1 IAMCP Int’l – MSFT Engagement Summary Problem Statement The IAMCP has raised a concern that the level of engagement and support from Microsoft has diminished over the last several years reducing partner satisfaction, chapter health, and decreased revenue as these partners shift their loyalties to competitive vendors. Recommendation Microsoft provide coverage to all IAMCP chapters under a 2-tiered coverage model beginning in FY11. We recommend that providing support for IAMCP chapters be included as a CBI commitment starting in FY11 for relevant field-based roles. We believe this model would increase the level of support, provide consistency and improve partner CPE. Core Coverage: For healthier, active chapters Extended Coverage for developing chapters. Selection based on: MPN status Physical location of chapter and proximity to MS sales office Overall chapter health Benefits of maintaining a strong relationship with IAMCP In order to keep pace with the industry and customer demand to deliver new solutions, partners have realized that partner-to-partner business connections (P2P) is key for continued business growth and success. One of the key communities that fosters and facilitates P2P connections is the IAMCP. According to a recent IDC study, the total value of P2P activity within the WW IAMCP network was $10.1 billion in 2009*. In addition, the IDC study reported that 80% of Microsoft partners earn revenue as a result of P2P networking to identify opportunity driven commerce and joint solution delivery. *IDC Social Media and Partner-to-Partner Network, June 2009

2 There are over 40 WW chapters with ~ 4000 IAMCP individual members; More than half of IAMCP members are unmanaged 80% are either Gold or Certified Partners IAMCP partners are highly engaged with Microsoft and, in the US, for example, they have a 19% higher Partner Productivity Score (PPI) than the overall average PPI score for all Gold Certified and Certified partners. There are many chapters which are located in secondary or tertiary markets where Microsoft has no local sales offices. This enables reach into partner markets where Microsoft is not able to manage directly and depend on the IAMCP for their Microsoft connections. Various field roles get help from IAMCP for their initiatives including PTMs, PAMs, ASM, LET BDM, PDMs and more IAMCP Int’l Value

Regional IAMCP Chapters selected IAMCP chapters Roles: Name of Microsoft ROLE(S) in charge 1:1 Relationship with IAMCP chapter presidents IAMCP chapters collected into 3-5 regions Roles: Name of Microsoft ROLE(S) in charge 1:1 relationship with IAMCP regional leads IAMCP US - MSFT Engagement Recommendation The IAMCP chapters would be assigned consistent roles from Microsoft. The chapters would be mutually decided upon between IAMCP leadership and Microsoft. The IAMCP designated representative (either Chapter or Region) reaches out to that role. Each year the coverage models will be evaluated to determine if additional chapters should be moved into Core Coverage and if any chapters should be added to the Extended Coverage model. Success Metrics Increase IAMCP membership by 10% during the first year of roll out. Improve IAMCP partner CPE. Increase productivity partners in the IAMCP Microsoft Field Support for IAMCP Local Chapters Coverage Models Core Coverage Extended Coverage 3

Global breakdown Core – 1:1 Chapter support Sweden Netherlands Finland Italy Germany Brazil India West France Spain UK Extended – Regionally supported (those not already in 1:1 list) LatAm (other) India, North (combine W?) South Pacific Asia Eastern Europe Middle East Canada 4 Purely based on IAMCP Chapter size. Further analysis needed

5 Goals and support: Field, Corp and IAMCP HQ Core Coverage model with full support - Year 1 Chapter Support – MS Field  Evangelize IAMCP and recruit broad partners to join IAMCP through existing comms and partner outreach to increase membership of core coverage chapters by 10%  Attend 3 IAMCP chapter events per year  Coordinate 2 or more MS Exec visits to local chapters per year  Designate an IAMCP Press spokesperson and have each chapter press trained through Microsoft Press and Speaker Training resources  Provide programmatic support for all chapters to include global recruitment and awareness for IAMCP chapters  Act as global liaison to support field roles to provide guidance, learnings and sharing of best practices Years 2-3 Chapter Support – MS Corp IAMCP HQ Support Increase core coverage model with the addition of 3-5 chapters that have been indentified as emerging chapters primarily in areas with a MSFT office and secondarily in areas without but with a concentration of partners.  Develop exclusive offerings to help increase the value of joining the IAMCP and drive recruitment Extended Coverage model with modified support - Year 1 Years 2-3  Evangelize IAMCP and recruit broad partners to join IAMCP through existing comms and partner outreach to increase membership of core coverage chapters by 5%  Virtually present at 3 IAMCP chapter meetings per year  Attend in-person at least 1 IAMCP local chapter meeting per quarter  Coordinate 1 or more MS Exec visits to local chapters per year  Designate an IAMCP Press spokesperson and have each region press-trained through Microsoft Press and Speaker Training resources  Provide programmatic support for all regions to include national recruitment and awareness for IAMCP chapters  Lead Regional IAMCP MS v-teams Chapter Support – MS Field Chapter Support – MS Corp IAMCP HQ Support  Enlist leadership and supplement funding for chapter development in struggling or developing chapters  Develop exclusive offerings to help increase the value of joining the IAMCP and drive recruitment Develop and grow a minimum of 1 chapter per region,  Help start new chapters and act as local resource to guide new chapters to connect with MSFT and HQ  Discover chapter needs through web surveys annually  Host annual regional virtual meeting (or in person)  Share MS priorities with chapters  Provide guidance to local Chapters to use  Facilitate P2P and regional Inter- Chapter communication  Liaise with HQ and Microsoft Corp to contribute to feedback on chapter needs around membership growth & development IAMCP Regional Lead Support

Next steps/Asks Next steps: MS Corp host to assign appropriate field roles in charge of IAMCP relationship in Chapters and with Regions Approve Core and Extended Coverage models Discuss how to incorporate into scorecards Define Contacts (see next slide) Launch no later than Q2 FY11 Asks Field Communication and tie to FY11 existing goals (Define how IAMCP helps deliver their existing goals) In FY12, further define the scorecard to include IAMCP relationship specifically in the scorecard 6

Connect Contacts IAMCP-to-Microsoft 7 WORK IN PROGRESS