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Selling in Federal Government, Defence & Public Safety. Terry Moloney, Federal Director. Agenda. How Canberra operates Recent Government changes Drivers and impacts Opportunities Working together to succeed. Microsoft Federal Region. The Federal Marketplace. Key IT Drivers.

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Presentation Transcript
agenda
Agenda

How Canberra operates

Recent Government changes

Drivers and impacts

Opportunities

Working together to succeed

creating opportunities
Creating Opportunities

We need to collectively move from software sellers to solutions companies, demonstrating our ability to contribute to productivity gains and skills development

Collectively demonstrate ability to derive business value from technology that is already licensed

Deployment to become the key driver – failing to deploy VSA purchases will impact renewal and future software and services sales. Partners are absolutely key to us gaining credibility in delivering real business value

defence and public safety trends opportunities
Defence and Public SafetyTrends & Opportunities
  • Collaboration
    • Move from “need to know” environment to “need to share” environment
  • Security

– Desktops, servers, networks

    • Wireless/mobile
  • Information Sharing & Exchange
    • Analysis, Visualisation, Collaboration

Web

Desktop

  • Software +
  • Services

Devices

Enterprise

changes in competitive landscape
Changes in Competitive Landscape

Government tendering is well down (-26% YOY by value)

Contracts awarded down $1 billion (-30% YOY)

No major transformation projects on the horizon

Incumbency is a powerful ally

working together in federal
Working Together in Federal

Local representation (and support capability) critical

Engagement with both business and technical decision makers

Work closely with Microsoft Account Managers, Technology Advisers and Solution Specialists through Michael Adams

It is different!