MAKE THE TREND YOUR FRIEND

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

7. Solutions for Improving Cashflow Subscription Licensing Microsoft Online Services Hosting Services Open Value Dynamics Aurora Resources: • Open Value: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) • Subscription Licensing: as above • Microsoft Online Services: https://partner.microsoft.com/Australia/productssolutions/productsonlineservices • Hosting Services: Newlease or Express Data • Dynamics: https://partner.microsoft.com/global/40146325 • Aurora: https://connect.microsoft.com/aurora

8. Dynamics Lead Referral Program

9. Keeping IT systems up and running Managed Services with SLA’s Microsoft Online Services Currency with Software Assurance Intune Resources: • Software Assurance: partner.microsoft.com/australia (Licencing Tab, then Licensing Training link) • Microsoft Online Services: https://partner.microsoft.com/Australia/productssolutions/productsonlineservices • 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 Note: Multiple answers were allowed % of companies

11. Addressing Top Investment Priorities Windows Server 2008 R2 Virtualisation Desktop + Server Solutions Messaging: “Simplify IT” Windows 7 Mobility Resources: • Windows 7: https://partner.microsoft.com/Australia/productssolutions/windows/wiwindows7 • Windows Server: https://partner.microsoft.com/Australia/productssolutions/servers • Windows 7 + WS better together: microsoft.com.au/smb/upgrade • Virtualisation: microsoft.com/virtualisaton • Mobility: http://www.microsoft.com/windowsmobile/en-au/default.mspx • Solutions Messaging: Partner Marketing Centre (partner.microsoft.com/australia)

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 companies “The top five most commonly used SaaS applications [by SMBs], in order, are: financials (accounting); e-mail; sales; expense management; and customer service and support.”- Gartner May 2010

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

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 http://www.microsoftcloudpartner.com

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?