Microsoft Partner Briefing Introduction & Agenda

1. Microsoft Partner Briefing Introduction & Agenda Paul Mason SMB Senior Group Manager pmason@microsoft.com

2. Acronyms To Know • OE&P = Operational Efficiency And Productivity • IOE = Increasing Operational Efficiency • CPI = Connected Productivity Infrastructure • GTM = Go-to-market • MSPP = Microsoft Partner Program • WSS = Windows Sharepoint Services • RMS = Rights Management Services • AD = Active Directory • MOM = Microsoft Operations Manager • SMS = Systems Management Server • SBS = Windows Small Business Server

3. Agenda 8.30am Registration & Breakfast 9.00am Introduction and Market Opportunity for Partners 9.15am Campaign Introduction • Servers for Small Business Campaign • Driving your margins with the Microsoft Office System & SBS 10.30am Microsoft Partner Program • Best practice before your renewal Technical Support • As a Microsoft partner / reseller what are my options? 10.50am Wrap up / Q&A

4. Setting the scene • Market Opportunity • IT Spend Increase 04 & 05 • MSFT Partner Growth Opportunities • SfSB • Office Attach • NT4 & Exchange 5.5 Migrations • Security (SP2) & National Security Day • Deployment

5. Campaign Introduction

6. Servers for Small Business GTM This GTM’s focus is to drive awareness and adoption of SBS 2003 amongst small businesses in Ireland, through the broad partner channel Mary Ashe Winton Marketing Manager marywint@microsoft.com

7. Agenda • Objectives • Key Strategies • Target Audience & Ideal Customer Profile • Key Messages • Promotional Offer • Marketing activity • Partner Call to Action

8. Campaign Objectives

9. Key Strategies 1. Communicate the value of SBS 2003 as the essential server for small business thru broad awareness & lead generation activities • Advertising & PR • Partner driven marketing 2. Engage & Enable the broad channel • Sales & Technical readiness • Marketing collateral & support • Disti visits • PTS visits 3. Pull through Office Revenue • Build in Office messaging in all to & thru partner materials & messages 4. Affinity Marketing • Work with non-traditional partners to further bolster awareness & demand

10. Target Audience & Ideal Customer Profile • Target Audience is Owner/manager in small businesses • Ideal Customer Profile: • 5-30 Employees • 5-20 PCs • typically in the Services Sector • High ratio of PCs to employees • Information Workers • Technology drivers: • Collaboration: Sharing and collaborating on documents • Security: Protection against viruses, spam and internet controls • Data protection & back-up: centrally manage data including accounts, customer, employee data, reliably back up solution • Mobility: need to access e-mail when out of office, remote management • Have or can get broadband easily

11. Customer Issues • Driving Efficiencies, driving costs down • Growing the business • Getting value out of IT

12. Key Messages

13. Computer Associates E-Trust anti-virus Promotion • 6 free antivirus nodes (1 Server and 5 CAL) of CA eTrust v 7.1 Antivirus bundled with a license of Windows Small Business Server 2003 • Valid on SBS Standard and Premium editions • COEM, FPP and Open licence types • Valid from Oct 1-Dec 31 • Heavily promoted by MS Ireland • Ask you Disti for more details

14. Broad Awareness & Demand Gen Activity • National Press advertising campaign • Leveraging Corp look & feel • Offer driven • North & South • PR Program – big push into small business space in October • Reposition MS as small business provider, stack message, Paul Mason profiling, photocall, press release • Computers in Small Business Sponsorship • Channel Partner support, events, case studies, wins • Self-Diagnostic Toolkit • Partner Marketing • Partner Campaign Centre • Collateral

15. Artwork

16. Gearing up for Growth Event • Targeted at owner/managers of businesses <100 employees • Speaker line-up includes: • Dan McLaughlin, Chief Economist, BOI • Patricia Callan, SFA • Paul Mason, Microsoft • David McWilliams, Economist, Broadcaster • Tuesday, November 16, Four Seasons Hotel • Register your customers for this event

17. Partner Call to Action • Check out campaign details on partner campaign centre www.microsoft.com/ireland/partner • Identify a campaign owner in your organisation • Register for Hands on Labs • Identify ideal customer profile amongst your database • Send out eDM, promote anti-virus offer • Follow up with Telesales & customer visits • Tell you customers about the Gearing up for Growth event

18. Questions/Comments/feedback marywint@microsoft.com 01-7063111

19. Maximise YOUR return from Microsoft Opportunities Eamon Breen Microsoft Ireland

20. Office Sales Opportunity • 250k new PCs will ship into SME companies in next 12 months • 95% of all PCs will end up with a version of Office on them • 41% Piracy rate

21. Office 2003 Editions Comparison 1 While non-Professional versions of the Office Editions can not initiate IRM protected documents, they can read, edit, copy, or forward IRM protected documents when authorized.

22. What’s new in Office 2003 Small Business Edition • Outlook & Business Contact Manager • Publisher • PowerPoint • Fantastic integration with Windows Sharepoint Services

24. what’s new in Office 2003

25. SBS Sales OpportunityWho’s the Ideal customer? • 40,000 Irish companies • 5-30 Employees • 5-20 PCs • 1 Server in place already • In services industry *Based on research MS Ireland have conducted July 04

26. SBS Ideal Customer ProfileTechnology Drivers* • Sharing and collaborating on documents • Protection against viruses, spam and internet controls • Reliable IT that’s easier to manage, remote management • Data protection centrally manage data including accounts, customer, employee data • Mobility, need to access e-mail when out of office • Have or can get broadband easily *Based on research MS Ireland have conducted July 04

27. Business Benefit #1Need to share documents and printers • #1 Reason for business to buy a server • Increase user productivity • SBS allows you to share • Documents with versioning control, check in/out • Calendars • Contacts • Tasks

28. more than a file share – integration with office

29. Business Benefit #2Protect your company data • Businesses need to ensure their company and customer data is secure • Reliable system backup • Industry leading antivirus • Automated spam protection • User data backup • Enforce company internet usage policy

30. protect your company data

31. Business Benefit #3Remove cost and headache of managing IT • Business owners need to concentrate on running their business not their IT • Enterprise class server reliability • Proactive notification of system failure • Remote diagnostic and resolution

32. network management

33. Business Benefit #4Mobile workforce • Business is more reliant on e-mail than any other Technology • Access your e-mail from home • Access e-mail from any device • Home PC • PDA, XDA, Phone • Remotely access your work PC from home

34. mobile workforce

35. Realise your maximum returnPartner up sell opportunities New service offerings Value add solutions 250k PCs will ship this year to SMEs Attach Office, 95% of PCs will end up with office One of Microsoft’s biggest marketing spends Great Market momentum Exceptionally high ROI: 63%- 2000% 100% YoY market growth in Ireland

36. Indicative pricing from authorised Distributor These are indicative COEM prices from authorised distributor

37. Enterprise class antivirus offer • Valid from Oct 1-Dec 31 • 6 free antivirus nodes (1 Server and 5 CAL) of CA eTrust v 7.1 Antivirus bundled with a license of Windows Small Business Server 2003 • Valid on SBS Standard and Premium editions • COEM, FPP and Open licence types • Heavily promoted by MS Ireland • Ask you Disti for more details

38. Office 2003 Offer • Oct 1st to Dec 31st • 4 for 3 on Office Small Business Edition • Limited to 1 per partner per month

39. Summary • Opportunity for partners to up sell services and product • 250k new PCs will ship into SME market this year, nearly all will end up with Office • 50k small business server sales opportunities • Great market momentum that is building

40. MSPP (Microsoft Partner Program)What you need to know and do before Jan 31st 2005 Colin Cassidy Partner Development Manager ccassidy@microsoft.com

41. What do these changes mean to me? If your business is an existing or striving to become a Registered, Certified or Gold Certified Partner then you need to take note of this ………otherwise you can nod off for the next 10 mins

42. Why did MS change the Program? From a Customer Perspective • Easier to identify partners with appropriate skill & solution offering through competency model • Introduction of the Referral Directory for customers to find the appropriate partners in a geography • Technology changes! The program needs to be flexible enough to evolve with our customers needs

43. Why did MS change the Program? From a Partner Perspective • To unify & tailor the benefits into one program. • To reward partners based on their commitment • Ensuring customers understand the solutions and services your business offers and where to find you • To build a channel of “Specialists” – not “Generalists”

44. Competencies allow customers to identify your focus

45. Competencies Gold Certified Partner 120 points Certified Partner 50 points Registered Member 0 points MSPP Program Levels Note: Expectation is that most Certified Partners will attain at least 1 Competency • 2 certified employees or 1 certified product • 3 references • 120 Partner Points • Membership in at least One Competency • Meet Certified Partner Terms & Conditions • Pay Fee • 50 Partner Points • 2 certified employees or 1 certified solution • Meet Certified Partner Terms & Conditions • Pay Fee • No Partner Points • Web Profile • Optional subscription to MAPs • Signed Terms and Conditions

46. What happens on Jan 31st 2005? • If you are an existing partner you need to Renew and Re-Profile your organization by above date • NOW is the time to….. • Work toward gaining a Competency • Understand the criteria involved, most require 2 MCP’s and 3 customer references • Get your technical staff skilled • ISVs; take the Platform Test…..it’s FREE!

47. What are the benefits my business? • Account Management with dedicated MS resource • Tailored benefits specific to your Competency • Leveraging the Microsoft brand • Internal Use Software • Access to tech & sales training (classroom, online & press) • Access to technical support • Pre-Sales Resource (via phone) • 5-Pack Professional Support Incidents

48. Next steps • Check the Partner Points calculator today & get estimate of your points total • Identify & match a competency to your business goals • Calculate how many active MCPs you have – put time aside to take necessary training & exams. We can help with this!

50. Fixed-price, prepackaged service plan Phone-based, pooled technical service coordinator; business hour availability Prioritized 24x7 technical support Limited phone-based support consulting services Customizable, scalable service plan Designated services account management with in-depth partner experience Prioritized 24x7 technical support with enhanced escalation Greater access to proactive support consulting services and custom consulting services Access to enablement tools Available Service Plans Standard Plan Plus Plan Foundational support needs in fixed price package Fully customized service options designed for complex partner needs