the partner opportunity for microsoft business intelligence scott allen solution specialist...

The Partner Opportunity for Microsoft Business

IntelligenceScott AllenSolution Specialist Microsoft New Zealand

Ben GreenProduct ManagerMicrosoft New Zealand

Partnering with MicrosoftTake your game to the next level with

Microsoft BI

1. The Right Market1. The Right Market

2. The Right Partner2. The Right Partner

3. The Right Solutions3. The Right Solutions

4. The Right Time4. The Right Time

Gartner Survey of 1,400 CIOs

1,400 CIOs in more than 30 countries representing $90B+ in IT Spending

Average BI budget will increase by 4.8%

InformationWeek article on BI Spending77% of respondents

Less than a quarter of workers use BI software todayOnly 8% report more than half of employees use BI softwareBut, 38% say more than half of their employee’s will use BI software in two years

Gartner: “Business Intelligence will surpass security as their [CIOs] top technology priority this year.”

http://www.gartner.com/press_releases/asset_143678_11.htmlhttp://www.gartner.com/press_releases/asset_143678_11.html

http://www.informationweek.com/showArticle.jhtml;jsessionid=IFNUVEI1VUFNYQSNDBOCKH0CJUMEKJVN?articleID=181500685http://www.informationweek.com/showArticle.jhtml;jsessionid=IFNUVEI1VUFNYQSNDBOCKH0CJUMEKJVN?articleID=181500685

Business Intelligence 1 1 + 4.8%

Enterprise Applications (ERP, Supply Chain, CRM, etc.)2 * + 4.5%

Servers and Storage Technologies (Virtualisation) 3 9 + 3.9%

Legacy Application Modernisation 4 10 + 3.6%

Security Technologies 5 2 + 3.4%

Networking and Voice and Data Communications (VoIP) 6 8+ 3.2%

Service-Oriented Applications and Architecture 7 7 + 3.2%

Technical Infrastructure Management and Development 8 12+ 3.0%

Document Management 9 * + 2.9%

Customer Sales and Service Technologies 10 5 + 2.5%

To what extent will your investment in each of the following technologies change in 2007?

Ranking

*New question for 2007

Spending Increase

2007 CIO Technology Priorities

CIOs Are Investing in Technologies That Support Enterprise Competitiveness

Source: Gartner EXP CIO Survey (2007)

2007 2006

‘BI is High on the Agenda’ – Newsweek Australia

In 2006 35% of companies said their BI tools were scattered throughout the departments and the company

That’s down to 25% this year

Only 25% of firms surveyed provide BI tools to more than 15% of their employees

BUT nearly 60% say they will do so within 2 years.

More than half report that integration and compatibility are main barriers to adopting BI company-wide

When evaluating a vendor, nearly 80% of respondents are interested in the vendor’s ability to integrate its offerings with existing applications and provide service and support

Ease of use is also an issue. 40% cite the need to undertake time-consuming and expensive training as major obstacle to BI adoption

About 1/3 report finding skilled BI talent is challenging and expensive.

Source : BI’s High On The Agenda, informationweek.com

BI Market Shift is Occurring• MSFT is one of the fastest growing vendors in

the space. (Gartner, Jan 2007)

• “We are maintaining our Cognos and Business Objects’ practices, but we aren’t investing in it. We are betting the farm on Microsoft.” (OFR Research, Dec 2006)

• “Microsoft’s increasingly ubiquitous Business Scorecard Manager.” (TDWI, Dec 2006)

• “ A game-changing performance management (PM) strategy .“ (TDWI, Jun 2006)

• “Office PerformancePoint Server 2007 has the potential to enable truly pervasive performance management.” (IDC, Dec 2006)

• “The Microsoft foundation for ubiquitous BI is now in place”. (AMR, Dec 2005)


Microsoft BI





Improving Improving organizationsorganizationsby providing business by providing business insights to insights to allall employees leading to employees leading to better, faster, more better, faster, more relevant decisionsrelevant decisionsDrive pervasive business performanceDrive pervasive business performance

Implement a complete and integrated Implement a complete and integrated business intelligence solution business intelligence solution

Deliver widespread intelligence through Deliver widespread intelligence through Microsoft Office Microsoft Office

Meet enterprise needs with affordable Meet enterprise needs with affordable economics economics

Microsoft Business IntelligenceVision and Strategy

Business AnalyticsBusiness AnalyticsBI Roundup – Views From Gartner SummitBI Roundup – Views From Gartner Summit

“Microsoft Emerges as a Serious BI Contender. The biggest takeaway from the conference was the surge of enterprise interest in Microsoft’s BI capabilities”

Vendors Can No Longer Ignore Microsoft’s BI ThreatThe conventional wisdom has held that Microsoft would be likely to see success in the Small to Medium business market but would struggle at the enterprise. Multiple comments from users and integrators suggest otherwise.

While the pure-play BI vendors enjoy near-term tactical advantage in terms of having field sales efforts attuned to customer needs, it is only a matter of time before Microsoft’s partner ecosystem becomes more broadly engaged in the market.

Changing the Market DynamicsChanging the Market DynamicsNew Economics Encourage Widespread DeploymentNew Economics Encourage Widespread Deployment

For Similar Customer For Similar Customer BudgetsBudgets

Software seats Software seats deployeddeployed

Departments Departments servedserved

Typical Typical deploymentdeployment


Microsoft BI





END USER TOOLS & PERFORMANCE MANAGEMENT APPS

ExcelExcel PerformancePoint PerformancePoint ServerServer

BI PLATFORM

SQL Server SQL Server Reporting ServicesReporting Services

SQL Server SQL Server Analysis ServicesAnalysis Services

SQL Server DBMSSQL Server DBMS

SQL Server Integration ServicesSQL Server Integration Services

SharePoint ServerSharePoint Server

DELIVERY

ReportsReports DashboardsDashboards Excel Excel WorkbooksWorkbooks

AnalyticAnalyticViewsViews ScorecardsScorecards PlansPlans

Microsoft Business Intelligence

Delivering on all aspects of customer needs

• End User Tools & Performance Management Applications– Applications, models, workflows to align,

measure and track “the business”Tools &

Applications

InformationDelivery

BI Platform

BI PlatformTools for reporting, analyzing and sharing information on data. Servers and tools for integrating, storing and querying vast amounts of data

Information DeliveryBusiness Intelligence information distributed broadly to all users in shapes such as dashboards, reports, budgets, plans, analytic views via SharePoint


Microsoft BI





Areas Of Focus For 2007-2008

• Launch Office PerformancePoint Server• Launch SQL Server “Katmai “• Run Regional BI Conferences• Partner Enablement• Business and Technical events

Microsoft BI SpecializationsPerf

orm

ance

Managem

ent

Speci

aliz

ati

on

new!

END USER TOOLS & PERFORMANCE MANAGEMENT APPS

ExcelExcel PerformancePoint PerformancePoint ServerServer

BI PLATFORM

SQL Server SQL Server Reporting ServicesReporting Services

SQL Server SQL Server Analysis ServicesAnalysis Services

SQL Server DBMSSQL Server DBMS

SQL Server Integration ServicesSQL Server Integration Services

SharePoint ServerSharePoint Server

DELIVERY

ReportsReports DashboardsDashboardsExcel Excel WorkbooksWorkbooks

AnalyticAnalyticViewsViews ScorecardsScorecardsPlansPlans

Busi

ness

Inte

lligence

Speci

aliz

ati

on

Achieving The BI SpecializationCurrent Certification RequirementsEmploy or contract with two individuals, each of whom must have passed at least one of the following Microsoft exams •Microsoft Exam 70-431 : TS: Microsoft SQL Server 2005 - Implementation and Maintenance•Microsoft Exam 70-445 : PRO: Designing Business Intelligence Solutions Using Microsoft SQL Server 2005 Analysis Services •Microsoft Exam 70-446 : PRO: Designing a Business Intelligence Infrastructure Using Microsoft SQL Server 2005 (available in 2007)•Microsoft Exam 70-228 : Installing, Configuring, and Administering Microsoft SQL Server 2000 Enterprise Edition•Microsoft Exam 70-229 : Designing and Implementing Databases with Microsoft SQL Server 2000 Enterprise Edition

Customer Reference RequirementsSubmit at least three customer references that showcase business intelligence services, reporting, tools, and application solutions using SQL Server technology

https://partner.microsoft.com/global/program/competencies/dmsolutions/40026034




December January February March April May

EarlyStart Phase I: AwareEarlyStart Phase II: ReadyEarlyStart Phase II: ReadyEarlyStart Phase III: EngageEarlyStart Phase III: Engage

Performance Management EarlyStart Program

Earl

ySta

rtR

equir

em

en

ts View Microsoft BI Vision Web SeminarView Achieving the PM SpecializationComplete P1 eLearningEnroll in PerformancePoint CTP 1

Attend Building a Performance Management Practice Web SeminarAttend Driving Growth with PM Web SeminarComplete PII eLearning

Attend Leveraging the Customer Campaigns to Drive OpportunitiesAttend Building Demand with the Partner Marketing CenterComplete PIII eLearning

AchieveAchieve

Submit 3 ReferencesPass Performance Management Exam (#70-556)

Profile ProClarity/BSM/Ofc 2007 solutions in OSSDSubmit ProClarity/BSM/PerformancePoint References

Obtain the BI SpecializationAttend a BI Boot CampProfile ProClarity/BSM/Ofc 2007 solutions in OSSDSubmit ProClarity/BSM/Ofc 2007 References

Attend a Performance Management AirliftProfile early adopter solutions based on the PerformancePoint CTPSubmit ProClarity/BSM/Ofc 2007 References

Addit

ional

Act

ivit

ies

Fall 2007

Steps to CertificationBefore you register for an exam, you should become familiar with the exam's objectives by reviewing the associated prep guide. Candidates are expected to have hands-on experience working with the product or technology for each test.Full details of how you can prepare for your MCP Exam is at:http://www.microsoft.com/learning/mcpexams/prepare/default.mspx Register for your Exam with Prometric, either online at http://www.microsoft.com/learning/mcpexams/register/prometric.mspx or by telephone: 0800 444 1603 quoting your voucher number. Also get a second chance to pass your Microsoft Certification exam!For a limited time, you can get a free, second shot at any IT professional, developer, or Microsoft Dynamics certification exam. Just register for this offer before your first exam, and you will get two chances to pass. To register for Second Shot please visit http://www.microsoft.com/learning/mcp/offers/secondshot/default.mspx

BI Offers

Awareness & Interest Trial & Evaluation Purchase Deploy

Sales Cycle

White Paper Custom Assessment Discount Vouchers

Industry/Analyst Paper

Proof of Concept Financing

Customer Guides

Software Evaluation &

Trial Kits

Assessment Not for Resale Software

Resource Toolkits

Seminar Workshop

Case Studies

Offer Type

New Deployment

Competitive Migration Upgrade Cross Sell /

Up Sell Renewal

Business Opportunity

Top Resources For BI PartnersBI and Performance

Management Partner Portals BI Training FrameworkMicrosoft Partner Program Specializations

APO/BPIO Partner Sales Tool Kit BI Ready-To-Go CampaignBusiness Intelligence Resource Kit DVD

Performance Management PortalBusiness Intelligence Portal

Performance Management - IWBusiness Intelligence - DM

BI Resource Kit

• Hands-on-lab Image and scripts• Recorded Web Casts• Technical Resources• Case Studies

• News and Reviews• Whitepapers• Videos

www.microsoft.com/bi

NZ Business Intelligence Activities

• PPS Launch at NZ Connect Events– October 16th Chch, 23rd AKL, 30th WGTN

• BI Breakfast in Wellington October 11– Business Decision Maker (1:few)

– Partner speakers– Used for starting conversations with BDMs about Microsoft BI

• BI Day in December 4TH • Technical Decision Maker/IT Pro (1:many)

• 200-300 level awareness/lead gen that includes how to’s and best practices

• Used for education and awareness of Microsoft’s BI offerings and to generate lead

Possible Event Agenda

8:30am – 9:00am Registration & Breakfast Subsidiary Host

9:00am – 9:10am Welcome & Introductions Subsidiary Host

9:10am – 10:00am Microsoft Business Intelligence Keynote

Corporate Speaker

10:00am – 12:30pm10:00am – 10:15am10:15am – 10:45am10:45am – 11:00am11:00am – 11:45am11:45am – 12:15pm12:15pm – 12:30pm

SQL for Business IntelligenceProduct OverviewIntegration Services – demonstrationBreakAnalysis Services – demonstrationReporting Services – demonstrationSQL Server 2008 – what’s coming!

12:30pm – 1:15pm Lunch Subsidiary Host

1:15pm – 2:45pm1:15pm – 1:30pm1:30pm – 2:00pm2:00pm – 2:30pm2:30pm – 2:45pm

Office 2007 for Business IntelligenceProduct OverviewExcel & Excel Services – demonstrationSharePoint - demonstrationBreak

2:45pm – 4:15pm2:45pm – 3:15pm3:15pm – 3:45pm3:45pm – 4:15pm

PerformancePoint ServerProduct OverviewMonitoring & Analyzing - demonstrationPlanning - demonstration

4:15pm – 4:45pm Wrap-up with Questions & Answers Subsidiary Host

41%Do not

Live URL: www.microsoft.com.au/business/bi

• Partner with Windows Server & Visual Studio for biggest joint launch in company history

• End-to-end product launch experience spanning the entire product release

Version CTP-1/2 CTP-3/4 CTP-5 CTP – 6 Final RTM Next Version SQL Server 2008

Approx. Dates

March 15 - June 4 – Sept. 11 Sept. 12 - Nov. 6 Nov. 7 - February February April May+

Strategy Drive Influencer knowledge and readiness to support the broad

audience. Initial product release announce.

Provide knowledge and predispose broad audience to purchase and

deploy product upon release.

Enable broad audience to share in the launch experience, increasing engagement with Microsoft.

Demonstrate product value through customer and partner evidence.

Continue training & readiness in

support of broad product adoption

Tactics Extend and support CTP-1 participation to key influencers (NDA only)

Broadly announce product delivery and estimated release timings(BI, TechED)

Support broad US/International audience experience through CTP direct use.

Create compelling customer and partner evidence

Build excitement around launch

Deliver customer and partner evidence

Global Joint product Launch Event

Subsidiary Launch Events

Product Released

Subsidiary Launch Events Cont.

Support the evaluation experience through community and training, post launch

Train users on the product

PromotionsPromo name

Duration Audience

Programs covered

Offer summary Notes

Competitive migration promo(This is an similar to the promo that ran from Nov 2005 to June 2007)

1-Sept-07 to 30-June-08

Partner and Internal

Enterprise Agreement, Select License, Multi-Year Open License, Open License Value, Open License;

50% discount on SQL Server Enterprise Edition license, provided the customer buys regularly priced Software Assurance

50% discount on SQL Server CAL license, provided the customer buys regularly priced Software Assurance

25% discount on SQL Server Standard Edition license, provided the customer buys regularly priced Software Assurance

Discount is calculated from each waterfall level, so a customer at Select D gets the same percentage discount as a customer at Open NL

True up pricing is not available on these promotional SKU’s –additional purchases after the promotion timeframe will need to be made on the standard SQL Server SKU’s

Eligibility limited to customers migrating from: Oracle Enterprise, Oracle Standard, IBM DB2 Enterprise, IBM DB2 Workgroup, Informix, Sybase ASE, Hitachi HiRDB, Fujitsu Synfoware, Natural/Adabas, C/Side, Hyperion Essbase, Business Objects, Cognos, Microstrategy, NCR Teradata, Progress, Centura, Gupta and SAS

Upgrade promo

1-Nov-07 to 1-May-2008

Partner and Internal

Enterprise Agreement, Select License, Multi-Year Open License, Open License Value, Open License; Select Local and US Govt

25% off the L when you purchase SA This covers EE, SE Covers Proc, Server or CAL

Discount is calculated from each waterfall level, so a customer at Select D gets the same percentage discount as a customer at Open NL

True up pricing is not available on these promotional SKU’s –additional purchases after the promotion timeframe will need to be made on the standard SQL Server SKU’s

Eligibility: customers must have SQL 7.0 or SQL 2000 and be using the offer to upgrade those licenses

The Partner Opportunity for Microsoft Business

IntelligenceScott AllenSolution Specialist Microsoft New Zealand

Ben GreenProduct ManagerMicrosoft New Zealand

the partner opportunity for microsoft business intelligence scott allen solution specialist...

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