Small Business Partner

Sales & Technical Training

Mary Ashe-WintonSmall Business ManagerMicrosoft Ireland

Morning Agenda

9:30 – 11:00 How to sell & position SBS 2003

How to position Windows Mobile

11:00 – 11:15 Break

11:15 –12:00 How to solution sell Office & Sharepoint

12:00 – 12:30 Preparing customers for the Future

Afternoon Agenda

12:30 – 1:30 Lunch

1:30 – 2:30 Best Practices for SBS Implementation

Best Practices for Mobility Implementation

2:30 – 2:45 Break

2:45 – 3:45 Configuring Push Email on SBS 2003

Configuring Push Email on Windows 2003

Customising Sharepoint if time permits

Introductions

Meet the Small Business Team

Introductions

Today’s Objectives !

Understand the Irish Market Opportunity

To be able to select and use the right tools / solutions to engage a prospect

Demonstrate the solutions in a clear and engaging manner

Building customer loyalty through developing an annuity stream for your business

What’s your Top 3 Objectives ?

What’s our market ?

Source : Report of the Small Business Forum http://www.forfas.ie/sbf/index.html

Business Pressures

Small Company is Business driven

Rarely have a dedicated IT Manager

No formal IT strategies

Price sensitive / Cash is key

Understand the dependence on IT, but don’t enjoy it

A Solution is more important than a product

Mobility : Tele-working

96% of regular home workers feel as efficient as their office colleagues

89% prefer their home physical surroundings to traditional workplaces

“People who live within the commuter belts around the greater Dublin region can spend up to 20 hours a week commuting

: Source WDC Press Release issued 29 November 2005

Microsoft Solutions

•Windows XP Pro•Office Small Business Edition•Biz Contact Manager

•Small Business Server•Windows XP Pro•Office SBE•Sharepoint•Windows Mobile Devices

•MBS Solutions (CRM)•Small Business Server•Sharepoint•Windows XP Pro•Office Professional•Windows Mobile Devices

Less than 4 PCs

Up to 25 PCs

Over 25 < 75 Devices

Microsoft Small business product stack

Microsoft Solutions

1 Small Business Server 2003 Sp1 (R2 soon)

2 Windows Mobile 5 (Push Email)

3 Office 2003 do much more with Sharepoint

4 Future proofing with OVS

Solution 1 Small Business Server 2003

Remote access a key feature of SBS Remote Web Workplace only in SBS

Standardize on Premium ISA 2004 and SQL 2000 & Frontpage

Exchange with Service Pack 2 Everything you need to implement push email with Windows Mobile & Info Store up to 75GB

Best fit Customer Intro

True or False ?

1. SBS can be the only server in an SBS Network

2. There can only be 1 Domain Controller

3. SBS can support multiple branch offices

4. SBS is not suitable for more than 30 users

5. SBS cannot be upgraded past 75 users / pc’s

SBS 2003 Facts

Can have multiple Windows 2003 Servers

Multiple Domain Controllers is no problem

Can easily scale to 65 users as long as the SBS Server is properly specified and the correct number of servers included.

The Transition Pack removes 75 user limit

SBS 2003 R2Licensing Extended

Windows Software Update ServicesInstalled automatically and tightly integrated

Ready for Push Email out of the boxExchange 2003 SP2 pre-installed

Latest service packs pre-deployed

SBS 2003 R2 expanded CAL Rights

SBS 2003Additional servers can be added to the SBS 2003 network.The SBS 2003 CAL entitles users/devices to access data on additional Windows Servers in the SBS 2003 network.The SBS 2003 CAL does not entitle users/devices to access data on additional Exchange or SQL Servers in the SBS 2003 network.

SBS 2003 R2Customers gain expanded SBS 2003 CAL rights providing access to additional:

Exchange 2003 StandardSQL 2005 Workgroup

Customers will still need to purchase the server licenses for Ex 2003 and SQL 2005 Customers will not be required to purchase new SBS CALs.These expanded CAL rights apply only to Exchange 2003 and SQL 2005 Workgroup servers joined to the SBS 2003 R2 network.

SBS 2003 R2 Availability

Release-to-Manufacturing: SBS 2003 R2 was RTM this month

General Availability: Mid to Late August

Pricing: Specific pricing has not been announced.

Check www.microsoft.com/sbs for updates.

Obtaining SBS 2003 R2

*Timeframe will depend on the RTM of the localized version of SBS 2003 R2

Customer Type

Software Assurance?

Need to purchase new server license?

How to Obtain SBS 2003 R2

Existing SBS customer

Yes- SA contract must be current when SBS 2003 R2 RTMs

No Through normal channels for a nominal shipping and handling fee

Existing SBS customer

No Yes Version Upgrade SKU via retail to upgrade from previous version (4.0, 4.5, 2000, 2003) to SBS 2003 R2

New SBS 2003 customers (Technology Guarantee Program)

No No- Purchase between March 1, 2006 and 60 days after SBS 2003 R2 RTM*

- Must purchase through OEM or System Builder

Details to be confirmed

Demonstrate to the Customer

Remote Web WorkplaceQuick access to Outlook Web Access

Quick access to their XP Pro Desktop

Quick Access to Sharepoint

Quick access to VPN Connection to Network

Link: Remote Web Workplace

Outlook over the Internet

Top Features and Benefits

Top ten reasons to purchase a server with Microsoft® Windows® Small Business Server 2003*

Your prospects need to:

• Create a central and secure place to store critical business information.

• Guard against data loss.

• Ensure network security, thoroughly and easily.

• Keep their business up and running.

• Access information from virtually anywhere, at any time, and with any device.

• Improve team performance with collaboration tools (internal company website and integrated e-mail).

• Increase sales and reduce costs by analyzing and managing your business with line-of-business applications.

• Reach more customers and serve them better, all day, every day.

• Get up and running quickly and easily.

• Get a platform that is easy to grow with today and tomorrow.

*Prospects who already have a server must purchase another Microsoft® Windows® Server operating system. The Value of SBS 2003

Dealing with objections - example

Objection Why What to doI don’t have time to learn new software eg I’m using SBS 2000 and don’t see the reason to move?

Worried about deployment impact and re-training

“if you’ve used one Microsoft product you’re ready for this new software. They are all based on windows and you’ll pick it up straight away. Also every part has new intuitive wizards to guide you through every task”

What I have works just fine. Ill just use that.

Perhaps feeling that they don’t get the most out of what they have

“Microsoft solutions make sense for how you work today, not just tomorrow. We can help you improve your productivity right now.”

Solution 2

SBS & Windows Mobile 5

Windows Mobile Architecture

Exchange 2003SP2 Front-End

Exchange 2003SP2 Servers

Internet orPrivate Circuit

GPRS/3G

WiF Hotspots

Smartphone

PDA

Corporate DMZ Corporate Network

ISA Server

WM5 withMSFP

WM5

Or use 1 Small Business Server 2003 with

Exchange SP2

The Facts

Over 5 million connected Windows Mobile devices sold last year worldwide

Largest single Deployment 500,000 WM devices sold to US Census Bureau

Windows Mobile has 49% worldwide share of the mobile data market vs Blackberry’s 25% share (source IDC 2006)

The Irish Factor

Irish Independent 25th May 2006

4 Page Spread on Mobile Solutions

Vodafone Ireland & HP have a new promotion which will see a Vodafone Mobile Connect 3G card bundled with every HP business laptop

Partner Benefits

Windows Mobile because

€ Upgrades to SBS 2003 / Exchange 2003

€ Configuring Windows Mobile handsets & server

€ Growing relationship outside IT

€ Managing and Securing mobile devices

€ Driving new mobility projects

More than Mail…

Communication

Personal Info Manager (PIM)

Document access

Security

Phone

Applications (CRM)

Multimedia Capabilities

Better than Blackberry

More than mail..

More cost effective

No additional server

Easier to manageManage like any other device

More secure

No additional licensesIf licensed for exchange and user CAL

Easy to Secure and Manage

Free Mobile Administration Tool

Secure Web based Console

Remotely erase compromised mobile devices.

View a list of all devices being used by any user

The Solution Sharepoint integrated with Office 2003Out of the box SBS intranet site

Easy team-site set-up

Central access to shared documents

Manage holiday bookings

Document sharing work inside Office 2003

External access

Over 30 new templates online

Absence and Vacation Schedule Board of Directors Case Work Management Change Management Classroom Management Competitive Intelligence Employee Activities Site Employee Timesheet and Scheduling Employee Training Event Coordination Expense Reimbursement Help Desk HR Programs and Services IT Developer Team Site Legal Document Review Workflow

http://www.microsoft.com/technet/prodtechnol/sppt/wssapps/default.mspx

• Loan Initiation Management • Marketing Campaigns • Meeting Management • New Product Development • Performance Review • Professional Svcs Contracts • Professional Svcs Site • Project Team Site • Public Official Activity • Public Relations Work Site • Publication Editorial Review • Recruiting Resource Center • Request for Proposal

Management • Room and Equipment

Reservation • Travel Request

In Summary

Improved individual and team productivity

Improved business processes

Improved customer service and relationship

Great return on investment

Improved company operating efficiency

Great revenue opportunities for you

OVS Licensing Placeholder

6 or 7 slides from Adrienne

Key summary

What type of small business customer are they?

Innovator to laggard

Which solutions solve their problems?Secure email

Working remotely

Sharing knowledge

How do we efficiently move the customer from plan to support?

From problem to purchase

Technology Assessment Toolkit

Contains information on key small business technologies:Windows Small Business Server 2003

Microsoft Office 2003 Small Business Edition

Microsoft Windows XP Professional

Microsoft Windows Mobile

Microsoft CRM 3.0.

Based on best practices of Microsoft partners, the Toolkit offers a step-by-step guide to identifying prospects' business and technology needs and laying the groundwork for long-term relationships.

Call to Action

SBS – deploy internally

Use Windows mobile devices

Start selling mobile solutions

Office – attach right version/license type

Thank you for your time Let us know if we can help

New mobility collateral and related slide deck

http://www.microsoft.com/ireland/partner/campaigns

Adrienne Rutherford (Business Queries)

v-adrier@microsoft.com

Mark Mulvany (Technical Queries)

V-mamulv@microsoft.com

Training Office Online

http://www.microsoft.com/office Build your skills at your PC with Microsoft eLearning Library

http://www.microsoft.com/mspress/business

Reference Office Online Newsletters

http://www.microsoft.com/office/using/newsletter.asp Office System 2003 Editions Microsoft Press Books

http://www.microsoft.com/mspress/office/office2003/learning.asp

Certification Access your skills - http://www.microsoft.com/assessment Become an expert - Microsoft Office Specialist Certification

http://www.microsoft.com/traincert/mcp/officespecialist

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