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™. Developer Relations Project Review FY 98 plans June 13, 1997. Agenda. DRG Highlights / Lowlights DRG and ADCU Responsibilities DRG FY 98 Goals and Objectives. 1:1 Highlights. Coverage - > 400 ISVs BackOffice - > 260 logos and will exceed 300 by 12/97

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Developer Relations Project Review FY 98 plans June 13, 1997


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    1. Developer RelationsProject ReviewFY 98 plansJune 13, 1997

    2. Agenda • DRG Highlights / Lowlights • DRG and ADCU Responsibilities • DRG FY 98 Goals and Objectives

    3. 1:1 Highlights • Coverage - > 400 ISVs • BackOffice - > 260 logos and will exceed 300 by 12/97 • Games - > 220 titles with top 10 all on windows and > 100 D3D games under construction • Launch event support - ISVs, testimonials, content • IE - at 3.0 launch > 100 controls shipped, broad tools support, early support for CAB and Java VM • COM Industry initiatives - 9 to date

    4. 1:Many Highlights • Launch of Key initiatives • DHTML, AFC, CDF, Security • 3rd party ISV Co-Marketing programs • ISVs: 585 to 1335 • Active Controls; 420 to 3100 • Community Efforts • SiteBuilder over 500K members • UGs; 36 new ActiveX User Groups • RDs; 21 to 93 covering 46 countries • Education & Training • Intranet Solution Center • Reached over 120,000 via conferences/UG tours, design previews, broadcasts & participated in TS w/total reach of 648K

    5. Lowlights • Limited ISV feedback to product groups and executives • DRG spread itself to thin - didn’t prioritize and make hard trade offs • Complex, confusing, and contradictory platform messages • Sun is winning the “PR mindshare” of developers • Active Platform, ActiveX, Java response

    6. DRG Mission • New DRG Mission: Work with new technology, strategic early adopters focused on delivering applications, content & messages that promote our platform • ADCU Mission: “Establish BackOffice as the dominant platform for all new and existing business applications by evangelizing professional developers broadly, providing deep technical and business support to Solution Developers, and by increasing end customer demand through industry focused sales and marketing activities”

    7. ADCU Responsibilities Account Management / Relationship Model ISVs for all new and existing business apps Deep technical support Product & technology focus - BackOffice COM based vertical industry initiatives Scenarios Revenue driven DRG Responsibilities Early Adopter Model Technology focused team for strategic early adopter ISVs and ICPs Focus on new technologies with metrics tied to launch milestones Own competitive ISVs Provide 1:Many messages, PR, and content Design win and PR driven DRG & ADCU Responsibilities

    8. DRG / ADCU Synergy Select ADCU ISVs 1:1 • Early Adopter Program Participation • 1:1 Evangelism • Workshops & Dev Labs • Co marketing • “Open Process” support • Systems Design Reviews (SDR) ADCU ISVs 1:Many • Platform / API messaging and PR • Developer Conferences (PDC, TechEd) • Re-factoring of PDC materials including demos for field delivery • General ISV development programs • Site Builder Network, MSDN, ISV Programs

    9. DRG History 1995 1996 1997 1998 Vertical Phase NT, SQL, Exchange, SMS, SNA • ADCU Phase • BackOffice 1 BackOffice Phase NT, SQL, Exchange, SMS, SNA • Windows TNG • Windows 5.0 • K2/MTS • Weblications • Win32 Phase • Windows 95 DRG 2 • Windows MM Phase • DX Services Windows Games Phase DX 3 • Internet Phase • IE X • Weblications Internet Phase IE, IIS Java Phase

    10. DRG Goals at a Glance Area Target Audience ISV Call to Action Summary Metrics 1:1 H/C Launch mile- stone When IE4 ICPs Tool & Control Vendors • DHTML • CDF • ASF • Fresh content • 1:1 - 50 chnls, 30 ctls, 15 tools • 1:M - SBN - 1000 IE4 channels • Wwlive, Seminars. launch 14 IE 4.0 1:1 9/97 1:M 6mo > Launch Windows MM Gamers ICP Publishers • DX • D3D • Dplay • Color, Type, devices • 1:1 - break 100 3D titles • 1:1 - top 15 pub ISVs • 1:M - PR, ISV Pgm, Integration 11 XMAS ‘97 XMAS ‘97 Windows 5.0 Trad ISVs • Logo Compliant • ZAW-setup, profiles • "COM3" • ADS-extend user obj • SSPI-Security Privdr • MMC-gui for ctl • WBEM-Instrument • 1:1 - 50 apps • 1:M - PDC, DevDays (75K), Book swap, Corp RDs, ISC 12 NT 5.0 H1/98 COM/"COM3"/COR Windows K2 Trad & Enterprise ISVs • IIS/ASP/MTS • ADO/OLE DB • "COM3" • 1:1 - 50 weblications • 1:M - SBN, ISV Program 4 NT 5.0 H1/98 Java Current Java Developers • AFC / MSVM • "COM3" • 1:1 - 75 apps • 1:M - PR / Reviews, J/Advantage, JIBE 3 IE 4.0 9/97

    11. What we’re not Covering 1:1 Products and Technologies • Memphis • Management, IE & DX covered but Memphis not treated as a launch event • Current versions of BackOffice (ADCU) • Windows CE • Broadcast • Talisman (DP’s & DR’s only at this point) • Office Markets and Business Segments • Enterprise ISVs (ADCU) • Vertical Industries ISVs (ADCU) • Enterprise Tools ISVs (ADCU) • Telephony & Communications (ICU / ADCU) • Education (EdCU) • Specific Unix to Win32 or Mac to Windows migration programs • Design and Broadcast Community targeted marketing efforts

    12. Windows TNG/“COM3" Launch • PDC - Sept 1997 • Worldwide PR launch: analyst tour, press release, reference customers etc. • Sales tools and collateral for field • Messages (still being refined) • Native to Windows • Benefits of “Java” to all languages • Extended set of run time services for components (auto everything) • Weblication Model

    13. IE4 Mission • Objectives: • More compelling content on more sites for IE than for Netscape • More tools making it easy to author IE content • Get sites to deliver our “call to action” • Competition • MS Dynamic HTML vs NSCP dynamic HTML • MS CDF vs Netscape Netcaster • MS Java vs others • How we win: • More better sites/channels and tools • Win PR/Reviews

    14. IE4 ICP Goals and Status • 50 IE 4 sites/channels will be ready by RTM • 23 accounts “high” probability for beta 2 - 10 have supplied URLs to sample channels • Dev Labs, workshops & tutorials • 2 DPs / DRs held • 40 accounts in Dev Labs to date • 3 more dev labs scheduled through June • tutorials held in Redmond, NY, LA & SF • first VTC on CDF held 5/23 • Jumpstart CD • 1st released in March • 2nd released 6/2 including CDF samples • to be merged with SDK by end of June

    15. IE4 Sample ICPs for Beta 2 Company Name Contract Type Likelihood of Closing • Fortune Platinum-Business 90% • Intuit Platinum-Business 90% • Universal Press Platinum-Entertainment 90% • Hollywood Online Platinum-Entertainment 90% • Disney Online Platinum-First Tier 90% • Wall Street Journal Platinum-News 90% • TechWeb Platinum-Technology 75% • ZDNet Platinum-Technology 75% • HotWired Platinum-Technology 75% • MSN Investor Platinum-Business 100% • Preview Gold 75% • Golf Web Gold 100% • 7th Level Gold 90% • Entertainment Drive Gold 90% • Mercury Mail Gold 75% • Earthweb Gold 75% • Stanley Kaplan Gold 100% • Happy Puppy Gold 100% • SonicNet Gold 90% • Paramount Digital Gold 50% • Womans Wire Gold 75% • Corbis Gold 90% • Reed-Elsevier Sci Business IEAK 100%

    16. IE4 ISV Goals and Status • Objective: • 15 tools/apps in beta at RTM • 30 cntrl vendors have beta DHTML controls at RTM • 22 ISVs targeted spanning Productivity, Dev Tools, Authoring Tools and Control Vendors • Contracted Black Diamond to assist ISVs with DHTML - assist ISVs developing editing/dev tools based on Trident • 1:1 ISV coverage, source code examination, sample code prep, carrot sample app development showing how to exercise the editing APIs • Develop information which will go into platform SDK • Write MSJ articles and PDC talk Targets Products • Powersoft PowerSuite • Lotus cc:Mail • QualComm Eudora • Olson Software HWA Writer’s Assistant

    17. IE 4.0 - 1:Many Efforts • PR/Broad messages • Reviewers guide • Comparative reviews • Programs • SBN Push 2000 • Events • June - 3 City Seminar Series; LA, SF and NY to top SPs • July - 3rd Party Seminar Tour • Aug WW Live; IE 4.0 Learn to Push, 20K attendees, one day CDF drilldown. • Sep IE 4.0 Launch Event and subsequent 2 day drill down

    18. IE 4 Issues • Low IE market share makes it difficult to primarily target IE without incentives • Tools support for building great content is still lagging • Potential issues around DHTML MM support as we migrate from Ihammer to DXA

    19. Windows Multimedia Mission • Objective: Make Multimedia a strategic advantage for Windows • Competitors: Apple Quicktime, Java Media Classes • How we win: • Provide ISV evidence to support Windows as ultimate media/entertainment platform • Make MM a central part of our Platform

    20. Windows Multimedia Objectives • Titles: D3D emphasis for Xmas ‘97 • >100 D3D titles, 12 DS3D- enabled titles, 6 DInput FF- enabled titles • Internet Tools - Leverage LMPro • Near Term: 24 tools (in all categories, video, graphics, audio, authoring) demonstrating DX API adoption • Long Term: Major tool vendors (Macromedia, Adobe, Kinetix) produce content that runs on IE4/Memphis & leverages LMPro & DAnimation by NT 5.0 time frame • On line (multi-player) - DPlay APIs by Xmas ‘97 • Client - 30 DPlay-enabled titles • Server - 6 Service Providers, 6 Branded Lobbies, 4 Server Solutions • Arcade • 4 Major Win95/Memphis & NT based arcade vendors producing units by Xmas ‘97

    21. Windows Multimedia Status • > 220 DX titles to date with top 10 games all on Windows - DOS Games are dying • Excellent D3D traction • DRG working with 75 of a total of 108 D3D games under construction • Top 3D tools (Kinetix 3D Studio Max, NewTek Lightwave) using D3D • Adobe’s leading video editor using DirectShow • Expect to exceed Xmas ‘97 objectives

    22. Sample Key Title ISVs Domestic Epic Megagames Unreal FASA Mechwarrior Origin Ultima EclipseGames Avenger engine EA WingCommander Lucas Jedi, Shadows Interplay MDK Activision I76 Sierra ES3, Fear European Gremlin 4x4 Bullfrog Syndicate Wars Psygnosis GPolice Eidos Tomb Raider DID F22

    23. Sample Key Tools ISVs Macromedia Director MM Authoring Flash MM/Web Authoring Extreme 3D 3-D Authoring Final Cut Video Adobe Premiere Video After Effects Video Photoshop Graphics Kinetix/Autodesk 3D Studio Max 3-D Authoring HyperWire Java MM Authoring MetaCreations Final Effects Video KPT Convolver Graphics Sonic Foundry SoundForge Audio Avid MCXpress Video Pro Tools Audio Pinnacle Systems GenieP Video Alladin Video DVEXtreme Video

    24. Sample On Line & Arcade Targets • Gaming Service Providers • Mpath DPlay - CGDC • Imagination (AOL) DPlay - CGDC • MS Internet Gaming Zone DPlay - CGDC • BT/MCI - Wire Play DPlay - in works • TEN DPlay - in works • Engage Games DPlay - in works • MPGNet DPlay - in works • Kali DPlay - in works • Gaming Solution Vendors • Networked Entertainment NT Lobby • The Palace NT Lobby Chat Server • Arcade • Hanaho Systems Integrator • Naninet (EDS) Networked Arcade Units • Monolith Shell for Arcade games • HAPP Controls Industrial strength Input devices • PlayNet NT based Internet phone & gaming Kiosk

    25. Publishing Industry Goals • Get Adobe, Macromedia, and Quark to make Windows their primary reference platform • 15 publishing/graphics desktop applications to support NT5 (including ICM 2.0 and OpenType) • 10 traditional publishing/graphics desktop apps within 3 months of IE4 RTM • DHTML, CSS, ActiveX controls and scripting • 10 publishing server applications to support NT5 RTM • 2 major publishing service providers to sell, install, and support NT5 by RTM • 2 major OEM's to offer a publishing h/w & s/w bundle by NT5 RTM • Work with 5 leading Design schools to create Windows-based courses

    26. Publishing Evangelism Status • All major desktop applications are now supporting Windows 95 and most fully support NT • 5 traditional desktop publishing apps already supporting IE and IIS (Adobe FrameMaker, Acrobat PageMaker, Micrografx, Quark XPress Visio and MGI) • Working with Linotype-Hell and Agfa to install & support NT through their worldwide support centers • Working with Compaq and Intergraph to create a special h/w & s/w bundle sku • Jonathan Seybold, John Warnock from Adobe, and Tim Gill from Quark are already endorsing Windows • Art Center and NYU, two of the top design schools, are starting to offer Windows-based courses and workshops

    27. MM 1:Many Efforts • PR/Broad messages • Make multimedia key ingredient of Windows • Educate Press on MS MM strategy • Publshing industry migration stories • DX titles announcements • Programs • MS ISV Program; focus on MM developer benefits for supporting DirectX • Leverage Intel MM programs • Events • CGDC • Seybold • Siggraph

    28. Windows MM Issues • Not doing anything for Netshow • Not doing anything for Broadcast • Lack of quality device drivers are still an issue

    29. Windows 5.0 Mission • Objective: Deliver compelling base of feature-exploitive applications at ship • “Win32 Logo”, ZAW, DSYS • Competition • Unices • Java • Corba • How we win • The right apps: breadth and depth • The right time: available at ship

    30. Windows 5.0 Goals & Status • Goal • Deliver 50 influential apps “simship” with NT 5 • Status • Working with over 100 target applications today • Expect to meet or exceed goal • ISV Requirements • New version of app is “Windows 5” exploitative • Publicly state reference implementation is on NT5 • Report and Chart ISV Progress

    31. Windows 5.0 EAPCategories of ISVs CategoriesCount • Communications (Host, PC & Remote Control) 7 • Database (Network or Server Based) 6 • Entertainment / Education 9 • Groupware (Messaging, Workflow) 20 • Management (Setup, Enterprise, Application, DS Admin & Utility) 24 • Productivity (WP, SS, PIM, Tax, Finance) 7 • Publishing (CAD, Graphics, Design, Scan) 13 • Tools (Setup and Development) 3 • Vertical (Health Care, Banking, Insurance, Retail) 13 Total:102

    32. Business Solutions BAAN BAAN V CA ACCPACGeac Dun & Bradstreet SmartStream Great Plains Dynamics C/S+ J.D. Edwards One World Macola Progression PeopleSoft HR, Financials, Manufacturing SAP AG R/3 Software 2000 Infinium Software AG ADABAS-D State of the Art MAS 90cs Clarify Inc. ClearSuite PC Docs OpenDocs Sample Windows 5.0 EAP ISVs Group Ware Lotus Lotus Notes, cc:Mai FrontOffice FrontOffice Verity Search; Gropuware QualComm Eudora, Eudora Pro Casahl Tech RepliAction Pivotal Software RelationShip Symmantec ACT Netscape SuiteSpot Active Voice Reprata; Personal URL Octel UNIFIED MESSAGING Action Action WorkFlow; Metro Eastman SW OPEN/workflow JetForm FormFlow;Filler KeyFile KeyFlow RightAngle Motiva

    33. Communications Quarterdesk ProComm Plus Symantec Winfax Pro Attachmate Extra! Wall Data RUMBA WRQ, Inc. Reflection Symantec PC Anywhere 32bit Traveling SW Laplink Data Base CA-OpenIngres OpenIngres IBM DB/2 DB/2 Informix Informix Oracle Oracle Sybase Sybase Borland Paradox Sample Windows 5.0 EAP ISVs Management BMC Patrol Boole & Babbage Commnad/Post Candle Candle Command Center / OmegaMon NetIQ AppManager Metron Athene - Capacity Planning BindView NOSAdmin for Windows CA Preferred Systems NetPro NetPro Tools for NT Tivoli TME HP OpenView ABC Systems and Dev ABCSetup InstallShield InstallShield Seagate WinINSTALL Intel LANDesk McAfee Saber Tools, VirusScan Seagate Seagate Ent Mgmt Suite McAfee Viruscan Delux Quarterdesk Essential Utilities 97 Symantec Norton Utilities 3.2 & AntiVirus

    34. Publishing & Tools Autodesk Autocad Lt IMSI Turbo Cad 2D/3D Adobe PageMaker, Illustrator Broderbund Print Shop Ensemble III Quark Quark Xpress Corel Corel Draw 7 Upgrade Micrografx ABC Graphics Suite Visio Visio Adobe Photoshop, PhotoDeluxe Caere Omnipage Pro Upgr MGI Photo Suite Xerox Pagis Pro 97 Borland Delphi Macromedia Director, FreeHand, Xres Powersoft PowerSuite Synon Corp. Obsydian Multi Media 3DO 7th Level Blizzard (Diablo- Battlenet) EA / Origin Ultima Humongous Entertainment / GTI Maxis Mindscape Sierra Online Virgin Productivity Intuit Quicken Lotus Lotus 123 Corel Perfect Office Lotus Lotus Smartsuite Block Financial Taxcut - Final Intuit TurboTax Adobe Acrobat Corel Word Perfect Sample Windows 5.0 EAP ISVs

    35. Windows 5.0 1:Many Efforts • PR/Broad messages • Launch the Windows TNG Developer message • Windows industry momentum evidence • Sales tools for integrated Windows platform • Programs • Microsoft ISV Program • Corporate RDs established and activated • Intranet Solutions Center • NT5 Launch Event • ISVs act as “NT5 Poster Children” • ISVs get “wide product exposure” • CD, Events, Booth Space, Web Links, Quotes

    36. Windows 5.0 & Related Events Summary of events leading to PDC • ZAW Design Preview May 23-24 • SAM Workshop - June 3 • WBEM Design Preview - June 10 • Setup ISV DevLab - June • MMC DevLab - June, July and August • LDAP v3 Connect-a-thon - July • Windows NT 5.0 Design Review - August • Windows ISV Advisory Board - Aug 15-16 • ZAW DevLabs Fall - Spring 98 • Windows PDC - September 23-24

    37. Windows 5.0 Issues • Need to redefine Logo requirements • MS product groups must follow the “API Style guide” • NT 5 will impact most of the existing Windows applications - Microsoft needs a broad migration effort

    38. Windows K2/MTS Mission • Objectives • Deliver compelling set of K2 exploitive apps at launch • Clear positioning of our server application development strategy • Competitors • Netscape Livewire • Oracle Web offerings • CORBA • How we win • Better business opportunity for ISVs • Better integration, price performance and tools

    39. Windows K2/MTS Goals and Status • Goal - Deliver 50 ISVs by RTM • Progress to date • Relatively slow progress - DRG could do better • MTS in a Box - Step by Step white paper describing how to develop MTS components • MTS/IIS Workshops • Some Highlights • Powersoft - Optima C++ beta generates MTS components • Micro Focus - Demonstrated MTS components written in Visual Object Cobol at the November PDC • SAP - R3 proof of concept app • Infinium (formerly Software 2000) - Architecting their next generation app around MTS and DCOM. Shipping in '97 • Informix - Demonstrated an Informix DB running on Solaris participating in a MTS Transaction • CrossRoads - Recently agreed to leverage MTS & DCOM for their newly announced InterChange Server offering

    40. Database Vendors Oracle 7 Oracle Universal Server IBM DB/2 NT Sybase System 11 Informix Online Dynamic Server Informix Universal Server Tandem NonStop SQL Enterprise Application Vendors SAP BAAN Infinium (Software 2000) Synon Marcam Alteer CrossRoads Tools Vendors Borland Delphi Powersoft PowerBuilder, Optima Micro Focus Visual Object COBOL Symantec Enterprise Developer Rational TP Monitors Prologic BEA Tuxedo IBM CICS Tandem TS/MP IBM/Transarc Encina Management Tool Vendors (tier) Candle (A) CA (A) Tivoli (A) BMC (A) Platinum (A) Sample ISV Application Targets

    41. Windows K2/MTS with ICPs • Post IE4 Channel Launch Strategy • Keep same targets • Drive Back-end strategy • IIS/ASP/MTS in all sites • Drive Site Server • Goal to have 50 sites K2 exploitative by NT 5.0 time frame

    42. Windows K2/MTS - 1:Many Efforts • PR/Broad messages • Drive developer press to expect K2/MTS functionality for building apps • Win reviews • Marketing Programs handled by PBS • Programs • SBN K2/BackOffice Server Push • Targeted communication to SBN/MSDN members • Events • PDC Track • 3rd Party seminar series • Broadcast event opportunities

    43. AFC/Java Mission • Objective: Provide alternative to Java developer (other than SUN). • Keep Sun honest • Message: If you’re using Java Microsoft’s is better, and best on Windows • Performance (VM) • Integration • Features • How we win • Attack 100% Pure • Attack any notion of the “Java OS” fantasy • Support the Java developer community

    44. AFC/Java Objectives • Only communicate with the “Java contaminated” • AFC GUI Libraries • Win all reviews • 50 key Java applications, class libraries and tools showing support for AFC GUI libraries by summer • 75 key Java applications, class libraries, and tools showing support for AFC GUI libraries by IE4 launch • AFC Enterprise Libraries • Design Preview: May 13 • Will finalize metrics by July

    45. AFC/Java Status • 35 ISVs supporting AFC right now • Targeting Every JFC supporter: • Tools • Class libraries • Apps

    46. Current AFC Supporters • NeuronData • Novell • NuMega Technologies • ObjectShare • Powersoft • Roving Software Inc. • SAS Institute Inc. • Scopus Technology • Seagate • Shoreline Teleworks • SPSS • Stingray • Synon, Inc. • Tendril Software • VI/Visualize, Inc. • ViewSoft • WebFlow • Aimtech • AltaVista Internet Software • Amara • Applied Visions • Asymetrix • Baan • Borland International • BulletProof Corp • Calico Technologies • ELF Systems • Exeter • Future Tense • HBS International • hotOffice • InvestorsEdge.com • JB Development • JD Edwards • KL Group • NetDynamics

    47. 1:Many Java Community • PR/Broad messages • Win all reviews/News • Programs • J/Advantage (MS ISV program) • Events • 3rd party VJ seminar series • JIBE presence • Sponsorships • Online groups, websites, events

    48. AFC/Java Issues • Need a clear, simple message/strategy that all of us communicate • After “COM3” is announced, we need to have a clear migration story from Java VM to “COM3”

    49. Efforts we should consider • Windows 5.0 1:Many migration effort • Focused Bay Area Swat • SBN Design Community Campaign

    50. Windows 5.0 Migration • Mission • Work with ISVs to fix their broken Windows Ver 4.0 applications (95 & NT4) so that they will work with Windows Ver 5.0 platforms (98 and NT5) • Objective • Update 250 broken Windows Ver 4.0 based applications so that they technically & publicly support Windows 98 & NT5 • Requirements • 10 contractors for 18 months = $ 750,000 • 50 broken applications assigned per person • 25 applications actually fixed per person = 250 Apps