VMware Zimbra Service Provider Fight Plan

Valid October 5, 2011

Key Messages “More Productive, Easier to Manage, Lower Cost”

Key Points to Start the Conversation
Best-in-class email client (cross-platform support) Full-featured Web client that matches desktop client Rich integration capabilities (“Zimlets”)
Access mail with or without Microsoft Outlook Lower cost alternative (CAPEX and OPEX reduction) Built-in file collaboration capabilities
Traditional and virtual deployment supported Easier for end users and administrators (Graphical User Interface for admins) Mobile device support across all platforms

1. DISCOVER -­‐ Utilize the following discovery questions to uncover opportunities:

How to Find an Opportunity Comments Next Steps/Objection Handling
What email products are you using today? More than 75% of organizations are on older or legacy email systems such as: Using Exchange 2007/2010 suggests a recent investment; the customer could be
• Microsoft Exchange 5.5, 2000, 2003 locked in with a Microsoft licensing program. Present the value of Zimbra and
• Legacy: Novell GroupWise, IBM Lotus Notes get a commitment from the customer to explore further.
• UNIX email-only mail servers: Sendmail, Horde, Exim, oMail
Do you run any Linux? Good targets are often friendly to open source technologies, though Zimbra also runs If the customer does not run Linux, we have the Zimbra Collaboration
on any VMware virtual environment. Appliance (no Linux O/S to maintain), detailed guides on deployment and
he/she can purchase support for RedHat, SUSE, etc.
How much time is spent managing email? Good prospects often know they spend too much time and resources keeping email Zimbra can save the customer time and money. Proceed to proposal stage.
systems up, managing email infrastructure, provisioning users, restoring back-ups etc.
What’s the mix of Mac, Windows and Unix Good targets will have a variety of desktops and/or a desire to move to Web-based Zimbra supports continued use of Outlook clients if the customer prefers not to
desktops? Are you moving to Web applications? applications (e.g., Salesforce.com, SuccessFactors, etc.). migrate to the free Zimbra Client.
Does the organization run a mix of mobile devices, Zimbra provides email and calendar sync to a wide range of mobile devices to support Zimbra supports up to 250 users on one BlackBerry Enterprise Server (BES)
such as iPhone, Android or BlackBerry, etc.? the modern enterprise. and would need an additional BES license for additional users (RIM issue).
Would you like to integrate other applications with Zimlets enable a wide variety of applications such as Salesforce.com, WebEx, Twitter Zimbra can potentially replace SharePoint, but a customer can integrate
your email and collaboration solution? and Facebook to be integrated with Zimbra’s email and collaboration solution. SharePoint into the Zimbra Client.

2. ASSESS and PROPOSE -­‐ Qualify customers and propose the right solution based on a customer’s needs:
Open Source Edition Network Edition
Product Features Zimbra Collaboration Zimbra Collaboration Server (ZCS) Zimbra Collaboration Server (ZCS) for ONLY Service Providers
Server (ZCS) Standard Edition Professional Edition Business Email Edition Business Email Plus Edition Consumer Edition
Per User Pricing for Perpetual License (Term/Subscription $3.60 + Support
$0 Refer to VSPP Refer to VSPP Refer to VSPP Refer to VSPP
Pricing also available for Zimbra Collaboration Server ZCS) (Required)
Full-featured mail solution Same functionality as ZCS Basic email & Basic email, address book Basic email, address
Open source with
Product Opportunity for customers that do not Standard Edition with address book & calendar functionality book & calendar with
minimal features
need the Outlook Client support of Outlook Client functionality with Zimlets Zimlets and Mobile
Email and Address Book ü ü ü ü ü ü
Calendar ü ü ü ü ü
Tasks ü ü ü
Sharing Files/Document Application ü ü ü ü
Advanced Search and Indexing of emails and attachments ü ü
Zimbra Mobile (iPhone, Android, Windows smartphone etc.) ü ü ü
Zimbra Mobile for BlackBerry (max 250 users) ü ü
Zimlets (integration with other apps) http://gallery.zimbra.com ü ü ü ü ü
Zimbra Backup ü ü ü ü ü
Hierarchical Storage Management (HSM) ü ü ü ü ü
Rebranding (for custom look and feel) ü ü ü ü ü
Zimbra Archiving and Discovery (ZAD) - For compliance and
auditing now included in Professional Edition ü
Support for Microsoft Outlook Client or Apple Client for users
who do not want to use the Zimbra Client ü
 Service Provider Fight Plan
VMware Zimbra

VMware Service Providers Program (VSPP)

Service Providers are eligible to receive product License Keys based on the minimum contract
level they have committed to: Product Edition Points
· 360 points Zimbra Collaboration Server (ZCS), Professional Edition 1.55
· 1,800 points Zimbra Collaboration Server (ZCS), Standard Edition 1.10
· 3,600 points Zimbra Collaboration Server (ZCS), Business Email Edition 0.19
· 10,800 points Zimbra Collaboration Server (ZCS), Business Email Edition Plus 0.58
· 18,000 points Zimbra Collaboration Server (ZCS), Consumer Edition Not Available in VSPP
· 30,000 points
· Custom Contract Level

Remote Training Courses

Zimbra Collaboration Server - Web Client Training to support end users of the Zimbra Web Client (ZWC) interface: Mailbox, Address Book, Calendar, 1 Company (up to 10
ZCS-TRA-ZWC
for Helpdesk Agents (Live Online) Import & Export, Tags, Filters, Briefcase & Documents, Search, Zimlets and Personalizing ZWC. Students) 3-Hour Live $1,000.00
Zimbra Collaboration Server - Messaging Training to support the following messaging clients: Zimbra Connector for Outlook, IMAP/POP email clients Online Course
ZCS-TRA-MCH
Clients for Helpdesk Agents (Live Online) (Mozilla Thunderbird, etc.), Apple iCal & CalDAV, and Apple iPhone.

3. COMPETE -­‐ Competitive replies and objections:

Competitor Objection Zimbra Response
Microsoft Exchange Zimbra does not have a scalable Zimbra’s BES connector has been in the market for more than 3 years and can support up to 250 BlackBerry users per server.
and Outlook BlackBerry solution. This is a RIM issue and the customer should ask RIM to provide additional licenses until RIM solves the problem.
• Zimbra has 35-50% lower total cost of ownership (TCO).
• Exchange is more costly and complex to scale and administer.
• Exchange 2007 and below does not support Mac or Linux desktop users well. Limited functionality in browsers other than Microsoft Internet Explorer
and limited support for Apple Entourage, which creates a frustrating experience for users.
• Exchange cannot easily integrate easily with third-party applications with limited support of open standards that inhibits collaboration.
• Microsoft requires an additional purchase of SharePoint; most of that functionality is built into Zimbra.
Zimbra’s group calendaring Zimbra matches all of the major features of Exchange calendaring, and also offers all the calendaring and delegation functionality from the Web client, as
capabilities do not match Exchange’s. well as from Zimbra Desktop whereas Outlook Web Access has limited Outlook client functionality.
We’ll lose key Outlook features by Zimbra’s Outlook Connector supports Outlook 2003, 2007 and 2010. Outlook users also have the option to use the rich Zimbra Web client, Zimbra
switching to Zimbra. Desktop. Users will not be frustrated by a different experience when using the Zimbra Web client versus the Zimbra Desktop. Users also will not run into
Outlook issues, such as storing emails in .pst files that get corrupted and are no longer available or having stability issues with multiple Outlook plug-ins and
crashes.
Google Google is less expensive or even free. Zimbra’s total cost over 3 years is typically less expensive including hardware.
• Software-as-a-Service (SaaS)-only service and users have no control over the data and limited control over the security.
• Does not have several enterprise-class features, such as a full-fledged offline client, user folders and full Outlook support.
• Does not have a mash-up/Zimlet framework for customers and partners to integrate with other applications.
• Multiple instances of outages for several hours–administrators and users have no control or ability to mitigate this issue.
• Limited support for customers (no visibility into who the support team is) and partners (administrators and users have to rely on anonymous forums for
support).
Sendmail, Horde, Free and UNIX-based solutions are • Zimbra offers more than email: It is a rich email and collaboration solution including Email, Address Book, Calendar, Tasks and File Sharing, etc., and
Exim, QMail etc. cheaper. Zimlets enable integration of Zimbra with other applications.
• Zimbra is the next step for customers using free and UNIX-based solutions that need more features without the price tag of other solutions.

4. Additional information to help a customer feel comfortable with purchasing Zimbra

Zimbra Product Tour - http://www.Zimbra.com/demos/Zimbra_tour/
Zimbra Test Drive - http://www.Zimbra.com/products/hosted_demo.php
Virtualizing Zimbra Collaboration Server on VMware vSphere™: http://files2.Zimbra.com/zca/zca-6.0.7_GA_341/doc/Zimbra_on_vSphere_Performance_Best_Practices.pdf
Configuration Guide, Exchange and Outlook Migration Guide, Archiving/Discovery, Zimlet Guide and More - http://wiki.Zimbra.com/index.php?title=Zimbra_Documentation_Links