Software plus Services

Christian Longstaff Partner Marketing Manager Microsoft Pty Ltd [email_address]

Industry Trends Trend 1: Service Oriented Architecture (SOA)

Trend 2: Software as a Service (SaaS)

Trend 3: Web 2.0

Trend 4: Rich Internet Applications (RIA)

Trend 5: Cloud Computing

Industry Trends SOA: Service Oriented Architecture Reuse and Agility Web 2.0 Network Effect SaaS: Software as a Service Flexible pricing and delivery RIA: Rich Internet Applications Experience Software + Services Cloud Computing Service Utility

Extending tools and platform to cloud Experience across multiple devices Best-in-class SLAs and IT governance Best of both worlds User in control Deployment choices for IT

On-premise Hosted In Cloud

Software plus Services Platform Devices Networks Building Block Services 3 rd Party Apps & Solutions Online Services Live Services Datacenters

IT Challenges Customers tell us…

IT Challenges We want the features of the latest platform but don’t want to upgrade or we don’t have the skills …

IT Challenges We want to protect current investments in IT infrastructure and add additional capabilities quickly …

IT Challenges We can’t keep good IT people to run the platform and we need to free up our best people to work on strategic projects…

IT Challenges We want more predictable IT costs even if it doesn’t save a lot of money…

IT Challenges We can’t spend enough to ensure security and reliability …

Revenue Generating Activities

What?

Six common business partner practices

Based on IDC’s partnering and services taxonomies

Why?

Partner Types are blurring

Perspective of what partners do , not what they have been labelled .

Partner Types And Revenue Generating Activities Value-Added Resellers Regional Systems Integrators Independent Software Vendors Web VARs Hosters / Managed Services Providers

The Power of Choice Economy of Scale Low High Control High Low