2. MAKE THE TREND YOUR FRIEND
Clayton Moulynox & Bill Vlandis
Based on findings by Capitalis Research into 150 SMB’s running Microsoft software.

3. A trend…is any form of behavior that develops among a large population and is collectively followed with enthusiasm for some period.

6. Cash flow, system downtime and business growth cause SMBs most pain
SMB Pain Points
Cash flow, system downtime and business growth cause SMBs most pain
Top 10 Pain Points for Australian SMBs, FY11
% of companies
SMB concerns centre around achieving sustainable business growth.

7. Solutions for Improving Cashflow
Open Value
Microsoft Online Services
Dynamics
Subscription
Licensing
Hosting
Services
Aurora
Resources:
Open Value: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link)
Subscription Licensing: as above
Microsoft Online Services:
Hosting Services: Newlease or Express Data
Dynamics:
Aurora:

8. Dynamics Lead Referral Program

9. Keeping IT systems up and running
Managed Services with SLA’s
Currency with Software Assurance
Microsoft Online Services
Intune
Resources:
Software Assurance: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link)
Microsoft Online Services:
Microsoft Blueprint for Managed Services Practice: partner.microsoft.com/australia (search “managed services”)
Intune: coming soon

10. SMB Technology Investment Priorities
SMBs rebounding from GFC with renewed focus on IT upgrades and consolidation
Top 10 Technology Investment Priorities
Cash flow pressures and reduced IT budgets had a substantial dampening effect on SMB IT infrastructure spend in FY10.
SMB technology investment expected to rebound in FY11 – with key priorities including:
Note: Multiple answers were allowed 0%
10%
20%
30%
40%
50%
60%
% of companies

11. Addressing Top Investment Priorities
Windows 7
Virtualisation
Desktop + Server
Solutions
Messaging:
“Simplify IT”
Windows Server 2008 R2
Mobility
Resources:
Windows 7:
Windows Server:
Windows 7 + WS better together: microsoft.com.au/smb/upgrade
Virtualisation: microsoft.com/virtualisaton
Mobility:
Solutions Messaging: Partner Marketing Centre (partner.microsoft.com/australia)
Standardising on anything but Windows 7 is crazy today. XP is EOLing, Vista is the red headed stepchild, and 7 is the Dux of the class, and waiting until marriage before giving it up, and all other things a parent would like of their child.
Customers will be upgrading pc’s
Call out the next two slides
Why windows? What version?
Use this to drive cross sell into WS and Virt.
Be able to position the benefits of Win Server and Windows
What are they?
Solutions around desktop and server virtualisation
Mini Campaign content. On solution and benefit messaging

12. Best cost saving and technology investments
Server virtualisation top of mind for SMBs in FY11
Best cost saving technology
Best technical investment
Note:
(1) n = 148;
(2) Excludes 2 non-responses
Notes: (1) n = 147; (2) Excludes 3 non-responses
% of companies
% of companies
Server virtualisation rated best cost saving technology and technical investment by > 40% of SMBs

13. SMB SaaS use and future intentions
SMB SaaS intentions
Of those not currently using SaaS, 17% expect to do so by the end of FY11.
83%
17%
Of the companies that we surveyed through Capitalis, by the end of of FY11, around 50% of SMBs will be using some form of SaaS.
Public IT cloud services will grow at over five times the rate of traditional IT
products. Worldwide revenue from public IT cloud services exceeded $16 billion
in 2009 and is forecast to reach $55.5 billion in 2014, representing a compound annual growth rate of 27.4%. This rapid growth rate is over five times the projected growth for traditional IT products (5%).
 Cloud will be an oversized contributor to IT industry
% of companies
“The top five most commonly used SaaS applications [by SMBs], in order, are: financials (accounting); ; sales; expense management; and customer service and support.”- Gartner May 2010

15. Positioning Cloud Solutions
Flexibility
No large up-front software costs
Security and reliability
Pay only for what you use
Always current
Reduced costs and complexity
"Overall, our IT costs have reduced by 40%“ Trish Brown, Red Dingo
Resources:
(Communications and Collaboration)

16. Bringing the Cloud into the Microsoft Partner Network
3 cloud customer references
3 deals sold with 150 seat minimum in total
Partner solution plan (PSP)
USD $1,850 pa of no competency
Sign Agreement
Get Trained
Pass Assessment

17. What now? Start today Take advantage of APC sessions
Distribute to team members.
Discuss with customers
Attend the workshops “Use the force” and “Sell yourself”

18. Questions?