Delivering Value to Our Customers and Partners Dan Bulucea Platform Strategy Manager Microsoft Eastern Europe.
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Delivering Value to OurCustomers and PartnersDelivering Value to Our
Customers and Partners
Dan BuluceaPlatform Strategy Manager
Microsoft Eastern Europe
AgendaAgenda
Market Overview
Microsoft’s Commitment to Customers
Integrated Innovation Advantage
Economic Impact of IT
Why Microsoft
Market Overview
Microsoft’s Commitment to Customers
Integrated Innovation Advantage
Economic Impact of IT
Why Microsoft
Market OverviewIT Industry TrendsMarket OverviewIT Industry Trends
Everyone agrees on one thing: the move to x86
Price/performance and flexibility driving change
Focus on securityIncreasing pressures to do more with lessBroad web services movement24x7 availability essential in a global economy
Everyone agrees on one thing: the move to x86
Price/performance and flexibility driving change
Focus on securityIncreasing pressures to do more with lessBroad web services movement24x7 availability essential in a global economy
Market OverviewMarket TrendsMarket OverviewMarket Trends
IBM want this to be all about their services“Devalue” the platform and monopolize service opportunities
Novell connecting the dots with strategic acquisitions
Attempting an end-to-end platform play on Linux
Oracle supporting Linux adoptionSun delivering strategy “du jour”
Customer demands, platform challenges, cost models
New companies developing roots in the market (e.g., RedHat, MySQL, other Open Source vendors)
IBM want this to be all about their services“Devalue” the platform and monopolize service opportunities
Novell connecting the dots with strategic acquisitions
Attempting an end-to-end platform play on Linux
Oracle supporting Linux adoptionSun delivering strategy “du jour”
Customer demands, platform challenges, cost models
New companies developing roots in the market (e.g., RedHat, MySQL, other Open Source vendors)
Customers Told Us…Customers Told Us…
Protect my dataProtect my data
Increase economic valueIncrease economic value
Reduce downtimeReduce downtime
Leverage existing assetsLeverage existing assets Interoperability
StrongerSecurity
Reliabilityand Availability
IntegratedInnovation
Customer RequirementCustomer Requirement Microsoft CommitmentMicrosoft Commitment
Connect with customers (Revenue)Connect with customers (Revenue)Integrate with partners (Profitability)Integrate with partners (Profitability)Empower employees (Productivity)Empower employees (Productivity)
Best Value
Microsoft CommitmentMicrosoft Commitment Third Party Validation
Go to Go to www.getthefacts.com for complete reportsfor complete reports
Interoperability
Best value
Reliabilityand Availability
IntegratedInnovation
Stronger Security
Proof Of Our Commitment To Customers
Source: Bearing Point, Server Operating System Licensing and Support Cost Comparison – May 2004** Full Support indicates 24x7 support on all servers. Limited Support indicates 24x7 support on only 10% of servers.
Best ValueDoes Linux cost less to acquire?Best ValueDoes Linux cost less to acquire?
Noncommissioned Studies:Noncommissioned Studies:
Best ValueDoes Linux have lower TCO?Best ValueDoes Linux have lower TCO?
An industry problem…An industry problem…
20022002 20032003
120120
3939
8787
4343
Source: OS Bulletins from Vendor Web SitesSource: OS Bulletins from Vendor Web Sites
00252550507575
100100125125
RedHatRedHatMicrosoftMicrosoft
OS Bulletins - 2003OS Bulletins - 2003
……a Microsoft prioritya Microsoft priority
00
1515
3030
4545
6060
32321414
3434
5757
RH8RH8 RH9RH9
180 Days Later180 Days Later
WS00WS00 WS03WS03
+68%
+68%
-56%-56%
1
2
92%92%
Companies Companies Detecting Security Detecting Security
BreachesBreaches
Source: 2003 Computer Security Institute Source: 2003 Computer Security Institute survey of 250 major US companiessurvey of 250 major US companies
SecuritySecurity
SDSD33+C+CSecure by:
DesignDefaultDeployment
Communications
Source: Forrester Research: http://www.forrester.com/Research/Document/Source: Forrester Research: http://www.forrester.com/Research/Document/Excerpt/0,7211,33941,00.htmlExcerpt/0,7211,33941,00.html
8686
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MicrosoftMicrosoft DebianDebianRed HatRed Hat MandrakeMandrakeSoftSoft
SUSESUSE
All Days of RiskAll Days of Risk
MicrosoftMicrosoft
RedHatRedHat
DebianDebian
MandrakeSoftMandrakeSoft
SUSESUSE
2525
5757
8282
7474
00 1001008080606040402020
5757
Source: “Is Windows More Secure than Linux?”, Forrester, March 2004Source: “Is Windows More Secure than Linux?”, Forrester, March 2004
SecurityIs Linux more secure?SecurityIs Linux more secure?
1. “Linux distributions say they can fix things within just hours, why can’t Microsoft do that?”
2. “Doesn’t Linux have fewer bugs and aren’t they less severe than Windows bugs?”
3. “Isn’t open source software better at fixing vulnerabilities than Microsoft?”
1. “Linux distributions say they can fix things within just hours, why can’t Microsoft do that?”
2. “Doesn’t Linux have fewer bugs and aren’t they less severe than Windows bugs?”
3. “Isn’t open source software better at fixing vulnerabilities than Microsoft?”
Forrester Response: Forrester Response: ““What matters”What matters”
““Microsoft’s averageMicrosoft’s averageof 25 days between of 25 days between disclosure & release of disclosure & release of a fix was the lowest of a fix was the lowest of all the platform all the platform maintainers we maintainers we evaluated.”evaluated.”
Forrester analysis Forrester analysis shows Microsoft shows Microsoft having the fewest having the fewest high-severity flaws of high-severity flaws of any vendor – and 25 any vendor – and 25 less than the next less than the next lowestlowestForrester analysis Forrester analysis shows Microsoft as the shows Microsoft as the only vendor to fix only vendor to fix 100% of the flaws 100% of the flaws discovereddiscovered
Forrester Forrester AnalysisAnalysis
Common Common Customer QuestionsCustomer Questions
SecurityIs Linux more secure?SecurityIs Linux more secure?
ReliabilityReliability
4:20:19
4:59:44
2
2.5
3
3.5
4
4.5
5
Ho
urs
Windows Linux
More reliableWindows prevented 4x more eventsWindows detected over 2x as many issues before the trouble ticket was receivedWindows system issues (created by test proctor) were resolved 20% faster and 8% more successfully
End User PainAverage Service Loss Time
HH:MM:SS
13:11:56
20:55:13
0
5
10
15
20
25
Ho
urs
Windows Linux
Easier to MaintainWindows required approx. 50% less time to complete directory-related tasks with Active Directory vs. OpenLDAPWindows tape drive and printer configurations were completed over 2x fasterImproving system fault tolerance/redundancy required >2x more time for Linux
Configuring the EnvironmentTotal Time for Completed Tasks*
HH:MM:SS
*21% more “proactive” tasks completed on Windows
VeriTest Proof of our System Reliability
InteroperabilityInteroperability
Enable Microsoft technology to work well with Windows and non-Windows applicationsDevelop solutions based on industry standards
Enable Microsoft technology to work well with Windows and non-Windows applicationsDevelop solutions based on industry standards
MS Interoperability ModelMS Interoperability Model
Microsoft’s ApproachMicrosoft’s Approach
Provide rich services that address key business scenariosEnable ISVs to develop solutions and solve niche needs
InteroperabilityInteroperability
InteropInterop
00 80802020 4040 6060
SupportSupport
SecuritSecurityy
Developer PrioritiesDeveloper Priorities
44%44%
65%65%48%48%Interoperability is Interoperability is
very importantvery important
WindowWindowss
00 80802020 4040 6060
LinuxLinuxUnixUnix
Interoperability PrioritizationInteroperability Prioritization
22%22%
79%79%43%43%
Windows Windows interoperability interoperability
is first priorityis first priority
% of IT Decision Makers% of IT Decision Makers00 80802020 4040 6060
LinuxLinux
IBMIBM
Best Support of Best Support of InteroperabilityInteroperability
55%55%
72%72%63%63%
MSMSMicrosoft is doing Microsoft is doing
the most to achieve the most to achieve interoperability interoperability
goalsgoalsSource: Jupiter research survey, 12/03Source: Jupiter research survey, 12/03
Microsoft PlatformMicrosoft Platform
SQL ServerSQL Server
Active DirectoryActive Directory KerberosKerberos
Distributed File Service STSDistributed File Service STS
.NET Framework.NET Framework
MSMQMSMQ Transaction ServiceTransaction Service
ASP.NETASP.NET
PKIPKIVPNVPN RASRAS Smart CardSmart Card
Windows KernelWindows Kernel
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Windows Media ServicesWindows Media Services
Windows ServerWindows Server
WMIWMI Vis
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ConsistentConsistentInterfacesInterfaces
CommonCommonMgmt InfraMgmt Infra
SingleSingleSign-OnSign-On
Customer RequirementsCustomer Requirements
Integrated Data ManagementIntegrated Data Management
KernelKernelInte
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ted
Ma
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me
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To
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Inte
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er
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Platform FeaturesPlatform Features
Directory/Security ServicesDirectory/Security Services
Network Access ServicesNetwork Access Services
File/Print ServicesFile/Print Services
Web ServicesWeb Services
Media ServicesMedia Services
Application ServicesApplication Services
Programming FrameworksProgramming Frameworks
**Some services not available in Linux distributions are available at additional cost from vendors such as IBM**Some services not available in Linux distributions are available at additional cost from vendors such as IBM
Linux Platform Linux Platform
MySQLMySQL
Linux KernelLinux Kernel
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J2EE/PHPJ2EE/PHP
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JBOSSJBOSS
Real or Darwin Media Server*Real or Darwin Media Server*
ApacheApache
OpenLDAPOpenLDAP
SambaSamba
????
Integrated Innovation
Customer Value – Local EvidenceCustomer Value – Local Evidence
Ahold – Retail (Czech Republic)Consolidation from Linux and Novell to Windows infrastructure
Romgaz – Utility (Romania)Evaluated Linux and OSS but chose Microsoft because of ease-of-use, support and features
Duna TV – Media Service Provider (Hungary)Switch to Microsoft Exchange Server 2003 from Linux cuts operating costs by half
Zotel – Telecommunications (Poland)Switch from Linux to Microsoft reduces IT costs by 30%
TZUM – Retail (Bulgaria)TZUM switched from Linux to Windows Server 2003 for better integration and easier management. Its new IT infrastructure runs 30% more efficiently
IDC EMEA Economic Impact Study, 2004IDC EMEA Economic Impact Study, 2004
AustriaDenmarkFranceGermanyIrelandItalyNetherlandsPortugalSpainUK
Czech RepublicEstoniaHungaryLithuaniaRussiaPolandIsraelSouth AfricaTurkey
• Update of preceding Economic Impact Model studies
• Analyzes the specific contributions of the software sector
• This research covered 19 countries (~82% of IT spending in EMEA):
Microsoft-Related Economic ImpactMicrosoft-Related Economic Impact
Source: IDC IT Economic Impact Study, 2004, 19 Countries
Hardware SoftwareServices & Channels
IT Professionals Total % Total
Czech Rep 1,686 599 12,651 34,221 49,157 40%Estonia 510 209 2,364 3,091 6,174 54%Hungary 1,247 446 8,910 25,913 36,516 41%Lithuania 854 287 6,402 3,714 11,257 54%Poland 3,801 838 21,974 70,016 96,630 50%Russia 7,937 656 38,512 131,286 178,391 55%Total EE Group 16,036 3,035 90,814 268,241 378,125 49%
Microsoft-Related Employees in 2004*
Microsoft-Related Taxes ($M)**
* Employees in companies that create, sell, distribute, or service hardware or software that runs on Microsoft operating systems and IT employees at user organization that developapplications, service, or maintain such hardware or software
** Includes value-added or sales taxes, corporate income taxes, and personal income and social taxes
Czech Rep $181Estonia $29Hungary $231Lithuania $26Poland $565Russia $279Total EE Group $1,312
Economic Impact Study in Slovakia, 2003Economic Impact Study in Slovakia, 2003
Run by Institute of Slovak and World Economy – part of Slovak Academy of Science
Impact of IT on economic growth
Position the Slovak IT sector in regional and global perspectives
Compare impact of IT sector with other branches
Microsoft contribution to Slovak IT sector
Analyzes the impact made by the commercial software model and Microsoft on the local economy
1 SK spent on purchasing of software from Microsoft would generate a nearly 7 SK effect on the Slovak economy
Software Industry Trends in Latvia, 2004Software Industry Trends in Latvia, 2004
Research conducted by Latvian Information Technology and Telecommunication Association (LITTA) Analyzes the business trends in software development, service and distribution industry
Usage of commercial and open source platforms in business and company resources invested in each of these platforms.
Assessment of economic impact of the software industry trends on the national economy
Findings:Commercial software model creates the highest value added for their company - 100% of all respondents
Commercial platform is considered with lower total development costs
BulgariaCroatiaMacedoniaRomaniaSerbia and MontenegroSlovenia
Economic Impact of the IT Sector in South East Europe
The research covers 6 countries:
IDC IT Economic Impact Study, 2005IDC IT Economic Impact Study, 2005
Total IT Employees in 2004
Microsoft-Related Employees in 2004* % Total
Microsoft-Related Taxes ($M)**
Bulgaria 27.462 14.285 52% $32,2
Croatia 20.044 9.365 47% $73,0
Macedonia 2.894 1.613 56% $6,6
Romania 29.251 18.995 65% $63,7
Slovenia 18.222 8.483 47% $109,2
Serbia & Montenegro 24.173 11.844 49% $27
Total Group 122.046 64.585 53% $311
Microsoft Related EmploymentMicrosoft Related Employment
Source: IDC IT Economic Impact Study, 2005, 6 South East European Countries
RevenuesRevenues
In SEE the IT sector generates over $600 million in tax receipts
Includes value-added or sales taxes, corporate income taxes, and personal income and social taxes
Over $300 million of this is attributed to companies and employees working with Microsoft products1 : 8.5
For every dollar of Microsoft revenue in the region, another eight and a half were generated by other companies selling hardware or software that works on Microsoft operating systems, or servicing that software
Source: IDC IT Economic Impact Study, 2005, 6 South East European Countries
Government
Policy
Industry
Interoperability
Security & Quality
Ongoing Relationship
Indemnification
Support
Productivity partnerBreakthroughsIntegrationManageability
ApplicationsCompatibilityHardwarePartners
© 2004 Microsoft Corporation. All rights reserved.This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.
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