Partnering with Microsoft in Local...

transcript

Partnering with Microsoft

in Local Government

Sue Johnston

Government Industry Manager

Jane Mackarell

Industry Marketing Manager

Agenda

• Market overview & research

• The citizen services platform opportunity

• Partner readiness & marketing campaigns

• Partner commitments

10,000

18,500

?20,000

27,000

No. of Councils

No. of PC’s

Local Government in Australia

• 615 Councils and Shires

across Australia.

• Complex business model.

• Procurement aggregated

through association

arrangement.

• In FY08/09 Local

Government spend

estimated between

• $1B-$2B (Aus)

Gartner June 2008

Hardware

Software

Services

Local Government Market Size

• IT Spending by Segment

• 100% = $1.5B (AUS)

• Software Spend 22% =

$330M (AUS)

• Services Spend 43% =

$645M (AUS)

Today's reality is…

Budget

Availability $

Delivery

Timelines

Expectations Staff

Availability

Today's reality is…

• Citizens now expect…– Responsive service delivery

– Integrated portfolio of services

– Efficient, multi-channel communication

There has been an evolution of expectation

0 10 20 30 40 50 60 70 80

E-mail

Document and records management

Electronic procurement

Case management

Interactive forms

Mobile applications for Field staff

Intranet/Portal

Team collaboration

Performance Reporting/Business Intelligence

Search

Citizen Portal/Internet

Citizen contact centre

Already Implemented Considering/Pilot No Plans

Market research – current capability

Market research - capability effectiveness

0 10 20 30 40 50 60 70 80

E-mail

Electronic procurement

Case management

Interactive forms

Mobile applications for Field staff

Intranet/Portal

Team collaboration

Performance Reporting/Business …

Search

Citizen Portal/Internet

1 2 3 4 5

Alignment Business Process

Citizen Portal/Internet Abandoned Waste Reporting, Council Meetings & Agenda/Minutes Manager, Community

Events Calender, Mayor/Elected Official Newsletter ,Road Hazard Reporting

Search

Performance Reporting/

Business Intelligence

Team collaboration Council Meetings & Agenda/Minutes Manager

Intranet/Portal Council Meetings & Agenda/Minutes Manager

Mobile applications for field staff Mobile Inspections

Interactive forms

Case Management Road Hazard Reporting, Abandoned Waste Reporting,

Electronic procurement Council Meetings & Agenda/Minutes Manager

E-mail

Business process – capability alignment

Local Government focus areas – FY09

Citizen Service Platform

• Framework for LG

• Market research

• Partner recruit and readiness

• To customer marketing campaign

• Improved sales coverage

Licensing Optimisation

• Simplify Licensing

• How to buy for LG – customer and partner messaging

Infrastructure Optimisation

• Profile LG maturity to enable prioritisation of operational improvement projects

• Marketing campaigns driving Core, BPO, APO

Citizen Service platform structure

Citizen Service core platform capabilities

Performance Point Performance Management

Forefront

Security

System CenterServer Management

BizTalk

Integration

VistaDesktop Services

OCSCommunications

Citizen Service extended platform capabilities

What do the templates offer?

Customers Partners

Relevance

Help show our customers

what our technology can

deliver, and how it meets the

ever-changing challenges

they face

Customers can use the

templates to bring some

initial goals into production

quickly

Skills

With the source code, they

help to educate our partners

on how to deliver these

solutions on our platform

Demonstration

Give our partners a platform

to demonstrate the value of

their solutions

Citizen Service platform portal

Citizen Civil

Servant

Politician Visitor Politician’s Dashboard

Local Government focus areas – fy09

• Framework for LG

• Market research

• Partner recruit and readiness

• To customer marketing campaign

Licensing Optimisation

• Simplify Licensing

• How to buy for LG – customer and partner messaging

Infrastructure Optimisation

• Profile LG maturity to enable prioritisation of operational improvement projects

• Marketing campaigns driving Core, BPO, APO

Greater Microsoft sales coverage – local government

Ed MooreNational PS Sales Manager

Ben PlaceSales Engagement Manager

QLD / NT

Warren BaileySales Engagement Manager

NSW/ ACT

Ken RankinSales Engagement Manager

VIC & TAS

Michael LeungGov QLD & NT

Liam RidgewayAccont Manager – K12

National Edu

TBHAccount Manager ACT/

WA,/SA

Ellis SpoonerAccount Manager –

National Health

Yin Teng SeeAccount Manager – NSW

Paul HutchingsAccount Manager – K12

National Edu

Anita MalhotraAccount Manager – Vic &

Tas Gov

Citizen Service platform campaign

Q1 Q2 Q3 Q4

TO CUSTOMER/THROUGH PARTNER

Partner Conference – local

Govt sessionPartner and Sales Readiness

Training – Citizen Service -

NOVEMBER

Citizen Service Partner

marketing support

LGTS Victoria Conference –

awareness activity - AUG

Citizen Service Platform Campaign – MOSS

external adaptor offer; partner offers;

showcase reference sites.

Gordon McKenzie – WW lead

customer visits

Coffs Harbour IT Conference

– awareness activity –

NOVEMBER

Local Govt P2P Networking

Nights, 5 cities – access

templates, nominate pilots -

SEPTEMBER

3 X Pilots identified; case

studies generated

Partner led demand

generation, using MDF

TO PARTNER

Licensing optimisation – Q2, Q3

• To customer campaign to simplify how to buy in local

Government

• Supporting materials, training and guidance for partners re

government licensing – including material for new licensing

program, Open Value for Government

Business intelligence in government Q1/Q2

Information management (BPO) Q2

• MDF available for partners to generate demand in

local government

• Branding and exposure support for Microsoft Gold

Partners at RMAA conference, Sydney, September

• Partner technical readiness and sales and marketing

training support

• Messaging support for relevance to local government

customers

Local Govt marketing activity – all up

Q1 Q2 Q3 Q4

CAMPAIGN BASED ACTIVITY

BUSINESS AS USUAL ACTIVITY

Government Industry Website Update – Public Safety & National Security, Local Govt, Defence, citizenship

Government Case Studies - Written and Video

Quarterly Government Newsletters

Partner Conference –

local Govt session

Partner and Sales

Readiness Training –

Citizen Service

Info Management Partner

marketing support

Partner Public Sector

Recruit & How to Buy Kit

Citizen Service Partner

marketing support

LGTS Victoria

Conference

Information Management

(BPO aligned)

Citizen Service Platform Campaign –

MOSS offer

RMAA Sydney,

Conference

Coffs Harbour IT

Conference

Local Government Platform Vision collateral

Local Govt P2P

Networking Nights

Public sector data profiling – improve contact data to reach customers – Depth and Breadth, BDM customers

How to buy for Public SectorGovt BI roundtables

UC & Mobility in Govt

Microsoft resources for partners

• Partner networking nights

• Partner readiness

• Partner marketing and sales support

• Case studies

• POC funds for Citizen Service reference sites

• Messaging support for industry and non-IT audience

• Event alignment

– Umbrella branding, booth support at 3rd party external events

– Industry association partnerships and alliances

– Speaking slots at Microsoft led events

• Industry Web sites – partners can be profiled

Partner commitments

• Align with Microsoft sales teams – greater coverage in

local government in FY09

• Email localgov@microsoft.com

• Contact your PAM to build a government industry plan

into your PSP

• Attend the Partner 2 Partner Networking nights for

Citizen Service Platform in September

• Attend the Partner training for Citizen Service Platform

in November

Questions & Answers

Partnering with Microsoft in Local...

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