goals and objectives to be able to develop a winning sales plan understand how google approaches...
TRANSCRIPT
Goals and objectives
To be able to develop a winning sales plan
• Understand how Google approaches your customers
• Effectively position Microsoft versus Google
• Stall Google’s sale: accelerate yours
• React to Google’s presence within your customers
• Reduce the risk of Google penetrating your accounts
Agenda Introductions Microsoft and Google Overview Latest with Google Google Presentation Differentiation (MS + You vs Google) Q&A
Ten reasons for cloud computing1. I need a productivity solution that is easy to deploy and doesn’t require
the on-going maintenance of desktop software.2. I want a solution that meets my needs today and automatically gets
better over time.3. I need a productivity solution that I can rely on.4. I need technology that was built with security in mind.5. My employees need to collaborate seamlessly across organizational,
geographical and linguistic barriers.6. I want my employees to move faster without being slowed down by
inflexible technology.7. My employees need to use a wide range of mobile phones and tablets
including Android, Blackberry, iPhone and Windows Mobile.8. My employees need to do more from mobile devices than just send
emails.9. I want a simple licensing model that is cost-effective and predictable.10.I want to spend half as much on IT as I do today.
Company overview, quarterly resultsAs of Sept 8th 2012
Organize the world‘s information and make it universally accessible and useful.We provide a variety of services and tools for advertisers of all sizes, from simple text ads to display and mobile advertising, and to publishers, whether small or large.
Revenue: $23.6b (2009), $29.3b (2010), $37.9b.(2011), $21.3 (H1 2012)
Google Ad Revenue - $36.5b (2011), of which Google Sites: $26.1b , 69% of total revenuesGoogle Network: Google’s partner sites (AdSense) $10.3b, 27% of total
Other: $1.4b (2011), 4 percent includes Enterprise, Enterprise include Google Apps
Help people and businesses throughout the world realize their full potential.
Our customers use our software to find creative solutions to business problems, develop breakthrough ideas, and stay connected to what's most important to them
Revenue: $58.4b (2009), $62.4b (2010), $69.9b (2011), $74.3b (2012)
Windows/Windows Live: $18.3b, 26 percent total
Microsoft Business Division: $23.9b, 32percent total
Server & Tools: $18.6b, 25 percent total
Entertainment & Devices: $9.5b, 13 percent total
Online Services: $2.9b, 4 percent includes Search
Google Apps Editions
Google Sites
ADMIN CONTROL PANEL
Google Docs
Gmail
GOOGLE APPS FOR BUSINESSTarget: Any size
• 25GB email storage
• 99.9% uptime SLA
• Ad-Free
• 3rd party services and add-ons
• 24/7 phone support
• Extensibility APIs
Google Talk
Google Calendar
Google Video
MESSAGING
COLLABORATION
GOOGLE APPSTarget: <10 users
• 25GB email storage
• Ads in Gmail
• Online support only
• No Google Video
• No Google Groups
• No Google Vault
• Not covered by the SLA
$50/user/year
$0/user/year
Google Drive
Google Groups
Google Vault*
Google Contacts
* Google Vault is only available as an additional cost add-on, and only available with Google Apps for Business and Google Apps for EDU
GOOGLE APPS FOR EDUCATIONTarget: Education
• 25GB email storage
• 99.9% uptime SLA
• Ad-Free
• 24/7 phone support
• Extensibility APIs
• More storage for Google Sites and Video than GAFB
GOOGLE APPS FOR GOVTTarget: US Federal, State & Local
• FISMA certification
• Gmail data segregation
• Ad-Free
$0/user/year
$50/user/year
GOOGLE APPS FOR NON-PROFITTarget: US NFP 501(c)(3)
• Free for <3000 users (EDU)
• 40% discount >3000 users
• Ad-Free
• US only$30/user/year
Applications excluded from enterprise SLA
Productivity
Email (incl. Calendar & Contacts)
Collab
eDiscovery
AV/AM/AS
UC
Social
Suite
Microsoft
Microsoft Office
Exchange Online
SharePoint Online
Lync
Exchange Online, SharePoint OnlineExchange Online ProtectionSharePoint Online, Yammer
Office 365
Google Docs
Gmail, Calendar, Contacts
Sites, Drive, Groups
Talk, Voice, Hangouts
Message Discovery, Vault
Gmail, Google Message Security
Google Plus
Google Apps
Compare workloads
How does Google sell?
Hired lots of MS, SalesForce & Oracle Rep’s Seasoned Enterprise Sellers Understand MS selling cycles Know our weaknesses
Leading with security (see web site) Building a compete team (France, UK, US…)
Avoid the Google traps
Microsoft just wants to sell
the Office client
Roche, BBVA, Costco, etc. have gone Google!
Google has a simple solution
for all your users
Users want an easy way to
collaborate on documents
Innovation is not installed!
Google will locate data
close to your users globally
Cloud should be highly
affordable!
Google will give you flexible payment options.
and you respond with…
“Have you heard about Windows 8 on tablets?”
Looking the other direction
“that is not an enterprise device!”
“Did you know Office 365 works great on those?” A B C D
Be Confident and Embrace Devices
Google I/O Google’s 5th annual developer conference 6,000 attendees, 3 days, 110 technical sessions 100% developer focused, for the first time No Google Apps ‘track’, for the first time More consumer-focused than in past
Google Atmosphere Business focused conference in the fall Worldwide tour April through July 10, 2012 Invite only – typically CxO’s Watch for Customers to get invited & more news in the fall
Google DriveWhat:• A file storage and sync service
announced April 2012• extension of Google Docs• 5GB free storage• “10million users in 10 weeks”• “make living in the cloud easy”• Chrome, Firefox, Safari IE (N-2)• Windows XP, Vista & 7• Mac OSX 10.6 & 10.7• Linux – “Google Drive isn't currently
available for the Linux operating system”
• Android 2.1+, iOS 3.0+
What it means:• 5gb free vs. 1gb in Doc’s • Free Opt-in upgrade from Doc’s• New/Different views & navigation• Centralized storage purchasing • Assigned per user• .20¢ GB to .08¢ GB/month
• Chrome add-in required for offline*• View only in iOS
Google Docs OfflineWhat: • Google announced offline
capabilities for Google Docs• Claimed “full functionality”
through Google Drive available when not connected• Announced Spreadsheets &
Presentations offline “coming soon”.
What it means:• Requires Chrome• Online collaborators are ‘King’
and override offline changes• No ability to create a new
document offline• Sharing, downloading,
publishing, and printing do not work
Google VaultWhat: Google Enterprise addition 28 March 2012 eDiscovery, archiving and legal hold for:
Gmail “on the record” chats
Define retention policies Run reports on user activity and actions in the
archive. $5/user/month Part of GAFB control panel Pain points addressed
Instant-on integrated deployment No data duplication– uses native data store Eliminates Postini headaches Adds Enterprise credibility to GAFB
What it means: A confusing story Does not yet replace Postini Does not work with anything but Gmail/Chat Is not cheaper than Postini ($33/u/y vs.
$60/u/y) Different storage architecture than Postini No clear roadmap on either product We already have Postini winbacks Leverage our integrated story
Wave 15 Roadmaps Win on price & capabilities! Exchange Plan 2 or stand-alone archiving
Go Do - Build your PlanMaintain• We both do well
Attack• We do uniquely well• Point of Differentiation
Defend• Competition does uniquely
well• Point of deficiency for us
Explore• We are both weak
Don’t be Caught Off-Guard!
Vertical or industry scenarios
Aging or competitive mail platform
Poor account relationships
Customers with Google advertising relationships
Downstream & Child Accounts
These are the gaps that Google targets
Google Apps for Business: videosVideo to watch nowhttp://www.youtube.com/user/GoogleApps#p/u/7/vNJUL92y9wo: latest Google Apps Intro Video
Google Apps Videos to watch laterhttp://www.youtube.com/user/GoogleApps
Differentiation Analysis
Maintain• We both do well
Attack• We do uniquely well• Point of Differentiation
Counter• Competition does well• Change the criteria
Explore• We are both weak
Why Office 365
Sign up for Office 365 Trial
Attend a CIEDemo Office 2010
Learn about Office 15Hear advice from customersLearn the differences
Getting Started
Microsoft’s Strengths
Security & Privacy
Compliant with ISO27001, EU Model Clauses, HIPAA, IRM, RBAC
No Rip and Replace or IT Ultimatum
Works with what you have - hybrid, file fidelity for docs
Unmatched Lync & SharePoint Capabilities
Web Conferencing, Social, Content Management, BI and Workflow
Full SLAs and Support
No exceptions, no hidden caveats
Familiar and Productive
Users know Office and Office helps them get their job done
Don’t be Caught Off-Guard!
Vertical or industry scenarios
Aging or competitive mail platform
Poor account relationships
Customers with Google advertising relationships
Downstream & Child Accounts
These are the gaps that Google targets
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, 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.
Compete Method – The Basics Get Prepared
Cloud Principals CDF Training Know your Regional Partner Resources
Know Your Customer Reasons for Change Compelling Event
Tell The Story - Awareness O365/Productivity Pitch Licensing Delivery Futures/Roadmap Unsolicited Proposal per Sales Play
Show and Use - Experience Online Demo In Person Demo via Partner or MS (per Region) Trial Experience Pilot early
Sell the Solution Customized Proposal per Sales Play (1 Day)