ISV Pre Day


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Slides from my ISV Pre Day at the Australia Partner Conference 2008

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  • ISV Pre Day

    1. 1. Title slide ISV Pre Day Monday 4 th August 2008 [email_address]
    2. 2. About Today Purpose Clarify and get ready for Microsoft’s Software + Services strategy in an interactive environment <ul><li>Topics </li></ul><ul><li>Defining Software plus Services </li></ul><ul><li>Business Workshops </li></ul><ul><li>The Partner Opportunity </li></ul><ul><li>Research </li></ul><ul><li>Products Overview </li></ul><ul><li>Drinks </li></ul>
    3. 3. AC&E International Joseph Najem - Managing Director and CEO <ul><li>Joseph is a corporate advisory and finance specialist </li></ul><ul><li>AC&E is a ‘market maker’ that seeks to create significant value by transforming businesses and industries around the world, by providing advice, capital and execution services </li></ul><ul><li>AC&E works with high potential organisations and entrepreneurs at all stages of business maturity ― including commercialisation stage, growth and expansion stage, buyouts, turnarounds and joint ventures. </li></ul>
    4. 4. The range of AC&E offerings includes:
    5. 5. AC&E International Joseph Najem - Managing Director and CEO <ul><li>Joseph is a growth and innovation expert – specialising in business strategy, business planning, commercialisation, mergers, acquisitions and alliances, technology, Internet and the development of new business models and ventures </li></ul><ul><li>Joseph has extensive Strategic and Technology Consulting, Private Equity, Venture Capital and Corporate Finance expertise </li></ul><ul><li>He spent his formative years at Accenture in management consulting, technology and venture capital </li></ul><ul><li>Internationally experienced in Australia, New Zealand, Japan, Korea, China, Hong Kong, Singapore, Malaysia, United States of America, Canada, England, Scotland, Italy, Spain, France </li></ul>
    6. 7. Ice breaker
    7. 8. Ice Breaker! Form a circle
    8. 9. Ice Breaker! 1 Jan 31 Dec
    9. 10. Software plus Services Christian Longstaff Partner Marketing Manager Microsoft Pty Ltd
    10. 11. Microsoft Software plus Services <ul><li>Rapid implementation </li></ul><ul><li>Anywhere-access </li></ul><ul><li>Rich extensibility </li></ul><ul><li>Control & ownership </li></ul><ul><li>Strategic capabilities </li></ul><ul><li>Advanced integration </li></ul><ul><li>Outsourced IT </li></ul><ul><li>Industry / Vertical configuration </li></ul><ul><li>Packaged solutions </li></ul><ul><li>Rapid implementation </li></ul><ul><li>Anywhere-access </li></ul><ul><li>Rich extensibility </li></ul><ul><li>Control & ownership </li></ul><ul><li>Strategic capabilities </li></ul><ul><li>Advanced integration </li></ul><ul><li>Outsourced IT </li></ul><ul><li>Industry / Vertical configuration </li></ul><ul><li>Packaged solutions </li></ul>
    11. 12. And now...
    12. 13. Market Opportunity For Hosted Services [1] IDC Worldwide Software on Demand 2007-2011, forecast update and 2006 Vendor shares: Sky's the Limit for On-Demand Providers, (IDC #207491, July 2007) [2] Gartner, Press Release, Gartner Says 25 Percent of New Business Software Will Be Delivered As Software As A Service by 2011 . October 2006 -- [3] SaaS Will Swim the SMB Channel, January 2008, Yankee Group [4] IPED, 2008 <ul><li>$20B Revenue </li></ul><ul><ul><li>$20B market for SaaS sales by 2011 (Yankee Group) </li></ul></ul>32% Market Growth 32% CAGR WW SaaS forecasted, 2007-2011 (IDC) 25% New Software Share 25% of new business software will be delivered as a service by 2011 (Gartner) 6X Services Revenue for Partners Institute of Partner Education & Development 2008
    13. 14. Partner Revenue Opportunity On premise Online Royalty/Host Managed Services Integrate Customize Consult Application Management and Optimization, end user support Recurrent Revenue Recurrent Revenue Business Process consulting Repeat Revenue Repeat Revenue Migration and Integration Project Based Revenue Project + Recurring Resell/Host Transactional Revenue Recurrent Revenue
    14. 15. Research Philip Meyer Solution Specialist - Hosting Microsoft Pty Ltd
    15. 16. Enterprise Software Customer Survey
    16. 17. Enterprise Software Survey
    17. 18. Enterprise Software Survey
    18. 19. Enterprise Software Survey
    19. 20. Enterprise Software Survey
    20. 21. What is Software plus Services to an ISV? <ul><li> </li></ul><ul><li>Microsoft Hotmail ® </li></ul><ul><li>iTunes </li></ul><ul><li>Microsoft Exchange </li></ul><ul><li> </li></ul><ul><li>New York Times </li></ul><ul><li>… </li></ul>
    21. 22. What Is S+S : Definition <ul><li>Simply put </li></ul><ul><li>Software deployed as a hosted service and accessed over the Internet </li></ul><ul><li>As opposed to “on premise” </li></ul><ul><li>This said, not all S+S are equal: </li></ul><ul><li>Degree of customization per “user” </li></ul><ul><li>Scalability of the service </li></ul><ul><li>Enterprise/Consumer </li></ul><ul><li>Monetization model </li></ul><ul><li>Sales model (direct/indirect) </li></ul><ul><li>… </li></ul>Two categories of S+S applications are getting the most attention: (a) Enterprise LOB S+S (for example, (b) “Web 2.0” Consumer S+S (for example, FlickR)
    22. 23. Realizing S+S Software Services Business Model Application Architecture Operational Structure
    23. 24. S+S impacts the entire consumption cycle, in particular in the L.O.B. application space Purchase Deployment End-Use Management From: CapEx To: OpEx Try before you buy From: Customization To: Configuration From: Over served To: Under served, but easier to use From: Reliance on internal IT To: SLAs
    24. 25. From the Buyer’s Perspective Software Professional Services Hardware
    25. 26. From the Provider’s Perspective <ul><li>Two recurring questions (no clear answers yet): </li></ul><ul><ul><li>How do I compensate my sales people? </li></ul></ul><ul><ul><li>How does S+S impact contracts, liabilities, and SLAs? </li></ul></ul>Subscription (monthly, for example, Transaction Based Pricing (success-based, for example, PayPal) Usage Based Pricing (Cell phone limited all-you-can-eat) Ad-Based Revenue (success-based, Pay per click, for example, AdCenter)
    26. 27. S+S and The Long Tail <ul><li>Your Large Customers </li></ul>Dozens of markets of millions or millions of markets of dozens? $ / Customer # of Customers Your Typical Customers (Currently) Your “non-addressable” Customers New addressable market >> current market What if you lower the costs of consumption (that is, lower barrier to entry) and you also lower cost of operations?
    27. 28. Selling Enterprise Software Like “Ring Tones” <ul><li>As a Provider </li></ul><ul><ul><li>Must leverage economy of scale </li></ul></ul><ul><ul><ul><li>Shared infrastructure </li></ul></ul></ul><ul><ul><li>Reduce human intervention </li></ul></ul><ul><ul><ul><li>No direct sales (but referrals and breadth marketing) </li></ul></ul></ul><ul><ul><ul><li>Self provisioning </li></ul></ul></ul><ul><ul><ul><li>Self customization </li></ul></ul></ul><ul><ul><ul><li>Delegate administration </li></ul></ul></ul><ul><ul><ul><li>Automatic billing </li></ul></ul></ul>
    28. 29. “ Basic” S+S Maturity Model Ad-hoc/Custom Application Hosting Model (ASP) Configurable (but single tenant) Physical or virtual isolation Configurable, multitenant Scalable, configurable, multitenant Tenant1 Tenant2 Tenant3 Instance1 Instance2 Instance3 Tenant1 Tenant2 Tenant3 Instance Instance Instance Tenant1 Tenant2 Tenant3 Instance Tenant1 Tenant2 Tenant3 Instance Instance Instance Tenant Load Balancer 1 2 3 4
    29. 30. Share vs. Isolate <ul><li>The right balance is determined by: </li></ul><ul><ul><li>Business model (“can I monetize isolation?”) </li></ul></ul><ul><ul><li>Architectural model (“can I run on a single logical instance?”) </li></ul></ul><ul><ul><li>Operation model (“can I guarantee my SLA without isolating?”) </li></ul></ul><ul><ul><li>Customer demand (“I want my data to be separate”) </li></ul></ul>Share Isolate Economy of Scale Simpler Management SLA per tenant Data Separation
    30. 31. High-Level Application Architecture Browser Smart Client Presentation Process Services Business Services Meta Data Services Security Services Directory Service Databases File System Meta Data
    31. 32. Shared Services “ Classic” Hosting CPU-Storage-Bandwidth As provider: do you build or buy the hosting? Shared Services: for example, Billing, Metering, SLA Monitoring… A.K.A. SO Infra, Service Delivery Platform, OSS/BSS “ Classic” Hoster S+S Hoster S+S Provider Browser Smart Client Presentation Process Services Business Services Meta Data Services Security Services Directory Service Databases File System Meta Data
    32. 33. Virtualization vs Multi-tenancy S+S <ul><li> </li></ul>
    33. 34. Summary <ul><li>S+S brings about shift in business model, application architecture, and operating structure </li></ul><ul><li>Single-instance, multitenant architecture must be: </li></ul><ul><ul><li>Multitenant efficient </li></ul></ul><ul><ul><li>Customizable </li></ul></ul><ul><ul><li>Scaleable </li></ul></ul>
    34. 35. Christine Bishop Product Marketing Manager SQL Server & Business Intelligence [email_address]
    35. 36. <ul><li>Accelerate your development with entities </li></ul><ul><li>Synchronize your data from anywhere </li></ul><ul><li>Store and consume any type of data </li></ul><ul><li>Deliver location intelligence within your applications </li></ul><ul><li>Integrate all your data in the Enterprise Data Warehouse </li></ul><ul><li>Reach all your users with a scalable BI platform </li></ul><ul><li>Empower every user with actionable insights </li></ul><ul><li>Protect your information and ensure business continuity </li></ul><ul><li>Manage efficiently with policy based management </li></ul><ul><li>Scale and optimize performance for any size business </li></ul>
    36. 37. Trusted Foundation <ul><ul><li>Record performance shown on TPC-E* and SAP-SD** benchmarks </li></ul></ul><ul><ul><li>SECURITY </li></ul></ul><ul><ul><li>PERFORMANCE </li></ul></ul>
    37. 38. <ul><li>Unlock your data </li></ul><ul><li>Deliver relevant information </li></ul><ul><li>Drive actionable insights </li></ul><ul><li>Manage by policies </li></ul><ul><li>Simplify Application Development </li></ul><ul><li>Store any information </li></ul><ul><li>Protect your information </li></ul><ul><li>Ensure business continuity </li></ul><ul><li>Predictable response </li></ul>
    38. 39. <ul><li>Predict outcomes </li></ul><ul><li>Personalize the experience </li></ul><ul><li>Embed insights </li></ul><ul><li>Design intuitively </li></ul><ul><li>Scale the enterprise </li></ul><ul><li>Deliver through Office </li></ul><ul><li>Connect to data </li></ul><ul><li>Integrate data </li></ul><ul><li>Manage your data </li></ul>
    39. 40. Unlock Your Data <ul><li>Connect to data </li></ul><ul><ul><li>Extensive connectivity </li></ul></ul><ul><ul><li>Native providers for Oracle, Teradata, SAP BW, and MySAP </li></ul></ul><ul><li>Integrate data </li></ul><ul><ul><li>SSIS pipeline improvements </li></ul></ul><ul><ul><li>SSIS persistent lookups </li></ul></ul><ul><ul><li>Data profiling </li></ul></ul><ul><li>Manage your data </li></ul><ul><ul><li>Data compression </li></ul></ul><ul><ul><li>DW query optimizations </li></ul></ul><ul><ul><li>Change Data Capture (CDC) </li></ul></ul>Unstructured data Legacy data: Binary files Application database
    40. 41. <ul><li>Predict outcomes </li></ul><ul><li>Personalize the experience </li></ul><ul><li>Embed insights </li></ul><ul><li>Design intuitively </li></ul><ul><li>Scale the enterprise </li></ul><ul><li>Deliver through Office </li></ul><ul><li>Connect to data </li></ul><ul><li>Integrate data </li></ul><ul><li>Manage your data </li></ul>
    41. 42. Deliver Relevant Information <ul><li>Deliver through Office </li></ul><ul><ul><li>New Word report rendering </li></ul></ul><ul><ul><li>SharePoint integration </li></ul></ul><ul><ul><li>Data mining add-ins </li></ul></ul><ul><li>Design intuitively </li></ul><ul><ul><li>Prescriptive analysis design </li></ul></ul><ul><ul><li>Flexible report authoring </li></ul></ul><ul><li>Scale for the enterprise </li></ul><ul><ul><li>Memory management </li></ul></ul><ul><ul><li>IIS agnostic deployment </li></ul></ul><ul><ul><li>Read-only, scale-out </li></ul></ul><ul><ul><li>Data Warehousing Scale </li></ul></ul>
    42. 43. Scale for Your Business <ul><li>DW Query Performance </li></ul><ul><ul><li>Data compression </li></ul></ul><ul><ul><li>Enhanced partitioning </li></ul></ul><ul><ul><li>DW query optimizations </li></ul></ul><ul><ul><li>Improved indexed views </li></ul></ul><ul><li>Manage mixed workloads </li></ul><ul><ul><li>Resource Governor </li></ul></ul><ul><li>Analyze Performance </li></ul><ul><ul><li>Performance data collection </li></ul></ul>
    43. 44. <ul><li>Predict outcomes </li></ul><ul><li>Personalize the experience </li></ul><ul><li>Embed insights </li></ul><ul><li>Design intuitively </li></ul><ul><li>Scale the enterprise </li></ul><ul><li>Deliver through Office </li></ul><ul><li>Connect to data </li></ul><ul><li>Integrate data </li></ul><ul><li>Manage your data </li></ul>
    44. 45. Drive Actionable Insights <ul><li>Embed insights </li></ul><ul><ul><li>Report Viewer controls </li></ul></ul><ul><ul><li>Web service access </li></ul></ul><ul><li>Predict outcomes </li></ul><ul><ul><li>Time Series algorithm </li></ul></ul><ul><ul><li>Data mining add-ins </li></ul></ul><ul><li>Personalize the experience </li></ul><ul><ul><li>End-user authoring </li></ul></ul><ul><ul><li>Rich visualizations </li></ul></ul><ul><ul><li>Flexible layouts </li></ul></ul>
    45. 46. Summary <ul><li>Comprehensive, scalable BI platform </li></ul><ul><ul><li>Support for heterogeneous environments </li></ul></ul><ul><ul><li>Powerful reporting & analytics infrastructure </li></ul></ul><ul><ul><li>Enterprise-grade and affordable </li></ul></ul><ul><li>Part of Microsoft’s End-to-End BI offering </li></ul><ul><ul><li>Complete and integrated </li></ul></ul><ul><ul><li>Pervasive delivery through Microsoft Office </li></ul></ul>
    46. 47. Our End-to-End BI Offering Mainframe/ Departmental Systems END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS BI PLATFORM (RDBMS, ETL, OLAP, Reporting) DELIVERY
    47. 48. Microsoft Business Intelligence Offering
    48. 49. The Need For Better Insight And Visibility Exists Throughout The Organization “ I need to have the right demographic information so I can better target my opportunity prospecting.” “ I need better access to information to make better decisions on cross-sell and up-sell opportunities.” “ I need to know that the people in my organization have the right goals in place to understand and execute on the strategic initiatives of the company.” “ I need better visibility into my cost of operations so I can target specific cost reduction opportunities that won’t have a negative impact.” “ I need to improve our analytics capabilities so we can understand our current business performance and do a better job of planning for the future.&quot; Source: “Creating the Office of Strategy Management” by Robert Kaplan and David P. Norton, Harvard Business School, April 2005 People
    49. 50. Today’s BI Reality For Most Organizations
    50. 51. The Microsoft BI Difference +
    51. 52. A Complete BI Offering Delivering Pervasive Value Across The Enterprise
    52. 53. Delivering The Right BI Tool For Every Role In The Organization Agility Personal BI Accountability Team BI Alignment Corporate BI
    53. 56. SQL Server Enterprise Architects Summit (SEAS) Sydney Sept 1-2, 2008 Sydney Convention Centre What is it? – A 2-day intensive course designed for experienced SQL DBA’s given by the Microsoft Customer Advisory Team are part of the SQL Development team in  Redmond. They assist with the deployments and tuning of some of the largest deployments of SQL Server 100+TB, most complex implementations and take those lessons back to become enhancements for future products. Cost: $550.00 or 2 Premier Support Hours (Price is for delegates also attending Tech.Ed) $1099.00 (Price is for the Architects Forum 2 day only)
    54. 57. How to Workshop 1 Raising Funding Joseph J. Najem AC&E International Managing Director and CEO
    55. 59. Why you want to sign up! Julia Askin Partner Marketing Intern
    56. 60. Agenda
    57. 61. Program Overview <ul><li>A convenient way to: </li></ul><ul><li>Integrate Microsoft software applications into your solution </li></ul><ul><li>Replicate the solution & </li></ul><ul><li>Distribute a fully licensed, unified solution to customers </li></ul>
    58. 62. 3 Ways to Include Microsoft Products <ul><li>By embedding the Microsoft product into the ISV application code or </li></ul><ul><li>By including a Microsoft product along with the ISV’s application on the installation media or </li></ul><ul><li>By pre-installing the Microsoft product on a computer system that is part of the unified solution </li></ul>
    59. 63. ISV Royalty and / or SPLA? ISV Service Provider
    60. 64. Requirements
    61. 65. Benefits Earn 20 Partner Program Points! <ul><li>New Revenue Streams </li></ul><ul><li>2. Reduce Costs </li></ul><ul><li>3. Deliver a Total Solution </li></ul><ul><li>4. Worldwide Distribution </li></ul>
    62. 66. Price Comparison
    63. 67. Sample of Microsoft Products Available
    64. 68. Licenses Available in the Royalty Licensing Program <ul><li>1. ISV License Allows use of Microsoft licensed product with other applications as long as they are still licensed through your ISV application </li></ul><ul><li>ISV Runtime License Products with restricted use rights The ISV customer can use these applications only with the unified solution with which it was acquired </li></ul>
    65. 69. Embedded Maintenance
    66. 70. How Do I Sign Up?
    67. 71. Pop Quiz <ul><li>What is a “Unified Solution”? </li></ul><ul><li>Can I lease or rent the integrated solution? </li></ul><ul><li>Do I have to make any revenue commitments? </li></ul><ul><li>What does Runtime licensing mean? </li></ul>
    68. 72. Contact Us <ul><li>ISV Royalty Licensing Web Site </li></ul><ul><li>Microsoft Partner Program Web Site </li></ul><ul><li>Microsoft Partner Hotline </li></ul><ul><li>Call 13 20 58  Option 4 </li></ul><ul><li>Email Christian Longstaff [email_address] </li></ul>
    69. 73. Microsoft Licensing Map Internal Use Remote Access External Use MBA EA/Select Enrollment OEM, FPP Customer and Customer’s Affiliates or appointed agents only (Excludes unauthorized, non-employees) ‘ You may not rent, lease, lend or host products…’ Outsourcer Enrollment ‘ External User’: Any person who is not : an employee, temporary personnel, or your customer to whom you provide hosted services External Connector SPLA Service Provider providing Software Services to its customers Outsourced scenarios (including Outsourcing, Hosting, Web Services) On-site Open ISV Authorized User Authorized Usage Scenario Licensing mechanism Third-party licensing programs (ISV Royalty Licensing program, Service Provider Licensing Agreement)
    70. 74. Internal & External Use Licensing: HOSTING Customer A Customer B <ul><ul><li>Customer Owns & Acquires Licenses </li></ul></ul>Internal Use: Customer is licensed via EA/Select <ul><ul><li>Customer owns licenses; Hosting Co. acquires Licenses </li></ul></ul>Internal Use: Customer is licensed via EA/Select; Hosting Co. signs Outsourcer Enrollment Customer C <ul><ul><li>Hosting Co. Owns & Acquires Licenses </li></ul></ul>External use: Hosting Co. must sign the SPLA (cannot use their own EA/Select) Scenario A: Dedicated Hosting Option 1 Option 2 Option 3 Scenario B: Shared Hosting Hosting company’s server farm Customer A Customer B Customer C Internal or External Use depending upon license Ownership External use: Hosting Co. must sign the SPLA (cannot use their own EA/Select) <ul><ul><li>Hosting Co. Owns & Acquires Licenses </li></ul></ul><ul><ul><li>Same options available as under Scenario 1 </li></ul></ul>Hosting company’s server farm
    71. 75. Internal & External Use Licensing: ISV Application Hosting Customer A ISV App. Internal Use: Customer can license ISV App from ISV, MSFT products under Open or ISV Royalty agreement External Use: ISV has to sign SPLA, since using same set of licenses to provide App. for multiple customers Internal Use: Even though ISV App is outsourced, it is dedicated to Customer A, so Customer A can use ISV Royalty or Open agreement Customer A ISV App. Customer A ISV App. Customer B Scenario 1: In-house Scenario 2: Dedicated Outsourcing Scenario 3: Shared Hosting
    72. 76. Service Provider Licensing Program (SPLA) <ul><li>Features </li></ul><ul><li>Monthly usage </li></ul><ul><li>No commitments </li></ul><ul><li>Always latest versions </li></ul><ul><li>Fixed pricelist </li></ul><ul><li>Allows shared usage </li></ul><ul><li>Business Benefits </li></ul><ul><li>Cost control (OPEX) </li></ul><ul><li>Low risk (pay-as-you-go) </li></ul><ul><li>Investment protection </li></ul><ul><li>Pricing stability </li></ul><ul><li>Innovation: THE model for shared infrastructure (BPO) </li></ul>Delivering software services to your customers in outsourcing, hosting, web services scenario’s
    73. 77. SPLA Licensing Model <ul><li>Per User (Exchange, Office, MOSS, OCS, SBS) </li></ul><ul><ul><li>Access any number of servers from any device </li></ul></ul><ul><ul><li>No additional Server fee </li></ul></ul><ul><ul><li>Minimize start-up cost </li></ul></ul><ul><li>Per Processor (BizTalk, Commerce Srv, MOSS for Internet, ISA) </li></ul><ul><ul><li>Simple to monitor and count (reducing admin cost) </li></ul></ul><ul><ul><li>Unlimited users and companies </li></ul></ul><ul><li>Per User or Per Processor (Windows, SQL Server) </li></ul><ul><ul><li>Maximum Flexibility </li></ul></ul><ul><ul><li>Not locked in to either model </li></ul></ul>
    74. 78. Partnering with Microsoft Sarah Theiss Partner Marketing Manager Microsoft Pty Ltd
    75. 79. Like Microsoft, be Product Centric <ul><li>Align with product groups (talk in $’s) </li></ul><ul><li>Align with our customer campaigns </li></ul><ul><li>Understand what is strategically important in any given fiscal year or part of </li></ul><ul><li>Master Microsoft’s “alphabet soup” </li></ul><ul><li>Know the organisation </li></ul><ul><li>Keep your PAM updated with what you are doing if you have one </li></ul><ul><li>Treat Microsoft as a ‘customer’ </li></ul>
    76. 80. Like Microsoft, be Customer Focused <ul><li>Know the account teams </li></ul><ul><li>Understand and use the resources available </li></ul><ul><li>Customer comes first (CPE not PCE) </li></ul><ul><li>Help Microsoft enhance their product pitches and customer relations </li></ul><ul><li>Articulate your [direct / indirect] influence on Microsoft licence revenue </li></ul><ul><li>Contribute effectively </li></ul><ul><ul><li>Consistently help Microsoft sell product </li></ul></ul><ul><ul><li>Play where the market action is most intense </li></ul></ul><ul><ul><li>Navigate the field and work dynamically with it </li></ul></ul><ul><ul><li>Focus on efficiency (lower cost of sales) and efficacy (build co-branding, satisfy customers) </li></ul></ul>
    77. 81. Avoid Common Pitfalls <ul><li>Do not tell Microsoft you can do it all </li></ul><ul><li>Don’t be another XYZ partner </li></ul><ul><li>Do not spread your messaging in too many markets, but profile yourself in 1-2 verticals </li></ul><ul><li>Do not change your messaging to Microsoft, or your customer’s, too often </li></ul><ul><li>Don’t have “uneducated” people represent your company to Microsoft </li></ul>
    78. 82. Know the Microsoft Organisation (general overview)
    79. 83. The Partner Value : Proposition Summary Radar Leverage <ul><li>Opportunity Visibility </li></ul><ul><li>Pipeline / Forecast </li></ul><ul><li>Customer Insight </li></ul><ul><li>Competitive Feedback </li></ul><ul><li>Influenced & Royalty Revenue </li></ul><ul><li>Scale / Reach </li></ul><ul><li>P2P Connections </li></ul><ul><li>Momentum </li></ul><ul><li>Competitive Advantage </li></ul><ul><li>Brand Credibility </li></ul>
    80. 84. How to Workshop 2 Setting up Internationally Joseph J. Najem AC&E International Managing Director and CEO
    81. 85. Lunch
    82. 86. How to Workshop 3 Overcoming Challenges for Growth Joseph J. Najem AC&E International Managing Director and CEO
    83. 87. Contact Information Joseph J. Najem AC&E International Managing Director and CEO Level 8, The Clarence 50 Clarence Street, Sydney Mobile +61 412 393 432 Email [email_address] Advice – Capital – Execution Visit AC&E on the web at
    84. 89. Application Platform Optimisation Marcy Larson Product Marketing Manager Microsoft Pty Ltd
    85. 90. Marcy Larsen Senior Product Manager, Biztalk and APO Thursday, June 4, 2009 Do your systems talk business?
    86. 91. Business IT Business Requirements Transform IT IT Responsive to Business Requirements
    87. 92. Do your Customers Systems Talk Business? <ul><li>Building, deploying, and customizing solutions for your customers on the Microsoft Application Platform </li></ul><ul><li>Drives new revenue streams </li></ul><ul><li>Deepens customer relationships, </li></ul><ul><li>Delivers customer solutions more quickly and at a lower cost </li></ul>
    88. 94. Connectivity Service Enablement Composite Applications Christine Bishop Joerg Lindner Marcy Larsen Information Analysis Information Reporting Performance Management Rich Media Web Standard Web Social Computing Enterprise Applications Other Partners & Customers ERP Finance Inventory CRM Operations ???
    89. 95. Enterprise Applications Other Partners & Customers ERP Finance Inventory CRM Operations ???
    90. 96. Time $ Cost center More efficient cost center Business enabler Strategic asset IT costs (conceptual) Business value returned (conceptual) Basic Standardized Advanced Dynamics
    91. 97. Application Platform Priorities <ul><li>Drive Platform Adoption: breadth adoption of .NET, ASP.NET, Silverlight, Popfly and deep adoption of our ALM, data platform, and premier app server </li></ul><ul><li>Aligned execution of AppPlat partner strategy </li></ul><ul><li>Win, protect, and support the platform in the competitive battlefield </li></ul><ul><li>Next Web: Thriving web ecosystem on the MSFT platform </li></ul><ul><li>Continued focused on Wave Launch products :SQL 2008, VS2008 and BizTalk v-next </li></ul>
    92. 98. APO EPG Campaign Goals
    93. 99. Solution Selling and Delivery Provide integration guidance and best practices required for platform solution sales Drive scale by arming Sales with approach and tools required to expedite the sales cycle Create awareness of business and process knowledge required to effectively solution sell <ul><li>Instructor-Led course for Australian partners - Sydney & Melbourne </li></ul><ul><li>Content modified for Australian Partners and Sales teams </li></ul><ul><li>Designed for Business Development Reps, access to deeper capability content </li></ul>APO University overview Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge TDM Customer Campaigns Customer Engagement Solutions (CES) Capability Drill Downs
    94. 100. Application Platform Optimization Campaign Map Q1 Q2 Q3 Q4 Awareness Lead Generation Velocity Deployment Industry events Executive roundtables CIO IO Roadshow Partner Led APO Pipeline (EM/Teleprospecting/Online/Webcasts/Nurturing Onsites/Executive Briefing Center Hands on Labs BIF SA Training/eVouchers MCS, APO Web Profiler
    95. 101. What next? <ul><li>Create your solution profile today we can reference in local marketing activities </li></ul><ul><ul><li>The Solution Profiler ( ) gives you templates you need to easily create your profile, and promote your offerings </li></ul></ul><ul><li>Create your Partner Solution Plan (PSP) for applicable APO capabilities </li></ul><ul><ul><li>Qualify for assessment leads, marketing funding, case studies and joint marketing opportunities </li></ul></ul><ul><li>Adopt the IO model as part of your approach to help prove the business value of a solution sale to your customers. </li></ul><ul><ul><li>Learn about the APO competencies: </li></ul></ul><ul><ul><ul><li>Business Process and Integration: </li></ul></ul></ul><ul><ul><ul><li>Data Management Solutions: </li></ul></ul></ul><ul><ul><ul><li>Custom Development Solutions: </li></ul></ul></ul><ul><ul><ul><li>ISV/Software Solutions: </li></ul></ul></ul><ul><li>Participate in APO University </li></ul><ul><ul><li>access APO Innovation Funds and Deeper Support! (Sydney- Aug 19 th and Melbourne -Aug 27 th ) </li></ul></ul>
    96. 102. Gartner Magic Quadrant for Enterprise Application Servers, 2Q08 “ The Magic Quadrant is copyrighted April, 2008 by Gartner, Inc. and is reused with permission. 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 merchantability or fitness for a particular purpose. This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from Steven Armstrong (, Microsoft.” Microsoft Gartner Magic Quadrant for Enterprise Application Servers, 2Q08
    97. 103. Application Platforms Trends & Directions Brian Prentice Research Vice-President
    98. 104. Microsoft provides this material solely for informational and marketing purposes.  Customers should refer to their agreements for a full understanding of their rights and obligations under Microsoft’s Volume Licensing programs. Microsoft software is licensed, not sold.  The value and benefit gained through use of Microsoft software and services may vary by customer.  Customers with questions about differences between this material and the agreements should contact their reseller or Microsoft account manager. © 2008 Microsoft Corporation.  All rights reserved.  Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries.