retos de it 2 nosotros queremos las características y beneficios de los últimos productos pero no...
TRANSCRIPT
Retos de IT
2
Nosotros queremos las características y beneficios de los últimos productos pero no queremos actualizar nuestros productos o no teneos las capacidades para poder hacer la actualización…
Queremos proteger la inversión actual en infraestructura tecnológica y adicionar nuevas capacidades de forma rápida…
No podemos mantener gente de IT buena para manejar nuestra plataforma de IT. Necesitamos destinar nuestros mejores recursos para manejar proyectos realmente estratégicos para la compañía…
Necesitamos tener mayor predictibilidad en los costos de IT, asi estos no nos ayuden a ahorrar mucho dinero…
No podemos gastar suficiente dinero para asegurar una plataforma segura y escalable. Queremos proveer capacidades a empleados que no las tienen hoy en dia, y que no quieren gastar tiempo para conseguirlas.
Lo que los clientes nos dicen…
+Extendiendo Herramientas y Plataforma
Experiencia en multiples dispositivos
El mejor SLA & cumplimiento normativo
Services
Software Lo mejor de los dos mundos
El Usuario en control
Implementacion por IT
Services
Software
Que es un servicio?AttachedServices
Building Blocks
Streaming
Services
FinishedServices
Plataforma Microsoft
NETWORKSDATA CENTERS COMPUTERS
APPLICATIONS & SOLUTIONS
(Finished & Attached Services)
GLOBALFOUNDATION
BUILDING BLOCK
SERVICES
IDENTITY AND ACCESS
DATA SERVICES COMMUNICATIONS
BUSINESS LOGIC
SERVICE DELIVERY
CORE SERVICES
SEARCH
Tools
LiveConsumer &
SOHO
OnlineSmall Business to Enterprise
Partner Hosted
Targeted Variations and
Customer Solutions
SoftwareSmall Business to Enterprise
MS Hosted Partner Hosted
SERVICESSoftware
Servicios en linea MicrosoftSoftware de clase empresarial entregado via servicios de suscripcion hospedados por Microsoft
y vendidos via Partners
Business Productivity Online Suite
New
New
$
Business Productivity Online SuiteBeneficios para el Cliente
7
Acceso en cualquier lugar – desktop, mobile, web* Experiencia de Usuario integradaConferencias y colaboracion en equipoComunicacion en tiempo real
Certificacion de Cybertrust, SAS 70 complianceDisponibilidad con un SLA de 99.9% Continuidad del negocio y recuperacion de desastresServicios confiables
Tecnologia siempre actualizada**
Bajos costos de implementacion y administracionMejor administracion de recursos y disponibilidadSincronizacion con el Directorio Activo
* Anywhere an internet connection is available
** Be on the latest software version without worrying about upgrades
ComunicacionSimplificada
AdministracionSimplificada
Seguridad y Confiabilidad
Opciones para nuestros clientesO
pcio
nes
Comunicación y Colaboración
Cap
acid
ad
es
Servicios en Linea MicrosoftHospedadoSoftware Tradicional
Business Productivity Online Suite
4.0
Business Productivity Online Suite Licensing Model
Step-Up USL
New or ExistingSA Agreement
UserSubscriptionLicense (USL)
NoSA Agreement
Software AssuranceCredit
Business Productivity Online Suite Pricing
Exchange Online Standard - $10 USL/month
Office Communications Online (IM & Presence) - $2.50 USL
Office Live MeetingStandard - $4.50 USL
SharePoint Online Standard - $7.25 USL
Deskless Worker Suite$3 USL
Business Productivity Online Standard Suite
$15 USL
Exchange Online Deskless Worker - $2 USL
SharePoint Online Deskless Worker - $2 USL
Que nos dicen los Partners???
Source: MDC/MRM-Partner Opportunity Study 2007
Incrementar Ventas70% de las sillas
Online serán vendidas a clientes nuevos.
Revenue recurrenteHasta el 50% del los
ingresos de los partners seran de recurrente asociado a servicios.
Cost savings• 40% de ahorros en costos de soporte por parte de los partners
SharePoint• Consultorias alrededor de SharePoint estan catalogadas
como la oportunidad #1 de crecimiento
Oportunidad para los Partners Nuevos negocios, mas clientes las velocidad
Incrementar Velocidad
Crecimiento Ventas
Mayor cubrimiento
Nuevos clientes: 70% de las vetas serán a nuevos clientes*
Nuevos Segmentos: Llegar a grandes o pequeños clientesNew Scenarios: Recurring Business Process consulting services, intranet apps, mobility
Incremento de ventas y capacidades de hacer deployment, Escalar cubrimiento al llegar a clientes de forma remota – 40% savings*
Incrementar márgenes al incrementar el attach de servicios
Partner FeesNuevos servicios: Consultorías de SharePoint, Migraciones Online e integración
Revenue recurrente: Hasta el 50% de las ventas provienen de revenue recurrente
Source: MDC/MRM-Partner Opportunity Study 2007
Business Productivity Online SuitePartner Model
Billing
Microsoft PartnerCustome
rFees Sale
12% Net-add6% Residual
Example: 250 seats
Year One (18%) $8,100
Subsequent Years (6%) $2,700
18% year one
Year 1 Sell 250 seats
Year 2 Sell addl. 50 seats
Year 3 Sell addl. 50 seats
Net-add: $5,400
Net-add: $1,080
Net-add: $1,080
Residual: $2,700
Residual: $3,240
Residual: $3,780
Total: $8,100
Total: $4,320
Total: $4,860
Modelo para Partner Model (Ejemplo)
Oportunidad para Partner Nuevos escenarios de ventas
Sell Associated Consulting Services
• Integration Services
• Customization Services
• Managed Services
Sell New Scenarios
• New capabilities (mobility, workflows)
• New market segments
Sell Subscription
Licenses
• Online Suite License Sale
Hours Rate Freq Revenue
Net Add Fee (12%) 250 15 Once $5,400
Residual Fee (6%) 250 15 Monthly $2,700
Integration 50 $125 Once $6,250
Customize 0 $100 - $0
Managed Services: IT Pro Support 3 $100 Monthly $3,600
Total: 53 - $17,950
ScenarioExchange upgrade
Net Add Fee 30%
Residual Fees15%
Integra-tion35%
Man-aged
Services20%
Revenue Streams
Illustrative 1 year revenue stream
Source: MDC/Microsoft Partner Economics Study 2007
Escenario de clientes
• On-premise to online Migración Exchange
• Usurios Exchange: 250• Usuarios SharePoint: 250• Mobile access for
management
PartnerEngagement
• 2 weeks• Exchange migration to
Online• Custom consulting to move
of multiple files-hare to SharePoint
• Ongoing Tier 1 supp
Net Add Fee15% Residual
Fees8%
Integration17%
Customiza-tion33%
Managed Services
27%
ScenarioNew SharePoint
Hours Rate Freq Revenue
Net Add Fee (12%) 250 15 Once $5,400
Residual Fee (6%) 250 15 Monthly $2,700
Integration 50 $125 Once $6,250
Customize 10 $100 Monthly $12,000
Managed Services: IT Pro Support 8 $100 Monthly $9,600
Total: - $35,950
Illustrative 1 year revenue stream
Revenue Streams
Source: MDC/Microsoft Partner Economics Study 2007
CustomerScenario
• On-premise to online Exchange migration
• Exchange users: 250 • SharePoint users: 250• SharePoint customization
for intranet use, document management, workflows
• Mobile access for all
PartnerEngagement
• 4 weeks• Exchange migration to
Online• Migration planning,
Business needs analysis, workflow mapping, implementation, training
• Ongoing Tier 1 support• Ongoing Business Process
Consulting to improve productivity via SharePoint
Net Add Fee11%
Residual Fees5%
Integration
Cus-tomiza-
tion24%
Managed Services48%
ScenarioNew Managed Services
Hours Rate Freq Revenue
Net Add Fee (12%) 250 15 Once $5,400
Residual Fee (6%) 250 15 Monthly $2,700
Integration 50 $125 Once $6,250
Customize 10 $100 Monthly $12,000
Managed Services: IT Pro and end user Support, Business Process Consulting
20 $100 Monthly $24,000
Total: - $50,350
Illustrative 1 year revenue stream
Recurring Revenue
Revenue Streams
Source: MDC/Microsoft Partner Economics Study 2007
CustomerScenario
• On-premise to Online Exchange migration
• Exchange coexistence • Exchange users: 250• SharePoint users: 250• Mobile access for all
PartnerEngagement
• 2 weeks • Exchange migration to
Online• Custom consulting to move
of file share to SharePoint• Ongoing Tier 1 support • Ongoing Business Process
Consulting to improve productivity via SharePoint
Scenario
Net Add & Residuals
Integration
Customization
Managed Services
Total:
Revenue/seat
Exchange +SharePoint +Managed Services
$0
$10,000
$20,000
$30,000
$40,000
$50,000
$60,000
Analisis Finaniero• Se adicionan mayores margenes en
servicios para Partners que venden la Solucion Online services. Esto la hace una solicion rentable para los socios
– Consultoria en procesos de negocios con Sharepoint
– Manejo de el escriorio– Optimización del escritorio.– Soporte tecnico de promer nivel.
Online Year 1 Revenue Streams – 250 seat
Source: MDC/Microsoft Partner Economics Study 2007
Exchange
$8,100
$6,250
-
$3,600
$17,950
$71.80
SharePoint
$8,100
$6,250
$12,000
$9,600
$35,950
$143.80
Managed Services
$8,100
$6,250
$12,000
$24,000
$50,350
$201.40
Proceso para los partners
Enroll In MSPP
Construir awareness
Vender y activar
EnlistarseLOCKED PAGE
Existing Partners
Enable
Optional Path
Preferred Path
Required
Promote Online Services To
Partners
Develop Solution Profile
Customers Find Partner Via Hitch &
Solution Finder
Customers Designate
Partner Of Record
Partner Collects Advisor Fee
Work With Customers
View Next Steps Web Page And Email
Take PLC Training
Sign Online Services Legal Agreement**
Promote Online Services Advisor
Agreement
Inform Partners About Agreement And Processes
Take Referral Assessment
Exec
BDM
Customer
Siguientes pasos
• Firmar el contrato par participar en el programa – partners.microsoft.com/online
• Inscribirse en el entrenamiento• Profile online solutions in solution finder• Vender Online Services YA!!
– Expandir su portafolio con Microsoft Service Provider/Hoster – Vender Microsoft Live Meeting y EHS services
http://www.microsoft.com/online
S+S es una poderosa herramietna que representa nuevas oportunidades para los partners
El Broad awareness across Microsoftand Partner hosted services is creating opportunity
for all partner types
En resumen
El negocio actual es una prioridad
© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after
the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.