1. Phil Carrier – Health Sector Director Philca@Microsoft.com
MICROSOFT AUSTRALIA - GENERATING A HEALTHIER BOTTOM LINE.
SESSION: AP057
Phil Carrier – Health Sector Director

2. 4 Objectives today…. Introduce Australian Health Team & our Goals.
Show you where opportunities are.
Show you some MS Health Wins (and thank you).
Ask for your HELP!

3. Mrkt / Services / Partner
= Mid Market
Who are we?
Health Core Team
Mrkt / Services / Partner
TBH
HSG Team
Branch Sales Team

4. What our territory consists of:
Product Quota = C$88m
Microsoft Services Quota = $8.1m
Number of Accounts = 10 Top Parents (67 Children)
Accounts with EA’s = 40
Number of Servers = 12,737
Number of DT’s = 125k
Number of Expiring EA’s in FY11 = 5
Verticals = Healthcare Service Providers;; Healthcare Ins. Public Hosp.; Private Hosp.; Community Care; Aged care; Primary care (GPs)

5. Translating into Goals & Commitments:
Revenue
EPG Priorities
Commitments
C$88M of product revenue
+12% YoY growth
A$8.1M of Services revenue
Premier & iTAP
Services Lines 1-6
Compete to Win & Drive Share
Adoption & Deployment
Grow Customer & Partner Relationships
Win the Enterprise Standard
S+S Mainstreaming
Deployment
Office – 46%
Windows 7 – 37%
Increase NSAT
O365 Customer Adds
MDOP Attach
SharePoint for Internet
Net Increase in Platform EAs
Net Increase in iTAP
Net Increase in Premier
Solution Area Wins
Conferencing Deployments
BI Wins
Cloud Productivity

6. The Opportunities Ahead….
So What !!!
We are living longer 
We have more chronic diseases 
Cardiovascular
Obesity
Cancer
Asthma
Etc…
Costs increasing  (5% + every year = 10%+ GDP)
Smart Health People doing Stuff they shouldn’t
Nearly 70% of Health is paid by Gov.
Nearly 18% of Gov. Funds go on Health
The System is screwed…and no one cares about the patient 
If Travel Worked Like Healthcare

7. So where do we see the Growth coming from?
Productivity:
ECM / BI / Collaboration
Datacenter:
Management & Virtualisation
Platform:
Platforms for LOB / BI
Dynamics:
CRM
Incubate:
Cloud Platforms
Productivity:
The Cloud
Datacenter:
Security
Productivity:
UC / UM
Optimised DT:
Win 7 / MDOP / VDI
Vendor Consolidation
Priority Industry Solutions - HSG
Services
SAM

8. Aspirational Growth - FY12/13:
$93M+

9. GROWTH LEVER: Productivity - UC / UM
Objective:
Secure Unified Communications & Unified Messaging workloads with Lync & Exchange
Compete with:
Cisco, Etc…
EPG Scorecard Alignment:
Conferencing Wins
Who to use:
ATU BIF, Compete BIF
Which Partners to engage: ?
Key Customer focus:
NSW Health; QLD Health; WA Health; Federal Health
Show Me the Money:
$8m+
GROWTH LEVER: Productivity - ECM / BI / Collaboration
Objective:
Win end-to-end Internet, Intranet, Search, Collaboration and BI workloads with MOSS platform
Compete with:
IBM, Oracle, Google
EPG Scorecard Alignment:
Notes Compete, SharePoint for Internet
Which Partners to engage: ?
Key Customer focus:
All Health Accounts Nationally
Who to use:
ATU BIF, Compete BIF
Show Me the Money:
$14m+

10. GROWTH LEVERS: Datacenter - Virtualisation & Management
Objective:
Move the end-to-end virtualisation and management strategy to Microsoft platform
Compete with:
VMware
EPG Scorecard Alignment:
MDOP Attach
Who to use:
ATU BIF, Compete BIF
Which Partners to engage: ?
Key Customer focus:
Vic Health; NSW Health; Fed Health, WA Health
Show Me the Money:
$10m+
GROWTH LEVERS: Platforms – Platforms for LOB / BI
Objective:
Gain intelligence and drive wins in to the application layer, helping secure SQL, BizTalk and .NET while marginalising Oracle
Compete with:
Oracle
EPG Scorecard Alignment:
Net new APAs
Who to use:
ATU BIF, Compete BIF, strong partner ecosystem
Which Partners to engage: ?
Key Customer focus:
All Health Depts. Nationally
Show Me the Money:
$20m+

11. GROWTH LEVERS: Dynamics CRM Seats Adds
Objective:
Provide our customers with CRM solutions within a collaborative platform environment
Compete with:
Siebel, Sales Force Etc.
EPG Scorecard Alignment:
Dynamics CRM Seat Adds
Who to use:
ATU BIF, Compete BIF, strong partner ecosystem
Which Partners to engage: ?
Key Customer focus:
NSW Health; SA Health; WA Health; Federal Health
Show Me the Money:
$2m+
GROWTH LEVERS: Incubate – Cloud Platforms (AZURE)
Objective:
Save our customers money and provide a cloud development platform
Compete with:
Google, Amazon, Sales Force Etc.
EPG Scorecard Alignment:
Windows Azure Platform Subscriptions
Who to use:
ATU BIF, Compete BIF, strong partner ecosystem
Which Partners to engage: ?
Key Customer focus:
All Health Accounts
Show Me the Money:
$4m+

12. GROWTH LEVERS: Optimised DT – Win 7 / MDOP / VDI
Objective:
Drive Windows 7 adoption and improve customer satisfaction whilst saving the customer money
Compete with:
Apple, Vmware Etc.
EPG Scorecard Alignment:
Windows Deployment and MDOP Attach
Who to use:
ATU BIF, Compete BIF, strong partner ecosystem
Which Partners to engage: ?
Key Customer focus:
All Health Accounts
Show Me the Money:
$5m+
GROWTH LEVERS: Datacenter – Security
Objective:
Save our customers money and increase share through consolidating workloads on to Microsoft platform
Compete with:
Symantec, McAfee, Trend Etc.
EPG Scorecard Alignment:
Systems Centre Revenue
Who to use:
ATU BIF, Compete BIF, strong partner ecosystem
Which Partners to engage: ?
Key Customer focus:
All Health Accounts
Show Me the Money:
$6m+

13. GROWTH LEVERS: Services
Objective:
Ensure all Premier Renewals are resigned, ITAP in 2 customers, Premier Growth
Compete with:
All competitors
EPG Scorecard Alignment:
Services Revenue
Who to use:
ATU BIF, Compete BIF
Which Partners to engage: ?
Key Customer focus:
All Health Accounts
Show Me the Money:
$8m+
GROWTH LEVERS: SAM
Objective:
Assist our customers to manage their MS Software assets and collect revenue for unpaid for licenses.
Compete with:
EPG Scorecard Alignment:
CPE and Revenue
Who to use:
KPMG and LAR Channel
Which Partners to engage:
LAR’s
Key Customer focus:
Where appropriate
Show Me the Money:
$7m+

14. GROWTH LEVERS: Productivity - Cloud
Objective:
Expand planning and execution to address people and non-PC devices via our On-Line Services
Compete with:
Google and others...
EPG Scorecard Alignment:
O365 Customer Adds
Who to use:
ATU BIF, Compete BIF, strong partner ecosystem
Which Partners to engage: ?
Key Customer focus:
All customers
Show Me the Money:
$9m+

15. Microsoft Australia Health Wins
Good Work Done  ….

16. Key Take Away’s….we need your help!
Don’t be shy – you need help in the Field with Health Customers – SHOUT OUT.
Health System today is economically unsustainable – we have to help with reform.
Competitors are every where but we have a better story.
We need to be positioning the Cloud in all Health Departments.