Microsoft Small Business Specialist Community Mira Perry Partner Development Manager Small Business Marketing Group Microsoft Canada Co.

Microsoft Confidential 2 Microsoft Partner Program 2006 Is All About...  Partner Points Easier to Track  Ability To Earn And Aggregate Across Locations  Sales Credit  Points For Customer Satisfaction  Aligns To Your Business Cycle  Directly Impacts Your Bottom Line  New Offerings To Create Demand & Market Share  Streamlined Re-Enrollment & Account Management Embrace & Differentiate Recognize Your SuccessImprovements To Value  Four New Competencies  Specializations  Small Business Specialist  Multi-site Organization Structure Flexibility  Embracing all partner types  Making it easier to differentiate your business  Recognizing more of your success  Delivering more value in meaningful ways  Simplifying how you do business with Microsoft

Microsoft Confidential 3 Benefits Deliver Program Value  Today there are potentially over 140 program benefits  Partners receive benefits based on their:  Program level  Program participation (for example, earn a competency and receive incremental competency benefits)  Benefits are cumulative as a partner moves to higher program levels  Benefits support all stages of the business cycle

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Microsoft Confidential 5 Win in the $6.97B Canadian Small Business IT Market  Top Canadian Small Business Priorities:  73% agree increasing productivity is important to their business  82% Agree adopting technology is key to increasing productivity and competitiveness  64% plan to upgrade software increase to productivity and efficiency  Biggest Barriers are Cost (62%) and Time (41%)  Many need assistance to use or implement technology  Quebec and British Colombia business owners believe increasing productivity is a small business and mid market concern– not just big business  Ontario business owners are most interested in developing new processes to better manage customers and sales leads  88% Alberta business owners believe adopting technology is the key to increasing productivity and competitiveness Source : IPSOS Reid October 2005

Microsoft Confidential 6 What Does This Mean? 1. Hot For Tech: Professional Business Services, FIRE, Wholesale & Manufacturing 2. Value the Basics Wireless, Security, Disaster Recovery 3. Understand value of select solutions eg. CRM 4. Constrained by TIME Need YOU to proactively research and recommend solutions 5. Some know how to find you… Financial Services, Not-for-Profits, Construction 6. Many do not… Consider Professional Business Services, Insurance, Real Estate, Wholesale & Manufacturing 7. Most want to do business with you rather than large PC manufacturers or retail

Microsoft Confidential 7 How well equipped do you feel you are today to advise your clients on Microsoft products? Denmark Pilot Partners: Better Connection to Microsoft 8% 11% 12% 30% 61% 66% 55% 29% 22% 7% 0% 25% 50% 75% 100% BaselineSurvey no. 2Survey no. 3 Very poorly equipped Poorly equipped Reasonably well equipped Well equipped Very well equipped 78% 38%

Microsoft Confidential 8 Grow Your Software Revenue IF SALES INCREASED: HOW MUCH IN AVERAGE? 38% 20% 18% 0%25%50%75%100% Small Business Server 2003 Windows XP Professional Total Microsoft Product sales Office 2003

Microsoft Confidential 9 40 % of SBSC Members Grew Their Software 40% of SBSC Denmark Pilot partners increased their revenue  21% increased 1-9%  37% increased 10-19%  18% increased 20-29%  7% increased 30-49%  6% increased %  1% increased more than 100%  10% do not know IF INCREASE IN TOTAL SALES: Where does the increase in sales come from? 63% 37% 0% 25% 50% 75% 100% More-sales to new customers More-sales to existing customers Plus, services opportunities represent even more revenue!

Microsoft Confidential 10 Join the Microsoft Small Business Specialist Community 1. Join the Microsoft Partner Program:  Certified Partner or  MSPP Registered Partner with  Microsoft Action Pack Subscription (MAPS) or  Empower ISV member 2. Complete the FREE, online Small Business Sales & Marketing Skills Assessment 3. Complete One of 2 Technical Exams:  Microsoft Exam —Preinstalling Microsoft Products Using the OEM Preinstallation Kit Microsoft Exam  Microsoft Exam —Designing, Deploying, and Managing a Network Solution for Small and Medium-Sized Business Microsoft Exam

Microsoft Confidential 11 SBSC World Wide Benefits Provide better service  Telephone-based pre-sales technical support Differentiate your company  Small Business Specialist logo  for print and online advertising and marketing  Conveys your knowledge, expertise, and experience in serving small businesses  Small Business Specialist listing in the Microsoft Resource Directory Microsoft Resource Directory  one-stop website  enables customers to find technology partners Get more from Microsoft  Microsoft Partner Points  25 Qualifying points  5 Points for Certified Members  25 Points for Registered Members  Special Offer from Computer Associates  Get a Show and Sell Kit valued at $2000 (U.S.)  Features the new Computer Associates Business Protection Suite for Microsoft Small Business Server Premium Edition  Access to premium content and resources on the.ca/partner website,  including special training  readiness opportunities Plus…

Microsoft Confidential 12 Exclusive Canadian SBSC Technology Partner Benefits Provide better service  SBS Technical Assessment Program  $20 Company Store money exclusively to SBSC members for partner onsite assessments Differentiate your company  PR support  Competitive case studies for you to use with your customers  NEW Managed Services Offer launching soon! Get more from Microsoft  Price advantages & Rebates  Exclusive $400 SBSC Member Rebate on SBS FY06 though Tech Data (expires this week!)  $200 Sales Bonus on Office 2003 Open Value  Training subsidies  Discounted Exam Voucher  Discounted exam- prep training  Second Shot FREE exam offer

Microsoft Confidential 13 Partner Finder -- Connecting SB Customers to SBSC Partners

Microsoft Confidential 14 Give more value to your customers: Small Business + “ Small Business Partners can now effectively target more customers with this tool and be able to provide in a fast and cost effective way some great resources, ready to use and expedite on their own sales cycle.” John Payes, IAMCP

Microsoft Confidential 15 Communication for Partners and Customers  Microsoft is educating customers about the Small Business Specialist Community  Office online site  Advertising landing pages  Customer facing Direct Mail with SBSC messaging  Press Coverage to date  Globe and Mail  Toronto Star  CDN  CRN Canada  Metro  Globetechnology.com  Globeandmail.com  Torontostar.com  eChannelline.com  ConnectIT.com  Total impressions: 1.5M+  You can promote your company  press releases  on your website  in communications to your customers

Microsoft Confidential 16 All you need to know Microsoft Small Business Specialist Community 3½ Steps to SBSC Designation and Loads of Benefits Microsoft Small Business + FREE resources for you and your customers

Microsoft Confidential 17 © 2005 Microsoft Corporation. All rights reserved. This presentation is for informational purposes only. Microsoft makes no warranties, express or implied, in this summary.