Unified. Now.

Win with Exchange Road ShowIntroduction

Course Logistics and Protocol

Facilities overview

Breaks

Course material

Course instructor

Ask questions

No cell phones or email

completeness of vision

Cisco Systems

MicrosoftSiemens

Nortel

Alcatel

IBM

Mitel Networks

Avaya

Interactive IntelligenceNEC

EricssonAVST

Oracle

TeleWare

niche players visionaries

challengers leaders

ab

ilit

y t

o e

xecu

te

Market MomentumMicrosoft positioned as a market “leader”

Source: Ferris Research, Inc., “Email Products: Market Shares, Versions Deployed, Migrations, and Software Cost.” Richi Jennings, January, 2008Complete report: http://www.ferris.com/2008/01/31/email-products-market-shares-versions-deployed-migrations-and-software-cost/ (requires purchase)

Microsoft Exchange ServerAcross all organizations

Ferris Research found that:• Exchange Server is the most popular e-mail product, with

about 65 percent of the overall market. • Notes/Domino is the second most popular system, with about

25 percent market share among larger organizations.

Exchange Upgrade Opportunity

Exchange 2000 customers - prime upgrade targets

22 percent of installed baseSignificant advances since Exchange Server 2000Hardware likely to be fully depreciated or at end of supportExchange 2000 mainstream support ended January 2006, currently in extended support

Exchange 2003 customers – an even larger opportunity

64 percent of installed baseUM adds compelling new benefits for BDMs. It can replaceaging and expensive voice mail systems hitting end of lifeGreatly expanded mobility, security and compliance features

Source: *The Radicati Group, Corporate Messaging Software, IB Market Share, 2008–2012. July 2008

2008 Exchange Installed Base by Versions*

When I told our executives that they could listen to their e-mail along with their voice-mail messages within Exchange Server 2007, they were thrilled.

Steve GouldAPA–The Engineered Wood Association

Exchange Server 2007 Beta customer upgrading from Exchange 2003

The Exchange Server Upgrade Opportunity is Big…

5.5 & earlier; 2008 World-

wide Ex-change In-stall Base;

0.0400000000000001; 4%

2000; 2008

Worldwide Exchange

Install Base;

0.220000000000001;

22%

2003; 2008

Worldwide Exchange

Install Base;

0.640000000000003;

64%

2007; 2008 Worldwide Exchange

Install Base; 0.1; 10%

Agenda

MorningIntroduction

Capturing the Mobility Opportunity

Understanding Unified Messaging

Coffee Break

Understanding Exchange Security Features

Better Together with Office Communications Server

Business Productivity Infrastructure Optimization

Summary

Lunch

Exchange 2007 Licensing Options

Standard Edition Server

Enterprise Edition Server

Standard Edition Server

Enterprise Edition Server

Choices withExchange 2003

Choices withExchange 2007

Exchange Standard CAL

Exchange Enterprise CAL

Exchange CAL

Note: Customers can purchase either CAL with either Server

Servers

CALs

NEW

8

Microsoft Server CAL Suites Overview

Windows Rights Management Services CAL

System Center Ops Manager Client OML

Exchange Server Enterprise CAL

Office SharePoint Server Enterprise CAL

Office Communications Server Ent CAL

Office Communications Server Std CAL

ForeFront Security Suite

Instant messaging and

presence

eForms, spreadsheet publishing, data

connectivity

Web, video, audio

conferencing

Information protection and policy

enforcement

Desktop monitoring

Client & server

security

Unified messaging and email

compliance

Simplified Licensing and Compliance

Deployment Flexibility and

Control

Increased Value for IT

Spend

Content management,

enterprise search, portal

Messaging

System monitoring and management

Identity, security, networking, workloads

Office SharePoint Server Standard CAL

Exchange Server Standard CAL

System Server Config Manager CML

Windows Server CAL

New in Market

9

What You'll Get Out of This EventIncreased success selling Exchange

UpgradeTo Exchange 2007

UpsellExchange Enterprise, ECAL Suite, CAL

AttachOffice Communications Server, Windows MobileDevices, Forefront andExchange Hosted Services

Partner Ready Sales Tools

UC Fast Start Kits

Scenario discussions For BDMs/TDM,

ITProsOct 2008

Business Value Tool

Calculate Customer ROI Excel Based

ReportsMay 2008

Exchange POCsSimplify on site trialsPre-configured VPCs

Oct 2008

Demo ShowcaseClick through demos(OCS newly added)

July 2008

Now through June 30th, 2009

SmartPay allows customers to buy now without paying a dime for six months, and allows partners upsell services, software and hardware

Price your deal today by visiting www.microsoftfinancing.com/calculator/aspx

SmartPay Promotion

Partner Offers & Incentives

UPGRADERoad Show

Sales Contest

UPSELLPartner

Exchange Incentive

ATTACHForefront

Partner Rebate

Unified. Now.

© 2008 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.

APPENDIX

Microsoft Exchange ServerIn the Messaging & Collaboration Market

Source: Messaging and Collaboration Market, 2007-2011The Radicati Group, Inc., December, 2007Complete report: http://radicati.com/ (subscription or purchase required)

The Radicati Group says:• Microsoft continues to lead the messaging and collaboration market

in 2007, with an installed base of 135 million mailboxes, and nearly a 34 percent market share.

Vendor Solution Installed Base (M)

IB % Revenue ($M)

Revenue %

Microsoft Exchange Server 135.0 34.3% $1,480.0 54.9%

IBM IBM Lotus Domino 96.0 24.4% $1,042.0 38.7%

Novell GroupWise 29.0 7.4% $46.0 1.7%

Mirapoint Mirapoint Message Server 21.0 5.3% $22.5 0.8%

Sun MicrosystemsSun Java Communications Suite 20.0 5.1% $10.0 0.4%

GordanoGordano Messaging Suite (GMS) 19.5 5.0% $2.5 0.1%

Ipswitch IMail Server 18.0 4.6% $13.0 0.5%

Others   54.8 14.0% $79.5 2.9%

Total   393.3 100.0% $2,695.5 100.0%

Partner Sales Incentive for ExchangeExchange "Two for One" Sales Contest

Award

Eligibility

Objectives

Increase ECAL attach in Depth Exchange UpgradesDrive towards two objectives: Exchange upgrade and ECAL attach

Dramatically increase partner service opportunities through ECALs

Timeframe: 6 months sales incentive (November 2008 through April 2009)

Receive a Palm Treo Pro smart phone, $550 valueAttach the ECAL Suite to one Exchange upgrade deal

OR attach Exchange Enterprise CAL to two Exchange upgrades

Then request your award online at www.ExchangePartnerIncentive.com

Eligible partners: field managedEligible deals: medium companies (250-500 PCs) that upgrade to Exchange 2007

Upgrade defined as at least one Server and 250-500 Standard CALs

Must attach Exchange Enterprise CAL or ECAL Suite (min 100 CALS)

Upgrade messaging and

deploy presence

Sell messaging & presence

SharePoint, Dynamics, ECM, etc.

IM

Voice call management

Conferencing(audio, video,

Web)

Sell conference & voice

Build credibility

Win UC client experiences

Communications-enable LOB applications

E-mail, calendaring, unified messaging

Presence

Identity

Unlock the Socket, Unlock Opportunity

Exchange Server 2007 Licensing Overview Updated

with SP1 Content

Exchange 2007 Servers

E2003 Server SKUs

Standard Edition

2 databases

75 GB storage

Enterprise Edition20 databasesClustering

Standard Edition5 databases Log ReplicationNo software storage limit

Enterprise Edition50 databasesLog ReplicationClusteringSE to EE without reinstall

E2007 Server SKUs

Orgs with high scalability requirements

Large number of usersLarge mailbox deploymentsClustered environments

Orgs with limited scalability requirements

Fewer usersLower requirements for mailbox size

Orgs deploying server roles separately that don’t require EE scale features

Customer

21

Exchange 2007 CALsE2003 CAL SKUs E2007 CAL SKUs

Orgs that want the benefits of Exchange Standard CAL PLUS:

Unified Messaging orMulti-tiered Antivirus & Anti-spam protection

orAdvanced compliance features

Orgs that need a feature-rich messaging environment for information workers

Customer

Exchange CALFull Client Access Shared Calendaring Mobile Device AccessAnti-spam

Exchange Standard CALEnhancements from E2003

Improved Anti-spamBetter ManageabilityEnhanced mobile securityDefault Managed Folders

New OfferingsExternal access to documents behind firewallOrg-wide policy managementCross-org mailbox searchMail flow rulesServer roles

Exchange Enterprise CALAdditive CAL with Services

SP1 OfferingsEnhanced ActiveSync Policies

New OfferingsUnified MessagingGranular JournalingManaged Custom FoldersAV/AS (Services offering)

Exchange Hosted FilteringForefront Security for Exchange Server 2007

22

SP1

Purchase RoadmapCustomers can purchase either CAL with either Server Edition

Exchange Enterprise CAL (Additive Package with Services)Orgs that want the benefits of Exchange Standard CAL plus Unified Messaging or Multi-tiered AV/AS protection

Enterprise Edition

High scalability requirements

Or

Choice based on Scalability

Standard Edition

Limited scalability requirements

Exchange Standard CAL

Orgs that need a feature-rich messaging environment for information workers

Choice based on Features

Or

Customer Example Likely Purchase DecisionLarge financial services organization that wants Hosted AV/AS

Server: Exchange Enterprise EditionCAL: Exchange Enterprise CAL

Small law firm that wants advanced compliance and UM

Server: Exchange Standard EditionCAL: Exchange Enterprise CAL

Large manufacturing company that needs client-rich email, calendaring, and mobility

Server: Exchange Enterprise EditionCAL: Exchange Standard CAL

23

24

Exchange Enterprise CAL Features

Feature DescriptionUnified Messaging

Users can access and manage their voice, email, calendar and fax messages through a single inbox Listen to email and appointments via the phone Receive voicemail in email inbox Receive faxes in email inbox OCS Integration

Compliance Per-user Journaling: Administrator can create journaling rules for individual employees or groups Journal all mail sent to or from an internal user Journal all mail sent to or from a distribution list

Managed Email Folders: Administrator can create managed email folders with rules associated with them Create push or opt-in folders Set expiration, journaling, and quota rules on

foldersAntivirus/Anti-spam

Customers get onsite and hosted antivirus/anti-spam protection. Choose Onsite (Forefront Security for Exchange

Server 2007) and/or Hosted (Exchange Hosted Filtering)

Pricing of Exchange SKUs

Microsoft Business Division Microsoft Confidential: Internal Use Only1

Ex. 2007 SKU Current Target Features Price Suites

Std. CAL1

For organizations that need a premium, feature-rich messaging environment with mobile device access.

$57• Core CAL• SBS CAL• Centro CAL

Ent. CAL2

For users that need:1. Unified Messaging2. Multi-tier AV/AS protection3. Advanced Compliance4.Advance mobile management

+$293 • E-Cal

Std. Server Orgs with fewer users and/or smaller mailboxes. $595 • SBS

• Centro

Ent. Server2 Orgs that require mailbox scalability and high availability. $3,405 None

Ex. 2007

Review: Current Exchange 2007 SKU Structure

Ex. 2007 SP1

Unified Messaging

Exchange Hosted Filtering

Per-user Journaling

Managed Custom Folders

Forefront for Exchange

Advanced Mobile Mngt.

E-mail & Contacts

ActiveSync Mobility

Calendar & Tasks

Document Access

Improved Anti-spam

Managed Default Folders

Local Continuous Replication

5 mailbox database limit

Standby Continuous Replication

Clustering50 mailbox database limit

L Select C ERP

Additive

• Exchange is currently sold in the typical Standard/Enterprise structure across both CALs and Servers• The Enterprise CAL is differentiated based on additional workloads (UM & AV/AS) and advanced features (compliance, mobile mngt.)• The Enterprise Server is differentiated based on mailbox database scalability (>5) and clustering for high availability