Microsoft Services

1. Microsoft Services Working to Enable and Support the Partner Community Nigel Cadywould Services Director nigelca@microsoft.com Rob Burley-Jukes Partner Services Lead robbj@microsoft.com

2. Agenda The Role of Microsoft Services Services in FY10 Working with Partners Winning with Services Ready

3. Services Mission Help customers & partners realize their full potential through accelerated adoption and productive use of Microsoft technologies Deliver impact through integrated partner relationships Expertise at the forefront of what’s possible with Microsoft technology Determined to realize and support customers’ business vision

4. 9 Service Lines Industry IT Architecture and Planning Commercial Support and Health Customer Service and Partner Business Applications Consumer Support Application Platform SL9 SL7 SL6 SL5 SL1 SL3 SL2 SL8 SL4 Business Productivity Core IO

5. Our Roles in the Ecosystem • Early adoption / lighthouse wins • Drive customer satisfaction • Grow license sales / opportunities • Create customer demand • Stepping up to Cust / Part needs • Sell and win solutions with Partners • Support Partners through subcon • Move / make the market • Vendor ‘skin in the game’ • Co-engagement • IP transfer to Partners • Services to / through Partners • Provide customer-centric feedback to the business groups • Share best practices • Partner enablement and support • Drive product improvement

6. Impact of Microsoft Services To Customer To Partner Strategic advisory guidance Influence key tech/architectural decisions Unbiased, no product/service revenue goals Insight into business pain Deep knowledge of MS platform Grows MS platform opportunities ITAP Advisor Deep tech insight into complex projects Mitigate risk on strategic projects Transfer of knowledge and best practices Develop market for newer technologies Best practices and knowledge transfer Lowered engagement risk MCS Consultant Direct line to handle technology issues Close relationships with IT Ops & Support Helps ensure high degree of satisfaction Backstop technical support of last resort Helps maintain environment conducive to positioning / selling MS solutions TAM

7. Services Accountabilities # Offerings Sold Customer Satisfaction Partner Satisfaction • Win Customers • Drive Satisfaction # Offerings Transfer to Partners # ITAP Engagements Sold # Premier Customers ITAP Penetration # Solution Offerings Developedbased on Field Harvested IP • Grow Business • Innovate

8. Services in FY10 • Areas of focus: • Tight alignment with EPG to present One Microsoft • Customer and Partner satisfaction • Fewer / deeper account coverage • Vertical industry focus in Public Sector • Compete focus – the tough nuts • Attach Relationship Services to EA sales • Solutions based on Service Offerings • Drive Wave 14 deployment • Enable our Partners to achieve scale in the market

9. Working with Partners • Need to know: • Partner Satisfaction is a priority item on the our scorecard • We are not focused on growing our MCS business, but on growing the market • More than 40% of Services revenue is delivered through partners • Focus in FY10 on improving predictability • We are committed to enhancing the strong Partner role in delivering services and building the Microsoft platform

10. Services Ready

11. Services Ready • Redmond Channel Partner Magazine(June 2009) • “Services Ready goes a long way toward ensuring our customers have a consistent, high-value experience with partners who are armed with Microsoft’s own tested and proven tools.”Maria Martinez, Corporate VP, MS Services • Sharing of Microsoft Services’ global best practices • Partner access to MCS Offerings, training and co-engagement • Partners are able to use the ‘Services Ready’ moniker after completion of an initial co-engagement with MCS • A paid program • pricing options include: global, by area, service line and local subsidiary/single offering

12. Motivation & Rationale Services Ready embodies MS Services’ long standing mission to enable partners Partners asked for transparency and predictability Partners represent the majority of delivery capacity in the Microsoft platform arena. MCS does not have sufficient scale to grow to meet projected market demand. Microsoft will be first in the industry to utilise its Services division to develop the partner community

13. Partner Value Proposition Enhances partner capabilities and supports partner attach to opportunities

14. Predictability in Engagement • Timing To Stage 2: • 3 -6 months target for each offering (post July 2009) • Timing to Stage 3: • 12 – 15 months target after offering release to partners • 7 offerings in FY10 to become partner only Microsoft Services now openly publishes business priorities along with the Services Ready offerings roadmap (see http://microsoft.com/servicesready) A known offerings lifecycle clarifies partners’ & MCS’ roles This effort is goaled on broadening the opportunity for Microsoft and its partners, to drive early marketplace wins that expand the opportunity for our products & services

15. Services Ready in 6 steps 1 2 3 4 5 6 • For simplicity, Services Ready may be thought of as a series of sequential steps

16. Program Pricing

17. Services Ready in 6 steps  1. Partner Solutions Planning 1 2 3 4 5 6 • Services Ready is primarily targeted at managed Gold partners with PSPs • Choice of services offerings to support chosen PSPs • Common taxonomy of solutions, supporting business development between partners and Microsoft Services, SMS&P & EPG • Develops a relationship with MS Services Partner Benefits

18. 2. Join the Program 1 2 3 4 5 6 • Services Ready is a paid program, with a straightforward readiness agreement • Partners may sign up globally, by area, service line or individual offering • Options to suit all requirements, from a global initiative to a single offering • Global option offers local flexibility Partner Benefits

19. 3. Access Offerings IP 1 2 3 4 5 6 • Time to market in building capabilities • Avoid investment in IP, available from Microsoft in a known timeframe • Able to focus efforts on differentiated, value-adding solutions • Minimise maintenance of in-house IP • Offerings contain both sales & delivery materials (private site via MS Connect) • Partners signing up by area/globally, are able to access all sales materials to assess the most useful offerings • Partners may adapt and extend the IP for their own purposes Partner Benefits

20. 4. Attend Partner Readiness 1 2 3 4 5 6 • Delivery training is instructor led (typically 2-3 days), sales training is online • Focuses on real-world implementation best practices • Assumes prior technical knowledge • High quality training from MCS practitioners • Up-skill consultants • Learn from MCS early adoption experiences worldwide • Appreciate how to apply the IP to best effect • Build MCS relationships Partner Benefits

21. 5. Gain Services Ready Accreditation 1 2 3 4 5 6 • MCS validate first successful project (partner or MS primed) – partner now accredited • Partner able to use the Services Ready logo • Partner listed on customer facing http://microsoft.com/servicesready • Reduced risk in initial project / build MCS relationship for subsequent projects • Visible differentiation • Leverage Microsoft marketing around offerings • Natural go-to partner for Microsoft around offerings; common understanding of approach Partner Benefits

22. 6. Pursue Repeat Business 1 2 3 4 5 6 • “Working with MCS on the Services Ready program gave OBS the opportunity to work with a major account on a key strategic program. It allowed OBS to showcase its capabilities to the client and provided an avenue for future long-term engagements.” • Andy Neumann, OBS Melbourne • Leverage offerings based opportunities, working in tandem with Microsoft’s sales organisation • Partners utilise IP to best effect, ideally engaging MCS where needed in support of strategic deals • A known offerings lifecycle clarifies the roles of partners & MCS • Accelerate deals & win more business • More predictable, higher quality project delivery • Save project effort, improve margins • Build a dialogue with MS Services – joint engagement on strategic opportunities Partner Benefits

23. Call to Action • Engaging with Microsoft Services • Improved communication between Partners and Services will be mutually beneficial • Engage us early on key opportunities - we’re here to help when you need it • Understand more about the Services Ready program: http://microsoft.com/servicesready • Discuss with your Microsoft Partner Account Manager how you can get involved with Services Ready • Review how our Partner Advantage support offering could help your business: http://microsoft.com/Microsoftservices/support_mspa.aspx