Dollars, Euros, or Yen:How Exchange brings you growth opportunities from on-premises to the cloud

Julia WhiteSenior DirectorExchange Product ManagementMicrosoft Corporation

BP04

Lisa SlimMicrosoft Alliance Business Manager

Hewlett-PackardMPN partner since 1989HP Enterprise Business

Ro Kolakowski

Company Partner

6th Street Consulting

MPN partner since 2006

SharePoint

“I learned what Microsoft is doing to support my business”

“I know what to focus on to grow my Exchange business”

We Want You To Leave This Session Saying

Topics for Discussion

State of the BusinessFY12 Business PrioritiesGo-To-MarketOpportunities and ResourcesNew Messaging Competency

Fantastic Exchange Momentum in FY11

Strong new Exchange license and revenue growth

Momentous Exchange 2010 adoption

22M Lotus Notes seats switched

Forefront handles +1B messages for 9M worldwide users daily

InfoWorld 2011 Technology of the Year Award

Gartner named Exchange as a Strong Positive in the MarketScope for Email Systems, 2011

Forefront is a Leader in the 2010 Gartner MQ for Secure Email Gateway

Exchange ActiveSync is a Leader in the 2010 Gartner MQ for Enterprise Wireless EmailExchange 2010 SP1 released August 2010

SP2 announced in May 2011 and RTW in H2 2011

Office 365 general availability on June 28

Exchange “Wave 15” development underway

What Our Customers Are Saying

“I’ve been able to provide equal or better email

service at a much lower cost, which is a big win for

Godiva. We’re looking at a $250,000 annual

savings from eliminating Notes.”

– Director of IT

“With Exchange Server 2010, we can give the auditors permission to pull mail out of mailboxes themselves, rather than having me pull the data and ship it to them in a PST file. Now the nine hours a month I spend on compliance will be cut down to zero.”

- Infrastructure Manager

With Exchange Server 2010 Unified Messaging, Lifetime has been able to continue to avoid a third-party voice-mail maintenance contract, saving $43,000 per year. In addition, the IT support required for voice and messaging has been consolidated and reduced by more than 1,000 hours, resulting in an additional annual savings of $28,000.

Email Marketplace and Trends

Small Biz Midsized Enterprise Small Biz Midsized Enterprise

Other Hosted

Groupwise

Google Orgs

Notes Orgs

Exchange Orgs

Emerging Markets Developed Markets

Competitive Landscape

Learn more at BP14 at 3PM today

Seeking to surround and attached to Exchange and Office

Getting dinged for hidden costs of Google Apps

Lower threshold for free offering, now charging for 10+ users

Targeting Exchange hosters and outsourcing partners

Leads virtualization stack, open source, cheap and no competitive cloud offering

Acquired SlideRocket and Socialcast

Notes switcher campaign continues to be successful

Major upgrade (“Notes and Domino Next”) expected in late 2012

IBM moving away from Lotus brand, shifting focus to social

Business Priorities and Go-To-Market

Our FY12 Business Priorities

Gain Seat Share across Enterprise and SMB

Identify and target new

seats

Deploy the seats we have

sold

Combat “good

enough”

Lead with the Future of Productivity

10

BEST PRODUCTIVITY EXPERIENCE ACROSS PC, PHONE, AND BROWSER THE CLOUD ON YOUR TERMS

UNIFIEDCOMMUNICATIONS COLLABORATION

ENTERPRISECONTENT

MANAGEMENTBUSINESS

INTELLIGENCEENTERPRISE

SEARCH

FY12 Exchange Marketing Investments

Visit partner.microsoft.com/exchange2010 for more details

FY12 Marketing CampaignsFuture of Productivity CampaignCustomer Immersion ExperienceSwitcher/Compete ProgramOffice 365 SMB Campaign“Win the Cloud in Edu” Campaign“Go Big” with Lync

Sales Guidance and ToolsExchange Execution PackageTech Decks, Compete BattlecardsCustomer Evidence/Case StudiesBPCIP and EDPS ProgramsWhyMicrosoft.comExchange Partner Team Blog

Opportunities and Resources

Focus Areas for FY12, Your Opportunities

Deploy Sold Seats

Migrate Notes, GroupWiseDrive Security, Archiving, VoicemailDeliver Private Cloud

Deploy Sold Seats

Call to ActionGet trained on Exchange 2010 and achieve the Messaging competencyDeploy upgrade in-waiting customersEnable new scenarios including mobile email and mailbox resiliency Expand email usage with Office 365 Kiosk offering

Tools and ResourcesMessaging PSP Activation KitTechnical training and sales content on MPNNew Messaging competencyTechNet, Exchange Deployment AssistantFuture of Productivity campaign materialsExchange ActiveSync logo programCloud Accelerate programHP E5000 – Complete solution for Exchange 2010MSExchangeTeam.com blogSources: 1) Microsoft Internal Research 2) Forrester

The OpportunityCustomer satisfaction is at an all-time high, Exchange 2010 ahead of previous versions1 83% of Exchange 2003 orgs and 70% of Exchange 2007 orgs plan to upgrade in the next year1

301% risk-adjusted ROI with a payback period of 7.4 months after deployment2

42% of employees have not been provisioned an email account1

Drive Security, Archiving and Voicemail

Call to ActionAttach Forefront to every Exchange deploymentDevelop expertise and specialization around built-in archiving and Exchange Online ArchivingReplace costly, legacy voicemail systems with Exchange

Tools and ResourcesMessaging PSP Activation KitForefront SIPUpdated Ignite training for Exchange 2010 SP1New Gold Messaging competencyCustomer-ready sales and technical collateralQ&A Series on Exchange MPN portal

Sources: 1) Microsoft Internal Research 2) Gartner 3) Voice Report National PBX survey

The Opportunity65% of customers cite new features as the key motivator to upgrade to Exchange1 Anti-virus/Anti-spam is amongst the most compelling feature to customers1

Only 19% of orgs have an adequate archiving solution (15% in the US)1

56% customers need to replace voicemail system in the next five years3

Migrate Notes and GroupWise Customers

Call to ActionTake training to stay currentLead with the Future of ProductivityBe proactive and compete to win against Google and VMware Zimbra

Tools and ResourcesMessaging PSP Activation Kit Why Microsoft? websiteCompete battlecards on MPN“Switcher” customer case studiesEnterprise Notes Migration MethodologyMigrations tools through partners

Sources: 1) Microsoft Internal Research

The OpportunityOne-third of remaining Notes base plans to switch in the next 12 months1

22M Notes seats switched1

10M GroupWise seats at risk of “going Google”1

Exchange customer satisfaction is well ahead of Lotus Notes satisfaction1

Deliver Private Cloud

Call to ActionBecome an Office 365 Advisor PartnerLearn more about the hosting business and your optionsEngage with your Microsoft PAM to discuss FY12 plans

Tools and ResourcesService Provider License Agreement (SPLA)New License Mobility and SALs for SA“Private Label” hosting partnersGold Hosting CompetencyThird-party tools for automation and managementReference architectural guidance (coming soon)Sales and marketing content (coming soon)

Sources: 1) Forrester Research (March 2011)

The OpportunityCloud computing continues to gain momentum “Nearly half of IT execs report that they either are interested in or plan on making a move to the cloud for email.”1

Strong demand for cloud email as evidenced by over 200,000 participants in Office 365 betaOffice 365 may not meet the requirements for all customers seeking a cloud-based solution

video

Investing In Our Partner Community

Your Feedback, Evolving the UC CompetencyBetter differentiate your Exchange expertise in market and compete more effectively

Unified Communications competency Messaging competency

Communications competency

Option 1: Communications, Email, Mobile

Option 2: Voice

As of October 2011

October 2011UC competency Splits

October - December 2011New assessments available

(not mandatory)

May 2012New assessments are

mandatory

Learn more at BL10 and MKT06i and Booth #136

New Benefits, Long-Term Value

Internal Use Rights (IUR) including additional Exchange licenses

Silver: 25 seatsGold: 100 seats

Messaging competency logo Access to the latest trainingDesign and deployment and break-fix supportAccess to Google, IBM and Zimbra compete resources Prioritized exposure on the Microsoft Pinpoint

Building Community, Cadence of Updates

Exchange Partner BlogExchange Partner Video Series#ExchangePartner hashtagOngoing MPN portal updates

Compete Battlecards Technical Q&A SeriesHP E5000Exchange ActiveSync Logo Program

Get Ready for Microsoft Pinpoint

Solution Finder and Solution Profiler retired on June 30, 2011We’ve revamped the partner page on microsoft.com/exchangeComplete guidance available on Exchange Partner blog

Call to Action: Create/Update your Pinpoint Profile and add “Microsoft Exchange 2010” to “Works With” dropdown

Your Calls to Action

Key OpportunitiesDeploy sold seatsDrive security, archiving, and voicemail Migrate Notes and GroupWiseDeliver private cloud

Differentiate Yourself in MarketEarn the Messaging competencyCreate or update your profile in Pinpoint

Next StepsEvaluation and Recommended SessionsEvaluate this session at www.digitalwpc.com/evals

Session Code Session Title Day Time Location

BP14 Exchange v. Google and Zimbra - How to beat the competition Today 3:00 – 4:00 PM LACC

BP22i So You Want to Host Exchange? Today 4:30 – 5:30 PM LACC

BP12 Microsoft Office 365 Partner Launch Today 3:00 – 6:00 PM JW Marriott

BL10 MPN Program Evolution - Structure to Endure and Lead Wed 3:00 – 4:00 PM LACC

MKT06i Get More Value From Your Microsoft Competencies Wed 4:30 – 5:30 PM JW Marriott

EP03Partner Opportunities with Business Productivity in the Cloud and On Premise

Wed 4:30 – 5:30 PM JW Marriott

Learn more

Visit the Business Productivity Booth, #136

Xbox with Kinect and TV

Q&A

© 2011 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.