Agenda: BPIO Partner Sales Readiness Workshop Day 3: Topic: Enterprise Content management (ECM) Partners will understand Microsoft Office system’s Enterprise Content Management (ECM) capabilities and sub-capabilities. Education will be layered against the CES methodology. Partners will also understand the competitive landscape and how to effectively communicate the Microsoft ECM value proposition to win the engagement. Time Module Description 8:00 a.m. – 8:30 a.m. Breakfast and networking 8:30 a.m. – 9:00 a.m. 13 – ECM Opportunity The Microsoft vision for ECM and the possible solutions in ECM (OSSD, Case Studies, Personal Experience) 9:00 a.m. – 9:45 a.m. 14 – What’s New in 2007 The new/better features and capabilities of ECM in 2007 and the competitive differentiators of ECM in 2007. 9:45 a.m. – 10:15 a.m. 15 – Scenario-Based Demo and Business Case 10:15 a.m. – 10:30 a.m. Break 10:30 a.m. – 11:30 a.m. 16 – BPIO Model in ECM Standardized to Rationalized view for each sub-capability with screen shots of the sub-capabilities under each BPIO view for ECM. 11:30 a.m. – 12:00 p.m. 17 – Partner Opportunities The solution and services opportunities for ECM, guidance on how to build a practice, where to find/drive opportunities (OSSD, MSPP) and a list of current OSSD scenarios available. 12:00 p.m. – 1:00 p.m. Lunch Break 1:00 p.m. – 4:30 p.m. 18 – Hands-on Learning (ECM Business Case) Class walks through business case for ECM and applies CES methodology (Solution Briefing and Architecture Design Session) to the business case Slide Objective: Partner Opportunities Target Module Duration: 30 minutes Talking Points/Notes: This is Module 17 in Day 3 of the BPIO Partner Sales Readiness Workshop

Slide Objective: This welcome deck is designed to be used when all the modules will be presented sequentially, not as individual modules. Each module’s PowerPoint deck also has its own agenda and learning objectives so they can be presented individually when appropriate. Talking Points/Notes: Welcome participants to the module and go over any logistics related to the training. As the facilitator, introduce yourself and share your background to establish credibility with the audience. Time permitting, have participants introduce themselves and their organizations.

Module 17 – Learning Objectives ECM partner opportunities Services and solution opportunities Market overview Solution showcase directory at Microsoft Slide Objective: The learner will understand the format and purpose of this module. Talking Points/Notes: Review the topics that will be covered in this module

ECM Partner Opportunity Business Productivity Infrastructure Optimization Campaign

ECM Is The Solution… But Challenges Remain Implementations are constrained to specialized departments User adoption is low IT deployment/maintenance costs are high Slide Objective: Review of specific customer challenges. Talking Points/Notes: In order to address these critical challenges caused by unmanaged content, businesses are increasingly turning to Enterprise Content Management (ECM) solutions to help them get control over this content so they can improve efficiency of business processes, better leverage organizational knowledge, reduce legal risk and manage communications thru multiple channels. However, significant challenges remain with today’s ECM solutions. These solutions tend to be implemented in departmental silos and used by a small number of people performing specific line of business functions. The larger group of information workers doesn’t benefit from these solutions. For the few cases where an organization is able to roll ECM to the entire organization, the user adoption is low because people are usually required to adopt a new way of working and this causes resistance. ECM solutions tend to be expensive to deploy and maintain which is typically the result of a poorly integrated architecture that increases IT maintenance and training costs. and with the high costs and adoption issues, these solutions take a long time to show any return on investment Return on investment takes a long time 5

Examples Of ECM In Action Wiki’s and Blogs to capture and share ideas Search for knowledge experts Version control of whitepapers, publications Workflow and forms to standardize expense reporting, and purchasing Business scorecards to analyze performance Cross-firewall workspaces to share information with customers Mobile access to workspaces and corporate data Slide Objective: To provide the learner with examples of ECM in action Talking Points/Notes: Talk to the slide; provide story around or examples © 2006 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.

ECM Opportunities For Partners Document Management Taxonomy management Document assembly Content viewers Digital Asset Management Federated Policy Management Compliance solutions/Certifications E-mail archiving Integration services Migration services Custom biz solutions Information architecture Records Management Web Content Management Format conversions Language translations Accessibility compliance templates Slide Objective: Review the opportunities for Microsoft Partners. Talking Points/Notes: Document Management Taxonomy Management Document Assembly Content viewers There is a lot of opportunity in document assembly Lots of stuff is driven with regulation For Microsoft, all of these are enabled by the MS platform For your customer the return on investment story is much better – if you have the CAL licenses, why not use all these things? Understanding these from a business perspective is important and where you will need to invest in the people that have these skills Records Management Federated Policy Management Compliance solutions/Certifications E-mail archiving Web Content Management Format conversions Language translations Accessibility compliance templates Imaging Image Capture Vertical Solutions (workflow) ERP integration (e.g. SAP) Imaging Image Capture Vertical Solutions (workflow) ERP integration (e.g. SAP) 7 7

Enterprise Content Management Document and records management Business Analysis Technical Architecture Configuration and Customization Deployment Identification of knowledge assets, content organization and taxonomy, their usage and related policy and compliance requirements. Develop Business Case Process design for records, policy definitions, content type descriptions Design workflow, define content types, create metadata specifications, define policy Microsoft Office SharePoint Server Sites, Document Libraries and Lists, and Windows SharePoint Services 3.0 Microsoft Office SharePoint Server 2007 Windows SharePoint Services 3.0 Microsoft Exchange Server Windows Workflow Foundation Microsoft SharePoint Designer 2007 Business Data Catalog Plan Design Implement 8

Enterprise Content Management Web content management Business Analysis Technical Architecture Configuration and Customization Deployment Business processes for content authoring and publishing Process design and workflow specification for web content Workflow design, web hosting and content transfer mechanisms Microsoft Office SharePoint Server Sites, Document Libraries and Lists Microsoft Office SharePoint Server 2007 Internet Information Services (IIS) Windows Workflow Foundation Website and Security Framework Plan Design Implement 9

Enterprise Content Management Forms Business Analysis Technical Architecture Configuration and Customization Deployment Transaction sources, impact and flow along with assessment of process automation needs Data entities, elements and attributes; information flow Data dictionary, data flow and storage Microsoft Office InfoPath, Visual Studio Tools for Office Microsoft Office SharePoint Server 2007 Windows SharePoint Services 3.0 Forms Server SQL Server 2005 .NET Web Services Database design, development, and administration Plan Design Implement 10

Enterprise Content Management Search Business Analysis Technical Architecture Configuration and Customization Deployment Develop business cases for Search Search scopes, classification and grouping Scope definition, crawler specifications Microsoft Office SharePoint Server 2007 Plan Design Implement 11

Market Momentum = Partner Opportunity 4/17/2017 5:02 AM Market Momentum = Partner Opportunity 400 million+ Microsoft Office customers 75 million+ licenses for SPS 2003 and 10,000+ customers 440% growth since 2003 launch Gartner Portal Leaders Quadrant #1 Portal Vendor Forrester April 2005 Ever-growing number of books, communities, etc Slide Objective: The learner will understand the market momentum & partner opportunity. Notes: © 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.

Where to Find Partner Opportunities Business Productivity Infrastructure Optimization Campaign 13

Office Solution Showcase Directory Enterprise content management solution scenarios Creating winning sales proposals 21 CFR 11 Collaborative product development Electronic records management IT governance Legal discovery Sarbanes-Oxley Treasury and cash management Objective: The learner will understand OSSD. Talking Points/Notes: There is quite a lot of information – VPCs (you can customer) This is the main place where the Microsoft field goes to find Partners who have specialized experiences (repeatable solution). As long as you have a framework which you can follow, you should showcase. They look for a vertical focus. This can give you great exposure and marketing of your solution globally It is also being tied into competencies – so if you have one, they will assume you can do other things as well. Iwsolutions.com – place where you can put your experiences http://www.microsoft.com/office/showcase/default.mspx 14

Participate In The Solution Drive Customer and Microsoft field facing materials in OSSD Partner Solutions BDM and TDM decks Flash demos White papers Case studies Partner call-to-action Submit your solution! http://microsoft.com/office/solutiondrive 15

Summary Enterprise Content Management gives partners opportunities to build solutions and services packages around Document management Forms integration (and workflow) Web content management Digital asset management Records management Enterprise search Office Solution Showcase Directory Partner solutions are showcased in the OSSD http://www.microsoft.com/office/showcase/default.mspx Field and customers can access OSSD to find solutions and partners (www.iwsolve.com) 08 ECM Scenarios already exist for Office 2007 Slide Objective: To review the key points learned in this module Talking Points/Notes: Recap the summaries of key learning points from this module 16 16

ECM Resources The learner will be able to access tools and resources to help them get started with prospecting and qualifying new business Preparing for Competitive Selling Opportunities – Foundation Level – English https://training.partner.microsoft.com/plc/confirmation.aspx? publisher=3&courseid=1456 ECM - A Microsoft White Paper http://www.microsoft.com/office/preview/ecmwhitepaper.mspx Microsoft Office system Solutions Directory http://www.iwsolve.com/ The Solution Showcase for Microsoft Office system http://partner.microsoft.com/iwshowcase/ http://www.microsoft.com/office/showcase/ Slide Objective: Provide participants with relevant resources to help further their learning Talking Points/Notes: None (self-explanatory)

Slide Objective: Answer any questions regarding material learned in this module Talking Points/Notes: Ask participants whether they have any questions before you get started on the next module.

© 2006 Microsoft Corporation. All rights reserved © 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.