Jan 23, 2016
Nick MayhewGroup Manager, Partner Strategy
Stefan JansenHosting Manager
Christian LongstaffPartner Marketing Manager
Today’s Presentation
PurposePurpose
Clarify Microsoft’s Clarify Microsoft’s Software + Services Software + Services strategy and outline how strategy and outline how partners can engagepartners can engage
TopicsTopicsIntroduction to Software + Introduction to Software +
ServicesServices
ISV OpportunityISV Opportunity
Hosting PerspectiveHosting Perspective
MS OnlineMS Online
Q&AQ&A
Market Opportunity for Hosted Services
32% CAGR for Worldwide SaaS 32% CAGR for Worldwide SaaS forecasted, 2007-2011 forecasted, 2007-2011 (IDC)(IDC)
25% of new business software will 25% of new business software will be delivered as a service by 2011 be delivered as a service by 2011 (Gartner)(Gartner)
SaaS is forecasted to exceed $20 SaaS is forecasted to exceed $20 billion in revenue by 2011 billion in revenue by 2011 (Yankee Group)(Yankee Group)
8% CAGR for on premise8% CAGR for on premise
Software + Services Platform
Computers Networks
Building Block Services
3rd PartyApps & SolutionsOnline ServicesLive Services
Datacenters
Rapid implementationRapid implementation
Anywhere-accessAnywhere-access
Rich extensibilityRich extensibility
Control & ownershipControl & ownership
Strategic capabilitiesStrategic capabilities
Advanced integrationAdvanced integration
Outsourced ITOutsourced IT
Industry / Vertical Industry / Vertical configurationconfiguration
Packaged solutionsPackaged solutions
Rapid implementationRapid implementation
Anywhere-accessAnywhere-access
Rich extensibilityRich extensibility
Control & ownershipControl & ownership
Strategic capabilitiesStrategic capabilities
Advanced integrationAdvanced integration
Outsourced ITOutsourced IT
Industry / Vertical Industry / Vertical configurationconfiguration
Packaged solutionsPackaged solutions
The Power Of ChoiceMicrosoft Software + Services
ISV Call To Action – Taking S+S to Market
Innovate Consulting & Training
Partner with a Hoster
Hosting Incubation Don’t provide “commodity
services” Bundle everything Sell by the seat Tailor the offering Solutions designed for
each customer
Rapid implementationRapid implementation
Anywhere-accessAnywhere-access
Rich extensibilityRich extensibility
Control & ownershipControl & ownership
Strategic capabilitiesStrategic capabilities
Advanced integrationAdvanced integration
Outsourced ITOutsourced IT
Industry / Vertical Industry / Vertical configurationconfiguration
Packaged solutionsPackaged solutions
The Power Of Choice
Microsoft Software + Services
Full IntegrationFull IntegrationVerticalVerticalApps LOBApps LOBOwn AppOwn App
Full IntegrationFull IntegrationVerticalVerticalApps LOBApps LOBOwn AppOwn App
Managed Services HosterManaged Services HosterCustom SolutionsCustom Solutions
Partner Hosting Opportunity
WS 08 WS 08 Hyper VHyper VSQL 08SQL 08
System CenterSystem Center
New MarketsNew MarketsLess Less ExpenditureExpenditureRecurring Recurring RevenueRevenue
New MarketsNew MarketsLess Less ExpenditureExpenditureRecurring Recurring RevenueRevenue
Web HosterWeb HosterIncremental growthIncremental growth
WS 08WS 08Hosted CRMHosted CRM
HMC - ExchangeHMC - Exchange
Targeted Targeted variations variations Branding Branding ControlControlExpanded Expanded reachreach
Targeted Targeted variations variations Branding Branding ControlControlExpanded Expanded reachreach
Private Label HosterPrivate Label HosterVAR/SI PartnershipVAR/SI Partnership
Core Core ApplicationApplicationCommunication Communication ServicesServicesIncreased Increased ARPUARPU
Core Core ApplicationApplicationCommunication Communication ServicesServicesIncreased Increased ARPUARPU
Application HosterApplication HosterTrusted Advisor Trusted Advisor
OCSOCSSharePointSharePointExchangeExchange
WS 08WS 08Hosted CRM Hosted CRM
33rdrd Party Apps Party Apps
SPLA Changes for Service ProvidersSPLA Changes for Service Providers
Aligning price of MOSS SAL with OnlineAligning price of MOSS SAL with Online
Reducing by approx. 19%Reducing by approx. 19%
Aligning price of OCS SAL with OnlineAligning price of OCS SAL with Online
Reducing by approx. 44%Reducing by approx. 44%
Adding a Suite SAL that aligns with BPOSAdding a Suite SAL that aligns with BPOS
38% discount on standalone38% discount on standalone
Enable customers to bring their own CAL to SPLAEnable customers to bring their own CAL to SPLA
Discounted SALs for Exchange, MOSS, OCS, SuiteDiscounted SALs for Exchange, MOSS, OCS, Suite
MOSS SALMOSS SAL
OCS SALOCS SAL
Suite SALSuite SAL
STEP-UP SALsSTEP-UP SALs
*: available from Oct 1; final pricing to be determined and communicated by Microsoft and SPLA Reseller*: available from Oct 1; final pricing to be determined and communicated by Microsoft and SPLA Reseller
Hoster / Service Provider: Call To Action
Bundle Differentiators In
Your Offers Partner with Partners Learn about SPLA program
and changes Obtain Hosting Competency Contact: [email protected]
Rapid implementationRapid implementation
Anywhere-accessAnywhere-access
Rich extensibilityRich extensibility
The Power Of Choice
Microsoft Software + Services
Microsoft Online Services
Microsoft Online Services
Enterprise class software delivered via subscription services hosted by Microsoft and sold with partners
New Customers: New Customers: 70% of sales expected to be to new 70% of sales expected to be to new customers*customers*
New Segments: New Segments: Expand to larger or smaller customersExpand to larger or smaller customers
New Scenarios: New Scenarios: Business Process consulting services, Business Process consulting services, intranet appsintranet apps
Increase sales and deployment capacityIncrease sales and deployment capacity
ScaleScale by servicing multiple customer remotely – 40% by servicing multiple customer remotely – 40% savings*savings*
IncreaseIncrease margins by increasing managed services attach margins by increasing managed services attach ratesrates
Partner Fees: Partner Fees: 12% Net-add fees and 6% residual fees12% Net-add fees and 6% residual fees
New Services:New Services: SharePoint consulting, online migration and SharePoint consulting, online migration and integrationintegration
Recurring Revenues: Recurring Revenues: Up to 50% of new revenues are recurringUp to 50% of new revenues are recurring
Partner OpportunityNew business, more customers, faster
Increase Increase VelocityVelocity
GrowGrowRevenueRevenue
Expand Expand ReachReach
Source: MDC/MRM-Partner Opportunity Study 2007
Software + Service Go Do’s
Online…Online…Online…Online…
Complete Complete Microsoft Microsoft Online Services Online Services TrainingTraining
Pass Pass the assessmentthe assessment
Create Create a profile in a profile in Solution ProfilerSolution Profiler
Use Use the software + the software + services Partner services Partner Evolution Interactive Evolution Interactive GuideGuide
Here And Now…Here And Now…Here And Now…Here And Now…
Sign Sign SPLA and/or ISV SPLA and/or ISV Royalty AgreementsRoyalty Agreements
Join Join Quickstart for Quickstart for Microsoft Online Services Microsoft Online Services
At The Office…At The Office…At The Office…At The Office…Asses Asses your business your business model for Software + model for Software + Services Services opportunitiesopportunities
Explore Explore P2P P2P OpportunitiesOpportunities
Partner Partner withwitha hostera hoster
Online…Online…Online…Online…
CompleteComplete
PassPass
CreateCreate
UseUse
And please do your evals. Win a mouse.
© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista 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.