UC Opportunities For Service Providers

1. UC Opportunities For Service Providers

2. Agenda • Software + Services recap • Services through SPLA • Exchange Hosted Services • Live Meeting • Dedicated Hosted UC • Resources

3. Software + Services Recap

4. Services Software + Services Assets Desktop Servers Services Devices Platform and Tools

5. UC Segments and Offer Delivery Online Servers Customer On Premise Service Partner Hosted Service Microsoft Hosted Exchange Sharepoint Office Communications Software via Outsourcer Enrollment Exchange Hosted Services Office Live Meeting Microsoft Managed Services (MMS) Enterprise Exchange Sharepoint Office Communications Hosted Messaging and Collaboration v4.0 Dedicated Hosted UC Mid Market Small Business Server Small Business

6. Microsoft Hosted How Do Partners Take UC To Market? Bundle Opportunities Hosted Applications Trusted Federation OCS SIP Trunking Mobile OCS Services Network & Remote Mgmt Conferencing IP Centrex Communication Services Framework (CSF): Integrated Service Experience Hosted UC Services Online UC Services Managed UC Services System Integration & Management Service ProviderHosted OCS TrunkingOCS + PBXExchange UM Device Partners Dedicated Hosting MMS • Unify Mobile, Hosted and Premises Solutions • Attach Network and Managed services • (SIP Trunking, WAN QOS, Mobile, EHS, LM, etc) • Leverage UC & CSF Framework for Service Mash-ups Go to Market Opportunities • Drive Higher ARPU • Retain/Grow Network Services

7. Services Through SPLA

8. Exchange Hosted ServicesFilter, Encrypt, Archive, Recover Microsoft Exchange Hosted Services is a comprehensiveset of fully-managed, “in the cloud” services fore-mail security and management Multi-layer spam and virus protection Policy-based e-mail encryption E-mail retention for compliance Continuous e-mail during outages

9. How To Sell EHS • New Exchange Prospects: Easy attach to Exchange whether on-premise or hosted to ensure a more secure messaging environment for customers • Existing Exchange Customers:Upsell opportunity (filtering, archive, encryption, continuity) • Non-Exchange Customers: Filtering service also supports non-Microsoft e-mail platforms such as IBM Lotus Domino, Novell Groupwise, and other SMTP-compliant servers • Vertical Markets: Assists specific vertical industries such as financial services, healthcare, and insurance in meeting regulatory compliance requirements through archive and encryption services • Microsoft Offering: Enables greater customer satisfaction by offering a comprehensive solution from a single, trusted vendor

10. Partner Benefits From Hosted Services • New Revenue Opportunity: Hosted services provide a new revenue stream for Microsoft partners • Leading Edge: Provides a tangible example for partners to demonstrate how they are already acting on Microsoft’s “software + services” strategy • Robust Back-end Management: Microsoft manages all back-end provisioning and service support for customers, so partners can stay focused on developing their pipeline • Easy Customer Deployment: No hardware or software installation requirements – customers simply order the services through Microsoft Licensing channels (Volume Licensing or Service Provider License Agreement Program) and the service is activated

11. EHS – SPLA Pricing Monthly per user price Monthly per user price Monthly per user price Monthly per GB price for extra storage All pricing based on USD. For alternative currency, Partners should check http://www.explore.ms

12. Live Meeting 2007 • New Client Experience • Trainings and Events Connected Organizations Engaged Attendees Integrated Media Enterprise-class Reliability • Operational Excellence

13. Live Meetings 2007 Overview What’s in? • Primary SKU equivalent to a CAL - known as USL • Requiring a USL for every internal user who conducts or attends a meeting • Capacity changes: • Professional = 1250 (from 25) Standard = 15 (no change) • Full standardized 60-day trial • Better reporting What’s out? • Eliminating Shared Seats through all channels • Eliminating Rooms through all channels • Eliminating Pilots

14. Conferencing Choices “Software + Services” Training Events Collaborative Meetings

15. Live Meeting 2007 – SPLA Pricing All pricing based on USD. For alternative currency, Partners should check http://www.explore.ms

16. VoIP CallProcessing IM UnifiedMessaging VoiceMail E-mail/Fax Calendar Audio Conf. Video Conf. Web Conf. Dedicated Hosted UC Customer Premises • Dedicated Hosted UC • Full Enterprise UC solution • Custom design • Dedicated • Offered in SPLA • Hosters • Host infrastructure • Subcontract Voice Partners • UC Voice Partners • 20 across D3+WE+CEE • Expert customizers • Including network design • Each deal is Win-Win-Win for all parties in plan, build, and run SIP-CSTA & Media Gateway IP Network PSTN Dedicated Hosted Server Roles Service Provider Media (RTP) Path Signaling (SIP) Path

17. Resources • Service Information • Exchange Hosted Services and Live Meeting • http://www.microsoft.com/online • Trials • Exchange Hosted Filtering (60-day trial) • http://www.microsoft.com/exchange/services/trial.mspx • Live Meeting (60-day trial) • https://trials.messaging.microsoft.com/site/