
Selling Office 2010 to Small and Medium Businesses. IW Bootcamps June 20, 2011. Agenda. Market Overview Partner Opportunity Business PC Office 2010 SKU Lineup Resources. SMB Businesses are reinvesting in IT. PC Purchases. Top SMB Areas of Opportunity.
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PC Purchases
Top SMB Areas of Opportunity
Data source: Internal Microsoft finance dashboard, April 2010
* Organization size based on total # of PCs;
** Cost of maintaining PCs, TechAisle;
*** BusinessWeek Sept 2009
350 million
150 million
92%
1
RATES OFFICE 2010 HIGHER THAN PREVIOUS
LICENSES SOLD
LICENSES SOLD
COPY SOLD VERY SECOND!
94%
CUSTOMER SATISFACTION**
More than 25% of all PCs worldwide are running Windows 7 today*
#1 software product in U.S. retail
Over 1 billion users worldwide
7
COPIES SOLD EVERY SECOND
* Net Applications, June 25 2010; ** Lifehacker survey, March 2010
Better together for Small and Medium business needs
VALUE
SERVERS
+
=
Selling Office 2010 will help drive your business
Over a 10 year period, subscription licensing generates more revenue when the customer refresh cycle is greater than 3 to 5 years.
Always access to the latest versions
Shorten the refresh cycle
Full experience (client + server/cloud)
Preferred SKU for VAR/Scale Reseller
UPSELL
OVS
Always access to the latest versions
Shorten the refresh cycle
Full experience (client + server/cloud)
FALLBACK
UPSELL
OPEN
Always access to the latest versions
Shorten the refresh cycle
Full experience (client + server/cloud)
FALLBACK
UPSELL
OEM/FPP/PKC
Always access to the latest versions
Shorten the refresh cycle
Full experience (client + server/cloud)
Preferred SKU forOEM/Retail only
The best time to sell Office is at the point of PC sale
1
Cross sell to Office Server products or Cloud Services
2
Best time to sell VL is at POS. Most customers want and expect Office to be installed on their PCs PC buyers that receive a recommendation to buy Office at POS or find Office at the same place as the PC are almost 3 times as likely to purchase Office the same day (but in reality, less than 12% of PC buyers receive such a recommendation!)
Office 2010 represents a great opportunity to cross-sell Microsoft Exchange Server, Microsoft SharePoint Server, Microsoft Communications Server or Office 365 cloud services. FY10 Projected Customer Spend4: BI $6.1B, Exchange $5.7B, SharePoint $5.5B OCS/Lync $653M
3
1
2
Drive Windows 7 + Office 2010 across all sales channels
Work Better Together
Bringing Ideas to Life
Consumer or Home Business
Small and Medium Business
Use Office Anywhere
“Instantly brainstorm and share, that happens an awful lot between myself and the contractors and also the clients.”
“Anything having to do with making things simpler and easier to use and employees spending less time, that’s the bottom line. That’s productivity.”
“It seems it doesn’t matter what you do today, what business you’re in, everybody is on the go so that’s important.”
The best productivity experience across PC, phone and browser
Working together in real time to get things done faster more efficiently
PLACEHOLDER FOR
DEMO REEL /
SCREEN SHOTS
Stay connected to customers
Create professional multimedia material which captivates
PLACEHOLDER FOR
DEMO REEL /
SCREEN SHOTS
Empower individual impact
Work from virtually any place or device
PLACEHOLDER FOR
DEMO REEL /
SCREEN SHOTS
Manage business from a PC, phone or browser
OVS BENEFITS VS. OPEN L
MOSA revenue is typically lower than eg. Open, but it generates more annual revenue if average/expected refresh cycle is taken into account
Product markup + incentives earnings per seat (over the lifecycle of the license)
All prices based on NET over a period of 3 years
** MOSA RPL includes Disti + Advisor fees
*** Refresh cycles based on average estimate
OV not included because of similar renewal behavior as Open
All partner revenues are based on estimated product markup %
COVERAGE CONVERSION
NEW PC PRELOADED WITH OFFICE 2010
+
Home and Student
Home and Business
Professional
Purchase Office 2010 to activate the preloaded software
- OR -
Product Key Card
Traditional Disc
1 User / 1 new preloaded PC1
1 Household /
3 PCs
1 User /
2 PCs2
1 User /
2 PCs2
1 POSA-enabled version does not include a Product Key. Product Key must be retrieved online.
2 One user’s primary and portable PC
*Office for Mac is only available thru Traditional Disc (FPP)
The most trusted and most used productivity experience on a Mac
Compatible
Familiar
Professional
Collaboration
Integration
Campaign Overview
Pitch Deck
Objection Handler
Battlecard
Telesales
Datasheet
Top 10 Reasons Flyer
Copy Blocks
Email Template
Banners
Web Sales
Training
2
1
FREE Online Training for Distributors, Resellers and System Builders
Web Sales
Training
2
1
Light Up Your Website Using Microsoft Resources
Contact your Microsoft Account Manager to find out how to participate!
1-stop site for sales, marketing and technical resources
3 Things a System Build or Reseller Can Do NOW to Sell/Market Office 2010
1
Train your sales teams
Online Trainings, Flyers, Scripts, Direct Mail
If you are a System Builder, use Office 2010 OPK to pre-load the Office 2010 image
2
Datasheets
Promote that you have Office 2010 NOW to deliver the best PC available
3
Resources for your retail experience
3 Things to do in a Retail Setting NOW to Sell/ Market
Office 2010
3 Things to do in a Retail Setting NOW to Sell/ Market Office 2010
Drive paid conversion at PC Point of Sale (in-store, online)
1
Product Assortment: Product Key Card & Traditional Discs
Drive the Product Key Card and Full Package Product
2
In store assortment
Educate sales force on new sales motion
3
Merchandising solution for
Product Key Cards
A great resource for partners who want a head start
Customize MAP Proposal Templates with Partner Logos and Language
Co-Brand MAP User Interface with Partner Logo
https://partner.microsoft.com/maptoolkit
Download MAP:
www.microsoft.com/map
Get MAP readiness and sales resources:
https://partner.microsoft.com/SATresource
https://partner.microsoft.com/MDT
https://partner.microsoft.com/SCM
Summary
Action Items
= New
* Office web applications include Word web app, Excel web app, PowerPoint web app, and OneNote web app. Access to Office web applications included with Office license.
Manage e-mail, schedule, and contacts all in one place
Click images to expand
Business Value
WebDAV
Entourage EWS and Outlook for Mac
Exchange
Web Services
Entourage
Exchange Store & Transport
iPhone
Familiar
Active Sync
CDO
Conversation View
Unified Messaging
KeyFeatures
MAPI
Business Logic
Layer
OWA
Outlook
Exchange Infrastructure
Collaborate with other users from a Mac
Business Value
Click image to expand
Integration
SharePoint
KeyFeatures
Integrated functionality for presence and communication
Click image to expand
Business Value
Integration
Communicator for Mac 2011
KeyFeatures
Join OCS 2007 Conferences