Video - Virteva

1. Video - Virteva

2. How to Sell & make Money with MS Online Services Kathryn Saducas (Microsoft) Dave Carden (Telstra)

3. How to earn revenue with MOS? Build annuity revenue streams Reach new customers – 70% new customers Leverage your existing resources Increase your gross margin Grow managed services attach rate Reduce sales cycles – speed up delivery Increase capacity – close deals faster Drive customer costs down – capex to opex

4. Partner Revenue Models Customers that buy subscription software are more inclined to buy subscription partner services MANAGEDSERVICES Recurrent $ Managed Services CONSULT CUSTOMISE Fees: 18% Year 1 6% Residual Business Consulting & Customisation Repeat $ INTEGRATE SELL Migration & Integration One-Time $ Partner of Record Fees Annuity $ Telstra Customer Partner Receive Fees on Enterprise Agreements Also

5. Partner Revenue - USD • Analysis of 40 deals • Average deal size: 141 seats • Average deal revenue: $24,000 Total: $167/seat POR Fees 12% Managed Services 21% Managed Services $35/seat Migrate & Integrate 27% Consulting 40% Business Consulting & Customisation $66/seat Migration & Integration $46/seat Partner of Record Fees $20/seat

6. Different Models BUILD TRANSACTIONAL MODEL TARGET KEY CUSTOMERS & LOW HANGING FRUIT BUILD SOLUTIONS TO LEVERAGE TECHNOLOGY • TRANSACTIONAL • Repeatable Solution • Quick Deployments • Packaged Services • Broad Reach marketing • Promotions to deploy trials • TARGETED • Lotus Note Migration • Exchange Upgrades • New opportunities eg. deskless worker • Unique value proposition eg. contractors, mines etc. • ADD VALUE • Differentiate with solutions • Leverage Sharepoint • Mobility Solutions • CRM Integration • Business Process & Workflow

7. Pointbridge - Partner of Year 2009 On-Premises Margin: 45% Revenue: $642,000 (8 deals/5,200 seats) $382,000 Business Consulting & Customisation Migration & Integration $166,000 Partner of Record Fees $94,000

8. Vorsite – Partner Success Revenue: $290,250 (21 deals/5-110 seats) • Key Customer Scenarios • Reduce costs • Increase SLA • Enterprise class software for collaboration $42,000 Managed Services $147,000 Business Consulting & Customisation $89,000 Migration & Integration Partner of Record Fees $12,250

9. Build pipeline • Start with small customers • Create and fine-tune processes • Dedicate sales resources Vorsite Strategy & Pipeline Dedicate Sales Resource

11. Software + Services + Telstra • Augment Traditional Revenues • Deeper, Differentiated Solution Set • Increase Barriers to Competitors Telstra adds a new layer of Revenue Opportunity Next IP™ - TID Premium Ethernet $2,000 + Other T-Suite Applications Variable Telstra Business Broadband $243* *Remuneration may vary based on plans chosen Telstra Mobile Broadband $163* per user

12. Add Other T-Suite Applications into your solution set Secure My Data Manage My Communications Best of Breed Applications Manage My Business Processes Manage My Customers Customers

13. Sales Models: • Customer Buys DirectTypically small business or customer with in-house IT staff Buy • Microsoft or Telstra identify Opportunity • Demand Generation through Microsoft & Telstra sales force - Refer a partner Telstra or Microsoft Customer Customer Customer Buy Sell Refer Partner Partner • Partner Sells to CustomerPartner drives deal directly Buy Sell

14. Enter dealer code Customer enters Telstra dealer code here

15. Summary of Key Payment Rules • Register with Microsoft and Telstra – sign agreements • Dealer code must be entered in T-Suite within 30 days to earn fees • If code not entered by customer on purchase contact Telstra within 30 days • 12% paid to the partner responsible for sale • 6% paid to the current POR • Partners get paid Monthly in arrears • Commissions are accrued but not paid in first 30 days • If customer cancels, partner no longer earns fees • If new partner sells new seats they become POR • No commission for BPOS trials

16. Partner Momentum Eligible to Start Earning Fees 115 partners completed Microsoft criteria 18 partners already signed Telstra Agreement

17. New Capabilities Available Now Coming Soon Available Now Coming Soon • Internal Use • Up to 250 free seats year 1 • Year 2 > 2 x 25 seat deals = free • Otherwise discounted rate per seat year 2 • Commerce Dashboard • Track & Manage your Customers • Customer status • Subscriptions and trials • Fee payments • Order on Behalf • Sell & Ensure you are POR • Delivered via Telstra T-Suite • Based on partner feedback • Demo Accounts • 12 month free demo (extended trial) • 20 users • Set up demo sites to show customers • Testing features and functions • 1 per year

18. Accelerate Initiative • Commit to sell 8 deals > 25 seats • Invest in training • Drive Customer Pipeline • Marketing Incentives • Pre-Sales & Tech Support • Up to US$10,000 to earn Benefits Nomination Criteria

19. Partner Technical Skills

20. Partner Best Practices Think strategically for the long term, build a plan Focus resources on this business Start with small deals and ramp

21. Call to Action Sign-up to be an Advisor – Telstra + Microsoft • Learn about T-Suite • Book meetings with Telstra – attend roundtables • Talk to you PAM about Accelerate Initiative www.discoveronlineservices.com

22. Questions? WIN - An HTC SNAP at this session! Be the first one to answer the question (from your presenter)! Winner will be given a “certified” Mobile e-mail flyer Winner to redeem their HTC Snap prize at the ICT booth.