advertisement

ISV Pre Day

57 %
43 %
advertisement
Information about ISV Pre Day

Published on August 11, 2008

Author: chlong

Source: slideshare.net

Description

Slides from my ISV Pre Day at the Australia Partner Conference 2008
advertisement

Title slide ISV Pre Day Monday 4 th August 2008 [email_address]

About Today Purpose Clarify and get ready for Microsoft’s Software + Services strategy in an interactive environment Topics Defining Software plus Services Business Workshops The Partner Opportunity Research Products Overview Drinks

Topics

Defining Software plus Services

Business Workshops

The Partner Opportunity

Research

Products Overview

Drinks

AC&E International Joseph Najem - Managing Director and CEO Joseph is a corporate advisory and finance specialist AC&E is a ‘market maker’ that seeks to create significant value by transforming businesses and industries around the world, by providing advice, capital and execution services AC&E works with high potential organisations and entrepreneurs at all stages of business maturity ― including commercialisation stage, growth and expansion stage, buyouts, turnarounds and joint ventures.

Joseph is a corporate advisory and finance specialist

AC&E is a ‘market maker’ that seeks to create significant value by transforming businesses and industries around the world, by providing advice, capital and execution services

AC&E works with high potential organisations and entrepreneurs at all stages of business maturity ― including commercialisation stage, growth and expansion stage, buyouts, turnarounds and joint ventures.

The range of AC&E offerings includes:

AC&E International Joseph Najem - Managing Director and CEO Joseph is a growth and innovation expert – specialising in business strategy, business planning, commercialisation, mergers, acquisitions and alliances, technology, Internet and the development of new business models and ventures Joseph has extensive Strategic and Technology Consulting, Private Equity, Venture Capital and Corporate Finance expertise He spent his formative years at Accenture in management consulting, technology and venture capital Internationally experienced in Australia, New Zealand, Japan, Korea, China, Hong Kong, Singapore, Malaysia, United States of America, Canada, England, Scotland, Italy, Spain, France

Joseph is a growth and innovation expert – specialising in business strategy, business planning, commercialisation, mergers, acquisitions and alliances, technology, Internet and the development of new business models and ventures

Joseph has extensive Strategic and Technology Consulting, Private Equity, Venture Capital and Corporate Finance expertise

He spent his formative years at Accenture in management consulting, technology and venture capital

Internationally experienced in Australia, New Zealand, Japan, Korea, China, Hong Kong, Singapore, Malaysia, United States of America, Canada, England, Scotland, Italy, Spain, France

 

Ice breaker

Ice Breaker! Form a circle

Ice Breaker! 1 Jan 31 Dec

Software plus Services Christian Longstaff Partner Marketing Manager Microsoft Pty Ltd

Microsoft Software plus Services Rapid implementation Anywhere-access Rich extensibility Control & ownership Strategic capabilities Advanced integration Outsourced IT Industry / Vertical configuration Packaged solutions Rapid implementation Anywhere-access Rich extensibility Control & ownership Strategic capabilities Advanced integration Outsourced IT Industry / Vertical configuration Packaged solutions

Rapid implementation

Anywhere-access

Rich extensibility

Control & ownership

Strategic capabilities

Advanced integration

Outsourced IT

Industry / Vertical configuration

Packaged solutions

Rapid implementation

Anywhere-access

Rich extensibility

Control & ownership

Strategic capabilities

Advanced integration

Outsourced IT

Industry / Vertical configuration

Packaged solutions

And now...

Market Opportunity For Hosted Services [1] IDC Worldwide Software on Demand 2007-2011, forecast update and 2006 Vendor shares: Sky's the Limit for On-Demand Providers, (IDC #207491, July 2007) [2] Gartner, Press Release, Gartner Says 25 Percent of New Business Software Will Be Delivered As Software As A Service by 2011 . October 2006 -- http://www.gartner.com/it/page.jsp?id=496886 [3] SaaS Will Swim the SMB Channel, January 2008, Yankee Group [4] IPED, 2008 $20B Revenue $20B market for SaaS sales by 2011 (Yankee Group) 32% Market Growth 32% CAGR WW SaaS forecasted, 2007-2011 (IDC) 25% New Software Share 25% of new business software will be delivered as a service by 2011 (Gartner) 6X Services Revenue for Partners Institute of Partner Education & Development 2008

$20B Revenue

$20B market for SaaS sales by 2011 (Yankee Group)

Partner Revenue Opportunity On premise Online Royalty/Host Managed Services Integrate Customize Consult Application Management and Optimization, end user support Recurrent Revenue Recurrent Revenue Business Process consulting Repeat Revenue Repeat Revenue Migration and Integration Project Based Revenue Project + Recurring Resell/Host Transactional Revenue Recurrent Revenue

Research Philip Meyer Solution Specialist - Hosting Microsoft Pty Ltd

Enterprise Software Customer Survey

Enterprise Software Survey

Enterprise Software Survey

Enterprise Software Survey

Enterprise Software Survey

What is Software plus Services to an ISV? Salesforce.com Microsoft Hotmail ® iTunes Microsoft Exchange Live.com New York Times …

Salesforce.com

Microsoft Hotmail ®

iTunes

Microsoft Exchange

Live.com

New York Times



What Is S+S : Definition Simply put Software deployed as a hosted service and accessed over the Internet As opposed to “on premise” This said, not all S+S are equal: Degree of customization per “user” Scalability of the service Enterprise/Consumer Monetization model Sales model (direct/indirect) … Two categories of S+S applications are getting the most attention: (a) Enterprise LOB S+S (for example, Salesforce.com) (b) “Web 2.0” Consumer S+S (for example, FlickR)

Simply put

Software deployed as a hosted service and accessed over the Internet

As opposed to “on premise”

This said, not all S+S are equal:

Degree of customization per “user”

Scalability of the service

Enterprise/Consumer

Monetization model

Sales model (direct/indirect)



Realizing S+S Software Services Business Model Application Architecture Operational Structure

S+S impacts the entire consumption cycle, in particular in the L.O.B. application space Purchase Deployment End-Use Management From: CapEx To: OpEx Try before you buy From: Customization To: Configuration From: Over served To: Under served, but easier to use From: Reliance on internal IT To: SLAs

From the Buyer’s Perspective Software Professional Services Hardware

From the Provider’s Perspective Two recurring questions (no clear answers yet): How do I compensate my sales people? How does S+S impact contracts, liabilities, and SLAs? Subscription (monthly, for example, Salesforce.com) Transaction Based Pricing (success-based, for example, PayPal) Usage Based Pricing (Cell phone limited all-you-can-eat) Ad-Based Revenue (success-based, Pay per click, for example, AdCenter)

Two recurring questions (no clear answers yet):

How do I compensate my sales people?

How does S+S impact contracts, liabilities, and SLAs?

S+S and The Long Tail Your Large Customers Dozens of markets of millions or millions of markets of dozens? $ / Customer # of Customers Your Typical Customers (Currently) Your “non-addressable” Customers New addressable market >> current market What if you lower the costs of consumption (that is, lower barrier to entry) and you also lower cost of operations?

Your Large Customers

Selling Enterprise Software Like “Ring Tones” As a Provider Must leverage economy of scale Shared infrastructure Reduce human intervention No direct sales (but referrals and breadth marketing) Self provisioning Self customization Delegate administration Automatic billing

As a Provider

Must leverage economy of scale

Shared infrastructure

Reduce human intervention

No direct sales (but referrals and breadth marketing)

Self provisioning

Self customization

Delegate administration

Automatic billing

“ Basic” S+S Maturity Model Ad-hoc/Custom Application Hosting Model (ASP) Configurable (but single tenant) Physical or virtual isolation Configurable, multitenant Scalable, configurable, multitenant Tenant1 Tenant2 Tenant3 Instance1 Instance2 Instance3 Tenant1 Tenant2 Tenant3 Instance Instance Instance Tenant1 Tenant2 Tenant3 Instance Tenant1 Tenant2 Tenant3 Instance Instance Instance Tenant Load Balancer 1 2 3 4

Share vs. Isolate The right balance is determined by: Business model (“can I monetize isolation?”) Architectural model (“can I run on a single logical instance?”) Operation model (“can I guarantee my SLA without isolating?”) Customer demand (“I want my data to be separate”) Share Isolate Economy of Scale Simpler Management SLA per tenant Data Separation

The right balance is determined by:

Business model (“can I monetize isolation?”)

Architectural model (“can I run on a single logical instance?”)

Operation model (“can I guarantee my SLA without isolating?”)

Customer demand (“I want my data to be separate”)

High-Level Application Architecture Browser Smart Client Presentation Process Services Business Services Meta Data Services Security Services Directory Service Databases File System Meta Data

Shared Services “ Classic” Hosting CPU-Storage-Bandwidth As provider: do you build or buy the hosting? Shared Services: for example, Billing, Metering, SLA Monitoring… A.K.A. SO Infra, Service Delivery Platform, OSS/BSS “ Classic” Hoster S+S Hoster S+S Provider Browser Smart Client Presentation Process Services Business Services Meta Data Services Security Services Directory Service Databases File System Meta Data

Virtualization vs Multi-tenancy S+S http://blogs.msdn.com/gianpaolo/archive/2007/01/25/cost-per-feature-vs-cost-per-tenant-or-how-to-choose-whether-to-go-multi-tenant-or-not.aspx

http://blogs.msdn.com/gianpaolo/archive/2007/01/25/cost-per-feature-vs-cost-per-tenant-or-how-to-choose-whether-to-go-multi-tenant-or-not.aspx

Summary S+S brings about shift in business model, application architecture, and operating structure Single-instance, multitenant architecture must be: Multitenant efficient Customizable Scaleable

S+S brings about shift in business model, application architecture, and operating structure

Single-instance, multitenant architecture must be:

Multitenant efficient

Customizable

Scaleable

Christine Bishop Product Marketing Manager SQL Server & Business Intelligence [email_address]

Accelerate your development with entities Synchronize your data from anywhere Store and consume any type of data Deliver location intelligence within your applications Integrate all your data in the Enterprise Data Warehouse Reach all your users with a scalable BI platform Empower every user with actionable insights Protect your information and ensure business continuity Manage efficiently with policy based management Scale and optimize performance for any size business

Accelerate your development with entities

Synchronize your data from anywhere

Store and consume any type of data

Deliver location intelligence within your applications

Integrate all your data in the Enterprise Data Warehouse

Reach all your users with a scalable BI platform

Empower every user with actionable insights

Protect your information and ensure business continuity

Manage efficiently with policy based management

Scale and optimize performance for any size business

Trusted Foundation Record performance shown on TPC-E* and SAP-SD** benchmarks SECURITY PERFORMANCE

Record performance shown on TPC-E* and SAP-SD** benchmarks

SECURITY

PERFORMANCE

Unlock your data Deliver relevant information Drive actionable insights Manage by policies Simplify Application Development Store any information Protect your information Ensure business continuity Predictable response

Unlock your data

Deliver relevant information

Drive actionable insights

Manage by policies

Simplify Application Development

Store any information

Protect your information

Ensure business continuity

Predictable response

Predict outcomes Personalize the experience Embed insights Design intuitively Scale the enterprise Deliver through Office Connect to data Integrate data Manage your data

Predict outcomes

Personalize the experience

Embed insights

Design intuitively

Scale the enterprise

Deliver through Office

Connect to data

Integrate data

Manage your data

Unlock Your Data Connect to data Extensive connectivity Native providers for Oracle, Teradata, SAP BW, and MySAP Integrate data SSIS pipeline improvements SSIS persistent lookups Data profiling Manage your data Data compression DW query optimizations Change Data Capture (CDC) Unstructured data Legacy data: Binary files Application database

Connect to data

Extensive connectivity

Native providers for Oracle, Teradata, SAP BW, and MySAP

Integrate data

SSIS pipeline improvements

SSIS persistent lookups

Data profiling

Manage your data

Data compression

DW query optimizations

Change Data Capture (CDC)

Predict outcomes Personalize the experience Embed insights Design intuitively Scale the enterprise Deliver through Office Connect to data Integrate data Manage your data

Predict outcomes

Personalize the experience

Embed insights

Design intuitively

Scale the enterprise

Deliver through Office

Connect to data

Integrate data

Manage your data

Deliver Relevant Information Deliver through Office New Word report rendering SharePoint integration Data mining add-ins Design intuitively Prescriptive analysis design Flexible report authoring Scale for the enterprise Memory management IIS agnostic deployment Read-only, scale-out Data Warehousing Scale

Deliver through Office

New Word report rendering

SharePoint integration

Data mining add-ins

Design intuitively

Prescriptive analysis design

Flexible report authoring

Scale for the enterprise

Memory management

IIS agnostic deployment

Read-only, scale-out

Data Warehousing Scale

Scale for Your Business DW Query Performance Data compression Enhanced partitioning DW query optimizations Improved indexed views Manage mixed workloads Resource Governor Analyze Performance Performance data collection

DW Query Performance

Data compression

Enhanced partitioning

DW query optimizations

Improved indexed views

Manage mixed workloads

Resource Governor

Analyze Performance

Performance data collection

Predict outcomes Personalize the experience Embed insights Design intuitively Scale the enterprise Deliver through Office Connect to data Integrate data Manage your data

Predict outcomes

Personalize the experience

Embed insights

Design intuitively

Scale the enterprise

Deliver through Office

Connect to data

Integrate data

Manage your data

Drive Actionable Insights Embed insights Report Viewer controls Web service access Predict outcomes Time Series algorithm Data mining add-ins Personalize the experience End-user authoring Rich visualizations Flexible layouts

Embed insights

Report Viewer controls

Web service access

Predict outcomes

Time Series algorithm

Data mining add-ins

Personalize the experience

End-user authoring

Rich visualizations

Flexible layouts

Summary Comprehensive, scalable BI platform Support for heterogeneous environments Powerful reporting & analytics infrastructure Enterprise-grade and affordable Part of Microsoft’s End-to-End BI offering Complete and integrated Pervasive delivery through Microsoft Office

Comprehensive, scalable BI platform

Support for heterogeneous environments

Powerful reporting & analytics infrastructure

Enterprise-grade and affordable

Part of Microsoft’s End-to-End BI offering

Complete and integrated

Pervasive delivery through Microsoft Office

Our End-to-End BI Offering Mainframe/ Departmental Systems END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS BI PLATFORM (RDBMS, ETL, OLAP, Reporting) DELIVERY

Microsoft Business Intelligence Offering

The Need For Better Insight And Visibility Exists Throughout The Organization “ I need to have the right demographic information so I can better target my opportunity prospecting.” “ I need better access to information to make better decisions on cross-sell and up-sell opportunities.” “ I need to know that the people in my organization have the right goals in place to understand and execute on the strategic initiatives of the company.” “ I need better visibility into my cost of operations so I can target specific cost reduction opportunities that won’t have a negative impact.” “ I need to improve our analytics capabilities so we can understand our current business performance and do a better job of planning for the future." Source: “Creating the Office of Strategy Management” by Robert Kaplan and David P. Norton, Harvard Business School, April 2005 People

Today’s BI Reality For Most Organizations

The Microsoft BI Difference +

A Complete BI Offering Delivering Pervasive Value Across The Enterprise

Delivering The Right BI Tool For Every Role In The Organization Agility Personal BI Accountability Team BI Alignment Corporate BI

 

 

SQL Server Enterprise Architects Summit (SEAS) Sydney Sept 1-2, 2008 Sydney Convention Centre What is it? – A 2-day intensive course designed for experienced SQL DBA’s given by the Microsoft Customer Advisory Team are part of the SQL Development team in  Redmond. They assist with the deployments and tuning of some of the largest deployments of SQL Server 100+TB, most complex implementations and take those lessons back to become enhancements for future products. Cost: $550.00 or 2 Premier Support Hours (Price is for delegates also attending Tech.Ed) $1099.00 (Price is for the Architects Forum 2 day only)

How to Workshop 1 Raising Funding Joseph J. Najem AC&E International Managing Director and CEO

 

Why you want to sign up! Julia Askin Partner Marketing Intern

Agenda

Program Overview A convenient way to: Integrate Microsoft software applications into your solution Replicate the solution & Distribute a fully licensed, unified solution to customers

A convenient way to:

Integrate Microsoft software applications into your solution

Replicate the solution &

Distribute a fully licensed, unified solution to customers

3 Ways to Include Microsoft Products By embedding the Microsoft product into the ISV application code or By including a Microsoft product along with the ISV’s application on the installation media or By pre-installing the Microsoft product on a computer system that is part of the unified solution

By embedding the Microsoft product into the ISV application code or

By including a Microsoft product along with the ISV’s application on the installation media or

By pre-installing the Microsoft product on a computer system that is part of the unified solution

ISV Royalty and / or SPLA? ISV Service Provider

Requirements

Benefits Earn 20 Partner Program Points! New Revenue Streams 2. Reduce Costs 3. Deliver a Total Solution 4. Worldwide Distribution

New Revenue Streams

2. Reduce Costs

3. Deliver a Total Solution

4. Worldwide Distribution

Price Comparison

Sample of Microsoft Products Available

Licenses Available in the Royalty Licensing Program 1. ISV License Allows use of Microsoft licensed product with other applications as long as they are still licensed through your ISV application ISV Runtime License Products with restricted use rights The ISV customer can use these applications only with the unified solution with which it was acquired

1. ISV License Allows use of Microsoft licensed product with other applications as long as they are still licensed through your ISV application

ISV Runtime License Products with restricted use rights The ISV customer can use these applications only with the unified solution with which it was acquired

Embedded Maintenance

How Do I Sign Up?

Pop Quiz What is a “Unified Solution”? Can I lease or rent the integrated solution? Do I have to make any revenue commitments? What does Runtime licensing mean?

What is a “Unified Solution”?

Can I lease or rent the integrated solution?

Do I have to make any revenue commitments?

What does Runtime licensing mean?

Contact Us ISV Royalty Licensing Web Site www.microsoft.com/isvroyalty Microsoft Partner Program Web Site https://partner.microsoft.com/Australia Microsoft Partner Hotline Call 13 20 58  Option 4 Email Christian Longstaff [email_address]

ISV Royalty Licensing Web Site www.microsoft.com/isvroyalty

Microsoft Partner Program Web Site https://partner.microsoft.com/Australia

Microsoft Partner Hotline

Call 13 20 58  Option 4

Email Christian Longstaff [email_address]

Microsoft Licensing Map Internal Use Remote Access External Use MBA EA/Select Enrollment OEM, FPP Customer and Customer’s Affiliates or appointed agents only (Excludes unauthorized, non-employees) ‘ You may not rent, lease, lend or host products…’ Outsourcer Enrollment ‘ External User’: Any person who is not : an employee, temporary personnel, or your customer to whom you provide hosted services External Connector SPLA Service Provider providing Software Services to its customers Outsourced scenarios (including Outsourcing, Hosting, Web Services) On-site Open ISV Authorized User Authorized Usage Scenario Licensing mechanism Third-party licensing programs (ISV Royalty Licensing program, Service Provider Licensing Agreement)

Internal & External Use Licensing: HOSTING Customer A Customer B Customer Owns & Acquires Licenses Internal Use: Customer is licensed via EA/Select Customer owns licenses; Hosting Co. acquires Licenses Internal Use: Customer is licensed via EA/Select; Hosting Co. signs Outsourcer Enrollment Customer C Hosting Co. Owns & Acquires Licenses External use: Hosting Co. must sign the SPLA (cannot use their own EA/Select) Scenario A: Dedicated Hosting Option 1 Option 2 Option 3 Scenario B: Shared Hosting Hosting company’s server farm Customer A Customer B Customer C Internal or External Use depending upon license Ownership External use: Hosting Co. must sign the SPLA (cannot use their own EA/Select) Hosting Co. Owns & Acquires Licenses Same options available as under Scenario 1 Hosting company’s server farm

Customer Owns & Acquires Licenses

Customer owns licenses; Hosting Co. acquires Licenses

Hosting Co. Owns & Acquires Licenses

Hosting Co. Owns & Acquires Licenses

Same options available as under Scenario 1

Internal & External Use Licensing: ISV Application Hosting Customer A ISV App. Internal Use: Customer can license ISV App from ISV, MSFT products under Open or ISV Royalty agreement External Use: ISV has to sign SPLA, since using same set of licenses to provide App. for multiple customers Internal Use: Even though ISV App is outsourced, it is dedicated to Customer A, so Customer A can use ISV Royalty or Open agreement Customer A ISV App. Customer A ISV App. Customer B Scenario 1: In-house Scenario 2: Dedicated Outsourcing Scenario 3: Shared Hosting

Service Provider Licensing Program (SPLA) Features Monthly usage No commitments Always latest versions Fixed pricelist Allows shared usage Business Benefits Cost control (OPEX) Low risk (pay-as-you-go) Investment protection Pricing stability Innovation: THE model for shared infrastructure (BPO) Delivering software services to your customers in outsourcing, hosting, web services scenario’s

Features

Monthly usage

No commitments

Always latest versions

Fixed pricelist

Allows shared usage

Business Benefits

Cost control (OPEX)

Low risk (pay-as-you-go)

Investment protection

Pricing stability

Innovation: THE model for shared infrastructure (BPO)

SPLA Licensing Model Per User (Exchange, Office, MOSS, OCS, SBS) Access any number of servers from any device No additional Server fee Minimize start-up cost Per Processor (BizTalk, Commerce Srv, MOSS for Internet, ISA) Simple to monitor and count (reducing admin cost) Unlimited users and companies Per User or Per Processor (Windows, SQL Server) Maximum Flexibility Not locked in to either model

Per User (Exchange, Office, MOSS, OCS, SBS)

Access any number of servers from any device

No additional Server fee

Minimize start-up cost

Per Processor (BizTalk, Commerce Srv, MOSS for Internet, ISA)

Simple to monitor and count (reducing admin cost)

Unlimited users and companies

Per User or Per Processor (Windows, SQL Server)

Maximum Flexibility

Not locked in to either model

Partnering with Microsoft Sarah Theiss Partner Marketing Manager Microsoft Pty Ltd

Like Microsoft, be Product Centric Align with product groups (talk in $’s) Align with our customer campaigns Understand what is strategically important in any given fiscal year or part of Master Microsoft’s “alphabet soup” Know the organisation Keep your PAM updated with what you are doing if you have one Treat Microsoft as a ‘customer’

Align with product groups (talk in $’s)

Align with our customer campaigns

Understand what is strategically important in any given fiscal year or part of

Master Microsoft’s “alphabet soup”

Know the organisation

Keep your PAM updated with what you are doing if you have one

Treat Microsoft as a ‘customer’

Like Microsoft, be Customer Focused Know the account teams Understand and use the resources available Customer comes first (CPE not PCE) Help Microsoft enhance their product pitches and customer relations Articulate your [direct / indirect] influence on Microsoft licence revenue Contribute effectively Consistently help Microsoft sell product Play where the market action is most intense Navigate the field and work dynamically with it Focus on efficiency (lower cost of sales) and efficacy (build co-branding, satisfy customers)

Know the account teams

Understand and use the resources available

Customer comes first (CPE not PCE)

Help Microsoft enhance their product pitches and customer relations

Articulate your [direct / indirect] influence on Microsoft licence revenue

Contribute effectively

Consistently help Microsoft sell product

Play where the market action is most intense

Navigate the field and work dynamically with it

Focus on efficiency (lower cost of sales) and efficacy (build co-branding, satisfy customers)

Avoid Common Pitfalls Do not tell Microsoft you can do it all Don’t be another XYZ partner Do not spread your messaging in too many markets, but profile yourself in 1-2 verticals Do not change your messaging to Microsoft, or your customer’s, too often Don’t have “uneducated” people represent your company to Microsoft

Do not tell Microsoft you can do it all

Don’t be another XYZ partner

Do not spread your messaging in too many markets, but profile yourself in 1-2 verticals

Do not change your messaging to Microsoft, or your customer’s, too often

Don’t have “uneducated” people represent your company to Microsoft

Know the Microsoft Organisation (general overview)

The Partner Value : Proposition Summary Radar Leverage Opportunity Visibility Pipeline / Forecast Customer Insight Competitive Feedback Influenced & Royalty Revenue Scale / Reach P2P Connections Momentum Competitive Advantage Brand Credibility

Opportunity Visibility

Pipeline / Forecast

Customer Insight

Competitive Feedback

Influenced & Royalty Revenue

Scale / Reach

P2P Connections

Momentum

Competitive Advantage

Brand Credibility

How to Workshop 2 Setting up Internationally Joseph J. Najem AC&E International Managing Director and CEO

Lunch

How to Workshop 3 Overcoming Challenges for Growth Joseph J. Najem AC&E International Managing Director and CEO

Contact Information Joseph J. Najem AC&E International Managing Director and CEO Level 8, The Clarence 50 Clarence Street, Sydney Mobile +61 412 393 432 Email [email_address] Advice – Capital – Execution Visit AC&E on the web at www.aceinternational.com.au

 

Application Platform Optimisation Marcy Larson Product Marketing Manager Microsoft Pty Ltd

Marcy Larsen Senior Product Manager, Biztalk and APO Thursday, June 4, 2009 Do your systems talk business?

Business IT Business Requirements Transform IT IT Responsive to Business Requirements

Do your Customers Systems Talk Business? Building, deploying, and customizing solutions for your customers on the Microsoft Application Platform Drives new revenue streams Deepens customer relationships, Delivers customer solutions more quickly and at a lower cost

Building, deploying, and customizing solutions for your customers on the Microsoft Application Platform

Drives new revenue streams

Deepens customer relationships,

Delivers customer solutions more quickly and at a lower cost

 

Connectivity Service Enablement Composite Applications Christine Bishop Joerg Lindner Marcy Larsen Information Analysis Information Reporting Performance Management Rich Media Web Standard Web Social Computing Enterprise Applications Other Partners & Customers ERP Finance Inventory CRM Operations ???

Enterprise Applications Other Partners & Customers ERP Finance Inventory CRM Operations ???

Time $ Cost center More efficient cost center Business enabler Strategic asset IT costs (conceptual) Business value returned (conceptual) Basic Standardized Advanced Dynamics

Application Platform Priorities Drive Platform Adoption: breadth adoption of .NET, ASP.NET, Silverlight, Popfly and deep adoption of our ALM, data platform, and premier app server Aligned execution of AppPlat partner strategy Win, protect, and support the platform in the competitive battlefield Next Web: Thriving web ecosystem on the MSFT platform Continued focused on Wave Launch products :SQL 2008, VS2008 and BizTalk v-next

Drive Platform Adoption: breadth adoption of .NET, ASP.NET, Silverlight, Popfly and deep adoption of our ALM, data platform, and premier app server

Aligned execution of AppPlat partner strategy

Win, protect, and support the platform in the competitive battlefield

Next Web: Thriving web ecosystem on the MSFT platform

Continued focused on Wave Launch products :SQL 2008, VS2008 and BizTalk v-next

APO EPG Campaign Goals

Solution Selling and Delivery Provide integration guidance and best practices required for platform solution sales Drive scale by arming Sales with approach and tools required to expedite the sales cycle Create awareness of business and process knowledge required to effectively solution sell Instructor-Led course for Australian partners - Sydney & Melbourne Content modified for Australian Partners and Sales teams Designed for Business Development Reps, access to deeper capability content APO University overview Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge TDM Customer Campaigns Customer Engagement Solutions (CES) Capability Drill Downs

Instructor-Led course for Australian partners - Sydney & Melbourne

Content modified for Australian Partners and Sales teams

Designed for Business Development Reps, access to deeper capability content

Application Platform Optimization Campaign Map Q1 Q2 Q3 Q4 Awareness Lead Generation Velocity Deployment Industry events Executive roundtables CIO IO Roadshow Partner Led APO Pipeline (EM/Teleprospecting/Online/Webcasts/Nurturing Onsites/Executive Briefing Center Hands on Labs BIF SA Training/eVouchers MCS, APO Web Profiler

What next? Create your solution profile today we can reference in local marketing activities The Solution Profiler ( https://partner.microsoft.com/global/40020720?PS=3 ) gives you templates you need to easily create your profile, and promote your offerings Create your Partner Solution Plan (PSP) for applicable APO capabilities Qualify for assessment leads, marketing funding, case studies and joint marketing opportunities Adopt the IO model as part of your approach to help prove the business value of a solution sale to your customers. Learn about the APO competencies: Business Process and Integration: https://partner.microsoft.com/global/40011913 Data Management Solutions: https://partner.microsoft.com/global/40023515 Custom Development Solutions: https://partner.microsoft.com/global/40023301 ISV/Software Solutions: https://partner.microsoft.com/global/40011939 Participate in APO University access APO Innovation Funds and Deeper Support! (Sydney- Aug 19 th and Melbourne -Aug 27 th )

Create your solution profile today we can reference in local marketing activities

The Solution Profiler ( https://partner.microsoft.com/global/40020720?PS=3 ) gives you templates you need to easily create your profile, and promote your offerings

Create your Partner Solution Plan (PSP) for applicable APO capabilities

Qualify for assessment leads, marketing funding, case studies and joint marketing opportunities

Adopt the IO model as part of your approach to help prove the business value of a solution sale to your customers.

Learn about the APO competencies:

Business Process and Integration: https://partner.microsoft.com/global/40011913

Data Management Solutions: https://partner.microsoft.com/global/40023515

Custom Development Solutions: https://partner.microsoft.com/global/40023301

ISV/Software Solutions: https://partner.microsoft.com/global/40011939

Participate in APO University

access APO Innovation Funds and Deeper Support! (Sydney- Aug 19 th and Melbourne -Aug 27 th )

Gartner Magic Quadrant for Enterprise Application Servers, 2Q08 “ The Magic Quadrant is copyrighted April, 2008 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner’s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the “Leaders” quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose. This Magic Quadrant graphic was published by Gartner, Inc. as part of a larger research note and should be evaluated in the context of the entire report. The Gartner report is available upon request from Steven Armstrong (stevar@microsoft.com), Microsoft.” Microsoft Gartner Magic Quadrant for Enterprise Application Servers, 2Q08

Application Platforms Trends & Directions Brian Prentice Research Vice-President

Microsoft provides this material solely for informational and marketing purposes.  Customers should refer to their agreements for a full understanding of their rights and obligations under Microsoft’s Volume Licensing programs. Microsoft software is licensed, not sold.  The value and benefit gained through use of Microsoft software and services may vary by customer.  Customers with questions about differences between this material and the agreements should contact their reseller or Microsoft account manager. © 2008 Microsoft Corporation.  All rights reserved.  Microsoft is a registered trademark of Microsoft Corporation in the United States and/or other countries.  

Add a comment

Related pages

ISV Pre-day at partner conference – Reaching Out to ...

Christian Longstaff (ISV Marketing Manager) is running an ISV Pre-Day the day before the Australian Partner Conference officially opens in Port ...
Read more

WPC: ISV Pre-Day Track | Ben Riga's Deep Shift

This year the ISV team set up a special pre-day this year at WPC. Having sat through a couple of sessions so far I think this is a great idea.
Read more

International Volunteer Abroad Programs for Students | ISV

ISV is one of the world's most recognized volunteer ... Read More MORE STORIES FROM ISV BLOG. Happy International Women's Day for the 8th of March 2016 .
Read more

IBM z Systems ISV Early Programs

Offers an ISV pre-GA hardware and software testing opportunities including: ... day of announce, the quotes are posted from the announce main page ...
Read more

Force.com ISV Program

Powers over 150 millions transactions per day. ... Pre-built components mean no extra development ... Force.com ISV Program Overview (PDF)
Read more

Microsoft Partner Network Home

ISV and Application Builder Center . Home; Why Partner With Us; ... See how this cloud partner collaboration connected with customers like never before.
Read more

The 3rd ISV Pre-conference Computational Vaccinology ...

The annual Vaccine & ISV Annual Global Congress, ... The pre-conference Computational Vaccinology Workshop (ICoVax 2013) ... This will be a full-day workshop.
Read more

download.microsoft.com

A big congratulations goes to all finalists, and of course the ISV winners, who were Dataract ... Explore. Tech.Ed 2008. Secure your Pre-day! ...
Read more

Independent Schools Victoria

Independent Schools Victoria is a not-for-profit organisation dedicated to promoting and developing Independent education. We are an association providing ...
Read more