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Selling Windows Vista – articulating Business Value Rory Bosman Microsoft Australia Selling Windows Vista – articulating Business Value Rory Bosman Microsoft Australia

Objectives of today Develop a good understanding of Sales pitches for Windows Client Volume Objectives of today Develop a good understanding of Sales pitches for Windows Client Volume Licensing Windows Vista Velocity Profiles Windows Client Volume License Promotions 1 LAN-MCY 149 -20060228 -17218 -172 Profile-specific sales pitches

Agenda Offerings by Channel & Timeline to Market Partner opportunities Software Assurance introduction Vista Agenda Offerings by Channel & Timeline to Market Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 2 LAN-MCY 149 -20060228 -17218 -172 Call to action

Offerings By Channel OEM Pre-installed PCs & System Builder PCs Volume Licensing Exclusive SA/EA Offerings By Channel OEM Pre-installed PCs & System Builder PCs Volume Licensing Exclusive SA/EA Benefit 3 LAN-MCY 149 -20060228 -17218 -172 Packaged Product at Retail (FPP)

Difference between Vista Business and Vista Enterprise Vista Business Vista Enterprise OEM licenses with Difference between Vista Business and Vista Enterprise Vista Business Vista Enterprise OEM licenses with new PC purchase Software Assurance or Enterprise Agreement What are its core features? Integrated, global search Improved mobility management Reduced deployment/support costs Enhanced security & compliance Core features of Vista Business Four additional exclusive features Windows Bit. Locker Drive Encryption Virtual PC Express Multi-lingual User Interface Software Architecture for Unix What is its positioning? Better offering for businesses: Helps businesses and mobile professionals more effectively find and use information while reducing IT costs VS Best offering for businesses: Most full-featured desktop OS for businesses of any size with exclusive features designed to enhance data protection and significantly lower IT costs and risk 4 LAN-MCY 149 -20060228 -17218 -172 How to get it?

Timeline to market Sept 2005 Dec 2005 Q 1 CY 2006 Enterprise Developer Partner Timeline to market Sept 2005 Dec 2005 Q 1 CY 2006 Enterprise Developer Partner engagement Q 2 CY 2006 Broad engagement Regular CTP releases until RTM Q 3 FY 07 5 LAN-MCY 149 -20060228 -17218 -172 PDC Partner CTP Customer Enterprise Preview CTP Program

Agenda Offerings by Channel & Timeline to Market Partner opportunities Software Assurance introduction Vista Agenda Offerings by Channel & Timeline to Market Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 6 LAN-MCY 149 -20060228 -17218 -172 Call to action

Partner Opportunities For Windows Client Enterprise, Select and Open Agreements and Software Assurance Increased Partner Opportunities For Windows Client Enterprise, Select and Open Agreements and Software Assurance Increased revenue for partners New compelling value proposition for Windows Client SA Delivers more value to customers More efficient to sell – clear differentiated value Increased customer standardization on the Microsoft stack Enhanced customer relationships for partners SA delivering real enterprise and business value 7 LAN-MCY 149 -20060228 -17218 -172 Platform EA providing sizable future renewal opportunities

Customer Campaigns Windows Vista Enterprise Positioning Statement Windows Vista connects people to information, enables Customer Campaigns Windows Vista Enterprise Positioning Statement Windows Vista connects people to information, enables mobile and remote productivity, reduces deployment and support costs, and provides a more secure and compliant desktop platform Mobile & Remote Productivity Windows Vista enables mobile and remote professionals to easily and more securely connect to information, networks, and people Empowering People With Information/Enterprise Search Windows Vista improves productivity by helping individuals to find and organize information quickly, easily, reliably, and more securely Windows Vista enables IT Professionals to reduce the complexity and cost of deploying and supporting a more secure, reliable, and manageable desktop infrastructure Security & Compliance Windows Vista reduces business risk, better protects data, and contributes to regulatory compliance with a more controllable and secure environment 8 LAN-MCY 149 -20060228 -17218 -172 Infrastructure Optimization

Unique Window of Opportunity to Sell Windows Client Volume Licensing Value of Software Assurance Unique Window of Opportunity to Sell Windows Client Volume Licensing Value of Software Assurance has never been greater Windows Vista launch in FY 07_Q 2 SAB 3. 0 launched in March 2006 Capture renewed customer interest Drive incremental revenue Limited-time offers: Attach SA to PCs within 180 days of purchase Up-sell from U to U&SA with 30% discount on the U 9

Limited-time Offer Overview SA-attach Attach SA to PCs purchased within last 180 days (90 Limited-time Offer Overview SA-attach Attach SA to PCs purchased within last 180 days (90 -day attach program remains in place) Target segment Customers (with 250 -500 PCs) who purchased PCs without SA between Oct 1, 2005 and Mar 31, 2006 Pitch When you first purchased PCs, MS had not yet publicized the new benefits in SAB 3. 0 and so we are running a limited-time offer to give you the opportunity to add SA to your PCs Until Jun 30, 2006, you will have the opportunity to attach SA to your PCs purchased within the last 180 days With SA, you get: The rights to Windows Vista for less than the cost of an upgrade license Exclusive access to SAB 3. 0 benefits, including Vista Enterprise (a premium version of Vista for business customers)– you can’t buy Vista Enterprise any other way! 10 LAN-MCY 149 -20060228 -17218 -172 Offer

Limited-time Offer Overview Discounted U&SA Target segment Purchase U&SA, instead of U, with limited-time Limited-time Offer Overview Discounted U&SA Target segment Purchase U&SA, instead of U, with limited-time 30% discount on U Potential U customers who can be effectively upsold to U&SA Pitch You are thinking about buying just the upgrade to XP? If you add SA, it entitles you to upgrades to XP, Vista Business, and Vista Enterprise at a significant discount! Standardize your OS for more streamlined desktop management, saving money and increasing productivity With SA, you get: The rights to Windows Vista for less than the cost of an upgrade license Exclusive access to SAB 3. 0 benefits, including Vista Enterprise (a premium version of Vista for business customers)– you can’t buy Vista Enterprise any other way! 11 LAN-MCY 149 -20060228 -17218 -172 Offer

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 12 Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 12 LAN-MCY 149 -20060228 -17218 -172 Call to action

Exciting New Windows Client A key deliverable is the new and exclusive benefits, including Exciting New Windows Client A key deliverable is the new and exclusive benefits, including a premium version of the OS called Vista Enterprise available exclusively for SA customers 13 LAN-MCY 149 -20060228 -17218 -172 Windows Vista will be launched towards the end of FY 07 Q 2/3 – (dates TBC) The biggest & best launch of Windows since Windows 95 rallying the industry – OEM’s, ISV’s, IHV’s, Partners, Developers New features, better business value, improved security, and much more for business customers! Software Assurance Benefits 3. 0 March 2006

Volume License and Software Assurance from Microsoft What is Software Assurance? Ability to purchase Volume License and Software Assurance from Microsoft What is Software Assurance? Ability to purchase U* at a steep discount from Microsoft Open Agreement: No prior commitment and pay as you go Select Agreement: Specified purchase volume over 3 years with greater discounts than Open Enterprise Agreement: Coverage of entire enterprise with greatest discounting and spread payments over 3 years; Software Assurance is included Software Assurance is a maintenance offering that maximizes the value of your software investment. SA can be added to Open and Select** (already included in the Enterprise Agreement) and provides the rights to: All commercially released future versions of the Windows Client during the term of the agreement (EA, Select - 3 years; Open 2 years) Deployment, training, support, tools, and other services Windows Vista Enterprise, exclusively for our SA customers. Windows Vista Enterprise is a premium version of Vista with special features for Enterprise Windows Fundamentals for Legacy PC’s *Volume License for Win Client is different than those for Office or Server Products. With a WC VL, you are buying an Upgrade license, which allows you to upgrade your PCs to latest commercially released version of the OS. Your original license comes from the OEM with the purchase of the PC **Can be added to Open and Select within 180 days of PC purchase during Q 4; 90 days normally 14 LAN-MCY 149 -20060228 -17218 -172 What is a Volume License for Win Client?

Value of Software Assurance for Windows Client is strong! Software Assurance for Windows Client Value of Software Assurance for Windows Client is strong! Software Assurance for Windows Client maximizes the value of the software investment through differentiated technology, integrated solutions and future upgrade rights Differentiated technology Windows Vista Enterprise, available exclusively with SA, is the optimal OS for all of your business desktops SA customers enjoy perpetual rights to all future versions of the OS that are released during the term of their agreement Integrated solutions SA includes an integrated suite of products, services, and support to maximize your investment in the OS throughout the software lifecycle 15 LAN-MCY 149 -20060228 -17218 -172 Future upgrade rights

Software Assurance 3. 0 Providing technology, services, support and financing to manage the software Software Assurance 3. 0 Providing technology, services, support and financing to manage the software lifecycle Extended Hotfix Support Windows Fundamentals for Legacy PCs 24 x 7 Business Critical Support for Problem Resolution Tech. Net Plus Cold Backups for Disaster Recovery Corporate Error Reporting Items in green are new for 2006 Windows Vista Enterprise Virtual PC Express for SA Training – Extended Vouchers for Enterprise Customers e. Learning Home Use Program Employee Purchase Program Enterprise Source License Program 16 LAN-MCY 149 -20060228 -17218 -172 Desktop Deployment Planning Services Information Work Solution Services Windows Pre-Installation Environment New Version Rights Spread Payments

Windows Vista Enterprise Edition Value above and beyond Vista Business Available exclusively to Windows Windows Vista Enterprise Edition Value above and beyond Vista Business Available exclusively to Windows Client Software Assurance customers, Windows Vista Enterprise is the OS solution optimized for medium and large sized organizations Windows Vista Enterprise includes features you expect from our standard professional OS version, plus additional new functionality to maximize your desktop investment Enhanced Data Protection Windows® Bit. Locker™ Drive Encryption Application Compatibility Worldwide Deployment Virtual PC Express for Windows Vista Multi-Lingual User Interface Packs (MUI) Subsystem for Unix. Based Applications (SUA) 17 LAN-MCY 149 -20060228 -17218 -172 Data Protection

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 18 Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 18 LAN-MCY 149 -20060228 -17218 -172 Call to action

Velocity Profiles are a new way of delivering targeted customer messages based on a Velocity Profiles are a new way of delivering targeted customer messages based on a customer’s need profile (1/2) How does this help me? Group of customers who have a similar approach towards the nature and importance of desktops in their business Each has different needs which resonate with different parts of the VL offering Results of analysis of hundreds of hours of interviews and tested in the field Quickly identify the core needs of your customers to effectively sell Windows Client under VL Delivery of simple, targeted messages on features of Windows Client VL that address the core needs of your customers 19 LAN-MCY 149 -20060228 -17218 -172 What is a Velocity Profile?

Velocity Profiles are a new way of delivering targeted customer messages based on a Velocity Profiles are a new way of delivering targeted customer messages based on a customer’s need profile (2/2) Profiles are company-specific rather than role-specific, because based on company strategy for the desktop Will need to tweak message based on person, but final purchase decision will depend on the company profile What works best with these profiles? Delivering targeted messages to these profiles is most effective in closing a sale New way of selling to customers based on needs rather than “onesize-fits-all” or “one-off” customization 20 LAN-MCY 149 -20060228 -17218 -172 Are profiles company- or role-specific ?

Four need-based customer profiles (1/2) Value-focused IT value Focus on improving quality of desktop Four need-based customer profiles (1/2) Value-focused IT value Focus on improving quality of desktop IT infrastructure, with goal of improving competency or status of IT organization Often invest in reducing risk from security, stability, and compliance issues to drive IT spending Cost is not the issue – I need to keep my users productive! Cost is not the issue – I need our IT to be world class! 21 LAN-MCY 149 -20060228 -17218 -172 Business value Focus on improving enduser productivity from PC activities Often have a demanding PC user group with strong input into the IT decision process

Four need-based customer profiles (2/2) Cost-focused Cash manager Desktop is not a value center Four need-based customer profiles (2/2) Cost-focused Cash manager Desktop is not a value center to me – I need to keep my TCO really low! Focus on short-term software acquisition costs Do not include maintenance or other embedded costs Often do not view IT as core to the operations of their business I need to keep my upfront costs low (even though I might say TCO, I really just care about upfront costs!!) 22 LAN-MCY 149 -20060228 -17218 -172 TCO manager Focus on a holistic perspective of desktop costs including deployment, maintenance and support Desktop not strategic to business

Identifying Your Customer Type Asking The Right Questions To Create The Right Profile Q Identifying Your Customer Type Asking The Right Questions To Create The Right Profile Q 1: Is cost management and reducing IT spending the primary goal of the IT organization? YES: IT investment decisions are made on a cost savings basis, rather than on "value" creation. This customer belongs to the Cash Manager or TCO Manager profile. Proceed to Q 2 A 23 LAN-MCY 149 -20060228 -17218 -172 NO: Generating value (stability, security, productivity) is the most important goal, with the costs incurred viewed as a secondary consideration. This customer belongs to the IT Value or Business Value profile. Proceed to Q 2 B

Identifying Your Customer Type Asking The Right Questions To Create The Right Profile Q Identifying Your Customer Type Asking The Right Questions To Create The Right Profile Q 2 A: Are management and support costs considered by the customer in making the purchase decision? NO: The customer is primarily concerned with the cost of acquisition and does not consider management or support costs. This a Cash Manager customer 24 LAN-MCY 149 -20060228 -17218 -172 YES: The customer has defined metrics for tracking the Total Cost of Ownership. This is a TCO Manager customer

Identifying Your Customer Type Asking The Right Questions To Create The Right Profile Q Identifying Your Customer Type Asking The Right Questions To Create The Right Profile Q 2 B: Is the IT organization’s primary incentive increasing end-user productivity? YES: The IT organization makes major investment to significantly increase end-user productivity across the enterprise. This is a Business Value customer 25 LAN-MCY 149 -20060228 -17218 -172 NO: The IT organization has not made any major investments to significantly increase end-user productivity and is more concerned about the central IT infrastructure. This is an IT Value customer

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 26 Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 26 LAN-MCY 149 -20060228 -17218 -172 Call to action

How to pitch EA, Select, Open with SA to customers Identify customer profile Pitch How to pitch EA, Select, Open with SA to customers Identify customer profile Pitch Vista value proposition Pitch Vista tailoring value proposition to the customer profile Step 2 Step 3 Pitch overall WC VL value proposition Pitch the overall value WC VL proposition as needed for the customer Open the “Why VL now” conversation Step 4 Pitch profilespecific EA value proposition Pitch the profilespecific value proposition Will be used to tailor the conversation to core customer needs Handle objections Tailor objections answers to specific profiles 27 LAN-MCY 149 -20060228 -17218 -172 Step 1

Identify customer profiles by asking few simple questions For more detail on how to Identify customer profiles by asking few simple questions For more detail on how to profile, see the detailed description in other tools and resources section Yes Business value No IT value Cost Is the IT organization’s primary incentive increasing enduser productivity? Yes TCO manager No Cash manager 28 LAN-MCY 149 -20060228 -17218 -172 Which would you consider more important to your company: cost management of your IT spend or generating increased value from your IT investments? Value Are management and support costs strongly considered by the customer in the purchase decision?

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Customer IT Value Customer Cash Manager Resources Call to action 29 LAN-MCY 149 -20060228 -17218 -172 TCO Manager

Step 1: Pitch Windows Vista can help you increase end-user productivity 30 LAN-MCY 149 Step 1: Pitch Windows Vista can help you increase end-user productivity 30 LAN-MCY 149 -20060228 -17218 -172 Increase mobile productivity Enable instant collaboration Help users find information Synchronize data effectively Help users recover lost data

Step 2: Pitch overall WC VL EA can help you in your Windows Client Step 2: Pitch overall WC VL EA can help you in your Windows Client purchase Benefits Win. Client Volume Licensing is the most cost-effective way to acquire upgrades. The savings grow when you purchase the platform Desktop Pro EA – the cost is only a few dollars per PC a month Simplified license management An EA gives you peace of mind when it comes to compliance – you can easily ensure that all of Microsoftware is licensed with our annual true-up process and single license key Simplified software technology decisions With an EA you always have access to the full range of Microsoftware so that you can quickly and easily meet the changing technology needs of your organization 31 LAN-MCY 149 -20060228 -17218 -172 With Windows Vista, new benefits, and exclusive rights to Windows Vista Enterprise, EA has never been more attractive Acquire the latest software at the lowest price

Step 3: Pitch EA An EA can help increase your business productivity Vista Enterprise Step 3: Pitch EA An EA can help increase your business productivity Vista Enterprise includes tools like MUI, Virtual PC Express, and Win. PE* that will help speed up the deployment process of Windows Vista by reducing the number of image builds and faster application compatibility validation and resolution Protected mobile workforce Vista Enterprise can help your mobile workers be as protected as possible in the event of a lost or stolen laptop with Bitlocker. TM Drive Encryption security that is integrated with Active Directory, making it easier to deploy, manage, and support Improving end-user productivity The Vista Enterprise Edition available through SA extends the productivity enhancements of Vista with exclusive tools like Corporate Error Reporting (CER) that help improve OS images and ensure that your users enjoy maximum uptime and error-free computing * Only available in SA today; will be available as part of Vista Professional in late 2006 32 LAN-MCY 149 -20060228 -17218 -172 Faster, simpler path to deploying Vista

Step 4: Handle objections QA Hundreds of thousands of laptops are stolen worldwide each Step 4: Handle objections QA Hundreds of thousands of laptops are stolen worldwide each year. In the U. S. itself upwards of half a million laptops are stolen each year. According to a report from the Computer Security Institute/FBI Computer Crime and Security Survey, a single laptop theft will result in an average business loss of $89, 000, making the actual hardware just a fraction of the total cost. Bit. Locker™ Drive Encryption available through the Vista Enterprise edition which is exclusive to SA provides you with protection against these losses I can’t buy into something without knowing the development roadmap Volume licensing is the best way of getting insight into Microsoft’s development roadmap. Our Account Managers work closely with EA and SA customers to ensure that they have the more updated information on the development roadmap. In addition the training programs conducted under the SA benefits will help ensure that you are up to date on the latest Microsoft technology 33 LAN-MCY 149 -20060228 -17218 -172 I don’t need mobile security

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Customer IT Value Customer Cash Manager Resources Call to action 34 LAN-MCY 149 -20060228 -17218 -172 TCO Manager

Step 1: Pitch Windows Vista can help you increase IT productivity 35 LAN-MCY 149 Step 1: Pitch Windows Vista can help you increase IT productivity 35 LAN-MCY 149 -20060228 -17218 -172 Provide secure access to resources Defend against malicious software Prevent theft of intellectual property Provide improved wireless security Take advantage of 64 bit computing

Step 2: Pitch overall WC VL EA can help you in your Windows Client Step 2: Pitch overall WC VL EA can help you in your Windows Client purchase Benefits Win. Client Volume Licensing is the most cost-effective way to acquire upgrades. The savings grow when you purchase the platform Desktop Pro EA – the cost is only a few dollars per PC a month Simplified license management An EA gives you peace of mind when it comes to compliance – you can easily ensure that all of Microsoftware is licensed with our annual true-up process and single license key Simplified software technology decisions With an EA you always have access to the full range of Microsoftware so that you can quickly and easily meet the changing technology needs of your organization 36 LAN-MCY 149 -20060228 -17218 -172 With Windows Vista, new benefits, and exclusive rights to Windows Vista Enterprise, EA has never been more attractive Acquire the latest software at the lowest price

Step 3: Pitch EA An EA can help improve the security and stability of Step 3: Pitch EA An EA can help improve the security and stability of your environment Highest level of desktop stability Windows Client Software Assurance and EAs provide exclusive tools to help ensure a more stable PC environment for your enterprise The Multilingual User Interface (MUI) allows you to deploy one image across multiple hardware and language configurations, making it easier to manage images and increase stability Cutting edge IT organizations can use Corporate Error Reporting which is the one of the most effective way for IT Administrators to identify how to dramatically improve OS stability with your suite of applications 37 LAN-MCY 149 -20060228 -17218 -172 State-of theart IT security Windows Client Software Assurance and EAs provide exclusive tools to help ensure a high level of protection for your enterprise Windows® Bit. Locker™ Drive Encryption provides a more secure method of protecting data on lost of stolen hard-disks Legacy PCs pose a security risk– with WLPC and Virtual PC Express, you can run more securely without significant disruption to your IT

Step 4: Handle objections QA Volume licensing is the best way of getting insight Step 4: Handle objections QA Volume licensing is the best way of getting insight into Microsoft’s development roadmap. Our Account Managers work closely with EA and SA customers to ensure that they have the more updated information on the development roadmap. In addition the training programs conducted under the SA benefits will help ensure that you are up to date on the latest Microsoft technology We mainly use standard Microsoft applications, so CER doesn’t seem necessary if Microsoft is doing their jobs Corporate Error Reporting is about much more than monitoring Microsoft applications. It allows you to view and prioritize across all errors that could be occurring across your suite of applications enabling you to improve desktop stability and security. You also have the option of deciding whether or not to send this data back to Microsoft, or keep it only on your servers 38 LAN-MCY 149 -20060228 -17218 -172 How do I get to know the MS technology roadmap?

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Customer IT Value Customer Cash Manager Resources Call to action 39 LAN-MCY 149 -20060228 -17218 -172 TCO Manager

Step 1: Pitch Windows Vista can help reduce your Total Cost of Ownership 40 Step 1: Pitch Windows Vista can help reduce your Total Cost of Ownership 40 LAN-MCY 149 -20060228 -17218 -172 Reduce helpdesk costs Lower image maintenance costs Reduce deployment costs Reduce integration costs Reduce power costs

Step 2: Pitch overall WC VL EA can help you in your Windows Client Step 2: Pitch overall WC VL EA can help you in your Windows Client purchase Benefits Win. Client Volume Licensing is the most cost-effective way to acquire upgrades. The savings grow when you purchase the platform Desktop Pro EA – the cost is only a few dollars per PC a month Simplified license management An EA gives you peace of mind when it comes to compliance – you can easily ensure that all of Microsoftware is licensed with our annual true-up process and single license key Simplified software technology decisions With an EA you always have access to the full range of Microsoftware so that you can quickly and easily meet the changing technology needs of your organization 41 LAN-MCY 149 -20060228 -17218 -172 With Windows Vista, new benefits, and exclusive rights to Windows Vista Enterprise, EA has never been more attractive Acquire the latest software at the lowest price

Step 3: Pitch EA An EA can help reduce your ongoing costs for a Step 3: Pitch EA An EA can help reduce your ongoing costs for a PC Vista Enterprise helps you overcome one of the biggest challenges in upgrading by providing the tools to ensure application compatibility. Virtual PC Express and SAU enable you to access applications on other operating systems without having to worry about the cost of rewriting most of your applications Deploy Vista with fewer resources With SA, you will get access to the Windows Preinstallation environment today* which helps speed the installation, preparation, and troubleshooting of desktop applications, helping you to deploy faster Reduce ongoing PC maintenance An image can cost $100, 000 to maintain each year**. MUI, available exclusively with Vista Enterprise, will help you reduce the number of images in your organization by standardizing on one image worldwide * Only available in SA today; will be available as part of Vista Professional in late 2006 ** Gartner Group 42 LAN-MCY 149 -20060228 -17218 -172 Reduce costs for application compatibility

Step 4: Handle objections QA The Windows Client Volume License can help drive your Step 4: Handle objections QA The Windows Client Volume License can help drive your PC costs down by making it cheaper to acquire, deploy, manage, use and transition PCs. Hence far from increasing spending, the Volume License can be the most effective way of driving down your PC costs. [Sales person to walk the customer thru the TCO tool which will demonstrate how the Volume license reduces costs over the lifecycle of a PC. ] Moreover SA provides you with financing help and also allows you to spread payments The term of the EA is only 3 years. Given the long product release cycle how can I know MS will release another product in that time frame ? You will agree that if you deploy a new OS over the 3 years of your EA, then the EA is definitely worth it. What you will find is that even if you deploy over a longer time frame (e. g. . 6 years), the EA will still be the most cost-effective option available. [Sales person to walk customer through the TCA tool which lists the incremental cost of adding Windows Client to the Platform Volume License over a 6 year time frame and demonstrates that the VL is a good purchase. ] As you can see, long product cycles notwithstanding, the Volume License is still the most effective way to acquire, deploy, manage, use, and transition the Windows Desktop Environment 43 LAN-MCY 149 -20060228 -17218 -172 Our executive team keeps asking me to drive our PC costs down, I don’t think they will go for an increase in spending

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Business Value Customer IT Value Customer Cash Manager Resources Call to action 44 LAN-MCY 149 -20060228 -17218 -172 TCO Manager

Step 1: Pitch Windows Vista can help you reduce your costs 45 LAN-MCY 149 Step 1: Pitch Windows Vista can help you reduce your costs 45 LAN-MCY 149 -20060228 -17218 -172 Reduce helpdesk costs Lower image maintenance costs Reduce deployment costs Reduce integration costs Reduce power costs

Step 2: Pitch overall WC VL EA can help you in your Windows Client Step 2: Pitch overall WC VL EA can help you in your Windows Client purchase Benefits Win. Client Volume Licensing is the most cost-effective way to acquire upgrades. The savings grow when you purchase the platform Desktop Pro EA – the cost is only a few dollars per PC a month Simplified license management An EA gives you peace of mind when it comes to compliance – you can easily ensure that all of Microsoftware is licensed with our annual true-up process and single license key Simplified software technology decisions With an EA you always have access to the full range of Microsoftware so that you can quickly and easily meet the changing technology needs of your organization 46 LAN-MCY 149 -20060228 -17218 -172 With Windows Vista, new benefits, and exclusive rights to Windows Vista Enterprise, EA has never been more attractive Acquire the latest software at the lowest price

Step 3: Pitch EA An EA can help reduce your ongoing costs for a Step 3: Pitch EA An EA can help reduce your ongoing costs for a PC Vista Enterprise helps you overcome one of the biggest challenges in upgrading by providing the tools to ensure application compatibility. Virtual PC Express and SAU enable you to access applications on other operating systems without having to worry about the cost of rewriting most of your applications Deploy Vista with fewer resources With SA, you will get access to the Windows Preinstallation environment today* which helps speed the installation, preparation, and troubleshooting of desktop applications, helping you to deploy faster Reduce ongoing PC maintenance An image can cost $100, 000 to maintain each year**. MUI, available exclusively with Vista Enterprise, will help you reduce the number of images in your organization by standardizing on one image worldwide * Only available in SA today; will be available as part of Vista Professional in late 2006 ** Gartner Group 47 LAN-MCY 149 -20060228 -17218 -172 Reduce costs for application compatibility

QA My HW refresh is too long to make the EA agreement make sense QA My HW refresh is too long to make the EA agreement make sense But I just don’t have the money to make investments in this type of technology. . . The EA makes financial sense even if you have a longer refresh cycle. [Sales person to walk customer through the TCA tool which lists the incremental cost of adding Windows Client to the Platform Volume License over a three or six year time frame and demonstrates that the VL is a good purchase. ] As you can see, long hardware refresh cycles notwithstanding, the Volume License is still the most effective way to acquire, deploy, manage, use, and transition the Windows Desktop Environment Rather than requiring additional investments, Volume Licensing will reduce your costs by enabling you to extend the life of your current hardware and software, while also making it cheaper to acquire new versions of Windows. Microsoft also provides you financing help through Microsoft Capital which can help you reduce upfront investments, create monthly or quarterly billing, or customize a financing option to fit your specific situation 48 LAN-MCY 149 -20060228 -17218 -172 Step 4: Handle objections

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 49 Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 49 LAN-MCY 149 -20060228 -17218 -172 Call to action

Windows Vista CTP Partners may self-nominate themselves for the Community Technology Preview (CTP) Program Windows Vista CTP Partners may self-nominate themselves for the Community Technology Preview (CTP) Program http: //microsoft. order-4. com/windowsvistabeta/ Partner Nomination Code 55894 Get Windows Vista Beta/CTP and give the deployment tools a test ride! 50 LAN-MCY 149 -20060228 -17218 -172 Available to Live Meeting attendees only Acceptance to program is not guaranteed

Volume Licensing And Software Assurance https: //partner. microsoft. com/US/licensing/licensi ngoverview/ http: //www. microsoft. com/licensing/default. Volume Licensing And Software Assurance https: //partner. microsoft. com/US/licensing/licensi ngoverview/ http: //www. microsoft. com/licensing/default. mspx http: //ms-gearup. com/default. asp Windows Vista http: //www. microsoft. com/windowsvista/ https: //partner. microsoft. com/US/productssolutio ns/windows/vista Windows Vista system requirements: http: www. microsoft. com/technet/windowsvista/evaluate/ hardware/entpguid. mspx 51 LAN-MCY 149 -20060228 -17218 -172 Resources

Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 52 Agenda Partner opportunities Software Assurance introduction Vista Velocity profiles overview Profile-specific pitches Resources 52 LAN-MCY 149 -20060228 -17218 -172 Call to action

Partner Call To Action Use the Velocity Profile approach to SIMPLY explain Windows Client Partner Call To Action Use the Velocity Profile approach to SIMPLY explain Windows Client SA to customers and drive purchases! Understand the benefits of Windows Vista 53 LAN-MCY 149 -20060228 -17218 -172 Understand the new value of Software Assurance for Windows Client (SAexclusive Windows Vista Enterprise, enhanced SA Benefits 3. 0)

54 LAN-MCY 149 -20060228 -17218 -172 © 2006 Microsoft Corporation. All rights reserved. This 54 LAN-MCY 149 -20060228 -17218 -172 © 2006 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.