Saving your customers money and boosting your profit

Kylie Summerhayes and Wendy Smith

WIN - An HTC SNAP

First to answer a correct question at the end of session

Why we are here today...

SMBInsights

ComsTechniques

TipsTools

Resources

Why do we care about SMB Customers?

2 million

SMBs

800,000

SMBs 1-200employees

99%

What percent of Australian Businesses are SMBs?

5,760 businesseswith more than 200 employees

Leaving only.....

SMB Customer

Business Ownerdecides

No IT orIT Generalist

IndustryNot Size

What do SMBs Care About?

Saving Money

Cash Flow

ManagingCustomers

How Technology can Help

Save time and get organized

Find and retain customers

Improve

business insight

Reduce IT costs

and risks

Customer Priorities

99%

Is IT a Priority?How critical is IT to operating the business

9%

24%

35%

32%

Not critical

Inconvenient w/o IT

Very difficult w/o IT

Could not op-erate w/o IT

One significant technology investment that would help SMBs compete in the next six months

Simplify infrastructure to save time on network administration

Simplify infrastructure to reduce energy costs

Improve data man-agement

Enable greater mobility among workers

Make employees more productive

Better use Web for cus-tomer acquisition/management

Deploy software to increase sales

Deploy software to in-crease customer satis-faction

25.0%

20.0%

15.0%

10.0%

5.0%

0.0%

**SMB Insights Report, October 2008 **Microsoft 11-country survey of SMBs. September 2008

PC Market down FY10SMB PC YoY Growth %

SMB Segment FY09 FY10 FY11 FY12

SMB (25-249 PCs) -7.7% -11.3% -1.7% -3.8%SMB (5-24 PCs) -3.2% -10.1% 2.4% 1.5%SMB (1-4 PCs) -3.3% -10.4% -0.4% 3.2%TOTAL SMB -4.4% -10.5% 0.5% 0.7%

SOURCE: IDC (Aus PCMIT Q4-09)

FY09 FY10 FY11 FY12

-12%-10%

-8%-6%-4%-2%0%2%

99%

Server Market down FY10

SMB Segment FY09 FY10 FY111 to 24 PCs -13.72% -0.29% 15.07%

25 to 449 PCs -2.91% -3.25% 9.20%

TOTAL -4.92% -2.75% 10.21%

SMB Server YoY Growth %

Source: IDC's forecast for the x86 & EPIC market as of March 2009.

FY09 FY10 FY11

-6%-4%-2%0%2%4%6%8%

10%12%

99%

Software Market growing

Database Syste

ms and BI

Operating Syste

m and Storage So

ftware

Authoring and Publish

ing

Secu

rity

ERP

Application Deve

lopment and Deploym

ent

Collaborative

Apps

System In

frastr

ucture and Netw

ork Mgmt

CRM

Operations and M

anufacturin

g$ m

$50 m

$100 m

$150 m

$200 m

$250 m

SMB Software Market Forecast FY10 – FY12

FY10 FY11 FY12

3.1% 3.6% 8.2% 2.7% 3.6% 4.4% 3.9% 2% 2%3.3%

NOTE: SMB defined as 5-250 PCs. Data is based on FY09 MPF Market Forecast date

CAGR FY09-12

99%

SMB Market Opportunity

Authoring and Publishing

Operating System and Storage Software

ERP

Database Systems and BI

Collaborative Apps

System Infrastructure and Network Mgmt

Application Development and Deployment

CRM

Security

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

SMB Total and Addressable Software Market (FY09)

MS Sales Addressable Market Unadressable

NOTE: SMB defined as 5-250 PCs. Data is based on FY09 MPF Market Forecast date

Talk about Capabilities

99%

Capabilities

Save Time & Get Organized

Help your Customers Save Money & Be More Competitive

Improve Business Insight

Reduce IT Costs & Risks

Find & Retain Customers

• Financial reporting• Data analysis• Business dashboard

• E-mail & IM• PC Performance• File & print sharing• Mobile e-mail & RAS• Collaboration intranets• Video conferencing

• Website & ecommerce• Contact management• Sales & Marketing collateral• Sales forecasting

• AV & firewall• Back-up & recovery• Secure documents• Central storage•IT Management• Online software• Consolidation

ProductPlatform

Client + Back Office + Biz Apps

How to Buy1-4 lic:

FPP / COEM>5 lic:

Volume Licensewith PC/ Server:

(C)OEM / ROKOnline:

Hosted / BPOS

99%

Microsoft Customer Campaigns

Partner, Distribution

Customer Leading with Customer Stories

Partner Marketing Integration

SMB Newsletter Pinpoint

Online Ad

SMB ‘Mini Campaigns’

SMB Offers Mini Campaign menu

Business-Ready Security(SCE / Forefront)

Custom Application(Visual Studio)

Communications &Collaboration*

(Exchange / BPOS / SharePoint)Upgrade the Desktop*

(Win 7/Off 07)

Virtualization & Management*

(Windows Server / SCE/VMM)

Office No Better Time(Office 07)

Value of VL(VL / SA)

Business Servers*(WSF / SBS / EBS / WS)

* Highly Recommended

Business Insight*(SQL with partner apps)

Web Platform(WS/SQL thru web)

Description• Small targeted ‘mini’ campaign• Designed to drive the product offer and

generate revenue• Mainly through-partner execution• Enable the IT Generalists & ITDMs with

BDM proof

Resources• Campaign overview (Targeting)• Messaging & copy blocks• To Partner deck• Sales card & Partner Tele Guidance• Web Elements-in-a-Box: copy, banners

product info articles• To Customer Banner• Product sales offer

Wendy SmithPartner Marketing Centre (PMC)

Partner Marketing Centre: Helping you generate demand • Messaging and

Value Props

• Customer Emails and Images

• Banner Ads , HTML, Flyers

• Sales Cards & Telesales Scripts

Why use it?• On message• Saves you time and $$• Use, customise, re-purpose• It works

Why use it?

The PMC is critical for us. It takes all the leg work out of developing relevant content for particular segments and

makes creating supporting sales materials very easy.Kim Heras

Commercial Manager, Ensyst

The PMC cut my campaign prep time by about two weeksKim Peacocke, Marketing Manager Thomas Duryea Consulting

Partner Marketing Centre

* Highly Recommended

Upgrade the Desktop

(Win 7/Office 07)

Business Servers

(WSF/SBS/EBS/WS)

Virtualisation & Management(WS/SCE/VMM)

Comms & Collaboration(Exchange/BPOS/

Sharepoint)

Business Insight

(SQL with partner apps)

Office No Better Time

(Office 07)

Business Ready Security

(SCE/Forefront)

Value of VL(VS/SA)

Custom Application (Visual Studio)

Web Platform(WS/SQL/thru web)

NEXT STEPS

• Leverage the marketing materials on the Partner Marketing Centre Here

• Come to the Marketing Workshop Thursday 4pm to deep dive into building marketing plans, PMC and CIT

Up-selling and Cross-selling to Small and Mid-size customers Workshop Thursday at 4:00pm-5:40pm

in marketing funds for your business

$5000

Attend the Marketing Workshop and you could win...

... or a new Lenovo S10e

Which Mini Campaign would be most suitable if you wanted to sell...

HTC SNAP Question…

Microsoft Exchange

Answer

SMB Offers Mini Campaign menu

Business-Ready Security(SCE / Forefront)

Custom Application(Visual Studio)

Communications &Collaboration*

(Exchange / BPOS / SharePoint)Upgrade the Desktop*

(Win 7/Off 07)

Virtualization & Management*

(Windows Server / SCE/VMM)

Office No Better Time(Office 07)

Value of VL(VL / SA)

Business Servers*(WSF / SBS / EBS / WS)

* Highly Recommended

Business Insight*(SQL with partner apps)

Web Platform(WS/SQL thru web)

Communications & Collaboration

Microsoft Mobile e-mail Plan from Telstra is now available! Cost effective: Single monthly fixed fee for business e-mail plus 100MB data; Supported by Telstra: Single point of contact for help desk support (backed by MS Premier Support) Leverage investments in MS: Hosted or on-premise Exchange Device choice: Plan is available on a range of Windows Mobile devices

Find out more - go to the Telstra or ICT booth; Let your customers know! (Drive incremental Exchange activations, deployments); Sign-up for the Microsoft Mobile e-mail plan;

WIN - An HTC SNAP at this session!1. Be the first one to answer the question (from your presenter)!2. Winner will be given a “certified” Mobile e-mail flyer3. Winner to redeem their HTC Snap prize at the ICT booth.

HTC Snap – fast facts Ready for Microsoft Mobile e-mail Plan activation; “Inner Circle” – one touch button to get to your most important e-mails “Windows Live” – messenger button to chat/IM with your family and friends; Telstra “Blue tick” approved – recommended for country usage. HTC SNAP is updateable to Windows Mobile 6.5!

What’s next

Customer selection

Talk capabilities

Provide proof

What’s next

• Visit your existing customers

• Utilize the Microsoft resources available

Go Do...

• Stop listening about the recession, start making your own bright future

• Don’t stop working with markets in decline

Stop Do...

SMB Specific Sessions

Session Title Time Room

Opportunities in the current economic SMB environment 11:00am-11:45am

Room 8

Strategies to help your customers save money in a changing economy

12:00pm – 12:45pm

Room 8

Strategies & Tools to Help You Cross Sell & Up-sell 1:45pm – 2:30pm

Room 8

Gartner SMB Roundtable 4:00pm – 4:45pm

Meeting Room 4

Wednesday 2nd September

SMB Specific SessionsSession Title Time Room

Compete strategies for defeating emerging competition in the small and mid-size business space

11:00am-11:45am

Room 8

Software + Services Business Models in the Real World (panel discussion)

12:00pm – 12:45pm

Room 8

How to help small and mid-size customers streamline and secure their businesses.

1:45pm – 2:30pm

Room 8

Soft Skills: How to develop successful marketing strategies for the small to mid-size business space

2:45pm – 3:30pm

Room 8

How to drive smart business decisions using Business Intelligence

4:00pm – 4:45pm

Room 8

Soft Skills: How to sell to small to mid-size businesses in tough economic times

4:55pm – 5:40pm

Room 8

Workshop: Up-selling and cross-selling to your small and mid-size customer

4:00pm – 5:40pm

Arena 1A

Thursday 3rd September

SMB Specific SessionsSession Title Time Room

Windows 7: The Sales Opportunity in SMB 11:00am-11:45am

Room 8

Workshop: Securing new small or mid-size business customers via enhanced sales skills and better pipeline management

11:00am – 12:45pm

Arena 1A

IW & UC. Prepare for tomorrow while driving success in your business today

12:00pm – 12:45pm

Room 8

Soft Skills (repeat): How to sell to small to mid-size businesses in tough economic times

12:55pm-1:40pm

Meeting Room 4

Friday 4th September

Q&A