Future proofing Microsoft Windows Small Business Server 2003 R2
Here’s a heads up to all Microsoft Partners thinking about licensing SBS 2003 so that you can save 15% on Windows SBS 2003 R2 (standard edition) for you and your clients (should you wish!).
Offer: Save 15% on Windows SBS 2003 R2 Standard Edition
License types: L only, L+SA
Offer descriptions: Partners get an additional 15% off the regular Partner price for the Standard Edition of Windows SBS 2003 R2 (license only and license + Software Assurance). Partners are eligible to pass savings onto their customers. Offer good only when bought in a VL License (L or L+SA). SA will allow customer to upgrade to the next version of Windows SBS for free.
Offer fulfillment: Partner discounts are available directly from official Microsoft distributors (such as me)
Duration and timing: September 2007 through December 31, 2007
Considerations: The Windows Small Business Server CALs are not included in this discount
How to hold a conversation with your customer regarding this offer AND MORE IMPORTANTLY, how to talk about SBS 2003:
- “Can I ask you, if you got hit by a virus, are you 100% confident that your network will stay up and running and help you recover any lost data?”
- “How would it impact you if your server went down and you were unable to access your e-mail for a couple of days?”
- “On a positive note, how would it benefit your company if your team could access e-mail and company data while working from home or on the road? How would it help you personally?”
- “I want to tell you about an opportunity to upgrade the technology in your office and save a lot of money in the process. As a (state level) Partner, we’re teaming up with Microsoft to offer Windows Small Business Server 2003 R2 - a high-value, low cost network server that you can depend on to address the security and productivity issues we’ve been talking about.”
- “You can also save up to 15 percent off the regular price using volume licensing if you buy before December 31st. Additionally you can have more peace of mind because you will be able to upgrade to future releases for free if you choose to buy the license with Software Assurance.”
- “We’d like to meet with you for 30 minutes to discuss your needs further and see if Windows SBS 2003 R2 is the right technology for your business….” (book appointment)
The discussion points above are obviously not going to sit comfortably with everyone, but if you sit down and think about how you can get to point six in a way that you feel comfortable, then feel free to use the other five as guides.
I would also suggest that many clients don’t really mind what software and tin you install as long as it works and does what you promised it would for a fair price. Perhaps telling the customer about SBS 2003 as a product won’t hit the mark, but perhaps it’s better to use something like DemoShowcase* to show it in action at the meeting you book to make the penny drop quicker…
One thing I would ask of Microsoft is to have a promotion that helps us sell the Premium editions as well. Premium allows you to do more with it (add CRM SB) in the future and as that’s where Software Assurance and the automatic upgrade rights sit, it would be nice to re-inforce it with the products to suit.
*not available to pure SBSC Partners but give me a shout and I’ll post you a copy or wait until the 29th for the Westcoast Small Business Forum where you can get your hands on a copy. More details on that to follow.
Recently, I’ve heard some Partners say that they used to sell Premium Ed (mainly because of ISA) but are swiching to selling just Standard Ed because of Cougar not having ISA. But, personally, I’m only just beginning to understand the value of SQL Server 2005 and features such as Reporting Services. Therefore, we need more understanding of SQL Server 2005 Workgroup Ed and using that as the database for things like BCM, etc.
Good point Vijay, there is an article that follows along a similar thread here: http://www.crn.com/software/175802211. I’m going to follow up properly on your comment ASAP.
I would never sell anything other than SBS Premium, what I have found is that most customers out grow the basic features of SBS Std very quickly as they get use to all the new features they start thinking up new things they would like to be able to do.
Taking Sharepoint as a first example, after the initial take up, one of the first requests is the ability to search, which SQL Workgroup Edition Provides when the Sharepoint database is upgraded from MSDE to SQL WE, a job that takes very little time to do.
Also with the number of applications being ported from access or older Database applications to SQL, having the infrastructure in place shows your customers that you have their best interests to heart.
And with Microsoft’s move to produce more Dynamic products for small business, Dynamic CRM and also Business Contact Manager, being available to share data readily through SQL WE.
In my opinion SBS Std is generally sold by those that want to sell servers, where Premium is sold by those looking to develop long term relationships with their customers.
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