Winning Against the Competition: Choosing the Best Email Solution for Your Customers and Beating Google and VMware Zimbra

Alym Rayani, Sr. Product ManagerMicrosoft Corporation

Greg Smiley, Sr. Product ManagerMicrosoft Corporation

TEL04

Lisa SlimMicrosoft Alliance Business Manager

Hewlett-PackardMPN partner since 1989HP Enterprise Business

Ro Kolakowski

Company Partner

6th Street Consulting

MPN partner since 2006

SharePoint

Why Choose Microsoft?

Exchange was the only product to receive a “Strong Positive” rating in Gartner’s 2011 MarketScope for Email Systems report

The largest enterprise customers (47 of Top 50 Fortune) have been using Exchange for over 14 years

Exchange is tightly integrated with SharePoint, Lync, and Forefront to provide a seamless productivity experience via Office 2010 or Office 365

Best in class partner program!

The Opportunity

Revenue for partners!

+ =Big Pipeline!1. 22M Notes seats

switched over 5 years2. Aggressively pursuing

new switchers

• Training• Migration Assistance• Resources

Exchange Market Share

72.0%

11.0%

1.0%

0.5% 15.5%

ExchangeNotesGoogle VMwareOther

Organizations with more than 500 PCs

What We’re Hearing from Hosters

Lower TCO – 4.8

Quality of Product4.4

Customer Demand

4.2

Lower IT

Costs

Delight Your Users

Partner Friendly

Infra-structur

e

Lower cost options for storageEnd user self-service

Anywhere Access

Protection built in with ForefrontDeep integration with Office/Outlook

Reference customers & case studies

Key drivers based on a 1-5 rating

Advantages of Microsoft Exchange

Partner Ecosystem

Exchange Switcher Campaigns

Enhanced administration capabilities

Competing With Google

Exchange 2010 and Office 365 were architected for the enterprise.

Microsoft is committed to the enterprise.

Forefront server security solutions help businesses protect their messaging and collaboration servers against viruses, worms, spam, and inappropriate content.

• Forefront Online Protection for Exchange• Exchange Hosted Encryption

• Forefront Protection 2010 for Exchange Server

• Forefront Protection 2010 for SharePoint• Forefront Security for Lync• Forefront Protection Server Management Console

2010

Forefront for Office Products

“When we looked at the actual difference in price over a 12-month period, and the amount of grief we’d have gone through with Google, sticking with Microsoft was the clear-cut choice.”

– Phil Clay, Head of Business Development, SBFI

What Customers Are Saying

The former Google Apps users who are now part of VINCI Construction UK have been pleased with Office Outlook Web Access. “We received quite a lot of positive feedback. The interface looks better, sending e-mails is easier, spell-checking is better, and users have access to a single global address list. They also appreciate the folder capabilities they have now for message storage and organisation, and they don’t have to worry about the attachment-size restrictions of Google Mail.“

– Tina Parfitt, Head of IT, VINCI PLC

“Microsoft Office Outlook has a familiar user interface and for us that is very important. Most of our users already know how Outlook works. With Google Apps, that wasn’t the case. It wasn’t an interface most people found intuitive or familiar, and we could see that that was going to create change management issues for us that could be significant. With the Business Productivity Online Suite, we don’t have to worry about that..“

– Laurent Debes, Director of IT Production & Integration, Crédit Immobilier de France (CIF)

Google Compete Evidence

Competing With VMware

Why settle when you can have the gold standard for email?

Next StepsEvaluation and Recommended SessionsEvaluate this session at www.digitalwpc.com/evals

Learn moreSession

CodeSession Title Day Time Location

BP22i So You Want To Host Exchange? Tues 4:30 - 5:30 PM LACC

CLD11 Transitioning and Thriving - What you need to know about profiting in the cloud Tues 4:30 - 5:30 PM LACC

EP03 Partner Opportunities with Business Productivity in the Cloud and On Premise Wed 4:30 - 5:30 PM JW Marriott

BL10 MPN Program Evolution - Structure to Endure and Lead Wed 3:00 - 4:00 PM LACC

MKT06i Get More Value From Your Microsoft Competencies Wed 4:30 - 5:30 PM JW Marriott

SMB10 Selling Office 365 to SMB Customers Wed 3:00 - 4:00 PM LACC

SMB07Why I Decided to Become a Microsoft Online Services Partner Instead of a Google Apps Reseller

Wed 4:30 - 5:30 PM LACC

US28iUS IW: Delivering the Future of Productivity to Your Customers with Microsoft Office 365

Thu 3:00 - 4:00 PM LACC

Appendix

What Customers Are Saying

“In the past, maybe twice a week, I’d have to solve the various problems our employees experienced when they tried to make Google Apps work with their day-to-day tasks.” Morgan notes that he now spends half the time for IT support that he did in the past. “Also, there were a few times when Google upgrades knocked out our email completely. 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.”

– Jared Morgan, Insurance Agent and Chief Technology Officer, Bradshaw & Weil

“We were encountering regular system outages under the previous environment that was affecting productivity. Now we have a continuous availability setup in multiple locations to allow for maximum uptime. We now benefit from a more centralized voicemail environment that features higher availability compared to the previous Google Apps environment.”

– Jonathan Pisarczyk, Information Systems Group Manager, Phaeton Automotive Group

“We also compared Microsoft Exchange Online to other cloud email providers such as Google Mail, and thought that the Microsoft solution was more stable, full featured, and the customer response center more responsive.”

– Siva Akurati, Director, Strategic Sourcing and Vendor Management Office, Scripps Networks Interactive

Google Compete Evidence

Competing With IBM

20M seats switched from Notes to Exchange

over the past 5 years

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© 2011 Microsoft Corporation. All rights reserved. Microsoft, Lync, SQL Server, SharePoint, Windows, 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.