Selling in Federal Government, Defence & Public SafetyTerry Moloney, Federal Director

Agenda• How Canberra operates• Recent Government changes• Drivers and impacts• Opportunities• Working together to succeed

Microsoft Federal Region

Vision

Delivering the productivity and skills required by

the Australian Government to deliver efficient services to its

citizens

Mission

Ensure the Australian

Government has the Software

Technology to enable the

delivery of its policies

StructureDefence

Public Safety

Human Services

Fiscal Policy

Government

The Federal Marketplace• Rising unemployment• Government cost cutting to deliver on election promises• Gershon review - 5% and 10% BAU cost reduction across the board• Decreasing Government income (especially taxation receipts)

Drivers

• Reducing agency budgets, headcounts and contractors• Major projects specifically targeted to activities to create jobs• Look for year one savings – not interested in out years• Drive effectiveness and efficiency – maximise return from investments

already made• $80 billion surplus becomes $118 billion deficit by 2011-12 – 15 years

before budget is back to surplus

Impacts

Key IT Drivers

Productivity

Skills

• Collectively demonstrate ability to derive business value from technology that is already licensed

• Deployment to become the key driver – failing to deploy VSA purchases will impact renewal and future software and services sales. Partners are absolutely key to us gaining credibility in delivering real business value

Creating Opportunities

We need to collectively move from software sellers to solutions companies, demonstrating our ability to contribute to productivity gains

and skills development

• Collaboration– Move from “need to know” environment to

“need to share” environment• Security

– Desktops, servers, networks– Wireless/mobile

• Information Sharing & Exchange– Analysis, Visualisation, Collaboration

Defence and Public SafetyTrends & Opportunities

Software +

Services

Changes in Competitive Landscape• Government tendering is well down (-26% YOY by value)• Contracts awarded down $1 billion (-30% YOY)• No major transformation projects on the horizon• Incumbency is a powerful ally

Working Together in Federal• Local representation (and support capability) critical• Engagement with both business and technical decision makers• Work closely with Microsoft Account Managers, Technology

Advisers and Solution Specialists through Michael Adams• It is different!

Call To Action – Working Together

• Develop coverage and subject matter expertise in emerging technology stacks (for example Dynamics, Identity Management, Business Intelligence)

• Shared industry expertise, knowledge and intelligence gathering• Joint account planning and sales execution

Leverage Your Value Proposition

• Five focussed sales teams – Defence; Public Safety; Fiscal Policy; Human Services; Machinery of Govt – approach via Account Manager

• MCS Team driven by deployment objectives and committed to partner engagement

• Canberra-based Government Industry Market Development Manager goaled on partner attach to key opportunities, and all partner managers will assist you with driving Federal objectives

Engaging Microsoft Sales and MCS Teams

Thank you