the mobile opportunity beatrice mulzer vice president, smb nation e-mail: [email protected]
TRANSCRIPT
Agenda
The Mobile Opportunity Positioning SBS and WM SBS/WM Service installation Why Windows Mobile? Summary and Q&A
Worldwide Device Shipment Forecast
Source: Worldwide Converged Mobile Device 2006-to 2010 Forecast and Analysis, IDC Doc #201805, May 2006
Con
verg
ed
Mob
ile D
evic
e
Sh
ipm
en
ts (
mill
ion
s)
CAGR
32%
Mobile Opportunity:100 million+ converged mobile devices will
be sold by 2007. [IDC]
11% of small businesses already support remote access—another 18% plan on enabling remote access by 2007. [IDC]
80%+ of small businesses spend at least 20% of their time away from their desks. [Yankee Group]
Small businesses buy more converged mobile devices than larger businesses. [Canalys]
Document Access
Security
Phone
Applications
Multimedia Capabilities
Communication
Personal Information Manager (PIM)
Document Access
Security
Phone
Applications
Multimedia Capabilities
Communication
Key Features of Windows Mobile 5.0
Personal Information Manager (PIM)
• Access to POP3, IMAP, and Exchange Server e-mail accounts using Microsoft Office Outlook Mobile
• Full mail reconciliation with Exchange Server
• Direct Push e-mail for instant delivery of mail to a device as items arrive on server
• Full synchronization of Contacts, Calendar, Tasks and Notes between Outlook Mobile on the device and Microsoft Outlook on the desktop
• Wireless synchronization of PIM data between device and Exchange Server
• Instant updates of all PIM information on device as changes are made on server, through Direct Push technology
• View and edit Office documents.
• View and edit spreadsheets and charts with Microsoft Office Excel Mobile.
• View and edit Word files with Microsoft Office Word Mobile, including preservation of rich formatting, such as fonts, spacing, and images.
• View presentation files with Microsoft Office PowerPoint Mobile.
• Secure sockets layer (SSL) communication when transmitting data over the air
• Password policy management to enforce security policies
• Remote device wipe for lost or stolen devices
• Messaging and Security Feature Pack (MSFP) to better protect device data
• Full voice phone capability
• Text messaging using Short Message Service (SMS)
• Easy-to-use contact management, including support for photo caller ID and individualized ring tones for specific callers
• Internet Explorer Mobile for browsing the Web
• Wide range of horizontal applications, from global positioning system (GPS) navigation to customer relationship management (CRM) software
• Numerous vertical applications, including real estate, legal, and construction
• Windows Media Player 10 for playing music and videos
• Built-in camera for taking photos and videos
• Voice recording for taking notes
Windows Mobile Devices
HTC TyTN
HTC S310HTC MTeoRMotorola Q
HTC ArtemisHP iPAQ 6915 Palm Treo 750Pocket Loox T
Samsung 600
Smartphone
HTC STRTrk
POCKET PC – with touch screen
Eten Gloofish M700
Components of a Windows Mobile Solution
Third-PartyCertificates
Voice and DataService Plans
InstallationServices
Applications
Deploying Mobility to Increase Revenue Streams
Increased installation services revenue
Pull-through of infrastructure software
and hardware Platform for custom applications Additional seats for service contracts Training and customization
Source: IDC
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
10-12 DeviceImplementation
Activation fees
Service
Hardware
Software
5 Devices:Implementation PlusManaged Services
SBS 2003Installation + Device
Set-Up
15 DeviceImplementation +
Managed Services
Source: IDC Interview with Microsoft Partners
Sample Revenue Breakdown From Actual Partner Deployments
Get Smart Complete Mobility Training online Use Windows Mobile yourself Check out the IDC SBS-WM
Whitepaper Learn how to deploy Windows
Mobile devices w/SBS 2003 using the deployment whitepaper – available online in Czech
Use the Marketing and Sales Toolkit
What is my Sales Model?3 options to sell Windows Mobile:
Advantages:
• Contract revenue
• Impartiality
Disadvantages:
• Form filling
• Customer support
• May not sell all MO’s
• Restriction on devices
• Porting
• Network
Advantages:
• Provide just advice
• Customer has control
• Form factor
Disadvantages:
• Data tariffs
• Clarity on support
• Disjointed service
• Control of selection
• Contract renewal
Advantages:
• Straight forward
• Proactive
• Complete control
• Hardware + Service
Disadvantages:
• Costly
• Device stock
• Need to set-up GPRS
• Network
Mobile Operator reseller Indirect Device and swap SIM
Who is my customer?
• Gather and document client data more efficiently.
• Make consultant expertise tracking more efficient.• Help ensure effective assignment of clients to consultants.• Reduce billing cycle time.• Reduce research time.• Improve document management.• Make team collaboration moreeffective.• Meet stringent security/privacyrequirements.
• Healthcare
• Retail
• Education
• Financial Services
• Professional Services
• Manufacturing
• Public Sector
• Contract revenue
• Microsoft Office
Professional Enterprise
Edition 2003
• Microsoft Office
OneNote® 2003
Windows SharePoint®
Services,
• Microsoft Office
SharePoint Portal
Server 2003,
• Microsoft Windows
Mobile-powered
devices.
Vertical Market Potential Business Value Sample Solution
Generate Interest
Business pains Key decision maker out of touch
when away and unable to make critical business decisions in time
Inability to monitor key performance indicator
Inability of executive to perform high-value work while on the road
Generate Interest
Discovery Questions: What percentage of time are you
away from your desk? How do you stay in touch? How are you currently alerted to
potential problems? Do you consider travel time as
“downtime”?
Develop a Solution
Gain a thorough understanding of the customer’s business needs and technical requirements.
Develop a Windows Mobile solution that will cost-effectively meet their specific business and IT needs.
Agree with the customer on how the solution will be evaluated and the evaluation criteria.
Prove Value and Close
Responding to common customer objections Cost Security Usability and device choice Scalability
Deploy and Retain
Ensure a flawless implementation.
Initiate ongoing planning and evaluation activities with the customer.
Build additional relationships within the new company/account.
Selling WM With Small Business Server…
Customer Benefits Keeping in touch with the office Greater responsiveness to customers Ability to view Office documents Device goes beyond e-mail
GPSCRM Mobile
Deploying Windows Mobile
Step 1 - Installing ActiveSync 4.5 Step 2 - Enabling mobile services for users Step 3 - Configuring the firewall and Web
services Step 4 - Deploying an SSL certificate Step 5 - Configuring Windows Small
Business Server 2003 for MSFP Step 6 - Configuring device
synchronization Step 7 - Testing the deployment
Checklist before starting
Checklist Requirement: Description:
Windows Mobile 5.0 device Mobile device running Windows Mobile 5.0.
Wireless data connectivity The mobile device must have wireless data connectivity provided through a mobile operator, such as GPRS, for accessing the Internet.
Server running SBS 2003 A computer running Windows SBS 2003 or Windows SBS 2003 R2. It is assumed that Exchange Server 2003 is configured and running properly on the server.
ActiveSync 4.2ActiveSync 4.5 can be downloaded from the following URL:http://www.microsoft.com/downloads/details.aspx?displaylang=cs&FamilyID=9E641C34-6F7F-404D-A04B-DC09F8141141
3rd-party or self-signed SSL certificate
For guidance on choosing between and obtaining a third-party SSL certificate or a self-signed SSL certificate, refer to the “Deploying an SSL certificate” section in this white paper.
While installing a self-signed certificate, you may require the utility smartphoneaddcert.exe, which can be downloaded from the following URL:
http://support.microsoft.com/?id=841060
Exchange Server 2003 SP2Exchange*
Server 2003 SP2 can be downloaded from the following URL:http://www.microsoft.com/technet/prodtechnol/exchange/downloads/2003/sp2/download.mspxIf your server is running Windows SBS 2003 R2, you do not require this software update because Windows SBS 2003 R2 has Exchange Server 2003 SP2 preinstalled.Exchange Server ActiveSync Web
Administration tool*The Exchange Server ActiveSync Web Administration tool can be downloaded from the following URL:http://www.microsoft.com/downloads/details.aspx?familyid=e6851d23-d145-4dbf-a2cc-e0b4c6301453&displaylang=en
* Additional Requirements for Deploying Windows Mobile 5.0 with MSFP
Step 7 – Testing The Deployment
Test over-the-air ActiveSync Ensure wireless data connectivity to
Internet is availableTest Direct Push:
Show the Customer push e-mail works First message should arrive faster than on
the PC
Remote Device Wipe On any computer in the network, open Internet Explorer,
browse to https://WindowsSBSServerName/mobileadmin, and log on using domain administrator credentials.
41
HTTPS
Small Business Server 2003
Direct Push Technology
WAP
Browse your mailbox with Outlook Mobile
Access
Use Outlook Web Access remotely at a kiosk
Stay in touch on a Windows Mobile device via Exchange Server
ActiveSync
Use Office 2003 on theroad for secure Outlook
connections without a VPN
HTML RPC/HTTPS
Access Your Office Anywhere
Call To Action Use the 4 step process to selling mobility
Generate Interest Develop a Solution Prove Value and Close Deploy and Retain
Engage with either: Handset vendors or Mobile operators
Use Windows Mobile Learn more about the mobile opportunity
IDC SBS-WM Whitepaperhttps://partner.microsoft.com/40026398
Resources Windows Mobile SBS Deployment Guide in Czech
http://www.microsoft.com/cze/windowsmobile/business/strategy/default.mspx
Complete Mobility Training in Partner Learning Centre
https://training.partner.microsoft.com/plc/details_nochome.aspx?publisher=3&courseid=1580&isMetaTagRefreshed=true#
IDC Mobility Whitepaperhttps://partner.microsoft.com/40026398
Mobile Webcasts Paths to Opportunities with SBS 2003:
Enabling Mobility, Featuring Windows Mobile http://www.msreadiness.com/WS_abstract.asp?eid=15003970
Resources Small Business Server Home
http://www.microsoft.com/windowsserver2003/sbs Technical resources for Windows Small Business
Server 2003http://www.microsoft.com/italy/windowsserver2003/sbs/techinfo/default.mspx
MOC Course 2395: Design, Deploy, and Manage a Network Solution for a Small and Medium Businesshttp://www.microsoft.com/traincert/syllabi/2395AFinal.asp
More Windows Mobile Resources https://partner.microsoft.com/mobilitycompetency
Resources
Exam 70-282: Design, Deploy, and Manage a Network Solution for a Small- and Medium-Sized Businesshttp://www.microsoft.com/learning/exams/70-282.asp
Trusted Root Certification Authorities list at https://partner.microsoft.com/global/partner/40027352
Get Mobile Ready Readiness and Training
http://partner.microsoft.com/SmallBizMobility Complete Mobility Training Link to campaign materials (August) Deployment Guide IDC Whitepaper:
How to Make Money with Mobility