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Meet FAST for Enterprise Search & Collaborating in the New World of Enterprise/Web 2.0 Technologies
Andrew Lowson & Gayan Peiris
Agenda
• How can Partners capitalise on the opportunity?
• Solution overview
• Microsoft activities and investments
• Adding value to customers
• Competitive overview
• Demo
• Partner resources
• What is the market opportunity for Partners?
• Partner commitments to get involved
“From 2007 to 2013, the Enterprise
Web 2.0 Market is anticipated to grow
at a compound annual growth rate
(CAGR) of 47%”
— Oliver Young, Forrester, April 2008
Solution OverviewEnterprise Search Market Opportunity
• Typical ROI two years later: 6-10x
• Average Profit Margin for Search solutions: 30%
• The market is expected to double to $2.5 billion in 2010, 20% annual revenue growth
High-end
Enterprise/Infrastructure
Commodity Search
Enterprise Search Market
$792M(63%)
$314M(25%)
$145M(12%)
$1.29B(52%)
$884M(35%)
$334M(13%)
$1.25 Billion
$2.5 Billion
• For Microsoft partners with the Search Specialization
Enterprise search tightly integrated with a business productivity infrastructure
Best-in-class enterprise search for the most demanding applications
Enterprise search available as a free download
Microsoft activities and investmentsEliminate The Need For Compromise
Scale
Performance
Reporting
Architecture
Content sources
Data connectivity
Relevance
User experiences
Flexible options and control across
Search is not a one-size fits all solution
Microsoft activities and investmentsMicrosoft will continue to innovate in all three product categories.
TomorrowToday
High End
Infrastructure
Entry Level
Business Opportunity
• Immediate demonstrable
returns
• Impact at all levels and
departments
• Drives improvement of the
user experience
• Seamless integration with
business process
Search adoption is driven by people interacting with information in the business
Growth of data(over 5 years)
Time spent by knowledge workers ‘finding’ information
1000%
40%
Known business challenges
Cost of NOT finding key information
Sales lost due to NOT finding products or customers
?%
?%
Unknown business challenges
Competitive overview
FAST is the most
innovative Enterprise
Search products in
the market
FAST is eager to
build a strong partner
community to
improve the
execution capability
OracleFast Search & Transfer
Autonomy
ZyLab
RecommindCoveoVivisimo
Business Objects
Siderean Software
Mercado
Expert System
ISYS Search Software
X1 TechnologiesIntellisearch
WCC
Visual Sciences
Dieselpoint
Challengers Leaders
Niche Players Visionaries
Completeness of vision
Ab
ility
to
exe
cute Endeca
MicrosoftIBM
Polyspot
As of August 2007
Open Text
Progress Software
Kaldara Software
Mondosoft
InQuiraKazeon
Consona
ExaleaddtSearch
ThunderstoneMondosoft
Source: Gartner August 2007
Partner ResourcesPartner Enablement
• Sales
• Demonstration script
• Prospecting guidelines
• Customer presentation
• Competitive knock-offs
• Pricing information
• Overcoming objections
• Marketing
• Promotion/Event schedule
• Datasheets
• Logo‟s and usage guidelines
• Education
• FAST University technical training
• September 15th in Sydney
• Partner Enablement sales training
• Technical Support
• White papers
• Installation and configuration guide
• Knowledgebase
• Known bug report
• FAQ
• Troubleshooting Q&A
• On-line
• Partner Extranet• Updated in Spring ‟08
• Partner Wiki• Launched in Spring ‟08
• Partner Solutions Catalog• Under development for Summer „08
On-Boarding (Sign Up)
Pre-Opportunity (Ramp Up)
Opportunity (License/Service)
Implementation (Post-Opportunity)
Management (Enhance)
Partner Resources FAST X¹º Partner Engagement Model
What is the market opportunity for Partners?Search Is At The Center
Strong partner economics
The New UX
The Next Web App
Core to Business
Typical enterprise deal
Partner commitments to get involved
1. Visit the IW Booth and Learn More about the Products
& Solutions
2. Discuss with your customers and see if they need High
End Enterprise Search
3. Discuss with FAST partner team and get qualified into
the FAST partner programs (it‟s different from MSPP)
4. Build Up Your Skills with FAST (Take the advantage of
the FAST University)
5. Sell FAST and get some good license commission and
service revenues (six figures+ opportunities)