Grow Your SAM Practice

1. SAM01 Ro Kolakowski Company Partner 6th Street Consulting MPN partner since 2006 SharePoint Grow Your SAM Practice Raul Bandeira Director, SAM Field and Partners Microsoft Corporation Lisa Slim Microsoft Alliance Business Manager Hewlett-Packard MPN partner since 1989 HP Enterprise Business

2. The Journey to SAM Services Incentive SAM Competency changes SAM Services SOWs Field and Partner Readiness efforts Systems requirements Process development and validation Customer evangelization Where we’ve been Less than 90 days to launch! Systems implementation and piloting Additional Field and Partner Readiness Online training courses Program and marketing resources Customer awareness Where we are

3. SAM Services Incentive Target Customers Customer Value • Minimum of 250 desktops • At least one of the following Volume Licensing contract types: Enterprise Agreement, Enterprise Agreement Subscription, Select License, Select Plus and Academic Select • These Volume Licensing options are excluded: Open License, Open Value, GSA Select, Campus Agreement, School Agreement, and all other licensing programs not explicitly called out

4. SAM Services Engagement Types SAM Baseline SAM Assessment Review of customers existing processes against SAM Optimization Model framework, identifying improvement opportunities and associated ROI • Inventory of deployed Microsoft assets, review of corresponding customer license documentation, virtual, hosted, or cloud-based solutions, and identification of any opportunities for Improvement Provides deployment assistance for processes and technologies to support key SAM areas, including deployment, metering, inventory and control. Special focus on solutions deploying Microsoft technologies including System Center, MDOP AIS, or MAP SAM Deployment Planning

5. Engagement Timing and Deliverables • Engagements can qualify for incentive under this program only when the definedscope of work is being delivered by a qualifiedpartner consultant to a customer with an active Select or EA. Opportunities must be registered and received by a Microsoft SAM Engagement Manager approval prior to the engagement to be eligible for this incentive NOTE – Actual engagement delivery length will vary based on customer size within the range, number of locations, infrastructure and other variables and is provided as a guide for initial resource planning estimation only. =To Customer and Microsoft =To Customer only

6. SAM Services Requirements and Eligibility • Partners only have to meet the Gold SAM competency requirements once worldwide • A PSP is required in each country in which the partner plans to do work under this program • The consultant delivering the engagement must be an FTE with the SAM MCP

7. Who are the Gold SAM Competency Partners? Partners with a strong background in • Deep licensing expertise • Deployment or Systems Management • Focus on Core IO • Process Consulting

8. Partner Business Opportunity • Clear, repeatable Scope of Work • Predictability of deliverables • Insight into customer’sorganization and environment • Follow-on business

9. Making it real A SAM Story Riaan van der Westhuizen Group Infrastructure Manager Gijima South Africa SAM in SMB Alexander Golev CEO Quarta Consulting Russia Your SAM Practice Cynthia Farren President Cynthia Farren Consulting USA

10. partner A SAM Story Riaan van der Westhuizen Group Infrastructure Manager Gijima South Africa

11. Gijima Profile 3rd largest IT Outsourcer 70 offices in Southern Africa Revenue: R 3 Billion BEE Level 3 Contributor 2,500 People Key Verticals: Financial Services and Retail Market, Manufacturing, Mining, Telecommunications, Government Departments and State-owned Enterprises • Gold Competency: • Identity and Security • Silver Competencies: • Application Integration, Business Intelligence, Content Management, Desktop, Midmarket Solution Provider, Portals and Collaboration, Project and Portfolio Management, Server Platform, Systems Management, UC Messaging and Voice • Competency Recruitment: • Application Lifecycle Management, Data Platform, Hosting, ISV Software, Learning, Search, SAM, Software Development, Virtualization, Web Development. (Investigate: CRM, Digital Marketing, Mobility, Volume Licensing.) Journey to the Cloud Business Growth, Profitability and Competitiveness Strategic Partnership and Account Planning High-level Profile andBrand Awareness Regional Focus MCS Alignment MPN Transition Company Profile MPN Profile Company Goals

12. The Challenge • High ad-hoc and unexpected true up costs • IT investments not “fit for purpose” • Lack of user awareness and discipline • “Tough” True Up negotiations with Microsoft • Low trust as “an ethical business partner” • High governance compliance risks

13. The Solution Course of Action Results • 100%+ increased licence entitlement • Reduced Add Hoc licence procurement • Reduced True Up costs substantially

14. The Impact on Risk and Governance • Improved control of IT assets and security • Reduction of non-compliance risks • Strategy to maintain updated policies • Encourage effective use of tools • Better tracking of actual costs – Chargeback Model

15. partner SAM in Small Business Alexander Golev CEO, Quarta Consulting Russia

16. Small Business – SAM Opportunity Existing Demand for a Framework

17. Challenges in Small Business • No SAM budget • Lack of formal IT Management structure • Low asset management culture • Focus on tangible legal risks

18. Quarta Consulting Solution • Assumptions and requirements • Low-priced but still profitable • Doable in a week • Collaboration with Microsoft • “Sharable” with other partners • Delivery approach • Baseline PC reinstallation • Standardized process templates

19. 29% faster SAM Light – Results Top VAR revenue growth

20. Works are planned and approved, it's time to start • 0 Pre-sales and Consultations Preparation &planning Stages and Results Policies and regular works schedule are developed and approved • 1 Adaptation and approval of policies Approval of the regular works schedule Software is calculated, the needs are determined • 2 Software inventory gathering Inventory data analysis The existing licenses are put in order, the discrepancies are detected • 3 Licenses audit and analysis Getting licenses into order • 4 The standard PC configurations are approved. The purchase plan is based on the standard Development of standard PC configurations Preparation of the purchase plan • Software purchase Software is purchased and ready to be installed 5 Software is reinstalled, all documentation is in final order Preparation of software “images" Backup-format-reinstall all computers

21. SAM in Small Business – How to? • Embrace Small Business customers • Understand Small Business challenges • Bet on simplicity and efficiency • Profit from standardized offers

22. partner Your SAM Practice Cynthia Farren President Cynthia Farren Consulting USA

23. About Cynthia Farren Consulting

24. SAM and MicrosoftA blunt conversation • Microsoft is in the business of selling software licensing • Microsoft will streamline and commoditize all efforts • All SAM Partners benefit from the marketing investment made by Microsoft and others to educate CxO’s about SAM • If your SAM business will have to rely on Microsoft to be profitable – then you don’t have a SAM business • SAM exists without Microsoft, but SAM benefits from Microsoft and Microsoft benefits from SAM

25. Sample Keys to Being a Successful SAM Partner • Competition • Competition helps market the value of SAM • Understand the business value of your unique offering • Education • Know your subject • Research; don’t guess • SAM is highly “historical” – know the historical PURs and Agmts • Focus on the customer • The “right” solution is the best solution • Cross selling is not part of SAM • But the insights gained through SAM provide opportunities Remember: a licensing statement isn’t SAM

26. Session Recap • SAM Services Launch in Oct, 2011 • SAM Services enables insight into customer IT strategy • SAM Services Incentive leads into follow-on business • SAM Partners are strategic to their customers • SAM works in SMB with the right model • SAM is NOT a licensing statement

27. Partner Calls to ActionKey Actions, Resources and SAM Related Sessions/Activities Understand the SAM opportunity in your market Earn the Gold SAM Competency Drive the conversation about SAM Services with your customers Next Steps Do NEXT IN THIS ROOM! SAM02 Session Attend SAM Services Training 100 and 200 levels Get your USB with the training courses at the next session or stop by the Software Asset Management Booth in the MPN Solution Innovation Center Learn

28. Competency Exam Pack Offer Go to the MPN Booth or Purchase Online byJuly 29, 2011 Exam Packs can be purchased in the following denominations 3 Pack – 30% discount + Second Shot 5 Pack – 35% discount + Second Shot 8 Pack – 40% discount + Second Shot 20 Pack – 40% discount + Second Shot To purchase, simply stop by the WPC MPN Booth or log on to www.prometric.com/microsoft/partners Note: After July 29th, the Competency Exam Packs will not include a Second Shot (free exam retake). Order today!

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30. © 2011 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION.