partnering with microsoft in local...
TRANSCRIPT
Partnering with Microsoft
in Local Government
Sue Johnston
Government Industry Manager
Jane Mackarell
Industry Marketing Manager
Agenda
• Market overview & research
• The citizen services platform opportunity
• Partner readiness & marketing campaigns
• Partner commitments
10,000
7,000
18,500
1,200
1,500
?20,000
27,000
No. of Councils
No. of PC’s
76
15269
79
29
35
143
Local Government in Australia
• 615 Councils and Shires
across Australia.
• Complex business model.
• Procurement aggregated
through association
arrangement.
• In FY08/09 Local
Government spend
estimated between
• $1B-$2B (Aus)
Gartner June 2008
Hardware
35%
Software
22%
IT
Services
43%
Local Government Market Size
• IT Spending by Segment
• 100% = $1.5B (AUS)
• Software Spend 22% =
$330M (AUS)
• Services Spend 43% =
$645M (AUS)
Today's reality is…
Budget
Availability $
Delivery
Timelines
Expectations Staff
Availability
Today's reality is…
• Citizens now expect…– Responsive service delivery
– Integrated portfolio of services
– Efficient, multi-channel communication
There has been an evolution of expectation
0 10 20 30 40 50 60 70 80
Document and records management
Electronic procurement
Case management
Interactive forms
GIS
Mobile applications for Field staff
Intranet/Portal
Team collaboration
Performance Reporting/Business Intelligence
Search
Citizen Portal/Internet
Citizen contact centre
Already Implemented Considering/Pilot No Plans
Market research – current capability
Market research - capability effectiveness
0 10 20 30 40 50 60 70 80
Document and records management
Electronic procurement
Case management
Interactive forms
GIS
Mobile applications for Field staff
Intranet/Portal
Team collaboration
Performance Reporting/Business …
Search
Citizen Portal/Internet
Citizen contact centre
1 2 3 4 5
Alignment Business Process
Citizen contact centre
Citizen Portal/Internet Abandoned Waste Reporting, Council Meetings & Agenda/Minutes Manager, Community
Events Calender, Mayor/Elected Official Newsletter ,Road Hazard Reporting
Search
Performance Reporting/
Business Intelligence
Team collaboration Council Meetings & Agenda/Minutes Manager
Intranet/Portal Council Meetings & Agenda/Minutes Manager
Mobile applications for field staff Mobile Inspections
GIS
Interactive forms
Case Management Road Hazard Reporting, Abandoned Waste Reporting,
Electronic procurement Council Meetings & Agenda/Minutes Manager
Document and records management
Business process – capability alignment
Local Government focus areas – FY09
Citizen Service Platform
• Framework for LG
• Market research
• Partner recruit and readiness
• To customer marketing campaign
• Improved sales coverage
Licensing Optimisation
• Simplify Licensing
• How to buy for LG – customer and partner messaging
• Improved sales coverage
Infrastructure Optimisation
• Profile LG maturity to enable prioritisation of operational improvement projects
• Marketing campaigns driving Core, BPO, APO
• Improved sales coverage
Citizen Service Platform
Citizen Service platform structure
Citizen Service core platform capabilities
Citizen Service Platform
Performance Point Performance Management
Forefront
Security
System CenterServer Management
BizTalk
Integration
VistaDesktop Services
OCSCommunications
Citizen Service extended platform capabilities
Citizen Service Platform
What do the templates offer?
Customers Partners
Relevance
Help show our customers
what our technology can
deliver, and how it meets the
ever-changing challenges
they face
Speed
Customers can use the
templates to bring some
initial goals into production
quickly
Skills
With the source code, they
help to educate our partners
on how to deliver these
solutions on our platform
Demonstration
Give our partners a platform
to demonstrate the value of
their solutions
Citizen Service platform portal
Citizen Civil
Servant
Politician Visitor Politician’s Dashboard
Local Government focus areas – fy09
Citizen Service Platform
• Framework for LG
• Market research
• Partner recruit and readiness
• To customer marketing campaign
• Improved sales coverage
Licensing Optimisation
• Simplify Licensing
• How to buy for LG – customer and partner messaging
• Improved sales coverage
Infrastructure Optimisation
• Profile LG maturity to enable prioritisation of operational improvement projects
• Marketing campaigns driving Core, BPO, APO
• Improved sales coverage
Greater Microsoft sales coverage – local government
Ed MooreNational PS Sales Manager
Ben PlaceSales Engagement Manager
QLD / NT
Warren BaileySales Engagement Manager
NSW/ ACT
Ken RankinSales Engagement Manager
VIC & TAS
Michael LeungGov QLD & NT
Liam RidgewayAccont Manager – K12
National Edu
TBHAccount Manager ACT/
WA,/SA
Ellis SpoonerAccount Manager –
National Health
Yin Teng SeeAccount Manager – NSW
Gov
Paul HutchingsAccount Manager – K12
National Edu
Anita MalhotraAccount Manager – Vic &
Tas Gov
Citizen Service platform campaign
Q1 Q2 Q3 Q4
TO CUSTOMER/THROUGH PARTNER
TO
CU
ST
OM
ER
/
TH
RU
’
PA
RT
NE
R
To
Pa
rtn
er
Partner Conference – local
Govt sessionPartner and Sales Readiness
Training – Citizen Service -
NOVEMBER
Citizen Service Partner
marketing support
LGTS Victoria Conference –
awareness activity - AUG
Citizen Service Platform Campaign – MOSS
external adaptor offer; partner offers;
showcase reference sites.
Gordon McKenzie – WW lead
customer visits
Coffs Harbour IT Conference
– awareness activity –
NOVEMBER
Local Govt P2P Networking
Nights, 5 cities – access
templates, nominate pilots -
SEPTEMBER
3 X Pilots identified; case
studies generated
Partner led demand
generation, using MDF
TO PARTNER
Licensing optimisation – Q2, Q3
• To customer campaign to simplify how to buy in local
Government
• Supporting materials, training and guidance for partners re
government licensing – including material for new licensing
program, Open Value for Government
Business intelligence in government Q1/Q2
Information management (BPO) Q2
• MDF available for partners to generate demand in
local government
• Branding and exposure support for Microsoft Gold
Partners at RMAA conference, Sydney, September
• Partner technical readiness and sales and marketing
training support
• Messaging support for relevance to local government
customers
Local Govt marketing activity – all up
Q1 Q2 Q3 Q4
CAMPAIGN BASED ACTIVITY
BUSINESS AS USUAL ACTIVITY
Government Industry Website Update – Public Safety & National Security, Local Govt, Defence, citizenship
Government Case Studies - Written and Video
Quarterly Government Newsletters
TO
CU
ST
OM
ER
/
TH
RU
’
PA
RT
NE
R
BU
SIN
ES
S A
S
US
UA
LT
o P
art
ne
r\IT
Pro
Partner Conference –
local Govt session
Partner and Sales
Readiness Training –
Citizen Service
Info Management Partner
marketing support
Partner Public Sector
Recruit & How to Buy Kit
Citizen Service Partner
marketing support
LGTS Victoria
Conference
Information Management
(BPO aligned)
Citizen Service Platform Campaign –
MOSS offer
RMAA Sydney,
Conference
Coffs Harbour IT
Conference
Local Government Platform Vision collateral
Local Govt P2P
Networking Nights
Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers
How to buy for Public SectorGovt BI roundtables
UC & Mobility in Govt
Microsoft resources for partners
• Partner networking nights
• Partner readiness
• Partner marketing and sales support
• Case studies
• POC funds for Citizen Service reference sites
• Messaging support for industry and non-IT audience
• Event alignment
– Umbrella branding, booth support at 3rd party external events
– Industry association partnerships and alliances
– Speaking slots at Microsoft led events
• Industry Web sites – partners can be profiled
Partner commitments
• Align with Microsoft sales teams – greater coverage in
local government in FY09
• Email [email protected]
• Contact your PAM to build a government industry plan
into your PSP
• Attend the Partner 2 Partner Networking nights for
Citizen Service Platform in September
• Attend the Partner training for Citizen Service Platform
in November
Questions & Answers