Agenda

1
Agenda

• 11.30 11.50 Microsoft in Education David
• Burrows
• 11.50 12.45 Market Opportunity - Jim Levi
• 12.45 - 13.45 Lunch
• 13.45 14.30 Learning Gateway Demo Mark
• ABear/Nick Umney
• 14.30 15.15 Partner landscape - Chris Dent
• 15.15 15.45 Ask the Expert

2

• Microsoft in Education
• David Burrows
• Director of Education

3
Introduction

• Objective
• Understand nature of education market
• Microsoft strategy for education
• Opportunity for partners to grow their business

4
UK Market

• England, Scotland, Wales
• Schools
• 11 Regional Broadband Consortia
• 200 Local Education Authorities
• 33,000 UK Schools (approx.)
• 6,500 Secondary Schools
• 26,500 Primary Schools
• Further Education Colleges (450)
• Higher Education (160)
• Voluntary organisations
• Charities, non-profit orgs, libraries, museums
• Influencing Bodies
• DfES, BECTa, NAACE, UCISA, AOC, LSC..

5
Education Market Landscape

• Politics Policy
• Education, Education, Education!!!
• UK PLC competitiveness agenda
• Need to be seen to have delivered for next
  Election
• Reform of the System
• Biggest in last 50-60 years, current consultation
  agenda is MASSIVE!
• HE funding gap and widened participation
• 14-19 strategy - vocational skills undervalued by
  employers
• Literacy Numeracy challenges (25 popn. still
  below acceptable standard)
• Remodelling the schools teaching profession
• Investment
• Historically high Govt spend in K-12 IT,
  generally flat elsewhere
• Now slowing, questioning RoI (value)

6
Microsoft in Education

• Investment Programmes
• IT Skills
• Academic Developer
• Market Leadership
• Thought Leadership
• Innovation
• Partner Eco-system
• Solutions Map
• Market Making

7
Why are Partners important

• 96 of Microsoft business is through partners
• Diverse and distributed nature of education
  market
• Solutions drive technology adoption
• Growing maturity of market
• Increasing IT complexity
• Growing need for solutions
• Greater Service opportunities e.g. training,
  support, consultancy

8
My Learning My Way
9

• Education Market Opportunity
• Jim Levi
• Education Group Manager - Sales

10
UK Market

• England, Scotland, Wales
• Schools
• 11 Regional Broadband Consortia
• 200 Local Education Authorities
• 33,000 UK Schools (approx.)
• 6,500 Secondary Schools
• 26,500 Primary Schools
• Further Education Colleges (450)
• Higher Education (160)
• Voluntary organisations (xx,000)
• Charities, non-profit organisationss, libraries,
  museums
• Central Government its Agencies
• DfES, OfSTED, LSC, QCA, British Library etc.
• Influencing Bodies
• DfES, BECTa, NAACE, UCISA, AOC, LSC..

11
Market Opportunity

• Funding (2003 2004)
• Pre and Primary 15.6 bn
• Secondary Schools 15.3 bn
• Further Education 5.2 bn
• Higher Education 7.8 bn
• approx. 5m per institution per year on ICT
• Funding Trends (approx.)
• 2003 04 7
• 2004 05 7
• Building Schools for the Future 2005 2020 30
  billion
• Specialist Schools, City Academies, PFIs ??
• A Rapidly Developing Market
• Solutions portals, EAI, CRM, mobility,
  collaboration .
• Services content, managed services, support,
  design, deployment
• ICT as an enabler reducing teacher workload,
  student retention, educational transformation, 14
  19 agenda, fun and creativity, etc

12
Education Strategy

• Improving image and reputation
• Building relationships with key bodies
• Investment in Education
• Partners in Learning
• Skills and training
• On-line community
• Solutions and services
• Server growth
• Solution-based references
• Product packaging
• Learning Gateway
• Partners
• solutions, services, subscription licensing,
  ISVs, SIs, content providers
• Competition
• Open Source
• StarOffice/Openoffice
• Traditional competitors Novell, Sun, Oracle

13
Microsoft Solutions for Education

• Learning Gateway
• Solution Kits
• Curriculum Delivery Kit (CDK)
• Internet Accelerator Kit (IAK)
• Student Record eLearning application Web Parts
• Learning Network Manager
• Solution Guides
• Getting Started Wireless Guide
• Software Update Server
• Freedom of Information Guide
• Education Support Centre - Nottingham

http//www.microsoft.com/uk/education/solutions/
14

• Schools Sector
• Chris Poole
• eLearning Solutions Manager

15
Agenda

• Market overview
• Structure of education
• Flow of money
• Who makes the decisions?
• ICT in schools the trends
• Summary

16
UK Market

• England, Scotland, Wales
• Schools
• 11 Regional Broadband Consortia
• 200 Local Education Authorities
• 33,000 UK Schools (approx.)
• 6,500 Secondary Schools
• 26,500 Primary Schools
• Further Education Colleges (450)
• Higher Education (160)
• Voluntary organisations
• Charities, non-profit orgs, libraries, museums
• Influencing Bodies
• DfES, BECTa, NAACE, NCSL..

17
Structure of education
18
Market Opportunity

• Funding (2003 2004)
• Pre and Primary 15.6 bn
• Secondary Schools 15.3 bn
• Further Education 5.2 bn
• Higher Education 7.8 bn
• approx. 5m per institution per year on ICT
• Funding Trends (approx.)
• 2003 04 7
• 2004 05 7
• Building Schools for the Future 2005 2020 30
  billion
• Specialist Schools, City Academies, PFIs ??
• A Rapidly Developing Market
• Solutions portals, EIA, CRM, mobility,
  collaboration .
• Services content, managed services, support,
  design, deployment
• ICT as an enabler reducing teacher workload,
  student retention, educational transformation, 14
  19 agenda, fun and creativity, etc

19
The Education big picture all sectors

• 68.9bn annual expenditure
• Govt spending growing
• Education is a big, growing and recession proof
  business
• Source Capital Strategies

20
Spending growth Budget, March, 2004

• Total spend all sectors (England)
• 07-08 63.9bn.
• 05/06 56.5bn.
• 4 growth until 2008
• (similar rises in Scotland, Wales, NI)
• Priorities
• Reforming school workforce
• Expanding specialist schools
• 14-19 curriculum reforms
• Increase in private sponsorship
• Money tied to reform

21
The Trickle-Down in Schools England
(868)
(16,906)
(2000)
(200)
(15)
(4,807)

• Top-down funds supplemented by ground level
  arrangements

22
The Trickle-Down in Schools Scotland, Wales, NI
Scotland
Wales
NI
Church
Business
Scottish Executive
National Assembly
DENI
Church
LEA
LEA
Educational Library Board
local initiatives
Comprehensive Grant-aided (SEN)
VA / Controlled Foundation Community
VA / Controlled Maintained
23
ICT Spending Schools and LEAs

• Schools key decision makers
• Governors are top of hierarchy but ICT
  Co-ordinators make most funding decisions

Governors
Headteacher
Deputy Head
ICT co-ordinator
LEAs ICT Advisers, EdIT teams
24
Spending Trends in ICT

• Primary hardware PCs, whiteboards projectors
  training
• Secondary learning systems/portals training
  hardware network upgrades

25
ICT in schools in England2004 (prov.)
Average expenditure per school
26
PCs used mainly for teaching and learning
No. of PCs per school
No. of pupilsPC
27
Interactive whiteboards avge. no. per school
teachers confident in use of ICT
28
Schools market needs.

• Solutions and services
• Server growth
• Solution-based references eg Sandwell TestBed,
  Southampton LEA
• Product packaging
• Learning Gateway
• Partners
• solutions, services, subscription licensing,
  ISVs, SIs, content providers

29
Summary

• Education is a big, growing and recession proof
  business
• Govt spending growing but tied to reform
• Maturing market
• Focus moving rapidly from meeting ratio targets
  to reform and wider ROI
• Schools look for help

30

• HE FE Sector
• Jim Levi
• Group Manager Education Sales

31
Higher Education Overview

• Marketplace
• 111 Universities
• 60 HE Institutions
• Microsoft Business
• 80 Campus Agreement coverage (annual
  subscription)
• FY05 segment target - 10.1m
• 32 Server Developer Tools in FY04
• Growth business for Microsoft
• Enterprise investments
• Microsoft People
• Field Business Manager, ISM - Dan Pilling,
  Scotland Mark Adams

32
FY05 Solutions Focus
Institution Business Drivers
Exchange 2003
CRM Business Intelligence
Portals (SPS 2003)
Application, Database Integration (BizTalk
2004, SQL Server)
Directory Identity Mgt (MIIS)
Windows Server 2003/Active Directory Platform
33
Recent Case Studies

• University of the West of England (UWE) MIIS
  (Metadirectory Services) vs Sun Oxford Computer
  Group
• Coventry University Windows 2003 vs Novell
  Silversands
• University of Leeds Novell to Windows 2003
  migration
• University of Strathclyde UNIX to Windows 2003
  Exchange Windows Smartphone pilot
• Growing pipeline of BizTalk Sharepoint
  opportunities

34
Further Education Overview

• Marketplace
• 427 Colleges of Further Education 6th Form
  Colleges
• Numerous Charitable Private Sector Providers
• 14-19 Reform Tomlinson Report October 2004
• Vocational Skills Microsoft IT Academy
• Microsoft Business
• 90 Campus Agreement coverage
• FY05 Segment Target - 7m
• 28 Server Developer Tools in FY04
• Growth Business for Microsoft
• Relatively poorly served by Solutions/Services
  Partners
• Microsoft People
• Field Business Manager Amanda Bicknell, ISM,
  Scotland Mark Adams

35
FY05 Solutions Focus

• Assist FE Colleges with Retention and Achievement
  Targets
• Server Technologies
• Learning Gateway Class Server e-Learning
• Application Integration common Windows platform
  BizTalk
• Robust Infrastructure - W2003 migrations (from
  NT4 or Novell)
• Management Technologies SMS, MOM, MIIS Server
• Refresh Student Administration Finance systems
  SQL integration
• Desktop Deployment
• Windows XP and Office 2003
• Project Server Professional for College
  planning management

36
Recent Case Studies

• Coleg Glan Hafran Windows Exchange Lynx
  Technology
• Leicester College Novell to Microsoft migration
  Teksys
• Esher College Learning Gateway
• Colchester Institute Sharepoint Portal Server
• Newark Sherwood College Active Directory,
  Digital Dashboard, Project Server, SQL Business
  Intelligence

37
Summary

• Strong market
• Market Opportunity
• Programmes
• Education expertise

38

• Lunch

39
Learning Gateway Demo

• Nick Umney and Mark ABear

40

• Microsoft in Education
• The Partner Landscape
• Chris Dent
• Group Manager - Partners

41
The Customer View

• Kevin Lynes
• Cabinet Member
• Kent County Council

42
(No Transcript)
43
The Customer View Kent Video
44
The Partner View

• Shaun Fröhlich
• Executive Chairman
• Teksys Ltd.

45
The Microsoft View

• Key Observations
• Education needs strong private sector
  partnerships
• There are large scale projects out there
• These are rich opportunities for Partners
• There are more opportunities than capacity in
  appropriately skilled Partners
• Opportunities for Partners new to Education
• Opportunities for existing Education Partners

46
Current Opportunity Areas
47
Critical Success Factors
Lead Generation/Business Development/Bid Support
Core Technology Skills SPS, SQL, Exch, Class
Server
Education and non- Core Technology Skills Learnin
g Gateway Class Server Live Comms Server
Understanding Education Market and Environment
Sales/Pre-Sales Training
Authorised Education Reseller
Microsoft Partner Programme
48
Business Development/Bid Support

• Joint marketing/events
• Joint sales calls
• Sales Team
• Partner Team
• Systems Engineering
• Education Technology Advisors
• Partner brokering
• Pre-sales technical guidance
• MCS Architecture/Design assurance

49
Call to action

• MSPP Registration/Certification
• Whats your skills gap?
• Today Use Critique Form to register for 1-1
  discussion. We will be in contact.
• Beyond Contact Debbie Gardner (dgard_at_microsoft.co
  m)
• Joint planning