Selling Hosted MS Exchange 2010 & SharePoint
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- Lily Bryan
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1 Selling Hosted MS Exchange 2010 & SharePoint Presenters: David Kidd, Senior Manager, Product Management Verio Tim Shields, President and Owner Shields Technologies Moderator: Janine Soika, Channel Market Leader Verio
2 Today s Agenda Introduc;on Announcing Hosted MS Exchange 2010 Features and Benefits of these Services Successfully Posi;oning and Selling these Services Ques;ons and Answers Wrap Up
3 Today s Speakers David Kidd, Sr. Manager Product Management, Verio Inc. Manages Verio s Web hos?ng and SaaS product lines In 2007, led Verio s launch of hosted MS Exchange and SharePoint services Tim Shields, Owner and President, Shields Technology viaverio Partner Successful business
4 Your Unique Posi;on in the Market =
5 Key Features of Verio Hosted Exchange 2010 Produc?vity & Collabora?on Enterprise Class Solu?on Mobility Security Ease of Use Plan Type & Pricing
6 Produc;vity & Collabora;on Shared Calendaring Free/busy lookup Simple calendar updates Calendar sharing Resource scheduling
7 Produc;vity & Collabora;on OWA 2010 MicrosoR Exchange Server 2010 and Outlook Web App deliver a rich, familiar Web experience, so your users can work and collaborate more effec?vely wherever they are through all major Web browsers.
8 Produc;vity & Collabora;on SharePoint Integra;on Businesses of ANY size can leverage SharePoint. Verio s Hosted SharePoint is a powerful pla]orm for building shared document repositories, corporate intranets, and project specific sites. Now SharePoint 2010 Founda;on is available as Exchange Add on! *Above informa?on is SRP Pricing
9 Enterprise Class Solu;on Data Replica?on & Protec?on 25GB Mailboxes % SLA Compliance
10 Enterprise Class Compliance Features Message Mirror Company Disclaimer Compliant Archiving
11 Mobility Full outlook synchroniza?on to mul?ple desktops Anywhere access from the Web Wireless , calendars, and contacts sync to iphone, BlackBerry, Windows Phones and Android
12 Security Protec;on From Spam, Viruses and Hackers SPAM varies around 90 95% of all sent. 15,000 new viruses and threats were iden?fied last year alone. With Hosted Exchange, security is managed by us within our datacenters.
13 Ease of Use Partner Easy to order Easy to manage Instant deployment Instant add ons End User Up and running quickly No learning curve Product familiarity
14 Your Hosted MS Exchange 2010 Offerings 5GB & 25GB Plans Include: 3, 10, 25, 50, 100, 500 & 1000 Mailboxes Premium An? Virus & An? Spam Ac?veSync Bonus Features Bundled Exclusively with our 25GB Plans: Mail Reten?on Policies (per user) Mobility Policies (per user) Server Site Selec?on DirectoryLink Ac?ve Directory Synchroniza?on Compliance features
15 Hosted Exchange 2010 Plans Hosted MS Exchange 2010 is a great product to add to your por]olio because it is one of the only products that can have an increase in revenue month over month. Many Exchange clients will contact you arer the ini?al sale to set up more mailboxes or add addi?onal services. # of Mailbox 25GB Plan 5GB Plan SRP Partner SRP Partner 3 $42.00 ($14.00/mbox) $33.60 ($11.20/mbox) $35.85 ($11.95/mbox) $28.68 ($9.56/mbox) 10 $ ($13.95/mbox) $ ($11.16/mbox) $ ($11.85/mbox) $94.80 ($9.48/mbox) 25 $ ($13.90/mbox) $ ($11.12/mbox) $ ($11.75/mbox) $ ($9.40/mbox) 50 $ ($13.85/mbox) $ ($11.08/mbox) $ ($11.65/mbox) $ ($9.32/mbox) 100 $1, ($13.80/mbox) $1, ($11.04/mbox) $1, ($11.25/mbox) $ ($9.00/mbox) 500 $6, ($13.70/mbox) $5, ($10.96/mbox) $5, ($11.00/mbox) $4, ($8.80/mbox) 1000 $13, ($13.60/mbox) $10, ($10.88/mbox) $10, ($10.75/mbox) $8, ($8.60/mbox)
16 Target Audience
17 Who is Buying Hosted Exchange? SMBs 1 5,000 Employees Remote Offices and Mobile Workforce Target Audience Entrepreneurs Recent Start Ups with Employees who Demand Enterprise Level Access on the Go Legacy Exchange Users Exchange 5.5 Exchange 2000/2003/2007
18 What will You be Selling Against? Compe??ve Landscape
19 Compe;;ve Landscape Free (POP/IMAP/Webmail) GoogleApps MS BPOS (online services) In House
20 Compe;;ve Landscape Free (POP) GoogleApps Microsof Business Produc;vity Online Standard Suite (BPOS) In House Exchange Verio's Hosted MS Exchange 2010 Enterprise grade SLA No No No No Yes Full Wireless Support No Limited Limited Yes* Yes Full Browser Support Yes Yes No Yes* Yes Collabora;on No Limited Yes Yes* Yes *The SLA depends on the client, Outlook licenses must be purchased, addi?onal servers and Blackberry licenses must be purchased & addi?onal servers and SharePoint licenses must be purchased. Hosted Exchange is 1/10 the cost of In House.
21 Peer Perspec?ve
22 Tim Shields Shields Technology Shields Technology Established in 2008 Verio partner since 2008 Corporate Headquarters: Wellington, Florida Website: Services Provided: managed services consul?ng including: , collabora?on, web servers and file servers
23 Secret to my Success Focus on missed business opportuni?es vs. solu?on or price Focus on the benefits to the owner and employees Build a rela?onship Iden?fy clients that are a good fit
24 Key Concerns & Objec;ons Price Complicated Expensive to Switch Will it take long/migra?on Process
25 Selling & Posi;oning Selling & Posi?oning
26 Who is Your Perfect Customer? Customers who are not afraid to spend money on quality service Customers who find value in the enhanced features of Hosted Exchange 2010 Customers who consider a businesscri?cal tool Customers who demand the highest SLA and a data protec?on guarantee
27 How do You Get Started? Start with your current base of customers. and the features of Exchange and SharePoint may not have come up in previous conversa?ons. You may have done design, development or other consul?ng for them. Or You know that they are using POP, GoogleApps or have an Inhouse solu?on and you are not sure how to approach them. So how do you get started
28 Qualifying Your Prospect Tell me more about your business. Do you have suppliers, partners or clients? Do you send or receive sensi?ve/confiden?al informa?on via ? Is your company subject to compliance regula?ons? If your prospect answered Yes to any of these ini?al ques?ons, Hosted MS Exchange and/or SharePoint would be a great fit.
29 Addi;onal Simple Qualifying Ques;ons Down?me? Spam? Smart Phone Users? Projects/Collabora?on? Mul?ple offices or departments? Remote Users or Field Reps? Is Mission Cri9cal to Your Business?
30 Sell Exchange Why should you start selling Hosted MS Exchange? You will be one of the first to market with 2010 Increased revenue as your clients grow Build Rela?onships/loyalty Customer demand for it Latest version of Exchange Smart Phones are made for Exchange
31 Key Features & Benefits to Remember
32 S;ll Need Some Help Geong Started? Talk to your Channel Account Manager or one of our Exchange Specialists Exchange Specialists: Chris;an Spicer (561) or Meg Kinney (561) or They can help you sell Exchange or SharePoint!
33 Q&A
34 Thank you for auending today s webinar on Selling Exchange 2010 & SharePoint
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