ISVs For Cloud Computing

1. ISV09 ISVs For Cloud Computing

2. Drop your business card in the fish bowl as you enter for a chance to win a Windows Azure branded Flip Video camera at the end of the session! If you swipe your badge and/or provide your business card, we may send you information about Microsoft products and services.

3. Study: Customer Attitude Towards SaaS For more than 20 years, Schireson Associates has been delivering highly differentiated research and marketing consulting services to a growing list of clients. Our focus is on the technology industry but our unique approach and our reputation for delivering tangible business insights has attracted companies in Financial Services, Packaged Goods, and Health Care. Focus Groups with US TDMs and BDMs to Explore Landscape and Generate Hypotheses Quantitative Survey with US TDMsto Measure Adoption and Test Hypotheses Integrated Research Findings Sept 2009 Oct-Nov 2009 Today

4. Technology Adoption Lifecycle The Chasm Late Majority - Conservatives Innovators Early Adopters Early Majority - Pragmatists Laggards

5. SaaS Poised To Go Mainstream All SaaSSolutions Avg Today 100% 50% 67% Growthin Adoptionover next 2years 12% 25% 90% 63% 2% 2 YearsAgo 0% 3 YearsIn Future 1 Year Ago Past Future S51/S52/S57. Claimed SaaS Adoption (Past Implementations and Future Intent) Base: Respondents familiar with adoption of specific solutions. See slide notes for details. 5

6. SaaS Poised To Go Mainstream Innovators / Early Adopters Today 100% Pragmatists Conservatives Laggards 50% 2 YearsAgo 0% 3 YearsIn Future 1 Year Ago Past Future S51/S52/S57. Claimed SaaS Adoption (Past Implementations and Future Intent) Base: Respondents familiar with adoption of specific solutions. See slide notes for details. 6

7. Your Customer Profile • The Profile of a Likely SaaS Adopter Organizations in the Midst of Dynamic Change Global, Distributed Organizations Organizations with Capacity-Constrained Infrastructure Organizations with Strategic, Leveraged IT SaaS Adoption Is Higher for “Mission-Critical” Business Processes • Key Insights SaaS Adoption Is Higher for Differentiating/Core Business Processes

8. Adoption Trends Prod & Collab Desktop / Systems Mgmt Email Security & Continuity Network & Web Security Backup & Archiving Communications PPM PPM Contract & Spend Mgmt Contract & Spend Mgmt Financial / Accounting Financial / Accounting CRM CRM Collaboration Collaboration Productivity Productivity BI / Analytics BI / Analytics HCM HCM ECM ECM SCM SCM Biz Apps Infrastructure Lowest Probability Highest Probability Probability of Being Implemented in Next 24 Months

9. Customer Who’s Accountable for IT Management Self-Host ISV Outsource The On-Premise Model The SaaS Model

10. The Cost of Management Cost of Management Cost of Power Cost of Servers Cost Number of Units

11. Investing In Your Business Available Investment Capital Goal: invest with highest returning opportunities. Risk of Self-Hosting Investing in High Return Opportunities

12. Platform Needs Management, Scalability and Flexibility

13. The Windows Azure Platform Your SaaSApplication Development Platform as a service Hardware OS Relational Database as a service Float Above IT Secure Connectivity as a service

14. Benefits How Azure is Unique Why This Helps You Service Management Free Up Resources Developer Experience Leveraging What You Know, Have Invested In Scale Defy Existing Application Physics Multiple Scenarios Supported (e.g., hybrid) Complete Platform Reach Access to Global Market Free Up Cash Flow Business Flexibility Consistent Environment Development Efficiency

15. Example: Freeing up Cash Flow App Dev HW/ Hosting Windows Azure Platform Bandwidth Support TOTAL SAVINGS (20%) (62%) 32% 24% (5%) (31%) * Source: HCL This 31% allows you to reinvest in your business** ** Does not include license savings

16. Partner Scenario: Quest On Demand Tapping into new customers Enabling new scenarios Why we use the Windows Azure Platform Quest Software creates and supports smart systems management products—helping our customers solve everyday IT challenges faster and easier. Dmitry Sotnikov

17. Partner Scenario: Gcommerce Transforming an industry within an existing channel framework Rising tide across value chain Why we use the Windows Azure Platform GCommerce is a leading provider of supply chain connectivity solutions for goods and services industries. Our software solutions enable information sharing between incompatible business systems and technologies, resulting in improved efficiencies and operational performance. • Improving the special order process from 15 minutes to 15 seconds • Every participant wins : Captured Loss Sales = Increase Revenues for Buyers Suppliers and EDI Providers • Speed to market • Lower TCO • Global Scale • Minimal learning curve • Focus on Core Jason Popillion

18. Partner Scenario: SugarCRM Channel based go-to-market strategy VAR Channel Per Seat Subscriptions Commercial Open Source A different technology approach Built on PHP Open Source Run Anywhere Why we use the Windows Azure Platform Its Microsoft PaaS & SQL Azure Customer demand SugarCRM helps companies communicate with prospects, share sales information, close deals and keep customers happy. Clint Oram

19. SugarCRM — Run Anywhere

20. Offers and Programs to Get You Started • Introductory Special Development Accelerators • MSDN • Premium MPN Discount • BizSpark MicrosoftBizSpark™ + Free off-peak ingress through October 31, 2010

21. Your Next Steps Plan Your Business Train your team and develop solutions Go to market • View offers and programs which help you get started today • Use the TCO and ROI calculators to learn how Windows Azure can help your business • Read white papers on how to take advantage of the Windows Azure Platform Download the SDK and other development tools Leverage the Technical Training Kit Get architectural guidance for migrating your application Use the Application Assessment tool Enroll in Microsoft Platform Ready Use Microsoft® Pinpoint TM to help sell your application or service Leverage our selling guidance, tools and materials

22. YOUR FEEDBACK IS VERY IMPORTANT TO US Submit your Session Evaluation for a chance to Win! www.digitalwpc.com/evals Windows 7 4-port Hub 2011 Convergence Pass ASUS Notebook PC Microsoft gear Win a chance to spin the prize wheel! Located in the Microsoft Partner Network Expo Booth #484

23. Get Connected With Microsoft® Pinpoint™ Connect with customers who need your applications and services Customers visit Pinpoint daily looking for partners. Are you there? Complete profiles are 10x more likely to get prospects Be automatically entered to win — act by July 31 Create a new company profile Create an application or service profile, or Get a customer review Enter to win your choice of one of FIVE prizes! Multiple winners! More details at www.Pinpoint.com/GetListed

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