Microsoft Services Working to Enable and Support the Partner Community Nigel Cadywould Services Director Rob Burley-JukesPartner Services Lead

Agenda The Role of Microsoft Services Services in FY10 Working with Partners Winning with Services Ready

Services Mission

9 Service Lines

Early adoption / lighthouse wins Drive customer satisfaction Grow license sales / opportunities Create customer demand Stepping up to Cust / Part needs Sell and win solutions with Partners Support Partners through subcon Co-engagement IP transfer to Partners Services to / through Partners Provide customer-centric feedback to the business groups Share best practices Our Roles in the Ecosystem Move / make the market Vendor ‘skin in the game’ Partner enablement and support Drive product improvement

Impact of Microsoft Services To Customer To Partner Strategic advisory guidance Influence key tech/architectural decisions Unbiased, no product/service revenue goals Strategic advisory guidance Influence key tech/architectural decisions Unbiased, no product/service revenue goals Insight into business pain Deep knowledge of MS platform Grows MS platform opportunities Insight into business pain Deep knowledge of MS platform Grows MS platform opportunities Deep tech insight into complex projects Mitigate risk on strategic projects Transfer of knowledge and best practices Deep tech insight into complex projects Mitigate risk on strategic projects Transfer of knowledge and best practices Develop market for newer technologies Best practices and knowledge transfer Lowered engagement risk Develop market for newer technologies Best practices and knowledge transfer Lowered engagement risk ITAP Advisor TAM MCS Consultant Direct line to handle technology issues Close relationships with IT Ops & Support Helps ensure high degree of satisfaction Direct line to handle technology issues Close relationships with IT Ops & Support Helps ensure high degree of satisfaction Backstop technical support of last resort Helps maintain environment conducive to positioning / selling MS solutions Backstop technical support of last resort Helps maintain environment conducive to positioning / selling MS solutions

# Offerings Sold Customer Satisfaction Partner Satisfaction # Offerings Transfer to Partners # ITAP Engagements Sold # Premier Customers ITAP Penetration # Solution Offerings Developed based on Field Harvested IP Services Accountabilities Win Customers Drive Satisfaction Grow Business InnovateInnovate

Services in FY10

Working with Partners

Services Ready

11 Redmond Channel Partner Magazine (June 2009) “Services Ready goes a long way toward ensuring our customers have a consistent, high-value experience with partners who are armed with Microsoft’s own tested and proven tools.” Maria Martinez, Corporate VP, MS Services Redmond Channel Partner Magazine (June 2009) “Services Ready goes a long way toward ensuring our customers have a consistent, high-value experience with partners who are armed with Microsoft’s own tested and proven tools.” Maria Martinez, Corporate VP, MS Services

Motivation & Rationale 12

Enhances partner capabilities and supports partner attach to opportunities Partner Value Proposition 13 Predictability in engagement with MCS A published timeline for partners becoming the primary channel to market Offerings Graduation Partner differentiation through logo linked to MSPP / MPN Services Ready web presence & PR Branding & Accreditation Increased speed & repeatability and reduced risk in customer engagements An opportunity to work more closely with MCS Co-engagement & MCS Relationship High quality instructor-led delivery training from experienced Microsoft practitioners Online, on-demand sales training & marketing collateral Training / Readiness Reduced time to market building new practices and capabilities Reduced effort in maintaining repeatable IP Offerings

Predictability in Engagement Timing to Stage 3: 12 – 15 months target after offering release to partners 7 offerings in FY10 to become partner only Timing to Stage 3: 12 – 15 months target after offering release to partners 7 offerings in FY10 to become partner only Timing To Stage 2: 3 -6 months target for each offering (post July 2009) Timing To Stage 2: 3 -6 months target for each offering (post July 2009)

Services Ready in 6 steps 15

Program Pricing 16 Global Global Option Choice of 5 services offerings in areas with agreed PSPs, for US$125k Flexibility for each area to choose 5 offerings independently Access to all pertinent offerings materials Dedicated training event & access to shared events Co-engagement by subsidiary to become Services Ready Area / Service Line Area & Service Line Options For an area e.g. APAC, choice of any 5 services offerings (for US$40k) or any 3 offerings from any single service line (for US$30k) Access to all pertinent offerings materials Training at shared events Co-engagement by subsidiary to become Services Ready Single Offering Single Offering Option For use in an MS subsidiary US$10k (in Australia, NZ, Korea & Singapore) Access to all materials for single offering Training at shared events Co-engagement in subsidiary to become Services Ready

Services Ready in 6 steps  1. Partner Solutions Planning 17 Common taxonomy of solutions, supporting business development between partners and Microsoft Services, SMS&P & EPG Develops a relationship with MS Services Common taxonomy of solutions, supporting business development between partners and Microsoft Services, SMS&P & EPG Develops a relationship with MS Services Services Ready is primarily targeted at managed Gold partners with PSPs Choice of services offerings to support chosen PSPs

2. Join the Program 18 Options to suit all requirements, from a global initiative to a single offering Global option offers local flexibility Options to suit all requirements, from a global initiative to a single offering Global option offers local flexibility Services Ready is a paid program, with a straightforward readiness agreement Partners may sign up globally, by area, service line or individual offering

3. Access Offerings IP 19 Time to market in building capabilities Avoid investment in IP, available from Microsoft in a known timeframe Able to focus efforts on differentiated, value- adding solutions Minimise maintenance of in-house IP Time to market in building capabilities Avoid investment in IP, available from Microsoft in a known timeframe Able to focus efforts on differentiated, value- adding solutions Minimise maintenance of in-house IP Offerings contain both sales & delivery materials (private site via MS Connect) Partners signing up by area/globally, are able to access all sales materials to assess the most useful offerings Partners may adapt and extend the IP for their own purposes

4. Attend Partner Readiness 20 Up-skill consultants Learn from MCS early adoption experiences worldwide Appreciate how to apply the IP to best effect Build MCS relationships Up-skill consultants Learn from MCS early adoption experiences worldwide Appreciate how to apply the IP to best effect Build MCS relationships Delivery training is instructor led (typically 2-3 days), sales training is online Focuses on real-world implementation best practices Assumes prior technical knowledge High quality training from MCS practitioners

5. Gain Services Ready Accreditation 21 Reduced risk in initial project / build MCS relationship for subsequent projects Visible differentiation Leverage Microsoft marketing around offerings Natural go-to partner for Microsoft around offerings; common understanding of approach Reduced risk in initial project / build MCS relationship for subsequent projects Visible differentiation Leverage Microsoft marketing around offerings Natural go-to partner for Microsoft around offerings; common understanding of approach MCS validate first successful project (partner or MS primed) – partner now accredited Partner able to use the Services Ready logo Partner listed on customer facing

6. Pursue Repeat Business 22 A known offerings lifecycle clarifies the roles of partners & MCS Accelerate deals & win more business More predictable, higher quality project delivery Save project effort, improve margins Build a dialogue with MS Services – joint engagement on strategic opportunities A known offerings lifecycle clarifies the roles of partners & MCS Accelerate deals & win more business More predictable, higher quality project delivery Save project effort, improve margins Build a dialogue with MS Services – joint engagement on strategic opportunities Leverage offerings based opportunities, working in tandem with Microsoft’s sales organisation Partners utilise IP to best effect, ideally engaging MCS where needed in support of strategic deals “Working with MCS on the Services Ready program gave OBS the opportunity to work with a major account on a key strategic program. It allowed OBS to showcase its capabilities to the client and provided an avenue for future long-term engagements.” Andy Neumann, OBS Melbourne “Working with MCS on the Services Ready program gave OBS the opportunity to work with a major account on a key strategic program. It allowed OBS to showcase its capabilities to the client and provided an avenue for future long-term engagements.” Andy Neumann, OBS Melbourne

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