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Striking Gold in Manufacturing and Resources

Striking Gold in Manufacturing and Resources. John Bradley Industry Market Development Manager Manufacturing & Resources Industries jbradley@microsoft.com. Today’s Conversation. Microsoft’s Strategy in M&R Forces Shaping the Industry and Microsoft’s Response Partners in Action

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Striking Gold in Manufacturing and Resources

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  1. Striking Gold in Manufacturing and Resources John Bradley Industry Market Development Manager Manufacturing & Resources Industries jbradley@microsoft.com

  2. Today’s Conversation • Microsoft’s Strategy in M&R • Forces Shaping the Industry and Microsoft’s Response • Partners in Action • Examples of Innovative Solutions • Cloud Computing …… why lead? • Call to Action and Resources • Guidance on Next Steps

  3. Industry and Partner Presence

  4. WW Manufacturing and Resources Our Mission Build scale through partners in Tier 1 applications • Win share in Tier 1 application space • Partner Led Solution Area Selling • Develop Microsoft Ecosystem that delivers business value to customers Strategy

  5. Industries and Solution Areas Discrete Process Oil & Gas (Mining) Power & Utilities Sales & Service Sales & Service Sales & Services Sales & Service Digital Marketing Governance, Risk, Compliance Governance, Risk, Compliance Governance, Risk, Compliance Innovation/PLM Innovation/PLM Business Insight Business Insight Business Insight Business Insight Operations Operations Operations Operations

  6. M&R in Australia • Diversity - No geographic concentrated regions (with exception of Perth for Resources) • Value to Economy $104.7B, Exports $88.4B • Manufacturing represents 9.4% of Australian GDP (down from 20% 25 years ago) • GDP % figures (last 20 years) • Fin Services up 3.8 to 10.8 • M&R - Mining up 2.7 to 7.7, Construction sector's up 1.1 to 7.4 • ''professional, scientific and technical services'‘ up 1.8 to 6.1 • agriculture down 0.7 to 2.6 , manufacturing down 4.6 to 9.4 BUT both are producing more output • M&R accounts for 471 (47%) of the BRW Top 1000 companies in Australia

  7. Convergence of IT and Operations– your opportunity Control Systems, DCS andAutomated Equipment Customer RelationshipManagement (CRM) Enterprise AssetManagement (EAM/SAM) Shipping/ReceivingMaterials Handling Plant FloorVisibilityEnterpriseMfg Visibility BusinessIntelligenceand EnterprisePerformanceManagement PlantOperations Supply ChainManagement (SCM) Production Control / MES SCADA and HMI Enterprise ResourcePlanning (ERP) Quality Management Laboratory InformationManagement Product LifecycleManagement (PLM) Document ManagementRegulatory Affairs EH&S

  8. Partners in Action:Example of Success Stories

  9. OSIsoft Background • Founded in 1980 • Headquartered in San Leandro, CA; Offices around the globe • Roughly 700 employees worldwide • Over 20% of revenue invested in R&D • 14,000 Installed Sites, over 110 countries • 40% of Fortune 1000 process and manufacturing • 65% of Global 500 process and manufacturing • Process Manufacturing: • Utilities, O&G, Pharma, • Mining, P&P, Facilities Management • Microsoft Global ISV, Alliance Partner (15 years) • 2009 / 2010 Partner of the Year Awards

  10. Business Insight – physical assets

  11. Why Build on Microsoft?Because of the Growing Role of MS Infrastructure in M&R Areas of Focus Functional Optimization IT Efficiency Process Optimization Integrated Value Chains Modular “Best of Breed” Distributed Applications Smaller Centralized & Some Distributed Applications Large Centralized Applications Integrated Microsoft Stack Windows XP Office 95/2000 Technology Standardization Real Time Data Infrastructure Microsoft Windows Real time Data Integration Data Historian 1980’s 1990’s 2000’s 2007+ Evolution of the Infrastructure

  12. Partnering with Microsoft and OSIsoft • Short Term • Consortia of SI & ISV delivering Business Insight in M&R • Take advantage of existing opportunities • Sales and marketing Support (Microsoft Partner Network) • Networking: Communities, Materials, Info, Events • Long Term • Don’t reinvent the wheel • Use Microsoft’s existing plumbing – confidence, familiarity, install base

  13. Partners in Action:Example of moving to the Cloud Gcommerce Inc.

  14. Industry Solutions in the Cloud Partner Name Solution Customer Reference GCommerce • GCommerce is a leading provider of Software-as-a-Service (SaaS) solutions designed to streamline distribution supply chain operations, and has implemented an award winning EDI solution in the Automotive Aftermarketwww.gcommerceinc.com • VIC is a transformative cloud based solution designed to streamline the non-stock/special order process between wholesalers and manufacturers. • Coupled with real-time EDI, VIC delivers greater process efficiency, increased revenue AND decreased cost of operations for both Buyers AND Sellers. “We see a huge cost and economic advantage of utilizing a seamless platform to match demand without incurring huge capital outlays.” Pete Weber Managing Partner at ISN

  15. The 80/20/80 Rule Special orders represent more than 80 percent of the transactions in our industry Profit 80% of the Orders … Drive 20% of revenue … Create 80% of Cost of Operations Cost Reducing this number for our customers is there core competency!

  16. Business Process Domain Expertise Virtual Inventory Lookups Real-Time Inventory Lookups Any-To-Any Translation Disparate Communication Protocols EDI Data Standards Core Core Core Core Core Core Core Core Standard Model Scale Geo-Location Disaster Recovery Support Support Support Redundancy & Failover Patching Maintenance Support Support Support Hardware Configuration High-Availability Licensing Support Support Support Hardware Purchasing Backups Warranty Management Support Support Support Non-Value-Add Cost Centers Value-Add Core-Competencies

  17. Domain Expertise Virtual Inventory Lookups Real-Time Inventory Lookups Any-To-Any Translation Disparate Communication Protocols Data Standards Business Process EDI Core Core Core Core Core Core Core Core Azure Model Scale Disaster Recovery Geo-Location Support Support Support Redundancy & Failover Patching Maintenance Support Support Support Hardware Configuration High-Availability Licensing Support Support Support • Speed to market • Lower TCO • Global Scale • Minimal Learning Curve • Focus on Core Warranty Management Backups Hardware Purchasing Support Support Support • Cloud – Managed • Hardware • Software • High-Availability • Redundancy and Failover • Backups • Disaster Recovery • Geo-Location • Scale Non-Value-Add Cost Centers Value-Add Core-Competencies

  18. 1. Next Steps Focus on delivering business value 2. Understand the cloud opportunity 3 Work with local Development and Platform Evangelism (DPE) group to join early technology adopter programs 4 Work with local/Sub Partner Account Manager (PAM) resources and Industry Market Development Managers (IMDM) to promote your solution and engage locally http://www.microsoft.com/industry/manufacturing Microsoft’s M&R information

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