Partnering with Microsoft in the Communications Sector Gil Pettegrew Senior Partner Development Manager Microsoft Corporation, Communications Sector

Agenda Review of Microsoft Strategy in Comm- Sector The Service Network Microsoft Products, Solutions, and Services The Partner Eco-System Engaging with Microsoft Engaging with Customers (as partners!) Introducing: The Communications Sector Partner Network Program Overview & Benefits Call to Action

Robbie Bach President Microsoft Entertainment & Devices Division Mission : Focus the company’s efforts in entertainment and related devices and services Communications Sector within Microsoft Kevin Johnson Co-president Jim Allchin Co-president Microsoft Platform Products & Services Division Mission : Develop the software platform and software services delivered over the internet Microsoft Business Division Mission: Develop software and services for the workplace Jeff Raikes President · Windows Client · Windows Server · SQL Server · BizTalk Server · Exchange · Visual Studio · MSDN · MSN · Hotmail · Games · Windows Embedded · Connected Services Framework · Office · Publisher · Visio · Project · Live Communications Server · Office Live Meeting · Microsoft TV · Windows Mobile · Xbox

Microsoft Vision: The Service Network Network Control Service Control IP Network Service Network Service Delivery Platforms BSS OSS IP Multimedia Subsystem (IMS) IT Infrastructure

Microsoft Products, Solutions and Services Network Control Service Control IP Network Service Network Microsoft Connected Services Framework BSS OSS Partners IT Infrastructure VoIP Services Voice Video MSTV Xbox Live Office Live Meeting Live Communications Server Hosted Messaging & Collaboration Data.NET Framework and Windows Server System Sell-to,... Sell-with,...

Sample Partner Opportunity Diagram (CSF) Security and Management Services Systems Integration Define standards interfaces (e.g. ParlayX, SBE, TMF) ISVs / NEPs / SIs Create pre-packaged solutions / applications Device And Application Management Web Service Interfaces to Telecom Platforms Content And Application Delivery

Service Network Partner Ecosystem Industry Partners: ISVsNEPsSIs M&E ISVs Customers: Service Providers Outsourcers Content Owners Hosting Providers Operators Solutions Field Sales Services Goals: To facilitate Communication within and between the groups To build relationships: Partner to Partner Partner to Microsoft Partner to Customer (as partner) Access to information and training on CS solutions

Network Equipment Providers Goal: Accelerate Communication Sector product market awareness through NEP partner adoption Key NEP Focal Points Web Service Enable Telecom Infrastructure Create Applications / Solutions utilizing CSF / CCF / HMC Leverage MS and NEP partner development ecosystems Perform Systems Integration not to exclusion of other SIs... Become a channel to market for MSFT solutions Benefits to NEP & Partner Community Sell, Service & Support “Microsoft platformed” solutions Increased Solutions Sales to Telcos & Enterprises SI revenue opportunities Expand own partner eco-system NEPs

System Integrators Goal: To promote and provide experienced Implementation & Integration and Value-add services to customer/partners Ability to ‘Service Enable’ Legacy Environments Key Focal Points for SI: Base integration and deployment services Value-add services and demand generation Telecommunications Experience Legacy Infrastructure & Applications Interest in developing CS Solutions competencies Service Enablement Solutions Microsoft Platform Benefits to SIs & Partner Community To provide the final delivery of final end-to-end solution that leverages the entire portfolio of products and services Drive Demand of same To provide on-going support SIs

ISV Portfolio Requirements ‘Enablement’ ISVs Service Network ISVs ($$$) Network Control Access Network OSS/BSS Applications Content VoIP FMC/UMA Wireless Networking Equipment RFID Customer Care Network Performance Management Network Fault Management Network Configuration Management Network Accounting Management Billing & Payment TV/Audio/ Video Games/ Entertainment IMS Push to Talk Location- Aware Svc Vertical LOB (CRM/BI/ERP/SCM) Advertising Search & Messaging Short-range Wireless Service Control Content Management: Transcoding Content Management: DRM Content Management: Digital Asset Management Security: Remote Access Control Security: Certify & Access Management Device Management ISVs Goals Complete Solution Drive Revenue Focal Points Two sub- sets of ISVs OPT: MSFT platform Benefits

Media and Entertainment ISVs M&EISV Goal: Adoption of Microsoft platform to deliver value through M&E ISV channel. Key Focal Points for M&E ISVs Web service enable M&E production and post production Leverage MSFT platform to accelerate move from analog to digital content Provide key applications and to complete end- to-end solutions (DAM, DRM, etc.) Become channel to market for MSFT solutions (CSF, CCF, etc.) Benefits to M&E ISVs & Partner Community Quick and cost-effective delivery of all content and related services to customers Create sales opportunities for incremental sales and services to enterprise customers in M&E

Communications Sector Partner Network Start with Established Microsoft Partner Services: MSPP MSDN Premier Support Portal Access Readiness Events Webinars Training Community & Development Profiles News and Announcements Request Field/Mktg/Soln. Support

CS Partner Portal The focal point of CS partner interaction Industry Partners CS Partner Portal External View Internal View Partner requests to Field Partner requests to CS solution teams Content for partner catalog Routing of requests Tracking and reporting Input: Registration Profile Publish catalog data Information requests Key contacts SI ISV NEP Network operator Hoster Media company Customers Output Links to: MSPP MSDN CS Solution sites Training

Publish Profile To Portal Portal Participation Process MSPP? Attend Developer Training Test/Validate Solution Complete NDA Solution On MSFT Platform? WES Now? Interest In WES? Interest In WES? No Yes Partner Presented No Yes No Yes

Partner Readiness Roadmap Web Casts Web Casts12* I1st Wednesday) CS Partners AllAwarenessKnowledgeDisseminate Portal Posting Solution Solution Days Days62NA2EMEA2APJ CS Partners All Business & Technical Competency Selling & Integration AutonomyCompetent Portal Posting + from PDM Developer Developer Training Training4 April FY07 Q1:August Q2:Nov Q2:Nov Q3:Jan Q4:April CS Partners AllDeveloper Level Competency DeploymentAutonomy Deep Expertise with great Facility Portal Posting + from PDM Type TierOutcome Abilities Communication Freq.Audience Depth Web CastsAwareness Solution DaysCompetency Developer Training Autonomy Depth ISV Application Compatibility Resource Purpose + +

Additional Resources on the Way Partner Program GuidePartner Program Guide Monthly internal/external newslettersMonthly internal/external newsletters Monthly internal/external webinarsMonthly internal/external webinars Portal updatesPortal updates Additional profile and resourcesAdditional profile and resources Access to productAccess to product Additional Readiness Events and Training (as available)Additional Readiness Events and Training (as available) Internal/external FAQ’sInternal/external FAQ’s Partner collateral (as available/necessary)Partner collateral (as available/necessary) Data sheetsData sheets Solution catalogueSolution catalogue White papersWhite papers Case StudiesCase Studies PRPR Sandbox Development Community (Pending!)

SIs / ISVs Licensing Program for CSF 3.0 SI / ISV is developing and reselling an integrated CSF 3.0 software solution Use Microsoft ISV Licensing Program Provides SIs / ISVs the right to integrate Connected Services Framework into their value-added business solutions Encourages sales of the “unified” solution End-customers can use CSF as long as they have the rights to the ISV’s unified solutions No warranty or support provided under the ISV agreement ISVs provide end user support of the unified solution Embedded Upgrade Maintenance (EM) – Software Assurance program for ISVs - available to end users SI / ISV is developing and providing CSF 3.0 consulting services MSDN Subscription, provides full version, albeit throttled to 5 sessions CS Partner Portal exposure

Call To Action: Next Steps Visit Communications Sector Partner Network: tners.mspx tners.mspx Communications Sector Partner Network Portal: Pick up a copy of the Communications Sector Partner Reference Guide

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