1. Small Business Partner Sales & Technical Training Mary Ashe-Winton Small Business Manager Microsoft Ireland

2. 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

3. 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

4. Introductions Meet the Small Business Team Introductions

5. 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

6. What’s your Top 3 Objectives ?

7. What’s our market ? Source : Report of the Small Business Forum http://www.forfas.ie/sbf/index.html

8. Business Pressures

9. 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

10. 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

11. Microsoft Solutions

12. 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

13. 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

14. 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

15. Best fit Customer Intro

16. 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

17. 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

18. SBS 2003 R2 Licensing Extended Windows Software Update Services Installed automatically and tightly integrated Ready for Push Email out of the box Exchange 2003 SP2 pre-installed Latest service packs pre-deployed

19. SBS 2003 R2 expanded CAL Rights SBS 2003 Additional 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 R2 Customers gain expanded SBS 2003 CAL rights providing access to additional: Exchange 2003 Standard SQL 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.

20. 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.www.microsoft.com/sbs

21. 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 NoThrough normal channels for a nominal shipping and handling fee Existing SBS customer NoYesVersion 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 - Purchase between March 1, 2006 and 60 days after SBS 2003 R2 RTM* - Must purchase through OEM or System Builder Details to be confirmed

22. Demonstrate to the Customer Remote Web Workplace Quick 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 Remote Web Workplace Outlook over the Internet

23. 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

24. Common Objections What problems might there be with the new products or solutions? What objections might people have to implementing the solutions?

25. Dealing with objections - example ObjectionWhyWhat to do I 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.”

26. Engagement challenges Understanding where you are in the customers buying cycle Understanding where your competitors are in the customers buying cycle Understand what activity and thinking is taking and has taken place Moving the customer Deepening relationships and building trust.

27. Solution 2 SBS & Windows Mobile 5

28. Windows Mobile: Coming on Strong

29. Windows Mobile Architecture WM5 Or use 1 Small Business Server 2003 with Exchange SP2

30. 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)

31. The Irish Factor Irish Independent 25 th 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

32. 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

33. More than Mail… Communication Personal Info Manager (PIM) Document access Security Phone Applications (CRM) Multimedia Capabilities

34. Better than Blackberry More than mail.. More cost effective No additional server Easier to manage Manage like any other device More secure No additional licenses If licensed for exchange and user CAL

35. 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

36. The Solution Sharepoint integrated with Office 2003 Out 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

109. 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

110. Phase 2. Establish team working capabilities Helps to improve company compliance, efficiency and productivity through Web-based team workspaces and Integrate the team working features Integrate functionality into the productivity tools that the workers use every day helps improve user efficiency and productivity. SBS Sales process after Phase 1

111. 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

112. OVS Licensing Placeholder 6 or 7 slides from Adrienne

113. 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

114. There is a huge opportunity for services Source: Giga Information Group 2004 Hardware and software services, operations, telecom, people, & training expenses 80-90% 10-20% If your customer had an IT dept. what would it need to do? Hunting for driver updates Feeding CDs to computers Flashing firmware Inventorying by hand Walking to machines Supporting inconsistent configurations Researching performance issues Troubleshooting by trial and error Do they want to do this themselves? What does it cost them not to do this?

115. What Sales Tools can I use ? What do you currently use? For what purpose?

116. 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.

117. Call to Action SBS – deploy internally Use Windows mobile devices Start selling mobile solutions Office – attach right version/license type

118. 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

119. 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 How to Learn More