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 Lo mejor de los dos mundos El Usuario en control Implementacion por IT

Que es un servicio? Streaming Services

Plataforma Microsoft APPLICATIONS & SOLUTIONS (Finished & Attached Services) GLOBALFOUNDATION BUILDING BLOCK SERVICES IDENTITY AND ACCESS DATA SERVICES COMMUNICATIONS BUSINESS LOGIC SERVICE DELIVERY CORE SERVICES SEARCH MS Hosted Partner Hosted SERVICESSoftware

Servicios en linea Microsoft Software de clase empresarial entregado via servicios de suscripcion hospedados por Microsoft y vendidos via Partners New

Business Productivity Online Suite Beneficios para el Cliente 7 Acceso en cualquier lugar – desktop, mobile, web * Experiencia de Usuario integrada Conferencias y colaboracion en equipo Comunicacion en tiempo real Certificacion de Cybertrust, SAS 70 compliance Disponibilidad con un SLA de 99.9% Continuidad del negocio y recuperacion de desastres Servicios confiables Tecnologia siempre actualizada ** Bajos costos de implementacion y administracion Mejor administracion de recursos y disponibilidad Sincronizacion con el Directorio Activo * Anywhere an internet connection is available ** Be on the latest software version without worrying about upgrades

Opciones para nuestros clientes Comunicación y Colaboración CapacidadesCapacidades Servicios en Linea Microsoft Hospedado Software Tradicional Business Productivity Online Suite 4.0

Business Productivity Online Suite Licensing Model Step-Up USL New or Existing SA Agreement User Subscription License (USL) User Subscription License (USL) No SA Agreement Software Assurance Credit

Business Productivity Online Suite Pricing Exchange Online Standard - $10 USL/month Office Communications Online (IM & Presence) - $2.50 USL Office Live Meeting Standard - $4.50 USL SharePoint Online Standard - $7.25 USL Deskless Worker Suite $3 USL Business Productivity Online Standard Suite 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

Oportunidad para los Partners Nuevos negocios, mas clientes las velocidad Incrementar Velocidad CrecimientoVentasCrecimientoVentas Mayor cubrimiento Nuevos clientes : 70% de las vetas serán a nuevos clientes* Nuevos Segmentos: Llegar a grandes o pequeños clientes New 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 Fees Nuevos 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 Suite Partner Model Billing Microsoft PartnerCustomer FeesFees SaleSale Example: 250 seats Year One (18%) $8,100 Subsequent Years (6%) $2,700 18% year one

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

HoursRateFreqRevenue Net Add Fee (12%)25015Once$5,400 Residual Fee (6%)25015Monthly$2,700 Integration50$125Once$6,250 Customize0$100-$0 Managed Services: IT Pro Support 3$100Monthly$3,600 Total:53- $17,950 Scenario Exchange upgrade 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 Partner Engagement 2 weeks Exchange migration to Online Custom consulting to move of multiple files-hare to SharePoint Ongoing Tier 1 supp

Scenario New SharePoint HoursRateFreqRevenue Net Add Fee (12%)25015Once$5,400 Residual Fee (6%)25015Monthly$2,700 Integration50$125Once$6,250 Customize10$100Monthly$12,000 Managed Services: IT Pro Support 8$100Monthly$9,600 Total:- $35,950 Illustrative 1 year revenue stream Revenue Streams Source: MDC/Microsoft Partner Economics Study 2007 Customer Scenario On-premise to online Exchange migration Exchange users: 250 SharePoint users: 250 SharePoint customization for intranet use, document management, workflows Mobile access for all Partner Engagement 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

Scenario New Managed Services HoursRateFreqRevenue Net Add Fee (12%)25015Once$5,400 Residual Fee (6%)25015Monthly$2,700 Integration50$125Once$6,250 Customize10$100Monthly$12,000 Managed Services: IT Pro and end user Support, Business Process Consulting 20$100Monthly$24,000 Total:- $50,350 Illustrative 1 year revenue stream Recurring Revenue Revenue Streams Source: MDC/Microsoft Partner Economics Study 2007 Customer Scenario On-premise to Online Exchange migration Exchange coexistence Exchange users: 250 SharePoint users: 250 Mobile access for all Partner Engagement 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 Analisis Finaniero Online Year 1 Revenue Streams – 250 seat Source: MDC/Microsoft Partner Economics Study 2007Exchange $8,100 $6,250 - $3,600 $17,950 $71.80SharePoint $8,100 $6,250 $12,000 $9,600 $35,950 $ 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 Enlistarse LOCKED 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 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 Exec BDM Customer

Siguientes pasos Firmar el contrato par participar en el programa – partners.microsoft.com/online 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

S+S es una poderosa herramietna que representa nuevas oportunidades para los partners El Broad awareness across Microsoft and 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.