Airlee Gigun, Partner Development Manager MBS Marketing and Programs Update

1. Airlee Gigun, Partner Development ManagerMBS Marketing and Programs Update

2. MBS Track Agenda • Marketing and Programs Update 1:00 - 2:15 • Break 2:15 – 2:30 • Industry Tools 2:30 – 2:45 • BDF and MSPP Update 2:45 – 3:30 • ISV Fair 3:30 – 4:30

3. The Audience Who is an MBS Partner? Who is in the Microsoft Partner Program? Who is in the MBS Competency? Who resells Axapta, Great Plains, Navision or Solomon? Who resells CRM only? Who resells RMS only?

4. Marketing and Programs Update Agenda Marketing • Advertising • The Go-to-Market Strategy • Promotions • Themes for next year Programs • New BDF Program • Updates on MSPP and MBS Competency Communication • The Canadian MBS Page

5. Advertising Update

6. Advertising Update • Advertising Release Timeframe:Release Mar. 14 – June 30, 2005 • Solution Categories: • ERP: Supply Chain Management & Financial Management • CRM • Media Placements: online banners & keywords + print (Daily Newspapers & Magazines) • Les Affaires, Affaires Plus, PME, Globe & Mail, National Post, Canadian Business, Report on Business, Edge, Profit • Targeted some industry, regional, accounting and public sector publications • Regional: BC Business, Atlantic Progress, Alberta Venture • Industry: Materials Management & Distribution, Advanced Manufacturing, IT for Industry, Plant, Logistics Magazine (Eng. & Fr) • Accounting: CA Magazine, CGA Magazine, CMA Magazine • Public Sector: Municipal World, Canadian Healthcare Technology

7. Advertising Update • Call to action:contact us & qualify to receive a free assessment via partners. • Goes to telesales vendor for qualification & lead distribution • Unique for Microsoft to include direct response offer via broad advertising like this

8. Advertising Update What Is a Strategy Assessment? • Strategy Assessment = Repeatable, scaleable and predictable selling tool focused on our core solutions that leverages partner skill sets and demonstrates value to a customer. • Structured and repeatable pre-sales engagement • Questionnaire-based investigative process at customer site for about 4 hours during one day • Focused on Business Process Assessments • Approval of C-level executives of prospect organization • Not a sales call • Partner produces a 10 page report with findings and recommendations

9. Advertising Update Customer Experience: • Customer contacts us via 1-800 &/or web profiler • Live or web profiling (live connection will follow) to qualify • Available in both English and French • Introduction that we will connect them with a partner to proceed • Expectations clearly set for what they “give” & “get” for an assessment • Connection with partner • Help getting connected with partner & appointment setting • If business assessment completed, customer gets debrief/report • We’ll stay in close contact with both • Closed Loop QA • Call-downs to prospect to ensure they had good experience

10. Print AdvertisingFinancial Mgmt Deploy an adaptable software solution without blowing your budget. Get a free business assessment now that helps show how you can streamline accounting, payroll, project management, financial reporting, budgeting, and human resources processes and get a rapid return on investment. To qualify for your free business assessment from a Microsoft Certified Partner, visit www.business-assessment.ca/ledger or call 1-800-498-1185.

11. Print AdvertisingCRM and Supply Chain www.business-assessment.ca/crm www.business-assessment.ca/clipboard

12. The Go-To-Market Strategy

13. The Go-To-Market Strategy • Microsoft wants to help you drive your marketing and increase your sales pipeline of new business • You can affordably create, customize and execute end-to-end marketing campaigns based on the Through Partner Marketing materials that Microsoft has provided for you • You can leverage: • The right type of campaigns, relevant to your business • Tools and services to leverage marketing engine and product expertise • What you can expect to receive: • Best practices information • Fully integrated marketing campaigns • Overview of how to get and how to use the materials • Standard calls to action -”Offers”

14. Sales An integrated sales, services, partners and marketing campaign A way to harness all the Microsoft resources to help you to sell more business applications Marketing Services Partners The Go-To-Market Strategy What Is A Go-To-Market (GTM) campaign?A GTM Is Not Just A Marketing Campaign!

15. How you Create Demand, Sell, and Deliver Service to Your Customers with Business Applications GTM

16. Microsoft Go-To-Market Strategy • A clear way of integrating with Microsoft and capitalizing on opportunities together • Supporting your core business focus with relevant strategy and materials • Supporting marketing and sales tools across your business cycle Marketing Templates Event-in-a-box Campaign Center Training Solutions Selling aids Case Studies Initiatives Calendar Partner Guides Project Guides Solutions Accelerators CRM Tools Marketing Templates

17. Segmentation Identify your customers by: • Industry type • Geographic • Company size Define your services What do you do? • Describe your core services • Are your services profitable? • Do you work in areas of interest? 8 steps to help you succeed Creating your company marketing plan Identify your: • Objectives • Budget • And Outcomes you hope to attain Targeting Defining your audience: • Who do you want to reach • How to communicate to your audience • Know the differences in their needs

18. 8 steps to help you succeed Creation of your value proposition Defining points of differentiation Identify: • How your company adds value • What problem do you solve What do you do that is unique? • Experience level • Industry expertise • Approach Developing marketplace credibility Identifying key marketing elements How can you prove your points of differentiation? • Case studies • Testimonials • Alignment with referral network Define your marketing mix for • Create awareness • Create Interest and/or • Create demand

19. Identifying key marketing elements

20. Integrating Marketing Mix with Offers

21. Defining Offers • Increase responsiveness by focusing on the list and offer • Simplify • Keep the offer focused on their pains and ensure you create anxiety and hope. Don’t confuse the customer with diffuse options or unrelated information • Specify • Be up-front about the offer. Make it clearly visible and easily understandable from the start • Compel • Give your customers a simple, actionable call-to-action to actively entice them to respond to your offer • Reward • Be sure you are prepared to deliver on the offer your customers respond to

22. Repeatable Practice • How to fill your sales pipeline with qualified opportunities: • Plan for an ongoing series of marketing-for-leads programs and it will help you to get • A steady stream of leads rolling out of your marketing program every month • A better overview of leads that are ready to buy on short-terms; “low hanging fruit” • Your sales department to work with prospects at all stages of the sales cycle • Productive consultants and developers using time on revenue generating activities • And win new customers

23. Promotions

24. Current Promotions • PeopleSoft Migration Offer (ends June 30, 2005) • Discount equal to 2 years enhancement (32%) • Applies to Axapta, Great Plains, Navision, Solomon • CME Affinity Program (ends June 17, 2005) • 10% off ERP purchase to all CME members • Applies to Axapta, Great Plains, Navision, Solomon • 0% Financing! (ends June 22, 2005) • Applies to MBS new customer deals and MBS multi-year enhancement renewals

25. Product-Specific Industry Promotions • Great Plains Pro Manufacturing Bundle • $42k for 8 users and core fin/dist/mfg solution • Offer ends June 22, 2005 • Great Plains Pro Advanced Distribution Bundle • $42k for 8 users and core fin/adv dist solution • Offer ends June 22, 2005 • Navision Pro Manufacturing Bundle • $42k for 8 users and core fin/dist/mfg solution • Offer ends June 22, 2005 • Navision Pro Advanced Distribution Bundle • $42k for 8 users and core fin/adv dist solution • Offer ends June 22, 2005

26. Summary of ACCPAC Migration Promo GREAT RESULTS!! • The Second Wave • Ran from October 2004 to March 2005 • Won 37 former ACCPAC customers • 20 Great Plains, 16 Navision, 1 Solomon • Drove > $1.2 mm in net revenues (i.e. ~$3 mm partner revenue) • Full Promo Results • Revenues = > $2.2 mm in revenues (~$5.4 mm partner revenue) • 90 ACCPAC competitive customer wins!

27. CRM Promotion • Connected customer go-to-market, get up to a $30,000 rebate on CRM • Been extended to the end of June 2005 • To qualify: • You must participate in the Microsoft Ready Set Share Program • Using the Connected Customer GTM • Obtain your CRM Certified Software Advisor (CSA) certification • Rebate available through Open License Program

28. Where to find promotion information • www.microsoft.ca/businesssolutions • Click on “Available Promotions”; it will take you here: • http://www.microsoft.com/canada/businesssolutions/MBSPromotions.mspx • Partners can also visit the Canadian MBS Partner Page at: • http://members.microsoft.com/partner/canada/mbscdn/erp.aspx#promotions • Secure site (requires login/password)

29. News / Updates • Pricing Change for ERP in Canada • Effective April 1, 2005 the market factor used for Canadian ERP pricing was adjusted down to 1.35X the US pricing. • This change applies to: Axapta, Great Plains, Navision, Solomon, Small Business Financials • New price lists can be accessed on PartnerSource (in the Pricing & Ordering section)

30. FY06 Plans

31. FY06 Themes • Early FY06 outlook from Corporate calling for strong “MBS Compete” initiatives! • To include: • “Switcher” Campaigns • Competitive Sales Tools, Training, Promotions, Demand Generation, etc. • Go Vertical!

32. The New BDF Program

33. New BDF Program • New BDF program began on January 1, 2005 • More partners eligible! • Funds earned based on the sales of: Axapta, Great Plains, Navision, Solomon, Small Business Financials • Canada and US partners are eligible for BDF • Better benefits and reimbursements! • Three levels to the program (see next slide) • More predictability! • The program has two earning, spending and expiration periods per year. • Period 1: January 1 to June 30 • Period 2 : July 1 – December 31 • Funds are earned based on the prior six months license revenue. • Funds are available at the beginning of each period. • Funds expire at the end of the six month period. • Reimbursement of funds will be made in the form of a credit memo

34. Program Requirements

35. New BDF additions - summary • New program framework and URL • www.mbsbdf.com • Freeze Funds • Funds that are expiring at end of 6 month cycle can be reserved for a specific activity for 90 days • Pre-approval process • Activities can be pre-approved so that partner knows that BDF will be reimbursed (as long as they comply with the BDF submission rules and deadlines) • Can spend against expected earnings • Only 7% tier • Can spend into next cycle (up to half the current amount)

36. If you are a partner in Level 1, earning at 7% and redeeming at 100%, you will have the ability to borrow against future earnings. • If you have used all of your BDF funds for the period and the period has not yet ended you will be able to “borrow” against your next period BDF earnings. • You will be allowed to borrow up to 50% of the current periods earnings. • When the period ends and we move to the next period that amount will be deducted from the new period. For example:

37. Transition of BDF2004 • On December 31, 2004 the existing BDF program (BDF2004) was retired • You will continue to have access to the funds until they expire under the BDF2004 program rules and guidelines • You will be required to fully utilize BDF2004 funds before you are eligible to begin using funds under the new Business Development Fund program.

38. BDF Support • cdnmkt@microsoft.com • Questions regarding your BDF balance or how your balance was calculated • mbs@aas.com • Questions regarding the site, password issues, processing/processed claims, credit memos

39. MSPP and MBS Competency

40. Solution Provider Agreement • Legal agreement provides right to sell Axapta, Great Plains, Navision, Small Business Financials and Solomon • Regional Operating Center must have an active agreement by August 1, 2005to keep accepting orders • Complete Solution Addenda forms • Complete Affiliate Profile Forms if applicable • Mail 2 hard copies to: • Microsoft Business Solutions • Attn: SPA Processing • One Lone Tree Rd • Fargo ND 58104-3911 • http://members.microsoft.com/partner/solutions/business/spa.aspx • New SPA coming Spring 2005 expires July 31, 2007

41. MBS SPA Certification Requirement Changes • SQL Requirement Changes: • SQL is NOT REQUIRED for partners to achieve SPA authorization • Not required to receive a discount if they are selling Great Plains, Navision, or Solomon • SQL is REQUIRED for partners to earn the Microsoft Business Solutions competency • SPA Certification compliance for Navision/Axapta • Impacts partner discounts if not achieved • Navision = December 2004 (beg Quarter 3) • Axapta = March 2005 (beg Quarter 4)

42. Software Advisor Addendum • Legal agreement that allows a partner to claim fees for Microsoft CRM • Software Advisor agreement is an addendum to the Microsoft Partner Program • Must be at least a registered member • Partners who were Software Advisors prior to 1/1/05 • Extended to 12/31/05 on their existing agreement • Need to sign new addendum upon your program anniversary date • http://members.microsoft.com/partner/solutions/business/crm/csa.aspx

43. Partner Tools • PartnerSource • https://mbs.microsoft.com/partnersource/ • Software Advisor Information:https://mbs.microsoft.com/partnersource/communities/csa/ • Partner Discounts:https://mbs.microsoft.com/partnersource/resources/partneressentials/discounts • VOICE • https://mbs.microsoft.com/voice/ • Partner revenue on ERP products and customer adds • MBS certifications • Professionals with your Organization • Product lines authorized for • Number of MBS support incidents • Customer Registrations • And etc… • For questions, email voice@microsoft.com

44. Partner Tools • Microsoft Partner Program • www.microsoft.com/partner/program • Profiling information • Competency • 5 tech support incidents at Certified or Gold level • Customer References • And etc… • For questions, email part_pgm@microsoft.com

45. Communication

46. Communication – New MBS Canada Page • Page purely for Canadian content and information • Contains Information on ERP and CRM • Is password protected so you will need your passport id connected to your MSPP account

47. Questions

48. Attend the ISV vendor fair & WIN!! • GREAT networking opportunity!! • Snacks and cocktails! • Win prizes! • MBS ISVs include: 5by5, Cogep, Databeacon, e-Finitive Systems, Fieldpoint ServiceApplications Inc, Level Platforms, Matrikon, Ship2Save, Ten Digits & Upside