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Partnering with Microsoftin Local Government
Sue Johnston Government Industry Manager
Jane MackarellIndustry Marketing Manager
Agenda
• Market overview & research
• The citizen services platform opportunity
• Partner readiness & marketing campaigns
• Partner commitments
10,0007,000
18,500
1,200
1,500
?20,000
27,000
No. of Councils No. of PC’s
76
15269
79
29
35
143
Local Government in Australia
• 615 Councils and Shires across Australia.
• Complex business model.• Procurement aggregated
through association arrangement.
• In FY08/09 Local Government spend estimated between
• $1B-$2B (Aus) Gartner June 2008
Local Government Market Size
• IT Spending by Segment • 100% = $1.5B (AUS)
• Software Spend 22% = $330M (AUS)
• Services Spend 43% = $645M (AUS)
Today's reality is…
BudgetAvailability
$$
DeliveryTimelines
Today's reality is…
• Citizens now expect…– Responsive service delivery– Integrated portfolio of services– Efficient, multi-channel communication
There has been an evolution of expectation
Market research – current capability
Market research - capability effectiveness
Alignment Business Process
Citizen contact centre
Citizen Portal/Internet Abandoned Waste Reporting, Council Meetings & Agenda/Minutes Manager, Community Events Calender, Mayor/Elected Official Newsletter ,Road Hazard Reporting
Search
Performance Reporting/Business Intelligence
Team collaboration Council Meetings & Agenda/Minutes Manager
Intranet/Portal Council Meetings & Agenda/Minutes Manager
Mobile applications for field staff Mobile Inspections
GIS
Interactive forms
Case Management Road Hazard Reporting, Abandoned Waste Reporting,
Electronic procurement Council Meetings & Agenda/Minutes Manager
Document and records management
Business process – capability alignment
Local Government focus areas – FY09
Citizen Service Platform
Citizen Service platform structure
Citizen Service core platform capabilities
Citizen Citizen Service Service PlatformPlatform
Performance Point Performance Point Performance ManagementPerformance Management
ForefrontForefront SecuritySecurity
System CenterSystem Center Server ManagementServer Management
BizTalkBizTalk IntegrationIntegration
VistaVistaDesktop ServicesDesktop Services
OCSOCS CommunicationsCommunications
Citizen Service extended platform capabilities
Citizen Citizen Service Service PlatformPlatform
What do the templates offer?
CustomersCustomers PartnersPartners
RelevanceRelevanceHelp show our customers Help show our customers what our technology can what our technology can deliver, and how it meets deliver, and how it meets the ever-changing the ever-changing challenges they facechallenges they face
SpeedSpeedCustomers can use the Customers can use the templates to bring some templates to bring some initial goals into production initial goals into production quicklyquickly
SkillsSkillsWith the source code, they With the source code, they help to educate our partners help to educate our partners on how to deliver these on how to deliver these solutions on our platformsolutions on our platform
DemonstrationDemonstrationGive our partners a platform Give our partners a platform to demonstrate the value of to demonstrate the value of their solutionstheir solutions
Citizen Service platform portal
CitizenCivil Servant
Politician Visitor Politician’s DashboardPolitician’s Dashboard
Local Government focus areas – fy09
Greater Microsoft sales coverage – local government
Ed MooreNational PS Sales Manager
Ben PlaceSales Engagement
ManagerQLD / NT
Warren BaileySales Engagement
ManagerNSW/ ACT
Ken RankinSales Engagement Manager
VIC & TAS
Michael LeungGov QLD & NT
Liam RidgewayAccont Manager – K12
National Edu
TBHAccount Manager ACT/
WA,/SA
Ellis SpoonerAccount Manager –
National Health
Yin Teng SeeAccount Manager – NSW
Gov
Paul HutchingsAccount Manager – K12
National Edu
Anita MalhotraAccount Manager – Vic &
Tas Gov
Citizen Service platform campaign
TO CUSTOMER/THROUGH PARTNER
TO
CU
ST
OM
ER
/ T
HR
U’
PA
RT
NE
RT
o P
art
ne
r
Partner Conference – local Govt session
Partner Conference – local Govt session Partner and Sales Readiness
Training – Citizen Service - NOVEMBER
Partner and Sales Readiness Training – Citizen Service -
NOVEMBER
Citizen Service Partner marketing support
Citizen Service Partner marketing support
LGTS Victoria Conference – awareness activity - AUG
Citizen Service Platform Campaign – MOSS external adaptor offer; partner offers;
showcase reference sites.
Gordon McKenzie – WW lead customer visits
Coffs Harbour IT Conference – awareness activity –
NOVEMBER
Local Govt P2P Networking Nights, 5 cities – access
templates, nominate pilots - SEPTEMBER
Local Govt P2P Networking Nights, 5 cities – access
templates, nominate pilots - SEPTEMBER
3 X Pilots identified; case studies generated
Partner led demand generation, using MDF
TO PARTNER
Licensing optimisation – Q2, Q3
• To customer campaign to simplify how to buy in local Government
• Supporting materials, training and guidance for partners re government licensing – including material for new licensing program, Open Value for Government
Business intelligence in government Q1/Q2
Information management (BPO) Q2
• MDF available for partners to generate demand in local government
• Branding and exposure support for Microsoft Gold Partners at RMAA conference, Sydney, September
• Partner technical readiness and sales and marketing training support
• Messaging support for relevance to local government customers
Local Govt marketing activity – all up
CAMPAIGN BASED ACTIVITY
BUSINESS AS USUAL ACTIVITY
Government Industry Website Update – Public Safety & National Security, Local Govt, Defence, citizenship Government Industry Website Update – Public Safety & National Security, Local Govt, Defence, citizenship
Government Case Studies - Written and VideoGovernment Case Studies - Written and Video
Quarterly Government NewslettersQuarterly Government Newsletters
TO
CU
ST
OM
ER
/ T
HR
U’
PA
RT
NE
R
BU
SIN
ES
S A
S
US
UA
LT
o P
art
ne
r\IT
P
ro
Partner Conference – local Govt session
Partner Conference – local Govt session
Partner and Sales Readiness Training –
Citizen Service
Partner and Sales Readiness Training –
Citizen Service
Info Management Partner marketing
support
Info Management Partner marketing
support
Partner Public Sector Recruit & How to Buy Kit
Partner Public Sector Recruit & How to Buy Kit
Citizen Service Partner marketing support
Citizen Service Partner marketing support
LGTS Victoria Conference
Information Management (BPO aligned)
Citizen Service Platform Campaign – MOSS offer
RMAA Sydney, Conference
Coffs Harbour IT Conference
Local Government Platform Vision collateral Local Government Platform Vision collateral
Local Govt P2P Networking Nights
Local Govt P2P Networking Nights
Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customersPublic sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers
How to buy for Public SectorGovt BI roundtables
UC & Mobility in Govt
Microsoft resources for partners
• Partner networking nights
• Partner readiness
• Partner marketing and sales support
• Case studies
• POC funds for Citizen Service reference sites
• Messaging support for industry and non-IT audience
• Event alignment– Umbrella branding, booth support at 3rd party external events– Industry association partnerships and alliances– Speaking slots at Microsoft led events
• Industry Web sites – partners can be profiled
Partner commitments
• Align with Microsoft sales teams – greater coverage in local government in FY09
• Email [email protected]
• Contact your PAM to build a government industry plan into your PSP
• Attend the Partner 2 Partner Networking nights for Citizen Service Platform in September
• Attend the Partner training for Citizen Service Platform in November
Questions & Answers