Software and Services:

the new chance for Businesses

(Joerg Hambueckers)

What is Your Role in this Market Opportunity?

Platform Provider

• Technical expertise in building complex platform

• Operational expertise in managing it

• Up front investment

• White label provider for other partners and Telco’s

• Key: Managing a strong partner channel

• Action: Contact your local SPLAR to sign SPLA and MS to build your platform

Trusted Advisor

• Sales and marketing expertise - understanding SMB customers

• No up-front investment

• Have an installed base of existing customers

• Re-sell hosted solutions from a platform provider

• Action: Find a Microsoft hoster to resell to your customers

Partnertyp ISVDMR/Disti/

LAR

System

Integrator/

VAR

Managed

Service-

provider

Service-

provider

Application Hosting

Hosting Solutions Sales

Integration for Hosting Applications

Integration for Customer

Application

IT-Infrastructure Optimatimization

Consulting

Managed Services

Development of SaaS Solutions

Software plus Services: Partner-Business model

Integration and Optimatization: The Power of ChoiceOn Premise and Hosted

• Infrastructure TCO

• External dependencies

• Time to market

• Control & ownership

• Strategic capabilities

• Customization, compliance

On-Premise Software Hosted Services

“Traditional IT” “Pure-Play SaaS”“Hybrid Model”

Service Provider: Enabling Partner Hosted Services

End-Customer Services/Offers

Hosting Platform

SI/VAR Services

Other ServicesMS Services

Unified

Communications

Identity Lifecycle

ManagementIdentity Lifecycle

Management

Office Live

MeetingPHP Applications

Exchange Hosted

Services

ERP

Applications

Microsoft Virtual

Earth

Vertical

ApplicationVertical

ApplicationHMC

Line of Business

ApplicationsDynamics CRMDynamics CRMWeb and Data

$40-$60/month

$

Business ApplicationsWeb

ConferencingSecurityBackup & Filtering

UnifiedCommunications

Mail

DocumentCollaboration

$2-$20/month $5-$40/month $2-$15/month $5-$20/month $20-$40/month

Web access

through to

full client &

mobile push

Document

sharing and

collaboration

Outsourced

security, spam

filtering &

backup

Web

Conferencing

Integrated e-

mail, IM and

VoIP

capabilities

Business Apps

like Dynamics

CRM

Building A Revenue Platform

Partner: Sales Scenarios for additional Revenue Partner-Hosted Solution resolve resource

issues of IT-Pro and

Migration Lotus GroupWise, Notes

Migration from Freemail or POP3 Accounts

Managed Services:Desktop-Management, -Optimization end-customer support

Business Process Consulting, SharePoint Consulting

Adding new employees

New Business Model

Lower barrier to upgrade of customer thru Partner-hosted Services

Mobile Messaging-Solutions

Design and Implementation of automated Business Processes

Introduction of Document management-systems

Development of SharePoint-Portalsolutions

SharePointOpportunities

Source: MDC/MRM-Partner Opportunity Study

2007

Solutions migrations

ExchangeUpgrades

How you can offer partner-hosted Solutions?

Requirements ResellingPrivate Label

ProviderHMC Provider

Brand/Label No

End-customer

pricing is determined

by ProviderSerivce Provider

Margins (%) One-time reward Up to 20 Model differs

Solutions

customization-

Time to Market Immediately >1 Day 30–120 Days

Financial Risk Low Low High

Ownership Billing

relationsshipService Provider

Blackberry- Support Low

VOIP into Fixed Line

NetworkNo

Depending on Service

Providing Partner

POP-E-Mail NoDepending on Service

Providing Partner

Partner-hosted Offers Are Important

Visibility

Connection

Summary

• The hosting industry is being transformed by disruptive

technologies and new business models

• Hosters must evolve to win

• Three core elements are needed:

– Platform

– Services

– Experience

• Developers are critical to the health of the ecosystem

• Partnerships will be a key element to success

• Microsoft is committed for the long term to being a strategic

partner for our hosting partners

© 2007 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.