Ireland Apo University Fy 10 Tibbs Slideshare

Do Your Systems Talk Business?

Microsoft Application Platform

Application Platform University

Tibbs PereiraMicrosoft Western Europe

[email protected]

Dublin, 14th January 2010

Do Your Systems Talk Business? |

AGENDATopics Official Session Title Time Start Time

Registration Breakfast 15 min 8:30am

APO v2 Introduction - Customer Pain Points and Imperatives: the 4 App Platform Business Imperatives 1 hour 09:00

APO Opportunities Trends and Partner Opportunities through the 4 App Platform Business Imperatives 1 hour 10:00

Coffee Break 15 min 11:00

Selling SQL Server 2008 EE through Business Intelligence

Overview of the 6 App Platform Capabilities – The Business Intelligence Pains and Imperatives 45 minutes 11:15

Oracle Compete Winning the platform against Oracle! 30 minutes 12:00pm

LUNCH LUNCH LUNCH 12:30

SQL Server EE Selling Advanced Data Platform Solutions Built on SQL Server 2008 R2 and EE 50 minutes 13:30

Application Integration Selling Application Integration 50 minutes 14:10


Partnering in Ireland Partnering with Microsoft 40 min 15:00

Conclusion Next steps – Evaluation – End of the Session 10 min 15:40


Top 3 Objectives Today

Objective #1: Articulate what Microsoft Application Platform is, as a strategic selling framework

Objective #2: Aligning partner readiness and capacity with Microsoft business priorities

Objective #3: Why and how to partner with Microsoft as a strategic growth driver



Overall Plan: What is the Application Platform and why is it important to

YOU? SQL Server

Key workloads: BI Selling Advanced SQL Server solutions (based on SQL

Server Enterprise Edition) How Do We Compete Most Effectively in the marketplace

against the likes of Oracle and IBM? Application Integration

HOW WILL ALL THIS HELP YOU TOSELL MORE AND BECOME

MORE PROFITABLE?

The Business Imperatives Each Imperative will Require Capabilities

1. Business Intelligence

2. The Web

3. Business Applications

4. Application Lifecycle

Management


ExistingApplications

InfrastructureSQL ServerWindows

OracleSolaris

SQL ServerWindows

Oracle DBUnix

DB2Z/OS

Other Partners &Customers

ERP Finance Inventory CRM Operations

Today's IT Landscape: The Applications Are Here To Stay

New product

idea portal

New product portfolio analysis

Financial reporting

New Regulator

y compliance portal

Compliance reports

Supply chain

integration

Trading partner portal

Sales forecasts

and reports

Operations

Sales force

automation

Customer service

Procurement: Deployment:• On-Premises• Off-Premises/

Hosted• SaaS/Cloud• Hybrid

• Build• Buy (off the shelf)• Buy and

Customize


Supply Chain MgmtCustomer Information Product Life-Cycle Mgmt

ExistingBusinessApplications

EnterpriseApplications

Infrastructure

Business Processes Require Multiple ApplicationsCustomer service

SQLWindows

OracleSolaris

MS SQLWindows

Oracle DBUnix

DB2Z/OS ???

Other

???

Partners &Customers

ERP Finance Inventory CRM Operations ???

Client application

Desktop interface

Custom integrationwith LOB

Application DB

Web & desktop interface

Custom API

Web server

MySQL & Linux

“Green screen” interface

Custom proprietary application

Flat file data store

EDI

Jack in Customer Service needs:Tools to make customer service

decisions: Customer data Order history Product & inventory information Account information


Payment ServicesCustomer Information Records Management

ExistingBusinessApplications


Unified Application PlatformAn integrated, unified platformfor multiple applications



Optimized Infrastructure

Client application

Desktop interface

Custom integrationwith LOB

Application DB

Web & desktop interface

Custom API

Web server

MySQL & Linux

“Green screen” interface

Custom proprietary application

Flat file data store

EDI

Unified Application Platform

Business intelligence and data management services for analyzing, reporting, and sharing information with familiar, easy-to-use tools.

Business process management services for connecting and orchestrating processes and integrating systems.

Services for improving the usability of applications with the goal of increasing user productivity and satisfaction.

Application life-cycle management including development tools, processes, and services for the team-based design, development, and management of applications.



BusinessUsers

Why Platforms?Multiple business imperatives have similar IT requirements

IT Manage

r




IT Manage

r

New product

idea portal

Financial reporting

Regulatory

compliance portal

Compliance reports

Supply chain

integration


Sales forecasts

and reports

Operations

Sales force

automation

Customer service



Role-Centric Applications


The Shift Toward Application Platforms

Organizations are converging what were once disparate, standalone applications and systems into an integrated, unified application platform.

In fact, according to Forrester Consulting, 75 percent of IT leaders across 412 companies in North America, Europe, Asia-Pacific, and Latin America anticipate a shift toward application platforms, with 41 percent of respondents saying their application platform strategy is currently under way.

“Many Organizations Embrace Converged Application Platforms, But Adoption Barriers Remain”, a commissioned study conducted by Forrester Consulting on behalf of Microsoft, October 2007; http://download.microsoft.com/download/b/3/5/b3561c68-e641-4137-abdd-df09ac51742c/Forrester Consulting - Application Platform Optimization Study 10-2007 - 2.pdf

Yes, it’s currently under way 41%

Yes, but noplan is inplace 35%

No 24%

Don’t know 0.5%

Forrester Research 2007

Do you anticipate a convergence of these application infrastructure capabilities—including business intelligence, application servers, development tools, portals, integration, SOA, and BPM—to occur within your organization?


BusinessUsers

The Microsoft Platform ApproachMaking dynamic IT a reality

Off

Pre

mis

eO

n P

rem

ise


Integrated Platform for Multiple Applications

OtherPartners

&Custome

rs


Enterprise Applications

Familiar and Intuitive User Interface


The Microsoft Application PlatformAn integrated, unified platform for multiple applications

Interoperability BusesService Enablement Composite Applications

Information Analysis

Information Reporting

Performance Management

Rich Media Web

Standard Web

Social Computing


OtherPartners

&Custome

rs



The Microsoft Application PlatformAn integrated, unified platform.


Operations Benefits

Benefits of the Microsoft PlatformInnovation Benefits

High performance, scalability, and reliability

Solutions have common management skills and tools

Technology investments work well with each other

Consistent security standards for increased compliance

Better time to value

Help organizations respond quickly to change with a flexible system

Differentiate your solutions through user-focused experiences

The largest partner ecosystem for both packaged and custom-developed applications



Microsoft Platform Momentum

http://www.citigroup.com/citigroup/homepage/index.htm

http://www.siemens.de/

http://www.capgemini.com/

http://www.t-com.de/

http://www.virgin.com/

http://www.mps.it/

http://www.askjssi.com/

http://www.globalcrossing.com/Default.aspx

http://www.workflowone.com/

http://www.schwan.com/

http://www.debeos.de/DEBEOS.Willkommen/

http://www.fujitsu.com/global/services/consulting/

http://www.aclbank.com/th

http://www.schneider-electric.com/

http://www.statoil.com/

http://www.novartis.com/

http://www.delmonte.com/

http://www.hypovereinsbank.de/

http://www.epicor.com/

http://www.cgi.com/

http://www.sasfin.com/

http://www.marykay.com/

http://www.3ds.com/

http://www.starbucks.com/

http://www.enterprise.com/

http://www.newegg.com/

http://www.ocbc.com/

http://www.crutchfield.com/

http://www.logicacmg.com/au/

http://www.vital.no/

http://www.enterprise.spawar.navy.mil/


Microsoft Leadership

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 ([email protected]), Microsoft.”

Microsoft

http://mediaproducts.gartner.com/reprints/microsoft/vol3/article2/article2.html


Reporting& Analytics

Data Warehousing

Web

Custom Development

Platform

Integration

Business Intelligence

Web

ALM

Business Applications

Pains &Imperatives

(The What)Capabilities

(The How)

App Plat for Public Service &

Administration

ALM in Telco’s

App Plat for Banking

Geospatial Business

Intelligence

Integration & Interoperability for Healthcare

Horizontals & Verticals

(The Where)

The Application Platform: Strategic Selling Methodology End to End : From Imperatives to Solutions & Products

Solutions & Products(Building Blocks)

Parallel Data Warehouse


What is the new Application Platform Optimization (APO) Model? APO is a process designed to enhance the

ability to build meaningful relationships with customers and to identify opportunities for engagement.

The model and supporting tool will provide relevant mappings from opportunities to ultimately drive toward the Enrollment for Application Platform Agreement (EAP) and standardization on the Microsoft Application Platform.

Carlo

New slide


Key Tenets of the New APO

Voice of the Customer

Intentional Discovery

Application Focus

Listen First

Industry Point-of-View

Carlo

New slide


Platform Selling Component OverviewProfiling

• Goal: Perform Business Gap Assessment and validate customer roles (BUIT/CIT), industry point-of-view and top-of-mind applications.

• Output: Detailed context and applications for discovery process

Discovery• Goals: Isolate customer’s application issues related to capabilities

and workloads through Application Gap Assessments.• Output: Quantify customer concerns

Prioritization• Goals: Rank of opportunities from Application Gap Assessments• Output: Opportunities mapped to products, service line offerings, solution areas & partner competencies

Standardization• Goals: Highlight opportunities to engage at a cross-application,

strategic level• Output: Enterprise view of cross-application platform priorities and investments

Carlo

New slide


Flexible Applications

DELIVERED ON-PREMISES OR AS A SERVICE

User Applications


Application Platform Technologies

Desig

n a

nd

D

evelo

pm

en

t To

ols


+ Project Codenamed “Madison”

Q3 Q4 Q2 Q1 FY10

FY10 – A Major Launch Year for Servers and Tools


Enrollment for Application Platform Customer Benefits Standardization made affordable

Low upfront costs so that you can take advantage of the latest product innovations

Savings on new deployments of up to 40% on license costs

Rapidly adopt the latest technology Helps increase IT productivity with Unlimited Problem

Resolution Support for eligible customers Unlimited deployment rights for the Application Platform

products across your entire organization

Flexible purchasing model Licensing models that meet your customer’s purchasing

needs Predictable costs with fixed payments for life of the term

with the 3-Year True up model

Carlo

New slide: we described the products in the Application Platform and in FY10 we will have a bunch of new products: EAP is the best way to take advantage of the latest product innovations and to rapidly adopt the latest technology


Enrollment for Application Platform Requirements Sign an Enterprise Agreement—although customers

do not need an Enterprise Enrollment for Desktop to qualify

100% Software Assurance coverage on initial footprint

Minimum initial purchase for each product Products Minimum Footprint

SQL Server* • 15 processors (Standard or Enterprise Edition) or

• 400 CALs and 10 servers

BizTalk Server • 5 processors (Standard or Enterprise Edition)

Visual Studio* • 20 Visual Studio 2008 Professional or Team System Suite licenses

SharePoint Server • 5 SharePoint Server products

SharePoint Server for Internet (FIS)

• 3 SharePoint FIS products

* For the 3-Year True Up model with a mixed environment, requirements differ

Carlo

New slide



I. Customer Pains & Imperatives


Economic Downturn - Situation AnalysisCompanies are…

Introducing New Products/Services

to Gain Market Share

Restructuring

Reducing Capital

Investments

Looking to Increase

Productivity

Reducing Operating Costs

Meeting the Challenge: The 2009 CIO Agenda – Gartner Research

But… Businesses are NOT slashing IT

spending in a knee-jerk response

They are looking to IT for help Raise Enterprise Effectiveness Restructure for Productivity and

Agility Modernize Infrastructure Manage Change

Business and IT Imperatives

• Tough economic times and growing competition are putting pressure on the business

• IT has to find ways to optimize and maximize value out of existing and new investments

Top Business and Technology Priorities in 2009 (Gartner CIO Survey 2009)

Business Priorities Technology Priorities

1 Business process improvement 1 Business intelligence

2 Reducing enterprise costs 2 Enterprise applications (ERP, CRM, and others)

3 Improving enterprise workforce effectiveness

3 Servers and storage technology (virtualization)

4 Attracting and retaining new customers

4 Legacy application modernization

5 Increasing the use of information/analytics

5 Collaboration technologies


1. Business Intelligence ImperativesHow can I…

Get started fast but build to last?Keep pace with specialty skills and infrastructure requirements? Deal with vendor consolidation and stay on top of multiple tools?

Ensure consolidated, sound, and trusted data?Deploy for performance and scale?Efficiently manage enterprise-wide workloads?

Deliver relevant information where users need it?Make actionable insight readily accessible to everyone?Optimize utilization of familiar tools?


2. With Web Evolution …Technology

Focus

Information Focus

E-Commerce

Interactive

Personal

90’s

Early 00’s

Yesterday

Today

Web Presence


Web ImperativesSolutions that fit CHANGING needs

2. Extend Enhance

existing web with new capabilities

Integrate with Line of business Applications

3. Customize

Adopt content management solution

Customize to fit business requirements

1. Build Develop from scratch

Use latest development technologies

4. Outsource Find partners for Web

development

Find hosting solutions


SQL ServerWindows

OracleSolaris

SQL ServerWindows Oracle DB Unix DB2 Z/OS



What differentiates Business application is being…

Secure and

reliableIntegrated and

connected

Business Savvy

Pervasive

Cost effective

3. Business Applications


Managing complexity

Poor communication

Lack of visibility

Unpredictable delivery

No business alignment

Maintaining legacy systems

Compliance

Competition

Business agility

Security

Reducing costs

Technology change

Business IT Services

4. Application Lifecycle ManagementPains & Imperatives


Application Life-Cycle ManagementImprove development efficiency and quality

Optimize your application development processes Connect Development, IT operations, the PMO and the business

Improve developer and team productivity Enable faster time-to-solution

Carlo

To use when there is no ALM session


















Trends & Partner Opportunities


The Business Application OpportunityYour Key Takeaways Business Applications are important to

clients and they are your “keys to the vault” – they represent core business processes and execution Applications that run internal business

operations Applications that connects with suppliers and

customers Applications that dictates strong services

revenue potential

Clients view these business application as high value investments and are defined by:Acquiring new

packaged applications (Platform)Developing novel applications (custom)

Source: Forrester Research, Inc.

70% of IT resources are supporting business applications


Global Business Application MarketApplication related spending is growing even in a shrinking economy

1995

1997

1999

2001

2003

2005

2007

2009

$0

$50

$100

$150

$200

$250

$300

$350

Business Applications

Middleware

Operating Systems

$B USD


Tier 1 Business ApplicationsSimply, applications that an Organization cannot do Business without...

Customer relationship management (CRM)Enterprise performance management (EPM)

Enterprise resource planning (ERP)Product lifecycle management (PLM)

Horizontal Business Applications

RetailBanking and

financial services

CommunicationsUtilities

Public SectorManufacturingHealthcare and

Life Sciences

Industry

Specific

Applications

Creates Market

Differentiation

Improves Business

Productivity &

Efficiency

Enforces Business

Logic & Rules -

OperationallyNecessary

Spans Departments - Core to

the Business

Sample Fill


How to Identify Services Opportunities with Business Applications and Platform?

- Custom Development

- Integration

- Platform


PlatformRecognising the Opportunity Enterprise Business Application Replacement or Refresh

Look Out for Milestone Events

Often occurs every 3 or 5 years

Pseudonyms

Products – Windows Server, SQL Server, BizTalk, Dynamics

Partners – SAP, Temenous, Dassault, GE Healthcare, Epicor, ADP, Fiserv, Aspen Technology

http://www.dassault.fr/index.php

http://www.adp.com/

http://www.sap.com/index.epx



http://www.epicor.com/

http://www.fiserv.com/default.htm

http://www.fiserv.com/default.htm


Great Time to Partner with MicrosoftStrong Application Platform Momentum and Partner Opportunity

Current EnvironmentShapes Customer

DemandMarket pressure for cost reduction and improved effectiveness

Optimization and consolidationApplication and infrastructure agilityBusiness / IT strategy alignment

Platform StrategyDelivering Customer

ValueLicensing offer in tune with world economyData Platform market leadershipTaking market share from our major competitors

Redoubled Alignment and Investment in

Partner GTM

Better Microsoft + Partner sellingRebooted APO marketing strategyDeep sales and technical readinessHigh profile FY10 launchesOpportunity

Economics Are Excellent… Now

9:8 : 1 – Partner to Microsoft RevenueAverage deal $610K – EPG deal $919K Average margin to partner is 27% Average time to close is 29 daysWE NEED PARTNER CAPACITY

Unit leader in database market

3 million downloads

Fewest vulnerabilities of any enterprise database 1

Penetration approaching 50% in some countries

Over 30% of PCs and Macs worldwide have Silverlight installed

Over 6 million developers worldwide target the .NET platform

>50% of the Fortune 1000 currently using ASP or ASP.NET to power mission-critical Web apps

1. Source: NIST National Vulnerability Database

Have Confidence: YOU CAN WINBoth analysts and customers believe in the Microsoft platform

Already being used by 90% of the Global 1000 companies

Gartner Leaders Quadrant – Search, ECM, BI, Portal…

Millions of seats deployed worldwide

Gartner MQ Leader

Fastest to 1M users vs. Oracle and SAP

xRM platform agility

Best IDE, Technology of the Year Awards

- InfoWorld



9:8 : 1 – Partner to Microsoft RevenueAverage deal $610K – EPG deal $919K Average margin to partner is 27% Average time to close is 29 days

Reporting & AnalysisCustom Data Applications

Data WarehousePlatform0

5

10

15

20

Revenue (

B U

SD

)

FY10FY12

Partner Revenue Opportunity

Reporting and AnalysisCustom Data Applications

Data WarehousePlatform

0

30

Partner Resource Capacity FY10

Reso

urc

es

(‘0

00

s)Opportunity Economics

Are Excellent…

Now

Source: Microsoft Internal Research (SCOPE)



9.8 : 1 – Partner to Microsoft RevenueAverage deal $610K – EPG deal $919K Average margin to partner is 27% Average time to close is 29 days



5

10

15

20

Revenue (

B U

SD

)

FY10FY12




0

30

60

90

120

150

Reso

urc

es

(‘0

00

s)

Partner Resource Requirements FY10

Opportunity Economics

Are Excellent…

Now




9.8 : 1 – Partner to Microsoft RevenueAverage deal $610K – EPG deal $919K Average margin to partner is 27% Average time to close is 29 days



5

10

15

20

Revenue (

B U

SD

)

FY10FY12




0

30

60

90

120

150

180

Reso

urc

es

(‘0

00

s)

Partner Resource Requirements FY12

Opportunity Economics

Are Excellent…

Now



In Summary

Evolution of the App Plat concept and workloads

New products Tremendous services revenue upside Shortage of partner capacity

GREAT TIME TO PARTNER WITH MICROSOFT on App Plat!

© 2008 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.




















Why is Business Intelligence (BI) important?

Importance #1 customer spend again (#1 priority, 4th year in row - Gartner, Jan 2009)

OpportunityBI is recession-proof

Faster ROI than applications (ERP/CRM)60% of market owned by megavendors

Customer Rationalization: “From 10 to 3 vendors”

Competitive

ConsolidationOracle, SAP, IBM spent $15B to buy HYSL, BOBJ, COGN.

Oracle bought Sun and will use MySQL assets on low end.IBM is activating 4,000 BI consultants in July.

BOBJ’s contributed to 70% of SAP’s software license and support growth in 2008.

Microsoft Value

Proposition

Total Cost of OwnershipAdoption/Productivity

IT Flexibility and Control

MicrosoftSWOT

StrengthOffice

Roadmap (PowerPivot, Parallel Data Warehouse)

WeaknessBrand perception

OpportunitySPS E-CAL upsell and deployment100M users of MSFT BI by FY20

ThreatORCL leads PM/DW, SAP leads

RA28% market buys BI with apps


Market Trends & Business DriversTop Executive Priorities

1

2

3

4

5

6

7

8

9

10


Enterprise Applications(ERP, CRM, and others)

Servers and storage technologies(virtualization)

Legacy application modernization

Collaboration technologies

Networking, voice & data communications

Technical infrastructure

Security technologies

Service-oriented applicationsand architecture

Document management

Top 10 Technology Priorities

1

2

3

4

5

6

7

8

9

10

Business process improvement

Reducing enterprise costs

Improving enterprise workforceeffectiveness

Attracting and retaining new customers

Increasing the use of informationand analytics

Creating new products or services(innovation)

Targeting customers and marketsmore effectively

Managing change initiatives

Expanding current customer relationships

Expanding into new marketsand geographies

Top 10 Business Priorities

Source: Gartner EXP (January 2009)


Capabilities

Microsoft BI

Monitor

AnalysePlan

Why did it happen?

Analytics

What is happening?

Scorecards &Dashboards

What do we want to happen?

Planning, Budgeting, Consolidation

What will happen?

Forecasting

What happened?

Reporting


What is Business Intelligence?

Description Functionality MSFT Products

Performance Management*

(PM)

Processes and technologies to

manage business performance.

PlanningBudgeting

ForecastingConsolidation

SharePoint 2010 Performance

Point Services

Reporting & Analytics

(R&A)

Tools for better decision making across structured and unstructured

information.

Dashboards, ScorecardsSelf-Service

Ad Hoc Reporting OLAP Analysis.

SharePoint

Office

SQL Server

Data Warehousing

(DW)

Store, manage, and secure

growing volumes of data.

OLAP ETL

Data Quality Data Mining

SQL Server


Today's BI Reality for Most Organizations

DifficultTo Use

Fragmented

Inflexible

Departmental

Costly

“Foreign” tools inhibit adoption and use

Functionality split across multiple tools

Rigid and unable to change with the business

Narrowly deployed without a complete view

Too costly for broad deployment


Market Dynamics:Consolidation to Enterprise Players

Consolidation in the last two years has transformed BI market from mid-level pure plays to the front line battlefield of the enterprise software companies fighting to control mission critical infrastructure/systems

The emerging battlefield looks like this…(BI is not about BI anymore)

Company Revenue ($M)2008

Share %2008

Growth %2008

SAP 1589 20.4 17.8 SAS 879 11.3 11.0 IBM 800 10.3 5.1

Oracle 701 9.0 17.5 Microsoft 649 8.3 16.9

Reporting & Analytics

Application Led Strategy(SAP & Oracle)

Infrastructure Led Strategy(IBM, MS)


Delivered through a familiar environment

Integrated into business productivity infrastructure

Built on a trusted and extensible platform

Microsoft BI Vision & StrategyDemocratizing Business Intelligence

Improving organizations by providing business insights to all employees leading to

better, faster, more relevant decisions


Secured, Well-Managed Infrastructure

Business Productivity InfrastructureStreamline the way people do business

BusinessIntelligence

Enterprise ContentManagement

Workflow SearchBusiness

DataCatalog

ExtensibleUI

OpenXML FileFormats

WebsiteAnd

SecurityFramework

UnifiedCommunications

Collaboration

Empower Your People

Self-Service access & insight

Familiar interface &

tools you own today

Improve Organization

al Effectivenes

s

Alignment, Accountability & Ownership

Collaborative across your value chain

Enable IT Efficiency

Trusted, scalable &

secure

IT Management

& Interoperabilit

y

Low Total Cost of Ownership

Leverage your existing Infrastructure

Microsoft Business IntelligenceInvestment Strategy


Business User Experience

Microsoft Business IntelligenceGet more out of products you already own

Data Infrastructure and BI PlatformAnalysis ServicesReporting ServicesIntegration ServicesMaster Data ServicesData MiningData Warehousing

Business Collaboration PlatformDashboards & ScorecardsExcel ServicesWeb based forms & workflowCollaborationSearchContent ManagementLOB data integration

Familiar User Experience Self-Service access & insightData exploration & analysisPredictive analysisData visualizationContextual visualization

Business Collaboration Platform

Data Infrastructure & BI Platform


DELIVERY

END USER TOOLS AND PERFORMANCE MANAGEMENT APPLICATIONS

BI PLATFORM (RDBMS, ETL, OLAP, Reporting)

The Microsoft BI Platform End-To-End Solution

Mainframe/ Departmental Systems


DELIVERY





Focus on


Function Software Competition Components

RDBMSOracle, DB2, Informix, Sybase…, Teradata SQL SERVER

ETL

Datastage, Genio, Informatica… INTEGRATION

SERVICES

DBMS OLAP

Hyperion Essbase – Oracle -, SAS (OLAP) Cognos Powerplay, Microstrategy…

ANALYSIS SERVICES

Reporting& ad-hoc query

SAP-BO XI, Reportnet (Cognos), Oracle-Hyperion BI (ex. Brio) – Microstrategy

REPORTING SERVICES

SQL Server has 4 INDEPENDENT components


Reporting Services Video

Carlo

Added by Carlo


Enriched Visualization Gauge Examples


DELIVERY





Focus on


PerformancePoint Server Roadmap

Today H1 CY10Q4 CY09

support through 2017

MonitoringSharePoint 2010PerformancePoi

ntServices

Analytics

Planning

Monitoring

Analytics

PPSService Pack

3


Empower Your People with Business Insights…through self-service access to the data they need

Explore data in SharePoint

Analyze data with Excel

Build reports with Report Builder


Improve Organizational Effectiveness…with Dashboards that enhance productivity

Integrated Web parts:

Reports Excel Visio Charts

Maps Filters KPI’s Analytics


& SQL Server 2008 R2 Parallel Data Warehouse


Scale with Confidence

Empower End Users

Improve IT Efficiency

• Excel based In-mem Analytics

• Self Service Reporting

• Re-usable report parts

• End user app. management

• SharePoint Publishing & Hosting

• App deployment meta-data

• Multi-server management

• Master Data Services

• Complex Event Processing

• Support for up to 256 cores

• MPP Support for 100TB+ DW(Massively Parallel Processing)

• Appliance-like DW on industry standard HW

• Hub & Spoke Architecture

• Multi-Temperature


Empower End Users

End User discovery &

analysis

Search reports & BI apps via SharePoint

Access reports & BI apps via the web

Interactively analyze and

explore reports & BI apps

End User authoring

Access & prepare data in Excel

Author models & BI apps in Excel

Author reports in Report Builder

End User sharing &

collaboration

Publish reports & BI apps to SharePoint

Publish & re-use report sub-

components

Publish & re-use BI apps as data

sources

Lower cost by reducing IT backlog & dependency


Managed Self Service BI

SQL Server 2008 R2 PowerPivot


PowerPivot - Managed Self Service BI

Bridges the needs of the end user and IT audiences

... use familiar & intuitive tools without requesting support

… manage hardware usage and provision resources

I.T. • Monitor

• Provision• Administer• Secure• Track dataU

sers

• Find & Re-use• Model &

Author• Personalize• Share• Analyze

User created

BI solution

s ManagePublish

Author Monitor


PowerPivot Video

Carlo

Added by Carlo


Leaders Quadrant for Gartner BI Platform

“Microsoft offers thebest BI software quality of all the megavendors”

“Pricing of its BI products makes them an economically attractive offeringthat will be considered by many organizations”


Case StudyDriving Business Performance and Lowering Cost with Microsoft BI

Customer Business Challenges

• Highly competitive market, and TDC is facing fierce competition and declining profits

• TDC has initiated cost cutting programs to improve the bottomline - by reducing number of employees and freeze on the IT budget

• The business has limited ability to manage its business proactively and effectively due to complex legacy systems and processes

Solution

• Leverage Microsoft BI enterprise wide to be able to make faster and better decisions – while lowering costs through one standardized BI platform across the enterprise

• The Microsoft BI platform (Office, Sharepoint and SQL Server) will be serving 10.000 users, and handling 50TB+ data

• TDC is decommissioning existing solutions from IBM and SAS Institute

Customer Results/Benefits

• Better and faster decision making

• One stop information shop (portal) – providing role specific insight

• The business value of better insights (ROI) using Microsoft BI has been proven to range from 6.000 - 35.000%.

• TDC expects to yearly save $3 million by decommissioning IBM and SAS Institute

• Reduced need for support with a factor 10:1 due to ease of use and self service BI

TDC (www.tdc.com) is the leading provider of communication solutions in Denmark and a strong player in the Nordic business market with more than 15.5 million customer relations

http://www.tdc.com/

http://tdc.dk/


BI – Target Customer Profiles

Actively evaluating BI solutions Has large amounts of data in disparate

systems Recognizes the difficulty end-users are

having in gathering the information they need to make timely/accurate business decisions

IT looking to offload the burden of generating ad-hoc reports for their end-users

Significant investment in Microsoft technologies (SharePoint®, SQL Server®, Office®) and expertise

Carlo

Added by Carlo


Success Factors1. Get proper sponsorship and resources for

the project (nothing new)

2. Create the right metrics and standardise their definitions

3. Design a compelling user GUI

4. Plan ahead to ensure user adoption and be prepared to drive organisational change


BI Scenarios in Economic DownturnScenario BI Benefits Probing Questions

Finance and Cost ManagementHelping businesses to identify cost cutting opportunities and improve financial visibility

• Understand and monitor cost• Minimize manual processes• Compare results with budgets

• How good a view of cost drivers do you currently have? Do you feel you can identify cost cutting ppportunities without sacrificing quality?• Are you currently able to analyze the costs of serving customers and segments as well as product and channel profitability? How satisfied are you with your analytics?

Operations ImprovementHelping businesses free cash from operations while maintaining operational strength

• Identify process inefficiencies• Analyze operational costs• Streamline the supply chain

• Are you able to monitor performance and costs in real time in order to make sound business decisions?• Would you like to be able to streamline your supply chains in order to free up cash from operations?• If you could reduce costs and increase productivity by automating manual reporting and streamlining

Sales and MarketingHelping businesses strengthen their customer base and find new sources of revenue

• Track sales effectiveness• Protect your customer base• Find new revenue sources

• How good a view do you have into your customer base? Would it be valuable to you if you could identify key customers and to understand theirchanging needs and behavior?• Right now, are you able to proactively seek ways to help your customers deal with the economic downturn?

Carlo

Added by Carlo


Differentiate Your BI Offering?


Drive Value Through Technical Differentiation

Must Have Good to Have Partner Differentiator

In order to get started, you will need to be proficient at:

• Data Integration• Data Warehousing• Reporting• Data Mining• Scorecards/Dashboard

Must also have the ability to implement:

• Enterprise wide centralized scorecards

• Self Service Reporting • Centralized data

management

To implement these, partner must understand:

• Analytics• Datamarts• Cubes• Dynamic Scorecarding via

SharePoint

In order to differentiate partner should develop an in-depth knowledge of:

• SQL Server 2008• PerformancePoint

Services• Visio or Silverlight for

Data Visualization (Geospatial)

• MapPoint/Bing Maps

Have domain/Industry or functional knowledge allowing for the development of strategy driven enterprise scorecards and processes

Product Proficiency:SQL Server 2008Analysis Services and Reporting Services, SharePoint ServerPerformancePoint Services

Product Proficiency:SQL Server 2008, SharePoint Server, PerformancePoint Services

Product Proficiency:SharePoint Server 2010, PerformancePoint ServicesSQL Server 2008 R2


The“Technology”

The“Business”

Close The Gap Throttling BI Adoption

Information Management Project Team

Project Manager

Solution Designer

AnalystTechnical Architect Technical

Staff

Technical Staff

Technical Staff

Technical Staff

Business Value Planning Services (BVPS)http://microsoftbvps.com

the gap

Carlo

See notes for more details about BVPS


www.microsoft.com/bi


















Grow Your Business - Win the Platform Against Oracle


Microsoft Application Platform SWOT Strengths

• Strong customer value prop in a tough economy

• Widely-adopted platform: Windows, Office, SQL Server

• Strong integration between platform and apps

• User familiarity • Strong ecosystem

Weaknesses• Brand perception• Not a dominant player

in the enterprise business apps business: ERP, CRM, industry & LOB

• Lack of vertical selling capacity

Opportunities• Global recession• Business intelligence as a

key IT and business priorities

• Cloud computing – integrated on-/off-premise offering

• Availabilities of strong lineup of products

• Industry consolidation

Threats• Competition: Oracle & IBM

both with strong end-to-end solutions

• Price erosion in server hardware

• Industry consolidation


#

of

CV

E

Notes: Updated as of 10/18/2007. Vulnerabilities are included for SQL Server 2000 , SQL Server 2005 . Oracle (8i, 9i, 9iR2, 10g, 10gR2)Query for Oracle was run with vendor name: ‘Oracle’ , and product name: ‘any’ (all database product name variations were queried) .Query for Microsoft was run with vendor name: ‘Microsoft ‘ ; product name: ‘Microsoft SQL Server’; version name: ’Any’

Source: NIST National Vulnerability Database

2002 2003 2004 2005 2006 20070

40

80

120

160

24

3 0 0 0 0

46

12

25

61

144

41

SQL ServerOracle Database

Critical Security Vulnerabilities

http://nvd.nist.gov/nvd.cfm

http://nvd.nist.gov/nvd.cfm


Oracle outcharges Microsoft in RDBMSMicrosoft outgrows Oracle in RDBMS.

Source: IDC analysis, CY2008

CY07 CY08 $-

$1,000

$2,000

$3,000

$4,000

$5,000

$6,000

$7,000

$8,000

$9,000

$3,478 $4,000

$8,166

$8,901

MicrosoftOracle

$M

Oracle

Microsoft

CY08 revenue share: 43%

FY08 unit share: 12%

YoY Growth: 9% YoY Share Shift: -

0.6%

CY08 revenue share: 20%

FY08 unit share: 33%

YoY Growth: 15% YoY Share Shift:

+0.7%


ORACLE’S BUSINESS MODELOracle is still DB-centric - they yield $4 where MSFT make $1

89Source: Team analysis, ORCL 10k and other financial statements; IDC unit & revenue reports

MSFT leads in unit share …Unit share DB , FY2008

Database driving 2/3 of ORCL Operating income

ORCL’s reaps ~3.9x revenue per Database unit as MSFT

— Large Tier 1 Installations with Higher Enterprise Edition Mix

— Up selling of Database Options (~25% of new DB Rev)

— 95%+ Annuity/ Maintenance attach

33%

ORCL

12%

MSFT

27%

MSFT

ORCL

38%Rev Share DB, FY 2008)

0.4x

… but lags in revenue share

1.4x

Oracle continues to add application shares through ISV acquisitions.

Source: IDC data, Microsoft analysis

Discret

e Man

ufacturin

g

Public Se

ctor /

Educati

on

Retail /

Wholes

ale

Proces

s Man

ufacturin

g

Bankin

g/finan

ce/Acco

unting

Other (H

ealth

care /

Consumer

svcs)

Ent. R

esource

Mgm

t (ERM)

Cust. Rela

tionship M

gmt (C

RM)

Manufac

turing &

Supply

Chain

Engin

eerin

g Applica

tions $-

$1,000

$2,000

$3,000

$4,000

$5,000

$6,000

$7,000

$8,000

$9,000

$10,000

#3 #2 #1 SAP IBM ORCL MS

10%

1%

8% 3

%4%

3%

3%

2%

12%

6%

While Oracle competes with partners…

ORACLE : “Do It Ourselves”

• Direct sales culture intensifies channel conflicts

More vertical stack integration reduce partner revenue streamsDecreasing new business dries service pipeline

Deeper discounts on licenses erodes partner margin

Exclude partners from participating in maintenance & support business

... Their Customers are Unhappy...

• Oracle raised prices by 15%

• Don’t get locked into paying more

• Oracle receives negative news

• Microsoft TCO advantage recognized

• Time to learn about SQL Server

“What we are telling clients right now is that it’s a very difficult time to buy Oracle licensing. There are so many major issues occurring all at the same time. “

Eliot Colon, President, Miro Consulting

“Oracle’s decision to raise list price by 15% to 20% is cause for concern for both existing and prospective customers” Duncan Jones, Forrester

Research

“How does Oracle get away with higher prices during a recessionary period?. Because its customers are locked in by the proprietary model…” ZDNet

“Oracle can afford to hike prices like this because people can’t change their database vendor overnight”

CIO

“We have been conducting surveys of software vendors for some years now and, Oracle is always at or near the top of vendors that concerns users over issues like price. These price increases look very high” Tony Lock, Freeform

Dynamics

“Unlike price increase for food, fuel and many other commodities, the changes in software don't stem from a shortage of supply or a rise in demand. They are attempts by software makers to increase their bottom lines”

Ben Worthen, Wall Street Journal

Click to open the IDC report

Click to open Larry Ellison’s transcript


Growth Opportunities are Abundant.

Grow share vs. Oracle

Surround ORCL Installed Base

Replace ORCLInstalled base

Win new projects/ workloads

Win BIWin ERP / CRMWin custom app platform

Replace ORCL 10g underneath SAP Replace ORCL 10g under ISV or custom appsReplace JD Edwards with Dynamics NAV

Surround Siebel Application with SharePointSurround JD Edwards with SQL Server SPS Reporting & Analytics

New Installations

Oracle Installed Base

Upgrade Microsoft IB


SQL Server Migration is your growth driver.

More than ever, customers are looking to save cost by migrating to a less expensive platform

“ The savings from moving from Oracle to SQL Server were so significant ($500K a year) that at first the numbers weren’t believed”

Migration to a lower cost, higher value platform

Cost-driven replatforming

Scenario Opportunity Customer References

Organizations are looking for ways to reduce TCO and IT complexity

“ Over the years we added new and disparate applications. This was hard to maintain”

Migration to reduce the number of vendors and standardize skills

Platform standardization

Pricing and behavior by vendors have created dissatisfaction in the market

“Our customers wanted the

kind of support available from more established companies.”

Migration to a vendor that meets end-to-end business needs

Vendor satisfaction


The Bottom Line – Why Partnering With Microsoft (vs. Oracle) Microsoft is all about partners – our business

model relies heavily on partners We are unlike IBM (large services force) nor Oracle (large

pool of business apps through acquisition)

Tremendous customer value proposition – lower TCO and higher ROI, faster time to market In global economic crisis, our value prop is even more

compelling and attractive to customers, as many of them have migrated to our platform

Microsoft helps you make more money – better partner economics $9.8 to $1 in Services to Software ratio $600K – 900K in average deal size , 27% average in margin


Call to Action

Learn and deliver APO message and the Oracle vs. Microsoft TCO storyFormalize Solution Area Selling and workload competencies by formalizing the PSP with your PAMsDiscuss a Oracle compete design win metric with your PAMs during the PBP process

Drive SQL Server Upgrades / migrations and BI projectsEngage with LARs and Microsoft Licensing Specialist to drive APA in Net New EA, EA Renewals and licensing optimization discussionsLaunch SQL 2008 R2 campaign to generate upgrade and migration leads

Build Oracle Migration practice to grow your Microsoft platform businessDiscuss a possible Virtual App Plat TS Program pilot with your PAM and PTALeverage http://www.partnersalesresources.com

http://www.partnersalesresources.com/


Resources

Oracle Compete Playbook

LAMP Compete Playbook

Partner Sales Resources

Demo Showcase on the Windows Azure Platform

BI Partner Profitability Tool

Channel Builder

https://partner.microsoft.com/global/40098063

https://partner.microsoft.com/global/40098063

https://partner.microsoft.com/global/salesmarketingsection/smsalesprep/spcompetitiveselling

https://partner.microsoft.com/global/salesmarketingsection/smsalesprep/spcompetitiveselling



http://www.demoshowcasesuite.com/



https://partner.microsoft.com/partnerprofit

https://partner.microsoft.com/partnerprofit

https://partner.microsoft.com/US/40015789



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.

Q&A



Selling SQL Server Advanced Solutions – SQL Server Enterprise Edition Partner [email protected]

















Evolution of SQL Server

Trusted

Easy to Use

Beyond Relational

2008

2005

2000

7.0Ease of

use

Mobile andDesktop

OLAPFILE

XMLRDBMS

Services

Query

Analysis

Reporting Integration

Synch

Search

CloudServer


Optimize performanceManage mixed workloadsScale performance

Scalable

Ensure system availabilityMinimize planned downtimeConcurrent data access

Available

Secure data accessProtect your systemSimplify compliance

Secure

Mission-Critical Applications

Trusted Data Platform


Proven Data and BI Platform

*Source: Gartner Magic Quadrant for Business Intelligence Platforms, 2008 & Gartner Magic Quadrant for Data Warehouse DBMS, 2007+Source: “Worldwide Relational Database Management Systems 2007 Vendor Shares,” Carl W. Olofson, IDC, June 2008#Source: NIST National Vulnerability Database

Over 7 Million Downloads of SQL Server 2008

In Leaders Quadrant in Gartner Magic Quadrants for DW & BI*

Leading Performance Benchmarks: TPC-H, TPC-E, & Applications SQL Server is the Fastest Growing Relational Database WW+

SQL Server has the Fewest Vulnerabilities of Any Enterprise DB#

Over 30,000 partners are offering solutions

SQL Server 2008 R2What’s New?


Managed Self-Service BI

Multi-Server Management

Virtualization & Live Migration

Scalable relational database platform

Consistent, familiar model & tools

Self-managed, highly available cloud services

MPP support for 10s to 100s TB DW

Highly scalable appliances

Seamless integration with Microsoft BI

Complete Information Platform


Trusted, ScalablePlatform

IT & Developer Efficiency

Managed Self-Service BI

Self-service analytics Self-service reporting Streamlined collaboration &

management

Multi-server management Virtualization & Live Migration Accelerated development &

deployment

Enterprise-level security, scalability

High-scale, complex event processing

Data consistency across heterogeneous systems

Comprehensive Platform for IT Value

Scalable relational database platformConsistent, familiar model & tools

Self-managed, highly available cloud service

MPP support for 10s-100s TB DWHighly scalable appliances

Seamless BI Integration


Managed Self-Service BI with PowerPivot

Analyzing Massive Data Volumes in ExcelWith a few mouse clicks, a user can create and publish intuitive and interactive self-service analysis solutions.

PowerPivotfor Excel

PowerPivotfor SharePoint


Tomorrow

Multi-server ManagementToday

Manage capacity through policies – save time, optimize resources

Control server sprawl with 1 to many management – setup is fast and easy

Single unit of deployment – increase deployment and upgrade efficiency

Increasing AvailabilityHyper-V with Live Migration

ClusterNode 1

Network Storage

ClusterNode 2

Configuration Data

Virtual Machine

Memory Content

VHD

Memory Sync

Virtual Machine

User

Massive Scale at Low TCO


Easy provisioning and deployment

Auto High availability and fault tolerant

Self-managing and self-healing

Database as a utility with pay as you grow scaling

Rely on Business-ready SLAs

Enable multi-tenant solutions

Manage multiple servers

Build cloud-based database solutions on a familiar relational model

Build on existing developer skills and familiar Transact-SQL syntax

Explore new data application patterns

Scalability Developer Agility

Manageability

Introducing Microsoft SQL Azure Relational Database as a Service


Core

SKU

sB

readth

SKU

sStandard

Departmental, Small/Med Scale

Enterprise

Mission Critical,Large Scale

$28.8k/Proc$9.9K/Svr + $162/CAL

$7.5k/Proc$1K/Svr + $162/CAL

Client Embedded

Compact

FREE

Express

Entry-Level, Learning

FREE

Workgroup

Branch, Small Scale

$3.9k/Proc$739/Svr+$142/

CAL

Speci

aliz

ed

SKU

sDatacenter

Mission Critical,Highest Scale

$57.5k/ProcNot offered via Server/CAL


10s-100s of TB$57.5k/Proc

Not offered via Server/CAL

Web

Website & Web Apps$3.5/Proc

$15/Proc/mo (SPLA)

SQL Server 2008 R2 Editions

*Free download with MSDN subscription

Dev or Test

Developer

FREE* or $50

New In R2

All prices FPP

Standard – 25% increase Enterprise – 15% increase

New edition for the datacenter • Highest levels of scalability for

large application workloads • Aligns with Windows Server• Priced by processor, no

additional costs for multi-core

Announcing SQL Server Datacenter

High-Scale CEP Deployments w/StreamInsightFinancial Services, Web Analytics

High-scale Multi-Instance Mgmt.Central collection and reporting of database resource utilization for capacity planning

Scale-up across workloadsSupports largest SMP hardware (up to 256 logical processors)

Unlimited VirtualizationCan be combined with multi-instance management benefits for server consolidation

Key Capabilities

What’s new, what’s different

Standard Enterprise Datacenter

Memory 64GB RAM 2TB RAM OS Max

CPU Support4 Procs Up to 8 Procs

>8 Procs Up to 256 logical procs

Virtualization Licensing Virtualization 1 VM/

licenseVirtualization 4 VM/

licenseMax. Virtualization

Virtualization Support Hyper-V Live Migration Hyper-V Live Migration Hyper-V Live Migration

OLTP &

Multi-Server Mgt.

Backup Compression (new from Enterprise)

Can be a managed instance

Unicode UCS-2 Compression

Control Point for up to 25 managed instances

Unicode UCS-2 Compression

Control Point to manage max. number of instances


Componentized Reports (SSRS)

Advanced Visualization (maps)

PowerPivot for SharePointMaster Data Services

PowerPivot for SharePointMaster Data Services

SQL Server 2008 R2 SKU Differentiation


Licensing for PowerPivotPowerPivot for SharePointPowerPivot for Excel

www.powerpivot.com

• PowerPivot for Excel will be available as a web download (Add-in) for Excel 2010 users.

• PowerPivot for SharePoint will require a SQL Server 2008 R2 Enterprise license (Server/CAL or per Processor) and SharePoint Server 2010 Enterprise CAL.


Customer Impact

Edition SQL Server 2008

SQL Server

2008 R2

Existing Licenses under

SA

New purchases

EE Unlimited processors

Up to 8 processors

Handled on an exception basis

Will have to purchase DC for >8 processors

Memory limit = OS max

Up to 2TB memory

Current OS max = 2TB

Unlimited virtualization

Up to 4 VMs per server

license or per proc license

Will receive Datacenter for each EE license

under SA for 2 releases after R2

Will have to purchase DC for unlimited virtualization or

addional server/proc licenses for

incremental VMs

SE Memory limit = OS max

64GB Handled on an exception basis

Will have to purchase EE for >64GB memory

Continued Value Leader

2008 to R2priceadjustment

Summary of Changes

1.SQL Server 2008 R2 continues commitment to the enterprise with two new premium editions; Datacenter and Parallel Data Warehouse

2.SQL Server 2008 R2 drives value in Enterprise edition through new innovation and capabilities

3.SQL Server continues to be the TCO leader and the only vendor to not charge per core


Buying Standard/Enterprise per proc Std/Enterprise Lock in 2008 prices, save 25%

& 15% respectively

Buying Standard via proc or Server/CAL at today’s price Standard with SA

50-70% in backup storage savings

with Backup Compression

Deploying Unlimited Virtualization Enterprise with SA Step up rights to Datacenter

(License-only)

Buying Enterprise for Business Intelligence or Data

WarehousingEnterprise with SA

Rights to Master Data Services

and PowerPivot for SharePoint

Buying Enterprise for Data Compression

(60-80% storage savings)Enterprise with SA

Apply Data CompresUCS-2 support (add’l10% storage

savings)

Buy SQL Server 2008 for Manageability Enterprise with SA Multi-Server Management for

up to 25 managed instances

Edition Value TomorrowBuy Today

Why Buy SQL Server Today?

Buy with SA Value TomorrowBuy Today

Summary

• New information platform vision

• Innovation coming in 2010

−SQL Server 2008 R2

−SQL Server 2008 R2 Parallel Data Warehouse

−SQL Azure

• Huge opportunity to shift perceptions

−Mission critical

−Managed self-service BI

−Cloud computing


What’s new in Enterprise• Comprehensive data platform with

highest service levels for mission-critical workloads

• Built-in security, availability, and scale

• Coupled with robust business intelligence offerings

• Application and Multi-Server Management for up to 25 instances

• PowerPivot for SharePoint

• Analysis Services In-memory BI

• Master Data Services

• Data Compression with Unicode UCS-2 support

• Resource Governor

• Data Compression

• Transparent Data Encryption

• Database Mirroring Enhancements

• Scale-out BI

New Features in R2Top Features in 2008

EV

IDEN

CE

Reduce Storage RequirementsData Compression

20% to 60% compression ratios*

Provides more room to store more data, which allows more instances to share disk resources

Allows greater density and lower cost per gigabyte for data storage

Reduced data size can increase performance

“Our initial testing shows we’ll see 50 percent to 60 percent data compression using SQL Server 2008... we will also benefit from faster query performance.”

— Mazal Tuchler, BI Manager, Clalit Health Services

Server

Consolidation

10010100101001010000111110110101001

10010100101001010000111110110101001

*Stated percentages are typical but not guaranteed

EV

IDEN

CE

Make Off-Site Backups Faster and Easier

Backup Compression

50%–90% compression*

Reduced data size can increase backup and restore speed, resulting in faster disaster recovery

Reliable high-speed backup media is expensive; compression allows greater density and lower cost per GB

Smaller backups can be taken off-site more easily to protect data

“We’re anticipating an 80-percent reduction in our backup file sizes using backup compression on SQL Server 2008.”

— Peter Hammond, President, CyberSavvy

Disaster Recovery

1100101001010010

100101001010010100001111101101010010100110100101

100101001010010100001111101101010010100110100101

*Stated percentages are typical but not guaranteed

EV

IDEN

CE

Keep Mission-Critical Applications Responsive

Resource Governor

Workloads can be prioritized to prevent runaway processes from monopolizing resources and interfering with mission-critical applications

Establish service-level agreements (SLAs) with customers for predictable response times

Users will have a consistent experience, which can result in fewer service calls about slow systems

“We deal with a lot of large data feeds—both coming from manufacturers as data updates, and going out to our subscribers. Resource Governor allows us to control the percent[age] of total resources any operation can consume so that they don’t adversely impact our real-time data access.”

— Michael Steineke, Vice President, Information Technology, Edgenet

Resource

Management

Applications & Business Logic

POOL 1

POOL 2

POOL 0

LIMIT 50%

LIMIT 30%

LIMIT 20%

110010100101 110010100101 110010

LOAD 25%

110010100101 110010100101 110010

LOAD 45%

110010100101 110010100101 110010

LOAD

15%

EV

IDEN

CE

Keep Mission-Critical Applications Responsive

Resource Governor

Workloads can be prioritized to prevent runaway processes from monopolizing resources and interfering with mission-critical applications

Establish service-level agreements (SLAs) with customers for predictable response times

Users will have a consistent experience, which can result in fewer service calls about slow systems

“We deal with a lot of large data feeds—both coming from manufacturers as data updates, and going out to our subscribers. Resource Governor allows us to control the percent[age] of total resources any operation can consume so that they don’t adversely impact our real-time data access.”


Resource

Management

EV

IDEN

CE

Encrypt Your Data On-the-FlyTransparent Data

Encryption

Encrypt the entire database on the disk to protect against lost or stolen disks or backup media

Does not increase database size and has minimal performance impact

Does not require application changes

Backups are automatically encrypted

Protects against direct access to database files

“With SQL Server 2008 we have transparent encryption, so we can easily enforce the encryption of the information in the database itself without making any changes on the application side.”

— Ayad Shammout, Lead Technical Database Administrator, CareGroup HealthCare System

Security and

Governance

EmployeeMarc BoyerSalary: $40.000

110010100101001010011101011001010011000111

11001010010100101001

11001010010100101001

11001010010100101001

EV

IDEN

CE

Separate Encryption Keys from Data

Extensible Key Management

“Defense in depth” makes unauthorized access to data harder by storing encryption keys away from the data

May facilitate separation of duties between db owner and data owner

Uses HSM for encryption and decryption which may result in performance gains

Enables centralized key management across organization

…SQL Server 2008 helps CareGroup comply with HIPPA data encryption requirements… SQL Server 2008 delivers an excellent solution… by supporting third-party key management and hardware security module products.

— CareGroup Case Study

Security and

Governance


11001010010100101001110101100101001

EV

IDEN

CE

Unplanned Downtime

Increase Flexibility and Speed Recovery

Virtualization

Increases deployment flexibility by running SQL server inside a virtualized OS, which allows it to be easily moved to another server

Allows unlimited virtual machines when all physical processors are licensed

Removes the 90-day wait between server moves when moving licenses to other servers in a server farm

Forty-six percent (46%) of retailers are seeking to respond to issues and failures of applications and systems.

— Virtualization in Retail Survey 2008

Unplanned Downtime

Virtual

Servers

Host Server


Scenario

Planned Downtime

Carlo

Reintroduced slide

Business Impact

ENTERPRISE EDITION provides the tools necessary to ensure high availability while still allowing for the maintenance time necessary to keep your servers secure and well-maintained.

Balance Maintenance With AvailabilityIn a worldwide economy, data needs to be available 24 hours a day. However, systems still need to be maintained, and finding a balance between maintenance and availability can be difficult.

Planned

Downtime

Security vulnerabilities Systems remain unpatched while organizations wait for the next maintenance window.

Uptime requirementsA commitment to 99.99% uptime leaves only 53 minutes per year for system upgrades, patching, and other tasks that might require the system to be unavailable.

Business Impact

Carlo

Reintroduced slide

EV

IDEN

CE

Maintain Databases Without Downtime

Online Operations

Allow routine maintenance without corresponding downtime

Online index operations

Online page and file restoration

Online configuration of peer-to-peer nodes

Users and applications can access data while the table, key, or index is being updated

We recommend performing online index operations for business environments that operate 24 hours a day, seven days a week, in which the need for concurrent user activity during index operations is vital.

— SQL Server Books Online

Planned

Downtime


IndexTable

7

110010100101 110010100101 110010

0

2345

15

2340

15

4270

Deleted

3

5

110010100101 110010100101 110010

6

Deleted

IndexTable0

3

4

Deleted

7

56

Deleted

Carlo

Reintroduced slide

EV

IDEN

CE

Maintain Databases Without Downtime

Online Operations

Allow routine maintenance without corresponding downtime

Online index operations

Online page and file restoration

Online configuration of peer-to-peer nodes

Users and applications can access data while the table, key, or index is being updated

We recommend performing online index operations for business environments that operate 24 hours a day, seven days a week, in which the need for concurrent user activity during index operations is vital.


Planned

Downtime

Carlo

Reintroduced slide

Upgrade Servers Without Downtime Planned

Downtime

Hot-Add CPU and RAM

Dynamically add memory and processors to servers without incurring downtime

Requires hardware support for either physical or virtual hardware


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01 11001

0

1100101001

011100101001

01 11001

0

1100101001

011100101001

01 11001

0

Carlo

Reintroduced slide

Scenario

Unplanned Downtime

Business Impact

ENTERPRISE EDITION offers a rich feature set that provides high availability, increased reliability, and reduced business impact when failures occur.

Downtime Means Lost BusinessUnplanned downtime is a common problem for Internet retailers, service providers, and social networking sites. Whether it is caused by a hardware failure, overloaded servers, or another reason, unplanned downtime can mean lost revenue and unhappy customers and partners.

Unplanned

Downtime

Lost sales revenue A world-wide outage would cost Amazon.com almost $31,000 a minute. (CNET, 6/6/2008)

Lost customers Customers have other options and won’t wait for a site to come back up; and once at a competitor they may not return.

Rebates issued due to missed SLA commitment

Many companies have uptime requirements with business-to-business (B2B) customers and partners.

Business Impact

Lost data 35 percent of companies have lost mission-critical data due to unplanned downtime. (Continuity Central, 8/18/2008)

Increased costs Organizations may need to pay overtime or hire temporary workers to catch up on data entry that couldn’t be done during the downtime.

Decreased sales and customer satisfaction

Without access to customer relationship management (CRM), enterprise resource planning (ERP), or order data, the organization may not have the information necessary to address customer needs.

ENTERPRISE EDITION offers a rich feature set that provides high availability, increased reliability, and reduced business impact when failures occur.

Downtime Means Lost Productivity

Organizations come to rely on manyline-of-business applications to manage and surface the business data that is necessary for day-to-day operations. Unplanned downtime can stop business cold and leave employees idle.

Unplanned

Downtime

Business Impact

EV

IDEN

CE

Provide Powerful Failover Scenarios

Multiple-Instance Database Clustering

More than one passive node is available to host instances from multiple failovers on active nodes

Having multiple failover nodes provides greater availability

Reduces hardware costs with a shared failover node in the multiple-node cluster

Simplified setup reduces administrative costs

Because of the critical nature of the G4S application, CASON sets up the servers in a failover cluster to ensure high availability.

— CASON Case Study

Unplanned

Downtime

OfflineFailover Active

Applications & Business Logic 11001

010010111001010010111001

0

110010100101 110010100101 110010

110010100101 110010100101 110010

Active Active

EV

IDEN

CE

Automatically Handle I/O Errors Automatic Page Repair

With Database Mirroring

Detects and handles page corruption errors without user involvement

Automatically retrieves damaged data from mirror on the next request

Provides more seamless experience for users and customers

Minimizes application changes to correctly handle I/O errors

Other editions of SQL require downtime to repair the error

“This is a really powerful enhancement because prior to this … you would have to run DBCC CHECKDB … and that would likely mean taking downtime… With SQL Server 2008 Database Mirroring you can avoid the effort and downtime.”

— Glenn Berry, Database Architect, NewsGator Technologies

Unplanned

Downtime


Principal Mirror

EV

IDEN

CE

Increase Reliability and Performance

Peer-to-Peer Replication

Increases reliability by replicating data to multiple servers

Provides higher availability in case of failure or to allow maintenance at any of the participating nodes

Offers improved performance for each node with geo-scale architecture

Add and remove servers easily without taking replication offline, by using the new topology wizard

“[Microsoft] SQL Server 2008 replication proved to be very predictable and reliable in our testing. This helps us to create flexible and scalable replication solutions. Reliability must be at the foundation of all that we do.”

— Sergey Elchinsky, Leading System Engineer, Baltika Breweries

Unplanned

Downtime

Applications & Business Logic 11001

0100101100101100101100101

1100101001

011100101001

01 11001

0

1100101001

011100101001

01 11001

0

1100101001

011100101001

01 11001

0

Scenario

Disaster Recovery

Business Impact

ENTERPRISE EDITION has the tools to get you back up and running quickly and smoothly.

Get Back to Business FasterWhen disaster strikes, organizations need a way to quickly recover their data and resume normal operations as quickly as possible. Time spent waiting for backups to load represents lost opportunities to connect with customers, partners, and suppliers.

Disaster Recovery

Lost business 86 percent of companies stated that any unplanned downtime causes a business issue. (Continuity Central, 8/18/2008)

Higher costs Fully redundant disaster recovery centers that can begin service immediately are difficult to create and maintain.

Lost data Data that hasn’t been backed up yet or isn’t restorable is either lost forever or must be recreated.

Business Impact

EV

IDEN

CE

Reduce Impact of Backup Errors

Mirrored Backups

As databases grow, the probability increases that failure of a backup device or media will make a backup non-restorable

Mirroring a media set increases backup reliability by reducing the impact of backup-device malfunctions

Having a mirror can resolve some restore errors quickly by substituting mirrored media for damaged backup media

The backup media mirroring feature of SQL Server enables you to perform a mirrored backup of a database to multiple backup devices, which greatly increases the reliability of backups in case of faulty media or a lost backup device.

— High Availability White Paper

Disaster Recovery

1100101001010010

1100101001010010

1100101001010010

1100101001010010

1100101001010010

1100101001010010

1100101001010010

1100101001010010

1100101001010010

Scenario

Resource Management

Business Impact

ENTERPRISE EDITION has the capabilities to manage resources and ensure efficient, predictable response times.

Manage Database ResourcesReporting and other data-intensive business processes can put a higher than normal load on database servers. Many of these processes are not urgent but still compete with the normal workload, which causes delays and makes business applications less responsive.

Resource

Management

Increased cost Impatient users call the help desk, which raises support costs. Additional servers purchased to handle spikes sit idle most of the time.

Lost productivity Users postpone tasks because those tasks take longer than normal.

Customer and partner satisfaction

Mission-critical tasks are slowed down by reports that are important but not urgent. Customers and partners are unable to get the information they need in a timely manner.

EV

IDEN

CE

Provide Faster, More Scalable Reporting

Scalable Shared Databases

Reduce costs and increase reliability when scaling out reporting servers

Guarantee an identical view of reporting data from all servers

Redirect an application to a different reporting server if one server becomes unavailable

Reduce storage requirements

Scalable shared databases provide scale-out of reporting databases using commodity servers, workload isolation with each server using its own memory, CPU, and tempdb, and a guarantee of identical data from all reporting volumes.


Resource

Management

Reporting Servers

SAN

Read / WriteRead Only

110010100101 110010100101 110010

110010100101 110010100101 110010

110010100101 110010100101 110010

110010100101 110010100101 110010

LoadingReporting

Valves

EV

IDEN

CE

Provide Faster, More Scalable Reporting

Scalable Shared Databases

Reduce costs and increase reliability when scaling out reporting servers

Guarantee an identical view of reporting data from all servers

Redirect an application to a different reporting server if one server becomes unavailable

Reduce storage requirements

Scalable shared databases provide scale-out of reporting databases using commodity servers, workload isolation with each server using its own memory, CPU, and tempdb, and a guarantee of identical data from all reporting volumes.


Resource

Management

Scenario

Server Consolidation

Business Impact

ENTERPRISE EDITION supports multiple consolidation scenarios to provide flexibility and choices in reducing server and storage needs.

Get the Most from Fewer ServersReduce the significant costs associated with server farm hardware, software licenses, electricity, cooling, maintenance, and administration by consolidating multiple servers onto fewer, more powerful ones.

Server

Consolidation

Increased administrationHaving multiple servers in different parts of the organization leads to needing multiple administrators to maintain, support, and patch those servers.

Higher cost Costs increase for hardware, software licensing, utilities, and data center space.

Under-utilized hardware According to Forrester Research Inc., typical Windows server utilization is in the range of 8 to 12 percent.

EV

IDEN

CE

Maximize Utilization of Database Servers

Resource Governor

Prioritized workloads allow high-impact but intermittent tasks to run side-by-side with mission-critical operations on the same server

Users have a more consistent experience, which can result in fewer service calls about slow systems

Prevent runaway queries that hold resources for extended periods of time

“Resource Governor allows us to control the percent[age] of total resources any operation can consume so that they don’t adversely impact our real-time data access.”


Server

Consolidation


POOL 1

POOL 2

POOL 0

LIMIT 50%

LIMIT 30%

LIMIT 20%

110010100101 110010100101 110010

LOAD 25%

110010100101 110010100101 110010

LOAD 45%

110010100101 110010100101 110010

LOAD

15%

Carlo

Resource governo has been described in the Resource Managemen section.

EV

IDEN

CE

Leverage High-Powered Hardware

Multiple Instances

Support up to 50 named instances on a single server to consolidate onto more powerful hardware; Standard edition supports only 16

Protect data through unique security contexts of each named instance

Provide the opportunity to reduce power consumption, rack space, and management costs as servers typically have only 15 to 20 percent utilization

Server consolidation on a truly scalable platform… not only can deliver positive economic advantages in the short term, but can position organizations for lower operating costs, and improved service delivery for years to come.

— Server Consolidation Case Study by Alinean

Server

Consolidation

Scenario

Security and Governance

Business Impact

ENTERPRISE EDITION has the tools to secure data and track its use to limit the possibility of data loss.

Increase Security and AuditingData is the lifeblood of business, key to day-to-day operations, and long-term success. Lost or stolen customer data can mean losing customer trust, paying fines, and handling lawsuits. Compromised data that is associated with products or research and development can mean loss of competitive advantage. Companies need to know who is seeing that data.

Security and

Governance

Cost of security breach A security breach can cost nearly $14 million per incident; $182 in notifications for each compromised record.

Lost customers On average, 2.6% of an organization’s customers will move to a competitor after a security breach.

Loss of intellectual property

Losing intellectual property can result in costs of gathering the data and lost competitive advantage.

EV

IDEN

CE

Enable World-Class ComplianceCommon Criteria

Certification

Requirement for many governments, industries and enterprise customers

SQL Server 2008 Enterprise achieved Common Criteria (CC) compliance at EAL1+ (Evaluation Assurance Level)

Represents the third time for CC compliance and the first time for a 64-bit version of SQL Server

In formal evaluation at EAL4+ and for compliance with NSA DBMS Protection Profile V1.2The Common Criteria was designed by a group of nations to

improve the availability of security-enhanced IT products, help users evaluate IT products for purchase, and contribute to consumer confidence in IT product security.


Security

Key Criteria

Security functions: Access control, audit, management, identification & authentication, session handling and memory management

Assurance components: Functional specs and high level design plus independent vulnerability testing

Environment: CC certified OS (Windows Server) and admin roles

EV

IDEN

CE

Deepen Insight into Data UseSQL Server Audit

Track reads, writes and other events to Windows Application Log and Windows Security Log

Detect misuse of permissions early on to limit possible damage

More granular audits for flexibility

Built into the database engine

Simple configuration using SQL Server Management Studio

Faster performance than SQLTrace

“The enhanced auditing tools in SQL Server 2008 enable us to track all changes to tables and other data elements in our system.”

— Ayad Shammout, Lead Technical Database Administrator, CareGroup HealthCare System

Security and

Governance

AUDIT

User:Tina MakovecAction: WRITE



User:Anders RiisAction: READ

Scenario

Data Mining

Business Impact

ENTERPRISE EDITION deepens business understanding by providing the means to quickly and easily analyze your data.

Deepen Insight into Your Business

The ability to analyze data for trends that predict possible outcomes can provide insight into business operations, optimize sales, limit waste, or quickly find and stop fraud.

Data

Mining

Inefficient use of resources Without an understanding of data and its implications, predicting what to sell or manufacture becomes a guess.

Lost opportunity Lack of insight can result in inability to predict customer trends and capitalize on opportunities.

Lost revenue Without the ability to spot anomalies that could indicate a problem such as fraud or improper pricing, the problem cannot be fixed.

EV

IDEN

CE

Look Only at Data That Interests You

Table Partitioning

Manage and access subsets of data quickly and efficiently

Reduce time spent troubleshooting storage allocation issues

Speed data load and maintenance operations

Take advantage of all CPUs in the machine to complete operations more quickly

“Enhancements in partition query dramatically reduce the effects of lock escalation… improving availability and improv[ing] query response time.”

— Randy Dyess, SQL Server Mentor, TechNet Article

Data

Mining

EV

IDEN

CE

Mine Through Very Large Data Sets

Query Parallelism

Enterprise edition automatically executes operations in parallel by splitting work across all the CPUs in the machine, which allows for larger queries or quicker responses

Data mining in parallel takes advantage of all CPUs in the machine to examine more data and give results more quickly

“For most large queries SQL Server generally scales linearly… this means that if we double the number of CPUs, we see the response time drop in half.”

— Craig Freedman, Coauthor, Inside Microsoft SQL Server 2005: Query Tuning and Optimization

Data

Mining


MSC Shipping Business objectives:

Keep the operations running optimally Delivery innovations

Core business app: MSCLink (internally-built), supported by EDI, 24x7 reliability

needed Massive amount of data – 25TB

Why chose MS BI? Integrated BI – every tool they need Ease of migration to SQL Server 2008

Resource Governor, Activity Monitor, Policy-based Management, Data Compression, Geospatial Data Type

Products used: SQL Server 2008, Visual Studio 2008

Business benefits: 30% in performance after upgrading to SQL Server 2008

EV

IDEN

CE

Why Choose Enterprise Edition?

• More than 60 features that are not in Standard edition

• Designed around technologies that address common requirements

• Provides business value by addressing common scenarios and business needs

Based on data supplied by the customer, Forrester determines that upgrading has delivered a risk-adjusted return on investment of 162 percent.

Microsoft Press Release


Mission-critical data platform that delivers 160% ROI, includes enterprise business intelligence and supported by largest partner ecosystem.

SQL Server 2008 Enterprise Edition…enterprise-class for 1/3 the cost of Oracle

Cost ReductionEnterpriseBusiness Intelligence

Mission CriticalCapabilities

- Enables 99.99% uptime with AlwaysOn Technologies

- Fewest security vulnerabilities - less patching and higher uptime

- Improve app. performance 30% or more with Resource Governor

- Improve performance up to 70% over previous versions

- Enterprise reporting and analytics for no additional cost, other vendors charge

- Reduce DW storage costs up to 90% and reduce backup storage by 66% with compression

- Scale to thousands of users with Scale-out Report Servers

- 50% better performance with Analysis Services Enterprise enhancements

- Reduce HW, licensing and operational costs up to 50% through consolidation and virtualization

- Save up to $100K in 3rd party SW by using built-in tools like Encryption and Performance Monitoring

- Best manageability, requires fewer DBAs

- Cut IT labor costs by 25% and ongoing SW support costs up to 85% for SAP


© 2009 Microsoft Corporation. All rights reserved.Microsoft, SQL Server, 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.



Selling Application Integration
















Agenda

• Application Integration Market

• Overview Microsoft Application Platform

• Application Integration Scenario

• Partner Presentation

−Advantages of Microsoft Application Platform

−Case Studies

• Q & A


The Legacy IT Aggregation of disparate technologies over 30 years

Mainframe Applications

PersonalComputing

Connected Applications

Internet-Connected

Applications

Services-Based Applications

Host SystemsEarly – mid 1980s

Internet-EnabledMid 1990s

Client ServerLate 1980s – mid 1990s

Composite /Services-Based

Mid 2000s – . . .

Mainframe

Applications

Mainframe

Applications

PersonalComputing Mainframe

Applications

ConnectedApplicationsPersonalComputing

MainframeApplications

ConnectedApplications

PersonalComputing

Internet-

Connected

Applications


Flexible Scalable Interoperable

Secure Manageable

Effective Application Delivery

Process

Technology

People Familiar, flexible and productive tools

Project and Process Management

Clear process guidance Compliance and risk management

Supports structured andsemi-structured processes


Common IT Solution Areas

What Does IT Look Like Today? Meeting the needs of the business

Sales Innovation Management

EnterprisePerformance Mgmt

Document &Records Mgmt

Supply Chain Planning & Execution

Marketing Product Life-Cycle Management

Business Process Analysis

Regulatory Compliance &

Controls

Supply Chain Visibility &

Collaboration

Customer ServiceRisk Analytics &

Reporting Payment Services

Customer Insight Treasury & Cash Management

Common Business PrioritiesGovernance,

Risk, & Compliance

OperationsInnovationCustomers Performance


Innovation Challenges Every solution has a new

interface

Solution delivery takes a long time

Solutions do not meet business needs

Operations Challenges Existing investments do not work

well with each other

Each solution requires new management skills and tools

Inconsistent security standards lead to compliance and other issues

Silo Solutions Create Challenges

Short-term investments

Traditional Approaches

Silo solutions address individual needs


Is There a Better Way?

Lower total cost of ownership

(TCO)

Innovate and grow your business



An integrated, unified platform for multiple applications



Familiar and Intuitive User Interface

Andrew Roubin

LOB rationalization takes longerTCO operations optimization can happen with better infraGetting your systems to talk business can hallen above the lineShow buiild on MOF & ALM intro in generic terms and then show MS versiuon on next slide


ExistingApplications

InfrastructureSQL ServerWindows

OracleSolaris

SQL ServerWindows

Oracle DBUnix

DB2Z/OS



Today's IT Landscape: The Applications Are Here To Stay

New product

idea portal


Financial reporting

New Regulator

y compliance portal

Compliance reports

Supply chain

integration


Sales forecasts

and reports

Operations

Sales force

automation

Customer service

Procurement: Deployment:• On-Premises• Off-Premises/

Hosted• SaaS/Cloud• Hybrid

• Build• Buy (off the shelf)• Buy and

Customize


High cost Manual processes

Lack of processes visibility

Lack of collaboration with business

partners

INEFFICIENT PROCESSES

What Are the Customer Pain Points that we are trying to address

Disparate systems

Proprietary data formats,

messages, schemas

Investment in Legacy systems

INCONSISTENT

INFORMATION

Changing business environment

New Standards and Compliance

requirements

Changing trading

partners/vendors

LACK OF BUSINESS AGILITY

Application Integration Market• Total Application

Integration Market(Software License ) −2006: $12.5 Billion

−2007: $14.1 Billion

−2008: $15.1 Billion

• Highlight:(Microsoft Research)−Services to

Software revenue ratio is roughly $9.8 to $1

−Average deal size $987K

Total AIM Software Revenue Market Share by Sub segment, 2006-2008 (Millions of Dollars)

Source: Gartner (April 2009)

North Amer-

ica

Latin Amer-

ica

West-ern Eu-

rope

Eastern Europe

Middle East and

Africa

Asia/Pacific

Japan0

1,000

2,000

3,000

4,000

5,000

6,000

7,000

8,000

0%

5%

10%

15%

20%

25%

30%

2007 2008 Growth 2007-2008

Revenue (Millions of Dollars)

Growth

Application Integration Scenarios

1Building

SOA Enabled

Applications

2Applicatio

n to

Application

Integration (A2A)

3Business

to Business Integrations (B2B)

4Data Level

Integration

Integration Challenge

CRM

HR

E-Commerce

ERP

ERP

HR System

Microsoft XBox Contract Manufacturer

Application to Application (A2A)

Business to Business (B2B)

Firewall


BizTalk Server “Directs the Traffic”

Office 2007Office 2007

SAP on Oracle DB

SharePoint

SQL for BI

IBM Mainframe or AS/400

Bank

UPS / FedEx

Partner Warehouse

XML

SW

IFT

FTP

HIS

SAP


BizTalk Simplifies Interoperability with the “out of the box” components

“Adapters in the Box”

MQ MSMQWSEHTTPSMTPFileFTPPOP3 SOAPSWIFTHL7RosettaNetHIPAASQLWCF AdapterSharePoint

SAPOracle E-

BusinessSuitePeopleSoftJD EdwardsOneWorld XEJD EdwardsEnterprise1Oracle ODBCSiebelTIBCO

RendezvousTIBCO EMSEDI/AS2• X12 and EDIFACT

support• Drummond

Interoperability Certification

Host Applications • IBM mainframe

zSeries (CICS and IMS)

• Midrange iSeries(AS/400)

IBM DB2 • Mainframe DB2

for z/OS• Midrange DB2/400• DB2 Universal

Database for open platforms (AIX, Linux, Solaris,and Windows)

Host Files


BizTalk Server Fundamentals

ReceiveAdapter

Message Box

Orchestration

Receive Port Send Port

SendPipeline

Message Path

Incoming Message

XML Message

Outgoing Message

Receive Pipeline

Data Mapping

Data Mapping

XML Message

XML Message

Subscriptions

SendAdapter


BizTalk Server


BizTalk Server Mapping

BizTalk Supports Different Patterns

IBM Legacy APP

CRM

Business Partner

E-Commerce

ERPERP

CRM

Business Partner

E-Commerce

IBM Legacy APP

Hub & SpokeEnterprise

Service Bus


BizTalk Server B2B

Supplier B

BizTalk Server 2009

BizTalk Server 2009 Other Integration Platform

Supplier A

Purchasing Application

ERP Application

ERP Application

Customer


BizTalk ServerBusiness Integration Server

INTEGRATE | AUTOMATE | SIMPLIFY

DATA

MESSAGES

EVENTS

AGILE BUSINESS

APPLICATIONS

DEVICES

PARTNERS

CONSISTENT INFORMATION

ADAPTABLE PROCESS


BizTalk ServerBusiness Integration Server

RFID and Sensor Platform

Business Rules Engine

Business Activity Monitoring

Line of Business ConnectivityReliable

Messaging/Orchestrati

on

B2B Integrations


BizTalk ServerBusiness Process Management

Messaging

Orchestration Business Activity

Monitoring Services

Microsoft Excel

Information Workers

Other Clients

Business Rule Engine

If … Then …

If … Then …

If … Then …

BizTalk Server 2009

Applications

Office PerformancePointServer


BizTalk ServerBenefits

•Simplify and automate interoperability to reduce costs and errors

•Gain critical insights on business processes and performance

•Promote agility and manageability

•Integrate to eliminate redundancy

•Automate business interactions with partners

BizTalk Adds Enterprise Credibility to the Microsoft Application Platform

8500 Global Customers benefit from using BizTalk Server

81% of the Global 100

6 of the 8 largest U.S. Pharmaceutical Companies

4 of the 5 largest U.S. Electronics Parts Manufacturers

9 of 10 largest U.S. Telecommunications Companies

9 of the 10 largest Aerospace and Defense Companies in the U.S.

5 of the 8 largest U.S. Chemical Companies

4 of the 5 largest Railroads in the U.S.

9 of the 10 largest Insurance Companies in the World

http://www.citigroup.com/citigroup/homepage/index.htm

http://www.audi.hu/

http://www.pfizer.com/

http://www.samsung.com/

http://www.siemens.de/it-outtasking

http://www.t-com.hr/

http://www.prometric.com/

http://sharp-world.com/

http://www.tesco.com/

http://www.ing.com/group/index.jsp

http://www.virgin.com/company/virgin-megastore


Gartner App Infrastructure For New SOA

Application Project

Gartner Back End App Integration (Dec 2008)

Microsoft Validated as Thought Leader in the App Integration Space

Gartner AppInfrastructure


Microsoft Is Committed to BizTalk

Release rhythm every 2 years

BizTalk Server 2009

BizTalk Server “7”

BizTalk Server “8”

New & Enhanced Scenarios

• Low-latency • ESB• B2B• BI/BAM• Asset Tracking

(RFID)

Faster Time to Solution Productivity

• e.g. Complex Mapping

Better Together

• Integration with the latest MS platform

Updated platform support

SOA and Web Services

Business to Business Integration

Developer & Team Productivity

Main themes for the future releases of BizTalk Server


Sales Strategy and Execution Tactics

Go after the low hanging fruit

- EDI- Mainframe Integration

- Connecting to ERP/SAP

- RFID

Cross-Sell- SharePoint- Dynamics- Visual Studio/.NET- System Center

New BizTalk Customers

Up-Sell- Target HIS or Branch

edition customers- Position ESB Toolkit- Include in APA deals

Renew/Upgrade- Target install base of

BizTalk Server 2006 or before

- Target monthly SA expirations

Existing BizTalk

Customers

Solution Selling by Industry Solution Areas


Cross-Sell With SharePoint SharePoint – point to point with LOB for simplest

scenarios

Cross-Sell BizTalk (application integration) and SharePoint (UI) when: Integration of two or more disparate LOB systems Does process monitoring matter to your customer? Mainframe or B2B integration required? Move to Enterprise Service Bus to avoid “Glue code”

Propose integration by configuration not by code

Target cross-sell opportunities using BizTalk Customer Targeting Reports

Data Integration Challenge

• Large amount of data needs to be transferred

• Need not be real-time

• Multiple Sources & Formats

• Extract, transform, and load (ETL)

−Extracting huge amounts of data from outside sources

−Transforming it to fit operational needs (which can include quality levels)

−Loading it into the end target (database or data warehouse)

http://en.wikipedia.org/wiki/Data_extraction

http://en.wikipedia.org/wiki/Data_transformation

Data Integration with SQL Server Integration Services

Call centre: Semi-structured

data

Legacy data: Binary files

Application database

Data Warehouse

Reports

Mobile data

Cube

SQL Server Integration Services

Text miningcomponents

CustomAdapter

Standardsources

Customcomponents

Data miningcomponents

Merges


SSIS Connectivity for Enterprise Data Versions Suggested Connector SSIS

Source & Destination

SSIS Connection Manager

SQL Server All SQL Data Access

ComponentsADO.NETOLEDB

ADO.NETOLEDB

Oracle 9iR2, 10, 11 Microsoft Connector for Oracle

Oracle MSORA

Teradata V2R6.0/1/2, 12

Microsoft Connector for Teradata

Teradata MSTERA

SAP BI 7 Microsoft Connector for SAP BI

SAP BI SAPBI

DB2 8.1, 9.x Microsoft OLEDB Provider for DB2

OLEDB OLEDB

SAP R/3 4.6c, 4.7, 5, 6

BizTalk Adapter 3.0 for mySAP

ADO.NET ADO.NET

Siebel 7.5, 7.7, 7.8, 8

BizTalk Adapter 3.0 for Siebel

ADO.NET ADO.NET


Key Integration Partner Opportunities Enterprise App Integration/ERP

Target customers running SAP first, then all others Approach as part of every BI conversation

BizTalk Adapter for Host Systems/HIS Target customers running IBM systems First step on the road to fully migrating them

Electronic Data Interchange (EDI) Target customers using VANs who want to “in-source” Customers with multiple VANs better

Radio Frequency Identification (RFID) Educate yourself relative to your territory RFID opportunity in every Industry

Call to Action

• Huge potential in Application Integration space for Partners

• Download and learn more

−BizTalk Server 2009−Try It:

http://www.microsoft.com/biztalk/en/us/try-it.aspx

−Training: http://www.microsoft.com/biztalk/en/us/learning-resources.aspx

−SQL Server 2008−Try It:

http://www.microsoft.com/sqlserver/2008/en/us/try-it.aspx

−Training: http://www.microsoft.com/learning/en/us/training/sql-server.aspx

−.Net Framework−Download:

http://www.microsoft.com/net/Download.aspx

−Training: http://www.microsoft.com/net/TechnicalResources.aspx



http://www.microsoft.com/biztalk/en/us/learning-resources.aspx

http://www.microsoft.com/biztalk/en/us/learning-resources.aspx



http://www.microsoft.com/learning/en/us/training/sql-server.aspx

http://www.microsoft.com/learning/en/us/training/sql-server.aspx

http://www.microsoft.com/net/Download.aspx

http://www.microsoft.com/net/TechnicalResources.aspx

http://www.microsoft.com/net/TechnicalResources.aspx



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.



Partnering with Microsoft to Win
















Micro

soft Pa

rtnersh

ip A

dvan

tag

eWhy Partner with Microsoft

Optimized User Experience (Desktop, browser and mobile) TCO Advantage (Simplified management) Commitment to Partners (Software company first)

Reliable Product Roadmap (Support without code forks) Differentiated Capabilities (Business Intelligence, etc.) Developer Platform (Integrate into existing apps and infrastructure)

Share growth with partners (Services opportunity)Strong partner ecosystem (GTM investments)Simplified lower cost licensing (enrollment for App Plat)

http://en.wikipedia.org/wiki/File:MySQL.svg

Partner Opportunities

Services

Average ratio: $9.8 to $1 Joint portfolio profiling with Microsoft FieldInnovation-enabled new marketand opportunities (DW, BI, Azure)

Hosting

Seamless on-premisesto cloud integrationCloud leadership in innovation,vision, and executionFlexible business models for partners

Solutions

Complete end-to-end platformRichest experiences across the PC, browser, phone, officeFaster time-to-market with integrated dev tools

Application Platform University (APU)MPN application platform competenciesPartner learning center: role-based learning paths and online courses

Enhance your skills

ISV enablement programs: InnovateON and MetroISV royalty licensing SI practice builder

Build your solutions

Partner Solution Plans (PSPs)App Plat Optimization campaignCore Partner program for SIsInnerCircle for ALM partners Apps Gallery for web platform partnersQuickstart

Go-to-market


PSP Activation Kit Key to Going To Market with APO in FY10

Application Platform OptimizationMicrosoft & Partner Joint Go To Market Strategy for FY10

Capability

PSP and PSP Activation Kit

Data Warehousing PSP

Reporting &Analytics PSP

Platform PSP Integration PSP

Custom Development PSP

WebPSP

Workload

Data Warehouse Management

Data Warehouse Generation

Self Service BI

Report Generation

Report Delivery

Transaction Processing

Content Management

Application Server

Data Management

Workflow

Collaboration

Communication

Portals

Service Oriented Architecture

Interoperability

Application Development

Application Lifecycle

User Experience

Web Server

Social Computing

Enterprise Search

Web Content Management

Application Platform Optimization Campaign

Programs and Offers

Services Ready

Readiness Training

Microsoft Partner Network

Available in September Contact your PAM for the latest information


The Core Partner Program What is it?

The Core Partner Program (CPP) is designed to identify, engage, develop and activate the top 10% of the local subsidiary partner ecosystem for Application Integration and Business Intelligence

Who is it for? Managed SI that are actively engaging with the local Microsoft selling of AI and BI

solutions, to be nominated by MS local teams

Partner Gives: Commitment to the Microsoft Application Platform business

Partner led demand generation

Execution on closing deals

Reporting: revenue, readiness, and marketing

Partner Gets: Core Partner visibility and credibility via website Co-marketing through subs for partner led demand generation Specialized offers and training QuickStart Assessments – 2 day assessment IP Partner Readiness Hard Drive (BizTalk) POC funding where applicable

For more information: Contact your PAM or local Microsoft marketing teams


Microsoft Partner Network (MPN) What is it?

MPN is the “next generation” of the MSPP partner program. It is being re-designed to: Meet the needs of a broader partner community Identify, incent, and engage our best partners Provide a set of connected experiences for partners

Who is it for? Any current partner in the MSPP program is already automatically in the MPN

program. Existing solution competencies may require to be upgraded to reflect current version of products by next May.

New Microsoft partner can join the MPN today!

Partner Gives: Develop solutions on the Microsoft platform, profiling your solutions, and get

competent on the MS technologies through training and certification.

Partner Gets: Resources of the MS partner program, including sales, marketing, readiness, and

network benefits Exposure of solutions through the online directory called Solution Finder

For more information: Visit www.microsoft.com/partners

http://www.microsoft.com/partners


BizSpark

What is it? Global program designed to help accelerate the success

of early stage startups or companies in developing their flagship applications on the Microsoft platform and technologies by providing technical resources

Who is it for? Any startup, privately-held software company less than 3 years old, and is

generating less than US $1 M in annual revenue

Partner Gives: A commitment to develop its flagship software application on the Microsoft

platform

Partner Gets: Free software and tools support for up to 3 years, including MSDN Premier

subscription Marketing exposure through the online BizSpark Network Partner directory

For more information: Visit www.microsoft.com/bizspark

http://www.microsoft.com/bizspark

Enrollment for Application PlatformDrive standardization with flexible, cost effective licensingStandardize your customers’ application

platformEAP- enrollment on top of an Enterprise AgreementCover existing servers and discounts up to 40% on new licenses

Rapidly adopt the latest technologyDeploy latest versions across all existing and future deployments24×7 support and customer training (part of SA benefit)

Flexible model for customers 1-year or 3-year true-up options Predictable costs with fixed payments for life of the term

Available October 1st Pricelist


Take Advantage of Quickstart Invest 8-10 hours to learn how to deliver Quickstart

for your customers What is a Quickstart?

2-day assessment for a few key SQL Server solution areas: Fast Track Data Warehousing Upgrade and migration Reporting and Analytics SAP platforming And much more…

Targeted at Solution Architects

There is a WW shortage of partners capable of delivering Quickstarts

Quickstart lead-referral program coming in September

Significantly higher win rate after Quickstart is delivered



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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.