Application Platform Sales strategy in AustraliaMichael Girdis – Benoit Goreux

What we did? What’s changing?

What’ are our priorities?

Teams FY13 What’s in it for you?

Summary

Agenda

Accelerating our common Journey

What we did - Australia?

25.6% RDBMS Market Share (Source IDC)

+2.9% market share in RDBMS over the last 18 month (Source IDC)

Double digit Growth

SQL is the fastest growing business with our Major Accounts

SQL Server : Sustainable Growth…

with a massive upside to look after.

FY10 FY11 FY12 FY13

+15%+ 22% + 16%

$130M

$213M

Platform Press coverage FY12

Big DataSymposium

Big Picture3 states

41+ Platform press articlesBig Data

10+ ArticlesFavourable Analyst cover

BI & DW

Infigin EnergyALHRebel Sport

Cloud WestpacHarvey NormanCurtin Uni

Integration & Hybrid Cloud

CentrebetDomino’s

compute

networkstorage

consumerization

of IT

new social & app patternscloud

computing

data explosion

Transformational trends

What’s new ? Microsoft Big Data

Parallel Data WarehousePowerPivot

Power View

InsightManage Enrich

Hadoop on Windows

Hadoop on Server 2012

What’s new? Appliances

Fast Track V4

Parallel Data Warehouse V2

What do we do?SO

LUTI

ON

SEL

LING

BI Reporting, Analytics,

Data Mining, Dashboarding

Mobile BI SAP BO/HANA

Surround/Compete Business Decision

Appliance (BDA)

OLTP & LoB Platform Modernization SQL 2012 Upgrade Migration (Oracle, DB2,

Sybase, Mainframe) SAP Replatforming

DWH Enterprise Data

Warehousing Master Data & Data

Quality Management Fast Track & Reference

Architectures PDW Appliance

Private Cloud Database Consolidation

& Migration Private Cloud for SAP DBCA and HP Virtual

Systems

Public Cloud PaaS SQL Azure AppFabric BI as as Service Hadoop Hybrid Application

Development

Horiz

onta

l Sce

nario

s

Big Data Hadoop

Integration Enterprise Integration SOA

Resources FSI Comms & Media

Verti

cal S

cena

riosRetail Health Public

Sector

x%

43%20% 10%

2%

Estimated historical revenue allocation

25%

Accelerating on Solutions investments

Windows Azure (Spring upgrade) and Cloud

Web/Consumer

Business Analytics/Big Data Datawarehouse Hybrid Cloud Line of BusinessCa

pabi

lities

In MemoryPowerviewOffice 2013SharePoint

PDW 2Fastrack 4.0Column store index

On Premise &In the cloud Dev & VirtualisationWindows Server 2012

Micosoft DynamicsISV solutionsAlways On

Custom DevSharePoint 2013Windows 8 AppsSo

lutio

n Po

rtfol

io

Accelerating on People Investments

+35% Direct Sales Force

Foster PartnerIndustry approach

Scale out with More Regional resources

Extended to Corporate Accounts

More skilled People

BI

RetailResourcesFSIHealthGovernment

Compete migration teamPDWEnterprise Architecte

More Sales and Presales on Top Mid Market Accounts

+ Principal &Solution Specialists

+ Technical Specialists

+ Incubation Specialists

More Sales People

Focus on Application Platform business

Application Platform TeamChris VidottoPrincipal

TelstraAus. Post

Mid Sep.TSP

C South, PS Vic, SA

Simon BrownTSP

C South, FS Vic, WA

Gary CashamSSP

WA EPG-CAM

Stefan RomitiSSP

PS Vic. SA

ScottMitchellSSP

Comm. Victoria

CharlesPukallusPrincipal

NABANZ

Stephen GilbertPrincipal

BHP, Rio Tinto

Benoit GoreuxSales Manager (South)

Ronnie GuhaSSP

ACT

TBHSSP

CAM (N,S,PS)

Darien NagleSSP

QLD/NTEPG-CAM

James BibbySSP

FSI NSWPS NSW

Martin KirbySSP

Comm. North

Chris PeirisPrincipal

DoD, DHS, ATO

Gavin WatsonPrincipalNSW Health / Transp.

Adam BarkerPrincipal

CBA,WBC,Macquarie

Shashank PawarTSPNorth, FSI NSW,ACT

Geoff ClarkeTSP IntegrationNational

N Raja TSP

QLD/NT, PS NSW

Michael GirdisSales Manager (North)

Enterprise Partner Sales Team

Grace Kerrison

PTU Lead

Enterprise Partner Sales Team Patrick Pathinathan

PST Lead

What’s in it for you in FY13?

Analyst engagement

SIP

Case Studies

Marketing Events

Investment Funds

How can we accelerate together?

Accelerate Focus on Horizontal or Industry solutions

Building and promoting repeatable Business Scenarios

Acceleration on BI/Datawarehouse (PDW/FT)

Find your place in the Big Data ecosystem

Let customers evaluate Cloud model first with Azure

Demonstrate a cost effective approachSQL Server Consolidation/virtualizationAlways on gives us “right to play” in Tier 1Compete

Thank Youmichael.girdis@microsoft.combenoit.goreux@microsoft.com