Rick & Don’s session The Business Landscape for Partners
Feb 15, 2016
Rick & Don’s session
The Business Landscape for Partners
Agenda• Level Set• What’s new in H1 2009• What’s coming in H2 2009/2010• Upside to your business – actionable
““More Mobility – Less Budget”Aberdeen Group March 2009
216 organisations interviewed from North America, Europe and Asia Pacific)
http://www.aberdeen.com/summary/report/benchmark/5724-RA-mobility-economic-downturn.asp
Adoption of mobility:Less than 2% of respondents have no plan to implement mobility
now or in the future
Mobility Initiative 2006 2009In Place 59% 84%No Plans 19% 1%
The Joys, Pains Of Switching Smart PhonesBecause I regularly use both gadgets and am
accustomed to their different features, I have included fresh observations from five people who recently
switched from BlackBerrys to iPhones.
Smartphones – and Challengers - To Take Global ShareWe also forecast the vendor landscape; predicting vertically integrated
“challengers”, like Apple, RIM, Palm, and possibly others, will take significant market share from some incumbent cellphone, PC, and
consumer electronics vendors. Others that, in our view, are positioned to benefit include: 1) carriers that “get it”; 2) smartphone suppliers/partners;
and, 3) emerging/transplanted web, software, content, and media businesses.
Converged Devices in FY09
Source: Microsoft Internal Research
Business Consumer
Primary Mobile Business Experiences
Device Security and Manageme
nt
Unified Communication
s and Collaboration
Business Process
Mobilization
Extending Platforms in Action
Demowww.getcocmo.com
Single Number Reach
• Scenario: Alex calling Ben
Alex select “Work Call” (signal goes trough the cellular network data channel)
Alex and Ben both receive call back from OCS (signal goes through cellular network voice channel+ PSTN)
BenAlex
PSTN
InternetMobile
Operator
OCS 2007 R2
What happened in 08/09• SCMDM 2008 SP1
– designed to cost-effectively support large-scale• Multiple Instance: Supports deployments where multiple points of control are required
within a single forest. • PIN Reset: Allows users to request a PIN reset on their device• Active Directory/Windows Server 2008: support for Windows Server 2008 Active Directory
functional level. • Performance/Scalability: Increased system capacity.
• Customer deployments– FMCG, Policing, Agriculture, government
AND...
Security Security Security Windows Mobile 6.1 and Systems Centre Mobile Device
Manager achieve globally recognised certification
Common Criteria Evaluation Assurance Level 4 (EAL4).
Windows Mobile 6.1 operating systemSystem Centre Mobile Device Manager 2008 and Service Pack 1
Shoulder to the Wheel• Windows Mobile Enterprise Roadblocks
– Data plans & cost control– Support : phone, OS, Exch ActiveSync
• Who do you call ? One throat to choke– Better User Interface
Solving problems with Telstra• Cost
– Utilising infrastructure you have paid for• Exchange, OCS, SharePoint, Intranet via Active Sync
– Cost Certainty - Fixed monthly fee– All traffic included when in MDM tunnel
• Support– Integrated Support– Certified & Tested Devices
• Performance– Next G™ (high Speed & Coverage)– Only network optimised for AS & MDM
Exchange is GREAT Breadth Messaging Play
Seizing the Business Customer Opportunity The time is now!
Leader in Gartner enterprise wireless e-mail MQ
Outlook Mobile – Exchange 2010 update coming
Security - answers for customers“Even Microsoft (and yes, it hurts to say something nice about Microsoft) has a secure remote wipe function with
Windows Mobile that actually works.”“If you’ve implemented the iPhone (which is clearly a
consumer phone and NOT an enterprise phone as currently designed), you’ve hung yourself out to dry if a
phone “goes missing” with confidential data.”http://ridethelightning.senseient.com/2009/07/iphone-security-a-complete-misnomer.html
Microsoft Mobile Enterprise Solution• MMEP (Microsoft Mobile Email Plan)
– A fixed monthly pricing plan per service per month– All data usage related ActiveSync PIM*– Plus 100Mb of WAP/modem usage per service per month *– End-to-end technical phone support from Telstra, which is backed by Microsoft Premier
Support **
* while the Smartphone is on the Telstra Next G network in Australia1/3
** for your nominated IT representative ^ available from 8am – 6pm local time Monday to Friday on days which are not national public holidays.
Microsoft System Center Mobile Device Manager 2008
Depth SOE Play
Management
Security
Mobile VPN
Microsoft Mobile Enterprise Solution• MMSP (Microsoft Mobile Services Plan)
– A fixed monthly pricing plan per service per month proposition incorporating:– Email and data usage through the Microsoft SCMDM VPN 2 *– CAL for Microsoft SCMDM for the service whilst it remains connected to the plan– End-to-end technical phone support from Telstra, which is backed by Microsoft Premier
Support **
Unleash your customers current infrastructure
* while the Smartphone is on the Telstra Next G network in Australia1/3
** for your nominated IT representative ^ available from 8am – 6pm local time Monday to Friday on days which are not national public holidays.
Windows phone
RIM/Blackberry vs Exchange Architecture
Microsoft Exchange Servers
Corporate Application
Servers
BlackBerry Enterprise
ServerCorpora
te Firewall
Internet
Wireless Networks
BlackBerryWindows phone
BlackBerry
NetworkOperations
Center
Getting after Blackberry - TCOhttps://roianalyst.alinean.com/microsoft/mobile/launch.html
1. IT Services
2. Selling Connected Experiences
3. Deploying Mobility Solutions
Partner Opportunities
IT Services Device/Plans Retail
Device/Plans Commission
Device/Plans IT Services
MO or Disti
ISV Application Sales/Deployment
https://partner.microsoft.com/smbmobile
https://partner.microsoft.com/mobilesolutions
http://microsoft.com/windowsmobile/en-us/business/partners/for-partners.mspx
Offer a complete mobility solution with ICT
Include Windows Mobile® smartphones in your sales today
• Just add Windows Mobile® smartphones and a Telstra Next G™ connection to your solution
• Add a suite of services from Telstra such as Business Broadband, Mobile Broadband, Fixed lines and so on…
Increase your revenue with Windows Mobile®
Customer Pays Upfront (appears on Telstra bill)
$0 $99 $99
Customer monthly plan $99 $129 $149Dealer outlays Nil Nil NilDealer receives $110 $150 $190
And that’s per device – a 20 staff customer could add $3800 in gross profit
What’s new in 6.5
Summary• Not expecting love • Hammer at Enterprise Advantages
– Extending MS platforms to the mobile screen– TCO and architecture advantage – Security differentiator– LoB is our heritage
• Telstra delivering – Fixed price, support and muscle– Opportunity to make trailing revenues
• Developer readiness for next wave