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Connecting Customers To What Matters…Strategic Integration Projects Using SOA
Marcy Larsen – Microsoft Australia
Janet Horton – Carpe Diem Consulting
About today
What we will not cover• Biztalk Roadmap• Deep Technical insights or architecture
The area of focus• The Basics• Why Biztalk is not a product sell• The Marketplace and Service opportunities• How to engage Microsoft to secure wins
What Is SOA?
• A style of architecture, not a product– Leverages existing assets in a loosely-coupled manner – Standards are critical for success : WS-*, XML, RSS…– Web services makes service orientation practical and drives broad
industry interoperability
• Microsoft continues our commitment to delivering broad adoption of service orientation and interoperability through our investments in .NET
• Primary benefit centers around business agility
SOA represents an enabler for faster process change, greater business insight and competitive advantage,
and the creation of a connected business.
SOA ?
SpearSpear WallWall
SnakeSnake RopeRope
InfrastructuInfrastructurere
ArchitecturArchitecturee
Agile Agile OrganizatiOrganizati
onon
IntegratioIntegrationn
Another way to define SOA
5
800
200
40
2.2
Dollars pulled through for every dollar of licence sold
Million: the estimated size of the SOA market for APAC
Million: Australia’s share of that market
The compound annual growth rate of the SOA market
Billion. Estimated APAC market size by 2010
HIPAA
The reality of the information worker
CRM
HR
eComm
EDI
SWIFT
RosettaNet
AS2Logistics
Customer
Regulatory
Financial
ERP
Supplier
Value = Benefit - SacrificeValue = Benefit - Sacrifice
So, why don’t businesses change?
Business drivers are catalysts for change to SOA
Is it really that easy?
•“The Dark Side of SOA”InformationWeek, September 4, 2006
Quiet Resista
nce
24% say projects fell short of expectations55% say project introduced more complexity
41% say project cost exceeded while failing to generate promised return
Only 7% say results exceeded expectations
Skepticism aboutbenefits
ConfusionAbout
meaning
Fear of Uncertain
ty
Immature
Delays to
prove ROI
Reports offailur
es
Exposing the organisation through SOA
“The days of a special class of experts controlling one-way flow of information are over. If you are going to be naked, you had better be buff.”
Neal CrossIndustry Solution Specialist
Microsoft
Selling BizTalk
The Good, the bad and the revenue
•The Good– Complex integration– System workflow– Industry Standard messaging– An ESB– STP and transformation
•The Bad– Highly transactional systems– Stateless .NET Services
•The $$$– This is a software engineering task - !P+P
Sales Incentives and MS Support
•1 hour of initial assistance for all BizTalk opportunities
•An XBOX 360 to every person who brings MS a BizTalk opp that closes *
•Please put your contact details and brief description on the evals
•Deals must close before the end of June 15 2009
•MS can engage in number of ways – we are willing and able to engage on ALL BizTalk opps
SOA and Biztalk
200
Industry Opportunity
Why Microsoft Cares
Direct Revenue : Avg Biztalk deal size is $40,000 with the highest in Australia being over $500,000
The Platform Synergy : $1 of BTS pulls through an additional $4 – 7 of other Server products (SQL, VS.NET, MSDN, MOM, Sharepoint, Infopath and Dynamics)
Services Opportunity: $1 in sales generates $5 in Services!
Lifecycle
How we are going to market
Q1 Q2 Q3 Q4
0% - 20% 20% - 40% 40 - 60% 60% - CloseMSPP Stage
Timing
Key BusinessMilestones
TechEdProfessional Developers Conference
Execution Focus
LaunchBizTalk V6/SOA Roadshow
Generate Product and Solution Demand
BusinessThemes
Close Pipeline
BizTalk V6 GA
“Tomorrow, Today”“The Road towards Oslo”
“Fast Start”
Product and Solution
Campaigns
1 : Many 1 : Targeted 1 : Few 1 : 1
WW SOAConference
“Close out the Year”
Scope
Upgrade
Supply Chain
SOA Event
SOA Event
Workshop
Workshop
Partner
PartnerZero BizTalk
Payments
Local Gov
...
...
...
Fill out the formWe will contact you within 30 days
Get involved with the campaign, APO Uni, and the SOA Wave
Talk to us about your capabilities and opportunities – win an XBox
Share your customer list to see if you have one of the 200
Next Steps