Gánale a la competencia con Office 2010 Grace Caamaño Wilson | Gerente de Producto Ofifice José Ramón Paez Chavez I Gerente de Producto Office 365 Héctor Ocadiz Reyes I Intellectual Property RightsDirector

Agenda para hoy Recapitulación de sesiones anteriores. La Visión de Microsoft Estrategias de Venta vs competencia Propuesta de Software Original Preguntas.

Selling Office 2010: Winning Against the Competition Introducing Office 2010 The best productivity experience across PC, Phone, and Browser* Word Excel PowerPoint Outlook Access OneNote SharePoint Workspace Publisher InfoPath Communicator Consumers and Small and Medium Businesses An appropriate device, Internet connection, and supported Internet Explorer, Firefox, or Safari browser are required. Some mobile functionality requires Office Mobile 2010 which is not included in Office 2010 applications, suites, or Web Apps. There are some differences between the features of the Office Web Apps, Office Mobile 2010 and the Office 2010 applications.

Selling Office 2010: Winning Against the Competition The Value of Office 2010 to YOU Our Partner Selling Office 2010 will help drive your business Meets Evolving Market Needs Easier to Buy And Sell Enhances Partner Revenue Best productivity experience across the PC Phone and Browser Simplified Suite Line Up More choice to buy, install More Demand Attach to new PCs Cross sell/Up sell (BPOS) Build Solutions and provide services

Selling Office 2010: Winning Against the Competition The best productivity experience, across PC, Phone and Browser Selling the Value of Microsoft Office 2010 Stay connected to customers Empower individual impact Manage business from a PC, Phone or Browser Instantly brainstorm and share, that happens an awful lot between myself and the contractors and also the clients. It seems it doesnt matter what you do today, what business youre in, everybody is on the go so thats important. Anything having to do with making things simpler and easier to use and employees spending less time, thats the bottom line. Thats productivity.

Selling Office 2010: Winning Against the Competition Microsofts Vision

Selling Office 2010: Winning Against the Competition Professional Innovation Easy to Use Better at the basics Interoperability IT Efficiency Online / offline PC, phone & browser Training & Support Share with the world & calendaring Security SharePoint Microsoft Office is better at the basics and has richer software. Microsoft Office is much more comprehensive in the client but also its integration with other key pieces such as (Exchange) and Document Management (SharePoint)… Microsoft Office has a compelling Software + Services Story Microsoft Office represents an opportunity for resellers, which competitors cannot match Other products like Visio, Project, Publisher and Business contact Manager that businesses depend on. How We Win Against the Competition

InfoPath? Publisher? SharePoint Workspace? One Note

Source:

Costo de la licencia Costo de la licencia Mantenimiento Mantenimiento Costos migración Costos migración Costos Suporte Costos Suporte Entrenamiento Entrenamiento Interoperabilidad Interoperabilidad Falta de productividad de usuario Falta de productividad de usuario OpenOffice GRATIS? Ni cerca…

Seguridad??? Para tener Open Office medianamente seguro se tiene que hacer deployment de una nueva versión COMPLETA cada 3 meses. Con Office los usuarios cuentan con Rights management; Con un solo click pueden cifrar un documento. Es mucho más fácil desarrollar malware para Open Office que Office.

Soporte??? Open Office NO cuenta con soporte para ninguno de sus clientes… A quién le hablan sus clientes cuando hay un problema???

Hablando de Microsoft Office… Microsoft invierte +$90B en R&D +70 Lanzamientos de nuevas tecnologías en 2010 Office: Plataforma integrada con Productos Microsoft

La palabra de hoy: GRASOSECO GRAtis??? Para nada!!! SOporte??? No hay… SEguridad??? En duda… COmpatibilidad??? No siempre…

Why Office 365? How Microsoft differentiates from competitors

| Copyright© 2010 Microsoft Corporation Enterprise Class Enterprise level security and trustworthy Richest Software Best experience across the PC, Phone & Browser Choice & Flexibility The cloud on your terms Office 365: Value Proposition and Differentiators 19 Richest Software MicrosoftGoogle Apps Richer set of capabilities, including Office, providing the best experience across the PC, Phone & Browser SaaS only offering providing basic capabilities leaving the majority of users underserved MicrosoftGoogle Apps Seamless integration with On-premises solutions taking advantage of existing technologies (e.g. RMS, Active Directory) No On-premises options; integration provided through 3 rd parties or custom coding MicrosoftGoogle Apps More, finer-grained IT control backed by an Enterprise support organization with a financially backed SLA. Support mentality built on consumer apps, less IT control and an SLA based on service credits Choice & Flexibility Enterprise Class MicrosoftGoogle Apps Full suite of offerings serving low cost, basic needs up to and including Enterprise Information Workers needing the richest capabilities. Single offering with a one-size-fits-all approach for every type of user regardless of needs Offering Strategy

| Copyright© 2010 Microsoft Corporation Office 365: Offering Strategy for Diverse Needs MicrosoftGoogle Apps Full suite of offerings serving low cost, basic needs up to and including Enterprise Information Workers needing the richest capabilities. Single offering with a one-size-fits-all approach for every type of user regardless of needs Offering Strategy Messaging Collaboration Basic productivity Virtual meeting Fidelity with Office documents Option for Office Pro Plus Messaging Collaboration Basic productivity Virtual meeting Fidelity with Office documents Option for Office Pro Plus 24x7 Support & financially backed SLA Advanced Collaboration Unified Messaging Finer Grained IT Control Kiosk Offerings Messaging Collaboration Basic productivity Virtual meeting Fidelity with Office documents Option for Office Pro Plus 24x7 Support & financially backed SLA Advanced Collaboration Unified Messaging Finer Grained IT Control Kiosk Offerings Voice (PBX, Call Control) KEY: Small Business Mid-Size Org EnterpriseEnterprise Also provided by Google Apps

| Copyright© 2010 Microsoft Corporation Office 365 increases the lead over Google Office 365 adds- Short list: o File Fidelity o Even Better UX o ex. Conversation view / fluent UI o Integration & depth of functionality o ex. IM in OWA & Virtual meetings / file sharing Office 365 adds- Short list: o Developer capabilities o ex. Silverlight web parts o IT level of granularity o ex. Turn on/off features below the app o Making the experience work for you Office 365 adds- Short list: o Native offline access o Remote PowerShell o Admin roles (w/ different scope) Richest Software Best experience across the PC, Phone & Browser Choice & Flexibility The cloud on your terms Enterprise Class Enterprise level security and trustworthy

| Copyright© 2010 Microsoft Corporation Richest Software – File Fidelity lacking with Google Docs

| Copyright© 2010 Microsoft Corporation Choice and Flexibility – Making the experience work for you Reading pane on right Calendar view People view No reading pane View by conversation No calendar, tasks or contacts view Reading pane on bottom No calendar, tasks or contacts view People view Conversation view Calendar, tasks, and contacts view Reading pane on the bottom

| Copyright© 2010 Microsoft Corporation Enterprise Class – Offline Access is poor in Google Apps No SLA for offline availability Inconsistent user experience Very reduced functionality from normal Google Apps UX Requires Chrome13+ browser Latest messages unavailable No rich text formatting in composing s No signatures Cannot create meetings Attachment size is 5 MB No printing capability Labels work differently Limited number of s stored are accessible Missing images, comments, highlighting, and more No offline experience for Presentations, Drawings or Forms Docs offline is read only – no editing or creating new docs Lack of document fidelity within Google Docs Only a subset of attachments are accessible while offline

| Copyright© 2010 Microsoft Corporation Enterprise Class – Native Integration with Outlook not in Google Apps Importance levels Follow-up dates and reminders Inbox Rules Delivery Receipts Public Folders Rich Text format Tentative/OOF Status Calendar Attachments Optional Attendees Category Assignments Saving event updates w/o sending Personal Distribution Lists Notes larger than 16KB (Contacts) Sharing a Contact Folder Notes Tasks Journal Entries Recalling sent messages

| Copyright© 2010 Microsoft Corporation References System Critical Definition for Google: Comparisson from Office vs: Google Docs demo/Pages/google-documents-vs-word-web-app.aspx demo/Pages/google-documents-vs-word-web-app.aspx Google Spreadsheets demo/Pages/google-spreadsheets-vs-excel-web-app.aspx demo/Pages/google-spreadsheets-vs-excel-web-app.aspx Google Presentations demo/Pages/google-spreadsheets-vs-excel-web-app.aspx demo/Pages/google-spreadsheets-vs-excel-web-app.aspx Details on Google offline access blunder.aspx blunder.aspx So-Called Offline Access to Outlook Googles FAQ on Outlook 2003 Offline integration n/us/support/enterprise/static/gapps/art/users/en/glook/google_apps_sync_chart.pdf n/us/support/enterprise/static/gapps/art/users/en/glook/google_apps_sync_chart.pdf

| Copyright© 2010 Microsoft Corporation Customer Wins 27 Switchers back from Google Apps Looked at Google Apps and said: No!

| Copyright© 2010 Microsoft Corporation Customer Testimonials We dismissed Google early on, because we didnt think it was enterprise-ready. The lack of basic functions in Google Apps, like cut- and-paste between applications, resulted in hundreds of hours of lost productivity each month throughout our organization. I was tired of the headaches with Google Apps. Im quite excited to be using tried-and-true Microsoft products. The Exchange Online pricing is competitive, and the overall value is higher. Switching to Microsoft Online Services, with its SLAs and easy interoperability with Microsoft Office, has avoided a lot of problems. It just works, versus the time-intensive workarounds Google Apps required.

| Copyright© 2010 Microsoft Corporation Customer Testimonials Frankly, the Google value proposition is cost based, and once you take that away, whats left? Many of the things you normally expect to be able to do at an enterprise IT management level were not available with Google Moving to Google Apps meant accepting an ultimatum the cloud or nothing. With Microsoft, we are able to move to the cloud at our own pace, when the time is right for us Google Apps is not an enterprise-class solution. Its a consumer solution, and we did not want to risk our business on it.

Microsft México VALOR DEL SOFTWARE ORIGINAL Hector Ocadiz Intellectual Property Rights | Director

¿Por qué software original? El software original tiene valores que a veces no son perceptibles inmediatamente, pero que es importante conocer para tomar la decisión correcta al comprarlo y venderlo. En seguida veremos algunos valores del software original.

En el 2008, la piratería fue responsable de pérdidas de hasta $830,000,000 USD para México.* México se encuentra en el lugar número 13 mundial de los países con más pérdidas causadas por la piratería.* El software pirata presenta un riesgo inminente para el cliente que lo tiene. Las PCs con software pirateado o sin licencia continúan representando una enorme pérdida de ingresos para el país donde se venden y para los habitantes del mismo. Antecedentes * 6to Estudio Anual Global de Software de la BSA (Business Software Alliance)

Tecnológicos Beneficios del software original Movilización del desarrollo de la industria Empresas legales -grandes y pequeñas- que invierten mucho dinero en investigación y desarrollo de productos de alta calidad, a la vez que cumplen con sus obligaciones fiscales. Actualizaciones Recibir actualizaciones gratuitas de parte de Fabricantes. En un estudio se descubrió que al analizar software pirata: 34% simplemente no funciona. 65% contiene software suplementario, que no forma parte del programa original, lo cual puede poner en peligro tu equipo. El riesgo de un ataque de virus, spyware o troyano es mucho mayor. Evitar Malware de parte de Fabricantes de Software. Soporte técnico y garantía

US$M 3 Adicionados a la economia local 6K Nuevos empleos de alta Tecnología US$M 513 Recaudación de impuestos US$M 1,8 Aumento en las ganancias en consumo Económicos y Sociales Pérdida de Empleos: Por cada 10 puntos porcentuales de piratería en México, se dejan de generar 3,500 empleos directos en la industria del software, US$160 millones en impuestos sobre ingreso y US$1.5 billones de crecimiento económico en México. Pérdidas en la Industria: La industria productora de software sufrió pérdidas por más de 1 billón de dólares anuales en el último año en México (BSA). Disminuye Productividad: Cuanto tiempo pierde cada empresa al contar con tiempos muertos asociados con piratería o paros por multas. Inseguridad Social: La piratería esta asociada y relacionada con otros problemas sociales como: Pornografía infantil, tráfico de drogas y armas que al final impactan en la Sociedad Beneficios adicionales con la reducción de 10 puntos en el índice de la piratería

Infracciones y penalidades y penalidades Infracciones Reproducción, transporte, almacenamiento, venta o arrendamiento de copias de obras con fin de especulación comercial Prisión de 3 a 10 años y multa Prisión de 6 meses a 6 años y multa Violar derechos de autor Prisión de 6 meses a 6 años y multa Uso de obras protegidas con fin de lucro

¿Cuánto cuesta realmente el software? Software Pirata Software Original Producto, 100% más confiable Valor añadido (Addons), actualizaciones No riesgos con Ley, No Coopero con Crimen organizado Ayudo a la Economía Nacional Percepción precio bajo Riesgo de malware, virus, perdida información; 34% No funciona, 65% software suplementario disponibilidad El tiempo que estará a mi servicio. Por tanto si el tiempo promedio de la computadora es de 2.5 años, o sea 30 meses de servicio, el costo real de una licencia de $2,500 pesos es de ¡80 pesos al mes! o $1 peso por HORA! (4 hrs/día trabajo)