How to drive deployment of Microsoft EA customers

How to drive deployment of Microsoft EA customers – and in turn revenue Adam Barker Infrastructure Optimization Lead Microsoft abarker@microsoft. com

Agenda • • What is the EA landscape and market opportunity? Go to Market Strategy Available Resources Next Steps

$ T Agreement (new or renewal) Goal: • Reduce cost of operations World Class • Increase value. Onein. Microsoft infrastructure Selling T-9 • Drive ongoing infrastructure & solutions opportunities T-27 Solution, • scenario, Support case for renewal and up-sell Deployment & IO capability selling License Solutions for execution plan in place • Build relationship by proven outcomes over time Optimization PRB Case for renewal in (Partner engaged) place Platform for PRB (IO) T-18 Deployment execution, business value established (TCO, ROI, evidence)

THE EA LANDSCAPE

We’re in Business Together And we see tremendous growth opportunity EA Penetration 75% 4, 450 New Deals FY 00 FY 02 FY 04 FY 06 FY 08 FY 10 20%

What is the EA Landscape? CPM Inside Managed accounts (CIAM) Major and CFAM

Current Status of Deployment

State of the market? Core Infrastructure Maturity 100% 90% 80% 70% • Desktop Management 50% Basic • Server Management 72% Basic 60% 50% Dynamic Rationalised Standardised 40% Basic 30% 20% 10% 0% Identity & Access Desktop, Device Mgmt & Server Mgmt Microsoft confidential Security & Networking Data Protection Security Process Management & Recovery Process Australian Market July 2009 N=380

State of the market? Business Productivity Infrastructure 100% 90% 80% 70% 60% Dynamic 50% Rationalised 40% Standardised Basic 30% 20% 10% 0% Unified Communications Microsoft confidential Collaboration Enterprise Content Enterprise Search Business Intelligence Management Australian Market July 2009 N=380

GO TO MARKET STRATEGY

EA sales approach = deployment approach EA as an Infrastructure Agreement Improve Business Alignment Reduce TCO

High level strategy: T-36 A prescriptive three year customer engagement Renewal Engagement Key Activities True Up Practices Software Asset Management (SAM) Optimization T-0 T-9 Renew T-18 Software Assurance (SA) Activation & Consumption Use T-27 Infrastructure Optimization (IO) Deployment & Adoption Phases Welcome Account & Growth Planning Activate/Deploy T-36 EA Signed EA Renewed

Driving deployment opportunities 0%: Optimised Desktop briefing 20%: Deployment plan & partner identified Tools to drive business case 40%: High level design Planning Services 60%: Budget approved. Training plan 80%: Start of rollout 100%: Broad production rollout Training and change management

AVAILABLE RESOURCES

Driving the business case… Reducing TCO Source, IDC 2006 IT costs Service Levels (# Svc Desk Calls) Business Agility (# weeks) Server Management Source: Hansa/GCR 2007 Basic Standardised Rationalised $1, 320 $580 $230 8. 4 5. 4 8. 5 5. 2 7. 7 4. 3

Business Productivity: Business Alignment “IT to Business Bridge” “Business Value Planning” Target specific key roles Target specific processes Provide “to-be” vision Map specific issues to specific capabilities Overall mapping to IO states Drive discussion Funding through SA Build seller capability Identify priority opportunities Surface customer pain Map to existing platform

Business Value Planning Services Document Current Process “As-Is” Identify Design Map New Process “To-Be” Process Pains • Manual Work • Communication Inefficiencies • Unnecessary Process Steps • Rework/Errors • Lost/Wasted Cycle Time Map Enabling Technology Solution To New Process Output Capture Process KPIs: • Cycle Time • Labor Time • Cost • • Capture Est. KPI Improvements: 60%↓ Cycle Time 75%↓ Labor Time 45%↓ Cost Etc.

Optimised Sales Connection Gives access to tools to help create the business case • TCO Tool (Alinean) • IT 2 B tool (pending) http: //osc. microsoftio. com/osc/

Packaged Services What are they? • Benefit available exclusively to Software Assurance (SA) customers • Consulting services designed to help organizations – Reduce costs and improve business processes – Learn from expertise provided by qualified consultants – Realize a greater return on their technology investment • Available in 1 to 15 -day engagements, based on the number and type of qualifying licenses

Packaged Services What are they? • Desktop Deployment Planning Services (DDPS) Introduces the most advanced techniques, processes, and tools for your company, based on your unique needs, helping you achieve the most cost-effective desktop environment • Share. Point Deployment Planning Services (SDPS) Introduces Share. Point best practices, processes, and tools to help you create an efficient and productive Share. Point environment • Exchange Deployment Planning Services (EDPS) Designed to help guide your organization through the initial deployment planning stages of your Microsoft Exchange implementation, while reducing the cost of the project • Business Value Planning Services (BVPS) Designed to help you identify, unlock, and capture the strategic potential of the Microsoft Office platform through structured multiday workshops

Packaged Services Status • 25% utilization Customers with unused planning days Total available days by customer entitlement

Guidance for Windows 7 • Springboard: – http: //technet. microsoft. com/en-au/windows/default. aspx • Microsoft Deployment Toolkit: – Http: //technet. microsoft. com/en-us/solutionaccelerators/dd 407791. aspx

Training and change management From IDC (2009): • Training Vouchers and E-Learning benefits, can help reduce IT staff software training by as much as 65% to 75%. • Microsoft Home Use Rights can help reduce overall user training costs by 9%. http: //idc. cycloneinteractive. net/microsoft_savl/

Next Steps • Review the resources – LAR: Review T-36 site and related materials – SI: Review the Optimisation related sales material – Review how SA benefits can support your business activities: • Packaged services • Home use rights • Training vouchers/e-learning benefits • Leverage the resources & market opportunity!

Resources • T-36 resources for LARs – http: //t 36. partnersalesresources. com/ • SA Benefits site: – http: //www. microsoft. com/licensing/sa/benefits/elearning. mspx • IO Resources (on Partner Sales Resources): – http: //microsoftio. partnersalesresources. com/ • IT to Business Bridge: – http: //microsoftio. partnersalesresources. com/it. aspx • Optimisation Sales Connection – http: //osc. microsoftio. com/osc/

Resources – packaged services • Main site: – https: //iwsolve. partners. extranet. microsoft. com/DPS/ • Business Value Planning Services: – https: //iwsolve. partners. extranet. microsoft. com/BVPS/ • Desktop Deployment: – http: //iwsolve. partners. extranet. microsoft. com/ddps/ • Exchange Deployment: – http: //partneredps. com/ • Share. Point Deployment: – https: //iwsolve. partners. extranet. microsoft. com/SDPS/ • Packaged services newsletter: – https: //iwsolve. partners. extranet. microsoft. com/dps/psnewsletter/