1. Partnering and Competing in the Portal Marketplace Gytis Barzdukas Group Product Manager SharePoint Portal Business Unit Microsoft Corporation

2. Agenda Portal Market Overview Portal Market Overview  Metrics and opportunity  Customer requirements  Futures Microsoft Strategy Microsoft Strategy  How we win  SharePoint Portal Server Competition Competition  Competitive context  Competitor strategies The role of partners The role of partners What to look for at MGB What to look for at MGB

3. The Portal Market Key metrics Key metrics  $ 2 billion WW market by 2004 [Merrill Lynch]  76% of F500 will implement portal within 2 years [Delphi, 2000]  18% of companies have corporate portals, 32% plan to build in the next 2 years [IDC, 2000] Organizations are targeting B2E first [Meta Group, 8/00] Organizations are targeting B2E first [Meta Group, 8/00]  78% employees  53% customers  32% suppliers

4. The Portal Market Multiple portals within an enterprise Multiple portals within an enterprise  Targeted at the business unit  At times coming from different vendors  Customers want to keep total at five or six Strong role for business decision-makers Strong role for business decision-makers  63% of portal efforts are driven by IT [Meta Group, 8/00]  52% of portal efforts are driven by IT [Delphi, 9/00]

5. Customer Portal Requirements Application Aggregation Application Aggregation  Presentation integration via web parts, portlets, gadgets, etc.  Schema integration  Cross-app workflow Content Aggregation Content Aggregation  Search, Topics, Catalogs  Publishing / Information Sharing Personal Experience Personal Experience  User and Role-based personalizaton  Role-based customization Integration with Collaboration Integration with Collaboration  Communities Management/deployment Management/deployment  Scale  Security  Extranet access

6. Portal Market Futures Shake out v1 [Gartner Group, 9/00] Consolidation [Meta Group, 12/00] 20012002200320042005 Two or three viable players [Meta Group, 12/00] Opportunity for organic growth – –40% of portals are being driven by BDMs – –Most organizations have multiple portals IT has increasing control – –Smaller set of portal efforts will be driven by BDMs (20%?) – –There will be fewer portals within orgs LORG IT departments will be in control – –Maybe 5% of portals will be driven by BDMs – –Most orgs will have enterprise portal infrastructure Shake out v2 [Gartner Group, 5/01]

7. Agenda Portal Market Overview Portal Market Overview  Metrics and opportunity  Customer requirements  Futures Microsoft Strategy Microsoft Strategy  How we win  SharePoint Portal Server Competition Competition  Competitive context  Competitor strategies The role of partners The role of partners What to look for at MGB What to look for at MGB

8. Microsoft Portal Strategy Rich integrated services Rich integrated services Best end-user experience through great MS desktop integration Best end-user experience through great MS desktop integration Differentiation through MS Research investments Differentiation through MS Research investments Flexible deployment for diverse adoption scenarios Flexible deployment for diverse adoption scenarios Best server application for the.NET platform Best server application for the.NET platform

9. SharePoint Portal Server Intranet Portal Solution Flexible portal solution that lets you find, share and publish information easily Flexible portal solution that lets you find, share and publish information easily  Easiest and most effective way to build and customize intranet portals  Simplest access to business information  Integrated document management unleashes portal productivity

10. Feature Highlights Easily Build and Customize Rapidly deploy an out-of-the-box portal Easily customizable using Web Parts technology Integrate into enterprise systems Internet and industry standard interfaces Leverage ASP and ADO to add web collaboration

11. Feature Highlights Simplest Access Industry-leading scalable search technology Access most important enterprise content Stay current using scalable persistent query services Automatically group content with auto categorization Low latency indexing Easily Build and Customize Rapidly deploy an out-of-the-box portal Easily customizable using Web Parts technology Integrate into enterprise systems Internet and industry standard interfaces Leverage ASP and ADO to add web collaboration

12. Feature Highlights Simplest Access Industry-leading scalable search technology Access most important enterprise content Stay current using scalable persistent query services Automatically group content with auto categorization Low latency indexing Portal Productivity Most intuitive solution for Office and Windows users Incorporate business processes around documents Easily manage security and access to documents Profile documents for better discovery Web browser as an alternative user interface Easily Build and Customize Rapidly deploy an out-of-the-box portal Easily customizable using Web Parts technology Integrate into enterprise systems Internet and industry standard interfaces Leverage ASP and ADO to add web collaboration

31. 29 November, 2000 “Editors' rating: llllm …Harnessing the information important to your company and making it centrally available is the idea behind Microsoft’s newest server “I was impressed with its features and usability…I easily added to the base portal …moved parts around on the screen, customizing the look and feel of the portal” 8 January, 2001 4 April, 2001 "SharePoint's a Hit: Microsoft's knowledge manager adept at pulling in data” “Microsoft SharePoint Portal is a whopper of a product” 4 April, 2001 “usability and integration with existing IT infrastructures can result in higher productivity with minimal new investment...offers a fast ROI without additional infrastructure or resources” 20 April, 2001

32. SharePoint Portal Server Strengths Strengths  Ease of deployment  Ease of use  Value proposition for BDMs  Flexible deployment  Search technology Weaknesses Weaknesses  Architecturally-motivated sales  Scalability  Top-down enterprise sales  Analyst community still not convinced

33. Agenda Portal Market Overview Portal Market Overview  Metrics and opportunity  Customer requirements  Futures Microsoft Strategy Microsoft Strategy  How we win  SharePoint Portal Server Competition Competition  Competitive context  Competitor strategies The role of partners The role of partners What to look for at MGB What to look for at MGB

34. Competitive Context Market is exceedingly fragmented Market is exceedingly fragmented  100s of vendors in this space  Revenue of largest vendors $35-50 million  Each approaches from their technology strength  Few pure play portal offerings Vendor tiers Vendor tiers  Tier 1: platform players  Tier 2: diversified ISVs  Tier 3: pure play ISVs Threats Threats  Undermine the Microsoft desktop  Undermine the.NET platform

35. Office Competitive Context Team Web Sites File Servers Internal Apps (RAID) Exchange & Notes 3 rd -Party Apps (Siebel) Internet Services (FedEx) News Feeds (Reuters) BI Systems (MSSales) Browser Windows

36. Portal Server Aggregation and Organization Structured Publishing Role and Preference Management Personalized Page Delivery Search, Browse, Subscribe Provisioning and Management Office Competitive Context Team Web Sites File Servers Internal Apps (RAID) Exchange & Notes 3 rd -Party Apps (Siebel) Internet Services (FedEx) News Feeds (Reuters) BI Systems (MSSales) Browser Windows

37. Portal Server Aggregation and Organization Structured Publishing Role and Preference Management Personalized Page Delivery Search, Browse, Subscribe Provisioning and Management Office Competitive Context Team Web Sites File Servers Internal Apps (RAID) Exchange & Notes 3 rd -Party Apps (Siebel) Internet Services (FedEx) News Feeds (Reuters) BI Systems (MSSales) Browser Windows KM\Collaboration Play (Lotus Discovery) LOB Play (SAP Workplace) Internet Play (Corporate.Yahoo) Pure Play (Plumtree, InfoImage, etc.) Infrastructure Play (Oracle, IPlanet, IBM)

38. Portal Server Aggregation and Organization Structured Publishing Role and Preference Management Personalized Page Delivery Search, Browse, Subscribe Provisioning and Management Office Competitive Context Team Web Sites File Servers Internal Apps (RAID) Exchange & Notes 3 rd -Party Apps (Siebel) Internet Services (FedEx) News Feeds (Reuters) BI Systems (MSSales) Browser Windows KM\Collaboration Play (Lotus Discovery) LOB Play (SAP Workplace) Internet Play (Corporate.Yahoo) Pure Play (Plumtree, InfoImage, etc.) Infrastructure Play (Oracle, IPlanet, IBM) Goal – Be The New Desktop Undermine the Platform

39. Competitor: IBM Offering Offering  WebSphere Portal Server Strengths Strengths  Breadth of functionality across the suite  Cross-platform Weaknesses Weaknesses  Overlapping functionality/complexity amongst servers  No proof that it works in a COM+/Windows environment  Requires purchase of Application Server How we win How we win  Ease of deployment  Ease of use  Application value  Question IBM/Lotus strategy  Global Services lock-in

40. Competitor: Lotus Offering Offering  Knowledge Discovery System Strengths Strengths  Broad knowledge management functionality Weaknesses Weaknesses  Complex  Slow; requires both DB2 and Notes databases  Requires Domino infrastructure for security  Auto-categorization functionality appear weak How we win How we win  Ease of deployment  Ease of use  Address real customer pain  Price  Question IBM/Lotus portal strategy

41. Competitor: Oracle Offering Offering  Oracle Portal Server Strengths Strengths  Single sign on  Scalability, speed and reliability Weaknesses Weaknesses  Requires Oracle 9iAS and Oracle 8i or 9i database  Complex to set up  Lacks indexing, document management or taxonomy services  Limited set of portlets How we win How we win  Ease of deployment  Ease of use  Application functionality  Price

42. Competitor: SUN iPlanet Offering Offering  iPlanet Portal, iPlanet Directory Strengths Strengths  Directory services for personalization Weaknesses Weaknesses  Buying the stack  Limited out-of-the-box functionality How we win How we win  Ease of deployment  Ease of use  Application functionality  Not designed from the ground up

43. Competitive Pricing Typically includes a mix of software and services Typically includes a mix of software and services Pricing largely on a per seat basis Pricing largely on a per seat basis  Merrill Lynch estimates pricing at $100/user  Gartner estimates pricing at $100-300/user  Lotus KDS is $395/user or $100,000 per processor  Does not includes document management functionality  Additional cost of $41/user and $11,000/server Per processor and per MHz (and other) alternatives are emerging Per processor and per MHz (and other) alternatives are emerging

44. Agenda Portal Market Overview Portal Market Overview  Metrics and opportunity  Customer requirements  Futures Microsoft Strategy Microsoft Strategy  How we win  SharePoint Portal Server Competition Competition  Competitive context  Competitor strategies The role of partners The role of partners What to look for at MGB What to look for at MGB

45. Portal Partners Variety of players who have built their offerings on Microsoft technology Variety of players who have built their offerings on Microsoft technology Have reinforced the MS platform in competitive situations Have reinforced the MS platform in competitive situations Most have/are developing Unix and/or Java alternatives Most have/are developing Unix and/or Java alternatives Offerings extend SharePoint Portal Server functionality Offerings extend SharePoint Portal Server functionality Long-term will provide value beyond the platform and SharePoint Portal Server Long-term will provide value beyond the platform and SharePoint Portal Server

46. Select Partners Plumtree Plumtree  Embedded SQL Server  Scalability on the Microsoft platform  Communities and collaboration InfoImage InfoImage  Microsoft-only technology bets  Federated architecture  Pivot Portal™ Technology  Innovative pricing

47. Select Partners SAP/TopTier SAP/TopTier  Adoption of Web Parts  iView Server for LOB integration  Unification Platform™ software CoreChange CoreChange  Personalization solutions based on Active Directory and SQL Server  Single framework for wired and wireless  Administration flexibility

48. Partners and SharePoint Portal Proposition Proposition  Work with partners to address customer needs  Embedded royalty program Process Process  Evaluate customer requirements  Understand the SharePoint Portal value proposition  Work with partners to address gaps

49. Agenda Portal Market Overview Portal Market Overview  Metrics and opportunity  Customer requirements  Futures Microsoft Strategy Microsoft Strategy  How we win  SharePoint Portal Server Competition Competition  Competitive context  Competitor strategies The role of partners The role of partners What to look for at MGB What to look for at MGB

50. What to Look for at MGB Additional web cast Additional web cast  Deployment Lessons Learned in RDP/JDP Marketing Session Marketing Session  Marketing the Office Solutions Sell Sable Sessions Sable Sessions  Corporate intranet scenario and others Hands on Labs Hands on Labs  Deploying and Customizing SharePoint Portal Server Chalk Talks Chalk Talks  Extending SharePoint Portal Server with Web Parts and WebDav  Managing Security and Roles in an Enterprise Environment Post Training Post Training  Implementing SharePoint Portal Server

51. What to Look for at MGB Competitive handbook Competitive handbook Technical sessions Technical sessions  Using SharePoint Portal Server as a Corporate Portal Solution (Repeat)  Using Office XP with SharePoint Portal Server (Repeat)  Publishing with SharePoint Portal Server (Repeat)  Programming SharePoint Portal Server's Search Engine  Organizing Content with SharePoint Portal Server  Deploying Large Scale Search Topologies (Repeat)  SharePoint Portal Server Development: The Top 10 Programming Tasks  Kicking the Tires on the SharePoint Portal Server Resource Kit  Building Third Generation Digital Dashboards (Repeat)  Building Advanced Digital Dashboard Web Parts