driving growth through innovation
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Driving Growth through Innovation. Doug Hauger Chief Operating Officer Microsoft India. Key Topics. Opportunities on Windows Vista Opportunities on 2007 Office System Sell up the software stack Great technology innovation coming up this year Be focused on Software and Service - PowerPoint PPT PresentationTRANSCRIPT
Driving Growth through InnovationDoug HaugerChief Operating OfficerMicrosoft India
Key Topics Opportunities on Windows Vista Opportunities on 2007 Office System Sell up the software stack Great technology innovation coming
up this year Be focused on Software and Service Specific areas for building skills and
readiness for your teams
FYO7 Driving Impact with Windows Vista and the
2007 Office System
Business Value LaunchGeneral Availability Launch
India Launch Results
3,300 Attendees
Results delivered!
1200+ marketing generated sales opportunities
7 cities, 75,000 exposures, 376 PR Stories
Great consumer marketing generated buzz and delivered results!
71% awareness 68% intent to purchase48% Windows Vista adoption in Premium SKU’s
Thank You
Windows Vista Momentum
Windows Vista is Ready 2.05M devices supported; 96% of all
devices 50,000+ drivers 2000+ Works-with-Windows Vista &
Certified-for-Windows-Vista applications
Datacards – Reliance, Airtel, Hutch, Tata Indicom supported
Windows Vista is Secure
Source: Jeff Jones Security Blog• Windows Vista is Reliable – Support calls 21% lower than XP– Great early feedback – Infosys expects to
save $82 per PC by deploying Windows Vista
• Customers are deploying Vista– 90 million copies sold worldwide – 600,000+ VL licenses in India – Infosys (4500), TCS (2750), L&T (2250),
Ranbaxy, Tata Motors (1000+)– Thousands of MM customers running
Windows Vista
Increased SA value
Subscription access only Within Software Assurance
Available only throughSoftware Assurance
For all Customers
“We believe the Implementation of desktop virtualization through Microsoft SoftGrid will reduce the spend on infrastructure facilities by 50%, saving us $3500 per agent per year” Syed Rizwan, DGM IT, Siemens Information Processing Services
WGA & Legalization WGA and Software
Protection Platform (SPP) Every copy of Windows
Vista requires Activation Many features and benefits
available only to genuine users after validation
Current Piracy Situation
China Russia India Brazil50%
60%
70%
80%
90%
100% 2004-2006 BRIC Piracy Rates
Pira
cy R
ate
India’s piracy rate dropped 3 pts in the last 3 years• Emerging markets in Asia-Pacific, Latin America, Eastern Europe, and the Middle East and Africa accounted for one -third of PC shipments, but only 10% of spending on PC software. • $1,275,000,000 in loses in India alone. Huge rise in losses due to software piracy due to growing market.
Source: 2006 IDC Piracy Study
Enterprise Segment
35%
Public Sector 75%
Communications Sector
75%
Mid Market 50%
Small Business 90%
Consumer 95%
India By Segment
Partner Call To ActionDo’s: Capitalize on National “Value of Original” Campaign
$20M + FPP Sales Opportunity by driving demand for Original Software Capitalize on WGA OGA sales opportunity $75M+ opportunity generated by Software Asset Management (SAM) Help protect your business. Report piracy of Microsoft products:
Know the facts. Counterfeit software can put your customers at risk Learn about the types of Piracy Learn about new Legalization options available to help customers who want
to: “Get-Original”
Sell Original Software
Partner Call To ActionLearn More:Comprehensive Original Site: http://www.microsoft.com/india/originalsoftware/How-To-Tell: http://www.microsoft.com/howtotell
Validate Genuine Windows & Office: http://www.microsoft.com/genuine
Channel Piracy Protection: http://www.microsoft.com/piracy/partners
Reporting Software Piracy www.microsoft.com/piracy/reporting
Understand the Risks of Counterfeit/Pirated Software:1. There’s Nothing Like the Real Thing: Genuine Software is a Win Win for Customers,
Microsoft and PartnersYankee Group - November 2006http://www.microsoft.com/piracy/default.mspx
2. The Risks of Obtaining and Using Pirated Software IDC, October 2006http://www.microsoft.com/india/originalsoftware
Windows VistaPartner Opportunity
Sell Win Vista , MDOP
$80M Opportunity
•Upgrade – target 3M XP Pro installed base•SA & MDOP Attach
Deployment & Support Services$40M Opportunity
•Windows Vista deployments•MDOP deployments•Windows Vista support
Legalize $15M opportunity
•Legalization sku – Get Genuine Solution / Get Genuine Kit
Call to Action •Get your sales teams skilled in articulating the value of Windows Vista Enterprise & MDOP•Position your technical folks to take advantage of the services opportunity around Windows Vista •Go after the legalization opportunity generated by WGA and the new Software Protection Platform
2007 Office System Launch
“…it's become much clearer that SharePoint will be the one must have product released this year for any Microsoft-centric business.”
“Office 2007 is one of the most ambitious and innovative releases to come from Microsoft in years…
Partner Momentum5,300 IW competent partners
2,200 SharePoint partners in the IW Competency
20,000 trained on Exchange 2007
3,600 partners enrolled in Quickstart for Microsoft Search
1,200 partner solutions on 2007
BusinessIntelligence
UnifiedCommunications
Enterprise Content
ManagementSearch Collaboration
Office Business Application Services
Secure And Well-Managed Core Infrastructure
Partner Opportunity Across BPI
Office Solutions
Development
Enterprise Project
Management
Office Deployment
Unified Communications Search ECM & Forms
Data Visualization
Performance Management
Portals & Collaboration
Partner Opportunity with IW Expand your Professional Services business
Desktop Deployment Planning Services Expand Your Transactional Business
Capture Missed Revenue with Office Ready PCs
Expand Your Solutions Business Develop Office Business Applications
Office Business Applications On-Ramp Program – www.obacentral.com
The Innovation ContinuesProducts launching in the fall
Complete and integrated performance management
Software-powered VoIP for streamlined communications
The ConnectedBusiness
Consolidation vs. Innovation
Sage: 10%
Microsoft 18%
R&D investment % of revenue
Driving innovation
What is in it for Customers & Partners?
“What these ‘collector’ companies do is buy vendors that have a mature product with a big installed base and collect the maintenance revenue”
Source: Nigel Rayner, - Gartner, July 2006
“They’ll keep the product lines going for as long as they can, making just enough R&D investment to stay in the market”
PRMSInterBizData3AcaciaAskBaanCodaMarcamMXPInfinium
E-PiphanyBonivaArzoonEXEIronsideBPCSFrontsepMaincorePivotPoint
Thru-PutInforMerciaSwanSCT AdageFygirLillyAperumFactsTakeStock
DMASBrainNxTrendDimasysDaly. commerceFormationIncoDevGeacJBA
RuntimeRatioPlanStreamlineManagement DataExtensitySun SystemsComshareDatastream…
AbraAccpacSBTActAdonixBest/MAS 500Best MAS 90/200Business Vision
Business WorksFASPeachtreePlatinum (PFW)SaleslogixSimplyAccountingTetraTimberline
KHK Office-lineCiele!MAS line 50MAS Line 100Grupo SPSoftline
SymphoniaLine BOBMasterbuilderPC-Kaufman…
Infor
Sage
“ERP innovation is back. And it's being led by a couple of industry giants: SAP and Microsoft.”
Paul Hamerman, June 8, 2007
Innovations driving Competitive Advantage
Office Business ApplicationsRole TailoredMicrosoft Dynamics Client for Office and SharePoint
Software + ServicesFinance Community“Certified For” - logo
People + Processes Company+ EcosystemBusiness Vision +Software
Sure StepSharePoint WorkflowsRealWorld SOA
2008 Launch WaveJoint launch in Q3, staggered product release scheduleKey themes: Virtualization, Web, EnterpriseLargest IT Pro, Developer, and Partner outreach in history
Events, Online, Community, Influencers
Virtualization
Web
Security
Enterprise Data Platform
Beyond Relational
Dynamic Development
Pervasive Insight
Rich Web Platform
Rich Client PlatformDeveloper
ProductivityTeam Collaboration
Support Latest Platforms
The 2008 Launch WaveJoseph LandesDirector of Marketing; Launch ManagerMicrosoft Corporation
Thank You For A Great Year!
Solid Sales Through Partners…
Steady growth for Windows Server (Volume Licensing)
Significant growth for Windows Advanced Server
Double-digit growth for SQL Server (Standard + Enterprise)
0
2,000,000
4,000,000
6,000,000
8,000,000 State of the BusinessServer Hardware New Units Shipment
Server and Tools is an $11B Business for Microsoft Numbers are projected for 2007 and beyond
IDC, Worldwide and Regional Server 2007–2011 Forecast: April 2007, Doc #206466, Apr 2007
Others
Security! Security!Scenario-focused Integrated innovationCompatibilityHeterogeneous interoperabilityEnabling broad industry ecosystem and volume economicsBest of breed functionality for all server workloads
Key Development Tenets
Server Functions
Operational Infrastructure
Solutions
Application Platform
Information Worker Infrastructure
Management
Workloads
Storage (file, portal)PrintEmail Collaboration
Application/Web ServerUnix integration servicesDatabaseHigh Performance Computing
Software DistributionVirtualizationOperations Management
General Purpose & EnterpriseMedium BusinessSmall Business
NetworkingRemote AccessSecurityIdentity ManagementTerminal Server
Server Workloads Focus
Hardware Inflection
Points
VirtualizationMulticore
64-Bit Power
Key Product Messaging
Web
Solid Foundation for Your Business Workloads
VirtualizationIIS7
Windows Media ServicesWindows Server
VirtualizationPresentation Virtualization
Server Core New Network StackServer Manager Power EfficiencyWindows PowerShell Next Generation Networking
SecurityBitLocker™
Drive EncryptionRead-Only
Domain ControllerNetwork Access Protection
How this Launch Will be Different Customers telling the story of our products
Make “community engagement” a core tenet of the launch
Generate BIG buzz and awareness online via Microsoft online properties & viral activities
Make the 2008 Launch Wave a Celebration of Partners
Empower our joint sales, marketing, and technical resources in a bigger way than ever
Create ample opportunity for IT Pros/Developers to get deeply trained and knowledgeable about products & partner solutions
Biggest-Ever IT Pro, Developer, and Partner Outreach
Advertising Campaign in 31 countries
300 Microsoft-led Events targeting 225K Attendees
Local Distributor-Led Events
Biggest-ever Online and Community Integration
Accelerating Deployments Generating breadth of customer references
through early adopter programs Global and Local RDP
Partner-Led Deployments build long lasting skills in the market
Looking for “Hero” stories across the world
We need your Help!
30
Promoting Evaluation
TechNet / MSDN • Distributed through Subscriber Downloads
Corporate Preview Program •Distributed to key customers by US and WW BMOs
Customer Preview Program •Distributed on microsoft.com with CARE integration
Launch Events •Distributed to customers attending local events
Other Events •Distributed at key events (e.g. WinHEC, TechEd)
Virtual Labs •Online evaluation of product through lab scenarios
Magazine Preview Program •Distributed to WW publishers to attach to local magazines
User Groups •Distributed to Culminus WW network of user groups
31
4.0 million
Trial and E
valuation
Driving Readiness Together Will embark on a massive readiness wave
12,000 Microsoft Certified Trainers 45,000 deeply trained partners Activating the Microsoft CPLS machine
Deep TechNet and MSDN integration TechNet Flash—2M biweekly distribution MSDN—1M biweekly distribution Microsoft Certification
Leveraging Partner Reach Comprehensive sales training for partners Road Shows & Vendor Events
32
Plug into Launch Marketing and
Readiness Activities
Download and get hands on with the
products
Plan for Launch in your Business and
Marketing Plans
Get Trained!
Now is the Time to Get Ready!
Delivering Integrated Value
Passionate About Standards• Cross-browser web apps
Designed for Design• Vector graphics &
drawing tools
Art meets Science• Mix & match design with
media
Improved productivity• Easier data access
Target latest platforms• Office, Vista & Web
Work Collaboratively• Design, develop and
test
Developer Designer
Designers & Developers Speak the Same Language
Cross Platform
Cross Browser
Media Experiences
.NET
Plug-In
RIA
Microsoft Silverlight
Silverlight
Janakiram MSVProduct ManagerDPE
The complete creative toolbox for web, graphic and UI designers
The professional Web
design tool
The professional Interactive design tool
The professional Graphic
design tool
The professionalAsset Management
tool
Studio
2008 Wave: Your Business Oppty Incredible Growth Opportunity
VSTS is a $ 3Bn market opportunity for MS 100Mn Service Opportunity for Partners Large installed base migrating from MSDN MS India Tools Biz growing at > 80% Y-O-Y
Business Value Reduce Risk, Increase Profitability Improve Organisational Productivity Minimise cost of Defects, Improve Software quality
Partner Opportunities POC & Installation services Process Design / Improvement Software quality implementation Migration Integration
$0 M
$500 M
$1,000 M
$1,500 M
$2,000 M
$2,500 M
$3,000 M
$3,500 M
$4,000 M
$4,500 M
2006 2007 2008 2009
PRB CAMPAIGNS
PEOPLE +
MICROSOFT SOFTWARE
=BUSINESS RESULTS
OSI CAMPAIGNS
ORIGINAL SOFTWARE =
BUSINESS STANDARD=
BUSINESS RESULTS
FY08 CampaignsCustomer Campaigns
DEPTH (BIG IT)Build Customer ConnectionsEnable Your Mobile WorkforceImprove ComplianceDrive PerformanceDrive Real World Business Optimize and Secure your core infraApplications Platform OptimizationOptimize your Business Productivity Infra
Relationship Marketing
Product Campaigns (Examples)
WindowsServer 2008
Reliability for the Next Generation IT
Microsoft Unified
Communi-cation
Software-based enterpriseVoIP solution to maximize existing infrastructure
Microsoft Forefront
Security products thatmake it easier to stay aheadof security challenges
WindowsMobile
Be better equipped tostay on top of my work
Perception Shift
Product Campaign
BREADTH (SOME IT)Security and ReliabilityCustomer Acquisition and RetentionBusiness ProductivityBusiness Solutions
NO ITConsumer Preference Campaign
Advertising
Perception Change Campaigns
OSI Campaign
PRB
Exte
nsio
n
Call to Action Continue to drive Vista adoption and
deployment MDOP Sell 2007 Office System and drive adoption
through Office Business Applications – building apps best solution direcorty
Prepare your teams for Windows Server 2008, SQL Server 2008 and Visual Studio 2008 launch – RDP
Provide us feedback on how we can continue supporting and enabling your success
S+S not only software