An Overview of Microsoft Pinpoint

2. An Overview of Microsoft Pinpoint • Pinpoint Overview • Measuring Pinpoint success • Pinpoint Integration Options • Microsoft Investments with Pinpoint • Introducing Product Marketplaces • Pinpoint Pointers • Pinpoint Resources • Q&A

3. Microsoft Pinpoint Overview Showcase and Sell Your Software and Services • Direct links to your website, software demos, trial downloads and purchase pages • Microsoft marketing program integration • Professional guidance Attract and Engage Customers • Powerful search and filter features, and browse categories • Customer ratings and reviews • Advanced GeoSearch • Microsoft certification and credentials visible to customers Get Customer Insights and Lead Notifications • Automatic customer lead notification • View customer traffic volume • Use traffic analytics • Make informed decisions

4. Measuring Pinpoint Success • On average 100,000 business customers visit Pinpoint a month Partners are 10 x more likely to attract a new prospect if they have customer reviews linked to their profile. Customers spend an average of 6:00 per visit and viewing 3-4 pages while on Pinpoint There is an average of 15,000 customers clicking on product type activities each month (demos, installs, screenshots, etc.) Each month an average of 5,000 customers are clicking through to partner websites.

5. Integrating Pinpoint with customer campaigns There are four main ways Microsoft is working to integrate Pinpoint into customer facing web properties on Microsoft.com product pages and as a call to action in customer campaigns. Pinpoint Integration Options • Generic Pinpoint Link • Links directly to the Pinpoint home page. Search results are not filtered and a customer will conduct their own search based on what they are looking for. • Example: WW Licensing  (see home page right navigation “Find a partner”) • Deep Link • Links will connect customers with pre-filtered search results. • Example: From the Virtualization product home page, a customer can click on Pinpoint to return a search of partners who hold the virtualization competency • Interactive Deep Link • Links to deeper search parameters for search results • Example: Small Business Center(see home page hero "Find an IT Specialist") • I-Frame • Presents relevant Pinpoint pages and search results within the frame/chrome of your website. • Example: Microsoft Server and Tools "Find a Partner" page

6. Microsoft.com Screenshots with Pinpoint 3. System Center 1. Small Business Center 2. Windows Server 4. Microsoft.com Homepage

7. Investments into Pinpoint #1. Search Engines #3. Custom Stores #2. In-Product #4. MS.COM In-product

8. Introducing Pinpoint Marketplaces • Dynamics CRM Marketplace • Dynamics Partners will be able to add digital goods (application bits and end-user license agreement - EULA) through the Pinpoint Dashboard. These digital goods will be available as downloads from the app details pages • Windows Azure Marketplace (Beta) • Windows Azure Marketplace is now available in the US only When a partner creates and enters their profile and solution offerings in the product Marketplaces, their profile will also automatically populate into Pinpoint.

9. How Partners can use Product Marketplaces • PROFILE: Ensure your product specific solution profile is up-to-date, and meets criteria (see Get Listed Page for profile guidance) • INCREASE YOUR VISIBILITY: Win more customers prospects with product specific marketplaces that allow you to highlight your applications and services centered around the product : • Ensure your product offering aligns with your company focus and core competencies • Offer compelling, tested applications that extend the value of the Microsoft platform • Encourage your customers to rate your solution offering on the marketplace • PROMOTE: Leverage Product Marketplaces as another sales channel to earn additional business; send customers to view your listings on the marketplace to earn their credibility as Microsoft approved partner 3 steps to ensure Product Marketplaces help you earn more business:

10. Product Marketplaces FAQ What does “Powered by Pinpoint” mean? • Product Marketplaces leverage the Pinpoint engine in terms of partner solution profiling infrastructure, with the addition of specific ‘inclusion tags’ (to select specific partners to show up in product specific marketplace experience) and a more dedicated taxonomy. Should partners profile their solutions in Product Marketplaces, Pinpoint or both? • Each marketplace serves different goals and gets promoted differently; hence partners may want to leverage each one as a way to get better customer exposure. • Partners that profile solutions in Pinpoint do not need to move them, only to “promote them” to the product marketplace, by tagging the specific field that enables them to enter the “product specific” Marketplace approval process; solutions can then be presented to customers on both www.Pinpoint.com and the Product Marketplaces.

11. Introducing: “Pinpoint Pointers” Each month, we’ll focus on a theme of the month around Pinpoint to increase the awareness of all the great things happening with Pinpoint*. Examples of Pinpoint Pointers: • The importance of a well written Pinpoint profile • How does Pinpoint reach business customers • Pinpoint Marketplaces • Tips & Tricks for Pinpoint • What’s new with Pinpoint This month’s Pinpoint Pointer: The Importance of a well written Pinpoint profile Partners can visit the Pinpoint page on the US Partner Portal anytime to read more on the Pinpoint Pointers! *Monthly Pinpoint Pointers topics are subject to change at Microsoft’s discretion.

12. The Importance of a Well Written Pinpoint Profile • The difference between an “okay” profile and a “great” profile could mean losing out on new customer prospects • Characteristics of an “OK” Pinpoint profile • Generic partner profile that does not promote your professional services or applications • Vaguely written and a customer has a hard time understanding your company’s competitive difference • Written in a lot of technical jargon or industry language that a customer may not understand • Does not include customer reviews with their profile • Profile is stagnant and may not be the best representation of your company • Characteristics of a “Great” Pinpoint profile • Written in customer language and is easily relatable for the customer • Showcases and highlights your company’s specific experience with solving business challenges for customers • Profile is succinct and easy to read through • Includes customer reviews with your profile • Regularly updated using Pinpoint dashboard analytics to optimize your profile What you can do next: If your company is already on Pinpoint, sign in to your Pinpoint Dashboard with your Windows Live IDand update your profile. Click on “Edit Profiles” to create new application or professional service listings, or to revise any existing profiles. Add customer reviews to your profile using the customer ready email template. If you do not have a Pinpoint profile, review the Pinpoint Profile Guidelines to learn how to create a successful profile. Submit for approval by the Pinpoint team.

13. A well-written profile attracts new prospects Well-written Profiles Get Customer Attention Company Logo Focused Tagging Full Applications and Professional Services Listings Web Site Customer Ratings and Reviews Succinct Company Overview More Tips • Create listings for each specific product or service you offer. • Limit associations to the most accurate for each offering. • Tag your offering as either an application or service, not both. • Get customer reviews for your software and services.  • By being specific, you showcase your expertise. Your offerings rank higher in search results and customers who need what you offer can more easily find you.

14. DemystifyingSearchRanking Results in Pinpoint • Top Pinpoint search ranking results myths: • Gold Competency partners will automatically appear at the top of all search ranking results • Results are based on a “Pay to Play” model with Microsoft • No matter what a partner does, they cannot improve their search ranking results • Search ranking results will always favor Silver and Gold Competency partners first • What does this mean to Microsoft Partners with a Pinpoint profile: • Search results are not determined based solely on Gold and Silver competencies that partners have achieved • Microsoft encourages partners to review the tips on how to improve your search ranking results (HINT: See next slide) • Spend time with your Pinpoint profile and make sure this is the best representation of your partner business to a customer or even potential new customer • Search result rankings are based on an algorithm that ranks partners and their solutions based on relevance (match between a customer’ search phrase and partner’s product and service description) using the following: • Search Phrase relevance • Customer Reviews linked to Pinpoint Profile • Geographical location • Engagement with the Microsoft Partner Network (Certifications, Badges)

15. What you can do to improve your search ranking Helpful Tips to improve your results 3 2 1 4 Showcase your competencies as strength that sets you apart from other partners. Don’t forget to write your profile in customer language. See examples of well written profiles. Access the Pinpoint Dashboard regularly to review the real-time data analytics to help you optimize your profile. Leverage the Pinpoint Customer Review template to invite your customers to submit reviews on your behalf. Include all locations with your single Pinpoint profile to make sure you showcase your reach either locally or nationally.

16. Take Action with Pinpoint! • More Pinpoint Resources • Engage more customers with a strong profile. See examples here. • Watch the Pinpoint for Partners video on how to showcase your apps + services • Developers who are ready to market their Windows Azure based application • Pinpoint FAQs • Can’t find your answers, contact the Pinpoint team directly • Microsoft Pinpoint on the US Partner Portal

17. Pinpoint Questions 1) Pinpoint is a requirement to be a part of the Microsoft Partner Network? (T/F) 2) Gold competency partners are automatically listed at the top of all search results (T/F) 3) Customer reviews will help improve a partner’s search ranking results. (T/F) False. Pinpoint is a benefit that Microsoft partners can take advantage of as members of MPN. Gold and Silver competency partners will have priority listing in Pinpoint as a benefit of their MPN engagement. False. Search results are determined using an algorithm and depends on search phrase relevance tied to the partner’s profile and solution offering. True. Not only do partners with Pinpoint profiles increase their likelihood by 10x to attract a new customer prospect, they also improve their search ranking results when they have customer reviews linked to their profile

18. Q&A Please submit your questions through the Q&A Manager in Live Meeting.

19. Thank you for your time today!

20. Solution Finder and Solution Profiler Status MPN Solution Finder and Solution Profiler will be retired on June 30, 2011. The MPN Solution Profiler and Solution Finder services will be turned off June 30, 2011. The impact of this change is that Partner search results will no longer be provided by Solution Finder and Solution Profiler will no longer be available for Partners profiling solutions.