jane dickson pacwest sms&p general manager microsoft corporation washington society of...
TRANSCRIPT
Jane DicksonJane DicksonPacWest SMS&P General ManagerPacWest SMS&P General ManagerMicrosoft CorporationMicrosoft Corporation
Washington Society of Washington Society of Association ExecutivesAssociation Executives
Today’s AgendaToday’s Agenda
Welcome and IntroIncreasing Automation and Improving Member LoyaltyInformation Worker solutionsTying it all together with process automationKeynote luncheon – Darren HustonWrap up Solutions expo
Welcome and IntroIncreasing Automation and Improving Member LoyaltyInformation Worker solutionsTying it all together with process automationKeynote luncheon – Darren HustonWrap up Solutions expo
Increasing Automation and Improving Member LoyaltyIncreasing Automation and Improving Member Loyalty
Jason HardestyDiane SwingenDanny Knight
Jason HardestyDiane SwingenDanny Knight
AgendaAgenda
Mobile & Connected WorkforceRelationship ManagementRetail Management
Mobile & Connected WorkforceRelationship ManagementRetail Management
Microsoft Small Business Microsoft Small Business ServerServerSolutions for a Mobile Solutions for a Mobile and Connected and Connected WorkforceWorkforce
AgendaAgenda
Small Organization ChallengesIntroducing Windows Small Business Server 2003Summary
Small Organization ChallengesIntroducing Windows Small Business Server 2003Summary
Small Organization ChallengesSmall Organization Challenges
Pressure to changeNeed to get on top of business informationNeed more productivity from employeesNeed to take advantage of the InternetNeed more control
Anxiety over changingLow cost & effortNo in-house expertise requiredNo worry or hassleLess time away from business
Windows Small Business Server 2003Now you can . . .
Windows Small Business Server 2003Now you can . . .
Get 20%1 more done every dayCompete with big businessesSecure intellectual propertyReach more members & serve them better
1 Forbes.com
Get 20%1 more done every dayCompete with big businessesSecure intellectual propertyReach more members & serve them better
1 Forbes.com
Get 20% more done every dayGet 20% more done every day
Establish an internal website with no application development costs, providing access to your corporate resourcesProvide 24x7 access to e-mail and other information assetsNo waiting in line for the fax machine or printerEmployees can recover files without IT
Establish an internal website with no application development costs, providing access to your corporate resourcesProvide 24x7 access to e-mail and other information assetsNo waiting in line for the fax machine or printerEmployees can recover files without IT
DemonstrationDemonstration
24x7 access to information assets24x7 access to information assets
Other BenefitsOther Benefits
Compete with big businessesImproved web presence & member reachAdvanced reporting on CEd status and…
Secure intellectual propertyDisaster planning – backup and restore info. centrallyPrevent accidental distribution of sensitive info.
Reach more members and serve them better
Providing more services & info. onlineInstant messaging
Compete with big businessesImproved web presence & member reachAdvanced reporting on CEd status and…
Secure intellectual propertyDisaster planning – backup and restore info. centrallyPrevent accidental distribution of sensitive info.
Reach more members and serve them better
Providing more services & info. onlineInstant messaging
Out-of-the-Box Return-on-InvestmentEvidence from Early Adopters
Out-of-the-Box Return-on-InvestmentEvidence from Early Adopters
Exceptionally high ROI: 63% - 2000%.Virtually instant payback of costsNo sweat setupImproved customer responsivenessA complete, affordable network solutionThe ability to be more productiveImproved quality of life
A new way to do more, with lessWindows Small Business Server 2003
A new way to do more, with lessWindows Small Business Server 2003
Get 20% more done every dayGet 20% more done every day
Compete with big businessCompete with big business
Reach more members and serve them betterReach more members and serve them better
Secure intellectual propertySecure intellectual property
Customer Relationship
Management Sales, customer service, and
reporting tools
Customer Relationship
Management Sales, customer service, and
reporting tools
THE RIGHT TECHNOLOGY SOLUTIONS TO TAKE YOUR BUSINESS TO THE NEXT LEVEL
Today’s growing associations face many challenges. Today’s growing associations face many challenges.
Missed revenue targetsMissed revenue targetsTime and cost of IT management and support
Declining member satisfaction
Inability to forecast accurately
Meeting budget goals
Easy to use
Easy to set up
Easy to customize
Easy to maintain
Easy to integrate
Easy to use
Easy to set up
Easy to customize
Easy to maintain
Easy to integrate
Why CRM for Members?
Get rock-solid solutions to these challenges and more.Get rock-solid solutions to these challenges and more.
Technology solutions can help build your competitive edge in three key areas:
Improve Membership Management
Increase Membership Loyalty thru better and more efficient customer service
Integration of member information within your organization, and with other business technology (Web services, e-mail support, office productivity applications, and other business management software)
Technology solutions can help build your competitive edge in three key areas:
Improve Membership Management
Increase Membership Loyalty thru better and more efficient customer service
Integration of member information within your organization, and with other business technology (Web services, e-mail support, office productivity applications, and other business management software)
CHALLENGE: Improve Member Management.CHALLENGE: Improve Member Management.SOLUTION:
Increase member management with automatic lead routing, member history, and membership management tools
Reduce costs by applying resources at the right time and only on qualified new member opportunities
Reduce costs with simplified IT installation and application to track members
SOLUTION:
Increase member management with automatic lead routing, member history, and membership management tools
Reduce costs by applying resources at the right time and only on qualified new member opportunities
Reduce costs with simplified IT installation and application to track members
CHALLENGE: Unable to renew memberships.CHALLENGE: Unable to renew memberships.SOLUTION:
Target marketing efforts based on access to detailed member demographic information
Track new member lead through the entire sales cycle, and track marketing campaign effectiveness by rep and location to learn what’s effective
Provide better member service with access to up-to-date customer support histories
Improve member satisfaction with timely delivery
SOLUTION:
Target marketing efforts based on access to detailed member demographic information
Track new member lead through the entire sales cycle, and track marketing campaign effectiveness by rep and location to learn what’s effective
Provide better member service with access to up-to-date customer support histories
Improve member satisfaction with timely delivery
CHALLENGE: Inability to track member activity.CHALLENGE: Inability to track member activity.SOLUTION:
Better manage your members and all activities with a 360 degree view of all interactions with your members
View all member information including key players, member activity, and renewal process—from lead to closure
Track event attendance and all correspondance throughout the year with all members to help increase renewal success and better event attendance % among members.
SOLUTION:
Better manage your members and all activities with a 360 degree view of all interactions with your members
View all member information including key players, member activity, and renewal process—from lead to closure
Track event attendance and all correspondance throughout the year with all members to help increase renewal success and better event attendance % among members.
The ResultsThe Results
Lowest total cost of ownership
Highest Return on Investment for retaining new members and obtaining new members
Better communication with Members
Better Predict renewals and event attendance.
Lowest total cost of ownership
Highest Return on Investment for retaining new members and obtaining new members
Better communication with Members
Better Predict renewals and event attendance.
What Do CRM Applications Do?What Do CRM Applications Do?
YourAssociation
YourAssociation
YourMember
YourMember
Member Renewals
Events
Continuing Education
Evaluations
Professional Development
New Members
Product Sales/Inventory
Keeping Members Is ValuableKeeping Members Is Valuable
Time
Pro
fit
Profit from pricepremium
Profit from referrals
Profit from reducedoperating costs
Profit from increasedpurchase
Base Profit
Profit from pricepremium
Profit from referrals
Profit from reducedoperating costs
Profit from increasedpurchase
Base Profit
It is 6-7 times more expensive to gain a new customer than retain an existing customer. (Harvard Business Review)
Improve Business
ProductivityLower TCO
Integrate Powerfully
Extend Easily
Make informed business decisions
Improve Sales Success
Deliver Superior Customer Service
Share Information
Set-up easily
Customize easily
Use easily
Maintain easily
CRM w/SBS for small business
Microsoft Office (Outlook)
Financial Management
Other business systems
Tailor for vertical or industry specific deployments
Complete kit for customization
Microsoft CRM Design PillarsMicrosoft CRM Design Pillars
CRM for MembersCRM for Members
IntegratedPartners
InformedManagement
ConnectedMembers
EmpoweredEmployees
FinancialAutomation
MemberServices
Sales & Marketing Automation
CRM
Demo Slide HolderDemo Slide Holder
Microsoft CRM ISV – ProTech for Associations Microsoft CRM ISV – ProTech for Associations
Designed for AssociationsFlexibility of Microsoft CRMCase Study in your packet
Designed for AssociationsFlexibility of Microsoft CRMCase Study in your packet
New Members & Renewals
Product Sales & Inventory
Conference Registrations
Exhibit Booth & Contract Management
Advertising Sales Management
Professional Development & Certification
Program Development & Fund Raising
New Members & Renewals
Product Sales & Inventory
Conference Registrations
Exhibit Booth & Contract Management
Advertising Sales Management
Professional Development & Certification
Program Development & Fund Raising
PROTECH CRM for Members
Word Perfect
Lotus 1-2-3
GroupWise, Eudora
Word Perfect
Lotus 1-2-3
GroupWise, Eudora
Microsoft WordMicrosoft ExcelMicrosoft Outlook
Microsoft WordMicrosoft ExcelMicrosoft Outlook
NovellOracle, Btrieve, CtreeNetscape Navigator
TMA Resources, IMIS, Avectra
Microsoft Windows 2000Microsoft SQLMicrosoft Internet Explorer
Microsoft CRM and PROTECH CRM for Members
Why CRM for Members & Microsoft CRM? The business reality of Microsoft
Video | Maximum ImpactVideo | Maximum Impact
360 degree view of customer
Anticipating customer needs
Differentiation and competitive advantage
“Turn on a dime”
Increased customer satisfaction and loyalty
“Building on relationships one at a time”
360 degree view of customer
Anticipating customer needs
Differentiation and competitive advantage
“Turn on a dime”
Increased customer satisfaction and loyalty
“Building on relationships one at a time”
“Every time [our customers] interact with us, it is as if we have anticipated their need”
“Microsoft CRM is the life of our company”
Benefits of Microsoft CRM to your Member Businesses
Benefits of Microsoft CRM to your Member BusinessesIncrease sales success
Provide superior customer service
Accurately forecast sales
Analyze business performance
Build more profitable customer relationships
Make informed, agile business decisions
Less time and money doing the above, means more time and money to spend with you and your associations
Increase sales success
Provide superior customer service
Accurately forecast sales
Analyze business performance
Build more profitable customer relationships
Make informed, agile business decisions
Less time and money doing the above, means more time and money to spend with you and your associations
empower
The Microsoft Business Solutions commitmentThe Microsoft Business Solutions commitmentWith 260,000 customers world wide,
Microsoft BusinessSolutions is known for quality, easy-to-
use, high-value business applications and services.
THE GOAL IS TO empower COMPANIES TO:MAKE smarter, FASTER BUSINESS DESCISIONS. IMPROVE EMPLOYEE AND BUSINESS productivity. GAIN A competitive ADVANTAGE.
With 260,000 customers world wide, Microsoft Business
Solutions is known for quality, easy-to-use, high-value
business applications and services.
THE GOAL IS TO empower COMPANIES TO:MAKE smarter, FASTER BUSINESS DESCISIONS. IMPROVE EMPLOYEE AND BUSINESS productivity. GAIN A competitive ADVANTAGE.
Microsoft Business SolutionsRetail Management SystemMicrosoft Business SolutionsRetail Management System
Jason Hardesty
Retail Technology Specialist
Chain-wide pricing, purchasing & inventory controlView & analyze data across entire business or store-by-storeSet and monitor policies and procedures for every store
Chain-wide pricing, purchasing & inventory controlView & analyze data across entire business or store-by-storeSet and monitor policies and procedures for every store
Streamline business operationsMake informed decisionsMarket, promote, and sell across channelsReduce POS system and operation costsEasily expand to multi-store operations
Streamline business operationsMake informed decisionsMarket, promote, and sell across channelsReduce POS system and operation costsEasily expand to multi-store operations
One or More Store LocationsMultiple Cash Registers per Store
Head Office /Lead Store
Microsoft Retail Management Microsoft Retail Management SystemSystem
Application ExtensionsApplication Extensions
Merchant Services and Merchant Services and ISVsISVs
SQL Server/MSDESQL Server/MSDE
AccountingAccounting
ApplicationApplicationss
RetailRetailManagement Management
SystemSystem
How can RMS help you?How can RMS help you?
Solution to automate sales of materials to your membersSolution to mention to any of your member’s in the retail industry who have a need to automate their businesses
Solution to automate sales of materials to your membersSolution to mention to any of your member’s in the retail industry who have a need to automate their businesses
Business Challenge #1: Enhance Productivity and EfficiencyBusiness Challenge #1: Enhance Productivity and Efficiency
•Lack of inventory visibility & reliable control•Time-consuming manual processes•Lack of an overall view of the business•Unable to optimize supplier relationships
Common Business ConcernsCommon Business Concerns
•Helps employees instantly check prices and availability and locate stock•Automated pricing, stock and inventory activities•Hundreds of standard and customized reports available•Centralized vendor histories contain past purchases and discounts
Retail Management System SolutionRetail Management System Solution
•Reduce shrinkage by gaining visibility and control over inventory movement •Helps customers be up and running quickly with rapid ROI•Helps make smarter decisions through accurate and timely data•Manage suppliers more effectively to receive the best service and lowest price
BenefitsBenefits
Business Challenge #2: Improve Customer ExperienceBusiness Challenge #2: Improve Customer Experience
•Long checkout lines can drive customers away or sour their buying experience•Inefficient purchase and return procedures can frustrate customers and employees•Out-of-stock items result in lost sales
Common Business ConcernsCommon Business Concerns
•Helps to reduce checkout times and simplify returns with an easy-to-use system•Can eliminate overcharges with access to price, promotion, and discount information•Provides customers with several payment options•Helps customers manage inventory levels effectively
Retail Management System SolutionRetail Management System Solution
•Increased customer satisfaction and loyalty•Faster transactions can equate to increased sales
BenefitsBenefits
Business Challenge #3: Ability to GrowBusiness Challenge #3: Ability to Grow
•Is our investment lost if we grow into multiple stores or different retail channels?•Can I integrate with other solutions to solve unique business needs?•Will my local service partner and the software developer will be here to support me?
Common Business ConcernsCommon Business Concerns
•Add stores and lanes as needed•Packaged integration to leading accounting applications•Ability to extend solution with custom applications and/or vertical solutions•Microsoft supports more than 17,000 customers in more than 55 countries
Retail Management System SolutionRetail Management System Solution
•Solution grows as the business grows•“Big business” functionality designed for small to medium-sized businesses•Application flexibility to help meet future needs•Long-term application growth and support path from established market leader•Choice of local partners for implementation, ongoing support and training
BenefitsBenefits
04/19/23
Office System 2003Enabling the Information Worker
Amy ClearyBusiness Development Manager
Aurora Consulting Group, Inc.
Amy ClearyBusiness Development Manager
Aurora Consulting Group, Inc.
Kathleen ThorntonBusiness Productivity AdvisorMicrosoft Corporation
Kathleen ThorntonBusiness Productivity AdvisorMicrosoft Corporation
Jason PeggChief Technology OfficerAurora Consulting Group, Inc.
Jason PeggChief Technology OfficerAurora Consulting Group, Inc.
AgendaAgenda
Microsoft Office System todayCommon Association ChallengesSharePoint – Addressing the ChallengesOffice System 2003 DemonstrationAdditional Features / Related TechnologiesThe SharePoint Value Proposition
Microsoft Office System todayCommon Association ChallengesSharePoint – Addressing the ChallengesOffice System 2003 DemonstrationAdditional Features / Related TechnologiesThe SharePoint Value Proposition
Common Association ChallengesCommon Association Challenges
Dissemination of InformationNo one knows what's new
No one is notified when something changes
Keeping up-to-date on events is difficult
Organization of InformationInformation structures are nonsensical
You can’t find what you KNOW is out there
Information Overload– Members and staff can’t filter through it all
Information CollaborationOnline services (membership forms, membership dues, etc.)
Committee collaboration for geographically dispersed members
Dissemination of InformationNo one knows what's new
No one is notified when something changes
Keeping up-to-date on events is difficult
Organization of InformationInformation structures are nonsensical
You can’t find what you KNOW is out there
Information Overload– Members and staff can’t filter through it all
Information CollaborationOnline services (membership forms, membership dues, etc.)
Committee collaboration for geographically dispersed members
SharePoint – Addressing the ChallengesSharePoint – Addressing the Challenges
Dissemination of InformationEasily Accessible News and Announcements
Proactive Notification of Changed Information
Calendar Capabilities (Events, tie-ins with Outlook 2003, more)
Organization of InformationEase of Information Organization with Areas
Powerful Search Capabilities
Information CollaborationProvides ad hoc, team, committee, entire association
Integration with additional collaboration technologies (Live Meeting, Live Communication Server, InfoPath, Others)
Dissemination of InformationEasily Accessible News and Announcements
Proactive Notification of Changed Information
Calendar Capabilities (Events, tie-ins with Outlook 2003, more)
Organization of InformationEase of Information Organization with Areas
Powerful Search Capabilities
Information CollaborationProvides ad hoc, team, committee, entire association
Integration with additional collaboration technologies (Live Meeting, Live Communication Server, InfoPath, Others)
S o l u t i o n D e m o n s t r a t i o nS o l u t i o n D e m o n s t r a t i o n
Office System 2003 demoOffice System 2003 demo
Why do we need Rights Management?Why do we need Rights Management?
Prevent people who receive documents or e-mail messages from forwarding, copying, or printing documents and attachments. Reduce document sharing or unintended use by setting an expiration date on a document, after which it cannot be viewed or modified. Help protect your documents from being unintentionally changed by using Word Formatting and Editing Restrictions. You can set permission controls on entire documents or portions of a document to prevent modifications or reformatting.
Prevent people who receive documents or e-mail messages from forwarding, copying, or printing documents and attachments. Reduce document sharing or unintended use by setting an expiration date on a document, after which it cannot be viewed or modified. Help protect your documents from being unintentionally changed by using Word Formatting and Editing Restrictions. You can set permission controls on entire documents or portions of a document to prevent modifications or reformatting.
Rights Management Is Not…Rights Management Is Not…
…Unbreakable, hacker-proof security…Designed for beyond the firewall scenarios…Protection against analog attacks
In the end, you can always retype the e-mail if you really want to forward it
…Unbreakable, hacker-proof security…Designed for beyond the firewall scenarios…Protection against analog attacks
In the end, you can always retype the e-mail if you really want to forward it
What Rights Management Can’t Stop…What Rights Management Can’t Stop…
Key FeaturesKey FeaturesDissemination of Information
News, Announcements, Events
MySite, MyLinks, Interest Areas
Alert functionality
Organization of InformationBrowse by topic
Strong Search Functionality
Information CollaborationReal-time collaboration, discussion boards
Content experts, area contacts
Tie-ins with Office 2003, InfoPath 2003, other products
Document workspaces, Calendar integration, Forms processing
Dissemination of InformationNews, Announcements, Events
MySite, MyLinks, Interest Areas
Alert functionality
Organization of InformationBrowse by topic
Strong Search Functionality
Information CollaborationReal-time collaboration, discussion boards
Content experts, area contacts
Tie-ins with Office 2003, InfoPath 2003, other products
Document workspaces, Calendar integration, Forms processing
Additional Features / Related TechnologiesAdditional Features / Related Technologies
Live MeetingOffice System 2003InfoPath 2003BizTalk Server 2004Live Communications Server 2003Windows SharePoint Services 2003Information Rights Management
Live MeetingOffice System 2003InfoPath 2003BizTalk Server 2004Live Communications Server 2003Windows SharePoint Services 2003Information Rights Management
Value PropositionValue PropositionOffice System 2003 Offers:
Connected teams, knowledge, applications
Consistent user experience across the site
Targeted content makes the information more productive
Highly scalable, robust platform of technologies
Trusted Names: Microsoft & Aurora Consulting
Group
Office System 2003 Offers:Connected teams, knowledge, applications
Consistent user experience across the site
Targeted content makes the information more productive
Highly scalable, robust platform of technologies
Trusted Names: Microsoft & Aurora Consulting
Group
Thank You!Thank You!
Tying it All TogetherProcess Automation
Tying it All TogetherProcess Automation
AgendaAgenda
Process Automation for AssociationsSolution Demo for Event RegistrationAutomation Opportunity: Membership RenewalsProcess Automation for your Businesses
Process Automation for AssociationsSolution Demo for Event RegistrationAutomation Opportunity: Membership RenewalsProcess Automation for your Businesses
Link processes & systemsMembership Registration/DuesMembership CommunicationsRenewalsContinuing EducationEventsMerchandise sales
ImpactEnable your association with information: collect it once, use it everywhereReduce manual effort & cycle timesIncrease accuracyImproved insight into bottlenecks
Link processes & systemsMembership Registration/DuesMembership CommunicationsRenewalsContinuing EducationEventsMerchandise sales
ImpactEnable your association with information: collect it once, use it everywhereReduce manual effort & cycle timesIncrease accuracyImproved insight into bottlenecks
Process Automation Solutionsfor Your AssociationsProcess Automation Solutionsfor Your Associations
Membership Registration/DuesMembership Registration/Dues
WSAE – how it is todayWebsite collects ordersManually download from the websiteManually submit credit card ordersManually update member databaseManually send confirmation emailsManually enter in financial system
WSAE – how it is todayWebsite collects ordersManually download from the websiteManually submit credit card ordersManually update member databaseManually send confirmation emailsManually enter in financial system
Event RegistrationEvent Registration
ChallengesOnline registrations often result in emails or list downloads to identify registrantsManual tracking of registrants, supply inventory, available seatsManual sign-in sheetsLimited visibility into pre-event status of meals, materials, expected attendance
ChallengesOnline registrations often result in emails or list downloads to identify registrantsManual tracking of registrants, supply inventory, available seatsManual sign-in sheetsLimited visibility into pre-event status of meals, materials, expected attendance
Demonstration – Event RegistrationDemonstration – Event Registration
Event RegistrationMember experience
Ease of online registrationIncreased satisfaction with accuracy of meal, t-shirt choices etc.
Association experienceKeep a “pulse” on event registration to size the venue, catering, and supplies accordinglyAutomation of information flowUse the information, don’t just retype itReduced cost of manual tasksIncreased accuracy, member satisfactionImproved planning for future events
Event RegistrationMember experience
Ease of online registrationIncreased satisfaction with accuracy of meal, t-shirt choices etc.
Association experienceKeep a “pulse” on event registration to size the venue, catering, and supplies accordinglyAutomation of information flowUse the information, don’t just retype itReduced cost of manual tasksIncreased accuracy, member satisfactionImproved planning for future events
DemonstrationDemonstration
Event RegistrationEvent Registration
Other Scenarios – Continuing Ed.Other Scenarios – Continuing Ed.Automate recording & tracking continuing education credits through on-site event check-in process
ImpactReduced cost of manual effort required to record and track CEd creditsIncreased accuracy in reporting of CEd statusImproved member satisfactionRemain competitive with other CEd institutions
Automate recording & tracking continuing education credits through on-site event check-in process
ImpactReduced cost of manual effort required to record and track CEd creditsIncreased accuracy in reporting of CEd statusImproved member satisfactionRemain competitive with other CEd institutions
Other Scenarios – Member Feedback
Other Scenarios – Member FeedbackAutomate consolidation of member
feedback from electronic surveys regarding
Association eventsMembership program benefitsMember referrals…
ImpactBetter “pulse” on member experienceIncreased member satisfactionImproved member loyaltyIncreased membership referrals
Automate consolidation of member feedback from electronic surveys regarding
Association eventsMembership program benefitsMember referrals…
ImpactBetter “pulse” on member experienceIncreased member satisfactionImproved member loyaltyIncreased membership referrals
Other Scenarios - RenewalsOther Scenarios - RenewalsMembership Renewals - automate online
application submission with electronic payment and bookkeeping systemCertification Renewals - additionally, automate online application submission with CEd validation process
ImpactEliminate costly manual steps and errorsImprove cash flow through reduced cycle time from application submitted to payment received
Membership Renewals - automate online application submission with electronic payment and bookkeeping systemCertification Renewals - additionally, automate online application submission with CEd validation process
ImpactEliminate costly manual steps and errorsImprove cash flow through reduced cycle time from application submitted to payment received
Process Automation Solutionsfor Member BusinessesProcess Automation Solutionsfor Member Businesses
Any business process includingDuplicate entry of the same informationManual payment processing
Challenged to meet compliance regulations & leverage industry standards such as HIPAA, Rosetta Net, SWIFTDifficulty connecting with trading partnersConcerned about ability to maintain inventory to meet demand
Any business process includingDuplicate entry of the same informationManual payment processing
Challenged to meet compliance regulations & leverage industry standards such as HIPAA, Rosetta Net, SWIFTDifficulty connecting with trading partnersConcerned about ability to maintain inventory to meet demand
Learn MoreLearn More
www.microsoft.com/biztalkwww.microsoft.com/biztalk
Thank you for your time!Thank you for your time!
Lunch Break – 15 MinutesLunch Break – 15 Minutes
Keynote Speaker Darren HustonCorporate Vice PresidentCorporate Vice President
Keynote Speaker Darren HustonCorporate Vice PresidentCorporate Vice President
Darren Huston Darren Huston Corporate Vice PresidentCorporate Vice PresidentMicrosoft Microsoft
Washington Software Association Executive
Briefing
Why I’m Passionate about Technology!Why I’m Passionate about Technology!
“50% of Microsoft revenues come from the SMB space.”
“industry for years has been a fragmented market with a lack of access to broad automation and insight”
“This market is a huge area of growth and Microsoft plays an important role to lead the industry and help companies transform how they do business.”
“95% of revenues come through partners.”
Why Focus on SMB?Why Focus on SMB?
US SMSP OverviewUS SMSP Overview
800 People across the US800 People across the US
World Wide World Wide SMS&PSMS&P
USPG (VP)USPG (VP)
PartnersPartners
Business Business GroupsGroups
BG LeadsBG Leads
BG AlignmentBG AlignmentBusiness & Marketing Business & Marketing
LeadershipLeadershipSubsidiary Subsidiary
OrchestrationOrchestration
Insides Insides Sales Rep Sales Rep
Marketing &Marketing &Inside Sales (GM)Inside Sales (GM)
Relationship Marketing Engine
CustomerCustomer
HQ (Corp VP)HQ (Corp VP)
US SMS&P FIELDUS SMS&P FIELD
Region (VP)Region (VP) Region (VP)Region (VP) Region (VP)Region (VP)
6 Areas6 Areas 7 Areas7 Areas5 Areas5 Areas
Comparative R&DComparative R&DCompany Current Year
(in millions)
Microsoft $6,800
IBM $5,077
Nokia $4,736
Sony¨ $3,693
Sunª $1,837
Oracle $1,180
BEA Systems $141
Time Warner $136
palmOne $111
TIBCO Software° $64
Basic StackBasic Stack First ServersFirst Servers ApplicationsApplicationsIT InfrastructureIT Infrastructure
Messaging Messaging &&
NetworkinNetworkingg
SharePoiSharePoint nt
ServicesServices
Directory SecurityDirectory SecurityNetworking Networking
ManagementManagement
IIS .Net FrameworkIIS .Net Framework
CoreCoreMid-Mid-MarketMarket
Lower Lower Mid-Mid-MarketMarket
CASCAS
UpperUpperMid-Mid-MarketMarket
Small Small BusineBusinessss
Business Business ApplicationsApplications
The Power of the Stack
Your feedback helps drive innovation, customer satisfaction and value
Your breadth of experience and outlook makes you a valuable learning center for us
Engaging with you establishes broader and deeper customer and partner connections
Your feedback helps drive innovation, customer satisfaction and value
Your breadth of experience and outlook makes you a valuable learning center for us
Engaging with you establishes broader and deeper customer and partner connections
Value of Association Partnerships
© 2004 Microsoft Corporation. All rights reserved.© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
Contacts for follow-upContacts for follow-upJane Dickson – Microsoft - PacWest General Manager
Brad Smith – Microsoft - Partner Engagement Manager
Pat Langowski – Tectura - Business Development Manager
Amy Cleary – Aurora Consulting - Account Executive
[email protected] 509-455-4300, ext. 306
Jane Dickson – Microsoft - PacWest General Manager
Brad Smith – Microsoft - Partner Engagement Manager
Pat Langowski – Tectura - Business Development Manager
Amy Cleary – Aurora Consulting - Account Executive
[email protected] 509-455-4300, ext. 306
© 2004 Microsoft Corporation. All rights reserved.© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
Thank you for attending! Thank you for attending!
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