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Selling Against Competitive Platforms

Selling Against Competitive Platforms. Articulating Value of the Microsoft Platform. Nik Garkusha Platform Strategy Manager Microsoft Canada. Les Connor Microsoft Certified Professional Microsoft MVP , C-Five Ltd. Current Customer IT Challenges.

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Selling Against Competitive Platforms

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  1. Selling Against Competitive Platforms Articulating Value of the Microsoft Platform Nik Garkusha Platform Strategy Manager Microsoft Canada • Les Connor • Microsoft Certified Professional • Microsoft MVP, C-Five Ltd.

  2. Current Customer IT Challenges Most important IT Pro purchase preference drivers “The tight supply of professionals is putting upward pressure on wages with 38 % of U.S. employers paying higher wages for the same positions compared to the previous year… In the U.S., we’ve been seeing shortages in specific skill sets such as IT and engineering.”– Manpower.com Hardware and software acquisition costs typically represent a small fraction of total costs—usually less than 10%. AvailableChoices TCO On average, 10% of IT budgets go to security. In a study of companies that publicly disclosed a data security breach, theaverage price fell 5% by the 16th business day following disclosure and did not recover to a pre-disclosure level until 229 business days later Interoperability Security When choosing a development platform for in-house applications, 65% of IT decision-makers said interoperability with existing applications was their top priority Reliability 15% of typical 3-year server TCO is due to lost productivity from server down-time To learn more, go to microsoft.com/windowsserver/compare

  3. Total Cost Of Ownership (TCO) • TCO is more than acquisition cost • Largest factors: Staffing and Downtime • Software is a small portion of total cost Three Year Server TCO: The figure above is based on over300 interviews conducted across numerous platforms, presented in composite form. Source: IDC, 2007 To learn more, go to microsoft.com/windowsserver/compare

  4. Three Pillars Of SecurityQuality, management, innovation • Microsoft’s Security Development Lifecycle (SDL) results in vulnerability protection being incorporated into every phase of software development • Security Quality • Security Innovation • Security Management Microsoft makes it easy and efficient to administer security through a comprehensive, integrated, and simplified Defense in Depth approach • Microsoft is committed to investing in security for the long-haul – through process, products and services - and that commitment is paying off “Microsoft security has improved to the point where it’s not a security decision anymore (against Linux). It’s about skill sets and application and compatibility needs. If you’re looking at Apache on Linux against IIS on Windows, they’re equally secure.” Gartner Analyst Neal MacDonald,Information Security Magazine, June 2006 To learn more, go to microsoft.com/windowsserver/compare

  5. “Existing measures of component reliability are of little use to the enterprise. Instead, the industry must focus on understanding and measuring the reliability of a business solution in its entirety. A reliable business solution adapts effectively as requirements change, meets end-user service level goals, and is generally easy to maintain.” Perspectives On Reliability Customers told us a reliable system… Delivers reliable end user service Is easy to configure and maintain Is predictable as requirements change Average availability levels for Windows NT Server, Windows 2000, and Windows Server 2003. Measurements taken across a sample customer base and include both planned and unplanned downtime. To learn more, go to microsoft.com/windowsserver/compare Security Innovation. “Understanding Reliability: Measuring IT Pain Points” April 2005.

  6. Microsoft Products And SolutionsInteroperable by design Products Community Access Standards Interoperability Executive Customer Council Collab. Agreements Commercial Licensing Community Licensing OSP (Open Specification Promise) Deliberate delivery of interoperability in Microsoft products and technologies Listen to, and work withcustomers, partners, and competitors to buildbridges and coexist Make Microsoft technology assetsavailable to others Participate in standardsbodies and support standards in productsto foster interop To learn more, go to microsoft.com/windowsserver/compare

  7. Microsoft Provides More ChoiceThriving global ecosystem • Thousands of applications • 400,000 Microsoft partners • More than 355,000 MCSE professionals • More than 1.8M MCP certification holders • 8M+ developers • Largest ISV Community worldwide Growing Skill Base Growing partner and Channel network Large number of applications Greater choice at competitive prices for services, applications, and support

  8. Thank You! Your #1 Competitive Resource:http://www.Microsoft.com/Compare

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