Supercharge Your Growth in Depth Michelle Daw - Northern Region Sales Manager Dean Swan - Southern Region Sales Manager

Agenda Intro and FY08 snapshot Sales engagement model in Depth Sales optimization (Bermuda) MS priorities FY09 Investment areas External Research for Growth Partner commitments Q&A

What is the Depth customer segment? 2/2/2019 6:52 AM What is the Depth customer segment? FY09 Taxonomy Depth 1678 250-1000 PCs 500-999 employees 104k Characteristics 5-250 PCs 1-500 employees Breadth 200 500-10,000 PCs 1,000 -15,000 employees Corporate Major >10,000 PCs >15,000 employees 25 © 2006 Microsoft Corporation. All rights reserved. Microsoft, Windows, Windows Vista and other product names are or may be registered trademarks and/or trademarks in the U.S. and/or other countries. The information herein is for informational purposes only and represents the current view of Microsoft Corporation as of the date of this presentation. Because Microsoft must respond to changing market conditions, it should not be interpreted to be a commitment on the part of Microsoft, and Microsoft cannot guarantee the accuracy of any information provided after the date of this presentation. MICROSOFT MAKES NO WARRANTIES, EXPRESS, IMPLIED OR STATUTORY, AS TO THE INFORMATION IN THIS PRESENTATION. 3

Business snapshot FY08 – a fantastic year FY08 actual Win Grew 7 points faster than market 200% Search wins target 33% growth ERP 567 servers/38,000 competitive seats displaced Drive NSAT up 17% points Grow 37% revenue growth (51% EA and 37% select) Strong growth in collaboration, messaging, U.C

3 year revenue Growth in Depth Commercial

Depth ATU Model Sales Team Structure Sales Manager SEM Territory Mgr 250-300 accounts Account Manager 1:70 BDM 1:200 Sales Team Structure

Revenue opportunity in Commercial Depth segment of 1670 accounts

Sales optimization through better territory planning (Bermuda) Sales Excellence through effective alignment of internal and external resources Highlighting solutions and associated revenue opportunities Optimising our territory planning process for FY09

Sales optimisation (Bermuda)

What is top of mind for CIOs? 2008 CIO Technology Priorities To what extent will each of the following technologies be a top five priority for you in 2008? All CIOs Aus/NZ 2008 2007 2006 Business intelligence 1 Servers & storage technologies 2 3 5 9 Legacy modernization, upgrade or replacement 4 10 Mobile workforce applications and devices Document management ** Enterprise applications (ERP, SCM, CRM etc) 6 Collaboration technologies 7 8 Security technologies Networking, voice and data Service oriented (SOA, SOBA) Workflow management Technical infrastructure 12 Source: Gartner; “Making the Difference: The 2008 CIO Agenda”, May 2008

Microsoft Focus Areas FY09 Search Grow Windows Server share Grow ERP market share Virtualization Win Desktop deployment – Vista & Office Drive Increase share of wallet Increase market share Grow Increase developer tools attach & renewals Innovate

Where are we investing in Depth? 43 Direct Sales people focused on Depth Analytic Predictive Models (Bermuda) Security Guidance Centre for 700 customers Microsoft Licensing Statements ($100K investment) $2.46M Marketing Dollars IW Campaigns Server & Tools Campaigns BDM Campaigns Through Partner Marketing

New Research For Growth Growth in the Mid-Market to outstrip Enterprise in FY09   FY09 ($USm) FY09 Growth Enterprise Software Market Spend $2,220 6.1% Mid-Market Software Market Spend $1,562 10.0%   FY09 ($USm) FY09 Growth Mid-Market Services Spend $4,117 4.2%   MM Spend ($US m) MM Growth Application Development & Deployment Total $ 469 10% Applications Total $ 690 9% Collaborative Applications $ 27 11% Content Applications $ 146 12% Customer Relationship Management (CRM) Apps $ 96 Engineering Applications $ 35 4% Enterprise Resource Management (ERM) Apps $ 212 Operations and Manufacturing Applications $ 142 7% Supply Chain Management (SCM) Applications $ 32 6% System Infrastructure Software Total $ 403 Security Software $ 164 15% Storage Software $ 67 System and Network Management Software $ 51 System Software $ 122 8% Source: Microsoft research based on IDC data, Dec 2007

Partner Commitments Build a business plan with your PAM Build Partner Solution Plan around campaigns with Depth focus Share pipeline Data Cleansing & Mining-Medium business success starts with data Get the Depth managed account list from your Partner Account Manager Build sales and technical capability aligned to the market opportunity

Q & A

Contact Us Michelle Daw mdaw@microsoft.com (02) 9870 2337 Dean Swan deanswan@microsoft.com (02) 9870 2395