The document discusses IBM Lotus collaboration software solutions and their advantages over competitors. It highlights IBM's leadership position across key collaboration categories like enterprise email, portals, and business process management. The document also summarizes IBM's product strategy, roadmap, and focus on open standards and integration. It addresses questions customers may have around migration costs when evaluating switching from existing solutions.

1. MAIN LOTUSPHERE TITLE

2. Understanding the Marketplace Advantages
for IBM Lotus Solutions
Ed Brill
Paul Culpepper
ID601
®

3. Business Drivers and the Evolution of Communication &
Collaboration Software
 Business are focused on top line growth:
 Creating cultures of innovation
 Optimizing global talent
 Organic Organizational optimization
 People have a basic need to share, socialize and
communicate ideas.
 Collaboration Software helps us:
 Express and exchange ideas
 Share information
 Communicate more effectively
 Collaboration Software provides ready access to:
 Information (data)
 Expertise (people)
 Education (growth)

4. Innovation is the best opportunity to create sustainable
growth and profitability
Methods to Achieve Revenue Growth
Innovation through Collaboration
 Innovation is the best opportunity for sustainable growth
 Gains are can be more profitable and sustainable
 Sustainable Differentiation
Brand permission
Organic Acquisitions
 Acquisitions can be long and drawn out, requiring significant
Organic methods provide necessary but incremental growth business and technical decisions taking away from growth
focus
 Gains are often hard-won and therefore not always profitable
 Acquisitions can also have a negative impact: takeovers have
 Successes are easily copied making gains short-lived
destroyed more than $200 billion in shareholder value in the US
 Already more than accounted for in stock valuations
over the past 20 years
quot;Innovation is viewed as a multi-dimensional concept, which goes beyond
technological innovation to encompass… new means of distribution, marketing
or design. Innovation is… an omnipresent driver for growth.quot; – Erk ki Liik anen,
EU Commissioner for Enterprise and Information Society
“Constant reinvention is the central necessity at GE... W e’re all just a moment
away from commodity hell.” – Jeffrey Immelt, Chairman and CEO, GE
Revenues 88%
Partial
Eighty-four percent of CEOs mak ing innovation a List
Earnings/profit margins 79%
priority report it has changed the way they do
Efficiency of ow n organization 78%
business or affected their company's financial
performance in a number of important areas .
Number of customers 76%
SmartPros, 2005
SmartPros, 2005

5. 2008 IBM HorizonWatch Trends List
IT Technology Trends
General Trends
 Green Data Center
 Economic Uncertainty
 Virtualization 2.0
 Greening/Climate Change
 Cloud Computing
 Globally Integrated
Enterprise  Software as a Service
 Business Architecture  Web2.0 Mashups
 Emerging Markets  Information Management
 The Increasing Power of the  Semantic Web
Consumer
 SOA
 Social Networking
 The Security Imperative
 3D / Virtual Worlds
 Emerging Country Provisioning
 Viral Marketing Platform
 Mobility is Poised for the Next  Embedded Data Intelligence
Phase
 Unified Communications
 Prediction Markets (wisdom
 Speech Technology
of crowds)
 Surface Computing
5

6. Perceived Business Value Varies with the Technology
Source: Forrester June 2007 US Web 2.0 Online Survey

7. Employees bring Web 2.0 tools into the office
Source: Forrester June 2007 US Web 2.0 Online Survey

8. Connections, relationships and shared context are all needed to
ensure successful collaboration and knowledge sharing
Social Capital describes the underlying cultural elements that promote effective collaboration.
Understanding the dynamics of the social capital in an organization, across value chains, etc. provides
the most important “tools” to enabling effective collaboration.
Connections
The ties between people and
between organizations
Shared
Relations
Context
The interpersonal dynamics
The common understanding
between individuals and
of language and events
organizations
Source: Nahapiet, J. & Ghoshal, S. (1998)

9. Continuum of Communications and Collaboration
Collaborative
Reasoning
Video/Audio
Synchronous
E-meetings
Real-Time
Communication
Data
Visualization
Collaboration
Blogs, Mashups /
wikis, Dashboards
Audio forums
conferencing Social networking
Team work
E-mail, environments,
calendaring content libraries
Asynchronous
Voice
messaging
Web applications
Richness of communications
Text Rich Media & Semantic Web

10. Then and Now
®

11. Business circumstances drive imperatives to change
Evolving business climate
ed
d
rst
ts ate rat s
rke e to
all gr
bu eg k
a on e
tF Int wor
Int e
l m tanc wth le ati
ion rke bb ly rp ris
ita y et
o all
d
s al
luc gr oli
bu
Ma ap
es o b ue N
lob Ente
tc Re st in ns
ec ch
ck Gl al
h Te Co G
R o
Tig
St e
inv V
Cost Cutting Top Line Growth
2005
1995 2010
2000 2013
1990
Era of Process Optimization Era of Innovation
et s
r ss on
e
ail ern P .0
e
erv re
M
e ati
bil
ER b2
sin CR
Int a
ory
-m S nic
Mo ftw
e We
nt -bu /
s e
o ds
mu up Th
e
Cli S
e
orl ons
l sh
cia ng
om Ma mi Wi
So
dC 3D ulat
Ga
fie
i
Sim
Un
Evolving Technology enablers Ubiquitous High Speed Wireless Networking

12. Technology and Human Factors Driving Change
Richness of communication and content
Written Audio/ Video 3D
Graphical
Visualization
Presentations
word Podcasting Digital Photos Internet
Efficiency of delivery and reach of audience.
Pony Mail Instant Web Portals & Social
e-mail
Express service Messaging Conferencing Dashboards Software
Evolution of tools
Pen & Word Office Blogs/ Graphics Collaborative
Typewriter
editors
Paper Processing Suites Wikis tools

13. Building on your current investment - adaptive desktops

14. Rich, context sensitive communications

15. Rich interactive virtual teaming

16. Rich Media/ User Created Content

17. Enterprise Mashups
Quick and intuitive assembly of enterprise data

18. Advantages of Lotus software solutions
®

19. Product strategy and roadmap
 Lotus has a track record of regular product releases. Lotus Notes and
Domino 8 have addressed many of the previous UI discussions around
competitive products such as Outlook and provides a security-rich,
reliable, and flexible infrastructure.
 IBM has standardized on an open client architecture based on Eclipse and
Lotus Expeditor to provide our customers a consistent, web services-
based infrastructure.
 In 2007, Lotus has released a complete set of new or updated
collaboration products, including Lotus Sametime 7.5/8 and Lotus Notes 8
based on Eclipse, Lotus Quickr, and Lotus Connections.
 IBM is one of the strategic leaders in SOA and continues drive this open
standard, services approach in its Lotus product portfolio.
 The flexibility of IBM’s collaborative services approach within these
software components allows customers to invest in driving innovation to
help improve company results with software investment protection.

20. Product integration
 IBM’s strategy is to focus on a set of collaborative services to
provide current and future integration with our customer’s
investments.
 IBM’s component-based software development strategy allows
rapid flexibility and adoption of new technologies based on a
tiered upgrade deployment model versus ‘rip and replace’
 The Lotus product portfolio such as Lotus Sametime, Lotus Notes,
Lotus Connections, and Lotus Quickr integrates with current and
previous versions of Lotus products, as well as Microsoft Office
products and operating systems.
 Lotus Notes 8 can be a “desktop of the future”, with contextual
integration of other Lotus products (Sametime, Quickr, Activities,
etc.), providing a seamless user experience

21. Open standards
 IBM strategy includes responsible use of open source technology,
and of active participation in standards and communities (ex.
Eclipse, Apache – including Derby and Geronimo, Linux, SyncML,
OSGi, WSRP, JCP - JSRs 168, 116, 32, and 170, OASIS, W3C, WS-
I, XForms, Dojo).
 Vendor-neutral standards and open document formats can help
governments to serve constituencies better, and organizations to
interoperate with customers and partners more effectively.
 IBM is highly committed to driving open standards. Lotus
Symphony, which also ships with Notes 8, already supports ability
to read and write in Open Document Format (ISO and OASIS
standard).
 IBM is a member of the OpenOffice.org community and is
contributing code and expertise.

22. Flexibility and choice
 Choice at the server:
 hardware, operating system, mix-and-match
 Choice at the client:
 The IBM Lotus open client solution offers server managed client
capabilities with choice of operating system, including Linux, Windows,
and Macintosh. (http://www.ibm.com/lotus/openclient)
 Supporting a thin or rich client approach
 Supporting a client UI, web UI, or portal UI
 Choice in mobility
 Choice in version deployments
 Example: Today, Notes 6.5, 7, and 8 are supported, and all will be
supported when 8.5 ships later in 2008 – four releases simultaneously
supported and interoperable

23. Innovation
 IBM continues to innovate with advanced capabilities such as
activity-centric computing, and role-based orchestration of
business processes while continuing to provide flexibility and
choice to the customer.
 IBM provides a stable collaborative development platform to help
reduce the need to rewrite applications over time, but to leverage
current investments.
 IBM invents the future, with more patents per year than any other
IT vendor
 IBM Lotus research is investigating how visualizations will help
with data and information processing in the next wave of social
computing

24. End-to-end solution
 Only IBM can provide complete solutions – hardware, software,
services, outsourcing, hosting, financing, and lifecycle management
 IBM business partners can also implement complete solutions, or
augment existing environments
 More about IBM’s Applications on Demand:
 IBM AoD provides a predictable cost structure and pay-as-you-go application
management and infrastructure services that help speed clients’ returns on
investment by:
1. Reducing up-front project costs, by eliminating the need to purchase hardware
or train new staff
2. Removing operational staffing needs by leveraging IBM’s extensive skill base.
3. Eliminating the complexity of IT and compliance by using Applications on
Demand integrated and certified infrastructure, processes and skills.
4. Improving budgeting and planning by having a consistent and predictable costs
for services.
 Available in the US, Canada, portions of western Europe

25. Competitive Discussions
®

26. What About Customers Evaluating Migrations…
 From ID602, “Recipes from the kitchen of a collaboration bake-
off”:
 The cost for an organization to replace their entire collaboration infrastructure
is high while the new value returned to the business is low. It is truly “change
for the sake of change”.
 The industry average to migrate just email is US$300 per user (and in some
cases has been reported to be up to US$500-600 per user [Ovum, February
2007]).
 The cost to migrate collaboration applications – Has anyone done it?
$1 Out
$1 In

27. Product strategy and roadmap questions
 What does it take to migrate to Exchange 2007 from current versions of
Exchange? What is the coexistence strategy? Can a migration be rolled
back?
 How many organizations have deployed Vista and Office 2007?
 How many enterprise (>10,000 users) deployments of MOSS 2007 exist
today?
 What are the product dependencies to deploy a full MS collaboration
solution?
 When will Microsoft provide web service gateway which will improve the
ability to deliver Service Oriented Architectures (SOA)?
 What is MS approach to open standards and contributions to open
source?
 What is the 2-3 year roadmap of Exchange? Of MOSS 2007?

28. IBM is a market share leader across business productivity
solutions
Category IBM Products IBM Position (source)
• Grew revenue share in ICE category in 2006 compared to a decline in MS revenue share (IDC, Worldw ide Integrated
Enterprise e-Mail Lotus Notes/
Collaborative Environments 2006 quot;Vendor Shares: New Opportunities Are Shaking the ICE“ Doc # 207999, Mark Levitt,
and ICE Domino
August 2007)
(Integrated
• #2 in w orldwide total software revenue for email/Calendaring in 2006 (Gartner, Market Share: Enterprise E-Mail and
Collaboration Calendaring Softw are, Worldwide, 2004-2006, Tom Eid 27 July 2007)
Environment)
• Placed in the Leaders’ Quadrant in 2007 Magic Quadrant for Horizontal Portal Products (Gartner, Magic Quadrant for
Portal WebSphere
Horizontal Portal Products, 2007 21 September 2007)
Portal, Workplace
• “IBM leads the EPS market for the fifth consecutive year, with 2006 license and maintenance revenue of $284
Web Content
million.”(IDC #207534 Worldwide Enterprise Portal Software 2007.2011 Forecast Update an d 2006 Vendor Shares: Solid
Management
Growth Ahead Fueled by Mashing Up the Portal w ith New Web 2.0 Collaboration and Development
• AMR research Study (2006) showed WebSphere Portal as the primary portal vendor to support Executive Dashboards
(49%), customer self-service (47%), employee self-service (41%), and Partner self-service (34%)
• IBM is in the Leaders’ Magic Quadrant for 2007 (Gartner, Magic Quadrant for Business Process Management Suites, Janelle
Business Process WebSphere
B. Hill, Michele Cantara, Eric Deitert, Marc Kerremans 14 December 2007)
Management
• IBM is the leader in BPMS in Worldwide revenue from 2004-2006 and 2006 Growth (IDC, Worldwide Business Process
Management Suites 2007-2011 and 2006 Vendor Shares, Doc # 207954, August 2007, Maureen Fleming, Jeff Silverstein)
• IBM is placed as a leader for Unified Communications for 2007 (10/30/07 The Forrester Wave™: Enterprise Instant
IM / Web Conf / Lotus Sametime
Messaging, Q4 2007)
Unified Comms
• Placed in Leader’s Quadrant in 2007 Magic Quadrant for ECM. (Gartner, Magic Quadrant for Enterprise Content
ECM FileNet/CM
Management 2007, 9/21/07 )
Lotus Connections • “IBM/Lotus moving out front w ith Connections and Microsoft as a fast follower”( Josh Holbrook, Yankee Group,
Social Software
NetworkWorld Lotus, Microsoft jostle to land social networking customers,quot; John Fontana, June 19, 2007)
• quot;There are a lot of viral sites out there, and many of the people who use MySpace or Facebook live in those w orlds,quot; she
said. quot;Technologies like Lotus Connections are going to be very important in bringing these technologies into the
enterprise.quot; Boston Globe article (4/11/07)
The MarketScope is copyrighted 2007 by Gartner, Inc. and is reused with perm ission. The MarketScope is an evaluation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors
measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the MarketScope, and does not advise technology users to select only those vendors
with the highest rating. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
The Gartner Magic Quadrants are copyrighted 2006 and 2007 by Gartner, Inc., and are reused with perm ission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts
Gartner’s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise
technology users to select only those vendors placed in the “Leaders” quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties,
express or implied, with respect to this research, including any warranties of m erchantability or fitness for a particular purpose.

29. Lotus Notes Advantages
Lotus Notes Microsoft Outlook
 Robust inbox management Inbox management?

 Flexible user experience “What-you-see-is-what-you-get!”

 Extensible platform based on open Limited extensibility

standards E-mail client only

 Single, unified work environment including Reduced offline capability

productivity editors Windows only support

 Best-of-breed offline support
 Windows, Linux, Mac support

30. Understanding Microsoft Exchange 2007 Interdependencies
CAL
Want e-mail
req’d
CAL retention/
req’d
SharePoint SharePoint
MOM compliance?
Server 2007 Server 2007
2005 PRE-REQ
TIE-IN
Want monitoring of
e-mail environment? Want online
TIE-IN presence, IM/ CAL
req’d CAL
chat?
req’d
Exchange OCS
Office SQL Server
Server 2007 2007
2007 PRE-REQ TIE-IN PRE-REQ 2005
PRE-REQ
TIE-IN PRE-REQ PRE-REQ
CAL
req’d
Antigen Active
Subscriptions Directory
Want anti-virus, -spam,
64-bit HW upgrade
-malware protection?
CALs needed: 6
RECOMMENDED
(Windows server, Exchange, Exchange
Enterprise, SharePoint, Live Comm. Server,
M OM )
64-bit HW upgrade
*IBM Internal Study: CPO Analysis, June 2006 based on Microsoft public information www.microsoft.com

31. Ferris Research – Exchange 2007 survey
Source: - Ferris Research, Exchange 2007 Implementation Issues, December 2007
Used with permission

32. eWeek Strategic Partner: Exchange Equals Profits
 “Within the land of IT, nothing is a bigger pain to own,
manage and run than Microsoft Exchange. Everywhere
you go customers have horror stories about the
installation, maintenance and, above all, uptime of their
Microsoft Exchange implementations. And worse yet,
they will all tell you they are paying top dollar for the
privilege because the expertise needed to successfully
run a Microsoft Exchange server is some of the most
expensive in the IT labor pool.”
http://www.esp.eweek.com/c/a/Archive/Exchange-Equals-Profits/
September 6, 2007

33. Lotus Symphony Editors: Intuitive to Use
What is ODF ? Why ODF ?
 Choice, freedom of action, cost
 XML-based open specification
effectiveness, access to innovation,
 Standard for document content and greater control over the use of your
format documents and the intellectual
property contained therein.
 Developed by OASIS. Certified and
approved by ISO. Adopted by many.  Full, out of the box robust set of
This will provide future protection Editors included for free within the
against proprietary vendor formats in
Lotus Notes client (can be
the future.
provisioned through roles).
 Meets the common features for
 Unleashes a tremendous potential for
openness and usability
technological innovation to promote
 Gives you the most choices for organizational productivity and
interoperability and “future-proofing” creativity.
your information.
 Reduce licensing costs
 Prevent against future proprietary
lock-in
And more options than ever…..

34. Understanding Interdependencies for Microsoft Office 2007
CAL CAL
Windows
Exchange OCS
req’d req’d
SharePoint
Server 2007 2007
Services v3
Want to view all
e-mail, voicemail, Want to share
Want to
and fax from a documents and
communicate and
single in-box? collaborate with
share information
TIE-IN TIE-IN TIE-IN
colleagues?
in realtime?
Want to submit a Want to enforce CAL
form to kick-off a regulatory compliance req’d
Office 2007
BizTalk SharePoint
business process? for documents?
Professional
Server 200x Server 2007
TIE-IN TIE-IN
Plus
TIE-IN TIE-IN
CAL
req’d
Rights Want to attempt
Integration Services SQL Want access to
Management document access
corporate data to
Server
Analysis Services
Services protection and
perform analysis
2005 viewing rights?
Reporting Services and reporting tasks?
Tie-ins to servers triggers chain reaction downstream of even more pre-reqs

35. Understanding Interdependencies MS Office SharePoint Server
CAL
CAL
req’d
Want to apply policies
req’d
SharePoint
Rights Mgmt to protect sensitive
Want monitoring
Enterprise
information ?
of Portal Server 2007
Services
MOM 2005 Applications
environment?
Want to connect to SAP,
DBs & other enterprise
INCLUDED
TIE-IN TIE-IN systems?
CAL
Office 2007 req’d
TIE-IN
Want to initiate a business
WSS v3 process flow?
Web BizTalk Server
Enterprise
SharePoint
Browser TIE-IN Applications
200x
PRE-REQ
Server 2007
TIE-IN CAL
Windows req’d
Mobile TIE-IN PRE-REQ
TIE-IN
CAL
PRE-REQ
CAL req’d
CAL
req’d
req’d Integration Services SQL
OCS
Antigen for
Want anti-virus,
Server
spyware, malware 2007 Analysis Services
SharePoint .NET
protection?
2005
Reporting Services
Framework
3.0
*IBM Internal Study: CPO Analysis, June 2006 based on Microsoft public information www.microsoft.com

36. CMS Watch, “Twelve predictions for 2008”
 “SharePoint will continue to grow at viral rates as a low cost, low
touch, document collaboration system. But in 2008 we will see the
start of a noticeable backlash, particularly among larger
enterprises.
 The backlash will be two-fold. First larger enterprises will exhibit
major compliance and litigation discovery issues across numerous
unmanaged and unaccountable SharePoint locations. You will also
see a backlash against sizable development costs and times to build
maintainable applications in the MOSS environment. With the more
complex SharePoint projects struggling to launch, customers are
realizing a disconnect between Redmond's heavy promotion and
the realities of a product that is significantly less out-of-the-box
than most expect.”
http://www.cmswatch.com/Feature/172-2008-Predictions
December 18, 2007

37. Desktop Cost Reduction Potential
The difference the CFO will see
Lotus Desktop with Open
MS Desktop Technology Stack Standards
New
Lotus Notes 8
Microsoft $83
Outlook 2007
- Real-time Collab
Microsoft Office
$31 $139 - Messaging
Comms CAL
Enterprise CALs
- Collaboration
Microsoft SMS $41
Sharepoint and Exchange
- Basic Doc Man.
CAL
- Office Productivity
Microsoft
$67 $35 Editors (Compatible with
Exchange CAL
MS Office files and ODF)
Potential Desktop
Microsoft - Mobile Access (Push
$144
$94 $75 Cost Reduction
SharePoint CAL Email)
- Composite Apps
Microsoft Office $369
-SQL Integration (DB2)
Linux Options
Windows -SAP Integration
$187 ($0 with no support)
Desktop Upgrade
$50 SUSE
Windows Server $179 Redhat
$29 Windows Upg,
CAL Or Linux, or MAC
$187 Windows Desktop
SQL Server $162
CAL
70% - 90% Potential
Saving Desktop is Approx US
Desktop is Approx US
$194 - $323 RRP
$1063* RRP
(*excluding Enterprise CALS) Note: All prices are approximate RRP prices in US$. All MS
prices are open select prices

38. Two Very Different Visions of Collaboration
*SQL Server Required

39. IBM® Lotus® Notes® and Domino®: 20 Years of Leadership in
the Collaboration Space
 IBM® Lotus® Notes® and Domino® has 20 years of
leadership in the collaboration space
 Over 130M licenses of Lotus Notes and Domino have
been sold worldwide
 Over 46,000 companies around the world use Lotus
Notes and Domino
 Lotus Notes and Domino has seen twelve consecutive
quarters of year-to-year growth from 4Q04 through
3Q07
FORTUNE Global 500: More than half of the global 100
corporations use Lotus Notes and Domino
 8 of the top 10 insurance corporations
 8 of the top 10 banks
 4 of the top 5 consumer products corporations
 7 of the top 10 electronics corporations
 8 of the top 12 pharmaceutical corporations
 9 of the top 12 telecommunications corporations
Sources: FORTUNE 500, April 30, 2007; FORTUNE Global 500, July 24, 2006.

40. Thank You
ed_brill@us.ibm.com / www.edbrill.com
paul_culpepper@us.ibm.com
®

41. Legal Disclaimers
© IBM Corporation 2007. All Rights Reserved.

The information contained in this publication is provided for informational purposes only. While efforts were made

to verify the completeness and accuracy of the information contained in this publication, it is provided AS IS
without warranty of any kind, express or implied. In addition, this information is based on IBM’s current product plans and
strategy, which are subject to change by IBM without notice. IBM shall not be responsible for any damages arising out of
the use of, or otherwise related to, this publication or any other materials. Nothing contained in this publication is
intended to, nor shall have the effect of, creating any warranties or representations from IBM or its suppliers or licensors,
or altering the terms and conditions of the applicable license agreement governing the use of IBM software.
References in this presentation to IBM products, programs, or services do not imply that they will be available in all countries

in which IBM operates. Product release dates and/or capabilities referenced in this presentation may change at any time at
IBM’s sole discretion based on market opportunities or other factors, and are not intended to be a commitment to future
product or feature availability in any way. Nothing contained in these materials is intended to, nor shall have the effect
of, stating or implying that any activities undertaken by you will result in any specific sales, revenue growth or other results.
 IBM, the IBM logo, Lotus, Lotus Notes, Notes, Domino, Quickr, Sametime, WebSphere, UC2, PartnerWorld and Lotusphere are trademarks
of International Business Machines Corporation in the United States, other countries, or both.
Java and all Java-based trademarks are trademarks of Sun Microsystems, Inc. in the United States, other countries, or both.

Microsoft and Windows are trademarks of Microsoft Corporation in the United States, other countries, or both.

Intel, Intel Centrino, Celeron, Intel Xeon, Intel SpeedStep, Itanium, and Pentium are trademarks

or registered trademarks of Intel Corporation or its subsidiaries in the United States and other countries.
 Linux is a registered trademark of Linus Torvalds in the United States, other countries, or both.
 Other company, product, or service names may be trademarks or service marks of others.
All references to Renovations, Zeta Bank or Acme refer to a fictitious company and are used for illustration purposes only.


42. Backup and additional material
®

43. Analysts weigh in – Osterman: quot;Exchange 2007 is a big
jump“ - BACKUP
“….Still, even at a serious quot;discount,quot; users contemplating an upgrade to
Exchange 2007 appear to be in for a world of hurt. Of those surveyed,
67 percent indicated that they intend to make an investment in e-mail servers,
either for upgrades or migration to a new e-mail server sometime this year.
70 percent are concerned or extremely concerned about the complexity of the
Microsoft Exchange migration effort.
69 percent are concerned about the amount of time the Exchange migration will
take.
59 percent of organizations indicated that messaging storage growth is a serious
or very serious problem.
48 percent of companies have NOT allocated budget to meet e-discovery or
compliance requirements. [This is surprising given the importance of compliance.]
The cost is non-trivial. Osterman Research has built a cost model that
demonstrates the cost of migrating to Exchange 2007 for a 5,000-seat
organization can be as high as $244 per user. Even when amortized over a three-
year period, the average cost of an Exchange 2007 migration can be $6.79 per seat per
month for a 5,000-seat organization.”
Osterman: Email survey says: quot;Exchange 2007 is a big jump“, June 12, 2007

44. The Difference IT Sees
Total cost of acquisition is only part of the picture, resources required for architecting,
deploying, supporting and updating each platform should be understood
Lotus required Products
MS required Products
 Purchase Acquire your preferred OS Licenses for Domino Servers
 Purchase Windows 2003 Server Licenses to Deploy AD 2003
 Purchase Lotus Domino server licenses
 Purchase Windows Server 2003 CAL for all registered users or devices
 Purchase Lotus Notes CAL’s
 Purchase Windows Exchange 2007 Server Licenses
 Purchase Acquire your preferred OS Licenses for Sametime Server
 Purchase Windows Exchange 2007 Server CAL (Enterprise CAL)
 Purchase Acquire Lotus Quickr for Doc & Team collaboration
 Purchase Windows Server 2003 Licenses for Exchange 2003 Servers
 Purchase Microsoft Office Communications Server 2007
 Purchase Microsoft Office Communications Server 2007 CAL (Enterprise CAL)
 Purchase Windows XP Professional or Windows Vista
 Purchase Office 2007 Professional
 Purchase Windows SQL Server (per CPU or per user)
 Purchase Windows 2003 Server Licenses for SQL Servers
 Purchase Microsoft Office SharePoint Server (MOSS) CAL
 Purchase Windows 2003 Server Licenses for MOSS Servers
 Deploy Lotus Domino Servers
 Deploy Windows Active Directory 2003 (typically 12-18 months)
 Deploy Lotus Sametime Servers
 Deploy Windows XP Professional or Vista Professional
 Deploy Lotus Notes client
 Deploy Office 2007 Professional
 Deploy Windows Internet Explorer (with current SP)
 Deploy Windows Office Communicator
 Deploy Windows Exchange Server 2007 Architecture
 Deploy Windows SQL Server Architecture
 Deploy Microsoft Office Communications Server 2007
 Deploy Windows SharePoint Services Server
 Deploy Microsoft Office SharePoint Server
 Migrate any Public Folder like apps to Domino
 Migrate Applications to Sharepoint? Infopath? ,Net? Groove?  Migrate Users to Lotus Domino Architecture
 Migrate Users to Microsoft Architecture  Migrate User Data to Domino
 Migrate User Data to Exchange

45. Questions to ask Microsoft
®

46. Product strategy and roadmap
 What does it take to migrate to Vista from older versions of
Windows?
 What does it take to migrate to Exchange 2007 from current
versions of Exchange?
 How many organizations have deployed Vista and Office 2007?
 How many enterprise (>10,000 users) deployments of MOSS
2007 exist today?
 What is Microsoft’s strategy for forms capability? Is there support
for XForms?
 What is the 2-3 year roadmap of MOSS 2007?
 What is Microsoft’s SaaS / cloud strategy?

47. Product integration and dependencies
 To gain the full functionality of Microsoft’s solution, how much of Office 2007 will
customers be required to deploy?
 What SQL requirements are needed for an enterprise deployment of MOSS 2007?
For other Office products?
 Will 64bit servers be required/recommended to run Exchange 2007, OCS 2007, and
MOSS 2007? What will that do to my cost case?
 What is the track record for upgrading/migrating applications in SharePoint? What
investment protection do I have with applications I build on MOSS now? What is
the future roadmap for application development?
 How will Office 2007 users be able to inter-operate with old versions of their
documents?
 How will distribution and configuration of the Outlook 2007 client on PCs be
handled? Will Outlook 2007 be deployed independent of the rest of the Office 2007
or will the customer be required to upgrade their entire suite?
 End User product dependencies (Office dependency for MOSS) may create end
user pressure for additional migrations. How much is the global cost for a total
migration to MS environment? What is the 2-3 year roadmap for this environment
– will there be an upgrade path or rip and replace?
 What does it take to upgrade Exchange Server 2007 deployed on Windows Server
2003 to Windows Server 2008?

48. Open standards, flexibility, and choice
 What is Microsoft’s approach to open standards? Why is there
such a push for OpenXML versus support for ODF for example?
 Does Microsoft contribute to open source? Give examples?
 What are MS plans for future contributions to open source?
 Which platforms, other than Windows, do Microsoft products
provide complete support?
 What is Microsoft’s SOA strategy?
 Why did Microsoft end support for certain document formats in an
Office service pack?

49. Strategies to help reduce cost
 Why should I pay for Software Assurance?
 Why can’t I just purchase the required number of licenses rather
than buy Core CAL? Why do I have to pay for Core CAL when we
have not deployed all of the servers (Windows, Sharepoint Portal,
Exchange, and Systems Management Server)?
 What is the Enterprise CAL Suite? What are the cost implications?
 Do I pay for desktop operating system upgrades in the Microsoft
Enterprise Agreement when I have already paid for it when I
purchased the hardware, as part of the OEM agreement?
 Are enterprise CALs for Office Communications Server and Office
Communicator client software included in the price?
 Are enterprise CALs for Exchange included in the price?

50. Innovation
 What are Microsoft’s plans to provide full ECM capabilities?
 Is Microsoft considering changes to the document-centric
paradigm for doing work?
 Can I take MOSS 2007 based portal offline? Cost and effort
required?
 Plans for providing federated policy management support across
SharePoint libraries, digital asset management support, and
transactional content process support in MOSS 2007?