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How to drive deployment of Microsoft EA customers – and in turn revenue Adam Barker

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. Goal:

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How to drive deployment of Microsoft EA customers – and in turn revenue Adam Barker

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

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

  3. Goal: • Reduce cost of operations • Increase value in infrastructure • Drive ongoing infrastructure & solutions opportunities • Support case for renewal and up-sell • Build relationship by proven outcomes over time $

  4. The EA landscape

  5. We’re in Business Together And we see tremendous growth opportunity • Enterprise Agreements • Consolidations represent a huge opportunity • Totaldeal volume and size are compelling EA Penetration New EA $ Growth Major Accounts 75% 4,450 New Deals Corporate 20% Current Penetration of EAs by Customer Type FY 00 FY 02 FY 04 FY 06 FY 08 FY10

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

  7. Current Status of Deployment

  8. State of the market? Core Infrastructure Maturity • Desktop Management 50% Basic • Server Management 72% Basic Australian Market July 2009 N=380 Microsoft confidential

  9. State of the market? Business Productivity Infrastructure Australian Market July 2009 N=380 Microsoft confidential

  10. Go to market strategy

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

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

  13. Driving deployment opportunities Tools to drive business case Planning Services Training and change management

  14. Available resources

  15. Driving the business case… Reducing TCO Source, IDC 2006 Server Management Source: Hansa/GCR 2007

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

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

  18. Optimised Sales Connection Gives access to tools to help create the business case TCO Tool (Alinean) IT2B tool (pending) http://osc.microsoftio.com/osc/

  19. 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

  20. 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 • SharePoint Deployment Planning Services (SDPS) Introduces SharePoint best practices, processes, and tools to help you create an efficient and productive SharePoint 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

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

  22. Guidance for Windows 7 • Springboard: • http://technet.microsoft.com/en-au/windows/default.aspx • Microsoft Deployment Toolkit: • Http://technet.microsoft.com/en-us/solutionaccelerators/dd407791.aspx

  23. 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/

  24. 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!

  25. Resources • T-36 resources for LARs • http://t36.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/

  26. 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/ • SharePoint Deployment: • https://iwsolve.partners.extranet.microsoft.com/SDPS/ • Packaged services newsletter: • https://iwsolve.partners.extranet.microsoft.com/dps/psnewsletter/

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