2. Welkom Microsoft Hosting Roadshow 16 december 2004

3. Wouter van Hulten Business Manager Service Providers – Microsoft NL

4. 13.00-13.25Welcome to the Hosting Roadshow Microsoft Hosting Strategy – Working together to build the market Wouter van HultenBusiness Manager Service Providers Communication Sector - Microsoft NL 13.30-14.30Windows Based HostingThomas de KlerkHosting Specialists – InfoSupport 14.30-15:00Break 15.00-15:20SybariSasa RadosevicProduct Manager EMEA 15.20-15:40FenestraeChris GerritsenBusiness Development Manager 15:40-16:00ViaNetworksPascal WalschotsDirector Private Label development 16.00-16:30Software Spectrum - Working with Microsoft – Strategies for helping Microsoft Licensing work for you Uko PijnenborgServices Manager - Software Spectrum 16.30-17:00The Microsoft Partner Programme Closing remarks Wouter van HultenBusiness Manager Service Providers Communication Sector - Microsoft NL Questions & Answers Agenda Hosting Roadshow - 16 dec

5. Partnering with Microsoft to build a successful Hosting business

6. A business that is maturing Web Hosting is following the expected adoption pattern After the fallout, survivors are becoming profitable Hosted applications and other high-value-added services are gaining in popularity The ASP Hype Cycle: A wild ride that isn’t over yet Source: The Gartner Group – xSPs To Become Next Wave in Applications Outsourcing – 14/8/2002 Technology trigger Peak of inflated expectations Trough of disillusionment Slope of enlightenment Plateau of productivity SMB holy grail Software “Templates” E-business hype” ASP Gold rush Harder than It sounds ASP failures Dot-com implosion Investment dries up Net – native software ASP license models xSP gets thoughtful consideration Standard Option for Accessing Software functionality Visibility Time 1998-1999 200020012002-2003 2004+

7. Market situation 19992004 Market ASP little awareness High IT spend Customized infrastructure Top priority  Time to market No pay-as-you-go supplier model SMBs technology adverse Market Customers aware of ASP model IT focus on cost reduction and ROI Customers focus on core business Top priority  ARPU & stickiness Pay-as-you-go  SPLA SMBs see value on technology Technology Expensive broadband ASP ready apps scarce No prescriptive solutions No reference architecture OSS / BSS not ready for hosted apps Technology Broadband commoditizing More ASP apps Prescriptive solutions available Reference architecture available OSS / BSS apps for hosted apps

8. Computing Services Data Communication Services “Coupled” Services Colocation Shift in Asset Location Managed Hosting Shift in Asset Management Shift in Asset Capitalization Shift in Asset Management Shift in Asset Capitalization Shift in IT Skills Location Shift in Asset Ownership Shift to Software as Service Shift in Asset Ownership Shift to Software as Service Managed Services Shift in Technology Web hosting  software as a service =.NET

9. Microsoft Hosting resources Dedicated Solutions team in Redmond Dedicated Sales and Marketing team in EMEA – Hosting Solution Sales Specialists – Technical Hosting Specialists – 2 EMEA-wide SPLA resellers: HP & SSI – Dedicated marketing programmes and resources Dedicated Netherlands team – Dedicated Outsourcing Technical Specialist – SI Partners: eQuest, InfoSupport

10. Microsoft Hosting strategy Partners Solutions Licensing Technical Tools Marketing Tools

11. What is a Microsoft ‘Solution’?

12. Product to Solution Paradigm Shift in Strategy Product CompanySolutions Company Partner Eco System

13. Integrated solutions Hosted Exchange Windows Based Hosting Hosted SharePoint Shared Web Hosting Dedicated Web Hosting MPS ADS MOM SMS AD

14. It is not only about great technology End user white paper End customer presentation Service provider TCO calculator Service provider directory http://www.spdirectory.com

15. Who are Solution Partners? Software Partners – Ensim, Fenestrae, Sybari System Integration – US: eQuest, Implement.com – Netherlands: InfoSupport, eQuest Training – InfoSupport, eQuest

16. How about Licensing?

17. How about Marketing?

18. SharePoint Campaign Service Provider End-users Hoster Readiness End-user Demand

19. How about Technology?

20. How can we learn about technology? Training & Knowledge Transfer – Hosting Roadshow – Architectural Design Sessions – Proof of Concepts – Prescriptive Architecture Guides (PAG) and tech doc – Website: www.microsoft.com/hosting Sales tools & Marketing kits Support – Solution specific Microsoft Support Services Online support

21. Summary Market development Microsoft Hosting Strategy Solutions Roadmap Partners Marketing Market development Microsoft Hosting Strategy Solutions Roadmap Partners Marketing

22. This afternoon Windows Based Hosting Software Partners Service Provide Licensing Question & Answer Windows Based Hosting Software Partners Service Provide Licensing Question & Answer