Understanding the APIO Business Opportunity for Partners Gavin King APIO Lead Microsoft UK

FY05 GTMS Desktop Deployment Initiative FY06 GTMS Infrastructure Optimization Initiative Evolve to Customer Campaigns: Six campaigns target business decision makers and focus on driving business growth. Three campaigns target IT decision makers and focus on reducing cost and infrastructure complexity and risk through infrastructure optimization Core Infrastructure Core Infrastructure Business Productivity Infrastructure Business Productivity Infrastructure Application Platform Infrastructure Application Platform Infrastructure FY07 People Ready Business and Customer Campaigns 3 Build Customer Connections ImproveCompliance Drive Business Performance DriveBusinessPerformance Drive Real World Business Processed Find, Use and Share Information Enable Your Mobile workforce Learnings Learnings Evolution Of Microsoft’s Business Imperatives

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 Provides Customer a way to bridge gap between Business and IT Allows ATU have the same conversation with Business, IT and Purchasing Core Infrastructure Business Productivity App Platform Provides Partners with a common way to be in synch with Microsoft and the customer agenda

What Is Infrastructure Optimization? 4 Stage model to describe levels of infrastructure maturity (Basic to Dynamic) across infrastructure Core model based on industry analyst efforts, MIT CISR, and Microsoft experience Highly successful with Enterprise customers over the last year In pilot with mid-market customers and partners Model being extended to encompass Business Productivity and Application platform infrastructure Model consists of Capability descriptions across the continuum (technology agnostic) Includes people, process and technology Key benefits of model Helps customers solve the 70/30 problem (i.e., manage complexity, achieve agility)  Drives lower TCO for IT Infrastructure Helps center the customer conversation on a blueprint for infrastructure success and realize the value of the IT investments Maps the technology roadmap to the customer’s needs Increases security and lowers risk Helps drive the Infrastructure as a strategic asset It’s the Microsoft glue for our People Ready Business message and Microsoft products

Scale Capacity Expertise Why Partners? MSPP Competencies Core Infrastructure Information Work Solutions Networking and Advanced Infrastructure Security Solutions Business Productivity Infrastructure Information Work Solutions Networking and Advanced Infrastructure Data Management Solutions Application Platform Infrastructure Custom Development Solutions Business Process and Integration Data Management Solutions ISV Solutions Work with your Microsoft Partner Account Manager! 1.Become a top IO Partner – align your business and sales with IO Identify your MSPP Gold/Certified Partner competency by model Document your Partner solution offering by capability, by model Utilise partner readiness opportunities 2.Execute Partner Solution Plans with your Microsoft rep 3.Work with your Microsoft rep to engage on IO opportunities and Microsoft Program offers 4.Develop your own infrastructure optimization pipeline for your customers!

More easily connect Heterogeneous systems Create adaptable solutions built for change Cohesive technologies that span the IT Lifecycle Increase productivity for individuals, teams and organizations Improve resource allocation, prioritization and risk management Speed time-to-market with higher predictability Thousands of ISV solutions and partners supporting the platform Enterprise scalability and industry-leading TCO Widely adopted tools and technologies Microsoft’s Focus Areas

Application Platform Capabilities

Brittle, unconnected applications and platforms Standards-based, flexible business applications Adaptive application platform driving core applications and business processes Fully service- oriented, dynamic application platform Cost Center More Efficient Cost Center Business Enabler Strategic Asset The APIO journey will increase agility and visibility throughout the IT lifecycle Enabling IT to Advance the Business through IT innovation How Do You Get There? Application Platform Infrastructure Optimization Model

Move from adhoc development on legacy systems to modern, team development and management throughout the SDLC Move from managing disparate data silos to a scalable, integrated data management platform Move from disconnected applications and services to SOA and adaptive business processes Move from data silos and manual analysis to real-time and closed loop analysis Move from no UX awareness to proactive collaboration of design and development The Right Application Platform Infrastructure

Application Platform Infrastructure Optimization Model User Experience Business Intelligence SOA and Business Process DevelopmentData Management

Designer/Developer collaboration: Expression and Visual Studio Windows Vista –.NET 3.0 (Windows FX) enables next general applications Office as a development platform – Duet and OBA Strong tools experience for Office enables managed code solutions VS support for the 2007 version of Office shipping in October Smart client, thin client and web based – AJAX, ASP.NET and “Atlas” User Experience The critical ‘last mile’ of Applications Great UX means apps are used and more usable Proven payoff: Customer loyalty and employee productivity It’s often the “last mile” – either left out, too hard to integrate or just not a priority in systems development

Improving organizations by providing business insights to all employees leading to better, faster, more relevant decisions Complete and integrated BI offering Widespread delivery of intelligence through Microsoft Office Enterprise grade and affordable Microsoft Business Intelligence Vision

Loosely coupled devices, applications, services, data…Web services and XML at the core Legacy system integration BPM allows for structured >> unstructured workflow SOA And Business Process Connected and adaptive IT

Data Management From Database to Data Platform

Drive results from accurate business info Gain greater efficiency and better resource allocation across the entire organization Enable creation of quality user experiences Empower individuals to analyze and act on information in real-time Amplify team impact and improve quality Ensure greater predictability of and visibility into the development process e-commerce technologies for building end-to-end B2C, B2B, and B2x applications RTM June 19 RTM June 19 Huge Momentum Role based tools Server collab. infrastructure CTP available now! CTP available now! Furthers role-based offerings Furthers role-based offerings Development From Tools to SDLC

So What Opportunities Does This Provide For Partners Microsoft field will be positioning solutions in MM and EPG accounts using this model Opportunity created Product Sales Solutions to move from one level of maturity to the next Your standard solutions offerings and services will also help move customers along the model

Standalone development with legacy tools and platform Disconnected and unmanaged data infrastructure Proprietary point to point integration Data silos and IT dependent reporting Snapshot of Infrastructure What to focus on… Deployment of management and monitoring Implement basic high availability Implement departmental scorecards Departmental data mart Departmental process automation Standards-based B2Bi Upgrade to.NET languages and ASP.NET/IIS Deploy Visual Studio 2005

Departmental process automation Limited reusable services Automated database management and standardized data services Development with modern tools and platform Multiple roles in SDLC Disconnected scorecards and IT dependant reporting and analysis Snapshot of Infrastructure What to focus on… Implement data standards and policies Server consolidation and competitive migration User driven, integrated reporting Centralized data warehouse Automate core, cross company business processes Institute dedicated roles in SDLC Advanced management of web platform

Snapshot of Infrastructure What to focus on… Master data management 24x7 systems management and monitoring Fully integrated and flexible data services with continuous availability Infrastructure for enterprise- wide centralized scorecards and self-service reporting Implement embedded BI applications and Business Activity Monitoring Deploy Visual Studio 2005 Team Suite to all developers Deploy MOM / IIS to manage end to end web platform Limited integration of SDLC tools Inconsistent use of methodology Extend Business Activity Monitoring Full Service Oriented Architecture Core business processes automated Some process visibility

Application Platform Infrastructure Optimization SOA and Business Process Architectural plans are app centric and reactive No reuse of web services - or use of basic XML without services approach Has architectural mindset and roadmap around services and processes (but not enterprise- wide) – and without full time staff Some methodology for some services consumed & exposed Established architecture discipline and full-time staff; use standardized packaged integration/process software Established development methodology for SOA & Services, can manage increasing numbers of Services Fully mature Enterprise-wide use of SOA and process abstraction Capable of aggregating Services and extending their use beyond its own firewall or org boundaries; Meet SLA of services (security, availability) Systems & Applications exist in islands of isolation; need for integration not prioritized or seen as too costly Mostly Point to Point EAI solutions; no enterprise-wide integration Has an enterprise architecture for integration (ESB, EAI, B2B); Use standardized packaged integration solutions; Enterprise-wide core processes integrated Fully integrated cross- enterprise processes; EAI is services based & built on industry patterns; can quickly integrate new applications & standards Little process/workflow automation outside those locked within standalone application; rely on manual workarounds for process across-applications & people Automate repetitive task (replacing manual paper); some departmental processes that span multiple applications All core biz process automated; process activities monitored; some standalone process have externalized rules Process abstraction provides dynamic versioning, control, updating, redeploying, workloads adaptability; Workflows automated and have end-to-end visibility B2B based on phone/fax, manual entry, or hard-coded workarounds Proprietary (one-off trading- partner specific or compliant) B2B integration or reliance on VAN B2B solution versatile to handle multiple standards (XML, X12, EDIFACT) and multiple trading partners integration & management B2B integrated across firewall into collaborative processes/workflows; B2B has agile capability for trading partner management and rules changes SOA and Business Process

Step 1: Discovery Infrastructure Optimization Model BasicStandardized AdvancedDynamic Infrastructure Optimization Sales Execution Process Step 2: Opportunity Identification Infrastructure Revenue potential Priorities Resource Allocation Account Strategy Step 3: Customer Briefing Consistent, relevant messaging based on account maturity Clear partner message and opportunity Illustrating Microsoft Value Customer satisfaction Step 4: Project Definition & Execution ServicesPartners Relevance Relevance Deeper Relationships Deeper Relationships Customer Satisfaction

STEP 4: ATU – Account plan agreed to with Customer MS Opportunities Field Execution Process STEP 2: ATU analyzes discovery results and identifies potential opportunities Partners or MCS …or directly to Partners or MCS STEP 1: ATS conducts discovery Relationship Management/Account Planning Internal Discussion/ Microsoft View Customer Discussion/View STEP 5: Opportunities created in Siebel and handed off to Specialists… Opportunity Management/MSSP Leverage EPG Ecosystem Partner/MCS Opportunity STEP 3: ATU reviews list of opportunities with Customer BP – SSP IW AP – SSP AP Core Infra – ATS Infrastructure Optimization Models

PTU/PAM APIO Planning Process Identify which partners align to the APIO Model (SIs, ISVs, other) Create regional partner ecosystem heat map Align APIO partner solutions to move customers through model Execute IO partner planning marketing and readiness (PSPs) Local Geo Opportunities Sales Execution & Pipeline Mgt Monthly Scorecard Review MSSP Partner Integration

What A Partner Should Do…. Identify where your customers are in the Infrastructure Optimization Model (use profiling questions) Identify highest impact options and prioritize projects by economic return Quantify individual Best Practices Perform TCO Studies or ROI analysis Build a plan that maps to the customer’s business and their IT priorities Work with Microsoft to help you get started Drive joint pipeline management for all your customers = sales growth Enablement Leverage the July 2006 Infrastructure Optimization Partner Kit Attend IO Training Sessions being held at the regional and local levels Visit for more details

Microsoft and Partners download the kit to learn more about IO Use Infrastructure Optimization as a sales tool to grow your business and optimize customers’ infrastructure Work with the Field Rep (BDM/PAM) to gain insight into IO opportunities with Microsoft 26 Introducing The Infrastructure Optimization Partner Kit - July 2006 – Available July 10th

 Understand how APIO is executing locally  Engage with your PAM!  Partner Readiness Kit  Attend local readiness days  Align your sales and marketing with APIO campaigns  Lets win opportunities together!

© 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.