NOXS -> Westcon Security

Agenda
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Westcon Focus with Microsoft
Software + Services Vision and Trends
Why BPOS?
BPOS Pricing and Components
Partner Model & Opportunities
Customer Testimonial – Bill Hurley, Westcon CTO
Demo of Online Tools
Resources
■ Getting Started – How to sign up
■ Tools – Marketing, Demos, Trials
■ Ready-to-Go Campaigns
• Call to Action!
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Westcon Overview
• Westcon signed as new Distributor in 2009
Focus: MICROSOFT’S EMERGING TECHNOLOGIES
■ Unified Communications
■ Virtualization
■ Online Services – BPOS
Microsoft’s View
Software
Best of both worlds
User in control
Deployment choices for IT
+
Extending tools and platform to cloud
Experience across multiple devices
Best-in-class SLAs and IT governance
Services
The Move Is On
Apple iTunes, iPhone SDK
Adobe AIR
Quicken Online
SAP Business ByDesign
IBM Blue Cloud, Lotus Bluehouse
Siebel CRM OnDemand
Sun Hydrazine
Google Gears, Earth, Picasa
Yahoo! IM, Konfabulator widgets
eBay Turbo Lister, Outlook AddIn
Salesforce Offline Edition, Mobile
NetSuite Office integration
Zoho CRM Outlook Edition
The Power of Choice
“Live”
“Online”
On-premises
Uniform Service
Individuals/SOHO
Ad-supported/Subscriptions
Most Flexibility and Control
Organizations
Subscriptions/Licenses
Cloud Based Services
Consumer or
SOHO focused
offering
PCs
“Desk-less”
offering for
users with
limited needs
Enterprise
software
delivered as a
service
Phones
Rich, enterprise
software
providing the
most capability
Browsers
Microsoft Online Services: BPOS
Enterprise class software delivered via subscription services
hosted by Microsoft and sold with partners
Business Productivity Online Suite :
For more info, visit: www.microsoft.com/online
Key Investment Areas
Business Productivity Online Suite
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Anywhere access—desktop, mobile, Web
Seamless user experience across workloads
Team collaboration and conferencing
Real-time communication
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Always up-to-date technology
Lower rollout and run rate cost
Improved agility and resource utilization
Active Directory® synchronization
• Data hygiene supported by multi-layered
antivirus and spam filtering
• Highly secure data access for users via HTTPS
• Geo-redundant data center architecture with
Cyber-trust and SAS70 compliance
Highly Secured Datacenters
Business Class Reliability and Security
Delivering highly secure, private, and reliable computing
experiences based on sound business practices
Key Features
• Geo-redundant datacenters
(3 in the US)
• N+1 architecture
• Many layers data security
• Pursuing ISO 27001
certification
• Secure access via SSL
• ITIL/MOF operational
practices
• 24x7x365 support
• Backed by 99.9% uptime SLA
Filtering Routers
Firewalls
Intrusion Detection System
System Level Security
Application Authentication
Application Level Counter-measures
Virus Scanning
Separate Data Networks
Authentication to Data
Pricing for BPOS
Business Productivity Online
Standard Suite
Sum of Components:
$24.25
Business Productivity Online
Deskless Worker Suite
$2.50
38% Offer
$4.50
Sum of Components:
$4.00
$7.25
25% Offer
$2.00
$15.00
$10.00
$3.00
$2.00
Exchange
Online
Standard
SharePoint Office Live
Online
Meeting
Standard
Standard
Office
Comm
Online
Standard
Business
Productivity
Online
Standard Suite
Exchange
Online
Deskless
Worker
SharePoint Bus. Productivity
Online
Online Deskless
Deskless
Worker Suite
Worker
Pricing shown in USD. Additional Price Level Pricing Based on Volume
How the Services are Sold
Licensing Channels:
1. Microsoft Online Subscription Program
• web shopping experience at www.microsoft.com/online.
• Customer signs up and chooses a POR (Partner of Reference).
• Any Partner can be POR as long as they are registered in Online
Partner Program.
• All PORs are eligible for Advisor Fees.
• All BPOS components are available as stand alone or suite via
MOSP.
2. Enterprise Agreement (EA Direct & Government)
• Only LARS can sell through EA.
• Process is same as selling other solutions through EA.
• Require Core Cal or E-Cal and purchase of entire BPOS Standard
Suite as a Step-Up SKU.
Business Productivity Online Suite
Partner Model
Billing
Business Productivity Online Suite
18%
year one
12% Net-add
6% Residual
Fees
Sale
Illustrative Example
Number of seats sold
250
Price per seat per month
$15
Total revenue per year
$45,000
Net-Add fees paid to partner @ 12%
$5,400
Annual recurring Fee @ 6%
$2,700
Total Partner Fee Year 1
$8,100
Microsoft Online Services
Partner Opportunity
• 12% net-add first year
• 6% residual each year for life of subscription
Residual
$32,400
Residual
$64,800
Residual
$97,200
Services Path to Revenue
Customers that buy
subscription software are
more inclined to buy
subscription partner
services
Customize
Integrate
Resell/Host
Managed
Services
Desktop Management and Optimization,
end user support
Recurrent
Revenue
Business Process consulting, SharePoint
workflow design, Intranet customization
Repeat
Revenue
Migration and Integration
Project Based
Revenue
Resell/Host
Transactional
Revenue
Microsoft Online Subscription Program Rules
Minimum Order
• 5 user minimum on initial order of online service (no minimum
thereafter for additional orders of same service)
Price Discounts
• Volume discounts available
• Price promotions may be available
Billing and
Payment
• Monthly billing over the subscription term. (Annual payment option
available shortly after launch)
• Credit Card payment is available. Invoices only for > $250 per month
Annual
Subscription
• Subscription term is 12 months
30 Day
Cancellation
• First Subscription Term: Customers have 30 days to cancel, but
must pay for the first 30 day period.
• Subsequent Terms: Customers can cancel with 1 month notice
Auto-Renewal
Partner Fee
• Subscriptions will automatically renew at end of term, unless
opted out on https://mocp.microsoftonline.com
• Partner designation on the Customer Order triggers fee payments
to Partners. For more information see
https://partner.microsoft.com/online
William Hurley
Westcon CTO
BPOS
About Westcon Group
 Founded in 1985, worldwide award-winning
distributor of networking, convergence,
security, mobility and collaboration solutions.
 A $3 billion, multi-national company with
operations in 19 countries on all continents,
with 1,500+ employees. Serves customers
in over 100 countries worldwide, with worldclass logistics capabilities.
 Only distributor in the world authorized to carry products from all leading
convergence manufacturers, including Cisco, Nortel, Avaya, Juniper,
Microsoft and Polycom.
 Owned by Datatec: investment company in South Africa, publicly listed on
Johannesburg and London (AIM) stock exchanges.
 Westcon Group operates under the Comstor, Westcon Security, Westcon
Convergence, Westcon Collaboration, Westcon and Voda One brands.
Westcon Infrastructure Strategy
Ongoing Virtualization
(over 65% and growing)
Storage
Problems
SAAS
Y2K HW
Getting
“tired”
Power
Problems
New
Data
Center
Strategy
BPOS
Development Cloud
Hardware Refresh
Data Center
Consolidation
UK/US DR
Inefficiencies
MPLS Managed Service
Outrageous
Voice/Data
costs
New
VOIP/MPLS
Strategy
VOIP Network
Integrated UC
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SAAS - BPOS
Costs
• Low upfront investment and predictable, consistent costs
• $10-15 /user/mnth.
• No more licenses
Resource Benefits
• Free up IT resources for strategic projects
• Inclusive all Hardware and Software maintenance.
• Reduced footprint in the datacenter, meaning reduced rent
• Always up to date technology
• Guaranteed security and reliability
• Backed by Microsoft SLA
Agility
• Rapid deployment
• > 10 mins. to setup a user
• Easy Admin portal
• Business continuity
• Users can work from anywhere
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BPOS – Exchange & OCS (Instant Messaging)
Exchange
OCS
 Exchange server hosted by Microsoft
 OCS server hosted by Microsoft
 Westcon use the Standard Multi tenant
version
 1:1 PC Video and Voice (with
colleagues)
 Outlook 2007 connectivity
 Ability to Share Application
 Outlook Web Access
 Integration with Live Meeting
 Support Apple Mac (Entourage 2008)
 MS Office Integration
 Hand held devices
 Exchange Integration – Incl. Full
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Blackberry, iPhone, Windows Mobile
 5 gig mail size per user…can be
increased to up to 25gig
 Antivirus and Anti spam
 30 MB message size limit
Calendar integration
 SharePoint
Integration –
Incl presence
 Single Sign On
Across MSOL
Services
Applications
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BPOS – Microsoft Live Meeting & Sharepoint
LiveMeeting
SharePoint
 Ability to conduct Online meetings with
internal and external audience
 Will Allow us to migrate off the three
separate instances we currently have
 Always On
 Current offering
 Integrated audio, video and multimedia
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Document Sharing
 Ability to record and share your meetings
notes
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Workflow support – more efficient business
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Document libraries with version control
 Ability to Highlight and emphasize key
aspect of your presentation using the new
interactive whiteboard
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Fully Integrated with MS Office 2007
Applications
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User can easily create document in words
and save directly to SharePoint
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Support mobile device - Nokia and Iphone
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E-mail alerts when documents or other items
have been changed or added to a site
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RSS feeds for SharePoint libraries and lists
 Integration with MS Outlook and MS OCS
 Can be used as a training tool
 Single Sign On Across MSOL Services
Applications
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Only need to log in once to access all of BPOS
Apps.
 Future Offering
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Document Sharing with external customers
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Workflow capability between internal and
external customers
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Document libraries with version control
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Wikis, Surveys and Blogging
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BPOS Status
 MS Exchange
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85% of users fully migrated
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25% 0f shared mailbox migrated
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Australia and Brazil to commence shortly
 MS OCS
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Big bang approach. Only after everyone has been migrated to BPOS
 MS LiveMeeting
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Available and can be used by users already migrated to BPOS
 MS SharePoint
 Migration schedule to start in January ‘10 in the following other:
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NA SharePoint server
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EU SharePoint server
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AP SharePoint server
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Cloud Computing - Challenges
Shared service means
• Less customization
• Integration issues with on premise application
• No access to server back end
Shared Mail challenges
• Performance of shared mail boxes in the Cloud has not been as good as when they were
hosted in house.
Security Challenges
• There are still concerns on the security of the data that is held outside the wall of the office
The need for a bigger Internet pipe
• We are now having to increase internet pipe in the offices
• There is also greater needs now to start shaping and controlling internet traffic
User Challenges
• Sometime we are having to wait longer for tickets to be resolved
• Automatic upgrade could mean training needs for users
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Cloud Computing – Looking Ahead
As the Cloud Matures, we will increase our usage
BPOS
BPOS
All Testing
Web Services
CRM Solutions
BPOS
All Testing
Web Services
Reporting
CRM Solution
Integrate Cloud and On premise services
VOIP – UC integration
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Partner Features
LATEST PARTNER TOOLS
• Track and Manage
your Business
• Drive customer
campaigns as POR
• Support and Manage
your Customers
Dashboard
Pat Coleman
FABRIKAM TECHNOLOGY
SOLUTIONS
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Register to sell Microsoft Online Services
www.quickstartonlineservices.com
Discover
Participate in Resource Center
Enroll
Sign the Online Services
Partner Agreement and
pass the assessment
Activate
Promote your Solution
Quickstart for Online Services
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www.quickstartonlineservices.com
Click on button to receive
notification of updates
2
Check site for ongoing
announcements
3
Access the “Top 10”
downloaded resources
250 Seat offer for new BPOS Partners
Approved Usage
Eligibility
Duration of Benefit
MSPP Partners who have signed the
Microsoft Online Services Partner
Agreement (MOSPA) via process
defined at
www.quickstartonlineservices.com
Partners will receive the benefit per
the terms below.
Microsoft may change the benefits
with 60 days notice
For partner internal use only
For internal company use rights
Not Approved
For demonstration purposes
Not for customer use
Active partners who meet the above eligibility criteria will be able to receive the
following Business Productivity Online Suite IUR Benefits:
First Year
250 Seats
No Cost
Subsequent Years
Sell at least 2 new deals > 25 seats in prior year
No Cost
Sell less than 2 deals > 25 seats in the prior year
$5/USL/month
Benefits Ordering Process
During the set-up process, use the promotion code “Partner”
Sign up for a Microsoft Business Productivity Online Suite trial using a Windows Live ID associated
with your MSPP partner organization at http://mocp.microsoftonline.com
Existing partners enrolled in the current Internal Use Rights benefit have their price adjusted in
their current agreement.
•The benefit can only be used in countries where service is available.
•IUR benefits not to exceed 500 seats per country.
Partner Tools - Readiness
Partner Core
Deck
Partner Videos
Partner Playbook
Whitepapers
Datasheet
Program Guide
Partner Case
Studies
Program
Agreement
Partner Tools - Sales
Customer
Presentation
Template
Direct Mail
Template
Document
Template
Posters
Datasheet
Template
Web Templates
Email Template
Web Banners
Online Demos
https://www.quickstartonlineservices.com/Demos/index.html
Summary and Call to Action
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12% net add fees, plus 6% recurring fees :
BPOS sales eligible for additional VAR rebates
New resellers now eligible for BPOS seats for internal use
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Now through December, additional 30% off BPOS Suite :
Sign up for BPOS at:
Sign up for VAR Rebate at:
Sign up for MSFT Partner Network at:
+ 18% Year 1
+ 20%
250 seats
$10.50/seat/month
www.quickstartonlineservices.com
https://partner.microsoft.com/US/VARRebates
https://partner.microsoft.com/global/40009570
Q&A
Mike Brunner - Microsoft
mike.brunner@microsoft.com
415.613.2797
Todd Juchem - Westcon
todd.juchem@westcon.com
716.447.3369