1 welcome to the partner briefing series: preparing for fy07 brooke banbury, engagement manager, us...
TRANSCRIPT
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Welcome to the Partner Briefing Series: Preparing for FY07
Brooke Banbury, Engagement Manager, US Partner Services ([email protected])
PURPOSE: The Partner Briefing Series will provide information on strategy and tactics to help you prepare to work with Microsoft in our FY07 that starts in July. Our goal is to provide relevant information and facilitate open communications that contribute to our joint success.
Three Webcasts:April 26th 10:00 – 11:00 AM PST: FY07 Services Strategy with Partners Speakers: Bryan Rutberg, Director, Services Partners, Microsoft Services.
May 16th 10:00 – 11:30 AM PST: FY07 Infrastructure Optimization Strategy with PartnersSpeakers: Lisa Downey, Senior Partner Development Manager, and Jeff Wettlaufer, Technical Lead, for Worldwide Infrastructure Optimization.
June 16th 10:00 – 11:00 AM PST: The Business Value Challenge: Winning with Partners in FY07Speaker: Bob McDowell, Vice President, Information Worker Segment and Business Group.
Partner Briefing Series: Preparing for FY07
FY07 Services Strategy with Partners
Bryan Rutberg
Director, Services Partners
Microsoft Services
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Agenda
The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage
Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners
We’re focused on deeper customer andPartner relationships
We’re investing in Services as a catalystfor growth in new products and technologies
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Business Needs Drive Enterprise IT Innovation
Securing information assetsSecuring information assets
Enabling a knowledge-based workforceEnabling a knowledge-based workforce
Managing the workforce evolutionManaging the workforce evolution
Simplifying/optimizing infrastructureSimplifying/optimizing infrastructure
Transforming legacy systemsTransforming legacy systems
Extending the enterpriseExtending the enterprise
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Worldwide IT Services Market
20052005 20062006 20072007 20082008 20092009
344344344344 344344344344 344344
100100
150150
00
5050
300300
350350
200200
250250
400400
450450
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359359380380 401401
424424
36 57 80
Billions
The WW IT Services Market will grow by over $175 Billion over the next four years.Total market size 2006-2009: $1.5 Trillion. Includes Development and Integration and IT Management
GrowthWW IT Services Spend: 2005
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$0.0$0.0
$5.0$5.0
$10.0$10.0
FY05FY05
$9.89$9.89
FY03FY03
$7.36$7.36
$1.38$1.38
FY96FY96 FY00FY00
$5.14$5.14
Microsoft Server and Tools Revenue
Microsoft Has Great Enterprise MomentumFrom $1 Billion to $10 Billion in Just Ten Years
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A New Wave of Enterprise OpportunityDelivering the People-Ready Business
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Agenda
The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage
Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners
We’re focused on deeper customer andPartner relationships
We’re investing in Services as a catalystfor growth in new products and technologies
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Partner Feedback: What Partners Tell Us They Want
Profitability of Microsoft-related business
Help in growing Partner business
Support across the partner cycle – readiness, marketing, sales, support
Ease of doing business
Seed the market to generate service opportunities for Partners
Knowledge and skills transfer
Ease of co-engagement
Predictability in our operations – where we’ll engage with customers and how we work with Partners
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Growing The Market For Microsoft And PartnersWorldwide Project-Based IT Services Spend
20092005
Servicesfor non-Microsoft Platforms
Partner-delivered Services for the Microsoft Platform
Microsoft-delivered Services
Microsoft Services Role
Invest strategicallyto promote platform growth via new technologies and lighthouse engagements
Focus on initiativesto increase productive use of Microsoft technology
Create best practices for leverage across Partner Ecosystem
Commitment to co-engagement with Partners
Microsoft Services grows strategically to seed market; stays small % of market
Partners deliver vast majority of engagements
Microsoft Eco-system share of market grows faster than whole market
$147B
$1B
$89B
$57B
$182B total
Goal: Goal: Together, Together, Maximize Maximize Microsoft Microsoft + Partner + Partner
ShareShare
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Microsoft and Partners will be #1 in the Enterprise
Strong position
Great momentum
Product introductions driving the People-Ready Business
Increased demand for skilled Microsoft-based services
Ecosystem must increase skills and resources
Microsoft addresses product wave with training, early adopter programs, and marketing
Microsoft teams with Partners to meet customer demand
Partners capture vast majority of growth opportunity
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Agenda
The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage
Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners
We’re focused on deeper customer andPartner relationships
We’re investing in Services as a catalystfor growth in new products and technologies
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Microsoft’s Enterprise Approach
Accelerating growth through strengthened customer relationships
Formula for SuccessSegmentation Customer experience
Account planning Focus on customer priorities
Microsoft Services Seeds the Market, builds confidence, trust, and loyalty
Partners Primary delivery vehicle
Leads toIncreased standardization on Microsoft infrastructure platforms
More successful Enterprise projects delivered by Partners
Enterprise Customer
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Services Roles for Customers:Build Enterprise Relationships
ResultsSubstantially increased customer satisfaction
More Microsoft solutions successfully deployed
More confidence, trust, and loyalty to Microsoft platform
More project opportunities for Microsoft technology and for Partner services
Enterprise StrategyConsultants
Technical AccountManagers
Dedicated supportliaisons, managing technical
issues for customerswho hold a Premier
support contract.
Dedicated supportliaisons, managing technical
issues for customerswho hold a Premier
support contract.
Recommend strategic IT directions and Microsoft
project opportunities based on assessments of business
needs and operations.
Recommend strategic IT directions and Microsoft
project opportunities based on assessments of business
needs and operations.
Dedicated supportliaisons who manage technical
issues and help enhance productive use for customers
with Premiersupport contracts.
Dedicated supportliaisons who manage technical
issues and help enhance productive use for customers
with Premiersupport contracts.
Accelerate adoption of Microsoft solutions by assessing business needs and operations to connect
business strategy and IT directions.
Accelerate adoption of Microsoft solutions by assessing business needs and operations to connect
business strategy and IT directions.
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Agenda
The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage
Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners
We’re focused on deeper customer andPartner relationships
We’re investing in Services as a catalystfor growth in new products and technologies
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Microsoft Services and ITThe Pillars of Our Mission
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Services Roles for Partners:Increase Partner Enablement
SKUs
Partner Strategy Consultants (PSC)
Co-engagement
Microsoft Partner Advantage (MSPA)
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Microsoft Partner Service Offerings: PSC and MSPA
DISCOVER PLAN BUILD DEPLOY OPERATE OPTIMIZE
WIN THE BUSINESS ENSURE ITS SUCCESS
Comprehensive Services Spanning the IT Lifecycle
Partner Strategy ConsultantOffering leverages Microsoft technology and programs to help partners grow their business with competitive solutions and services.
PSC: Drives the PSC: Drives the Business and StrategyBusiness and Strategy
Microsoft Services Partner Advantage provides a managed technical support relationship to minimize risk in developing, deploying, and supporting solutions on Microsoft technology.
MSPA: Drives Successful and MSPA: Drives Successful and
Productive Use of TechnologyProductive Use of Technology
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Partner Strategy Consultant (PSC) OfferingA
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Dri
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S
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Pro
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Value PillarsSolution Development and
AlignmentAssist in development of new service offerings relevant to growth market opportunities and aligned with Microsoft
product roadmap.
Revenue Growth
Account and Opportunity
SupportJoint account planning;
proposals; design reviews; competitive positioning;
facilitate field relationships
Readiness and Enablement
Webcasts; architect summits; airlifts; training; early adopter
programs.
Objectives
Trusted Advisor Relationship
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Getting Started: Microsoft PSC Service Offering Delivery Life Cycle
• Stakeholder Stakeholder Analysis - Analysis - Creating Creating a Vision/Scope for a Vision/Scope for the Delivery Phasethe Delivery Phase
• Building a Partner Building a Partner Roadmap & Roadmap & Activities Plan Activities Plan
• Solution Alignment Solution Alignment and Development and Development PlanPlan
• Joint Field Joint Field Readiness and Readiness and Enablement PlansEnablement Plans
D E L I V E R YThree Months to Multiple Years
Planning15 - 30 Days
Develop and Execute Roadmap
Deep Readiness and
Enablement
PSC
Technical Opportunity Support
Stakeholder Reporting Stakeholder Reporting MilestonesMilestones
Helping Partners grow their business with compelling Microsoft-based solutions and services
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Microsoft Services Partner Advantage (MSPA) Offering
Services offering developed with Partners, for Partners; “Premier Support”Provides a single point of contact for your technical needs in building, deploying, and supporting software on the Microsoft platformAllows you to call Microsoft on behalf of your customerAllows you to bring Microsoft to your customer site for workshops and consulting services
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Services Available with MSPA
ServiceManagement
Resource facilitationService delivery planningEscalation managementProactive information distributionGlobal service coordination
Problem ResolutionServices
Break-fix incidentsRapid onsite support serviceMulti-vendor coordinationDesignated support professional/team
Consulting and Workshops
WorkshopsLab ServicesDesign and Code ReviewsGuidance ServicesHealthchecks
InformationServices
Microsoft Premier OnlineHotfix DownloadPartner-level Knowledge BaseIncident Submission
Collaborative Web Sites
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Fixed-price, prepackaged service plan
Phone-based, pooled technical service coordinator; business hour availability
Prioritized 24x7 technical support
Limited phone-based support consulting services
Foundational support needs in a fixed price
package
Standard Plan Plus Plan
Customizable, scalable service plan
Designated services account management with in-depth partner experience
Prioritized 24x7 technical support with enhanced escalation
Greater access to proactive support consulting services and custom consulting services
Focused Partner advocacy
Customized service options designed for
complex partner needs
Microsoft Service Partner Advantage Plans
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Co-engagementPartners and Microsoft Work Together
Thousands of partners and their Consultants are engaged on Microsoft Consulting projects
Partner enablement is part of the Microsoft Consulting business
MCS Revenue by Partner Engagement Scenario
65% of Revenue - Microsoft Prime, Partner Sub
20% of Revenue - Microsoft Alone
7% of Revenue - Side-by-Side
2% of Revenue - To Partner
6% of Revenue - Partner Prime, Microsoft Sub
65% 7%
20%
2%6%
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SKU
Where Microsoft Will Engage DirectlyThe Theatre of Operations
SDS/SKUs
TargetAccounts
Customer Demand/ Customer
SatisfactionNew
Technology LighthouseProductive
UseAccelerate Adoption
Movethe
Market
Accelerate Adoption
and Enable Partners
Do What is Right (Customer/
Partner Experience)
Major Accounts
SDS&
SKU
SDS&
SKU
Corporate Accounts
Relationship Services
Multiple TAMs Multiple ESCs
2 TAMs
2 ESCs
1 TAM
1 ESC
TAM
All project work includes opportunity for co-engagement
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SKUs SKUs Accelerate Adoption and Enhance Productive Use
Ensure Customers capture full value of Microsoft technology
Technology adoption
Operational performance
Reduce complexityand perceived risk of deploying Microsoft Enterprise solutions
Grow the Enterprise Services Market for the Partner Ecosystem
ObjectivePartner
Participation
Develop ‘SKUs’Microsoft-provenbest practices around business outcomes
Productized IP – codified and transferable
Clear engagement processes and timeframes
Prove/refine the IP before general release to customers and partners
Delivery by Accredited Professionals
Empower Partners to be primary delivery vehicle for SKUs
Approach
Engage small number of Partners for co-engagement in IP testing and evaluation process
Small number of partners pilot Partner-led SKU engagements and develop Partner Participation model
Once a SKU solution released, partners take it to the broad market
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Continue Proving the Concept
FY’07
Start to Moveto Scale
FY’08
Scale Upwith Partners
FY’09
Three Year SKU Strategy
Key Themes
Emphasis
Technology Coverage
Delivery Model
Productive Use
Limited: Exchange, Infrastructure Optimization
Enterprise Services (ES) Led, Partner Pilots
Expanded
ES Led, Partner co-engagement, and Partner transition
New SKU development and pilots continue as mature SKUs transition to Partners
Specific areas of Microsoft Stack
Mature SKUs PrimarilyPartner Led
New SKU development and pilots continue as mature SKUs transition to Partners
Accelerated Adoption and Productive Use
Accelerated Adoption and Productive Use
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Agenda Summary
The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage
Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners
We’re focused on deeper customer andPartner relationships
We’re investing in Services as a catalystfor growth in new products and technologies
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Microsoft Partner Services Contacts
Microsoft Partner Services StrategyBryan Rutberg
Director, Services Partners, Microsoft Services [email protected]
Microsoft Services Partner Advantage Darren PatrickProgram Manager, US Partner Services [email protected]/partneradvantage
Microsoft Partner Strategy ConsultantsBrooke Banbury
Engagement Manager, US Partner Services [email protected]
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© 2006 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.