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Selling in Federal Government, Defence & Public Safety

Selling in Federal Government, Defence & Public Safety. Terry Moloney, Federal Director. Agenda. How Canberra operates Recent Government changes Drivers and impacts Opportunities Working together to succeed. Microsoft Federal Region. The Federal Marketplace. Key IT Drivers.

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Selling in Federal Government, Defence & Public Safety

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  1. Selling in Federal Government, Defence & Public Safety Terry Moloney, Federal Director

  2. Agenda How Canberra operates Recent Government changes Drivers and impacts Opportunities Working together to succeed

  3. Microsoft Federal Region

  4. The Federal Marketplace

  5. Key IT Drivers

  6. Creating Opportunities We need to collectively move from software sellers to solutions companies, demonstrating our ability to contribute to productivity gains and skills development Collectively demonstrate ability to derive business value from technology that is already licensed Deployment to become the key driver – failing to deploy VSA purchases will impact renewal and future software and services sales. Partners are absolutely key to us gaining credibility in delivering real business value

  7. Defence and Public SafetyTrends & Opportunities • Collaboration • Move from “need to know” environment to “need to share” environment • Security – Desktops, servers, networks • Wireless/mobile • Information Sharing & Exchange • Analysis, Visualisation, Collaboration Web Desktop • Software + • Services Devices Enterprise

  8. Changes in Competitive Landscape Government tendering is well down (-26% YOY by value) Contracts awarded down $1 billion (-30% YOY) No major transformation projects on the horizon Incumbency is a powerful ally

  9. Working Together in Federal Local representation (and support capability) critical Engagement with both business and technical decision makers Work closely with Microsoft Account Managers, Technology Advisers and Solution Specialists through Michael Adams It is different!

  10. Call To Action – Working Together

  11. Thank you

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