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SMB Opportunity

Inese KingsmillDirectorSmall and Mid-market Business

Microsoft Australia

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Why Microsoft?

• Market Opportunity

• New Business – S+S, Public Sector

• Our Partners & Working Together

Value

The SMB Sweet Spot

Number of

Employees0 1,000’s

Number of

PCs0 1,000’s

IT

ProfessionalsNone CIO + Staff

IT

ComplexityLittle

Small Business

Lots

Self

PerceptionEnterprise

Small Business Midmarket Enterprise

SMB

“Sweet Spot”

SMB Customer Trends

• Growth Segment

• Software plus Services

• Virtualisation

• Small Business Growth

• Public Sector Growth

Production & Collaboration

Mobility

Operations

Finance

Human Resources

etc.

Customer Service

Sales

Marketing

Security

Storage, Backup,

& Recovery

Top IT Priorities of SMBs

Market Opportunity

Microsoft revenue

Addressable Rev

Non-Addressable

R&D Results in Product Innovations

Application

Platform

Optimisation

Why Microsoft?

• Market Opportunity

• New Business – S+S, Public Sector

• Our Partners & Working Together

Value

Christian Longstaff

Partner Marketing Manager

Microsoft Australia

Industry Trends

Trend 1: Service Oriented Architecture (SOA)

Trend 2: Software as a Service (SaaS)

Trend 3: Web 2.0

Trend 4: Rich Internet Applications (RIA)

Trend 5: Cloud Computing

Industry Trends

SOA: Service Oriented Architecture

Reuse and Agility

Web 2.0

Network Effect

SaaS: Software as a Service

Flexible pricing and delivery

RIA: Rich Internet Applications

Experience

Software + Services

Cloud Computing

Service Utility

Extending tools and platform to cloud

Experience across multiple devices

Best-in-class SLAs and IT governance

Best of both worlds

User in control

Deployment choices for IT

Services

Software

+

On-premise

HostedIn Cloud

ServicesSoftware+

Software plus Services Platform

Devices Networks

Building Block Services

3rd PartyApps & Solutions

Online ServicesLive Services

Datacenters

IT Challenges

Customers tell us…

IT Challenges

We want the features of the latest platform but don’t want to upgradeor we don’t have the skills…

IT Challenges

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

IT Challenges

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

IT Challenges

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

IT Challenges

We can’t spend enough toensure security and reliability…

Revenue Generating Activities

• What?

– Six common business

partner practices

– Based on IDC’s

partnering and services

taxonomies

• Why?

– Partner Types are blurring

– Perspective of what

partners do, not what they

have been labelled.

Partner Types And Revenue Generating Activities

Value-Added

Resellers

Regional Systems Integrators

Independent Software Vendors

Web VARs

Hosters / Managed Services

Providers

The Power of Choice

Rapid implementation

Anywhere-access

Rich customization

MS Online

Control & ownership

Strategic capabilities

Advanced integration

On-Premise PartnerHosted

Outsourced IT

Industry / Vertical

configuration

Packaged solutions

Rapid implementation

Anywhere-access

Rich customisation

MS Online

Control & ownership

Strategic capabilities

Advanced integration

On-Premise PartnerHosted

Outsourced IT

Industry / Vertical

configuration

Packaged solutions

Economy of ScaleLow High

ControlHigh Low

Software + Service Go Do’s

Online…Complete Microsoft Online Services Training

Pass the assessment

Create a profile in Solution Profiler

Use the software + services Partner Evolution Interactive Guide

Here And Now…

Sign SPLA and/or ISV Royalty Agreements

Join Quickstart for Microsoft Online Services

At The Office…Assess your business model for Software + Services opportunities

Explore P2P Opportunities

Partner witha hoster

Online…

Complete

Pass

Create

Use

Melissa Barlow

Public Sector Director SMB

Microsoft Australia

SMB Public Sector, by numbers

Source: Microsoft research based on IDC Data

FY09 Australian Market OpportunityUSD Millions

$0.0

$100.0

$200.0

$300.0

$400.0

$500.0

$600.0

$700.0

$800.0

$900.0

Education Government Health

$255.9

$123.7

$270.7

$325.6

$259.8

$418.1

$77.2

$103.9

$149.5

Software

Services

Hardware

Education Govt Health

# of

Customers6000 7000 3200

Customers

Catholic

Education

Independent

Schools

Local

Government

Small-Mid

Size State

Federal

Government

Aged Care

Private

Hospitals

Pharmacies

GPs

Health

Insurers

Industry Trends

• Managing Information– Across Government

– To Citizens

• Shift towards Shared Services models

• Data Centre Consolidation – Green IT initatives

• Health – Aging Population

– Chronic Healthcare Workforce shortages

• Education– Education Revolution Policy

• Cost Efficiencies

Microsoft Investments in Mid Market Public

Sector

Ed MooreNational PS Sales Manager

Ben PlaceSales Engagement

Manager

QLD / NT

Warren BaileySales Engagement

Manager

NSW/ ACT

Ken RankinSales Engagement Manager

VIC & TAS

Michael LeungGov QLD & NT

Liam RidgewayAccount Manager –

K12 National Edu

TBHAccount Manager

ACT/ WA,/SA

Ellis SpoonerAccount Manager –

National Health

Yin Teng SeeAccount Manager –

NSW Gov

Paul HutchingsAccount Manager –

K12 National Edu

Anita MalhotraAccount Manager –

Vic & Tas Gov

• Marketing –customer campaigns

• Partner

Recruitment –

ISV, Reseller and

Solution Partners

• Software Asset

Management

Government SMB Marketing Activity

Q1 Q2 Q3 Q4

CAMPAIGN BASED ACTIVITY

BUSINESS AS USUAL ACTIVITY

Government Industry Website Update – PS & NS, Local Gov, Defence, citizenship

Government Case Studies - Written and Video

Quarterly Government Newsletters

To

Custo

me

r /

Th

ru P

art

ne

rB

usin

ess a

s U

su

al

To

Pa

rtn

er\

IT P

ro

Partner Conference –

local Govt session

Partner and Sales

Readiness Training –

Citizen Services

Info Management Partner

marketing support

Partner Public Sector

Recruit & How to Buy Kit Citizen Services Partner

marketing support

LGTS Victoria

ConferenceInformation Management

(BPO aligned)Citizen Services Platform Campaign

– MOSS offer

RMAA Sydney,

ConferenceCoffs Harbour IT

Conference

Local Government Platform Vision collateral

Local Govt P2P

Networking Nights

Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers

HOW TO BUY for Public SectorGovt BI roundtables

UC & Mobility in Govt

How to Work with Public Sector

Public Sector Engagement

• Learn the language of

Government

• Align with Industry Associations

• Understand Panel Contracts

• Software + Services Opportunity

• Register for TenderSearch

Microsoft Engagement

• Contact your PAM, build a Public

Sector industry plan into your

PSP

• Align with Microsoft sales teams

– greater coverage in FY09

• Engage our Industry Managers

– Ed - Jason Trump / Donna

Magauran

– Health - David Dembo /Renee

Cathcart

– Govt - Sue Johnston / Jane

mackarell

• Identify your interest!

Why Microsoft?

• Market Opportunity

• New Business – S+S, Public Sector

• Our Partners & Working Together

Value

Kathryn Saducas

Group Manager SMB

Microsoft Australia

SMB Priorities FY09

Acquire New Customers

Grow & Retain Existing

Customers

Engage Customers

Optimise Channels to

Market

Partnering with Microsoft

Expand Your Skills

Increase Your

Opportunities

Close More Sales

Support Your

Customers

Plan Your Business

• Plan your Business

• Add to your SMB Practice

Partnering with Microsoft

Expand Your Skills

Increase Your

Opportunities

Close More Sales

Support Your

Customers

Plan Your Business

• Partner Learning Center

• Quarterly Licensing Training

• MSDN & TechNet

Partnering with Microsoft

Expand Your Skills

Increase Your

Opportunities

Close More Sales

Support Your

Customers

Plan Your Business

• Customer Campaigns

• Partner Marketing Center (NEW!)

• Solution Finder v2 (Sep 08)

•TPTS – pre sales tech support

Partnering with Microsoft

Expand Your Skills

Increase Your

Opportunities

Close More Sales

Support Your

Customers

Plan Your Business

• Partner Sales Resource Center (new!)

• Demo Showcase, SMB Edition

• Global Promotions on MSPP site

• Microsoft Financing

Partnering with Microsoft

Expand Your Skills

Increase Your

Opportunities

Close More Sales

Support Your

Customers

Plan Your Business

• Online Technical Communities

Customer Campaigns

Production &

Collaboration

Mobility

Operations

Finance

Human

Resources

etc.

Customer

Service

Sales

Marketing

Security

Storage,

Backup,

& Recovery

Customer

Acquisition

and Retention

Business

Solutions

Security

& Reliability

Business

Productivity

How you can get Involved

1. Customer Wins – case studies, PR – contact Kathryn

Saducas (ksaducas@microsoft.com)

2. Participate in Customer Campaigns – contact your

account manager

3. Learn more about Volume Licensing & participate in

our First Volume Licensing (VL) and Attach campaigns

through Distributors

4. Update your Partner Profile here at conference –

especially contact preferences (WIN x-box 360)

Thank You