Profile of Excellence for Corporate Accounts

1. Profile of Excellence for Corporate Accounts 08/06/2012

2. 5 mins Introduction Dan Scarbrough Melissa Mulholland 10 mins Vision & Benefits Jordan Chrysafidis Geoff Nyheim Eric Feagler Dan Scarbrough Melissa Mulholland 10 mins Profile of Excellence System Introduction & Overview Alan Dowzall Bobby Bakshi 20 mins Your Important Role, Next Steps & Q&A Alan Dowzall Bobby Bakshi 15 mins Agenda

3. Roadmap for Corporate Accounts Seller Development Deliver World Class Experiences for our Customers & Partners Build & Grow a World Class Selling Community Integration of Partner Profiles of Excellence into our Joint Selling efforts “People are Our Single Sustainable Competitive Advantage” World Class Selling Vision

4. Identify and Leverage Strengths Role Clarity Ensures You Are Doing The Right Things Transparent & Honest View of Where You Stand Helps You Improve Role Peer Groups Learn From Each Other Peer Groups Align on Commitments Team-Up with Someone Who is Great Team Tailored Readiness Plans Right Readiness Investments Are Made Real Time Pulse on What's Working Planning Benefits of the Profile of Excellence

5. How Built by a Team of Corporate Accounts Thought Leaders Tailored for Individual Corporate Account Sales Role What A tool that Sellers can use to define a development roadmap Defines the Standard for Corporate Account Seller Excellence The Profile of Excellence

6. Video

7. Increased focus on Improving Role Specific Excellence Profile of Excellence = Specific to Role Role Career Stage Profile = Specific to Discipline Career Personal 360insight = Personal Development Where does the Poe Fit?

8. Feedback Result • Data Driven Metrics • Revenue • Scorecard • Compete World Class Selling Standing = + Outstanding • 100 Manager You Standing - World Class Selling Index (WCSI)

9. Demonstration & Tutorial Alan Dowzall CEO Pipe9 Consulting

10. Completed Profile of Excellence Deployment Across Microsoft Dynamics Worldwide • Alan's Business Performance improvement approach and coaching has provided to us an arsenal of tools analysis and insights that have taken us to the next level in our journey to become a High Performance organization. • - Pattie GrimmDirector of Field Readiness, Microsoft Dynamics • Pipe 9 Consulting • Profile of Excellence Consulting Since 2002 ad@maxipoe.com #Dowzall • Former Microsoft Seller & Marketer • 1989 - 2002 Bio - Alan Dowzall

11. Team PTU Lead • PTU Leader Workshops to Review Outcomes with PAM’s • Share Results Together • Establish Shared Goals • Common Improvement Areas • Confirm Team Commitments • PAM’s Taking Control of Development Plans Individual PAM • Identifying and Leveraging Strengths • Richer Coaching Discussions • Identifying Ways to Improve • Concrete Action Setting Dynamics Partner Example

12. Build Your Reputation Personal Reports API for Excellent Work Benefits Always Know Where You Stand vs. Best in Class Relevant Actions Continuous Feedback

13. Getting Started

14. Single URL Address www.microsoft.maxipoe.com Tiled Interface Five User Controls Wall Network Feedback Standing Sync Getting Started

15. Message Board Action Prompter Manager Standing Self Standing Incomplete Feedback Wall Wall

16. Build Your Feedback Network See How Many People are in Your Network Understand Poe Relationships Your Profile Your Team Profile Your Mgrs Profile Network Network

17. Receive Feedback Feedback Status Given & Received Feedback Status: Completed & Outstanding Take Feedback Self Feedback Feedback

18. Four Answer Choices Rarely In-Consistently Frequently Always Frequency Definitions In-Detail Provides Deeper Context Seldom <20% Some of the Time <60% Consistently <90% Always Take Feedback - Six Practice Areas - Six Questions Self Feedback Feedback

19. Invite Your Team to Take Feedback Feedback Status: Given & Received Completed & Outstanding Feedback History Give Feedback - Requests - Give New Manager Feedback Feedback

20. Four Answer Choices Rarely In-Consistently Frequently Always Frequency Definitions In-Detail Provides Deeper Context Seldom <20% Some of the Time <60% Consistently <90% Always Give Feedback - Six Practice Areas - Five Questions - Team Comparison Manager Feedback Feedback

21. Big Picture Visually Represents Your Standing Result Big Picture Breaks Down Standing into Two Groups Strategy & Execution Standing - Based on Manager Feedback Standing Standing

22. Dig-In enables You to View the Results of Each Question Enables You to See Changes in Results Over Time Improvement & Decline Standing - Based on Manager Feedback Standing Standing

23. Manager Sync - Measures Strengths & Areas for Improvement based on Manager View Manger Sync: Shows Improvements & Declines Over Time Sync Sync

24. Send Comments Acknowledge Great Work By Awarding Badges & Medals Build Your Reputation Wall Wall

25. Next Steps

26. URL www.Microsoft.MaxiPoe.com Getting Started Email Sent to you from your managers email address Email contains link to MaxiPoe and Your unique log-in information Email will be sent every 5 days until the feedback is completed Check “junk” folder to ensure email has been delivered correctly Time Allow 30-45 minutes to complete the feedback, view as a continuous process Next Steps

27. Call to Action

28. Familiarize yourself with the Profiles of Excellence Complete Poe Feedback as Honestly and Openly as Possible Think hard about the extent to which the behaviours identified in each question are being adopted Read and understand the ratings descriptions to make sure you assign ratings following the correct standards Guidelines

29. Q&A

30. Profile of Excellence for Corporate Accounts 08/06/2012