![Page 1: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/1.jpg)
![Page 2: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/2.jpg)
Connecting Customers
To What Matters…
Strategic Integration Projects
Using SOA
Marcy Larsen – Microsoft Australia
Janet Horton – Carpe Diem Consulting
![Page 3: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/3.jpg)
About today
What we will not cover
• Biztalk Roadmap
• Deep Technical insights or architecture
The area of focus
• The Basics
• Why Biztalk is not a product sell
• The Marketplace and Service opportunities
• How to engage Microsoft to secure wins
![Page 4: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/4.jpg)
What Is SOA?
• A style of architecture, not a product– Leverages existing assets in a loosely-coupled manner
– Standards are critical for success : WS-*, XML, RSS…
– Web services makes service orientation practical and drives broad industry interoperability
• Microsoft continues our commitment to delivering broad adoption of service orientation and interoperability through our investments in .NET
• Primary benefit centers around business agility
SOA represents an enabler for faster process change,
greater business insight and competitive advantage,
and the creation of a connected business.
![Page 5: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/5.jpg)
SOA ?
![Page 6: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/6.jpg)
Spear Wall
Snake Rope
![Page 7: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/7.jpg)
Infrastructure Architecture
Agile Organization
Integration
![Page 8: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/8.jpg)
Another way to define SOA
5
800
200
40
2.2
Dollars pulled through
for every dollar of licence sold
Million: the estimated size
of the SOA market for APAC
Million: Australia’s share of that market
The compound annual growth rate
of the SOA market
Billion. Estimated APAC market size
by 2010
![Page 9: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/9.jpg)
The reality of the information worker
CRM
HR
eComm
Logistics
Customer
Regulatory
Financial
ERP
Supplier
![Page 10: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/10.jpg)
Value = Benefit - Sacrifice
So, why don’t businesses change?
![Page 11: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/11.jpg)
Business drivers are catalysts for change to SOA
![Page 12: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/12.jpg)
Is it really that easy?
•“The Dark Side of SOA”
InformationWeek, September 4, 2006 Quiet
Resistance
24% say projects fell short of expectations55% say project introduced more complexity
41% say project cost exceeded while failing to generate promised return
Only 7% say results exceeded expectations
Skepticism about
benefits
Confusion
About
meaning
Fear of Uncertainty
Immature
Delays to
prove ROI
Reports of
failures
![Page 13: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/13.jpg)
Exposing the organisation through SOA
“The days of a special
class of experts
controlling one-way
flow of information are
over. If you are going
to be naked, you had
better be buff.”
![Page 14: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/14.jpg)
Neal CrossIndustry Solution Specialist
Microsoft
Selling BizTalk
![Page 15: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/15.jpg)
The Good, the bad and the revenue
•The Good– Complex integration– System workflow– Industry Standard messaging– An ESB– STP and transformation
•The Bad– Highly transactional systems– Stateless .NET Services
•The $$$– This is a software engineering task - !P+P
![Page 16: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/16.jpg)
Sales Incentives and MS Support
• 1 hour of initial assistance for all BizTalk opportunities
• An XBOX 360 to every person who brings MS a BizTalk opp that closes *
• Please put your contact details and brief description on the evals
• Deals must close before the end of June 15 2009
• MS can engage in number of ways – we are willing and able to engage on ALL BizTalk opps
![Page 17: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/17.jpg)
SOA and Biztalk
200
![Page 18: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/18.jpg)
Industry Opportunity
0
5
10
15
20
25
30
35
40
45
Customers
Avg Size
![Page 19: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/19.jpg)
Why Microsoft Cares
Direct Revenue : Avg Biztalk deal size is $40,000 with the highest in Australia being over $500,000
The Platform Synergy : $1 of BTS pulls through an additional $4 – 7 of other Server products (SQL, VS.NET, MSDN, MOM, Sharepoint, Infopath and Dynamics)
Services Opportunity: $1 in sales generates $5 in Services!
![Page 20: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/20.jpg)
Lifecycle
Purchase
Architecture
Implementation
Stabilization
Pre-Deployment
Operation
![Page 21: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/21.jpg)
How we are going to market
Q1 Q2 Q3 Q4
0% - 20% 20% - 40% 40 - 60% 60% - CloseMSPP Stage
Timing
Key BusinessMilestones
TechEdProfessional Developers Conference
Execution Focus
LaunchBizTalk V6/SOA Roadshow
Generate Product and Solution Demand
BusinessThemes
Close Pipeline
BizTalk V6 GA
“Tomorrow, Today”“The Road towards Oslo”
“Fast Start”
Product and Solution
Campaigns
1 : Many 1 : Targeted 1 : Few 1 : 1
WW SOAConference
“Close out the Year”
Scope
Upgrade
Supply Chain
SOA Event
SOA Event
Workshop
Workshop
Partner
PartnerZero BizTalk
Payments
Local Gov
...
...
...
![Page 22: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/22.jpg)
Fill out the form
We will contact you within 30 days
Get involved with the campaign, APO Uni, and the SOA Wave
Talk to us about your capabilities and opportunities
– win an XBox
Share your customer list to see if you have one of the 200
Next Steps
![Page 23: Connecting Customers - download.microsoft.comdownload.microsoft.com/documents/australia/partner/... · Connecting Customers ... Janet Horton –Carpe Diem Consulting. About today](https://reader034.vdocuments.us/reader034/viewer/2022042311/5ed99daf801c872007065fee/html5/thumbnails/23.jpg)