How to drive deployment of Microsoft EA customers – and in turn revenue Adam Barker Infrastructure Optimization Lead Microsoft

Agenda What is the EA landscape and market opportunity? Go to Market Strategy Available Resources Next Steps

World Class Selling Solutions for PRB Platform for PRB (IO) License Optimization One Microsoft T Agreement (new or renewal) T-27 Deployment & IO execution plan in place (Partner engaged) T-18 Deployment execution, business value established (TCO, ROI, evidence) T-9 Solution, scenario, capability selling Case for renewal in place $ 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 time

THE EA LANDSCAPE

We’re in Business Together FY 10 FY 08 FY 06 FY 04 FY 02 FY 00 4,450 New Deals EA Penetration 75% 20% And we see tremendous growth opportunity

What is the EA Landscape? Major and CFAM CPM Inside Managed accounts (CIAM)

Current Status of Deployment

State of the market? Core Infrastructure Maturity Australian Market July 2009 N=380 Microsoft confidential Desktop Management 50% Basic Server Management 72% Basic

State of the market? Business Productivity Infrastructure Australian Market July 2009 N=380 Microsoft confidential

GO TO MARKET STRATEGY

EA sales approach = deployment approach EA as an Infrastructure Agreement Improve Business Alignment Reduce TCO

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 RenewPhases A prescriptive three year customer engagement

Driving deployment opportunities 0%: Optimised Desktop briefing 20%: Deployment plan & partner identified 40%: High level design 60%: Budget approved. Training plan 80%: Start of rollout 100%: Broad production rollout Tools to drive business case Planning Services Training and change management

AVAILABLE RESOURCES

Driving the business case… BasicStandardisedRationalised IT costs $1,320$580$230 Service Levels (# Svc Desk Calls) Business Agility (# weeks) Source, IDC 2006 Server Management Source: Hansa/GCR 2007 Reducing TCO

“IT to Business Bridge”“Business Value Planning” Business Productivity: Business Alignment Drive discussionSurface customer pain Identify priority opportunitiesMap 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 capability

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 DocumentIdentify 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.

Optimised Sales Connection Gives access to tools to help create the business case TCO Tool (Alinean) IT2B tool (pending)

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?

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?

Packaged Services Status 25% utilization Customers with unused planning daysTotal available days by customer entitlement

Guidance for Windows 7 Springboard: – Microsoft Deployment Toolkit: –

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%.

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 rights Training vouchers/e-learning benefits Leverage the resources & market opportunity!

Resources T-36 resources for LARs – SA Benefits site: – IO Resources (on Partner Sales Resources): – IT to Business Bridge: – Optimisation Sales Connection –

Resources – packaged services Main site: – Business Value Planning Services: – Desktop Deployment: – Exchange Deployment: – SharePoint Deployment: – Packaged services newsletter: –