Small Business Breakout Session Mary Ashe-Winton Small Business Customer & Partner Lead Microsoft Ireland

Agenda pm: Introductions & Priorities for FY pm: Overview of Windows Vista pm Overview of 2007 Office System pm: Break pm: How to sell Volume Licensing pm: Overview of Exchange 2007 & Summary pm: SBS Release pm: Wrap-up

Introduction & Priorities for FY07 Team Small Business Priorities Partner Development Program & Readiness Vista Wave SBS update Volume Licensing (covered in later session) Incentives & Promotions

Small Business Team at MS Loraine Caulfield: Inside Partner Account Manager First point of contact for issues Pipeline, business plans actions, certifications Adrienne Rutherford: Field Partner Account Manager Business plans, sales & marketing enablement, licensing support, target setting, quarterly reviews Mark Mulvany: Partner Technical Specialist Technical readiness plans, technical training, Vista/Office readiness Sinead O’Grada: Partner Communications Partner events, training schedule, all partner communications re offers/incentives Colin Cassidy: Partner Development Manager Sales readiness, partner capability Mary Ashe-Winton: Small Business & Partner Lead

Priority 1. Partner Development Program In-depth engagement Business Planning Pipeline sharing Partner Readiness Training 1:1 Sales & Licensing training 11:1 Deep technical training Hands on Labs Marketing enablement & support Certification support Certified/Gold Certified Small business specialist

The importance of Pipelines… Sales forecast is the pulse of your business Allows you to forecast & control your business Allows you to schedule resources What we’re asking from you: Visibility to your upcoming opportunities Appoint 1 person in your org to own the MS pipeline Completion of pipeline template for software opportunities over €1k Regular calls with Loraine What you get in return: Deal support, Joint field visits where necessary, access to MS specialists Licensing expertise Special deals/discounts Incentive: €500 Bonus Bonds for 1 partner Attend 100% of pipeline calls with Loraine Highest Pipeline accuracy Timeline: now-end December

Priority 2. Vista Wave Deploy Adopt Get Ready Broad Sales Training Sessions 1:1 sales training sessions Technical Hands-on-Labs

Priority 3. SBS Unit growth over last 12 months of 35% Opportunity to increase Premium Mix SBS R2 SBS User Group Technology Assessment Toolkit SBS Partner of the year award winners

The Windows Mobile Opportunity Local research shows on the move is a Top 3 issue for IT Managers WM5 is a great hook to gain new SBS customers An opportunity to revisit your installed base & improve loyalty & satisfaction Drive Services Revenue Upgrades to SBS 2003 / Exchange 2003 Configuring WM handsets & server Support Contract

Windows Mobile 5

4. Incentives & Promos Open Value Subscription Deal incentive €100 for OVS deal No.1 €150 for OVS deal No.2 €300 for OVS deal No.3 Office Pro/SBE Incentive: €25 Bonus bonds for resellers who sell five + copies of Office Pro/SBE during the month of September €500 bonus bond Pipeline incentive Contact your Distributor for more details

Overview of Vista

Volume Licensing & Annuity Build a recurring revenue stream Research proves that customers buying VL & SA spend more on software & services There’s never been a better time to buy SA Big Push is Open Value Subscription

Name: Nigel Mulholland MD, Nitec

Wrap-Up & Call to Action Mary Ashe-Winton

Call to Action Get Ready for the Vista Wave Check out the Partner Training schedule Share your pipeline & leverage our support to drive your sales Leverage SBS R2 & Mobility to increase SBS sales Leverage our promotions & incentives Build your annuity revenue stream Work with Loraine on competencies & Small Biz Specialist Program

© 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.