1. Industry Matters Delivering Value with Industry Solutions Tim Dawson Industry Manager Financial Services Sector

2. Today’s Agenda

3. CLOUD

4. Customers Want More Than our parts

5. Technological Changes Ubiquity of Technology Mobility / Wireless Technologies | Internet Evolution | Cloud Computing The Social Revolution Social Computing | Wikinomics - The economics of mass collaboration | Web 2.0 generating seven new business models The Net Generation Born worldwide between 1977 and 1997 | Largest generation in history | First generation to be an authority on technology. Consumerisation of IT New technologies originating in the consumer space | Affordable access to technology | The importance of global (virtual) communities. The New World is approaching fast…

6. Advantages of a vertical approach Distinction from other partners A natural position on the long- or shortlist Efficient use of development capacity (1-to-many) Higher fees for consultancy (due to vertical knowledge) More profit!

7. Better spread of partners in the market Less competition between Microsoft partners Competition on value instead of price (= less discounts) Partners are more profitable Result is: Microsoft makes more profit!

8. Industry at a Glance

9. Solution Area Approach Key Vertical LOB Applications Cross - Industry Role Based Productivity Financial Services Manufacturing & Resources Distribution & Services Public SectorCommunications

10. Industry Solution Maps Sector alignment –Account teams to specific industries within each sector Solution areas –Microsoft and partner applications prioritized and aligned to industry business processes Worldwide execution –Partner capabilities mapping to solution area and geography/ country Source: IDC

11. Greater than $1B market size Net new Microsoft revenue with healthy growth rate Microsoft product alignment Partner ecosystem in execution mode Field sellers identified Defining a Solution Area

12. Priority Solution Areas: FS Solution AreaVertical BankingInsurance Cap Markets/ Securities Advisory ServicesXX X Customer & Performance Insight XX Customer KnowledgeX Online Financial ServicesXXX Risk Analytics & ReportingXXX

13. Priority Solution Areas: D&S Solution AreaVerticals RetailHospitality Cons. Goods & Wholesale Dist. Professional Services Business insightXX X Knowledge Management X Client ExperienceX XX Sales – Customer Relationships XX XX

14. Priority Solution Areas: M&R Solution AreaVerticals IndustrialMiningOil & GasPower Utilities Manufacturing Operations XX XX Power Utility – Delivery Solutions X Document & Records Management XXXX Sales – Customer Relationships XXXX

15. 15 Example: Manufacturing Operations *Data form to view additional Solution Areas can be found at: FY10 Solution Area Taxonomy FY10 Solution Area Taxonomy

16. Online Financial Services ASEAN bank demo

17. Competition “Supply Chain Visibility and Collaboration” “Supply Chain Visibility”“Adaptive, collaborative Supply Chains” “Claims”“Claims Servicing”“Oracle Insurance Claims” 20 industries ~ 130 solutions 19 industries ~100 solutions 15 industries 78 solutions

18. Partner resources People: –Industry Market Development Managers –Partner Account Managers –Technical: STU and Dynamics TS and SSP resources Sales|marketing resources: –Portals: Partner Network Partner SourcePartner NetworkPartner Source –Industry Vision Videos: Office LabsOffice Labs –White papers, Pod casts and more : www.microsoft.com/industrywww.microsoft.com/industry –Case Studies/References: www.microsoft.com/casestudieswww.microsoft.com/casestudies

19. Public Sector - IMDMCore EPG - IMDM PTU Alignment 19 Education Marie O’Donovan IMDM Health Johanne Sergeant IMDM Government Michael Adams IMDM Financial Services Tim Dawson IMDM Mftg and Resources John Bradley IMDM Distribution and Services Greg Jones IMDM HP/EDS/Oakton – Philip Colligan Alliance PAM

20. 2019 Montage

21. Call to Action