Ireland Apo University Fy 10 Tibbs Slideshare

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  • 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. <Slide Build – SQL Server 2008 R2>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

    1. 1. Microsoft Application Platform<br />Application Platform University<br />Tibbs Pereira<br />Microsoft Western Europe<br />tibbs_pereira@quanteira.com<br />Dublin, 14th January 2010<br />
    2. 2. AGENDA<br />
    3. 3. Top 3 Objectives Today<br />Objective #1: Articulate what Microsoft Application Platform is, as a strategic selling framework<br />Objective #2: Aligning partner readiness and capacity with Microsoft business priorities<br />Objective #3: Why and how to partner with Microsoft as a strategic growth driver<br />
    4. 4. Application Platform University<br />Overall Plan:<br />What is the Application Platform and why is it important to YOU?<br />SQL Server<br />Key workloads: BI<br />Selling Advanced SQL Server solutions (based on SQL Server Enterprise Edition)<br />How Do We Compete Most Effectively in the marketplace against the likes of Oracle and IBM?<br />Application Integration<br />HOW WILL ALL THIS HELP YOU TO<br />SELL MORE AND BECOME <br />MORE PROFITABLE?<br />
    5. 5. The Business Imperatives Each Imperative will Require Capabilities<br />
    6. 6. Today&apos;s IT Landscape: The Applications Are Here To Stay<br />Procurement:<br />Deployment:<br /><ul><li>On-Premises
    7. 7. Off-Premises/Hosted
    8. 8. SaaS/Cloud
    9. 9. Hybrid
    10. 10. Build
    11. 11. Buy (off the shelf)
    12. 12. Buy and Customize</li></ul>Other<br />Partners &<br />Customers<br />SQL Server<br />Windows<br />Oracle<br />Solaris<br />SQL Server<br />Windows<br />Oracle DB<br />Unix<br />DB2<br />Z/OS<br />Sales forecasts and reports<br />New product idea portal<br />New Regulatory compliance portal<br />Supply chain integration<br />Financial reporting<br />Sales force automation<br />Operations<br />New product portfolio analysis<br />Compliance reports<br />Trading partner portal<br />Customer service<br />Existing<br />Applications<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />Infrastructure<br />
    13. 13. Business Processes Require Multiple ApplicationsCustomer service<br />Supply Chain Mgmt<br />Customer Information<br />Product Life-Cycle Mgmt<br />Other<br />Partners &<br />Customers<br />ExistingBusinessApplications<br />Desktop interface<br />Web & desktop interface<br />“Green screen” interface<br />Custom proprietary application<br />Flat file data store<br />EDI<br />SQL<br />Windows<br />Oracle<br />Solaris<br />MS SQL<br />Windows<br />Oracle DB<br />Unix<br />DB2<br />Z/OS<br />???<br />???<br />Client application<br />Web server<br />MySQL & Linux<br />Application DB<br />Jack in Customer Service needs:<br />Tools to make customer service decisions:<br /><ul><li>Customer data
    14. 14. Order history
    15. 15. Product & inventory information
    16. 16. Account information</li></ul>Custom integrationwith LOB<br />Custom API<br />Enterprise<br />Applications<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />???<br />Infrastructure<br />
    17. 17. Unified Application PlatformAn integrated, unified platformfor multiple applications <br />Payment Services<br />Customer Information<br />Records Management<br />Unified Application Platform<br />ExistingBusinessApplications<br />Services for improving the usability of applications with the goal of increasing user productivity and satisfaction.<br />Desktop interface<br />Web & desktop interface<br />“Green screen” interface<br />Custom proprietary application<br />Flat file data store<br />EDI<br />Application life-cycle management including development tools, processes, and services for the team-based design, development, and management of applications.<br />Client application<br />Web server<br />MySQL & Linux<br />Business intelligence and data management services for analyzing, reporting, and sharing information with familiar, easy-to-use tools.<br />Application DB<br />Custom integrationwith LOB<br />Custom API<br />Business process management services for connecting and orchestrating processes and integrating systems.<br />Enterprise<br />Applications<br />Other<br />Partners &<br />Customers<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />???<br />Optimized Infrastructure<br />
    18. 18. Why Platforms?Multiple business imperatives have similar IT requirements<br />Business<br />Users<br />Unified Application Platform<br />Role-Centric Applications<br />New product idea portal<br />Regulatory compliance portal<br />Supply chain integration<br />Sales forecasts and reports<br />Financial reporting<br />Compliance reports<br />Trading partner portal<br />Operations<br />Sales force automation<br />New product portfolio analysis<br />Customer service<br />IT Manager<br />IT Manager<br />Enterprise<br />Applications<br />Other<br />Partners &<br />Customers<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />???<br />Optimized Infrastructure<br />
    19. 19. The Shift Toward Application Platforms<br />Don’t know 0.5%<br /><ul><li>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?</li></ul>Yes, but no<br />plan is in<br />place 35%<br />No 24%<br />Organizations are converging what were once disparate, standalone applications and systems into an integrated, unified application platform.<br />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. <br />Yes, it’s currently under way 41%<br />Forrester Research 2007<br />“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<br />
    20. 20. Business<br />Users<br />The Microsoft Platform ApproachMaking dynamic IT a reality<br />Familiar and Intuitive User Interface<br />Off Premise<br />On Premise<br />Integrated Platform for Multiple Applications<br />Enterprise Applications<br />Optimized Infrastructure<br />Other<br />Partners &<br />Customers<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />???<br />
    21. 21. The Microsoft Application PlatformAn integrated, unified platform for multiple applications <br />Information Analysis<br />Information Reporting<br />Performance Management<br />Rich Media Web<br />Standard Web<br />Social Computing<br />Should this be<br />updated to include<br />UC and ECM?<br />Interoperability Buses<br />Service Enablement<br />Composite Applications<br />Other<br />Partners &<br />Customers<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />???<br />Enterprise Applications<br />
    22. 22. The Microsoft Application PlatformAn integrated, unified platform.<br />
    23. 23. Operations Benefits<br />Benefits of the Microsoft Platform<br />Innovation Benefits<br /><ul><li>High performance, scalability, and reliability
    24. 24. Solutions have common management skills and tools
    25. 25. Technology investments work well with each other
    26. 26. Consistent security standards for increased compliance
    27. 27. Better time to value
    28. 28. Help organizations respond quickly to change with a flexible system
    29. 29. Differentiate your solutions through user-focused experiences
    30. 30. The largest partner ecosystem for both packaged and custom-developed applications</li></ul>Unified Application Platform<br />
    31. 31. Microsoft Platform Momentum<br />
    32. 32. Microsoft Leadership<br />Gartner Magic Quadrant for Enterprise Application Servers, 2Q08<br />Microsoft<br />“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.<br />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.”<br />
    33. 33. The Application Platform: Strategic Selling Methodology End to End : From Imperatives to Solutions & Products<br />Horizontals <br />& Verticals<br />(The Where)<br />Pains &<br />Imperatives<br />(The What)<br />Solutions <br />& Products<br />(Building Blocks)<br />Capabilities<br />(The How)<br />App Plat for Public Service & Administration<br />Web<br />App Plat for Banking<br /> Parallel Data Warehouse<br />Business Intelligence<br />Geospatial Business Intelligence<br />Business Applications<br />ALM in Telco’s<br />ALM<br />Integration & Interoperability for Healthcare<br />
    34. 34. What is the new Application Platform Optimization (APO) Model?<br />APO is a process designed to enhance the ability to build meaningful relationships with customers and to identify opportunities for engagement. <br />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.<br />
    35. 35. Key Tenets of the New APO<br />Voice of the Customer<br />Intentional Discovery<br />Application Focus<br />Listen First<br />Industry Point-of-View<br />
    36. 36. Platform Selling Component Overview<br />
    37. 37. Application Platform Technologies<br /> User Applications<br />Flexible <br />Applications<br />Design and Development Tools<br />Optimized <br />Infrastructure<br />DELIVERED ON-PREMISES OR AS A SERVICE<br />
    38. 38. FY10 – A Major Launch Year for Servers and Tools<br /> + Project Codenamed “Madison”<br />Q3 <br />Q4 <br />Q2<br />Q1 <br />FY10<br />
    39. 39. Enrollment for Application Platform Customer Benefits<br />Standardization made affordable<br />Low upfront costs so that you can take advantage of the latest product innovations<br />Savings on new deployments of up to 40% on license costs<br />Rapidly adopt the latest technology<br />Helps increase IT productivity with Unlimited Problem Resolution Support for eligible customers<br />Unlimited deployment rights for the Application Platform products across your entire organization<br />Flexible purchasing model<br />Licensing models that meet your customer’s purchasing needs<br />Predictable costs with fixed payments for life of the term with the 3-Year True up model<br />
    40. 40. Enrollment for Application Platform Requirements<br />Sign an Enterprise Agreement—although customers do not need an Enterprise Enrollment for Desktop to qualify<br />100% Software Assurance coverage on initial footprint<br />Minimum initial purchase for each product <br />* For the 3-Year True Up model with a mixed environment, requirements differ<br />
    41. 41. Microsoft Application Platform<br />Customer Pains & Imperatives<br />
    42. 42. Economic Downturn - Situation AnalysisCompanies are…<br />But…<br />Reducing Capital Investments<br />Looking to Increase Productivity<br /><ul><li>Businesses are NOT slashing IT spending in a knee-jerk response
    43. 43. They are looking to IT for help
    44. 44. Raise Enterprise Effectiveness
    45. 45. Restructure for Productivity and Agility
    46. 46. Modernize Infrastructure
    47. 47. Manage Change</li></ul>Reducing Operating Costs<br />Restructuring<br />Introducing New Products/Services to Gain Market Share<br />Meeting the Challenge: The 2009 CIO Agenda – Gartner Research<br />
    48. 48. Business and IT Imperatives<br />2008<br />2007<br />2006<br />1<br />1<br />1<br />2<br />2<br />5<br />*<br />4<br />6<br />3<br />3<br />2<br />6<br />7<br />8<br />9<br />10<br />3<br />*<br />*<br />9<br />*<br />*<br />12<br />*<br />*<br />7<br />*<br />9<br />4<br />Microsoft Confidential<br />Meeting the Challenge: The 2009 CIO Agenda – Gartner Research<br />2009<br />Tough economic times and growing competition are putting pressure on the business<br />IT has to find ways to optimize and maximize value out of existing and new investments<br />1<br />2<br />3<br />4<br />5<br />6<br />7<br />8<br />9<br />10<br />
    49. 49. 1. Business Intelligence ImperativesHow can I…<br />
    50. 50. Technology Focus<br />Information Focus<br />2. With Web Evolution …<br />Web Presence<br />90’s<br />E-Commerce<br />Early 00’s<br />Interactive<br />Yesterday<br />Personal<br />Today<br />
    51. 51. Web ImperativesSolutions that fit CHANGING needs<br />1. Build<br /><ul><li>Develop from scratch
    52. 52. Use latest development technologies</li></ul>2. Extend<br /><ul><li>Enhance existing web with new capabilities
    53. 53. Integrate with Line of business Applications</li></ul>3. Customize<br /><ul><li>Adopt content management solution
    54. 54. Customize to fit business requirements</li></ul>4. Outsource<br /><ul><li>Find partners for Web development
    55. 55. Find hosting solutions</li></li></ul><li>Secure and reliable<br />3. Business Applications<br />Cost effective<br />What differentiates Business application is being…<br />Other<br />Partners &<br />Customers<br />SQL Server<br />Windows<br />Oracle<br />Solaris<br />SQL Server<br />Windows<br />Oracle DB Unix<br />DB2 Z/OS<br />Integrated and connected<br />Pervasive<br />Business Savvy<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />
    56. 56. 4. Application Lifecycle ManagementPains & Imperatives<br />Business<br />IT Services<br />Managing complexity<br />Poor communication<br />Lack of visibility<br />Unpredictable delivery<br />No business alignment<br />Maintaining legacy systems<br />Compliance<br />Competition<br />Business agility<br />Security<br />Reducing costs<br />Technology change<br />
    57. 57. Application Life-Cycle ManagementImprove development efficiency and quality<br />Optimize your application development processes<br />Connect Development, IT operations, the PMO and the business<br />Improve developer and team productivity<br />Enable faster time-to-solution<br />
    58. 58. AGENDA<br />
    59. 59. Microsoft Application Platform<br />Trends & <br />Partner Opportunities<br />
    60. 60. The Business Application OpportunityYour Key Takeaways<br />Business Applications are important to clients and they are your “keys to the vault” – they represent core business processes and execution<br />Applications that run internal business operations<br />Applications that connects with suppliers and customers<br />Applications that dictates strong services revenue potential <br />Clients view these business application as high value investmentsand are defined by:<br />Acquiring new packaged applications (Platform)<br />Developing novel applications (custom)<br />70% of IT resourcesare supporting business applications <br />Source: Forrester Research, Inc.<br />
    61. 61. Global Business Application MarketApplication related spending is growing even in a shrinking economy<br />$B USD<br />
    62. 62. Tier 1 Business ApplicationsSimply, applications that an Organization cannot do Business without...<br />Sample Fill<br />Creates Market Differentiation<br />Industry<br />Specific<br />Applications<br />Enforces Business Logic & Rules<br /> - Operationally<br />Necessary<br />Horizontal Business Applications<br />Improves Business Productivity & Efficiency<br />Retail<br />Banking and financial services<br />Communications<br />Utilities<br />Public Sector<br />Manufacturing<br />Healthcare and Life Sciences<br />Customer relationship management (CRM)<br />Enterprise performance management (EPM)<br />Enterprise resource planning (ERP)<br />Product lifecycle management (PLM)<br />Spans Departments - Core to the Business<br />
    63. 63. How to Identify Services Opportunities with Business Applications and Platform?<br /><ul><li>Custom Development
    64. 64. Integration
    65. 65. Platform</li></li></ul><li>PlatformRecognising the Opportunity Enterprise Business Application Replacement or Refresh <br />Look Out for Milestone Events<br />Often occurs every 3 or 5 years<br />Pseudonyms<br />Products – Windows Server, SQL Server, BizTalk, Dynamics<br />Partners – SAP, Temenous, Dassault, GE Healthcare, Epicor, ADP, Fiserv, Aspen Technology<br />
    66. 66. Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity<br />Current EnvironmentShapes Customer Demand<br />Platform StrategyDelivering Customer Value<br />Licensing offer in tune with world economy<br />Data Platform market leadership<br />Taking market share from our major competitors<br />Market pressure for cost reduction and improved effectiveness <br />Optimization and consolidation<br />Application and infrastructure agility<br />Business / IT strategy alignment<br />Better Microsoft + Partner selling<br />Rebooted APO marketing strategy<br />Deep sales and technical readiness<br />High profile FY10 launches<br />9:8 : 1 – Partner to Microsoft Revenue<br />Average deal $610K – EPG deal $919K <br />Average margin to partner is 27% <br />Average time to close is 29 days<br />WE NEED PARTNER CAPACITY<br />Redoubled Alignment and Investment in Partner GTM<br />Opportunity Economics Are Excellent… Now<br />
    67. 67. Have Confidence: YOU CAN WINBoth analysts and customers believe in the Microsoft platform<br />Over 6 million developers worldwide target the .NET platform<br />&gt;50% of the Fortune 1000 currently using ASP or ASP.NET to power mission-critical Web apps<br />Unit leader in database market<br />3 million downloads<br />Fewest vulnerabilities of any enterprise database 1<br />Penetration approaching 50% in some countries<br />Over 30% of PCs and Macs worldwide have Silverlight installed<br />Best IDE, Technology of the Year Awards - InfoWorld<br />Gartner MQ Leader <br />Fastest to 1M users vs. Oracle and SAP<br />xRM platform agility<br />Already being used by 90% of the Global 1000 companies<br />Gartner Leaders Quadrant – Search, ECM, BI, Portal…<br />Millions of seats deployed worldwide<br />Source: NIST National Vulnerability Database<br />
    68. 68. Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity<br />Partner Revenue Opportunity<br />20<br />15<br />10<br />Revenue (B USD)<br />5<br />0<br />Platform<br />Data Warehouse<br />FY12<br />Custom Data Applications<br />FY10<br />Reporting & Analysis<br />9:8 : 1 – Partner to Microsoft Revenue<br />Average deal $610K – EPG deal $919K <br />Average margin to partner is 27% <br />Average time to close is 29 days<br />Opportunity Economics Are Excellent… Now<br />30<br />Resources (‘000s)<br />Platform<br />Data Warehouse<br />0<br />Custom Data Applications<br />Reporting and Analysis<br />Partner Resource Capacity FY10<br />Source: Microsoft Internal Research (SCOPE)<br />
    69. 69. Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity<br />Partner Revenue Opportunity<br />20<br />15<br />150<br />10<br />Revenue (B USD)<br />5<br />120<br />0<br />Platform<br />Data Warehouse<br />FY12<br />Custom Data Applications<br />90<br />FY10<br />Reporting and Analysis<br />9.8 : 1 – Partner to Microsoft Revenue<br />Average deal $610K – EPG deal $919K <br />Average margin to partner is 27% <br />Average time to close is 29 days<br />60<br />Opportunity Economics Are Excellent… Now<br />30<br />Resources (‘000s)<br />Platform<br />Data Warehouse<br />0<br />Custom Data Applications<br />Reporting and Analysis<br />Partner Resource Requirements FY10<br />Source: Microsoft Internal Research (SCOPE)<br />
    70. 70. Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity<br />Partner Revenue Opportunity<br />180<br />20<br />15<br />150<br />10<br />Revenue (B USD)<br />5<br />120<br />0<br />Platform<br />Data Warehouse<br />FY12<br />Custom Data Applications<br />90<br />FY10<br />Reporting and Analysis<br />9.8 : 1 – Partner to Microsoft Revenue<br />Average deal $610K – EPG deal $919K <br />Average margin to partner is 27% <br />Average time to close is 29 days<br />60<br />Opportunity Economics Are Excellent… Now<br />30<br />Resources (‘000s)<br />Platform<br />Data Warehouse<br />0<br />Custom Data Applications<br />Reporting and Analysis<br />Partner Resource Requirements FY12<br />Source: Microsoft Internal Research (SCOPE)<br />
    71. 71. In Summary<br />Evolution of the App Plat concept and workloads<br />New products<br />Tremendous services revenue upside<br />Shortage of partner capacity<br />GREAT TIME TO PARTNER WITH MICROSOFT on App Plat!<br />
    72. 72.
    73. 73. AGENDA<br />
    74. 74. Microsoft Application Platform<br />Business Intelligence<br />
    75. 75. Microsoft Application Platform<br />Geospatial Business Intelligence<br />
    76. 76. Why is Business Intelligence (BI) important?<br />
    77. 77. Market Trends & Business DriversTop Executive Priorities<br /> 1<br /> 2<br /> 3<br /> 4<br /> 5<br /> 6<br /> 7<br /> 8<br /> 9<br /> 10<br /> 1<br /> 2<br /> 3<br /> 4<br /> 5<br /> 6<br /> 7<br /> 8<br /> 9<br /> 10<br />Top 10 TechnologyPriorities<br />Top 10 Business Priorities<br />Business Intelligence<br />Business process improvement<br />Enterprise Applications(ERP, CRM, and others)<br />Reducing enterprise costs<br />Servers and storage technologies(virtualization)<br />Improving enterprise workforceeffectiveness<br />Legacy application modernization<br />Attracting and retaining new customers<br />Collaboration technologies<br />Increasing the use of information<br />and analytics<br />Networking, voice & data communications<br />Creating new products or services<br />(innovation)<br />Technical infrastructure<br />Targeting customers and markets<br />more effectively<br />Security technologies<br />Managing change initiatives<br />Service-oriented applicationsand architecture<br />Expanding current customer <br />relationships<br />Document management<br />Expanding into new markets<br />and geographies<br />Source: Gartner EXP (January 2009)<br />
    78. 78. Capabilities<br />What is happening?<br />Scorecards &<br /> Dashboards<br />What happened?<br />Reporting<br />What will happen?<br />Forecasting<br />Why did it happen?<br />Analytics<br />What do we want to happen?<br />Planning, Budgeting, Consolidation<br />
    79. 79. What is Business Intelligence?<br />
    80. 80. Today&apos;s BI Reality for Most Organizations<br />DifficultTo Use<br />“Foreign” tools inhibit adoption and use<br />Functionality split across multiple tools<br />Fragmented<br />Rigid and unable to change with the business<br />Inflexible<br />Narrowly deployed without a complete view<br />Departmental<br />Too costly for broad deployment<br />Costly<br />
    81. 81. 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<br />The emerging battlefield looks like this…(BI is not about BI anymore)<br />Market Dynamics:Consolidation to Enterprise Players<br />
    82. 82. Microsoft BI Vision & StrategyDemocratizing Business Intelligence<br />Improving organizations by providing business insights to all employees leading to better, faster, more relevant decisions<br /><ul><li>Delivered through a familiar environment
    83. 83. Integrated into business productivity infrastructure
    84. 84. Built on a trusted and extensible platform</li></li></ul><li>Secured, Well-Managed Infrastructure<br />Business Productivity InfrastructureStreamline the way people do business <br />UnifiedCommunications<br />Collaboration<br />Unified Communications And Collaboration<br />Business Intelligence<br />Enterprise Content Management<br />BusinessIntelligence<br />Enterprise ContentManagement<br />WebsiteAndSecurityFramework<br />Website and Security Framework<br />BusinessDataCatalog<br />OpenXML FileFormats<br />Business Data Catalog<br />Open XML File Formats<br />ExtensibleUI<br />Extensible UI<br />Search<br />Workflow<br />Workflow<br />Search<br />Secured, Well-Managed Infrastructure<br />
    85. 85. Microsoft Business Intelligence<br />Investment Strategy<br />Low Total Cost of Ownership<br />Leverage your existing Infrastructure<br />
    86. 86. Business User Experience<br />Microsoft Business IntelligenceGet more out of products you already own <br />Familiar User Experience <br />Self-Service access & insight<br />Data exploration & analysis<br />Predictive analysis<br />Data visualization<br />Contextual visualization<br />Business Collaboration Platform<br />Dashboards & Scorecards<br />Excel Services<br />Web based forms & workflow<br />Collaboration<br />Search<br />Content Management<br />LOB data integration<br />Business Collaboration Platform<br />Data Infrastructure and BI Platform<br />Analysis Services<br />Reporting Services<br />Integration Services<br />Master Data Services<br />Data Mining<br />Data Warehousing<br />Data Infrastructure & BI Platform<br />
    87. 87. The Microsoft BI Platform End-To-End Solution<br />DELIVERY<br />END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS<br />BI PLATFORM (RDBMS, ETL, OLAP, Reporting)<br />Mainframe/ Departmental Systems <br />
    88. 88. The Microsoft BI Platform End-To-End Solution<br />DELIVERY<br />END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS<br />BI PLATFORM (RDBMS, ETL, OLAP, Reporting)<br />Focus on<br />Mainframe/ Departmental Systems <br />
    89. 89. SQL Server has 4 INDEPENDENT components<br />
    90. 90. Reporting Services Video<br />
    91. 91. Enriched Visualization<br />Gauge Examples<br />
    92. 92. The Microsoft BI Platform End-To-End Solution<br />DELIVERY<br />Focus on<br />END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS<br />BI PLATFORM (RDBMS, ETL, OLAP, Reporting)<br />Mainframe/ Departmental Systems <br />
    93. 93. PerformancePoint Server Roadmap<br />Today<br />H1 CY10<br />Q4 CY09<br />SharePoint 2010PerformancePointServices<br />Monitoring<br />Monitoring<br />Analytics<br />Analytics<br />support through 2017<br />Planning<br />PPSService Pack 3<br />
    94. 94. Empower Your People with Business Insights…through self-service access to the data they need<br />Analyze data with Excel<br />Explore data in SharePoint<br />Build reports with Report Builder<br />
    95. 95. Improve Organizational Effectiveness…with Dashboards that enhance productivity<br />Integrated Web parts:<br /><ul><li>Reports
    96. 96. Excel
    97. 97. Visio
    98. 98. Charts
    99. 99. Maps
    100. 100. Filters
    101. 101. KPI’s
    102. 102. Analytics</li></li></ul><li>& SQL Server 2008 R2 Parallel Data Warehouse<br />Scale with Confidence<br />Empower <br />End Users<br />Improve <br />IT Efficiency<br />Parallel Data Warehouse<br /><ul><li> App deployment meta-data
    103. 103. Multi-server management
    104. 104. Master Data Services
    105. 105. Complex Event Processing
    106. 106. Support for up to 256 cores
    107. 107. MPP Support for 100TB+ DW(Massively Parallel Processing)
    108. 108. Appliance-like DW on industry standard HW
    109. 109. Hub & Spoke Architecture
    110. 110. Multi-Temperature
    111. 111. Excel based In-mem Analytics
    112. 112. Self Service Reporting
    113. 113. Re-usable report parts
    114. 114. End user app. management
    115. 115. SharePoint Publishing & Hosting</li></li></ul><li>Empower End Users<br />Lower cost by reducing IT backlog & dependency<br />
    116. 116. Managed Self Service BI<br />SQL Server 2008 R2 PowerPivot <br />
    117. 117. PowerPivot - Managed Self Service BI<br />Bridges the needs of the end user and IT audiences<br /><ul><li>Find & Re-use
    118. 118. Model & Author
    119. 119. Personalize
    120. 120. Share
    121. 121. Analyze
    122. 122. Monitor
    123. 123. Provision
    124. 124. Administer
    125. 125. Secure
    126. 126. Track data</li></ul>User created BI solutions<br />Author<br />Monitor<br />Users <br />I.T.<br />Manage<br />Publish<br />... use familiar & intuitive tools without requesting support<br />… manage hardware usage and provision resources<br />
    127. 127. PowerPivot Video<br />
    128. 128. Leaders Quadrant for Gartner BI Platform<br />“Microsoft offers the<br />best BI software quality of all the megavendors”<br />“Pricing of its BI products makes them an economically attractive offering<br />that will be considered by many organizations”<br />
    129. 129. Case StudyDriving Business Performanceand Lowering Cost with Microsoft BI <br />TDC (www.tdc.com) is the leading provider of communication solutions in Denmark and a <br />strong player in the Nordic business market with more than 15.5 million customer relations<br />
    130. 130. BI – Target Customer Profiles<br />Actively evaluating BI solutions<br />Has large amounts of data in disparate systems<br />Recognizes the difficulty end-users are having in gathering the information they need to make timely/accurate business decisions<br />IT looking to offload the burden of generating ad-hoc reportsfortheirend-users<br />Significantinvestment in Microsoft technologies(SharePoint®, SQL Server®, Office®) and expertise<br />
    131. 131. Success Factors<br />Get proper sponsorship and resources for the project (nothing new)<br />Create the right metrics and standardise their definitions<br />Design a compelling user GUI<br />Plan ahead to ensure user adoption and be prepared to drive organisational change<br />
    132. 132. BI Scenarios in Economic Downturn<br />
    133. 133. Differentiate Your BI Offering?<br />
    134. 134. Drive Value Through Technical Differentiation<br />
    135. 135. Close The Gap Throttling BI Adoption<br />Information Management Project Team <br />The<br />“Business”<br />The<br />“Technology”<br />Project Manager<br />Technical Staff<br />Solution Designer<br />Analyst<br />Technical Architect<br />Technical Staff<br />Technical Staff<br />Technical Staff<br />the gap<br />Business Value Planning Services (BVPS)<br />http://microsoftbvps.com <br />
    136. 136. www.microsoft.com/bi<br />
    137. 137. AGENDA<br />
    138. 138. Microsoft Application Platform<br />Grow Your Business - Win the Platform Against Oracle<br />
    139. 139. Microsoft Application Platform SWOT <br />Weaknesses<br /><ul><li>Brand perception
    140. 140. Not a dominant player in the enterprise business apps business: ERP, CRM, industry & LOB
    141. 141. Lack of vertical selling capacity</li></ul>Strengths<br /><ul><li>Strong customer value prop in a tough economy
    142. 142. Widely-adopted platform: Windows, Office, SQL Server
    143. 143. Strong integration between platform and apps
    144. 144. User familiarity
    145. 145. Strong ecosystem</li></ul>Opportunities<br /><ul><li>Global recession
    146. 146. Business intelligence as a key IT and business priorities
    147. 147. Cloud computing – integrated on-/off-premise offering
    148. 148. Availabilities of strong lineup of products
    149. 149. Industry consolidation </li></ul>Threats<br /><ul><li>Competition: Oracle & IBM both with strong end-to-end solutions
    150. 150. Price erosion in server hardware
    151. 151. Industry consolidation </li></li></ul><li>Critical Security Vulnerabilities<br /># of CVE <br />Source: NIST National Vulnerability Database<br />Notes: Updated as of 10/18/2007.<br />Vulnerabilities are included for SQL Server 2000 , SQL Server 2005 . Oracle (8i, 9i, 9iR2, 10g, 10gR2)<br />Query for Oracle was run with vendor name: ‘Oracle’ , and product name: ‘any’ (all database product name variations were queried) .<br />Query for Microsoft was run with vendor name: ‘Microsoft ‘ ; product name: ‘Microsoft SQL Server’; version name: ’Any’<br />
    152. 152. Oracle outcharges Microsoft in RDBMSMicrosoft outgrows Oracle in RDBMS.<br />$M<br />Oracle<br /><ul><li>CY08 revenue share: 43%
    153. 153. FY08 unit share: 12%
    154. 154. YoY Growth: 9%
    155. 155. YoY Share Shift: -0.6% </li></ul>Microsoft<br /><ul><li>CY08 revenue share: 20%
    156. 156. FY08 unit share: 33%
    157. 157. YoY Growth: 15%
    158. 158. YoY Share Shift: </li></ul>+0.7%<br />Source: IDC analysis, CY2008 <br />
    159. 159. ORACLE’S BUSINESS MODELOracle is still DB-centric - they yield $4 where MSFT make $1<br />MSFT leads in unit share …<br />… but lags in revenue share<br /><ul><li>Database driving 2/3 of ORCL Operating income
    160. 160. ORCL’s reaps ~3.9x revenue per Database unit as MSFT
    161. 161. Large Tier 1 Installations with Higher Enterprise Edition Mix
    162. 162. Up selling of Database Options (~25% of new DB Rev)
    163. 163. 95%+ Annuity/ Maintenance attach</li></ul>Unit share DB , FY2008<br />Rev Share DB, FY 2008)<br />33%<br />38%<br />1.4x<br />0.4x<br />27%<br />12%<br />ORCL<br />MSFT<br />MSFT<br />ORCL<br />89<br />Source: Team analysis, ORCL 10k and other financial statements; IDC unit & revenue reports<br />
    164. 164. Oracle continues to add application shares through ISV acquisitions.<br />12%<br />3%<br />8%<br />3%<br />4%<br />6%<br />3%<br />2%<br />Source: IDC data, Microsoft analysis<br />
    165. 165. While Oracle competes with partners… <br />ORACLE : “Do It Ourselves” <br /><ul><li>Direct sales culture intensifies channel conflicts</li></ul>Exclude partners from participating in maintenance & support business<br />More vertical stack integrationreduce partner revenue streams<br />Decreasing new business dries service pipeline <br />Deeper discounts on licenses erodes partner margin<br />
    166. 166. ... Their Customers are Unhappy...<br />“Oracle’s decision to raise list price by 15% to 20% is cause for concern for both existing and prospective customers”<br />“Unlike price increase for food, fuel and many other commodities, the changes in software don&apos;t stem from a shortage of supply or a rise in demand. They are attempts by software makers to increase their bottom lines”<br />“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. “<br /><ul><li>Oracle raised prices by 15%
    167. 167. Don’t get locked into paying more
    168. 168. Oracle receives negative news
    169. 169. Microsoft TCO advantage recognized
    170. 170. Time to learn about SQL Server</li></ul>Duncan Jones, Forrester Research<br />Eliot Colon, President, Miro Consulting<br />Ben Worthen, Wall Street Journal<br />“How does Oracle get away with higher prices during a recessionary period?. Because its customers are locked in by the proprietary model…” <br />“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” <br />“Oracle can afford to hike prices like this because people can’t change their database vendor overnight”<br />ZDNet<br />Tony Lock, Freeform Dynamics<br />CIO<br />Click to open the IDC report <br />Click to open Larry Ellison’s transcript  <br />
    171. 171. Growth Opportunities are Abundant.<br />New Installations<br />Win BI<br />Win ERP / CRM<br />Win custom app platform<br />Replace ORCL 10g underneath SAP <br />Replace ORCL 10g under ISV or custom apps<br />Replace JD Edwards with Dynamics NAV<br />Surround Siebel Application with SharePoint<br />Surround JD Edwards with SQL Server SPS Reporting & Analytics<br />Win new projects/ workloads<br />Grow share vs. Oracle<br />Oracle Installed Base<br />Replace ORCLInstalled base<br />Upgrade Microsoft IB<br />Surround ORCL Installed Base<br />
    172. 172. SQL Server Migration is your growth driver. <br />Scenario<br />Opportunity<br />Customer References<br />“ The savings from moving from Oracle to SQL Server were so significant ($500K a year) that at first the numbers weren’t believed”<br />Migration to a lower cost, higher value platform<br />More than ever, customers are looking to save cost by migrating to a less expensive platform<br />Cost-drivenreplatforming<br />“ Over the years we added new and disparate applications. This was hard to maintain”<br />Migration to reduce the number of vendors and standardize skills<br />Platform standardization<br />Organizations are looking for ways to reduce TCO and IT complexity <br />“Our customers wanted the kind of support available from more established companies.”<br />Migration to a vendor that meets end-to-end business needs<br />Vendor satisfaction<br />Pricing and behavior by vendors have created dissatisfaction in the market<br />
    173. 173. The Bottom Line – Why Partnering With Microsoft (vs. Oracle)<br />Microsoft is all about partners – our business model relies heavily on partners <br />We are unlike IBM (large services force) nor Oracle (large pool of business apps through acquisition)<br />Tremendous customer value proposition – lower TCO and higher ROI, faster time to market<br />In global economic crisis, our value prop is even more compelling and attractive to customers, as many of them have migrated to our platform<br />Microsoft helps you make more money – better partner economics<br />$9.8 to $1 in Services to Software ratio<br />$600K – 900K in average deal size , 27% average in margin<br />
    174. 174. Call to Action<br />Learn and deliver APO message and the Oracle vs. Microsoft TCO story<br />Formalize Solution Area Selling and workload competencies by formalizing the PSP with your PAMs<br />Discuss a Oracle compete design win metric with your PAMs during the PBP process<br />Drive SQL Server Upgrades / migrations and BI projects<br />Engage with LARs and Microsoft Licensing Specialist to drive APA in Net New EA, EA Renewals and licensing optimization discussions<br />Launch SQL 2008 R2 campaign to generate upgrade and migration leads<br />Build Oracle Migration practice to grow your Microsoft platform business<br />Discuss a possible Virtual App Plat TS Program pilot with your PAM and PTA<br />Leverage http://www.partnersalesresources.com<br />
    175. 175. Resources<br />Oracle Compete Playbook<br />LAMP Compete Playbook<br />Partner Sales Resources<br />Demo Showcase on the Windows Azure Platform<br />BI Partner Profitability Tool<br />Channel Builder<br />
    176. 176. Q&A<br />© 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.<br />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.<br />
    177. 177. Microsoft Application Platform<br />Selling SQL Server Advanced Solutions – SQL Server Enterprise Edition Partner Opportunities<br />tibbs.pereira@quanteira.com<br />
    178. 178. AGENDA<br />
    179. 179. Evolution of SQL Server<br />2008<br />2005<br />Services<br />2000<br />Reporting<br />Integration<br />7.0Ease of use<br />Lower TCO<br />Trusted<br />Analysis<br />Synch<br />Entity Data Model<br />Query<br />Search<br />Any Data, Any Place<br />Easy to Use<br />FILE<br />Enterprise Ready<br />RDBMS<br />OLAP<br />XML<br />Mobile and<br />Desktop<br />Beyond Relational<br />Server<br />Cloud<br />
    180. 180. Mission-Critical Applications<br />Scalable<br />Available<br />Secure<br />Optimize performance<br />Manage mixed workloads<br />Scale performance<br />Ensure system availability<br />Minimize planned downtime<br />Concurrent data access<br />Secure data access<br />Protect your system<br />Simplify compliance<br />Trusted Data Platform<br />
    181. 181. Proven Data and BI Platform<br />Over 7 Million Downloads of SQL Server 2008<br />Over 30,000 partners are offering solutions<br /> In Leaders Quadrant in Gartner Magic Quadrants for DW & BI*<br /> Leading Performance Benchmarks: TPC-H, TPC-E, & Applications <br /> SQL Server is the Fastest Growing Relational Database WW+<br /> SQL Server has the Fewest Vulnerabilities of Any Enterprise DB#<br />*Source: Gartner  Magic Quadrant for Business Intelligence Platforms, 2008 & Gartner Magic Quadrant for Data Warehouse DBMS, 2007<br />+Source: “Worldwide Relational Database Management Systems 2007 Vendor Shares,” Carl W. Olofson, IDC, June 2008<br />#Source: NIST National Vulnerability Database<br />
    182. 182. Enterprise v Standard Edition<br />
    183. 183. SQL Server 2008 R2What’s New?<br />
    184. 184. Complete Information Platform<br />Managed Self-Service BI<br />Multi-Server Management<br />Virtualization & Live Migration<br />Scalable relational database platform<br />Consistent, familiar model & tools<br />Self-managed, highly available cloud services<br />MPP support for 10s to 100s TB DW<br />Highly scalable appliances<br />Seamless integration with Microsoft BI <br />
    185. 185. Trusted, ScalablePlatform<br />IT & Developer Efficiency<br />Managed Self-Service BI<br /><ul><li>Self-service analytics
    186. 186. Self-service reporting
    187. 187. Streamlined collaboration &management
    188. 188. Multi-server management
    189. 189. Virtualization & Live Migration
    190. 190. Accelerated development & deployment
    191. 191. Enterprise-level security, scalability
    192. 192. High-scale, complex event processing
    193. 193. Data consistency across heterogeneous systems</li></ul>Comprehensive Platform for IT Value<br />Scalable relational database platform<br />Consistent, familiar model & toolsSelf-managed, highly available cloud service<br />MPP support for 10s-100s TB DW<br />Highly scalable appliances<br />Seamless BI Integration<br />
    194. 194. Managed Self-Service BI with PowerPivot<br />PowerPivot<br />for Excel <br />PowerPivot<br />for SharePoint<br />Analyzing Massive Data Volumes in Excel<br />With a few mouse clicks, a user can create and publish intuitive and interactive self-service analysis solutions.<br />
    195. 195. Multi-server Management<br />Today<br />Tomorrow<br />Control server sprawl with 1 to many management – setup is fast and easy<br />Manage capacity through policies – save time, optimize resources<br />Single unit of deployment – increase deployment and upgrade efficiency<br />
    196. 196. Increasing AvailabilityHyper-V with Live Migration<br />Virtual Machine <br />Virtual Machine <br />Configuration Data<br />Memory Content<br />Memory Sync<br />Cluster<br />Node 1<br />Cluster<br />Node 2<br />User<br />VHD<br />Network Storage <br />
    197. 197. Massive Scale at Low TCO<br />
    198. 198. Introducing Microsoft SQL Azure<br />Relational Database as a Service<br />Scalability<br />Developer Agility<br />Manageability<br />Easy provisioning and deployment<br />Auto High availability and fault tolerant<br />Self-managing and self-healing<br />Database as a utility with pay as you grow scaling<br />Rely on Business-ready SLAs<br />Enable multi-tenant solutions<br />Manage multiple servers<br />Build cloud-based database solutions on a familiar relational model<br />Build on existing developer skills and familiar Transact-SQL syntax<br />Explore new data application patterns<br />
    199. 199. SQL Server 2008 R2 Editions<br />Core<br />SKUs<br />$28.8k/Proc<br />$9.9K/Svr + $162/CAL<br />$7.5k/Proc<br />$1K/Svr + $162/CAL<br />$57.5k/Proc<br />Not offered via Server/CAL<br />Compact<br />Express<br />Workgroup<br />Developer<br />Parallel Data Warehouse<br />Standard<br />Enterprise<br />Datacenter<br />Web<br />Departmental, <br />Small/Med Scale<br />Mission Critical,<br />Large Scale<br />Client Embedded<br />Entry-Level, <br />Learning<br />Branch, <br />Small Scale<br />Mission Critical,<br />Highest Scale<br />Dev or Test<br />10s-100s of TB<br />Website & Web Apps<br />New <br />In R2<br />Specialized<br />SKUs<br />$57.5k/Proc<br />Not offered via Server/CAL<br />$3.5/Proc<br />$15/Proc/mo (SPLA)<br />Breadth<br />SKUs<br />$3.9k/Proc<br />$739/Svr+$142/CAL<br />FREE* or $50<br />FREE<br />FREE<br />Standard – 25% increase<br />Enterprise – 15% increase<br />*Free download with MSDN subscription<br /> All prices FPP<br />
    200. 200. Announcing SQL Server Datacenter<br />New edition for the datacenter <br /><ul><li>Highest levels of scalability for large application workloads
    201. 201. Aligns with Windows Server
    202. 202. Priced by processor, no additional costs for multi-core</li></ul>Key Capabilities<br />High-scale Multi-Instance Mgmt.<br />Central collection and reporting of database resource utilization for capacity planning<br />Scale-up across workloads <br />Supports largest SMP hardware <br />(up to 256 logical processors)<br />Unlimited Virtualization<br />Can be combined with multi-instance management benefits for server consolidation<br />High-Scale CEP Deployments w/StreamInsight<br />Financial Services, Web Analytics<br />
    203. 203. SQL Server 2008 R2 SKU Differentiation<br />What’s new, what’s different<br />
    204. 204. Licensing for PowerPivot<br />PowerPivot for SharePoint<br />PowerPivot for Excel<br /><ul><li>PowerPivot for SharePoint will require a SQL Server 2008 R2 Enterprise license (Server/CAL or per Processor) and SharePoint Server 2010 Enterprise CAL.
    205. 205. PowerPivot for Excel will be available as a web download (Add-in) for Excel 2010 users.</li></ul>www.powerpivot.com <br />
    206. 206. Customer Impact<br />
    207. 207. Continued Value Leader<br />2008 to R2<br />price<br />adjustment<br />
    208. 208. Summary of Changes<br />SQL Server 2008 R2 continues commitment to the enterprise with two new premium editions; Datacenter and Parallel Data Warehouse<br />SQL Server 2008 R2 drives value in Enterprise edition through new innovation and capabilities<br />SQL Server continues to be the TCO leader and the only vendor to not charge per core<br />
    209. 209. Why Buy SQL Server Today?<br />Edition<br />Value Tomorrow<br />Buy Today<br />Buy with SA<br />Value Tomorrow<br />Buy Today<br />
    210. 210. Summary<br />New information platform vision<br />Innovation coming in 2010<br />SQL Server 2008 R2<br />SQL Server 2008 R2 Parallel Data Warehouse<br />SQL Azure<br />Huge opportunity to shift perceptions<br />Mission critical<br />Managed self-service BI<br />Cloud computing<br />
    211. 211. What’s new in Enterprise<br /><ul><li>Comprehensive data platform with highest service levels for mission-critical workloads
    212. 212. Built-in security, availability, and scale
    213. 213. Coupled with robust business intelligence offerings</li></ul>New Features in R2<br />Top Features in 2008<br /><ul><li>Application and Multi-Server Management for up to 25 instances
    214. 214. PowerPivot for SharePoint
    215. 215. Analysis Services In-memory BI
    216. 216. Master Data Services
    217. 217. Data Compression with Unicode UCS-2 support
    218. 218. Resource Governor
    219. 219. Data Compression
    220. 220. Transparent Data Encryption
    221. 221. Database Mirroring Enhancements
    222. 222. Scale-out BI</li></li></ul><li>Reduce Storage Requirements<br />Data Compression<br />20% to 60% compression ratios*<br />Provides more room to store more data, which allows more instances to share disk resources<br />Allows greater density and lower cost per gigabyte for data storage<br />Reduced data size can increase performance<br />“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.”<br />— MazalTuchler, BI Manager, Clalit Health Services<br />Server<br />Consolidation<br />10010100101001010000111110110101001<br />10010100101001010000111110110101001<br />*Stated percentages are typical but not guaranteed<br />
    223. 223. Make Off-Site Backups Faster and Easier<br />Backup Compression<br />50%–90% compression*<br />Reduced data size can increase backup and restore speed, resulting in faster disaster recovery<br />Reliable high-speed backup media is expensive; compression allows greater density and lower cost per GB<br />Smaller backups can be taken off-site more easily to protect data<br />“We’re anticipating an 80-percent reduction in our backup file sizes using backup compression on SQL Server 2008.”<br />— Peter Hammond, President, CyberSavvy<br />Disaster Recovery<br />100101001010010100001111101101010010100110100101<br />100101001010010100001111101101010010100110100101<br />1100101001010010<br />*Stated percentages are typical but not guaranteed<br />
    224. 224. Keep Mission-Critical Applications Responsive<br />Resource Governor<br />Workloads can be prioritized to prevent runaway processes from monopolizing resources and interfering with mission-critical applications<br />Establish service-level agreements (SLAs) with customers for predictable response times<br />Users will have a consistent experience, which can result in fewer service calls about slow systems<br />“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.”<br />— Michael Steineke, Vice President, Information Technology, Edgenet<br />Resource<br />Management<br />Applications & Business Logic<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />POOL 0<br />LIMIT 50%<br />POOL 1<br />LOAD 25%<br />LIMIT 30%<br />POOL 2<br />LIMIT 20%<br />LOAD 15%<br />LOAD 45%<br />
    225. 225. Keep Mission-Critical Applications Responsive<br />Resource Governor<br />Workloads can be prioritized to prevent runaway processes from monopolizing resources and interfering with mission-critical applications<br />Establish service-level agreements (SLAs) with customers for predictable response times<br />Users will have a consistent experience, which can result in fewer service calls about slow systems<br />“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.”<br />— Michael Steineke, Vice President, Information Technology, Edgenet<br />Resource<br />Management<br />
    226. 226. Encrypt Your Data On-the-Fly <br />Transparent Data Encryption<br />Encrypt the entire database on the disk to protect against lost or stolen disks or backup media<br />Does not increase database size and has minimal performance impact <br />Does not require application changes<br />Backups are automatically encrypted<br />Protects against direct access to database files<br />“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.”<br />— Ayad Shammout, Lead Technical Database Administrator, CareGroup HealthCare System<br />Security and<br />Governance<br />Employee<br />Marc Boyer<br />Salary: $40.000<br />110010100101001010011101011001010011000111<br />11001010010100101001<br />11001010010100101001<br />11001010010100101001<br />
    227. 227. Separate Encryption Keys from Data<br />Extensible Key Management<br />“Defense in depth” makes unauthorized access to data harder by storing encryption keys away from the data<br />May facilitate separation of duties between db owner and data owner<br />Uses HSM for encryption and decryption which may result in performance gains <br />Enables centralized key management across organization <br />…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.<br />— CareGroup Case Study<br />Security and<br />Governance<br />Employee<br />Marc Boyer<br />Salary: $40.000<br />11001010010100101001110101100101001<br />
    228. 228. Increase Flexibility and Speed Recovery<br />Unplanned Downtime<br />Virtualization<br />Increases deployment flexibility by running SQL server inside a virtualized OS, which allows it to be easily moved to another server<br />Allows unlimited virtual machines when all physical processors are licensed<br />Removes the 90-day wait between server moves when moving licenses to other servers in a server farm<br />Forty-six percent (46%) of retailers are seeking to respond to issues and failures of applications and systems.<br />— Virtualization in Retail Survey 2008<br />Unplanned Downtime<br />Applications & Business Logic<br />Virtual <br />Servers<br />Host <br />Server<br />
    229. 229. Planned Downtime<br />
    230. 230. Balance Maintenance With Availability<br />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.<br />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.<br />Planned<br />Downtime<br />Business Impact<br />
    231. 231. Maintain Databases Without Downtime<br />Online Operations<br />Allow routine maintenance without corresponding downtime<br />Online index operations<br />Online page and file restoration<br />Online configuration of peer-to-peer nodes<br />Users and applications can access data while the table, key, or index is being updated<br />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.<br />— SQL Server Books Online<br />Planned<br />Downtime<br />0<br />5<br />1<br />1<br />Applications & Business Logic<br />2<br />2<br />3<br />3<br />4<br />4<br />0<br />5<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />Index<br />Table<br />5<br />Index<br />Table<br />Deleted<br />0<br />4<br />Deleted<br />2<br />Deleted<br />Deleted<br />3<br />7<br />5<br />0<br />4<br />6<br />5<br />3<br />7<br />6<br />7<br />
    232. 232. Maintain Databases Without Downtime<br />Online Operations<br />Allow routine maintenance without corresponding downtime<br />Online index operations<br />Online page and file restoration<br />Online configuration of peer-to-peer nodes<br />Users and applications can access data while the table, key, or index is being updated<br />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.<br />— SQL Server Books Online<br />Planned<br />Downtime<br />
    233. 233. Upgrade Servers Without Downtime<br />Planned<br />Downtime<br />Hot-Add CPU and RAM<br />Dynamically add memory and processors to servers without incurring downtime<br />Requires hardware support for either physical or virtual hardware<br />Applications & Business Logic<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />
    234. 234. Unplanned Downtime<br />
    235. 235. ENTERPRISE EDITION offers a rich feature set that provides high availability, increased reliability, and reduced business impact when failures occur.<br />Downtime Means Lost Business<br />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.<br />Unplanned<br />Downtime<br />
    236. 236. ENTERPRISE EDITION offers a rich feature set that provides high availability, increased reliability, and reduced business impact when failures occur.<br />Downtime Means Lost Productivity<br />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.<br />Unplanned<br />Downtime<br />Business Impact<br />
    237. 237. Provide Powerful Failover Scenarios<br />Multiple-Instance Database Clustering<br />More than one passive node is available to host instances from multiple failovers on active nodes<br />Having multiple failover nodes provides greater availability<br />Reduces hardware costs with a shared failover node in the multiple-node cluster<br />Simplified setup reduces administrative costs<br />Because of the critical nature of the G4S application, CASON sets up the servers in a failover cluster to ensure high availability.<br />— CASON Case Study<br />Unplanned<br />Downtime<br />Applications & Business Logic<br />110010100101110010100101<br />110010<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />Offline<br />Failover<br />Active<br />Active<br />Active<br />
    238. 238. Automatically Handle I/O Errors<br />Automatic Page Repair With Database Mirroring<br />Detects and handles page corruption errors without user involvement<br />Automatically retrieves damaged data from mirror on the next request<br />Provides more seamless experience for users and customers<br />Minimizes application changes to correctly handle I/O errors<br />Other editions of SQL require downtime to repair the error<br />Unplanned<br />Downtime<br />Applications & Business Logic<br />Principal<br />Mirror<br />“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.”<br />— Glenn Berry, Database Architect, NewsGator Technologies<br />
    239. 239. Increase Reliability and Performance<br />Peer-to-Peer Replication<br />Increases reliability by replicating data to multiple servers<br />Provides higher availability in case of failure or to allow maintenance at any of the participating nodes<br />Offers improved performance for each node with geo-scale architecture<br />Add and remove servers easily without taking replication offline, by using the new topology wizard<br />“[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.”<br />— Sergey Elchinsky, Leading System Engineer, Baltika Breweries <br />Unplanned<br />Downtime<br />Applications & Business Logic<br />110010100101<br />110010100101 110010<br />110010100101<br />110010100101 110010<br />110010100101100101100101100101<br />110010100101<br />110010100101 110010<br />
    240. 240. Disaster Recovery<br />
    241. 241. ENTERPRISE EDITION has the tools to get you back up and running quickly and smoothly.<br />Get Back to Business Faster<br />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.<br />Disaster Recovery<br />Business Impact<br />
    242. 242. Reduce Impact of Backup Errors<br />Mirrored Backups<br />As databases grow, the probability increases that failure of a backup device or media will make a backup non-restorable <br />Mirroring a media set increases backup reliability by reducing the impact of backup-device malfunctions<br />Having a mirror can resolve some restore errors quickly by substituting mirrored media for damaged backup media<br />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.<br />— High Availability White Paper<br />Disaster Recovery<br />1100101001010010<br />1100101001010010<br />1100101001010010<br />1100101001010010<br />1100101001010010<br />1100101001010010<br />1100101001010010<br />1100101001010010<br />1100101001010010<br />
    243. 243. Resource Management<br />
    244. 244. ENTERPRISE EDITION has the capabilities to manage resources and ensure efficient, predictable response times.<br />Manage Database Resources<br />Resource<br />Management<br />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.<br />
    245. 245. Provide Faster, More Scalable Reporting<br />Scalable Shared Databases<br />Reduce costs and increase reliability when scaling out reporting servers<br />Guarantee an identical view of reporting data from all servers<br />Redirect an application to a different reporting server if one server becomes unavailable<br />Reduce storage requirements<br />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.<br />— SQL Server Books Online<br />Resource<br />Management<br />SAN<br />Reporting Servers<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />Loading<br />Reporting<br />Valves<br />Read Only<br />Read / Write<br />
    246. 246. Provide Faster, More Scalable Reporting<br />Scalable Shared Databases<br />Reduce costs and increase reliability when scaling out reporting servers<br />Guarantee an identical view of reporting data from all servers<br />Redirect an application to a different reporting server if one server becomes unavailable<br />Reduce storage requirements<br />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.<br />— SQL Server Books Online<br />Resource<br />Management<br />
    247. 247. Server Consolidation<br />
    248. 248. ENTERPRISE EDITION supports multiple consolidation scenarios to provide flexibility and choices in reducing server and storage needs.<br />Get the Most from Fewer Servers<br />Server<br />Consolidation<br />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.<br />
    249. 249. Maximize Utilization of Database Servers <br />Resource Governor<br />Prioritized workloads allow high-impact but intermittent tasks to run side-by-side with mission-critical operations on the same server<br />Users have a more consistent experience, which can result in fewer service calls about slow systems<br />Prevent runaway queries that hold resources for extended periods of time<br />“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.”<br />— Michael Steineke, Vice President, Information Technology, Edgenet<br />Server<br />Consolidation<br />Applications & Business Logic<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />110010100101 110010100101 110010<br />POOL 0<br />LIMIT 50%<br />POOL 1<br />LOAD 25%<br />LIMIT 30%<br />POOL 2<br />LIMIT 20%<br />LOAD 15%<br />LOAD 45%<br />
    250. 250. Leverage High-Powered Hardware<br />Multiple Instances<br />Support up to 50 named instances on a single server to consolidate onto more powerful hardware; Standard edition supports only 16<br />Protect data through unique security contexts of each named instance<br />Provide the opportunity to reduce power consumption, rack space, and management costs as servers typically have only 15 to 20 percent utilization<br />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.<br />— Server Consolidation Case Study by Alinean<br />Server<br />Consolidation<br />
    251. 251. Security and Governance<br />
    252. 252. ENTERPRISE EDITION has the tools to secure data and track its use to limit the possibility of data loss.<br />Increase Security and Auditing<br />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.<br />Security and<br />Governance<br />
    253. 253. Enable World-Class Compliance<br />Common Criteria Certification<br />Requirement for many governments, industries and enterprise customers <br />SQL Server 2008 Enterprise achieved Common Criteria (CC) compliance at EAL1+ (Evaluation Assurance Level) <br />Represents the third time for CC compliance and the first time for a 64-bit version of SQL Server<br />In formal evaluation at EAL4+ and for compliance with NSA DBMS Protection Profile V1.2<br />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.<br />— SQL Server Books Online<br />Security<br />
    254. 254. Deepen Insight into Data Use<br />SQL Server Audit<br />Track reads, writes and other events to Windows Application Log and Windows Security Log <br />Detect misuse of permissions early on to limit possible damage<br />More granular audits for flexibility <br />Built into the database engine<br />Simple configuration using SQL Server Management Studio<br />Faster performance than SQLTrace<br />“The enhanced auditing tools in SQL Server 2008 enable us to track all changes to tables and other data elements in our system.”<br />— Ayad Shammout, Lead Technical Database Administrator, CareGroup HealthCare System<br />Security and<br />Governance<br />AUDIT<br />User:<br />Tina Makovec<br />Action: WRITE<br />Employee<br />Marc Boyer<br />Salary: $40.000<br />Employee<br />Marc Boyer<br />Salary: $40.000<br />User:<br />Anders Riis<br />Action: READ<br />
    255. 255. Data Mining<br />
    256. 256. ENTERPRISE EDITION deepens business understanding by providing the means to quickly and easily analyze your data.<br />Deepen Insight into Your Business<br />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.<br />Data<br />Mining<br />
    257. 257. Look Only at Data That Interests You<br />Table Partitioning<br />Manage and access subsets of data quickly and efficiently<br />Reduce time spent troubleshooting storage allocation issues<br />Speed data load and maintenance operations<br />Take advantage of all CPUs in the machine to complete operations more quickly<br />“Enhancements in partition query dramatically reduce the effects of lock escalation… improving availability and improv[ing] query response time.”<br />— Randy Dyess, SQL Server Mentor, TechNet Article<br />Data<br />Mining<br />
    258. 258. Mine Through Very Large Data Sets<br />Query Parallelism<br />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<br />Data mining in parallel takes advantage of all CPUs in the machine to examine more data and give results more quickly<br />“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.”<br />— Craig Freedman, Coauthor, Inside Microsoft SQL Server 2005: Query Tuning and Optimization<br />Data<br />Mining<br />
    259. 259. MSC Shipping<br />Business objectives:<br />Keep the operations running optimally<br />Delivery innovations<br />Core business app: <br />MSCLink (internally-built), supported by EDI, 24x7 reliability needed<br />Massive amount of data – 25TB<br />Why chose MS BI?<br />Integrated BI – every tool they need<br />Ease of migration to SQL Server 2008<br />Resource Governor, Activity Monitor, Policy-based Management, Data Compression, Geospatial Data Type<br />Products used: SQL Server 2008, Visual Studio 2008<br />Business benefits:<br />30% in performance after upgrading to SQL Server 2008<br />
    260. 260. Why Choose Enterprise Edition?<br /><ul><li>More than 60 features that are not in Standard edition
    261. 261. Designed around technologies that address common requirements
    262. 262. Provides business value by addressing common scenarios and business needs</li></ul>Based on data supplied by the customer, Forrester determines that upgrading has delivered a risk-adjusted return on investment of 162 percent.<br /> Microsoft Press Release <br />
    263. 263. SQL Server 2008 Enterprise Edition<br />…enterprise-class for 1/3 the cost of Oracle<br />Mission-critical data platform that delivers 160% ROI, includes enterprise business intelligence and supported by largest partner ecosystem.<br />Mission Critical<br />Capabilities<br />Enterprise<br />Business Intelligence<br />Cost Reduction<br /><ul><li>Enterprise reporting and analytics for no additional cost, other vendors charge
    264. 264. Reduce DW storage costs up to 90%and reduce backup storage by 66% with compression
    265. 265. Scaleto thousands of users with Scale-out Report Servers
    266. 266. 50% better performance with Analysis Services Enterprise enhancements
    267. 267. Reduce HW, licensing and operational costs up to 50% through consolidation and virtualization
    268. 268. Save up to $100Kin 3rd party SW by using built-in tools like Encryption and Performance Monitoring
    269. 269. Best manageability, requires fewer DBAs
    270. 270. CutIT labor costs by 25% and ongoing SW support costs up to 85% for SAP
    271. 271. Enables 99.99% uptime with AlwaysOn Technologies
    272. 272. Fewest security vulnerabilities - less patching and higher uptime
    273. 273. Improve app. performance 30% or morewith Resource Governor
    274. 274. Improve performance up to 70% overprevious versions</li></li></ul><li>© 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.<br />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.<br />
    275. 275. Microsoft Application Platform<br />Selling Application Integration<br />
    276. 276. AGENDA<br />
    277. 277. Agenda<br />Application Integration Market<br />Overview Microsoft Application Platform<br />Application Integration Scenario<br />Partner Presentation <br />Advantages of Microsoft Application Platform<br />Case Studies<br />Q & A<br />
    278. 278. The Legacy ITAggregation of disparate technologies over 30 years<br />Mainframe Applications<br />PersonalComputing<br />Connected Applications<br />Internet-Connected Applications<br />Services-Based Applications<br />Connected<br />Applications<br />Internet-<br />Connected<br />Applications<br />Connected<br />Applications<br />Personal<br />Computing<br />Mainframe<br />Applications<br />Mainframe<br />Applications<br />Mainframe<br />Applications<br />Mainframe<br />Applications<br />Personal<br />Computing<br />Personal<br />Computing<br />Host Systems<br />Early – mid 1980s<br />Internet-Enabled<br />Mid 1990s<br />Client Server<br />Late 1980s – mid 1990s<br />Composite /Services-Based<br />Mid 2000s – . . .<br />
    279. 279. Effective Application Delivery<br />Process<br />People<br /><ul><li>Clear process guidance
    280. 280. Compliance and risk management
    281. 281. Supports structured andsemi-structured processes
    282. 282. Familiar, flexible and productive tools
    283. 283. Project and Process Management</li></ul>Technology<br /><ul><li>Flexible
    284. 284. Scalable
    285. 285. Interoperable
    286. 286. Secure
    287. 287. Manageable</li></li></ul><li>What Does IT Look Like Today? Meeting the needs of the business<br />Common Business Priorities<br />Governance, Risk, & Compliance<br />Operations<br />Innovation<br />Customers<br />Performance<br />Common IT Solution Areas<br />Sales<br />Innovation Management<br />EnterprisePerformance Mgmt<br />Document &Records Mgmt<br />Supply Chain Planning & Execution<br />Marketing<br />Product Life-Cycle Management<br />Business Process Analysis<br />Regulatory Compliance & Controls<br />Supply Chain Visibility & Collaboration<br />Risk Analytics & Reporting<br />Payment Services <br />Customer Service<br />Customer Insight<br />Treasury & Cash Management<br />
    288. 288. Silo Solutions Create Challenges<br />Traditional Approaches<br />Short-term investments<br />Innovation Challenges<br /><ul><li>Every solution has a new interface
    289. 289. Solution delivery takes a long time
    290. 290. Solutions do not meet business needs</li></ul>Operations Challenges<br /><ul><li>Existing investments do not work well with each other
    291. 291. Each solution requires new management skills and tools
    292. 292. Inconsistent security standards lead to compliance and other issues</li></ul>Silo solutions address individual needs<br />
    293. 293. Is There a Better Way?<br />Innovate and grow your business<br />Familiar and Intuitive User Interface<br />An integrated, unified platform for multiple applications <br />Enterprise Applications<br />Optimized Infrastructure<br />Other<br />Partners &<br />Customers<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />???<br />Lower total cost of ownership (TCO)<br />
    294. 294. Today&apos;s IT Landscape: The Applications Are Here To Stay<br />Procurement:<br />Deployment:<br /><ul><li>On-Premises
    295. 295. Off-Premises/Hosted
    296. 296. SaaS/Cloud
    297. 297. Hybrid
    298. 298. Build
    299. 299. Buy (off the shelf)
    300. 300. Buy and Customize</li></ul>Other<br />Partners &<br />Customers<br />SQL Server<br />Windows<br />Oracle<br />Solaris<br />SQL Server<br />Windows<br />Oracle DB<br />Unix<br />DB2<br />Z/OS<br />Sales forecasts and reports<br />New product idea portal<br />New Regulatory compliance portal<br />Supply chain integration<br />Financial reporting<br />Sales force automation<br />Operations<br />New product portfolio analysis<br />Compliance reports<br />Trading partner portal<br />Customer service<br />Existing<br />Applications<br />ERP<br />Finance<br />Inventory<br />CRM<br />Operations<br />Infrastructure<br />
    301. 301. INEFFICIENT PROCESSES<br />High cost Manual processes<br />Lack of processes visibility<br />Lack of collaboration with business partners<br />What Are the Customer Pain Points that we are trying to address<br />INCONSISTENT INFORMATION<br />LACK OF BUSINESS AGILITY<br />Disparate systems<br />Changing business environment<br />Proprietary data formats, messages, schemas<br />New Standards and Compliance requirements<br />Investment in Legacy systems<br />Changing trading partners/vendors<br />
    302. 302. Application Integration Market<br />Total Application Integration Market(Software License ) <br />2006: $12.5 Billion<br />2007: $14.1 Billion<br />2008: $15.1 Billion<br />Highlight:(Microsoft Research)<br />Services to Software revenue ratio is roughly $9.8 to $1 <br />Average deal size $987K <br />Total AIM Software Revenue Market Share by Sub segment, 2006-2008 (Millions of Dollars) <br />Source: Gartner (April 2009)<br />
    303. 303. Application Integration Scenarios<br />1<br />2<br />3<br />4<br />Application <br />to Application Integration (A2A)<br />Building <br />SOA Enabled <br />Applications<br />Business to <br />Business Integrations (B2B)<br />Data Level Integration<br />
    304. 304. Building SOA Enabled Applications.NET Framework<br />LINQ<br />WPF<br />WCF<br />ASP.NET<br />WF<br />Base Class Library<br />Common Language Runtime<br />Windows Presentation <br />Foundation<br />Next generation user experience<br />Windows Workflow <br />Foundation<br />Business process modeling<br />Windows Communication <br />Foundation<br />Service-oriented development<br />Windows CardSpace<br />Digital identity management<br />
    305. 305. Integration Challenge<br />Microsoft XBox<br />Contract Manufacturer<br />ERP<br />ERP<br />Firewall<br />HR<br />E-Commerce<br />CRM<br />HR System<br />Application to Application (A2A)<br />Business to Business (B2B)<br />
    306. 306. BizTalk Server “Directs the Traffic”<br />IBM Mainframe <br /> or AS/400<br />Office 2007<br />Partner Warehouse<br />HIS<br />FTP<br />XML<br />SharePoint<br />UPS / FedEx<br />SWIFT<br />SAP<br />SQL for BI<br /> SAP on Oracle DB<br />Bank <br />
    307. 307. BizTalk Simplifies Interoperability with the “out of the box” components<br />“Adapters in the Box”<br />MQ <br />MSMQ<br />WSE<br />HTTP<br />SMTP<br />File<br />FTP<br />POP3 <br />SOAP<br />SWIFT<br />HL7<br />RosettaNet<br />HIPAA<br />SQL<br />WCF Adapter<br />SharePoint<br />Host Applications <br /><ul><li>IBM mainframe zSeries(CICS and IMS)
    308. 308. Midrange iSeries(AS/400)</li></ul>IBM DB2 <br /><ul><li>Mainframe DB2for z/OS
    309. 309. Midrange DB2/400
    310. 310. DB2 Universal Database for open platforms (AIX, Linux, Solaris,and Windows)</li></ul>Host Files <br />SAP<br />Oracle E-BusinessSuite<br />PeopleSoft<br />JD Edwards<br />OneWorld XE<br />JD Edwards<br />Enterprise1<br />Oracle ODBC<br />Siebel<br />TIBCO Rendezvous<br />TIBCO EMS<br />EDI/AS2<br /><ul><li>X12 and EDIFACT support
    311. 311. Drummond Interoperability Certification</li></li></ul><li>BizTalk Server Fundamentals<br />Orchestration<br />XML Message<br />Receive Port<br />Send Port<br />Receive<br />Adapter<br />Send<br />Pipeline<br />Receive Pipeline<br />Data Mapping<br />Data Mapping<br />Send<br />Adapter<br />XML Message<br />XML Message<br />Incoming <br />Message<br />Subscriptions<br />Outgoing <br />Message<br />Message Box<br />Message Path <br />
    312. 312. BizTalk Server <br />
    313. 313. BizTalk Server Mapping<br />
    314. 314. BizTalk Supports Different Patterns<br />Enterprise Service Bus<br />Hub & Spoke<br />IBM Legacy APP<br />ERP<br />ERP<br />IBM Legacy APP<br />E-Commerce<br />E-Commerce<br />CRM<br />CRM<br />Business Partner<br />Business Partner<br />
    315. 315. BizTalk Server B2B<br />Customer<br />BizTalk Server 2009<br />Purchasing Application<br />BizTalk Server 2009<br />Other Integration Platform<br />ERP Application<br />ERP <br />Application<br />Supplier B<br />Supplier A<br />
    316. 316. BizTalk ServerBusiness Integration Server<br />APPLICATIONS<br />DEVICES<br />PARTNERS<br />CONSISTENT INFORMATION<br />ADAPTABLE PROCESS<br />AGILE <br />BUSINESS<br />DATA<br />MESSAGES<br />INTEGRATE | AUTOMATE | SIMPLIFY<br />EVENTS<br />
    317. 317. BizTalk ServerBusiness Integration Server<br />B2B Integrations<br />Business Rules Engine<br />Business Activity <br />Monitoring<br />RFID and Sensor Platform<br />Line of Business Connectivity<br />Reliable Messaging/Orchestration<br />
    318. 318. Information Workers<br />BizTalk ServerBusiness Process Management<br />Microsoft <br />Excel<br />Other <br />Clients<br />Office PerformancePoint<br />Server<br />BizTalk Server 2009<br />Orchestration<br />Business Activity Monitoring Services<br />Business Rule Engine<br />If … Then …<br />If … Then …<br />Messaging<br />If … Then …<br />Applications<br />
    319. 319. BizTalk ServerBenefits<br /><ul><li>Simplify and automate interoperability to reduce costs and errors
    320. 320. Gain critical insights on business processes and performance
    321. 321. Promote agility and manageability
    322. 322. Integrate to eliminate redundancy
    323. 323. Automate business interactions with partners</li></li></ul><li>BizTalk Adds Enterprise Credibility to the Microsoft Application Platform<br />8500 Global Customers benefit from using BizTalk Server<br />81% of the Global 100<br />6 of the 8 largest U.S. Pharmaceutical Companies<br />4 of the 5 largest U.S. Electronics Parts Manufacturers<br />9 of 10 largest U.S. Telecommunications Companies<br />9 of the 10 largest Aerospace and Defense Companies in the U.S.<br />5 of the 8 largest U.S. Chemical Companies<br />4 of the 5 largest Railroads in the U.S.<br />9 of the 10 largest Insurance Companies in the World<br />
    324. 324. Microsoft Validated as Thought Leader in the App Integration Space<br />Gartner App Infrastructure For New SOA Application Project<br />Gartner Back End App Integration (Dec 2008)<br />Gartner AppInfrastructure <br />
    325. 325. Microsoft Is Committed to BizTalk<br />BizTalk Server 2009<br />BizTalk Server “7”<br />BizTalk Server “8”<br />Main themes for the future releases of BizTalk Server<br />Updated platform support<br />SOA and Web Services <br />Business to Business Integration<br />Developer & Team Productivity<br />New & Enhanced Scenarios<br /><ul><li>Low-latency
    326. 326. ESB
    327. 327. B2B
    328. 328. BI/BAM
    329. 329. Asset Tracking (RFID)</li></ul>Faster Time to Solution <br />Productivity<br /><ul><li>e.g. Complex Mapping</li></ul>Better Together <br /><ul><li>Integration with the latest MS platform </li></ul>Release rhythm every 2 years<br />
    330. 330. Sales Strategy and Execution Tactics<br />Solution Selling by Industry Solution Areas<br />
    331. 331. Cross-Sell With SharePoint<br />SharePoint – point to point with LOB for simplest scenarios<br />Cross-Sell BizTalk (application integration) and SharePoint (UI) when:<br />Integration of two or more disparate LOB systems<br />Does process monitoring matter to your customer?<br />Mainframe or B2B integration required?<br />Move to Enterprise Service Bus to avoid “Glue code”<br />Propose integration by configuration not by code<br />Target cross-sell opportunities using BizTalk Customer Targeting Reports<br />
    332. 332. Data Integration Challenge<br />Large amount of data needs to be transferred<br />Need not be real-time<br />Multiple Sources & Formats<br />Extract, transform, and load (ETL)<br />Extracting huge amounts of data from outside sources<br />Transforming it to fit operational needs (which can include quality levels)<br />Loading it into the end target (database or data warehouse)<br />
    333. 333. Data Integration with SQL Server Integration Services<br />Text mining<br />components<br />Data mining<br />components<br />Mobile data<br />Call centre: <br />Semi-structured data<br />Custom<br />Adapter<br />Merges<br />Data Warehouse<br />Legacy data: Binary files<br />Standard<br />sources<br />Custom<br />components<br />Reports<br />Application database<br />SQL Server Integration Services<br />Cube<br />
    334. 334. SSIS Connectivity for Enterprise Data<br />
    335. 335. Key Integration Partner Opportunities<br />Enterprise App Integration/ERP<br />Target customers running SAP first, then all others<br />Approach as part of every BI conversation<br />BizTalk Adapter for Host Systems/HIS<br />Target customers running IBM systems<br />First step on the road to fully migrating them<br />Electronic Data Interchange (EDI)<br />Target customers using VANs who want to “in-source”<br />Customers with multiple VANs better<br />Radio Frequency Identification (RFID)<br />Educate yourself relative to your territory<br />RFID opportunity in every Industry<br />
    336. 336. Data Platform Integration Opportunities<br />Data Warehousing<br />Enterprise Information Management<br />Application platform replatforming<br />
    337. 337. Call to Action<br />Huge potential in Application Integration space for Partners<br />Download and learn more<br />BizTalk Server 2009<br />Try It: http://www.microsoft.com/biztalk/en/us/try-it.aspx<br />Training: http://www.microsoft.com/biztalk/en/us/learning-resources.aspx<br />SQL Server 2008<br />Try It: http://www.microsoft.com/sqlserver/2008/en/us/try-it.aspx<br />Training: http://www.microsoft.com/learning/en/us/training/sql-server.aspx<br />.Net Framework<br />Download: http://www.microsoft.com/net/Download.aspx<br />Training: http://www.microsoft.com/net/TechnicalResources.aspx<br />
    338. 338. © 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.<br />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.<br />
    339. 339. Application Platform University<br />Partnering with Microsoft to Win<br />
    340. 340. AGENDA<br />
    341. 341. Why Partner with Microsoft<br />Share growth with partners (Services opportunity)<br />Strong partner ecosystem (GTM investments)<br />Simplified lower cost licensing (enrollment for App Plat)<br /> Reliable Product Roadmap (Support without code forks)<br /> Differentiated Capabilities (Business Intelligence, etc.)<br /> Developer Platform (Integrate into existing apps and infrastructure)<br />Microsoft Partnership Advantage<br /> Optimized User Experience (Desktop, browser and mobile)<br /> TCO Advantage (Simplified management)<br /> Commitment to Partners (Software company first)<br />
    342. 342. Partner Opportunities<br />Solutions<br />Complete end-to-end platform<br />Richest experiences across the PC, browser, phone, office<br />Faster time-to-market with integrated dev tools <br />Enhance your skills<br />Application Platform University (APU)<br />MPN application platform competencies<br />Partner learning center: role-based learning paths and online courses <br />Services<br />Build your solutions<br />Average ratio: $9.8 to $1 <br />Joint portfolio profiling with Microsoft Field<br />Innovation-enabled new marketand opportunities (DW, BI, Azure)<br />ISV enablement programs: InnovateON and Metro<br />ISV royalty licensing <br />SI practice builder<br />Go-to-market<br />Hosting<br />Partner Solution Plans (PSPs)<br />App Plat Optimization campaign<br />Core Partner program for SIs<br />InnerCircle for ALM partners <br />Apps Gallery for web platform partners<br />Quickstart<br />Seamless on-premisesto cloud integration<br />Cloud leadership in innovation,vision, and execution<br />Flexible business models for partners<br />
    343. 343. PSP Activation Kit Key to Going To Market with APO in FY10<br />Available in September Contact your PAM for the latest information<br />
    344. 344. The Core Partner Program<br />What is it?<br />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<br />Who is it for?<br />Managed SI that are actively engaging with the local Microsoft selling of AI and BI solutions, to be nominated by MS local teams<br />Partner Gives:<br />Commitment to the Microsoft Application Platform business<br />Partner led demand generation <br />Execution on closing deals<br />Reporting: revenue, readiness, and marketing<br />Partner Gets:<br />Core Partner visibility and credibility via website<br />Co-marketing through subs for partner led demand generation<br />Specialized offers and training <br />QuickStart Assessments – 2 day assessment IP<br />Partner Readiness Hard Drive (BizTalk)<br />POC funding where applicable <br />For more information:<br />Contact your PAM or local Microsoft marketing teams<br />
    345. 345. Microsoft Partner Network (MPN)<br />What is it?<br />MPN is the “next generation” of the MSPP partner program. It is being re-designed to: <br />Meet the needs of a broader partner community<br />Identify, incent, and engage our best partners<br />Provide a set of connected experiences for partners <br />Who is it for?<br />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. <br />New Microsoft partner can join the MPN today!<br />Partner Gives:<br />Develop solutions on the Microsoft platform, profiling your solutions, and get competent on the MS technologies through training and certification.<br />Partner Gets:<br />Resources of the MS partner program, including sales, marketing, readiness, and network benefits<br />Exposure of solutions through the online directory called Solution Finder<br />For more information:<br />Visit www.microsoft.com/partners<br />
    346. 346. BizSpark<br />What is it?<br />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<br />Who is it for?<br />Any startup, privately-held software company less than 3 years old, and is generating less than US $1 M in annual revenue<br />Partner Gives:<br />A commitment to develop its flagship software application on the Microsoft platform<br />Partner Gets:<br />Free software and tools support for up to 3 years, including MSDN Premier subscription<br />Marketing exposure through the online BizSpark Network Partner directory <br />For more information:<br />Visit www.microsoft.com/bizspark<br />
    347. 347. Enrollment for Application PlatformDrive standardization with flexible, cost effective licensing<br />Standardize your customers’ application platform<br />EAP- enrollment on top of an Enterprise Agreement<br />Cover existing servers and discounts up to 40% on new licenses<br />Rapidly adopt the latest technology<br />Deploy latest versions across all existing and future deployments<br />24×7 support and customer training (part of SA benefit) <br />Flexible model for customers <br />1-year or 3-year true-up options <br />Predictable costs with fixed payments for life of the term<br />Available October 1st Pricelist<br />
    348. 348. Take Advantage of Quickstart<br />Invest 8-10 hours to learn how to deliver Quickstart for your customers<br />What is a Quickstart?<br />2-day assessment for a few key SQL Server solution areas:<br />Fast Track Data Warehousing<br />Upgrade and migration<br />Reporting and Analytics <br />SAP platforming<br />And much more…<br />Targeted at Solution Architects<br />There is a WW shortage of partners capable of delivering Quickstarts<br />Quickstart lead-referral program coming in September<br />Significantly higher win rate after Quickstart is delivered <br />
    349. 349. Application Platform University<br />Review and Questions<br />
    350. 350. Application Platform University<br />Please Complete Your <br />Feedback Forms<br />Close<br />
    351. 351. © 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.<br />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.<br />

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