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Andrew Lowson & Gayan Peiris

Meet FAST for Enterprise Search & Collaborating in the New World of Enterprise/Web 2.0 Technologies. Andrew Lowson & Gayan Peiris. Agenda. How can Partners capitalise on the opportunity? Solution overview Microsoft activities and investments Adding value to customers Competitive overview

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Andrew Lowson & Gayan Peiris

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  1. Meet FAST for Enterprise Search & Collaborating in the New World of Enterprise/Web 2.0 Technologies Andrew Lowson & Gayan Peiris

  2. Agenda • How can Partners capitalise on the opportunity? • Solution overview • Microsoft activities and investments • Adding value to customers • Competitive overview • Demo • Partner resources • What is the market opportunity for Partners? • Partner commitments to get involved

  3. “From 2007 to 2013, the Enterprise Web 2.0 Market is anticipated to grow at a compound annual growth rate (CAGR) of 47%”—Oliver Young, Forrester, April 2008

  4. Solution OverviewEnterprise Search Is Central Big Bet Social Computing Web Content Management Enterprise Search Enterprise search available as a free download Enterprise Content Management Enterprise search tightly integrated with a business productivity infrastructure Collaboration Business Intelligence Best-in-class enterprise search for the most demanding applications

  5. Solution OverviewEnterprise Search Market Opportunity • The market is expected to double to $2.5 billion in 2010, 20% annual revenue growth • For Microsoft partners with the Search Specialization Enterprise Search Market $2.5 Billion • Average Profit Margin for Search solutions: 30% $1.29B(52%) • Typical ROI two years later: 6-10x $1.25 Billion $792M(63%) High-end $884M(35%) Enterprise/Infrastructure $314M(25%) $334M(13%) $145M(12%) Commodity Search

  6. Microsoft activities and investmentsEliminate The Need For Compromise Search is not a one-size fits all solution Enterprise search available as a free download Enterprise search tightly integrated with a business productivity infrastructure Best-in-class enterprise search for the most demanding applications Flexible options and control across • Scale • Performance • Reporting • Architecture • Content sources • Data connectivity • Relevance • User experiences

  7. Microsoft activities and investmentsMicrosoft will continue to innovate in all three product categories. Today Tomorrow • FAST ESP • Cross platform • Tuned for internet sites • No change to packaging & pricing • Integration via web parts & connector • FAST ESP on Windows, Linux, Unix • ESP for SharePoint • OOB value • Tuned for intranets ESP for SharePoint High End Infrastructure Entry Level

  8. Business Opportunity Search adoption is driven by people interacting with information in the business • Immediate demonstrable returns • Impact at all levels and departments • Drives improvement of the user experience • Seamless integration with business process Known business challenges Unknown business challenges 1000% ?% Growth of data(over 5 years) Cost of NOT finding key information Time spent by knowledge workers ‘finding’ information Sales lost due to NOT finding products or customers 40% ?%

  9. Competitive overview FAST is the most innovative Enterprise Search products in the market FAST is eager to build a strong partner community to improve the execution capability Challengers Leaders Google Autonomy Microsoft IBM Oracle Fast Search & Transfer Endeca Open Text Progress Software ZyLab Ability to execute Coveo Recommind ISYS Search Software Vivisimo Business Objects Polyspot Kazeon Mercado InQuira X1 Technologies Consona Intellisearch Siderean Software Visual Sciences Exalead dtSearch Expert System Mondosoft WCC Mondosoft Dieselpoint Thunderstone Kaldara Software Niche Players Visionaries Completeness of vision Source: Gartner August 2007 As of August 2007

  10. Sample FAST Australian Clients

  11. DemoReal World Examples

  12. Partner ResourcesPartner Enablement • Sales • Demonstration script • Prospecting guidelines • Customer presentation • Competitive knock-offs • Pricing information • Overcoming objections • Marketing • Promotion/Event schedule • Datasheets • Logo’s and usage guidelines • Education • FAST University technical training • September 15th in Sydney • Partner Enablement sales training • Technical Support • White papers • Installation and configuration guide • Knowledgebase • Known bug report • FAQ • Troubleshooting Q&A • On-line • Partner Extranet • Updated in Spring ’08 • Partner Wiki • Launched in Spring ’08 • Partner Solutions Catalog • Under development for Summer ‘08

  13. Partner Resources FAST X¹º Partner Engagement Model

  14. What is the market opportunity for Partners?Search Is At The Center The Next Web App Search as part of the enterprise infrastructure Core to Business Search The New UX Monetization of search results • Strong partner economics • 27% margins • 16 months to break-even • Typical enterprise deal • $260K services revenue • 5,000 seats • 18 weeks Shaping the user experience Source: Internal Microsoft Research, 2007-2008

  15. Partner commitments to get involved • Visit the IW Booth and Learn More about the Products & Solutions • Discuss with your customers and see if they need High End Enterprise Search • Discuss with FAST partner team and get qualified into the FAST partner programs (it’s different from MSPP) • Build Up Your Skills with FAST (Take the advantage of the FAST University) • Sell FAST and get some good license commission and service revenues (six figures+ opportunities)

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