2. SELLING WINDOWS SMALL BUSINESS SERVER 2011 PARTNER SALES OPPORTUNITIES [Insert Distributor Logo and Contact Information] We recommend genuine Microsoft® software

3. Agenda 1. Product Overview2. Partner Opportunities3. How to Sell SBS 20114. Upsell and Cross-sell Opportunities for SMB Segment5. Partner Sales and Training Resources

4. SMB Customer Needs SMB customers are seeking to avoid complex and costly IT, improve data security, and increase employee productivity Customer desires:  Simple and cost-effective IT  Reliable data protection  Maximize return on IT investment  Improve employee productivity Customer challenges solved with Windows SBS 2011:  Delivers a single solution  Helps secure and protect data  Provides a reliable, affordable solution

5. Windows Small Business Server 2011 Family File & Print Sharing Backup Identity Protection Remote Access WSUSOther Apps Hyper V RDS SBS 2011 Standard Windows Server 2008 R2 Other Web Apps SBS 2011 Essentials 365 + + + + Foundation Simplified Management

6.  Ideal first server  Easy-to-use solution  Cloud integration Simplify your life Your business with you, virtually anywhere Windows SBS 2011 Essentials Get Ready for the future  Automatic local backup, simple restore of server and client computers  Easily connect to online services  Work virtually anywhere, anytime  Helps protect data  Helps organize information  Access from virtually anywhere  Increase business productivity  Simple, secure, dependable network  Easy-to-use storage and sharing

7. Windows SBS 2011 Standard Includes: Windows Server ® 2008 R2 Standard technologies; Microsoft ® Exchange Server 2010 SP1; Windows ® SharePoint ® Foundation; Windows Server Update Services 3.0  Designed and priced for small business  Affordable, all-in-one solution  Protect your information Functionality includes:  E-mail  Internal Web sites  Remote Access  File and printer sharing  Automatic local backup, simple restore  Easily connect to online services  Scalable platform can grow with business  Simple, secure, dependable network  Work virtually anywhere, anytime  Easy-to-use storage and sharing  Complete on-premise control Simplify your life Be More Productive Your business with you, virtually anywhere

8. Moving to an add-on model offers more choices if customers want the flexibility to purchase additional servers either up front or as needed. SBS 2011 Premium Add-on Windows Small Business Server Premium Add-on offers: SQL Server 2008 R2 for Small Business Windows Server 2008 R2 Standard  Ability to run a vast number of line-of-business applications on an additional server  Capacity to make more informed business decisions with the rich analysis and reporting technologies  Cost effective solution for a small business environment  Ideal for:  Line-of-business (LOB) applications  Terminal Services Application Mode  Backup domain controller  Virtualization with Hyper-V Technologies  Other Standalone Uses

9. Essentials vs. Standard - Summary Small Business Server Solutions Differentiators EssentialsStandard A Fully On-Premise Small Business Solution. Incorporates best-of-breed 64-bit product technologies to deliver a complete server solution environment well suited for small businesses. The product technologies include Exchange Server 2010, SharePoint Foundation 2010 and Windows Server Update Services. Tailored to Online Services. Provides a cross-premise solution, allowing small businesses to retain core infrastructure and enables simple, single sign-on experiences with cloud-based services.

10. SBS 2011 Key Differences FeaturesSBS 2011 EssentialsSBS 2011 Standard Target End UserSoHo & Micro Business OwnerSmall Business Owner IT KnowledgeMinimalUnderstands strategic use of technology IT InfluencerReseller and/or VAR/VAPVAR/VAP Key Scenarios Backup of PCs File storage Remote access Business applications (LOBs) SaaS biz apps Website hosting Exchange email SharePoint Remote access Business applications (LOBs) End User ValueServer solution for small business users, to protect, centralize, stream, and access business data All in one server suite for enhanced productivity and a professional business image PC/User Limit2575, users or devices On-premise ManagementNear-zeroSimplified

11. Partner Opportunities Why Sell SBS 2011? SMB Opportunities Partner Opportunities by Type Deployment and Customization Scenarios

12. Why Sell SBS 2011? Both SBS 2011 Essentials and Standard: SBS 2011 Essentials: SBS 2011 Standard: SBS value-added services are more profitable than software-only sales Provides an opportunity to enter the SaaS market Provides a platform for maintenance, services, cross- sell and upsell opportunities

13. Partner Opportunities with SBS 2011 Acquire New Customers  First server for SB customers still on peer-to-peer or right server for customers on legacy or competitive solutions  Increase penetration in midmarket Earn higher margins and build long-term relationships  Market research shows that average profit margins for SBS partners offering value-added services are between 40-60% vs. single digit percentage margins achieved on software sales only.  Value billing vs. time & materials  Build ongoing revenue with BPOS subscription fees on BPOS/Essential Installations Save Costs  Build repeatable methodology and standardize deployments  Lower training costs with a repeatable, predictable platform  Easy to purchase Increase Hardware/Software License Revenue  High rate of new hardware attach with SBS 2011 sales.  SBS 2011 also drives additional software revenue such as Windows 7, Windows Phones and Microsoft Office

14. Deployment – OEM and VAR’s Can pre-install the server software manually Can pre-install the server software in unattended mode OEM/VAR Pre-installation VAR or End-user can manually configure the pre-installed server VAR can configure the server in unattended mode Server Configuration (OOBE) OEM decides which languages to include during pre-installation VAR or End-user can choose the language of the server while configuring it Support for multi-lingual deployment VAR can order Reseller Option Kit (ROK) for particular server brands and hardware combinations Support for Reseller Option Kit Support for online and offline servicing SBS 2011 Essentials only Support for OEM servicing of components Server Deployment Scenarios:

15. How to Sell SBS 2011 Generating Customer Interest Key Selling Scenarios Meeting Customer Needs Dealing with Customer Objections

16. Customer Pain Points Data Protection I am afraid of losing data if my PC crashes I need to protect sensitive data I need to restrict data access Data Access and Employee Productivity It is difficult to access data from outside the office Business data I was working on offline doesn’t synchronize with the content on the server I have multiple versions of the same document stored in various locations IT Maintenance Troubleshooting computer problems is a headache It is time-consuming to manage multiple PCs and servers I find servers too complex and costly to manage and maintain

17. Spend less time worrying about their company’s IT (because it is in good hands, yours!) Generating Customer Interest Emphasize that by using Windows Small Business Server 2011, your customers can:

18. Key Selling Scenarios SBS 2011 Essentials SBS 2011 Standard First Server: The total first server opportunity equals 27M* entities worldwide and is mostly untapped. The market for selling and installing a first server is poised for continued growth worldwide at faster rate than the overall server market. Right Server and Upgrades/Migrations: SBS 2011 Standard offers an ideal combination of technologies and management capabilities for core SBs (5- 24 PCs) and LMMs (25-50 PCs) seeking to grow their business capacity at an affordable, manageable pace. *Source: AMI, SMS&P Data, MS Update data and MS Sales

19. Migration opportunities  Migration to SBS 2011 Standard is an option for: SBS 2003 SP1 and R2 customers SBS 2008 SP2 customers Windows Server customers SBS 2011 Essentials customers SBS 2011 Standard customers – for hardware upgrades SBS 2011 Essentials Standard SBS 2011 Standard

20. Competitive Overview  Peer-to-peer (P2P) networks  Local client file sharing, USB external drives  Appliances, NAS, etc  Local storage, backup, remote access  Non-Windows Server (Linux, Apple, Lotus)  Preconfigured environments for small businesses  Fully hosted environments  No server, infrastructure services in the cloud Why Windows SBS 2011? A Client Server Network based on SBS 2011 gives more functionality, more safety and offers a reliable IT infrastructure with long term savings for your customers

21. Dealing with Objections Objection Response SBS is only a “lite” version of Windows Server and its component technologies SBS 2011 comprise a high performance suite of solutions that contains the latest releases of core technologies, including Windows Server 2008 R2. Standard adds Exchange Server, and SharePoint Foundation. Premium Add-on includes Windows Server 2008 R2 and SQL Server 2008 R2 for Small Business. You can’t add servers or domain controllers or branch offices SBS 2011 can include additional member servers, domain controllers, and storage servers (Standard). SBS doesn’t support line-of-business applications, and existing applications will be incompatible with SBS SBS 2011 integrates with existing systems, and include tools to help ensure compatibility with older applications. The Premium Add-on additionally offers a dedicated, highly effective data management solution that supports a large number of applications with minimal IT resources. Servers are too costly and complex, and SBS requires more IT expertise than the limited IT resources SMB’s typically have. SBS 2011 features simplified setup, deployment, migration and daily management, reducing IT costs and complexities and total cost of ownership. P2P networks are “good-enough” SBS 2011 provides a simple, automated, and easy-to-deploy solution to help secure and protect business data, share information, run line-of- business (LOB) applications, and recover quickly from crash/theft/loss.

22. Licensing  SBS 2011 Essentials: Does not use Client Access Licenses (CALs)  SBS 2011 Standard: Uses Server and CAL licensing model,where CALs can be assigned to Users or Devices All External users also need a CAL SBS Standard CALs can be used to access other Windows Servers and Exchange Servers on the domain  Premium Add-On: Any authenticated connect to SQL Server requires a CAL, whether user is internal or external

23. Upsell and Cross-Sell Opportunities Upsell Opportunities Cross-sell Opportunities Growing Within and Out of SBS 2011 Essentials and Standard

24. to SBS 2011 Essentials Upsell Opportunities Windows Home Server Windows Server 2008 Standard + BPOS SBS 2011 Essentials to SBS 2011 Essentials/Standard + Premium SBS 2011 Essentials/ Standard to Windows Server Foundation or Windows Server 2008 Standard SBS 2011 Standard

25. Cross-sell Opportunities

26. Growing within and out of SBS 2011 Within:  SBS 2011 Essentials + BPOS  Standard + BPOS  Standard Server + BPOS  Additional servers Out of:  SBS 2011 Essentials to Standard  SBS 2011 Essentials to Standard Server  Standard to Standard Server SBS 2011 Essentials SBS 2011 Standard Windows Server Standard BPOS No BPOS integration with SBS UX No integration out- of-the-box w/ BPOS on the server BPOS integration with SBS 2011 Essentials UX BPOS Add Windows servers to support additional workloads

27. Resources Sales and Marketing resources Training Resources Promotions and Offers

28. SBS 2011 Sales & Marketing Resources Brochures FAQ Sheets Product Datasheets Top Reasons to Buy Sheets Event-in-a-Box (Sales Presentation, Email Invites, Event Agenda) Business Opportunity Guide Sales Discussion Guides Telesales Scripts Web Banners Product Tour Overview Video

29. SBS 2011 Training Resources Distributor Sales Representatives Training Reseller Sales Training Partner Academy Live Sales Training (Classroom and Online Versions) Training Videos and Webcasts

30. Promotions and Offers Promotion #1 Promotion #2

31. Questions ??

32. © 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

33. Exciting Market Opportunity  Small Business (1-25 PC’s)  Broadband, multi-PC SBs without a server WW SB with PCs 36M No Server 27M (75%) Broadband connected 24M (90%) 1+ Server 9M (25%) SBS 2000 and SBS 2003 1 -1.5M (20%) *Source: AMI, SMS&P Data, MS Update data and MS Sales 36M small business entities worldwide. Of these*:  11M are lower small business (1-4 PCs)  25M are core small business (5-25 PCs)  27M (75%) do not own a server  The total market for these organizations is roughly $93B in hardware software and services. This market represents a large, untapped opportunity*:  Small business software spend worldwide was $6B in 2009, growing at 4.5% a year (2.8% in servers).  1.7 million new servers in just top 5 markets  Average spend on a first server is $1,360  Roughly 40%-50% of Windows Small Business Server sales in the past have seen the Distributors-System Builders Channel involved in one or more stages of the sales motion.

34. Sources: [1] Estimated using IDC data [2] Based on 2008 data from IDC Workloads Tracker (2009 release) [3] Total SMBs w/ PCs based on 2009 data from AMI (2H09) Bridging the SMB Cloud Opportunity Target: < 75 PCs On-Premise Windows SBS Standard Target: < 75 PCs On-Premise Windows SBS Standard [4] Microsoft Email Tracker, Jan. 2010.. Target: < 25 PCs Cross-Premise Windows SBS Essentials Target: < 25 PCs Cross-Premise Windows SBS Essentials