microsoft emea retail partners opportunity name title
TRANSCRIPT
Microsoft EMEA Microsoft EMEA Retail Partners OpportunityRetail Partners Opportunity
Name
Title
AgendaAgenda
Industry DynamicsIndustry Dynamics
Smarter Retailing strategySmarter Retailing strategy
Microsoft strategy executionMicrosoft strategy execution
Retail Industry Top-of-Mind TodayRetail Industry Top-of-Mind Today
Business EnvironmentBusiness Environment
Improving supply chain efficienciesImproving supply chain efficiencies
Employee recruitment and retentionEmployee recruitment and retention
Industry consolidationIndustry consolidation
Global expansionGlobal expansion
Achieving sales and market growthAchieving sales and market growth
Developing a multi-channel strategyDeveloping a multi-channel strategy
Maximizing inventory productivityMaximizing inventory productivity
Assortment planning (product mix)Assortment planning (product mix)
Shrinkage and loss preventionShrinkage and loss prevention
Improving customer serviceImproving customer service
It EnvironmentIt Environment
Retail and Hospitality IT spends Retail and Hospitality IT spends 2% of sales versus industry 2% of sales versus industry average of 8%average of 8%
Home grown applications are more Home grown applications are more common than packaged solutionscommon than packaged solutions
Legacy systems hinder adoption of Legacy systems hinder adoption of new technologynew technology
Aging store systems with Aging store systems with proprietary technologiesproprietary technologies
Centralized IT with distributed Centralized IT with distributed operations and limited store operations and limited store bandwidthbandwidth
Need highly integrated environments Need highly integrated environments for real time responsivenessfor real time responsiveness
Fast ROI and strong TCO critical Fast ROI and strong TCO critical to justify investmentto justify investment
Speed of Change is Imperative…Speed of Change is Imperative………but the IT Infrastructure is a Business Impediment but the IT Infrastructure is a Business Impediment
Location-Based ServicesLocation-Based ServicesLocation-Based ServicesLocation-Based Services
The Wireless StoreThe Wireless StoreThe Wireless StoreThe Wireless Store
RFID and Sensing RFID and Sensing InfrastructureInfrastructure
RFID and Sensing RFID and Sensing InfrastructureInfrastructure
Web ServicesWeb ServicesWeb ServicesWeb Services
BiometricsBiometricsBiometricsBiometrics
““Disruptive Technologies” Will Fundamentally Change Disruptive Technologies” Will Fundamentally Change The Way The Way Retail Stores OperateRetail Stores Operate
Wireless creates asset and labor agility inside of the Wireless creates asset and labor agility inside of the store. It will enable more efficient store layout and new store. It will enable more efficient store layout and new models of checkout and in-store communicationmodels of checkout and in-store communication
Major Disruptive TechnologiesMajor Disruptive Technologies Emerging Innovative SolutionsEmerging Innovative Solutions
RFID will dramatically improve store efficiency in RFID will dramatically improve store efficiency in product receiving, inventory placement, out of product receiving, inventory placement, out of stock management, shrink management, and stock management, shrink management, and labor optimization labor optimization
Web Services will enable unprecedented application Web Services will enable unprecedented application integration within the store and fundamental integration within the store and fundamental breakthroughs in information sharing among breakthroughs in information sharing among trading partnerstrading partners
LBS unlocks the ability to interact with consumers LBS unlocks the ability to interact with consumers based on their physical location context as well as based on their physical location context as well as provide management with location-specific analytics provide management with location-specific analytics on product sell-through performanceon product sell-through performance
Increased security levels for payment transactions Increased security levels for payment transactions at the Point of Saleat the Point of Sale
The IT ChallengeThe IT Challenge
Today’s Today’s ITIT
Desired Desired ITIT
StoreStore ePOSePOS Self CheckoutSelf Checkout Unattended CheckoutUnattended Checkout Electronic SignageElectronic Signage Digital AssistantsDigital Assistants Smart ShelvesSmart Shelves Cross-Channel integrationCross-Channel integration RFIDRFID
New Innovations Will Occur At New Innovations Will Occur At The EdgeThe Edge Of The Retail Enterprise… Of The Retail Enterprise…
Core OperationsCore Operations ERPERP Merchandising SystemsMerchandising Systems Inventory ManagementInventory Management Promotions ManagementPromotions Management Traditional Replenishment Traditional Replenishment
SystemsSystems Human Resource SystemsHuman Resource Systems Labor ManagementLabor Management Enterprise Data Enterprise Data
WarehousingWarehousing
ConsumersConsumers
Multi-Channel Multi-Channel Shopping (shop Shopping (shop online/buy offline)online/buy offline)
Assisted ShoppingAssisted Shopping Personal Digital Personal Digital
AssistantsAssistants Mobile/Wireless-Mobile/Wireless-
EnabledEnabled
Merchandise Supply ChainMerchandise Supply Chain
Closed Loop Systems for Closed Loop Systems for Synchronizing Supply and DemandSynchronizing Supply and Demand
Information Transparency Across Information Transparency Across Trading PartnersTrading Partners
RFIDRFID
6
Success At Success At The EdgeThe Edge Will Be Driven By Will Be Driven By Smarter RetailersSmarter Retailers
The Perfect ExperienceThe Perfect Experience Give them what they want, Give them what they want,
when they want itwhen they want it In-Store InformationIn-Store Information
SmarterSmarterShoppingShopping Sharper SalespeopleSharper Salespeople
Customers as Customers as IndividualsIndividuals
Real-Time RetailingReal-Time Retailing Multiple Checkout Multiple Checkout
OptionsOptions
SmarterSmarterSellingSelling
Enterprise AgilityEnterprise Agility Execution ExcellenceExecution Excellence Capital EfficiencyCapital Efficiency Stores without WiresStores without Wires
SmarterSmarterOperationsOperations
7
Microsoft Smarter Retailing InitiativeMicrosoft Smarter Retailing InitiativeThe Vision, Strategy and Blueprint For Leveraging The Shift To The Vision, Strategy and Blueprint For Leveraging The Shift To The EdgeThe Edge
VisionStrategy
Blueprint
We will facilitate integrated innovation
at the edges of the retail enterprise and
enable retail solutions that allow our
customers to be agile in an ever-changing
landscape
Enable retailers to fundamentally
change the rules of the game in the store environment through visionary
technology leadership
SmarterSelling
SmarterOperations
Smarter Shopping
8
Consumers EnterpriseStore
Microsoft’s core differentiator is in allowing retailers to integrate and collaborate with consumers through their mobile technology solutions. Microsoft will continually enhance this differentiation by injecting disruptive technologies into the platform that further enhances the consumer/retailer relationship.
Microsoft is the only company that provides consumer-centric, Microsoft is the only company that provides consumer-centric, store-centric, and enterprise-centric retail solutions using a store-centric, and enterprise-centric retail solutions using a common integrated platform.common integrated platform.
SRI Benefits to the RetailerSRI Benefits to the RetailerConsumer loyaltyConsumer loyalty
Revenue upliftRevenue uplift
Store manager productivityStore manager productivity
Employee productivityEmployee productivity
Employee satisfactionEmployee satisfaction
Inventory turnover, out-of-stock and gross margin Inventory turnover, out-of-stock and gross margin improvementimprovement
Store IT capital and support cost takeoutStore IT capital and support cost takeout
Microsoft strategyMicrosoft strategy
So…. How do we execute thisSo…. How do we execute this
LOB FocusLOB FocusStore AutomationStore AutomationCore RetailCore RetailBIBISCMSCM
Deeper Relationships Deeper Relationships with Partnerswith Partners
Microsoft In Retail And HospitalityMicrosoft In Retail And Hospitality
Our Top 5 PrioritiesOur Top 5 Priorities
#3 S
olut
ions
Fra
mew
ork
#3 S
olut
ions
Fra
mew
ork
Job #1Job #1CustomerCustomer
Satisfaction!Satisfaction!
Job #2Job #2PartnerPartner
SatisfactionSatisfaction
#4 Retail Hardened#4 Retail HardenedWindows XP EmbeddedWindows XP EmbeddedBizTalk ServerBizTalk ServerSQL ServerSQL Server
#5 Driving Standards#5 Driving StandardsOPOSOPOSARTS – IXRetailARTS – IXRetailUCCnetUCCnetRFIDRFID
Global FocusGlobal Focus& Dedicated Team& Dedicated Team
PredictabilityPredictabilityLicensingLicensing SupportSupport
Product To Solution Product To Solution Paradigm shift in strategyParadigm shift in strategy
Product Company
Solutions Company
EMEA Customer Advisory Board EMEA Customer Advisory Board MembersMembers
BenefitsBenefits for Retailers for RetailersFocused Microsoft resourcesFocused Microsoft resources
Coordinated focus on industry leaders and industry Coordinated focus on industry leaders and industry standards bodiesstandards bodiesSales, Technical, Solutions, Services, SupportSales, Technical, Solutions, Services, SupportExecutivesExecutives
Industry expertiseIndustry expertise
Deep understanding of customer’s businessDeep understanding of customer’s business
Focus on integrated business solutions (Partner Focus on integrated business solutions (Partner Solution Offerings, Microsoft Solution Offerings)Solution Offerings, Microsoft Solution Offerings)
Direct link into RedmondDirect link into RedmondCustomer feedback is a major focus (e.g. XP Customer feedback is a major focus (e.g. XP Embedded)Embedded)Customer and Partner Advisory Council modelCustomer and Partner Advisory Council modelMore relevant products/solutionsMore relevant products/solutions
Executing On The Smarter Executing On The Smarter Retailing InitiativeRetailing Initiative
Integrated Integrated InnovationInnovation
Retail EnterpriseRetail Enterprise
ConsumersConsumers
CorporateCorporateStoresStores
System System IntegratorsIntegrators
ISV’s and OEM’sISV’s and OEM’s
Retail Line Of Business AreasRetail Line Of Business Areas
Store SystemsStore SystemsInventory controlInventory control
KioskKiosk
Labor schedulingLabor scheduling
Loss PreventionLoss Prevention
PharmacyPharmacy
Point of Sale, Fuel, Self-Point of Sale, Fuel, Self-checkoutcheckout
Shelf tagsShelf tags
Store signageStore signage
WirelessWireless
MarketingMarketing• Call Center – VRUCall Center – VRU• Coupon handlingCoupon handling• CRM solutionsCRM solutions• Customer LoyaltyCustomer Loyalty• EAIEAI• Multi-Channel RetailingMulti-Channel Retailing• Sales data warehouseSales data warehouse
E-CommerceE-Commerce• B2CB2C• Content ManagementContent Management• Enterprise portalEnterprise portal• E-LearningE-Learning• Store PortalStore Portal
MerchandisingMerchandising• Allocation and ForecastingAllocation and Forecasting• B2B (Supply Chain B2B (Supply Chain
Collaboration)Collaboration)• EDIEDI• Merchandise managementMerchandise management• Pricing optimization Pricing optimization • ReplenishmentReplenishment• Retail ExchangesRetail Exchanges• Space and Floor PlanningSpace and Floor Planning
Business servicesBusiness services• Business ScorecardsBusiness Scorecards• FinanceFinance• Human resourcesHuman resources• LegalLegal• RecruitingRecruiting• Sarbanes OxleySarbanes Oxley• Six SigmaSix Sigma
Central ITCentral IT
Application Development, e-mail, Enterprise Application Integration, Enterprise Project Management, Application Development, e-mail, Enterprise Application Integration, Enterprise Project Management, IT Infrastructure, Office Productivity, Data Warehouse, Telephony, Unix-to-Windows MigrationIT Infrastructure, Office Productivity, Data Warehouse, Telephony, Unix-to-Windows Migration
LogisticsLogistics• DistributionDistribution• Fleet ManagementFleet Management• RFIDRFID• TrafficTraffic• Warehouse ManagementWarehouse Management
Achieving Excellence in ExecutionAchieving Excellence in ExecutionPartner ManagementPartner Management
Alignment of Account/Territory
and Partner Business
PlansDemand generation & Prospecting
Partner Engagement
Pipeline Management
GTM & Industry Solution Planning
Five Major ActivitiesFive Major ActivitiesOne TeamOne Team Three ProcessesThree Processes
Relationship Management
Planning Together
Relationship ManagementRelationship Management
Planning Together
Opportunity Management
Selling Together
Opportunity ManagementOpportunity Management
Selling Together
Business Management
Managing Together
Business ManagementBusiness Management
Managing Together
Retail Big Bets for FY05Retail Big Bets for FY05Smarter SellingSmarter Selling
POSPOS
Connected POS devicesConnected POS devices
Smarter ShoppingSmarter Shopping
MobilityMobility
KiosksKiosks
Store as a MediaStore as a Media
Smarter OperationsSmarter Operations
Supply chain ( JDA/Manhattan/Eqos)Supply chain ( JDA/Manhattan/Eqos)
BI/Dash-boards BI/Dash-boards
GDS/RFIDGDS/RFID
Design winsDesign wins
How we deliver the Big BetsHow we deliver the Big Bets
Evangelize SRI across the IndustryEvangelize SRI across the Industry
SRI EMEA EBC’sSRI EMEA EBC’s
SRI pilots and ReferencesSRI pilots and References
Broad reach marketing Broad reach marketing
Clear SI propositionsClear SI propositions
Partner Led Selling with ISV’s.Partner Led Selling with ISV’s.
© 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only.© 2004 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only.MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.MICROSOFT MAKES NO WARRANTIES, EXPRESS OR IMPLIED, IN THIS SUMMARY.