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…and the Microsoft Cloud. Microsoft Office. Why Talk About Cloud Computing?. “ A recent IDC survey of IT executives, CIOs, and their line of business (LOB) colleagues shows that cloud services are ‘crossing the chasm’ and entering a period of widespread adoption .” IDC, October 2008.

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…and the Microsoft Cloud

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…and the Microsoft Cloud

Microsoft Office

Why Talk About Cloud Computing?

“A recent IDC survey of IT executives, CIOs, and their line of business (LOB) colleagues shows that cloud services are ‘crossing the chasm’ and entering a period of widespread adoption.”

IDC, October 2008

“The bottom line: Early adopters are finding serious benefits, meaning that cloud computing is real and warrants your scrutiny as a new set of platforms for business applications.”

Forrester, August 2009

“... among large enterprises, cloud computing is gaining critical mass, with more than 80 percent of respondents at least in trial stages for public and private cloud computing deployments.”

F5, August 2009

“...most enterprises will eventually exploit cloud-based services for a significant portion of their information services over time and, in the long run, a majority of these implementations will be hybrids.”

Gartner, December 2008

Microsoft Online Services

Microsoft delivers the Cloud every day!

Plus over 150 more sites and services

Microsoft Online Services Datacenters

Generation V Datacenters

Microsoft Online Services Datacenters

  • Virginia with backup in Washington

  • United States

  • Canada

  • Mexico

  • Puerto Rico

  • Dublin with backup in Amsterdam

    • Austria

    •  Belgium

    • Czech Republic

    •  Denmark

    •  Finland

    •  France

    •  Germany

    • Greece

    • Hungary

    • Ireland

    • Italy

  • Israel

  • Netherlands

  •  Norway

  •  Poland

  • Portugal

  •  Romania

  • Spain

  •  Sweden

  •  Switzerland

  •  UK

  • Singapore with backup in Hong Kong**

    • Australia

    • China

    • Hong Kong

    • India

    • Japan

    • Malaysia

  • Brazil with backup in US (March 2010)*

    • Brazil

    • Colombia

    • Chile

  • New Zealand

  • Singapore

  • South Korea

  • Taiwan

Why is Microsoft Hosting?

I need my IT costs to be lower and more predictable…

I want to give users the features of the latest platform but we don’t have the resources to upgrade right now…

I need to free up my people to work on strategic projects instead of maintaining existing systems…

Our IT budget isn’t big enough to get the security and reliability we need…

Accelerate Speed To Value and Save $

Always up-to-date capabilities at a predictable cost

  • Key Benefits

  • Up and running quickly

  • Latest software

  • No more server upgrades

  • Subscription-based

  • OpEx not CapEx

  • Best tools for the job

  • Enterprise class delivery

  • 99.9 % SLA

  • Financially Backed!

Software + Services Accelerate the Journey





IT Is An Efficient Cost Center

IT Is A Business Center

IT Is A Strategic Asset

IT Is A Cost Center

Infrastructure Optimization

Infrastructure Optimization


Enterprise class software delivered via subscription services hosted by Microsoft in Singapore

Microsoft Online Services

Business Productivity Online Suite

Desktop, mobile, Web Access

Seamless user experience

Team collaboration, conferencing, RTC

Key Investment Areas



  • Always up-to-date technology

  • Lower rollout and operating cost

  • Improved agility and resource utilization




  • Multi-layered antivirus and spam filtering

  • Highly secure data access via HTTPS

  • Geo-redundant, Cyber-trust and SAS70

Business-Class Security and Reliability

Seamless Collaboration


Web Conferencing

Instant Messaging

Document Sharing



Work Flow


Offline Access


Simplified Administration and Access

Anywhere Access without VPN!

  • Trial and Buy

  • User Management

  • Settings

  • Support

  • Tools

  • Single Sign On

  • Application Access

  • SharePoint Links

  • Downloads

  • Password Reset

IT Pro

End User

Web Access

Rich Client Access

Subscription and Trial

Service Administration


Administration Console

Sign In Client


Information Worker

  • Rich client Outlook connectivity with web access

  • Full Exchange Online, SharePoint Online capabilities

  • Larger storage

  • Active Sync device support

Deskless Worker

  • Web access only

  • Limited Exchange, SharePoint capabilities

  • Smaller mailbox size

  • Lower cost

RetailPricing in NZ$

Exchange Online Standard


Business Productivity Online Suite


Exchange Online Standard

SharePoint Online Standard

Office Communications

Live Meeting Standard


Office SharePointOnline Standard$9.05


Office Communications Online $3.45

Office Live Meeting Standard$7.76

Exchange OnlineDeskless Worker $3.54

Deskless Worker Suite


SharePoint OnlineDeskless Worker $3.54


How the Services are Sold Licensing Channels

  • Web shopping experience at

  • Customer signs up and chooses a POR (Partner of Reference).

  • Any Partner can be POR as long as they are registered in Online Partner Program.

  • All PORs are eligible for Advisor Fees.

  • All BPOS components are available as stand alone or suite via MOSP.

  • Only LARS can sell through EA.

  • Process is same as selling other solutions through EA.

  • Require Core Cal or E-Cal and purchase of entire BPOS Standard Suite as a Step-Up SKU.

1. Microsoft Online Subscription Program

2. Enterprise Agreement (EA Direct & Government)

Enabling Transition to Online

Additional Step-Up USL




New or Existing

SA Agreement




Software Assurance

Credit for

Software Assurance

Step-Up User

Subscription License



Client Access License

Services Are Licensed on a Per User Basis


BPOS Capabilities

Deskless Worker

  • 25GB (default)

  • Outlook and Web access

  • Anti-virus / Anti-spam - Forefront

  • Shared calendars, contacts and tasks

  • Active Sync mobile devices

  • Blackberry device support (BES)*

  • Compliance archiving*

  • 500 MB mailbox

  • Outlook Web Access Light only

  • Mail, calendar, contacts

  • Anti-virus / Anti-spam

  • Compliance archiving*

  • No mobile access

Deskless Worker

  • Read-only access to most content

  • Read-write access to wikis, blogs, forms

  • Set e-mail alerts

  • Search capabilities

  • No mobile access

  • Collaboration

  • Portal

  • Enterprise Content Management

  • Search

  • Business process forms

  • Business intelligence

  • Platform and extensibility

  • Web conferencing

  • Small group collaboration to large events

  • Desktop sharing, chat, question manager

  • Training support and virtual breakout rooms

  • VOIP or PSTN voice support

  • Live 360 degree panoramic video

  • Instant messaging and presence

  • Group IM

  • Address book search

  • Distribution list expansion

  • File transfer

  • 1:1 audio and video (on the same LAN)

* Optional capabilities at additional cost

Microsoft Online Subscription ProgramBusiness Policy Rules

Why Should You Sell It?

We are not alone…

Partner Model for MS Online

Over 70 Partners are selling this in NZ!

  • Customers that buy subscription software are more inclined to buy subscription partner services






Sales Motion & Partner Fees Example


12% Net-add

6% Residual

18% year one


Desktop Management and Optimization, end user support


Business Process consulting, SharePoint workflow design, Intranet customization

Repeat Revenue






Migration and Integration

Project Based Revenue




Total Cost ComparisonDriving down the bottom line

For 250 total users using e-mail, collaboration, IM/presence

US$ Example

41% savings over 3 years

OvercomingMost Common Objections

  • I want to try before I buy

    • A 30-day free trial is available – this can be extended month by month via Service Request. This is the full offering.

  • I need to retain my data from a non-MS platform

    • We can recommend a strong MS Services Partner that specializes in this type of migration and integration

  • Do you offer Blackberry service?

    • Yes! MS offers BIS support out of the box along with Active Sync connectivity. A Full BES experience is available via Service Request – US$10/user/month

  • We have data privacy or security issues

    • The solution has very strong Security and Compliance team staffed by people from industry

    • MS is a signatory to Safe Harbor and understands U.S. & European data privacy issues

    • MS is regularly audited by 3rd party Cybertrust to ensure the strictest levels of security and provides customers results of their regular SAS-70 audits

Kiwis fly to the cloud…

…over 1500 Exchange mailboxes across 70 businesses today

70 Microsoft Partners signed as Microsoft Online resellers!

… they WILL compete against you!

Register to sell Microsoft Online Services

Quickstart for Microsoft Online Services: A partner onboarding experience

Starting with Business Productivity Online Suite




Sign the Online Services Partner Agreement and pass the assessment

  • Promote your Solution

Participate in Resource Center

Microsoft Partners

<250 Seats FREE for a year!


Duration of Benefit

  • MSPP Partners who have signed the Microsoft Online Services Partner Agreement (MOSPA) via process defined at

  • Partners will receive the benefit per the terms below.

  • Microsoft may change the benefits with 60 days notice

Active partners who meet the above eligibility criteria will be able to receive the following Business Productivity Online Suite IUR Benefits:

  • The benefit can only be used in countries where service is available.

  • IUR benefits not to exceed 500 seats per country.


Demo Account


Duration of Benefit

Approved Usage

Partners will receive benefit for the duration of the purchase agreement

Microsoft may change the benefits with 60 days notice

MSPP Partners who are also enrolled in the Microsoft Online Services program

Providing a demo to customers

Testing of features/functionality

Not Approved

Personal accounts for home/family use

Multiple accounts per employee

Active partners who meet the above eligibility criteria will be eligible to get demo accounts of Business Productivity Online Suite:

20 seat licenses (default)

Customize your environment

Perpetual environment

Use existing seat count

Keep your current configuration

Perpetual environment

Leverage Existing Account

New Demo Accounts

  • * Partners will only be given one trial per year. It is recommended that you do not use the same Windows Live ID for your demo account and accounts you purchase for risk of losing free trial


Quickstart Online Services Partner Portal

Enterprise class software delivered via subscription services hosted by Microsoft in Singapore

Microsoft Online Services

Business Productivity Online Suite


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