Gánale a la competenciacon Office 2010

Grace Caamaño Wilson | Gerente de Producto OfificeJosé Ramón Paez Chavez I Gerente de Producto Office 365Héctor Ocadiz Reyes I Intellectual Property RightsDirector

Agenda para hoy• Recapitulación de sesiones anteriores.• La Visión de Microsoft• Estrategias de Venta vs competencia• Propuesta de Software Original• Preguntas.

Selling Office 2010: Winning Against the Competition

Introducing Office 2010The best productivity experience across PC, Phone, and Browser*

Word

ExcelPowerPoint

Outlook

Access

OneNote

SharePoint Workspace

Publisher

InfoPath

Communicator

Consumers and Small and Medium

Businesses

An appropriate device, Internet connection, and supported Internet Explorer, Firefox, or Safari browser are required.  Some mobile functionality requires Office Mobile 2010 which is not included in Office 2010 applications, suites, or Web Apps. There are some differences between the features of the Office Web Apps, Office Mobile 2010 and the Office 2010 applications.

Selling Office 2010: Winning Against the Competition

The Value of Office 2010 to YOU Our PartnerSelling Office 2010 will help drive your business

Meets Evolving Market Needs

Easier to BuyAnd Sell

Enhances Partner Revenue

• Best productivity experience across the PC Phone and Browser

• Simplified Suite Line Up• More choice to buy, install• More Demand

• Attach to new PCs• Cross sell/Up sell (BPOS)• Build Solutions and

provide services

Selling Office 2010: Winning Against the Competition

Use Office AnywhereWork Better Together

Bring Ideas to Life

The best productivity experience, across PC, Phone and BrowserSelling the Value of Microsoft Office 2010

Stay connected to customers

Empower individual impact

Manage business from a PC, Phone or Browser

“Instantly brainstorm and share, that happens an

awful lot between myself and the contractors and

also the clients.”

“It seems it doesn’t matter what you do today, what

business you’re in, everybody is on

the go so that’s important.”

“Anything having to do with making things simpler and

easier to use and employees spending less

time, that’s the bottom line. That’s productivity.”

Selling Office 2010: Winning Against the Competition

INNOVATEFor The Long Term!

GROWOur Market Share

Microsoft’s Vision

Become A Trusted

Advisor!

Create Our Own Demand!

Save Customers Money

Show Customers Value

Compete To WIN!

Selling Office 2010: Winning Against the Competition

Professional Innovation

• Easy to Use• Better at the basics• Interoperability

IT Efficiency

• Online / offline• PC, phone & browser• Training & Support

Richest Software

Choice & Flexibility

Business CapabilitiesShare with the

world

• 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.

How We Win Against the Competition

¿Lo suficiente? Hay componentes que no tiene

Email Calendario

• InfoPath?• Publisher?• SharePoint Workspace?• One Note

Source: http://www.infoworld.com/d/applications/office-compatibility-torture-test-302

¿Lo suficiente? El “copy&paste” no funciona

¿Lo suficiente? Macros compatibles???....

Súmale con Open Office???Bastantes riesgos…

• Costo de la licencia

• Mantenimiento• Costos migración• Costos Suporte• Entrenamiento• Interoperabilidad• Falta de

productividad de usuario

OpenOffice GRATIS?Ni cerca…

Seguridad???

• Para tener Open Office medianamente seguro se tiene que hacer deployment de una nueva versión COMPLETA cada 3 meses.

• Con Office los usuarios cuentan con Rights management; Con un solo click pueden cifrar un documento.

• Es mucho más fácil desarrollar malware para Open Office que Office.

Soporte???

Open Office NO cuenta con soporte para ninguno de sus

clientes…A quién le hablan sus clientes cuando hay un problema???

Hablando de Microsoft Office…

• Microsoft invierte +$90B en R&D

• +70 Lanzamientos de nuevas tecnologías en 2010

• Office: Plataforma integrada con Productos Microsoft

La palabra de hoy: GRASOSECO

GRAtis???• Para nada!!!

SOporte???• No hay…

SEguridad???• En duda…

COmpatibilidad???• No siempre…

Why Office 365?How Microsoft differentiates from competitors

José RamónOffice 365Product Marketing ManagerMicrosoft México

| Copyright© 2010 Microsoft Corporation

Enterprise ClassEnterprise level

security and trustworthy

Richest SoftwareBest experience

across the PC, Phone & Browser

Choice & Flexibility

The cloud on your terms

Office 365: Value Proposition and Differentiators

19

Richest SoftwareMicrosoft Google Apps

Richer set of capabilities, including Office, providing the best experience across the PC, Phone & Browser

SaaS only offering providing basic capabilities leaving the majority of users underserved

Microsoft Google AppsSeamless integration with On-premises solutions taking advantage of existing technologies (e.g. RMS, Active Directory)

No On-premises options; integration provided through 3rd parties or custom coding

Microsoft Google AppsMore, finer-grained IT control backed by an Enterprise support organization with a financially backed SLA.

Support mentality built on consumer apps, less IT control and an SLA based on service credits

Choice & Flexibility

Enterprise Class

Microsoft Google AppsFull suite of offerings serving low cost, basic needs up to and including Enterprise Information Workers needing the richest capabilities.

Single offering with a “one-size-fits-all” approach for every type of user regardless of needs

Offering Strategy

| Copyright© 2010 Microsoft Corporation

Office 365: Offering Strategy for Diverse Needs

Microsoft Google AppsFull suite of offerings serving low cost, basic needs up to and including Enterprise Information Workers needing the richest capabilities.

Single offering with a “one-size-fits-all” approach for every type of user regardless of needs

Offering Strategy

• Messaging• Collaboration• Basic productivity• Virtual meeting• Fidelity with Office

documents• Option for Office Pro Plus

• Messaging• Collaboration• Basic productivity• Virtual meeting• Fidelity with Office

documents• Option for Office Pro Plus• 24x7 Support & financially

backed SLA• Advanced Collaboration• Unified Messaging• Finer Grained IT Control• Kiosk Offerings

• Messaging• Collaboration• Basic productivity• Virtual meeting• Fidelity with Office

documents• Option for Office Pro Plus• 24x7 Support & financially

backed SLA• Advanced Collaboration• Unified Messaging• Finer Grained IT Control• Kiosk Offerings• Voice (PBX, Call Control)KEY:

Small Business Mid-Size Org Enterprise

Also provided by Google Apps

| Copyright© 2010 Microsoft Corporation

Office 365 increases the lead over Google

Office 365 adds- Short list:

o File Fidelityo Even Better UX

o ex. Conversation view / fluent UI

o Integration & depth of functionalityo ex. IM in OWA & Virtual

meetings / file sharing

Office 365 adds- Short list:

o Developer capabilitieso ex. Silverlight web parts

o IT level of granularityo ex. Turn on/off features

below the app

o Making the experience work for you

Office 365 adds- Short list:

o Native offline access

o Remote PowerShell

o Admin roles (w/ different scope)

Richest SoftwareBest experience

across the PC, Phone & Browser

Choice & Flexibility

The cloud on your terms

Enterprise ClassEnterprise level

security and trustworthy

| Copyright© 2010 Microsoft Corporation

Richest Software – File Fidelity lacking with Google DocsSame view in Office client and Web AppsNot the same view in Google Docs

??

?

| Copyright© 2010 Microsoft Corporation

Choice and Flexibility – Making the experience work for you

• Reading pane on right

• Calendar view• People view

• No reading pane• View by conversation• No calendar, tasks or contacts

view

• Reading pane on bottom• No calendar, tasks or contacts

view• People view

• Conversation view• Calendar, tasks, and contacts

view• Reading pane on the bottom

| Copyright© 2010 Microsoft Corporation

Enterprise Class – Offline Access is poor in Google Apps

• No SLA for offline availability

• Inconsistent user experience

• Very reduced functionality from normal Google Apps UX

• Requires Chrome13+ browser

• Latest messages unavailable

• No rich text formatting in composing emails

• No signatures

• Cannot create meetings Attachment size is 5 MB

• No printing capability• Labels work differently• Limited number of emails

stored are accessible• Missing images,

comments, highlighting, and more

• No offline experience for Presentations, Drawings or Forms

• Docs offline is read only – no editing or creating new docs

• Lack of document fidelity within Google Docs

• Only a subset of attachments are accessible while offline

Not an Exhaustive List of Issues w/ Google’s

HTML5-based offline access

Online version in Google Docs Offline version in Google Docs

? ?

| Copyright© 2010 Microsoft Corporation

Enterprise Class – Native Integration with Outlook not in Google Apps

• Importance levels• Follow-up dates and

reminders• Inbox Rules• Delivery Receipts• Public Folders• Rich Text format

http://static.googleusercontent.com/external_content/untrusted_dlcp/www.google.com/en/us/support/enterprise/static/gapps/art/users/en/glook/google_apps_sync_chart.pdf

• Tentative/OOF Status• Calendar Attachments• Optional Attendees• Category Assignments• Saving event updates w/o

sending• Personal Distribution Lists

• Notes larger than 16KB (Contacts)

• Sharing a Contact Folder• Notes• Tasks• Journal Entries• Recalling sent messages

Not an Exhaustive List of Issues w/

Google Apps Sync

“Never worked as advertised”

“Some Outlook data, however, isn’t supported by Google Apps. This information either isn’t available at all with Google Apps Sync, or it’s available in Outlook but not from the Google Apps interface.”

Google

| Copyright© 2010 Microsoft Corporation

References• System Critical Definition for Google:

• http://www.google.com/support/a/bin/answer.py?answer=181632 • Comparisson from Office vs:

• Google Docs• http://

sharepoint.microsoft.com/businessproductivity/en-us/Why-Microsoft/compare-demo/Pages/google-documents-vs-word-web-app.aspx

• Google Spreadsheets• http://

sharepoint.microsoft.com/businessproductivity/en-us/Why-Microsoft/compare-demo/Pages/google-spreadsheets-vs-excel-web-app.aspx

• Google Presentations• http://

sharepoint.microsoft.com/businessproductivity/en-us/Why-Microsoft/compare-demo/Pages/google-spreadsheets-vs-excel-web-app.aspx

• Details on Google offline access• http://

blogs.technet.com/b/whymicrosoft/archive/2011/09/07/google-s-offline-blunder.aspx

• So-Called Offline Access to Outlook 2003• http://mail.google.com/support/bin/topic.py?hl=en&topic=23333

• Google’s FAQ on Outlook 2003 Offline integration• http://

static.googleusercontent.com/external_content/untrusted_dlcp/www.google.com/en/us/support/enterprise/static/gapps/art/users/en/glook/google_apps_sync_chart.pdf

| Copyright© 2010 Microsoft Corporation

Customer Wins

27

Switchers back from Google Apps

Looked at Google Apps and said: “No!”

Find more customer references on www.whymicrosoft.com

| Copyright© 2010 Microsoft Corporation

Customer Testimonials

“We dismissed Google early on, because we didn’t think it was enterprise-ready.”

“The lack of basic functions in Google Apps, like cut-and-paste between applications, resulted in hundreds of hours of lost productivity each month throughout our organization.”

“I was tired of the headaches with Google Apps. I’m quite excited to be using tried-and-true Microsoft products. The Exchange Online pricing is competitive, and the overall value is higher.

“Switching to Microsoft Online Services, with its SLAs and easy interoperability with Microsoft Office, has avoided a lot of problems. It just works, versus the time-intensive workarounds Google Apps required.”

| Copyright© 2010 Microsoft Corporation

Customer Testimonials

“Frankly, the Google value proposition is cost based, and once you take that away, what’s left?”

“Many of the things you normally expect to be able to do at an enterprise IT management level were not available with Google”

“Moving to Google Apps meant accepting an ultimatum—the cloud or nothing. With Microsoft, we are able to move to the cloud at our own pace, when the time is right for us”

“Google Apps is not an enterprise-class solution. It’s a consumer solution, and we did not want to risk our business on it.”

Microsft México

VALOR DEL SOFTWARE ORIGINAL

Hector Ocadizhocadiz@microsoft.comIntellectual Property Rights | Director

¿Por qué software original?

El software original tiene valores que a veces no son perceptibles inmediatamente, pero que es importante conocer para tomar la decisión correcta al comprarlo y venderlo. En seguida veremos algunos valores del software original.

• En el 2008, la piratería fue responsable de pérdidas de hasta $830,000,000 USD para México.*

• México se encuentra en el lugar número 13 mundial de los países con más pérdidas causadas por la piratería.*

• El software pirata presenta un riesgo inminente para el cliente que lo tiene.

• Las PCs con software pirateado o sin licencia continúan representando una enorme pérdida de ingresos para el país donde se venden y para los habitantes del mismo.

Antecedentes

* 6to Estudio Anual Global de Software de la BSA (Business Software Alliance)

Tecnológicos

Beneficios del software original

Movilización del desarrollo

de la industria

Empresas legales -grandes y pequeñas- que invierten mucho dinero en investigación y desarrollo de productos de alta calidad, a la vez que cumplen con sus obligaciones fiscales.

Actualizaciones Recibir actualizaciones gratuitas de parte de Fabricantes.

En un estudio se descubrió que al analizar software pirata:

34% simplemente no funciona. 65% contiene software suplementario, que no forma parte del programa original, lo cual puede poner en peligro tu equipo.

El riesgo de un ataque de virus, spyware o troyano es mucho mayor.

Evitar Malware

de parte de Fabricantes de Software.

Soporte técnico y garantía

US$M 3Adicionados a laeconomia local

6KNuevos empleos de alta

Tecnología

US$M 513Recaudación de

impuestos

US$M 1,8Aumento en las

ganancias en consumo

Económicos y Sociales

Pérdida de Empleos: Por cada 10 puntos porcentuales de piratería en México, se dejan de generar 3,500 empleos directos en la industria del software, US$160 millones en impuestos sobre ingreso y US$1.5 billones de crecimiento económico en México.

Pérdidas en la Industria: La industria productora de software sufrió pérdidas por más de 1 billón de dólares anuales en el último año en México (BSA).

Disminuye Productividad: Cuanto tiempo pierde cada empresa al contar con tiempos muertos asociados con piratería o paros por multas.

Inseguridad Social: La piratería esta asociada y relacionada con otros problemas sociales como: Pornografía infantil, tráfico de drogas y armas que al final impactan en la Sociedad

Beneficios adicionales con la reducción de 10 puntos en el

índice de lapiratería

Infracciones y penalidades

y penalidadesInfracciones

Reproducción, transporte, almacenamiento, venta o arrendamiento de copias de obras con fin de especulación comercial

Prisión de 3 a 10 años y multa

Prisión de 6 meses a 6 años y multa

Violar derechos de autor Prisión de 6 meses a 6 años y multa

Uso de obras protegidas con fin de lucro

¿Cuánto cuesta realmente el software?

Software Pirata

Software Original

Producto, 100% más confiable

Valor añadido (Addons), actualizaciones

No riesgos con Ley, No Coopero con Crimen organizado

Ayudo a la Economía Nacional

Percepción precio bajo

Riesgo de malware, virus, perdida información; 34% No funciona, 65% software suplementario

disponibilidad

El tiempo que estará a mi servicio. Por tanto si el tiempo promedio de la computadora es de 2.5 años, o sea 30 meses de servicio, el costo real de una licencia de $2,500 pesos es de ¡80 pesos al mes! o $1 peso por HORA! (4 hrs/día trabajo)

Preguntas?