Industry Matters Delivering Value with Industry Solutions Tim

Industry Matters Delivering Value with Industry Solutions Tim

Industry Matters Delivering Value with Industry Solutions Tim Dawson Industry Manager Financial Services Sector Todays Agenda Why focus on industry? What does success look like? Competitive landscape? Making it real Call to action Our Vision CLOUD Public/Private Consumer/Enterprise SERVER PC

PHONE NATURAL USER INTERFACE TV Advantages of a vertical approach Distinction from other partners A natural position on the long- or shortlist Efficient use of development capacity (1-to-many) Higher fees for consultancy (due to vertical knowledge) More profit! Advantages of a vertical approach for Microsoft Better spread of partners in the market Less competition between Microsoft partners Competition on value instead of price

(= less discounts) Partners are more profitable Result is: Microsoft makes more profit! Industry at a Glance Growing customer relationships Attract, acquire, and retain high-value customers through differentiated experiences. Accelerating innovation Stay competitive by accelerating new product and service development and goto-market success. Driving corporate performance Improving business and financial performance with better business insights. Managing governance, risk, and compliance Simplifying regulatory compliance and increasing business transparency. Improving operations Increase efficiency and streamline processes and value-chain integration. Industry at a Glance

Financial Services Manufacturing & Resources Distribution & Services Solution Area Approach Public Sector Communications Key Vertical LOB Applications Cross - Industry Role Based Productivity Industry Solution Maps Sector alignment Account teams to specific industries within each sector

Solution areas Microsoft and partner applications prioritized and aligned to industry business processes Worldwide execution Partner capabilities mapping to solution area and geography/ country Source: IDC Defining a Solution Area Industry Specific Value Prop Microsoft Applications (Dynamics, MOSS, Office, Office, CCF, CCF, OBA) OBA) Microsoft

Application Platform and Infrastructur e (Windows, SQL, BTS) ISV Partner Applications SI Partner Ecosystem Support Greater than $1B market size Net new Microsoft revenue with healthy growth rate

Microsoft product alignment Partner ecosystem in execution mode Field sellers identified Priority Solution Areas: FS Solution Area Vertical Banking Insurance Cap Markets/ Securities

Advisory Services X X X Customer & Performance Insight X X Customer Knowledge X Online Financial Services X

X X Risk Analytics & Reporting X X X Priority Solution Areas: D&S Solution Area Business insight Verticals Retail Hospitality Cons. Goods &

Wholesale Dist. X X X Professional Services X Knowledge Management Client Experience X Sales Customer Relationships X

X X X X X Priority Solution Areas: M&R Solution Area Manufacturing Operations Verticals Industrial Mining Oil & Gas Power Utilities

X X X X Power Utility Delivery Solutions X Document & Records Management X X X

X Sales Customer Relationships X X X X Example: Manufacturing Operations Sector Industry Vertical Hero SKUs Capability Business Imperative Industry

Target Role Sales Velocity Drives ECAL Drives APA Drives EA Manufacturing Discrete; Process; Energy Automotive & Industrial; High Tech & Electronics SQL Server, MOSS, Biztalk Server Data Warehouse; Reporting & Analytics, App Integration; Collaboration; Unified Communication; Enterprise Content Management; Enterprise Search; Business Intelligence; Security & Networking Improve Operations Supplychain & Manufacturing Operations CIO, VP Mfg, Director of Mfg < 6 months No Yes Yes *Data form to view additional Solution Areas can be found at: FY10 Solution Area Taxonomy 15

Online Financial Services ASEAN bank demo Competition Supply Chain Visibility and Collaboration Supply Chain Visibility Adaptive, collaborative Supply Chains Claims Servicing Claims Oracle Insurance Claims 15 industries 78 solutions

19 industries ~100 solutions 20 industries ~ 130 solutions Partner resources People: Industry Market Development Managers Partner Account Managers Technical: STU and Dynamics TS and SSP resources Sales|marketing resources: Portals: Partner Network Partner Source Industry Vision Videos: Office Labs White papers, Pod casts and more : www.microsoft.com/industry Case Studies/References: www.microsoft.com/casestudies PTU Alignment

HP/EDS/Oakton Philip Colligan Alliance PAM Core EPG - IMDM Public Sector - IMDM Distribution and Services Mftg and Resources Financial Services Education Health Government Greg Jones IMDM

John Bradley IMDM Tim Dawson IMDM Marie ODonovan IMDM Johanne Sergeant IMDM Michael Adams IMDM 19 2019 Montage Call to Action

Uncover new opportunities for innovative customer solutions that grow revenue and lower costs Understand how solution areas and industry alignment accelerate those opportunities Leverage a variety of resources at each stage of your business cycle Share your feedback and complete evaluation form

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