MBS Marketing and Sales Update Airlee Gigun | Partner Development Manager, MBS|

Agenda The Lead Process The Lead Process   Tools   How you engage Go-To-Market Initiatives Go-To-Market Initiatives   What are they   How you can get involved   Targeted or Industry specific marketing activities   Advertising Marketing Tools and Resources Marketing Tools and Resources   Partner Direct   Ready Set Share   Canadian MBS Page Microsoft Partner Program Microsoft Partner Program   Overview   Key dates

Add in marketing bootcamp Add in marketing bootcamp Nov 4 and 5 th Nov 4 and 5 th In Mississauga In Mississauga They will be able to register – October 1 They will be able to register – October 1 The can register on microsoft.ca/partner/trainingevents The can register on microsoft.ca/partner/trainingevents Only 50 spots! Only 50 spots! 225$ (Value of 1995) 225$ (Value of 1995) 50% BDF covered 50% BDF covered

The Lead Process How are leads distributed to Partners? Leads are passed to Certified Partners in the Microsoft Partner Program Leads are delivered to you through your Partner Account Manager (PAM) or the Business Planning Lead Connection Tool (BPLC) How do I get leads? Talk to your PAM/TPAM Share your business strengths, expertise with them Engage in pipeline discussions Close the loop on all leads you receive What is the BPLC? Self-service web based application Enables easy tracking and reporting of progress toward goals and opportunities Central location for management of opportunities with Microsoft account manager This is a tool that is in the ramp up phase Not all partners have access

The BPLC Tool

Accepting or Rejecting Opportunities Partners will initially evaluate opportunities in the system based on the following information:   Opportunity Description   Customer City   Customer Postal Code   Revenue Estimate Contact information is not displayed until after an opportunity is accepted or claimed.   This prevents two partners from accidentally contacting the same customer. Once partner accepts, they can see all information associated with the opportunity, including contact info and opportunity notes. The system sets a maximum number of opportunities that each partner can have open at any one time – so one partner cannot take them all.

Go-To-Market Initiatives What are Go-to-Market Initiatives or GTMs? What are Go-to-Market Initiatives or GTMs?   Comprehensive market initiative   Includes sales, marketing, services and partner elements   Typically focus on customer pain points What do they mean to you? What do they mean to you?   Identify relevant GTM activities for your business imperatives   Good fit with your product/service offering?   Alignment with your sales priorities/ customer needs   Align and prioritize your marketing activities   Timely execution   Tele-prospecting   A la carte Tools\Partner Direct\Ready Set Share   Local Advertising   Local events

MBS FY05 GTMs Business Applications GTM Business Applications GTM  Business Operations Management  ERP GTM  Connected Customer  CRM GTM

Business Operations Management GTM Objectives Drive revenue and customer adds in Canada through rich corporate-led marketing campaigns Equip you with readiness tools and training to enable you to:   execute marketing programs to create demand   identify opportunities and close prospect deals.Goals Deliver 2,450 sales qualified prospects (SQP’s) to partners 280,000+ impressions in the marketplace (through direct mail, , tele-marketing, tradeshows, events, thru-partner marketing) 443 new customer adds

Key Initiatives – H1 Direct Marketing Activities Direct Mail - Letters   Horizontal (bilingual), Distribution, and professional services   Audience is BDM (Business Decision Makers)   Different industry selects   Impressions: 40,000   Horizontal (bilingual)   Audience is TDM (Technical Decision Makers)   Different industry selects   Impressions: 15,000 Call to action – white paper   “Evaluating Financial Management Software– Five Must- Haves”   “Why Cash is King” Drop Date: Mid October Geographic Coverage: National

Key Initiatives – H1 Ran Campaign Wave 1 in 2004 Great results Goals: 40 customer adds and 250K in net rev Actuals: 53 Customer adds and >1 million in net rev This was deals that were not in the pipeline (true net new business) Partners were solely responsible for demand generation Wave 2 MBS driving demand Letter is aggressive in tone Call to action is inbound call only ACCPAC Campaign – Wave 2 – 20,000 DM impression Mid October Geographic Coverage – National Heavier in cities with radio to support Details on offer call in to the partner readiness session Sept 28 th 4pm EST Live meeting, should have received details if not contact PAM or Tele-PAM

Key Initiatives – H1 Navision 4.0 Launch TWO DAYS!!!!   Day 1: Product   What’s new in Navision 4.0 -Michael Rosenørn, Global Product Manager   Navision Business Analytics   Navision 4.0 Manufacturing - Henrik Grann, Senior Product Manager   SQL Support & SQL Performance, Navision - Michael Rosenørn   Monte Carlo Night at the Mississauga Living Arts Centre   Day 2 : Sales and Marketing   SMS&P Canada Update   MBS Sales Update   Navision Marketing and FY05 Marketing Plan Closing Key Note –René Stockner, General Manager, Navision, Microsoft Corporation Closing Key Note –René Stockner, General Manager, Navision, Microsoft Corporation October 6 - 7, 2004 Microsoft Canada Co, 1950 Meadowvale Blvd, Mississauga

Key Initiatives – H1 Navision Tech Day Comprehensive technical event for:   IT professionals   Implementation Consultants   Project Managers   Developers working with Microsoft Business Solutions Navision software. FULL day of content-rich, educational training focused on Navision 4.0. Get trained by a team of global Microsoft Navision product & technical EXPERTS! Register today: October 5, 2004 Microsoft Canada Co, 1950 Meadowvale Blvd, Mississauga Fee: 8:30 - 9:00 Registration and breakfast 9: :30 Navision Industry Templates 10: :45 Navision Application Server (NAS & XML Port) 12:45 - 1:45 BizTalk® server Integration with Navision 2:00 - 3:30 Navision SQL Deployment - Best Practices 3:45 - 4:45 Business Analytics - Part I 5:00 - 6:00 Business Analytics - Part II

Advertising and PR Strategy Re-deployment of the radio spots we ran last spring. The spots will be running in five cities Toronto : English : CFTR, CHFIFM, CJCL, CFMJ, CILQFM, CFRB, CKFMFM : Sept. 6 for 4 weeks Go to Vancouver : English : CHQMFM, CFMIFM, CKNW, CKLGFM, CKWX : Sept. 6 for 4 weeks Go to Calgary English CJAYFM, CKISFM, Sept. 6 for 4 weeks Go to CHFMFM, CHQR Edmonton English CFBRFM, CFMGFM, CHED, Sept. 6 for 4 weeks Go to CKNGFM Montreal French CKGLFM, CKOOFM, CKMFFM, Sept. 13 for 4 weeks Go to CKAC Offer: Making Winning Software Decisions

Connected Customer GTM Objectives Increase Microsoft CRM Partner Engagement Accelerate CRM Adoption Continue to drive awareness for the Microsoft CRM business with a customer evidence strategyGoals Deliver xxxxx sales qualified prospects (SQP’s) to partners xxxxx impressions in the marketplace 237 new customer adds

Key Initiatives Direct Marketing Activities – Connected Customer One Direct Mail and one TDM One Manufacturing One distribution letter One professional services letter is horizontal Impressions DM - 45,000 Impression EM – 15,000 – October 1 st DM – October 18 th Geographic Coverage: National

MBS Tools and Resources Partner Direct   Generate awareness for customers at the beginning of the sales cycle   Build potential sales leads   Up to 5,000 Direct Mails   Drive demand with small and mid-market customers Ready Set Share   A web-based, automated marketing tool that professionally executes personalized presentations, seminars and workshops through partner co-marketing   Help move clients further along in the sales cycle from awareness to purchase   Invite 100 Customers to a Ready Set Share Event

MBS Tools and Resources Lists For both tools lists need to be provided by you, Microsoft can not provide its list List Rental Services are available, some include:   Cornerstone:     D&B     Harte-Hanks  

Marketing Tools and Resources Provides FREE professional full colour Direct Mail sent to existing & prospect customers Customer data is handled by a third-party that will keep it confidential Aligns with Microsoft’s Go-To-Markets (GTMs) French & English versions of the Direct Mails are available After approval it takes 2-3 weeks to be received by the end customer Partner Direct

Review the 4 easy steps to create a campaign and then click on the “Start Campaign Now!” button

Marketing Tools and Resources Types of Direct Mails Pre-designed Direct Mails   Contain content about a specific product or Go-To-Market (GTM)   Customize Call to Action and Offer and Contact Information Customizable Direct Mails   Template and graphics are provided   Content needs be completely customized to highlight your specific software solution   Custom Solution Providers ie. ISVs and Certified Partners

Choose from different Go-To- Market Campaigns and a variety of Direct Mail templates…

Marketing Tools and Resources Provides FREE personalized direct mail and invitations One resource where partners can find all the information they need to hold a presentation/seminar Available in French – English interface but Frech communications Aligns with Microsoft’s Go-To-Markets (GTMs) Sends personalized direct mail and invitations to customers Registration site for customers Content and a detailed agenda Customer kits including name tags, presentation and Whitepapers Follow-up thank you and evaluation to customers Ready Set Share

Select the seminar topic you would like to present. You can view information about the seminar in the “Resource Center”.

Marketing Tools and Resources Types of Seminars Pre-designed Seminars   Presentation and Invitation are already written   Customize Date, Location, Logo and Contact Information Customizable Seminars   Invitation and Presentation Templates are provided   Content needs be completely customized to highlight your specific software solution   Custom Solution Providers ie. ISVs and Certified Partners

Customize invitations to include seminar location, seminar date, logo and contact information.

Upload your customer list by dragging and dropping from your Outlook contacts. All customer information is handled by a third party and kept secure and confidential.

Customers receive a direct mail invitation personalized from you 3-5 days after the you set up the seminar.

Customers receive a reminder to register a week before the event and a reminder to attend the day before the event.

After the Seminar is set up you can view your seminar details, customer registration status, invite additional customers, download survey results and view the resource center.

You can find all of the content you need to host the seminar in the Resource Center as well as other material related to the seminar topic.

Marketing Tools and Resources A resource page with all Canadian Content A resource page with all Canadian Content  Events  Canadian web and live event info  Navision 4.0 Launch and Tech Day  CRM Web Session  Canadian Briefing  Canadian marketing calendar  French brochures and a la carte pieces  Product pages for ERP and CRM products  Promotions  Price lists  Local news  Partner opportunities  Canadian advertising schedule Canadian MBS Web Page

Marketing Tools and Resources Supplement to PartnerSource specifically for Canadian partners Supplement to PartnerSource specifically for Canadian partners Continue to use PartnerSource for all your main information but use this site as a quick access for local Canadian activities. Continue to use PartnerSource for all your main information but use this site as a quick access for local Canadian activities. Information on specific Canadian pricing, product offers and promotions as well as marketing campaigns, advertising and opportunities for partners is all housed in this one easy to navigate site. Information on specific Canadian pricing, product offers and promotions as well as marketing campaigns, advertising and opportunities for partners is all housed in this one easy to navigate site.

Marketing Tools and Resources Turnkey Marketing Programs Turnkey Marketing Programs   No longer available to Canadian partners   Why? A la Carte Marketing Tools A la Carte Marketing Tools   Still available to Canadian partners   Look to the new Canadian site for localized versions US Resources and Programs US Resources and Programs   How do they differ from Canadian programs? Business Development Funds Business Development Funds   Will continue   Looking to revamp to align with the MSPP

MSPP and the MBS Competency -- Competencies Benefits-- -- Investment-- -- Brand-- -- MBS Services -- Registered Member Certified Gold Certified Authorization to order License and enhancement discounts Terms and Conditions Consolidated Ordering SPA Contract 1. Microsoft Partner Program (MSPP) $2205 CDN 3. Reseller Terms and Conditions MBS Solution Provider Agreement (SPA) Regional Operation Centers (ROCs) Preferred Support Incidents 3-hour Response Time 4 seats 6 seats Foundation Library 4 6 eCourses 25% 35% eCourse discount Consultant Resource Center CertifiedGold Preferred Plus Support Incidents 3-hour 1-hour Response Time 8 seats 10 seats Foundation Library 8 10 eCourses 25% 35% eCourse discount Consultant Resource Center CertifiedGold Sr. Support Professionals Monthly Support Usage Reports 20 Support Incidents 8-hour Response Time 2 seats Foundation Library 1 eCourse 25% discount on eCourses Consultant Resource Center Flex Services Flex Preferred Services Support Incidents 30 minute Response Time 25 seats 50 seats Foundation Library eCourses 25% 35% eCourse discount Consultant Resource Center Certified Gold Senior Support Professionals Support Usage Reports Customer Valuation Reports 4 hours 8 hours Technical Services 80 hours 100 hours Services Account Mgr Partner Advantage Foundation Registered Member Overview 2. MBS Partner Service Programs

September 30, 2004 Deadline to accept your pre-approval status and enroll into the Microsoft Partner Program and Competency OR Meet pre-approval criteria for;   MSPP (Microsoft Partner Program)   MBS Competency   ISV/Software Solutions Competency   Learning Solutions Competency October 1, 2004 MBS Services - Flex Preferred incident price increase   To learn more about them to go PartnerSource > Partner Essentials > Partner Programs July 31, 2005 Sign the SPA MSPP and the MBS Competency

Q&A

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