FY10+ Microsoft Dynamics Partner Strategy Marketing & Readiness Deep dive

1. FY10+ Microsoft Dynamics Partner Strategy Marketing & ReadinessDeep dive Claire Kennedy Product Marketing Manager Microsoft Dynamics Paul Roworth Director – Dynamics Partners Microsoft Australia Bruce Rasmussen Managing Director Carpe Diem Consulting

2. Worldwide Transition Plan Partner Size & Number Many small partners Larger partners Triple the average customer adds of Dynamics VARs Partner Focus Vertical Horizontal Triple the number of ISVs/VARs gaining > 50% of their revenue from packaged, repeatable vertical solutions Microsoft Confidential

3. FY10+ Dynamics Partner Strategy • Industry Strategy Marketing Readiness Engagement Dynamics Partner Academy Integrated Engagement Model Industry Focused Investments New Industry Focused Resources Partner Business Systems “With Partner” Vertical Marketing Partner Business Consulting Enhanced Support And Services Marketing Service Bureau • Aligned to Microsoft Partner Network benefits, requirements, and branding

4. Retail Focus Industries Distribution Professional Services Public Sector Financial Services Microsoft Dynamics® CRM Manufacturing Microsoft Dynamics® ERP Microsoft Dynamics® POS/RMS

5. OPTIMISE SALES Everyone Gets It OPTIMISE SUPPLY CHAIN • MS Direct to Customer • Through Partner Horizontal BDM: Role Based Campaigns • MS Direct to Customer • Through Partner Horizontal • Through Partner Vertical • With Partner Vertical OPTIMISE FINANCE Through & With Partner Campaigns VERTICAL Through-Partner Campaigns HORIZONTAL Through-Partner Campaigns VERTICAL Through-Partner Campaigns HORIZONTAL Through-Partner Campaigns VERTICAL Through-Partner Campaigns HORIZONTAL Through-Partner Campaigns • Vertical or Horizontal Campaigns ALL helping to drive top-line objectives

6. Partner Marketing: Tiering & Benefits If you meet these requirements… You get these benefits.

7. Partner Marketing Services Bureau LIVE 31st August 09

8. Campaign Portal: Simple, Linear Process Product Creative Tactics Targets Customise • Partners, only pay for your execution (i.e. what it costs to print, post, email or purchase data. • Microsoft pays for : • Artwork (Campaign Creation). • Set Up Fees. • Subscription fees for Campaign[x] campaign management tool

9. Campaign 1: Everyone Gets It • Male & Female Protagonist Creative Options for each element. • Multi-level Copy Customisation: • By Microsoft Dynamics™ Product • Target Job Role • By Partner i.e. USP & Offers

10. Next Steps Revisit your marketing Plans – does it make sense to align and maximise your use of MS messaging and offerings Engage your PAM Engage the Marketing Services Bureau Attend Live Meetings – Fallon Emery will be setting up

11. Partner Development Centre The Partner’s Partner

12. Business Results = Business Growth Growth Drives Size Size Drives Profitability Growth = Increased Profitability Ability to Invest Creation of Equity

13. Readiness Strategy Partner Owner/Manager Partner Owner/Manager Partner Leadership Academy Partner Leadership Academy Partner Marketing Specialist Partner Marketing Specialist Partner Marketing Academy Partner Marketing Academy ? Readiness Partner Developer/Architect Partner Developer/Architect Partner Technology Academy Partner Technology Academy Dynamics Partner Academy Dynamics Partner Academy Partner Sales Specialist Partner Sales Specialist Partner Sales Academy Partner Sales Academy Improve individual skills and organizational capabilities Dynamics Partner Academy Partner Application Consultant Partner Application Consultant Partner Solution Academy Partner Solution Academy Partner Presales Specialist Partner Presales Specialist Partner Presales Academy Partner Presales Academy Partner Project Manager Partner Project Manager Partner Project Management Academy Partner Project Management Academy Partner Business Systems Increase business insight Set company up for scale Partner Business Consulting Identify and address growth challenges

14. The Partner’s partner

15. Business Strategy & Growth • Microsoft • Other Marketing Planning & Execution • Microsoft • Other Partners Pre-Sales • Microsoft • Other Sales Excellence • Microsoft • Other Accreditation Quality Control Shaping Business Growth Implementation • Microsoft • Other

16. Microsoft Growth Programs • Business Diagnostic/Constraints Workshop • Dedicated Sales/Marketing Support • Dedicated Pre-Sales/PM Support • Pipeline Review and Opportunity Coaching • Assist 1st Marketing Campaign • Execute 1st Marketing Campaign • Management Seminar • Workshops (Sales, Marketing, Projects, HR, Internal Project Management)

17. ‘As a business owner I don’t have the time to plan and strategise our next moves. Nor do I have the people in my business whom I can talk to about my business growth challenges and how to transition. I see the PDC fills this gap, as a business advisor and sounding board, providing the direction I need to grow my business.’ ‘I see the PDC provides me the forum, tools, best practices, and people to help me achieve my business goals’. ‘I gleaned significant value from the Sales/Marketing and Growth sessions.’ ‘These 2 days have made me realise that I need to plan for my next stage of growth.’ ‘I can’t keep doing ad-hoc, ill planned marketing campaigns that aren’t measured and expect good results. I must have a marketing plan in place that the business can execute against’.

18. Dynamics Readiness Academy * Delivered through Existing CPLS Partner Owner/Manager Partner Leadership Academy Partner Marketing Specialist Partner Developer/Architect Partner Marketing Academy Partner Technology Academy Partner Sales Academy Partner Solution Academy Partner Sales Specialist Partner Application Consultant Partner Presales Academy Partner Project Management Academy Partner Project Manager Partner Presales Specialist

19. Who Are The Consultants? What Services Are Offered? 1 2 This is what a consultant looks like… …and these are the services offered. Strategic Services “As Is” Assessment (1:1 on-site session, $15K) Strategic Transition Plan(1:1, $25K) Execution Coaching (12 months, up to 100 hrs, $37.5K) Ad Hoc ($2-3K per day) Tactical Services • Practice Management • Practice Mgmt Workshop – 3 days, $22K stand-alone, $1.5K / person • Practice Mgmt Coaching – 12 months, up to 50 hrs, $13,750 • Marketing • Diagnostic Business Case Workshop – 3 days, $18K stand-alone, $1.2K / person • PUNCH! Presentation Skills Workshop – 2 days, $12K stand-alone, $900 / person • Strategic Marketing Plan – 1:1, $9K • Sales • Advanced Sales Workshop – 5 days, $18K stand-alone, $1.2K / person • Sales Mgmt Workshop – 2 days, $1oK stand-alone, $1K / person • Sales Coaching – 12 months , up to 50 hrs $13,750 • Delivery • Website Development – 1:1, $25K • Website Search Engine Optimization – 1:1, $25K • Delivery Management Workshop – 3 days, $16K stand-alone, $1K / person

20. Partner Leadership Academy Curriculum

21. Partner Leadership Academy Details Executive Summit Networking; Peer Coaching; Topical e.g. Globalization, Surviving Recession, Doing Business in a SaaS World etc. (3-day facilitated workshop) Managing Strategic Change Executive Communication; Getting Buy-In at All Levels; Handling Resistance; Organizational Stress; Risk Management (5 x 3-hours online, 1-day ILT workshop incl. business simulation) Economies of Scale Operational excellence Scaling up and out Getting from 75-250+ employees Expert(>36 months in role) Achieving Scale and Reach Enterprise Systems and Infrastructure; Implementing Standard Operating Processes; Managing Across Borders and Cultures (2 x 3-hours online, 2-day ILT workshop) Financial Management III Due Diligence; Mergers, Acquisitions & Divestments; Exit & Succession Planning; IPO; Estimating ROI (5 x 3-hours online, 2-day ILT workshop incl. business simulation) People and Organizational Development Identifying & Recruiting Talent; Career Models; Aligning Objectives, Results & Compensation; Organizational Growth Models (4 x 3-hours online, 2-day ILT workshop incl. simulation) Rapid Growth Organizational transformation Balancing top line and bottom line Getting from 25-75 employees Proficient(12-36 months in role) Achieving Sales & Marketing Excellence Building a Marketing Engine; Building & Managing Sales Teams; Effective Pipeline Management (4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting) Financial Management II Financial Benchmarking; KPIs & Scorecards; Growing Profitably; Raising & Managing Working Capital (4 x 3-hours online, 2-day ILT workshop incl. business simulation) Streamlining Services Delivery How to manage for optimal utilization and realization (3 x 3-hours online, 2-day ILT workshop) Running a SW Factory How to develop, distribute and maintain SW Solutions (3 x 3-hours online, 2-day ILT workshop) Foundation Building Building a solid P&L Enabling growth Getting from 5-25 Aware(0-12 months in role) Strategic and Tactical Planning Market & Competitive Analysis; SWOT; Differentiation & Verticalization; The 3-Year Plan; The 90-180-360 Day Plan (4 x 3-hours online, 2-day ILT workshop, follow up with 40 hrs of 1:1 business consulting) Financial Management I Partner Business Models & P&Ls; Financial Compliance; Budgeting; Forecasting; Cash Flow Management (5 x 3-hours online, 2-day ILT workshop incl. simulation) Expert Proficient Aware

22. Partner Readiness Offer – FY 10 Readiness Special Offer - A$5000 for 100 points Monthly debit order option available 7 points per person per day for partners who purchase the $5k offer OR $399 pay as go to attend Partner Academy courses 20% Readiness Package Subsidy* – limited numbers! * Terms & Conditions apply. Email auspartr@microsoft.com for details.

23. www.pdcaustralia.com

24. www.pdcaustralia.com

27. Next Steps & Take Aways Microsoft & the PDC – building a comprehensive range of learning academy to help accelerate all parts of your business Review and lock in your Readiness Plan with your PAM Take advantage of the readiness offer

29. Appendix Readiness Details

30. Note: - H1: Oct – Dec 2009; H2: Jan – June 2010 Dynamics Partner Academy Schedule FY10 Note -H1: Oct – Dec 2009; H2: Jan – Jun 2010

31. Contact & Registration Details