Agenda: BPIO Partner Sales Readiness Workshop

1. Agenda: BPIO Partner Sales Readiness Workshop

2. Microsoft's Real-TimeCollaboration Vision Video Business Productivity Infrastructure Optimization Campaign

4. Module 7 – Learning Objectives Microsoft vision of Unified Communication and Collaboration (UCC) UCC Sample Solution Scenarios

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

6. Business Productivity InfrastructureBusiness Productivity Infrastructure Optimization Model Unified Communication and Collaboration (UCC) Collaborative Workspaces and Portals Messaging Presence Web Conferencing Enterprise Content Management (ECM) Business Intelligence (BI)

7. Microsoft Vision for UCC Business Productivity Infrastructure Optimization Campaign

8. What Is UCC? Capabilities Definition (BPIO Model) • Collaborative workspaces and portals • Messaging • IM/Presence/Voice • Web conferencing ’Collaboration’ is defined as ‘people working together on nonroutine cognitive work’ $3-5B annual software revenue opportunity worldwide over the next several years Core Microsoft Products Represented Excerpts from: Gartner Group, “How to Define a Collaboration Strategy That Drives Business Value,” July 2005 Software revenue projections based on IDC data

9. Why We Are Poised To WinPervasive capabilities for where and how people work “Microsoft is a Leader in the Collaborative Platforms Market.” * “By 2009, Microsoft’s collaborative vision will achieve significant, if not overwhelming, enterprise adoption (0.9 probability).”** Access information from anywhere on any device Diverse partner ecosystem with a broad set of industry solutions Commitment to open standards and inter-operability Flexible and integrated platform * The Forrester Wave: Collaborative Platforms, Q2 2006 ** Microsoft and IBM Share Similar Collaboration Goals, but Follow Different Paths, Gartner Group, Q3 2005

10. UCC Emerging As A Top Concern Large, geographically dispersed, customer-driven organizations need unified communications Dispersed organizations have the need for Web conferencing Highly mobile organizations need real-time communications Distributed organizations’ needs for control and information management require collaborative workspaces

11. Microsoft’s UCC VisionSimplify the way people work together by providing pervasive capabilities for where and how people work Empower Teams Through Workspaces Connect People, Process, and Information Unify Business Communications Enable Work Anywhere

12. Empower Teams Through WorkspacesCommon infrastructure to meet a variety of business needs Share and access information • Client application integration to share documents • Offline, mobile, cross-firewall workspaces • Peer-to-peer workspaces for ad-hoc teams Deliver diverse capabilities on a common infrastructure • Blogs and wikis for distributing insight • Notifications, alerts and RSS to keep teams up to date • Application templates to deliver rapid business value Secure, manage, and control content • Document check-in/check-out for version control • Administrative tools for delegation and site management • Rights management and recycle bin to safeguard content

13. Connect People, Process, And InformationDeliver insight and information throughout the organization Search people and information • Search unstructured information • Connect with experts and view social networks • Search and access data from Line of LOB systems Share personal and organizational information • Role-based and custom “My Sites” for personalized workspaces • Organizational portals to publish information across the business • End-user tools for creating data-driven applications Enable flexible and secure workflow • Rights management for secure sharing on a common infrastructure • Pluggable authentication for secure, cross-organizational portals • Common cross-application workflow foundation

14. Unify Business Communications People-centric communications with breakthrough economics Personal and Intuitive • Personal availability for efficient collaboration • Rich, intuitive, seamless experience • Accessible from anywhere, on any device Convenient and Integrated • Convenient and in context • Integrated with collaboration tools • Rich platform with broad Partner ecosystem Flexible and Trustworthy • Breakthrough software and services economics • Flexible, integrated, efficient infrastructure • Trusted, secure, reliable platform

15. Enable Work AnywhereExtend enterprise reach and impact across all capabilities Extend the desktop experience • Mobile Outlook and Office Communicator – consistent, familiar • Find people and information across the enterprise • Deliver LOB applications (SAP, Siebel) wherever needed Support a diversity of custom solutions • Extend the reach of applications to meet industry-specific needs • Access to SharePoint sites to leverage enterprise content • .NET compact framework for rapid development Secure, manage, and control devices • Administer, lock out data and wipe devices remotely • Enforce passwords to meet compliance policies • Single sign on for direct connection to the corporate network

16. Microsoft’s UCC Product StackIntegrated UCC offering The real timecommunication server The e-mail, calendar and unified messaging server The collaboration andcontent server The ultimatecollaboration desktop

17. UCC SampleSolution Scenarios Business Productivity Infrastructure Optimization Campaign

18. Industry Market OpportunityManufacturing Increasing pressure from new product innovation and time-to-market needs Improved operational productivity Pressure to reduce manufacturing costs while maintaining high quality Global competitive pressure to meet customer needs Instant visibility throughout the global value chain Real-time collaboration in a networked supply chain 18

19. Segment Market OpportunityCollaborative product development Increasing pressure from new product innovation and time-to-market needs Take products to market faster with effective project and portfolio management Improved operational productivity Reduce overall costs through better structured and ad-hoc collaboration in real time 19

20. The Need For A Collaborative Product Development Solution Typical Engineering Change Process Internal and external suppliers are notified Customer feedback triggers change Engineering team decides appropriate process or design change New product or service is sent to customer for feedback Engineering receives updated designs Customer Engineering Suppliers Engineering Customer Challenge: Slow Time to Market • Prolonged product development cycle • Higher product development costs • Cannot work with development teams outside of the U.S. • Complicated and obsolete product line • New products not meeting customer needs

21. Partner Opportunities Related To Collaborative Product Development Systems Integrator (SI) opportunity Develop the business processes that support effective collaborative product development, with emphasis on using the right technology solutions to further automate the executions of certain routines and steps Independent Software Vendor (ISV) opportunity Customize and extend the 2007 Microsoft Office system products to meet the needs of customers who must streamline their product development process Related opportunities Integrate with other line-of-business (LOB) applications Integrate with legacy data 21

22. Industry Market OpportunityProfessional services Leveraging intellectual capital – finding the knowledge gained from past projects, existing documentation, and internal experts and sharing it across the enterprise Security and regulatory compliance – especially for legal and accounting firms Streamlining systems – integrating and maximizing the value of information stored in different systems throughout the enterprise Managing content throughout its lifecycle – creating, finding, consuming, storing, retrieving, retaining, archiving, removing Enabling mobile workforce – need to work efficiently from locations that are both geographically and technologically diverse Global operations with multiple partners – need to connect and collaborate across companies, across firewalls, and across the globe Cost pressures – from higher client expectations and from new pricing models like requests for proposals (RFPs) and project pricing rather than traditional hourly billing 22

23. Segment Market OpportunityProfessional services Improved mobile worker productivity Teams are more geographically dispersed than ever and need ways to collaborate electronically even in places with limited connectivity Increasing pressure to be more productive with fewer resources Client expectations of “value-driven” consulting, with payment increasingly based on results (deliverables) rather than on time (billable hours) Pressure for IT to improve productivity between individuals, teams, and clients in a cost effective way 23

24. The Need For An Integrated Workspace Solution Challenges Workspace Collaboration • Lack of electronic collaboration tools • Lack of client visibility into project progress • Offsite workers unable to collaborate from areas with limited connectivity • Lack of automated work processes leads to slower updates and approvals ProfessionalServices Team Client Engagement Manager Offsite Team Member

25. Partner OpportunitiesIntegrated workspaces Develop a central Microsoft Office SharePoint® Server 2007 repository for all project information Provide enhanced search features using Microsoft Office SharePoint® Server 2007 with list management and enhanced Web Parts features Maximize process efficiency by enabling automated workflow and approval processes using Microsoft Office InfoPath® 2007 or Office SharePoint Server 2007 workflows or alert features Implement visual tracking and status reporting by using Office SharePoint Server 2007, Microsoft Office Project® 2007, and Microsoft Office Visio® 2007 Enable offline collaboration capabilities using technologies of the unified communications platform, such as Microsoft Office Groove® 2007 Configure team intranet sites and client extranet sites to optimize project visibility and collaboration 25

26. Summary Collaboration delivers benefits to business: “The best companies are the best collaborators.” Unified Communications and Collaboration (UCC) enables businesses to Deliver unified communication Empower teams Connect people, processes and information Enable work anywhere UCC is emerging as top concern among businesses Microsoft UCC provides many partner opportunities for customized solutions Infrastructure design and deployment Custom business solutions Migration UCC is a large and growing opportunity 26

27. Resources, Offers, And Sales Tools Learn what’s new with Communications and Collaboration http://www.microsoft.com/office/preview/collaboration.mspx Read the Creating Business Value through Better Collaboration white paper http://download.microsoft.com/download/A/D/1/AD1BB687-C475-41B0-925C-084E394C3299/collaboration_vision_white_paper.doc View the Communications and Collaboration Business Demo http://www.microsoft.com/BusinessSolutions/Solomon/Demos/communication-and-collaboration/index.html Use this presentation to provide insight on Microsoft’s Communications and Collaboration Vision https://partner.microsoft.com/global/40030160?PS=95000140 Review Office System Solution Showcase http://www.microsoft.com/office/showcase/default.mspx