Systems Integrator (SI)&

Value Added Reseller (VAR) Partner Track

Venue: Manchester, The Lowry Hotel - 50 Dearman's PlaceDate : 24th April 2012Host: Diane Hart

Agenda14:00 Introduction

Diane Hart, PTM London

14:15 SMB Public Sector OpportunityJonathan Griffin, PS Partner Territory Manager

14:45 Marketing with MicrosoftRichard Turpin, MicrosoftAndrew Lane, Metia

15:15 Q&AAll

Text/Pic

Engaging Together for Growth in Public Sector

Jonathan Griffin

PS Partner Territory Manager (UK)

EMAIL: jongri@microsoft.com

PHONE: 07801 881476

Agenda• WW Public Sector Partner Strategy • What are the Priorities for the UK • Growth Opportunities• Resources

4

Worldwide Public Sector FY12 PrioritiesBusiness Priorities Public Sector Focused Efforts

Drive Education offerings to Institutions, Educators and Students

Win the Cloud and Enterprise Platform to gain share Prioritize SHAPE THE FUTURE engagement to drive devices and an integrated HW+SW story to gain share Drive Deployment of Windows7, IE8/9 and Office 2010 Drive MS Affiliation with Educators and Education Leaders Invest and Expand our Partner Ecosystem with prioritized focus on Publishers and Telco’s Drive and Grow Student Enthusiasts and Technical Students

Modernize the Business Desktop

Engage partners and customers in Windows 7 Accelerate Program Refresh across Win 7 Enterprise, MDOP, Office Prof Plus 2010 and IE 8/9 Address management and security across Microsoft & non-Microsoft devices Drive legalization, especially in BRIC countries

Win the Data Center Drive PS Partner hosted-cloud solutions Gain share with Hyper-V Accelerate Deploy private cloud at scale and win additional workloads

Lead the Future of Productivity in the Cloud and on Premise

Sell Office 365 where policy allows; focus on Local & Regional Govt’s Activate Office 365 Services & Partner ecosystem Win messaging, SharePoint, and Lync (incl. Voice) workloads Drive PS Partner-hosted cloud with Exchange, SharePoint, and Lync

Grow PS Solution Partner Application Ecosystem

Identify and locally manage top PS LOB ISV and SI providers Drive PSP plans for Tier 1 Apps, including: CRM, BI, ERP, Health EMR Target PS ISVs and non-sensitive workloads for Azure Adoption Leverage AppPlat STU to support application platform wins

Scale SMS&P Engines

Land Cloud Plans: Resource & Execute Drive Profitable Partner Ecosystem Scale CA & SMB Industry-based sales initiatives via Tele organization Implement SMS&P PS Organizational blueprint within each Area

5

Public Sector SMB Campaign Alignment

Industry Business Priorities Value Proposition Technology

Healthcare Modernize the Business Desktop

Upgrade your desktop to enhance communication and improve collaboration among doctors and nurses while providing a secure, reliable and compliant environment

Windows 7 Office 2010Win ServerSharepoint

Dynamics CRM Online

Education Modernize the Business Desktop

Establish a vibrant, connected learning community for students, staff and teachers by providing creative tools and collaboration technologies along with insightful performance reporting – all on a trusted, familiar IT platform that’s cost-efficient to manage and secure.

Windows 7Office 2010Win Server

0365Learning Suite

Windows Multipoint Server

Public Safety Modernize the Business Desktop

&Lead the Future of

Business Productivity

Create safer communities for the citizens you serve by helping to improve operational effectiveness and efficiency.

Windows 7Office 2010

SharePoint ServerLync

Office 365Dynamics CRM Online

Government Modernize the Business Desktop

Deliver innovative government solutions that can help governments lower administrative costs, reduce complexity, and offer government employees powerful tools to deliver their best work, monitor performance, and achieve efficiencies. Whether on-premises or in the cloud, Microsoft and its partners can help governments provide cost-effective and responsive service to their citizens through a flexible set of scalable, security-enhanced, and cost-effective solutions.

Windows 7 Office 2010Win Server

0365Azure

Public Sector Channel Growth Opportunities

Custom Application DevelopmentInfrastructure

Dynamics- CRMDeployment

WW Public Sector Software Category Revenue Growth

FY2014(000)

Average Annual Growth

RateSecurity $3,868 9.2%Collaborative Apps $5,616 8.6%

Database Systems and BI $10,517 6.9%

System Infrastructure and Network Mgmt $5,169 6.6%

Application Development and Deployment $7,114 6.5%

CRM $1,933 6.0%

Operating System and Storage Software $7,555 5.5%

ERP $7,516 4.5%Authoring and Publishing $4,162 4.1%Operations and Manufacturing $640 2.9%

Total Public Sector $54,089 6.3%

7

Breadth Focus

Industry resource centre

Regional & local channel training & events

Industry highlights

Industry strategy & direction

https://partner.microsoft.com/publicsector

Microsoft Partner Network: The Foundation for Partner Engagement

8

UK Partner Opportunity in Public Sector

9

Service centric solutions are growing much faster than software e.g BPO 11%, SaaS 18%Growth from a small base with the revolution beginning in Education. E.g. Live@eduGradual shift over next decade, steep growth in 5-7 yrs

Est. 1.7M desktops in PS BreadthCirca $200m opportunity Service Transformation is happening in the “smaller” PS organisation- “Digital by Default”

Localisation

Breadth

Cloud

In Sept 2011, 40% of government contracts were agreed with SME’s compared with only 5% in Jan 2011, in line with the Governments aim to get smaller and more agile firms into the supply chain.As decision making is cascaded down to a local level, there are now thousands of entities – e.g. schools, GP practices, parish councils, housing associations and dental practices - empowered to decide how to spend their budget. And they are looking to do that with local suppliers, for quality of service and to support their local communities.

UK Partner Opportunity -How

10

Service centric solutions are growing much faster than software . e.g LoveCleanStreetsGrowth from a small base with the revolution beginning in Education. E.g. Live@eduSocial and digital inclusion should be built by shifting ownership and use of information and technology towards the service user.

Anytime, anywhere, any device access

Reduce Cost

Standardise

Flexible Working & Citizen/pupil access

Innovate

Remove excess capacity, consolidate, move towards cloud computing Exploit mobile, collaboration tools, video and teleconferencing Upgrade Legacy PlatformsES-OVS

Streamline management and effectiveness by standardisationAutomate

Worldwide Public Sector Partner Events

Government

Service Delivery & Engagement

Workplace Modernisation

Insight & Accountability

Mobile & Desk less solutions

UK Pubic Sector FocusEducation

Higher EducationLearning AnalyticseResearchLearning Management Systems

Primary/SecondaryDesktop UpgradeLearning AnalyticseLearning & Digital Content

Collaboration

Health

Secure & Connected Infrastructure

Health Information Modernization

Health Collaboration

Public Safety & National Security

Emergency and Event ManagementSecured Unified CommunicationsSituational Awareness systemsIntelligence Systems

Resources

1. PS Contracts finder: http://www.contractsfinder.businesslink.gov.uk/

2. General resources for Education: http://www.microsoft.com/uk/educationhttps://www.mseducommunity.com/Pages/Default.aspx

3. Slideshare: Fantastic Education content http://www.slideshare.net/Microsofteduk

12

Our Opportunity, Together

1. Capacity: Review the Industry Growth Opportunities (e.g. Connected Education Framework) & the impact of Cloud in Public Sector

2. Resources: Capitalize on the PS Readiness Tools Microsoft provides via the Microsoft Partner Network

3. Incentives: Review the Solution, O365 & Transaction Incentives currently in market

4. Feedback: We are here to support You!

13

Marketing with MicrosoftAndrew Lane, Metia

AgendaSetting the sceneFactors affecting marketing efforts by partnersWhat does Microsoft currently provide in support?

Making marketing easierHow Microsoft is investing to help support partner marketing‘What’s in it for me as a partner?’

Getting startedHow will the new Partner Marketing Services Agency model work?

‘When can I get started?’Timelines and early adoption for partners

Setting the scene

Marketing goals and impacts

Grow business

Value-proposition

Breadth of technology offerings

Return on investment

Microsoft support

Variety of tools

Multiple media

Disparate user experiences ?Microsoft Partner Marketing Centre

Microsoft Sales Ready Resources

Microsoft Pinpoint

Making marketing easier

Partner Marketing Services Agency modelDedicated team

Knowledge of all Microsoft marketing assets

Adding marketing planning and execution

Best practice sharing

Support upgrades

Reporting and measurement

Virtual Marketing Manager

Integration with existing marketing efforts

Tailored marketing

Program structure

Identify, customise and deliver existing marketing materials

Add additional funds for additional marketing creative and execution services Multi-faceted campaign plan and

execution including bespoke elements

Materials

ServicesMaterials

Campaign PlanningServicesMaterials

Team

Tools and resources

Marketing expertise

Why Metia?

Experience

Dedicated Partner Marketing team

Technology focus

Microsoft partner and agency

Getting started

Communications

Your Microsoft representative

Partner EventsMPN Communications

Worldwide Partner Conference

- DRAFT EXAMPLES -

Communications

Phone

Email Social media

Introduction

28

Virtual Marketing Manager

IntroduceExplainDiscuss

Brief

Partner

Selection

- DRAFT EXAMPLES -

Plan

Engagement

Awareness DriveCampaign plan

Execution

31

Awareness

Engagement

Drive

0

50

100

150

200

250

300

350

Activities

January February March

Campaign site visits (1 March – 31 May 2012)*

Banners: Information Age

Telemarketing starts

Report

April May

O365 email campaign

*Contingent upon access to partner site analytics

Banners:Computer Weekly

‘When can I start?’

Milestones

Pilot and early adopters Full rollout

April - June July 1 onwards

Contact: Andrew Lanee: v-anlane@microsoft.comp: (020) 3100 3573

Q & A

© 2012 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.

Thank You