Enterprise Content Management and
Office SharePoint Server 2007:
Unlocking the Opportunity
Dave Healey
Sr. Product Manager
dhealey@microsoft.com
Office SharePoint Server 2007
Microsoft Corporation

Key Takeaways
ECM opportunity wave is real and is now
1) Microsoft is establishing a new class of
Enterprise Content Management functionality
2) SharePoint is experiencing significant market
momentum and customer adoption
3) SharePoint and Office system are Microsoft’s
platform infrastructure solution for collaboration,
content management, search, business intelligence
and composite applications
4) Business Opportunity is significant

Redefining The ECM Marketplace
Microsoft Office SharePoint Server 2007
“The ECM market will be hot across the board with document
management leading the charge. Nearly 75% of organizations
will invest in document management solutions in 2008.”
\"Microsoft leads all vendors by a large margin with nearly 25%
of organizations planning to invest in its technology for ECM.”
“Rather than disrupting the existing ECM vendor landscape,
which remains healthy, Microsoft is establishing foundation
content services as a new class of ECM functionality, which will
blend pervasive team collaboration with business document
management.”
“SharePoint Redefines Document Management”,
Forrester Research, Inc., January 2008.

Strong Product Momentum
Strong business opportunity
85m+ Licenses, 17k+ Customers, Internal Standardization by
$800M Revenue GSIs HP, Accenture, EDS…
#1 Portal Vendor
SharePoint Blog in Top 5
Forrester April 2005
Top Fortune 500 websites:
Leader in Gartner Portal MQ Viacom, Starbucks, etc.
Visionary Gartner ECM MQ,
Lots of 2007 Books in market!
Challenger in Search MQ
325k Portals, Sites and Sub-Sites
1000+ Partners
on MS Intra\\Extranet >15TB DB!

Office SharePoint Server 2007
One server, multiple capabilities
Server-based spreadsheets Collaboration in
plus BI portals built on SQL context: e-mail, project
Server Analysis Services management, blog and
wiki support
Single Infrastructure for
Server-based forms and Intranet, Extranet,
workflow with smart Internet
client and browser
interfaces
Integrated document, Simplified access to
records and Web information and
content management expertise

Next Generation Productivity Platform
Integrate, extend and optimize
Ad-Hoc Unstructured
People
Structured

Next Generation Productivity Platform
Integrate, extend and optimize
People and
Productivity Tools
Ad-Hoc Unstructured
People
Structured

Best of Breed Technologies
Standalone, disconnected systems
Pervasive Technology
Usage Scenarios Consolidation

Consolidated Infrastructure
Unified, extensible business productivity platform
Common Services

2007 Office system
Infrastructure to streamline the way people do business
Enterprise
Unified Business Enterprise
Content Collaboration
Communications Intelligence Search
Management
Office Business Application Services
Secure, Well-Managed, Core Infrastructure

Enterprise Content Management
Secure and manage content
Manage diverse content Satisfy compliance requirements
Single, end to end
content management
solution for every
information worker
Efficiently manage multiple web
Streamline business processes
sites

The Evolution of ECM
From silo to infrastructure
Traditional ECM
CORE ECM
Digital
Transactional
Imaging Compliance Asset
Processing
Management

The Evolution of ECM
From silo to infrastructure
Traditional ECM
REQUIREMENTS
Extend to Enterprise
EVOLVING
Drive Broad Integrate and
Adoption Extend
CORE ECM
Digital
Transactional
Imaging Compliance Asset
Processing
Management

The Evolution of ECM
From silo to infrastructure
Direction of ECM
REQUIREMENTS
EVOLVING
Digital
Transactional
Imaging Compliance Asset
Processing
Management
Extend to Enterprise
CORE ECM
Drive Broad Integrate and
Adoption Extend

The Evolution of ECM
From silo to infrastructure
Direction of ECM
INFRASTRUCTURE
EXTENSIONS
Digital
Transactional
Imaging Compliance Asset
Processing
Management
INFRASTRUCTURE
Features Usability Extensibility Integration Manageability
CORE ECM
ECM
Collaborative
Workflow WCM RM Integrated DM
DM

The Evolution of ECM
From silo to infrastructure
Direction of ECM
PARTNER SOLUTIONS AND
Image Transactional Specialized Vertical Content Centric
SHAREPOINT AND
Capture Processing Compliance Solutions Applications
EXTENSIONS
Features Usability Extensibility Integration Manageability
Collaborative
Workflow WCM RM Integrated DM
DM
A unified, extensible platform for delivering
Enterprise Content Management solutions.

Content Volume
Imaging Department A
Department B
Transactional Department A
Processing Department C
Specialized Department B
Compliance Department A
Vertical Solutions Department B
Department D
ECM/RM
Traditional
Managed Content
Content-Centric Department C
Applications
Enterprise-wide ECM
Management
Enterprise Information
From domain specialist to enterprise-wide
Content
The Evolution of the Business Opportunity
Class / Source

The Evolution of the Business Opportunity
From domain specialist to enterprise-wide
Enterprise Information
Traditional Management
Content Volume
ECM/RM
Business need to drive adoption
Business need to integrate and extend
Department D
Department A
Department A
Department A
Department C
Department C
Department B
Department B
Department B
Content
Enterprise-wide ECM Class / Source
Managed Content
Vertical Solutions
Content-Centric
Unmanaged Content
Transactional
Applications
Compliance
Specialized
Processing
Imaging

The Evolution of the Business Opportunity
From domain specialist to enterprise-wide
Enterprise Information
Traditional Management
Content Volume
ECM/RM
Business need to drive adoption
Business need to integrate and extend
Content
Class / Source
Managed Content
Vertical Solutions
Content-Centric
Unmanaged Content
Transactional
Enterprise-wide ECM
Applications
Compliance
Specialized
Processing
Imaging

The Evolution of the Business Opportunity
From domain specialist to enterprise-wide
Enterprise Information
Traditional Management
Content Volume
ECM/RM
Content
ECM Infrastructure Class / Source
Managed Content
Features Usability Extensibility Integration Manageability
Vertical Solutions
Content-Centric
Unmanaged Content
Transactional
Applications
Compliance
Specialized
Processing
Integrated
Imaging
Collaborative
Workflow WCM RM DM
DM

The Evolution of the Business Opportunity
From domain specialist to enterprise-wide
Enterprise Information
Traditional Management
Content Volume
ECM/RM
Value Add ECM Solutions
Across The Enterprise
Content
ECM Infrastructure Class / Source
Managed Content
Features Usability Extensibility Integration Manageability
Vertical Solutions
Content-Centric
Unmanaged Content
Transactional
Applications
Compliance
Specialized
Processing
Integrated
Imaging
Collaborative
Workflow WCM RM DM
DM

Partner Service Revenue Opportunity
Analysts ECM license projection and IW Scope
Forrester IDC
Market Size $3.9 billion (2008) $3.7 billion (2010)
(almost $6 billion incl. non-windows)
CAGR 19% 15.9% (through 2010)

Partner Service Revenue Opportunity
Analysts ECM license projection and IW Scope
$3,700,000,000 $11,100,000,000
IDC ECM License Revenue
3x Service Revenue Opportunity
Projection for 2010 In 2010

Partner Service Revenue Opportunity
Analysts ECM license projection and IW Scope
$3,700,000,000 $37,000,000,000
IDC ECM License Revenue
10x Service Revenue Opportunity
Projection for 2010 IW Scope In 2010

Why Invest in SharePoint 2007
“You never sell SharePoint just once”
Comprehensive platform that enables you to build
on existing solutions or offerings
One-platform, many markets
Frequent follow-on business
Attractive deal economics, return on investment
Lower up-front investment
Increasing average deal sizes and profitability
Market Opportunity
Portals & Collaboration, ECM, Search,
Business Intelligence, Composite Applications
Market Momentum
85 Million licenses and counting!!

Partnering with Microsoft
Portals & Collaboration, ECM, Search specializations
https://partner.microsoft.com/iw

Accelerating Skills Development
Learning path definition and incentives
https://training.partner.microsoft.com/plc
https://www.iwaccelerator.com/

Selling with Microsoft
BPIO University 2008, deep sales & architecture training
Microsoft Field Only
Selling the Platform w BPIO, EA Renewal & IBM Compete, Driving Sales w BPIO Targeting Analysis
Microsoft Partners Only
Selling the Platform w BPIO, BPIO Profiling,
Licensing BPIO and Deployment Opportunities, Delivering BPI Solutions w OBA
Sales Track: MS Field & Partner Tech Track: MS Field & Partner
BDM CCs: BCC, DBP, IC, FOSH ECM, Search, Collab
Portals, WCM UC BI
Unified Communications
Ex-
Business Intelligence MOSS
change
Collaboration
PPS
Enterprise Content Management
Search
Collab
ECM
OCS
Search
Enterprise Project Management
www.msbpio.com

ISVs Partnering with Microsoft
Resources for Independent Software Vendors
Understanding Partnering with Microsoft
http://www.microsoft.com/isv/
Microsoft Partner Program
https://partner.microsoft.com/global/program/comp
etencies/isvsolutions
Partnering with Microsoft
Innovate On Office
http://www.innovateonoffice2007.com/
Empower Program
https://partner.microsoft.com/global/40011351?PS=3

Stay Up-To-Date
Connect to the product team and MOSS experts
SharePoint Community Portal
http://sharepoint.microsoft.com/sharepoint/
SharePoint Team Blog
http://blogs.msdn.com/sharepoint/
ECM Team Blog
http://blogs.msdn.com/ecm/
Records Management Team Blog
http://blogs.msdn.com/recman/
Joel Oleson’s SharePoint Land
http://blogs.msdn.com/joelo/
Angus Logan’s Blog
http://blogs.msdn.com/angus_logan

Calls To Action
Take advantage of the opportunity now
• Learn more about SharePoint Server
Get Ready • Join the Microsoft Partner Program
• Participate in BPIO University 2008
Engage • Profile your Solutions and Services
• Engage in Microsoft Campaigns
• Join IW Competency
Specialize • Specialize in ECM,
Portals & Collaboration, Search

© 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.
The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market
conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation.
MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.