Welcome to the partner briefing series preparing for fy07
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Welcome to the Partner Briefing Series: Preparing for FY07. Brooke Banbury, Engagement Manager, US Partner Services ( [email protected] )

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Welcome to the partner briefing series preparing for fy07

Welcome to the Partner Briefing Series: Preparing for FY07

  • Brooke Banbury, Engagement Manager, US Partner Services ([email protected])

  • PURPOSE: The Partner Briefing Series will provide information on strategy and tactics to help you prepare to work with Microsoft in our FY07 that starts in July. Our goal is to provide relevant information and facilitate open communications that contribute to our joint success.

  • Three Webcasts:

    • April 26th 10:00 – 11:00 AM PST:  FY07 Services Strategy with Partners  

    • Speakers: Bryan Rutberg, Director, Services Partners, Microsoft Services.

    • May 16th 10:00 – 11:30 AM PST:  FY07 Infrastructure Optimization Strategy with Partners

    • Speakers: Lisa Downey, Senior Partner Development Manager, and Jeff Wettlaufer, Technical Lead, for Worldwide Infrastructure Optimization.

    • June 16th 10:00 – 11:00 AM PST:  The Business Value Challenge:  Winning with Partners in FY07

    • Speaker: Bob McDowell, Vice President, Information Worker Segment and Business Group.


Partner briefing series preparing for fy07 fy07 services strategy with partners

Partner Briefing Series: Preparing for FY07FY07 Services Strategy with Partners

Bryan Rutberg

Director, Services Partners

Microsoft Services

[email protected]


Agenda

Agenda

  • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage

  • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners

  • We’re focused on deeper customer andPartner relationships

  • We’re investing in Services as a catalystfor growth in new products and technologies


Business needs drive enterprise it innovation

Business Needs Drive Enterprise IT Innovation

Extending the enterprise

Simplifying/optimizing infrastructure

Managing the workforce evolution

Enabling a knowledge-based workforce

Securing information assets

Transforming legacy systems


Worldwide it services market

Worldwide IT Services Market

GrowthWW IT Services Spend: 2005

Billions

450

424

401

380

400

359

350

15

36

57

80

300

250

200

344

344

344

344

344

150

100

50

0

2005

2006

2007

2008

2009

The WW IT Services Market will grow by over $175 Billion over the next four years.Total market size 2006-2009: $1.5 Trillion. Includes Development and Integration and IT Management


Microsoft has great enterprise momentum from 1 billion to 10 billion in just ten years

Microsoft Has Great Enterprise MomentumFrom $1 Billion to $10 Billion in Just Ten Years

$9.89

$10.0

$7.36

$5.14

$5.0

$1.38

$0.0

FY96

FY00

FY03

FY05

Microsoft Server and Tools Revenue


A new wave of enterprise opportunity delivering the people ready business

A New Wave of Enterprise OpportunityDelivering the People-Ready Business


Agenda1

Agenda

  • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage

  • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners

  • We’re focused on deeper customer andPartner relationships

  • We’re investing in Services as a catalystfor growth in new products and technologies


Partner feedback what partners tell us they want

Profitability of Microsoft-related business

Help in growing Partner business

Support across the partner cycle – readiness, marketing, sales, support

Ease of doing business

Seed the market to generate service opportunities for Partners

Knowledge and skills transfer

Ease of co-engagement

Predictability in our operations – where we’ll engage with customers and how we work with Partners

Partner Feedback: What Partners Tell Us They Want


Growing the market for microsoft and partners worldwide project based it services spend

Growing The Market For Microsoft And PartnersWorldwide Project-Based IT Services Spend

$182B total

$147B

Microsoft Services Role

  • Invest strategicallyto promote platform growth via new technologies and lighthouse engagements

  • Focus on initiativesto increase productive use of Microsoft technology

  • Create best practices for leverage across Partner Ecosystem

  • Commitment to co-engagement with Partners

Servicesfor non-Microsoft Platforms

$89B

Goal: Together, Maximize Microsoft + Partner Share

Partner-delivered Services for the Microsoft Platform

$57B

Microsoft-delivered Services

$1B

2005

2009

Microsoft Services grows strategically to seed market; stays small % of market

Partners deliver vast majority of engagements

Microsoft Eco-system share of market grows faster than whole market


Microsoft and partners will be 1 in the enterprise

Strong position

Great momentum

Product introductions driving the People-Ready Business

Increased demand for skilled Microsoft-based services

Ecosystem must increase skills and resources

Microsoft and Partners will be #1 in the Enterprise

Microsoft addresses product wave with training, early adopter programs, and marketing

Microsoft teams with Partners to meet customer demand

Partners capture vast majority of growth opportunity


Agenda2

Agenda

  • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage

  • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners

  • We’re focused on deeper customer andPartner relationships

  • We’re investing in Services as a catalystfor growth in new products and technologies


Microsoft s enterprise approach

Microsoft’s Enterprise Approach

Accelerating growth through strengthened customer relationships

Formula for Success

Segmentation  Customer experience

Account planning  Focus on customer priorities

Microsoft Services  Seeds the Market, builds confidence, trust, and loyalty

Partners  Primary delivery vehicle

Leads to

Increased standardization on Microsoft infrastructure platforms

More successful Enterprise projects delivered by Partners


Services roles for customers build enterprise relationships

Services Roles for Customers:Build Enterprise Relationships

Enterprise StrategyConsultants

Technical AccountManagers

Accelerate adoption of Microsoft solutions by assessing business needs and operations to connect business strategy and IT directions.

Dedicated supportliaisons who manage technical issues and help enhance productive use for customers with Premiersupport contracts.

Recommend strategic IT directions and Microsoft project opportunities based on assessments of business needs and operations.

Dedicated supportliaisons, managing technical issues for customerswho hold a Premiersupport contract.

Results

Substantially increased customer satisfaction

More Microsoft solutions successfully deployed

More confidence, trust, and loyalty to Microsoft platform

More project opportunities for Microsoft technology and for Partner services


Agenda3

Agenda

  • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage

  • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners

  • We’re focused on deeper customer andPartner relationships

  • We’re investing in Services as a catalystfor growth in new products and technologies


Microsoft services and it the pillars of our mission

Microsoft Services and ITThe Pillars of Our Mission


Services roles for partners increase partner enablement

Services Roles for Partners:Increase Partner Enablement

Partner Strategy Consultants (PSC)

Microsoft Partner Advantage (MSPA)

Co-engagement

SKUs


Microsoft partner service offerings psc and mspa

Microsoft Partner Service Offerings: PSC and MSPA

Comprehensive Services Spanning the IT Lifecycle

DEPLOY

DISCOVER

PLAN

BUILD

OPERATE

OPTIMIZE

WIN THE BUSINESS

ENSURE ITS SUCCESS

Microsoft Services Partner

Advantage provides a managed

technical support relationship

to minimize risk in developing,

deploying, and supporting

solutions on Microsoft technology.

MSPA: Drives Successful and

Productive Use of Technology

Partner Strategy Consultant

Offeringleverages Microsoft

technology and programs to

help partners grow their

business with competitive

solutions and services.

PSC: Drives the Business and Strategy


Partner strategy consultant psc offering

Partner Strategy Consultant (PSC) Offering

Solution Development and Alignment

Assist in development of new service offerings relevant to growth market opportunities and aligned with Microsoft product roadmap.

Value Pillars

Objectives

  • Readiness and Enablement

    Webcasts; architect summits; airlifts; training; early adopter programs.

Accelerate Competitive Advantage

Drive Innovative Solutions and Services

Promote Revenue

Growth

  • Revenue Growth

  • Account and Opportunity Support

    Joint account planning; proposals; design reviews; competitive positioning; facilitate field relationships

Trusted Advisor Relationship


Welcome to the partner briefing series preparing for fy07

Getting Started: Microsoft PSC Service Offering Delivery Life Cycle

Helping Partners grow their business with compelling Microsoft-based

solutions and services

D E L I V E R Y

Three Months to Multiple Years

Planning

15 - 30 Days

  • Stakeholder Analysis - Creating a Vision/Scope for the Delivery Phase

  • Building a Partner Roadmap & Activities Plan

  • Solution Alignment and Development Plan

  • Joint Field Readiness and Enablement Plans

Develop and Execute

Roadmap

Technical

Opportunity

Support

PSC

Deep Readiness

and

Enablement

Stakeholder Reporting Milestones


Microsoft services partner advantage mspa offering

Microsoft Services Partner Advantage (MSPA) Offering

  • Services offering developed with Partners, for Partners; “Premier Support”

  • Provides a single point of contact for your technical needs in building, deploying, and supporting software on the Microsoft platform

  • Allows you to call Microsoft on behalf of your customer

  • Allows you to bring Microsoft to your customer site for workshops and consulting services


Services available with mspa

Services Available with MSPA


Microsoft service partner advantage plans

Fixed-price, prepackaged service plan

Phone-based, pooled technical service coordinator; business hour availability

Prioritized 24x7 technical support

Limited phone-based support consulting services

Customizable, scalable service plan

Designated services account management with in-depth partner experience

Prioritized 24x7 technical support with enhanced escalation

Greater access to proactive support consulting services and custom consulting services

Focused Partner advocacy

Microsoft Service Partner Advantage Plans

Standard Plan

Plus Plan

Foundational support needs in a fixed price package

Customized service options designed for complex partner needs


Co engagement partners and microsoft work together

Thousands of partners and their Consultants are engaged on Microsoft Consulting projects

Partner enablement is part of the Microsoft Consulting business

Co-engagementPartners and Microsoft Work Together

MCS Revenue by Partner Engagement Scenario

6%

2%

65% of Revenue - Microsoft Prime,

Partner Sub

20%

20% of Revenue - Microsoft Alone

65%

7%

7% of Revenue - Side-by-Side

6% of Revenue - Partner Prime,

Microsoft Sub

2% of Revenue - To Partner


Where microsoft will engage directly the theatre of operations

Where Microsoft Will Engage DirectlyThe Theatre of Operations

SDS/SKUs

Customer Demand/ Customer Satisfaction

TargetAccounts

Relationship Services

New Technology

Accelerate Adoption

Productive Use

Lighthouse

Do What is Right (Customer/ Partner Experience)

Accelerate Adoption and Enable Partners

Move

the

Market

SDS

&

SKU

SDS

&

SKU

Multiple TAMs Multiple ESCs

2 TAMs

2 ESCs

Major Accounts

1 TAM

1 ESC

SKU

Corporate Accounts

TAM

All project work includes opportunity for co-engagement


Skus skus accelerate adoption and enhance productive use

SKUs SKUs Accelerate Adoption and Enhance Productive Use

Partner Participation

Objective

Approach

  • Develop ‘SKUs’

    • Microsoft-provenbest practices around business outcomes

    • Productized IP – codified and transferable

    • Clear engagement processes and timeframes

  • Prove/refine the IP before general release to customers and partners

  • Delivery by Accredited Professionals

  • Empower Partners to be primary delivery vehicle for SKUs

Engage small number of Partners for co-engagement in IP testing and evaluation process

Small number of partners pilot Partner-led SKU engagements and develop Partner Participation model

Once a SKU solution released, partners take it to the broad market

  • Ensure Customers capture full value of Microsoft technology

    • Technology adoption

    • Operational performance

  • Reduce complexityand perceived risk of deploying Microsoft Enterprise solutions

  • Grow the Enterprise Services Market for the Partner Ecosystem


Three year sku strategy

Three Year SKU Strategy

FY’09

FY’07

FY’08

Continue Proving the Concept

Start to Moveto Scale

Scale Upwith Partners

KeyThemes

Emphasis

Productive Use

Accelerated Adoption and Productive Use

Accelerated Adoption and Productive Use

Limited: Exchange, Infrastructure Optimization

Expanded

Specific areas of Microsoft Stack

Technology

Coverage

Delivery

Model

Enterprise Services (ES) Led, Partner Pilots

ES Led, Partner co-engagement, and Partner transition

New SKU development and pilots continue as mature SKUs transition to Partners

Mature SKUs PrimarilyPartner Led

New SKU development and pilots continue as mature SKUs transition to Partners


Agenda summary

Agenda Summary

  • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage

  • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners

  • We’re focused on deeper customer andPartner relationships

  • We’re investing in Services as a catalystfor growth in new products and technologies


Microsoft partner services contacts

Microsoft Partner Services Contacts

  • Microsoft Partner Services Strategy

    • Bryan Rutberg

      Director, Services Partners, Microsoft Services

      [email protected]

  • Microsoft Services Partner Advantage

    • Darren Patrick

      Program Manager, US Partner Services

      [email protected]

    • www.microsoft.com/partneradvantage

  • Microsoft Partner Strategy Consultants

    • Brooke Banbury

      Engagement Manager, US Partner Services

      [email protected]


Welcome to the partner briefing series preparing for fy07

© 2006 Microsoft Corporation. All rights reserved.

This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.


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