Delivering Value in Financial Services in Tumultuous Times

2. Delivering Value in Financial Services in Tumultuous Times Tim Dawson Financial Services Industry Manager

3. Agenda • Financial services industry overview • Microsoft activities and investments • Adding value to customers • How can Partners capitalise on the opportunity? • Competitive overview • Partner resources • What is the market opportunity for Partners? • Partner commitments to get involved

4. The Times, They Are A Changing... Despite some of the worst market conditions in the world – there is a significant opportunity for us

5. Financial Services Industry Overview Financial services is a very technology dependant industry The largest software investor in Australia FY09 software spend $1.14B Source: IDC

6. Microsoft activities and investments Created Worldwide Industry teams in 2004 SMEs with deep FS business and technology backgrounds Part of global marketing spend We are taking market share!

7. Microsoft activities and investments

8. Adding Value to Customers • Attract and retain customers • Increase the value of customers • Delight the customer Customer Experience • Increase automation • Eliminate silos • Simplify the business Process Excellence • Risk management • Reduce infrastructure complexity • Cost reduction Reduce Cost and Reduce Risk • Distribution superiority • Value chain focus • Smart sourcing Sustainable Leadership

9. Superior Opportunities for Partners

10. Adding value to customers Key questions: How do your sales/service teams know which products their customers prefer most? Is customer information stored in disparate systems and how do you get it out? How much time do your advisers spend on “administrivia” versus selling? How do you address the difficultly of analyzing trends in real-time? Who is the employee that will have the next big idea for your company and how do you empower them?

11. Competitive overview Status quo for customers: Limited multichannel and BI capabilities or expensive narrowly deployed solutions Underused CRM assets with limited systems integration Key competitors

12. Partner resources Human resources: Industry Manager Partner Account Managers Technical: STU and Dynamics TS and SSP resources Sales|marketing resources: Fin Serv Australia collateral Global Marketing: 5 pillars of People Ready Business Non-human technical resources: Training: PAMs Case Studies/References : www.microsoft.com/casestudies

13. Success Stories

14. The Commonwealth Bank of Australia

15. How can Partners capitalise on the opportunity?

16. What is the market opportunity for Partners? With turmoil and uncertainty, FSIs are focused on: Income and growth Cost reduction Risk management and compliance Typical size of opportunities? Customer Knowledge: GSM: $1,792,462, CAS:$565,559 Advisor Platform: GSM :$ 580,293, CAS: $177,770

17. Partner commitments to get involved Learn about our Solution Areas: www.microsoft.com/financialservices Attend BI and MS CRM sessions at APC Enterprise managed partners Sign off your PSP with your PAM Bring opportunities to MS account teams Funding for lighthouse customer opportunities

18. Questions