The People Ready Vision

for Business in the Enterprise

Colin TimmDirector, Enterprise & Partner Group

Microsoft Australia

Objectives

1. Position the broad challenges & opportunities

facing large enterprises today

2. The key focus area in addressing these

challenges

3. How are Microsoft & Partners positioned to help

Help protectand manage

content

Find info& improve businessinsight

Simplify how people work

together

Reduce ITcosts andimprovesecurity

Always on, always

connectedTransparent organisation

Cost pressure

One world of business

Content

Community

Commerce

The 2 Core Priorities

1. Process & People

2. Adoption & Deployment

Process & People

Adoption & Deployment

Finance

I.T Operations

Sales and Marketing

Role Based Productivity

IT Is A Cost Center

IT Is An Efficient Cost Center

IT Is A Business Center

IT Is A Strategic Asset

People, Process, Technology

Identity & Access

Security & Networking

Desktop, Device & Server Management

Data Protection & Recovery

IT & Security Process

Core InfrastructureBusiness Productivity

Unified Communications

Collaboration

Content Management

Business Intelligence

Search

Application Platform

User Experience

Business Intelligence

SOA & BPM

Data Management

Development

Enterprise Standard

Business Critical Design Win

Design Win

Prioritize Solution Areas & Capabilities

Dep

loym

ent

P

lan

sP

rem

ier

& I

TAP

p

rop

osi

tio

ns

w

ith

P

artn

er

Co

nn

ect

ion

Deploy & Service

Vision

Customer Value Prop

Pe

op

le -

Rea

dy

Bu

sin

ess

StrategyB

usi

nes

s Tr

ansf

orm

atio

nO

per

atio

nal

Ef

fici

ency

CapabilitiesPeople Ready

BusinessSolutions & Workloads

Ro

le -

Ba

sed

P

rod

uct

ivit

y So

luti

on

s

Infr

astr

uct

ure

O

pti

mis

atio

n

Solu

tio

ns

Grow Customer Relationships

Accelerate Innovation

Drive Corporate Performance

Manage Risk & Compliance

Improve Operations

Optimize Application

Platform

Optimize Business Productivity

Infrastructure

Optimize and Secure Core

Infrastructure

Procurement(LO)

Licensing Lifecycle

New EA

SAM

InfrastructureAgreement

Component to Core CAL upsell

Relationship Management / Opportunity Management / Business Management

Bill of Materials

Core to Enterprise CAL upsell

LicenseOptimisation

Renewals

True-ups

Upsell

Attach / Step-up

New EAs

SA Benefits

SAM

RPRC

Renewal

SA Benefits

True-up & Attach

MSFin - Structure

Customer Engagement Framework

Partner Alignment• Solid Planning

– Your People Ready Business Proposition

– Business & Solutions plans

– Account & Deal level

• IO Step moves & Deployment

• Design wins – Business Critical to role type

• Connection to Marketing Campaigns

• Compete Investment

• Capacity, Capability & Readiness

• Partner on Partner – ecosystem alignment

Microsoft & Partners

Deliberate Dependency