Windows in SMB

Report
Microsoft Confidential. NDA required.
$10B
Get2Modern
Opportunity
Presenter's Name
Title
G2M Video – Embed or Play Here
Key Elements of Get2Modern for Partners
Get Excited About the Opportunity
Making $ with G2M Campaign
Investments to Support Execution
Market Opportunity
Why Should Customers Care About EOS?
Partners need to inform customers about the risks associated with not updating their software
No New Updates
Includes security and non-security hot fixes
Exposure of Company to Potential Threats
Running non-supported software putting your business and customer information at risk
and limiting your ability to get the most out of your IT investment
No Support
Elimination of free or paid assisted support option or online technical content updates
The Value of a Modern Platform
Tablets and PCs for every business need
Everything in one place, on all your devices
Be more productive from anywhere
Stay secure and always up-to-date
Reduce complexity, increase flexibility
What is Get2Modern?
Windows 8 and Windows 8.1
Office 365 and Office 2013
Great new Touch Devices
OEM Hardware Offers
Volume Licensing and FPP Offers
Partner-Led Servicing offers
Engage to understand the migration needs of each unique SMB
Sell Devices, Office Attach, VL Upgrades, SA Add-Ons and Migration Services
Drive Bundled Offers in partnership with Distribution Partners
Making $$ with G2M
Get2Modern Sales Motion
1
2
3
Windows 8 Enterprise
Windows 8 Enterprise Other
Windows SA Benefits
Rationale for Participating in Get2Modern
Getting SMB customers 2 Modern is a $ billion opportunity for Microsoft partners
OEM
New PCs & tablets
Accessories, peripherals, comm devices
Office attach to every new device*
Windows 8 upgrades
Office VL/FPP for upgrade in-place
New VL/FPP channel motion for Office 365
Migration Assessment and Support
Set-up and Deployment
Managed Services
Distributor
Reseller
Integrator
Midsize Business G2M Cloud Deal Example
Customer: 50 PC company, 14 New Pro Devices, 6 In-Place Upgrades,
20 total Office 365 attach
Price/Unit*
Price/Unit*
Price/Unit*
14 new Pro devices (notebooks/tablets)
$700
14
$9800
Office 365 Midsize Business (Open L, first year)
$180
14
$2520
Windows 8 Enterprise (OV, first year)
$118
6
$708
Office 365 Midsize Business (Open L, Years 1-3)
$180
6
$3240
*
-
*
$100
14
$1400
*
-
*
Migration Assessment and Support
Set-up and Deployment
Managed Services
Total Example Deal Size
$17.7K
Small Business G2M Cloud Deal Example
Customer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach
Price/Unit*
Price/Unit*
Price/Unit*
2 new Pro devices (notebooks/tablets)
$700
4
$2100
Office 365 Small Business Premium (FPP, first year)
$150
4
$600
Windows 8 Enterprise (FPP, first year)
$175
3
$525
Office 365 Small Business Premium (FPP, Years 1-3)
$150
3
$1350
*
-
*
$100
4
$400
*
-
*
$4975
Migration Assessment and Support
Set-up and Deployment
Managed Services
Total Example Deal Size
Cross-sell & Upsell Opportunities
New PC Peripherals or Hardware
Pre-deployment
Communications Hardware & Accessories
Deployment
Device Management
Managed Services
CRM or LOB Software
Solution Support
Advanced Features & Functionality
Advisory Services
E.g., File/Print Server, Printers
E.g., Lync Headsets, VoIP phones
E.g., Microsoft Intune
E.g., Microsoft Dynamics CRM
E.g., Full Archiving Solution
Attaching Software Assurance (SA)
E.g., Adding SA to on-premise Office VL sales
E.g., Assessment and Planning
E.g., Migration, New User set-up, Training
E.g., Help-desk, Updates, Training
E.g., Customization, LOB Integration
E.g., Long-term Planning, IT Infrastructure Design
Unlicensed Software
An opportunity to “Get Genuine”
Anywhere from
15-97%
of Microsoft
Windows software
use is unlicensed in
emerging markets
# of unlicensed PC’s has
DOUBLED
in the last 5 years
The Partners role
• Determine which PCs have a qualified underlying OS
• For those PCs that are non-qualified:
• Quote and sell a Get Genuine Windows Agreement Pro SKU for every
unqualified PC. Government customers will have the option to use the
special Get Genuine Windows Agreement SKU for Governments from
July 1st, 2013 through June 30, 2014.
• A separate license for Office will need to be quoted.
Government G2M Drive
Government BOM materials will support a focused effort between
SMB, AP, PS and partners to target and reach government entities
who are prone to be on older version of Windows and Office.
Why Governments?
• Governments build the foundation for Intellectual
Property Rights awareness and enforcement. They drive
adoption of practices in private sector. And, private sector
companies are participating in programs and initiatives
driven by the public sector.
• A high percentage of Governments are relying on Windows
XP and Office 2003 to run their offices.
• Many have failed to maintain rigor in the qualified
versions of the software they use.
• Governments are, in particular, at threat with loss of security
controls and cyber security threats.
Investing in Your Success
How are We Investing in Your Success?
Overview of Get2Modern Promos
Customer Motion
Microsoft Offer*
Up to 20%
Windows
SA 365
OnlyM
+ Office 365
Window
SAoff
Only
+ Office
Midsize
Business
20%
off joint
purchase
20% off Small Business Premium when
Office
365 SBP
(details
purchased
with Attach
a new Win
8 ProTBD)
PC
Key Partner Strategy
Create H/W bundles with the VL offer
Make SA upsell a default addition to H/W sale –
link H/W and software selling motions
Window
Upgrade/SA
+ Upgrade/SA
Office 365 M
Up to 20%
off Windows
+ Office
365 off
Midsize
20%
joint Business
purchase
Actively target upgrade-eligible customers
Pitch standardization (most customers will need
devices + upgrades)
Window GGWA-SMO + Office 365 M
Up to 20% off Office 365 Midsize Business
20%
off Office 365 when purchased with
when purchased with Windows GGWA-SMO
GGWA
Leverage AP engines to target mis-licensed
customers with Office 365 discount
PLUS upsell to more Windows or Office, cross-sell with Windows Server and additional services & hardware!
*Offer availability will vary by geography. Windows SA only and Upgrade/SA offers require underlying qualified OS, SA Only SKUs may only be purchased within 90 days of purchase of Windows 8
Pro device. All bundled offers require 1:1 ratio of Windows and Office. Contact your PAM for additional details about each offer.
Resources
Partner Playbook
Partner Pitch Deck
Webinar-in-a-box
Event-in-a-box
Infographic
Web Syndication
Email Signatures
Tele Sales Guide (includes PS assets)
Customer Pitch Deck
Customer Flyers (includes PS assets)
Customer Emails (includes PS assets)
Online Ad Banners
Videos
Get all assets available at
http://aka.ms/Get2Modern
Reseller Partner – GO DOs
http://aka.ms/Get2Modern
What We
Learned Together!
This multi Billion $ opportunity
is REAL and its NOW!
Aspects of Get2modern sales motion,
resources and execution
Partner success stories with Get2Modern
How to make $$ with Get2Modern
How to land G2M in Fy14
© 2013 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.
A Global Opportunity
Why is the Time Right to Move Customers Now?
Customers will not want to wait to make this transition off Windows XP / Office 2003
Strong mix of promotions
are currently available
Partners can still get help
from Microsoft if needed
Issue will be top of mind
for customers
Midsize Business G2M On-premise Deal Example
Customer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach
Price/Unit*
Price/Unit*
Price/Unit*
14 new Pro devices (notebooks/desktops)
$700
14
$9800
Office Standard 2013 (Open L)
$373
14
$5222
Windows 8 Pro Upgrade + Office Standard 2013
(Open L at promo price)
$476
6
$2856
*
-
*
$100
14
$1400
*
-
*
$19.3K
Migration Assessment and Support
Set-up and Deployment
Managed Services
Total Example Deal Size
Small Business G2M On-premise Deal Example
Customer: 10 PC company, 4 New Pro Devices, 3 In-Place Upgrades, 5 total Office 365 attach
Price/Unit*
Price/Unit*
Price/Unit*
2 new Pro devices (notebooks/desktops)
$700
4
$2100
Office Home and Business 2013
$219
4
$876
Windows 8 Enterprise (FPP, first year)
$175
3
$525
Office Home and Business 2013
$219
3
$657
*
-
*
$100
4
$400
*
-
*
$4558
Migration Assessment and Support
Set-up and Deployment
Managed Services
Total Example Deal Size
G2M and the Unlicensed Software Opportunity
The opportunity for customers to “Get Genuine” is large
G2M represents a window to correct unlicensed software
use. Resellers and Managed Partners will be on point to
determine if all PCs have a qualified underlying OS
(see appendix for details)
Partner should leverage “get Genuine” SKUs so customers
can leverage G2M promos
A separate licenses for both Windows & Office will need
to be quoted
Opportunity to “Get Genuine” in Public Sector
Government G2M Drive
Government BOM materials will support a focused effort between SMB, AP, PS and partners
to target and reach government entities who are prone to be on older version of Windows
and Office.
Why Governments?
• Governments are under pressure to modernize and do things differently – more with less.
• Governments build the foundation for IP property rights awareness and
enforcement. They drive adoption of practices in private sector. And, private sector
companies are participating in programs and initiatives driven by the public sector.
• Many have failed to maintain rigor in the qualified versions of the software they use.
• Governments are, in particular, at threat with loss of security controls and cyber
security threats.

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