Business Productivity Online Suite Carmen Du Bois BPOS Lead Xavier Lamote Business & Marketing Director Ilse Wathion

1. Business Productivity Online SuiteCarmen Du BoisBPOS LeadXavier LamoteBusiness & Marketing DirectorIlse WathionPartner Marketing Manager

2. Agenda • Intro • Press/website • Product roadmap • Order process • Pricing + promo • Demo accounts • Partner offer • Partner payment process • Partner/customer support • SLA details • Call-to-actions • Q&A

3. Power of Choicefor the customer

4. Partner OpportunityNew business, more customers, faster Expand Reach • New Customers: 70% of sales expected to be to new customers • New Segments: Expand to SMB, retail, manufacturing or public sector • New Scenarios: Deskless users, branch office, mobility GrowRevenue • Advisor Fees: Sell and get Partner Fees • New Services: SharePoint consulting, online migration & integration • Annuity Revenues: 50% revenues to be recurring Increase Velocity • Increase capacity: Increase sales and deployment capacity • Scaleto multiple customers remotely. 40% savings • Increase margins by increasing managed services attach rates

5. Partner Opportunities for Revenue

6. Exchange Online Features  Current Feature Future Release Features Standard Dedicated Features Standard Dedicated Client & Mobility General Coexistence Security & Compliance Migration Extensibility Online Portal UM & Fax 3 Free/Busy and GAL is not supported on Entourage 4 Only OWA Light is supported on Firefox and Safari browser 5 Standard only provide BIS support; Dedicated provide basic Blackberry support (mail, calendar, contacts, GAL) 1Deskless available in both standard and dedicated versions 2 Can integrate with on site deployment of Rights Management Service

7. SharePoint Online Features  Current Feature Future Release Features Standard Dedicated Features Standard Dedicated Features Standard Dedicated Business Intelligence Collaboration Portal Service Specific Search Content Management Online Portal Forms 3 Standard does not include Blank Meeting, Decision Meeting, Social Meeting, Multipage Meeting Workspace 4 Standard does not include logging of all actions on sites, content, and workflows, audit log reporting 2 Standard does not include My Site Host, News Home Template, Internet Presence Web Site

8. OC Online Details  Current Feature Future Releases OC Server 2007 R2 Features Standard Dedicated OC Server 2007 R2 Features Standard Dedicated Advanced Collaboration IM and Presence Security & Compliance • 1 Manual workaround needed • 2 Internal is limited to two PC’s on the same corporate network (e..g., no firewalls or other devices between the parties)

9. Microsoft Online Release Cycle Q1 2009 Q2 2009 Q3 2009 Q4 2009 Q1 2010 • Quarterly release windows per year • Extent of changes varies per service and per release window • Services may ship on different dates within the window

10. Customer website • Additional visibility for the 20 pilot partners • Clickable logo • We push the customer to select a partner! • Will be online 29th of April

11. Trial Follow Up for pilot partners • We will contact the customer who are currently running a trial • In case they do not yet work with a partner, we will propose them to do so and ask if a partner can contact them • We will then provide you with those customer leads if the customer has selected you as a partner

12. Product Roadmap • Exchange – additional functionalities • SharePoint – additional functionalities • Office Online • CRM Online

13. Order process – part 1 • You create a fake liveID for the customer • Eg. BPOS_customername_partnername • You complete all the required steps in the order process • You enter your partnerID

14. Order process – part 2 • Customers can test the solution for free for 30 days • Also valid after the launch of the 24rd of April • First invoices will be created for the period starting as of 24th of May • Payment methods: • Customers who order for an amount less then 500 dollars (monthly basis), need to pay with credit card (monthly fee taken from their CC) • Customers who order more than 500 dollars (monthly basis), can request an invoice (payment terms of 30 days)

15. Microsoft® Business Productivity Online Suite Ordering Guide • Customers order Business Productivity Online Suite at Microsoft Online Customer Portal (https://mocp.microsoftonline.com). Partners can assist their customers in ordering and administering Business Productivity Online Suite for their organizations. Access & login to the Microsoft Online Customer Portal Create your customer profile Add subscriptions to your cart Finalize purchases in shopping cart Select your Partner of Record Agree to the discount terms and continue to check out Accept the Microsoft Online Services Agreement terms & conditions Review and confirm your order Select payment method

16. Microsoft® Business Productivity Online Suite Ordering Guide • Step 1: Access & login to the Microsft Online Customer Portal

17. Microsoft® Business Productivity Online Suite Ordering Guide • Step 2: Create your customer profile

18. Microsoft® Business Productivity Online Suite Ordering Guide • Step 3: Add subscriptions to your cart

19. Microsoft® Business Productivity Online Suite Ordering Guide • Step 4: Finalize your purchase in shopping cart

20. Microsoft® Business Productivity Online Suite Ordering Guide • Step 5: Add your partner

21. Microsoft® Business Productivity Online Suite Ordering Guide • Step 6: Accept discount terms and continue to check out

22. Microsoft® Business Productivity Online Suite Ordering Guide • Step 7: Select payment method

23. Microsoft® Business Productivity Online Suite Ordering Guide • Step 8: Accept the Microsoft Online Service Terms & Conditions

24. Microsoft® Business Productivity Online Suite Ordering Guide • Step 9:

25. Purchase/Trial Customer Email Notification • Trial/Buy • Selected as POR • Removed as POR • Activation Confirmation • Trial Expiration Warning • Trial Expired • Cancellation Notice – within 30 days • Activation • Activation Failure • Activation Reminder • Activation Confirmation • De-Activation Notification • Subscription Expiration *All Email notification will be send to Partner’s Global Admin listed on MSPP

26. Pricing: monthly subscription fee 8.52 € Exchange Online 6.18 € SharePoint Online 3.83 € Office Live Meeting 2.13 € Office Communications Online Business Productivity Online Suite 12.78 € 1.70 € Exchange Online Deskless Worker 1.70 € SharePoint Online Deskless Worker DesklessWorker Suite 2.56 € Additional capacity (1GB) for exchange + sharepoint 2.13 €

27. Promo @ launch • 10% discount • On total value of the contract • For the first year • For contracts signed before end of June

28. BPOS partner demo accounts: 20 licenses for free Eligibility Duration of Benefit Approved Usage Partners will receive benefit for the duration of the purchase agreement Microsoft may change the benefits with 60 days notice MSPP Partners who are also enrolled in the QuickStart program Demo accounts currently available to US Partners only Providing a demo to customers Testing of features/functionality Not Approved Personal accounts for home/family use Multiple accounts per employee Active partners who meet the above eligibility criteria will be eligible to get demo accounts of Business Productivity Online Suite: Use existing seat count Keep your current configuration Perpetual environment 20 seat licenses (default) Customize your environment Perpetual environment Leverage Existing Account New Demo Accounts Demo Account Registration Process New Demo Account Sign Partner Agreement and complete the assessment by visiting the Microsoft Online Services Partner Resource Center at www.quickstartonlineservices.com/discover Go to https://mocp.microsoftonline.com and complete registration for a trial account Activate your account and begin customizing your domain Contact Microsoft Online Services Support through MOCP https://mocp.microsoftonline.com/site/support.aspxto request a one-year extension of your existing account including Partner ID, Live ID, and Order Number in the email Extending Existing Demo Account Contact Microsoft Online Services Support through MOCP https://mocp.microsoftonline.com/site/support.aspxto request a one-year extension of your existing account including Partner ID, Live ID, and Order Number in the email • * Partners will only be given one trial per year. It is recommended that you do not use the same Windows Live ID for your demo account and accounts you purchase for risk of losing free trial

29. BPOS partner offering: licenses at 50% discount! Approved Usage Eligibility Duration of Benefit For partner use only For internal company use rights Partners will receive benefit for the duration of the purchase agreement Microsoft may change the benefits with 60 days notice • MSPP Partners who are • Gold Certified • Certified • Registered and are enrolled in QuickStart, MAPS, or Empower Program • Currently available to US Partners only Not Approved For demonstration purposes Not for customer use Active partners who meet the above eligibility criteria will be eligible to buy Business Productivity Online Suite at a discounted price of 6.39€/USL/month based on their level*: * The benefit can only be used in countries where service is available. The total number of USLs for a parent organization cannot exceed 500. Benefits Ordering Process for Partners Ensure active MSPP membership along with enrollment in the relevant eligible programs Order Business Productivity Online Suite at https://mocp.microsoftonline.comfor 100, 25, or 10 seats as appropriate for your level Send an email requesting a pricing credit to the Customer and Partner Care team through MOCP support at https://mocp.microsoftonline.com/site/support.aspx including Partner ID, Live ID, and Order Number in the email Your credit will be reflected in your next invoice

30. Partner remuneration Billing Order Fees One-time 12% net-add fees Monthly 6% recurring fees during agreement term • Partner Benefits: • One-time 12% net-add fees and monthly 6% recurring fees during agreement • Potential to generate additional revenue from consulting services • Set up/migration/integration, Customization, Helpdesk, Train the trainer

31. Partner remuneration: practicals • Fee of 18% is fixed for the first year for you as selected partner • Partner Of Record can be added within 90 days after the purchase date • Recurring 6% Fee • POR can be added or changed at anytime by customer after the first year • BUT if your customer is happy with you as a partner, no reason why the customer would change this!

32. Partner remuneration: practicals • A customer can assign a different POR per product • Eg POR1 for exchange online vs. POR2 for sharepoint online • BUT if the customer is happy with the service you are providing as partner, he will not use different partners • For customers, the bill-to, ship-to, and sold-to address must be in the same country

33. Enterprise Agreement Model for Online Current ESA Fees (average 10%) LAR MSFT Customer Online Service Delivery Future MOSPA Fees (12%+6%) ESA Fees (TBC%) LAR MSFT Customer Online Service Delivery

34. Partner remuneration – scenario 1 Scenario 1 : Partner A supports the product and remain POR 12% Transaction Fee 6% Residual Fee (accrue monthly) All Payment are issued quarterly Q1 Q2 Q3 Q4

35. Partner remuneration – scenario 2 Scenario 2 : Customer designates POR 90+ days after purchase of product 12% Transaction Fee 6% Residual Fee (accrue monthly) All Payment are issued quarterly Q1 Q2 Q3 Q4

36. Partner Remuneration – scenario 3 Scenario 3 : Customer designated partner A as POR when it purchase 75 seats and designates Partner B when it purchased additional 25 seats of the same product Partner A 12% Transaction Fee Partner B 6% Residual Fee (accrue monthly) 12% Transaction Fee 6% Residual Fee (accrue monthly) All Payment are issued quarterly Q1 Q2 Q3 Q4

37. Partner remuneration: practicals • Each quarter, our payment provider (Arvato) will send a fee statement to you and request to submit an invoice for the amount detailed in the fee statement  • You can submit the invoice by hard copy/fax/un-editable soft copy • This invoice must include your bank details in order for Arvato to make a wire transfer on your account • Arvato will then transfer the fees owed to your account

38. Partner Payment Guidelines • Deadline for Microsoft FY Quarter Payment Eligibility FY09: 6/24/09 • Payments delivered within 30 days of the first day of new quarter • Payments to be made in local currency to partner headquarters identified in MSPP • Payment done on total activations, including extra capacity bought

39. SLA • The SLA´s are available online: • http://download.microsoft.com/download/7/0/3/70330d5c-ffb9-4713-9246-ee26a21051c9/Online_Services_datasheet.docx • Microsoft provides a level of expertise and experience that comes from a highly successful history of hosting enterprise services such as Office Live Meeting and Exchange Hosted Services. Microsoft Online Services reliably deliver 99.9 percent scheduled uptime and carries a financially backed service level agreement. We are committed to developing and delivering innovative solutions that enable organizations to get the tools they need to be successful now and in the future. • And here: http://www.microsoft.com/onlineuserights • Some online services may include performance related SLA’s.  Terms and conditions for these service SLA’s are as follows: • Exchange Online. http://go.microsoft.com/fwlink/?LinkID=127034 • Office Live Meeting. http://go.microsoft.com/fwlink/?LinkID=127033 • SharePoint Online. http://go.microsoft.com/fwlink/?LinkID=127035

40. Back ups

41. Program support • Phone: • Belgium: 0800/15664 • Luxembourg: 0800/22097 • E-mail: • Gold Certified Partner: goldcert@msdirectservices.com • Certified Partner: certpartner@msdirectservices.com • Registered Member: regmember@msdirectservices.com

42. BPOS: Partner Support • Pre-Sales Support • (Technical Sales Assistance – includes inquires about how to effectively sell Business Productivity Online Suite) • Delivery Support • (Technical Advisory Services- helps partner deploy Business Productivity Online Suite to customers) • Technical Support • (All Break Fix issues, Partner Care questions and routing) Operational Support (Includes all inquires re: order to cash, fee payments, licensing/policy questions, etc.)

43. Call-to-actions • Ifyou do not have yourown test account yet, pleaseactivateone and tryit out! • Ifyoudidnotyet follow the technical training, please register for the session of the 15th of May (last one this fiscal year) • In case you need support/have concrete questions, please contact me!

44. Call-to-actions • Start up your BPOS projects at prospects! • Provide us with field info so we can help you! • And thank you for your commitment !

45. Q& A • Questions?