Understanding Microsoft Business IntelligenceCustomer Momentum and Partner Opportunity

Bob BakerDirector, Microsoft BI PartnersMicrosoft Corporation

bob.baker@microsoft.com@HoosierZimBob – Twitter

AP02

Lisa SlimMicrosoft Alliance Business Manager

Hewlett-PackardMPN partner since 1989HP Enterprise Business

Ro Kolakowski

Company Partner

6th Street Consulting

MPN partner since 2006

SharePoint

Welcome

Who is here?

Thank you for your time and your business

System Integrators – SI’s?

Independent Software Vendors – ISV’s??

If you’re not an SI or ISV, are you a reseller? Other?

Current businesses or practices with Business Intelligence?

Session Agenda

State of the Business Intelligence Market

Microsoft Business Intelligence Capabilities

Partner Success Stories

Becoming a Microsoft BI Partner

Customer Demand for Business Intelligence

Sources: Gartner Market Share: All Software Markets, Worldwide, 2010 , http://www.technologyreview.com/business/37650/?nlid=4534

2009

2010

$5,400.00

$5,600.00

$5,800.00

$6,000.00

$6,200.00

$6,400.00

$6,600.00

$6,800.00

Gartner BI Platform Software Revenue

(in $Billions)

Gartner BI Platform Software Reve...

$5.9 billion

$6.7 billion

Up 12.6%

Business Inte l l igence = Partner Opportuni ty

83%of CIOs

65%of

CFOs

The Business Intelligence Leader: Microsoft

[Gartner, Inc., Magic Quadrant for Business Intelligence Platforms, Rita L. Sallam et al, January 27, 2011. The Magic Quadrant is copyrighted 2011 by Gartner, Inc. and is reused with permission. The Magic Quadrant is a graphical representation of a marketplace at and for a specific time period. It depicts Gartner's analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the Magic Quadrant, and does not advise technology users to select only those vendors placed in the "Leaders" quadrant. The Magic Quadrant is intended solely as a research tool, and is not meant to be a specific guide to action. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.

Most Recognized Strongest Growth Most Widely Deployed

Broadest deploymentsGartner MQ leader Fastest growing megavendor

20092010

0.0%

10.0%

20.0%

Gartner BI marketrevenue growth rates

BI Platform Market Microsoft

Microsoft BI Enables Your Opportunity

Initial License Cost Three Year BI Platform Cost

Five Year BI Platform Cost

$525,455

$845,781

$1,066,348

$226,250

$418,567

$522,333

$155,863$194,829 $220,804

Mega-vendor Average w/o Microsoft Self Contained Pure-PlaysMicrosoft

“Not only is purchase price becoming an increasingly important factor in initial BI platform purchases,but the high cost of BI platforms is often perceived to be a significant inhibitor to broader deployment.”

– Rita Sallam, Gartner – BI Platform Licensing Models and Negotiating Strategies (April, 2010)

Lower license costs means more partner opportunity

Microsoft licensing presence removes deployment friction

?

Evolution of BISelf-service BITraditional BI

IT professional

End users

Existing Data

LOB applications FilesData marts

ETL/Data Quality

Analysis Reports Dashboardsand scorecards

Provision

Analysis cubes

Datawarehouse

Data Staging

Spreadsheets

Specialized tools

IT has been busy keeping up with the growing demand for BI…Harvesting existing data, cleaning it and staging it…To provision reports, dashboards, and scorecards to meet end user demandBut business is outpacing IT and end users are demanding agility…Rapidly breaking down the barriers of control with self-service BI!Is it possible to balance control and agility?

Evolution of BISelf-service BITraditional BI

?IT professional

End users

Existing Data

LOB applications FilesData marts

ETL/Data Quality

Analysis Reports Dashboardsand scorecards

Provision

Analysis cubes

Datawarehouse

Data Staging

Spreadsheets

Specialized tools

Is it possible to balance control and agility?

Niche Startups

SharePointscorecards

Excel workbooks

PowerPivot applications

SharePointsearch and dashboards

Analysis services

Reporting services

Integration services

Master data services

Microsoft Business Intelligence

Most widely deployedEIM and BI platform

Most broadly adopted productivity and

collaboration tools

Odatafeeds

LOB apps

The Future Only Gets Better

Scalable relational cloud database platformConsistent, familiar app, data model, and toolsSelf-managed, highly available cloud services

Scalable relational cloud database platformConsistent, familiar app, data model, and toolsSelf-managed, highly available cloud services

Self-service BI in the Cloud

Analytics in the CloudData integration in the Cloud

Office support for greater interactive visualizationsGreater Office connectivity to the Cloud

Share live data views regardless of location or deviceTrack and collaborate around important values

future

future

We Are Here

Mission-critical platformPervasive insightDeveloper and ITPro productivityCloud-ready

Managed self-service BIApplication and multi-instance managementMaster data servicesStream data processing

Rapid data discovery

Managed self-service BI

Credible, consistent data

Complete DW solutions

Scale on demand

Fast time to market

Extend any data, anywhere

Optimized productivity

Required 9s & protection

Blazing-fast performance

Organizational compliance

Peace of mind

MISSION CRITICAL CONFIDENCE

CLOUD ON YOUR TERMS

BREAKTHROUGH INSIGHT

Next wave of SQL ServerCloud-ready information platform

Unlock new insights with pervasive data discovery

across the organization

Create business solutions fast, on your terms across server and private or public cloud

Enable mission critical performance and availability

environments at low TCO

Breakthrough Insight Project “Crescent”

Highly visual design experienceInteractive, Web-based authoring and sharing of informationFamiliar Microsoft Office design patternsPowerful data layout with banding, callout, and small multiples visualizations

Rich metadata-driven activityFully integrated with PowerPivotDrive greater insight through smart and powerful queryingZero configuration highlighting and filteringAnimated trending and comparisons

Presentation-ready at all timesInteractive presentation turns pervasive information into persuasive informationDeliver and collaborate through SharePointFull screen presentation mode for interactive boardroom session

Project Crescent

Bob BakerDirector, Partner StrategyMicrosoft Business Intelligence

demo

Microsoft BI Opportunity for ISV Partners

Manuel VellutiniChief Operating OfficerTagetik

partner

Source: Gartner, March 2011

Who is Tagetik?

Tagetik is a global ISV (Microsoft Gold Partner) focused on Corporate Performance Management and BI

Visionary in the Gartner MQ for CPM suite – 2010

450+ customers in all verticals including Fortune 1000

Large partner networks

Fast growing: Tagetik grows at a faster-than-average rate in the CPM suite market

Communication Collaboration

Business IntelligencePerformance managementand financial governance

Tagetik 3.0 Enabled by Microsoft SharePoint

How Has Partnership with Microsoft Benefited Tagetik?

Product Sales and Marketing Partner

Thanks to the Microsoft technology stack

(Microsoft SharePoint and Microsoft BI), Tagetik has expanded on its roadmapto incorporate a broader

view of BI and PM by extending beyond traditional CPM.

In addition, Tagetik is partof the TAP for Crescentthat allows has a faster

go-to market

Jointly, marketing andsales activities has allowed Tagetik to generate more opportunities worldwide

Increased visibilitywith analysts

Competition:

Tagetik’s main competitorsare Microsoft’s competitors

(Oracle, IBM and SAP) – We can sit in front of large

accounts, with Microsofton our side

The Microsoft relationship has helped Tagetik

in recruiting partnersand in getting traction in

large SI (Tagetik/Microsoft/SI triangulation,

SharePoint practice)

BI Practice Capability Model

“Denali makes it easy to transition from a SharePoint or web practice to dashboards and reports, and impresses customers”“SQL takes BI from 10 users to 10,000”“Don’t fear ‘Self-Service BI’! It requires Partner support to enable”“The visualization in Denali, sells the user and transforms interested users into ambassadors”“Legacy reporting packages are all losing share to SQL”“Denali opens the market to people who couldn’t afford data warehousing …we go from hundreds to thousands of customers”

Microsoft BI Opportunity for SI Partners

Whitney WeaverPractice Area LeadSlalom

partner

SEATTLE

PORTLAND

SAN FRANCISCOPALO ALTO

LOS ANGELES

DENVER

DALLAS

ATLANTA

CHICAGONEW YORK

Who is Slalom?

1,000 consultants | $200M revenues

National managed partner

Business and technology

Best known forLocal delivery modelSolution mindsetEnd-to-end deliveryExperienced consultants

How Has Partnership With Microsoft Benefited Slalom?

Drives 80% of technology

revenue

Deep relationships with product

teams

Industry recognition via partner awards

Microsoft Partner Network BI Competency Updates

announcing

Microsoft Business Intelligence Partner of the Year

Finalist Finalist

WINNER

From: Microsoft Sales PersonSent: Thursday, June 09, 2011 2:19 PMTo: WW Communities - Business Intelligence; Business Intelligence ChampsSubject: SI Partner Feedback (Name Removed) )

 I have a customer who is interested in implementing Microsoft BI, and their SIis Name Removed.  Based upon our limited exposure to this SI and the information gained from their website they seem to have an Oracle bias, and they arestruggling with our implementation. Can someone help?

Name Removed

Name Removed

From: Bob BakerSent: Thursday, June 09, 2011 2:48 PMTo: Microsoft Sales Person; WW Communities - Business Intelligence; Business Intelligence ChampsSubject: RE: SI Partner Feedback (Name Removed) )

 A quick search of our internal systems indicates that Name Removed     is NOT a partner with a Microsoft BI Competency.

Our guidance from corp is to only utilize partners for BI implementations thathave a Microsoft BI Competency. For those partners that our field chooses to workwith that do nice work in Microsoft BI that haven’t joined yet, we should be encouraging them sign up for the BI competency at http://partner.microsoft.com right away.

Thanks,Bob

Name Removed

Name Removed

A Typical E-mail Thread

Microsoft Partner Network BI Competency Requirements

All partners must qualify along 5 key characteristicsCredentials, revenue, business assessments, customer evidence and commitment

The entry bar for should continue to be relatively lowGold partners are our BEST partners

Gold partners should know the entire BI stackPartners should be able to obtain Gold by filling functional or business gaps in the Microsoft BI stack

Microsoft Partner Network BI Competency Credentials Changes

No changes for revenue, business assessment, customer evidence or

commitment

Removed Virtual Earth qualifying exam

Resource Certification

2 resources withMCITP BI certification

plus 2 additional resources with either MCITP BI certification, MCM SQL Server certification, or SharePoint App development exam

App Certification

1 qualifying app providingMicrosoft BI LOB connectivityMicrosoft BI corporate performance managementMicrosoft BI Mobility

Expert Certification

1 qualifying resource participating in

SSAS Maestro programSSRS Conversion program

Microsoft Partner Network BI Competency

Benefits

Plan

Enable

Create

Sell

Partner Newsletters Internal UseSoftware Licenses

Talent RecruitmentAssistance

Volume LicensingAssistance

Solution Listing Partner MarketingCenter

Use of MPN BI CompetencySilver Logo

Online Demo ShowcasePartner SalesResources

Microsoft Financing Supportfor Customer Deals

Partner LearningCenters

Partner AdvisoryHours

MSDN Subscriptions TechNet Subscription

Microsoft Partner Network BI Competency

More Internal UseSoftware Licenses

More Partner Advisory HoursBenefitsAll of Silver PLUS…

More MSDN Subscriptions Use of MPN BICompetency Gold Logo

Microsoft Partner Network BI Competency

SQL Server DeploymentPlanning Services

Solution Incentive ProgramBenefitsAll of Silver PLUS…Leads and margins

Placement onmicrosoft.com/bi

BI Practice Accelerator

New in

FY12!

SQL Server Deployment Planning ServicesProvide Microsoft-sponsored structured consulting engagements to Software Assurance (SA) customers to create custom deployment plans.

SQL Server DPS EngagementsUpgrading to SQL Server 2008 R2Deploying SQL Server 2008 R2 Business Intelligence Migrating to SQL Server 2008 R2 from Oracle

SA customers earn points

Customers redeems points

for DPS

Partners deliver engagement

Microsoft pays partners $$

Find New Opportunities

• Launch long-term engagements with customers

• Find new opportunities with corporate-account customers

Deepen Customer

Engagement• Increase current

customer satisfaction• Boost results in your

annual c-sat surveys

Expand Your Practices

• BI, Upgrade, Migration

• Help qualify for Gold Competency in BI or Data Platform

How DPS works

Register today at www.microsoftdtdps.com

Data Platform

Business Intelligence

Application Platform/SQL Solution Incentive Program (SIP)Make more money with SQL Server

Solution Incentive Payout Rates

10%

20%SQL Server Premium

(Enterprise Editionand Datacenter)

SQL Server Standard(Standard and Workgroup)

Minimum deal size: $25K, maximum payout cap: $50K, ISV Royalty revenue not eligibleSQL Server “Denali” solutions get 3% extra in payout

Earn Gold CompetenciesRecommend SQL Server for your solutions and appsRegister opportunities

Solution Incentives Program Solutions Incentives reward partners for

investing in practices supporting specific Microsoft solutions

Microsoft Partner Network BI Competency SummarySign up today!

partner.microsoft.com

Partner Newsletters Internal Microsoft Software 25 licenses 100 licenses

Talent Recruit Assist Volume Licensing Assist Partner Learning Center Partner Advisory Hours 20 50

MSDN Subscriptions 5 10

TechNet Subscriptions 3 3

Microsoft Pinpoint Listing Partner Marketing Center

Logo Silver Gold

Partner Sales Resources Demo Showcase Suite

Microsoft Financing Assist SQL Deployment Services

Solution Incentive Program

Placement on ms.com/bi

Leads and marginsare in

Microsoft Business Intelligence at WPC

Attend or view related sessionsAll Application Platform (AP) sessionsSolution Incentive Program session immediately followingAP14/AP15: Expand BI/DW PracticeSMB13: Expand revenue in SMB with BICT02I: BI for Telco Service ProvidersEP05I: Partner Opps with Microsoft BI/DWUS24: US: Magnify Customer Appeal with SQL Server

Visit the Microsoft BI Lounge: LACC West Lobby

Tuesday: cocktails (!!) and demo at 4:30Wednesday: demo at 4:00Meet with Microsoft BI Experts and get stuff!

Microsoft BI Immersion ExperienceExperience Microsoft BI first hand through a facilitated tourDaily sessions through ThursdaySign up at the Microsoft BI Lounge

Complete the evaluation form www.digitalwpc.com/evalsEvaluate

Go to www.microsoft.com/sqlserver and find the latest downloads availableCheck SQL Server impact with the Partner Profitability Kit (soon in MPN)

Denali

Visit our Lounges to Network with Executives and PartnersSign up for the Exclusive LinkedIn group and view a Crescent demo

BI and STBlounges

Visit the Sever and Tools Business – Booth 1235STB booth

Enroll in SQL Solution Incentive Services programSIP

Become a SQL Server Deployment Planning Services (DPS) providerDPS

Build your practice for SQL Server Denali on Microsoft Partner Network (MPN)

PracticeBuilder

Partner Calls to ActionKey actions, resources and WPC-related sessions/activities

Do

Attend

Enroll

GO FOR GOLD!

Competency Exam Pack Offer

Go to the MPN Booth or Purchase Online by July 29, 2011

Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!

Exam Packs can be purchased in the following denominations3 Pack – 30% discount + Second

Shot5 Pack – 35% discount + Second Shot

8 Pack – 40% discount + Second Shot20 Pack – 40% discount + Second ShotTo purchase, simply stop by the WPC MPN Booth or log on to

www.prometric.com/microsoft/partners

Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/contest

Your Feedback is Very Important to Us

Online Gift Cards

Windows 7Phone

Luxury Vacation for 2 Complete a WPC evaluation and you’re automatically entered to win the daily drawing for a luxury vacation AND a chance to win instant prizes!

Learn more in the Microsoft Partner Network Booth

© 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries.The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to

be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.