MS Partner Network 2011: Leading The Change

2. MS Partner Network 2011: Leading The Change SARAH ARNOLD – MPN MARKETING MANAGER PETER GIUDES - ARTIS GROUP PTY LIMITED

3. Why am I here today .… This session will: • Explain the changes • Artis Group (Gold Certified Partner) MPN Story • Address Partner concerns • Provide next steps

4. The Case For Change From Microsoft I need… • differentiation • mutually beneficial requirements • high-value benefits • customer referrals • local engagement …and all of this in a simpler partner program • From partners I need… • quality delivery • relevant experience • current expertise • solution choices • industry knowledge • …and the ability to apply those skills to my business needs Microsoft needs to deliver on its core strategies… • innovation • security • reliability • experience • agility …with and through partners

5. The Microsoft Partner Network A Simple Vision Benefits To Support You Four Membership Opportunities The Microsoft Partner Network helps you: Support at every stage of the business cycle Each with varying degrees of commitment and benefits Community Subscription Silver Competency Gold Competency Plan Strengthen your Capabilities Enable Retain Serve Customers better Create Demand Competencies Application Platform Business Productivity Cross-Platform Solutions Customers Connect through Communities Services • Business Intelligence • Content Management • Project and Portfolio Management • Portals and Collaboration • Search • Unified Communications • Application Integration • Application Lifecycle Management • Data Platform • Software Development • Web Development • Digital Marketing • Distributor • Hosting Platform • ISV • Learning • Mobility • OEM • Software Asset Management • Volume Licensing Sell Core Infrastructure CRM & ERP SMB Customers • Desktop • Identity and Security • Server Platform • Systems Management • Virtualization • Customer Relationship Management • Enterprise Resource Planning • Midmarket Solution Provider

6. The Artis Group Journey Peter Giudes - CEO • Microsoft Partner since 2005 • Gold Partner • Mid market solution provider • Data platform • Business Intelligence • Mobility • Web development • Portals & Collaboration • Software development • Small business specialist • Systems Integrator to mid market and enterprise • Hard core development • 24x7 application development & support centre • Mobility productivity solutions • Infrastructure (Hardware, OS, Exchange, SQL Server, IIS, AD) 85 staff, 11% organic growth, CRN Fast 50, Microsoft strategic

7. The Artis Group Journey – StrategicAlignment Process • April 2010 • Annual planning coincided with new MPN • Existing certs mapped to competencies • Considering version updates • Competencies overlaid with strategic focus areas • Managed services, application development • May 2010 • Artis executive team announced • Changes to staff development program – competency based • Microsoft focus program (Gold Star) • June - September 2010 • Tracking at executive level, rewards • Monitoring customer awareness & feedback • Reviewing changes to partner program requirements • Training, group preparation, training materials, exam bookings

8. The Artis Group Journey - The Results • One Gold and list of Silver competencies • Preparation of marketing for new year • Website refresh • Campaigns • Good staff are invigorated and enthused • Delivery and individual capabilities enhanced • Customers are MPN aware and old Gold sceptical

9. Rewarding Commitment And Impact Internal Use Software Partner Advisory Hours Demo Showcase Subscription 1st Silver competency (supports 25 persons) 1st Gold competency (supports 100 persons) Silver (5) Gold (10) Development competencies (up to 25) Additional Silver & Gold competencies = more licenses Silver (20 hrs) Gold (50 hrs) Includes Partner Accelerator, pre-sales support & advisor hours Now in the cloud and in any language

10. Tools To Help You Plan Individual Action Planning Calculate License Grants https://web.mpntools.com/signin.aspx https://www.microsoft.com/partner/licensingcalculator/default.aspx

11. How Will Customers See These Changes? In Person Awareness Lead Generation John Partner Job Title Street Address Suite Number City Zip code Email: Name.Surname@domain.com Phone: 023-456-7890 Cell: 123.456.7890 Fax: 223.456.7890 Worldwide Roll-Out Public Relations Online • Case Studies • Testimonials • www.microsoft.com • Search Engine Optimization • Customer newsletters • 1 million connections • In-product discoverability • Application marketplace

12. AREA LEADS – • ACTIONS FOR THIS SLIDE: • If/where necessary, translate content on slide and in speaker notes into local language. • Please replace MPN link with local/regional MPN link (and any other appropriate local/regional links, etc.) Microsoft Dynamics Lead Referral Program Programmatic billing allows partners to focus resources on adding new customers and growing their business instead of managing the renewal process • Opportunity for all members of the Microsoft Partner Network to earn 5% (up to $20,000) by submitting Dynamics leads to Microsoft Next Steps • Become a part of the Microsoft Partner Network • Agree to the terms of the Microsoft Dynamics lead Referral Agreement • Submit leads to the Microsoft Dynamics Referral Program • For more information talk to your Partner Account Manager or any of the Dynamics team at APC

13. Question & Answer

14. sarahar@microsoft.com Thank You