MAKE THE TREND YOUR FRIEND

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Presentation transcript:

MAKE THE TREND YOUR FRIEND Clayton Moulynox & Bill Vlandis Based on findings by Capitalis Research into 150 SMB’s running Microsoft software.

A trend…is any form of behavior that develops among a large population and is collectively followed with enthusiasm for some period.

Cash flow, system downtime and business growth cause SMBs most pain SMB Pain Points Cash flow, system downtime and business growth cause SMBs most pain Top 10 Pain Points for Australian SMBs, FY11 % of companies SMB concerns centre around achieving sustainable business growth.

Solutions for Improving Cashflow Open Value Microsoft Online Services Dynamics Subscription Licensing Hosting Services Aurora Resources: Open Value: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) Subscription Licensing: as above Microsoft Online Services: https://partner.microsoft.com/Australia/productssolutions/productsonlineservices Hosting Services: Newlease or Express Data Dynamics: https://partner.microsoft.com/global/40146325 Aurora: https://connect.microsoft.com/aurora

Dynamics Lead Referral Program

Keeping IT systems up and running Managed Services with SLA’s Currency with Software Assurance Microsoft Online Services Intune Resources: Software Assurance: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) Microsoft Online Services: https://partner.microsoft.com/Australia/productssolutions/productsonlineservices Microsoft Blueprint for Managed Services Practice: partner.microsoft.com/australia (search “managed services”) Intune: coming soon

SMB Technology Investment Priorities SMBs rebounding from GFC with renewed focus on IT upgrades and consolidation Top 10 Technology Investment Priorities Cash flow pressures and reduced IT budgets had a substantial dampening effect on SMB IT infrastructure spend in FY10. SMB technology investment expected to rebound in FY11 – with key priorities including: Note: Multiple answers were allowed 0% 10% 20% 30% 40% 50% 60% % of companies

Addressing Top Investment Priorities Windows 7 Virtualisation Desktop + Server Solutions Messaging: “Simplify IT” Windows Server 2008 R2 Mobility Resources: Windows 7: https://partner.microsoft.com/Australia/productssolutions/windows/wiwindows7 Windows Server: https://partner.microsoft.com/Australia/productssolutions/servers Windows 7 + WS better together: microsoft.com.au/smb/upgrade Virtualisation: microsoft.com/virtualisaton Mobility: http://www.microsoft.com/windowsmobile/en-au/default.mspx Solutions Messaging: Partner Marketing Centre (partner.microsoft.com/australia) Standardising on anything but Windows 7 is crazy today. XP is EOLing, Vista is the red headed stepchild, and 7 is the Dux of the class, and waiting until marriage before giving it up, and all other things a parent would like of their child. Customers will be upgrading pc’s Call out the next two slides Why windows? What version? Use this to drive cross sell into WS and Virt. Be able to position the benefits of Win Server and Windows What are they? Solutions around desktop and server virtualisation Mini Campaign content. On solution and benefit messaging

Best cost saving and technology investments Server virtualisation top of mind for SMBs in FY11 Best cost saving technology Best technical investment Note: (1) n = 148; (2) Excludes 2 non-responses Notes: (1) n = 147; (2) Excludes 3 non-responses % of companies % of companies Server virtualisation rated best cost saving technology and technical investment by > 40% of SMBs

SMB SaaS use and future intentions SMB SaaS intentions Of those not currently using SaaS, 17% expect to do so by the end of FY11. 83% 17% Of the companies that we surveyed through Capitalis, by the end of of FY11, around 50% of SMBs will be using some form of SaaS. Public IT cloud services will grow at over five times the rate of traditional IT products. Worldwide revenue from public IT cloud services exceeded $16 billion in 2009 and is forecast to reach $55.5 billion in 2014, representing a compound annual growth rate of 27.4%. This rapid growth rate is over five times the projected growth for traditional IT products (5%).  Cloud will be an oversized contributor to IT industry % of companies “The top five most commonly used SaaS applications [by SMBs], in order, are: financials (accounting); e-mail; sales; expense management; and customer service and support.”- Gartner May 2010

Positioning Cloud Solutions Flexibility No large up-front software costs Security and reliability Pay only for what you use Always current Reduced costs and complexity "Overall, our IT costs have reduced by 40%“ Trish Brown, Red Dingo Resources: www.microsoft.com.au/smb (Communications and Collaboration) www.microsoft.com.au/online

Bringing the Cloud into the Microsoft Partner Network 3 cloud customer references 3 deals sold with 150 seat minimum in total Partner solution plan (PSP) USD $1,850 pa of no competency Sign Agreement Get Trained Pass Assessment http://www.microsoftcloudpartner.com

What now? Start today Take advantage of APC sessions Distribute to team members. Discuss with customers Attend the workshops “Use the force” and “Sell yourself”

Questions?