The Mobile Opportunity

Beatrice MulzerVice President, SMB NationE-mail: beatricem@smbnation.com

Agenda

The Mobile Opportunity Positioning SBS and WM SBS/WM Service installation Why Windows Mobile? Summary and Q&A

Worldwide Device Shipment Forecast

Source: Worldwide Converged Mobile Device 2006-to 2010 Forecast and Analysis, IDC Doc #201805, May 2006

Con

verg

ed

Mob

ile D

evic

e

Sh

ipm

en

ts (

mill

ion

s)

CAGR

32%

Mobile Opportunity:100 million+ converged mobile devices will

be sold by 2007. [IDC]

11% of small businesses already support remote access—another 18% plan on enabling remote access by 2007. [IDC]

80%+ of small businesses spend at least 20% of their time away from their desks. [Yankee Group]

Small businesses buy more converged mobile devices than larger businesses. [Canalys]

Document Access

Security

Phone

Applications

Multimedia Capabilities

Communication

Personal Information Manager (PIM)

Document Access

Security

Phone

Applications

Multimedia Capabilities

Communication

Key Features of Windows Mobile 5.0

Personal Information Manager (PIM)

• Access to POP3, IMAP, and Exchange Server e-mail accounts using Microsoft Office Outlook Mobile

• Full mail reconciliation with Exchange Server

• Direct Push e-mail for instant delivery of mail to a device as items arrive on server

• Full synchronization of Contacts, Calendar, Tasks and Notes between Outlook Mobile on the device and Microsoft Outlook on the desktop

• Wireless synchronization of PIM data between device and Exchange Server

• Instant updates of all PIM information on device as changes are made on server, through Direct Push technology

• View and edit Office documents.

• View and edit spreadsheets and charts with Microsoft Office Excel Mobile.

• View and edit Word files with Microsoft Office Word Mobile, including preservation of rich formatting, such as fonts, spacing, and images.

• View presentation files with Microsoft Office PowerPoint Mobile.

• Secure sockets layer (SSL) communication when transmitting data over the air

• Password policy management to enforce security policies

• Remote device wipe for lost or stolen devices

• Messaging and Security Feature Pack (MSFP) to better protect device data

• Full voice phone capability

• Text messaging using Short Message Service (SMS)

• Easy-to-use contact management, including support for photo caller ID and individualized ring tones for specific callers

• Internet Explorer Mobile for browsing the Web

• Wide range of horizontal applications, from global positioning system (GPS) navigation to customer relationship management (CRM) software

• Numerous vertical applications, including real estate, legal, and construction

• Windows Media Player 10 for playing music and videos

• Built-in camera for taking photos and videos

• Voice recording for taking notes

Windows Mobile Devices

HTC TyTN

HTC S310HTC MTeoRMotorola Q

HTC ArtemisHP iPAQ 6915 Palm Treo 750Pocket Loox T

Samsung 600

Smartphone

HTC STRTrk

POCKET PC – with touch screen

Eten Gloofish M700

Components of a Windows Mobile Solution

Third-PartyCertificates

Voice and DataService Plans

InstallationServices

Applications

Deploying Mobility to Increase Revenue Streams

Increased installation services revenue

Pull-through of infrastructure software

and hardware Platform for custom applications Additional seats for service contracts Training and customization

Source: IDC

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

10-12 DeviceImplementation

Activation fees

Service

Hardware

Software

5 Devices:Implementation PlusManaged Services

SBS 2003Installation + Device

Set-Up

15 DeviceImplementation +

Managed Services

Source: IDC Interview with Microsoft Partners

Sample Revenue Breakdown From Actual Partner Deployments

Get Smart Complete Mobility Training online Use Windows Mobile yourself Check out the IDC SBS-WM

Whitepaper Learn how to deploy Windows

Mobile devices w/SBS 2003 using the deployment whitepaper – available online in Czech

Use the Marketing and Sales Toolkit

Generate Interest Develop a Solution Prove Value and Close Deploy and Retain

Positioning SBS and WM

What is my Sales Model?3 options to sell Windows Mobile:

Advantages:

• Contract revenue

• Impartiality

Disadvantages:

• Form filling

• Customer support

• May not sell all MO’s

• Restriction on devices

• Porting

• Network

Advantages:

• Provide just advice

• Customer has control

• Form factor

Disadvantages:

• Data tariffs

• Clarity on support

• Disjointed service

• Control of selection

• Contract renewal

Advantages:

• Straight forward

• Proactive

• Complete control

• Hardware + Service

Disadvantages:

• Costly

• Device stock

• Need to set-up GPRS

• Network

Mobile Operator reseller Indirect Device and swap SIM

Who is my customer?

• Gather and document client data more efficiently.

• Make consultant expertise tracking more efficient.• Help ensure effective assignment of clients to consultants.• Reduce billing cycle time.• Reduce research time.• Improve document management.• Make team collaboration moreeffective.• Meet stringent security/privacyrequirements.

• Healthcare

• Retail

• Education

• Financial Services

• Professional Services

• Manufacturing

• Public Sector

• Contract revenue

• Microsoft Office

Professional Enterprise

Edition 2003

• Microsoft Office

OneNote® 2003

Windows SharePoint®

Services,

• Microsoft Office

SharePoint Portal

Server 2003,

• Microsoft Windows

Mobile-powered

devices.

Vertical Market Potential Business Value Sample Solution

Generate Interest

Business pains Key decision maker out of touch

when away and unable to make critical business decisions in time

Inability to monitor key performance indicator

Inability of executive to perform high-value work while on the road

Generate Interest

Discovery Questions: What percentage of time are you

away from your desk? How do you stay in touch? How are you currently alerted to

potential problems? Do you consider travel time as

“downtime”?

Develop a Solution

Gain a thorough understanding of the customer’s business needs and technical requirements.

Develop a Windows Mobile solution that will cost-effectively meet their specific business and IT needs.

Agree with the customer on how the solution will be evaluated and the evaluation criteria.

Prove Value and Close

Responding to common customer objections Cost Security Usability and device choice Scalability

Deploy and Retain

Ensure a flawless implementation.

Initiate ongoing planning and evaluation activities with the customer.

Build additional relationships within the new company/account.

Selling WM With Small Business Server…

Customer Benefits Keeping in touch with the office Greater responsiveness to customers Ability to view Office documents Device goes beyond e-mail

GPSCRM Mobile

CRM Mobile Demo

SBS/WM Installation

Deploying Windows Mobile

Step 1 - Installing ActiveSync 4.5 Step 2 - Enabling mobile services for users Step 3 - Configuring the firewall and Web

services Step 4 - Deploying an SSL certificate Step 5 - Configuring Windows Small

Business Server 2003 for MSFP Step 6 - Configuring device

synchronization Step 7 - Testing the deployment

Checklist before starting

Checklist Requirement: Description:

Windows Mobile 5.0 device Mobile device running Windows Mobile 5.0.

Wireless data connectivity The mobile device must have wireless data connectivity provided through a mobile operator, such as GPRS, for accessing the Internet.

Server running SBS 2003 A computer running Windows SBS 2003 or Windows SBS 2003 R2. It is assumed that Exchange Server 2003 is configured and running properly on the server.

ActiveSync 4.2ActiveSync 4.5 can be downloaded from the following URL:http://www.microsoft.com/downloads/details.aspx?displaylang=cs&FamilyID=9E641C34-6F7F-404D-A04B-DC09F8141141

3rd-party or self-signed SSL certificate

For guidance on choosing between and obtaining a third-party SSL certificate or a self-signed SSL certificate, refer to the “Deploying an SSL certificate” section in this white paper.

While installing a self-signed certificate, you may require the utility smartphoneaddcert.exe, which can be downloaded from the following URL:

http://support.microsoft.com/?id=841060

Exchange Server 2003 SP2Exchange*

Server 2003 SP2 can be downloaded from the following URL:http://www.microsoft.com/technet/prodtechnol/exchange/downloads/2003/sp2/download.mspxIf your server is running Windows SBS 2003 R2, you do not require this software update because Windows SBS 2003 R2 has Exchange Server 2003 SP2 preinstalled.Exchange Server ActiveSync Web

Administration tool*The Exchange Server ActiveSync Web Administration tool can be downloaded from the following URL:http://www.microsoft.com/downloads/details.aspx?familyid=e6851d23-d145-4dbf-a2cc-e0b4c6301453&displaylang=en

* Additional Requirements for Deploying Windows Mobile 5.0 with MSFP

Step 7 – Testing The Deployment

Test over-the-air ActiveSync Ensure wireless data connectivity to

Internet is availableTest Direct Push:

Show the Customer push e-mail works First message should arrive faster than on

the PC

Remote Device Wipe On any computer in the network, open Internet Explorer,

browse to https://WindowsSBSServerName/mobileadmin, and log on using domain administrator credentials.

Implementing Device Security Policy

Demonstrating to customers

41

HTTPS

Small Business Server 2003

Direct Push Technology

WAP

Browse your mailbox with Outlook Mobile

Access

Use Outlook Web Access remotely at a kiosk

Stay in touch on a Windows Mobile device via Exchange Server

ActiveSync

Use Office 2003 on theroad for secure Outlook

connections without a VPN

HTML RPC/HTTPS

Access Your Office Anywhere

Blackberry 8700Nokia E61MS Wizard

Office Screen Shots Comparisons:W

ord

Exc

el

Pow

er

Poin

t

Blackberry 8700Nokia E61MS Wizard

Screen Shots Comparisons:H

om

e S

creen

Outl

ook Inbox

Cale

nder

Call to ActionSummary and Q&A

Call To Action Use the 4 step process to selling mobility

Generate Interest Develop a Solution Prove Value and Close Deploy and Retain

Engage with either: Handset vendors or Mobile operators

Use Windows Mobile Learn more about the mobile opportunity

IDC SBS-WM Whitepaperhttps://partner.microsoft.com/40026398

Resources Windows Mobile SBS Deployment Guide in Czech

http://www.microsoft.com/cze/windowsmobile/business/strategy/default.mspx

Complete Mobility Training in Partner Learning Centre

https://training.partner.microsoft.com/plc/details_nochome.aspx?publisher=3&courseid=1580&isMetaTagRefreshed=true#

IDC Mobility Whitepaperhttps://partner.microsoft.com/40026398

Mobile Webcasts Paths to Opportunities with SBS 2003:

Enabling Mobility, Featuring Windows Mobile http://www.msreadiness.com/WS_abstract.asp?eid=15003970

Resources Small Business Server Home

http://www.microsoft.com/windowsserver2003/sbs Technical resources for Windows Small Business

Server 2003http://www.microsoft.com/italy/windowsserver2003/sbs/techinfo/default.mspx

MOC Course 2395: Design, Deploy, and Manage a Network Solution for a Small and Medium Businesshttp://www.microsoft.com/traincert/syllabi/2395AFinal.asp

More Windows Mobile Resources https://partner.microsoft.com/mobilitycompetency

Resources

Exam 70-282: Design, Deploy, and Manage a Network Solution for a Small- and Medium-Sized Businesshttp://www.microsoft.com/learning/exams/70-282.asp

Trusted Root Certification Authorities list at https://partner.microsoft.com/global/partner/40027352

Get Mobile Ready Readiness and Training

http://partner.microsoft.com/SmallBizMobility Complete Mobility Training Link to campaign materials (August) Deployment Guide IDC Whitepaper:

How to Make Money with Mobility

Microsoft Small Business Center

Use The Small Business Center

Questions?

© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.