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Application Platform Sales strategy in AustraliaMichael Girdis – Benoit Goreux
What we did? What’s changing?
What’ are our priorities?
Teams FY13 What’s in it for you?
Summary
Agenda
Accelerating our common Journey
What we did - Australia?
25.6% RDBMS Market Share (Source IDC)
+2.9% market share in RDBMS over the last 18 month (Source IDC)
Double digit Growth
SQL is the fastest growing business with our Major Accounts
SQL Server : Sustainable Growth…
with a massive upside to look after.
FY10 FY11 FY12 FY13
+15%+ 22% + 16%
$130M
$213M
Platform Press coverage FY12
Big DataSymposium
Big Picture3 states
41+ Platform press articlesBig Data
10+ ArticlesFavourable Analyst cover
BI & DW
Infigin EnergyALHRebel Sport
Cloud WestpacHarvey NormanCurtin Uni
Integration & Hybrid Cloud
CentrebetDomino’s
compute
network
storage
consumerization
of IT
new social & app patternscloud
computing
data explosion
Transformational trends
What’s new ? Microsoft Big Data
Parallel Data WarehousePowerPivot
Power View
InsightManage Enrich
Hadoop on Windows
Hadoop on Server 2012
What’s new? Appliances
Fast Track V4
Parallel Data Warehouse V2
What do we do?SO
LUTI
ON
SEL
LIN
G
BI Reporting, Analytics,
Data Mining, Dashboarding
Mobile BI SAP BO/HANA
Surround/Compete Business Decision
Appliance (BDA)
OLTP & LoB Platform Modernization SQL 2012 Upgrade Migration (Oracle, DB2,
Sybase, Mainframe) SAP Replatforming
DWH Enterprise Data
Warehousing Master Data & Data
Quality Management Fast Track & Reference
Architectures PDW Appliance
Private Cloud Database Consolidation
& Migration Private Cloud for SAP DBCA and HP Virtual
Systems
Public Cloud PaaS SQL Azure AppFabric BI as as Service Hadoop Hybrid Application
Development
Horiz
onta
l Sce
nario
s
Big Data Hadoop
Integration Enterprise Integration SOA
Resources FSI Comms & Media
Verti
cal S
cena
riosRetail Health Public
Sector
x%
43%20% 10%
2%
Estimated historical revenue allocation
25%
Accelerating on Solutions investments
Windows Azure (Spring upgrade) and Cloud
Web/Consumer
Business Analytics/Big Data Datawarehouse Hybrid Cloud Line of BusinessCa
pabi
lities
In MemoryPowerviewOffice 2013SharePoint
PDW 2Fastrack 4.0Column store index
On Premise &In the cloud Dev & VirtualisationWindows Server 2012
Micosoft DynamicsISV solutionsAlways On
Custom DevSharePoint 2013Windows 8 AppsSo
lutio
n Po
rtfol
io
Accelerating on People Investments
+35% Direct Sales Force
Foster PartnerIndustry approach
Scale out with More Regional resources
Extended to Corporate Accounts
More skilled People
BI
RetailResourcesFSIHealthGovernment
Compete migration teamPDWEnterprise Architecte
More Sales and Presales on Top Mid Market Accounts
+ Principal &Solution Specialists
+ Technical Specialists
+ Incubation Specialists
More Sales People
Focus on Application Platform business
Application Platform Team
Chris VidottoPrincipal
TelstraAus. Post
Mid Sep.TSP
C South, PS Vic, SA
Simon BrownTSP
C South, FS Vic, WA
Gary CashamSSP
WA EPG-CAM
Stefan RomitiSSP
PS Vic. SA
ScottMitchellSSP
Comm. Victoria
CharlesPukallusPrincipal
NABANZ
Stephen GilbertPrincipal
BHP, Rio Tinto
Benoit GoreuxSales Manager (South)
Ronnie GuhaSSP
ACT
TBHSSP
CAM (N,S,PS)
Darien NagleSSP
QLD/NTEPG-CAM
James BibbySSP
FSI NSWPS NSW
Martin KirbySSP
Comm. North
Chris PeirisPrincipal
DoD, DHS, ATO
Gavin WatsonPrincipalNSW Health / Transp.
Adam BarkerPrincipal
CBA,WBC,Macquarie
Shashank PawarTSPNorth, FSI NSW,ACT
Geoff ClarkeTSP IntegrationNational
N Raja TSP
QLD/NT, PS NSW
Michael GirdisSales Manager (North)
Enterprise Partner Sales Team
Grace Kerrison
PTU Lead
Enterprise Partner Sales Team
Patrick Pathinathan
PST Lead
What’s in it for you in FY13?
Analyst engagement
SIP
Case Studies
Marketing Events
Investment Funds
How can we accelerate together?
Accelerate Focus on Horizontal or Industry solutions
Building and promoting repeatable Business Scenarios
Acceleration on BI/Datawarehouse (PDW/FT)
Find your place in the Big Data ecosystem
Let customers evaluate Cloud model first with Azure
Demonstrate a cost effective approachSQL Server Consolidation/virtualizationAlways on gives us “right to play” in Tier 1Compete