Hosting Day, 1 marzo Silvio Cavaleri scavaler@microsoft.com

Transcript

1 Hosting Day, 1 marzo 2007 Silvio Cavaleri scavaler@microsoft.com

2 On site, Hosted, On Demand Modalità On premise, o on site: applicativi ed infrastruttura presso il cliente, software personalizzato, servizi ad hoc, pagamento up front (dilazionato con eventuale finanziamento) SaaS, Software As A Service, erogabile in: Modalità Hosted: uno o più applicativi e/o infrastruttura presso un provider esterno, software personalizzato, servizi secondo l offerta del provider, anche personalizzati, la connettività può essere parte dei servizi del provider. Modello di business: One to One o One to Few. Pagamento esclusivamente con canone periodico, o misto (up front+canone) Modalità On Demand o ASP: applicativi e servizi erogati da un provider secondo un offerta standard a livello di funzionalità e di servizi, con poche possibilità di personalizzazione. Modello di business: One to Many. Pagamento esclusivamente a canone, normalmente mensile. 2

3 Tendenza del mercato Il mercato vede una crescente disponibilità di larghezza di banda ed affidabilità delle connessioni, offerta a prezzi sempre minori, che alimenta una domanda di servizi online in rapida crescita, sia da parte dei consumatori che delle aziende 3

4 La strategia Microsoft Dynamics Si basa sull offerta di applicazioni e servizi nelle 3 diverse modalità (On Site/Hosted/ASP) lasciando al cliente la possibilità di decidere quale modalità adottare e di poter poi passare in modo indolore da una modalità all altra. 4

5 Microsoft Dynamics: il cliente è libero di scegliere Hosted o On site il cliente può cambiare facilmente se le sue esigenze lo richiedono. Lo shift della modalità ASP deve essere previsto dall offerta del partner Hosted Dynamics ERP / CRM Hosted Dynamics ERP / CRM 5 On-Site Dynamics ERP / CRM On-Site Dynamics ERP / CRM

6 6 SaaS: vantaggi per i clienti ERP e CRM Meno risorse dedicate: SaaS: 1 amministratore con background gestionale per alcune centinaia di utenti, contro 2-3 risorse di cui almeno 1 IT per lo stesso sistema on site Tempo di implementazione dell infrastruttura (Hw e di sistema): On site: alcuni mesi per l acquisto (selezione, trattativa, contratto, consegna), installazione, creazione ambiente di sviluppo, test e produzione SaaS: infrastruttura già disponibile, attivabile in pochi giorni, poche settimane nei casi più complessi Upgrades Saas: migrazione programmata e gestita dal Provider On site: fermi alla vecchia rel. per complessità, costi e rischi di migrazione Ricerca Forrester

7 Service Provider Business Proposition Offer Microsoft CRM as a hosted service Broaden your offerings Exchange Server (for messaging) SharePoint Server (for collaboration and portals) Live Communications Server (for real-time communications) Extend your sales channels and offerings Extend your sales force with VARs Extend your offering with ISVs Increase revenues and productivity of sales personnel with Rapid Sales scenario (discussed later) Minimize operational costs Quick deployments High availability Simplified management of hosting environment 7

8 Solution Provider Business Proposition Expand business opportunities Increase geographic coverage Expand domain coverage Increase customer satisfaction Increase productivity, revenues Reduce sales cycles and improve close rates Handle more prospects Reduce sales costs 8

9 Western Europe SaaS and Application Hosting Opportunity Varies by Country 9 Microsoft Dynamics Hosting - CEE Live

10 Soluzioni ERP e CRM Nel listino SPLA ci sono i prodotti Dynamics, per l Italia: Microsoft Dynamics AX Microsoft Dynamics CRM Microsoft Dynamics NAV 10

11 Partnering Model: Co-Sell Contract Flow: 1.Customer and Solution Provider : Implementation contract 2.Solution Provider and Microsoft: Support contract 3.Customer and Service Provider: Hosting contract 4.The Service Provider will have relationships with Microsoft.: Services Provider License Agreement (SPLA) Support contract 5.Service Provider and Solution Provider contract. Revenue Flow: 1.From Customer to Solution Provider: Upfront, per-project revenue. 2.From Customer to the Service Provider: Recurring revenue 3.Between Service Provider and Solution Provider: Referral fee Compensation model to cover tier 2 support costs 4.revenue flows to Microsoft in the form of: Support contracts Recurring revenue from monthly usage (under the SPLA)

12 Partnering Model: Resell Contract Flow: Customer and Solution Provider: implementation contract and hosting cont The Service Provider and Microsoft.: Services Provider License Agreement (SPLA) Support contract Service Provider and Solution Provider contract. Revenue Flow: All revenues flow through the Solution Provider. Solution Provider pays the Hosting Service Provider Hosting Service Provider report to Solution Provider

13 Il flusso di cassa nell Hosting e nell ASP

14 14 Microsoft Dynamics CRM

15 15 Tech Choices The Forrester Wave : Midmarket CRM Suites, Q1 2007

16 Strategy: The Power of Choice LICENSING OPTIONS User Experience DEPLOYMENT OPTIONS On-premise Perpetual On-premise Customer Server Subscribe On-premise Managed Server Outlook Internet Explorer Hosted Hosted Perpetual Hosted Subscription Flexible Deployment Scenarios 1. Hosted CRM w/ On-premise Exchange services 2. Hosted CRM w/ Hosted Exchange 3. Complete Hosting Solution Microsoft CRM Windows SharePoint Services Exchange Server Live Communications Server 16

17 Microsoft CRM Hosted Solution Overview Four Key Components 1 Microsoft Dynamics CRM 3.0 Professional Edition for Service Providers Hosted Microsoft Dynamics CRM 3 Service Component Client Interface Options 4 Outlook Internet Explorer 2 Hosted Messaging and Collaboration version 3.5 Live Communications Server 2005 Hosting Hosted Exchange 2003 Windows SharePoint Services Hosting Hosted Microsoft Dynamics CRM

18 Microsoft CRM 3.0 Professional Edition for Service Providers An enhanced version of Microsoft CRM 3.0 Professional Edition Full Microsoft Outlook or Web experience for users Supports highly secure hybrid environments Significant enhancements include Setup and provisioning Pre-provisioning of instances enabling Service Providers to carry an optimized "inventory" of instances Rapid provisioning of instances with "10-click install Authentication SQL Reporting Services report delivery over Internet 18

19 Hosted Microsoft CRM Service Component Enables hosting Microsoft CRM on top of the Hosted Messaging and Collaboration (HMC) solution Key Functionalities Integrated into Windows-based Hosting Integrated with Microsoft Operations Manager for effective operations of hosting center Service Provider Dashboard Requires Microsoft Solution for Hosted Messaging and Collaboration

20 1 Flexible Deployment Scenarios 1 Hosted Microsoft CRM with On-premise Exchange Hosted Services Hosted Microsoft CRM Reporting Services Customer Site Infrastructure Components Centralized Management Service Provisioning Monitoring Customers can leverage existing investments in Exchange and Active Directory User Mailbox Exchange Server User Mailbox User Mailbox Rule in user mailbox sends copy of message to Microsoft CRM system mailbox Internet End-user still able to use CRM Outlook interface or CRM web-based interface Lower barriers to entry for hosted CRM services Service Provider Data Center The Router retrieves, processes, and sends messages to the Microsoft CRM server Microsoft CRM Exchange Server Microsoft CRM Server Microsoft CRM Mailbox SQL Server 20

21 2 Flexible Deployment Scenarios 2 Hosted Microsoft CRM with Hosted Exchange Hosted Services Hosted Microsoft CRM Hosted Exchange Reporting Services Infrastructure Components Centralized Management Service Provisioning Monitoring Customer does not need to manage Exchange server on-site yet still retains fully functional Exchange and Outlook Service provider has multiple revenue streams from customer Service Provider Data Center User Mailbox The Router retrieves, processes, and sends messages to the Microsoft CRM server User Mailbox Exchange Server User Mailbox Microsoft CRM Exchange Server Internet Microsoft CRM Mailbox Rule in user mailbox sends copy of message to Microsoft CRM system mailbox Microsoft CRM Server SQL Server 21

22 3 Flexible Deployment Scenarios 3 The Complete Hosting Solution Hosted Services Hosted Microsoft CRM Hosted Exchange Hosted SharePoint Hosted Live Communications Server Reporting Services Infrastructure Components Centralized Management Service Provisioning Monitoring Customers benefit from access to a complete, robust IT infrastructure Create pull-through revenue streams for Live Communication Server and SharePoint services Internet Hosted Exchange Services (Optional) Front-end Exchange Servers Firewall Services FrontNet Windows SharePoint Services Hosting (Optional) Front -end Server BackNet CRM Application Server CRM Services (Customer 1) Back-end Exchange Servers MPS Database Server Domain Controller Server Purposing (optional) CRM Database Server (Customer 1) CRM-Exchange Router 22

23 Rapid Sales Scenario Preconfigured instances (inventory) Provision in a matter of minutes Accelerate the sales cycle Reach more customers Inventory of instances Service Provider Demo instance Proof of Concept instance Deploy in production: A) Subscription hosted Solution Provider B) Perpetual hosted C) Perpetual on-premise Customer 23

24 24 Costi e formulazione del prezzo

25 Grazie per l attenzione 2004 Microsoft Corporation. Tutti diritti riservati. Questa presentazione è puramente informativa. Microsoft non offre alcuna garanzia esplicita o implicita sul contenuto. 25