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Microsoft Online Services Partner Core Deck

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This is a large deck which explains Microsoft\'s Online services and highlights the services fees for partners

This is a large deck which explains Microsoft\'s Online services and highlights the services fees for partners

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  • In today’s presentation we’ll be reviewing the Microsoft software-plus-services strategy and vision, the Microsoft Online family of products and the Business Productivity Online Suite. Key opportunities for you as a Partner, and a look at where Microsoft Online Services is going in the future.
  • The history of technology is characterized by periods of particularly rapid evolution. The adoption of the PC by businesses in the 90s dramatically altered the staid, mainframe/mini-computer dominated world of enterprise IT and empowered individuals to apply technology creatively and broadly across business to the point where – today – it’s almost unimaginable to consider working without a PC.In the middle of the 1990s the Web emerged, and a whole generation of Internet-facing Web applications, both Internet, and intranet within a corporation, were built using HTML and Web servers. And we see many, many thousands, hundreds of thousands of these being written every year. It is still a core model that people use for building modern applications.In the early 2000s Web services and SOA (Service-Oriented Architecture) enabled applications to communicate over standard-based Web protocols, be it Web services, or REST-based protocols, and this is also very popular particularly because it promotes the ideal of assembling – or composing – more complex solutions from simpler parts. In fact, it is a core building block for how we think about the Azure services platform.There are many advantages to the services model particularly with the immediacy of global reach, the ease of provisioning and, of course, allowing a 3rd party with the greater expertise to run the computers, networks, data-centers and software on my behalf. However, there are many advantages to running software on premises too. Principally, the ability to tailor the software to most effectively address specific business needs and the level of privacy and control that can only be guaranteed when the software and data are within my control.The cloud platform builds on previous platform generations but it is a fundamentally different approach and it has its own unique advantages.
  • For some, services mark the culmination of the evolution of software. Indeed some – Salesforce.com’s CEO Marc Benioff – even go so far as to say that we’ve reached the end of software. In reality, the deployment choice of deploying software on-premises or handing software to a 3rd party hosting provider to run as services should be based on business’ – not vendors’ technologies’ – requirements, on the unique advantages and limitations of each approach and in the knowledge that the decision will likely change at some point.For security or privacy reasons, for business differentiating purposes that require exquisitely detailed customization or even for the purposes of the peace of mind of knowing where applications and data reside, software will always have unique benefits over a services model. However, for the ability to deliver solutions readily planet wide, for the flexibility in being able to subscribe to and unsubscribe from services without having to deploy people and hardware within an organization and for the ability to offload – or outsource – non-differentiating technologies, services provide many benefits.The debate is not whether enterprises will run software or services but how they may combine the best of both.
  • Rather than debate whether to deploy software on premises or hosted, it is more appropriate, realistic, effective and better serves customers’ and partners’ needs to consider the marriage of the best of software with the best of services. This combination enables the following 5, key attributes and avoids what Steve Ballmer has rather colorfully called “The Tyranny of the ‘OR””.Key attributes of apps in this eraConsistent, seamless experiences across multiple PCs and devicesChoice of on-premise, partner-hosted or Microsoft-hosted deliveryFederation between enterprises and cloud servicesComposition of multiple applications and servicesEnablement of multiple business modelsThis approach is called software-plus-services and is an industry-wide trend…
  • Regardless of category and regardless of starting point, everyone moving to this model…From a hardware/software perspective, Apple has embraced the benefits of combining compelling software experiences running across its hardware devices (PCs, iPods and iPhones) with the power of delivering media (music, television, films) from its services running in the cloud to create a very successful consumer experience. App Store delivers applications from the Web to the iPhone and many of these applications combine the power of locally running software with wireless and GPS capabilities. Clearly Adobe “gets it” although Adobe prefers to say “client and computing”. "It's a balance of the client and cloud together that makes for the most effective applications and the best development," said Adobe Chief Technology Officer Kevin Lynch.Enterprise software vendors such as SAP, IBM and Oracle realize that they need to augment their on-premise software solutions with offerings from the cloud both to better address their existing enterprise customers’ needs and to meet the needs of smaller businesses who may not have the expertise nor financial wherewithal to deploy and customize such expensive offerings. ISVs generally find the software-plus-services model appealling, not only because it more effectively addresses their customers’ needs but also because the ISV is able to identify value-added (or what Microsoft calls “attached services”) that complement the existing software but provide valuable benefits and additional revenue streams from customers. One significant beneficiary from the services model is the smaller business without the expertise or finances to run SAP’s mySAP Business Suite or Oracle’s enterprise applications themselves. As SAP and Oracle both move to provide services-based analogs for their enterprise software, SAP with Business ByDesign and Oracle with Siebel CRM OnDemand and others (see reference below), smaller businesses are able to capitalize on software that was previously unavailable to them.Google has, in the past year, released the Google Chrome browser and its Android mobile device platform. In combination with Gears, Chrome attempts to gain some of the benefits of software for web-based applications including the creation of application shortcuts on the desktop and offline caching. Android includes an SDK for the creation of software on Android devices.Lastly, even the software “adolescents” such as Salesforce.com, NetSuite and Zoho all acknowledge the importance of software as a complement to their services offerings in most effectively addressing their customers’ and users’ needs. Salesforce.com silently provides Outlook integration for its CRM offerings and as well as Offline and Mobile editions. Zoho CRM has an Outlook edition. The reality is that CRM users are sales people and sales people are familiar with and adept at using Outlook. It is not prudent to deny them their preferred experience.
  • Presenter ScriptOur software-plus-services strategy is the key to how we will deliver on our vision across the PC, Web, and phone. This is an area that I think is pivotal to our Dynamic IT strategy. At Microsoft, we believe that your preference for how you deploy and use software and manage your IT environment will be as unique as your business. Our software-plus-services approach is about giving you the power of choice: enabling you to provide a seamless experience for users while choosing the level of control and flexibility that is right for your organization, through on-premises software deployment, cloud-based services, or an integrated hybrid of the two.On-premises, or customer-hosted, deployment has been the traditional licensing and deployment model for decades. We believe that for some specific applications, for some specific pieces of data, and for some specific users, most companies (though not all) will want to control certain elements. Our on-premises platform gives you complete control of your IT environment, provides the maximum security for your sensitive data, and enables custom application development to meet your unique business needs. Cloud-based services, providing rapid scalability and advanced manageability, enable you to subscribe to enterprise-class software hosted by Microsoft and solutions from our broad ecosystem of partners. Subscribing to online services can help you reduce costs, overcome IT skill shortages, and ensure that your organization always benefits from the latest technology. The online services model helps reduce costs and minimize total cost of ownership (TCO) in two key ways:Reducing capital expenditure, by removing hardware and datacenter costs and simplifying the planning and deployment effortMinimizing ongoing operating expenses, by reducing the administrative and management burdenMicrosoft Online Services today offers an extension of many of our best-in-class enterprise server solutions including Microsoft Exchange Online, Microsoft SharePoint® Online, Microsoft Office Communications Online, and Microsoft Dynamics™ CRM Online. In October 2008, we announced that we are also extending our core developer platform and .NET programming model to the cloud with a set of developer services called the Microsoft Azure™ Services Platform. The Azure Services Platform is an Internet-scale cloud computing and services platform hosted in Microsoft data centers; it provides a range of functionality to build applications that span from consumer Web to enterprise scenarios. The Azure Services Platform extends the Microsoft Windows® programming model to include cloud computing scenarios, ensuring that the developer skills that exist on our platform today continue to be relevant in the world of cloud computing. Our partners play a key role in offering you deployment choice. Where you choose on-premises deployment, they can support you through systems integration, custom application development, and value-added solutions. For cloud-based services, you can choose between Microsoft-hosted services through Microsoft Online Services and partner-hosted services. In areas where Microsoft has deep expertise, such as with Microsoft Exchange Server, Microsoft Office SharePoint Server, and Microsoft Dynamics CRM, we're building the capacity and capability to host it for you, and we currently have some very large pilots underway with companies such as Coca-Cola, Autodesk, Ingersoll-Rand, and Energizer. We’re also enabling partner hosting where partners represent specific expertise, such as Accenture, EDS, HP, and even IBM, and other partners that offer value-added services. In addition, we recognize the reality that most of our customers are managing a heterogeneous environment and want to reduce the cost of running a mixed IT environment. At Microsoft, we are committed to achieving greater interoperability and making it easier to integrate Microsoft software into your existing environment—through innovative products, community engagement, technology access, and support for technology standards.Our focus is on giving customers flexibility and choice in deployment, and given the breadth of our offerings, we are one of a very few companies in the world that can execute across such a broad array of services and experiences. Our investments on the services side are designed to extend the Microsoft experience from the desktop to new devices and across the Web and provide customers with choice. And be assured that as our services offerings evolve, we will continue to innovate around our licensing model to ensure that the licensing process is as easy and streamlined as possible. We believe that the industry shift to software-plus-services is one of the most significant shifts in technology that we'll see, and our strategy of offering deployment choice and flexibility is central to our goal of helping customers realize a Dynamic IT infrastructure to reduce costs and accelerate agility.But that choice is a relatively new one, and you may be wondering how to make it. What are the key criteria you should consider? What are the benefits of taking some or all of your users to an online deployment? Today I want to share some ways you can look at that choice – to help you determine whether online is the right strategy for some or all of your business. Additional Presenter GuidanceTo find more information on our software-plus-services strategy, visit: http://infoweb2007/softwareplusservices. For more information on interoperability, visit http://www.microsoft.com/interop and download the business decision maker (BDM) and technical decision maker (TDM) presentations:BDM: http://arsenalcontent/redirectURL.aspx?ContentID=154743&Url=Powerpoint%20Presentations/BDM%20Interop%20Discussion05122008105606/BDM%20Interop%20Discussion.pptx&portal=officesystemTDM:http://arsenalcontent/redirectURL.aspx?ContentID=154742&Url=Powerpoint%20Presentations/TDM%20Interop%20Discussion05122008104807/TDM%20Interop%20Discussion.pptx&portal=officesystem
  • Let’s now drill down on “Online” services. Online services is a set of enterprise class software delivered as subscription services hosted by Microsoft and sold through partners. Our goals is to create a service option for every one of our business software products. The initial set of services we are offering focus on the business productivity capabilities that includes Exchange Online, Office SharePoint Online, Office Live Meeting, Office Communications Online, Exchange Hosted Services and Microsoft Dynamics CRM Online. Exchange Hosted Services are attached services that include filtering, archiving, encryption and continuity. We plan to add many more Online services to this portfolio in the coming months.The Business Productivity Online Suite, shown here, includes Exchange Online, Office SharePoint Online, Office Communications Online, and Office Live Meeting. Office Communications Online is currently available as part of the dedicated offering and a multi-tenant offering of the service plan to be added in early 2009.
  • Presenter ScriptThese days, business is very volatile and, in some cases, transformational. When we talk with our customers around the world, we are hearing three consistent themes, regardless of their industry or segment type: Save me moneyIncrease our productivityHelp us grow our businessRight now, of these three, our customers are predominantly focused on saving money. Budget cycles aren't that different from one company to another—they're all very painful. And as you go through a budget cycle, we know that at the core is the question: “How do I optimize my IT budget and help my company sustain and grow?” The challenge is to direct IT investments to areas that deliver a strategic advantage in preparing the organization to survive today’s economic challenges while positioning it for success in the evolving business climate long term.So, today as we talk through Microsoft’s vision in the enterprise, I’d like to discuss how we are focused on helping you achieve all three of these goals, but in particular how we can help you save money. Whether you choose a Microsoft® solution or not, I think exploring these strategic areas with your IT department is important in determining how to mobilize to drive savings and growth.
  • Microsoft Software + Service strategy was developed in respond to customer requests and growing trends in the marketplace. In the messaging and collaboration space, we have found that collaboration applications are increasing becoming mission critical components of a company’s daily operations. Even though many of these companies understand the need to increase the “speed to value” of equipping employee with the latest collaboration tools, their IT department struggles to keep the software up to date. CIOs are faced with the difficult choices of deciding where to spend their limited IT resources: keeping up existing infrastructure, investing in software upgrades, or focused on other LOB applications. In addition, today’s business environment demands IT to generate a high return on investment based on a predictable cost model and avoid the high project based capital expenditures while having the flexibility to react quickly to business growth.
  • Beyond just hosting our software, we have made key investments to create a set of unique values for online services. The key pillars are streamlined communication, simplified management and business class security and reliability. The text shown are the key value prop in each pillar category. By providing the latest business productivity capabilities delivered from a single service platform, end users can truly enjoy an integrated experience. End user will be able to access these services over the web, through their laptop/desktop or mobile devices. They can also securely access these services over the internet without VPN. End user will be able to have presence awareness of their colleagues and partners and be able to collaborate seamlessly between emails, documents and over conferencing and instant messaging. From the IT administration perspective, our service will be managed from a single administration portal. Administrators will have a single place to go to view operational statistics, provision new users and track any support issues. All services will be backed by a 99.9% SLA and included in each service is a premium disaster recovery service that will allow fast switch over to a geographic separated datacenter in case of primary datacenter failure. We also perform regular scheduled independent audit to ensure our service is SAS 70 compliant and highly secured. Stable, dedicated infrastructure; hosted in Microsoft datacenters99.9% SLADynamic scale for additional capacityIncreased agility and user productivityEvergreen technology management – the latest Microsoft technologies and releases at no additional chargeSingle sign-on experience through Active Directory synchronizationSimple, predictable monthly fees and straightforward on-boarding costsRobust business continuity/disaster recoveryStrategic relationship with Microsoft provides innovation in use of Microsoft technology and extensive insight into Microsoft products
  • Presenter ScriptIn considering whether you should take all or a portion of your business productivity infrastructure online, there are four areas of potential cost savings to be aware of: People, processes, finance, and technology.Financial operationsIn these difficult economic times, many customers look at online services as a way to shift from the large, ‘lumpy’ capital expenditures associated with upgrading every few years to a more predictable monthly operating expense. Online services can actually do better than that – they can reduce both capex and opex budgets. And determining the size of those budgets is simpler by virtue of the all-inclusive price. No more wondering whether you’ve captured everything from hardware to software licenses to maintenance fees and support costs. Online services combine all these aspects of the cost into a single bill.PeopleThe simplified administration and offloaded operational maintenance of the services enable you to make the most of your IT people resources – putting the best people on the most important projectsProcessesThe operational cost is easy to overlook, and sometimes difficult to account for. But it can be the largest part of your overall expenditure. Consider what it takes to implement industry best practices for high availability and security, and how much time your IT team spends maintaining the health of your servers.TechnologyIt makes business sense to get the most value you can from new versions of software, as quickly as possible. It not only makes your employees more productive, it maximizes the value you get for your investment. Online services can greatly accelerate this process. And the ability to purchase exactly what you need now and expand later if necessary enables you to ‘right size’ those investments.Over the next few minutes, we’ll look at each of these four areas in more depth and see how Business Productivity Online Suite customers are experiencing these benefits today.
  • Presenter ScriptLet’s take a closer look at how the models work. Our three Optimization models focus on core infrastructure, business productivity infrastructure, and the application platform, each with specific capabilities. The models provide insight into how strategic an IT department is within an organization and identify a pragmatic approach to investing in IT capabilities. Some IT departments are cost centers, some are efficient cost centers, some are business centers, and some are strategic assets. The four levels of Optimization in each model can help you identify and apply best practices that optimize IT processes to help reduce cost and/or improve service levels and agility:Basic – IT is a cost center with uncoordinated and manual processes. IT operations are inefficient and costly, and service levels and agility are low to average.Standardized – IT is essentially a more efficient cost center, with lower IT costs than Basic organizations but with similar service levels and agility. Organizations at this level typically use some of the easier-to-implement best practices.Rationalized – IT has become a business enabler. IT labor costs are significantly lower, and service levels and agility are improved compared with Basic and Standardized organizations. At this level, organizations use many IT best practices and automate and standardize wherever possible.Dynamic – IT has become a strategic asset for the business and is focused on enabling the business with optimal service levels and agility rather than cost reductions. Organizations at this level may accept best practices that increase costs to optimize service levels and agility.The end goal is to move right in the models, and turn the IT department into a cost-efficient yet strategic, agile asset in the company. We can work together with you and your partners to identify where your organization sits within the Optimization levels and help identify strategic areas of focus. This process is not an intensive 10-week consulting engagement—it’s a simple process that we can complete with a minimal time and resource commitment, at no cost to you. When we work through the models with you, we share best practices from around the world. A billion people every single day use Microsoft software, from the smallest companies to the largest corporations and governments, and this has helped us develop an excellent repository for best practice sharing. Furthermore, we have a strong partner ecosystem that extends our ability to harvest the best ideas, the best implementations, and the best adoptions to really understand what an optimized IT organization looks like.The process of analyzing your level of Optimization enables us to share these observations with you, partner with you to determine both what your current level of optimization is and what your desired level is, and then together build a plan on how to get there. Adding online services into your mix of IT solutions is one way to accelerate progress toward the Dynamic level. With services, you can save time and effort in deployment and start to be productive quickly. You don’t have to worry about updates and upgrades. Additional Presenter GuidanceWhen presenting 1:1 with an account, we strongly recommend that you research and understand the customer’s current Optimization profile (visit http://accountplanning) and customize the message accordingly. For executive presenters, the account manager should be able to provide the current account information.
  • With our services, customers don’t have to spend time or effort in deployment and start to be productive quickly. Customers don’t have to worry about updates and upgrades. Our services help transform IT from being a cost center into a strategic asset.
  • Presenter ScriptNow that you have a better picture of the potential benefits of “going online,” let’s look at why you would choose to go with Microsoft rather than another online service. We believe it comes down to three main points:Richest SoftwareWith the Business Productivity Online Suite, your users still get the full functionality of the Office applications they are accustomed to. They get the great rich-client experience of Outlook and Word and PowerPoint, with the server integration you’ve come to expect – SharePoint libraries synchronized with Outlook, full-fidelity document editing clients launched from within SharePoint sites, and so on. And you get the rich functionality of SharePoint – including portal, content management, and collaboration capabilities. You can drive down cost by enabling web conferencing instead of traveling to meetings. And the integration across services – between Exchange Online and Office Communications Online, Office Communications Online and SharePoint Online, enables unique communication and collaboration capabilities.Choice & FlexibilityMicrosoft’s software-plus-services approach is unique in the industry. We recognize the power of flexibility – it enables you to determine the best fit for your business, and match the solution to your requirements, whether they are simple or complex. We’ve designed from the ground up for co-existence, so you can decide to take just some of your users “to the cloud” and still maintain communication and collaboration capability with the on-premises deployments of Exchange and SharePoint. As your business grows and changes, as your priorities shift and the external realities change, you may decide to revisit your decision – maybe it makes sense to move a different division to an online deployment, or gradually increase the number of users you deploy online. These shifts are easy to deal with under the software-plus-services model. And of course, you get to choose your client: web or desktop? Enterprise CapabilitiesMicrosoft is not new to business software, nor to online services. We’ve built the Microsoft Online Services on proven infrastructure, using the valuable lessons we’ve learned in operating our own website, Hotmail, LiveMeeting and Exchange Hosted Services for many years. We combine that knowledge with our background in understanding the needs of enterprise customers to create services that meet the special needs of business customers. For example, we know that enterprise customers require enterprise-class dedicated support. 24x7. And we integrate those services with your existing on-premises infrastructure, like Active Directory – rather than asking you to create parallel directories in the cloud or duplicate processes you already have mastered on-premises.
  • Our licensing model is designed to simplify the choice between on-premises and online. Our service is licensed on a per user basis. Customers who currently have purchased the Client Access License (CAL) with Software Assurance will only have to pay “Step-Up” fee as opposed to the users that doesn’t have the license having to pay the full fee. In addition, customer who purchased the service license called “User Subscription License (USL)” will also have license rights to access applications deployed on premises. For example, if SharePoint Online users will also have the CAL rights to access site hosted in a on-premises SharePoint server.
  • Microsoft Online Services provides Partners the opportunity to build long-term trusted relationships with their customers and be their trusted advisors for Online services. Partners will be able to see benefits in three core areas: expanded reach, revenue growth, and increased velocity. We conducted a survey of more than 700 partners and talked to 40 VARs/SIs on a 1-1 basis. We also met with more than 250 partners of various types during our Partner Advisory CouncilsPartners think 70% of the opportunity is incrementalOne the most interesting findings is that partners are telling that an estimated 70 percent of Microsoft Online Services sales will be to new customers that Partners would not otherwise have had access to. And sales to existing customers are expected to increase annually as well. This means new upgrades such as older version of Exchange, or (like Eddie Bauer) competitive upgrades like Notes, that they would not have been able without an Online delivery. It also means new scenarios such as selling the deskless SKU in specific verticals like retail, manufacturing or public sector Expansion to SMB - the ability to reach new customers who previously could not afford enterprise-class messaging and collaboration solutions Recurring revenues- Partner-added Managed Services that are built around Microsoft Online Services are expected to yield up to 50 percent recurring revenues. IncreaseCapacityPartner believe Online will reduce sales cycles but also delivery cycles as well as save on the cost of managing customer environments by taking advantage of the infrastructure we provide and the Online Administration Console. For instance I talked ABC Systemes in France and they are eager to use BPOS to enhance their SMB offering – now they feel they can scale to multiple customers with their existing sales force and delivery team.
  • First and foremost, customer demand for Online is growing and that’s what going to generate a lot of new customer opportunities for you. Hosted Services is one of the fastest growing sector of the industry, with 32% YoY growth according to IDC. 25 percent of new business software is expected to be delivered as a service by 2011, resulting in a $28Bmarket for cloud-based software services.But what’s the revenue opportunity for partners? The research firm IPED conducted a survey of 300 partners currently providing value-add services around software delivered as a service for systems management, messaging and collaboration, sales management. The goal of the survey was to evaluate A) partner revenue for the 300 partners as well as B) evolution of net income for the best in class partners Input from best in class partners is about exceptional margin increase through higher rate service attach but also shorter sales and delivery cycles. The surveys shows that on average, for every dollar spent on licenses, partners make more than $6 in service attach revenueTransition: how do we capture this opportunity with Microsoft?
  • Partner revenue streams start at the resell or host level. At that level they will conduct a transaction and capture the margins. However, as they move up in the revenue path along the different engagement types, they will be able to capture higher margins and turn the transaction into a more stable and more profitable recurrent model with managed services centered on support, desktop management, and optimization.The opportunity for new services areMigration and integration. No deal is green field, and Online doesn’t mean software will be in place magically. Migration projects will be key to guarantee a great end-customer on-boarding experience and we look for partners to deliver that services. We will providing migration tools and training on the tools. Also integration needs are key, especially with co-existence between on-prem and online. Partner can start acting as the experts for S+S and build expertise on our tools such as the AD synchronization tools and add consulting services around themCustomization and consultingIntranet andSharepointcustomization, business process consulting, workflow and document management. One of the biggest growth areas here is in SharePoint consulting and business process consulting services. SharePoint is one of the hottest business applications in the market today, and Partners see the availability of the online version as the best way of introducing small and mid-sized business customers to this space. Ability to sell services as recurring services. Example , SesQTech“Microsoft Online Services will dramatically shorten SusQtech’s sales cycle by taking the hardware, networking, and licensing questions off the table, and allowing us to focus on our revenue-generating services such as training, customization, and ongoing support. Now – we can drive the customer straight into a sale by offering smaller, proof of concept solutions that don’t require an up-front investment.”Example: Ascentium“Online Services will allow us to have a predictable infrastructure to work off of. Customers have all different environments, and you can walk into many unknowns to deploy solutions on these different environments. This adds project risks that can derail even a well planned and executed implementation. There are now ‘givens’ with the Online Services platform, which brings standardization and predictability to the deployment of our solutions. We can now give more accurate estimates, hit the estimate with confidence, and do more with less for our customers. In our eyes, it’s about taking risks off the table.” Managed Services Managed services, helpdesk services support: $30-100 per user per month. You can help increase recurring revenues by offering managed services such as desktop management, tier 1 end user support, and ongoing consultation. And up-sell both to new Microsoft Online Services offerings and your associated value-add services for possibly even more revenue growth. We have proof that as customer buy softwaremonthly, then they are more likely to buy IT services monthly. Example: Courtesy Computers
  • Quickstart for Microsoft Online Services is a partner onboarding experience which consists of a comprehensive resource center, step-by-step guidance for enrollment and support for sales activation.Quickstart consists of three pillars. Discover, Enroll and Activate. In the Discover pillar, partners can get sales and technical resources around the business model, partner incentive fees, technical materials to build out migration, integration services practice. For enrollment to sell Business Productivity Online Suite, partners just need to complete 2 or 3 simple steps. Step 1: Sign the Microsoft Online Services Partner AgreementStep 2: Take the Web-based Training (optional)Step 3: Pass the Microsoft Online Services AssessmentOnce partners become authorized to sell Business Productivity Online Suite, they are encouraged to profile their Microsoft Online solutions in Solution Profiler so potential customers can find them in Solutions Marketplace and Microsoft Pinpoint (US only) and start selling BPOS to customers.Microsoft Online Services also include Dynamics CRM Online. Partners can find information on opportunities with CRM Online in the Resource Center and to participate in the CRM Software Advisor Program.
  • U.S. Partners have a great opportunity to increase their revenue by reselling Microsoft Online Services and adding valuable managed services. Register for our limited Beta program. Take the time to learn more about Microsoft software-plus-services then evaluate your business for key opportunities to expand your offerings. Start reselling Microsoft Online services today. And sign up to take advantage of opportunities to market your business through events like the U.S. Partner Road Show, or by profiling your business in Solution Finder to promote your offerings to more customers.
  • With Microsoft Online, we have put together a suite of always up to date business productivity capabilities. This will help many of our customers that have not been able to take full advantage of our software’s integrated capabilities because of the various versions of the applications they run on premises. With Microsoft Online, we are giving end users the ability to have a wide range of methods to communicate and collaborate. Users can start from any forms of communication and switch to another. For example, an user can switch from email exchange to instant messaging and then move to a web conference or start with instant messaging and then move to email or conferencing. They will access to emails, contacts, documents whether they are online or offline such as using our Sharepoint synchronizing feature with Outlook or connect via a wide array of active sync mobile devices or through web portals.
  • Only available with BPOS-Standard today:Customer who buy Microsoft Online Services are looking to simplify how they consume and manage technology. To satisfy this need, we have designed and integrated, easy to use Company Portal and Administration Center for the IT pro to help them manage, support and configure not just one , but all their Microsoft Online Services in one place. The Company Portal is design for the IT Pro to manage his/her subscriptions and trial accounts for all of our Online services. Customer can expect a consistent operational processes of learn, try, buy, use and renew. Once the service is activated, the IT Pro will manage the service via the Administration Center. Key capabilities of the Administration Center includes:Unified management from one placeUser managementCo-existence with your on-premise ExchangeAccess to data migration toolsSupport issues and trackingService HealthConfigure service settingsIn addition to IT pros, end users also want a consistent and integrated experience when they use these services. The Microsoft Online Sign-On Tool and My Company Portal make it easy for end users to mange their identity and access services their company has subscribed to.
  • For reasons such as data compliance, customization requirements, flexibility, etc., customer may want to deploy a hybrid approach between online and on-premise. Another key value we provide is the flexibility to choose your deployment model between on-premises and online by geography, workload or roles. In this example, the customer decides to deploy Exchange Server in their own datacenter for users in their headquarter and have their branch office users subscribe to Exchange Online. To enable a seamless experience such as a single address book, we provide a tool to synchronize entries in your on-premises directory with our Online directory. With this tool, any changes you make on your directory are synchronize with our directory such as changing adding or deleting a user, change user attributes, etc. For SharePoint, in this example, customer can choose to deploy a set of site collections on their on-premise SharePoint deployment and another set of site collections is deployed on SharePoint Online. In this case, no matter where the users are at, they can access to sites from both site collections.
  • With our services, customers don’t have to spend time or effort in deployment and start to be productive quickly. Customers don’t have to worry about updates and upgrades. Our services help transform IT from being a cost center into a strategic asset.
  • One area that we are very conscious of is the importance of security and availability. We want to ensure that customer feel confident that we are protecting their data and the service is highly available. Our service runs on a set of datacenters that are managed by a centralized organization within Microsoft that are making major investments in datacenter spaces and capabilities. We deploy our service on the latest hardware and network equipments in a N+1 architecture to enable failover capabilities as well as saving your data in a separate geo-redundant location. We are regularly tested by a third party CyberTrust to ensure our infrastructure is secure against attacks. We follow ITIL/MOF in our operational processes and we are in the process of getting our SAS-70 audit to ensure we have strictest level of control. Above all, we will provide 24x7 IT Pro support and our service availability is backed by a 99.9% uptime SLA.Physical security is but one part it. When you look, we ultimately need to make sure that since we are providing an internet based service, we are protecting customer’s data in a variety of ways. We look at this as multiple layers of protection. Microsoft is actually providing 9 layers of logical security for our customers and their service and data. Filtering Routers: these are implemented to protect against any traffic we do not see as well constructed. One of the great benefits of providing a focused service like BPOS is we actually set up the routers to protect against any form of malform data. We block at an aggregate at the edge. Firewalls are set up as deny all. Behind the firewalls we have an Intrusion Detection System. We have a very sophisticated correlation engine for any intrusion alert that we’re tracking 24 hours a day. Below the IDS, we have a level System Level Security. When you look, the service operations organization actually has broad based, dual factor authentication. This means each individual within a support and service operations team have either some sort of secure ID card or a RSH secure ID token that is coupled with their role. Each individual must have a user ID and password and must apply a pin with their secure ID token. Based on the role they have, we grant access per individuals to the service.  Application Authentication: when you get below the System Level Security, the customers actually have application level authentication. We have a very sophisticated mechanism by which we provide access to data. The structure of the service provides users access to only those capabilities they are designed to have. In the reseller model where a partner is actually providing the service to the customer, they have a level of application authentication that sits over top of that which the customers have. So we’re able to provide a very rich set of security protocols for our customers, as it relates to authentication to the different services.Microsoft, as most people know, has a good history as relates to security and trustworthy computing. Our services are actually designed to make sure that we apply those security methods not only to the software, but we also treat that software as a service. So when we do our threat walling and follow the Windows initiative, we’re thinking about our applications as if they are delivered through the Internet. We apply a significant level of counter measures, such as buffer overflows and SQL injection, we make sure that the applications we’re running are sandboxed so you can’t activate elevated levels of security or access a higher level of authentication when you’re actually doing work within our application. Virus Scanning is provided for multiple set of capabilities. We actually virus scan at all over our server levels, we have in place intrusion detection at the host and we’re scanning our content via Microsoft ForeFront.Then we have Separate Data Networks. When you look inside the data center, So what when we do our threat walling and follow the Windows initiative. These are implemented in a form that breaks it apart. For example, the data bases are on a separate sub net then from the actual content server or something that is an internet facing device.When you look, even though we are an internet facing service, very few devices have direct access to the internet. All of the servers are on some form of non-routable subnet space. Finally you are authenticated into the data. The data itself is never stored on the physical servers, we run separate data networks and the data is stored on dedicated storage devices. So when you look at the content, the content is actually being sent from dedicated storage devices, which allows us to provide significant levels of backup as well.
  • The bottom picture shows three layers: the datacenter layer, the service delivery layer and the presentation layer. Admin Console is used by admin to do add/delete users, provide tools for coexistence and migration, tools for A/D sync and the Sign In Client that is used for single sign on. We also offer Customer Support for the IT Admin (not end user support). We expect end users to go to their IT admin for support. Exchange Hosted Services is used by BPO for filtering inbound mail for virus/spam.Forefront is used to filter viruses in outbound mail and SharePoint.On the top, we show the customer premise. Typical customer has a local exchange server and AD. On the top right, we show end user experience both at home and on the go (anywhere access).
  • In our first release, there will be feature gaps between our standard and dedicated service with our on-premises server features. Overall time, we will have server feature parity except for the case of deskless workers. In general, our dedicated option will be able to provide a broader array of capabilities especially in the case of SharePoint.
  • In our first release, there will be feature gaps between our standard and dedicated service with our on-premises server features. Overall time, we will have server feature parity except for the case of deskless workers. In general, our dedicated option will be able to provide a broader array of capabilities especially in the case of SharePoint.
  • Here is a more detailed view of features available in Office Communication Server and Live MeetingBoth OCS and Live Meeting fully support Collaborative Meetings. Live Meeting also adds capabilities for Training and Events such as Shared Recordings, Registration, Virtual Breakout Rooms, testing/grading, and pre-meeting handouts. Live Meeting has the ability to conduct larger meetings with up-to 1250 attendees and provides a Live Meeting Web Access client.Live Meeting also has hosted storage for meeting content.
  • Microsoft Online Services offers two options, Standard and Dedicated. Today, Standard is available only in the US but in early 2009 will be available more widely. Your account manager can provide you with the latest roadmap. If your business has less than 5000 seats and cost efficiency and getting up and running with the greatest possible speed is a key focus for your IT department, Standard is the right service. Standard may also be the right service if you have more than 5000 seats, unless you need advanced server features or a dedicated environment. A dedicated hardware environment requires the Dedicated service option. Due to the higher cost, the dedicated option is optimized for customers over 20,000+ seats but with a minimum of 5000 seats purchased.
  • Another important offering we are making available starting on 4/10 is deskless worker. The deskless worker is designed to be a low cost offering to users that do not have electronic messaging and collaboration capabilities today. Although the features are reduced, our key design principle is to ensure the deskless worker SKU are just as reliable and secured as the full feature version. The Deskless Worker SKU is available for both the BPOS standard and BPOS dedicated versions.
  • Aligns with your existing EA, Select and Open Value agreements Additional annual cost for dedicated environment with Service Subscription License (SSL) Customers must be current on their software assurance payments to have rights to purchasing the Step-Up USL Customers must continue to renew SA on their existing licenses in order to remain eligible for the Step-Up USL Step-Up Licensing is applicable to the SSL (5k license pre-requisite for the Dedicated service) Customers who purchase the step-up retain rights to the perpetual CAL if they are in L&SA Agreement
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