1

Solutions for State and Federal Government Sue Johnston Government Industry Manager Jane Mackarell Industry Marketing Manager 2

Agenda Market Overview and Research Opportunity in State & Federal Government Marketing in State & Federal Government Partner Commitments

IT Spend by Industry Segment Australia: IT Spending by Industry, 2005 Public sector largest industry segment in Australia at 27%. Gartner 2007 Source: Gartner Dataquest (January 2007)

Overview of Government Industry Australia: IT Spending in the Government Sector, 2005 and 2010 (Millions of Dollars)   2005 2010 CAGR (%) 2005-2010 Hardware 916 974 1.2 Internal Services 1,450 1,526 1.0 Product Support 410 514 4.6 Professional Services 2,061 2,355 2.7 Software 293 399 6.4 Telecom Equipment 71 97 6.2 Telecom Services 841 742 -2.5 Total 6,043 6,606 1.8 Source: Gartner Dataquest (January 2007) Source: Gartner Dataquest (January 2007)

Today's Reality Is… Budget Delivery Availability Timelines Staff $ Delivery Timelines Staff Availability Expectations

Achieving best practice in Federal Government Leverage best practices to improve TCO and service levels Customer Engagement South Australian Govt In progress – assessment attached DIAC (with Unisys) Assessment completed State of Indiana $14M in savings (25K users) Asklepios Group 36.7% reduction in desktop TCO US Department of Defence New standard desktop project in place * From “Optimizing Infrastructure: The Relationship Between IT Labor Costs and Best Practices for Managing the Windows Desktop” IDC 2006

Capability Mapping in Federal Government Mapping business capabilities to the optimised infrastructure * From “Information Technology (IT) Drives Growth” Keystone Strategy, and Professor Marco Iansiti (Harvard Business School)

Peter Grant – State Director, QLD Investment Strategies across State Government Speaking the customer’s language Case management Big Bet in Government Business Intelligence Infrastructure Optimisation

Example of spending in State Government Intermedium 2008

Marketing in State & Federal Government – Jane Mackarell © 2008 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

State & Federal Marketing Strategy FY09 Public Administration Infrastructure & Transport Environment & Sustainability Community Services Public Safety & National Security Innovation, Efficiency to drive cost savings Protecting & Securing Citizen’s Data: Security Saving the Environment: Green IT Delivering Services Directly to Citizens Making Citizens Safe & Secure Turning Information into Knowledge Disaster Preparedness & Response Case Management (CRM) Request Service & Complaints Business Intelligence (SQL, Performance Point) Organisation Performance & Policy Implnt. Information Management (BPIO) Unified Communications (OCS) Core IO, Security, Green IT (Virtualization)

Allocation of Budget Expenditure – State Government Intermedium 2008

Example of Market Approach © 2008 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary. 16

Government State/Federal Marketing Activity Q1 Q2 Q3 Q4 Partner Conference – State/Federal session Case Management (CRM) partner & sales readiness, recruit UC/mobile Partner marketing support To Partner\IT Pro Info Management Partner marketing support and readiness Software + services partner recruit - public safety & national security Partner Public Sector Recruit & How to Buy Kit CAMPAIGN BASED ACTIVITY RMAA conference, Sydney Information Management (BPO aligned) APCO conference, Sydney TO CUSTOMER/ THRU’ PARTNER Govt BI roundtables UC & Mobility in public safety & national security How to buy for public sector BUSINESS AS USUAL ACTIVITY Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers BUSINESS AS USUAL Government Industry Website Update – PS & NS, Local Gov, Defence, citizenship, State and Federal Government Case Studies - Written and Video Quarterly Government Newsletters Government Vision collateral – Public Safety & National Security

Microsoft Resources for Partners Services Provision Fund for partners Case studies Access to segmentation and targeting research POC funds for reference sites Messaging support for industry and non-IT audience – eg Public Safety and National Security Leverage Microsoft and third party events Industry Web sites – partners profiled

Partner Commitments Access $30M worth of SPF – unique to government, focused on big issues in government – more than EVER before Understand the issues in Government Align with EPG Account teams and Specialist Sales and Partner teams – speak to your PAM Email gov@microsoft.com Contact your PAM to build a government industry plan into your PSP

1/17/2019 9:30 AM Q&A © 2007 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.