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Industry Matters. Delivering Value with Industry Solutions . Tim Dawson Industry Manager Financial Services Sector. Today’s Agenda. Why focus on industry?. What does success look like?. Competitive landscape?. Making it real. Call to action. CLOUD. Our Vision. Public/Private.

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industry matters

Industry Matters

Delivering Value with Industry Solutions

Tim Dawson

Industry Manager

Financial Services Sector

today s agenda
Today’s Agenda
  • Why focus on industry?
  • What does success look like?
  • Competitive landscape?
  • Making it real
  • Call to action
our vision


Our Vision








advantages of a vertical approach
Advantages of a vertical approach
  • Distinction from other partners
  • A natural position on the long- or shortlist
  • Efficient use of development capacity (1-to-many)
  • Higher fees for consultancy (due to vertical knowledge)
  • More profit!
advantages of a vertical approach for microsoft
Advantages of a vertical approach  for Microsoft

Better spread of partners in the market

Less competition between Microsoft partners

Competition on value instead of price (= less discounts)

Partners are more profitable

Result is: Microsoft makes more profit!

industry at a glance
Industry at a Glance

Growing customer relationships Attract, acquire, and retain high-value customers through differentiated experiences.

Accelerating innovation Stay competitive by accelerating new product and service development and go-to-market success.

Driving corporate performance Improving business and financial performance with better business insights.

Managing governance, risk, and compliance Simplifying regulatory compliance and increasing business transparency.

Improving operations Increase efficiency and streamline processes and value-chain integration.

industry at a glance1
Industry at a Glance

Solution Area Approach

  • Key Vertical LOB Applications
  • Cross - Industry
  • Role Based Productivity

Financial Services

Manufacturing & Resources

Distribution & Services

Public Sector


industry solution maps
Industry Solution Maps
  • Sector alignment
    • Account teams to specific industries within each sector
  • Solution areas
    • Microsoft and partner applications prioritized and aligned to industry business processes
  • Worldwide execution
    • Partner capabilities mapping to solution area and geography/ country

Source: IDC

defining a solution area
Defining a Solution Area
  • Greater than $1B market size
  • Net new Microsoft revenue with healthy growth rate
  • Microsoft product alignment
  • Partner ecosystem in execution mode
  • Field sellers identified
example manufacturing operations
Example: Manufacturing Operations

*Data form to view additional Solution Areas can be found at: FY10 Solution Area Taxonomy


“Supply Chain Visibility and Collaboration”

“Supply Chain Visibility”

“Adaptive, collaborative Supply Chains”

“Claims Servicing”


“Oracle Insurance Claims”

15 industries

78 solutions

20 industries

~ 130 solutions

19 industries

~100 solutions

partner resources
Partner resources


Industry Market Development Managers

Partner Account Managers

Technical: STU and Dynamics TS and SSP resources

Sales|marketing resources:

Portals: Partner NetworkPartner Source

Industry Vision Videos: Office Labs

White papers, Pod casts and more :

Case Studies/References:

ptu alignment
PTU Alignment

HP/EDS/Oakton – Philip Colligan Alliance PAM


Public Sector - IMDM

Distribution and Services

Greg Jones IMDM

Mftg and Resources

John Bradley IMDM

Financial Services

Tim Dawson IMDM


Marie O’Donovan IMDM





Michael Adams IMDM

call to action
Call to Action

Uncover new opportunities for innovative customer solutions that grow revenue and lower costs

Understand how solution areas and industry alignment accelerate those opportunities

Leverage a variety of resources at each stage of your business cycle

Share your feedback and complete evaluation form