Microsoft Online Services The end customer value proposition Jim Carter Stefan Jansen Lee Hickin

Microsoft’s Software + Services Portfolio ON PREMISES PARTNER HOSTED MICROSOFT HOSTED CHOICECHOICE

Our goal today is... Before the break (session 1): “ That you will learn more about MS Online Services, why customers buy, how you can sell and compete, and to excite you about the opportunity by becoming a MS Online Reseller!” After the break (session 2): “ to have a good understanding how to make money from reselling and implementing MS Online Services, how to access your partner benefits, and how to best engage with Microsoft and Telstra”... And to make 2 attendees happy with a brand new HTC phone!

Rising Expectations of Technology Increasing Diversity and Complexity Mounting Economic Turbulence Today's Business World

Market Opportunity Total software revenue forecast for SaaS delivery within the application-software markets, (in $M)

Customer Challenges Microsoft Online Services

Enterprise class software delivered via subscription services hosted by Microsoft and sold with partners Microsoft Online Services

Microsoft Online Today Business Productivity Online Suite Reference Customers More than 500,000 paid seats “Microsoft is likely to be the leading vendor in this space for the foreseeable future.” - Matt Cain, Gartner, InternetNewsInternetNews “We are able to reduce our IT operational costs by roughly 30% of what we are spending now.”- Ingo Elfering, GlaxoSmithKline ComputerWeeklyComputerWeekly

Microsoft Online Success in Australia New Deskless Worker improves information to non IT users at low cost. OH&S, HR Users: >20,000 within 12 months First step to run their business in the cloud. Whole company running BPOS. Azure benefits tomorrow. Users: 350 Quick deployment of SharePoint Online. Custmised workflow to manage training compliance globally. Users: 5,800 Reduce costs and improve information Compliance Training and Monitoring Rapid deployment. Immediate Business benefits through collaboration suite.

Business Value of Microsoft Online Faster deployment Better productivity through ‘anywhere access’ Simplified management Enables IT staff to focus on adding business value Helps meet the challenges of workforce reduction Helps IT adapt to mergers and acquisitions quickly Business class availability backed by SLAs Highly secure operations Assurance of world class operational standards Makes your costs even and predictable Reduces both capex and opex Priced simply: includes both software and hardware Finance Process Technology People

Customer Segment Propositions Lower cost of entry and predictable monthly costs Easy access to and customer contacts while outside the office Reduce travel costs and improve staff meetings with Office Live Meeting Stores data in several locations and needs to centralise Wants to invest in latest technology but no IT skills in- house to manage Experts running your software Large Enterprise Customer Mid-Sized Customer Small Business Reduce overall IT costs and capital expenses Enables co-existence with on- premise capabilities Guaranteed service levels Integrated with existing, familiar infrastructure Upgrade and stay up to date with latest software at lower cost Need solution to collaborate with customers and offices in disparate locations Better utilise skills of IT administrator Speed of deployment and reduced operating costs Fully integrates with existing Microsoft IT investments - choice Blackberry integration with Exchange Online Extend access to deskless workers Simplify IT environments, minimise network disruptions, and keep important data highly secure Empower IT staff to focus on business applications

Types of end-users

Total Cost Comparison Driving down the bottom line On-premises cost General costs Hardware and maintenance$174,814 Software$1,496,893 Operations$2,668,100 Deployment and migration$212,663 Running total$4,552,470 High availability Hardware and maintenance$104,150 Software$101,985 Operations$8,800 Deployment and migration$14,209 Running total$4,781,614 25% over-allocation for future growth Hardware and maintenance$34,301 Software$168,901 Running total$4,984,816 Included$104,150 Included$101,985 Included$8,800 Included$14,209 $2,732,082$2,049,532 Microsoft Online costSavings Included$174,814 $1,196,726$300,167 $1,427,425$1,240,675 $107,931$104,732 $2,732,082$1,820,388 n/a$34,301 n/a$168,901 $2,732,082$2,252,734 TOTAL$4,984,816$2,732,082$2,252,734 Per user per month$55.39$30.36$25.03 For 2,500 total users: 2,250 using , collaboration, IM/presence 250 using deskless worker & collaboration 1,000 using web conferencing

Winning Scenarios Collaboration SharePoint

Prospecting “What is your view of the cloud?” “What is your preferred purchasing model?” Enterprise Agreement

Telstra value proposition National fixed and mobile broadband networks (Next G, Next IP) Customer reach Value add services: Broadband, MMES T-Suite self service 30 day free trial Simplicity and One Telstra Bill Single point of contact for all support needs

Telstra RRP (ex GST, 1-99 users) Exchange Online Standard $15.41 Exchange Online Standard $15.41 Office Communications Online (IM and Presence) $4.27 Office Live Meeting Standard $6.77 Office SharePoint Online Standard $10.41 Deskless Worker Suite $4.50 Deskless Worker Suite $4.50 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard $22.68 Business Productivity Online Suite Includes: Exchange Standard SharePoint Standard Office Communications Live Meeting Standard $ % off Exchange Online Deskless Worker $3.14 SharePoint Online Deskless Worker $ % off

Enterprise Agreement scenario Separate Trial area Microsoft sets price Step Up discounted Pricing Microsoft level 1 Support Blackberry Support Aligned to world wide roadmap Contact your PAM for EA related opportunities Enterprise Agreement

Customer trials and purchasing experience

T-Suite – BPOS Product Page ‘Try’: take 20-seat, 30-day trial ‘Buy’: buy services

Shopping Cart (BPOS trial)

Register as new T-Suite user Valid ABN required

Enter dealer code Customer enters Telstra dealer code here

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Public Folders Sync & Migration ActiveSync Policy Free/Busy Unified Messaging Off-boarding Technical Limitations Mail enabled lists Server side custom code mySites Cross Site searching BI & Excel Services

Call to Action Receive your memory stick and upload the MS Online Sales Kit at the Telstra booth See a demo at the Telstra Booth, and learn how to sell MS Online Resources: – – – Speak to your PAM about engaging the MS Online sales team around customer opportunities.... and, please attend the next session about “How to make $$”

Q & A

15 minute break Coming up: “how to make money... “

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