1. The People Ready Vision for Business in the Enterprise
Colin Timm Director, Enterprise & Partner Group Microsoft Australia 1

2. Objectives
Position the broad challenges & opportunities facing large enterprises today
The key focus area in addressing these challenges
How are Microsoft & Partners positioned to help

3. The World of Work evolving
Content
Community
Commerce
Always on, always connected
One world of business
Transparent organisation
Cost pressure
Find info & improve business insight
Reduce IT costs and improve security
Simplify how people work together
Help protect and manage content

4. The 2 Core Priorities
Process & People
Adoption & Deployment

5. 1. Communication & Collaboration
Process & People
4. Industry & Role
3. Familiar & Complete
2. Reach & Richness
1. Communication & Collaboration
Process & People

6. 1. Integration & Interoperability 2. Virtualized & Managed
Adoption & Deployment
3. Software & Services
Adoption & Deployment

7. Role Based Productivity
1. Process & People
Finance
Last Mile of Productivity
I.T Operations
Sales and Marketing

8. Optimized Platform & Infrastructure 2. Adoption & Deployment
Application Platform
User Experience
Business Intelligence
SOA & BPM
Data Management
Development
Business Productivity
Unified Communications
Collaboration
Content Management
Business Intelligence
Search
Identity & Access
Security & Networking
Desktop, Device & Server Management
Data Protection & Recovery
IT & Security Process
Core Infrastructure
Basic
Standardized
Rationalized
Dynamic
IT Is A Cost Center
IT Is An Efficient Cost Center
IT Is A Business Center
IT Is A Strategic Asset
People, Process, Technology
Goal = I.T as a Business Enabler or Strategic Asset

9. Prioritize Solution Areas & Capabilities
Enterprise Standard
Business Critical Design Win
Solution Area
Design Win
APO
BPIO
Core IO

10. Customer Engagement Framework
Vision
Customer Value Prop
People - Ready Business
Strategy
Business Transformation
Operational Efficiency
Capabilities
People Ready Business
Solutions & Workloads
Role - Based Productivity Solutions
Infrastructure Optimisation Solutions
Grow Customer Relationships
Accelerate Innovation
Drive Corporate Performance
Manage Risk & Compliance
Improve Operations
Optimize Application Platform
Optimize Business Productivity Infrastructure
Optimize and Secure Core
Infrastructure
Bill of Materials
Procurement
(LO)
Licensing Lifecycle
New EA
SAM
Infrastructure Agreement
Component to Core CAL upsell
Premier & ITAP propositions with Partner Connection
Deployment Plans
Deploy & Service
License Optimisation
Renewals
True-ups
Upsell
Attach / Step-up
New EAs
SA Benefits
SAM
RPRC
Core to Enterprise CAL upsell
Renewal
True-up & Attach
MSFin - Structure
SA Benefits
Relationship Management / Opportunity Management / Business Management

11. Partner Alignment Solid Planning IO Step moves & Deployment
Your People Ready Business Proposition
Business & Solutions plans
Account & Deal level
IO Step moves & Deployment
Design wins – Business Critical to role type
Connection to Marketing Campaigns
Compete Investment
Capacity, Capability & Readiness
Partner on Partner – ecosystem alignment

12. Deliberate Dependency
Microsoft & Partners
Deliberate Dependency

13. Thank You