Ireland Apo University Fy 10 Tibbs Slideshare
Upcoming SlideShare
Loading in...5
×
 

Ireland Apo University Fy 10 Tibbs Slideshare

on

  • 1,633 views

 

Statistics

Views

Total Views
1,633
Views on SlideShare
1,631
Embed Views
2

Actions

Likes
2
Downloads
18
Comments
0

2 Embeds 2

http://www.lmodules.com 1
http://www.slideshare.net 1

Accessibility

Categories

Upload Details

Uploaded via as Microsoft PowerPoint

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment
  • Your ObjectivesCustomer Objections
  • Sales is the most important business activityHow many of you actively sell the Microsoft applications platform? Is it in your PSPs?How can we help you sell more?
  • Putting this in the context of an applications platform
  • Application platforms deliver integrated software capabilities for building, customizing, running and managing applications. These integrated software capabilities provides organizations with the benefit of focusing limited IT resources on innovation that delivers strategic advantage rather than on commodity services.
  • These integrated software capabilities provides organizations with the benefit of focusing limited IT resources on innovation that delivers strategic advantage rather than on commodity services.
  • Identity & AccessSecurity& NetworkingDesktop Device & Server ManagementITIL / MOF based Processes
  • BIBusiness Process Management and SOA – instead of an API, SOA defines the interface in terms of protocols and functionality. consumers of services, such as web-based applications, to be aware of available SOA-based services. So perhaps different departments develop services using different languages, but applications can consume any services.Next Generation WebALMCould also include UC and ECM
  • Slide Objective: Show a solid foundation can lead to operations and innovation benefits.The benefits of this platform approach span both solution agility and operations. This is a key slide that drives home the value of the platform.
  • Geospatial BI:http://www.microsoft.com/Industry/government/solutions/virtual_earth/demo/ps_gbi.html
  • Voice of the Customer - Designed and validated to include language that customers use, understand, and can relate to their business needs. Intentional Discovery – Puts formal, repeatable processes in place to uncover opportunities with client business systems.Application Focus – Focus is on business applications and their importance to, and performance for, the customer.Listen First – Gives the customer the opportunity to surface what’s important to them, which in turn allows Microsoft to have a “new conversation.”Industry Point-of-View – Taps Microsoft’s vast industry expertise when appropriate (both internal offerings and industry-specific, partner offerings).
  • Describe the platform technologiesWe span multiple hardware sizes from large servers to PCs to laptops to handheld devices. Platform allows you to develop solutions for all hardware devices and you can use the same infrastructure solution to manage all your hardware systems.We also deliver the software on premise, or as a service, or both with out S+S approach.We span multiple hardware sizes from large servers to PCs to laptops to handheld devices.The Application Platform enables you to develop solutions for all hardware devices and you can use the same infrastructure solution to manage all your hardware systems.We also deliver the software on premise, or as a service, or both with out S+S approach.
  • We described the products in the Application Platform and in FY10 we will have a bunch of new products: EAP is the best way to take advantage of the latest product innovations and to rapidly adopt the latest technologyThe Enrollment for Application Platform is the most cost effective way for customers to adopt and standardize their infrastructure on the Application Platform. In addition to the benefits customers receive through the Enterprise Agreement, they will also benefit from:Standardization made affordable.Low upfront costs to get current on latest Application Platform products by deferring license cost for any licenses not currently covered by Software Assurance Savings on new deployments of up to 40% on license costsRapidly adopt the latest technology.Increase IT productivity with Unlimited Problem Resolution Support, a benefit of Software AssuranceUnlimited deployment rights for Application Platform products across the entire organizationFlexible purchasing modelLicensing models—1-Year True up or 3-Year True Up—that meets the customer’s needsPredictable costs with fixed payment for life of the term with 3-Year True up model
  • Companies are:Reducing Operating CostsLooking to Increase ProductivityReducing Capital InvestmentsRestructuringIntroducing new products/services to gain market share from weakened competitorsIT Helps by:Raising Enterprise EffectivenessImproving Business ProcessUsing BI for better VisibilityEnhancing Workforce EffectivenessRestructuring for Productivity and AgilityDemand for IT will not DiminishManaging ChangeModernizing Infrastructure
  • cost-effective, flexible, scalable, and easy to use technologies covering the 4 imperatives: Let’s start out with a discussion around IT Priorities todayWith the global recession, IT is faced with tough pressures to reduce costs but still empower the business with systems and solutionsIt’s a balancing act of optimizing costs and providing maximum valueMany analysts have reports showing how these factors are influencing prioritiesHere we see the Gartner CIO Survey 2009Reducing costs feature heavilyAt the same time, empowering employees to drive resultsThe table shows the top business and technical priorities identified by CIOs for 2009.In this presentation, we’re going to see how the Microsoft Application Platform can help companies address these priorities through cost-effective, flexible, scalable, and easy to use technologies. The key point is that in tough economic conditions, it’s even more important to make the right investment choices to help your business succeed. By making a strategic investment in the Microsoft Application Platform, you can reduce costs while driving increased business value.4 imperatives: BI, Web, ALM, Business Applications
  • Fast time to valueEnable good user experience for adoption and max User experienceSecure, well managed infrastructure
  • First and second generation Web presence as if it were a standalone business. At best, key components like inventory would be shared but things like order and customer data recommerce strategies saw retailers rushing solutions to market to capitalize off of the “dot com boom”. The critical need for retailers was to get a solution in place and to build market share. The result of the rush to market was a disconnected business model: Dot Com Biz vs. Retail Enterprise.Many retailers built infrastructure to support the eCommercemainedsiloed.
  • This slide talks about the different solutions that Microsoft can provide to our customers to answer their web needs.Build: We allow them to develop their solutions from scratch. Run it on a single platform with integrated management and scalability features. We have development and design tools that will help them develop their site using the most sophisticated tools that will help them produce better quality sites, faster.Extend: we provide solutions to customers who already have a web solution but who want to extend it with new reach capabilities, or new business opportunities. We can help enhance the current application, and we can help integrate it with back end systems to help customers streamline their operations and enable new experiences for customers.Customize: We Provide customers with SharePoint, Fast ESP, and Commerce server, which are ready made packages that provide a wide array of features. Customers can deploy those solutions and quickly customize them to benefit from a list of features and capabilities that will answer their web needs.Outsource: Whether the customer decides to outsource the development, and/or he operation of their web solution, we provide the technology and partners who can help customers do just that. We also have hosted solutions that use to save on hardware, software, and maintenance costs.
  • What keep the company running – particularly things like ERP, CRM, or it could be monitoring systems specific to the company.
  • It is important to understand the challenges faced by customers, before we learn how the challenges can be addresses by ALM..Key messages:While the business imperatives are growing and putting further pressure on IT, we have our own internal challenges. Applications are becoming more complex, more and more applications are multi tier and involve some form of legacy integration.Our Development teams have grown significantly, in some cases our teams have become virtual teams involving a transient workforce, remote workers and even outsource partners. I am sure some of you are in this situation today. With this comes communication and visibility issues which lead to miss-information.The result is that we report back positively to the organisation on the status of a project with the best of intentions based on the feedback we get from Team Meetings and Peer Reviews, however, critical issues are more often than not left un-discovered. These Critical issues usually manifest themselves in the final testing phase, or worse – Production.It is this challenges which make our delivery cycles unpredictable. I am sure many of you have been nervous and wanted “Close your eyes and pray” on go live day! It is not uncommon for Development shops to have a higher staff turn over just before a project is put into production for just this reason. And whilst all this is happening we still spend most of our budget allocation simply trying to maintain the Status Quo through our existing legacy systems.Ultimately, our IT Group has become bogged down in keeping the lights on, and is viewed by the rest of the organisation as unreliable. Or a “Necessary Evil”Cost pressureFaster time to marketSolution agilityNeed to gain better business insightsNeed a stronger web presenceMy systems don’t talk to each otherCompetitive edge
  • Adding and managing new capabilities can be a challenge, not only in terms of developing applications but also in terms of managing the application life-cycle and coordinating the input of stakeholders from across the organization.Application Life-Cycle Management (ALM) solutions improve the planning, building, and managing of specialized software applications. Effective ALM enhances the predictability of the engineering process, improves development speed, and helps ensure alignment with business goals.To achieve success with ALM you need a combination of a standardized process, which fits your team, and tools to help your team enact the process.Visual Studio Team System provides tools, processes, and guidance to let you be successful with ALM and a collaboration server (Team Foundation Server) that is used to connect all the members of the team (business analysts, architects, application developers, testers, IT operations managers, and project managers) together. Together, these tools, processes and guidance reduce the friction inherent in building new business solutions and dramatically reduce the time it takes to bring a new or enhanced system online and into production.International Game Technology (IGT) is a global designer and manufacturer of computerized gaming machines and systems for casinos. The company’s software developers work from three office sites, which made project collaboration a challenge. The company also lacked a unified system for source-code control, which meant that IGT had challenges delivering high-quality products on schedule. With the assistance of Microsoft® Services, IGT implemented a solution that combines Microsoft Visual Studio® Team System 2008 Team Suite with new engineering processes and management practices. Now, IGT has a more streamlined development approach and developers can collaborate much easier. The development process is more visible for developers, and the company can produce and deliver new products faster. IGT also expects to gain efficiencies with development resources, including reduced licensing costs.See the full case study at http://www.microsoft.com/casestudies/Case_Study_Detail.aspx?casestudyid=4000004473
  • Milestone event where a client’s key business application will be:ReplacedRenewedMigrated to a new platformOften occurs every 3 or 5 years with significant planning:Business case developmentLengthy procurement cycle (e.g. RFx)Pseudonymsapplication refreshcontract renewalmerger and acquisition (M&A)portfolio rationalizationserver consolidation - migrationProducts – Windows Server, SQL Server, BizTalk, DynamicsPartners – SAP, Temenous, Dassault, GE Healthcare, Epicor, ADP, Fiserv, Aspen Technology
  • Helps to analyse information in existing systems. Important to get it right, so that you are analysing the right things and drawing the right conclusions, but if done right you can get high ROI
  • BI has been #1 priority for CIOs surveyed by Gartner four years in a row and was ranked the #2 spending priority on a recent analyst poll by CIO Magazine. BI is growing strongly even under the existing economic conditions because:• It allows customers to extract value from existing systems with a relatively small incremental investment• It allows customers to measure performance and identify cost cutting and improvement opportunities• It increases agility which is critical during volatile business times
  • Monitoring – not just to see what is happening, but also to act on itAnalyse – need to figure out what is happening and drill-downPlan – it’s about integrated into the functions
  • Important to note that this doesn’t include any SharePoint or PerformancePoint Services or Excel client credit – this is only represented by SSAS/SSRS. We do not disclose this information but these market synamics would look very different with these additions.
  • This is part of the vision
  • Point of the Slide: To show a bit more detail on how we think of the BI architecture in 3 main layers.Soundbite: With other BI solutions, you need 3-4-6-10 different products, footprints, and integration points. In our BI solution, we look three main layers of data and information that you need—all within the Office and SQL Server families: The data infrastructure and BI platform; the middle tier, where the business user comes into play, and the individual layer—where you and I use the data to make decisions.Excel Services is a Microsoft Office SharePoint technology that makes it simple to use, share, secure, and manage Microsoft Office Excel 2007 workbooks (.xslx, xslb) as interactive reports in a consistent way throughout the enterprise.Flow of the Slide: A trusted BI platform is critical for a business intelligence solution to work today. If we’re going to achieve the promise of BI, we need to have the confidence and trust in the data, we need to know where it came from, and that it is both timely and reliable for us to use to make a decision. That’s where the power of an integrated BI platform like SQL Server comes into play.Once you have the data ready to use, the middle tier comes into play, where business users actually interact with the data and turn it into something that is useful to them to make the right decision. The numbers that we pull from other systems are just that—we need applications and content to turn them into actionable items—and that’s where the middle tier comes into play. Finally, we need the right tools and applications to ensure that we can use that data in the way we want to in order to make our decisions. Applications and tools that range from personal, to team, to organizational and corporate tools, all with a familiar look and feel, all integrated and working with my Operating system, email, Internet search function. And this is what the power of integration through Microsoft Office brings you. From the Office productivity tools like Excel, through to the team and collaboration tools of SharePoint. By integrating BI seamlessly into a broader business productivity suite that includes search, collaboration, unified communications, and content management, we offer the end user a much richer experience.
  • Extracting data from outside sources Transforming it to fit operational needs (which can include quality levels) Loading it into the end target (database or data warehouse)Analysis Services supports OLAP by letting you design, create, and manage multidimensional structures that contain data aggregated from other data sources, such as relational databases. Reporting Services – Author, Manage, Deliver
  • Point of the Slide: Differentiate Microsoft’s product offering as empowering end users to self-serve access to the data they need. Enable your end users to create their own BI solutions.Flow of the Slide:The self-service BI capabilities that Microsoft builds into these familiar tools make it easier for users to access the information they need without having to call down to IT to get it.Excel is Microsoft’s analyst tool, this is where analysts do most of their work today and we continue to build access and analytic capabilities into this environment. Like IT defined Data Connections that make it easier for users to connect to data and the enhanced pivot table functionality they use to navigate the data. We also extend excel with the Data Mining add-ins that allow users to perform sophisticated data mining on the data they have in Excel, but through an easy to use interface. We provide dynamic analytic capabilities over the web through the analytic components available in PerformancePoint Server with SharePoint. Allowing users to drill through data in their browser to find the root causes to problems. Users can create their own pixel perfect reports with Report Builder as well. We continue to invest heavily into the empowerment of the individual through these tools. In SQL Server 2008 R2 we introduce two significant enhancements to end user self-service. The first is Gemini, bringing in-memory analytics to Excel allowing users to access more data in a more powerful way, while remaining in the environment they know and love. The second is the new Report Builder and Components library which allows users to easily create their own reports from pre-created report components. Soundbite: The self-service capabilities of the MS BI suite promotes easy end user access to data and allows them to build their own BI solutions—through tools they already know how to use today.
  • Point of the Slide: Increase team and organizational productivity through dashboards that bring together relevant pieces of information for end usersFlow of the Slide:The first is the ability to create Dashboards, this is the ability to create very rich and tailored interactive experiences that can be deployed out efficiently to your usersDashboards are about bringing together integrated views, being able to tailor your views to a specific audience, being able to tie KPI’s directly to the individual report views, not having to worry about distributing a generic and static view but providing rich interactivity so that your users can really make good decisions.But, the first thing you need to do is bring in data from wherever it resides to present a timely and consolidated view of your data for your users. So they’re able to see data, right there when it happens, in a simplified view that’s appropriate for whatever audience you’re working with. We all know that the data you want to roll up doesn’t all end up in the same place, so one of the key capabilities of PerformancePoint Server is the ability to bring that data together, whether it’s from structured data such as a relational database or a cube, or unstructured data such as from excel, but combining it to what your users see as a unified picture.  And we’re bringing in a lot of parameterization or dashboard filtering capabilities to link different views together to make the dashboard behave as a single cohesive application. So dashboard filters do tie together disparate report types with objects like KPIs so that you can have common sets of parameters say Regions or Time and have those parameters filter out views whether their Reporting Services reports or analytic views or web based URLs. Again, the goal is that whatever report type you have in your dashboard behave as a single, cohesive, application.  
  • See also http://www.powerpivot.com for more informationMicrosoft® PowerPivot for Microsoft® Excel 2010 is a data analysis tool that delivers unmatched computational power directly within the software users already know and love — Microsoft® Excel. You can transform mass quantities of data with incredible speed into meaningful information to get the answers you need in seconds. You can effortlessly share your findings with others. You can: Process millions of rows with about the same performance as few hundred rows using by leveraging PowerPivot in-memory engine and efficient compression algorithms Integrate data from a multitude of sources, including corporate databases, spreadsheets, reports, text files, and Internet data feeds. Go beyond standard Excel expressions and use PowerPivot’s Data Analysis Expressions (DAX) to perform powerful data manipulations. Follow relationships between tables as in a database and define sophisticated calculations using familiar and intuitive expressions. •Interactively explore, analyze, and create reports without depending on expert knowledge and specialty training by using native Excel 2010 functionality such as PivotTables, slicers, and other familiar analysis features.
  • PowerPivot gives users the power to create compelling self-service BI solutions, facilitates sharing and collaboration on user-generated BI solutions in a Microsoft SharePoint Server 2010 environment, and enables IT organizations to increase operational efficiencies through Microsoft SQL Server 2008 R2-based management tools.
  • Microsoft has moved from Challenger Quadrant to Leaders Quadrant with SQL Server 2005 vs. Oracle is moving slowly. With SQL Server 2008, we will be moving even more into the Leaders Quadrant.
  • differentiation. Across each three – needs rework
  • Welcome to Microsoft Business Value Planning Services (BVPS)BVPS is designed to help customer Business Decision Makers (BDMs) develop a plan to leverage the strategic value of the Microsoft Information Worker (IW) platform by improving an impactful business process, working with the customer to document, analyze, optimize, justify, sequence, and propose a plan to improve their business using Office System. We provide a reliable, repeatable process for certified BVPS partners to conduct, and be compensated for 3, 5, 10 or 15-day engagements according to the level of their customers’ Software Assurance benefits. As a qualified Microsoft BVPS providers you will share best practices, analyze your customer’s organizational environment, and provide tools and services that help get the most out of their investment in IW technologies. Microsoft partners who deliver BVPS engagements enjoy a number of key benefits such as: Microsoft pays Partners to deliver BVPS worldwide BVPS opens doors across a customer’s organization beyond the IT Department, elevating you to a trusted advisor within the customer account BVPS is an effective way to identify and sell lucrative, longer-term service engagements BVPS gives you the tools, training, and support to make the engagements very repeatable, lowering the cost of sales and delivery BVPS serves as an effective marketing tool for you, by highlighting you status as an BVPS certified partner and helping to drive “net new” engagements Get paid by Microsoft to deliver process improvement planning to eligible customers. Click here to learn how.
  • Point of the Slide: Reinforce the message that this is an area of importance for the companyFlow of the Slide:If you’d like to take some time on your own and learn more about our BI capabilities, customers who are utilizing them, and ways we can help users throughout your organization, we’d invite you to visit us at www.microsoft.com/bi to learn more about how our solutions can help your organizationSoundbite: If you’d like to learn more about how we can help you drive performance and intelligence to every employee in your organization, we’d invite you to visit us at www.microsoft.com/bi for more information.
  • ORCL is eating your shares in app space across verticals and horizontals. ORCL is competing with you on business applications, you don’t need to sell more database for themMS’ strategy is to sell our platform with partner’s application, we are a true partner and we help you grow.
  • Partners do not really participate in ORCL’s maintenance driven business model

Ireland Apo University Fy 10 Tibbs Slideshare Ireland Apo University Fy 10 Tibbs Slideshare Presentation Transcript

  • Microsoft Application Platform
    Application Platform University
    Tibbs Pereira
    Microsoft Western Europe
    tibbs_pereira@quanteira.com
    Dublin, 14th January 2010
  • AGENDA
  • Top 3 Objectives Today
    Objective #1: Articulate what Microsoft Application Platform is, as a strategic selling framework
    Objective #2: Aligning partner readiness and capacity with Microsoft business priorities
    Objective #3: Why and how to partner with Microsoft as a strategic growth driver
  • Application Platform University
    Overall Plan:
    What is the Application Platform and why is it important to YOU?
    SQL Server
    Key workloads: BI
    Selling Advanced SQL Server solutions (based on SQL Server Enterprise Edition)
    How Do We Compete Most Effectively in the marketplace against the likes of Oracle and IBM?
    Application Integration
    HOW WILL ALL THIS HELP YOU TO
    SELL MORE AND BECOME
    MORE PROFITABLE?
  • The Business Imperatives Each Imperative will Require Capabilities
  • Today's IT Landscape: The Applications Are Here To Stay
    Procurement:
    Deployment:
    • On-Premises
    • Off-Premises/Hosted
    • SaaS/Cloud
    • Hybrid
    • Build
    • Buy (off the shelf)
    • Buy and Customize
    Other
    Partners &
    Customers
    SQL Server
    Windows
    Oracle
    Solaris
    SQL Server
    Windows
    Oracle DB
    Unix
    DB2
    Z/OS
    Sales forecasts and reports
    New product idea portal
    New Regulatory compliance portal
    Supply chain integration
    Financial reporting
    Sales force automation
    Operations
    New product portfolio analysis
    Compliance reports
    Trading partner portal
    Customer service
    Existing
    Applications
    ERP
    Finance
    Inventory
    CRM
    Operations
    Infrastructure
  • Business Processes Require Multiple ApplicationsCustomer service
    Supply Chain Mgmt
    Customer Information
    Product Life-Cycle Mgmt
    Other
    Partners &
    Customers
    ExistingBusinessApplications
    Desktop interface
    Web & desktop interface
    “Green screen” interface
    Custom proprietary application
    Flat file data store
    EDI
    SQL
    Windows
    Oracle
    Solaris
    MS SQL
    Windows
    Oracle DB
    Unix
    DB2
    Z/OS
    ???
    ???
    Client application
    Web server
    MySQL & Linux
    Application DB
    Jack in Customer Service needs:
    Tools to make customer service decisions:
    • Customer data
    • Order history
    • Product & inventory information
    • Account information
    Custom integrationwith LOB
    Custom API
    Enterprise
    Applications
    ERP
    Finance
    Inventory
    CRM
    Operations
    ???
    Infrastructure
  • Unified Application PlatformAn integrated, unified platformfor multiple applications
    Payment Services
    Customer Information
    Records Management
    Unified Application Platform
    ExistingBusinessApplications
    Services for improving the usability of applications with the goal of increasing user productivity and satisfaction.
    Desktop interface
    Web & desktop interface
    “Green screen” interface
    Custom proprietary application
    Flat file data store
    EDI
    Application life-cycle management including development tools, processes, and services for the team-based design, development, and management of applications.
    Client application
    Web server
    MySQL & Linux
    Business intelligence and data management services for analyzing, reporting, and sharing information with familiar, easy-to-use tools.
    Application DB
    Custom integrationwith LOB
    Custom API
    Business process management services for connecting and orchestrating processes and integrating systems.
    Enterprise
    Applications
    Other
    Partners &
    Customers
    ERP
    Finance
    Inventory
    CRM
    Operations
    ???
    Optimized Infrastructure
  • Why Platforms?Multiple business imperatives have similar IT requirements
    Business
    Users
    Unified Application Platform
    Role-Centric Applications
    New product idea portal
    Regulatory compliance portal
    Supply chain integration
    Sales forecasts and reports
    Financial reporting
    Compliance reports
    Trading partner portal
    Operations
    Sales force automation
    New product portfolio analysis
    Customer service
    IT Manager
    IT Manager
    Enterprise
    Applications
    Other
    Partners &
    Customers
    ERP
    Finance
    Inventory
    CRM
    Operations
    ???
    Optimized Infrastructure
  • The Shift Toward Application Platforms
    Don’t know 0.5%
    • Do you anticipate a convergence of these application infrastructure capabilities—including business intelligence, application servers, development tools, portals, integration, SOA, and BPM—to occur within your organization?
    Yes, but no
    plan is in
    place 35%
    No 24%
    Organizations are converging what were once disparate, standalone applications and systems into an integrated, unified application platform.
    In fact, according to Forrester Consulting, 75 percent of IT leaders across 412 companies in North America, Europe, Asia-Pacific, and Latin America anticipate a shift toward application platforms, with 41 percent of respondents saying their application platform strategy is currently under way.
    Yes, it’s currently under way 41%
    Forrester Research 2007
    “Many Organizations Embrace Converged Application Platforms, But Adoption Barriers Remain”, a commissioned study conducted by Forrester Consulting on behalf of Microsoft, October 2007; http://download.microsoft.com/download/b/3/5/b3561c68-e641-4137-abdd-df09ac51742c/Forrester Consulting - Application Platform Optimization Study 10-2007 - 2.pdf
  • Business
    Users
    The Microsoft Platform ApproachMaking dynamic IT a reality
    Familiar and Intuitive User Interface
    Off Premise
    On Premise
    Integrated Platform for Multiple Applications
    Enterprise Applications
    Optimized Infrastructure
    Other
    Partners &
    Customers
    ERP
    Finance
    Inventory
    CRM
    Operations
    ???
  • The Microsoft Application PlatformAn integrated, unified platform for multiple applications
    Information Analysis
    Information Reporting
    Performance Management
    Rich Media Web
    Standard Web
    Social Computing
    Should this be
    updated to include
    UC and ECM?
    Interoperability Buses
    Service Enablement
    Composite Applications
    Other
    Partners &
    Customers
    ERP
    Finance
    Inventory
    CRM
    Operations
    ???
    Enterprise Applications
  • The Microsoft Application PlatformAn integrated, unified platform.
  • Operations Benefits
    Benefits of the Microsoft Platform
    Innovation Benefits
    • High performance, scalability, and reliability
    • Solutions have common management skills and tools
    • Technology investments work well with each other
    • Consistent security standards for increased compliance
    • Better time to value
    • Help organizations respond quickly to change with a flexible system
    • Differentiate your solutions through user-focused experiences
    • The largest partner ecosystem for both packaged and custom-developed applications
    Unified Application Platform
  • Microsoft Platform Momentum
  • Microsoft Leadership
    Gartner Magic Quadrant for Enterprise Application Servers, 2Q08
    Microsoft
    “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 (stevar@microsoft.com), Microsoft.”
  • The Application Platform: Strategic Selling Methodology End to End : From Imperatives to Solutions & Products
    Horizontals
    & Verticals
    (The Where)
    Pains &
    Imperatives
    (The What)
    Solutions
    & Products
    (Building Blocks)
    Capabilities
    (The How)
    App Plat for Public Service & Administration
    Web
    App Plat for Banking
    Parallel Data Warehouse
    Business Intelligence
    Geospatial Business Intelligence
    Business Applications
    ALM in Telco’s
    ALM
    Integration & Interoperability for Healthcare
  • What is the new Application Platform Optimization (APO) Model?
    APO is a process designed to enhance the ability to build meaningful relationships with customers and to identify opportunities for engagement.
    The model and supporting tool will provide relevant mappings from opportunities to ultimately drive toward the Enrollment for Application Platform Agreement (EAP) and standardization on the Microsoft Application Platform.
  • Key Tenets of the New APO
    Voice of the Customer
    Intentional Discovery
    Application Focus
    Listen First
    Industry Point-of-View
  • Platform Selling Component Overview
  • Application Platform Technologies
    User Applications
    Flexible
    Applications
    Design and Development Tools
    Optimized
    Infrastructure
    DELIVERED ON-PREMISES OR AS A SERVICE
  • FY10 – A Major Launch Year for Servers and Tools
    + Project Codenamed “Madison”
    Q3
    Q4
    Q2
    Q1
    FY10
  • Enrollment for Application Platform Customer Benefits
    Standardization made affordable
    Low upfront costs so that you can take advantage of the latest product innovations
    Savings on new deployments of up to 40% on license costs
    Rapidly adopt the latest technology
    Helps increase IT productivity with Unlimited Problem Resolution Support for eligible customers
    Unlimited deployment rights for the Application Platform products across your entire organization
    Flexible purchasing model
    Licensing models that meet your customer’s purchasing needs
    Predictable costs with fixed payments for life of the term with the 3-Year True up model
  • Enrollment for Application Platform Requirements
    Sign an Enterprise Agreement—although customers do not need an Enterprise Enrollment for Desktop to qualify
    100% Software Assurance coverage on initial footprint
    Minimum initial purchase for each product
    * For the 3-Year True Up model with a mixed environment, requirements differ
  • Microsoft Application Platform
    Customer Pains & Imperatives
  • Economic Downturn - Situation AnalysisCompanies are…
    But…
    Reducing Capital Investments
    Looking to Increase Productivity
    • Businesses are NOT slashing IT spending in a knee-jerk response
    • They are looking to IT for help
    • Raise Enterprise Effectiveness
    • Restructure for Productivity and Agility
    • Modernize Infrastructure
    • Manage Change
    Reducing Operating Costs
    Restructuring
    Introducing New Products/Services to Gain Market Share
    Meeting the Challenge: The 2009 CIO Agenda – Gartner Research
  • Business and IT Imperatives
    2008
    2007
    2006
    1
    1
    1
    2
    2
    5
    *
    4
    6
    3
    3
    2
    6
    7
    8
    9
    10
    3
    *
    *
    9
    *
    *
    12
    *
    *
    7
    *
    9
    4
    Microsoft Confidential
    Meeting the Challenge: The 2009 CIO Agenda – Gartner Research
    2009
    Tough economic times and growing competition are putting pressure on the business
    IT has to find ways to optimize and maximize value out of existing and new investments
    1
    2
    3
    4
    5
    6
    7
    8
    9
    10
  • 1. Business Intelligence ImperativesHow can I…
  • Technology Focus
    Information Focus
    2. With Web Evolution …
    Web Presence
    90’s
    E-Commerce
    Early 00’s
    Interactive
    Yesterday
    Personal
    Today
  • Web ImperativesSolutions that fit CHANGING needs
    1. Build
    • Develop from scratch
    • Use latest development technologies
    2. Extend
    • Enhance existing web with new capabilities
    • Integrate with Line of business Applications
    3. Customize
    • Adopt content management solution
    • Customize to fit business requirements
    4. Outsource
    • Find partners for Web development
    • Find hosting solutions
  • Secure and reliable
    3. Business Applications
    Cost effective
    What differentiates Business application is being…
    Other
    Partners &
    Customers
    SQL Server
    Windows
    Oracle
    Solaris
    SQL Server
    Windows
    Oracle DB Unix
    DB2 Z/OS
    Integrated and connected
    Pervasive
    Business Savvy
    ERP
    Finance
    Inventory
    CRM
    Operations
  • 4. Application Lifecycle ManagementPains & Imperatives
    Business
    IT Services
    Managing complexity
    Poor communication
    Lack of visibility
    Unpredictable delivery
    No business alignment
    Maintaining legacy systems
    Compliance
    Competition
    Business agility
    Security
    Reducing costs
    Technology change
  • Application Life-Cycle ManagementImprove development efficiency and quality
    Optimize your application development processes
    Connect Development, IT operations, the PMO and the business
    Improve developer and team productivity
    Enable faster time-to-solution
  • AGENDA
  • Microsoft Application Platform
    Trends &
    Partner Opportunities
  • The Business Application OpportunityYour Key Takeaways
    Business Applications are important to clients and they are your “keys to the vault” – they represent core business processes and execution
    Applications that run internal business operations
    Applications that connects with suppliers and customers
    Applications that dictates strong services revenue potential
    Clients view these business application as high value investmentsand are defined by:
    Acquiring new packaged applications (Platform)
    Developing novel applications (custom)
    70% of IT resourcesare supporting business applications
    Source: Forrester Research, Inc.
  • Global Business Application MarketApplication related spending is growing even in a shrinking economy
    $B USD
  • Tier 1 Business ApplicationsSimply, applications that an Organization cannot do Business without...
    Sample Fill
    Creates Market Differentiation
    Industry
    Specific
    Applications
    Enforces Business Logic & Rules
    - Operationally
    Necessary
    Horizontal Business Applications
    Improves Business Productivity & Efficiency
    Retail
    Banking and financial services
    Communications
    Utilities
    Public Sector
    Manufacturing
    Healthcare and Life Sciences
    Customer relationship management (CRM)
    Enterprise performance management (EPM)
    Enterprise resource planning (ERP)
    Product lifecycle management (PLM)
    Spans Departments - Core to the Business
  • How to Identify Services Opportunities with Business Applications and Platform?
    • Custom Development
    • Integration
    • Platform
  • PlatformRecognising the Opportunity Enterprise Business Application Replacement or Refresh
    Look Out for Milestone Events
    Often occurs every 3 or 5 years
    Pseudonyms
    Products – Windows Server, SQL Server, BizTalk, Dynamics
    Partners – SAP, Temenous, Dassault, GE Healthcare, Epicor, ADP, Fiserv, Aspen Technology
  • Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity
    Current EnvironmentShapes Customer Demand
    Platform StrategyDelivering Customer Value
    Licensing offer in tune with world economy
    Data Platform market leadership
    Taking market share from our major competitors
    Market pressure for cost reduction and improved effectiveness
    Optimization and consolidation
    Application and infrastructure agility
    Business / IT strategy alignment
    Better Microsoft + Partner selling
    Rebooted APO marketing strategy
    Deep sales and technical readiness
    High profile FY10 launches
    9:8 : 1 – Partner to Microsoft Revenue
    Average deal $610K – EPG deal $919K
    Average margin to partner is 27%
    Average time to close is 29 days
    WE NEED PARTNER CAPACITY
    Redoubled Alignment and Investment in Partner GTM
    Opportunity Economics Are Excellent… Now
  • Have Confidence: YOU CAN WINBoth analysts and customers believe in the Microsoft platform
    Over 6 million developers worldwide target the .NET platform
    >50% of the Fortune 1000 currently using ASP or ASP.NET to power mission-critical Web apps
    Unit leader in database market
    3 million downloads
    Fewest vulnerabilities of any enterprise database 1
    Penetration approaching 50% in some countries
    Over 30% of PCs and Macs worldwide have Silverlight installed
    Best IDE, Technology of the Year Awards - InfoWorld
    Gartner MQ Leader
    Fastest to 1M users vs. Oracle and SAP
    xRM platform agility
    Already being used by 90% of the Global 1000 companies
    Gartner Leaders Quadrant – Search, ECM, BI, Portal…
    Millions of seats deployed worldwide
    Source: NIST National Vulnerability Database
  • Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity
    Partner Revenue Opportunity
    20
    15
    10
    Revenue (B USD)
    5
    0
    Platform
    Data Warehouse
    FY12
    Custom Data Applications
    FY10
    Reporting & Analysis
    9:8 : 1 – Partner to Microsoft Revenue
    Average deal $610K – EPG deal $919K
    Average margin to partner is 27%
    Average time to close is 29 days
    Opportunity Economics Are Excellent… Now
    30
    Resources (‘000s)
    Platform
    Data Warehouse
    0
    Custom Data Applications
    Reporting and Analysis
    Partner Resource Capacity FY10
    Source: Microsoft Internal Research (SCOPE)
  • Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity
    Partner Revenue Opportunity
    20
    15
    150
    10
    Revenue (B USD)
    5
    120
    0
    Platform
    Data Warehouse
    FY12
    Custom Data Applications
    90
    FY10
    Reporting and Analysis
    9.8 : 1 – Partner to Microsoft Revenue
    Average deal $610K – EPG deal $919K
    Average margin to partner is 27%
    Average time to close is 29 days
    60
    Opportunity Economics Are Excellent… Now
    30
    Resources (‘000s)
    Platform
    Data Warehouse
    0
    Custom Data Applications
    Reporting and Analysis
    Partner Resource Requirements FY10
    Source: Microsoft Internal Research (SCOPE)
  • Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity
    Partner Revenue Opportunity
    180
    20
    15
    150
    10
    Revenue (B USD)
    5
    120
    0
    Platform
    Data Warehouse
    FY12
    Custom Data Applications
    90
    FY10
    Reporting and Analysis
    9.8 : 1 – Partner to Microsoft Revenue
    Average deal $610K – EPG deal $919K
    Average margin to partner is 27%
    Average time to close is 29 days
    60
    Opportunity Economics Are Excellent… Now
    30
    Resources (‘000s)
    Platform
    Data Warehouse
    0
    Custom Data Applications
    Reporting and Analysis
    Partner Resource Requirements FY12
    Source: Microsoft Internal Research (SCOPE)
  • In Summary
    Evolution of the App Plat concept and workloads
    New products
    Tremendous services revenue upside
    Shortage of partner capacity
    GREAT TIME TO PARTNER WITH MICROSOFT on App Plat!
  • AGENDA
  • Microsoft Application Platform
    Business Intelligence
  • Microsoft Application Platform
    Geospatial Business Intelligence
  • Why is Business Intelligence (BI) important?
  • Market Trends & Business DriversTop Executive Priorities
    1
    2
    3
    4
    5
    6
    7
    8
    9
    10
    1
    2
    3
    4
    5
    6
    7
    8
    9
    10
    Top 10 TechnologyPriorities
    Top 10 Business Priorities
    Business Intelligence
    Business process improvement
    Enterprise Applications(ERP, CRM, and others)
    Reducing enterprise costs
    Servers and storage technologies(virtualization)
    Improving enterprise workforceeffectiveness
    Legacy application modernization
    Attracting and retaining new customers
    Collaboration technologies
    Increasing the use of information
    and analytics
    Networking, voice & data communications
    Creating new products or services
    (innovation)
    Technical infrastructure
    Targeting customers and markets
    more effectively
    Security technologies
    Managing change initiatives
    Service-oriented applicationsand architecture
    Expanding current customer
    relationships
    Document management
    Expanding into new markets
    and geographies
    Source: Gartner EXP (January 2009)
  • Capabilities
    What is happening?
    Scorecards &
    Dashboards
    What happened?
    Reporting
    What will happen?
    Forecasting
    Why did it happen?
    Analytics
    What do we want to happen?
    Planning, Budgeting, Consolidation
  • What is Business Intelligence?
  • Today's BI Reality for Most Organizations
    DifficultTo Use
    “Foreign” tools inhibit adoption and use
    Functionality split across multiple tools
    Fragmented
    Rigid and unable to change with the business
    Inflexible
    Narrowly deployed without a complete view
    Departmental
    Too costly for broad deployment
    Costly
  • Consolidation in the last two years has transformed BI market from mid-level pure plays to the front line battlefield of the enterprise software companies fighting to control mission critical infrastructure/systems
    The emerging battlefield looks like this…(BI is not about BI anymore)
    Market Dynamics:Consolidation to Enterprise Players
  • Microsoft BI Vision & StrategyDemocratizing Business Intelligence
    Improving organizations by providing business insights to all employees leading to better, faster, more relevant decisions
    • Delivered through a familiar environment
    • Integrated into business productivity infrastructure
    • Built on a trusted and extensible platform
  • Secured, Well-Managed Infrastructure
    Business Productivity InfrastructureStreamline the way people do business
    UnifiedCommunications
    Collaboration
    Unified Communications And Collaboration
    Business Intelligence
    Enterprise Content Management
    BusinessIntelligence
    Enterprise ContentManagement
    WebsiteAndSecurityFramework
    Website and Security Framework
    BusinessDataCatalog
    OpenXML FileFormats
    Business Data Catalog
    Open XML File Formats
    ExtensibleUI
    Extensible UI
    Search
    Workflow
    Workflow
    Search
    Secured, Well-Managed Infrastructure
  • Microsoft Business Intelligence
    Investment Strategy
    Low Total Cost of Ownership
    Leverage your existing Infrastructure
  • Business User Experience
    Microsoft Business IntelligenceGet more out of products you already own
    Familiar User Experience
    Self-Service access & insight
    Data exploration & analysis
    Predictive analysis
    Data visualization
    Contextual visualization
    Business Collaboration Platform
    Dashboards & Scorecards
    Excel Services
    Web based forms & workflow
    Collaboration
    Search
    Content Management
    LOB data integration
    Business Collaboration Platform
    Data Infrastructure and BI Platform
    Analysis Services
    Reporting Services
    Integration Services
    Master Data Services
    Data Mining
    Data Warehousing
    Data Infrastructure & BI Platform
  • The Microsoft BI Platform End-To-End Solution
    DELIVERY
    END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS
    BI PLATFORM (RDBMS, ETL, OLAP, Reporting)
    Mainframe/ Departmental Systems
  • The Microsoft BI Platform End-To-End Solution
    DELIVERY
    END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS
    BI PLATFORM (RDBMS, ETL, OLAP, Reporting)
    Focus on
    Mainframe/ Departmental Systems
  • SQL Server has 4 INDEPENDENT components
  • Reporting Services Video
  • Enriched Visualization
    Gauge Examples
  • The Microsoft BI Platform End-To-End Solution
    DELIVERY
    Focus on
    END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS
    BI PLATFORM (RDBMS, ETL, OLAP, Reporting)
    Mainframe/ Departmental Systems
  • PerformancePoint Server Roadmap
    Today
    H1 CY10
    Q4 CY09
    SharePoint 2010PerformancePointServices
    Monitoring
    Monitoring
    Analytics
    Analytics
    support through 2017
    Planning
    PPSService Pack 3
  • Empower Your People with Business Insights…through self-service access to the data they need
    Analyze data with Excel
    Explore data in SharePoint
    Build reports with Report Builder
  • Improve Organizational Effectiveness…with Dashboards that enhance productivity
    Integrated Web parts:
    • Reports
    • Excel
    • Visio
    • Charts
    • Maps
    • Filters
    • KPI’s
    • Analytics
  • & SQL Server 2008 R2 Parallel Data Warehouse
    Scale with Confidence
    Empower
    End Users
    Improve
    IT Efficiency
    Parallel Data Warehouse
    • App deployment meta-data
    • Multi-server management
    • Master Data Services
    • Complex Event Processing
    • Support for up to 256 cores
    • MPP Support for 100TB+ DW(Massively Parallel Processing)
    • Appliance-like DW on industry standard HW
    • Hub & Spoke Architecture
    • Multi-Temperature
    • Excel based In-mem Analytics
    • Self Service Reporting
    • Re-usable report parts
    • End user app. management
    • SharePoint Publishing & Hosting
  • Empower End Users
    Lower cost by reducing IT backlog & dependency
  • Managed Self Service BI
    SQL Server 2008 R2 PowerPivot
  • PowerPivot - Managed Self Service BI
    Bridges the needs of the end user and IT audiences
    • Find & Re-use
    • Model & Author
    • Personalize
    • Share
    • Analyze
    • Monitor
    • Provision
    • Administer
    • Secure
    • Track data
    User created BI solutions
    Author
    Monitor
    Users
    I.T.
    Manage
    Publish
    ... use familiar & intuitive tools without requesting support
    … manage hardware usage and provision resources
  • PowerPivot Video
  • Leaders Quadrant for Gartner BI Platform
    “Microsoft offers the
    best BI software quality of all the megavendors”
    “Pricing of its BI products makes them an economically attractive offering
    that will be considered by many organizations”
  • Case StudyDriving Business Performanceand Lowering Cost with Microsoft BI
    TDC (www.tdc.com) is the leading provider of communication solutions in Denmark and a
    strong player in the Nordic business market with more than 15.5 million customer relations
  • BI – Target Customer Profiles
    Actively evaluating BI solutions
    Has large amounts of data in disparate systems
    Recognizes the difficulty end-users are having in gathering the information they need to make timely/accurate business decisions
    IT looking to offload the burden of generating ad-hoc reportsfortheirend-users
    Significantinvestment in Microsoft technologies(SharePoint®, SQL Server®, Office®) and expertise
  • Success Factors
    Get proper sponsorship and resources for the project (nothing new)
    Create the right metrics and standardise their definitions
    Design a compelling user GUI
    Plan ahead to ensure user adoption and be prepared to drive organisational change
  • BI Scenarios in Economic Downturn
  • Differentiate Your BI Offering?
  • Drive Value Through Technical Differentiation
  • Close The Gap Throttling BI Adoption
    Information Management Project Team
    The
    “Business”
    The
    “Technology”
    Project Manager
    Technical Staff
    Solution Designer
    Analyst
    Technical Architect
    Technical Staff
    Technical Staff
    Technical Staff
    the gap
    Business Value Planning Services (BVPS)
    http://microsoftbvps.com
  • www.microsoft.com/bi
  • AGENDA
  • Microsoft Application Platform
    Grow Your Business - Win the Platform Against Oracle
  • Microsoft Application Platform SWOT
    Weaknesses
    • Brand perception
    • Not a dominant player in the enterprise business apps business: ERP, CRM, industry & LOB
    • Lack of vertical selling capacity
    Strengths
    • Strong customer value prop in a tough economy
    • Widely-adopted platform: Windows, Office, SQL Server
    • Strong integration between platform and apps
    • User familiarity
    • Strong ecosystem
    Opportunities
    • Global recession
    • Business intelligence as a key IT and business priorities
    • Cloud computing – integrated on-/off-premise offering
    • Availabilities of strong lineup of products
    • Industry consolidation
    Threats
    • Competition: Oracle & IBM both with strong end-to-end solutions
    • Price erosion in server hardware
    • Industry consolidation
  • Critical Security Vulnerabilities
    # of CVE
    Source: NIST National Vulnerability Database
    Notes: Updated as of 10/18/2007.
    Vulnerabilities are included for SQL Server 2000 , SQL Server 2005 . Oracle (8i, 9i, 9iR2, 10g, 10gR2)
    Query for Oracle was run with vendor name: ‘Oracle’ , and product name: ‘any’ (all database product name variations were queried) .
    Query for Microsoft was run with vendor name: ‘Microsoft ‘ ; product name: ‘Microsoft SQL Server’; version name: ’Any’
  • Oracle outcharges Microsoft in RDBMSMicrosoft outgrows Oracle in RDBMS.
    $M
    Oracle
    • CY08 revenue share: 43%
    • FY08 unit share: 12%
    • YoY Growth: 9%
    • YoY Share Shift: -0.6%
    Microsoft
    • CY08 revenue share: 20%
    • FY08 unit share: 33%
    • YoY Growth: 15%
    • YoY Share Shift:
    +0.7%
    Source: IDC analysis, CY2008
  • ORACLE’S BUSINESS MODELOracle is still DB-centric - they yield $4 where MSFT make $1
    MSFT leads in unit share …
    … but lags in revenue share
    • Database driving 2/3 of ORCL Operating income
    • ORCL’s reaps ~3.9x revenue per Database unit as MSFT
    • Large Tier 1 Installations with Higher Enterprise Edition Mix
    • Up selling of Database Options (~25% of new DB Rev)
    • 95%+ Annuity/ Maintenance attach
    Unit share DB , FY2008
    Rev Share DB, FY 2008)
    33%
    38%
    1.4x
    0.4x
    27%
    12%
    ORCL
    MSFT
    MSFT
    ORCL
    89
    Source: Team analysis, ORCL 10k and other financial statements; IDC unit & revenue reports
  • Oracle continues to add application shares through ISV acquisitions.
    12%
    3%
    8%
    3%
    4%
    6%
    3%
    2%
    Source: IDC data, Microsoft analysis
  • While Oracle competes with partners…
    ORACLE : “Do It Ourselves”
    • Direct sales culture intensifies channel conflicts
    Exclude partners from participating in maintenance & support business
    More vertical stack integrationreduce partner revenue streams
    Decreasing new business dries service pipeline
    Deeper discounts on licenses erodes partner margin
  • ... Their Customers are Unhappy...
    “Oracle’s decision to raise list price by 15% to 20% is cause for concern for both existing and prospective customers”
    “Unlike price increase for food, fuel and many other commodities, the changes in software don't stem from a shortage of supply or a rise in demand. They are attempts by software makers to increase their bottom lines”
    “What we are telling clients right now is that it’s a very difficult time to buy Oracle licensing. There are so many major issues occurring all at the same time. “
    • Oracle raised prices by 15%
    • Don’t get locked into paying more
    • Oracle receives negative news
    • Microsoft TCO advantage recognized
    • Time to learn about SQL Server
    Duncan Jones, Forrester Research
    Eliot Colon, President, Miro Consulting
    Ben Worthen, Wall Street Journal
    “How does Oracle get away with higher prices during a recessionary period?. Because its customers are locked in by the proprietary model…”
    “We have been conducting surveys of software vendors for some years now and, Oracle is always at or near the top of vendors that concerns users over issues like price. These price increases look very high”
    “Oracle can afford to hike prices like this because people can’t change their database vendor overnight”
    ZDNet
    Tony Lock, Freeform Dynamics
    CIO
    Click to open the IDC report 
    Click to open Larry Ellison’s transcript 
  • Growth Opportunities are Abundant.
    New Installations
    Win BI
    Win ERP / CRM
    Win custom app platform
    Replace ORCL 10g underneath SAP
    Replace ORCL 10g under ISV or custom apps
    Replace JD Edwards with Dynamics NAV
    Surround Siebel Application with SharePoint
    Surround JD Edwards with SQL Server SPS Reporting & Analytics
    Win new projects/ workloads
    Grow share vs. Oracle
    Oracle Installed Base
    Replace ORCLInstalled base
    Upgrade Microsoft IB
    Surround ORCL Installed Base
  • SQL Server Migration is your growth driver.
    Scenario
    Opportunity
    Customer References
    “ The savings from moving from Oracle to SQL Server were so significant ($500K a year) that at first the numbers weren’t believed”
    Migration to a lower cost, higher value platform
    More than ever, customers are looking to save cost by migrating to a less expensive platform
    Cost-drivenreplatforming
    “ Over the years we added new and disparate applications. This was hard to maintain”
    Migration to reduce the number of vendors and standardize skills
    Platform standardization
    Organizations are looking for ways to reduce TCO and IT complexity
    “Our customers wanted the kind of support available from more established companies.”
    Migration to a vendor that meets end-to-end business needs
    Vendor satisfaction
    Pricing and behavior by vendors have created dissatisfaction in the market
  • The Bottom Line – Why Partnering With Microsoft (vs. Oracle)
    Microsoft is all about partners – our business model relies heavily on partners
    We are unlike IBM (large services force) nor Oracle (large pool of business apps through acquisition)
    Tremendous customer value proposition – lower TCO and higher ROI, faster time to market
    In global economic crisis, our value prop is even more compelling and attractive to customers, as many of them have migrated to our platform
    Microsoft helps you make more money – better partner economics
    $9.8 to $1 in Services to Software ratio
    $600K – 900K in average deal size , 27% average in margin
  • Call to Action
    Learn and deliver APO message and the Oracle vs. Microsoft TCO story
    Formalize Solution Area Selling and workload competencies by formalizing the PSP with your PAMs
    Discuss a Oracle compete design win metric with your PAMs during the PBP process
    Drive SQL Server Upgrades / migrations and BI projects
    Engage with LARs and Microsoft Licensing Specialist to drive APA in Net New EA, EA Renewals and licensing optimization discussions
    Launch SQL 2008 R2 campaign to generate upgrade and migration leads
    Build Oracle Migration practice to grow your Microsoft platform business
    Discuss a possible Virtual App Plat TS Program pilot with your PAM and PTA
    Leverage http://www.partnersalesresources.com
  • Resources
    Oracle Compete Playbook
    LAMP Compete Playbook
    Partner Sales Resources
    Demo Showcase on the Windows Azure Platform
    BI Partner Profitability Tool
    Channel Builder
  • Q&A
    © 2009 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.
  • Microsoft Application Platform
    Selling SQL Server Advanced Solutions – SQL Server Enterprise Edition Partner Opportunities
    tibbs.pereira@quanteira.com
  • AGENDA
  • Evolution of SQL Server
    2008
    2005
    Services
    2000
    Reporting
    Integration
    7.0Ease of use
    Lower TCO
    Trusted
    Analysis
    Synch
    Entity Data Model
    Query
    Search
    Any Data, Any Place
    Easy to Use
    FILE
    Enterprise Ready
    RDBMS
    OLAP
    XML
    Mobile and
    Desktop
    Beyond Relational
    Server
    Cloud
  • Mission-Critical Applications
    Scalable
    Available
    Secure
    Optimize performance
    Manage mixed workloads
    Scale performance
    Ensure system availability
    Minimize planned downtime
    Concurrent data access
    Secure data access
    Protect your system
    Simplify compliance
    Trusted Data Platform
  • Proven Data and BI Platform
    Over 7 Million Downloads of SQL Server 2008
    Over 30,000 partners are offering solutions
    In Leaders Quadrant in Gartner Magic Quadrants for DW & BI*
    Leading Performance Benchmarks: TPC-H, TPC-E, & Applications
    SQL Server is the Fastest Growing Relational Database WW+
    SQL Server has the Fewest Vulnerabilities of Any Enterprise DB#
    *Source: Gartner  Magic Quadrant for Business Intelligence Platforms, 2008 & Gartner Magic Quadrant for Data Warehouse DBMS, 2007
    +Source: “Worldwide Relational Database Management Systems 2007 Vendor Shares,” Carl W. Olofson, IDC, June 2008
    #Source: NIST National Vulnerability Database
  • Enterprise v Standard Edition
  • SQL Server 2008 R2What’s New?
  • Complete Information Platform
    Managed Self-Service BI
    Multi-Server Management
    Virtualization & Live Migration
    Scalable relational database platform
    Consistent, familiar model & tools
    Self-managed, highly available cloud services
    MPP support for 10s to 100s TB DW
    Highly scalable appliances
    Seamless integration with Microsoft BI
  • Trusted, ScalablePlatform
    IT & Developer Efficiency
    Managed Self-Service BI
    • Self-service analytics
    • Self-service reporting
    • Streamlined collaboration &management
    • Multi-server management
    • Virtualization & Live Migration
    • Accelerated development & deployment
    • Enterprise-level security, scalability
    • High-scale, complex event processing
    • Data consistency across heterogeneous systems
    Comprehensive Platform for IT Value
    Scalable relational database platform
    Consistent, familiar model & toolsSelf-managed, highly available cloud service
    MPP support for 10s-100s TB DW
    Highly scalable appliances
    Seamless BI Integration
  • Managed Self-Service BI with PowerPivot
    PowerPivot
    for Excel
    PowerPivot
    for SharePoint
    Analyzing Massive Data Volumes in Excel
    With a few mouse clicks, a user can create and publish intuitive and interactive self-service analysis solutions.
  • Multi-server Management
    Today
    Tomorrow
    Control server sprawl with 1 to many management – setup is fast and easy
    Manage capacity through policies – save time, optimize resources
    Single unit of deployment – increase deployment and upgrade efficiency
  • Increasing AvailabilityHyper-V with Live Migration
    Virtual Machine
    Virtual Machine
    Configuration Data
    Memory Content
    Memory Sync
    Cluster
    Node 1
    Cluster
    Node 2
    User
    VHD
    Network Storage
  • Massive Scale at Low TCO
  • Introducing Microsoft SQL Azure
    Relational Database as a Service
    Scalability
    Developer Agility
    Manageability
    Easy provisioning and deployment
    Auto High availability and fault tolerant
    Self-managing and self-healing
    Database as a utility with pay as you grow scaling
    Rely on Business-ready SLAs
    Enable multi-tenant solutions
    Manage multiple servers
    Build cloud-based database solutions on a familiar relational model
    Build on existing developer skills and familiar Transact-SQL syntax
    Explore new data application patterns
  • SQL Server 2008 R2 Editions
    Core
    SKUs
    $28.8k/Proc
    $9.9K/Svr + $162/CAL
    $7.5k/Proc
    $1K/Svr + $162/CAL
    $57.5k/Proc
    Not offered via Server/CAL
    Compact
    Express
    Workgroup
    Developer
    Parallel Data Warehouse
    Standard
    Enterprise
    Datacenter
    Web
    Departmental,
    Small/Med Scale
    Mission Critical,
    Large Scale
    Client Embedded
    Entry-Level,
    Learning
    Branch,
    Small Scale
    Mission Critical,
    Highest Scale
    Dev or Test
    10s-100s of TB
    Website & Web Apps
    New
    In R2
    Specialized
    SKUs
    $57.5k/Proc
    Not offered via Server/CAL
    $3.5/Proc
    $15/Proc/mo (SPLA)
    Breadth
    SKUs
    $3.9k/Proc
    $739/Svr+$142/CAL
    FREE* or $50
    FREE
    FREE
    Standard – 25% increase
    Enterprise – 15% increase
    *Free download with MSDN subscription
    All prices FPP
  • Announcing SQL Server Datacenter
    New edition for the datacenter
    • Highest levels of scalability for large application workloads
    • Aligns with Windows Server
    • Priced by processor, no additional costs for multi-core
    Key Capabilities
    High-scale Multi-Instance Mgmt.
    Central collection and reporting of database resource utilization for capacity planning
    Scale-up across workloads
    Supports largest SMP hardware
    (up to 256 logical processors)
    Unlimited Virtualization
    Can be combined with multi-instance management benefits for server consolidation
    High-Scale CEP Deployments w/StreamInsight
    Financial Services, Web Analytics
  • SQL Server 2008 R2 SKU Differentiation
    What’s new, what’s different
  • Licensing for PowerPivot
    PowerPivot for SharePoint
    PowerPivot for Excel
    • PowerPivot for SharePoint will require a SQL Server 2008 R2 Enterprise license (Server/CAL or per Processor) and SharePoint Server 2010 Enterprise CAL.
    • PowerPivot for Excel will be available as a web download (Add-in) for Excel 2010 users.
    www.powerpivot.com
  • Customer Impact
  • Continued Value Leader
    2008 to R2
    price
    adjustment
  • Summary of Changes
    SQL Server 2008 R2 continues commitment to the enterprise with two new premium editions; Datacenter and Parallel Data Warehouse
    SQL Server 2008 R2 drives value in Enterprise edition through new innovation and capabilities
    SQL Server continues to be the TCO leader and the only vendor to not charge per core
  • Why Buy SQL Server Today?
    Edition
    Value Tomorrow
    Buy Today
    Buy with SA
    Value Tomorrow
    Buy Today
  • Summary
    New information platform vision
    Innovation coming in 2010
    SQL Server 2008 R2
    SQL Server 2008 R2 Parallel Data Warehouse
    SQL Azure
    Huge opportunity to shift perceptions
    Mission critical
    Managed self-service BI
    Cloud computing
  • What’s new in Enterprise
    • Comprehensive data platform with highest service levels for mission-critical workloads
    • Built-in security, availability, and scale
    • Coupled with robust business intelligence offerings
    New Features in R2
    Top Features in 2008
    • Application and Multi-Server Management for up to 25 instances
    • PowerPivot for SharePoint
    • Analysis Services In-memory BI
    • Master Data Services
    • Data Compression with Unicode UCS-2 support
    • Resource Governor
    • Data Compression
    • Transparent Data Encryption
    • Database Mirroring Enhancements
    • Scale-out BI
  • Reduce Storage Requirements
    Data Compression
    20% to 60% compression ratios*
    Provides more room to store more data, which allows more instances to share disk resources
    Allows greater density and lower cost per gigabyte for data storage
    Reduced data size can increase performance
    “Our initial testing shows we’ll see 50 percent to 60 percent data compression using SQL Server 2008... we will also benefit from faster query performance.”
    — MazalTuchler, BI Manager, Clalit Health Services
    Server
    Consolidation
    10010100101001010000111110110101001
    10010100101001010000111110110101001
    *Stated percentages are typical but not guaranteed
  • Make Off-Site Backups Faster and Easier
    Backup Compression
    50%–90% compression*
    Reduced data size can increase backup and restore speed, resulting in faster disaster recovery
    Reliable high-speed backup media is expensive; compression allows greater density and lower cost per GB
    Smaller backups can be taken off-site more easily to protect data
    “We’re anticipating an 80-percent reduction in our backup file sizes using backup compression on SQL Server 2008.”
    — Peter Hammond, President, CyberSavvy
    Disaster Recovery
    100101001010010100001111101101010010100110100101
    100101001010010100001111101101010010100110100101
    1100101001010010
    *Stated percentages are typical but not guaranteed
  • Keep Mission-Critical Applications Responsive
    Resource Governor
    Workloads can be prioritized to prevent runaway processes from monopolizing resources and interfering with mission-critical applications
    Establish service-level agreements (SLAs) with customers for predictable response times
    Users will have a consistent experience, which can result in fewer service calls about slow systems
    “We deal with a lot of large data feeds—both coming from manufacturers as data updates, and going out to our subscribers. Resource Governor allows us to control the percent[age] of total resources any operation can consume so that they don’t adversely impact our real-time data access.”
    — Michael Steineke, Vice President, Information Technology, Edgenet
    Resource
    Management
    Applications & Business Logic
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    POOL 0
    LIMIT 50%
    POOL 1
    LOAD 25%
    LIMIT 30%
    POOL 2
    LIMIT 20%
    LOAD 15%
    LOAD 45%
  • Keep Mission-Critical Applications Responsive
    Resource Governor
    Workloads can be prioritized to prevent runaway processes from monopolizing resources and interfering with mission-critical applications
    Establish service-level agreements (SLAs) with customers for predictable response times
    Users will have a consistent experience, which can result in fewer service calls about slow systems
    “We deal with a lot of large data feeds—both coming from manufacturers as data updates, and going out to our subscribers. Resource Governor allows us to control the percent[age] of total resources any operation can consume so that they don’t adversely impact our real-time data access.”
    — Michael Steineke, Vice President, Information Technology, Edgenet
    Resource
    Management
  • Encrypt Your Data On-the-Fly
    Transparent Data Encryption
    Encrypt the entire database on the disk to protect against lost or stolen disks or backup media
    Does not increase database size and has minimal performance impact
    Does not require application changes
    Backups are automatically encrypted
    Protects against direct access to database files
    “With SQL Server 2008 we have transparent encryption, so we can easily enforce the encryption of the information in the database itself without making any changes on the application side.”
    — Ayad Shammout, Lead Technical Database Administrator, CareGroup HealthCare System
    Security and
    Governance
    Employee
    Marc Boyer
    Salary: $40.000
    110010100101001010011101011001010011000111
    11001010010100101001
    11001010010100101001
    11001010010100101001
  • Separate Encryption Keys from Data
    Extensible Key Management
    “Defense in depth” makes unauthorized access to data harder by storing encryption keys away from the data
    May facilitate separation of duties between db owner and data owner
    Uses HSM for encryption and decryption which may result in performance gains
    Enables centralized key management across organization
    …SQL Server 2008 helps CareGroup comply with HIPPA data encryption requirements… SQL Server 2008 delivers an excellent solution… by supporting third-party key management and hardware security module products.
    — CareGroup Case Study
    Security and
    Governance
    Employee
    Marc Boyer
    Salary: $40.000
    11001010010100101001110101100101001
  • Increase Flexibility and Speed Recovery
    Unplanned Downtime
    Virtualization
    Increases deployment flexibility by running SQL server inside a virtualized OS, which allows it to be easily moved to another server
    Allows unlimited virtual machines when all physical processors are licensed
    Removes the 90-day wait between server moves when moving licenses to other servers in a server farm
    Forty-six percent (46%) of retailers are seeking to respond to issues and failures of applications and systems.
    — Virtualization in Retail Survey 2008
    Unplanned Downtime
    Applications & Business Logic
    Virtual
    Servers
    Host
    Server
  • Planned Downtime
  • Balance Maintenance With Availability
    In a worldwide economy, data needs to be available 24 hours a day. However, systems still need to be maintained, and finding a balance between maintenance and availability can be difficult.
    ENTERPRISE EDITION provides the tools necessary to ensure high availability while still allowing for the maintenance time necessary to keep your servers secure and well-maintained.
    Planned
    Downtime
    Business Impact
  • Maintain Databases Without Downtime
    Online Operations
    Allow routine maintenance without corresponding downtime
    Online index operations
    Online page and file restoration
    Online configuration of peer-to-peer nodes
    Users and applications can access data while the table, key, or index is being updated
    We recommend performing online index operations for business environments that operate 24 hours a day, seven days a week, in which the need for concurrent user activity during index operations is vital.
    — SQL Server Books Online
    Planned
    Downtime
    0
    5
    1
    1
    Applications & Business Logic
    2
    2
    3
    3
    4
    4
    0
    5
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    Index
    Table
    5
    Index
    Table
    Deleted
    0
    4
    Deleted
    2
    Deleted
    Deleted
    3
    7
    5
    0
    4
    6
    5
    3
    7
    6
    7
  • Maintain Databases Without Downtime
    Online Operations
    Allow routine maintenance without corresponding downtime
    Online index operations
    Online page and file restoration
    Online configuration of peer-to-peer nodes
    Users and applications can access data while the table, key, or index is being updated
    We recommend performing online index operations for business environments that operate 24 hours a day, seven days a week, in which the need for concurrent user activity during index operations is vital.
    — SQL Server Books Online
    Planned
    Downtime
  • Upgrade Servers Without Downtime
    Planned
    Downtime
    Hot-Add CPU and RAM
    Dynamically add memory and processors to servers without incurring downtime
    Requires hardware support for either physical or virtual hardware
    Applications & Business Logic
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
  • Unplanned Downtime
  • ENTERPRISE EDITION offers a rich feature set that provides high availability, increased reliability, and reduced business impact when failures occur.
    Downtime Means Lost Business
    Unplanned downtime is a common problem for Internet retailers, service providers, and social networking sites. Whether it is caused by a hardware failure, overloaded servers, or another reason, unplanned downtime can mean lost revenue and unhappy customers and partners.
    Unplanned
    Downtime
  • ENTERPRISE EDITION offers a rich feature set that provides high availability, increased reliability, and reduced business impact when failures occur.
    Downtime Means Lost Productivity
    Organizations come to rely on manyline-of-business applications to manage and surface the business data that is necessary for day-to-day operations. Unplanned downtime can stop business cold and leave employees idle.
    Unplanned
    Downtime
    Business Impact
  • Provide Powerful Failover Scenarios
    Multiple-Instance Database Clustering
    More than one passive node is available to host instances from multiple failovers on active nodes
    Having multiple failover nodes provides greater availability
    Reduces hardware costs with a shared failover node in the multiple-node cluster
    Simplified setup reduces administrative costs
    Because of the critical nature of the G4S application, CASON sets up the servers in a failover cluster to ensure high availability.
    — CASON Case Study
    Unplanned
    Downtime
    Applications & Business Logic
    110010100101110010100101
    110010
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    Offline
    Failover
    Active
    Active
    Active
  • Automatically Handle I/O Errors
    Automatic Page Repair With Database Mirroring
    Detects and handles page corruption errors without user involvement
    Automatically retrieves damaged data from mirror on the next request
    Provides more seamless experience for users and customers
    Minimizes application changes to correctly handle I/O errors
    Other editions of SQL require downtime to repair the error
    Unplanned
    Downtime
    Applications & Business Logic
    Principal
    Mirror
    “This is a really powerful enhancement because prior to this … you would have to run DBCC CHECKDB … and that would likely mean taking downtime… With SQL Server 2008 Database Mirroring you can avoid the effort and downtime.”
    — Glenn Berry, Database Architect, NewsGator Technologies
  • Increase Reliability and Performance
    Peer-to-Peer Replication
    Increases reliability by replicating data to multiple servers
    Provides higher availability in case of failure or to allow maintenance at any of the participating nodes
    Offers improved performance for each node with geo-scale architecture
    Add and remove servers easily without taking replication offline, by using the new topology wizard
    “[Microsoft] SQL Server 2008 replication proved to be very predictable and reliable in our testing. This helps us to create flexible and scalable replication solutions. Reliability must be at the foundation of all that we do.”
    — Sergey Elchinsky, Leading System Engineer, Baltika Breweries
    Unplanned
    Downtime
    Applications & Business Logic
    110010100101
    110010100101 110010
    110010100101
    110010100101 110010
    110010100101100101100101100101
    110010100101
    110010100101 110010
  • Disaster Recovery
  • ENTERPRISE EDITION has the tools to get you back up and running quickly and smoothly.
    Get Back to Business Faster
    When disaster strikes, organizations need a way to quickly recover their data and resume normal operations as quickly as possible. Time spent waiting for backups to load represents lost opportunities to connect with customers, partners, and suppliers.
    Disaster Recovery
    Business Impact
  • Reduce Impact of Backup Errors
    Mirrored Backups
    As databases grow, the probability increases that failure of a backup device or media will make a backup non-restorable
    Mirroring a media set increases backup reliability by reducing the impact of backup-device malfunctions
    Having a mirror can resolve some restore errors quickly by substituting mirrored media for damaged backup media
    The backup media mirroring feature of SQL Server enables you to perform a mirrored backup of a database to multiple backup devices, which greatly increases the reliability of backups in case of faulty media or a lost backup device.
    — High Availability White Paper
    Disaster Recovery
    1100101001010010
    1100101001010010
    1100101001010010
    1100101001010010
    1100101001010010
    1100101001010010
    1100101001010010
    1100101001010010
    1100101001010010
  • Resource Management
  • ENTERPRISE EDITION has the capabilities to manage resources and ensure efficient, predictable response times.
    Manage Database Resources
    Resource
    Management
    Reporting and other data-intensive business processes can put a higher than normal load on database servers. Many of these processes are not urgent but still compete with the normal workload, which causes delays and makes business applications less responsive.
  • Provide Faster, More Scalable Reporting
    Scalable Shared Databases
    Reduce costs and increase reliability when scaling out reporting servers
    Guarantee an identical view of reporting data from all servers
    Redirect an application to a different reporting server if one server becomes unavailable
    Reduce storage requirements
    Scalable shared databases provide scale-out of reporting databases using commodity servers, workload isolation with each server using its own memory, CPU, and tempdb, and a guarantee of identical data from all reporting volumes.
    — SQL Server Books Online
    Resource
    Management
    SAN
    Reporting Servers
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    Loading
    Reporting
    Valves
    Read Only
    Read / Write
  • Provide Faster, More Scalable Reporting
    Scalable Shared Databases
    Reduce costs and increase reliability when scaling out reporting servers
    Guarantee an identical view of reporting data from all servers
    Redirect an application to a different reporting server if one server becomes unavailable
    Reduce storage requirements
    Scalable shared databases provide scale-out of reporting databases using commodity servers, workload isolation with each server using its own memory, CPU, and tempdb, and a guarantee of identical data from all reporting volumes.
    — SQL Server Books Online
    Resource
    Management
  • Server Consolidation
  • ENTERPRISE EDITION supports multiple consolidation scenarios to provide flexibility and choices in reducing server and storage needs.
    Get the Most from Fewer Servers
    Server
    Consolidation
    Reduce the significant costs associated with server farm hardware, software licenses, electricity, cooling, maintenance, and administration by consolidating multiple servers onto fewer, more powerful ones.
  • Maximize Utilization of Database Servers
    Resource Governor
    Prioritized workloads allow high-impact but intermittent tasks to run side-by-side with mission-critical operations on the same server
    Users have a more consistent experience, which can result in fewer service calls about slow systems
    Prevent runaway queries that hold resources for extended periods of time
    “Resource Governor allows us to control the percent[age] of total resources any operation can consume so that they don’t adversely impact our real-time data access.”
    — Michael Steineke, Vice President, Information Technology, Edgenet
    Server
    Consolidation
    Applications & Business Logic
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    110010100101 110010100101 110010
    POOL 0
    LIMIT 50%
    POOL 1
    LOAD 25%
    LIMIT 30%
    POOL 2
    LIMIT 20%
    LOAD 15%
    LOAD 45%
  • Leverage High-Powered Hardware
    Multiple Instances
    Support up to 50 named instances on a single server to consolidate onto more powerful hardware; Standard edition supports only 16
    Protect data through unique security contexts of each named instance
    Provide the opportunity to reduce power consumption, rack space, and management costs as servers typically have only 15 to 20 percent utilization
    Server consolidation on a truly scalable platform… not only can deliver positive economic advantages in the short term, but can position organizations for lower operating costs, and improved service delivery for years to come.
    — Server Consolidation Case Study by Alinean
    Server
    Consolidation
  • Security and Governance
  • ENTERPRISE EDITION has the tools to secure data and track its use to limit the possibility of data loss.
    Increase Security and Auditing
    Data is the lifeblood of business, key to day-to-day operations, and long-term success. Lost or stolen customer data can mean losing customer trust, paying fines, and handling lawsuits. Compromised data that is associated with products or research and development can mean loss of competitive advantage. Companies need to know who is seeing that data.
    Security and
    Governance
  • Enable World-Class Compliance
    Common Criteria Certification
    Requirement for many governments, industries and enterprise customers
    SQL Server 2008 Enterprise achieved Common Criteria (CC) compliance at EAL1+ (Evaluation Assurance Level)
    Represents the third time for CC compliance and the first time for a 64-bit version of SQL Server
    In formal evaluation at EAL4+ and for compliance with NSA DBMS Protection Profile V1.2
    The Common Criteria was designed by a group of nations to improve the availability of security-enhanced IT products, help users evaluate IT products for purchase, and contribute to consumer confidence in IT product security.
    — SQL Server Books Online
    Security
  • Deepen Insight into Data Use
    SQL Server Audit
    Track reads, writes and other events to Windows Application Log and Windows Security Log
    Detect misuse of permissions early on to limit possible damage
    More granular audits for flexibility
    Built into the database engine
    Simple configuration using SQL Server Management Studio
    Faster performance than SQLTrace
    “The enhanced auditing tools in SQL Server 2008 enable us to track all changes to tables and other data elements in our system.”
    — Ayad Shammout, Lead Technical Database Administrator, CareGroup HealthCare System
    Security and
    Governance
    AUDIT
    User:
    Tina Makovec
    Action: WRITE
    Employee
    Marc Boyer
    Salary: $40.000
    Employee
    Marc Boyer
    Salary: $40.000
    User:
    Anders Riis
    Action: READ
  • Data Mining
  • ENTERPRISE EDITION deepens business understanding by providing the means to quickly and easily analyze your data.
    Deepen Insight into Your Business
    The ability to analyze data for trends that predict possible outcomes can provide insight into business operations, optimize sales, limit waste, or quickly find and stop fraud.
    Data
    Mining
  • Look Only at Data That Interests You
    Table Partitioning
    Manage and access subsets of data quickly and efficiently
    Reduce time spent troubleshooting storage allocation issues
    Speed data load and maintenance operations
    Take advantage of all CPUs in the machine to complete operations more quickly
    “Enhancements in partition query dramatically reduce the effects of lock escalation… improving availability and improv[ing] query response time.”
    — Randy Dyess, SQL Server Mentor, TechNet Article
    Data
    Mining
  • Mine Through Very Large Data Sets
    Query Parallelism
    Enterprise edition automatically executes operations in parallel by splitting work across all the CPUs in the machine, which allows for larger queries or quicker responses
    Data mining in parallel takes advantage of all CPUs in the machine to examine more data and give results more quickly
    “For most large queries SQL Server generally scales linearly… this means that if we double the number of CPUs, we see the response time drop in half.”
    — Craig Freedman, Coauthor, Inside Microsoft SQL Server 2005: Query Tuning and Optimization
    Data
    Mining
  • MSC Shipping
    Business objectives:
    Keep the operations running optimally
    Delivery innovations
    Core business app:
    MSCLink (internally-built), supported by EDI, 24x7 reliability needed
    Massive amount of data – 25TB
    Why chose MS BI?
    Integrated BI – every tool they need
    Ease of migration to SQL Server 2008
    Resource Governor, Activity Monitor, Policy-based Management, Data Compression, Geospatial Data Type
    Products used: SQL Server 2008, Visual Studio 2008
    Business benefits:
    30% in performance after upgrading to SQL Server 2008
  • Why Choose Enterprise Edition?
    • More than 60 features that are not in Standard edition
    • Designed around technologies that address common requirements
    • Provides business value by addressing common scenarios and business needs
    Based on data supplied by the customer, Forrester determines that upgrading has delivered a risk-adjusted return on investment of 162 percent.
    Microsoft Press Release
  • SQL Server 2008 Enterprise Edition
    …enterprise-class for 1/3 the cost of Oracle
    Mission-critical data platform that delivers 160% ROI, includes enterprise business intelligence and supported by largest partner ecosystem.
    Mission Critical
    Capabilities
    Enterprise
    Business Intelligence
    Cost Reduction
    • Enterprise reporting and analytics for no additional cost, other vendors charge
    • Reduce DW storage costs up to 90%and reduce backup storage by 66% with compression
    • Scaleto thousands of users with Scale-out Report Servers
    • 50% better performance with Analysis Services Enterprise enhancements
    • Reduce HW, licensing and operational costs up to 50% through consolidation and virtualization
    • Save up to $100Kin 3rd party SW by using built-in tools like Encryption and Performance Monitoring
    • Best manageability, requires fewer DBAs
    • CutIT labor costs by 25% and ongoing SW support costs up to 85% for SAP
    • Enables 99.99% uptime with AlwaysOn Technologies
    • Fewest security vulnerabilities - less patching and higher uptime
    • Improve app. performance 30% or morewith Resource Governor
    • Improve performance up to 70% overprevious versions
  • © 2009 Microsoft Corporation. All rights reserved.Microsoft, SQL Server, 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.
  • Microsoft Application Platform
    Selling Application Integration
  • AGENDA
  • Agenda
    Application Integration Market
    Overview Microsoft Application Platform
    Application Integration Scenario
    Partner Presentation
    Advantages of Microsoft Application Platform
    Case Studies
    Q & A
  • The Legacy ITAggregation of disparate technologies over 30 years
    Mainframe Applications
    PersonalComputing
    Connected Applications
    Internet-Connected Applications
    Services-Based Applications
    Connected
    Applications
    Internet-
    Connected
    Applications
    Connected
    Applications
    Personal
    Computing
    Mainframe
    Applications
    Mainframe
    Applications
    Mainframe
    Applications
    Mainframe
    Applications
    Personal
    Computing
    Personal
    Computing
    Host Systems
    Early – mid 1980s
    Internet-Enabled
    Mid 1990s
    Client Server
    Late 1980s – mid 1990s
    Composite /Services-Based
    Mid 2000s – . . .
  • Effective Application Delivery
    Process
    People
    • Clear process guidance
    • Compliance and risk management
    • Supports structured andsemi-structured processes
    • Familiar, flexible and productive tools
    • Project and Process Management
    Technology
    • Flexible
    • Scalable
    • Interoperable
    • Secure
    • Manageable
  • What Does IT Look Like Today? Meeting the needs of the business
    Common Business Priorities
    Governance, Risk, & Compliance
    Operations
    Innovation
    Customers
    Performance
    Common IT Solution Areas
    Sales
    Innovation Management
    EnterprisePerformance Mgmt
    Document &Records Mgmt
    Supply Chain Planning & Execution
    Marketing
    Product Life-Cycle Management
    Business Process Analysis
    Regulatory Compliance & Controls
    Supply Chain Visibility & Collaboration
    Risk Analytics & Reporting
    Payment Services
    Customer Service
    Customer Insight
    Treasury & Cash Management
  • Silo Solutions Create Challenges
    Traditional Approaches
    Short-term investments
    Innovation Challenges
    • Every solution has a new interface
    • Solution delivery takes a long time
    • Solutions do not meet business needs
    Operations Challenges
    • Existing investments do not work well with each other
    • Each solution requires new management skills and tools
    • Inconsistent security standards lead to compliance and other issues
    Silo solutions address individual needs
  • Is There a Better Way?
    Innovate and grow your business
    Familiar and Intuitive User Interface
    An integrated, unified platform for multiple applications
    Enterprise Applications
    Optimized Infrastructure
    Other
    Partners &
    Customers
    ERP
    Finance
    Inventory
    CRM
    Operations
    ???
    Lower total cost of ownership (TCO)
  • Today's IT Landscape: The Applications Are Here To Stay
    Procurement:
    Deployment:
    • On-Premises
    • Off-Premises/Hosted
    • SaaS/Cloud
    • Hybrid
    • Build
    • Buy (off the shelf)
    • Buy and Customize
    Other
    Partners &
    Customers
    SQL Server
    Windows
    Oracle
    Solaris
    SQL Server
    Windows
    Oracle DB
    Unix
    DB2
    Z/OS
    Sales forecasts and reports
    New product idea portal
    New Regulatory compliance portal
    Supply chain integration
    Financial reporting
    Sales force automation
    Operations
    New product portfolio analysis
    Compliance reports
    Trading partner portal
    Customer service
    Existing
    Applications
    ERP
    Finance
    Inventory
    CRM
    Operations
    Infrastructure
  • INEFFICIENT PROCESSES
    High cost Manual processes
    Lack of processes visibility
    Lack of collaboration with business partners
    What Are the Customer Pain Points that we are trying to address
    INCONSISTENT INFORMATION
    LACK OF BUSINESS AGILITY
    Disparate systems
    Changing business environment
    Proprietary data formats, messages, schemas
    New Standards and Compliance requirements
    Investment in Legacy systems
    Changing trading partners/vendors
  • Application Integration Market
    Total Application Integration Market(Software License )
    2006: $12.5 Billion
    2007: $14.1 Billion
    2008: $15.1 Billion
    Highlight:(Microsoft Research)
    Services to Software revenue ratio is roughly $9.8 to $1
    Average deal size $987K
    Total AIM Software Revenue Market Share by Sub segment, 2006-2008 (Millions of Dollars)
    Source: Gartner (April 2009)
  • Application Integration Scenarios
    1
    2
    3
    4
    Application
    to Application Integration (A2A)
    Building
    SOA Enabled
    Applications
    Business to
    Business Integrations (B2B)
    Data Level Integration
  • Building SOA Enabled Applications.NET Framework
    LINQ
    WPF
    WCF
    ASP.NET
    WF
    Base Class Library
    Common Language Runtime
    Windows Presentation
    Foundation
    Next generation user experience
    Windows Workflow
    Foundation
    Business process modeling
    Windows Communication
    Foundation
    Service-oriented development
    Windows CardSpace
    Digital identity management
  • Integration Challenge
    Microsoft XBox
    Contract Manufacturer
    ERP
    ERP
    Firewall
    HR
    E-Commerce
    CRM
    HR System
    Application to Application (A2A)
    Business to Business (B2B)
  • BizTalk Server “Directs the Traffic”
    IBM Mainframe
    or AS/400
    Office 2007
    Partner Warehouse
    HIS
    FTP
    XML
    SharePoint
    UPS / FedEx
    SWIFT
    SAP
    SQL for BI
    SAP on Oracle DB
    Bank
  • BizTalk Simplifies Interoperability with the “out of the box” components
    “Adapters in the Box”
    MQ
    MSMQ
    WSE
    HTTP
    SMTP
    File
    FTP
    POP3
    SOAP
    SWIFT
    HL7
    RosettaNet
    HIPAA
    SQL
    WCF Adapter
    SharePoint
    Host Applications
    • IBM mainframe zSeries(CICS and IMS)
    • Midrange iSeries(AS/400)
    IBM DB2
    • Mainframe DB2for z/OS
    • Midrange DB2/400
    • DB2 Universal Database for open platforms (AIX, Linux, Solaris,and Windows)
    Host Files
    SAP
    Oracle E-BusinessSuite
    PeopleSoft
    JD Edwards
    OneWorld XE
    JD Edwards
    Enterprise1
    Oracle ODBC
    Siebel
    TIBCO Rendezvous
    TIBCO EMS
    EDI/AS2
    • X12 and EDIFACT support
    • Drummond Interoperability Certification
  • BizTalk Server Fundamentals
    Orchestration
    XML Message
    Receive Port
    Send Port
    Receive
    Adapter
    Send
    Pipeline
    Receive Pipeline
    Data Mapping
    Data Mapping
    Send
    Adapter
    XML Message
    XML Message
    Incoming
    Message
    Subscriptions
    Outgoing
    Message
    Message Box
    Message Path
  • BizTalk Server
  • BizTalk Server Mapping
  • BizTalk Supports Different Patterns
    Enterprise Service Bus
    Hub & Spoke
    IBM Legacy APP
    ERP
    ERP
    IBM Legacy APP
    E-Commerce
    E-Commerce
    CRM
    CRM
    Business Partner
    Business Partner
  • BizTalk Server B2B
    Customer
    BizTalk Server 2009
    Purchasing Application
    BizTalk Server 2009
    Other Integration Platform
    ERP Application
    ERP
    Application
    Supplier B
    Supplier A
  • BizTalk ServerBusiness Integration Server
    APPLICATIONS
    DEVICES
    PARTNERS
    CONSISTENT INFORMATION
    ADAPTABLE PROCESS
    AGILE
    BUSINESS
    DATA
    MESSAGES
    INTEGRATE | AUTOMATE | SIMPLIFY
    EVENTS
  • BizTalk ServerBusiness Integration Server
    B2B Integrations
    Business Rules Engine
    Business Activity
    Monitoring
    RFID and Sensor Platform
    Line of Business Connectivity
    Reliable Messaging/Orchestration
  • Information Workers
    BizTalk ServerBusiness Process Management
    Microsoft
    Excel
    Other
    Clients
    Office PerformancePoint
    Server
    BizTalk Server 2009
    Orchestration
    Business Activity Monitoring Services
    Business Rule Engine
    If … Then …
    If … Then …
    Messaging
    If … Then …
    Applications
  • BizTalk ServerBenefits
    • Simplify and automate interoperability to reduce costs and errors
    • Gain critical insights on business processes and performance
    • Promote agility and manageability
    • Integrate to eliminate redundancy
    • Automate business interactions with partners
  • BizTalk Adds Enterprise Credibility to the Microsoft Application Platform
    8500 Global Customers benefit from using BizTalk Server
    81% of the Global 100
    6 of the 8 largest U.S. Pharmaceutical Companies
    4 of the 5 largest U.S. Electronics Parts Manufacturers
    9 of 10 largest U.S. Telecommunications Companies
    9 of the 10 largest Aerospace and Defense Companies in the U.S.
    5 of the 8 largest U.S. Chemical Companies
    4 of the 5 largest Railroads in the U.S.
    9 of the 10 largest Insurance Companies in the World
  • Microsoft Validated as Thought Leader in the App Integration Space
    Gartner App Infrastructure For New SOA Application Project
    Gartner Back End App Integration (Dec 2008)
    Gartner AppInfrastructure
  • Microsoft Is Committed to BizTalk
    BizTalk Server 2009
    BizTalk Server “7”
    BizTalk Server “8”
    Main themes for the future releases of BizTalk Server
    Updated platform support
    SOA and Web Services
    Business to Business Integration
    Developer & Team Productivity
    New & Enhanced Scenarios
    • Low-latency
    • ESB
    • B2B
    • BI/BAM
    • Asset Tracking (RFID)
    Faster Time to Solution
    Productivity
    • e.g. Complex Mapping
    Better Together
    • Integration with the latest MS platform
    Release rhythm every 2 years
  • Sales Strategy and Execution Tactics
    Solution Selling by Industry Solution Areas
  • Cross-Sell With SharePoint
    SharePoint – point to point with LOB for simplest scenarios
    Cross-Sell BizTalk (application integration) and SharePoint (UI) when:
    Integration of two or more disparate LOB systems
    Does process monitoring matter to your customer?
    Mainframe or B2B integration required?
    Move to Enterprise Service Bus to avoid “Glue code”
    Propose integration by configuration not by code
    Target cross-sell opportunities using BizTalk Customer Targeting Reports
  • Data Integration Challenge
    Large amount of data needs to be transferred
    Need not be real-time
    Multiple Sources & Formats
    Extract, transform, and load (ETL)
    Extracting huge amounts of data from outside sources
    Transforming it to fit operational needs (which can include quality levels)
    Loading it into the end target (database or data warehouse)
  • Data Integration with SQL Server Integration Services
    Text mining
    components
    Data mining
    components
    Mobile data
    Call centre:
    Semi-structured data
    Custom
    Adapter
    Merges
    Data Warehouse
    Legacy data: Binary files
    Standard
    sources
    Custom
    components
    Reports
    Application database
    SQL Server Integration Services
    Cube
  • SSIS Connectivity for Enterprise Data
  • Key Integration Partner Opportunities
    Enterprise App Integration/ERP
    Target customers running SAP first, then all others
    Approach as part of every BI conversation
    BizTalk Adapter for Host Systems/HIS
    Target customers running IBM systems
    First step on the road to fully migrating them
    Electronic Data Interchange (EDI)
    Target customers using VANs who want to “in-source”
    Customers with multiple VANs better
    Radio Frequency Identification (RFID)
    Educate yourself relative to your territory
    RFID opportunity in every Industry
  • Data Platform Integration Opportunities
    Data Warehousing
    Enterprise Information Management
    Application platform replatforming
  • Call to Action
    Huge potential in Application Integration space for Partners
    Download and learn more
    BizTalk Server 2009
    Try It: http://www.microsoft.com/biztalk/en/us/try-it.aspx
    Training: http://www.microsoft.com/biztalk/en/us/learning-resources.aspx
    SQL Server 2008
    Try It: http://www.microsoft.com/sqlserver/2008/en/us/try-it.aspx
    Training: http://www.microsoft.com/learning/en/us/training/sql-server.aspx
    .Net Framework
    Download: http://www.microsoft.com/net/Download.aspx
    Training: http://www.microsoft.com/net/TechnicalResources.aspx
  • © 2009 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.
  • Application Platform University
    Partnering with Microsoft to Win
  • AGENDA
  • Why Partner with Microsoft
    Share growth with partners (Services opportunity)
    Strong partner ecosystem (GTM investments)
    Simplified lower cost licensing (enrollment for App Plat)
    Reliable Product Roadmap (Support without code forks)
    Differentiated Capabilities (Business Intelligence, etc.)
    Developer Platform (Integrate into existing apps and infrastructure)
    Microsoft Partnership Advantage
    Optimized User Experience (Desktop, browser and mobile)
    TCO Advantage (Simplified management)
    Commitment to Partners (Software company first)
  • Partner Opportunities
    Solutions
    Complete end-to-end platform
    Richest experiences across the PC, browser, phone, office
    Faster time-to-market with integrated dev tools
    Enhance your skills
    Application Platform University (APU)
    MPN application platform competencies
    Partner learning center: role-based learning paths and online courses
    Services
    Build your solutions
    Average ratio: $9.8 to $1
    Joint portfolio profiling with Microsoft Field
    Innovation-enabled new marketand opportunities (DW, BI, Azure)
    ISV enablement programs: InnovateON and Metro
    ISV royalty licensing
    SI practice builder
    Go-to-market
    Hosting
    Partner Solution Plans (PSPs)
    App Plat Optimization campaign
    Core Partner program for SIs
    InnerCircle for ALM partners
    Apps Gallery for web platform partners
    Quickstart
    Seamless on-premisesto cloud integration
    Cloud leadership in innovation,vision, and execution
    Flexible business models for partners
  • PSP Activation Kit Key to Going To Market with APO in FY10
    Available in September Contact your PAM for the latest information
  • The Core Partner Program
    What is it?
    The Core Partner Program (CPP) is designed to identify, engage, develop and activate the top 10% of the local subsidiary partner ecosystem for Application Integration and Business Intelligence
    Who is it for?
    Managed SI that are actively engaging with the local Microsoft selling of AI and BI solutions, to be nominated by MS local teams
    Partner Gives:
    Commitment to the Microsoft Application Platform business
    Partner led demand generation
    Execution on closing deals
    Reporting: revenue, readiness, and marketing
    Partner Gets:
    Core Partner visibility and credibility via website
    Co-marketing through subs for partner led demand generation
    Specialized offers and training
    QuickStart Assessments – 2 day assessment IP
    Partner Readiness Hard Drive (BizTalk)
    POC funding where applicable
    For more information:
    Contact your PAM or local Microsoft marketing teams
  • Microsoft Partner Network (MPN)
    What is it?
    MPN is the “next generation” of the MSPP partner program. It is being re-designed to:
    Meet the needs of a broader partner community
    Identify, incent, and engage our best partners
    Provide a set of connected experiences for partners
    Who is it for?
    Any current partner in the MSPP program is already automatically in the MPN program. Existing solution competencies may require to be upgraded to reflect current version of products by next May.
    New Microsoft partner can join the MPN today!
    Partner Gives:
    Develop solutions on the Microsoft platform, profiling your solutions, and get competent on the MS technologies through training and certification.
    Partner Gets:
    Resources of the MS partner program, including sales, marketing, readiness, and network benefits
    Exposure of solutions through the online directory called Solution Finder
    For more information:
    Visit www.microsoft.com/partners
  • BizSpark
    What is it?
    Global program designed to help accelerate the success of early stage startups or companies in developing their flagship applications on the Microsoft platform and technologies by providing technical resources
    Who is it for?
    Any startup, privately-held software company less than 3 years old, and is generating less than US $1 M in annual revenue
    Partner Gives:
    A commitment to develop its flagship software application on the Microsoft platform
    Partner Gets:
    Free software and tools support for up to 3 years, including MSDN Premier subscription
    Marketing exposure through the online BizSpark Network Partner directory
    For more information:
    Visit www.microsoft.com/bizspark
  • Enrollment for Application PlatformDrive standardization with flexible, cost effective licensing
    Standardize your customers’ application platform
    EAP- enrollment on top of an Enterprise Agreement
    Cover existing servers and discounts up to 40% on new licenses
    Rapidly adopt the latest technology
    Deploy latest versions across all existing and future deployments
    24×7 support and customer training (part of SA benefit)
    Flexible model for customers
    1-year or 3-year true-up options
    Predictable costs with fixed payments for life of the term
    Available October 1st Pricelist
  • Take Advantage of Quickstart
    Invest 8-10 hours to learn how to deliver Quickstart for your customers
    What is a Quickstart?
    2-day assessment for a few key SQL Server solution areas:
    Fast Track Data Warehousing
    Upgrade and migration
    Reporting and Analytics
    SAP platforming
    And much more…
    Targeted at Solution Architects
    There is a WW shortage of partners capable of delivering Quickstarts
    Quickstart lead-referral program coming in September
    Significantly higher win rate after Quickstart is delivered
  • Application Platform University
    Review and Questions
  • Application Platform University
    Please Complete Your
    Feedback Forms
    Close
  • © 2009 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.