Business Opportunity Templates and Deployment Scenarios - PowerPoint by bho25192


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Product roadmap
Order process
Pricing + promo
Demo accounts
Partner offer
Partner payment process
Partner/customer support
SLA details
New business, more customers, faster

                New Customers: 70% of sales expected to be to new customers
    Expand      New Segments: Expand to SMB, retail, manufacturing or public sector
    Reach       New Scenarios: Deskless users, branch office, mobility

                Advisor Fees: Sell and get Partner Fees
     Grow       New Services: SharePoint consulting, online migration & integration
    Revenue     Annuity Revenues: 50% revenues to be recurring

                Increase capacity: Increase sales and deployment capacity
                Scale to multiple customers remotely. 40% savings
     Velocity   Increase margins by increasing managed services attach rates
Partner Opportunities for Revenue

                                         Intranets &
                                             Doc        Migration

                           Custom                                    Integration &
                         Applications                                Configuration

                    LOB                                                     Online Solution
                 Applications                                                   Design

                  Customer                                                    & Business
                    Care                                                       Process

                         Desktop                                      SharePoint
                        Management                                   Customization

                                         Helpdesk       Security &
                                        & End User     Compliance
                                          Support      Consulting
                                                                                                                                                                                     Current Feature
                                                                                                                                                                                     Future Release

              Features                                              Standard           Dedicated                              Features                                   Standard   Dedicated
             Default Mailbox Size                                    1GB                  1GB                                Outlook Web Access                                       

                                                                                                         Client & Mobility
             Larger Size Mailbox Available                         Max 4GB             Max 5GB                               Outlook Anywhere via HTTPS                               
             Shared Contacts, Tasks                                                                                        Outlook 2007 Support                                     
             Message Attachment up to 20MB                                                                                 Outlook 2003 Support                                      

             14 Days Deleted Item Retention                                                                                Entourage Support   3
                                                                                                                                                                                      
             Conference Room                                                                                               Firefox /Safari Web Browser   4
                                                                                                                                                                        OWA Light   OWA Light
             99.9% Uptime SLA                                      Reactive            Proactive                             Windows Mobile Devices                       Ver. 6     Ver. 5+
             IT Pro Support                                       Call/Portal          Call/Email                            iPhone, Nokia E Series/N Series                          
             Geo Redundancy Data Protection                                                                                BlackBerry Devices5                         BIS Only      
             Public Folder                                                                 
                                                                                                                             AD Credential Synchronization                            

             Anti Virus/Anti SPAM via EHF                                                                                  AD/GAL Synchronization                                   
Security &

             Rights Management Service      2
                                                                                                                           On-Premise Exchange Free/Busy                            
             Mail Encryption (Optional)                                                                                    On-Premise Notes Free/Busy                               
             E-Discovery Archive (Optional)                           EHA               Fortiva
             Personal Archive (Optional)                              EHA               Fortiva
             Messaging Records Management                                                                                  Exchange 2000, 2003, 2007                              Custom

                                                                                                                             Exchange 5.5                                 2 Stage    Custom

             MAPI                                                                                                                                                       2 Stage    Custom

                                                                                                                             GroupWise                                    2 Stage    Custom
             Exchange WebDAV                                                              
                                                                                                                             POP3/IMAP                                              Custom
             SMTP Relay

                                                                                          
             Exchange Web Services                                                        
             POP3/IMAP4                                                                                                    Customer Portal                                          

                                                                                                                             Administration Center                                    
             Outbound Fax                                                                                                   Company Portal                                           
& Fax

             Voicemail Integration                                                                                         Sign On Client                                  
             Outlook Voice Access                                                         
                                                                                                        3 Free/Busy and GAL is not supported on Entourage
                              1                                                                         4 Only OWA Light is supported on Firefox and Safari browser
                                  Deskless available in both standard and dedicated versions
                              2                                                                         5 Standard only provide BIS support; Dedicated provide basic Blackberry
                                  Can integrate with on site deployment of Rights Management Service
                                                                                                        support (mail, calendar, contacts, GAL)
                                                                                                                                                                                                                            Current Feature
                                                                                                                                                                                                                            Future Release

                      Features                                Standard     Dedicated               Features                                   Standard     Dedicated                          Features                           Standard       Dedicated
                     Collaboration Site Templates 2                                              Client Integration                                                                          BI Dashboard                                         
                                                                                                                                                           
                     Meeting Site Templates 3                                                    SharePoint Designer                                                                         KPI and Filtering Web Parts                          
                                                                                                                                                           

                     Surveys                                                                     RSS Content Syndication                                                                     Report Center Templates                              

                                                                                                                                                           

                     People and Group                                                            Audience Targeting                                                                          Excel Services                                       
                                                                                                                                                           
                     Sync with Outlook                                                           Site Manager                                                                                Data Connection Libraries                            
                                                                                                                                                           
                     Email Alerts & Notifications                                                Site Documentation Aggregation                                                              Business Data Catalog                                
                                                                                                                                                           
                     Issue Tracking                                                              Portal Site Templates                                                                       Business Data Web Parts                              
                                                                                                                                                           
                                                                                                                                                                                             Performance Point Integration

                     Document Collaboration                                                    User Profile Import                                                                                                                            
                     Presence                                                                  Privacy and Security                                                                      99.9% Uptime SLA                                     
                     Social Networking Web                                                     Audience Targeting                                                                        24x7 Web/Phone IT Pro Support                        
                     Mail Enabled List                                                         My Sites; Site Directory                                                                  Geo Redundancy Data Protection                       
                                                                                                 Colleagues and Memberships                                  

                                                                                                                                                                          Service Specific
                     Document Info Panel/Action Bar                                                                                                                                        Multiple Site Collections Support                    
                                                                                                 Document Roll-up Web Part                                   
                     Content Authoring                                                                                                                                                     Vanity Domains                                       
                                                                                                 Mobile Device Support                                       
                     Master Pages, Layouts, Controls                                                                                                                                       250MB/User Storage                                   
                                                                                                 Backup and Restore SP Designer                              
                     Retention and Audit Policies   4
                                                                                                                                                                                           Authenticated Access                                 
                                                                                                 Aggregate Web Parts                                         
                     Three State Workflow
Content Management

                                                                                                                                                                                           30 Days Backup & Restore                             
                     State Variations                                                          Search (UI, relevance, security)                                                          WAN Acceleration                                     
                     High Fidelity Web Site/Branding                                  Search   Cross Site Collection Search                                                              Pre-Production Environment                           
                     Slide Library                                                             Enterprise Content Sources                                                                Partner Access                                       
                     WYSIWYG Content Editor                                                    People Search                                                                             Anonymous Access                                     
                     Content Staging, Publishing, Dploy                                        Search Federation                                           
                     IRM Integration                                                           Business Data Search                                                                      Customer Portal                                      

                     Std Business Doc Workflows                                                Form Libraries                                                                            Administration Center                                
                     Std Enterprise Site Templates                                             Custom Non-Code Workflows                                                                 Company Portal                                       

                     Std Publishing Site Templates                                             MOSS Out of Box Workflows                                                                 Sign On Client                                       
                     Records Repository and Legal Hold                                         Browser Based Forms                                         
                     Email Content as Records                                                  Custom Code Workflows                                       
                     VSTF Integration                                        
                                                                                                                                3   Standard does not include Blank Meeting, Decision Meeting, Social Meeting, Multipage Meeting Workspace
                                         2Standard does not include My Site Host, News Home Template, Internet
                                                                                                                                4   Standard does not include logging of all actions on sites, content, and workflows, audit log reporting
                                         Presence Web Site
                                                                                                                                                 Current Feature
                                                                                                                                                 Future Releases
                    OC Server 2007 R2 Features          Standard   Dedicated                   OC Server 2007 R2 Features            Standard      Dedicated
                    IM and Presence via OC Client                                            Group Chat                                              
                    IM and Presence via OC Web client                                        1:1 Audio and Video –   Internal2                       

                    IM and Presence via mobile client
  IM and Presence

                                                                                             1:1 Audio and Video – External                          

                    Group IM                                                                 File Transfer – Internal2                               
                    Address Book Search                                                      File Transfer – External                                
                    Distribution List Expansion                                              Web Conferencing                                        
                    Office Presence Integration                                              Audio and Video Conferencing                            
                    Exchange Calendar Integration1                                           Unified Messaging with Exchange                         
                    Sharepoint Presence Integration                                          Enterprise Voice (some limitations)                     
                    Federation                                        
                    PIC                                               

                    IM Filtering                                      
Security &

                    Encryption                                        
                    Content Archiving                                  
                    Antivirus                                         

     1 Manual workaround needed
   Q1 2009   Q2 2009   Q3 2009   Q4 2009   Q1 2010

-Quarterly release windows per year
-Extent of changes varies per service and per
 release window
-Services may ship on different dates within the
Additional visibility for the 20 pilot partners
  Clickable logo
We push the customer to select a partner!
Will be online 29th of April
We will contact the customer who are currently running a
In case they do not yet work with a partner, we will
propose them to do so and ask if a partner can contact
We will then provide you with those customer leads if the
customer has selected you as a partner
Exchange – additional functionalities
SharePoint – additional functionalities
Office Online
CRM Online
You create a fake liveID for the customer
 Eg. BPOS_customername_partnername
You complete all the required steps in the order process
You enter your partnerID
Customers can test the solution for free for 30 days
Also valid after the launch of the 24rd of April
First invoices will be created for the period starting as of
24th of May
Payment methods:
  Customers who order for an amount less then 500 dollars
  (monthly basis), need to pay with credit card (monthly fee
  taken from their CC)
  Customers who order more than 500 dollars (monthly basis),
  can request an invoice (payment terms of 30 days)
Customers order Business Productivity Online Suite at Microsoft Online Customer Portal ( Partners can assist their
                       customers in ordering and administering Business Productivity Online Suite for their organizations.
          Access & login to the                           Create your customer profile
     Microsoft Online Customer Portal                                                                        Add subscriptions to your cart

        Agree to the discount terms                      Select your Partner of Record                                Finalize purchases
         and continue to check out                                                                                     in shopping cart

                                                        Accept the Microsoft Online Services
                                                           Agreement terms & conditions                       Review and confirm your order
          Select payment method
Step 1: Access & login to the Microsft Online Customer Portal
Step 2: Create your customer profile
Step 3: Add subscriptions to your cart
Step 4: Finalize your purchase in shopping cart
Step 5: Add your partner
Step 6: Accept discount terms and continue to check out
Step 7: Select payment method
Step 8: Accept the Microsoft Online Service Terms & Conditions
Step 9:
  Selected as POR
  Removed as POR
                                      *All Email notification will be send to
  Activation Confirmation
                                      Partner’s Global Admin listed on
  Trial Expiration Warning
  Trial Expired
  Cancellation Notice – within 30 days
  Activation Failure
  Activation Reminder
  Activation Confirmation
  De-Activation Notification
  Subscription Expiration
                 Exchange Online                      8.52 €
                SharePoint Online                     6.18 €
               Office Live Meeting                    3.83 €
          Office Communications Online                2.13 €

        Business Productivity Online Suite            12.78 €

        Exchange Online Deskless Worker               1.70 €

       SharePoint Online Deskless Worker              1.70 €

              Deskless Worker Suite                   2.56 €

Additional capacity (1GB) for exchange + sharepoint   2.13 €
10% discount
On total value of the contract
For the first year
For contracts signed before end of June
MSPP Partners who are also enrolled in                                     Partners will receive benefit for the                                              Providing a demo to customers
the QuickStart program                                                     duration of the purchase agreement                                                 Testing of features/functionality

Demo accounts currently available to US                                    Microsoft may change the benefits                                                  Personal accounts for home/family use
Partners only                                                              with 60 days notice                                                                Multiple accounts per employee

 Active partners who meet the above eligibility criteria will be eligible to get demo accounts of Business Productivity
                                                      Online Suite:
                           20 seat licenses (default)                                  Use existing seat count
          New Demo         Customize your environment
                                                            Leverage Existing          Keep your current configuration
          Accounts         Perpetual environment
                                                                  Account              Perpetual environment

  New Demo Account
  1.   Sign Partner Agreement and complete the assessment by visiting the Microsoft Online Services Partner Resource Center at
  2.   Go to and complete registration for a trial account
  3.   Activate your account and begin customizing your domain
  4.   Contact Microsoft Online Services Support through MOCP to request a one-year extension of your
       existing account including Partner ID, Live ID, and Order Number in the email
  Extending Existing Demo Account
  1.   Contact Microsoft Online Services Support through MOCP to request a one-year extension of your
       existing account including Partner ID, Live ID, and Order Number in the email
  * Partners will only be given one trial per year. It is recommended that you do not use the same Windows Live ID for your demo account and accounts you purchase for risk of losing free trial
 MSPP Partners who are                                            Partners will receive benefit for the                              For partner use only

   Gold Certified                                                 duration of the purchase agreement                                 For internal company use rights

   Registered and are enrolled in                                 Microsoft may change the benefits
   QuickStart, MAPS, or Empower                                   with 60 days notice
   Program                                                                                                                             For demonstration purposes
 Currently available to US Partners only                                                                                               Not for customer use

   Active partners who meet the above eligibility criteria will be eligible to buy Business Productivity
             Online Suite at a discounted price of 6.39€/USL/month based on their level*:

                                                   Gold Certified                                                     100 seats
                                                       Certified                                                       25 seats
                                                    Registered**                                                       10 seats

* The benefit can only be used in countries where service is available. The total number of USLs for a parent organization cannot exceed 500.

   1.        Ensure active MSPP membership along with enrollment in the relevant eligible programs
   2.        Order Business Productivity Online Suite at for 100, 25, or 10 seats as appropriate for your level
   3.        Send an email requesting a pricing credit to the Customer and Partner Care team through MOCP support at
    including Partner ID, Live ID, and Order Number in the email
   4.        Your credit will be reflected in your next invoice

                                Billing                   Order

                               Microsoft               Partner
                                   One-time 12% net-add fees
                         Monthly 6% recurring fees during agreement term

Partner Benefits:
 One-time 12% net-add fees and monthly 6% recurring fees during agreement
 Potential to generate additional revenue from consulting services
     Set up/migration/integration, Customization, Helpdesk, Train the trainer
Fee of 18% is fixed for the first year for you as selected
Partner Of Record can be added within 90 days after the
purchase date
Recurring 6% Fee
  POR can be added or changed at anytime by customer
  after the first year
  BUT if your customer is happy with you as a partner, no
  reason why the customer would change this!
A customer can assign a different POR per product
 Eg POR1 for exchange online vs. POR2 for sharepoint online
 BUT if the customer is happy with the service you are
 providing as partner, he will not use different partners

For customers, the bill-to, ship-to, and sold-to address
must be in the same country

                 ESA Fees (average
         MSFT          10%)                     LAR            Customer

                                  Online Service Delivery


                   MOSPA Fees (12%+6%)

                       ESA Fees
          MSFT          (TBC%)                   LAR           Customer

                                     Online Service Delivery
 Scenario 1 : Partner A supports the product and remain POR

12% Transaction

6% Residual Fee
(accrue monthly)

All Payment are
issued quarterly

                   Q1             Q2              Q3          Q4
 Scenario 2 : Customer designates POR 90+ days after purchase of product

12% Transaction

6% Residual Fee
(accrue monthly)

All Payment are
issued quarterly

                   Q1             Q2              Q3             Q4
                       Scenario 3 : Customer designated partner A as POR when it purchase 75
                                    seats and designates Partner B when it purchased additional
                                    25 seats of the same product
Partner B Partner A

                      12% Transaction

                      6% Residual Fee
                      (accrue monthly)

                      12% Transaction

                      6% Residual Fee
                      (accrue monthly)

                      All Payment are
                      issued quarterly

                                         Q1              Q2               Q3              Q4
Each quarter, our payment provider (Arvato) will send a
fee statement to you and request to submit an invoice for
the amount detailed in the fee statement
You can submit the invoice by hard copy/fax/un-editable
soft copy
This invoice must include your bank details in order for
Arvato to make a wire transfer on your account
Arvato will then transfer the fees owed to your account
Deadline for Microsoft FY Quarter Payment Eligibility
FY09: 6/24/09
Payments delivered within 30 days of the first day of
new quarter
Payments to be made in local currency to partner
headquarters identified in MSPP
Payment done on total activations, including extra
capacity bought
The SLA´s are available online:
Microsoft provides a level of expertise and experience that comes from a highly successful history of hosting
enterprise services such as Office Live Meeting and Exchange Hosted Services. Microsoft Online Services reliably
deliver 99.9 percent scheduled uptime and carries a financially backed service level agreement. We are committed
to developing and delivering innovative solutions that enable organizations to get the tools they need to be
successful now and in the future.

And here:

Some online services may include performance related SLA’s. Terms and conditions for these service SLA’s are as
    Exchange Online.
    Office Live Meeting.
    SharePoint Online.
                  Customer Scenario                IT Gen action                                                    BPO-S Action                       Policy     RPO*        RTO**         Steps       steps?   Escalation process from Support         Comments ****For internal use only****

                                           Deleted Items folder                                                                                         n/a         n/a         n/a          n/a
                                           retention: 14 days,
             Item deleted                  recoverable by ITGen            If fails?               None                                                                                                 n/a                   n/a                  If outside the 14-day period, no MS recovery

                                           Backup from local PST. Use                                                                                    -           -           -            -
                                           scanpst/ost to fix              If fails?                                       -                                                                              -                     -

                                                                                                                                                      Up to 14
                                                                                                                                                                 1 biz day   1 biz day    10526/ SDE
                                           Backup from local PST. Use                              Can recover from backup. (Could be some data        days
             Item corrupted                scanpst/ost to fix              If fails?               loss, up to 24hrs prior to point of corruption)                                                     hosting                SDE                  Need to recover mailbox
                                                                                                                                                                                                                                                   Sramirez creating steps (Exchange/HMC restore permissions).
                                                                                                                                                      Up to 30                            CCS 11602/
                                                                                                                                                                 1 biz day   1 biz day
                                                                                                   Can recover using Exch tools (able to recover       days                                SDE 2457
             Mailbox deleted               No self-recover tools           If fails?               at point of deletion)                                                                               hosting                SDE

                                                                                                                                                      Up to 14
                                                                                                                                                                 1 biz day   1 biz day    10526/ SDE
                                                                                                   Can recover from backup. (Could be some data        days
             Mailbox corrupted             No options                      If fails?               loss, up to 24hrs prior to point of corruption)                                                     hosting                SDE
                                                                                                                                                      Up to 14
             Disaster Recovery (server                                                             Can recover from backup. (Could be some data                  1 biz day   1 biz day     SDE 2263
             corruption)                   n/a                             n/a                     loss, up to 24hrs prior to point of corruption)                                                     hosting                SDE

                                           If           enabled,
                                           recover previous version.
                                                                                                   None. If the item(s) are >30 days (not in
             Item(s) deleted (User                                                                 recycle) and not in 2nd stage recycle (out of                                                                                                   If items are no longer in the !st or 2nd Recycle, BPO-S cannot
                                           User recover from 1st stage                 If fails?                                                      Supporte      n/a         n/a          n/a        n/a                   SDE
             Accidental)                                                                           space/permanently deleted by site collection                                                                                                    restore.
                                           recycle (30 days)                                                                                             d
                                                                                                   admin) - no additional recovery option.

                                           Site Collection admin recover
                                           from 2nd stage recycle
             Sharesite(s) deleted (user
             accidental)                                                                                                                                Not
                                                                                       If fails?   None: Not Supported.                               Supporte      n/a         n/a          n/a        n/a                   SDE                  BPO-S will not restore SharePoint sites accidentally deleted.
                                           None. Sharesite is                                                                                            d                                                                                         However, in event of serious customer dis-sat could restore
                                           permanently deleted.                                                                                                                                                                                    (see comment below)

             Item(s) corrupted (partial                                                            Not Supported (If there is partial corruption of
SharePoint                                 None.                                       If fails?                                                                                                                                                   Currently can only restore at SQL db level not individual item
             server corruption)                                                                    content or sharesites, eg 30% of
                                                                                                                                                                                                                                                   or sharesite (from backup). Will need to restore to a "restore
                                                                                                   content/sharesites in a content
                                                                                                                                                                                                                                                   farm" (currently n/a)and extract the desired content (this is
                                                                                                   database/server BPO-S will have to make a
                                                                                                                                                                                                                                                   how BPOS-D/MSIT handle site restores). BPO-S SOP for this is
                                                                                                   judgment call about what to do. It will likely
                                                                                                                                                                                           CCS bug                                                 CCS bug # 14409. It is expensive and time-consuming. NOTE:
                                                                                                   hinge on the impact vs. number of affected         case-by-
                                                                                                                                                                 1 biz day   6 biz days   14409/SDE    hosting                SDE                  DPM SP1 will provide support for our SharePoint
                                                                                                   users. With a multi-tenant service, the same         case
                                                                                                                                                                                           bug 3943                                                configuration, and will give us the ability to restore down to
                                                                                                   corruption could affect some customers and
                                                                                                                                                                                                                                                   the individual document level. Est avail 12/1 so being added
                                                                                                   not others. If this were deemed a high-enough
                                                                                                                                                                                                                                                   to CCS schedule for 9.1. At this point eng assumption is we
             Sharesites(s) corrupted                                                               impact situation, then we would need to
                                           See item(s) deleted above                   If fails?                                                                                                                                                   will support accidental deletion/corruption/partial
             (partial server corruption)                                                           restore from backups to a "restore farm" and
                                                                                                                                                                                                                                                   corruption restores - tho needs to be confirmed by testing.
                                                                                                   work through the affected content.)

             Disaster Recovery (server                                                             Backup SLA is 14 days recoverability with time     Up to 14
                                           n/a                             n/a                                                                                   1 biz day   6 biz day                 Hosting                SDE
             corruption)                                                                           to recover not to exceed 1 business day             days
• Phone:
  • Belgium: 0800/15664
  • Luxembourg: 0800/22097

• E-mail:
  • Gold Certified Partner:
  • Certified Partner:
  • Registered Member:

       Pre-Sales Support                                                 Delivery Support                                                   Technical Support
                                                                                                                                       (All Break Fix issues, Partner Care questions and
  (Technical Sales Assistance – includes inquires                 (Technical Advisory Services- helps partner deploy
 about how to effectively sell Business Productivity               Business Productivity Online Suite to customers)
                   Online Suite)
Technical Sales        1-800-426-9400, x82973                   Technical Advisory     1 800-936-2200                                BPOS Technical         1-866-MSONLINE, 1-866-441-8425, (425)-
Assistance (TSA)                     Services (TAS)                          Support                704-4614

Free & Unlimited for   Gold – 40 hrs/year                                                   Available to 
Gold Certified and     211                                      Certified ISV                                                        customers and          aspx?ReturnUrl=%2fDefault.aspx
Certified partners                                              Competency – 15                                                      partners who are
                                                                hrs/year                                                             acting on behalf of    mspx
                                                                ISV Empower – 10 hrs                                                 their BPOS customers

                                                                    Operational Support
                                            (Includes all inquires re: order to cash, fee payments, licensing/policy questions, etc.)

                                     Online submissions only:
• If you do not have your own test account yet, please
activate one and try it out!
• If you did not yet follow the technical training, please
register for the session of the 15th of May (last one this
fiscal year)
• In case you need support/have concrete questions,
please contact me!

• Start up your BPOS projects at prospects!
• Provide us with field info so we can help you!

• And thank you for your commitment !



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