Agenda: BPIO Partner Sales Readiness Workshop

1. Agenda: BPIO Partner Sales Readiness Workshop

3. Module 4 – Learning Objectives • Infrastructure Optimization Customer Campaigns • Business Productivity Infrastructure Optimization campaign • Business Productivity Infrastructure Analyzer • Microsoft Information Worker Competencies Aligned

4. Infrastructure Optimization Customer Campaigns Business Productivity Infrastructure Optimization Campaign

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

6. People_Ready Business Message Executive Engagement Industry Marketing BDM / ITDM Enable Your Mobile Workforce Find, Use, Share Information Build Customer Connections Improve Compliance Drive Business Performance Drive Real World Business Processes Optimize your Application Platform Infrastructure ITDM Optimize your Business Productivity Infrastructure Optimize and Secure your Core Infrastructure Marketing To The Enterprise Microsoft customer campaigns FY ’07 PerceptionCampaigns Business Value:Growth-Driven CustomerCampaigns Infrastructure Optimization Business Value:Cost-Driven

7. Infrastructure Optimization • Capability sequencing framework to help customer build optimized infrastructure (not Microsoft-specific) • Drives cost reduction, security and efficiency gains as well as enables agility • Grounded in industry analyst and academic work • Provides guidance and best practices for step-by-step implementation

8. Uncoordinated, manual Infrastructure Knowledge not captured Managed Information Technology Infrastructure with limited automation and knowledge capture Managed and consolidated Information Technology Infrastructure with extensive Automation, knowledge captured and re-used Fully automated management, dynamic resource Usage , business linked SLA’s. Knowledge capture automated and use automated Dramatically Simplify and Automate Deployment and Operations More Efficient Cost Center Business Enabler Strategic Asset Cost Center Infrastructure Optimization Customer Value • Four stage maturity model describes levels of infrastructure maturity • Model consists of capability descriptions across the continuum • Helps solve the 70/30 problem • Drives lower Total Cost of Ownership for Information Technology Infrastructure • Maps the technology roadmap to the customer’s needs IT Budgets

9. Infrastructure Optimization Provides Unified ViewCommon lens for customer, partner, and Microsoft teams Provides ATU, STU, PTU and Services coordinated execution based on One Plan Provides Customer a way to bridge gap between Business and IT App Platform Business Productivity Core Infrastructure Allows ATU have the same conversation with Business, IT and Purchasing Enables Partner ecosystem by establishing IT as a strategic asset

10. Business Productivity Infrastructure Optimization Campaign Business Productivity Infrastructure Optimization Campaign

11. New World Of Work WorkplaceTrends Role ofSoftware Simplifyworking together One world of business Find info andimprovebusiness insight Always on,always connected Transparentorganization Secure andmanage content

12. Business Productivity InfrastructureStreamline the way people do business with the 2007 Microsoft Office system Unified Communications and Collaboration Business Intelligence Enterprise Content Management Business Data Catalog Website and Security Framework Extensible UI Open XML File Formats Workflow Search Secure, Well-Managed Infrastructure

13. Single infrastructurefor BI, ECM, UCC Familiar userinterface to interactwith information Unites structuredand unstructured data and process Extensible platformfor business solutions Business Productivity InfrastructureStreamline the way people do business with the 2007 Microsoft Office system

14. Unified Communications And Collaboration (UCC)Simplify working together • Unify business communications • Single inbox for all communication types • Voice access to e-mail and calendar • Any mode, from anywhere • Empower teams • Offline access to documents, e-mails, and workspaces • Wikis, blogs, and RSS • Project and issue tracking • Connect people, process and information • People search, personalized portals and “My Sites” • Out-of-the-box and extensible workflow • Enable work anywhere • Mobile Office applications, e-mail and IM • Thousands of mobile business applications

15. Enterprise Content Management (ECM)Secure and manage content • Manage diverse content • One topology for web, document and records management • Content types with metadata, policy and workflow • Search across multiple repositories and LOB systems • Satisfy compliance requirements • Document retention • Access and usage control • Legal discovery and hold • Efficiently manage multiple web sites • User authoring and publishing • Multi-lingual and mobile device support • Reduce paper and manual processes • Electronic forms for data accuracy and validation • One form for client, browser, mobile devices

16. Business Intelligence (BI)Improve business insight • Integrate disparate business systems • High performance ETL, OLAP, data mining and reporting • LOB data and XML, web service, RSS sources • Enterprise grade and affordable • Easily analyze complex business information • Native Excel support for SQL Server Analysis Services • Rich visualization with Office applications • Ready access to LOB data with Business Data Catalog • Empower decisions at all levels • Comprehensive BI portal with integrated Search • Server-based Excel spreadsheets and calculations • Flexible KPI’s, reports and scorecards

17. The real timecommunication server Available in 2007 The e-mail, calendar and unified messaging server Q4 2006 The collaboration andcontent server Q4 2006 The ultimatecollaboration desktop Q4 2006 Products Enabling Business ProductivityOffice system roadmap

18. Identify where you want to be Identify where you are How Can We Help Customers Build A Business Productivity Infrastructure?Business Productivity Infrastructure Optimization Model (BPIO) Content chaos, manual processes, uncoordinated Infrastructure Standardized content and communication infrastructure, with limited mgmt and provisioning Fully managed and provisioned business infrastructure People-ready infrastructure, with predictable IT service levels More Efficient Cost Center Business Enabler Cost Center Strategic Asset

19. Balance IT Costs And Business Value $ Time IT Costs (conceptual) Business Value Returned (conceptual)

20. Infrastructure Optimization Model Value Uncoordinated, manual infrastructure knowledge not captured Managed Information Technology infrastructure with limited automation and knowledge capture Managed and consolidated Information Technology infrastructure with extensive automation, knowledge captured and re-used Fully automated management, dynamic resource usage, business linked SLA’s. Knowledge capture automated and use automated Dramatically Simplify and Automate Deployment and Operations More Efficient Cost Center Business Enabler Cost Center Strategic Asset

21. Identify where you want to be Identify where you are Choosing Where To StartThe right business productivity infrastructure for your business Unified Communication and Collaboration Collaborative Workspaces and Portals Messaging Presence Web Conferencing Enterprise Content Management Document and Records Management Web Content Management Forms Management Search Business Intelligence Reporting and Analysis Performance Management Data Warehousing

22. Business ProductivityInfrastructure Optimization Model Messaging Collaborative Workspaces and Portals Instant Messaging (IM)/Presence/Voice Web Conferencing Unified Communication and Collaboration Document and Records Management Web Content Management Forms Management Search Enterprise Content Management Performance Management Reporting and Analysis Data Warehousing Business Intelligence

23. Customer-Centric Selling With BPIOAligning technology capabilities to business priorities • Aligns technology capabilities to validated business priorities • Moves the conversation from point solutions to platform based solution enablement • Drives the deployment conversation • Drives repeat engagement • It creates an understanding of where to invest in solutions and skills development • Aligns Microsoft and Partner thought

24. People_Ready Business Message Executive Engagement Industry Marketing BDM / ITDM Enable Your Mobile Workforce Find, Use, Share Information Build Customer Connections Improve Compliance Drive Business Performance Drive Real World Business Processes Optimize your Application Platform Infrastructure ITDM Optimize your Business Productivity Infrastructure Optimize and Secure your Core Infrastructure Marketing To The Enterprise Microsoft customer campaigns FY ’07 PerceptionCampaigns Business Value:Growth-Driven CustomerCampaigns Infrastructure Optimization Business Value:Cost-Driven

25. Solutions Span Multiple Capabilities And IO Models Solution Win Build Customer Connections Enable Your Mobile Workforce Find, Use, Share Information Improve Compliance Manage Business Performance Drive Real World Business Processes

26. Agenda: BPIO Partner Sales Readiness Workshop

27. People_Ready BusinessVideo Business Productivity Infrastructure Optimization Campaign

28. Business Productivity Infrastructure Analyzer Business Productivity Infrastructure Optimization Campaign

29. “I love the BPI Analyzer and want to use it with our customers this Monday!” – Partner, Singapore Pilot “The BPIO model is really good for App Plat partners looking to grow and unify their disparate offerings.” – Partner, Redmond Pilot “This (BPI Analyzer) is better than what we use! When can I get it?” – Microsoft, Madrid Pilot “The tool is awesome!” – Partner, Madrid Pilot BPI AnalyzerFeedback from the Pilot Workshops

30. BPI Analyzer Demo Business Productivity Infrastructure Optimization Campaign

31. CIO Top IT And Business PrioritiesThe 3-year plan for technology innovation Improve collaboration between regional offices: Help 9 local offices develop and share statistical information in a standardized way Build secure Information portal for Presidents office: Extranet access to search, retrieve, analyze information Develop an integrated security plan to protect information and avoid confidential information leaks Consolidate databases in one central data warehouse

32. Improve Collaboration Between Regional Offices Secure Information Portal for Presidents Office Unified Communication and Collaboration Workspaces and Portals Messaging Presence Web Conferencing Enterprise Content Management Doc and Records Mgmt Web Content Mgmt Forms Mgmt Search Business Intelligence Reporting and Analysis Performance Mgmt Data Warehousing Core Infrastructure

33. Conclusion: BPIO Is ValuableFosters discovery of short-term revenue while helping develop mid-long term account strategy Before BPIO After BPIO Revenue planning solely driven by fiscal year priorities Revenue planning driven by growth potential, addressable share of pie Product/solution-centric planning, with tactical customer engagement Customer-centric planning, around vision for technology purchase and adoption Focused on selling to traditional IT concerns Augments traditional IT sell with business value infrastructure Partner and services attach is an afterthought Better vision and strategy for partner and services attach

34. Summary • Business Productivity Infrastructure Optimization Campaign • Empower employees and organization with a secure and well-managed infrastructure • Introduction to Infrastructure Optimization – 4 stage model; Value of Infrastructure Optimization; Choosing where to start; What products fulfill Business Productivity Infrastructure Optimization? • Business Productivity Infrastructure Analyzer

35. Group Discussion • Discuss BPIO maturity model and the BPI Analyzer • How could this Campaign and methodology help with TDMs? • What are some of the values that these new campaigns bring to the table? • Have the groups discuss the Maturity Model for their specific category • If time allows, have the groups discuss how their subcategory fits into the BPIO campaign as a whole

36. Call To Action • Identify where your customers are in the Business Productivity Infrastructure Optimization Model • Identify highest impact options and prioritize projects • Quantify individual Best Practices • Build a business plan that maps to the customer’s priorities • Engage with Microsoft to drive joint pipeline management • Execute Partner Solutions Plan with your Partner Account Manager • Enablement • Leverage the July 2006 Infrastructure Optimization Partner Kit http://www.microsoftio.com • Attend Infrastructure Optimization Training Sessions being held at the regional and local levels • Talk to your Partner Account Manager about the availability of Business Productivity Infrastructure Optimization Sales University

37. Resources • Unified Communication and Collaboration Resourceshttp://www.microsoft.com/office/preview/collaboration.mspx • ECM Product Information and Resourceshttps://partner.microsoft.com/US/40029077?PS=95000124 • Business Intelligence Information and Resourceshttp://www.microsoft.com/bi • Windows SharePoint Services Resourceshttp://www.microsoft.com/office/preview/technologies/sharepointtechnology/highlights.mspx • Office Partner Resourceshttps://partner.microsoft.com/US/40025002?PS=3 • Microsoft Office System Beta 2 Partner Guide https://partner.microsoft.com/US/40006556?PS=3 • Microsoft Partners Program Websitehttps://partner.microsoft.com/