Adam Barker Infrastructure Optimization Lead Microsoft abarkermicrosoftcom Agenda What is the EA landscape and market opportunity Go to Market Strategy Available Resources Next Steps Goal ID: 380149
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Slide1
How to drive deployment of Microsoft EA customers – and in turn revenue
Adam Barker
Infrastructure Optimization Lead
Microsoft
abarker@microsoft.comSlide2
Agenda
What is the EA landscape and market opportunity?
Go to Market Strategy
Available Resources
Next StepsSlide3
$
Goal:
Reduce cost of operations
Increase value in infrastructure
Drive ongoing infrastructure & solutions opportunities
Support case for renewal and up-sell
Build relationship by proven outcomes over timeSlide4
The EA landscapeSlide5
Current Penetration of EAs by Customer Type
We’re in Business Together
Enterprise Agreements
Consolidations represent a huge opportunity
Total
deal volume
and size are compelling
New EA $ Growth
FY10
FY 08
FY 06
FY 04
FY 02
FY 00
4,450 New Deals
EA Penetration
Major
Accounts
75%
Corporate
20%
And we see tremendous growth opportunity Slide6
What is the EA Landscape?
Major and CFAM
CPM
Inside Managed accounts (CIAM)Slide7
Current Status of DeploymentSlide8
State of the market?
Core Infrastructure Maturity
Australian Market
July 2009
N=380
Microsoft confidential
Desktop Management 50% Basic
Server Management 72% BasicSlide9
State of the market?
Business Productivity Infrastructure
Australian Market
July 2009
N=380
Microsoft confidentialSlide10
Go to market strategySlide11
EA sales approach = deployment approach
EA as an Infrastructure Agreement
Improve Business Alignment
Reduce TCOSlide12
EA Renewed
EA Signed
T-36
T-27
T-18
T-0
T-9
High level strategy: T-36
Account &
Growth Planning
Software Assurance (SA) Activation & Consumption
Infrastructure Optimization (IO) Deployment & Adoption
Software Asset Management (SAM) Optimization
True Up Practices
Renewal Engagement
Key Activities
Welcome
Activate/Deploy
Use
Renew
Phases
A prescriptive three year customer engagement Slide13
Driving deployment opportunities
Tools to drive business case
Planning Services
Training and change managementSlide14
Available resourcesSlide15
Driving the business case…
Basic
Standardised
Rationalised
IT costs
$1,320
$580
$230
Service Levels
(# Svc Desk Calls)
8.4
8.5
7.7
Business Agility
(# weeks)
5.4
5.2
4.3
Source, IDC 2006
Server Management
Source:
Hansa
/GCR 2007
Reducing TCOSlide16
“IT to Business Bridge”
“Business Value Planning”
Business Productivity: Business Alignment
Drive discussion
Surface customer pain
Identify priority opportunities
Map to existing platform
Provide “to-be” vision
Target specific key roles
Overall mapping to IO states
Target specific processes
Map specific issues to specific capabilities
Funding through SA
Build seller capabilitySlide17
Business Value Planning Services
Current
Process
“As-Is”
New
Process
“To-Be”
Process Pains
Manual Work
Communication Inefficiencies
Unnecessary Process Steps
Rework/Errors
Lost/Wasted Cycle Time
Map Enabling Technology
Solution
To New Process
Document
Identify
Map
Design
Output
Capture Process KPIs:
Cycle Time
Labor Time
Cost
Output
Capture Est. KPI Improvements:
60%
↓
Cycle Time
75%
↓
Labor Time
45%
↓
Cost
Etc.Slide18
Optimised Sales Connection
Gives access to tools to help create the business case
TCO Tool (
Alinean
)
IT2B tool (pending)
http://osc.microsoftio.com/osc/Slide19
Packaged Services
Benefit available exclusively to Software Assurance (SA) customers
Consulting services designed to help organizations
Reduce costs and improve business processes
Learn from expertise provided by qualified consultants
Realize a greater return on their technology investment
Available in 1 to 15-day engagements, based on the number and type of qualifying licenses
What are they?Slide20
Packaged Services
Desktop Deployment Planning Services (DDPS)
Introduces the most advanced techniques, processes, and tools for your company, based on your unique needs, helping you achieve the most cost-effective desktop environment
SharePoint Deployment Planning Services (SDPS)
Introduces SharePoint best practices, processes, and tools to help you create an efficient and productive SharePoint environment
Exchange Deployment Planning Services (EDPS)
Designed to help guide your organization through the initial deployment planning stages of your Microsoft Exchange implementation, while reducing the cost of the project
Business Value Planning Services (BVPS)
Designed to help you identify, unlock, and capture the strategic potential of the Microsoft Office platform through structured multiday workshops
What are they?Slide21
Packaged Services Status
25% utilization
Customers with unused planning days
Total available days by customer entitlementSlide22
Guidance for Windows 7
Springboard:
http://technet.microsoft.com/en-au/windows/default.aspx
Microsoft Deployment Toolkit:
Http://technet.microsoft.com/en-us/solutionaccelerators/dd407791.aspx
Slide23
Training and change management
From IDC (2009):
Training Vouchers and E-Learning benefits, can help reduce IT staff software training by as much as 65% to 75%.
Microsoft Home Use Rights can help reduce overall user training costs by 9%.
http://idc.cycloneinteractive.net/microsoft_savl/
Slide24
Next Steps
Review the resources
LAR: Review T-36 site and related materials
SI: Review the Optimisation related sales material
Review how SA benefits can support your business activities:
Packaged services
Home use rightsTraining vouchers/e-learning benefits
Leverage the resources & market opportunity!Slide25
Resources
T-36 resources for LARs
http://t36.partnersalesresources.com/
SA Benefits site:
http://www.microsoft.com/licensing/sa/benefits/elearning.mspx
IO Resources (on Partner Sales Resources):
http://microsoftio.partnersalesresources.com/
IT to Business Bridge:http://microsoftio.partnersalesresources.com/it.aspx Optimisation Sales Connectionhttp://osc.microsoftio.com/osc/ Slide26
Resources – packaged services
Main site:
https://iwsolve.partners.extranet.microsoft.com/DPS/
Business Value Planning Services:
https://iwsolve.partners.extranet.microsoft.com/BVPS/
Desktop Deployment:
http://iwsolve.partners.extranet.microsoft.com/ddps/
Exchange Deployment: http://partneredps.com/SharePoint Deployment:https://iwsolve.partners.extranet.microsoft.com/SDPS/Packaged services newsletter:https://iwsolve.partners.extranet.microsoft.com/dps/psnewsletter/