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Systems Integrator (SI)&
Value Added Reseller (VAR) Partner Track
Venue: Manchester, The Lowry Hotel - 50 Dearman's PlaceDate : 24th April 2012Host: Diane Hart
Agenda14:00 Introduction
Diane Hart, PTM London
14:15 SMB Public Sector OpportunityJonathan Griffin, PS Partner Territory Manager
14:45 Marketing with MicrosoftRichard Turpin, MicrosoftAndrew Lane, Metia
15:15 Q&AAll
Text/Pic
Engaging Together for Growth in Public Sector
Jonathan Griffin
PS Partner Territory Manager (UK)
EMAIL: jongri@microsoft.com
PHONE: 07801 881476
Agenda• WW Public Sector Partner Strategy • What are the Priorities for the UK • Growth Opportunities• Resources
4
Worldwide Public Sector FY12 PrioritiesBusiness Priorities Public Sector Focused Efforts
Drive Education offerings to Institutions, Educators and Students
Win the Cloud and Enterprise Platform to gain share Prioritize SHAPE THE FUTURE engagement to drive devices and an integrated HW+SW story to gain share Drive Deployment of Windows7, IE8/9 and Office 2010 Drive MS Affiliation with Educators and Education Leaders Invest and Expand our Partner Ecosystem with prioritized focus on Publishers and Telco’s Drive and Grow Student Enthusiasts and Technical Students
Modernize the Business Desktop
Engage partners and customers in Windows 7 Accelerate Program Refresh across Win 7 Enterprise, MDOP, Office Prof Plus 2010 and IE 8/9 Address management and security across Microsoft & non-Microsoft devices Drive legalization, especially in BRIC countries
Win the Data Center Drive PS Partner hosted-cloud solutions Gain share with Hyper-V Accelerate Deploy private cloud at scale and win additional workloads
Lead the Future of Productivity in the Cloud and on Premise
Sell Office 365 where policy allows; focus on Local & Regional Govt’s Activate Office 365 Services & Partner ecosystem Win messaging, SharePoint, and Lync (incl. Voice) workloads Drive PS Partner-hosted cloud with Exchange, SharePoint, and Lync
Grow PS Solution Partner Application Ecosystem
Identify and locally manage top PS LOB ISV and SI providers Drive PSP plans for Tier 1 Apps, including: CRM, BI, ERP, Health EMR Target PS ISVs and non-sensitive workloads for Azure Adoption Leverage AppPlat STU to support application platform wins
Scale SMS&P Engines
Land Cloud Plans: Resource & Execute Drive Profitable Partner Ecosystem Scale CA & SMB Industry-based sales initiatives via Tele organization Implement SMS&P PS Organizational blueprint within each Area
5
Public Sector SMB Campaign Alignment
Industry Business Priorities Value Proposition Technology
Healthcare Modernize the Business Desktop
Upgrade your desktop to enhance communication and improve collaboration among doctors and nurses while providing a secure, reliable and compliant environment
Windows 7 Office 2010Win ServerSharepoint
Dynamics CRM Online
Education Modernize the Business Desktop
Establish a vibrant, connected learning community for students, staff and teachers by providing creative tools and collaboration technologies along with insightful performance reporting – all on a trusted, familiar IT platform that’s cost-efficient to manage and secure.
Windows 7Office 2010Win Server
0365Learning Suite
Windows Multipoint Server
Public Safety Modernize the Business Desktop
&Lead the Future of
Business Productivity
Create safer communities for the citizens you serve by helping to improve operational effectiveness and efficiency.
Windows 7Office 2010
SharePoint ServerLync
Office 365Dynamics CRM Online
Government Modernize the Business Desktop
Deliver innovative government solutions that can help governments lower administrative costs, reduce complexity, and offer government employees powerful tools to deliver their best work, monitor performance, and achieve efficiencies. Whether on-premises or in the cloud, Microsoft and its partners can help governments provide cost-effective and responsive service to their citizens through a flexible set of scalable, security-enhanced, and cost-effective solutions.
Windows 7 Office 2010Win Server
0365Azure
Public Sector Channel Growth Opportunities
Custom Application DevelopmentInfrastructure
Dynamics- CRMDeployment
WW Public Sector Software Category Revenue Growth
FY2014(000)
Average Annual Growth
RateSecurity $3,868 9.2%Collaborative Apps $5,616 8.6%
Database Systems and BI $10,517 6.9%
System Infrastructure and Network Mgmt $5,169 6.6%
Application Development and Deployment $7,114 6.5%
CRM $1,933 6.0%
Operating System and Storage Software $7,555 5.5%
ERP $7,516 4.5%Authoring and Publishing $4,162 4.1%Operations and Manufacturing $640 2.9%
Total Public Sector $54,089 6.3%
7
Breadth Focus
Industry resource centre
Regional & local channel training & events
Industry highlights
Industry strategy & direction
https://partner.microsoft.com/publicsector
Microsoft Partner Network: The Foundation for Partner Engagement
8
UK Partner Opportunity in Public Sector
9
Service centric solutions are growing much faster than software e.g BPO 11%, SaaS 18%Growth from a small base with the revolution beginning in Education. E.g. Live@eduGradual shift over next decade, steep growth in 5-7 yrs
Est. 1.7M desktops in PS BreadthCirca $200m opportunity Service Transformation is happening in the “smaller” PS organisation- “Digital by Default”
Localisation
Breadth
Cloud
In Sept 2011, 40% of government contracts were agreed with SME’s compared with only 5% in Jan 2011, in line with the Governments aim to get smaller and more agile firms into the supply chain.As decision making is cascaded down to a local level, there are now thousands of entities – e.g. schools, GP practices, parish councils, housing associations and dental practices - empowered to decide how to spend their budget. And they are looking to do that with local suppliers, for quality of service and to support their local communities.
UK Partner Opportunity -How
10
Service centric solutions are growing much faster than software . e.g LoveCleanStreetsGrowth from a small base with the revolution beginning in Education. E.g. Live@eduSocial and digital inclusion should be built by shifting ownership and use of information and technology towards the service user.
Anytime, anywhere, any device access
Reduce Cost
Standardise
Flexible Working & Citizen/pupil access
Innovate
Remove excess capacity, consolidate, move towards cloud computing Exploit mobile, collaboration tools, video and teleconferencing Upgrade Legacy PlatformsES-OVS
Streamline management and effectiveness by standardisationAutomate
Worldwide Public Sector Partner Events
Government
Service Delivery & Engagement
Workplace Modernisation
Insight & Accountability
Mobile & Desk less solutions
UK Pubic Sector FocusEducation
Higher EducationLearning AnalyticseResearchLearning Management Systems
Primary/SecondaryDesktop UpgradeLearning AnalyticseLearning & Digital Content
Collaboration
Health
Secure & Connected Infrastructure
Health Information Modernization
Health Collaboration
Public Safety & National Security
Emergency and Event ManagementSecured Unified CommunicationsSituational Awareness systemsIntelligence Systems
Resources
1. PS Contracts finder: http://www.contractsfinder.businesslink.gov.uk/
2. General resources for Education: http://www.microsoft.com/uk/educationhttps://www.mseducommunity.com/Pages/Default.aspx
3. Slideshare: Fantastic Education content http://www.slideshare.net/Microsofteduk
12
Our Opportunity, Together
1. Capacity: Review the Industry Growth Opportunities (e.g. Connected Education Framework) & the impact of Cloud in Public Sector
2. Resources: Capitalize on the PS Readiness Tools Microsoft provides via the Microsoft Partner Network
3. Incentives: Review the Solution, O365 & Transaction Incentives currently in market
4. Feedback: We are here to support You!
13
Marketing with MicrosoftAndrew Lane, Metia
AgendaSetting the sceneFactors affecting marketing efforts by partnersWhat does Microsoft currently provide in support?
Making marketing easierHow Microsoft is investing to help support partner marketing‘What’s in it for me as a partner?’
Getting startedHow will the new Partner Marketing Services Agency model work?
‘When can I get started?’Timelines and early adoption for partners
Setting the scene
Marketing goals and impacts
Grow business
Value-proposition
Breadth of technology offerings
Return on investment
Microsoft support
Variety of tools
Multiple media
Disparate user experiences ?Microsoft Partner Marketing Centre
Microsoft Sales Ready Resources
Microsoft Pinpoint
Making marketing easier
Partner Marketing Services Agency modelDedicated team
Knowledge of all Microsoft marketing assets
Adding marketing planning and execution
Best practice sharing
Support upgrades
Reporting and measurement
Virtual Marketing Manager
Integration with existing marketing efforts
Tailored marketing
Program structure
Identify, customise and deliver existing marketing materials
Add additional funds for additional marketing creative and execution services Multi-faceted campaign plan and
execution including bespoke elements
Materials
ServicesMaterials
Campaign PlanningServicesMaterials
Team
Tools and resources
Marketing expertise
Why Metia?
Experience
Dedicated Partner Marketing team
Technology focus
Microsoft partner and agency
Getting started
Communications
Your Microsoft representative
Partner EventsMPN Communications
Worldwide Partner Conference
- DRAFT EXAMPLES -
Communications
Phone
Email Social media
Introduction
28
Virtual Marketing Manager
IntroduceExplainDiscuss
Brief
Partner
Selection
- DRAFT EXAMPLES -
Plan
Engagement
Awareness DriveCampaign plan
Execution
31
Awareness
Engagement
Drive
0
50
100
150
200
250
300
350
Activities
January February March
Campaign site visits (1 March – 31 May 2012)*
Banners: Information Age
Telemarketing starts
Report
April May
O365 email campaign
*Contingent upon access to partner site analytics
Banners:Computer Weekly
‘When can I start?’
Milestones
Pilot and early adopters Full rollout
April - June July 1 onwards
Q & A
© 2012 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.
Thank You
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