Connecting Customers

To What Matters…

Strategic Integration Projects

Using SOA

Marcy Larsen – Microsoft Australia

Janet Horton – Carpe Diem Consulting

About today

What we will not cover

• Biztalk Roadmap

• Deep Technical insights or architecture

The area of focus

• The Basics

• Why Biztalk is not a product sell

• The Marketplace and Service opportunities

• How to engage Microsoft to secure wins

What Is SOA?

• A style of architecture, not a product– Leverages existing assets in a loosely-coupled manner

– Standards are critical for success : WS-*, XML, RSS…

– Web services makes service orientation practical and drives broad industry interoperability

• Microsoft continues our commitment to delivering broad adoption of service orientation and interoperability through our investments in .NET

• Primary benefit centers around business agility

SOA represents an enabler for faster process change,

greater business insight and competitive advantage,

and the creation of a connected business.

SOA ?

Spear Wall

Snake Rope

Infrastructure Architecture

Agile Organization

Integration

Another way to define SOA

5

800

200

40

2.2

Dollars pulled through

for every dollar of licence sold

Million: the estimated size

of the SOA market for APAC

Million: Australia’s share of that market

The compound annual growth rate

of the SOA market

Billion. Estimated APAC market size

by 2010

The reality of the information worker

CRM

HR

eComm

Logistics

Customer

Regulatory

Financial

ERP

Supplier

Value = Benefit - Sacrifice

So, why don’t businesses change?

Business drivers are catalysts for change to SOA

Is it really that easy?

•“The Dark Side of SOA”

InformationWeek, September 4, 2006 Quiet

Resistance

24% say projects fell short of expectations55% say project introduced more complexity

41% say project cost exceeded while failing to generate promised return

Only 7% say results exceeded expectations

Skepticism about

benefits

Confusion

About

meaning

Fear of Uncertainty

Immature

Delays to

prove ROI

Reports of

failures

Exposing the organisation through SOA

“The days of a special

class of experts

controlling one-way

flow of information are

over. If you are going

to be naked, you had

better be buff.”

Neal CrossIndustry Solution Specialist

Microsoft

Selling BizTalk

The Good, the bad and the revenue

•The Good– Complex integration– System workflow– Industry Standard messaging– An ESB– STP and transformation

•The Bad– Highly transactional systems– Stateless .NET Services

•The $$$– This is a software engineering task - !P+P

Sales Incentives and MS Support

• 1 hour of initial assistance for all BizTalk opportunities

• An XBOX 360 to every person who brings MS a BizTalk opp that closes *

• Please put your contact details and brief description on the evals

• Deals must close before the end of June 15 2009

• MS can engage in number of ways – we are willing and able to engage on ALL BizTalk opps

marcyl@microsoft.com

SOA and Biztalk

200

Industry Opportunity

0

5

10

15

20

25

30

35

40

45

Customers

Avg Size

Why Microsoft Cares

Direct Revenue : Avg Biztalk deal size is $40,000 with the highest in Australia being over $500,000

The Platform Synergy : $1 of BTS pulls through an additional $4 – 7 of other Server products (SQL, VS.NET, MSDN, MOM, Sharepoint, Infopath and Dynamics)

Services Opportunity: $1 in sales generates $5 in Services!

Lifecycle

Purchase

Architecture

Implementation

Stabilization

Pre-Deployment

Operation

How we are going to market

Q1 Q2 Q3 Q4

0% - 20% 20% - 40% 40 - 60% 60% - CloseMSPP Stage

Timing

Key BusinessMilestones

TechEdProfessional Developers Conference

Execution Focus

LaunchBizTalk V6/SOA Roadshow

Generate Product and Solution Demand

BusinessThemes

Close Pipeline

BizTalk V6 GA

“Tomorrow, Today”“The Road towards Oslo”

“Fast Start”

Product and Solution

Campaigns

1 : Many 1 : Targeted 1 : Few 1 : 1

WW SOAConference

“Close out the Year”

Scope

Upgrade

Supply Chain

SOA Event

SOA Event

Workshop

Workshop

Partner

PartnerZero BizTalk

Payments

Local Gov

...

...

...

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Get involved with the campaign, APO Uni, and the SOA Wave

Talk to us about your capabilities and opportunities

– win an XBox

Share your customer list to see if you have one of the 200

Next Steps