Industry Matters

Delivering Value with Industry Solutions

Tim DawsonIndustry ManagerFinancial Services Sector

Today’s Agenda

Why focus on industry?

What does success look like?

Competitive landscape?

Making it real

Call to action

Our Vision CLOUD

Consumer/EnterprisePublic/Private

SERVER

PC PHONE TV

NATURAL USER INTERFACE

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!

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!

Advantages of a vertical approach for Microsoft

Industry at a GlanceGrowing customer relationships Attract, acquire, and retain high-value customers through differentiated experiences.

Accelerating innovation Stay competitive by accelerating new product and service development and go-to-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

Solution Area Approach• Key Vertical LOB

Applications• Cross - Industry• Role Based Productivity

Financial Services

Manufacturing & Resources

Distribution & Services

Public Sector Communications

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

• Greater than $1B market size

• Net new Microsoft revenue with healthy growth rate

• Microsoft product alignment

• Partner ecosystem in execution mode

• Field sellers identified

Industry Specific Value Prop

Microsoft Applications

(Dynamics, MOSS, Office, CCF, OBA)

Microsoft Application

Platform and Infrastructur

e(Windows, SQL, BTS…)

ISV Partner Applications

SI Partner Ecosystem

Support

Defining a Solution Area

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 Verticals

Retail Hospitality Cons. Goods & Wholesale Dist.

Professional Services

Business insight X X X

Knowledge Management X

Client Experience X X X

Sales – Customer Relationships X X X X

Priority Solution Areas: M&RSolution Area Verticals

Industrial Mining Oil & Gas Power Utilities

Manufacturing Operations

X X X X

Power Utility – Delivery Solutions

X

Document & Records Management

X X X X

Sales – Customer Relationships

X X X X

15

Example: Manufacturing Operations

*Data form to view additional Solution Areas can be found at: FY10 Solution Area Taxonomy

Sector ManufacturingIndustry Discrete; Process; EnergyVertical Automotive & Industrial; High Tech & ElectronicsHero SKUs SQL Server, MOSS, Biztalk ServerCapability Data Warehouse; Reporting & Analytics, App Integration; Collaboration; Unified

Communication; Enterprise Content Management; Enterprise Search; Business Intelligence; Security & Networking

Business Imperative

Improve Operations

Industry Supplychain & Manufacturing Operations Target Role CIO, VP Mfg, Director of MfgSales Velocity < 6 monthsDrives ECAL NoDrives APA YesDrives EA Yes

Online Financial Services

ASEAN bank demo

Competition

“Supply Chain Visibility and Collaboration”

“Supply Chain Visibility” “Adaptive, collaborative Supply Chains”

“Claims”“Claims Servicing” “Oracle Insurance Claims”

20 industries~ 130 solutions

19 industries~100 solutions

15 industries78 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

Public Sector - IMDMCore EPG - IMDM

PTU Alignment

19

Education

Marie O’Donovan

IMDM

Health

Johanne Sergeant

IMDM

Government

Michael Adams IMDM

Financial Services

Tim Dawson IMDM

Mftg and Resources

John Bradley IMDM

Distribution and Services

Greg Jones IMDM

HP/EDS/Oakton – Philip Colligan Alliance PAM

2019 Montage

Call to ActionUncover 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

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