The Partner Opportunity for

Microsoft Business Intelligence

Scott Allen
Solution Specialist
Microsoft New Zealand
Ben Green
Product Manager
Microsoft New Zealand
Partnering with Microsoft
Take your game to the next level with Microsoft BI
1. The Right Market
2. The Right Partner
3. The Right Solutions
4. The Right Time
Partnering with Microsoft
Take your game to the next level with Microsoft BI
1. The Right Market
2. The Right Partner
3. The Right Solutions
4. The Right Time
Gartner Survey of 1,400 CIOs
1,400 CIOs in more than 30 countries representing $90B+ in IT
Spending
Average BI budget will increase by 4.8%

InformationWeek article on BI Spending
77% of respondents
Less than a quarter of workers use BI software today
Only 8% report more than half of employees use BI software
But, 38% say more than half of their employees will use BI software
in two years
Gartner: Business Intelligence will surpass
security as their [CIOs] top technology priority this
year.
http://www.gartner.com/press_releases/asset_143678_11.html
http://www.informationweek.com/showArticle.jhtml;jsessionid=IFNUVEI1VUFNYQSNDBOCKH0CJUMEKJVN?articleID=181500685

Business Intelligence 1 1 + 4.8%
Enterprise Applications (ERP, Supply Chain, CRM, etc.) 2 * + 4.5%
Servers and Storage Technologies (Virtualisation) 3 9 + 3.9%
Legacy Application Modernisation 4 10 + 3.6%
Security Technologies 5 2 + 3.4%
Networking and Voice and Data Communications (VoIP) 6 8 + 3.2%
Service-Oriented Applications and Architecture 7 7 + 3.2%
Technical Infrastructure Management and Development 8 12 + 3.0%
Document Management 9 * + 2.9%
Customer Sales and Service Technologies 10 5 + 2.5%
To what extent will your investment in each of
the following technologies change in 2007?
Ranking
*New question for 2007
Spending
Increase
2007 CIO Technology Priorities
CIOs Are Investing in Technologies That
Support Enterprise Competitiveness
Source: Gartner EXP CIO Survey (2007)
2007 2006
BI is High on the Agenda Newsweek Australia

In 2006 35% of companies said their BI tools were scattered
throughout the departments and the company
Thats down to 25% this year
Only 25% of firms surveyed provide BI tools to more than 15% of
their employees
BUT nearly 60% say they will do so within 2 years.
More than half report that integration and compatibility are main
barriers to adopting BI company-wide
When evaluating a vendor, nearly 80% of respondents are
interested in the vendors ability to integrate its offerings with
existing applications and provide service and support
Ease of use is also an issue. 40% cite the need to undertake time-
consuming and expensive training as major obstacle to BI adoption
About 1/3 report finding skilled BI talent is challenging and
expensive.




Source : BIs High On The Agenda, informationweek.com
BI Market Shift is Occurring
MSFT is one of the fastest growing vendors in the
space. (Gartner, Jan 2007)

We are maintaining our Cognos and Business
Objects practices, but we arent investing in it. We
are betting the farm on Microsoft. (OFR
Research, Dec 2006)

Microsofts increasingly ubiquitous Business
Scorecard Manager. (TDWI, Dec 2006)

A game-changing performance management
(PM) strategy . (TDWI, Jun 2006)

Office PerformancePoint Server 2007 has the
potential to enable truly pervasive performance
management. (IDC, Dec 2006)

The Microsoft foundation for
ubiquitous BI is now in place. (AMR, Dec 2005)
Partnering with Microsoft
Take your game to the next level with Microsoft BI
1. The Right Market
2. The Right Partner
3. The Right Solutions
4. The Right Time
Improving organizations
by providing business
insights to all employees
leading to better, faster,
more relevant decisions
Drive pervasive business performance
Implement a complete and integrated business
intelligence solution
Deliver widespread intelligence through
Microsoft Office
Meet enterprise needs with affordable
economics
Microsoft Business Intelligence
Vision and Strategy
Business Analytics
BI Roundup Views From Gartner Summit
Microsoft Emerges as a Serious BI Contender. The biggest takeaway from the
conference was the surge of enterprise interest in Microsofts BI capabilities
Vendors Can No Longer Ignore Microsofts BI Threat
The conventional wisdom has held that Microsoft would be likely to see
success in the Small to Medium business market but would struggle at the
enterprise. Multiple comments from users and integrators suggest otherwise.
While the pure-play BI vendors enjoy near-term tactical advantage in terms of
having field sales efforts attuned to customer needs, it is only a matter of time
before Microsofts partner ecosystem becomes more broadly engaged in the
market.
Changing the Market Dynamics
New Economics Encourage Widespread Deployment
For Similar Customer Budgets
Software seats
deployed
Departments
served


Typical deployment












Partnering with Microsoft
Take your game to the next level with Microsoft BI
1. The Right Market
2. The Right Partner
3. The Right Solutions
4. The Right Time
END USER TOOLS & PERFORMANCE MANAGEMENT APPS
Excel
PerformancePoint Server
BI PLATFORM
SQL Server
Reporting Services
SQL Server
Analysis Services
SQL Server DBMS
SQL Server Integration Services
SharePoint Server
DELIVERY
Reports Dashboards
Excel
Workbooks
Analytic
Views
Scorecards Plans
Microsoft Business Intelligence
Delivering on all aspects of customer needs
End User Tools & Performance
Management Applications
Applications, models, workflows to align, measure and
track the business

Tools &
Applications
Information
Delivery
BI Platform



BI Platform
Tools for reporting, analyzing and sharing information on
data. Servers and tools for integrating, storing and
querying vast amounts of data
Information Delivery
Business Intelligence information distributed broadly to all
users in shapes such as dashboards, reports, budgets,
plans, analytic views via SharePoint

Partnering with Microsoft
Take your game to the next level with Microsoft BI
1. The Right Market
2. The Right Partner
3. The Right Solutions
4. The Right Time
Areas Of Focus For 2007-2008
Launch Office PerformancePoint Server
Launch SQL Server Katmai
Run Regional BI Conferences
Partner Enablement
Business and Technical events
Microsoft BI Specializations

P
e
r
f
o
r
m
a
n
c
e

M
a
n
a
g
e
m
e
n
t

S
p
e
c
i
a
l
i
z
a
t
i
o
n

END USER TOOLS & PERFORMANCE MANAGEMENT APPS
Excel PerformancePoint Server
BI PLATFORM
SQL Server
Reporting Services
SQL Server
Analysis Services
SQL Server DBMS
SQL Server Integration Services
SharePoint Server
DELIVERY
Reports Dashboards
Excel
Workbooks
Analytic
Views
Scorecards Plans
B
u
s
i
n
e
s
s

I
n
t
e
l
l
i
g
e
n
c
e

S
p
e
c
i
a
l
i
z
a
t
i
o
n

Achieving The BI Specialization
Current Certification Requirements
Employ or contract with two individuals, each of whom must have passed at least
one of the following Microsoft exams
Microsoft Exam 70-431 : TS: Microsoft SQL Server 2005 - Implementation
and Maintenance
Microsoft Exam 70-445 : PRO: Designing Business Intelligence Solutions
Using Microsoft SQL Server 2005 Analysis Services
Microsoft Exam 70-446 : PRO: Designing a Business Intelligence
Infrastructure Using Microsoft SQL Server 2005 (available in 2007)
Microsoft Exam 70-228 : Installing, Configuring, and Administering
Microsoft SQL Server 2000 Enterprise Edition
Microsoft Exam 70-229 : Designing and Implementing Databases with
Microsoft SQL Server 2000 Enterprise Edition
Customer Reference Requirements
Submit at least three customer references that showcase business intelligence
services, reporting, tools, and application solutions using SQL Server technology
Performance Management
Specialization Timeline
December January February March April May
EarlyStart Phase I: Aware EarlyStart Phase II: Ready EarlyStart Phase III: Engage
Performance Management EarlyStart Program
E
a
r
l
y
S
t
a
r
t

R
e
q
u
i
r
e
m
e
n
t
s

View Microsoft BI Vision Web
Seminar
View Achieving the PM
Specialization
Complete P1 eLearning
Enroll in PerformancePoint
CTP 1
Attend Building a
Performance Management
Practice Web Seminar
Attend Driving Growth with
PM Web Seminar
Complete PII eLearning
Attend Leveraging the
Customer Campaigns to
Drive Opportunities
Attend Building Demand with
the Partner Marketing Center
Complete PIII eLearning
Achieve
Submit 3 References
Pass Performance
Management Exam
(#70-556)
Profile ProClarity/BSM/Ofc
2007 solutions in OSSD
Submit
ProClarity/BSM/Performance
Point References
Obtain the BI Specialization
Attend a BI Boot Camp
Profile ProClarity/BSM/Ofc
2007 solutions in OSSD
Submit ProClarity/BSM/Ofc
2007 References

Attend a Performance
Management Airlift
Profile early adopter solutions
based on the
PerformancePoint CTP
Submit ProClarity/BSM/Ofc
2007 References

A
d
d
i
t
i
o
n
a
l

A
c
t
i
v
i
t
i
e
s

Fall 2007
Steps to Certification
Before you register for an exam, you should become
familiar with the exam's objectives by reviewing the
associated prep guide. Candidates are expected to have
hands-on experience working with the product or
technology for each test.
Full details of how you can prepare for your MCP Exam
is at:
http://www.microsoft.com/learning/mcpexams/prepare/de
fault.mspx

Register for your Exam with Prometric, either online at
http://www.microsoft.com/learning/mcpexams/register/pr
ometric.mspx or by telephone: 0800 444 1603 quoting
your voucher number.

Also get a second chance to pass your Microsoft
Certification exam!
For a limited time, you can get a free, second shot at any
IT professional, developer, or Microsoft Dynamics
certification exam. Just register for this offer before your
first exam, and you will get two chances to pass. To
register for Second Shot please visit
http://www.microsoft.com/learning/mcp/offers/secondshot
/default.mspx

BI Offers
Awareness &
Interest
Trial & Evaluation Purchase Deploy
Sales
Cycle
White Paper
Custom
Assessment
Discount Vouchers
Industry/Analyst
Paper
Proof of Concept Financing
Customer
Guides
Software
Evaluation &
Trial Kits
Assessment
Not for Resale
Software
Resource
Toolkits
Seminar
Workshop
Case Studies
Offer Type
New
Deployment
Competitive
Migration
Upgrade
Cross Sell /
Up Sell
Renewal
Business
Opportunity
Top Resources For BI Partners
BI and Performance
Management Partner Portals
BI Training Framework
Microsoft Partner Program
Specializations
APO/BPIO Partner Sales Tool Kit BI Ready-To-Go Campaign
Business Intelligence
Resource Kit DVD
Performance Management Portal
Business Intelligence Portal
Performance Management - IW
Business Intelligence - DM
BI Resource Kit
Hands-on-lab Image and scripts
Recorded Web Casts
Technical Resources
Case Studies
News and Reviews
Whitepapers
Videos
www.microsoft.com/bi
NZ Business Intelligence Activities
PPS Launch at NZ Connect Events
October 16
th
Chch, 23
rd
AKL, 30
th
WGTN
BI Breakfast in Wellington October 11
Business Decision Maker (1:few)
Partner speakers
Used for starting conversations with BDMs about Microsoft BI
BI Day in December 4
TH

Technical Decision Maker/IT Pro (1:many)
200-300 level awareness/lead gen that includes how tos and best practices
Used for education and awareness of Microsofts BI offerings and to generate lead
Possible Event Agenda
8:30am 9:00am Registration & Breakfast Subsidiary Host
9:00am 9:10am Welcome & Introductions Subsidiary Host
9:10am 10:00am
Microsoft Business Intelligence Keynote Corporate Speaker
10:00am 12:30pm
10:00am 10:15am
10:15am 10:45am
10:45am 11:00am
11:00am 11:45am
11:45am 12:15pm
12:15pm 12:30pm
SQL for Business Intelligence
Product Overview
Integration Services demonstration
Break
Analysis Services demonstration
Reporting Services demonstration
SQL Server 2008 whats coming!
12:30pm 1:15pm
Lunch Subsidiary Host
1:15pm 2:45pm
1:15pm 1:30pm
1:30pm 2:00pm
2:00pm 2:30pm
2:30pm 2:45pm
Office 2007 for Business Intelligence
Product Overview
Excel & Excel Services demonstration
SharePoint - demonstration
Break
2:45pm 4:15pm
2:45pm 3:15pm
3:15pm 3:45pm
3:45pm 4:15pm
PerformancePoint Server
Product Overview
Monitoring & Analyzing - demonstration
Planning - demonstration
4:15pm 4:45pm Wrap-up with Questions & Answers Subsidiary Host
41%
Do not

Live URL: www.microsoft.com.au/business/bi
Partner with Windows Server & Visual Studio for biggest joint launch in
company history
End-to-end product launch experience spanning the entire product release
Influencer Wave Early
Announcement
Wave
Broad Readiness &
Early Adoption Wave
Product Release &
Broad Announcement Wave
(Product Ship & Launch Events)
Post Launch
(Trial and
Evaluation)
Version CTP-1/2 CTP-3/4 CTP-5 CTP 6 Final RTM Next Version SQL
Server 2008
Approx.
Dates
March 15 - June 4 Sept. 11 Sept. 12 - Nov. 6 Nov. 7 - February February April May+
Strategy Drive Influencer knowledge and
readiness to support the broad
audience. Initial product release
announce.
Provide knowledge and predispose
broad audience to purchase and
deploy product upon release.
Enable broad audience to share in the
launch experience, increasing
engagement with Microsoft.

Demonstrate product value through
customer and partner evidence.
Continue training
& readiness in
support of broad
product adoption
Tactics Extend and
support CTP-1
participation to
key influencers
(NDA only)
Broadly announce
product delivery
and estimated
release timings
(BI, TechED)
Support broad US/International
audience experience through CTP
direct use.

Create compelling customer and
partner evidence

Build excitement around launch
Deliver customer
and partner
evidence

Global Joint
product Launch
Event

Subsidiary Launch
Events

Product Released

Subsidiary Launch
Events Cont.


Support the
evaluation
experience
through
community and
training, post
launch

Train users on the
product


Promotions
Promo
name
Duration Audience Programs
covered
Offer summary Notes
Competitive
migration
promo
(This is an
similar to
the promo
that ran
from Nov
2005 to
June 2007)
1-Sept-07 to
30-June-08
Partner
and
Internal
Enterprise
Agreement, Select
License, Multi-
Year Open
License, Open
License Value,
Open License;
50% discount on SQL Server Enterprise
Edition license, provided the customer
buys regularly priced Software
Assurance
50% discount on SQL Server CAL
license, provided the customer buys
regularly priced Software Assurance
25% discount on SQL Server Standard
Edition license, provided the customer
buys regularly priced Software
Assurance
Discount is calculated from each waterfall level,
so a customer at Select D gets the same
percentage discount as a customer at Open NL
True up pricing is not available on these
promotional SKUs additional purchases after
the promotion timeframe will need to be made on
the standard SQL Server SKUs
Eligibility limited to customers migrating from:
Oracle Enterprise, Oracle Standard, IBM DB2
Enterprise, IBM DB2 Workgroup, Informix,
Sybase ASE, Hitachi HiRDB, Fujitsu Synfoware,
Natural/Adabas, C/Side, Hyperion Essbase,
Business Objects, Cognos, Microstrategy, NCR
Teradata, Progress, Centura, Gupta and SAS
Upgrade
promo
1-Nov-07 to
1-May-2008
Partner
and
Internal
Enterprise
Agreement, Select
License, Multi-
Year Open
License, Open
License Value,
Open License;
Select Local and
US Govt
25% off the L when you purchase SA
This covers EE, SE
Covers Proc, Server or CAL
Discount is calculated from each waterfall level,
so a customer at Select D gets the same
percentage discount as a customer at Open NL
True up pricing is not available on these
promotional SKUs additional purchases after
the promotion timeframe will need to be made on
the standard SQL Server SKUs
Eligibility: customers must have SQL 7.0 or SQL
2000 and be using the offer to upgrade those
licenses
The Partner Opportunity for
Microsoft Business Intelligence
Scott Allen
Solution Specialist
Microsoft New Zealand
Ben Green
Product Manager
Microsoft New Zealand