PERCEPTIONS VS. REALITY IN THE DATA PLATFORM MARKET LANDSCAPE

Mark Jewett Michael GirdisSenior Director Application Platform ManagerMicrosoft APAC Microsoft Australia

SESSION: AP042

AGENDA

1 Platform Market Trends2 Microsoft Strategy and Momentum3 FY12 Australian Application Platform Team Plan

Trend: Data is Exploding

Source: IDC 2010 Digital Universe Study

DATA WILL GROW 44X IN

10 YEARSINFORMATION TECHNOLOGY PROFESSIONALS WILL GROW

1.4X

TREND: Insights Not Data

BI/Analytics

Mobility

Virt

Cloud

BPM

Risk/Comp

Portals

Collab/social

83%

74%

68%

60%

60%

58%

57%

55%

CIO Priorities

Source: IBM survey of 3000 CIOs

BI/CPM

LOB

ECM

SOA

Mobile

UC

Cloud

Security

CFO Priorities

1st choice2nd choice3rd choice

Source: Gartner

65%

46%

28%

22%

21%

19%

16%16%

Trend: IT business relevance

How Business Views IT

Source: Deloitte, CIO Survey 2010

60% of firmsstill view IT assupplier of service orcost center

57%

24%19%

51%

38%

9%

2009 2010

Supplier of service

Value adding partner

Cost center0% 2% No

answer

IT Metrics Should Vary with Business Context

competitive advantage

technology adoption

Increase return on investmentof current technology

Reduce total cost of ownership

of mature technology

Improve time to market

of new technology

time

IT Success Metrics

Run 66%Sustain existing

products and services

Grow 20%Improve existing

products and services

Transform 14% Introduce new products and services

“Run” Mission-Critical Systems at the right Price-Performance

25% of allsystems are legacy MISSION-CRITICAL

25%OLD SYSTEMS

25%OLD SYSTEMS (CRITICAL)

50%NEW SYSTEMS

!

PRICE-PERFORMANCE has improvedby 30X in 10 years2001 2010

12.8

0.39

$/tpmC

Source: 2008 NASCIO Digital States at Risk, Modernizing Legacy Systems

Source: Best TPC-C Price Performance Benchmarks 2001 – 2010

Better Mission Critical Capabilities and SecurityTOP STATS in production workloads

70TB

20TB

88PB

30min

12TB

Largest Single DatabaseLargest TableMost Data in

a Single AppData Load Time for 1TBLargest Cube

Record-breakingperformance and scale

5,203 TPS, 320 AGENTSINTEREST CAPITALIZATION performance benchmark for T24

5,000 CONCURRENTUSERS HIGHEST SCALE benchmark for TeamCenter

34,000 USERS,WORLD-RECORD SCALE for 3-tier SAP SD

9 MILLION UTILITYMETERS/HR RECORD SCALE data management for MDM

ZEROsecurity vulnerabilities

48

16

DB2 11g

Published Vulnerabilities Since January 2009

MOSTSECURE

“Grow” Productivity for End-Users

USERS have no access to BI

Deploy & Future Proof

Agility Control

Monitor & Manage

Connect & Provision

IT ProfessionalEnd-User

Share & Collaborate

Mash-up & Analyze

Find & Access

Familiar

Collaborative Managed

Better ROI & Adoption for BI

Source: InformationWeek Analytics 2010 BI and Information Management Survey

$1,066,348

$522,333

$220,804

Mega-Vendor Average without Microsoft

Self-Contained Pure-Plays

Microsoft

55% 45%

MICROSOFT

42% 58%

ORACLE (INCLUDING HYPERION AND SIEBEL)

40% 60%SAP BUSINESSOBJECTS

38% 62%

IBM COGNOS (INCLUDING TM1)

9% 91%TABLEAU

8% 92%QLIKTECH

Using/Planning to Use Evaluating/Not Using

Are You Using, Planning, to Use or Evaluating BI Products from the Following Vendors?

Five-Year BI Platform Cost

Source: Gartner 2010 BI Platforms Licensing Models & Negotiation Strategies

“Transform” to Harness Cloud

Your Cloud strategy should include all options

SERVICES

Complete Servers + Services Cloud Platform

Identity • Management • DevelopmentCOMMON

SERVERS

The Microsoft Application Platform Strategy

We Believe In APPLICATION

CHOICE

We Are Deeply Focused on

USERS

We Are Committed to SERVERS +

SERVICES

Microsoft Growing Share

Growing 2x BI Market

20092010

0.0%

10.0%

20.0%

Gartner BI marketrevenue growth

rates

BI Platform MarketMicrosoft

Growing RDBMS share in Australia

+2points

Winning Customers

Microsoft Australia – Application Platform PlanFY11 – Ask of Partners

Share our vision and tell our story

Align to one of one or more of our priorities

Align to one or more of our ATUs

Deliver and publish beach heads

Understand how to work with Microsoft Services$120m+

20% +YoY Growth

35% SQL premium Growth

Grew faster than major competitors

Application Platform Australia – How we sell

Evolution ofhow we sell

Driving Relevance Business insight &

connection (supported by BGA)

Application understanding (supported by AGA)

A Clarity around motionsand solutions

B

New

Surround/ Enable

Replace

Alignment & OrchestrationC

Sales, Services & Partner Alignment

1

2

3

4 AzureSolution AreaSelling

Platform WorkloadSelling

PlatformModernization

Application Platform Australia – What we sell

App Plat FY12 WorkloadsISV Apps Industry focussed ISV apps & DynamicsWeb Rich Internet Applications .NET & Sharepoint

Web Infrastructure

Custom Development

User Experience Application Lifecycle Management & .NET

BI & Reporting and Analysis

Analytics & Data Mining Report Generation & Distribution, MDMSharePoint, BI Appliances

DashboardsData Warehousing Data Warehouse Generation Data Warehouse (PDW, Fast track &

Bespoke)Integration Enterprise Application

IntegrationBiztalk

Composite Applications .NET, Biztalk and Azure

Line of Business Platform

Platform modernisation SAP re-platform, Mainframe modernisationOracle & Sybase migration

Horizontal Solution partner applications

Global and local ISV Application partners

Private Cloud Consolidation SQL, Virtualisation (Hyper V & ESX), System Centre, Consolidation appliance

Public Cloud Re-invent and disrupt business process

Azure

100% Partner fuelled workloads

ISV’s, SI’s, Resellers, OEM’s

What we sell – Case Studies

Run 66%

Grow 20%

Transform 14%

• Enterprise Data Warehouse• $7m in benefit p/a• $200k p/a saving & faster

• Investment Bank - simulation• Burst Monte Carlo calc.• Fast response & scale (POC)

• Perf. Mgmt of all Health assets• Impact: 90K patient outcomes p/a• Near real time ability to respond

What’s New this Year

Breakthrough Insight

Unlock new insights with pervasive data discovery across the

organization

Create business solutions fast, on your terms across server and

private or public cloud

Enable mission critical performance and

availability at low TCO

Mission Critical Confidence Cloud on your terms

SQL Server Codename DENALI

How we continue to drive momentum with Partners

Enrollment for Application Platform License construct to drive deployment

Sales incentives in Microsoft will drive App platform focus

Deployment Planning Services Provides Microsoft-sponsored consulting

engagements to Software Assurance customers

Solution Incentives Program Rewards partners for practices supporting specific

Microsoft solutions

Australian Application Platform Team FY12 Application Platform FY12 marketing campaigns3 x Technical SpecialistGeographic alignment for Solution specialistsPrincipal Strategy consultants – 4 industriesCorporate funding for big migrations - Safe PassageDedicated Azure TeamIncrease V-TSP program

Increased services coverage

Mission critical Premier

Tier 1 consulting

Sales: Who to Call?

mgirdis@microsoft.com

P latform Commercial Nth Commercial Sth FS North FS South Comms Nth Comm Sth QLD/NT WA SA NSW Gov Vic Gov FED Gov CAM Comm CAM CAM

SSP P latform Martin Kirby Harnam Thandi James Bibby Chris Vidotto Martin Kirby Chris Vidotto Darien Nagle Gary Casham Gary Casham Gavin Watson Chris Vidotto Ronnie Guha James Bibby Ja

Gavin Watson

P rincipal P latform Specialist

Stephen Gilbert(BHP; Rio; SP

Ausnet)

Adam Barker(CBA; WBC; Macquarie)

Colin Weir(ANZ; NAB;

Telstra)

Colin Weir(ANZ; NAB;

Telstra)

Stephen Gilbert(BHP; Rio; SP

Ausnet)

Chris Peiris(DoD; DHS; ATO)

TSP Data P latform Shashank Pawar Ron Dunn Shashank Pawar Ron Dunn Shashank Pawar Ron Dunn Shashank Pawar N. Raja N. Raja N. Raja Ron Dunn Ron Dunn /

N.Raja

TSP Integration

NA

All

Geoff Clarke

Main Sessions to expand upon today

QUESTIONS

Ask of Partners

Share our vision – Get on Denali & Crescent Wave

Align to priority areas & joint plan by completing a PSP

Align to one or more of our ATUs

Deliver and publish beach heads

Understand how to work with Microsoft Services

Get Gold certified for Solution incentive & V-TSP program

PARTNER RESOURCES

Ensure potential customers can find you on Pinpointhttp://pinpoint.microsoft.com/en-AU

Get paid – ensure that you qualify for the Solution Incentive Program.Speak to your PAM for more info

Differentiate your business by signing up to the Business Intelligence and Data Platform competencieshttps://partner.microsoft.com/Australia/program/competencies

Leverage the Partner Marketing Centre to help you reach more potential customers https://partner.microsoft.com/Australia/salesmarketingsection

Skill up your teams for success with the Partner Learning Centre and local Readiness https://partner.microsoft.com/Australia/trainingevents

Come to session: Doing Business with Denali The future ready Data Platform (AP095) tomorrow