UC Opportunities For Service Providers

Agenda Software + Services recap Services through SPLA –Exchange Hosted Services –Live Meeting –Dedicated Hosted UC Resources

Software + Services Recap

Software + Services Assets Services

UC Segments and Offer Delivery Online

How Do Partners Take UC To Market? Bundle Opportunities OCS Trunking OCS + PBX Exchange UM Device Partners ConferencingIP Centrex OCS SIP Trunking Mobile OCS Services Network & Remote Mgmt Communication Services Framework (CSF): Integrated Service Experience Go to Market Opportunities Drive Higher ARPU Retain/Grow Network Services Unify Mobile, Hosted and Premises Solutions Attach Network and Managed services (SIP Trunking, WAN QOS, Mobile, EHS, LM, etc) Leverage UC & CSF Framework for Service Mash-ups Service Provider Hosted Hosted UC Services Microsoft Hosted Online UC ServicesManaged UC Services System Integration & Management MMS Dedicated Hosting

Services Through SPLA

Exchange Hosted Services Filter, Encrypt, Archive, Recover Microsoft Exchange Hosted Services is a comprehensive set of fully-managed, “in the cloud” services for security and management Continuous during outages Multi-layer spam and virus protection retention for compliance Policy-based encryption

How To Sell EHS New Exchange Prospects: Easy attach to Exchange whether on-premise or hosted to ensure a more secure messaging environment for customers Existing Exchange Customers: Upsell opportunity (filtering, archive, encryption, continuity) Non-Exchange Customers: Filtering service also supports non-Microsoft platforms such as IBM Lotus Domino, Novell Groupwise, and other SMTP-compliant servers Vertical Markets: Assists specific vertical industries such as financial services, healthcare, and insurance in meeting regulatory compliance requirements through archive and encryption services Microsoft Offering: Enables greater customer satisfaction by offering a comprehensive solution from a single, trusted vendor

Partner Benefits From Hosted Services New Revenue Opportunity: Hosted services provide a new revenue stream for Microsoft partners Leading Edge: Provides a tangible example for partners to demonstrate how they are already acting on Microsoft’s “software + services” strategy Robust Back-end Management: Microsoft manages all back- end provisioning and service support for customers, so partners can stay focused on developing their pipeline Easy Customer Deployment: No hardware or software installation requirements – customers simply order the services through Microsoft Licensing channels (Volume Licensing or Service Provider License Agreement Program) and the service is activated

EHS – SPLA Pricing Filtering USLERPNet SPLA$1.76$1.50 Encryption USLERPNet SPLA$1.88$1.60 Archive (USL)ERPNet SPLA$8.60$7.30 Monthly per user price Monthly per GB price for extra storage Archive (SSL)ERPNet SPLA$4.79$4.07 All pricing based on USD. For alternative currency, Partners should check Monthly per user price

Live Meeting 2007 Engaged Attendees Enterprise-class Reliability New Client Experience Trainings and Events Connected Organizations Operational Excellence Integrated Media

Live Meetings 2007 Overview What’s in? Primary SKU equivalent to a CAL - known as USL Requiring a USL for every internal user who conducts or attends a meeting Capacity changes: Professional = 1250 (from 25) Standard = 15 (no change) Full standardized 60-day trial Better reporting What’s out? Eliminating Shared Seats through all channels Eliminating Rooms through all channels Eliminating Pilots

Conferencing Choices “Software + Services”Training Events Collaborative Meetings

Live Meeting 2007 – SPLA Pricing SPLA SKUs Net Price Paid To Microsoft (per user/month) USL SKU Professional$12.80 USL SKU Standard$3.80 All pricing based on USD. For alternative currency, Partners should check

Dedicated Hosted UC Full Enterprise UC solution Custom design Dedicated Offered in SPLA Hosters Host infrastructure Subcontract Voice Partners UC Voice Partners 20 across D3+WE+CEE Expert customizers Including network design Each deal is Win-Win-Win for all parties in plan, build, and run Customer Premises Dedicated Hosted Server Roles IP Network Service Provider / Fax CalendarUnified Messaging IM Video Conf. Web Conf. Audio Conf. Voice Mail SIP-CSTA & Media Gateway Media (RTP) Path Signaling (SIP) Path VoIP Call Processing PSTN

Resources Service Information –Exchange Hosted Services and Live Meeting – Trials –Exchange Hosted Filtering (60-day trial) –Live Meeting (60-day trial)