how to guide customers through the software + services decision making process phil meyer software...
TRANSCRIPT
How to Guide Customers through the Software + Services Decision Making Process
PHIL MEYER
Software Services – Technology [email protected]
Session Overview
This session is intended for:All partners
In this session, you will learn:What changes are occurring in the marketplace
What the different choices are now for customers in terms of acquiring and deploying software
How to guide customers through the decision making process of what applications should reside where (on premises, partner hosted, cloud)
2007 2008 2009 2010 2011 20120
3000
6000
9000
12000
15000
Other
Supply Chain
ERP
CRM
Document Control
Office Suites
Comms & Collab
in m
illio
ns o
f do
llars
Source: Gartner (August 2008)
Market OpportunityTotal software revenue forecast for SaaS delivery within the Enterprise software markets, 2007-2012
Customer View - Drivers
Manage budget pressure
Balance OPEX vs. CAPEX
Get more from what's there today
Invest in competitiveness
More IT-related spend outside of IT
Software as a
service
Platform as a service
Infrastructure as
a service
Service platform
Cloud platform
Cloud
computing
Grid computingPrivate cloud
Public
cloud
Hybrid computing
Global cloud
Scale-out cloud Online
services
Utility computing
On demand
Internal cloud
Hosted cloud
Cloud services
PLATFORM AS A SERVICE
APPLICATION AS A SERVICE
Introduction on Clouds
Delivered as a Service Multi-tenant Scalable
& Elastic Metered
by Use Delivered using
Internet technologies
INFRASTRUCTURE AS A SERVICE
+Extending tools and platform to cloud
Experience across multiple devices
Best-in-class SLAs and IT governance
Best of both worlds
User in control
Deployment choices for IT
Software + Services
PC PHONE WEB
S E R V E R C L O U D
TO
OL
SC L I E N T
Microsoft’s Portfolio
Microsoft’s Software plus Services Portfolio ON
PREMISES
PARTNER HOSTED
MICROSOFT HOSTED
C H O I C E
Applications
Platform
• Rent machines, connectivity, software
• Less control, but fewer responsibilities
• Lower capital costs,
but pay for fixed capacity, even if idle
• Shared, multi-tenant environment
• Offers pool of computing resources, abstracted from infrastructure
• Pay as you go
• Bring my own machines, connectivity, software, etc.
• Complete control and responsibility
• Upfront capital costs for the infrastructure
Application runs on-premises
Application runs at a hoster
Application runs using cloud
platform
C H O I C E
Where do applications live?
Application runs on-premises
Application runs at a hoster
Application runs using cloud
platform
Where do applications live?
Hosted “Packaged”
An application that I buy “off the shelf” and then
run at a hoster
Hosted “Home Built”
An application that I develop myself, but run at a hoster
“Software as a Service”
A hosted application that I buy from a vendor
Cloud Platform
An application that I develop myself,
that I run in the cloud
“Home Built”Application
An application that I develop and run myself
“Packaged”Application
An application that I buy “off the shelf”
and run myself
Bu
ild v
ers
us
Buy
Build
Buy
Hosted “Packaged”
Hosted “Home Built”
“Software as a Service”
Cloud Platform
Application runs
on-premises
Application runs
at a hoster
Application runs
using cloud platform
“Packaged”Application
“Home Built”Application
Where do applications live?
Collaboration
WEB
Mid-SizedReal-Estate
ERP
Hosted “Packaged”
Hosted “Home Built”
“Software as a Service”
Cloud Platform
Application runs
on-premises
Application runs
at a hoster
Application runs
using cloud platform
“Packaged”Application
“Home Built”Application
Collaboration
WEB
ERP
Where do applications live?Mid-SizedReal-Estate
Hosted “Packaged”
Hosted “Home Built”
“Software as a Service”
Cloud Platform
Application runs
on-premises
Application runs
at a hoster
Application runs
using cloud platform
“Packaged”
Application
“Home Built”Application
CRM
Web
Time Sheets
Expenses
ERP
Where do applications live?EnterpriseProfessionalServices
Hosted “Packaged”
Hosted “Home Built”
“Software as a Service”
Cloud Platform
Application runs
on-premises
Application runs
at a hoster
Application runs
using cloud platform
“Packaged”
Application
“Home Built”Application
Web
Time Sheets
Expenses
ERP
CRM
Enterprise Reporting
Where do applications live?EnterpriseProfessionalServices
Hosted “Packaged”
Hosted “Home Built”
“Software as a Service”
Application runs
on-premises
Application runs
at a hoster
Application runs
using cloud platform
“Packaged”Application
“Home Built”Application SCM
CRM
Collaboration
E Commerce
Where do applications live?High Tech SupplierFor Tier 1 TechManufacturer
Hosted “Packaged”
Hosted “Home Built”
“Software as a Service”
Application runs
on-premises
Application runs
at a hoster
Application runs
using cloud platform
“Packaged”Application
“Home Built”Application
SCM CRM Collaboration
E Commerce
Where do applications live?High Tech SupplierFor Tier 1 TechManufacturer
Which workloads are in demand?
TOP WORKLOADS
1.Web Conferencing2.Collaboration3.CRM4.ERP5.Email
TOP DRIVERS
1. Lower upfront cost2. Eases IT staff workload3. Less infrastructure to
buy / configure / support4. Lower TCO5. Increases efficiency
CONCERNS
1. Compliance with regulations
2. Trust 3rd party to keep data secure / private
3. Data integrity when handing to 3rd party / control
Source: Enterprise Application Study, Microsoft CRG, January 2009, UMM, CAS & GSM segments, US, UK and Germany Samples
What is the Opportunity for Partners?
Larger customers prefer higher vendor involvement
A significant % prefer to buy from their partner
...And significant % of those are prepared to pay more when they do
Trusted advice is key when customer make decisions
IDEAS
What is the Opportunity for Partners?Offer customer choice in representing
one integrated platform …
Choice leads to hybrid models …
Hybrid models equals integration … • Business Intelligence (BI) • Single Sign On (SSO)• Service Level Agreement
Monitoring• Single Support Line
Case StudyPartner: Emantra Customer: HMG Limited• Heavy equipment maintenance: Sydney, Brisbane, North Qld• 300+ users, low grade IT facilities• Determined that their IT platform for messaging, collaboration and business application
was context not core, and chose to outsource to Emantra’s managed service• Now enjoy
– On-Premise desktop productivity solutions connected to– Partner Hosted latest Exchange, OCS, MOSS, CRM and ERP technology all bundled
within dedicated domain with managed Active Directory, single sign-on and cross-functional workflow
• Implementation has exceeded all decision criteria:– Lower per user cost − Massively scalable – Unified and more productive comms − Higher availability and security– Optimised network design and economics– Managed back-up regime and disaster recovery contingency
Are you ready to guide your customers?
ON PREMISES
PARTNER HOSTED
MICROSOFT HOSTED
C H O I C E
Applications
Platform
The market is moving$14.7B in 2012 (23.8% CAGR)
Choice is a continuum
Opportunity is to guide customers
Successful partners are doing this today
In Summary
C H O I C E
Go DoAttend the other S+S Sessions– SMB Track• S+S Business Models in the Real World Panel
Discussion– 12:00-12:45 Thursday
– Microsoft Online Services sessions 1 and 2 (yesterday)
– Partner Hosted sessions • Dynamic Data Center Toolkit for enabling
“private cloud” and managed services– 1:45-2:30 Thursday
• Roadmap for Hosting Partners– 2:45-3:30 Thursday
Read “Thinking of SellingCloud Solutions?”
Talk to us at APC– Partner Hosted• Peter Watson, Jorke Odolphi, Phil Meyer,
Juliana Damcevski, Stefan Jansen
– Windows Azure:• Peter Watson, Gianpaolo Carraro
– Microsoft Online Services: • Jim Carter, Lee Hickin, Kathryn Saducas,
Stefan Jansen and Telstra staff
Visit www.microsoft.com/spluss
Become a Microsoft Online reseller
Visit microsoft.com/presspass for “Jumping into the Cloud – Advice for CIOs” by Ron Markezich
© 2009 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market
conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation.
MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.