1. PERCEPTIONS VS. REALITY IN THE DATA PLATFORM MARKET LANDSCAPE Mark Jewett Michael Girdis Senior DirectorApplication Platform Manager Microsoft APACMicrosoft Australia SESSION: AP042

2. AGENDA 1 Platform Market Trends 2 Microsoft Strategy and Momentum 3FY12 Australian Application Platform Team Plan

8. Published Vulnerabilities Since January 2009

9. Deploy & Future Proof Monitor & Manage Connect & Provision IT Professional End-User Share & Collaborate Mash-up & Analyze Find & Access

13. APPLICATION CHOICE We Believe In APPLICATION CHOICE We Are Deeply Focused onUSERS SERVERS + We Are Committed to SERVERS +SERVICES

14. Microsoft Growing Share +2points

15. Microsoft Australia – Application Platform Plan FY11 – Ask of Partners Share our vision and tell our story Align to one of one or more of our priorities Align to one or more of our ATUs Deliver and publish beach heads Understand how to work with Microsoft Services $120m+ 20% + YoY Growth 35% SQL premium Growth Grew faster than major competitors

16. Application Platform Australia – How we sell Evolution of how we sell Driving Relevance  Business insight & connection (supported by BGA)  Application understanding (supported by AGA) Driving Relevance  Business insight & connection (supported by BGA)  Application understanding (supported by AGA) A A Clarity around motions and solutions B B New Surround/ Enable Replace Alignment & Orchestration C C Sales, Services & Partner Alignment 1 2 3 4 Azure Solution Area Selling Platform Workload Selling Platform Modernization

17. Application Platform Australia – What we sell App Plat FY12Workloads ISV AppsIndustry focussed ISV apps & Dynamics WebRich Internet Applications.NET & Sharepoint Web Infrastructure Custom Development User ExperienceApplication Lifecycle Management &.NET BI & Reporting and Analysis Analytics & Data MiningReport Generation & Distribution, MDM SharePoint, BI Appliances Dashboards Data WarehousingData Warehouse GenerationData Warehouse (PDW, Fast track & Bespoke) IntegrationEnterprise Application Integration Biztalk Composite Applications.NET, Biztalk and Azure Line of Business Platform Platform modernisationSAP re-platform, Mainframe modernisation Oracle & Sybase migration Horizontal Solution partner applications Global and local ISV Application partners Private CloudConsolidationSQL, Virtualisation (Hyper V & ESX), System Centre, Consolidation appliance Public CloudRe-invent and disrupt business process Azure 100% Partner fuelled workloads ISV’s, SI’s, Resellers, OEM’s

18. What we sell – Case Studies Run 66% Grow 20% Transform 14% Enterprise Data Warehouse $7m in benefit p/a $200k p/a saving & faster Investment Bank - simulation Burst Monte Carlo calc. Fast response & scale (POC) Perf. Mgmt of all Health assets Impact: 90K patient outcomes p/a Near real time ability to respond

19. What’s New this Year

20. How we continue to drive momentum with Partners Enrollment for Application Platform Deployment Planning Services Solution Incentives Program Australian Application Platform Team FY12 Application Platform FY12 marketing campaigns 3 x Technical Specialist Geographic alignment for Solution specialists Principal Strategy consultants – 4 industries Corporate funding for big migrations - Safe Passage Dedicated Azure Team Increase V-TSP program Increased services coverage Mission critical Premier Tier 1 consulting

21. Sales: Who to Call? mgirdis@microsoft.com

22. Main Sessions to expand upon today

23. QUESTIONS Ask of Partners Share our vision – Get on Denali & Crescent Wave Align to priority areas & joint plan by completing a PSP Align to one or more of our ATUs Deliver and publish beach heads Understand how to work with Microsoft Services Get Gold certified for Solution incentive & V-TSP program

24. PARTNER RESOURCES Ensure potential customers can find you on Pinpoint http://pinpoint.microsoft.com/en-AU Get paid – ensure that you qualify for the Solution Incentive Program. Speak to your PAM for more info Differentiate your business by signing up to the Business Intelligence and Data Platform competencies https://partner.microsoft.com/Australia/ program/competencies Leverage the Partner Marketing Centre to help you reach more potential customers https://partner.microsoft.com/Australia/ salesmarketingsection Skill up your teams for success with the Partner Learning Centre and local Readiness https://partner.microsoft.com/Australia/ trainingevents Come to session: Doing Business with Denali The future ready Data Platform (AP095) tomorrow