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SMB Opportunity
Inese KingsmillDirectorSmall and Mid-market Business
Microsoft Australia
Thank You!!
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Why Microsoft?
• Market Opportunity
• New Business – S+S, Public Sector
• Our Partners & Working Together
Value
The SMB Sweet Spot
Number of
Employees0 1,000’s
Number of
PCs0 1,000’s
IT
ProfessionalsNone CIO + Staff
IT
ComplexityLittle
Small Business
Lots
Self
PerceptionEnterprise
Small Business Midmarket Enterprise
SMB
“Sweet Spot”
SMB Customer Trends
• Growth Segment
• Software plus Services
• Virtualisation
• Small Business Growth
• Public Sector Growth
Production & Collaboration
Mobility
Operations
Finance
Human Resources
etc.
Customer Service
Sales
Marketing
Security
Storage, Backup,
& Recovery
Top IT Priorities of SMBs
Market Opportunity
Microsoft revenue
Addressable Rev
Non-Addressable
R&D Results in Product Innovations
Application
Platform
Optimisation
Why Microsoft?
• Market Opportunity
• New Business – S+S, Public Sector
• Our Partners & Working Together
Value
Christian Longstaff
Partner Marketing Manager
Microsoft Australia
Industry Trends
Trend 1: Service Oriented Architecture (SOA)
Trend 2: Software as a Service (SaaS)
Trend 3: Web 2.0
Trend 4: Rich Internet Applications (RIA)
Trend 5: Cloud Computing
Industry Trends
SOA: Service Oriented Architecture
Reuse and Agility
Web 2.0
Network Effect
SaaS: Software as a Service
Flexible pricing and delivery
RIA: Rich Internet Applications
Experience
Software + Services
Cloud Computing
Service Utility
Extending tools and platform to cloud
Experience across multiple devices
Best-in-class SLAs and IT governance
Best of both worlds
User in control
Deployment choices for IT
Services
Software
+
On-premise
HostedIn Cloud
ServicesSoftware+
Software plus Services Platform
Devices Networks
Building Block Services
3rd PartyApps & Solutions
Online ServicesLive Services
Datacenters
IT Challenges
Customers tell us…
IT Challenges
We want the features of the latest platform but don’t want to upgradeor we don’t have the skills…
IT Challenges
We want to protect current investments in IT infrastructure and add additional capabilities quickly…
IT Challenges
We can’t keep good IT people to run the platform and we need to free up our best people to work on strategic projects…
IT Challenges
We want more predictable IT costs even if it doesn’t save a lot of money…
IT Challenges
We can’t spend enough toensure security and reliability…
Revenue Generating Activities
• What?
– Six common business
partner practices
– Based on IDC’s
partnering and services
taxonomies
• Why?
– Partner Types are blurring
– Perspective of what
partners do, not what they
have been labelled.
Partner Types And Revenue Generating Activities
Value-Added
Resellers
Regional Systems Integrators
Independent Software Vendors
Web VARs
Hosters / Managed Services
Providers
The Power of Choice
Rapid implementation
Anywhere-access
Rich customization
MS Online
Control & ownership
Strategic capabilities
Advanced integration
On-Premise PartnerHosted
Outsourced IT
Industry / Vertical
configuration
Packaged solutions
Rapid implementation
Anywhere-access
Rich customisation
MS Online
Control & ownership
Strategic capabilities
Advanced integration
On-Premise PartnerHosted
Outsourced IT
Industry / Vertical
configuration
Packaged solutions
Economy of ScaleLow High
ControlHigh Low
Software + Service Go Do’s
Online…Complete Microsoft Online Services Training
Pass the assessment
Create a profile in Solution Profiler
Use the software + services Partner Evolution Interactive Guide
Here And Now…
Sign SPLA and/or ISV Royalty Agreements
Join Quickstart for Microsoft Online Services
At The Office…Assess your business model for Software + Services opportunities
Explore P2P Opportunities
Partner witha hoster
Online…
Complete
Pass
Create
Use
Melissa Barlow
Public Sector Director SMB
Microsoft Australia
SMB Public Sector, by numbers
Source: Microsoft research based on IDC Data
FY09 Australian Market OpportunityUSD Millions
$0.0
$100.0
$200.0
$300.0
$400.0
$500.0
$600.0
$700.0
$800.0
$900.0
Education Government Health
$255.9
$123.7
$270.7
$325.6
$259.8
$418.1
$77.2
$103.9
$149.5
Software
Services
Hardware
Education Govt Health
# of
Customers6000 7000 3200
Customers
Catholic
Education
Independent
Schools
Local
Government
Small-Mid
Size State
Federal
Government
Aged Care
Private
Hospitals
Pharmacies
GPs
Health
Insurers
Industry Trends
• Managing Information– Across Government
– To Citizens
• Shift towards Shared Services models
• Data Centre Consolidation – Green IT initatives
• Health – Aging Population
– Chronic Healthcare Workforce shortages
• Education– Education Revolution Policy
• Cost Efficiencies
Microsoft Investments in Mid Market Public
Sector
Ed MooreNational PS Sales Manager
Ben PlaceSales Engagement
Manager
QLD / NT
Warren BaileySales Engagement
Manager
NSW/ ACT
Ken RankinSales Engagement Manager
VIC & TAS
Michael LeungGov QLD & NT
Liam RidgewayAccount 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
• Marketing –customer campaigns
• Partner
Recruitment –
ISV, Reseller and
Solution Partners
• Software Asset
Management
Government SMB Marketing Activity
Q1 Q2 Q3 Q4
CAMPAIGN BASED ACTIVITY
BUSINESS AS USUAL ACTIVITY
Government Industry Website Update – PS & NS, Local Gov, Defence, citizenship
Government Case Studies - Written and Video
Quarterly Government Newsletters
To
Custo
me
r /
Th
ru P
art
ne
rB
usin
ess a
s U
su
al
To
Pa
rtn
er\
IT P
ro
Partner Conference –
local Govt session
Partner and Sales
Readiness Training –
Citizen Services
Info Management Partner
marketing support
Partner Public Sector
Recruit & How to Buy Kit Citizen Services Partner
marketing support
LGTS Victoria
ConferenceInformation Management
(BPO aligned)Citizen Services Platform Campaign
– MOSS offer
RMAA Sydney,
ConferenceCoffs Harbour IT
Conference
Local Government Platform Vision collateral
Local Govt P2P
Networking Nights
Public 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
How to Work with Public Sector
Public Sector Engagement
• Learn the language of
Government
• Align with Industry Associations
• Understand Panel Contracts
• Software + Services Opportunity
• Register for TenderSearch
Microsoft Engagement
• Contact your PAM, build a Public
Sector industry plan into your
PSP
• Align with Microsoft sales teams
– greater coverage in FY09
• Engage our Industry Managers
– Ed - Jason Trump / Donna
Magauran
– Health - David Dembo /Renee
Cathcart
– Govt - Sue Johnston / Jane
mackarell
• Identify your interest!
Why Microsoft?
• Market Opportunity
• New Business – S+S, Public Sector
• Our Partners & Working Together
Value
Kathryn Saducas
Group Manager SMB
Microsoft Australia
SMB Priorities FY09
Acquire New Customers
Grow & Retain Existing
Customers
Engage Customers
Optimise Channels to
Market
Partnering with Microsoft
Expand Your Skills
Increase Your
Opportunities
Close More Sales
Support Your
Customers
Plan Your Business
• Plan your Business
• Add to your SMB Practice
Partnering with Microsoft
Expand Your Skills
Increase Your
Opportunities
Close More Sales
Support Your
Customers
Plan Your Business
• Partner Learning Center
• Quarterly Licensing Training
• MSDN & TechNet
Partnering with Microsoft
Expand Your Skills
Increase Your
Opportunities
Close More Sales
Support Your
Customers
Plan Your Business
• Customer Campaigns
• Partner Marketing Center (NEW!)
• Solution Finder v2 (Sep 08)
•TPTS – pre sales tech support
Partnering with Microsoft
Expand Your Skills
Increase Your
Opportunities
Close More Sales
Support Your
Customers
Plan Your Business
• Partner Sales Resource Center (new!)
• Demo Showcase, SMB Edition
• Global Promotions on MSPP site
• Microsoft Financing
Partnering with Microsoft
Expand Your Skills
Increase Your
Opportunities
Close More Sales
Support Your
Customers
Plan Your Business
• Online Technical Communities
Customer Campaigns
Production &
Collaboration
Mobility
Operations
Finance
Human
Resources
etc.
Customer
Service
Sales
Marketing
Security
Storage,
Backup,
& Recovery
Customer
Acquisition
and Retention
Business
Solutions
Security
& Reliability
Business
Productivity
How you can get Involved
1. Customer Wins – case studies, PR – contact Kathryn
Saducas ([email protected])
2. Participate in Customer Campaigns – contact your
account manager
3. Learn more about Volume Licensing & participate in
our First Volume Licensing (VL) and Attach campaigns
through Distributors
4. Update your Partner Profile here at conference –
especially contact preferences (WIN x-box 360)
Thank You