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The document discusses Microsoft's Business Productivity Online Suite (BPOS), a cloud-based productivity and collaboration solution. It provides an overview of BPOS features and benefits, targeting mid-market and enterprise customers. It also outlines the partner opportunity, including recurring revenue from advisory fees, new consulting services, and growing annuity revenues through customer subscriptions. Partners can sell BPOS to acquire new customers and expand into new business areas and revenue streams.
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8 16-10webinarbpos-101007143808-phpapp02
- 1. Business Productivity Online Suite:Opportunity for Channel Developer Partners August 2010 Willie Cash
- 3. Learn about the opportunity and how it can make you MONEY
- 4. The BPOS customer pricing model and reseller fee model
- 5. Learn the four simple steps to becoming a BPOS authorized reseller
- 6. Learn how to leverage Microsoft’s Partner Productivity Tools to manage your BPOS portfolio
- 7. Learn how to receive 250 free seats of BPOS for Internal use Agenda “Recurring Margin, Increased Managed Services opportunities, Customer Stickiness and more….
- 8. Industry Trends $20BRevenue $20B market for SaaS sales by 2011 (IDC) 25% NewSoftware Share 25% of newbusiness softwarewill be delivered as a service by 2011 (Gartner) 32% Market Growth 32% CAGR WW SaaS forecasted, 2007–2011 (IDC) 6X Services Revenue for Partners Institute of Partner Education and Development 2008 Respondents cited reduced TCO, reduced infrastructure costs, faster "time-to-value" and quicker access to patches and upgrades as key reasons of the increased spend on SaaS. IDC November 2008 “[Microsoft] has the potential to provide richer apps with more features… The integration with other Microsoft apps and platforms may also be attractive for enterprises heavily invested in Microsoft technologies.” Forrester November 7, 2008
- 9. SMB Total Market Opportunity 370 million PCs 72 million accounts SMBs show the highest propensity to move to the cloud
- 10. SMB Customer Feedback Study of 1,800 SMB IT Decision Makers and Business Decision Makers SMB Customer Needs Microsoft Online Services Value 99.9% uptime backed by financial SLAs 24/7 local customer support Multiple layers of data security Assurance of world-class operational standards Security Makes costs even and predictable Priced simply: both software and hardware Buy what you need when you need it Cash Flow Faster deployment Familiar and compatible Always on the latest technology No upgrades or patches “It just works” Increased mobility and productivity Scales up or down as business requires Enables IT staff to focus on adding business value Agility
- 11. Microsoft + Partners delivering a broad set of enterprise-ready products and services that build on what you already know. We’re all in! What is Microsoft doing? ... “Clouds must span the customer, the partner, and the provider” - Steve Ballmer, CEO of Microsoft. March 4, 2010
- 12. What is Microsoft doing The most widely used software in the world is now made for the cloud Today 40,000 people building software at Microsoft. 70% of them building for cloud. Next year that will be 90%
- 13. Highly Secured Datacenters Business Class Reliability and Security Delivering highly secure, private, and reliable computing experiences based on sound business practices Filtering Routers Key Features Geo-redundant datacenters N+1 architecture 9 layers data security CyberTrust certified Secure access via SSL ITIL/MOF operational practices 24x7x365 support Backed by 99.9% uptime SLA Firewalls Intrusion Detection System System Level Security Application Authentication Application Level Counter-measures Virus Scanning Separate Data Networks Authentication to Data
- 14. The Solution…
- 15. Microsoft Online Services Enterprise class software delivered via subscription services hosted by Microsoft and sold with partners Business Productivity Online Suite
- 17. Collaboration
- 18. Portal
- 20. Search
- 23. 25GB default Mailbox allocation
- 24. Outlook and Web Access
- 26. Shared Calendars, Contacts & Tasks
- 27. Active Sync Mobile Devices
- 30. Web Conferencing
- 31. Small group collaboration to large events
- 32. Desktop sharing, chat, question manager
- 33. Training support and virtual breakout rooms
- 34. VOIP or PSTN voice support
- 35. Live 360 degree panoramic video
- 36. Instant Messaging and Presence
- 37. Group IM
- 40. File Transfer
- 41. 1:1 Audio and Video* Optional capabilities at additional cost
- 43. Price promotions may be available
- 47. Seamless user experience across workloads
- 48. Team collaboration and conferencing
- 50. Lower rollout and run rate cost
- 51. Improved agility and resource utilization
- 53. Highly secure data access for users via HTTPS
- 54. Geo-redundant data center architectureBusiness-Class Security and Reliability * Anywhere internet access is available
- 55. Microsoft Business Productivity Online Suite Partner Support Program Support (Includes all inquires regarding: how to join, benefits of and resources for the Microsoft Online Services QuickStart Program) Pre-Sales Support (Technical Sales Assistance – includes inquires about how to effectively sell Business Productivity Online Suite) Delivery Support (Technical Advisory Services- helps partner deploy Business Productivity Online Suite to customers) Technical Support (All Break Fix issues, Partner Care questions and routing) Gold – 40 hrs/yearCertified ISV Competency – 15 hrs/yearISV Empower – 10 hrs year Free & Unlimited for Gold Certified and Certified partners Available to customers and partners who are acting on behalf of their BPOS customers Operational Support (Includes all inquires regarding: order to cash, fee payments, licensing/policy questions, etc.) Revised February 4, 2009
- 56. Recognizing your target customer and how to sell…
- 59. Customers can place orders directly or ask partners for assistance in order placement
- 60. Partners will also be able to assist customers with post-sale activation and/or deployment as needed
- 61. Authorized Partners are enrolled through the Quickstart program. For more information about Quickstart, please see https://partners.microsoft.com/online or www.quickstartonlineservices.com/discover. Order, Payment Microsoft Customers Contract, Billing IT Pro support only Customer has Option to Leverage Partner s enrolled in the Quickstart Program Option to leverage partner Assist Order Assist Order Partner
- 62. Retail Pricing Per User Subscription License Exchange Online Standard $5.00 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard $10.00 Office SharePointOnline Standard$5.25 40%off Office Communications Online (IM and Presence)$2.00 Office Live Meeting Standard$4.50 Exchange OnlineDesklessWorker $2.00 Deskless Worker Suite $3.00 SharePoint OnlineDesklessWorker $2.00 BPOS Dedicated requires additional Service Subscription License (SSL) Pricing above does not include volume discounts, or Step Up discounts 18
- 63. Business Productivity Online Suite Partner Model 18%year one 12% Net-add 6% Residual Sale Fees Partner Microsoft Customer
- 64. Microsoft Online Services IllustrativeRevenue Growth $337K cumulative over 3 years 12% net-add first year 6% residual each year for life of subscription Total$159,840 Total$112,320 Total$64,800 Residual$87,840 Residual $51,840 Residual$21,600 Net-add$43,200 Net-add$60,480 Net-add$72,000 Year 1 (Sell 3K seats) Year 2 (Sell addl. 4.2K seats) Year 3 (Sell addl. 5K seats)
- 68. Partner Opportunity Your Opportunity to make more $$$
- 69. Partner Revenue Opportunity Managed Services Recurrent $ Managed Services Business Consulting & Customization Repeat $ Business Consulting & Customization Revenue Migration & Integration One-Time $ Migration & Integration Partner of Record Fees Annuity $ POR Fees Timeline
- 70. Partner OpportunityNew business, more customers, faster Advisor Fees: Sell and get Partner Fees New Services: SharePoint consulting, online migration & integration Annuity Revenues: 50% revenues to be recurring GrowRevenue New Customers: 70% of sales expected to be to new customers New Segments: Expand to SMB, retail, manufacturing or public sector New Scenarios: Deskless users, branch office, mobility Expand Reach Increase capacity: Increase sales and deployment capacity Scale to multiple customers remotely. 40% savings Increase margins by increasing managed services attach rates Increase Velocity
- 71. How to become a BPOS resellerDon’t leave money on the table…or your competition will take it!
- 72. Resources Microsoft Online Service Resource Center Partners can visit BPOS SIGN-UP - SYNNEX to find the latest Microsoft Online Services announcements, upcoming training events, current business and technical content, and receive support.
- 73. Resources Quickstart For Microsoft Online Services Quickstart for Microsoft Online Services: A partner onboarding experience Click here to sign up for BPOS today!
- 74. Resources Quickstart For Microsoft Online Services Quickstart for Microsoft Online Services: A partner onboarding experience Click here to sign up for BPOS today!
- 75. Resources Quickstart For Microsoft Online Services Quickstart for Microsoft Online Services: A partner onboarding experience Click here to sign up for BPOS today!
- 76. Resources Quickstart For Microsoft Online Services Quickstart for Microsoft Online Services: A partner onboarding experience Click here to sign up for BPOS today!
- 77. Resources Quickstart For Microsoft Online Services Quickstart for Microsoft Online Services: A partner onboarding experience Click here to sign up for BPOS today!
- 78. Partner Features
- 79. Resources Partner Tools – Customer Sales Customer Presentation Template Datasheet Template Email Template Document Template Web Templates Direct Mail Template Web Banners Posters BPOS SIGN-UP - SYNNEX
- 80. Resources Partner Tools – Sales Readiness Partner Core Deck Datasheet Partner Playbook Partner Case Studies Program Guide Partner Videos Program Agreement Whitepapers BPOS SIGN-UP - SYNNEX
- 82. Partner Opportunity Did you know you could use this product for FREE…
- 89. Live Meeting
- 92. Live Meeting
- 96. The 6% residual fee is earned monthly, paid quarterly, beginning in the first month of customer activation for performance of services specified in Guide with the fee specific to each product.
- 97. Fee calculation is based on the total number of seats for which partner has been designated POR.
- 98. A partner will receive a total of 18% for the first year of a customer’s subscription; 12% net add fee + the 6% residual. Thereafter, the 6% fees continues, as long as partner is POR and customer active.
- 100. Month following the POR change – the new POR will earn the 6% fees, ongoing
- 107. Partner must renew annually after the 1st term, at same time as MSPP renewal process
- 109. Reactive assistance to complete Activation Checklist
- 110. Content creation for IT Pro and delivery via TECHNET & MS Online
- 111. Customer Satisfaction, Retention & Escalation Management
- 112. Service Acceptance Review after 90 days**
- 115. the BPOS customer pricing model and reseller fee model
- 116. the four simple steps to becoming a BPOS authorized reseller
- 117. how to leverage Microsoft’s Partner Productivity Tools to manage your BPOS portfolio
- 119. Work with your TPAM, SYNNEX BPOS BD or SYNNEX Software Account Manager
- 120. Add BPOS info and quick links to your website
- 121. Profile online solutions in solution finder
- 122. Sell Microsoft Online Services today!BPOS SIGN-UP - SYNNEX Call to Action
- 123. John O’Brien SYNNEX BPOS Partnership Specialist Phone – 864-349-4826 Email – Johno@synnex.com Willie Cash SYNNEX SaaS Program Manager Phone – 864-289-4547 Email – williamc@synnex.com Contacts
- 124. © 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.
Editor's Notes
- LIBERTEKS
- Bold PredictionsFirst 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 $20Bmarket 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 during these economic times?Gartner Dataquest Insight, 3 August 2007 http://www.consultingmag.com/articles/190/1/Whos-Afraid-of-SaaS/Whos-Afraid-of-SaaS.html/print/190http://www.crn.com/software/197000500http://crn.com/software/198001001?queryText=ballmer+and+saas+and+planhttp://www.gartner.com/it/page.jsp?id=496886IDC Worldwide Software on Demand 2007-2011, forecast update and 2006 Vendor shares (IDC #207491, July 2007)Infosys Consulting forecast based on product groups interviews and industry trends
- There are over 72 million SMB customer accounts, which equates to over 370 million PCs which is an incredible opportunity for partners. SMB is a huge market opportunityBy their nature, SMBs are often risk takers and early adopters but the cloud also helps address their pain points.If they can access the latest technology, smooth their cash flow and simplify their IT with just one subscription-based solution, you’ve got their attention. And many SMBs are already in the cloud with hosted Email although they may not know this as the cloud! SMBs want advanced tools and they prefer the “rent” versus “own” model. They don’t want to run a large back-end to get access to the tools and cash is king: they’d much rather pay over time.And those that have already made the cloud transition are ahead in their financial performance. Over 40% of SMBs stated that access to new or advanced functionality is the main driver to move to the cloud. And of those that did move, their revenues far out-performed customers who haven’t yet made the transition – or don’t even know what Cloud is. This is really compelling customer evidence and shows a large market opportunity for us.The SMB market is a great place to add a ton of value through offering managed services
- So, what are the benefits of BPOS to SMBs?From our research, we know that SMBs have some common pain points:SecurityCosts/Cash FlowThey want IT that “just works”, and it needs to be agile. The ability to respond to current market dynamics means success or failure. They need to be ready when business opportunities happen.First there’s security. Many SMBs don’t have an internal IT department and can’t afford to be down for even a day. Knowing that the Microsoft brand stands behind the service can be a critical factor in their decision making. Microsoft’s Service Level Agreement provides superior uptime guarantees without any initial ten minute grace period. And Microsoft also offers local customer service, which is particularly important to SMBs.Next, let’s talk about cash flow. SMBs are looking to do more with less and credit it tight. When buying IT, customers usually consider the future and buy beyond their current needs. But with BPOS they don’t have to – they buy what they need when they need it. This smoothing out of their cash flow is a huge benefit.Next let’s talk about “simplified IT”. Getting the latest business tools quickly and easily without having to retrain their staff is a win/win for SMBs. Your customers are likely to know and love Outlook already, and BPOS was designed to integrate seamlessly with the Office suite. Finally, there’s “agility”. SMB employees can’t be chained to their desks. They need to do business from the road, home, airport or client’s office. Having the ability to work from anywhere with all the rich functionality they thought they couldn’t afford really resonates with them. Believe it or not, managing growth is one of the largest risks of a business – having IT that grows when you grow is a strategic advantage. And for those at the top of our segment who have internal IT support, they can use those expensive resources in more strategic ways than just administration and deployment to add value to their business.
- SteveB’s video: http://www.microsoft.com:80/presspass/presskits/cloud/videogallery.aspx?contentID=ondemand_cloud10&WT.z_convert=ShareWindows Azure offers a flexible, familiar environment designed to create applications and services for the cloud. With Windows Azure, you can shorten your time to market and adapt as demand for your service grows.Windows Live ID – with 460 million users – is the identity and authentication system provided by Windows Live. The system lets you create universal sign in credentials across diverse applications.Microsoft SQL Azure provides a highly scalable, multi-tenant database that you don't have to install, setup, patch or manage. Kelley Blue Book, 3M, Siemens and other leading companies are using SQL Azure today.Microsoft Exchange Online is highly secure hosted e-mail with "anywhere access" for your employees, starting at just $5 per user per month. Microsoft SharePoint Online gives your business a highly secure, central location where employees can collaborate and share documents. That means more managed workflow, better version control, and "anywhere access" to business critical data.Microsoft Dynamics CRM Online helps you find, keep, and grow business relationships by centralizing customer information and streamlining processes with a system that quickly adapts to new demands.Microsoft Office Live Meeting provides real-time, Web-hosted conferencing so you can connect with colleagues and engage clients from almost anywhere – without the cost of travel.Microsoft Office Communications Online delivers robust messaging functionality for real-time communication via text, voice, and video.Microsoft Office Web Apps are online companions to Word, Excel, PowerPoint, and OneNote, giving you the freedom to access, edit, and share Microsoft Office documents from virtually anywhere.
- One area that we are very conscious of is the importance of security and availability. We want to ensure that you feel confident that we are protecting your data and the service is highly available. Our service runs on a set of datacenters that are managed by a centralized organization within MS 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 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 with financial penalties if we fail to meet the SLA. Physical security is just the beginning. Since we’re providing an internet based service, we are protecting ourcustomer’s data in a variety of ways with multiple layers of protection. Microsoft is actually providing 9 layers of logical security for our customers and their service and data. <click> With Filtering Routers, Firewalls, Intrusion detection, dual factor authentication within center operations, application authentication, Virus Scanning. We also have a datacenter within a datacenter with separate networks and you authenticate to the data on a separate network that is not internet facing.--------------------------------------------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. Once we layered our data center practices in place, we’re actually deploying for our Business Productivity Online Suite in a number of locations. Because service is still in its infancy, we’ve only deployed in two locations in North America at this time. Ultimately, we will be replicating this model in other Microsoft data centers across the world.
- 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
- Presenter ScriptSpecifically, I want to look at making that choice for business productivity workloads. So 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 goal 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.
- 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
- 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
- {LIB123}
- 1) BPO Suite offers a 40% discount off of standalone services 2) EHS Filtering and Forefront for Exchange included in Exchange Online Standard 3) Forefront for SharePoint included in SharePoint Standard 4) Exchange Online & SharePoint Online have Additional Storage Add-On SKU’s in 1GB increments 5) Basic Suite includes Outlook Web Access and SharePoint site access only 6) Additional discount based upon volume licensing level 7 ) Step-up license available from current CALs
- Over time, the residual payment becomes greater than the net-add payment (without this partner becoming any more efficient at selling BPOS – adding 5k seats/year)
- 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
- 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
- 12/6 is the old message. We did too well a job on it. Partners need to be thinking about migration, consulting, and managed services. POR Fees will not be compelling enough for a partner to invest. Need to focus on the other higher margin, services they can offer on top of BPOS. This is where they need to invest. Need 248 partners to activate (WW number). When a partner has sold 8 or more deals of 25 seats or greater triggers the scorecard. 2,632 customer adds are needed worldwide.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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.
- 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
- 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