Welcome to the Partner Briefing Series: Preparing for FY07

1. Welcome to the Partner Briefing Series: Preparing for FY07 • Brooke Banbury, Engagement Manager, US Partner Services (bbanbury@microsoft.com) • PURPOSE: The Partner Briefing Series will provide information on strategy and tactics to help you prepare to work with Microsoft in our FY07 that starts in July. Our goal is to provide relevant information and facilitate open communications that contribute to our joint success. • Three Webcasts: • April 26th 10:00 – 11:00 AM PST:  FY07 Services Strategy with Partners   • Speakers: Bryan Rutberg, Director, Services Partners, Microsoft Services. • May 16th 10:00 – 11:30 AM PST:  FY07 Infrastructure Optimization Strategy with Partners • Speakers: Lisa Downey, Senior Partner Development Manager, and Jeff Wettlaufer, Technical Lead, for Worldwide Infrastructure Optimization. • June 16th 10:00 – 11:00 AM PST:  The Business Value Challenge:  Winning with Partners in FY07 • Speaker: Bob McDowell, Vice President, Information Worker Segment and Business Group.

2. Partner Briefing Series: Preparing for FY07FY07 Services Strategy with Partners Bryan Rutberg Director, Services Partners Microsoft Services bryan.rutberg@microsoft.com

3. Agenda • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners • We’re focused on deeper customer andPartner relationships • We’re investing in Services as a catalystfor growth in new products and technologies

4. Business Needs Drive Enterprise IT Innovation Extending the enterprise Simplifying/optimizing infrastructure Managing the workforce evolution Enabling a knowledge-based workforce Securing information assets Transforming legacy systems

5. Worldwide IT Services Market GrowthWW IT Services Spend: 2005 Billions 450 424 401 380 400 359 350 15 36 57 80 300 250 200 344 344 344 344 344 150 100 50 0 2005 2006 2007 2008 2009 The WW IT Services Market will grow by over $175 Billion over the next four years.Total market size 2006-2009: $1.5 Trillion. Includes Development and Integration and IT Management

6. Microsoft Has Great Enterprise MomentumFrom $1 Billion to $10 Billion in Just Ten Years $9.89 $10.0 $7.36 $5.14 $5.0 $1.38 $0.0 FY96 FY00 FY03 FY05 Microsoft Server and Tools Revenue

7. A New Wave of Enterprise OpportunityDelivering the People-Ready Business

8. Agenda • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners • We’re focused on deeper customer andPartner relationships • We’re investing in Services as a catalystfor growth in new products and technologies

9. Profitability of Microsoft-related business Help in growing Partner business Support across the partner cycle – readiness, marketing, sales, support Ease of doing business Seed the market to generate service opportunities for Partners Knowledge and skills transfer Ease of co-engagement Predictability in our operations – where we’ll engage with customers and how we work with Partners Partner Feedback: What Partners Tell Us They Want

10. Growing The Market For Microsoft And PartnersWorldwide Project-Based IT Services Spend $182B total $147B Microsoft Services Role • Invest strategicallyto promote platform growth via new technologies and lighthouse engagements • Focus on initiativesto increase productive use of Microsoft technology • Create best practices for leverage across Partner Ecosystem • Commitment to co-engagement with Partners Servicesfor non-Microsoft Platforms $89B Goal: Together, Maximize Microsoft + Partner Share Partner-delivered Services for the Microsoft Platform $57B Microsoft-delivered Services $1B 2005 2009 Microsoft Services grows strategically to seed market; stays small % of market Partners deliver vast majority of engagements Microsoft Eco-system share of market grows faster than whole market

11. Strong position Great momentum Product introductions driving the People-Ready Business Increased demand for skilled Microsoft-based services Ecosystem must increase skills and resources Microsoft and Partners will be #1 in the Enterprise Microsoft addresses product wave with training, early adopter programs, and marketing Microsoft teams with Partners to meet customer demand Partners capture vast majority of growth opportunity

12. Agenda • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners • We’re focused on deeper customer andPartner relationships • We’re investing in Services as a catalystfor growth in new products and technologies

13. Microsoft’s Enterprise Approach Accelerating growth through strengthened customer relationships Formula for Success Segmentation  Customer experience Account planning  Focus on customer priorities Microsoft Services  Seeds the Market, builds confidence, trust, and loyalty Partners  Primary delivery vehicle Leads to Increased standardization on Microsoft infrastructure platforms More successful Enterprise projects delivered by Partners

14. Services Roles for Customers:Build Enterprise Relationships Enterprise StrategyConsultants Technical AccountManagers Accelerate adoption of Microsoft solutions by assessing business needs and operations to connect business strategy and IT directions. Dedicated supportliaisons who manage technical issues and help enhance productive use for customers with Premiersupport contracts. Recommend strategic IT directions and Microsoft project opportunities based on assessments of business needs and operations. Dedicated supportliaisons, managing technical issues for customerswho hold a Premiersupport contract. Results Substantially increased customer satisfaction More Microsoft solutions successfully deployed More confidence, trust, and loyalty to Microsoft platform More project opportunities for Microsoft technology and for Partner services

15. Agenda • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners • We’re focused on deeper customer andPartner relationships • We’re investing in Services as a catalystfor growth in new products and technologies

16. Microsoft Services and ITThe Pillars of Our Mission

17. Services Roles for Partners:Increase Partner Enablement Partner Strategy Consultants (PSC) Microsoft Partner Advantage (MSPA) Co-engagement SKUs

18. Microsoft Partner Service Offerings: PSC and MSPA Comprehensive Services Spanning the IT Lifecycle DEPLOY DISCOVER PLAN BUILD OPERATE OPTIMIZE WIN THE BUSINESS ENSURE ITS SUCCESS Microsoft Services Partner Advantage provides a managed technical support relationship to minimize risk in developing, deploying, and supporting solutions on Microsoft technology. MSPA: Drives Successful and Productive Use of Technology Partner Strategy Consultant Offeringleverages Microsoft technology and programs to help partners grow their business with competitive solutions and services. PSC: Drives the Business and Strategy

19. Partner Strategy Consultant (PSC) Offering Solution Development and Alignment Assist in development of new service offerings relevant to growth market opportunities and aligned with Microsoft product roadmap. Value Pillars Objectives • Readiness and Enablement Webcasts; architect summits; airlifts; training; early adopter programs. Accelerate Competitive Advantage Drive Innovative Solutions and Services Promote Revenue Growth • Revenue Growth • Account and Opportunity Support Joint account planning; proposals; design reviews; competitive positioning; facilitate field relationships Trusted Advisor Relationship

20. Getting Started: Microsoft PSC Service Offering Delivery Life Cycle Helping Partners grow their business with compelling Microsoft-based solutions and services D E L I V E R Y Three Months to Multiple Years Planning 15 - 30 Days • Stakeholder Analysis - Creating a Vision/Scope for the Delivery Phase • Building a Partner Roadmap & Activities Plan • Solution Alignment and Development Plan • Joint Field Readiness and Enablement Plans Develop and Execute Roadmap Technical Opportunity Support PSC Deep Readiness and Enablement Stakeholder Reporting Milestones

21. Microsoft Services Partner Advantage (MSPA) Offering • Services offering developed with Partners, for Partners; “Premier Support” • Provides a single point of contact for your technical needs in building, deploying, and supporting software on the Microsoft platform • Allows you to call Microsoft on behalf of your customer • Allows you to bring Microsoft to your customer site for workshops and consulting services

22. Services Available with MSPA

23. 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 Focused Partner advocacy Microsoft Service Partner Advantage Plans Standard Plan Plus Plan Foundational support needs in a fixed price package Customized service options designed for complex partner needs

24. Thousands of partners and their Consultants are engaged on Microsoft Consulting projects Partner enablement is part of the Microsoft Consulting business Co-engagementPartners and Microsoft Work Together MCS Revenue by Partner Engagement Scenario 6% 2% 65% of Revenue - Microsoft Prime, Partner Sub 20% 20% of Revenue - Microsoft Alone 65% 7% 7% of Revenue - Side-by-Side 6% of Revenue - Partner Prime, Microsoft Sub 2% of Revenue - To Partner

25. Where Microsoft Will Engage DirectlyThe Theatre of Operations SDS/SKUs Customer Demand/ Customer Satisfaction TargetAccounts Relationship Services New Technology Accelerate Adoption Productive Use Lighthouse Do What is Right (Customer/ Partner Experience) Accelerate Adoption and Enable Partners Move the Market SDS & SKU SDS & SKU Multiple TAMs Multiple ESCs 2 TAMs 2 ESCs Major Accounts 1 TAM 1 ESC SKU Corporate Accounts TAM All project work includes opportunity for co-engagement

26. SKUs SKUs Accelerate Adoption and Enhance Productive Use Partner Participation Objective Approach • Develop ‘SKUs’ • Microsoft-provenbest practices around business outcomes • Productized IP – codified and transferable • Clear engagement processes and timeframes • Prove/refine the IP before general release to customers and partners • Delivery by Accredited Professionals • Empower Partners to be primary delivery vehicle for SKUs Engage small number of Partners for co-engagement in IP testing and evaluation process Small number of partners pilot Partner-led SKU engagements and develop Partner Participation model Once a SKU solution released, partners take it to the broad market • Ensure Customers capture full value of Microsoft technology • Technology adoption • Operational performance • Reduce complexityand perceived risk of deploying Microsoft Enterprise solutions • Grow the Enterprise Services Market for the Partner Ecosystem

27. Three Year SKU Strategy FY’09 FY’07 FY’08 Continue Proving the Concept Start to Moveto Scale Scale Upwith Partners KeyThemes Emphasis Productive Use Accelerated Adoption and Productive Use Accelerated Adoption and Productive Use Limited: Exchange, Infrastructure Optimization Expanded Specific areas of Microsoft Stack Technology Coverage Delivery Model Enterprise Services (ES) Led, Partner Pilots ES Led, Partner co-engagement, and Partner transition New SKU development and pilots continue as mature SKUs transition to Partners Mature SKUs PrimarilyPartner Led New SKU development and pilots continue as mature SKUs transition to Partners

28. Agenda Summary • The Enterprise solutions market is growing and Microsoft is well-positioned to take advantage • Microsoft’s Enterprise organizations are actingto ensure success for Microsoft and our Partners • We’re focused on deeper customer andPartner relationships • We’re investing in Services as a catalystfor growth in new products and technologies

29. Microsoft Partner Services Contacts • Microsoft Partner Services Strategy • Bryan Rutberg Director, Services Partners, Microsoft Services bryan.rutberg@microsoft.com • Microsoft Services Partner Advantage • Darren Patrick Program Manager, US Partner Services darrenp@microsoft.com • www.microsoft.com/partneradvantage • Microsoft Partner Strategy Consultants • Brooke Banbury Engagement Manager, US Partner Services bbanbury@microsoft.com

30. © 2006 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.