• 5gb free vs. 1gb in Doc’s • Free Opt-in upgrade from Doc’s• New/Different views & navigation• Centralized storage purchasing • Assigned per user• .20¢ GB to .08¢ GB/month

• Chrome add-in required for offline*• View only in iOS

Google Docs OfflineWhat: • Google announced offline

capabilities for Google Docs• Claimed “full functionality”

through Google Drive available when not connected• Announced Spreadsheets &

Presentations offline “coming soon”.

What it means:• Requires Chrome• Online collaborators are ‘King’

and override offline changes• No ability to create a new

document offline• Sharing, downloading,

publishing, and printing do not work

Google VaultWhat: Google Enterprise addition 28 March 2012 eDiscovery, archiving and legal hold for:

Gmail “on the record” chats

Define retention policies Run reports on user activity and actions in the

archive. $5/user/month Part of GAFB control panel Pain points addressed

Instant-on integrated deployment No data duplication– uses native data store Eliminates Postini headaches Adds Enterprise credibility to GAFB

What it means: A confusing story Does not yet replace Postini Does not work with anything but Gmail/Chat Is not cheaper than Postini ($33/u/y vs.

$60/u/y) Different storage architecture than Postini No clear roadmap on either product We already have Postini winbacks Leverage our integrated story

Wave 15 Roadmaps Win on price & capabilities! Exchange Plan 2 or stand-alone archiving

Go Do - Build your PlanMaintain• We both do well

Attack• We do uniquely well• Point of Differentiation

Defend• Competition does uniquely

well• Point of deficiency for us

Explore• We are both weak

Don’t be Caught Off-Guard!

Vertical or industry scenarios

Aging or competitive mail platform

Poor account relationships

Customers with Google advertising relationships

Downstream & Child Accounts

These are the gaps that Google targets

Google Apps for Business: videosVideo to watch nowhttp://www.youtube.com/user/GoogleApps#p/u/7/vNJUL92y9wo: latest Google Apps Intro Video

Google Apps Videos to watch laterhttp://www.youtube.com/user/GoogleApps

Differentiation Analysis

Microsoft + You vs Google

Differentiation Analysis

Maintain• We both do well

Attack• We do uniquely well• Point of Differentiation

Counter• Competition does well• Change the criteria

Explore• We are both weak

Why Office 365

Sign up for Office 365 Trial

Attend a CIEDemo Office 2010

Learn about Office 15Hear advice from customersLearn the differences

Getting Started

Microsoft’s Strengths

Security & Privacy

Compliant with ISO27001, EU Model Clauses, HIPAA, IRM, RBAC

No Rip and Replace or IT Ultimatum

Works with what you have - hybrid, file fidelity for docs

Unmatched Lync & SharePoint Capabilities

Web Conferencing, Social, Content Management, BI and Workflow

Full SLAs and Support

No exceptions, no hidden caveats

Familiar and Productive

Users know Office and Office helps them get their job done

Don’t be Caught Off-Guard!

Vertical or industry scenarios

Aging or competitive mail platform

Poor account relationships

Customers with Google advertising relationships

Downstream & Child Accounts

These are the gaps that Google targets

© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Compete Method – The Basics Get Prepared

Cloud Principals CDF Training Know your Regional Partner Resources

Know Your Customer Reasons for Change Compelling Event

Tell The Story - Awareness O365/Productivity Pitch Licensing Delivery Futures/Roadmap Unsolicited Proposal per Sales Play

Show and Use - Experience Online Demo In Person Demo via Partner or MS (per Region) Trial Experience Pilot early

Sell the Solution Customized Proposal per Sales Play (1 Day)