How to Guide Customers through the Software + Services Decision Making Process PHIL MEYER Software Services – Technology Specialist

Session Overview

Market Opportunity Total software revenue forecast for SaaS delivery within the Enterprise software markets,

Customer View - Drivers Manage budget pressure Balance OPEX vs. CAPEX Get more from what's there today Invest in competitiveness More IT-related spend outside of IT

Introduction on Clouds Delivered as a Service Delivered as a Service Multi-tenant Multi-tenant Scalable & Elastic Scalable & Elastic Metered by Use Metered by Use Delivered using Internet technologies Delivered using Internet technologies

Extending tools and platform to cloud Experience across multiple devices Best-in-class SLAs and IT governance Best of both worlds User in control Deployment choices for IT

SERVERCLOUD TOOLS CLIENT Microsoft’s Portfolio

Microsoft’s Software plus Services Portfolio

Build versus Buy Build Buy

Collaboration WEB ERP

Collaboration WEB ERP

CRM Web Time Sheets Expenses ERP

Web Time Sheets Expenses ERP CRM Enterprise Reporting

SCM CRM Collaboration E Commerce

SCM CRM Collaboration E Commerce

Which workloads are in demand? TOP WORKLOADS 1.Web Conferencing 2.Collaboration 3.CRM 4.ERP 5. TOP DRIVERS 1.Lower upfront cost 2.Eases IT staff workload 3.Less infrastructure to buy / configure / support 4.Lower TCO 5.Increases efficiency CONCERNS 1.Compliance with regulations 2.Trust 3rd party to keep data secure / private 3.Data integrity when handing to 3rd party / control

What is the Opportunity for Partners? Larger customers prefer higher vendor involvement A significant % prefer to buy from their partner...And significant % of those are prepared to pay more when they do Trusted advice is key when customer make decisions

What is the Opportunity for Partners? Offer customer choice in representing one integrated platform … Choice leads to hybrid models … Hybrid models equals integration … Business Intelligence (BI)Business Intelligence (BI) Single Sign On (SSO)Single Sign On (SSO) Service Level Agreement MonitoringService Level Agreement Monitoring Single Support LineSingle Support Line

Case Study

Are you ready to guide your customers?

The market is moving $14.7B in 2012 (23.8% CAGR) The market is moving $14.7B in 2012 (23.8% CAGR) Choice is a continuum Opportunity is to guide customers Successful partners are doing this today In Summary

Go Do

Q&A

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