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TRANSCRIPT
Understanding Microsoft Business IntelligenceCustomer Momentum and Partner Opportunity
Bob BakerDirector, Microsoft BI PartnersMicrosoft Corporation
[email protected]@HoosierZimBob – Twitter
AP02
Lisa SlimMicrosoft Alliance Business Manager
Hewlett-PackardMPN partner since 1989HP Enterprise Business
Ro Kolakowski
Company Partner
6th Street Consulting
MPN partner since 2006
SharePoint
Welcome
Who is here?
Thank you for your time and your business
System Integrators – SI’s?
Independent Software Vendors – ISV’s??
If you’re not an SI or ISV, are you a reseller? Other?
Current businesses or practices with Business Intelligence?
Session Agenda
State of the Business Intelligence Market
Microsoft Business Intelligence Capabilities
Partner Success Stories
Becoming a Microsoft BI Partner
Customer Demand for Business Intelligence
Sources: Gartner Market Share: All Software Markets, Worldwide, 2010 , http://www.technologyreview.com/business/37650/?nlid=4534
2009
2010
$5,400.00
$5,600.00
$5,800.00
$6,000.00
$6,200.00
$6,400.00
$6,600.00
$6,800.00
Gartner BI Platform Software Revenue
(in $Billions)
Gartner BI Platform Software Reve...
$5.9 billion
$6.7 billion
Up 12.6%
Business Inte l l igence = Partner Opportuni ty
83%of CIOs
65%of
CFOs
The Business Intelligence Leader: Microsoft
[Gartner, Inc., Magic Quadrant for Business Intelligence Platforms, Rita L. Sallam et al, January 27, 2011. The Magic Quadrant is copyrighted 2011 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Most Recognized Strongest Growth Most Widely Deployed
Broadest deploymentsGartner MQ leader Fastest growing megavendor
20092010
0.0%
10.0%
20.0%
Gartner BI marketrevenue growth rates
BI Platform Market Microsoft
Microsoft BI Enables Your Opportunity
Initial License Cost Three Year BI Platform Cost
Five Year BI Platform Cost
$525,455
$845,781
$1,066,348
$226,250
$418,567
$522,333
$155,863$194,829 $220,804
Mega-vendor Average w/o Microsoft Self Contained Pure-PlaysMicrosoft
“Not only is purchase price becoming an increasingly important factor in initial BI platform purchases,but the high cost of BI platforms is often perceived to be a significant inhibitor to broader deployment.”
– Rita Sallam, Gartner – BI Platform Licensing Models and Negotiating Strategies (April, 2010)
Lower license costs means more partner opportunity
Microsoft licensing presence removes deployment friction
?
Evolution of BISelf-service BITraditional BI
IT professional
End users
Existing Data
LOB applications FilesData marts
ETL/Data Quality
Analysis Reports Dashboardsand scorecards
Provision
Analysis cubes
Datawarehouse
Data Staging
Spreadsheets
Specialized tools
IT has been busy keeping up with the growing demand for BI…Harvesting existing data, cleaning it and staging it…To provision reports, dashboards, and scorecards to meet end user demandBut business is outpacing IT and end users are demanding agility…Rapidly breaking down the barriers of control with self-service BI!Is it possible to balance control and agility?
Evolution of BISelf-service BITraditional BI
?IT professional
End users
Existing Data
LOB applications FilesData marts
ETL/Data Quality
Analysis Reports Dashboardsand scorecards
Provision
Analysis cubes
Datawarehouse
Data Staging
Spreadsheets
Specialized tools
Is it possible to balance control and agility?
Niche Startups
SharePointscorecards
Excel workbooks
PowerPivot applications
SharePointsearch and dashboards
Analysis services
Reporting services
Integration services
Master data services
Microsoft Business Intelligence
Most widely deployedEIM and BI platform
Most broadly adopted productivity and
collaboration tools
Odatafeeds
LOB apps
The Future Only Gets Better
Scalable relational cloud database platformConsistent, familiar app, data model, and toolsSelf-managed, highly available cloud services
Scalable relational cloud database platformConsistent, familiar app, data model, and toolsSelf-managed, highly available cloud services
Self-service BI in the Cloud
Analytics in the CloudData integration in the Cloud
Office support for greater interactive visualizationsGreater Office connectivity to the Cloud
Share live data views regardless of location or deviceTrack and collaborate around important values
future
future
We Are Here
Mission-critical platformPervasive insightDeveloper and ITPro productivityCloud-ready
Managed self-service BIApplication and multi-instance managementMaster data servicesStream data processing
Rapid data discovery
Managed self-service BI
Credible, consistent data
Complete DW solutions
Scale on demand
Fast time to market
Extend any data, anywhere
Optimized productivity
Required 9s & protection
Blazing-fast performance
Organizational compliance
Peace of mind
MISSION CRITICAL CONFIDENCE
CLOUD ON YOUR TERMS
BREAKTHROUGH INSIGHT
Next wave of SQL ServerCloud-ready information platform
Unlock new insights with pervasive data discovery
across the organization
Create business solutions fast, on your terms across server and private or public cloud
Enable mission critical performance and availability
environments at low TCO
Breakthrough Insight Project “Crescent”
Highly visual design experienceInteractive, Web-based authoring and sharing of informationFamiliar Microsoft Office design patternsPowerful data layout with banding, callout, and small multiples visualizations
Rich metadata-driven activityFully integrated with PowerPivotDrive greater insight through smart and powerful queryingZero configuration highlighting and filteringAnimated trending and comparisons
Presentation-ready at all timesInteractive presentation turns pervasive information into persuasive informationDeliver and collaborate through SharePointFull screen presentation mode for interactive boardroom session
Project Crescent
Bob BakerDirector, Partner StrategyMicrosoft Business Intelligence
demo
Microsoft BI Opportunity for ISV Partners
Manuel VellutiniChief Operating OfficerTagetik
partner
Source: Gartner, March 2011
Who is Tagetik?
Tagetik is a global ISV (Microsoft Gold Partner) focused on Corporate Performance Management and BI
Visionary in the Gartner MQ for CPM suite – 2010
450+ customers in all verticals including Fortune 1000
Large partner networks
Fast growing: Tagetik grows at a faster-than-average rate in the CPM suite market
Communication Collaboration
Business IntelligencePerformance managementand financial governance
Tagetik 3.0 Enabled by Microsoft SharePoint
How Has Partnership with Microsoft Benefited Tagetik?
Product Sales and Marketing Partner
Thanks to the Microsoft technology stack
(Microsoft SharePoint and Microsoft BI), Tagetik has expanded on its roadmapto incorporate a broader
view of BI and PM by extending beyond traditional CPM.
In addition, Tagetik is partof the TAP for Crescentthat allows has a faster
go-to market
Jointly, marketing andsales activities has allowed Tagetik to generate more opportunities worldwide
Increased visibilitywith analysts
Competition:
Tagetik’s main competitorsare Microsoft’s competitors
(Oracle, IBM and SAP) – We can sit in front of large
accounts, with Microsofton our side
The Microsoft relationship has helped Tagetik
in recruiting partnersand in getting traction in
large SI (Tagetik/Microsoft/SI triangulation,
SharePoint practice)
BI Practice Capability Model
“Denali makes it easy to transition from a SharePoint or web practice to dashboards and reports, and impresses customers”“SQL takes BI from 10 users to 10,000”“Don’t fear ‘Self-Service BI’! It requires Partner support to enable”“The visualization in Denali, sells the user and transforms interested users into ambassadors”“Legacy reporting packages are all losing share to SQL”“Denali opens the market to people who couldn’t afford data warehousing …we go from hundreds to thousands of customers”
Microsoft BI Opportunity for SI Partners
Whitney WeaverPractice Area LeadSlalom
partner
SEATTLE
PORTLAND
SAN FRANCISCOPALO ALTO
LOS ANGELES
DENVER
DALLAS
ATLANTA
CHICAGONEW YORK
Who is Slalom?
1,000 consultants | $200M revenues
National managed partner
Business and technology
Best known forLocal delivery modelSolution mindsetEnd-to-end deliveryExperienced consultants
How Has Partnership With Microsoft Benefited Slalom?
Drives 80% of technology
revenue
Deep relationships with product
teams
Industry recognition via partner awards
Microsoft Partner Network BI Competency Updates
announcing
Microsoft Business Intelligence Partner of the Year
Finalist Finalist
WINNER
From: Microsoft Sales PersonSent: Thursday, June 09, 2011 2:19 PMTo: WW Communities - Business Intelligence; Business Intelligence ChampsSubject: SI Partner Feedback (Name Removed) )
I have a customer who is interested in implementing Microsoft BI, and their SIis Name Removed. Based upon our limited exposure to this SI and the information gained from their website they seem to have an Oracle bias, and they arestruggling with our implementation. Can someone help?
Name Removed
Name Removed
From: Bob BakerSent: Thursday, June 09, 2011 2:48 PMTo: Microsoft Sales Person; WW Communities - Business Intelligence; Business Intelligence ChampsSubject: RE: SI Partner Feedback (Name Removed) )
A quick search of our internal systems indicates that Name Removed is NOT a partner with a Microsoft BI Competency.
Our guidance from corp is to only utilize partners for BI implementations thathave a Microsoft BI Competency. For those partners that our field chooses to workwith that do nice work in Microsoft BI that haven’t joined yet, we should be encouraging them sign up for the BI competency at http://partner.microsoft.com right away.
Thanks,Bob
Name Removed
Name Removed
A Typical E-mail Thread
Microsoft Partner Network BI Competency Requirements
All partners must qualify along 5 key characteristicsCredentials, revenue, business assessments, customer evidence and commitment
The entry bar for should continue to be relatively lowGold partners are our BEST partners
Gold partners should know the entire BI stackPartners should be able to obtain Gold by filling functional or business gaps in the Microsoft BI stack
Microsoft Partner Network BI Competency Credentials Changes
No changes for revenue, business assessment, customer evidence or
commitment
Removed Virtual Earth qualifying exam
Resource Certification
2 resources withMCITP BI certification
plus 2 additional resources with either MCITP BI certification, MCM SQL Server certification, or SharePoint App development exam
App Certification
1 qualifying app providingMicrosoft BI LOB connectivityMicrosoft BI corporate performance managementMicrosoft BI Mobility
Expert Certification
1 qualifying resource participating in
SSAS Maestro programSSRS Conversion program
Microsoft Partner Network BI Competency
Benefits
Plan
Enable
Create
Sell
Partner Newsletters Internal UseSoftware Licenses
Talent RecruitmentAssistance
Volume LicensingAssistance
Solution Listing Partner MarketingCenter
Use of MPN BI CompetencySilver Logo
Online Demo ShowcasePartner SalesResources
Microsoft Financing Supportfor Customer Deals
Partner LearningCenters
Partner AdvisoryHours
MSDN Subscriptions TechNet Subscription
Microsoft Partner Network BI Competency
More Internal UseSoftware Licenses
More Partner Advisory HoursBenefitsAll of Silver PLUS…
More MSDN Subscriptions Use of MPN BICompetency Gold Logo
Microsoft Partner Network BI Competency
SQL Server DeploymentPlanning Services
Solution Incentive ProgramBenefitsAll of Silver PLUS…Leads and margins
Placement onmicrosoft.com/bi
BI Practice Accelerator
New in
FY12!
SQL Server Deployment Planning ServicesProvide Microsoft-sponsored structured consulting engagements to Software Assurance (SA) customers to create custom deployment plans.
SQL Server DPS EngagementsUpgrading to SQL Server 2008 R2Deploying SQL Server 2008 R2 Business Intelligence Migrating to SQL Server 2008 R2 from Oracle
SA customers earn points
Customers redeems points
for DPS
Partners deliver engagement
Microsoft pays partners $$
Find New Opportunities
• Launch long-term engagements with customers
• Find new opportunities with corporate-account customers
Deepen Customer
Engagement• Increase current
customer satisfaction• Boost results in your
annual c-sat surveys
Expand Your Practices
• BI, Upgrade, Migration
• Help qualify for Gold Competency in BI or Data Platform
How DPS works
Register today at www.microsoftdtdps.com
Data Platform
Business Intelligence
Application Platform/SQL Solution Incentive Program (SIP)Make more money with SQL Server
Solution Incentive Payout Rates
10%
20%SQL Server Premium
(Enterprise Editionand Datacenter)
SQL Server Standard(Standard and Workgroup)
Minimum deal size: $25K, maximum payout cap: $50K, ISV Royalty revenue not eligibleSQL Server “Denali” solutions get 3% extra in payout
Earn Gold CompetenciesRecommend SQL Server for your solutions and appsRegister opportunities
Solution Incentives Program Solutions Incentives reward partners for
investing in practices supporting specific Microsoft solutions
Microsoft Partner Network BI Competency SummarySign up today!
partner.microsoft.com
Partner Newsletters Internal Microsoft Software 25 licenses 100 licenses
Talent Recruit Assist Volume Licensing Assist Partner Learning Center Partner Advisory Hours 20 50
MSDN Subscriptions 5 10
TechNet Subscriptions 3 3
Microsoft Pinpoint Listing Partner Marketing Center
Logo Silver Gold
Partner Sales Resources Demo Showcase Suite
Microsoft Financing Assist SQL Deployment Services
Solution Incentive Program
Placement on ms.com/bi
Leads and marginsare in
Microsoft Business Intelligence at WPC
Attend or view related sessionsAll Application Platform (AP) sessionsSolution Incentive Program session immediately followingAP14/AP15: Expand BI/DW PracticeSMB13: Expand revenue in SMB with BICT02I: BI for Telco Service ProvidersEP05I: Partner Opps with Microsoft BI/DWUS24: US: Magnify Customer Appeal with SQL Server
Visit the Microsoft BI Lounge: LACC West Lobby
Tuesday: cocktails (!!) and demo at 4:30Wednesday: demo at 4:00Meet with Microsoft BI Experts and get stuff!
Microsoft BI Immersion ExperienceExperience Microsoft BI first hand through a facilitated tourDaily sessions through ThursdaySign up at the Microsoft BI Lounge
Complete the evaluation form www.digitalwpc.com/evalsEvaluate
Go to www.microsoft.com/sqlserver and find the latest downloads availableCheck SQL Server impact with the Partner Profitability Kit (soon in MPN)
Denali
Visit our Lounges to Network with Executives and PartnersSign up for the Exclusive LinkedIn group and view a Crescent demo
BI and STBlounges
Visit the Sever and Tools Business – Booth 1235STB booth
Enroll in SQL Solution Incentive Services programSIP
Become a SQL Server Deployment Planning Services (DPS) providerDPS
Build your practice for SQL Server Denali on Microsoft Partner Network (MPN)
PracticeBuilder
Partner Calls to ActionKey actions, resources and WPC-related sessions/activities
Do
Attend
Enroll
GO FOR GOLD!
Competency Exam Pack Offer
Go to the MPN Booth or Purchase Online by July 29, 2011
Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!
Exam Packs can be purchased in the following denominations3 Pack – 30% discount + Second
Shot5 Pack – 35% discount + Second Shot
8 Pack – 40% discount + Second Shot20 Pack – 40% discount + Second ShotTo purchase, simply stop by the WPC MPN Booth or log on to
www.prometric.com/microsoft/partners
Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/contest
Your Feedback is Very Important to Us
Online Gift Cards
Windows 7Phone
Luxury Vacation for 2 Complete a WPC evaluation and you’re automatically entered to win the daily drawing for a luxury vacation AND a chance to win instant prizes!
Learn more in the Microsoft Partner Network Booth
© 2011 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.