Selling Office 2010
Winning Against the Competition
R4.89F
Zlatko Knezevic
3/25/2010
Selling Office 2010: Winning Against the Competition
Winning Against the Competition
Module Agenda
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Industry Challenges and
Microsoft’s Vision Forward
Compete Strategies
o
Winning Against Google
o
Winning Against OpenOffice.org
Resources
Selling Office 2010: Winning Against the Competition
Crisis has Affected FY09 PC & Server Growth
Industry Factors
WW PC Growth
Selling Office 2010: Winning Against the Competition
WW Server Growth
Microsoft’s Approach To The Macroeconomic Crisis
Five Point Game Plan
Selling Office 2010: Winning Against the Competition
Microsoft’s Vision
Selling Office 2010: Winning Against the Competition
How We Win Against the Competition
Professional Innovation
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Easy to Use
Better at the basics
Interoperability
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IT Efficiency
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Online / offline
PC, phone & browser
Training & Support
Share with the world
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Email & calendaring
Security
SharePoint
Microsoft Office is better at the basics and has richer software.
Microsoft Office is much more comprehensive in the client but also its
integration with other key pieces such as Email (Exchange) and Document
Management (SharePoint)…
Microsoft Office has a compelling Software + Services Story
Microsoft Office represents an opportunity for resellers, which competitors
cannot match
Other products like Visio, Project, Publisher and Business contact Manager that
businesses depend on.
Selling Office 2010: Winning Against the Competition
Winning Against the Competition
Agenda
•
•
•
Industry Challenges and Microsoft’s
Vision Forward
Compete Strategies
o
Winning Against Google
o
Winning Against OpenOffice.org
Resources
Selling Office 2010: Winning Against the Competition
Per Google, Google Apps is a “reliable, secure set of applications
that reduce IT costs and empowers today's employees” *
• Delivered by Google
Suite Applications
• SaaS only priced per
user/yr.
Email / IM / Calendar
• Google Enterprise
division owns
development.
• Apps Suite collection
of acquired
businesses.
Productivity Tools*
• Word Processor
• Spreadsheets
• Presentations
Team Sites / Portal
Video (Youtube for
business)
* Brower only
Source: http://www.google.com/apps/intl/en/business/index.html
Selling Office 2010: Winning Against the Competition
• Available at
www.google.com/a
• Primarily found in
SMB’s who use it for
email.
• Claim 2 million
paying customers
with larger set of free
users.
Google Apps Editions
Selling Office 2010: Winning Against the Competition
Google’s Selling Points
1. Simplicity
 Easy to use
 Easy to buy
 Easy to admin
 ‘Good Enough’
2. Low Cost
 Free or Low acquisition costs
 No hardware costs
 Limited IT or support costs
 ‘Works with Outlook’
3. Innovation
 SaaS/Cloud is THE innovative model
 Collaboration of the future
 Frequent and regular updates, new features
 ‘Offline solved’
Selling Office 2010: Winning Against the Competition
Simplicity – "Good Enough"
Ex: Word & Google Docs
We wouldn't ask people to get rid
of Microsoft Office and use Google
Docs because it is not mature yet.
Missing a feature may not be critical –
cumulative absence limits a persons
creativity.
Selling Office 2010: Winning Against the Competition
Dave Girouard
President, Google Enterprise Division
Low Cost – “Works with Outlook”
Reality Check: “Google supports Outlook”?
Scenario
Outlook : Exchange
Outlook : GAPE
Comments
Mail
• No support for Public Folders.
• No Inbox delegation.
• Outlook DL’s don’t work.
• Message settings don’t work
(High/Low
Importance; Confidential,
etc)
Calendar
• No calendar delegation.
• No share calendar.
• 8 issues with recurring meetings.
• Calendar attachment disappear.
Contacts
Tasks
Notes
• Only name/email in GAL. No phone
No Follow
up at Contact
“I believe users will be frustrated by •the
missing
No rich
formatting for
in contacts
functionality. I expect the success of• the
connector
• No Task
synchronization
Google will be as limited as it has been
for IBM
and
Novell” – Bill Pray – Burton Group.• No Notes synchronization
Journal
Selling Office 2010: Winning Against the Competition
• No Journal synchronization
Innovation – “Offline Solved”
Google Offline – Reality Check
Application
Create
View
Edit
Gmail
Calendar
Contacts
Tasks
Documents
Spreadsheets
Presentations
Search
Mail only
Google’s offline story is limited.
Requires browser add in.
Not covered by Google support
Can’t create new Docs, only limited text edit (e.g. you can insert a picture or table in Doc’s while ‘offline’.
Any ‘offline’ edits are discarded in favor of changes that occurred in ‘online’ by other users.
Selling Office 2010: Winning Against the Competition
Google Apps: Business Ready?
Selling Office 2010: Winning Against the Competition
Google Apps: Are They Partner Friendly?
Selling Office 2010: Winning Against the Competition
Customer Testimonials
“Google Apps is not an enterprise-class solution. It’s a
consumer solution, and we did not want to risk our
business on it.”
“Yes, we might have saved one or two dollars per month going
with Google Apps, but it wasn’t worth it. Selecting software
that makes it more difficult to work is the wrong way to save
money.”
“The Microsoft online and offline applications complement
each other. Google is online only and posed
compatibility and formatting issues”
“We looked at Google Apps, but it doesn’t offer the
range of services found in Microsoft Online Services.”
“Google Apps is a square peg into a round hole”
Selling Office 2010: Winning Against the Competition
Customer Testimonials
“Google apps weren’t ready to handle the state’s business. They
weren’t robust enough and they lacked the full functionality that we
needed”
“We simply could not use a system like Gmail, there may be private
information involved, and we needed a guarantee that the information
would remain secure. It needs to stay within the domain of the
hospital, and we can do that with the Microsoft Online Services
solution.”
“The students evaluated Google Apps for Education and Microsoft
[email protected] The Wharton School student advisory board chose
Microsoft [email protected]
“Early on, we realized it was difficult to get the right level of personal
response at Google. We were redirected often, which told us we
could not expect a high level of service, we were looking for a longtime partner, and the personal, immediate response we got from our
Microsoft contact was really reassuring.”
Selling Office 2010: Winning Against the Competition
Common Google Compete Scenarios
Relationship
Segmentation
Selling Office 2010: Winning Against the Competition
Good Enough
Negotiators
Purists
Selling Office 2010: Winning Against the Competition
Why Office 2010 Wins Against Google Apps
Selling Office 2010: Winning Against the Competition
Why Office 2010 Wins Against Google
Deployment Choice
ON-PREMISES
CLOUD SERVICES
Interoperable by Design
Seamless User
Experience
Selling Office 2010: Winning Against the Competition
Winning Against the Competition
Agenda
•
•
•
Industry Challenges and Microsoft’s
Vision Forward
Compete Strategies
o
Winning Against Google
o
Winning Against OpenOffice.org
Resources
Selling Office 2010: Winning Against the Competition
The OpenOffice Suite provides basic productivity
functionality at zero acquisition cost
• Developed
by Sun
Microsystems
• Both a product
& open-source
community
project
Selling Office 2010: Winning Against the Competition
Applications
4 main
Writer: Word Processing
Calc: Spreadsheet
Impress: Presentation
Base: Database
2 minor
Math: Formula editing
Draw: Graphic
• Available for
free download at
www.openoffice.org
• Over 10 Million
Downloads
since October
2008
Branches of OpenOffice.org
Sun Microsystem
Acquires StarOffice in
1999
Source Code released
and OpenOffice is born
2000
Numerous spin-offs have emerged since 2000
OpenOffice.org
Lotus Symphony
IBM
Redflag &
RedOffice
China
Selling Office 2010: Winning Against the Competition
Neo Office
Mac OS
Compare Office
Go - OO
Open Office
Novell Edition
OpenOffice.org’s Selling Points
$
1. Price
 No acquisition costs - FREE
 Easy to access / download
 Unlimited distribution rights
2. Good Enough
 Good enough functionality
 Fully compatible with Microsoft Office documents and open standards
 Intuitive interface that is more similar to users than the fluent UI
3. Open
 Built on open standards like ODF
 More secure because of Open Source model
Selling Office 2010: Winning Against the Competition
$
Price: Free?
Total Cost of Ownership
Free License is NOT Free Total Cost of Ownership
• Licensing
Costdisproportionate 30% of our IT resources was
“A hugely
required for a period of months to service Open Source to the
detriment of other users. Beyond this, an estimated 25% of
additional staff time was routinely required to install and
Deployment
maintain Open Source-based systems”.
Support -David Sterling, ICT Manager, Central Scotland Police
•
•
• Interoperability
“We originally installed Linux-based PCs running OpenOffice
• Training
across our depot network to try to save money in the short
• User
term.
But wedowntime
quickly found that the exorbitant cost and
limited
availability
of support left us worse off.”
• Image
Management
-James
Fleming, infrastructure
and support manager
• Managing
multiple suites
Selling Office 2010: Winning Against the Competition
Good Enough
Is Good Enough Really Good Enough for Customers ?
Selling Office 2010: Winning Against the Competition
Good Enough
Is Good Enough Really Good Enough for Customers ?
Revenue opportunity : Microsoft Internal Research
Selling Office 2010: Winning Against the Competition
Is Open Source more “Open”?
Does “Open” mean less secure?
 Microsoft Office supports open standards and document
formats
 Over 500 Million people worldwide use Microsoft Office
 Microsoft supports a broad range of file formats including Office
2003-97 (.doc) Office 2007(.docx), XPS, PDF, ODF, HTML, OOXML
 OOXML – An ISO and ECMA ratified document format standard
 ODF – Microsoft has implemented the current ODF 1.1 ISO
standard with Office 2007 SP2
 Open source software is not necessarily more secure
 Independent security audits have identified significant
vulnerabilities of the OpenOffice.org suite.
 Microsoft Office is cutting edge productivity software, with
ongoing investments enhancing security.
Selling Office 2010: Winning Against the Competition
Understand the Situation
Selling Office 2010: Winning Against the Competition
Compete Strategies Against OpenOffice.org
Selling Office 2010: Winning Against the Competition
Why Office 2010 Wins Against OpenOffice.org
Selling Office 2010: Winning Against the Competition
Why Office 2010 Wins Against OpenOffice.org
Deployment Choice
ON-PREMISES
CLOUD SERVICES
Interoperable by Design
Seamless User
Experience
Selling Office 2010: Winning Against the Competition
Winning Against the Competition
Agenda
•
•
•
Industry Challenges and Microsoft’s
Vision Forward
Compete Strategies
o
Winning Against Google
o
Winning Against OpenOffice.org
Resources
Selling Office 2010: Winning Against the Competition
The Microsoft Partner Network
The Partner’s Key Resource for Competitive Information
https://partner.microsoft.com
Selling Office 2010: Winning Against the Competition
Compete Playbooks for Partners
A Great Resource for Partners
Comprehensive guide for Partners:
Partner Sales Guidance
Partner Skills Readiness
Customer Facing Sales Resources
Easy to find in One Note Format
Google, Office, Unified
Communications
Technical Sales Assistance
Competitive Escalations
Worldwide support in 16
languages.
Microsoft Certified and Gold
Certified Partners, unlimited
presales support.
Available on: https://partner.microsoft.com
Selling Office 2010: Winning Against the Competition
© 2009 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.
Selling Office 2010: Winning Against the Competition
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Winning Against the Competition