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Medium Business – The Growth Engine
Tony Ward-Director Mid Market [email protected]
Agenda
• Mid-Market Customer Trends & Opportunity Analysis
• What Are We Doing To Stimulate Demand?• How Can You Capitalise On This?• Q & A• Appendix
– NZ Snapshot
MidsizeMidsize
29k29k
25-499 PCs25-499 PCs50-999 50-999
employeesemployees
440k440k
CharacteristicsCharacteristics
# AUS Entities# AUS Entities
<25 PCs<25 PCs1-49 1-49
employeeemployeess
Small Small BusinesBusines
1k1k
500-1,000 PCs500-1,000 PCs1,000 -5,0001,000 -5,000employeesemployees
CorporatCorporatee
EnterprisEnterprisee
>1,000 PCs>1,000 PCs>5,000 >5,000
employeesemployees
200200
Medium Business Spending Forecasts
Through 2006, we expect MB IT spending to increase over 2005 levels as follows:
• Lower Mid Market +10%• Core Mid Market +5%• Upper Mid Market +4%
Total Spend in Medium Business$500m in software$2B in services
Source: IDC
Top Technology Priorities for Midsize CIOs – 2006 Gartner EXP Survey
Source: Gartner EXP 2006 CIO SurveySource: Gartner EXP 2006 CIO Survey
Collaboration technologiesCollaboration technologies
Customer sales and serviceCustomer sales and service
Networking, voice and data communicationsNetworking, voice and data communications
VirtualizationVirtualization
Legacy application modernizationLegacy application modernization
Service-oriented architecture (SOA)Service-oriented architecture (SOA)
SecuritySecurity technologiestechnologies
Mobile workforce applicationsMobile workforce applications
Business intelligence applicationsBusiness intelligence applications
Workflow managementWorkflow management
11
22
33
44
55
66
77
88
99
1010
Disaster recoveryDisaster recovery 1111
Is your Is your organization organization consolidating IT consolidating IT suppliers?suppliers?
Why?
• Leverage volume discounts
• Reduce vendor management complexity
• Reduce integration costs
Source: Gartner SMB Inquiry Survey/100 respondents/Summer 2005
• Increased IT cost and purchasing scrutiny by CFOs
• IT commoditization and standardization
• Simplify support requirements and reduce costs
Are you willing to Are you willing to sacrifice best of breed sacrifice best of breed functionality to functionality to consolidate?consolidate?
NoNo
YesYes
SMB Preference Is To Minimize The Number Of Vendors IT Has To Deal With
PercentPercent
5757
4545
6363
7575
25252525
656535353535
NoNo
YesYes
Top Upcoming Priorities by Industry Type-Australia
Wholesale General Manufacturing Finance/Services
Retail insurancen=19 n=19 n=55 n=33n=48
% % % %%
Security 22 23 16 1112
Ensuring stability/reliability 15 0 1 91
Upgrading MS desktop operating system 13 2 10 20
Upgrading MS server software 11 0 7 26
Upgrade/developing software 11 0 0 32
Developing web based systems/web page 11 0 0 00
Consolidation/integration/standardisation 3 0 3 138
Connecting information, people and devices 2 0 2 95
Nothing, just maintaining 1 0 18 99
Accounting and financial systems 0 20 0 00
Electronic linkage with suppliers/ distributors 0 18 2 00
Upgrading MS application software 0 15 3 22
Upgrade hardware/infrastructure/PCs 0 8 12 211
Enterprise Resource Planning (ERP) 0 3 7 00
Imaging and document management solutions 0 0 0 171
Keeping up to date/developing new products 0 0 0 110
HIGHLIGHTED AREAS = >10%
Australian Customer Needs – Key Takeaways
• Security is key in terms of – Upcoming IT initiatives– Requirement for more information (proactively)
• Upgrading of Servers increasing in importance
• Messaging around connecting information, people and Devices will resonate
Mid-Market Customer Campaigns
• Core Infrastructure Optimisation (CIO)– Drive demand for more secure, well managed, dynamic core
IT Infrastructure that reduces IT costs, moving IT to a strategic asset
• Business Productivity Infrastructure Optimisation (BPIO)– Focuses on how new technologies can overcome the growing
challenges facing businesses and their Information Workers
• Application Platform Infrastructure Optimisation (APIO)– Focuses on the capabilities that drive infrastructure to
support the application & process organisations build and deploy to run their business
Priorities & Customer Campaigns
Source: Gartner EXP 2006 CIO SurveySource: Gartner EXP 2006 CIO Survey
Collaboration technologiesCollaboration technologies
Customer sales and serviceCustomer sales and service
Networking, voice and data communicationsNetworking, voice and data communications
VirtualizationVirtualization
Legacy application modernizationLegacy application modernization
Service-oriented architecture (SOA)Service-oriented architecture (SOA)
SecuritySecurity technologiestechnologies
Mobile workforce applicationsMobile workforce applications
Business intelligence applicationsBusiness intelligence applications
Workflow managementWorkflow management
11
22
33
44
55
66
77
88
99
1010
Disaster recoveryDisaster recovery 1111
Customer Campaign
APIO-Q3
BPIO-Q2
CIO-Q1
CIO-Q1
CIO-Q1
APIO-Q3
CIO-Q1
Dynamics-Q1-Q4
APIO-Q3
CIO-Q1
BPIO-Q2
Executing Customer Campaigns In MM
Create Offer & Messaging
Close Sale
Identify Opportunities & Data Mining
Train Telesales Teams
Sales Engagement with Partners
Call To Action
Work with your MS Partner Account Manager in terms of building your business plan to align with Customer Campaigns
Determine which vertical(s) you are strong in and look for competencies that resonate with this vertical
Look for other verticals that you are not strong in at the moment but they have demand for your competencies
Attend to CIO, APIO & BPIO Customer Campaign sessions (This room): $500+M in s/w….2B+ in services
Get Ready for Vista and Office 2007-install and train your staff-MCP certification, TechEd, MFP
Checkout www.microsoftio.com
NZ Mid-Market FY07 Priorities:MM is the fastest growing segment in MSFT NZ : FY07 plan 19% growth
Depth Customer for Life (400 customers) Build customer relationships and trust by delivering targeted messages and value propositions at the right time
2 x Inside Sales become FTE. Territory size 1:200 Work with partners to drive consolidated approach to customer Leverage MS tools to identify target growth opportunities CPE focus to assist customer getting the best out of their technology investment.
Breadth Customers (3000 customers) Expand reach and provide greater experiences to Breadth business via marketing engine Grow internal infrastructure (data, web) to provide strong marketing relationship
Excel with Partners Focus on our Partnerships to drive best possible customer experience and results
Marketing Excellence Adoption of Customer Campaigns to align and leverage activity as executed through partners Increased sales and marketing relevance to customers (eg via industry specialization, data analysis, profiling).
MBS Velocity Drive Dynamics pipeline through strong execution of Customer Campaigns, and cross group marketing excellence
Drive New Areas of Growth
Mid-Market NZ Team• Elizabeth Kirby MM Business Manager
– [email protected]• Rebecca Henderson MM Marketing Manager• Joy Snook MM Business Development• Matt Grant MM Business Development• Natasha Ershova MM Inside Account Manager• William Staples MM Inside Account Manager• Hilary Davy MM Information Worker Specialist• TBA MM Marketing Manager
(Breadth)• TBA MM Infrastructure Specialist