Selling Infrastructure to Small
Business – Monetizing The
Opportunity
Rosemary Stark
Product Manager, Server &
Infrastructure Solutions
Australian Server Market
Small Business
Mid-size Business
Lower Small
Business
(1-4 PCs)
Core Small
Business
(5- 24 PCs)
Lower Mid-Size
(25- 49 PCs)
Core Mid-Size
(50 - 249 PCs)
Upper Mid-Size
(250 - 499 PCs)
Businesses w/ PCs[1]
1.7 M
248K
50K
28K
Server
Penetration[2]
21%
36%
49%
86%
5,900
K
86%
Target Market
Windows
Home
Server
Windows Small
Business Server 2011
Essentials
Windows Small Business
Server 2011
Standard
• FY12 hardware growth 6.9% YoY
• SMB = 51,636 units
• Windows penetration = 79.7%
Windows Small Business Server 2011 Essentials
 Ideal First Server
 Easy-to-use solution
 Cloud integration
Simplify your life
 Helps protect data
 Helps organize information
 Access from virtually anywhere
Your business with you,
virtually anywhere
 Automatic local backup, simple
restore of server and client computers
 Easily connect to online services
 Ideal for work force that travels
Get Ready for the
future
 Increase business productivity
 Simple, secure, dependable network
 Easy-to-use storage and sharing
?
Small Business Top 4
1. Work from anywhere
2. Work together better
3. Be more productive, do things quicker
4. Provide the same or better than our larger
competitors
What does an SBSE customer look like?
• Their current IT:
•
•
•
•
No server
PC as a server
NAS
Up to 25 PCs/laptops
• Minimal IT expertise – has ability to set up a PC
• Price sensitive
• Needs access to information when they are outside
the office
• Need to collaborate
• Require regulatory compliance/auditability
Questions to Ask
 How do you store and access your important documents?
 How do you protect your documents? Are there documents
that only some people should access?
 How do you backup your PCs/laptops?
 Is it easy for you to access all the information you need about
your customer? Quickly when you need it?
 Do you want to be able to work from the road or home, not
just the office?
 Do you need to provide HR/payroll to your employees?
 Would you like to be able to work together more effectively?
Would you like to have a group calendar, be able to IM or
video conference?
Extending your business
• Email
•
•
•
Office 365
You as a hoster
Reselling hosted solutions
•
•
•
•
Server backup
Payroll
Accounting
LOB & franchises
• Other SMB apps
• Repeatable business – getting creative with
financing
THE DETAILS
SBS 2011 Essentials
SBS 2011 Essentials
+
ADD ON
CAL ONLY
Remote Access
Backup
File & Print Sharing
Simplified
Management
Identity Protection
Windows Server Platform
+
365
Other Web Apps
+
Hyper V
Need to
add
RDS
RDS
CALs
System Requirements for SBS2011
Essentials
Standard
Processor:
One 1.4 GHz (x64 processor) or faster Minimum Quad core 2 GHz 64bit (x64) or faster for 1 socket*
Or, one 1.3 GHz dual-core
Memory
Minimum: 2 GB
Recommended: 4 GB
Maximum: 32 GB
Minimum: 8 GB
Recommended: 10 GB*
Maximum: 32 GB
Hard Drive
Single 160 GB disk drive with 60 GB
for system drive
80 GB or larger
Questions
?
?
SMB Windows Server Family
SOLUTION
SERVERS
Complete server platform,
integrated and optimized
Store, protect, access
• Simplified setup and management
• Centralized backup
• Anywhere access
Run your business
• LOB application platform
• Unified/federated identity management
• Communications & Collaboration Suite
TRADITIONAL
SERVERS
Customizable Server platform for businesses
of any size
Customizable for exact requirements
• Storage
• Infrastructure
• LOB platform
• Communication &
collaboration tools
• Any other app or
infrastructure service
• Standard deployment
and management
tools and processes
• Virtualization
SBS Key Differences
Features
SBS Essentials "Aurora"
SBS Standard
Target End User
SoHo & Micro Business Owner
Small Business Owner
IT Knowledge
Minimal
Understands strategic use of
technology
Key Scenarios
•
•
•
•
•
•
•
•
•
•
End User Value
Server solution for small business
users, to protect, centralize,
stream, and access business data
Backup of PCs
File storage
Remote access
Business applications (LOBs)
SaaS biz apps
Website hosting
Exchange email
SharePoint
Remote access
Business applications (LOBs)
All in one server suite for
enhanced productivity and a
professional business image
PC/User Limit
25
75, users or devices
On-premise
Management
Near-zero
Simplified
Both will be available in the standard channels as SBS today