cloud champion - week 5: go to market

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THE CLOUD CHAMPION JOURNEY

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5

Marketing in the new eraCatherine VissiereSenior Marketing ManagerMicrosoft Australia

Agenda

- What’s different?- The opportunity- The mega trends

What is different?

What’s different?

Different environment

Different behaviours

Same rules

Rules of marketers & sellers

We are all storytellers

Know your market

Know your audience

Know your competition

Where is the opportunity?

Industry opportunity index comparison

Financial Services

Government

Manufacturing

Retail and consumer goods

Professional services

Education

Telecommunications

Mining, Oil and Gas

Healthcare

Small Business

0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%

58.7%

46.6%

37.6%

31.7%

62.1%

56.5%

37.4%

49.8%

53.7%

59.2%

$522m

$70m

$599m

$318m

$489m

$838m

$802m

$1,977m

$1,632m

$220m

FY14 addressable SW

market (AUD)Opportunity index

Very Low0%

Very High100%

1st

2nd

3rd

Opportunity index created by rating and ranking industries based on 20 factors that indicate level of IT Maturity and the potential impact of disruptive forces. Source: Capitalis, 2013

4th

5th

$659m Software

$477m Services

#1 Professional Services - AU

$543m Hardware

Forecast addressable market

Database ERP Productivity Virt & Mgt OS0

20

40

60

80

100

120

58

9298

31

59$m

Top Workloads/SW addressable ($M)

Industry overviewAnalysts predictions Business service /

outsourcing Creative & enabling

software Cloud computing Big Data & Analytics

110k businesses 914k employees Projected growth 4.1% p.a to

2017

$2.257m Software

$2.328m Services

#2 Small Businesses- AU

$2.095m Hardware

Forecast addressable market

Database ERP Productivity Indentity & Security

OS0

50

100

150

200

250

300

350

400

450

224.5

381.5

300

246.6 261

$m

Top Workloads/SW addressable ($m)

Industry overview Analysts predictions

BYOD eCommerce Apps to

compete

Remote workers Cloud Mobility

820k businesses 4.5m employees Will outpace enterprise (8.7% vs

5.5%) Swing towards tactical IT spend

driven by solution & productivity not price

$2.015m Software

$4.814m Services

#3 Financial Services - AU

$1.890m Hardware

Forecast addressable market

Database Identity & Security

Productivity Virt & Mgt OS0

50

100

150

200

250

300

350

400360.4

184.6

148

227

149.7$m

Top Workloads/SW addressable ($M)

Industry overviewAnalysts predictions Commoditisation of

transactions Video conferencing Outsourcing of non core

functions Big Data and BI Cloud IT BYOD

33.7k businesses 421k employees Projected growth 4% p.a to

2017

Source:

$486m Software

$444m Services

#4 Education- AU

$760m Hardware

Forecast addressable market

Database Identity & Security

Productivity Virt & Mgt OS0

10

20

30

40

50

60

50.753

46.744.6

37.7

$m

Top Workloads/SW addressable ($m)

Industry overviewAnalysts predictions

Virtual delivery Cloud computing BYOD

12K businesses 898K people Projected growth 4.5% p.a to

2017

$220m Software

$778m Services

#5 Healthcare - AU

$607m Hardware

Forecast addressable market

Industry overviewAnalysts predictions

Top Workloads/SW addressable ($m)

Database ERP Productivity Virt & Mgt OS0

5

10

15

20

25

30

35

40 37

24.7

30

26 26.5

$m

Analytics & Research BYOD & Mobility Remote Health &

Telemedicine Remote Data Capture

49.4k businesses 1.35m people Projected growth 4.5% p.a #1 with oldest OS technology

The Mega Trends

IT megatrends

Mobility Big Data

Cloud Social

42% CIOs: ‘workers want to

be mobile’ Priorities: Mobile

(52%) & Tablets (66%)

Growing importance

globally, but CIOs struggle to

reconcile big data projects

Locally 44% CIO have no opinion

on the issue

40% of CIOs say very important,

40% not Website hosting &

e-commerce 41% regulatory

compliance = top priority

25% of business are exploring

social initiative (collab &

knowledge base) 20% social tools to

connect outside of org

But… things are changing

• Simple • IT speak• Single or dual audience

• Business decides, IT implements• In a connected world we can’t just talk to a single workload

Old NewWe need to tell a better story!

Know your market.

Get out of your comfort zone & get used to it!

Now your audience.

Connect the dots. Partner up!

My top 3’s

© 2014 Microsoft Corporation. All rights reserved. Microsoft, Windows and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.