Drive ERP Results! Nancy Teixeira, ERP Product Manager - Canada

What you asked for… FY05 MBS Priorities Market Segments Geos Drive ERP results Accelerate CRM adoption Amplify MBS market impact Scale industry Solutions Demand Generation / Leads Partner Marketing (programs, enablement, training) Brand Awareness Case Studies Meaningful Advertising Go deep in industry/vertical marketing Enable partners to do the same

Demand Generation   Global “GTM”s   Targeted Campaigns: Competitive & Industry   Corporate   With Partners Product Launches as part of the GTM strategy   Navision 4.0! Local Initiatives   Promotions   Partner Co-Marketing Existing Customer Marketing Drive ERP Results – How? Increased Focus

Purchase Leverage momentum from GTM Print / Online / Radio Through-Partner Events Retention MS Purchase incentives GTM Engagement thru the Sales Funnel Through-Partner Telesales Through-Partner Direct Mail Partner Call to Action: Needs Assessment / Trial / Proof of Concept PartnerCo-MarketingPrograms Through-Partner PR Trial Interest Awareness

Businesses face many challenges… How to Increase Employee Productivity How to Increase Employee Productivity How to Streamline Operations & Realize Better Efficiencies How to Streamline Operations & Realize Better Efficiencies How to Integrate Multiple Systems to overcome “Islands of Information” How to Integrate Multiple Systems to overcome “Islands of Information” How to ensure Easy Access to Timely & Accurate Information How to ensure Easy Access to Timely & Accurate Information The Business Operations Management GTM maps Microsoft ERP solutions to those challenges…

Objectives of Biz Ops Mgmt GTM Drive revenue & customer adds thru rich corporate-led marketing campaigns Equip the SMS&P field with readiness tools & training to enable them to identify opportunities and close prospect deals Equip partners with readiness tools & training to enable them to execute marketing programs to generate demand, and close prospect deals Drive $39.8M in license & service revenue and 443 customer adds in Canada in FY05

Waves of Cdn FY05 GTM Strategy… Global GTM:   Financial Mgmt (Sept 04)   Supply Chain Mgmt (Jan 05) Spanning Market Segments  CSB  MM  CAS Horizontal & Industry  Distribution  Manufacturing  Retail  Professional Services Targeted GTM:  Industry  Competitive  ACCPAC  JDE/PSFT

The GTM Deliverables Competitive Overview Competitive Overview Solution Selling Job Aids Solution Selling Job Aids  Pain Sheets™, Anxiety Creating Questions, Pain Chains, Interest Creating Statements, Reference Stories, etc. Battle Cards Battle Cards BDM & TDM PPT presentations BDM & TDM PPT presentations Fact Sheets & other collateral material Fact Sheets & other collateral material Event materials – invites, checklists, templates Event materials – invites, checklists, templates Direct Mail – letter kits, self mailers, postcards Direct Mail – letter kits, self mailers, postcards Banners, Ads, Buttons Banners, Ads, Buttons

FY05 MBS Competitive Marketing FY05 Goals:   Increase competitive win rate for MBS   Grow MBS business thru competitive migrations Strategy: Select 1-2 key competitors to target aggressively thru corporate campaigns and partner-lead offers FY05 Calendar

ERP Launches Part of Marketing Strategy Educate, Enable and Energize Global GTM: Business Operations Mgmt Compelling pricing & packaging options Launch World Wide Partner & Customer events Provide strong sales & mktg tools Drive Press and Analyst awareness Strong Offerings Major release for all ERP products 100’s of enhancements Engineering excellence (including Watson) Tighter integration to Office Capture “look ‘n feel” of Outlook 2003 Product lifecycle commitment Integrated Innovation 8.0 Initial Launch FY05 Q1 6.0 Initial Launch FY05 Q1 4.0 Initial Launch FY05 Q2 4.0 Initial Launch FY05 Q4

Demand GenerationTactics & Strategies Prospect Marketing BDM/TDM direct mail & 4 verticals (Mfg, Dist, Retail, PSO) Telemktg call down & follow up Existing Customer Marketing Fargo-based EC promotions Cold-call Campaigns Outside vendor + Inside Sales Every quarter of the fiscal Horizontal, Vertical & Competitive Webcasts Leverage US Live & On-Demand Canadian “Industry” Webinars Partner Co-Marketing Programs Partner Direct Ready Set Share Opt-In Telemarketing BDF Events Smarten Your Supply Chain Financial Technology Show Alan Salmon Tour FOSH Tour Partner-lead events PR/Advertising Canadian Case studies Byline Articles & Story Pitches Media & Analyst Roundtables

Thank You Have an exciting, rewarding and successful FY05!