Building your Software or Services business on the Microsoft Application Platform.

1. Building your Software or Services business on the Microsoft Application Platform. Stuart White Application Platform Sales Lead

3. Today's Goal

7. Today's Agenda Our agenda is: The market is moving Six Business Opportunities Why Microsoft’s Application Platform

8. Application platform convergence trendsIT Consolidation and cost driving platform convergence • “Do you anticipate a convergence of these application infrastructure capabilities including business intelligence, application servers, portals, integration, SOA, and BPM to occur within your organization?” • IT decision makers1 expect application platform convergence • IT consolidation and cost reduction lead driver of convergence • “What do you think will drive the integration?” • IT consolidation and cost are key drivers of convergence • Base: All respondents • Base: 311 respondents who anticipate a convergence • (1) Based on interviews with 412 IT decision makers worldwide conducted by Forrester in October 2007 • Source: “Many Organizations Embrace Converged Application Platforms, But Adoption Barriers Remain”, a commissioned study conducted by Forrester Consulting on behalf of Microsoft, October 2007

9. Customer Value Proposition • High cost of operations • Sluggish application performance • Manual integration processes • Sub-utilization of information • Security breaches • Lower TCO • Optimized performance • Automatic processes • Information turned into insight • Improved security and compliance • To: Optimized application platform • From: Disparate, siloed applications ? ? ? ? Business application platform • ERP • LOB Reporting Analysis Developer tools Data Warehouse Business Applications ERP Finance CRM LOB • Finance • CRM Hardware Disparate micro-environments created for each application Business application platform optimized for performance, efficiency and insight

10. Strong and growing market 3 2 1 • Typical Services to SW multiple in Business Application engagements is 5x to 7x • Source: IDC

11. Today's Agenda Our agenda is: The market is moving Six Business Opportunities Why Microsoft’s Application Platform

18. Microsoft will lead with six solution offerings delivered via our Partners.

19. Six solution areas we can align on! 1 2 Data Warehouse Consolidate and streamline information Centralized Reporting & Analysis Visualize information Business application platform Reporting Analysis Data Warehouse Developer tools 6 3 Web Maximize flexibility and Agility Application Integration Automate business processes Business Applications ERP Finance CRM LOB Hardware 4 5 Dependable Platforms Increase reliability Server & Data Consolidation Reduce hardware and licensing cost

20. #1 – Data Warehouse • Disparate databases created for each application • Multiple, complex applications serving a variety of users • Data latency prevents business from real-time data access • Difficulty in setting data governance policies • Challenges • Consolidate information from multiple databases into a Data Warehouse • Centralized repository of data from multiple systems • Access to information without disrupting operational servers • Implementation of data governance and compliance policies • Solution • Produce a clean, integrated base of information • Improved information quality and consistency • Easier reporting and analysis of information • Easier end-user access • Benefits

21. #2 – Centralized Reporting and Analysis • Different reporting tools providing limited view of the business • Reports that offer a partial view of the business • Manual consolidation of information • High complexity and cost of management • Challenges • Incorporate data from multiple sources directly into a single reporting engine • Develop complete reports of the business leveraging all information • Create a unified data model to speed up analysis and reporting • Put in place comprehensive analysis tools & processes • Solution • Better decision support systems and end-user access • Comprehensive view of the business • Automated reporting and analysis of information • Easier end-user access to information • Benefits

22. #3 – Application Integration • Multiple application that do not talk to each other • Difficult to connect applications within and outside the business • Difficult to automate business processes • No way to monitor business processes • Challenges • Integrate diverse applications to automate business processes • Connect diverse applications regardless of platform and format • Support the execution of automated processes • Monitor processes in real-time • Solution • Greater business efficiency and agility • Drive Business Efficiency • Extract Value from Existing IT Investments • Increase organizational productivity • Benefits

23. #4 – Server & Data Consolidation • Uncontrolled server growth to support applications • High hardware and operational cost (power, cooling, etc.) • High cost in managing multiple servers and DB instances • Disparate database servers prevents effective compliance • Challenges • Server & Data consolidation and virtualization • Rationalize applications from multiple servers to fewer servers • Centralized management of database servers • Apply uniform governance and compliance policies • Solution • Reduced TCO and improved SLAs • Reduced hardware, licensing and operational cost • Reduced complexity and administration cost • Improved compliance and governance • Benefits

24. #5 – Dependable Platforms • Hardware and operational failures that disrupt business continuity • Unplanned downtime caused by power outages, failed hardware or human error • Planned downtime for software patches and hardware maintenance • Challenges • Implement a failover cluster solution to operate when systems fail • Create a mirror of your mission critical servers • Implement failover rules and procedures • Database & application platform Health checks • Solution • Application reliability and business continuity • Execute planned downtimes without disruptions • Minimize the impact of disruptions • Benefits

25. #6 – Web • How to differentiate web experiences and deliver real ROI from web investments. • Everyone is one the web • How do we differentiate our business on the web • Generate real returns from web investments • Challenges • The secure extension of the enterprise: • Extension of content & applications • Collaboration with customers, partners and suppliers via the Internet using web browser or mobile user experience • Solution • Maximize flexibility and reduce IT cost • Differentiated web experience • Creation of “meaningful” online communities • Real returns from web investments • Benefits

26. Questions... How many of you currently offer services or packaged service offerings in those 6 areas. or Intend to?

27. Today's Agenda Our agenda is: The market is moving Six Business Opportunities Why Microsoft’s Application Platform

28. Microsoft offers the best value at a lower cost: • Greater value at lower cost than many competitive products • Offers partners greater share of project budgets! • Simple, familiar and integrated

29. Next Steps • Take advantage of resources available • Grow your skills • Aim at getting the BI Competency • Register on MSPP • (If you haven’t done so) • Call me, call your Partner manager. • Get on the Platform SSP’s “go -to-partner” list • Have THAT conversation with us! • Drive wins during the recession • Sales and marketing resources • Take advantage of the • “Application Platform ” • campaign resources • Dashboard and Scorecards “in box” • Existing “repeatable” solutions • Identify a “repeatable • solution” that you can • offer to your client base

30. Q & A stuart.white@microsoft.com (02) 9870 2006

31. Opportunity to Win a HTC Snap Q - Name two of the six solution offerings that MS will lead with in the Application Platform space

32. Microsoft Mobile e-mail Plan from Telstra is now available! • Cost effective: Single monthly fixed fee for business e-mail plus 100MB data; • Supported by Telstra: Single point of contact for help desk support (backed by MS Premier Support) • Leverage investments in MS: Hostedor on-premise Exchange • Device choice: Plan is available on a range of Windows Mobile devices • Find out more - go to the Telstra or ICT booth; • Let your customers know! (Drive incremental Exchange activations, deployments); • Sign-up for the Microsoft Mobile e-mail plan; • WIN - An HTC SNAP at this session! • Be the first one to answer the question (from your presenter)! • Winner will be given a “certified” Mobile e-mail flyer • Winner to redeem their HTC Snap prize at the ICT booth. • HTC Snap – fast facts • Ready for Microsoft Mobile e-mail Plan activation; • “Inner Circle” – one touch button to get to your most important e-mails • “Windows Live” – messenger button to chat/IM with your family and friends; • Telstra “Blue tick” approved – recommended for country usage. • HTC SNAP is updateable to Windows Mobile 6.5!