MAKE THE TREND YOUR FRIEND

Clayton Moulynox & Bill Vlandis

Based on findings by Capitalis Research into 150 SMB’s running Microsoft software.

A trend…is any form of behavior that develops among a large population and is collectively followed with enthusiasm for some period.

SMB Pain PointsCash flow, system downtime and business growth cause SMBs most pain

Top 10 Pain Points for Australian SMBs, FY11

% of companies

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

Solutions for Improving Cashflow

Open Value

SubscriptionLicensing

Microsoft Online Services

HostingServices

Dynamics

Aurora

Dynamics Lead Referral Program

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

Keeping IT systems up and running

Managed Services with SLA’s

Microsoft Online Services

Currency with Software Assurance

Intune

SMB Technology Investment PrioritiesSMBs rebounding from GFC with renewed focus on IT upgrades and consolidation

Software as a Service (SAAS)

Security

Mobile solutions

IT consolidation

Storage

Backup

Virtualisation

Server OS upgrade or migration

PC OS upgrade

PC HW purchase

0% 2% 4% 6% 8% 10% 12% 14%

33%

37%

37%

40%

43%

47%

59%

Note: Multiple answers were allowed

Top 10 Technology Investment Priorities

% of companies

0% 10% 20% 30% 40% 50% 60%

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)

Addressing Top Investment Priorities

Windows 7

Windows Server 2008 R2

VirtualisationDesktop + Server

Mobility

SolutionsMessaging:

“Simplify IT”

Best cost saving and technology investmentsServer virtualisation top of mind for SMBs in FY11

Security

Backup

IT management software

Server Solutions

Software as a Service

CRM

Financing and incentives

Unified communications

Mobile Solutions

IT consolidation

Desktop virtualisation

Other

Server virtualisation

0% 5% 10% 15% 20% 25% 30% 35% 40% 45% 50%

n=1

n=2

n=2

n=2

n=2

n=3

n=3

n=3

n=6

n=8

n=12

n=36

n=68

Best cost saving technology

Backup

Desktop platform

Other productivity suites

Unified communications

CRM

Server solutions

Software as a Service

Storage

Mobile Solutions

IT consolidation

Desktop virtualisation

Other

Server virtualisation

0% 5% 10% 15% 20% 25% 30% 35% 40% 45%

n=1

n=1

n=1

n=1

n=3

n=3

n=3

n=3

n=6

n=9

n=18

n=39

n=59

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

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.

Yes

No

0% 10% 20% 30% 40% 50% 60% 70% 80% 90%

% of companies

83%

17%

“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

Resources: www.microsoft.com.au/smb (Communications and Collaboration) www.microsoft.com.au/online

Positioning Cloud Solutions

Flexibility

Pay only for what you use

No large up-front software costs

Always current

Security and reliability

Reduced costs and complexity

"Overall, our IT costs have reduced by 40%“ Trish Brown, Red Dingo

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

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”

Questions?