Striking Gold in Manufacturing and Resources John Bradley Industry Market Development Manager Manufacturing & Resources Industries

Today’s Conversation Microsoft’s Strategy in M&R –Forces Shaping the Industry and Microsoft’s Response Partners in Action –Examples of Innovative Solutions –Cloud Computing …… why lead? Call to Action and Resources –Guidance on Next Steps

Industry and Partner Presence

WW Manufacturing and Resources StrategyStrategy Our Mission

Industries and Solution Areas Sales & Services Governance, Risk, Compliance Business Insight Sales & Service Operations Business Insight Governance, Risk, Compliance Sales & Service Innovation/PLM Digital Marketing Business Insight Operations Sales & Service Innovation/PLM Business Insight Operations Governance, Risk, Compliance Oil & Gas (Mining) Power & Utilities DiscreteDiscreteProcessProcess

M&R in Australia Diversity - No geographic concentrated regions (with exception of Perth for Resources) Value to Economy $104.7B, Exports $88.4B Manufacturing represents 9.4% of Australian GDP (down from 20% 25 years ago) GDP % figures (last 20 years) Fin Services up 3.8 to 10.8 M&R - Mining up 2.7 to 7.7, Construction sector's up 1.1 to 7.4 ''professional, scientific and technical services'‘ up 1.8 to 6.1 agriculture down 0.7 to 2.6, manufacturing down 4.6 to 9.4 BUT both are producing more output M&R accounts for 471 (47%) of the BRW Top 1000 companies in Australia

Our Commitments 1 Partners 2 Winning Share on Tier 1 Applications Leading with our Future 3 Cloud 4 Delivering Business Value to Customers

Convergence of IT and Operations – your opportunity Control Systems, DCS and Automated Equipment Enterprise Asset Management (EAM/SAM) Shipping/Receiving Materials Handling Production Control / MES SCADA and HMI Quality Management Laboratory Information Management Document Management Regulatory Affairs EH&S Business Intelligence and Enterprise Performance Management Plant Operations Customer Relationship Management (CRM) Product Lifecycle Management (PLM ) Supply Chain Management (SCM ) Enterprise Resource Planning (ERP) Plant Floor Visibility Enterprise Mfg Visibility

Partners in Action: Example of Success Stories

OSIsoft Background Founded in 1980 Headquartered in San Leandro, CA; Offices around the globe Roughly 700 employees worldwide Over 20% of revenue invested in R&D 14,000 Installed Sites, over 110 countries 40% of Fortune 1000 process and manufacturing 65% of Global 500 process and manufacturing Process Manufacturing: Utilities, O&G, Pharma, Mining, P&P, Facilities Management Microsoft Global ISV, Alliance Partner (15 years) 2009 / 2010 Partner of the Year Awards

Business Insight – physical assets

Why Build on Microsoft? Because of the Growing Role of MS Infrastructure in M&R Functional Optimization 1980’s Large Centralized Applications Microsoft Windows IT Efficiency 1990’s Smaller Centralized & Some Distributed Applications Technology Standardization Data Historian Process Optimization Distributed Applications Windows XP Office 95/2000 Real time Data Integration 2000’s Integrated Value Chains Modular “Best of Breed” Real Time Data Infrastructure Integrated Microsoft Stack Evolution of the Infrastructure Areas of Focus

Partnering with Microsoft and OSIsoft Short Term –Consortia of SI & ISV delivering Business Insight in M&R –Take advantage of existing opportunities –Sales and marketing Support (Microsoft Partner Network) Networking: Communities, Materials, Info, Events Long Term –Don’t reinvent the wheel Use Microsoft’s existing plumbing – confidence, familiarity, install base

Partners in Action: Example of moving to the Cloud Gcommerce Inc.

Industry Solutions in the Cloud SolutionPartner NameCustomer Reference GCommerce

The 80/20/80 Rule Special orders represent more than 80 percent of the transactions in our industry Reducing this number for our customers is there core competency! 80% of the Orders … Drive 20% of revenue … Create 80% of Cost of Operations Cost Profit

Standard Model Domain Expertise Core Virtual Inventory Lookups Core Real-Time Inventory Lookups Core Any-To-Any Translation Core Disparate Communication Protocols Core Business Process Core EDI Core Data Standards Core Hardware Purchasing Support Maintenance Support Patching Support High-Availability Support Backups Support Disaster Recovery Support Warranty Management Support Licensing Support Hardware Configuration Support Redundancy & Failover Support Scale Support Geo-Location Support Non-Value-Add Cost Centers Value-Add Core-Competencies

Azure Model Cloud – Managed Hardware Software High-Availability Redundancy and Failover Backups Disaster Recovery Geo-Location Scale Domain Expertise Core Virtual Inventory Lookups Core Real-Time Inventory Lookups Core Any-To-Any Translation Core Disparate Communication Protocols Core Business Process Core EDI Core Data Standards Core Hardware Purchasing Support Maintenance Support Patching Support High-Availability Support Backups Support Disaster Recovery Support Warranty Management Support Licensing Support Hardware Configuration Support Redundancy & Failover Support Scale Support Geo-Location Support Non-Value-Add Cost Centers Value-Add Core-Competencies Speed to market Lower TCO Global Scale Minimal Learning Curve Focus on Core

Next Steps Focus on delivering business value Understand the cloud opportunity Work with local/Sub Partner Account Manager (PAM) resources and Industry Market Development Managers (IMDM) to promote your solution and engage locally Work with local Development and Platform Evangelism (DPE) group to join early technology adopter programs Microsoft’s M&R information