Partnering with Microsoftin Local Government

Sue Johnston Government Industry Manager

Jane MackarellIndustry Marketing Manager

Agenda

• Market overview & research

• The citizen services platform opportunity

• Partner readiness & marketing campaigns

• Partner commitments

10,0007,000

18,500

1,200

1,500

?20,000

27,000

No. of Councils No. of PC’s

76

15269

79

29

35

143

Local Government in Australia

• 615 Councils and Shires across Australia.

• Complex business model.• Procurement aggregated

through association arrangement.

• In FY08/09 Local Government spend estimated between

• $1B-$2B (Aus) Gartner June 2008

Local Government Market Size

• IT Spending by Segment • 100% = $1.5B (AUS)

• Software Spend 22% = $330M (AUS)

• Services Spend 43% = $645M (AUS)

Today's reality is…

BudgetAvailability

$$

DeliveryTimelines

Today's reality is…

• Citizens now expect…– Responsive service delivery– Integrated portfolio of services– Efficient, multi-channel communication

There has been an evolution of expectation

Market research – current capability

Market research - capability effectiveness

Alignment Business Process

Citizen contact centre

Citizen Portal/Internet Abandoned Waste Reporting, Council Meetings & Agenda/Minutes Manager, Community Events Calender, Mayor/Elected Official Newsletter ,Road Hazard Reporting

Search

Performance Reporting/Business Intelligence

Team collaboration Council Meetings & Agenda/Minutes Manager

Intranet/Portal Council Meetings & Agenda/Minutes Manager

Mobile applications for field staff Mobile Inspections

GIS

Interactive forms

Case Management Road Hazard Reporting, Abandoned Waste Reporting,

Electronic procurement Council Meetings & Agenda/Minutes Manager

Document and records management

E-mail

Business process – capability alignment

Local Government focus areas – FY09

Citizen Service Platform

Citizen Service platform structure

Citizen Service core platform capabilities

Citizen Citizen Service Service PlatformPlatform

Performance Point Performance Point Performance ManagementPerformance Management

ForefrontForefront SecuritySecurity

System CenterSystem Center Server ManagementServer Management

BizTalkBizTalk IntegrationIntegration

VistaVistaDesktop ServicesDesktop Services

OCSOCS CommunicationsCommunications

Citizen Service extended platform capabilities

Citizen Citizen Service Service PlatformPlatform

What do the templates offer?

CustomersCustomers PartnersPartners

RelevanceRelevanceHelp show our customers Help show our customers what our technology can what our technology can deliver, and how it meets deliver, and how it meets the ever-changing the ever-changing challenges they facechallenges they face

SpeedSpeedCustomers can use the Customers can use the templates to bring some templates to bring some initial goals into production initial goals into production quicklyquickly

SkillsSkillsWith the source code, they With the source code, they help to educate our partners help to educate our partners on how to deliver these on how to deliver these solutions on our platformsolutions on our platform

DemonstrationDemonstrationGive our partners a platform Give our partners a platform to demonstrate the value of to demonstrate the value of their solutionstheir solutions

Citizen Service platform portal

CitizenCivil Servant

Politician Visitor Politician’s DashboardPolitician’s Dashboard

Local Government focus areas – fy09

Greater Microsoft sales coverage – local government

Ed MooreNational PS Sales Manager

Ben PlaceSales Engagement

ManagerQLD / NT

Warren BaileySales Engagement

ManagerNSW/ ACT

Ken RankinSales Engagement Manager

VIC & TAS

Michael LeungGov QLD & NT

Liam RidgewayAccont 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

Citizen Service platform campaign

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Partner Conference – local Govt session

Partner Conference – local Govt session Partner and Sales Readiness

Training – Citizen Service - NOVEMBER

Partner and Sales Readiness Training – Citizen Service -

NOVEMBER

Citizen Service Partner marketing support

Citizen Service Partner marketing support

LGTS Victoria Conference – awareness activity - AUG

Citizen Service Platform Campaign – MOSS external adaptor offer; partner offers;

showcase reference sites.

Gordon McKenzie – WW lead customer visits

Coffs Harbour IT Conference – awareness activity –

NOVEMBER

Local Govt P2P Networking Nights, 5 cities – access

templates, nominate pilots - SEPTEMBER

Local Govt P2P Networking Nights, 5 cities – access

templates, nominate pilots - SEPTEMBER

3 X Pilots identified; case studies generated

Partner led demand generation, using MDF

TO PARTNER

Licensing optimisation – Q2, Q3

• To customer campaign to simplify how to buy in local Government

• Supporting materials, training and guidance for partners re government licensing – including material for new licensing program, Open Value for Government

Business intelligence in government Q1/Q2

Information management (BPO) Q2

• MDF available for partners to generate demand in local government

• Branding and exposure support for Microsoft Gold Partners at RMAA conference, Sydney, September

• Partner technical readiness and sales and marketing training support

• Messaging support for relevance to local government customers

Local Govt marketing activity – all up

CAMPAIGN BASED ACTIVITY

BUSINESS AS USUAL ACTIVITY

Government Industry Website Update – Public Safety & National Security, Local Govt, Defence, citizenship Government Industry Website Update – Public Safety & National Security, Local Govt, Defence, citizenship

Government Case Studies - Written and VideoGovernment Case Studies - Written and Video

Quarterly Government NewslettersQuarterly Government Newsletters

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Partner Conference – local Govt session

Partner Conference – local Govt session

Partner and Sales Readiness Training –

Citizen Service

Partner and Sales Readiness Training –

Citizen Service

Info Management Partner marketing

support

Info Management Partner marketing

support

Partner Public Sector Recruit & How to Buy Kit

Partner Public Sector Recruit & How to Buy Kit

Citizen Service Partner marketing support

Citizen Service Partner marketing support

LGTS Victoria Conference

Information Management (BPO aligned)

Citizen Service Platform Campaign – MOSS offer

RMAA Sydney, Conference

Coffs Harbour IT Conference

Local Government Platform Vision collateral Local Government Platform Vision collateral

Local Govt P2P Networking Nights

Local Govt P2P Networking Nights

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

Microsoft resources for partners

• Partner networking nights

• Partner readiness

• Partner marketing and sales support

• Case studies

• POC funds for Citizen Service reference sites

• Messaging support for industry and non-IT audience

• Event alignment– Umbrella branding, booth support at 3rd party external events– Industry association partnerships and alliances– Speaking slots at Microsoft led events

• Industry Web sites – partners can be profiled

Partner commitments

• Align with Microsoft sales teams – greater coverage in local government in FY09

• Email localgov@microsoft.com

• Contact your PAM to build a government industry plan into your PSP

• Attend the Partner 2 Partner Networking nights for Citizen Service Platform in September

• Attend the Partner training for Citizen Service Platform in November

Questions & Answers