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Agenda: BPIO Partner Sales Readiness Day Workshop 1: Business Productivity Infrastructure Optimization (BPIO) campaign Agenda: BPIO Partner Sales Readiness Day Workshop 1: Business Productivity Infrastructure Optimization (BPIO) campaign We will introduce partners to the concepts of BPIO. They will understand the Current market and the opportunities in the market. Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (Po. C)— to move the sales process forward in a predictable and structured fashion. Time Module 8: 00 a. m. – 9: 00 a. m. Breakfast and networking 9: 00 a. m. – 9: 30 a. m. 1 - Introduction 9: 30 a. m. – 10: 00 a. m. 2 - Market Overview & Partner Opportunity 10: 00 a. m. – 11: 00 a. m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign 11: 00 a. m. – 12: 00 p. m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 12: 00 p. m. – 1: 00 p. m. Lunch Break 1: 00 p. m. – 2: 00 p. m. 4 - BPIO Campaign and Maturity Model 2: 00 p. m. – 3: 30 p. m. 5 - CES Methodology and Co-Engaging with Overview of the CES methodology as well as resources for Microsoft engaging with Microsoft 3: 30 p. m. – 4: 30 p. m. Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign 6 - Microsoft Enterprise Search Business Productivity Infrastructure Optimization Campaign Description Overview of the workshop providing guidelines and agenda of the program Overview of the current market and partner opportunities within the market Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 1

Module 4 – BPIO Campaign And Maturity Model Business Productivity Infrastructure Optimization The BPIO Module 4 – BPIO Campaign And Maturity Model Business Productivity Infrastructure Optimization The BPIO Campaign for Microsoft Office 2007

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

Infrastructure Optimization Customer Campaigns Business Productivity Infrastructure Optimization Campaign 4 Infrastructure Optimization Customer Campaigns Business Productivity Infrastructure Optimization Campaign 4

Bu y y og llog do t ho m n tho me M gn Bu y y og llog do t ho m n tho me M gn Me liign A A BDM Customer Campaigns sin Kn ess C ow led onte ge xt Microsoft’s Support For Customer-Centric Solution Selling and Delivery Customer Engagement Solutions (CES) Technology Depth and Integration TDM IO Campaigns: BPIO Business Productivity Infrastructure Optimization Campaign 5

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

Infrastructure Optimization Capability sequencing framework to help customer build optimized infrastructure (not Microsoft-specific) Drives 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 Business Productivity Infrastructure Optimization Campaign 7

Infrastructure Optimization Customer Value Four stage maturity model describes levels of infrastructure maturity Uncoordinated, Infrastructure Optimization Customer Value Four stage maturity model describes levels of infrastructure maturity Uncoordinated, manual Infrastructure Knowledge not captured 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 Cost Center Business Productivity Infrastructure Optimization Campaign Managed Information Technology Infrastructure with limited automation and knowledge capture Managed and consolidated Information Technology Infrastructure with extensive Automation, knowledge captured and reused 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 IT Budgets 8

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

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

New World Of Workplace Trends Role of Software One world of business Simplify working New World Of Workplace Trends Role of Software One world of business Simplify working together Always on, always connected Find info and improve business insight Transparent organization Secure and manage content Business Productivity Infrastructure Optimization Campaign 11

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

Business Productivity Infrastructure Streamline the way people do business with the 2007 Microsoft Office Business Productivity Infrastructure Streamline the way people do business with the 2007 Microsoft Office system Familiar user interface to interact with information Single infrastructure for BI, ECM, UCC Business Productivity Infrastructure Optimization Campaign Unites structured and unstructured data and process Extensible platform for business solutions 13

Unified Communications And Collaboration (UCC) Simplify working together Unify business communications Single inbox for 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 Business Productivity Infrastructure Optimization Campaign 14

Enterprise Content Management (ECM) Secure and manage content Manage diverse content One topology for 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 Business Productivity Infrastructure Optimization Campaign 15

Business Intelligence (BI) Improve business insight Integrate disparate business systems High performance ETL, OLAP, 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 Business Productivity Infrastructure Optimization Campaign 16

Products Enabling Business Productivity Office system roadmap Available in 2007 The e-mail, calendar and Products Enabling Business Productivity Office system roadmap Available in 2007 The e-mail, calendar and unified messaging server Q 4 2006 The collaboration and content server Q 4 2006 The ultimate collaboration desktop Business Productivity Infrastructure Optimization Campaign The real time communication server Q 4 2006 17

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

Balance IT Costs And Business Value $ IT Costs (conceptual) Business Value Returned (conceptual) Balance IT Costs And Business Value $ IT Costs (conceptual) Business Value Returned (conceptual) Business Productivity Infrastructure Optimization Campaign Time 19

Infrastructure Optimization Model Value Uncoordinated, manual infrastructure knowledge not captured Managed Information Technology infrastructure 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 Cost Center More Efficient Cost Center Business Productivity Infrastructure Optimization Campaign Business Enabler Strategic Asset 20

Choosing Where To Start The right business productivity infrastructure for your business Identify where Choosing Where To Start The right business productivity infrastructure for your business Identify where you want to be Identify where you are 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 Business Productivity Infrastructure Optimization Campaign 21

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

Customer-Centric Selling With BPIO Aligning technology capabilities to business priorities Aligns technology capabilities to Customer-Centric Selling With BPIO Aligning 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 Business Productivity Infrastructure Optimization Campaign 23

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

Solutions Span Multiple Capabilities And IO Models Build Customer Connections Enable Your Mobile Workforce Solutions Span Multiple Capabilities And IO Models Build Customer Connections Enable Your Mobile Workforce Find, Use, Share Information Improve Compliance Manage Business Performance Drive Real World Business Processes Solution Win Development Application Platform Infrastructure SOA and Business Process l l Data Management Business Intelligence Business Productivity Infrastructure l Enterprise Content Management Communications and Collaboration Security and Networking l l l Identity and Access Management Desktop, Device and Server Mgmt l Data Protection and Recovery Core Infrastructure l l People and Processes Business Productivity Infrastructure Optimization Campaign l Visual Studio Expression Biz. Talk SQL LCS Exchange Share. Point Office Windows Server Windows Client Windows Device Security Management 25

Agenda: BPIO Partner Sales Readiness Day Workshop 1: Business Productivity Infrastructure Optimization (BPIO) campaign Agenda: BPIO Partner Sales Readiness Day Workshop 1: Business Productivity Infrastructure Optimization (BPIO) campaign We will introduce partners to the concepts of BPIO. They will understand the Current market and the opportunities in the market. Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (Po. C)— to move the sales process forward in a predictable and structured fashion. Time Module 8: 00 a. m. – 9: 00 a. m. Breakfast and networking 9: 00 a. m. – 9: 30 a. m. 1 - Introduction 9: 30 a. m. – 10: 00 a. m. 2 - Market Overview & Partner Opportunity 10: 00 a. m. – 11: 00 a. m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign 11: 00 a. m. – 12: 00 p. m. 4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 12: 00 p. m. – 1: 00 p. m. Lunch Break 1: 00 p. m. – 2: 00 p. m. 4 - BPIO Campaign and Maturity Model 2: 00 p. m. – 3: 30 p. m. 5 - CES Methodology and Co-Engaging with Overview of the CES methodology as well as resources for Microsoft engaging with Microsoft 3: 30 p. m. – 4: 30 p. m. Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign 6 - Microsoft Enterprise Search Business Productivity Infrastructure Optimization Campaign Description Overview of the workshop providing guidelines and agenda of the program Overview of the current market and partner opportunities within the market Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 28

People_Ready Business Video Business Productivity Infrastructure Optimization Campaign 29 People_Ready Business Video Business Productivity Infrastructure Optimization Campaign 29

Business Productivity Infrastructure Analyzer Business Productivity Infrastructure Optimization Campaign 30 Business Productivity Infrastructure Analyzer Business Productivity Infrastructure Optimization Campaign 30

BPI Analyzer Feedback from the Pilot Workshops “I love the BPI Analyzer and want BPI Analyzer Feedback from the Pilot Workshops “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? ” “The tool is awesome!” – Partner, Madrid Pilot – Microsoft, Madrid Pilot Business Productivity Infrastructure Optimization Campaign 31

BPI Analyzer Demo Business Productivity Infrastructure Optimization Campaign 32 BPI Analyzer Demo Business Productivity Infrastructure Optimization Campaign 32

CIO Top IT And Business Priorities The 3 -year plan for technology innovation Improve CIO Top IT And Business Priorities The 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 Business Productivity Infrastructure Optimization Campaign 33

Improve Collaboration Between Regional Offices Secure Information Portal for Presidents Office Unified Communication and 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 Business Productivity Infrastructure Optimization Campaign 34

Conclusion: BPIO Is Valuable Fosters discovery of short-term revenue while helping develop mid-long term Conclusion: BPIO Is Valuable Fosters 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 Business Productivity Infrastructure Optimization Campaign 35

Summary Business Productivity Infrastructure Optimization Campaign Empower employees and organization with a secure and 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 Business Productivity Infrastructure Optimization Campaign 36

Group Discussion Discuss BPIO maturity model and the BPI Analyzer How could this Campaign 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 Business Productivity Infrastructure Optimization Campaign 37

Call To Action Identify where your customers are in the Business Productivity Infrastructure Optimization 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 Business Productivity Infrastructure Optimization Campaign 38

Resources Unified Communication and Collaboration Resources http: //www. microsoft. com/office/preview/collaboration. mspx ECM Product Information Resources Unified Communication and Collaboration Resources http: //www. microsoft. com/office/preview/collaboration. mspx ECM Product Information and Resources https: //partner. microsoft. com/US/40029077? PS=95000124 Business Intelligence Information and Resources http: //www. microsoft. com/bi Windows Share. Point Services Resources http: //www. microsoft. com/office/preview/technologies/ sharepointtechnology/highlights. mspx Office Partner Resources https: //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 Website https: //partner. microsoft. com/ Business Productivity Infrastructure Optimization Campaign 39

Business Productivity Infrastructure Optimization Campaign 40 Business Productivity Infrastructure Optimization Campaign 40

Business Productivity Infrastructure Optimization Campaign 41 Business Productivity Infrastructure Optimization Campaign 41