Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement

Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement.

Grow Your Enterprise Business By Optimizing Customers’ Infrastructure Lisa J DowneyLead Program Manager, WW Optimization Strategy Microsoft Corporation

SM009

Agenda

1. What is Optimization and what’s in it for Partners? – Lisa J Downey

2. Field and Partner Engagement proof points - Garry Corcoran, Readiness Manager (UK) and Mark Murrin, Microsoft Alliance Manager, SCC

3. How to build an Optimization Practice - Brent Johnson, Managing Partner, Cadence Preferred, LLC

4. Q&A

CIO Agenda: A Shifting IT Landscape

“Making the Difference: The 2008 CIO Agenda” Gartner EXP Premier, 2008

8. Collaboration9. Enterprise Content Management (ECM)10.Service Oriented Architecture (SOA) and

Service Oriented Business Applications (SOBA)

1. Business Intelligence2. Enterprise Resource Planning (ERP) and

Customer Relationship Management (CRM)

Business Decision Maker

3. Server and Storage Technology4. Legacy Modernization5. Technical Infrastructure6. Security7. Voice and Data Network

ITDecision Maker

Top Ten Technology Priorities in 2008

Microsoft Optimization ModelA Blueprint to Overcome Challenges

An approach that…

Looks holistically across the infrastructureAddresses underlying structure and complexityCreates an integrated, uniform environmentAdopts IT solutions that support proven Best PracticesPrioritizes and sequences IT projects in a structured, systematic manner

Agnostic Model-based Approach

Infra

stru

ctu

reP

latfo

rm

Turn customers’ IT infrastructure Into a Strategic Asset

Optimization is a structured, systematic process of assessing maturity across IT capabilities, then prioritizing projects to progress towards a Dynamic state.

Uncoordinated, manual

Infrastructure

Cost Center

Managed IT Infrastructure with limited automation

More Efficient Cost Center

Managed and consolidated IT infrastructure

with maximum Automation

Business Enabler

Fully automated management,

dynamic resource usage , business

linked SLAs

Strategic Asset

What Is Optimization?

Standardized DynamicRationalizedBasic

Technology Change

Competition

Security Threats

IT Service Management

Interoperability

End-User Productivity

Cost Reduction

Device Proliferation & Management

20%New

80%Maintenance

%Maintenance

%New

IT Resources

Core Infrastructure OptimizationProvisioning

Business Productivity Infrastructure OptimizationApplication Platform Optimization

Enabling

Unleashing Role-Based Productivity

IT Challenges Remain

Core InfrastructureOptimization Model

FY09 Emphasis: • Virtualization• Management

• Desktop Optimization• Vista & Office

Deployment

Core InfrastructureOptimization Opportunities

Data Protection and Recovery

Identity and Access Management

Security and Networking

Desktop, Device, and Server Management


77% - No user id validation or data protection for mobile devices

55% - Not running Office 2003 or newer

64% - No process to deploy security updates/patches

69% - Branch office data backups not centrally managed

76%

85%

69%

77%

64%

77%

69%

85% - No directory-based solution to protect content (rights/permissions)

77% - No virtualization to enable application access & recovery

76% - Certificate services (PKI) not centrally managed

69% - No virtualization tool for data protection & recovery for servers and applications

More than 15K accounts profiled as of 6/15/08

55%

Business Productivity InfrastructureOptimization Model

FY09 Emphasis: • Unified

Communications• Collaboration &

Search• Office Deployment

Enterprise Search

UnifiedCommunications

EnterpriseContent Management

Collaboration


Business Intelligence

Business Productivity InfrastructureOptimization Opportunities76% - No IM infra

that leverages unified directory

72% - No standard for desktop/server-side search

73% - No forms to collect data & drive workflow

66% - No control over workspace provisioning, policies, perms

88%

85%

74%

72%

73%

76%

72%

66%

85% - No voice & mail integration –(unified msg)

72% - No role-based targeting capabilities

88% - No offline or mobile access to forms

74% - No standard approach to data source provisioning


70% - No DB sourced scorecards

71%70%

71% - No automated tools for budgeting, planning, forecasting

Application PlatformOptimization Model

FY09 Emphasis: • Next Gen Web

•Enterprise Applications• Business Intelligence

Application PlatformOptimization Opportunities

Development


Data Management

SOA and Business Process

Standardized DynamicAdvancedBasic

70% - No database sourced scorecards for key departments

56% - Little process/ workflow automation

69% - Routine tasks take more than 60% of DBAs time

78% - No standard monitoring or mgmt of Web platform

70%

85%

52%

62%

69%

70%

78%

56%

85% - No access to scorecards tied to corporate objectives

62% - No server oriented data architecture

70% - Manual / re-entry required for data from one app to another

52% - No reuse of Web services & only basic XML


User ExperienceNo significant indicators.

How It All Fits TogetherOptimization Customer Analysis - Government

Unified Communication & Collaboration

Enterprise Content Management


Workspaces & PortalsMessagingPresenceWeb Conferencing

Doc & Records MgmtWeb Content MgmtForms MgmtSearch

Reporting & AnalysisPerformance MgmtData Warehousing

Core Infrastructure

Improve Collaboration Between OfficesSecure Information Portal for Executive Offices

Redmond

Toronto

Latin America

Paris

Mumbai

Tokyo

Sydney

Helpdesk Support Calls$

Helpdesk Calls Down 35%

$

Deployment Time Down 90%

$

Maintenance Costs Down 70%

$

Time-to-Market 97% Faster#

Maintenance Costs$

Maximized ITInvestment#

OperationsCosts$Asklepios

Service Levels

#

1st Time Fix Rates 77%#

TCO 37%$

Customers Are Seeing The Value

Download Optimization Customer Kit @ www.microsoftio.com

http://www.microsoftio.com/


What's new in FY09?

FY09 WW IO StrategyField/Partner Support• Minimal/No changes –

maintain a 2yr cycle of models (this is 2nd year)

• Better assessment questions (wording)

• No Business Logic changes• Add model in-depth or sub-capabilities to Core IO DDSM and BPIO

• Updated content to support this perspective

FY09 Models

• Question changes: “Yes” = Product selection

• Product granularity (version)• Sub-capability questions available

• Check microsoftio.com for details

Account Discovery

• Consistent end to end Partner Engagement Process

• MS Partner Program Competencies Alignment

• Optimization Sales Connection with solutions validation to Optimization

• Broader Partner messaging with and thru SMSP & Mid-Market Partners

• Introduce Optimization information and tools on Microsoft.com = http://www.microsoft.com/optimization

• Align with PRB and Dynamic IT campaigns to drive customer traffic

Customers


How do Partners become“Optimization Relevant”

PARTNER SALES EXECUTION

Building Optimization Partner Capacity

MATCH

EDGE Enterprise Demand Generation Engine

“P–Harmony”

Sales Qualify Opportunities and Partner Matching(*)

Mapping Marketing Leads

to Partners

IDENTIFY

PSPPartner Solution

Plan

OSCOptimization Sales

Connection

Deliver Revenue by driving optimization per capability

Driving Marketing awareness Building the skills by

Capability

Qualifying Partner Solutions to Optimization

Capabilities

Identify your MSPP competencies & leverage IO Partner Kit:

Get trained on IO – online courses and workshop or an IO University

Align your solutions to IO models. Validate IO Step Rate movement of your solution through question and answers at

Thru PAM or Partner BDM, execute & manage your IO PSPs (or PBP, PFP)

Improve your skills & sales through DDPS / MDOP

Leverage How-to-get-goingPPT and guidance

Gain field relevance!Grow your sales!

http://www.microsoftio.com

Optimization Sales Connection

Get IO Trained – Take an IO Leadership sales role

Check MSPP capabilities

https://training.partner.microsoft.com/plc

http://www.microsoftio.com/osc

http://www.microsoftio.com/





Garry CorcoranReadiness managerMicrosoft UK

Microsoft - UK

Partner Can Use IO ....To

Improve the customer conversationPosition your solution strategicallyIdentify new opportunities

Before that can happen You need to .... identify solution areas you are willing/wanting to provide services for.... Get focussed - get ready and get selling

Look at the IO model and ask ..

What solutions are you offering today ?

How many engagements; case studies ?What would like to offer ?What ‘s required to get you there ?

Sales collateralMarketingSales ReadinessTechnical Readiness

Aligning to your PSP

Identifying your IO gaps


Mark MurrinMicrosoft Alliance ManagerSCC (UK)

Optimization Driving New Value At SCC

Specialist Computer Centres

• 6 CompetenciesGold Certified

Partner

• 9 countries• 7000+ customer facing employees• Manage 1M+ desktops across Europe

€3.1B business

• LAR• Systems Integrator• SAM Partner• Hosting and Managed Services

Multi-faceted Microsoft Partner

• Differentiate• Refresh• Innovate and drive innovation• Long term traction with more customers

Business Challenges

Value And Benefits To SCC

Customer Engagement

•Customers business requirements and pain points•Level of engagement and credibility•Vision for tangible improvement•Set direction and quantifiable steps•Blueprint to support a customers strategic direction

Partner value•Re-enforces partner value quicker as well as the long term•SCC is the customers guide on an I/O journey •Drive value at each phase of a customers solutions delivery lifecycle

IO Adoption & IntegrationFocal point to unify and integrate our Microsoft touch points

Maturity model for customers, a framework for partnersSolution Sales approach

Supports a best practise ethosMicrosoft Services StrategySales Readiness - TrainingManaged Services

Continuous TransformationCross business alignment

Sales & MarketingLicensing & SAMService StrategyMicrosoft Engagement

The IO OpportunityLicense to

Services ratio improvements Services

content of contracts improving

Service pipeline $16M+Incremental

License revenues of

$6M

Increased spend, improved conversion rate,

longevity

Better engagement

with Microsoft

Resources and Planning•Embed IO into the heart of the business – commitment to the framework•Use the Microsoft resources and tools – they work•Integrate with your own IP, best practises and process•Develop a solid and meaningful PSP

Commercials•IO is a significant value add – don’t turn away business, use it as a jump off point•As confidence increases, move from FOC to revenue generating IO assessments•Think about the long play – not the single project today, but multiple projects tomorrow•Customers will say no – don’t lose heart

Relationship•Engage with your PAM•Small steps, its a journey for a customer and for a partner – don’t try to boil the ocean•Articulate the value of IO at the right level in the customer•Partner with Microsoft and leverage

Delivery•Share you successes, learn from your mistakes•Manage your proof points•Develop and extend your core competencies and strengths – but know when to partner•Differentiate – develop solution offerings that progress a customers IT maturity

First Steps…And Pitfalls..

What Can IO Help You Drive?Desktop Strategy delivered to the Board. Fully charged at $110K. Direction and steps identified and agreed. $2M of associated short, medium and long-term projects identified

Large Insurance Company

Based on early value, efficiencies and cost reduction SCC won a $4.2M - 3yr Managed Service contract to build, host and deliver an eCommunications platform. A combination of Core IO and BPIO projects.

Tier 1 UK University

Initial discussion around a point solution was re-framed into a infrastructure transformation discussion with the CIO. $1.5M services contract to deliver transformation milestones across the IO model

Central Government Dept

A new customer to SCC, we were engaged at CIO level with immediate success through the use of IO, demonstrating a desire to develop a partnership through the short, medium and long-term

Haulage and Logistics


How to build an Optimization

Practice

Brent Johnson Partner Cadence Preferred

Cadence Preferred

Engaging With Microsoft

Align your sales approach with Optimization

Create a bigger sales footprint per

account

Build a practice

Joint engagement with Microsoft field

Align your solutions with Microsoft

solutions

Scale to Microsoft opportunities and

drive to close

Step 4

Step 3

Step 2

How To Build An Optimization PracticeStep 1

Earn a Microsoft Partner Program Competency related to Optimization

Register with Optimization Sales Connection

Acquire all Microsoft Optimization resources for partners and customers

Develop solution offerings that align with the Optimization model

Step 5Implement best practices for selling through the Optimization model

How To Build An Optimization Practice: Step 1

More information here: https://partner.microsoft.com/global/40021633

Experience a wealth of benefits

Support your core business strategies and improve your market

impact and reach.

Align your business with Microsoft

Greater profitability and faster implementation times than the

competition.

Help stand apart from the crowd

Demonstrate your proven Microsoft experience and skills to customers.

Build powerful partnerships

Expand business opportunities through enhanced partner-to-

partner connections.

Step 1Earn a Microsoft Partner Program Competency related to Optimization

Examples of Competencies related to Optimization:Advanced InfrastructureNetworking InfrastructureMobilityCustom Development Solutions

https://partner.microsoft.com/global/40021633


Step 2

Register with Optimization Sales Connection

Becoming a trusted provider that is recognized by the Microsoft sales

force and customers as a go-to partner for Optimization-related

solutions.

Partners that have already started using Optimization to drive sales

have experienced improved opportunities and growth with

customers.

Partners can synchronize their efforts with Microsoft Account

Teams--driving the effort together.

Increasing the average sales per engagement by identifying more

opportunities and generating more sales.

In an effort to help partners align with the Microsoft sales force, become Optimization relevant, and take advantage of Microsoft Optimization tools to use with customers in an effective manner, Microsoft has developed the Optimization Sales Connection partner framework–a set of guidance, training, and resources to help partners succeed using Infrastructure and Platform Optimization.


Step 3Acquire all Microsoft Optimization resources for partners and customers

Attend :•Selling With Microsoft Optimization Workshop•How to Grow Your Business Through Infrastructure Optimization

Become familiar with:•Infrastructure Optimization Account Discovery Guidance•Customer Engagement Workbook

Download the following resources:•Optimization Customer Kit•Infrastructure Optimization: Essentials•Infrastructure Optimization In Depth

Ask your salespeople to attend:•Core IO University•BPIO University•APO University

More information here: http://www.microsoftio.com

https://partner.microsoft.com/global/40021633


Step 4Develop solution offerings that align with the Optimization model

Assess your company’s areas of expertise in optimization. Then utilize those resources to build a solution offering that will align with the Optimization model. Potential solution offerings include:

Identity and Access ManagementDesktop, Device, and Server

ManagementUnified CommunicationsData Management

Use Optimization Sales Connection (OSC) to assess your IT solutions against the models, gain additional sales resources and complete the registration www.microsoftio.com/osc



Step 5Implement best practices for selling through the Optimization model

“The IO framework helps IT professionals organize and communicate the value of

technology in business terms. And it helps them work toward achieving maximum value from

their solutions as well.” Brad Hibbert ,Vice President of Strategy, NetPro

Computing Inc.

“The assessments—and subsequent discussions about business problems and potential solutions

—often lead to services contracts to help customers improve in target areas.”

Case Study - Intergrupo: Partner Program Helps Solution Provider Achieve 30 Percent Annual

Growth

“The IO program from Microsoft, embedded into our service delivery model through our shared services factory, is adding material value to our customers through improved performance levels, increased uptime and

reduced costs.” Simon Walsh , Managing Director,

Computacenter

“Infrastructure Optimization is not just a one-off implementation. It is a permanent

evolution with the customer.”Simon Oecken , Transformation Director,

Computacenter

Other partners who are using the Optimization model have found great success. Here are a few quotes from those partners and the best practices they have implemented.

The Infrastructure Optimization Journey

4. With customers, complete the Optimization Self-Assessment www.microsoft.com/optimization

3. Build a multi-year plan that maps to Optimization and your business goals

2. Prioritize and identify capability gaps to grow your business http://www.microsoft.com/io

1. Assess your IT solutions against the models http://www.microsoftio.com/osc

1. Attend IO Readiness – IO Universities, Essentials and Workshops https://training.partner.microsoft.com/plc

http://www.microsoft.com/optimization

http://www.microsoft.com/io




BL029 - Grow Your Enterprise Business by Optimizing Customers’ Infrastructure

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© 2008 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.

The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after

the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Documents

Material in this presentation may be subject to NDA and/or the confidentiality clause in your MSPP Agreement