Grow Your Business with Microsoft’s Application

PlatformScott AllenSolution Specialist Microsoft New Zealand

Ben GreenProduct ManagerMicrosoft New Zealand

Agenda

1. What is the Application Platform?2. Application Platform Optimisation

(APO) Model3. Making Money with Business

Intelligence4. Making Money with SQL migration5. Launchwave 2008 – ‘Heroes Happen

Here’

What is Microsoft’s Application Platform?Forrester defines an application server platform as “infrastructure software for building Web and composite applications and, increasingly, applications based on service-oriented architecture (SOA) design principles”.  

Core Infrastructure Application PlatformProducts Windows Server

Windows SBSSecurityManagement

SQL ServerBizTalk ServerDeveloper ToolsOther Servers

The Microsoft Application Platform is a portfolio of technology capabilities, core products, and best practice guidance focused on helping IT and development department’s partner with the business to maximize opportunity. The core products of the Microsoft Application Platform are:

• SQL Server• Visual Studio 2005• BizTalk Server 2006.

Forrester’s Application Server Platforms Wave

In July 2007 Forrester evaluated 9 vendors in the assessment – BEA Systems, IBM, Magic Software, Microsoft, Oracle, Pegasystems, Red Hat’s JBoss Division, SAP and Sun Microsystems – each offering application life-cycle coverage and a cohesive product or suite of products.  

Forrester evaluated these nine vendors in five different scenarios –

1. Application Server Platforms2. Conventional Platforms for Web Applications3. Conventional Platforms for SOA Applications4. Java/J2EE and Java EE Platforms5. Independent SOA Platforms

Microsoft placed as a leader in every evaluation, except the Java-specific scenario

Forrester’s Application Server Platforms Wave

http://www.microsoft.com/presspass/itanalyst/default.mspx.

Increase AgilityManage

Information

Performance management

Reduce Application Backlog

Drive App Impact

Enables a dynamic application environment that supports business growth, increases competitive

advantage, and helps control costsBusiness

DriverPlatform

Investments

SOA and BPM

Scalable data platform

Pervasive BI

Application development

User Experience

Microsoft’s Application Platform

Business Driver

Platform Investmen

ts

Static, disparate applications and platforms

Standards-based, flexible business applications

More adaptive application platform driving core applications and business processes

Fully service-oriented, dynamic application platform

Cost Center More Efficient Cost Center

Business Enabler

Strategic Asset

How do you get there?Application Platform Optimization Model

Infrastructure OptimizationBuilding a People-Ready Business

• Provides capability framework to help you build an optimized infrastructure (not Microsoft-specific)

• Establishes a foundation based on industry analyst, academic, and consortium research

• Provides guidance and best practices for step-by-step implementation

• Drives cost reduction, security and efficiency gains

• Enables agility

Model-Based Approach

Application PlatformOptimization Model

Devices Web

Windows

Office

User Experience

Improving organizations by providing business insights to all employees leading to better, faster, more relevant decisions

Complete and integrated BI offering

Widespread delivery of intelligence through Microsoft Dynamics and Microsoft Office

Enterprise-grade and affordable

Business Intelligence

Flexibility, lower cost

Heterogeneous environment

Competitive agility

Flexible value chainProductivity, component reuse

Loosely coupled & adaptable

Business IT OperationsArchitecture &Development

SOA and Business Process

WebServices

Compact Edition

Data Management

Development

Operations Development PMO

Our Focus: Friction-FreeDeploymentSupport Rich Internet Apps and composite appsDesign for manageability and security

http://www.microsoftio.com/

•Business Intelligence

BizTalk Server TrainingBizTalk 2006 R2 Jumpstart Training (2 Days)

 The course will explore new functionality such as WF and WCF integration with BizTalk, but assumes some existing knowledge in these areas. The course also explores the new EDI and RFID technologies.Prerequisites:

 Experience with Visual Studio 2005, C# and .NET development.1+ year of experience with BizTalk Server 2006 is essential.

AUCKLAND – Dates TBC - register your interest by emailing nzbiztk@microsoft.com

Designing and Developing BizTalk 2006 and 2006 R2 Solutions (3-day workshop)

BizTalk Architecture – Standards - BizTalk Tools - Development and Web ServicesDebugging and monitoring - Business Rules Engine - Single Sign-On - Deployment and

administrationAdvanced techniques (time permitting) - Hands-on Labs (real-life, end-to-end scenario)Cost $1500 per personLocation Microsoft or on client PremisesDate – Organised as required Email nzbiztk@microsoft.com to arrange your training

Agenda

1. What is the Application Platform?2. Application Platform Optimisation

(APO) Model3. Making Money with Business

Intelligence4. Making Money with SQL migration5. Launchwave 2008 – ‘Heroes Happen

Here’

Gartner Survey of 1,400 CIOs

1,400 CIOs in more than 30 countries representing $90B+ in IT Spending

Average BI budget will increase by 4.8%

InformationWeek article on BI Spending77% of respondents

Less than a quarter of workers use BI software todayOnly 8% report more than half of employees use BI softwareBut, 38% say more than half of their employee’s will use BI software in two years

Gartner: “Business Intelligence will surpass security as their [CIOs] top technology priority this year.”

http://www.gartner.com/press_releases/asset_143678_11.html

http://www.informationweek.com/showArticle.jhtml;jsessionid=IFNUVEI1VUFNYQSNDBOCKH0CJUMEKJVN?articleID=181500685

BI Offers

Awareness & Interest Trial & Evaluation Purchase Deploy

Sales Cycle

White Paper Custom Assessment Discount Vouchers

Industry/Analyst Paper

Proof of Concept Financing

Customer Guides

Software Evaluation &

Trial Kits

Assessment Not for Resale Software

Resource Toolkits

Seminar Workshop

Case Studies

Offer Type

New Deployment

Competitive Migration Upgrade Cross Sell /

Up Sell Renewal

Business Opportunity

Top Resources For BI PartnersBI and Performance

Management Partner Portals BI Training FrameworkMicrosoft Partner Program Specializations

APO/BPIO Partner Sales Tool Kit BI Ready-To-Go CampaignBusiness Intelligence Resource Kit DVD

Performance Management PortalBusiness Intelligence Portal

Performance Management - IWBusiness Intelligence - DM

BI Resource Kit

• Hands-on-lab Image and scripts• Recorded Web Casts• Technical Resources• Case Studies

• News and Reviews• Whitepapers• Videos

www.microsoft.com/bi

Achieving The BI SpecializationCurrent Certification RequirementsEmploy or contract with two individuals, each of whom must have passed at least one of the following Microsoft exams • Microsoft Exam 70-431 : TS: Microsoft SQL Server 2005 -

Implementation and Maintenance• Microsoft Exam 70-445 : PRO: Designing Business Intelligence

Solutions Using Microsoft SQL Server 2005 Analysis Services • Microsoft Exam 70-446 : PRO: Designing a Business Intelligence

Infrastructure Using Microsoft SQL Server 2005 (available in 2007)• Microsoft Exam 70-228 : Installing, Configuring, and

Administering Microsoft SQL Server 2000 Enterprise Edition• Microsoft Exam 70-229 : Designing and Implementing Databases

with Microsoft SQL Server 2000 Enterprise Edition

Customer Reference RequirementsSubmit at least three customer references that showcase business intelligence services, reporting, tools, and application solutions using SQL Server technology

NZ Business Intelligence Activities

• PPS Launch at NZ Connect Events– October 16th Chch, 23rd AKL, 30th WGTN

• BI Breakfast in Wellington October 11– Business Decision Maker (1:few)

– Partner speakers– Used for starting conversations with BDMs about Microsoft BI

• BI Day in December 4TH • Technical Decision Maker/IT Pro (1:many)

• 200-300 level awareness/lead gen that includes how to’s and best practices

• Used for education and awareness of Microsoft’s BI offerings and to generate lead

41%Do not

Agenda

1. What is the Application Platform?2. Application Platform Optimisation

(APO) Model3. Making Money with Business

Intelligence4. Making Money with SQL migration5. Launchwave 2008 – ‘Heroes Happen

Here’

Database Server TrackerMicrosoft Server Tracker Scorecard FY07 - OS and Workloads - Email, DB, Direct Services

Email / Database / Dir Svcs / Others

Traditional Servers & PCs Used as Servers - Installed BaseEmail Server Used (Server Based)  Database Server Used (Server Based)  Directory Services Used (Organization Based)Server IB Workloads by OS (Overall Unsegmented)

Significance testing at 95% reliability

Total

FY05 FY06 FY07 w/o Edu FY07

Traditional Servers & PCs Used as Servers - Installed Base

Database Server Used (Server Based) (=100%)Microsoft 53% 74% 71% 71%Microsoft SQL Server 2000

50%

32% 29% 30%Microsoft SQL Server Version 7 9% 2% 2%Microsoft SQL Server Version 6.5 or earlier 1% 2% 2%Microsoft SQL Server 2005 1% 7% 7%Microsoft SQL Server (version unknown) 4% 5% 5%Microsoft Access 1% 27% 26% 25%FoxPro \ Microsoft FoxPro 0% 0% 0% 0%Microsoft (Others) 1% 0% 0% 0%Oracle 0% 5% 4% 4%IBM DB2 0% 1% 1% 1%Informix 1% 1% 0% 0%Sybase 1% 0% 2% 2%MySQL 3% 12% 6% 6%Postgres/PostgreSQL 0% 3% 0% 0%Pervasive/Pervasive SQL 0% 0% 3% 3%Progress N/A N/A 1% 1%SQL unspecified 0% 0% 0% 0%Ingres 0% 0% 0% 0%Don't Know 0% 0% 0% 0%Other 43% 13% 12% 12%

Base: Orgs using trad svrs or PC/svrs N/A 206 241 279Confidence Intervals (max %) - based on 95% reliability N/A 6.8% 6.3% 5.9%

30

Upgrade to SS2005 TriggersKey IT ScenariosHigher Availability Multi-terabyte data warehouse/Large OLAPEnterprise Reporting & AnalyticsMS Platform Pull Through (SharePoint, BizTalk, etc.) IT Lifecycle ManagementPlans to upgrade SAP/Siebel/vertical apps (next version)Hardware upgradeRe-write Legacy LOB applicationMove from dept. to datacenter deployment Special EventsCorporate acquisitionChange in CXO (e.g. CIO, CTO)

32

Mainstream SupportMainstream Support is the first phase of the product

support lifecycle.At the supported service pack level, Mainstream Support includes:

Incident support (no-charge incident support, paid incident support, support charged on an hourly basis, support for warranty claims)

Security update support The ability to request non-security hotfixes

Extended SupportThe Extended Support phase follows Mainstream

Support for Business and Developer products. At the supported service pack level, Extended Support includes:

Paid support Security update support at no additional cost Non-security related hotfix support requires a

separate Extended Hotfix Support Agreement to be purchased (per-fix fees also apply)

Please note: Microsoft will not accept requests for warranty support, design changes, or new features during the Extended Support phase

Extended Support is not available for Consumer, Hardware, Multimedia, and Microsoft Dynamics products

http://support.microsoft.com/lifecycle/

Campaign Resources:SQL Server Go to Market Content: SQL Server 2005 Upgrade Deck TDMSQL Server 2005 Upgrade Deck BDM SQL Server Sales Quick Reference guides: SQL Server 2005 sales quick reference guideSQL Server 2005 Upgrade sales quick reference guide SQL Server Partner Sales and Marketing Resources: Sales toolsSQL Server 2005 Partner Job AidSQL Server 2005 Partner datasheets These are tools for partner’s telesales reps to guide them on how to

position customer campaign opportunities with their customers why they should migrate from Oracle to SQL Server 2005, and Business Intelligence

SQL Server 2005 Upgrade Telesales call guide Marketing ToolsDirect mail pieces your partners can use to solicit interest in SQL Server

2005 in their accountsSQL Server 2005 family direct mail piece   RESOURCES Microsoft Partner trainingPartner Marketing CenterData Management Solutions Competency 

34

Engaging in this Opportunity

• BDM/TDM decks• Technical Resource kit (DVD)• Partner webcasts (offering, compete)• Marketing collateral on SQL Upgrade, case

study• MSPP SQL competency materials• WWPC participation• Customer campaign events participation • Subsidized advertising and promotion

(online/offline)• DGAP campaigns• Telesales/Event leads • Datasheet, Battle cards• Subsidized webcasts – Finance / Vertical

publications

Resource DVDs

• SS2005 Upgrade DVD (partner version)• Combines evaluation software, business value

whitepaper, data sheets, case studies, etc. for SQL Server 2005.

• * Special Partner Content – BDM/TDM decks, Demand Generation templates

35

Partner Version

Scheduled SQL Training

 Upsize your Access Databases to

SQL Microsoft  Access  to SQL migration1 day

course ($580+GST per person)WELLINGTON 1 or 2 NovemberAUCKLAND 5 or 6 November 

Upgrade from Microsoft® SQL Server™ 2000 to Microsoft SQL Server 2005

 ‘Updating your Database Administration skills to SQL Server 2005 course ($1605+ GST)

AUCKLAND 23 - 25 OctoberWELLINGTON 29 - 31 October

Register at auldhouse.co.nz or call 0800 835 835

Steps to CertificationBefore you register for an exam, you should become familiar with the exam's objectives by reviewing the associated prep guide. Candidates are expected to have hands-on experience working with the product or technology for each test.Full details of how you can prepare for your MCP Exam is at:http://www.microsoft.com/learning/mcpexams/prepare/default.mspx  Register for your Exam with Prometric, either online at http://www.microsoft.com/learning/mcpexams/register/prometric.mspx or by telephone: 0800 444 1603 quoting your voucher number.   Also get a second chance to pass your Microsoft Certification exam!For a limited time, you can get a free, second shot at any IT professional, developer, or Microsoft Dynamics certification exam. Just register for this offer before your first exam, and you will get two chances to pass. To register for Second Shot please visit http://www.microsoft.com/learning/mcp/offers/secondshot/default.mspx

Campaign Resources:• More information on database

migration, including tools, customer case studies and comparison studies, is available at the Migrate to SQL Server Web site

• SQL Server Migration Assistant (SSMA) tools are for database migration wins and compete against expensive database vendors such as Oracle and Sybase.

38

Campaign Resources:• Data sheet for Technical Decision

Makers

39

Campaign Resources:• Business Value of Upgrading Whitepaper

40

Campaign Resources:• Flyer and eDM

41

Agenda

1. What is the Application Platform?2. Application Platform Optimisation

(APO) Model3. Making Money with Business

Intelligence4. Making Money with SQL migration5. Launchwave 2008 – ‘Heroes Happen

Here’

CAMPAIGN OVERVIEW:

Demonstrate to our technical audiences how Microsoft’s next generation application platform, with Windows Server 2008, SQL Server 2008, and Visual Studio 2008, can make them a hero in their organization. Establish Microsoft’s thought leadership across Web, Security, and Virtualization. Build momentum and excitement through launch, and monetize this momentum post-launch.OPPORTUNITY

Grow Microsoft’s share across Web, Security, and Virtualization, +2 pts ahead of x86 Server market, and contribute to revenue growth.

Drive SQL deeper into the data center and facilitate ISV adoption.

Launch Visual Studio as the development platform for Software + Services, to fuel adoption and growth.

Contribute to audience NSAT Developer + ITPRo

2008 Launch Wave HEROES HAPPEN HERESTRATEGIES

1. Establish Microsoft as the application platform thought leader, through positive Technical Audience experience.

2. Accelerate adoption of wave launch products through evangelism and RDP success, compelling customer evidence, and mass trials.

3. Deliver Field, Partner, and Customer Readiness & Engagement, to build a rich ecosystem that will drive long-term growth of our application platform.

Windows Server Longhorn

Virtualization

Web

Security

SQL Server Katmai

Enterprise Data Platform

Beyond Relational

Dynamic Development

Pervasive Insight

Visual Studio Orcas

Rich Web Platform

Rich Client Platform

Developer Productivity

Team Collaboration

Support Latest Platforms

SQL Server Release Schedule

Note: CTPs approximately every 60 days beginning Tech∙Ed

2010 - 2011

RTM

SQL Server “vNext++”

SQL Server 2005 SP2

2007Q4/05

SQL Server 2005

Q2/06

SQL Server 2005 SP1

Q1

2008

TechEdCTP3

Q2 Q2

JOINTLAUNCH

Q1

PromotionsPromo name

Duration Audience

Programs covered

Offer summary Notes

Competitive migration promo(This is an similar to the promo that ran from Nov 2005 to June 2007)

1-Sept-07 to 30-June-08

Partner and Internal

Enterprise Agreement, Select License, Multi-Year Open License, Open License Value, Open License;

50% discount on SQL Server Enterprise Edition license, provided the customer buys regularly priced Software Assurance

50% discount on SQL Server CAL license, provided the customer buys regularly priced Software Assurance

25% discount on SQL Server Standard Edition license, provided the customer buys regularly priced Software Assurance

Discount is calculated from each waterfall level, so a customer at Select D gets the same percentage discount as a customer at Open NL

True up pricing is not available on these promotional SKU’s –additional purchases after the promotion timeframe will need to be made on the standard SQL Server SKU’s

Eligibility limited to customers migrating from: Oracle Enterprise, Oracle Standard, IBM DB2 Enterprise, IBM DB2 Workgroup, Informix, Sybase ASE, Hitachi HiRDB, Fujitsu Synfoware, Natural/Adabas, C/Side, Hyperion Essbase, Business Objects, Cognos, Microstrategy, NCR Teradata, Progress, Centura, Gupta and SAS

Upgrade promo

1-Nov-07  to 1-May-2008

Partner and Internal

Enterprise Agreement, Select License, Multi-Year Open License, Open License Value, Open License; Select Local and US Govt

25% off the L when you purchase SA This covers EE, SE Covers Proc, Server or CAL

Discount is calculated from each waterfall level, so a customer at Select D gets the same percentage discount as a customer at Open NL

True up pricing is not available on these promotional SKU’s –additional purchases after the promotion timeframe will need to be made on the standard SQL Server SKU’s

Eligibility: customers must have SQL 7.0 or SQL 2000 and be using the offer to upgrade those licenses

NZ App Plat Community

Email: bengreen@microsoft.com to be added to the list

END

• Partner with Windows Server & Visual Studio for biggest joint launch in company history

• End-to-end product launch experience spanning the entire product release

SQL Server 2008 Strategy, Tactics & Timings

Influencer Wave

EarlyAnnouncement

Wave

Broad Readiness & Early Adoption Wave

Product Release & Broad Announcement Wave

(Product Ship & Launch Events)

Post Launch (Trial and

Evaluation)

Version CTP-1/2 CTP-3/4 CTP-5 CTP – 6 Final RTM Next Version SQL Server 2008

Approx. Dates

March 15 - June 4 – Sept. 11 Sept. 12 - Nov. 6 Nov. 7 - February February April May+

Strategy Drive Influencer knowledge and readiness to support the broad

audience. Initial product release announce.

Provide knowledge and predispose broad audience to purchase and

deploy product upon release.

Enable broad audience to share

in the launch experience, increasing

engagement with Microsoft.

Demonstrate product value

through customer and partner

evidence.

Tactics Extend and support CTP-1 participation to key influencers (NDA only)

Broadly announce product delivery and estimated release timings(BI, TechED)

Support broad US/International audience experience through CTP direct use.

Create compelling customer and partner evidence

Build excitement around launch

Deliver customer and partner evidence

Global Joint product Launch Event

Subsidiary Launch Events

Product Released

Subsidiary Launch Events Cont.

Support the evaluation experience through community and training, post launch

Train users on the product

What does success look like?

• Business model (what do I need to do differently in my business for this opportunity? Levels of investment)

• People (Can I up skill existing staff, do I need to build a team from scratch, what is the labour market like for the skills I need?)

• Customer engagements (MS campaigns, focus on existing customers, etc)

Next Steps

• Training & readiness (what on-line training is available, what is MS or Ace/Auldhouse currently scheduling?)

• Competency attainment (what are the key certifications required for the competency or specialisation?)

• Who do I speak to? (Product manager, PAM etc)

Business Intelligence 1 1 + 4.8%

Enterprise Applications (ERP, Supply Chain, CRM, etc.)2 * + 4.5%

Servers and Storage Technologies (Virtualisation) 3 9 + 3.9%

Legacy Application Modernisation 4 10 + 3.6%

Security Technologies 5 2 + 3.4%

Networking and Voice and Data Communications (VoIP) 6 8+ 3.2%

Service-Oriented Applications and Architecture 7 7 + 3.2%

Technical Infrastructure Management and Development 8 12+ 3.0%

Document Management 9 * + 2.9%

Customer Sales and Service Technologies 10 5 + 2.5%

To what extent will your investment in each of the following technologies change in 2007?

Ranking

*New question for 2007

Spending Increase

2007 CIO Technology Priorities

CIOs Are Investing in Technologies That Support Enterprise Competitiveness

Source: Gartner EXP CIO Survey (2007)

2007 2006