Win the Database & Grow the Application Platform Partner Readiness

1. Win the Database & Grow the Application PlatformPartner Readiness Morris Novello SQL Product Manager Microsoft

2. Agenda • Why AppPlat? • SQL Denali opportunity • Partner with MS and SQL • BI opportunity • Q&A

3. Application Platform

4. Your Customers’ Challenge:Business Relevance from IT How Business Views IT 57% 51% 60%of firms still view IT as supplier of serviceor cost center Supplier of service 38% Value adding partner 24% 19% 9% Cost center 2% 0% No answer 2009 2010 Source: Deloitte, CIO Survey 2010

5. Leverage the Microsoft Platform for Increased Opportunities TRANSFORM GROW RUN Trust-worthiness Price- Performance Customers Needs Agility Productivity To harness thecloud and big data For knowledge workers, developers, and IT admins In balance, for peace of mind at the right price The most widely used Business Intelligence, Development and Integrationplatform The most comprehensive Cloud Solutions and Data Interpretation tools The most widely deployedDatabase andServer software on the planet Microsoft Provides

6. The Microsoft Platform On-Premise Off-Premise

7. Explore new opportunities that extend the reach of data Visualization, simulations, and scenario development are the Next Frontier DATA VIZUALIZATION Historic trend analysis and forecasting SIMULATIONS AND SCENARIO DEVELOPMENT Standardized reporting DATA VISUALIZATION Analytics applied within business processes Regression analysis, discrete choice modeling and mathematical optimization Analytics applied within business processes SIMULATIONS AND SCENARIO DEVELOPMENT Historic trend analysis and forecasting Clustering and segmentation Clustering and segmentation Regression analysis, discrete choice modeling and mathematical optimization Standardized reporting Today In 24 Months Top 3 Value-Creating Analytic Techniques Source: MIT Sloan Management Review Research Report Fall 2010, Analytics: The New Path to Value

8. SQL Denali Opportunity

9. Microsoft Provides Complete Information Platform, On Your Terms Extend any data End user analytics Extend anywhere On Premises & Private Cloud Public Cloud Common Architecture Common Tools Data Synchronization Code Name “Denali” Appliances

10. SQL Server Denali is the Cloud-Ready Information Platform Mission Critical Confidence Cloud on Your Terms Breakthrough Insight Enable mission critical performance and availability environments at lowTCO Create business solutions fast, on your terms across server and private or public cloud Unlock new insights with pervasive data discovery across the organization • Required 9’s & protection • Blazing-fast performance • Organizational compliance • Peace of mind • Rapid data discovery • Managed self-service BI • Credible, consistent data • Complete data warehouse solutions • Scale on demand • Fast time to market • Extend any data, anywhere • Optimized productivity “Grow Business” “Transform Business” “Run Business”

11. SQL Server Denali Partner OpportunityIncrease revenue, expand to new business, and optimize your solutions Breakthrough Insight Cloud on Your Terms Mission Critical Confidence 1/2 of IT systems are legacy and about 1/2 of those systems are mission critical » » » Provide big platform modernization and SQL Server upgrade opportunities with lower TCO Digital data will hit 1.2M ZB in 2011 and grow 44x over the next decade* » » » A significant growth opportunity for better solutions to store, organize, share, and gain insight from data from disparate sources 1/3 of all data will be residing in the cloud by 2020* » » » Great momentum to expand your portfolios to cloud with the cloud-ready database platform Expand BI to More Users &Revolutionize BI Develop Hybrid Apps Deliver Required 9’sat Right Price Get on Top of the Private Cloud • Modernization & Migration • Deploy Massive Data Warehouse Extend Data Anywhere Transform Data Quality Management Ensure Security & Compliance Enhance Developer Productivity *Source: 2010 Digital Universe Study -“A Digital Universe Decade – Are You Ready?”, April 2010 IDC

12. A capability example: Project “Crescent” • Interactive data exploration & visual presentation experience • Targeted at Information Workers who need access to their business data but don’t have the technical knowledge to write their own queries or specialized knowledge around reporting • Gives the user a powerful yet simple to use experience for telling stories with their data • Watch the video >

13. The Future Only Gets Better Self-service BI in the Cloud Scalable relational cloud database platform Consistent, familiar app, data model, and tools Self-managed, highly available cloud services Scalable relational cloud database platform Consistent, familiar app, data model, and tools Self-managed, highly available cloud services Analytics in the Cloud Data integration in the Cloud We Are Here future Office support for greater interactive visualizations Greater Office connectivity to the Cloud Managed self-service BI Application and multi-instance management Master data services Stream data processing Mission-critical platform Pervasive insight Developer and ITPro productivity Cloud-ready Share live data views regardless of location or device Track and collaborate around important values future

14. New Capabilities in Denali Create New Market Opportunity SQL Denali Capabilities Mission Critical Tier I Applications Current SQL Market Leadership (Re-Platform or Cloud Options) • Self-Service BI New Markets Underserved Knowledge Workers Denali continues the progression of SQL 2000, 2005, 2008 – extending capabilities, broader easier access, lower management cost, with increased flexibility – dramatically expanding the market opportunity

15. Business Intelligence (BI) Opportunity

16. Customer Demand for Business Intelligence 83% of CIOs Up 12.6% 65%of CFOs Business Intelligence = Partner Opportunity Sources: Gartner Market Share: All Software Markets, Worldwide, 2010, http://www.technologyreview.com/business/37650/?nlid=4534

17. The #1 Business Intelligence Vendor Most Recognized Strongest Growth Most Deployed Q: Are You Using, Planning, to Use or Evaluating BI Products from the Following Vendors? Source: InformationWeek Analytics 2010 BI and Information Management Survey Source: Gartner, Inc., Magic Quadrant for Business Intelligence Platforms, Rita L. Sallam et al, January 27, 2011 Source: Gartner Business Intelligence market revenue growth rates

18. Evolution of BI Self-service BI Traditional BI Provision End users Dashboards and scorecards Analysis Reports Data Staging ETL/Data Quality Analysis cubes Datawarehouse IT professional ? Spreadsheets Existing Data LOB applications Data marts Files Specialized tools Is it possible to balance control and agility? 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 demand But business is outpacing IT and end users are demanding agility… Rapidly breaking down the barriers of control with self-service BI!

19. Evolution of BI Self-service BI Traditional BI Niche Startups Provision End users Dashboards and scorecards Analysis Reports Data Staging ETL/Data Quality Analysis cubes Datawarehouse IT professional ? Spreadsheets Existing Data LOB applications Data marts Files Specialized tools Is it possible to balance control and agility?

20. Opportunities Continue to Growth with BI • Cloud Enabled $70K Data Mart 35-50% Margin • Broad BI Accessibility • Broader Market Reach • Elastic Scalable Solutions • Deployment Options $250K Legacy Migration 35-50% Margin • More Mission Critical Apps • Increased BI Engagement • SharePoint Integration • Broader Training • Increased Demand for Data Integration • More Projects • Larger Projects • Higher Value to Customer • Existing SQL Opportunity * Typical BI projects range from $20K for basic reporting to $10 M for an Enterprise Data Warehouse ** Typical App Plat projects range from $50K for a SharePoint based App to $15 M for an Custom Enterprise.NET solution

21. SQL Server Partner Programs to Make MORE MONEY!

22. Microsoft Partner Network Solution Incentives Solutions Incentives reward partners for investing in practices supporting specific Microsoft solutions Where we’ve been – since launch In FY12 growing to include Management & Virtualization Windows 7 • Participation in 96 subsidiaries Application Platform / SQL Lync Azure • Over 2,400 partners participating • Transitioning to Gold Competency requirements for all partners participating in SIP worldwide • Over 10,000 opportunities • worldwide

23. Application Platform / SQLSolution Incentives Application Platform / SQL Min. Revenue - $25K New, Add-On/ True-Up Open (Value), Select (Plus) EA (S), Academic , Gov’t. Earn Solution Incentives SQL Premium (Enterprise Edition and Datacenter) 20% • SQL Standard • (Standard and Workgroup) 10%

24. Eligible App Plat/ SQL Competencies Gold Competency Attain Gold in any one of these MPN Competencies: • Data Platform • Business Intelligence • ISV • Application Integration • CRM • ERP • Portals & Collaboration • Server Platform • Virtualization • System Management • Identity & Security

25. Provide Microsoft-sponsored structured consulting engagements to Software Assurance (SA) customers to create custom deployment plans. SQL Server Deployment Planning Services • How SSDPS works SA customers earn points Customers redeems points for DPS Partners deliver engagement Microsoft pays partners $$

26. The Benefits of SSDPSWhat’s in it for Partners? Deepen Customer Engagement Launch long-term engagements with customers Find new opportunities with corporate-account customers Increase current customer satisfaction Boost results in your annual c-sat surveys BI, Upgrade, Migration Help qualify for Gold Competency in BI or Data Platform Gold Partners in Data Platform and/or Business Intelligence are uniquely qualified to participate in SSDPS Find New Opportunities Expand Your Practices

27. In conclusion… SSDPS = SIP + MPN Gold + Get GOLD!!

28. Enable • Plan • Create Demand • Sell • Deploy Call-to-Action • Plan • Download SQL Server CTP3 (www.microsoft.com/sqlserver) • Enable • Find training opportunities on Microsoft Partner Network (MPN) to help you build your practice and solutions • Drive awareness and build demand for your Data Platform and BI solutions • Enroll in SQL Solutions Incentive Program (SIP) • Reduce customer acquisition costs and develop new business opportunities by becoming a SQL Server Deployment Planning Services (DPS) provider

29. Q&A

30. © 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.

31. SQL Server 2008 R2 Licensing Quick Reference Guide http://download.microsoft.com/download/4/8/E/48E9A4EB-125A-49CB-9644-169B82C45611/SQL2008R2_QRG_2011.pdf

32. Enrolment for Application Platform Datasheet https://partner.microsoft.com/download/global/40117606