Delivering Value in Financial Servicesin Tumultuous Times

Tim Dawson

Financial Services Industry Manager

Agenda

•Financial services industry overview

•Microsoft activities and investments

•Adding value to customers

•How can Partners capitalise on the opportunity?

•Competitive overview

•Partner resources

•What is the market opportunity for Partners?

•Partner commitments to get involved

The Times, They Are A Changing...

Despite some of the worst market conditions in the world – there is a significant opportunity for us

Financial Services Industry Overview

•Financial services is a very technology dependant industry

•The largest software investor in Australia

– FY09 software spend $1.14B

SectorCompound Annual

Growth Rate%

Banking 11.10%

Capital Markets/Securities 9.80%

Insurance 13.00%Source: IDC

Microsoft activities and investments

•Created Worldwide Industry teams in 2004

– SMEs with deep FS business and technology backgrounds

•Part of global marketing spend

•We are taking market share!

Microsoft activities and investments

Customer Experience

Reduce Cost and Reduce Risk

Sustainable Leadership

Process Excellence

• Risk management

• Reduce infrastructure complexity• Cost reduction

• Attract and retain customers

• Increase the value of customers• Delight the customer

• Increase automation

• Eliminate silos• Simplify the business

• Distribution superiority

• Value chain focus• Smart sourcing

Adding Value to Customers

Superior Opportunities for Partners

SI ISV Hoster

SOA Layer/BizTalk Vertical apps MS CRM

BI / Performance Management

Extend Office System Sharepoint

MS CRM

Adding value to customers

Key questions:

• How do your sales/service teams know which products their customers prefer most?

• Is customer information stored in disparate systems and how do you get it out?

• How much time do your advisers spend on “administrivia” versus selling?

• How do you address the difficultly of analyzing trends in real-time?

• Who is the employee that will have the next big idea for your company and how do you empower them?

Competitive overview

• Status quo for customers:

– Limited multichannel and BI capabilities or expensive narrowly deployed solutions

– Underused CRM assets with limited systems integration

• Key competitors

Partner resources

• Human resources:

– Industry Manager

– Partner Account Managers

– Technical: STU and Dynamics TS and SSP resources

• Sales|marketing resources:

– Fin Serv Australia collateral

– Global Marketing: 5 pillars of People Ready Business

• Non-human technical resources:

– Training: PAMs

– Case Studies/References : www.microsoft.com/casestudies

Success Stories

The Commonwealth Bank of Australia

How can Partners capitalise on the opportunity?

Evaluate existing team skills

Up-skill vs. hiring SMEs

Join and participate in FS industry groups

Invest in resources for POCs

Bring opportunities to MS account teams

What is the market opportunity for Partners?

•With turmoil and uncertainty, FSIs are focused on:

– Income and growth

– Cost reduction

– Risk management and compliance

•Typical size of opportunities?

– Customer Knowledge:

• GSM: $1,792,462, CAS:$565,559

– Advisor Platform:

• GSM :$ 580,293, CAS: $177,770

Partner commitments to get involved

•Learn about our Solution Areas:

– www.microsoft.com/financialservices

– Attend BI and MS CRM sessions at APC

•Enterprise managed partners

– Sign off your PSP with your PAM

•Bring opportunities to MS account teams

– Funding for lighthouse customer opportunities

Questions