Selling Windows Small Business Server 2003 in Canada Pamela Lauz, SBS Product Manager Microsoft Canada Co.

2 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

Complete Product Features Partner and Customer Tools SBS 2003 is:

6 SBS 2003 is complete There are 2 editions for Small Business Server 2003: Standard and Premium Standard Edition introduced in October 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 . Microsoft ® Office Outlook 2003 to manage e- , 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.

7 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.

8 Customer Tools Top 3 Server Purchase Drivers Backup and Security Accessibility and Mobility Cost Reduction/Profit increases Customer Tools Customer ToolBenefits Cost Reduction Backup Utility Volume Shadow Copy Backup and Security Intranet site powered by Windows SharePoint Services Accessibility Remote Web Workplace Outlook Web Access Mobility

9 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

Affordable Pricing &Licensing Designed for Small Businesses SBS 2003 is:

11 Price Comparison – CAD Retail SBS 2003 Standard $849 CAD VS Windows Server 2003 Std $1439 CAD Windows Server 2003 Exchange Server 2003 Outlook 2003 Customer + Partner tools Windows Server 2003 Equivalent Standalone Solution Starts at: $4063 SBS 2003 Premium $2099 CAD VS SQL Server 2000 $ 2099 CAD SBS 2003 Standard SQL Server 2000 ISA Server 2000/2004 FrontPage 2003 Customer + Partner tools SQL Server 2000 Equivalent Standalone Solution Starts at: $8,556

12 Available SKU’s OEM System Builders Retail/FPP Open Business Open Value WSBS Standard $849 T T T E WSBS Premium $2099 T T T E Pack CALs$689 Device: T User: T Device: T User: T Device: T User: T Pack CALs $2719 Device: T User: T Device: T User: T Device: T User: T Product Upgrade (Standard to Premium) $1279 T Version Upgrade (from 2000 to 2003) $849 T Transition Pack Std (Standard to Standalone) $1940 T Transition Pack Premium (Premium to Standalone) $4323 T Part Numbers Product ERP (CAD) Canadian Pricelist (all products): SBS Pricing and Licensing:

13 Designed for Small Business ScalabilityOptimization Supports up to 75 clients Server SKU includes 5 Client Access Licenses (CALs) There are 2 types of SBS CALs: Device and User: mspx 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. w/licensingfaq.mspx w/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. ver2003/terminalservices/ ver2003/terminalservices/

14 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; T ) - Grants licenses to standalone versions of Windows Server 2003 and Exchange Server 2003 SBS Transition Pack Premium ($4,323; T ) – Grants licenses to standalone versions of Windows Server 2003, Exchange Server 2003, ISA Server, SQL Server 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:

SBS Opportunity in Canada

242.5KLAN 157.6KServer Prime SBS Sales Opportunity = 204.4K customers who have multiple PC’s but do not have a server 931K 1-25 PCs 362K 4-25 PCs SBS Opportunity in Canada The Canadian Small Business PC Market Source: 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 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.  Identifying SBS Opportunities: SBS Partners share best practices on how the generate leads including marketing and initial sales discussions with potential customers.  First Server Deployment: SBS functionality is installed in phases, providing partners with recurring service opportunities to gradually add functionality.  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  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

19 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 3 rd Party Research focusing on Business Value For Partners: IDC Study: Paths to Opportunity for SBS 2003 Partners IDC Study Addendum: Mobility Solutions Study Explores Resurgence in SBS 2003 Business Opportunities For Customers: Fortune: ROI Whitepaper SBS Case Studies: 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

Canadian Programs

22 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:

23 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 Program 2.Register in Tech Assessment Program – partner company to be listed in customer site: 3.Complete at least 1 SBS Hands-on-Lab (HOL) 4.Conduct Technical Assessments using Technical Assessment Questionnaire Marketing Tools available at: 5.Claim $50 for each of the first 5 Tech Assessments completed 6.Claim Rewards (options) ProLiant Server Smart Buy Program (includes SBS Standard) SBS Rebate (Open Licenses) System Builder Ideal Rewards (COEM Licenses) For more information: Program extension: to run from March 1 st – June 30 th, 2005

24 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

25 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 Program 2. Sell 1 SBS 2003 license and claim a $250 rebate; sell 2 SBS 2003 licenses and claim a $600 rebate For more information: Program availability: until June 30 th, 2005

26 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 = $ points = $ points= $500 For more information: Program availability: until June 30, 2005

27 Special CRM 1.2 Pricing for SBS Premium Customers Beginning Feb 1, 2005 for these editions Special 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 RequirementWindows 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 priceUnlimited License Program Availability FPP, Open Business, Open Volume, Open ValueAll 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.

28 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 Test 2.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 For more information: Availability: while quantities last

SBS Resources

30 SBS Resources SBS 2003 for Canadian resellers/partners: 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: MS Canada TechNet Flash:

31 SBS Community SBS Community Site SBS MVP’s in Canada  Calvin McLennan – Waterdown, Ontario  Les Connor – Winnipeg, Manitoba  Jeff Loucks – St Catherines, Ontario SBS Newsgroups technical group, users of all levels plus partners, VAR's, consultants more on the sales and management of SMB market, partners, VAR's, consultants Canadian Usergroups Toronto Windows Server User Group (TWSUG) Toronto North SBS Consultants Group Montreal IT Pro User Group (MITPUG) – Winnipeg IT Pro User Group – Vancouver Technology User Group (VANTUG) - Montreal GUMSNET –

32 SBS Technical Resources Online: MS Press WSBS 2003 Administrator’s Companion: Partner Training: Also recommended: Harry Brelsford’s SMB Consulting Practices: Harry Brelsford’s Advanced Windows Small Business Server 2003 Best Practices Upcoming SMB Nation Workshops in Canada: Montreal - May 18 Toronto - May 20 Calgary - May 27 Vancouver - June9

Thank You!