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Industry Matters

Industry Matters. Delivering Value with Industry Solutions . Tim Dawson Industry Manager Financial Services Sector. Today’s Agenda. Why focus on industry?. What does success look like?. Competitive landscape?. Making it real. Call to action. CLOUD. Our Vision. Public/Private.

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Industry Matters

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  1. Industry Matters Delivering Value with Industry Solutions Tim Dawson Industry Manager Financial Services Sector

  2. Today’s Agenda • Why focus on industry? • What does success look like? • Competitive landscape? • Making it real • Call to action

  3. CLOUD Our Vision Public/Private Consumer/Enterprise SERVER PC PHONE TV NATURAL USER INTERFACE

  4. 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!

  5. Advantages of a vertical approach  for Microsoft 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!

  6. Industry at a Glance Growing 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.

  7. 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

  8. 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

  9. Defining a Solution Area • Greater than $1B market size • Net new Microsoft revenue with healthy growth rate • Microsoft product alignment • Partner ecosystem in execution mode • Field sellers identified

  10. Priority Solution Areas: FS

  11. Priority Solution Areas: D&S

  12. Priority Solution Areas: M&R

  13. Example: Manufacturing Operations *Data form to view additional Solution Areas can be found at: FY10 Solution Area Taxonomy

  14. Online Financial Services ASEAN bank demo

  15. Competition “Supply Chain Visibility and Collaboration” “Supply Chain Visibility” “Adaptive, collaborative Supply Chains” “Claims Servicing” “Claims” “Oracle Insurance Claims” 15 industries 78 solutions 20 industries ~ 130 solutions 19 industries ~100 solutions

  16. Partner resources People: Industry Market Development Managers Partner Account Managers Technical: STU and Dynamics TS and SSP resources Sales|marketing resources: Portals: Partner NetworkPartner Source Industry Vision Videos: Office Labs White papers, Pod casts and more : www.microsoft.com/industry Case Studies/References: www.microsoft.com/casestudies

  17. PTU Alignment HP/EDS/Oakton – Philip Colligan Alliance PAM Core EPG - IMDM Public Sector - IMDM Distribution and Services Greg Jones IMDM Mftg and Resources John Bradley IMDM Financial Services Tim Dawson IMDM Education Marie O’Donovan IMDM Health JohanneSergeant IMDM Government Michael Adams IMDM

  18. 2019 Montage

  19. Call to Action Uncover 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

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