Effective Government Engagement

Effective GovernmentEngagement

Selwyn Snell – Public Sector Account Manager Erin Jenkins – Licensing Specialist

• Introduction• Working with and Understanding

GovernmentBusiness DriversICT DriversMicrosoft solution priority areas

• Government Procurement• Start the Value Discussion with

Government• Microsoft Government Team• Better Together

• Microsoft Government Eligibility Definition

• Jobs – creating, retaining• Immigration, asylum seekers etc• Ballooning health costs, increasing pressure on the health

system, hospital beds, doctors & nurses, growing waiting lists• Ageing Population (and its impact on current & future

infrastructure, services etc)• Education system, falling literacy & numeracy rates• Crime rates, Police on streets, emergency management• Transport infrastructure (trains, roads, ports etc)• Cost of housing, first home buyers, foreign ownership• Sustainability, water resource mgt, reducing carbon footprint (yet

ETS now delayed till at least 2013)

Government Business Drivers…

• Gov 2.0, collaboration, productivity• Efficiencies, standardisation, economies of scale, driving costs

down, doing more with less• Citizen services, portals, accessibility, open government• Innovation, agility, R&D, govt/industry alignment• Smarter decision-making, information from data, insight from

information• Spatial information systems, map based solutions• Better search capabilities – desktop, dept, web• Data centres, consolidation, best practice• Cloud computing, public vs private, “G Cloud”

Government ICT Drivers…

• Collaboration, unified comms, productivity, Gov2.0• Search – intra dept, inter dept, inter govt, internet• Business intelligence, reporting, scorecards, analysis, insight

from information• Dynamics – CRM, Financials (AX, GP, NAV, SOL)• Maps, location-based decision-making, spatial solutions, • Data centre services – best practice, lowest cost, green• Cloud services – proven, low-cost, software, infrastructure

and platform as a service offerings• Innovation – Surface, Azure, Photosynth, Looking Glass/TownHall,

OGDI/Dallas

Microsoft Federal & State Priority Solution Areas…

Government Procurement

Understand & NavigateLong Sales Cycle Panel Contracts – your

ticketPlan your target areas

within GovernmentHow do they think? ‘On time On budget’

Engage Early

Dependable & Good Size Business Opportunities

Do your Research

Start the value discussion with Government

7

What do they already own - DeploymentGaining full advantage of the current platform

Use the tools at your disposal :

SA Benefits, Support, Training, HUP

Start the value discussion with Government

8

Support – Online 24x7Training – Vouchers, elearning

Home Use Programme

DPS for Desktop, SharePoint, Exchange

• We can show you how to start using what you already own…– Windows Server includes a robust, virtualisation platform called

Hyper-V…included in the price– SQL Server contains a feature-rich reporting platform called Reporting

Services, as well as ETL tools, powerful Analysis engine…included in the price

– Excel includes comprehensive analysis and conditional formatting tools…included in the price

– SharePoint includes a collaborative, records & document management capability…included in the price

– Office Pro Plus includes InfoPath, a simple to use electronic forms solution…included in the price

Start the value discussion with Government

What are you entitled to?

If you have Office Pro on your EA, you are now entitled to even more with the Office 2010 wave…

We can show you how to unlock what you already own

OfficePro Plus Office Standard

= New

WordExcel

PowerPoint

Outlook

OneNote

Publisher

Access

InfoPath

Communicator

SharePoint Workspace

(formerly Groove)

Office web applications

Business Contact Mngr

Integrated ECM

Integrated Electronic Forms

Advanced IRM and policy

capabilities

How else can we help in Government?

• Long history of Innovation• Familiarity, lower training costs• Strong Corporate Citizenship programme• Any device, any time, any place• Integration out of the box• Biggest partner ecosystem• More “off the shelf” solutions• Faster time to implementation

Government’s chose to run their business on the Microsoft platform for good reasons..…

Health

Public Safety

Local and State Government

Microsoft Public Sector Alignment

Federal Government

Defence

Education

dedicated industry experts, sales, marketing, services, partner and customer support teams in each of those segments

14

Name Role

Pip Marlow Australian Public Sector Director

Hala Batainah Federal Director

Terry Moloney Victoria and NSW State Director

Dean Swan, Patrick Pathinathan, Steve McNally

WA, QLD, SA State Directors

Michael Gration Health Industry Director

Craig Foster Education Industry Director

Brad Coughlan Government Industry Specialist

Erin Jenkins Government licensing

Sharon Schoenborn Director – Enterprise Partner Sales

Denise Holehouse Industry Market Development Manager -Government

Related Alliance PAMs and IMDM roles Across key partners and territories

Account Managers and Account Technology Specialists

Federal and State

Microsoft Public Sector and Partners

Microsoft Public Sector and Partners

• With Partners we have a raft of solutions and capabilities that address the business and ICT drivers of Government

• Innovation pipeline of solutions and capabilities that will assist Government with the problems you will face today and tomorrow

• Environmental Sustainability solutions and best practices • We have an end to end Cloud strategy that is mindful of unique

Gov’t requirements and available now• Work through partners to deploy the software owned and gain

even greater value from the investment with Microsoft

Microsoft Government Eligibility Definition31/8/10

Erin Jenkins

• Microsoft wants to extend Government licensing to those Government Entities that provide government services to the community.

• Microsoft does not want to extend Government licensing to Government Owned Businesses that charge customers for what they supply.

Philosophy behind the Definition

An “eligible entity” means any organization that does not operate for profit and that falls into one of the following categories;

Government Eligibility Definition

Examples;A. EU

B. Federal Government

C. State/Territory Government

D. Local Government Councils

E. Government Hospitals (DoH)

F. Medical Board

If an organization fits into one of the categories above and operates for a profit, the following additional criteria will be applied to determine whether an organization qualifies as an eligible entity;

1. Do the revenue/profits go solely to the state (or do they also go to private shareholders)?

2. Is the organization in question exempt from corporation tax?3. Is the organization financed more than 50% by the state (i.e. does it

derive less than 50% of its funding from commercial activities)?If the answer to all of these questions is “yes”, then the organization qualifies as an eligible entity. If the answer to any of the questions above is “no”, then the organization does not qualify as an eligible entity. Generally, government owned corporations, state-owned enterprises and government organizations (whether incorporated or not) undertaking commercial activities (e.g. telecommunications, banking, transportation, etc) do not qualify as an eligible entity. If the Government of a country publishes a list of public sector organizations; those organizations must meet the criteria set forth in this definition to qualify as an eligible entity.

Government Eligibility Definition

http://www.microsoftvolumelicensing.com/DocumentSearch.aspx

Where to find…

• Learn and really know the eligibility definition.• Do your homework on the Customer prior to

meeting with them.• Engage with the Customer.• Look at it as an opportunity to build relationships

and show your value in the account.

Call to action…

Thank-you!Enjoy your time at the

2010 Australian Partner Conference