Selling with Core IO Helping customers cut costs and driving revenue with Core Infrastructure Optimisation Adam Barker Infrastructure Optimisation Lead Microsoft

Infrastructure optimisation overview The benefits of infrastructure optimisation The state of the market Go to market strategy Getting started

Infrastructure Optimisation and Partners Customer scenarios Customer drivers RISK BUSINESS IMPACT IT MATURITY COST REDUCTION Cost Center Uncoordinated, manual Infrastructure Knowledge not captured More Efficient Cost Center Managed IT Infrastructure with limited automation and knowledge capture Managed and consolidated IT Infrastructure with extensive Automation, knowledge captured and re- used Fully automated management, dynamic resource Usage, business linked SLA’s. Knowledge capture automated and use automated Business Enabler Strategic Asset SIs High level IT Consulting IT Assessment offerings Process optimization Change Management Deployment / integration SIs High level IT Consulting IT Assessment offerings Process optimization Change Management Deployment / integration OUTSOURCERS Reduce costs of inventory and discovery Reduce the process of deploying changes Reduce the ongoing management cost Justify high-value strategy OUTSOURCERS Reduce costs of inventory and discovery Reduce the process of deploying changes Reduce the ongoing management cost Justify high-value strategy Microsoft Platform (w ISVs) – Core Infrastructure, Business Productivity Infrastructure, Application Platform

Why lead with capabilities? Customer Focus Stay on value message Build relationship before compete starts Solutions, not technology Build long-term vision

Microsoft Optimisation Models Gartner Creates a Maturity Model Creates a Maturity Model Recommendations to enhance IT Services Recommendations to enhance IT Services MIT Sloan Identifies Best Practices in IT Identifies Best Practices in IT Participates on the creation of the Optimisation Models Participates on the creation of the Optimisation Models IDC Commissioned study to validate TCO of best practices Commissioned study to validate TCO of best practices Innovation Value Institute (IT-CMF) Consortium of industry, consulting, not-for-profit and academic organizations to drive IT and business alignment Consortium of industry, consulting, not-for-profit and academic organizations to drive IT and business alignment

IT Is A Cost Center IT Is An Efficient Cost Center IT Is A Business Center IT Is A Strategic Asset People, Process, Technology Core InfrastructureBusiness ProductivityApplication Platform Optimised Platform & Infrastructure OLAP FILE XML RDBMS

Benefits of Infrastructure Optimisation

Is a key driver of business productivity and growth Fuels profitable revenue growth Gives managers more insight and control Encourages employee productivity Benefits of Optimised IT Approach Grow revenue 6.8%pa faster than the bottom 25% Enjoy 23% higher revenue per employee than the bottom 25% Achieve superior productivity Better insight into, and control over, key dimensions of their business. Better insight into, and control over, key dimensions of their business. Source: Enterprise IT Capabilities and Business Performance, Marco Iansiti, David Sarnoff Professor of Business Administration, Harvard Business School George Favaloro, Principal, Keystone Strategy, Inc-March 2006, Optimised IT… Companies in the top 25% of IT capability…

Core IO and IT Performance BasicStandardisedRationalised IT costs $1,320$580$230 Service Levels (# Svc Desk Calls) Business Agility (# weeks) Source, IDC 2006, N=141 Source, IDC 2006 Server Management Source: Hansa/GCR 2007

Customer Examples Net benefit of approximately £5 million 32% reduction in desktop costs 72% reduction in server costs Rationalise applications from 4,500 to 400 (saving significant application licensing costs) First call resolution of 65% (up from 8% in 2005) Key Facts and Figures (2007) Budget of £772 million 480,000 citizens. 6,500 desktops and 8,000 users. IT outsourced to BT until Need to support expansion plans More reliable IT environment Better merchandise planning Improved management reporting Easier to implement at new sites

Market Opportunity

State of the market? Core Infrastructure Maturity Australian Market July 2009 N=380 Microsoft confidential

Desktop and server workloads Desktop: Formalized application compatibility testing and packaging to certify and automatically deploy 80% or more of their application installations? 56% Server: SLAs defined and centralized monitoring solution for 80% or more of their servers with availability reporting capabilities? 43% Defined set of standard basic images for the majority of the fundamental servers’ roles? 46% Automated operating system image deployment to Servers? 30% Virtualization: dynamic resource allocation including moving workloads from server to server based on resource need or business rules? 27% Microsoft confidential Australian Market July 2009, N=380

Go to market strategy

Field Execution Process STEP 4: Plan agreed with Customer STEP 2: Analyze discovery results and identify potential recommendations Implementation Opportunities STEP 2: Conduct discovery STEP 5: Opportunities actioned… Opportunities STEP 3: Review list of recommendations with Customer BP – SSP AP – SSP Core Infra – ATS STEP 1: Introduce models Infrastructure Optimisation Models Opportunities

IO Adoption – state of play Australian partners registered for Optimisation toolset Internal adoption: Use of TCO in key deals Example 1: Outsourcer Working with MCS Tune processes Support renewal Example 2: MS Account Team Aligned with partner Generate TCO Support projects & licensing

Next Steps

Broad set of resources

“Simple to save” “Simple to save” tool and whitepaper

Next Steps Review the IO (and Optimisation Sales Connection) partner resources Register to gain access to OSC partner resources Identify where a capability-based (IO) approach can help your business

IO Resources (on Partner Sales Resources): – Customer Self-analysis: – Partner Assessment Tool: – Optimisation Sales Connection: – “Simple to save” tool and whitepaper –

Questions?

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© 2006 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.