Ignite Your Venture Webcast Series Every Wednesday In April, 2-3 PM EST April 7 – Bringing Your Ideas to Life with a VC April 14 – Finding the Right People to Make the Right Team April 21 – Helping to Increase Profits & Accelerate Sales April 28 – Business Lead Generation That Works Microsoft does not endorse any of the participants in this webcast or their software, solutions or services. Microsoft disclaims any and all liability arising out of your use of information contained this webcast. Twitter: #IYV

Angie Lim Channel Audience Manager Microsoft Partner Network Startup ISV & Web Developers Twitter: #IYV

Many Hands Make Light Work Increasing profits and accelerating sales through effective channel engagement

Introductions

small c, big impact

Considerations

Ad-Hoc Organized Planned Managed Experience Strategic Evolution Maturity

Decisions

Third Party Channels Requirements: “low touch” network of partners to increase sales capacity and footprint Requirements: complimentary sw or services to complete a solution. Competitive differentiator. Partners to underwrite perceived risk Requirements: Product and Subject Matter Experts, Risk mitigation partners, Financial partners, technology partners Characteristics: products are out of box, low/no integration requirement, minimal competitive differentiation Characteristics: some customization/integration required. Multiple “real” competitors Characteristics: complex solution bought through SI/Consulting recommendations. Heavy performance requirements, high visibility, high cost projects Partner types: Reseller & OEMPartner types: Complimentary ISV, niche SI/Consulting, OEM & regional reseller Partner types: SI/Consulting, Complimentary ISV and Solution/Industry partners Examples: Insight, Mainline, Avnet, Regional resellers Examples: Industry focused ISV’s, technology partners (Microsoft, HP), Regional and Industry SME SI’s Examples: Large SI’s (IBM, Tata, CSC), cost reduction/offshore SI’s (Cognizant, Wipro), Industry specialists (Northrop Grumman, CGI, Booze Allen Hamilton) Solution Capabilities Complex & Variable Simple & Fixed Zone 1 Zone 2 Zone 3 Line of “Reasonable Cost”

Sales Ad-HocOrganizedPlannedManaged MentalityPassiveReactiveProactiveAdaptive IntentBe consideredMake sale Create repeat business Become dominant supplier Focus Product/ Service CustomerCompetition Customers` customers and competition RelationshipCasualTrustMutualSymbiotic ValueLow operations – product/ service options Low/mid management - Applications High/mid management – Business Solutions High executive – Strategic direction/ Expertise Reference: Holden Text “World Class Selling”

A Caution

Best practices Performance management Reward and recognition Enablement practices Customer engagement tools Pipeline and forecast

In Summary… Start with strategic considerations and framing Execute against a coherent decision framework Employ consistent best practices

© 2009 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 presentations. 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. Contact information: +1 (416) (647) (905)

© 2009 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 presentations. 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. Discussion Use the Q&A tool Twitter: #IYV

Ignite Your Venture Webcast Series Every Wednesday In April, 2-3 PM EST April 28 – Business Lead Generation That Works Microsoft does not endorse any of the participants in this webcast or their software, solutions or services. Microsoft disclaims any and all liability arising out of your use of information contained this webcast. Twitter: #IYV