Business Productivity Infrastructure Optimization Campaign 1 Day 1: Business Productivity Infrastructure Optimization (BPIO) campaign We will introduce partners to the concepts of BPIO. They will understand the Current market and the opportunities in the market. Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion. TimeModuleDescription 8:00 a.m. – 9:00 a.m.Breakfast and networking 9:00 a.m. – 9:30 a.m.1 - Introduction Overview of the workshop providing guidelines and agenda of the program 9:30 a.m. – 10:00 a.m.2 - Market Overview & Partner Opportunity Overview of the current market and partner opportunities within the market 10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign 11:00 a.m. – 12:00 p.m.4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 12:00 p.m. – 1:00 p.m. Lunch Break 1:00 p.m. – 2:00 p.m.4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging with Microsoft Overview of the CES methodology as well as resources for engaging with Microsoft 3:30 p.m. – 4:30 p.m.6 - Microsoft Enterprise Search Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign Agenda: BPIO Partner Sales Readiness Workshop

Business Productivity Infrastructure Optimization The BPIO Campaign for Microsoft Office 2007 Module 1 – Course Introduction

Business Productivity Infrastructure Optimization Campaign 3 3 Welcome Welcome (IW BG Lead) Introductions Programs and Offers Campaign Timing Opportunities for Information Worker Solutions Importance of Local Partners

Business Productivity Infrastructure Optimization Campaign 4 4 BPIO Course Logistics Facilities Overview Breaks and Lunches Course Notes and Handouts Course Instructors Karl Sand Attendee Introductions

Business Productivity Infrastructure Optimization Campaign 5 Course Objectives and Agenda

Business Productivity Infrastructure Optimization Campaign 6 The Business Productivity Infrastructure Optimization Course What this course is Designed to empower sales and pre-sales technical roles to conduct meaningful conversations with customers drive revenue and beat the competition deals Training on 2007 Microsoft® Office system as a powerful business productivity infrastructure platform A complete alignment between: Microsoft Solution Selling Process Technical capability (BPIO) Customer Engagement Solutions tools Fast paced and experiential with a strong emphasis on interactive group activities What this course is not Not an in-depth technical review of the 2007 Microsoft Office system

Business Productivity Infrastructure Optimization Campaign 7 7 BPIO Course Agenda Day 1 – Business Productivity Infrastructure Optimization (BPIO) Campaign Module 1 – Course Introduction (0.5 hour) Module 2 – Market Overview and Partner Opportunities (1 hour) Module 3 – Microsoft Business Decision Maker (BDM) Campaign (1 hour) Module 4 – BPIO Campaign and Business Productivity Infrastructure Analyzer Tool (2 hours) Module 5 – Customer Engagement Solutions (CES) Methodology and Co-Engaging with Microsoft (1.5 hours) Module 6 – Microsoft Enterprise Search (1 hour) Day 2 – Unified Communication and Collaboration (UCC) Module 7 – The UCC Opportunity (0.5 hour) Module 8 – What’s new in 2007 (0.75 hour) Module 9 – Business Case: Sales Proposals (0.5 hour) Module 10 – BPIO Model for UCC (1 hour) Module 11 – Partner Opportunities (0.5 hour) Module 12 – Workshop

Business Productivity Infrastructure Optimization Campaign 8 BPIO Course Agenda Day 3 – Enterprise Content Management (ECM) Module 13 – The ECM Opportunity (0.5 hour) Module 14 – What’s new in 2007 (0.75 hour) Module 15 – Business Case: Electronic Records Management (0.5 hour) Module 16 – BPIO Model for ECM (1 hour) Module 17 – Partner Opportunities (0.5 hour) Module 18 – Workshop Day 4 – Business Intelligence (BI) Module 19 – The BI Opportunity (0.5 hour) Module 20 – What’s new in 2007 (0.75 hour) Module 21 – Business Case: Sales and Marketing ROI Analytics (0.5 hour) Module 22 – BPIO Model for BI (1 hour) Module 23 – Partner Opportunities (0.5 hour)

Business Productivity Infrastructure Optimization Campaign 9 Don't Forget Your People Video Business Productivity Infrastructure Optimization Campaign

10 Microsoft Is Understanding And Delivering On Customer Needs These challenges are continuous and not a one-time problem Microsoft is developing Customer Engagement Solutions (CES) for consistency Scale and success hinges on approach Methodology Alignment BDM selling is impossible without business and process knowledge Business Context Knowledge Technology Depth and Integration Field technical roles are isolated and ongoing integration guidance and best practices are needed Methodology Alignment Business Context Knowledge Solution Selling and Delivery Microsoft is developing Customer Engagement Solutions (CES) for consistency Scale and success hinges on approach BDM selling is impossible without business and process knowledge

Business Productivity Infrastructure Optimization Campaign 11 Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery TDM IO Campaigns: BPIO Customer Engagement Solutions (CES) BDM Customer Campaigns Microsoft’s Support For Customer-Centric Solution Selling

Business Productivity Infrastructure Optimization Campaign 12 Industry Marketing Marketing To The Enterprise Microsoft customer campaigns FY ’07 Perception Campaigns ITDM BDM / ITDM Customer Campaigns Business Value: Growth-Driven Optimize and Secure your Core InfrastructureOptimize your Business Productivity Infrastructure Optimize your Application Platform Infrastructure Build Customer Connections Enable Your Mobile Workforce Improve Compliance Drive Business Performance Drive Real World Business Processes People_Ready Business Message Executive Engagement Business Value: Cost-Driven Infrastructure Optimization Find, Use, Share Information

Business Productivity Infrastructure Optimization Campaign 13 People Drive Business Success Amplify their impact and you create greater success

Business Productivity Infrastructure Optimization Campaign 14 Selling to BDM Driving Real World Business Processes Find, Use and Share Information Enable Your Mobile Workforce Build Customer Connections Drive Business Performance Business Productivity Infrastructure Application Platform Infrastructure Secure Your Core Infrastructure Selling to IT FY ’07 Customer Campaigns

Business Productivity Infrastructure Optimization Campaign 15 Microsoft’s Support For Customer-Centric Solution Selling Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery TDM IO Campaigns: BPIO Customer Engagement Solutions (CES) BDM Customer Campaigns

Business Productivity Infrastructure Optimization Campaign 16 Build Customer Connection Drive profitable relationship by simplifying how people work Unrealized Value from CRM Investments Complexity of Working Across Boundaries Access to Customer Information Customer Pain Unlock the Value of Existing Investments Simplify How Customer Facing Professionals Work Together Increase CRM Adoption and Use Microsoft Value Solution Selling and Delivery Business Context Knowledge

Business Productivity Infrastructure Optimization Campaign 17 Drive Business Performance Enabling all decision makers to improve planning, achieve better alignment and more effective decision making Analyze Plan Monitor Enable people to manage performance Deriving Insight from Information Difficult to gather info stored in multiple places Customer Pain Integrated into everyday tools Simplify Analytics, Reporting Easier to collect info thru SharePoint Microsoft Value Report Forecast Solution Selling and Delivery Business Context Knowledge

Business Productivity Infrastructure Optimization Campaign 18 Microsoft’s Support For Customer-Centric Solution Selling Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery TDM IO Campaigns: BPIO Customer Engagement Solutions (CES) BDM Customer Campaigns

Business Productivity Infrastructure Optimization Campaign 19 Business Productivity Infrastructure Streamline the way people do business with 2007 Microsoft Office system Unified Communications and Collaboration Business Intelligence Enterprise Content Management WorkflowSearch Business Data Catalog Extensible UI Open XML File Formats Website and Security Framework Secure, Well-Managed Infrastructure Solution Selling and Delivery Technology Depth and Integration

Business Productivity Infrastructure Optimization Campaign 20 Business Productivity Infrastructure Business Productivity Infrastructure Optimization Model Solution Selling and Delivery Technology Depth and Integration Identify where you want to be Reporting and Analysis Performance Management Data Warehousing Collaborative Workspaces and Portals Messaging Presence Web Conferencing Unified Communication and Collaboration Business Intelligence Enterprise Content Management Document and Records Management Web Content Management Forms Management Search Identify where you are

Business Productivity Infrastructure Optimization Campaign 21 Microsoft’s Support For Customer Centric Solution Selling Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery TDM IO Campaigns: BPIO Customer Engagement Solutions (CES) BDM Customer Campaigns

Business Productivity Infrastructure Optimization Campaign 22 Microsoft Field Execution Model And Partner Role Account Planning: Account Discovery and Profiling based on Information Worker maturity model AM, ATS, TAM, ESC, SSP-IW, SSP- AppPlat Subsidiary Marketing Opportunity Management ProspectQualifyDevelopSolutionProofClose Proof of Concept Architecture Design Session Solution Briefing Solution Development AM, ATS, SSP-IW STU-SSP Partners STU-TSP Partners SSP-IW Partners Sales Marketing Profile Gap Analysi s Growth Strategy Awareness Demand Generation Partner Solution Selling and Delivery Methodology Alignment

Business Productivity Infrastructure Optimization Campaign 23 Microsoft’s Support For Customer-Centric Solution Selling Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery TDM IO Campaigns: BPIO Customer Engagement Solutions (CES) BDM Customer Campaigns Day 1 Day 2, 3, and 4

Business Productivity Infrastructure Optimization Campaign 24 Gartner Spotlight On The 2007 Microsoft Office system “Office 2007 promises to be the most significant new version of Microsoft Office in ten years and may be the most significant version ever.” “Before considering other vendors, evaluate the entire 2007 Office system architecture.” – Mike Silver, “Major Changes in Office Require Major Decisions” Spotlight Report

Business Productivity Infrastructure Optimization Campaign 25 Gartner Spotlight On The 2007 Microsoft Office system – Mike Silver, “Major Changes in Office Require Major Decisions” Spotlight Report On Search: “Microsoft has advantages over IBM, Oracle and specialists in information access technology, including Google.” “We believe the broad deployment of UCC services is inevitable and given its user orientation and vast installed base, Microsoft has an opportunity to lead the UCC market.” “[Microsoft] has the potential to significantly change the BI platform market landscape.”

Business Productivity Infrastructure Optimization Campaign 26

Business Productivity Infrastructure Optimization Campaign 27