How to drive deployment of Microsoft EA customers – and in turn revenue Adam Barker Infrastructure Optimization Lead Microsoft abarker@microsoft.com.
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How to drive deployment of Microsoft EA customers – and in turn revenue
Adam Barker
Infrastructure Optimization Lead
Microsoftabarker@microsoft.com
Agenda• What is the EA landscape and market opportunity?• Go to Market Strategy• Available Resources• Next Steps
World Class Selling
Solutions for PRB
Platform for PRB (IO)
License Optimization
One Microsoft
TAgreement
(new or renewal)
T-27Deployment & IO
execution plan in place (Partner engaged)
T-18Deployment execution,
business value established (TCO, ROI,
evidence)
T-9Solution, scenario, capability selling
Case for renewal in place
$
Goal:• Reduce cost of operations• Increase value in infrastructure• Drive ongoing infrastructure & solutions opportunities• Support case for renewal and up-sell• Build relationship by proven outcomes over time
THE EA LANDSCAPE
Current Penetration of EAs by Customer Type
We’re in Business Together
Enterprise AgreementsConsolidations represent a huge opportunityTotal deal volume and size are compelling
New EA $ Growth
FY10
FY 08
FY 06
FY 04
FY 02
FY 00
4,450 New Deals
EA Penetration
MajorAccounts 75%
Corporate 20%
And we see tremendous growth opportunity
What is the EA Landscape?
Major and CFAM
CPM Inside Managed accounts (CIAM)
Current Status of Deployment
State of the market?
Identity & Access Mgmt
Desktop, Device & Server Mgmt
Security & Networking
Data Protection & Recovery
Security Process Management Process
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
100%
DynamicRationalisedStandardisedBasic
Core Infrastructure Maturity
Australian MarketJuly 2009N=380Microsoft confidential
• Desktop Management 50% Basic• Server Management 72% Basic
State of the market?
Unified Communications
Collabora
tion
Enterpris
e Content Management
Enterpris
e Search
Business
Intelligence
0%10%20%30%40%50%60%70%80%90%
100%
DynamicRationalisedStandardisedBasic
Business Productivity Infrastructure
Australian MarketJuly 2009N=380
Microsoft confidential
GO TO MARKET STRATEGY
EA sales approach = deployment approachEA as an Infrastructure Agreement
Improve Business Alignment
Reduce TCO
EA Renewed
EA SignedT-36
T-27
T-18
T-0
T-9
High level strategy: T-36
Account & Growth Planning
Software Assurance (SA) Activation &
Consumption
Infrastructure Optimization (IO)
Deployment & Adoption
Software Asset Management (SAM)
Optimization
True Up Practices
Renewal EngagementKey Activities
Welcome
Activate/Deploy
Use
Renew
Phases
A prescriptive three year customer engagement
Driving deployment opportunities
0%: Optimised Desktop briefing
20%: Deployment
plan & partner identified
40%: High level design
60%: Budget approved.
Training plan
80%: Start of rollout
100%: Broad production
rollout
Tools to drive business case
Planning Services
Training and change
management
AVAILABLE RESOURCES
Driving the business case…
Basic Standardised Rationalised
IT costs $1,320 $580 $230
Service Levels (# Svc Desk Calls)
8.4 8.5 7.7
Business Agility (# weeks) 5.4 5.2 4.3
Source, IDC 2006
Server Management
Source: Hansa/GCR 2007
Reducing TCO
“IT to Business Bridge” “Business Value Planning”
Business Productivity: Business Alignment
Drive discussion Surface customer pain
Identify priority opportunities Map to existing platform
Provide “to-be” vision
Target specific key roles
Overall mapping to IO states
Target specific processes
Map specific issues to specific capabilities
Funding through SA
Build seller capability
Business Value Planning Services
Current Process “As-Is”
New Process “To-Be”
Process Pains
• Manual Work• Communication
Inefficiencies• Unnecessary
Process Steps• Rework/Errors• Lost/Wasted Cycle
Time
Map Enabling Technology Solution
To New Process
Document Identify Map Design
Output
Capture Process KPIs:• Cycle Time• Labor Time• Cost
Output
Capture Est. KPI Improvements:
• 60%↓ Cycle Time• 75%↓ Labor Time• 45%↓ Cost• Etc.
Optimised Sales ConnectionGives access to tools to help create the business case
• TCO Tool (Alinean)• IT2B tool (pending)
http://osc.microsoftio.com/osc/
Packaged Services
• Benefit available exclusively to Software Assurance (SA) customers
• Consulting services designed to help organizations – Reduce costs and improve business processes– Learn from expertise provided by qualified consultants– Realize a greater return on their technology investment
• Available in 1 to 15-day engagements, based on the number and type of qualifying licenses
What are they?
Packaged Services
• Desktop Deployment Planning Services (DDPS)Introduces the most advanced techniques, processes, and tools for your company, based on your unique needs, helping you achieve the most cost-effective desktop environment
• SharePoint Deployment Planning Services (SDPS)Introduces SharePoint best practices, processes, and tools to help you create an efficient and productive SharePoint environment
• Exchange Deployment Planning Services (EDPS)Designed to help guide your organization through the initial deployment planning stages of your Microsoft Exchange implementation, while reducing the cost of the project
• Business Value Planning Services (BVPS)Designed to help you identify, unlock, and capture the strategic potential of the Microsoft Office platform through structured multiday workshops
What are they?
Packaged Services Status• 25% utilization
Customers with unused planning days Total available days by customer entitlement
Guidance for Windows 7
• Springboard:– http://technet.microsoft.com/en-au/windows/default.aspx
• Microsoft Deployment Toolkit:– Http://technet.microsoft.com/en-us/solutionaccelerators/dd407791.aspx
Training and change management
From IDC (2009):• Training Vouchers and E-Learning benefits, can help reduce IT staff
software training by as much as 65% to 75%.• Microsoft Home Use Rights can help reduce overall user training costs by
9%.
http://idc.cycloneinteractive.net/microsoft_savl/
Next Steps• Review the resources
– LAR: Review T-36 site and related materials– SI: Review the Optimisation related sales material– Review how SA benefits can support your business activities:
• Packaged services• Home use rights• Training vouchers/e-learning benefits
• Leverage the resources & market opportunity!
Resources• T-36 resources for LARs
– http://t36.partnersalesresources.com/
• SA Benefits site:– http://www.microsoft.com/licensing/sa/benefits/elearning.mspx
• IO Resources (on Partner Sales Resources):– http://microsoftio.partnersalesresources.com/
• IT to Business Bridge:– http://microsoftio.partnersalesresources.com/it.aspx
• Optimisation Sales Connection– http://osc.microsoftio.com/osc/
Resources – packaged services• Main site:
– https://iwsolve.partners.extranet.microsoft.com/DPS/
• Business Value Planning Services:– https://iwsolve.partners.extranet.microsoft.com/BVPS/
• Desktop Deployment:– http://iwsolve.partners.extranet.microsoft.com/ddps/
• Exchange Deployment: – http://partneredps.com/
• SharePoint Deployment:– https://iwsolve.partners.extranet.microsoft.com/SDPS/
• Packaged services newsletter:– https://iwsolve.partners.extranet.microsoft.com/dps/psnewsletter/
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