Meet FAST for Enterprise Search & Collaborating in the New World of Enterprise/Web 2.0 Technologies

Andrew Lowson & Gayan Peiris

Agenda

• How can Partners capitalise on the opportunity?

• Solution overview

• Microsoft activities and investments

• Adding value to customers

• Competitive overview

• Demo

• Partner resources

• What is the market opportunity for Partners?

• Partner commitments to get involved

“From 2007 to 2013, the Enterprise

Web 2.0 Market is anticipated to grow

at a compound annual growth rate

(CAGR) of 47%”

— Oliver Young, Forrester, April 2008

Solution OverviewEnterprise Search Is Central

Solution OverviewEnterprise Search Market Opportunity

• Typical ROI two years later: 6-10x

• Average Profit Margin for Search solutions: 30%

• The market is expected to double to $2.5 billion in 2010, 20% annual revenue growth

High-end

Enterprise/Infrastructure

Commodity Search

Enterprise Search Market

$792M(63%)

$314M(25%)

$145M(12%)

$1.29B(52%)

$884M(35%)

$334M(13%)

$1.25 Billion

$2.5 Billion

• For Microsoft partners with the Search Specialization

Enterprise search tightly integrated with a business productivity infrastructure

Best-in-class enterprise search for the most demanding applications

Enterprise search available as a free download

Microsoft activities and investmentsEliminate The Need For Compromise

Scale

Performance

Reporting

Architecture

Content sources

Data connectivity

Relevance

User experiences

Flexible options and control across

Search is not a one-size fits all solution

Microsoft activities and investmentsMicrosoft will continue to innovate in all three product categories.

TomorrowToday

High End

Infrastructure

Entry Level

Business Opportunity

• Immediate demonstrable

returns

• Impact at all levels and

departments

• Drives improvement of the

user experience

• Seamless integration with

business process

Search adoption is driven by people interacting with information in the business

Growth of data(over 5 years)

Time spent by knowledge workers ‘finding’ information

1000%

40%

Known business challenges

Cost of NOT finding key information

Sales lost due to NOT finding products or customers

?%

?%

Unknown business challenges

Competitive overview

FAST is the most

innovative Enterprise

Search products in

the market

FAST is eager to

build a strong partner

community to

improve the

execution capability

Google

OracleFast Search & Transfer

Autonomy

ZyLab

RecommindCoveoVivisimo

Business Objects

Siderean Software

Mercado

Expert System

ISYS Search Software

X1 TechnologiesIntellisearch

WCC

Visual Sciences

Dieselpoint

Challengers Leaders

Niche Players Visionaries

Completeness of vision

Ab

ility

to

exe

cute Endeca

MicrosoftIBM

Polyspot

As of August 2007

Open Text

Progress Software

Kaldara Software

Mondosoft

InQuiraKazeon

Consona

ExaleaddtSearch

ThunderstoneMondosoft

Source: Gartner August 2007

Sample FAST Australian Clients

DemoReal World Examples

Partner ResourcesPartner Enablement

• Sales

• Demonstration script

• Prospecting guidelines

• Customer presentation

• Competitive knock-offs

• Pricing information

• Overcoming objections

• Marketing

• Promotion/Event schedule

• Datasheets

• Logo‟s and usage guidelines

• Education

• FAST University technical training

• September 15th in Sydney

• Partner Enablement sales training

• Technical Support

• White papers

• Installation and configuration guide

• Knowledgebase

• Known bug report

• FAQ

• Troubleshooting Q&A

• On-line

• Partner Extranet• Updated in Spring ‟08

• Partner Wiki• Launched in Spring ‟08

• Partner Solutions Catalog• Under development for Summer „08

On-Boarding (Sign Up)

Pre-Opportunity (Ramp Up)

Opportunity (License/Service)

Implementation (Post-Opportunity)

Management (Enhance)

Partner Resources FAST X¹º Partner Engagement Model

What is the market opportunity for Partners?Search Is At The Center

Strong partner economics

The New UX

The Next Web App

Core to Business

Typical enterprise deal

Partner commitments to get involved

1. Visit the IW Booth and Learn More about the Products

& Solutions

2. Discuss with your customers and see if they need High

End Enterprise Search

3. Discuss with FAST partner team and get qualified into

the FAST partner programs (it‟s different from MSPP)

4. Build Up Your Skills with FAST (Take the advantage of

the FAST University)

5. Sell FAST and get some good license commission and

service revenues (six figures+ opportunities)