Agenda: BPIO Partner Sales Readiness Workshop

1. Agenda: BPIO Partner Sales Readiness Workshop

3. Module 5 – Learning Objectives • Microsoft Solution Selling Process (MSSP) • Overview of Customer Engagement Solutions • Customer Engagement Solutions (CES) Process • CES Methodology • Solution Briefing (SB) • Architecture Design Session (ADS) • Group Discussion • Resources, Offers and Sales Tools

4. Advancing the Sale with Customer Engagement Solutions Business Productivity Infrastructure Optimization Campaign

5. Methodology Alignment Methodology Alignment Business Context Knowledge Business Context Knowledge Technology Depth and Integration Microsoft’s Support For Customer-Centric Solution Selling Customer Engagement Solutions (CES) BDM Customer Campaigns Solution Selling and Delivery TDM IO Campaigns: BPIO

6. Customer Engagement Solutions Methodology Opportunity Management Prospect Qualify Develop Solution Proof Close Architecture Design Session Solution Development Solution Briefing Proof of Concept Standardized Customer Engagement Methodology and Customer Deliverables BV and Technical Content (i.e., case studies, battle cards) BV and Technical Tools (i.e., ROI calculator demos) CES Package

7. Prospect Qualify Develop Solution Proof Deploy Close Dual Entry Points From Sales And MarketingCustomer engagement solutions Opportunity Management Solution Briefing (BDM Scenario Centric) ADS (BDM Scenario Centric) BDM Initiated Opportunity BPIO Profiling/ Marketing Activities (Microsoft or Partner) Proof of Concept ADS (BPIO Capability Centric) Solution Briefing (BPIO Capability Centric) TDM Initiated Opportunity

8. Solution Briefing Workshop Set Context Solution Overview Process Analysis Business Value Solution Vision Relevant Challenges (Key Pains) Review Existing Process Discuss “Relevant Capabilities” from Demo Create Desired State Process Flow (Leverage Template Discuss Benefits to Business for Relevant Capabilities High Level Value to Business Discussion High Level Process Pains Demo (Click through demo) Identify Relevant Capabilities (Using BPIO) Align Benefits and Capabilities to build Solution Vision

9. Architecture Design Session (ADS) Framework Set Context Solution Overview Process Analysis Business Value VPC Based Demo Point Out Technologies For Relevant Capabilities Develop Conceptual/ Logical Architecture Develop Scope and Specifications for POC Discuss “Relevant Capabilities” from Demo Discuss Technologies Vision Scope Input from Solution Briefing

10. Drive, Win, Grow With BPIOCustomer engagement solutions support and guidance • ECM – ERM Ent. Records Management • SB Workshop • SB Delivery Guide • ADS Workshop • ADS Delivery Guide • UCC – ISP • SB Workshop • SB Delivery Guide • ADS Workshop • ADS Delivery Guide • BI – ISMR • SB Workshop • SB Delivery Guide • ADS Workshop • ADS Delivery Guide

11. Drive, Win, Grow With BPIOBPIO Technical Demonstration Toolkit • All up IW (with ECM) • BPIO ADS • Microsoft Enterprise Search • BPIO – BI with Hands on Labs (HoL) • UCC – Day in the Life • Retail • Healthcare • Federal Disaster Management • IT Governance(Flash demo only)

12. Drive, Win, Grow With BPIOSharePoint Server 2007 Migration Planning and Resources DVD • Why Migrate to SharePoint • Getting Started • Planning Guides • How to Migrate from… • Upgrading to… • Microsoft ISV Partners

13. Drive, Win, Grow With BPIOISV Partner Showcase • The latest ISV solutions for 2007 Office system • Solution Profiles • Sales Sheets as available • ISV contact information

14. Co-Engaging With Microsoft Business Productivity Infrastructure Optimization Campaign

15. Corporate accounts (500-1,000 employees or computers) Major accounts – (More than 1,000 employees or computers) Microsoft Field Roles And Responsibilities The Microsoft Enterprise and Partner Group (EPG) focuses on two customer segments The Microsoft Small and Midsize Solutions and Partner Group (SMS&P) focuses on the following two customer segments • Small businesses (< 25 employees or computers) • Midsize businesses (25-500 employees or computers) 15

16. Microsoft Field Roles And Responsibilities • Partner Team Unit (PTU) • Is measured on both Partner satisfaction and the revenue they drive with and through Partners • Drives Partner solution segmentation and selection • Account Team Unit (ATU) • Maintains annual account plans for major and corporate accounts • Works at the executive level with customers and with Partners to propose joint solutions to customers • Specialist Team Unit (STU) • Supports the ATU and manages specific sales opportunities • Helps drive sales process through product and solution knowledge • Industry Unit • The Industry Unit Is responsible for driving sales in the top industries • Microsoft Consulting Services (MCS) The Microsoft field worldwide is organized into five main groups 16

17. Partner Partner Partner Partner Partner Partner Microsoft Field Execution Model And Partner Role Sales Gap Analysis Growth Strategy Profile Account Planning: Account Discovery and Profiling based on Information Worker maturity model Opportunity Management Prospect Qualify Develop Solution Proof Close AM, ATS, TAM, ESC, SSP-IW, SSP-AppPlat Architecture Design Session Solution Development Solution Briefing Proof of Concept Marketing Demand Generation Awareness AM, ATS, SSP-IW SSP-IW Partners STU-SSP Partners STU-TSP Partners Subsidiary Marketing 17

18. Partner/MCS Opportunity Partner/MCS Opportunity STEP 1: ProfileConduct discovery STEP 2: Gap Analysis Analyze discovery results and identify potential opportunities Infrastructure Optimization Models BPIA - Internal Discussion/Partner View • Internal Discussion/ Microsoft View Enter opportunities into Siebel STEP 3: Growth StrategyAgree Account plan with Customer Microsoft Opportunities PartnerOpportunities AP – SSP AP Joint review list of customer opportunities BP – SSP IW Core Infra – ATS Sales Process: Profile, Gap Analysis, Growth Strategy Leverage Customer Engagement Solutions Leverage EPG Ecosystem Opportunity Management/MSSP

19. Field Sales And Partner Engagement Drive opportunity • Leverage this strategy in the context of your business, independently of Microsoft! Engage with Microsoft • Help account teams in Discovery Phase • The BPI Analyzer is based on the same questions and model as EPG profiler • Assist with deeper assessments once initial discovery happens • Work with account teams to prioritize projects and solidify account plans • Deployment and ongoing maintenance 19

20. Microsoft Consulting Services (MCS) • Microsoft Services grows the market for Microsoft platform and associated services, the majority of which are delivered by Partners • In the fiscal year of 2006, 78% of Microsoft Consulting Services’ revenue was derived from customer projects in which Microsoft was working with a Partner to deliver services • These engagements offer an opportunity to create and share best practices, build strong relationships, and promote on-going Partner services to customers 20

21. Best Practices For Co-Engaging With Microsoft • Map Partner solutions to Microsoft sales priorities and product groups, such as the Business Productivity Infrastructure Optimization (BPIO) Campaign • Build relationships with Microsoft peers such as the Partner Account Manager (PAM) • Understand Microsoft field motivators • Take advantage of Microsoft co-marketing opportunities 21

22. Partner Partner Partner Partner Microsoft Field Execution Model And Partner Role Opportunity Management Prospect Qualify Develop Solution Proof Close Architecture Design Session Solution Development Solution Briefing Proof of Concept AM, ATS, SSP-IW SSP-IW Partners STU-SSP Partners STU-TSP Partners 22

23. Solution Briefing Workshop Set Context Solution Overview Process Analysis Business Value Solution Vision Relevant Challenges (Key Pains) Review Existing Process Discuss “Relevant Capabilities” from Demo Create Desired State Process Flow (Leverage Template Discuss Benefits to Business for Relevant Capabilities High Level Value to Business Discussion High Level Process Pains Demo (Click through demo) Identify Relevant Capabilities (Using BPIO) Align Benefits and Capabilities to build Solution Vision

24. Architecture Design Session Framework Set Context Solution Overview Process Analysis Business Value VPC Based Demo Point Out Technologies For Relevant Capabilities Develop Conceptual/ Logical Architecture Develop Scope and Specifications for POC Discuss “Relevant Capabilities” from Demo Discuss Technologies Vision Scope Input from Solution Briefing

25. Microsoft Partner ProgramInformation Worker Competencies Business Productivity Infrastructure Optimization Campaign

26. Competency LevelInformation worker competency alignment in FY ’08 Perception Campaign People_Ready Business Business Decision Maker Campaigns BDM Audience Build Customer Connections Drive Business Performance Find, Use, ShareInformation Improve Compliance Information Worker Solution Showcase Business Productivity Infrastructure Campaigns TDM Audience Unified Communication and Collaboration Enterprise Content Management Business Intelligence Portals and Collaboration Information Worker Competency Unified Comms ECM and Forms Data Visualization Performance Management Search* EPM Office Smart Client Development Deployment 2007 Microsoft Office system Programs, Servers, Services

27. Scale Capacity Expertise Microsoft Competencies Build Customer Confidence In Partners • IO Opportunities • Core Infrastructure • Information Work Solutions • Networking and Advanced Infrastructure • Security Solutions • Business Productivity Infrastructure • Information Work Solutions • Networking and Advanced Infrastructure • Data Management Solutions • Application Platform Infrastructure • Custom Development Solutions • Business Process and Integration • Data Management Solutions • Independent Solution Vendor Solutions

28. Information Worker SolutionsCompetency Benefits • Information Worker Competency provides tangible partner benefits and readiness infrastructure • Only Information Worker Competent partners receive exclusive access to content and offers recognizing their investments in the Information Worker business • Access to co-marketing and BIF investments • New partner readiness assets focused on Office 2007 technologies and customer scenarios will become available to Information Worker Competent partners onwards https://partner.microsoft.com

29. Methodology Alignment Methodology Alignment Business Context Knowledge Business Context Knowledge Technology Depth and Integration Microsoft’s Support For Customer-Centric Solution Selling Customer Engagement Solutions (CES) BDM Customer Campaigns Solution Selling and Delivery TDM IO Campaigns: BPIO

30. Summary • The CES Methodology is a workload/initiative-specific package of methodology, content, and tools for use during customer engagements within opportunity management • During the Solution Development you need to capture the prospect’s interest in your offering and next, it will be important for you to diagnose your customer’s specific needs and determine if this prospect could be a potential customer to you • The Solution Briefingprocess uses information gathered from entry criteria and during a solution briefing workshop develops a value proposition that demonstrates alignment of Information Technology capabilities to customer business goals 30

31. Summary • The Architecture Design Session is a framework with a collection of tools and methodologies to help Microsoft field and Partners promote Office system-based solutions • Engaging with Microsoft provides the following benefits: helps to foster and manage a strategic relationship, allows development of joint business plans and marketing programs and lets Partners and Microsoft sell jointly to customers 31

32. Group Discussion • As a group, discuss your past experiences working through the following • Solution Development • Solution Briefing • Architecture Design Session • Proof of Concept • Conclusion • If you have completed a Customer Engagement Solutions as an entire strategy, how much of the strategy was used? What do you see as the value of the additional stages in the strategy? 32

33. Local Field Role Contacts and Resources Business Productivity Infrastructure Optimization Campaign

34. Local Microsoft Field Roles (From IW BG Lead)

35. Resources For Co-Engaging With Microsoft • Microsoft Partner Programhttp://Partner.microsoft.com • Microsoft Partner Learning Centerhttp://www.msusaPartnerreadiness.com/competency.asp?cid=560 • Gain your Microsoft Partner Program Competency for Information Workerhttp://www.msusaPartnerreadiness.com/competency.asp?cid=560 • Showcase your Partner solution in the Office Solution Showcase Directoryhttps://iwsolve.Partners.extranet.microsoft.com/ • Microsoft Solution Selling Process course information and registrationhttp://www.msusaPartnerreadiness.com/IL_abstract.asp?eid=5014468 35

38. Appendix Business Productivity Infrastructure Optimization Campaign