2. Partnering with Microsoft in Local Government Sue Johnston Government Industry Manager Jane Mackarell Industry Marketing Manager

3. Agenda Market overview & research The citizen services platform opportunity Partner readiness & marketing campaigns Partner commitments

4. 10,000 7,000 18,500 1,200 1,500 ? 20,000 27,000 No. of Councils No. of PC’s 76 152 69 79 29 35 143 Local Government in Australia 615 Councils and Shires across Australia. Complex business model. Procurement aggregated through association arrangement. In FY08/09 Local Government spend estimated between $1B-$2B (Aus) Gartner June 2008

5. Local Government Market Size IT Spending by Segment 100% = $1.5B (AUS) Software Spend 22% = $330M (AUS) Services Spend 43% = $645M (AUS)

6. Today's reality is… Budget Availability Budget Availability $ Delivery Timelines Delivery Timelines Expectations Staff Availability

7. Today's reality is… Citizens now expect… – Responsive service delivery – Integrated portfolio of services – Efficient, multi-channel communication There has been an evolution of expectation

8. Market research – current capability

9. Market research - capability effectiveness

10. AlignmentBusiness Process Citizen contact centre Citizen Portal/InternetAbandoned Waste Reporting, Council Meetings & Agenda/Minutes Manager, Community Events Calender, Mayor/Elected Official Newsletter,Road Hazard Reporting Search Performance Reporting/ Business Intelligence Team collaborationCouncil Meetings & Agenda/Minutes Manager Intranet/PortalCouncil Meetings & Agenda/Minutes Manager Mobile applications for field staffMobile Inspections GIS Interactive forms Case ManagementRoad Hazard Reporting, Abandoned Waste Reporting, Electronic procurementCouncil Meetings & Agenda/Minutes Manager Document and records management E-mail Business process – capability alignment

11. Local Government focus areas – FY09 Citizen Service Platform Framework for LG Market research Partner recruit and readiness To customer marketing campaign Improved sales coverage Licensing Optimisation Simplify Licensing How to buy for LG – customer and partner messaging Improved sales coverage Infrastructure Optimisation Profile LG maturity to enable prioritisation of operational improvement projects Marketing campaigns driving Core, BPO, APO Improved sales coverage

12. Citizen Service Platform

13. Citizen Service platform structure

14. Citizen Service core platform capabilities Citizen Service Platform

15. Performance Point Performance Management ForefrontSecurityForefrontSecurity System Center Server Management BizTalkIntegrationBizTalkIntegration Vista Desktop Services OCS Communications Citizen Service extended platform capabilities Citizen Service Platform

16. What do the templates offer? CustomersCustomersPartnersPartners Relevance Help show our customers what our technology can deliver, and how it meets the ever-changing challenges they face Speed Customers can use the templates to bring some initial goals into production quickly Skills With the source code, they help to educate our partners on how to deliver these solutions on our platform Demonstration Give our partners a platform to demonstrate the value of their solutions

17. Citizen Service platform portal Citizen Civil Servant Politician Visitor Politician’s Dashboard

18. Local Government focus areas – fy09 Citizen Service Platform Framework for LG Market research Partner recruit and readiness To customer marketing campaign Improved sales coverage Licensing Optimisation Simplify Licensing How to buy for LG – customer and partner messaging Improved sales coverage Infrastructure Optimisation Profile LG maturity to enable prioritisation of operational improvement projects Marketing campaigns driving Core, BPO, APO Improved sales coverage

19. Greater Microsoft sales coverage – local government Ed Moore National PS Sales Manager Ben Place Sales Engagement Manager QLD / NT Warren Bailey Sales Engagement Manager NSW/ ACT Ken Rankin Sales Engagement Manager VIC & TAS Michael Leung Gov QLD & NT Liam Ridgeway Accont Manager – K12 National Edu TBH Account Manager ACT/ WA,/SA Ellis Spooner Account Manager – National Health Yin Teng See Account Manager – NSW Gov Paul Hutchings Account Manager – K12 National Edu Anita Malhotra Account Manager – Vic & Tas Gov

20. Citizen Service platform campaign Q1Q2Q3Q4 TO CUSTOMER/THROUGH PARTNER TO CUSTOMER/ THRU’ PARTNER To Partner Partner Conference – local Govt session Partner and Sales Readiness Training – Citizen Service - NOVEMBER Citizen Service Partner marketing support LGTS Victoria Conference – awareness activity - AUG Citizen Service Platform Campaign – MOSS external adaptor offer; partner offers; showcase reference sites. Gordon McKenzie – WW lead customer visits Coffs Harbour IT Conference – awareness activity – NOVEMBER Local Govt P2P Networking Nights, 5 cities – access templates, nominate pilots - SEPTEMBER 3 X Pilots identified; case studies generated Partner led demand generation, using MDF TO PARTNER

21. Licensing optimisation – Q2, Q3 To customer campaign to simplify how to buy in local Government Supporting materials, training and guidance for partners re government licensing – including material for new licensing program, Open Value for Government

22. Business intelligence in government Q1/Q2

23. Information management (BPO) Q2 MDF available for partners to generate demand in local government Branding and exposure support for Microsoft Gold Partners at RMAA conference, Sydney, September Partner technical readiness and sales and marketing training support Messaging support for relevance to local government customers

24. Local Govt marketing activity – all up Q1Q2Q3Q4 CAMPAIGN BASED ACTIVITY BUSINESS AS USUAL ACTIVITY Government Industry Website Update – Public Safety & National Security, Local Govt, Defence, citizenship Government Case Studies - Written and Video Quarterly Government Newsletters TO CUSTOMER/ THRU’ PARTNER BUSINESS AS USUAL To Partner\IT Pro Partner Conference – local Govt session Partner and Sales Readiness Training – Citizen Service Info Management Partner marketing support Partner Public Sector Recruit & How to Buy Kit Citizen Service Partner marketing support LGTS Victoria Conference Information Management (BPO aligned) Citizen Service Platform Campaign – MOSS offer RMAA Sydney, Conference Coffs Harbour IT Conference Local Government Platform Vision collateral Local Govt P2P Networking Nights Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers How to buy for Public Sector Govt BI roundtables UC & Mobility in Govt

25. Microsoft resources for partners Partner networking nights Partner readiness Partner marketing and sales support Case studies POC funds for Citizen Service reference sites Messaging support for industry and non-IT audience Event alignment –Umbrella branding, booth support at 3 rd party external events –Industry association partnerships and alliances –Speaking slots at Microsoft led events Industry Web sites – partners can be profiled

26. Partner commitments Align with Microsoft sales teams – greater coverage in local government in FY09 Email localgov@microsoft.comlocalgov@microsoft.com Contact your PAM to build a government industry plan into your PSP Attend the Partner 2 Partner Networking nights for Citizen Service Platform in September Attend the Partner training for Citizen Service Platform in November

27. Questions & Answers