Sarah TheissChannel Audience Managersarahth@microsoft.com0414526117

Leverage Microsoft’s offerings for ISVs

Increase Your Profitability Potential.

Topics

• How can you maximise your success as an ISV?• Partnering with Microsoft – what are the options?• How can you supply Microsoft software to your customers?

ISV Profitability

3

Company Performance

Net Profit Margin (%)

Cash Flow from Ops

(%)

Revenue Growth (%)

Gross Profit Margin (%)

Business Velocity

Change in Market Share (%)

Deal Growth (%)

Customer Growth (%)

Deal Execution

Average Deal Size ($/deal)

Sales Cycle (mo)

Implementation Time (mo)

Productivity Revenue per Employee ($/emp)

Customers

Characteristics of Top Performers• New Customers• New Software• Narrow Technology Focus• Successfully Partner

ISV/Software Solutions competency

Microsoft ISV-competency partners outperformed the benchmark group!

How?

• Retain more experienced and better trained developers.• Spend less on R&D• Put more time toward developing new products, and spend less time

maintaining existing ones.• Maximize their revenue, customer, and deal growth.

Promise of partnership

Profitability

Platform

Partner Program

Market Opportunity

EMPOWER for ISVs: Jump Start Your Development

• Two year program • Helps ISVs develop and launch their solution on the Microsoft Platform• Then become Microsoft Certified ISV/Software Solutions Competency Partner

Benefits• MSDN Premium Subscription Media Kit with five user licenses• ISV Advisory Service (10 Hours)• Internal-use software licenses

•Server & CALs• Windows Server • Microsoft Exchange Server• Microsoft SQL Server• Microsoft Office SharePoint Server

Costs: AUD $875.00 per annum as a Registered level Partner

Why?SoftwareSupportVisibility (potential investors, clients, and partners)No upfront cost (USD$100 exit fee)Software + Service/Hosted offering

Eligibility:• Software development business • Privately held• < three years old • Revenue <US $1M annually

Achieving the ISV/Software Solutions competency

Build your solution. Utilise Microsoft Empower for ISVs or BizSpark for Startups.

Step 1: Test your solution. Multiple tests to choose from, i.e., Certified for Windows, Compatible with Windows 7

Step 2: Submit three customer references for your solution.

Step 3: Pay the annual Microsoft Partner Program fee* and you’ll be a Certified Partner with the ISV/Software Solutions competency.

How do you provide Microsoft software to your customers?

On Premise Hosted by Partner

Hosted by Microsoft (via Telstra in Oz)

OEM SPLA Microsoft Online Services

FPPOpen Business

Open ValueISV Royalty

ISV Royalty

Why:

• One source for business solutions• More efficient installation and deployment• Total solution

The fine print:

• Eligibility requirements: support• Commitment: USD $15,000 /three-year term• Revenue reporting requirement

What is a SPLA?

The Services Provider License Agreement (SPLA) allows an organization to license Microsoft products and use them to provide software services to its customers.

Payment term• Monthly reporting and payment based on actual use• No up-front commitment required• Annual price protection• Academic pricing• Access to current versions• Worldwide distribution

Ideal for• ISVs hosting / managing applications for their customers, • Web hosters, • Franchisors providing services to franchisees,• shared services

More details at http://www.microsoft.com/serviceproviders/licensing/default.mspx

Microsoft Online Services - Hosted by Microsoft/Distributed by Telstra

•Microsoft Exchange Online•Microsoft Office Live Meeting•Microsoft Office SharePoint Online•Microsoft Office Communications Online•Microsoft Exchange Hosted Services

Next Steps• Evaluate the right partnering option for your business

– Empower– BizSpark– Microsoft Certified Partner – ISV Competency

• Maximise your success• New Customers• New Software• Narrow Technology Focus• Successfully Partner

• Supply Microsoft Software as part of your solution via• ISV Royalty• SPLA• Microsoft Online Services

In Summary

Session PresenterThe Age of User Experience Shane Morris

Customer Touch-Points Dave Glover

Innovation on the web with Microsoft Silverlight Shane Morris

Not Just better, faster! Shane Morris

Drawing a crowd Microsoft Advertising

Partnering with Microsoft as an ISV Sarah Theiss

Innovation in web and user experience technology

Session Presenter

Professional Developers Conference Highlights Catherine Eibner & Dave Glover

xRM (Anything Relationship Management) Catherine Eibner

Windows 7 & Windows Server Application Compatibility Dave Glover

Microsoft SharePoint Server 2010 and Microsoft Office 2010

Windows Azure Dave Glover

Windows Marketplace for Mobile - Show me the money! Dave Glover

Partnering with Microsoft in the Web Space Sarah Theiss

Harness the latest Microsoft technology to build Applications

• Take a look further at the technology– www.microsoft.com/web

• Which Partner program is right for you?– Evaluate & join up!

• How will you supply Microsoft software?– Business model is the key

• Evaluation Forms – USB Keys/Door Prize

Where to from here?