1. Delivering Business Productivity
TEL02
Ro Kolakowski
Company Partner
6th Street Consulting
MPN partner since 2006
SharePoint
Delivering Business Productivity
Talal Alqinawy
Industry Director SaaS Hosting Solutions
Lisa Slim
Microsoft Alliance Business Manager
Hewlett-Packard
MPN partner since 1989
HP Enterprise Business

2. Agenda
Landscape
Differentiation
Roadmap

3. Increasingly Demanding Environment
11/11/2018
Increasingly Demanding Environment
11%
of information workers visit social networking sites for work
CONSUMERIZATION OF IT
INFRASTRUCTURE COST AND COMPLEXITY
70%
of IT budgets is spent maintaining inflexible & siloed data center equipment
80%
of large enterprise IT managers are at least in trial stage for cloud computing initiatives
RISE OF THE CLOUD
4million
millennial enter the workforce each year
MULTIGENERATIONAL WORKFORCE
MOBILE AND DISTRIBUTED WORK
84%
of organizations have a remote workforce

4. Hosted Today?

5. Hosted E-mail Today? Hotmail Yahoo Lycos Mail.com Excite Google AIM
GMX Mail
Gawab.com
FastMail
BigString
Lavabit
Zapak Mail
Myspace Mail
HotPOP
My Way Mail
Care2
Freeola
Bluetie
contactOffice
Draze
FastMail
LuxSci
Mail.ru
Mail2World
Mymailshare
MobileMe
O2 Webmail
Opolis
Ovi Mail
Rackspace
Runbox
Seznam Mail
Shtrudel
Intermedia
Apptix
Netaddress
Walla!
PostMaster
ZapZone
PookMail
Dodgeit
Doramail
XasaMail
MyRealBox
Hushmail
ThatWeb
FlashMail
Caramail
Juno WebMail
ICQMail
Fuzzmail
MauiMail
GodMail
Byke
abcdefghijklmnopqrstuvwxyzabcdefghijklmnopqrstuvwxyzabcdefghijk.com
Rackspace
Appriver
Fasthosts
Cobweb
Comcast
Telus
Bell Canada
Verizon BT
Swisscom
Verio
AppRiver
Telecomputing
Green
Cloudmore
Star
RISC
NTT
Lazio
Bogota
Netplexity,
Thomson Reuters
ExchangeMyMail
J2 Global
Telenor
Telstra
IntY
TNZ
Outsourcery
ElephantOutlook
Internet Solutions

6. Hosted E-mail Providers
Hosted Today?
More than
5000
Hosted Providers

7. Differentiation and Value Add
Business Class
Web Hosting
Security products
Storage & Backup
SLA
Accounting Software
Private Clouds
Verticals
Support
Business Model
Managed Service
Network Bundle
LOB
CRM
System Integration
Web Conferencing
Archiving & Compliance
Unified Communications
Collaboration

8. Building a Cloud Offering
SOFTWARE
AS A SERVICE
PLATFORM
AS A SERVICE
INFRASTRUCTURE
AS A SERVICE
IT AS A SERVICE

9. The Cloud Offerings Customer Segments Core Bundles License Service
From Microsoft
Syndication
Shared SaaS Cloud
Dedicated SaaS Cloud
IaaS

10. Licensing Models to Fit Partners’ Needs
Julia
PRISM FY11
11/11/2018
Licensing Models to Fit Partners’ Needs
SPLA Productivity Suite
Cost per seat $/month/seat
Exchange 1.75
-40%
Exchange Standard
SharePoint Standard
Lync Enterprise
SharePoint 2.65
4.98
Lync 3.90
License Mobility
SAL for SA for public cloud offerings: Volume Licensing customer with Software Assurance
License Mobility for private cloud offerings: Server and CAL mobility
© 2010 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.

11. Economies of Scale in Hosting
COGS to run hosting environment with
Exchange Server 2010 SP1
SharePoint 2010
OCS R2
Cost includes
Labor cost
Hardware cost
Portal cost
CoLo cost
Bandwidth
Overhead
No MS Licenses
Competing, feature parity, growth,small business p1
For 1000 users it is $108
Users COGS $/User $ $ $ $ $ $ 4
Source: Implement.com

12. Partner Hosted Solution Roadmap

13. Partner Hosted Messaging and Collaboration
Available Now!
Benefits
Reduced TCO by ~50%
Higher scale and reliability for carrier grade messaging
Simplified provisioning
Available Now!
Benefits
Intranet Collaboration
Internet Content Management and web publishing
Document Management
Lync Server Multi-tenant support CY2011
Benefits
IM and Presence
P2P Voice and Video
Web and Video conferencing and one-click desktop sharing
Single number reach and calling “from work” from anywhere

14. Exchange 2010: Hosting Ready Native Multi-Tenant Support
Native multi-tenant In Service Pack 1
Install with setup/hosting
Deploy
Powershell cmdlets (e.g., New-Organization)
RBAC (Role-Based Access Control)
Org-Level Control Panel
Manage
Partner hosting remains strategic part of our business, and have a lot of partners who offer value and differentiation to their customers
Continue to support you to grow the business
Native multi-tenant support
Learning from our investments and datacenter
Manage thorough familiar tools
Significant value for service providers, by reducing COGS and TCO , and improving end user productivity
In parallel with our MS online investment, we recognize that some service providers will continue to host our software and offer it to their end customer, where they will offer differentiation , value and scale it is imperative for us to make them/you succeed,
This differentiation can be in the form of meeting certain data sovereignty , regulations and compliance, addressing vertical solution , attaching a core service or app, there are a number of ways
To do that, and grow our business with service providers, we are offering Exchange for the first time to be natively multi-tenant, out of the box, leveraging our learning's and investments over the last 3-4 years from our own datacenters and sharing it with you.
To make things simple for hosters from planning and deployment, to operations and management, things like if you remember in HMC deployment guide, before you can have the first tenant you had to read dozens of pages , pre install and configure a lot of custom code,
In Exchange 2010 , we start by enabling that right from the setup command line, setup /hosting, and will turn on all the multi-tenant features we have for you in SP1
From that point forward, it is not very different from any other Exchange deployment
Everything is based on powershell, a new command like New-Organization to create your tenants, and then you attach a parameter to regular cmdlets like new-mailbox to indicate which tenant you want. And so on
And then service providers will benefit from the innovation we put in Exchange storage, and high availability to cut down COGS for you in storage, operations , we will talk about that later today
We also have EWS and customization features that empower you to differntiate and add value to your end customer
Estimated 50%+ reduction in TCO
Simplify high availability with Database Availability Groups
Ability to extend and differentiate
Value

15. SharePoint 2010: Hosting Ready Native Multi-Tenant Support
New Hosting Opportunities
Intranet
Blogs, Wikis, Team Sites!
Differentiate with SharePoint applications
Anywhere access with mobile based interaction with people and content
Richer reports, data visualization and easy sharing
Web Publishing
Hosted public websites with web content management
Monitor usage and obtain data analysis and reporting on site usage
Rich media and Silverlight integration
Document Management
Intuitive interaction with content through Office
Fast discovery and search content metadata and tagging
Pervasive records and digital asset management and legal holds
Metadata and tagging managed by same services

16. Three Tiers Enterprise, Standard and Foundation

17. Scenarios for Business Communities
Idea Exchanges
Learning and Development
Knowledge Management
Centers of Excellence
Customer Communities
Communities of Interest
Customer Service
Employee Support
Professional Networking
New Employee On-boarding
Scenarios for Business Communities
So now, how can you use a Business Community Platform to solve some of the specific problems in your organization? Business Communities are useful in scenarios that range across the departments in your organization – from Sales & Marketing, to Research and Development. Instead of specific point solutions for each department, an enterprise-wide Community Platform like SharePoint can help you realize cost savings through consolidation, as well as standardize processes/policies to increase efficiencies and transparency across departments.
Some of the business scenarios that can benefit from a Community Platform include:
Professional Networking – usually run out of the HR department, professional networking and career development programs are important to help retain and grow employees.
Communities of Interest – a natural, informal virtual gathering place where like-minded individuals can share their knowledge and participate in the discussion. Communities of Interest can help spur innovation and identify thought leaders within the organization.
Centers of Excellence – a more formal, facilitated community to highlight best practices and share resources.
Learning & Development – often times a huge investment for enterprises, community-based learning platforms are much more cost-effective, and also usually also more relevant and useful for employees since the content can be peer-to-peer shared and rated, as well as being constantly updated.
Idea Exchanges – collecting and making use of the innovative ideas of your people at all levels of the organization can be a big challenge. And over-engineering this process can also lead to disappointing results. Communities offer a natural forum for ‘ideation’ where your people can freely share their ideas, and comment/rate each other’s ideas.
Knowledge Management – much of the collective knowledge of an organization doesn’t reside in databases or repositories. Instead, it may be in a blog post or discussion forum. A centrally managed, secure Community Platform can help organize, protect and make sense of an organization’s unstructured data.
Customer Communities – as well as internal employee communities, more and more companies are looking to strengthen relationships with their customers through interactive, participatory communities. Having the same platform for internal and external communities allows you to scale more efficiently and internalize learnings and customer feedback more easily.
Customer Service & Employee Support – with the focus on cutting costs in today’s economic climate, communities represent a great opportunity to streamline an organization’s customer service and employee support capabilities. Community-based support services allow your customers and employees to help each other and find the information they are looking for without a costly phone call or service request.
New Employee On-boarding – first impressions go a long way to establishing employees’ attitudes toward the company. And helping new employees get up to speed quickly and establish a sense of belonging, not only helps your bottom line through productivity gains, but also helps employee retention and morale. Existing communities that a new employee can plug into immediately helps them establish that sense of connection to your company, as well as helps them find resources/people to start doing their job.
Your Business HR
Research and Development
Sales and Marketing
Customer Support

18. Differentiate with SharePoint Solutions Build your own or partner with SharePoint ISVs
Employee Payroll Portal
Offline Order Entry
Product Catalog
Job Candidate Applications
Delivery Scheduling
Insurance Process
Executive Dashboard
Request For Proposals
Contract Generation
Compliance Reviews
Sales Reports
Customer Profiles
LOB Integration
Human Workflow
Document Processing
Reporting and Analysis
Rapidly create no-code collaborative solutions With a rich set of building blocks across a broad set of business scenarios
This is how Service providers can stand out, become unique and differentiate ,
By building their own targeted solutions using SP building blocks or partnering with SP ISVs
Application Experience
Web Sites
SharePoint
Portal Wikis Doc Sets BCS Forms Workflows KPIS People Search Visio Services
Web Part Framework Blogs Tags Doc ID SharePoint Designer Reporting Dashboards Access Services Enterprise Search
List Relationships Web Edit Managed Taxonomy External Lists
Navigators Folksonomies Expertise Silverlight Integration
Excel Services Offline Tag Cloud Metadata
InfoPath Web Part Org Chart Browser BI Slicers Conditional Formatting

20. Operator Business Models with Lync
Communications/productivity services on premise or in cloud
Target Customer
Enterprise & Medium Business
Enterprise & Medium Business
Small & Medium
Business
Small & Medium
Business
Customer’s
Premise
Operator
Cloud
Microsoft’s
Cloud
Operator delivers holistic communications and productivity services leveraging the Microsoft platform on customer’s premise or in the cloud
There are a number of ways you can sell Lync:
Customer’s Premise: You can help customers design, build, support and maintain on-premises implementation for Lync. This is primarily for enterprise and medium businesses that have the requirements and the budget to do this. In addition to SI revenue, you can also make money from other services such as SIP Trunking, maintenance and support revenue. This should result in a net positive for you.
Operator Cloud: Microsoft also offers a business model for operators to host Lync alongside other components of Office 365. You have the ability to create a hosted service for Lync and provide it to customers as makes sense for them. That’s a new revenue stream for you. Cloud is becoming important to end customers. This can be a great opportunity for you to get into the cloud business if you haven’t done so already.
Microsoft’s Cloud: in addition to this, if it makes sense, especially for small and medium businesses, Microsoft can partner with you to refer business to the Microsoft cloud. You retain the customer relationship and you make money from implementing the Lync solution on the Microsoft cloud. You don’t have to expend the effort and expense of creating the cloud infrastructure—we already have that available, and you can white label it.
The following is not presented on the slide but is provided here for discussion:
Sales and Implementation Scenario for Partners
Customer’s Premise
Custom offer
Custom deployment and management on-premise
Full Enterprise PBX capability
Federation with Exchange online available
Partner’s Cloud: Dedicated
Custom deployment & management
Full Enterprise PBX capability
Partner’s Cloud: Shared
Fast deployment & management
Enterprise voice *
* PBX capability feature work in progress
Microsoft’s Cloud
Standard offer
Economy of scale
Fast deployment and management in the cloud
Softphone capability
Operator
Business Model
Managed services
provider
Hosted UC&C
service provider
Dedicated
Hosted UC&C
service provider
Shared
Syndication
reseller

21. UC Partner Revenue Model
SI Services
Plan Services
Business Productivity Infrastructure Optimization
Use Case Mapping
Business Value Assessment (ROI)
Design Services
Architecture Design Sessions/Service
Network & Infrastructure Readiness Services
Dial Plan Design
Survivability Design
Implement Services
Server & Software Deployment and Commissioning Services
Gateway / Survivable Branch Deployment and Commissioning
Managed Services
Survivability Management
Managed Survivable Branch
Data Centre in IDC
Fault Management
Call Handling, Triage & Dispatch
Policy Management
Policy Configuration & Management
Performance Management
Bandwidth Services
IP Trunking
Internet Access
Transparent LAN Service
MPLS
Wavelength Services
Mobility Data Plans and Devices
UC Ecosystem Partners
Servers. Gateways, Devices, 3rd Party Software
Hosted Services
Microsoft Licensing

22. Lync 2010 Connects People in New Ways
Instant Messaging
and Presence
Audio, Video,
Web Conferencing
Enterprise Voice

23. Lync is an Extensible Platform for Others
Embedding Presence
Workflow & LOB
Integration
INDUSTRY STANDARDS
Contact
Center
Custom
Applications
SINGLE SET OF APIs &TOOLS

24. Lync Hosting Pack Features
Presence
Contact List
P2P IM, audio, video
Inter-tenant federation
PIC IM&P
Pic audio/video /WLM
P2P data conferencing
P2P File share, slides
P2P desktop/app sharing
Video Conf over IP
Audio Conf over IP
Audio Conf via ACP
PSTN via Lync
Escalation to voice
Voice policies
Hold
Transfer/forward
Simul-ring

25. Control Panel Vendors/SIs
Partners building innovative solutions

26. Go-To-Market IT as a Service Cross-sell and Up-sell Wholesale Model
Channel
Public Sector
Differentiation:
Support and SLA
Network Bundles
Application bundles
System Integration

27. Questions

28. Exchange 2010 SP2
Support for multi-tenant hosting Exchange without /hosting mode <known risks: data leakage>
Microsoft recommends using/hosting mode for multi-tenant Exchange hosting
On-boarding control panel vendors for SP2 support
Support for Address Book Policies “GAL Segmentation”
SP2 coming H2 2011

29. SharePoint Resources SharePoint 2010: SharePoint 2010 on TechNet
SharePoint 2010 on TechNet
SharePoint 2010 on MSDN
SharePoint 2010 HDA
Download SharePoint Foundation for SPs
SharePoint 2010 For End User Links
Getting Started with SharePoint Server 2010
HA aspx
End User Training
us&section=2

30. Enabling Partner Hosted
Out-of-box Solution by 3rd Party ISV Sod Party ISV
Scenario 1
Scenario 2
Developed by Service Provider
Control Panel UI
User Administrator
Service Administrator
Reseller Administrator
Service Logic
Workflow
Service Plans
Resource Management
Billing/Reporting
User Profile
Provisioning
Hosting Deployment Accelerator
Plan and Design
Deploy
Operate and Manage
Sales and Marketing
Licensing
Native Multi-Tenant Products
Service Provisioning APIs
Service Configuration APIs
Dynamic Data Center Toolkit
Microsoft Confidential

31. TechReady12
11/11/2018
© 2011 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.
© 2011 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.