effective government engagement
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Effective GovernmentEngagement
Selwyn Snell – Public Sector Account Manager Erin Jenkins – Licensing Specialist
• Introduction• Working with and Understanding
GovernmentBusiness DriversICT DriversMicrosoft solution priority areas
• Government Procurement• Start the Value Discussion with
Government• Microsoft Government Team• Better Together
• Microsoft Government Eligibility Definition
• Jobs – creating, retaining• Immigration, asylum seekers etc• Ballooning health costs, increasing pressure on the health
system, hospital beds, doctors & nurses, growing waiting lists• Ageing Population (and its impact on current & future
infrastructure, services etc)• Education system, falling literacy & numeracy rates• Crime rates, Police on streets, emergency management• Transport infrastructure (trains, roads, ports etc)• Cost of housing, first home buyers, foreign ownership• Sustainability, water resource mgt, reducing carbon footprint (yet
ETS now delayed till at least 2013)
Government Business Drivers…
• Gov 2.0, collaboration, productivity• Efficiencies, standardisation, economies of scale, driving costs
down, doing more with less• Citizen services, portals, accessibility, open government• Innovation, agility, R&D, govt/industry alignment• Smarter decision-making, information from data, insight from
information• Spatial information systems, map based solutions• Better search capabilities – desktop, dept, web• Data centres, consolidation, best practice• Cloud computing, public vs private, “G Cloud”
Government ICT Drivers…
• Collaboration, unified comms, productivity, Gov2.0• Search – intra dept, inter dept, inter govt, internet• Business intelligence, reporting, scorecards, analysis, insight
from information• Dynamics – CRM, Financials (AX, GP, NAV, SOL)• Maps, location-based decision-making, spatial solutions, • Data centre services – best practice, lowest cost, green• Cloud services – proven, low-cost, software, infrastructure
and platform as a service offerings• Innovation – Surface, Azure, Photosynth, Looking Glass/TownHall,
OGDI/Dallas
Microsoft Federal & State Priority Solution Areas…
Government Procurement
Understand & NavigateLong Sales Cycle Panel Contracts – your
ticketPlan your target areas
within GovernmentHow do they think? ‘On time On budget’
Engage Early
Dependable & Good Size Business Opportunities
Do your Research
Start the value discussion with Government
7
What do they already own - DeploymentGaining full advantage of the current platform
Use the tools at your disposal :
SA Benefits, Support, Training, HUP
Start the value discussion with Government
8
Support – Online 24x7Training – Vouchers, elearning
Home Use Programme
DPS for Desktop, SharePoint, Exchange
• We can show you how to start using what you already own…– Windows Server includes a robust, virtualisation platform called
Hyper-V…included in the price– SQL Server contains a feature-rich reporting platform called Reporting
Services, as well as ETL tools, powerful Analysis engine…included in the price
– Excel includes comprehensive analysis and conditional formatting tools…included in the price
– SharePoint includes a collaborative, records & document management capability…included in the price
– Office Pro Plus includes InfoPath, a simple to use electronic forms solution…included in the price
Start the value discussion with Government
What are you entitled to?
If you have Office Pro on your EA, you are now entitled to even more with the Office 2010 wave…
We can show you how to unlock what you already own
OfficePro Plus Office Standard
= New
WordExcel
PowerPoint
Outlook
OneNote
Publisher
Access
InfoPath
Communicator
SharePoint Workspace
(formerly Groove)
Office web applications
Business Contact Mngr
Integrated ECM
Integrated Electronic Forms
Advanced IRM and policy
capabilities
How else can we help in Government?
• Long history of Innovation• Familiarity, lower training costs• Strong Corporate Citizenship programme• Any device, any time, any place• Integration out of the box• Biggest partner ecosystem• More “off the shelf” solutions• Faster time to implementation
Government’s chose to run their business on the Microsoft platform for good reasons..…
Health
Public Safety
Local and State Government
Microsoft Public Sector Alignment
Federal Government
Defence
Education
dedicated industry experts, sales, marketing, services, partner and customer support teams in each of those segments
14
Name Role
Pip Marlow Australian Public Sector Director
Hala Batainah Federal Director
Terry Moloney Victoria and NSW State Director
Dean Swan, Patrick Pathinathan, Steve McNally
WA, QLD, SA State Directors
Michael Gration Health Industry Director
Craig Foster Education Industry Director
Brad Coughlan Government Industry Specialist
Erin Jenkins Government licensing
Sharon Schoenborn Director – Enterprise Partner Sales
Denise Holehouse Industry Market Development Manager -Government
Related Alliance PAMs and IMDM roles Across key partners and territories
Account Managers and Account Technology Specialists
Federal and State
Microsoft Public Sector and Partners
Microsoft Public Sector and Partners
• With Partners we have a raft of solutions and capabilities that address the business and ICT drivers of Government
• Innovation pipeline of solutions and capabilities that will assist Government with the problems you will face today and tomorrow
• Environmental Sustainability solutions and best practices • We have an end to end Cloud strategy that is mindful of unique
Gov’t requirements and available now• Work through partners to deploy the software owned and gain
even greater value from the investment with Microsoft
Microsoft Government Eligibility Definition31/8/10
Erin Jenkins
• Microsoft wants to extend Government licensing to those Government Entities that provide government services to the community.
• Microsoft does not want to extend Government licensing to Government Owned Businesses that charge customers for what they supply.
Philosophy behind the Definition
An “eligible entity” means any organization that does not operate for profit and that falls into one of the following categories;
Government Eligibility Definition
Examples;A. EU
B. Federal Government
C. State/Territory Government
D. Local Government Councils
E. Government Hospitals (DoH)
F. Medical Board
If an organization fits into one of the categories above and operates for a profit, the following additional criteria will be applied to determine whether an organization qualifies as an eligible entity;
1. Do the revenue/profits go solely to the state (or do they also go to private shareholders)?
2. Is the organization in question exempt from corporation tax?3. Is the organization financed more than 50% by the state (i.e. does it
derive less than 50% of its funding from commercial activities)?If the answer to all of these questions is “yes”, then the organization qualifies as an eligible entity. If the answer to any of the questions above is “no”, then the organization does not qualify as an eligible entity. Generally, government owned corporations, state-owned enterprises and government organizations (whether incorporated or not) undertaking commercial activities (e.g. telecommunications, banking, transportation, etc) do not qualify as an eligible entity. If the Government of a country publishes a list of public sector organizations; those organizations must meet the criteria set forth in this definition to qualify as an eligible entity.
Government Eligibility Definition
http://www.microsoftvolumelicensing.com/DocumentSearch.aspx
Where to find…
• Learn and really know the eligibility definition.• Do your homework on the Customer prior to
meeting with them.• Engage with the Customer.• Look at it as an opportunity to build relationships
and show your value in the account.
Call to action…
Thank-you!Enjoy your time at the
2010 Australian Partner Conference
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