1. Business Productivity Infrastructure Optimization Campaign 1 Day 1: Business Productivity Infrastructure Optimization (BPIO) campaign We will introduce partners to the concepts of BPIO. They will understand the Current market and the opportunities in the market. Maturity model and how to identify a customer’s place in the lifecycle (Basic, Standardized, Rationalized, Dynamic). Customer Engagement Solutions (CES) framework and how to leverage the CES tools—Strategy Briefing (SB), Architecture Design Session (ADS), and Proof of Concept (PoC)— to move the sales process forward in a predictable and structured fashion. TimeModuleDescription 8:00 a.m. – 9:00 a.m.Breakfast and networking 9:00 a.m. – 9:30 a.m.1 - Introduction Overview of the workshop providing guidelines and agenda of the program 9:30 a.m. – 10:00 a.m.2 - Market Overview & Partner Opportunity Overview of the current market and partner opportunities within the market 10:00 a.m. – 11:00 a.m. 3 - Business Decision-Maker (BDM) campaign Overview to the BDM campaign 11:00 a.m. – 12:00 p.m.4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 12:00 p.m. – 1:00 p.m. Lunch Break 1:00 p.m. – 2:00 p.m.4 - BPIO Campaign and Maturity Model Overview of the Maturity Model and the Business Productivity Infrastructure Analyzer tool 2:00 p.m. – 3:30 p.m. 5 - CES Methodology and Co-Engaging with Microsoft Overview of the CES methodology as well as resources for engaging with Microsoft 3:30 p.m. – 4:30 p.m.6 - Microsoft Enterprise Search Overview of the new capabilities of Microsoft Enterprise Search; partners will understand the Microsoft Search technology components and how to leverage and integrate with the Microsoft Find, Use, Share Customer Campaign Agenda: BPIO Partner Sales Readiness Workshop

2. Business Productivity Infrastructure Optimization The BPIO Campaign for Microsoft Office 2007 Module 2 – Market Overview And Partner Opportunities

3. Business Productivity Infrastructure Optimization Campaign 3 Module 2 – Learning Objectives The new world of work The Microsoft vision for business productivity Market opportunity

4. Business Productivity Infrastructure Optimization Campaign 4 Microsoft’s Strategy For Solution Selling Methodology Alignment Business Context Knowledge Technology Depth and Integration Methodology Alignment Business Context Knowledge Solution Selling and Delivery Technical Decision Maker (TDM) IO Campaigns: BPIO Customer Engagement Solutions (CES) Business Decision Maker (BDM) Customer Campaigns

5. Business Productivity Infrastructure Optimization Campaign 5 The New World of Work

6. Business Productivity Infrastructure Optimization Campaign 6 Globalization Customer Demands Consolidation Budgets Economic Trends Regulation (ISO) Business Challenges

7. Business Productivity Infrastructure Optimization Campaign 7 Growth Profit Revenue Efficiency Shareholder Value Share Performance

8. Business Productivity Infrastructure Optimization Campaign 8 Performance Business Outcomes

9. Business Productivity Infrastructure Optimization Campaign 9 The Role Of People

10. Business Productivity Infrastructure Optimization Campaign 10 The Role Of Software Business Productivity Optimization Core Infrastructure Optimization Application Platform Optimization

11. Business Productivity Infrastructure Optimization Campaign 11 The Information Workspace Who wants it and when Business Productivity Infrastructure Optimization Campaign

12. 12 Who Will Deliver Information Worker Platforms?

13. Business Productivity Infrastructure Optimization Campaign 13 Business Productivity Infrastructure Optimization Campaign The Microsoft Vision for Business Productivity

14. Business Productivity Infrastructure Optimization Campaign 14 A People Ready Vision

15. Business Productivity Infrastructure Optimization Campaign 15 2007 Microsoft Office System A true solutions platform Division Enterprise Individual Team Internet Extranet Business Applications (SAP, data warehouse, custom…) Clients need access People Line of business data Documents

16. Business Productivity Infrastructure Optimization Campaign 16 Business Productivity Capabilities Key enablers Unified Communications and Collaboration Business Intelligence Enterprise Content Management WorkflowSearch Business Data Catalog Extensibl e UI Open XML File Formats Website and Security Framework Secure, Well-Managed Infrastructure

17. Business Productivity Infrastructure Optimization Campaign 17 Business Productivity Infrastructure Optimization Campaign Enterprise Search Demo

18. Business Productivity Infrastructure Optimization Campaign 18 Business Productivity Infrastructure Optimization Campaign 2007 Microsoft Office system Market Opportunity

19. Business Productivity Infrastructure Optimization Campaign 19 Benefits Of Solutions Built With The 2007 Microsoft Office System Largest install base 95%+ penetration of desktops Easily deployed and adopted across organizations De facto business communication standard Built-in technical capabilities Pervasive XML capabilities for composite applications Rapid forms-based application development Workflow and other application building blocks Opportunity for partners to deepen and extend their customer relationships Value of Office Solutions is easily understood by customer business decision makers Partners can advance their role as a trusted advisor and create new revenue opportunities

20. Business Productivity Infrastructure Optimization Campaign 20 Expand Your Business $2B $3B $5B $26B $28B $30B $31B $20B $25B *2005 – IDC and Microsoft internal $148B in services in 2007 <20% of capacity needs met Huge UCC, BI, ECM upside Macroeconomics

21. Business Productivity Infrastructure Optimization Campaign 21 <1 year to breakeven Mobility Secure IM Collaborative workspaces Process flows and Archives Enterprise SearchLOB Integration KPI Dashboard 20-40% net profit Rapid, repeatable solutions 25 deals in 6 months 4 months to first deal Expand Your Business $2B $3B $5B $26B $28B $30B $31B $20B $25B $148B in services in 2007 <20% of capacity needs met Corporate Portals Deployment and Migration MacroeconomicsMicroeconomics Key Opportunities

22. Business Productivity Infrastructure Optimization Campaign 22 Office Development is one of the hottest areas of partner opportunity in enterprise and largely un-served Enterprise Customers Business Process Integration Upper MidMarket Customers Collaborative/Self Service Portals Core MidMarket and Lower MidMarket Connections To Data Sources Partner services opportunity in MidMarket only marginally smaller than enterprise Underserved customer segments Collaboration solutions biggest opportunity in MidMarket From IW SCOPE Partner Opportunities Key insights

23. Business Productivity Infrastructure Optimization Campaign 23 FinancialManufacturingGovernment Verticals Quality Management IT Governance Product Development Business Scenarios Application Extensions ERP, LOB Integration Custom Development Workflow Automation IT ArchitectureChange Management Training Domain expertise Business Process Consulting Regulatory Compliance Platform Extensions Transactional DB, ERP Partner Opportunities Key insights Solutions

24. Business Productivity Infrastructure Optimization Campaign 24 Summary The current state of the industry and the business value related to 2007 Microsoft Office system Understand why partners should choose to invest resources in Microsoft Learn how to build on customer’s existing infrastructure and extend ROI of 2007 Microsoft Office system investments Realize increased productivity with easier to use 2007 Microsoft Office system Learn about customer needs based on research for ECM, UCC, and BI Review of the market opportunities for Partners and future projections for market size and value

25. Business Productivity Infrastructure Optimization Campaign 25 Group Interactivity What are the common business needs you are hearing? How do the new Microsoft technologies meet those needs? What are customers saying about the new technologies and how they will integrate them into their business? Is there consistent feedback when talking to customers; excitement, apprehension, eager to adopt? Now we’ll discuss what you are seeing or hearing in the field for customer needs

26. Business Productivity Infrastructure Optimization Campaign 26 Resources Early Adopter Programs Readiness resources at https://partner.microsoft.com/office12https://partner.microsoft.com/office12 Information Worker Competency Office 2003 specializations at https://partner.microsoft.com/iwsolutions/ Office 2003 readiness resources at https://partner.microsoft.com/40011718https://partner.microsoft.com/iwsolutions/https://partner.microsoft.com/40011718 Office Solutions Showcase http://www.microsoft.com/office/showcase http://partner.microsoft.com/iwshowcase http://www.microsoft.com/office/showcase http://partner.microsoft.com/iwshowcase 2007 Microsoft Office system http://www.microsoft.com/office/preview (download beta) https://partner.microsoft.com/40025002 http://www.microsoft.com/office/preview https://partner.microsoft.com/40025002 Microsoft Partner Site https://partner.microsoft.com/global/partner https://partner.microsoft.com/global/partner 2007 Microsoft Office system Sales and Marketing Readiness Presentations https://partner.microsoft.com/global/40028481?PS=95000124 https://partner.microsoft.com/global/40028481?PS=95000124 Partner Marketing Center https://partner.microsoft.com/global/salesmarketing/marketingcenter https://partner.microsoft.com/global/salesmarketing/marketingcenter

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