how to drive deployment of microsoft ea customers – and in turn revenue adam barker infrastructure...

How to drive deployment of Microsoft EA customers – and in turn revenue

Adam BarkerInfrastructure Optimization LeadMicrosoft

abarker@microsoft.com

Agenda• What is the EA landscape and market opportunity?• Go to Market Strategy• Available Resources• Next Steps

World Class SellingSolutions for PRBPlatform for PRB (IO)License OptimizationOne Microsoft

TAgreement

(new or renewal)

T-27Deployment & IO

execution plan in place (Partner engaged)

T-18Deployment

execution, business value established

(TCO, ROI, evidence)

T-9Solution, scenario, capability selling

Case for renewal in place

$

Goal:• Reduce cost of operations• Increase value in infrastructure• Drive ongoing infrastructure & solutions opportunities• Support case for renewal and up-sell• Build relationship by proven outcomes over time

THE EA LANDSCAPE

Current Penetration of EAs by Customer Type

We’re in Business Together

Enterprise AgreementsConsolidations represent a huge opportunityTotal deal volume and size are compelling

New EA $ Growth

FY10

FY 08

FY 06

FY 04

FY 02

FY 00

4,450 New Deals

EA PenetrationMajor

Accounts 75%

Corporate 20%

And we see tremendous growth opportunity

What is the EA Landscape?

Major and CFAM

CPM Inside Managed accounts (CIAM)

Current Status of Deployment

State of the market?

Identity & Access Mgmt

Desktop, Device & Server Mgmt

Security & Networking

Data Protection & Recovery

Security Process Management Process

0%

10%

20%

30%

40%

50%

60%

70%

80%

90%

100%

DynamicRationalisedStandardisedBasic

Core Infrastructure Maturity

Australian MarketJuly 2009N=380Microsoft confidential

• Desktop Management 50% Basic• Server Management 72% Basic

State of the market?

Unified Communications

Collaboration

Enterprise Content M

anagement

Enterprise Se

arch

Business

Intelligence

0%10%20%30%40%50%60%70%80%90%

100%

DynamicRationalisedStandardisedBasic

Business Productivity Infrastructure

Australian MarketJuly 2009N=380

Microsoft confidential

GO TO MARKET STRATEGY

EA sales approach = deployment approachEA as an Infrastructure Agreement

Improve Business Alignment

Reduce TCO

EA Renewed

EA SignedT-36

T-27

T-18

T-0

T-9

High level strategy: T-36

Account & Growth Planning

Software Assurance (SA) Activation &

Consumption

Infrastructure Optimization (IO)

Deployment & Adoption

Software Asset Management (SAM)

Optimization

True Up Practices

Renewal EngagementKey Activities

Welcome

Activate/Deploy

UseRenew

Phases

A prescriptive three year customer engagement

Driving deployment opportunities0%: Optimised

Desktop briefing

20%: Deployment

plan & partner identified

40%: High level design

60%: Budget approved.

Training plan

80%: Start of rollout

100%: Broad production

rollout

Tools to drive business case

Planning Services

Training and change

management

AVAILABLE RESOURCES

Driving the business case…

Basic Standardised Rationalised

IT costs $1,320 $580 $230Service Levels (# Svc Desk Calls)

8.4 8.5 7.7Business Agility (# weeks) 5.4 5.2 4.3

Source, IDC 2006

Server Management

Source: Hansa/GCR 2007

Reducing TCO

“IT to Business Bridge” “Business Value Planning”

Business Productivity: Business Alignment

Drive discussion Surface customer pain

Identify priority opportunities Map to existing platform

Provide “to-be” vision

Target specific key roles

Overall mapping to IO states

Target specific processes

Map specific issues to specific capabilities

Funding through SA

Build seller capability

Business Value Planning Services

Current Process “As-Is”

New Process “To-Be”

Process Pains

• Manual Work• Communication

Inefficiencies• Unnecessary

Process Steps• Rework/Errors• Lost/Wasted Cycle

Time

Map Enabling Technology Solution

To New Process

Document Identify Map Design

Output

Capture Process KPIs:• Cycle Time• Labor Time• Cost

Output

Capture Est. KPI Improvements:

• 60%↓ Cycle Time• 75%↓ Labor Time• 45%↓ Cost• Etc.

Optimised Sales ConnectionGives access to tools to help create the business case

• TCO Tool (Alinean)• IT2B tool (pending)

http://osc.microsoftio.com/osc/

Packaged Services

• Benefit available exclusively to Software Assurance (SA) customers

• Consulting services designed to help organizations – Reduce costs and improve business processes– Learn from expertise provided by qualified consultants– Realize a greater return on their technology investment

• Available in 1 to 15-day engagements, based on the number and type of qualifying licenses

What are they?

Packaged Services• Desktop Deployment Planning Services (DDPS)

Introduces the most advanced techniques, processes, and tools for your company, based on your unique needs, helping you achieve the most cost-effective desktop environment

• SharePoint Deployment Planning Services (SDPS)Introduces SharePoint best practices, processes, and tools to help you create an efficient and productive SharePoint environment

• Exchange Deployment Planning Services (EDPS)Designed to help guide your organization through the initial deployment planning stages of your Microsoft Exchange implementation, while reducing the cost of the project

• Business Value Planning Services (BVPS)Designed to help you identify, unlock, and capture the strategic potential of the Microsoft Office platform through structured multiday workshops

What are they?

Packaged Services Status• 25% utilization

Customers with unused planning days Total available days by customer entitlement

Guidance for Windows 7

• Springboard:– http://technet.microsoft.com/en-au/windows/default.aspx

• Microsoft Deployment Toolkit:– Http://technet.microsoft.com/en-us/solutionaccelerators/dd407791.aspx

Training and change management

From IDC (2009):• Training Vouchers and E-Learning benefits, can help reduce IT staff

software training by as much as 65% to 75%.• Microsoft Home Use Rights can help reduce overall user training costs by

9%.

http://idc.cycloneinteractive.net/microsoft_savl/

Next Steps• Review the resources

– LAR: Review T-36 site and related materials– SI: Review the Optimisation related sales material– Review how SA benefits can support your business activities:

• Packaged services• Home use rights• Training vouchers/e-learning benefits

• Leverage the resources & market opportunity!

Resources• T-36 resources for LARs

– http://t36.partnersalesresources.com/• SA Benefits site:

– http://www.microsoft.com/licensing/sa/benefits/elearning.mspx• IO Resources (on Partner Sales Resources):

– http://microsoftio.partnersalesresources.com/

• IT to Business Bridge:– http://microsoftio.partnersalesresources.com/it.aspx

• Optimisation Sales Connection– http://osc.microsoftio.com/osc/

Resources – packaged services• Main site:

– https://iwsolve.partners.extranet.microsoft.com/DPS/ • Business Value Planning Services:

– https://iwsolve.partners.extranet.microsoft.com/BVPS/• Desktop Deployment:

– http://iwsolve.partners.extranet.microsoft.com/ddps/• Exchange Deployment:

– http://partneredps.com/• SharePoint Deployment:

– https://iwsolve.partners.extranet.microsoft.com/SDPS/• Packaged services newsletter:

– https://iwsolve.partners.extranet.microsoft.com/dps/psnewsletter/