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

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

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

Financial Services Industry Overview Financial services is a very technology dependant industry The largest software investor in Australia FY09 software spend $1.14B Sector Compound Annual Growth Rate% Banking 11.10% Capital Markets/Securities 9.80% Insurance 13.00% Source: IDC 5

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! 6

Microsoft activities and investments 7

Adding Value to Customers 9/11/2018 1:31 AM 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 8 © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.

Superior Opportunities for Partners SI ISV Hoster SOA Layer/BizTalk Vertical apps MS CRM BI / Performance Management Extend Office System Sharepoint

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? 10

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

Partner resources Human resources: Sales|marketing 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 12

Success Stories

The Commonwealth Bank of Australia

How can Partners capitalise on the opportunity? Evaluate existing team skills Up-skill vs. hiring SMEs Join and participate in FS industry groups Invest in resources for POCs Bring opportunities to MS account teams 15

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 16

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 17

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