Post on 24-Dec-2015
Industry Matters
Delivering Value with Industry Solutions
Tim DawsonIndustry ManagerFinancial Services Sector
Today’s Agenda
Why focus on industry?
What does success look like?
Competitive landscape?
Making it real
Call to action
Our Vision CLOUD
Consumer/EnterprisePublic/Private
SERVER
PC PHONE TV
NATURAL USER INTERFACE
Advantages of a vertical approach
• Distinction from other partners
• A natural position on the long- or shortlist
• Efficient use of development capacity (1-to-many)
• Higher fees for consultancy (due to vertical knowledge)
• More profit!
Better spread of partners in the market
Less competition between Microsoft partners
Competition on value instead of price (= less discounts)
Partners are more profitable
Result is: Microsoft makes more profit!
Advantages of a vertical approach for Microsoft
Industry at a GlanceGrowing customer relationships Attract, acquire, and retain high-value customers through differentiated experiences.
Accelerating innovation Stay competitive by accelerating new product and service development and go-to-market success.
Driving corporate performance Improving business and financial performance with better business insights.
Managing governance, risk, and compliance Simplifying regulatory compliance and increasing business transparency.
Improving operations Increase efficiency and streamline processes and value-chain integration.
Industry at a Glance
Solution Area Approach• Key Vertical LOB
Applications• Cross - Industry• Role Based Productivity
Financial Services
Manufacturing & Resources
Distribution & Services
Public Sector Communications
Industry Solution Maps
Sector alignment
– Account teams to specific industries within each sector
Solution areas
– Microsoft and partner applications prioritized and aligned to industry business processes
Worldwide execution
– Partner capabilities mapping to solution area and geography/ country
Source: IDC
• Greater than $1B market size
• Net new Microsoft revenue with healthy growth rate
• Microsoft product alignment
• Partner ecosystem in execution mode
• Field sellers identified
Industry Specific Value Prop
Microsoft Applications
(Dynamics, MOSS, Office, CCF, OBA)
Microsoft Application
Platform and Infrastructur
e(Windows, SQL, BTS…)
ISV Partner Applications
SI Partner Ecosystem
Support
Defining a Solution Area
Priority Solution Areas: FS
Solution Area Vertical
Banking Insurance Cap Markets/ Securities
Advisory Services X X X
Customer & Performance Insight X X
Customer Knowledge X
Online Financial Services X X X
Risk Analytics & Reporting X X X
Priority Solution Areas: D&S
Solution Area Verticals
Retail Hospitality Cons. Goods & Wholesale Dist.
Professional Services
Business insight X X X
Knowledge Management X
Client Experience X X X
Sales – Customer Relationships X X X X
Priority Solution Areas: M&RSolution Area Verticals
Industrial Mining Oil & Gas Power Utilities
Manufacturing Operations
X X X X
Power Utility – Delivery Solutions
X
Document & Records Management
X X X X
Sales – Customer Relationships
X X X X
15
Example: Manufacturing Operations
*Data form to view additional Solution Areas can be found at: FY10 Solution Area Taxonomy
Sector ManufacturingIndustry Discrete; Process; EnergyVertical Automotive & Industrial; High Tech & ElectronicsHero SKUs SQL Server, MOSS, Biztalk ServerCapability Data Warehouse; Reporting & Analytics, App Integration; Collaboration; Unified
Communication; Enterprise Content Management; Enterprise Search; Business Intelligence; Security & Networking
Business Imperative
Improve Operations
Industry Supplychain & Manufacturing Operations Target Role CIO, VP Mfg, Director of MfgSales Velocity < 6 monthsDrives ECAL NoDrives APA YesDrives EA Yes
Online Financial Services
ASEAN bank demo
Competition
“Supply Chain Visibility and Collaboration”
“Supply Chain Visibility” “Adaptive, collaborative Supply Chains”
“Claims”“Claims Servicing” “Oracle Insurance Claims”
20 industries~ 130 solutions
19 industries~100 solutions
15 industries78 solutions
Partner resources• People:
– Industry Market Development Managers
– Partner Account Managers
– Technical: STU and Dynamics TS and SSP resources
• Sales|marketing resources:
– Portals: Partner Network Partner Source
– Industry Vision Videos: Office Labs
– White papers, Pod casts and more : www.microsoft.com/industry
– Case Studies/References: www.microsoft.com/casestudies
Public Sector - IMDMCore EPG - IMDM
PTU Alignment
19
Education
Marie O’Donovan
IMDM
Health
Johanne Sergeant
IMDM
Government
Michael Adams IMDM
Financial Services
Tim Dawson IMDM
Mftg and Resources
John Bradley IMDM
Distribution and Services
Greg Jones IMDM
HP/EDS/Oakton – Philip Colligan Alliance PAM
Call to ActionUncover new opportunities for innovative customer solutions that grow revenue and lower costs
Understand how solution areas and industry alignment accelerate those opportunities
Leverage a variety of resources at each stage of your business cycle
Share your feedback and complete evaluation form