Welkom Microsoft Hosting Roadshow 16 december 2004

Wouter van Hulten Business Manager Service Providers – Microsoft NL

Welcome to the Hosting Roadshow Microsoft Hosting Strategy – Working together to build the market Wouter van HultenBusiness Manager Service Providers Communication Sector - Microsoft NL Windows Based HostingThomas de KlerkHosting Specialists – InfoSupport :00Break :20SybariSasa RadosevicProduct Manager EMEA :40FenestraeChris GerritsenBusiness Development Manager 15:40-16:00ViaNetworksPascal WalschotsDirector Private Label development :30Software Spectrum - Working with Microsoft – Strategies for helping Microsoft Licensing work for you Uko PijnenborgServices Manager - Software Spectrum :00The Microsoft Partner Programme Closing remarks Wouter van HultenBusiness Manager Service Providers Communication Sector - Microsoft NL Questions & Answers Agenda Hosting Roadshow - 16 dec

Partnering with Microsoft to build a successful Hosting business

A business that is maturing Web Hosting is following the expected adoption pattern After the fallout, survivors are becoming profitable Hosted applications and other high-value-added services are gaining in popularity The ASP Hype Cycle: A wild ride that isn’t over yet Source: The Gartner Group – xSPs To Become Next Wave in Applications Outsourcing – 14/8/2002 Technology trigger Peak of inflated expectations Trough of disillusionment Slope of enlightenment Plateau of productivity SMB holy grail Software “Templates” E-business hype” ASP Gold rush Harder than It sounds ASP failures Dot-com implosion Investment dries up Net – native software ASP license models xSP gets thoughtful consideration Standard Option for Accessing Software functionality Visibility Time

Market situation Market ASP little awareness High IT spend Customized infrastructure Top priority  Time to market No pay-as-you-go supplier model SMBs technology adverse Market Customers aware of ASP model IT focus on cost reduction and ROI Customers focus on core business Top priority  ARPU & stickiness Pay-as-you-go  SPLA SMBs see value on technology Technology Expensive broadband ASP ready apps scarce No prescriptive solutions No reference architecture OSS / BSS not ready for hosted apps Technology Broadband commoditizing More ASP apps Prescriptive solutions available Reference architecture available OSS / BSS apps for hosted apps

Computing Services Data Communication Services “Coupled” Services Colocation Shift in Asset Location Managed Hosting Shift in Asset Management Shift in Asset Capitalization Shift in Asset Management Shift in Asset Capitalization Shift in IT Skills Location Shift in Asset Ownership Shift to Software as Service Shift in Asset Ownership Shift to Software as Service Managed Services Shift in Technology Web hosting  software as a service =.NET

Microsoft Hosting resources Dedicated Solutions team in Redmond Dedicated Sales and Marketing team in EMEA – Hosting Solution Sales Specialists – Technical Hosting Specialists – 2 EMEA-wide SPLA resellers: HP & SSI – Dedicated marketing programmes and resources Dedicated Netherlands team – Dedicated Outsourcing Technical Specialist – SI Partners: eQuest, InfoSupport

Microsoft Hosting strategy Partners Solutions Licensing Technical Tools Marketing Tools

What is a Microsoft ‘Solution’?

Product to Solution Paradigm Shift in Strategy Product CompanySolutions Company Partner Eco System

Integrated solutions Hosted Exchange Windows Based Hosting Hosted SharePoint Shared Web Hosting Dedicated Web Hosting MPS ADS MOM SMS AD

It is not only about great technology End user white paper End customer presentation Service provider TCO calculator Service provider directory

Who are Solution Partners? Software Partners – Ensim, Fenestrae, Sybari System Integration – US: eQuest, Implement.com – Netherlands: InfoSupport, eQuest Training – InfoSupport, eQuest

How about Licensing?

How about Marketing?

SharePoint Campaign Service Provider End-users Hoster Readiness End-user Demand

How about Technology?

How can we learn about technology? Training & Knowledge Transfer – Hosting Roadshow – Architectural Design Sessions – Proof of Concepts – Prescriptive Architecture Guides (PAG) and tech doc – Website: Sales tools & Marketing kits Support – Solution specific Microsoft Support Services Online support

Summary Market development Microsoft Hosting Strategy Solutions Roadmap Partners Marketing Market development Microsoft Hosting Strategy Solutions Roadmap Partners Marketing

This afternoon Windows Based Hosting Software Partners Service Provide Licensing Question & Answer Windows Based Hosting Software Partners Service Provide Licensing Question & Answer