Selling Windows Small Business Server 2003 in Canada

Pamela Lauz, SBS Product ManagerMicrosoft Canada Co.pamlauz@microsoft.com

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Agenda

• About Windows Small Business Server 2003• Complete – Product Features • Affordable – Pricing and Licensing

• SBS 2003 Opportunity for Microsoft Partners in Canada

• Canadian Programs • Microsoft Partner Program • Technical Assessment Program • HP ProLiant Server Smart Buy Program • SBS Rebates for Open Licenses• Ideal Rewards for System Builders• CRM 1.2 Special Pricing for SBS Premium Customers• CRM 1.2 Partner Incentive

• SBS Resources• Partner Website: Announcements, Marketing Resources, Licenses• Partner Community• Technical Resources

The Microsoft Platform

Application Platform

Base-Platform Infrastructure

Information Work Infrastructure

Operational Infrastructure

The Microsoft Windows Server System

Windows Small Business Server 2003

is a complete and

affordable network solution designed

specifically for Small Business

CompleteProduct Features

Partner and Customer Tools

SBS 2003 is:

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SBS 2003 is complete

There are 2 editions for Small Business Server 2003: Standard and Premium Standard Edition introduced in October 2003.

SBS Standard includes:

Windows Server™ 2003 allows small business owners to keep their business up and running thanks to a security-enhanced, reliable operating system.

Microsoft® Exchange Server 2003 is Microsoft's messaging and collaboration server designed to help small businesses communicate more effectively using shared calendars and contacts and integrated e-mail.

Microsoft ® Office Outlook 2003 to manage e-email, calendars, contacts and team information The Premium Edition adds three components to SBS Standard:

Microsoft® SQL Server™ 2000 provides a powerful database system that allows small business owners to run line-of-business applications.

Microsoft® Office FrontPage® 2003 allows small business owners to create professional websites quickly, easily, and precisely.

Microsoft® Internet Security and Acceleration (ISA) Server 2000 provides a multilayered firewall and tools to manage and monitor internal Internet access.

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Additional Tools and Wizards

Qualitative Research commissioned by MS Canada consistently shows:

• Small business customers rely on technology partners to recommend, implement and maintain technology solutions

• SBS 2003 is an integrated solution that contains special tools designed for customers and partners.

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Customer Tools

Top 3 Server Purchase Drivers• Backup and Security• Accessibility and Mobility• Cost Reduction/Profit increases

Customer Tools

Customer Tool Benefits

Cost Reductio

n

• Backup Utility• Volume Shadow Copy

Backup and Security

• Intranet site powered by Windows SharePoint Services

Accessibility

• Remote Web Workplace• Outlook Web Access

Mobility

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Partner Tools

Partner Tools• Configuration To-Do List • Remote Monitoring and Management

Partner Benefits• Faster deployment • Greater customer satisfaction through proactive monitoring and responsive management • Opportunity to deploy Line-Of-Business applications based on SQL Server and SharePoint Services • Target SBS 2003 Standard to “First Server” small businesses

AffordablePricing &Licensing

Designed for Small Businesses

SBS 2003 is:

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Price Comparison – CAD Retail

SBS 2003 Standard$849 CAD

VS

Windows Server 2003 Std

$1439 CAD

Windows Server 2003Exchange Server 2003

Outlook 2003Customer + Partner tools

Windows Server 2003

Equivalent Standalone Solution Starts at: $4063

SBS 2003 Premium$2099 CAD

VS

SQL Server 2000$ 2099 CAD

SBS 2003 StandardSQL Server 2000

ISA Server 2000/2004FrontPage 2003

Customer + Partner tools

SQL Server 2000

Equivalent Standalone Solution Starts at: $8,556

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Available SKU’s

OEM

System BuildersRetail/FPP Open Business Open Value

WSBS Standard $849 T72-00020 T72-00117 T72-00111 E72-00956

WSBS Premium $2099 T75-00035 T75-00193 T75-00144 E75-01028

5-Pack CALs $689Device: T74-00001

User: T74-00002Device: T74-00245

User: T74-00192Device: T74-00239

User: T74-00186

20-Pack CALs $2719Device: T74-00003

User: T74-00004Device: T74-00137

User: T74-00084Device: T74-00131

User: T74-00078

Product Upgrade (Standard to Premium)

$1279 T75-00140

Version Upgrade (from 2000 to 2003)

$849 T75-00037

Transition Pack Std (Standard to Standalone) $1940 T75-00346

Transition Pack Premium (Premium to Standalone)

$4323 T75-00039

Part NumbersProduct

ERP

(CAD)

Canadian Pricelist (all products):http://www.microsoft.com/canada/pricelists/

SBS Pricing and Licensing: http://www.microsoft.ca/sbs/default.aspx#pricing

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Designed for Small Business

Scalability Optimization

• Supports up to 75 clients • Server SKU includes 5 Client Access Licenses (CALs)• There are 2 types of SBS CALs: Device and User: http://www.microsoft.com/windowsserver2003/sbs/howtobuy/CALs.mspx • SBS CALs cover CAL requirements for any additional Windows server in an SBS network. However, if TS is installed on additional server, TS CALs must be acquired. http://www.microsoft.com/WindowsServer2003/sbs/techinfo/overview/licensingfaq.mspx

• All components must be installed on the same server box

• Transition Packs SKU’s are available to enable separation of server components by granting standalone licenses to each server component

•There can only be 1 SBS in any SBS network – SBS must be the root of the Active Directory forest

• Additional Windows Servers can be added to SBS network as ‘secondary’ domain controllers

•Terminal Services in Application Sharing Mode is disabled on SBS 2003 for Security and Performance reasons.

• Terminal Services in Application Sharing Mode can be securely deployed on an additional Windows Server. http://www.microsoft.ca/partner/products/windows/smallbusinessserver2003/terminalservices/

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Transition Packs: Grow with your business

• Formerly known as: “Migration” Packs• SBS Transition Packs grant licenses to standalone versions of SBS components• Facilitate Small Business growth – addresses 2 key scenarios:

• Customer exceeded the 75 client limit• Customer would like to install SBS components on separate hardware

•2 types of SBS Server Transition Packs: • SBS Transition Pack Standard ($1,940; T75-00346) - Grants licenses to standalone versions of Windows Server 2003 and Exchange Server 2003• SBS Transition Pack Premium ($4,323; T75-00039) – Grants licenses to standalone versions of Windows Server 2003, Exchange Server 2003, ISA Server, SQL Server 2000

• 1 type of SBS CAL Transition Pack (available in 5 and 20 Packs):• Grants licenses to standalone CAL versions of Windows Server 2003 and Exchange Server 2003

• SBS Transition Packs are available through the Retail/FPP Licensing Program• For more information: http://www.microsoft.com/WindowsServer2003/sbs/techinfo/overview/licensingfaq.mspx

SBS Opportunity in Canada

242.5242.5KK

LANLAN

157.6K157.6KServerServer

Prime SBS Sales Opportunity = 204.4K customers who have multiple PC’s but do not have a server

931K931K

1-25 PCs1-25 PCs362K362K

4-25 PCs4-25 PCs

SBS Opportunity in Canada

The Canadian Small Business PC MarketSource: AMI Partners, March 2004

• SBS Sales Opportunity: 22% of Small Business (204.4K) have more than 4 PCs but no server:

• First Server: •More than 4 PC’s but no network: 119.5K•Peer-to-peer network (no server): 84.9K

• Upgrade: Of the 157.6K small businesses with a server, many may be due for hardware and software upgrades. SBS is available pre-installed on 3 HP ProLiant Server models.

IDC Study: Paths to Opportunity for SBS 2003 Partners

Published in January 2005

Investigates the business practices and business models of successful Microsoft partners that provide SBS services

28 Microsoft partners interviewed, including 4 from Canada

Seizing the SBS Opportunity: Profit is generated mostly through services revenue (25%-68% service margins). Small Businesses rarely have IT personnel on staff. Service opportunities exist in the following areas:

Initial server deployment Ongoing IT operations Enhanced IT capability

Customers are more comfortable with fixed-bid proposals. For the partner, this leads to repeatable service offerings with improved profit margins Revenue for SBS installations: $7000 US for 5 users; $100,000 US for 50 users

IDC Study: Paths to Opportunity for SBS 2003 Partners (cont’d)

SBS 2003 4 Phase Life Cycle – 7 case studies included in Whitepaper depict real-life examples and prescriptive guidance on fulfilling each phase in the SBS life cycle.

1. Identifying SBS Opportunities: SBS Partners share best practices on how the generate leads including marketing and initial sales discussions with potential customers.

2. First Server Deployment: SBS functionality is installed in phases, providing

partners with recurring service opportunities to gradually add functionality.

3. Ongoing Maintenance: Remote management capabilities of SBS 2003 allow for increased profitability because services can be provided without the need to travel to client sites

4. Value-Added Services: Includes the addition of document management applications running on SharePoint Services, Line-of-Business applications on SQL Server 2000, addition of client PC’s, and mobile devices

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Technology Partners are Fundamental to seizing Server Opportunity in Small Business

Qualitative End-customer Research Consistently Shows:

• Most Small Businesses do not have an IT Pro in-house

• Small Businesses rely on their Technology Partners to:

Recommend, Implement, Maintain IT Solutions

• Small Business customers forge long-term business relationships with their selected Technology Partner. Software and Hardware sales are often the beginning of a profitable services revenue stream for Technology Partner.

SBS Opportunity in Canada

3rd Party Research focusing on Business Value

For Partners: IDC Study: Paths to Opportunity for SBS 2003 Partnershttps://partner.microsoft.com/US/smallbusiness/40017503

IDC Study Addendum: Mobility Solutionshttps://partner.microsoft.com/global/smallbusiness/40017615

Study Explores Resurgence in SBS 2003 Business Opportunities https://partner.microsoft.com/US/smallbusiness/40017504

For Customers:Fortune: ROI Whitepaperhttp://www.microsoft.com/windowsserver2003/sbs/evaluation/roi/outofboxROI.mspx

SBS Case Studies: http://www.microsoft.com/canada/smallbiz/products/sbs/casestudies.mspx

- Over 30 case studies sorted according to industry vertical. 5 of these are Canadian.

- Each case study features partner and customer - If you have an innovative SBS deployment story that you would like to

feature in a case study, contact pamlauz@microsoft.com

Canadian Programs

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The Microsoft Partner Program• 3 Membership Levels:

• Registered (no membership fee)• Exclusive Content• Newsletter• Single point of contact for Partner Program Support

• Certified (fee and training requirements)• Exclusive Content and Certified Partner Newsletter• Telephone-based account management• Welcome Kit and monthly shipments (TechNet and MSDN)• Online technical support• Additional optional benefits

• Gold Certified (fee and training requirements)• All benefits of Certified level plus incremental support• Priority listing on Microsoft Resource Listing• 40 hours of Technical Support

• Competencies:• Define your area of specialization• Pre-requisite: Certified level membership• Competency for Small Business Server: Network Infrastructure Solutions

• For more information: https://partner.microsoft.com/global/program/programbenefits/

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Technical Assessment Program• Target audience: Technology Partners who sell and provide consulting

services on SBS-based solutions • Program Components:

1.Must be Registered Member of MS Partner Program2.Register in Tech Assessment Program – partner company to be listed in

customer site: http://www.microsoft.ca/smallbiz/serversforsmallbiz/default.mspx

3.Complete at least 1 SBS Hands-on-Lab (HOL)4.Conduct Technical Assessments using Technical Assessment

Questionnaire • Marketing Tools available at: http://www.microsoft.ca/partner/sbs

5.Claim $50 for each of the first 5 Tech Assessments completed6.Claim Rewards (options)

• ProLiant Server Smart Buy Program (includes SBS Standard)• SBS Rebate (Open Licenses) • System Builder Ideal Rewards (COEM Licenses)

• For more information: http://www.microsoft.com/canada/partner/gtmrebates/server.aspx

• Program extension: to run from March 1st – June 30th, 2005

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HP ProLiant Server Smart Buy Program• SBS Standard Edition is now available with 3 HP ProLiant Server

SKU’s:• HP ProLiant ML 110• HP ProLiant ML 330• HP ProLiant ML 350

• HP Reseller SPIFF’s available!

• Additional information to be provided by HP later this afternoon

• Lead Transfer: Opportunity to list HP Resellers on Microsoft Small Business website

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SBS Open License Rebate

• Target audience: Technology Partners who sell SBS server SKU’s under the Open License system

• Program Requirements:

1. Must be Registered Member of MS Partner Program2. Sell 1 SBS 2003 license and claim a $250 rebate; sell 2 SBS 2003

licenses and claim a $600 rebate

• For more information: http://www.microsoft.com/canada/partner/gtmrebates/server.aspx

• Program availability: until June 30th, 2005

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System Builders Ideal Rewards Program

• Target audience: System Builders selling SBS COEM licenses

• Benefits:• Collect points that can be exchanged for AMEX Gift Card

• Steps:• Get 30 points for every SBS unit • Get an additional 30 points for every SBS + Intel XEON Processor (total 60

points)

• Prize levels: • 100 points = $100 • 500 points = $250• 1750 points= $500

• For more information:• http://www.theidealreward.com/

• Program availability: until June 30, 2005

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Special CRM 1.2 Pricing for SBS Premium Customers

Beginning Feb 1, 2005 for

these editionsSpecial Pricing for Small Business

(Open Business)Microsoft CRM 1.2(Open Business)

Microsoft CRM Sales Professional

$760/user $1321/user

Microsoft CRM Sales Standard

$303/user $698/user

Microsoft CRM Sales Module

$776 $1634

System Requirement

Windows Small Business Server 2003 Premium Edition

Windows Small Business Server 2003 Premium Edition or Full versions of Windows,

Exchange, and SQL

User limit  Up to the first 15 users. Additional users full price

Unlimited

License Program Availability

FPP, Open Business, Open Volume, Open Value

All programs

Benefits of MS CRM 1.2: Gain and keep more customers. Make sales and customer service processes more efficient and cost-effective. Share customer information quickly and easily.

http://www.microsoft.com/canada/partner/sbscrmpromo/default.aspx

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CRM and SBS Partner Incentive

• Target audience: VARs selling SBS Premium and CRM

• Benefits:• Receive a for-resale copy of CRM 1.2 (1 server + 5 CALs)

• Steps:1. PASS Online Assessment Test2. ADD CRM 1.2 to SBS Premium network

GET: 1 for-resale copy of MS CRM Sales Professional (est. value $5,300 US) 3. Use MS CRM internally in your company and submit story

GET: Testimonial showcased on Microsoft CRM Online http://www.microsoft.com/partner/smallbizcrm

• For more information: https://partner.microsoft.com/productssolutions/business/40016370

• Availability: while quantities last

SBS Resources

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SBS Resources

SBS 2003 for Canadian resellers/partners: http://www.microsoft.ca/partner/sbs

• Offers, Promotions and Rebates• Marketing Materials: templates, boxshots, guides, 180-day evals, co-marketing

tools• Readiness and Training• Project Guides• Licensing• Upcoming Events

Have you heard the latest?

MS Canada Partner Newsletter: https://partner.microsoft.com/global/40010458

MS Canada TechNet Flash: http://www.microsoft.com/technet/canada/flash/

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SBS Community

SBS Community Site http://www.microsoft.com/windowsserver2003/sbs/community/default.mspx

SBS MVP’s in Canada Calvin McLennan – Waterdown, Ontario Les Connor – Winnipeg, Manitoba Jeff Loucks – St Catherines, Ontario

SBS Newsgroups• http://groups.yahoo.com/group/sbs2k/

technical group, users of all levels plus partners, VAR's, consultants• http://groups.yahoo.com/group/smallbizIT/

more on the sales and management of SMB market, partners, VAR's, consultants

Canadian Usergroups•Toronto Windows Server User Group (TWSUG) http://www.twsug.com •Toronto North SBS Consultants Group http://groups.yahoo.com/group/SBSCanada/ •Montreal IT Pro User Group (MITPUG) – mitch@e-mitch.com •Winnipeg IT Pro User Group – http://www.witpug.org •Vancouver Technology User Group (VANTUG) - http://www.vantug.com/ •Montreal GUMSNET – http://www.gumsnet.org

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SBS Technical Resources

Online:http://www.microsoft.com/windowsserver2003/sbs/techinfo/productdoc/alpha.mspx

MS Press WSBS 2003 Administrator’s Companion:http://www.microsoft.com/MSPress/books/6796.asp

Partner Training: http://www.microsoft.ca/partner/products/windows/smallbusinessserver2003/default.aspx

Also recommended: • Harry Brelsford’s SMB Consulting Practices: http://www.smbnation.com/smb_pubs.htm • Harry Brelsford’s Advanced Windows Small Business Server 2003 Best Practices http://www.smbnation.com/smb_pubs.htm

Upcoming SMB Nation Workshops in Canada: http://www.smbnation.com • Montreal - May 18  • Toronto - May 20  • Calgary - May 27  • Vancouver - June9

Thank You!pamlauz@microsoft.com