20_Selling_to_Manufacturing_BDMs_JohnMiles [EDocFind.com].ppt

Selling BDM

2. Microsoft Industry Priorities for
Manufacturing & Distribution
John Miles

3. Agenda
Manufacturing Industry in Review –FY07
Market Landscape and Industry Trends
Exploiting Sector Opportunities in FY08
How To Engage & Leverage Microsoft

4. FY ‘07 Was A Great Year Globally!
$3.9B Total Revenue!!!
16.5 % Global revenue growth!!
+$500M Dollar growth
Largest $ Growth Industry
+800 Industry Solution Area Wins
800 MFG IPSS SolutionWins
PLM 25%
ERP/SCM 15%
Plant Ops 12%
Customer Centricity 10%
Enterprise Perf. Man. 25%
Other 13%
Product Launches FY ‘07/’08
SQL 2005
Biztalk2006/RFID
Vista/HPC
MOSS 2007
UC
Performance Point/OBA

5. Great year in Australia for MSFT & Partners also!
$63M Total Revenue!!!
$19.3M Additional Revenue
44% YoYGrowth!!!
Largest $ Growth Industry
in any mature subsidiary
+30 Industry Solution
Area Wins
Industry Solution Wins
ERP/SCM 52%
Customer Centricity
20%
Plant Ops13%
PLM 9%
Others6%

6. Why the Success?
Building comprehensive
industry solutions
with our Partners & Customers
Increased industry
expertise and knowledge
Industry Vision and
Value Proposition
Consistency in
Our Industry language
Working with our Product
Teams to meet industry needs

7. The Challenges Are Getting Tougher
TLE Australia 2007
•The top five strategic objectives identified across the manufacturing
sector for the next 1-5 years were:
–Efficiencies through enhanced supply chain collaboration
and visibility
–Improvements in information access and sharing (Insight)
–Electronic trading between suppliers and customers
–Improvements via lean initiatives
–Enhanced sales CRM

8. $5.2 $5.5 $6.8
$4.3 $4.8 $7.2
$5.4 $5.6 $6.7
$13.1 $14.9
$16.9
$1.7 $2.0
$3.0
$4.3 $4.9
$7.2
$9.9 $10.9 $14.9
2003 2004 2009 Manufacturing Opportunity Globally
The great news
Investment growth
in PLM, SCM, and
CRM
Strong Migration
opportunities:
Oracle, UNIX,
Mainframe, Notes
Real time LOB
Collaboration,
Integration and
Business Insight are
top priorities for
Manufacturers
5 yr. CAGR%
(’05-’09)
Total = 7.7%$48.6 $62.7$43.9
SCM = 7%
PLM = 15%
CAD = 5%
Core ERP = 5%
Procurement = 9%
HCM= 8%
Cust. Mgmt. = 9%
MFG IT Spending
Market 2007 -2009
Source: AMR Research

9. Market Opportunity for Services
Australia -Industry View -500+ PCs

10. Competing For Profitability
Mfg cost
Sell price
Time
Dollars
Compete on price
Compete
with innovation
Capture
market share
and margins
Optimise Loyalty, Marketing,
Sales & Service
Optimise Operations & SC
efficiency
Optimise Innovation & Product
Development

11. Sales Marketing &
Service
Innovation/PLM
Supply Chain:
Visibility &
Collaboration ,
Planning & Execution
Plant Operations:
and Lean Manufacturing
Help manufacturers get real-time visibility into their value chains to support proactive decision
making and coordinate complex range of activities among multitude of partners in a high-
velocity business environment; Enable manufacturers to have a higher level of agility to
proactively adapt to changing business requirements, lower supply chain costs, and improve
customer satisfaction
Product Lifecycle Management (PLM) solutions enable manufactures to improve new product
innovation, reduce time-to-market and capture design intent; The technologies provide the core
collaboration and integration required for the design, data management & portfolio management
necessary to compress the product development lifecycle, leveraging familiar, easy to use
common user interfaces.
Solutions to improve customer satisfaction and retention, increase sales
effectiveness, better understand customer preferences, make products customers
will like (buy), and to increase profitability
Manufacturing Visibility and Execution Systems enables manufacturers to streamline their
operations by creating a connected environment that improves information access, enables real-
time communication, and optimizes decision making; Lean solutions enable manufacturers to
transform their production operations from a push-based, forecast driven model to a pull-based, on
demand model
Microsoft’s Industry Solution Investments

12. Innovation Management –
Product Life Cycle Management
Priority Solution Area
Collaborative Product Design (CPD)
Product Portfolio Management (PPM)
Product Data Management (PDM)
Trend:
Product Lifecycle Management (PLM) has emerged as an
essential element of a company’s competitive strategy; The
drivers behind PLM -outsourced manufacturing, new
product proliferation, and mass customization -are all part
of the reshaping of supply chains and industrial structure
that is now underway; AMR states that organizational spend
on PLM automation software, will reach $15B by 2009
Sales Marketing
& Service
Innovation/PLM
Supply Chain:
Visibility and
Collaboration
and Planning
and Execution
Plant Operations:
and Lean Manufacturing

13. Plant Operations
Trend:
Collaborative manufacturing is about providing a holistic
view that encapsulates the entire manufacturing
hierarchy—from plant floor operations and across the
supply chain—to improve operational performance;
Microsoft's vision embraces the ideals of collaborative
manufacturing and extends it via a reliable and
interoperable platform that can be customized to the
specific needs of individual manufacturers.
Priority Solution Areas:
Lean/6 sigma initiatives
Plant Floor Visibility
Manufacturing Execution Systems
Lean/Value Stream Mapping
Sales Marketing &
Service
Innovation/PLM
Supply Chain:
Visibility and
Collaboration
and Planning
and Execution
Plant Operations:
and Lean Manufacturing

14. Customer Centricity –Sales, Marketing & Service
Priority Solution Area:
Collaborative Sales Force Automation
Consolidated Pipeline Reporting
Product performance tracking
Customer Care & Management
Trend:
The manufacturing market has gone global; Most
manufacturers rely on customers from around the world,
not just in one country or region; These global customers
have high expectations, and manufacturers must quickly
respond to their needs to remain competitive;Although
the value of providing a more customer-centricity
experience is evident, manufacturers continue to struggle
implementing these concepts in their organizations
Sales Marketing
& Service
Innovation/PLM
Supply Chain:
Visibility and
Collaboration
and Planning
and Execution
Plant Operations:
and Lean Manufacturing

15. Our Strategic Vision for Connected
Supply Chain in Manufacturing & Distribution
Video
Sales & Service

16. Supply Chain
Priority Solution Area
Demand Planning
Supply Chain Visibility
Supply Chain Collaboration
Dashboard Driven Advanced Analytics
ERP/MRPII systems
Trend:
Improving supply chain by providing business insights to all
employees leading to better, faster, more relevantdecisions.
Improving velocity thru the supply chain requires enhance visibility
of gating factors, systematic elimination of paper based systems
internally & externally, real-time collaboration to suppliers/customers
both locally & globally, and real-time visibility of demand.
Sales, Marketing &
Service
Innovation/PLM
Supply Chain:
Visibility and
Collaboration
and Planning
and Execution
Plant Operations:
and Lean Manufacturing

17. Our Strategic Vision for Connected Supply Chain in
Manufacturing & Distribution
Video
Supply Chain Collaboration

18. Sara,
CFO
Benjamin,
Marketing
Julia,
Systems
Kevin,
Account Mgr.
Inga,
Purchasing
Personal
Productivity
IT
Finance
Operations
Sales & Marketing
Business
Process
Automation
Connecting Two Worlds
The Last Mile of Productivity

19. So what’s the bottom Line on this:
•CAGR is 7-8% to FY10
•MSFT footprint of addressable market is only 11% but growing
•SAP will continue to dominate:
Compete at ERP level only where we can win
Surround with SQL, Analytics, Portals, Outlook, Biztalk, and H & S
Compete against Netweaver
•Oracle Vunerable to SQL
Will scale –Is Entertprise Ready
TCO compelling
ISV apps will open the door
•CRM “Everywhere” will drive analytics, portals & eventually ERP

20. Keeping it Simple
•Go to Market Strategy this year will revolve around two things:
•Dynamics–Vertical solutions in ERP & CRM –
Partner led.
•MSFT Sales support on big qualifieddeals (+50K net revenue),
plus breadth marketing in Enterprise Accounts.
•ISV solutions-Plant ops, Supply Chain, Innovation Mgt/PLM.
•MSFT sales support on big qualifieddeals (+50K net revenue)
where SQL, BTS and or MOSS are involved plus, breadth
marketing support in Enterprise Accounts.
•Insight –MOSS, Performance Point –last mile
of productivity
•MSFT sales support on big qualifieddeals (+50K net revenue)

21. Hotspots
By Industry:
•Mining Sector –MES, CAM, ERP
•Utilities –Trading Hubs, MES, Analytics, CRM, Smart Meters
•FMCG –Supply Chain Mgt & Collaboration, PLM, Track & Trace
•Industrial –ERP H&S
By Technology:
•CRM “Everywhere”
•SQL Vs. Oracle & SAP too expensive
•Insight not data

22. Big Bets
On 44% growth last year, another 20 points should be easily attainable!!!!!
Software: $76M
Services: $230M (approx 3 times)
Growth Drivers -Big Bets (excluding desktop)*:
CRM15%
ERP12%
SQL & BTS 24%
MOSS, Analytics & Collaboration 12%
*Includes AP & Core pull thru on CRM & ERP -approximations only

23. How Partners Can Capitalise on the Opportunity
–We need the deal monetised, qualified and in our internal
sales pipeline tools. So:
•Engage with your allocated Partner Account Manager
•Build solution area PSP’s (1-3)
•Share relevantpipeline.
•Identify 3-4 Named accounts we can jontly work on.
•Have you marketing folks engage with our Industry Marketing and partner
marketing teams and share you FY08 marketing plans.
•Let me know of any large deals (+$75K net rev) in EPG and I’ll connect
you with the relevant account manager and other resources to help move
the deal forward.
–Remember! The solution areas are essentially marketing campaigns, so
align your solutions with a Priority Solution Area and engage Industry
Marketing to participate in campaigns.

24. Marketing –Partner Opportunities
KeyGo-to markets Timing Audience/IndustriesSegments Throughor With Partner
•Supply Chain for Mining
•Supply Chain
•Track and Trace & E-
Commerce, ERP
•Supply Chain
Collaboration
•CRM –sales force automation
•Enterprise Search –
manufacturing
•Plant Floor Operations
•Innovation Management
•Early Sept –
messaging
finalised
•Q2 –Go-to-
market execution
–WA, QLD, Vic
•BizTalklaunch –
Sept 14, Sydney
•Sharepoint
Strategy Days,
November
•Q2
•Q3
•Q3
•Q4
•BDM/TDM –Mining
(greenfieldsmines,
mining services)
•TDM –
manufacturing/retail
•BDM –
manufacturing/retail
•BDM/TDM –FMCG,
industrial/auto;
wholesalers/distributors
•BDM/TDM –
manufacturing industries
•BDM –manufacturing
industries
•BDM –
manufacturing/retail
industries
•Depth MM/EPG
•Depth MM/EPG
•Depth MM/EPG
•DepthMM/EPG
•Depth MM/EPG
•Depth MM/EPG
•Depth MM/EPG
•Key partners identified–
funding for messaging
development
•With partner
•With Partner –partner led
presentations
•With Partner –partner led
presentations
•Throughpartner –roundtable
events, pipeline building in
EPG
•With Partner –SI’s
•Through Partner -Looking to
fund key marketing initiatives
via ISV and SI partners
•Through Partner -Looking to
fund key marketing initiatives
via ISV and SI partners

25. Session Summary
•Manufacturers are spending-MSFT growth 6 times
Industry Average
•We are strategically aligned to MFG customer spend
priorities –Vision, Sales priorities, Products, Partners
•WW Manufacturing team is aligned with the BGs to support
our Growth and Compete Opportunities
•We are committed to support your account planning and
engagement –But we need you to help us help you.
•Feel confident you can make and exceed your number

26. Questions from the Floor

27. Thank You for Attending –Please fill out your
Evaluation Forms!
Microsoft Global manufacturing site :
http://www.microsoft.com/industry/manufacturing/default.mspx
Microsoft solution showcase :
http://www.microsoft.com/office/showcase/default.mspx
ERP and supply chain solutions :
http://www.microsoft.com/industry/manufacturing/mbsproducts.mspx
Contact :
John Miles
Enterprise Solutions Manager
•02 9870 2221 [email protected]