unified. now. win with exchange road show. facilities overview breaks course material course...
TRANSCRIPT
Unified. Now.
Win with Exchange Road ShowIntroduction
Course Logistics and Protocol
Facilities overview
Breaks
Course material
Course instructor
Ask questions
No cell phones or email
completeness of vision
Cisco Systems
MicrosoftSiemens
Nortel
Alcatel
IBM
Mitel Networks
Avaya
Interactive IntelligenceNEC
EricssonAVST
Oracle
TeleWare
niche players visionaries
challengers leaders
ab
ilit
y t
o e
xecu
te
Market MomentumMicrosoft positioned as a market “leader”
Source: Ferris Research, Inc., “Email Products: Market Shares, Versions Deployed, Migrations, and Software Cost.” Richi Jennings, January, 2008Complete report: http://www.ferris.com/2008/01/31/email-products-market-shares-versions-deployed-migrations-and-software-cost/ (requires purchase)
Microsoft Exchange ServerAcross all organizations
Ferris Research found that:• Exchange Server is the most popular e-mail product, with
about 65 percent of the overall market. • Notes/Domino is the second most popular system, with about
25 percent market share among larger organizations.
Exchange Upgrade Opportunity
Exchange 2000 customers - prime upgrade targets
22 percent of installed baseSignificant advances since Exchange Server 2000Hardware likely to be fully depreciated or at end of supportExchange 2000 mainstream support ended January 2006, currently in extended support
Exchange 2003 customers – an even larger opportunity
64 percent of installed baseUM adds compelling new benefits for BDMs. It can replaceaging and expensive voice mail systems hitting end of lifeGreatly expanded mobility, security and compliance features
Source: *The Radicati Group, Corporate Messaging Software, IB Market Share, 2008–2012. July 2008
2008 Exchange Installed Base by Versions*
When I told our executives that they could listen to their e-mail along with their voice-mail messages within Exchange Server 2007, they were thrilled.
Steve GouldAPA–The Engineered Wood Association
Exchange Server 2007 Beta customer upgrading from Exchange 2003
The Exchange Server Upgrade Opportunity is Big…
5.5 & earlier; 2008 World-
wide Ex-change In-stall Base;
0.0400000000000001; 4%
2000; 2008
Worldwide Exchange
Install Base;
0.220000000000001;
22%
2003; 2008
Worldwide Exchange
Install Base;
0.640000000000003;
64%
2007; 2008 Worldwide Exchange
Install Base; 0.1; 10%
Agenda
MorningIntroduction
Capturing the Mobility Opportunity
Understanding Unified Messaging
Coffee Break
Understanding Exchange Security Features
Better Together with Office Communications Server
Business Productivity Infrastructure Optimization
Summary
Lunch
Exchange 2007 Licensing Options
Standard Edition Server
Enterprise Edition Server
Standard Edition Server
Enterprise Edition Server
Choices withExchange 2003
Choices withExchange 2007
Exchange Standard CAL
Exchange Enterprise CAL
Exchange CAL
Note: Customers can purchase either CAL with either Server
Servers
CALs
NEW
8
Microsoft Server CAL Suites Overview
Windows Rights Management Services CAL
System Center Ops Manager Client OML
Exchange Server Enterprise CAL
Office SharePoint Server Enterprise CAL
Office Communications Server Ent CAL
Office Communications Server Std CAL
ForeFront Security Suite
Instant messaging and
presence
eForms, spreadsheet publishing, data
connectivity
Web, video, audio
conferencing
Information protection and policy
enforcement
Desktop monitoring
Client & server
security
Unified messaging and email
compliance
Simplified Licensing and Compliance
Deployment Flexibility and
Control
Increased Value for IT
Spend
Content management,
enterprise search, portal
Messaging
System monitoring and management
Identity, security, networking, workloads
Office SharePoint Server Standard CAL
Exchange Server Standard CAL
System Server Config Manager CML
Windows Server CAL
New in Market
9
What You'll Get Out of This EventIncreased success selling Exchange
UpgradeTo Exchange 2007
UpsellExchange Enterprise, ECAL Suite, CAL
AttachOffice Communications Server, Windows MobileDevices, Forefront andExchange Hosted Services
Partner Ready Sales Tools
UC Fast Start Kits
Scenario discussions For BDMs/TDM,
ITProsOct 2008
Business Value Tool
Calculate Customer ROI Excel Based
ReportsMay 2008
Exchange POCsSimplify on site trialsPre-configured VPCs
Oct 2008
Demo ShowcaseClick through demos(OCS newly added)
July 2008
Now through June 30th, 2009
SmartPay allows customers to buy now without paying a dime for six months, and allows partners upsell services, software and hardware
Price your deal today by visiting www.microsoftfinancing.com/calculator/aspx
SmartPay Promotion
Partner Offers & Incentives
UPGRADERoad Show
Sales Contest
UPSELLPartner
Exchange Incentive
ATTACHForefront
Partner Rebate
Unified. Now.
© 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.
APPENDIX
Microsoft Exchange ServerIn the Messaging & Collaboration Market
Source: Messaging and Collaboration Market, 2007-2011The Radicati Group, Inc., December, 2007Complete report: http://radicati.com/ (subscription or purchase required)
The Radicati Group says:• Microsoft continues to lead the messaging and collaboration market
in 2007, with an installed base of 135 million mailboxes, and nearly a 34 percent market share.
Vendor Solution Installed Base (M)
IB % Revenue ($M)
Revenue %
Microsoft Exchange Server 135.0 34.3% $1,480.0 54.9%
IBM IBM Lotus Domino 96.0 24.4% $1,042.0 38.7%
Novell GroupWise 29.0 7.4% $46.0 1.7%
Mirapoint Mirapoint Message Server 21.0 5.3% $22.5 0.8%
Sun MicrosystemsSun Java Communications Suite 20.0 5.1% $10.0 0.4%
GordanoGordano Messaging Suite (GMS) 19.5 5.0% $2.5 0.1%
Ipswitch IMail Server 18.0 4.6% $13.0 0.5%
Others 54.8 14.0% $79.5 2.9%
Total 393.3 100.0% $2,695.5 100.0%
Partner Sales Incentive for ExchangeExchange "Two for One" Sales Contest
Award
Eligibility
Objectives
Increase ECAL attach in Depth Exchange UpgradesDrive towards two objectives: Exchange upgrade and ECAL attach
Dramatically increase partner service opportunities through ECALs
Timeframe: 6 months sales incentive (November 2008 through April 2009)
Receive a Palm Treo Pro smart phone, $550 valueAttach the ECAL Suite to one Exchange upgrade deal
OR attach Exchange Enterprise CAL to two Exchange upgrades
Then request your award online at www.ExchangePartnerIncentive.com
Eligible partners: field managedEligible deals: medium companies (250-500 PCs) that upgrade to Exchange 2007
Upgrade defined as at least one Server and 250-500 Standard CALs
Must attach Exchange Enterprise CAL or ECAL Suite (min 100 CALS)
Upgrade messaging and
deploy presence
Sell messaging & presence
SharePoint, Dynamics, ECM, etc.
IM
Voice call management
Conferencing(audio, video,
Web)
Sell conference & voice
Build credibility
Win UC client experiences
Communications-enable LOB applications
E-mail, calendaring, unified messaging
Presence
Identity
Unlock the Socket, Unlock Opportunity
Exchange Server 2007 Licensing Overview Updated
with SP1 Content
Exchange 2007 Servers
E2003 Server SKUs
Standard Edition
2 databases
75 GB storage
Enterprise Edition20 databasesClustering
Standard Edition5 databases Log ReplicationNo software storage limit
Enterprise Edition50 databasesLog ReplicationClusteringSE to EE without reinstall
E2007 Server SKUs
Orgs with high scalability requirements
Large number of usersLarge mailbox deploymentsClustered environments
Orgs with limited scalability requirements
Fewer usersLower requirements for mailbox size
Orgs deploying server roles separately that don’t require EE scale features
Customer
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Exchange 2007 CALsE2003 CAL SKUs E2007 CAL SKUs
Orgs that want the benefits of Exchange Standard CAL PLUS:
Unified Messaging orMulti-tiered Antivirus & Anti-spam protection
orAdvanced compliance features
Orgs that need a feature-rich messaging environment for information workers
Customer
Exchange CALFull Client Access Shared Calendaring Mobile Device AccessAnti-spam
Exchange Standard CALEnhancements from E2003
Improved Anti-spamBetter ManageabilityEnhanced mobile securityDefault Managed Folders
New OfferingsExternal access to documents behind firewallOrg-wide policy managementCross-org mailbox searchMail flow rulesServer roles
Exchange Enterprise CALAdditive CAL with Services
SP1 OfferingsEnhanced ActiveSync Policies
New OfferingsUnified MessagingGranular JournalingManaged Custom FoldersAV/AS (Services offering)
Exchange Hosted FilteringForefront Security for Exchange Server 2007
22
SP1
Purchase RoadmapCustomers can purchase either CAL with either Server Edition
Exchange Enterprise CAL (Additive Package with Services)Orgs that want the benefits of Exchange Standard CAL plus Unified Messaging or Multi-tiered AV/AS protection
Enterprise Edition
High scalability requirements
Or
Choice based on Scalability
Standard Edition
Limited scalability requirements
Exchange Standard CAL
Orgs that need a feature-rich messaging environment for information workers
Choice based on Features
Or
Customer Example Likely Purchase DecisionLarge financial services organization that wants Hosted AV/AS
Server: Exchange Enterprise EditionCAL: Exchange Enterprise CAL
Small law firm that wants advanced compliance and UM
Server: Exchange Standard EditionCAL: Exchange Enterprise CAL
Large manufacturing company that needs client-rich email, calendaring, and mobility
Server: Exchange Enterprise EditionCAL: Exchange Standard CAL
23
24
Exchange Enterprise CAL Features
Feature DescriptionUnified Messaging
Users can access and manage their voice, email, calendar and fax messages through a single inbox Listen to email and appointments via the phone Receive voicemail in email inbox Receive faxes in email inbox OCS Integration
Compliance Per-user Journaling: Administrator can create journaling rules for individual employees or groups Journal all mail sent to or from an internal user Journal all mail sent to or from a distribution list
Managed Email Folders: Administrator can create managed email folders with rules associated with them Create push or opt-in folders Set expiration, journaling, and quota rules on
foldersAntivirus/Anti-spam
Customers get onsite and hosted antivirus/anti-spam protection. Choose Onsite (Forefront Security for Exchange
Server 2007) and/or Hosted (Exchange Hosted Filtering)
Pricing of Exchange SKUs
Microsoft Business Division Microsoft Confidential: Internal Use Only1
Ex. 2007 SKU Current Target Features Price Suites
Std. CAL1
For organizations that need a premium, feature-rich messaging environment with mobile device access.
$57• Core CAL• SBS CAL• Centro CAL
Ent. CAL2
For users that need:1. Unified Messaging2. Multi-tier AV/AS protection3. Advanced Compliance4.Advance mobile management
+$293 • E-Cal
Std. Server Orgs with fewer users and/or smaller mailboxes. $595 • SBS
• Centro
Ent. Server2 Orgs that require mailbox scalability and high availability. $3,405 None
Ex. 2007
Review: Current Exchange 2007 SKU Structure
Ex. 2007 SP1
Unified Messaging
Exchange Hosted Filtering
Per-user Journaling
Managed Custom Folders
Forefront for Exchange
Advanced Mobile Mngt.
E-mail & Contacts
ActiveSync Mobility
Calendar & Tasks
Document Access
Improved Anti-spam
Managed Default Folders
Local Continuous Replication
5 mailbox database limit
Standby Continuous Replication
Clustering50 mailbox database limit
L Select C ERP
Additive
• Exchange is currently sold in the typical Standard/Enterprise structure across both CALs and Servers• The Enterprise CAL is differentiated based on additional workloads (UM & AV/AS) and advanced features (compliance, mobile mngt.)• The Enterprise Server is differentiated based on mailbox database scalability (>5) and clustering for high availability