New Opportunities in small
business with Windows Vista™ Business and Microsoft® Office Professional
2007
Martin Pavlis
Microsoft Most Valuable Professional (MVP, MCSE, MCT)
KPCS CZ, s.r.o
Agenda
Market Opportunity
Product Demos
Partner Opportunities
Demand Generation and Campaigns
Call-to-Action
Enabling Greater Profitability
Simplifying software sales
New Programs
Opportunity To Grow The BusinessAnticipate 400M PCs sold in first 24 months after launch of Windows Vista
An installed base of 220M Windows Vista Capable PCs ready for upgrade
Strong Market Momentum – the biggest Microsoft product launch effort
Driving Demand and excitement
Higher margin offerings
Small business offerings
New Products
Combined Launch
Hardware
Services
Enabling Greater Profitability
New Opportunities
Target Customer
Source: Monitor US PC Purchase and Segmentation Study, December 2005
Small Business Windows Client Customer Space
1-2 PCs3-12 PCs
13-24 PCsNo Server 1 or more Server
Retail Home Loyal
26% of XP Home Sales
At Risk Pro
10% of XP Home Sales
Pro Loyal
7% of XP Home Sales
OEM
Website Only
Live Person Convertible Home
57% of XP Home Sales
Market size: ~4.3M PCs sold to this segment per year in the U.S.
VAR, DMR
SB
Pragmatist
s &
Innovators
Keeping ahead Keeping ahead of the of the
competitioncompetitionDelivering your Delivering your
messagemessage
Attracting and Attracting and retaining new retaining new
customerscustomers
Being Being profitableprofitable
Small Business Challenges
Doing Morewith Less
Information at Risk
Working WhileAway From the Office
Selling Productsand Services
Meeting Customer Needs
Work more
efficiently
Work more
efficiently
Backup and better protect data
Backup and better protect data
StayConnected
StayConnected
Marketand SellMarket
and Sell
Work More Efficiently
Save time, stay organized Instant Search across PC, network, E-mail, Outlook Instant Search
View tasks on the Outlook To-Do Bar
Get better results fasterIntuitive navigation and user interface
Task-relevant commands, Live Preview
Quick Styles, Office Art
Backup and Better Protect Your Data
Protect important data Schedule automatic backups of files
Revert to previous versions of your work
Windows CompletePC Backup
Keep your data safeBetter junk e-mail filtering
Anti-phishing technologies
Document password protection
Market and Sell
Track customer information Manage customer information in one place
Track sales leads and opportunities
Run marketing campaigns
Effective marketingCreate high-quality documents, presentations, and collateral
One-click fax and scan
Enhanced photos and graphics tools
Save Microsoft Office files as PDF or XPS
Stay Connected
Out of the office mobilityRemotely access information
Enhanced support for mobile devices
Share files with Windows Meeting Space
In the office networkingConnect to Windows Server™ or Windows Small Business Server domains
Share key customer information
Work More EfficientlyNew User InterfaceSearch, Organize
Outlook To-Do BarExcel Conditional Formatting
Access templates
Market and Sell Products and
ServicesCentralized customer information
Marketing CampaignsPublisher templates, branding
Fax And ScanSmartArt™Graphics
Backup and Better Protect Your Data
Windows DefenderAnti-phishing
Junk Mail FiltersBackup and Restore Center
Stay ConnectedMeeting Spaces
Domain JoinMobility Center
Shared Documents, Calendars, TasksOffline
Demo Summary
Stay ConnectedDomain Join
Windows Meeting SpaceMobility Center
Shared Documents, Calendars, TasksOffline Folders
Work More EfficientlyNew User Interface
Instant SearchOutlook To-Do Bar
Live Previews
Backup and Better Protect Your DataBackup and Restore Center
Junk Mail Filters
Anti-phishingWindows Defender
Market and SellCentralized customer information
Marketing CampaignsPublisher templates, branding
Windows Fax And ScanSmartArt™ graphics
New Partner Program: Office Ready
15
Second chance revenue opportunity with free 60 day trial
Increase customer satisfaction with pre-installed product
New Partner Opportunities
Maximize Office attach opportunity on new business PCs
Give customers an opportunity to try and buy Office 2007
Alignment between channel offerings
Program Details
License includes key only, no media
Master image required for pre-installation
1 Office Ready image for 3 business SKUs: Basic, Small Business, Professional
Microsoft provides support for Office
New Program: Windows Anytime Upgrade
16
1. Vista users purchase and download digital key
2. Upgrade installed via bits on hard drive or DVD that is shipped with PC (or via packaged product acquired at retail))
Enables upgrades from lower edition of Windows Vista to higher edition
The most Convenient Way to Upgrade Windows Vista
Improves customer satisfaction
Reduces inventory risk for the channel
Provides opportunity for upsell of additional hardware to support high-end Windows Vista upgrades
17
Partner OpportunitiesSoftware, Hardware and Services
Windows Vista Microsoft Office Upsell
Sell Software
Windows Vista Business
Windows Vista Ultimate
Office Professional 2007
Office Small Business 2007
Windows Vista Business
Office Professional
Windows SharePoint Services v3, Groove
Sell Hardware
Upgrade PC
Notebook
Smart Phone
Color printer
Projector
Digital camera
Multi-monitor ServersStorage devicesAdditional hard drivesGigabit Ethernet & high-speed wireless SBS servers & other networkingRAID controllers
Sell Services
Migration
Installation
Training
End user support
PC maintenance
Outlook 2007 with Business Contact Manager Customization
Access2007 application development
Provide Messaging solution with Exchange & Outlook
Collaboration solution with Windows SharePoint Services, Excel 2007 and Access 2007
Extend customer offering on Office Live
SmallBusiness PC
Campaign
PR
Website
Relationship Marketing
OEM Co-marketingOnline
TV
RadioPartner
Co-marketing
Combined Product LaunchDriving Customer Demand
Events
TM
TargetTargetAudienceAudience
Small Business Owners, 1-25 PCs, < 50 Small Business Owners, 1-25 PCs, < 50 employeesemployees
ObjectivesObjectivesShift small business mix to Windows Vista Shift small business mix to Windows Vista BusinessBusinessIncrease Microsoft Office attach to PCsIncrease Microsoft Office attach to PCs
PromisePromise Work more efficiently and securely and deliver Work more efficiently and securely and deliver more effective customer service.more effective customer service.
Execution Execution At general availability of Windows Vista and At general availability of Windows Vista and Microsoft OfficeMicrosoft Office
Key TacticsKey Tactics
Leverage Windows Vista consumer ad Leverage Windows Vista consumer ad campaigncampaignCustomer-ready “better together” contentCustomer-ready “better together” contentRich web experience and integrated demoRich web experience and integrated demoThrough-partner marketingThrough-partner marketing
Partner Launch OpportunityExecute the Small Business PC Campaign
Small Business Campaign Execution
Partner Call-to-Action: I Install Office Ready on PC with Windows Vista Business
Customer Call-to-Action: B Buy a Windows Vista PC with Microsoft Office
Windows Vista consumer advertising campaign
Office IW advertising campaignSmall Business PC Demand Generation
Flash Demos, Top 10, guide
How To Buy, link to regional partner offers
Campaign Landing Page
Experience Vista Business and Office Professional 2007
Indirect OEM PC’s with Vista Business
and Office Ready Web, Ads, Reseller Training
Direct OEM PC’s with Vista
Business and Office pre-installed
Retailer
Merchandising in PC Aisle
Sell FPP VUP
Generate demand for “small business PC”:
Back to Business promos
Ads, web
PC Reseller / VAR Sell Office Ready key Sell Open to upgraders
Generate demand for “small business PC:”
Ads, email, web
Merchandising
Local OEM / VAR Sell PC’s with Vista Business
and Office Ready + keys Sell Open to upgraders
Generate demand for “small business PC”:
Local ads, e-mail, web
Merchandising
Campaign Execution by Partner-Type
Indirect OEMPC’s with Vista Business and Office ReadyWeb, ads, reseller training
RetailerMerchandising in PC AisleSell FPP VUP
Generate demand for “small business PC”:
Back to Business promosAds, web
PC Reseller / VARSell Office Ready keySell Open to upgraders
Generate demand for “small business PC”:
Ads, email, webMerchandising
Local OEM / VARSell PC’s with Vista Business and Office Ready + keysSell Open to upgraders Generate demand for “small business PC”:
Local ads e-mail, web Merchandising
Direct OEMPC’s with Vista Business and Office pre-installed
Direct OEM ExecutionPartner Call-to-Action: Install Office on PC with Windows Vista Business
Customer Call-to-Action: Buy a Windows Vista PC with Microsoft Office
Microsoft demand generation: Overall demand driven through Microsoft broadreach and product advertising campaigns
Small Business Center (Web portal) with offers
Direct mail, e-mail newsletters, events
MNA drives demand for MNA-branded Small Business PC*:
MNA small business Web site and Web campaign
MNA small business catalog
MNA telesales
MNA direct mail
Direct OEMPC’s with Vista Business and Office pre-installed
*PC with Windows Vista Business and Office Professional 2007 (or SB 2007) pre-installed
InDirect OEM ExecutionPartner Call-to-Action: Install Office Ready on PC with Windows Vista
Business
Customer Call-to-Action: Buy a Windows Vista PC with Microsoft Office
Microsoft demand generation: Overall demand driven through Microsoft broadreach and product advertising campaigns
Small Business Center (Web portal) with offers
Direct mail, e-mail newsletters, events
MNA drives demand for partner-branded Small Business PC* though:
Web site and Web campaign
Small business catalog
Telesales
Direct mail
Indirect OEMPC’s with Vista Business and Office ReadyWeb, ads, reseller training
*PC with Windows Vista Business and Office Professional 2007 (or SB 2007) pre-installed
Indirect OEM Execution - Retailer
Microsoft drives demand: Overall demand driven through Microsoft broadreach and product advertising campaigns
Small Business Center (Web portal) with link to partner “Small Business PC” Offers
Direct mail, e-mail newsletters, events
Retailer drives demand for Small Business PC*:
Web site and Web campaign
Small business catalog
Promo merchandising in PC aisle
Advertising
RetailerMerchandising in PC AisleSell FPP VUP
Generate demand for “small business PC:”
Back to Business promosAds, web
Partner Call-to-Action: Drive Office attach to PC Windows Vista; upsell to Windows Vista Business
Customer Call-to-Action: Buy a Windows Vista PC (upgrade to Windows Vista Business), buy Microsoft Office FPP
*PC with Windows Vista Business and Office Professional 2007 (or SB 2007) pre-installed
Indirect OEM Execution - Reseller
Microsoft drives demand: Overall demand driven through Microsoft broadreach and product advertising campaigns
Small Business Center (Web portal) with partner offers
Direct mail, e-mail newsletters, events
Reseller drives demand for MNA-branded Small Business PC*:
Small business catalog
Promo merchandising
Advertising
PC Reseller / VARSell Office Ready keySell Open to upgraders
Generate demand for “small business PC”:
Ads, email, webMerchandising
Partner Call-to-Action: Install Office Ready on PC with Windows Vista Business
Customer Call-to-Action: Buy a Windows Vista PC with Microsoft Office
Campaign Creative & Use
The customer-ready materials for the Small Business PC Campaign leverage the creative concept and look used in the Windows Vista Consumer Advertising campaign scheduled to launch in January 2007.*
Thus, these creative materials are under embargo and cannot be made available to partners not under NDA with Microsoft, until 30 January 2007. At that time, these materials will be posted to Microsoft partner marketing portals and available to drive customer demand for Windows Vista Business and Office Professional 2007:
• Top 10, Top 4• Datasheet • Campaign Brochure• Ad flyer, E-mail • Flash demos• Poster
* For additional detail on embargo dates, use of creative, and complete list of available Through Partnermaterials available, please refer to the Small Business PC Campaign “Partner Playbook’
To Partner Top 10
To Partner Materials
• To Partner versions of the Through Partner
core materials are available for partner use;
may be used with customers:• Top 10• Top 4• Datasheet• Product Guide• Brochure
• Additional partner resources includes:• Demo script and files• Sales Reference Guide • Call script• Execution and creative guidelines• Customer-ready messaging and copy
Readiness
Beta 2
Readiness
RC1
Partner ramping
Business Availability (Volume
Licensing)
Business Value Events
General Availability
(Retail, OEM)
Advertising
Small Business PC campaign
Web Presence and Community EngagementPR/AR/Reviews
Sales Readiness, Training and Events
Campaign ExecutionContinues
Ava
ilab
ility
Ava
ilab
ility
Timeline
Where Can You Find Out More?Windows Vista Partner information available on www.windowsvista.com/partner
Business opportunity information for partners by type on Windows Vista
Windows Vista 101 & recommended learning paths for partners
Sales & marketing tools for partners – customized by partner type
Office Reseller Kit
Install and use Windows Vista Business and Office Professional 2007
Test ISV applications, learn about logo programs and hardware requirements
Use the Small Business PC Campaign to drive the launch of Microsoft Office and Windows Vista in small business
Call-to-ActionCall-to-Action
© 2006 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.
Windows Vista Logos
36
PC Systems Softwarehardware
Windows XP Windows Vista
X* Not a Logo *
Messaging Only
Windows Vista Features Per Edition
Differentiated FeatureHome Basic
Home Premium Business Enterprise Ultimate
Security & Performance Enhancements
Search & Organize
P2P Meeting Space Join Only
Scheduled & Networked Backup
AERO glass, animations and visuals
Media Center (incl. extender)
HD MovieMaker & DVD authoring
PC to PC Sync
Mobility (Tablet PC, Aux Display)
Encrypted File System
Remote Desktop
Web Server
Domain Join
Offline folders
Group Policy
Virtual PC Express & SUA (Unix Subsystem)
BitLocker Drive Encryption
MUI -All Languages
Windows Ultimate Extras
2007 Microsoft Office Suites Differentiated Feature Office Basic
2007 (OEM)
Office Home and Student
2007
Office Standard 2007
Office Small Business 2007
Office Professional
2007
Office Ultimate 2007
Microsoft® Office Outlook® 2007
Microsoft Office Word 2007
Microsoft Office Excel® 2007
Microsoft Office PowerPoint® 2007
Microsoft Office Publisher 2007
Outlook with Business Contact Manager
Microsoft Office Access 2007
Microsoft Office OneNote® 2007
Microsoft Office Groove® 2007
Why Upgrade From Windows XP?Some of the great new features you
won’t find in Windows XP:
System Image BackupBack-up your entire hard disc image, either on a PC or external drive, saving everything: files, documents, programs and application settings.
Instant Search and Windows AeroThe name says it all. Instant Search helps you find everything faster, regardless of format or location. And with the elegant new look of the Windows Aero interface, getting work done will not only be easier, but more enjoyable too.
Windows Easy TransferAdd new PCs with just a few simple steps. Windows Easy Transfer helps you smoothly move all of your important documents and settings to your new PC, so you and your business can be up and running right away.
Self-HealingAmazing but true: technology that self-heals. Windows Vista Business includes new technologies that can automatically identify problems and repair them, helping prevent disruptions and delays.
Improved User Account ControlGive more power to your people – at least to do basic system changes that improve their PC. With User Account Control, Standard Users can now do common operating system tasks on their own, such as changing time zones, power settings, and installing approved devices, significantly reducing the risk from having all your users running as Administrators.
OEM installs Office Ready
image on PC and sells to Distributor Microsoft sells Office
media-less license keys to the Distributor
ResellerReseller
purchases Office Ready OEM PC and Office License
keys from Distributor
Reseller sells an Office Media-less
License to end user who can Step-up
post PC sale
Post PC SaleEnd user can activate a free 60-day trial of Office Professional and convert to full
product
Distributor
OEM PC Sale
Office Ready Overview
System Builder/Reseller sells either:Branded OEM PCs pre-installed with Office Ready image
White Box PCs and installs the Office Ready image
At point of sale, System Builder sells Office Media-less license kit
Post-PC sale, end user can Step-up to a more premium edition of Office
If Office is not sold, Office trial can be activated
Office Ready
Distributor
OEM pre-installs Office Ready image with a unique referral code with no royalty payment
Office Ready image is a pre-installation image that can convert to:
Office Basic 2007; Office Small Business 2007; Office Professional 2007; Free 60-day Professional 2007 Trial
OEM sells Office Ready PCs to Distributor
OEM
Office Ready
OEM installs Office Ready
image on PC and sells to Distributor
Reseller
Distributor
Microsoft sell Office media-less licenses to Distributor
Reseller/System Builder purchases Office Ready OEM PCs and Office Media-less licenses from Distributor
Microsoft provides end-user technical support
OEM
Reseller sells an Office Media-less license with OEM PC to end-user
End user can “Step-up” to a more premium version of Office post-PC sale
If no Office is purchased at point of sale, end user can activate a free 60-day trial of Office Professional 2007
Office Ready
OEM installs Office Ready
image on PC and sells to Distributor Microsoft sells Office
media-less license keys to the Distributor
ResellerReseller
purchases Office Ready OEM PC and Office License
keys from Distributor
Post PC Sale
Distributor
OEM PC Sale
New OEM OpportunitiesReceive commission for each full-product activation on OEM imaged machines, based on referral code
Commission for Step-up after point of sale
Commission on trial conversions (if no Office is purchased at point of sale with new PC)
Sales velocity through program simplicity
Office Ready
OEM installs Office Ready
image on PC and sells to Distributor Microsoft sells Office
media-less license keys to the Distributor
ResellerReseller
purchases Office Ready OEM PC and Office License
keys from Distributor
Reseller sells an Office Media-less
License to end user who can Step-up
post PC sale
Post PC SaleEnd user can activate a free 60-day trial of Office Professional and convert to full
product
Distributor
OEM PC Sale
Example: Customization Opportunity Outlook 2007 with Business Contact Manager
Evaluating solution for customer managementSupport calls
Time and billing
Communication with customer and leads
Solution: Partner customer management solution using Outlook 2007 with Business Contact Manager
Windows SharePoint Services version 3
Access 2007, Excel 2007
Partner benefits of Outlook with Business Contact Manager solution
Repeatable customization
Integration with Windows Server, Windows Small Businesses Server
Foundation for additional solutions
New in WSS version 3Wikis and blogsOutlook sync: Docs calendar, contacts, tasksRecycle BinFolder and item-level securityKeeping in sync: Search, alerts, RSS, tasksMobility: access to some types of lists Tracking tasks in Gantt chartsRequired check out for editsDetailed major/minor versionsDistribution lists generated at site creation Breadcrumbs and improved navigationASP.NET 2: Web parts, master pages, pluggable authenticationHosts Windows Workflow FoundationExtranet deployment Security trimmed UI
Application Templates
Basic configuration for processes and workgroup tasks
Facilitate end user adoption
Showcase platform
1M downloads for ‘Thrilling 30’
Starting point for deeper solutions
Richer ‘fit and value’ in Office SharePoint Server’s pre-built workflows, design tools, and partner solutions
‘Fantastic 40’ application templates for WSS version 3
Examples: Call center, compliance process, sports league, HR, task tracking, and more
Design and Developer Tools
Power Users
Templates
Web parts customization via browser
Designers and Analysts
Office SharePoint Designer 2007
Office Access 2007
Office InfoPath 2007
Professional Developers
Visual Studio and tools for Office
Enhanced WSS CustomizationDesign dashboards, reports and workflowApplication and database integrationTools: SharePoint Designer, Access, InfoPathOffline access via Access and Groove
Initial WSS CustomizationTaylor the pre-built application templates Team collaboration and productivityBusiness process and workgroup tasks
Example: Customization Opportunity Windows Sharepoint Services
Small Biz projects Basic Enablement Initial Customization Enhanced Customization
Total Fee ($) $2,000 $7,200 $23,700
Services ($) $2,000 $7,200 $13,000
Hours 20 80 120
Margin (%) 60% 50% 46%
Mid Market example
$100K+
$50K to $150K
1 to 5 mths
20%
Basic WSS EnablementInstall WSS (out-of-the-box) Leverage WS/SBS deployed infrastructureTrain usersDocument, meeting, and project collaborationOutlook integrationExpand SBS: Extranet, Exchange, SQL
Sources: Microsoft studies, IDC: Paths to Opportunities with Windows Small Businesses Server 2003: Customizing Windows SharePoint Services, and other sources
© 2006 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.
© 2006 Microsoft Corporation. All rights reserved