1. 1

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

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

4. 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)

5. Overview of Government Industry
Australia: IT Spending in the Government Sector, 2005 and 2010 (Millions of Dollars)
2005
2010
CAGR (%)
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)

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

7. 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

8. 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)

9. 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

10. Example of spending in State Government
Intermedium 2008

11. 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.

12. 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)

13. Allocation of Budget Expenditure – State Government
Intermedium 2008

14. 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

15. Government State/Federal Marketing ActivityQ1 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

16. 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

17. 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
Contact your PAM to build a government industry plan into your PSP

18. 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.