UC Opportunities For Service Providers
Agenda
• Software + Services recap• Services through SPLA
– Exchange Hosted Services– Live Meeting– Dedicated Hosted UC
• Resources
Software + Services Recap
Software + Services AssetsDesktop Servers Services Devices
Platform and Tools
Services
UC Segments and Offer Delivery
ServersCustomer
On Premise
ServicePartner Hosted
ServiceMicrosoft
Hosted
Online
ExchangeSharepoint
Office Communications
ExchangeSharepoint
Office Communications
Small Business Server
Software via Outsourcer Enrollment
Hosted Messaging and Collaboration
v4.0
Exchange Hosted
Services
Office Live
Meeting
Microsoft Managed Services (MMS)
Enterprise
Mid Market
Small Business
Dedicated Hosted UC
How Do Partners Take UC To Market?
Bundle Opportunities
OCS TrunkingOCS + PBX
Exchange UM Device Partners
Conferencing
IP Centrex OCS SIP Trunking
Mobile OCS Services
Network & Remote Mgmt
Trusted Federation
Communication Services Framework (CSF): Integrated Service Experience
Go to Market
Opportunities
Drive Higher ARPU
Retain/Grow Network Services
Unify Mobile, Hosted and Premises Solutions
Attach Network and Managed services
(SIP Trunking, WAN QOS, Mobile, EHS, LM, etc)
Leverage UC & CSF Framework
for Service Mash-ups
Service ProviderHosted
Hosted UC Services
MicrosoftHosted
Online UC Services
Managed UC Services
System Integration & Management
MMSDedicated
Hosting
HostedApplications
Services Through SPLA
Exchange Hosted ServicesFilter, Encrypt, Archive, Recover
Microsoft Exchange Hosted Services is a comprehensive
set of fully-managed, “in the cloud” services fore-mail security and management
Continuous e-mail during outages
Multi-layer spam and virus protection
E-mail retention for compliance
Policy-based e-mail encryption
How To Sell EHSNew Exchange Prospects: Easy attach to Exchange whether on-premise or hosted to ensure a more secure messaging environment for customers
Existing Exchange Customers: Upsell opportunity (filtering, archive, encryption, continuity)
Non-Exchange Customers: Filtering service also supports non-Microsoft e-mail platforms such as IBM Lotus Domino, Novell Groupwise, and other SMTP-compliant servers
Vertical Markets: Assists specific vertical industries such as financial services, healthcare, and insurance in meeting regulatory compliance requirements through archive and encryption services
Microsoft Offering: Enables greater customer satisfaction by offering a comprehensive solution from a single, trusted vendor
Partner Benefits From Hosted Services
New Revenue Opportunity: Hosted services provide a new revenue stream for Microsoft partners
Leading Edge: Provides a tangible example for partners to demonstrate how they are already acting on Microsoft’s “software + services” strategy
Robust Back-end Management: Microsoft manages all back-end provisioning and service support for customers, so partners can stay focused on developing their pipeline
Easy Customer Deployment: No hardware or software installation requirements – customers simply order the services through Microsoft Licensing channels (Volume Licensing or Service Provider License Agreement Program) and the service is activated
EHS – SPLA Pricing
Filtering USL ERP Net
SPLA $1.76 $1.50
Encryption USL ERP Net
SPLA $1.88 $1.60
Archive (USL) ERP Net
SPLA $8.60 $7.30 Monthly per user price
Monthly per GB price for extra storage
Archive (SSL) ERP Net
SPLA $4.79 $4.07
All pricing based on USD. For alternative currency, Partners should check http://www.explore.ms
Monthly per user price
Monthly per user price
Live Meeting 2007
Engaged Attendees
Enterprise-classReliability
New Client Experience
Trainings and EventsConnected
Organizations
Operational Excellence
Integrated Media
Live Meetings 2007 OverviewWhat’s in?
Primary SKU equivalent to a CAL - known as USL
Requiring a USL for every internal user who conducts or attends a meeting
Capacity changes: Professional = 1250 (from 25) Standard = 15 (no change)
Full standardized 60-day trial
Better reporting
What’s out?
Eliminating Shared Seats through all channels
Eliminating Rooms through all channels
Eliminating Pilots
Conferencing Choices “Software + Services”
OCS2007 Live Meeting 2007Software Services
Features Enterprise Standard Professional
Meeting Attendee Capacity 250 15 1250
Storage Days 90 365
Shared Recordings IMPROVED √Registration IMPROVED √Virtual Breakout Rooms NEW √Advanced Testing/Grading NEW √Pre-meeting Handouts NEW √Live Meeting Web Access
IMPROVED √ √
End user support √ √Account Management (LM
Manager) √ √
Reporting Some √ √Client (Windows-based) IMPROVED √ √ √Audio bridge integration √ √ √Video (Webcam & Roundtable)
NEW √ √ √
Application Sharing √ √ √In-meeting File Transfer NEW √ √ √Rich Media Presentations NEW √ √ √Scheduling Add-In f. Outlook √ √ √Personal Recordings NEW √ √ √
Training
Events
Collaborative Meetings
Live Meeting 2007 – SPLA Pricing
SPLA SKUs Net Price Paid To Microsoft (per user/month)
USL SKU Professional
$12.80
USL SKU Standard $3.80
All pricing based on USD. For alternative currency, Partners should check http://www.explore.ms
Dedicated Hosted UC
Dedicated Hosted UCFull Enterprise UC solutionCustom designDedicated Offered in SPLA
HostersHost infrastructureSubcontract Voice Partners
UC Voice Partners 20 across D3+WE+CEEExpert customizersIncluding network design
Each deal is Win-Win-Win for all parties in plan, build, and run
Customer Premises
Dedicated Hosted Server Roles
IP Network
Service Provider E-mail/Fax
CalendarUnifiedMessaging
IM VideoConf.
Web Conf.
AudioConf.
VoiceMail
SIP-CSTA & Media Gateway
Media (RTP) PathSignaling (SIP) Path
VoIP CallProcessing
PSTN
Resources
• Service Information– Exchange Hosted Services and Live Meeting– http://www.microsoft.com/online
• Trials– Exchange Hosted Filtering (60-day trial)
• http://www.microsoft.com/exchange/services/trial.mspx
– Live Meeting (60-day trial)• https://trials.messaging.microsoft.com/site/